Integrichain Blog


December 11, 2023

Trade and Channel Strategies

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IntegriChain is a proud sponsor of this year’s Informa Connect Trade & Channel Strategies event, marked by the life sciences industry as the “go-to” event for trade, channel, market access, account strategy and brand professionals. 

Senior Vice President and Managing Partner, Consulting

William Roth
Senior Vice President and Managing Partner, Consulting

Session Date: Monday, December 11
Session Time: 8:45 AM – 9:30 AM
Session: The Economics of the Pharmacy and Distribution Channel

In this keynote address, gain key insights on the pulse of the industry and what is seen as areas of focus of the future, including:

  • Economics for Access and Channel impacting new challenges with commercialization
  • Residual impact of the Generic Patent Cliff and how it’s impacting PBMs, Retailers, Wholesalers and GPOs
  • Early glimpses at the Specialty Patent Cliff and a check-in on Pharmacy Benefit Biosimilars
  • Mix of direct and indirect distribution across the product archetypes and why direct is growing
  • Why Retailers aren’t making money on brands and are asking pharmaceutical manufacturers to bail them out
  • Growth of cash pay and what that means for Access and Channel




Senior Principal, Blue Fin Group

Jason Bogroff
Senior Principal, Blue Fin Group

Session Date: Monday, December 11
Session Time: 2:15 PM – 3:00 PM
Session: Partnership Pavilion Panel

Hear directly from the stakeholders of the channel, including 3PL, Distribution, Pharmacy and Manufacturers on areas that the industry can come together, what is needed moving forward and opinions on overall trends in the marketplace.


  • Jason Bogroff – Partner, Blue Fin Group


  • Jeff Henderson – Vice President, Head of Global Market Access, Reimbursement and Distribution, VectivBio
  • Eliane Maalouf – Director of Trade and Fulfillment – Specialty Pharmacy, Mass General Brigham
  • John Robicsek – Assistant Vice President – Strategy, Business, and Program Development, Atrium Health



Vice President, Industry Solutions

Dave Weiss
Vice President, Industry Solutions

Session Date: Tuesday, December 12
Session Time: 11:45 AM – 3:00 PM
Session: Innovative Distribution Models – What are the Alternative Paths to the Patients

  • Identify new pathways and channels in the marketplace
  • Discuss growth in Generics and why pharmacies are going out of business
  • Gain insight on the state of direct pharmacies and evaluate if it is beneficial for your product to return to this method
  • Ask the questions:
    • What does this mean to go back here?
    • How did it used to work?
    • How are we setting this up?



Register here!

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