Pharmaceutical Distribution in Europe: Pfizer Breaks the Mold

Published by: Decision Resources

Published: Aug. 9, 2007 - 22 Pages

Table of Contents

Executive Summary

Strategic Considerations

Stakeholder Implications

Changing Patterns of Pharmaceutical Distribution

Motives for Adopting Direct Distribution

Pfi zer Rebuffed in Germany and Spain

Pfi zer Implements Direct Distribution in the United Kingdom

Other Manufacturers Interested in Changing Their Distribution Systems

Investigation of U.K. Pharmaceutical Distribution

Wholesalers’ Response

Pharmacists’ Response

Other Stakeholders’ Responses

Government View

Outlook and Implications for the Pharmaceutical and Wholesale Industries

Table:

1. Discounts Offered to Pfi zer’s Direct Distribution Pharmacy Customers in the

United Kingdom

Figure:

1. Timetable of Key Events in the Development of Direct-to-Pharmacy Distribution in the

United Kingdom

Sidebars:

Glaxo’s Approach to Agency Distribution

Single-Channel Distribution in Finland and Sweden

Logistics Service Providers: New Competition for Traditional Wholesalers

Abstract

• Like Pfi zer, two-thirds of pharmaceutical companies have considered changes to their European distribution systems, threatening what was in 2004 a $130 billion pharmaceutical wholesale market for the region. What other pharma companies are considering a switch to direct distribution, and why? How are wholesalers adjusting their practices in anticipation of such a change in the business environment?
• Pfi zer has reduced the discounts it provides to purchasers, changing from a percentage of the purchase value to a fl at fee per pack; other companies considering direct-to-pharmacy (DTP) distribution may follow suit. What recourse do pharmacists and prescribers have in the face of this revenue loss? What government involvement, if any, might help offset this loss? What impact could this have on services provided?
• In 1991, GlaxoSmithKline (then-Glaxo) introduced a direct distribution program in the United Kingdom, an excursion that may provide some insight into potential outcomes of Pfi zer’s current venture. What changes has the company made to this system in the intervening 16 years? How have wholesalers and pharmacists responded to this program?

• The distribution market in fl ux: the changing patterns of pharmaceutical distribution and companies’ motives for adopting direct distribution.
• Pfi zer’s pursuit of DTP: the company’s attempts at direct distribution in Germany, Spain, and the United Kingdom.
• Market impact: other multinational manufacturers interested in direct distribution.
• Key stakeholders’ response: reactions of wholesalers, pharmacists, and dispensing doctors, as well as the government view of the program and the ensuing investigation of U.K. pharma distribution.
• Outlook and implications: our forecast for the impact of DTP on future drug distribution trends.

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