Specialty drug manufacturers have financial relationships with pharmacy benefit managers (PBMs), wholesalers/distributors, specialty pharmacies, and hub services vendors that affect how products are delivered to patients. Most of these stakeholders also have contractual relationships with each other, making the connections within the specialty market particularly tough to untangle, even for experienced sales reps.
Yet unraveling these layered connections is important for understanding what motivates these players so your team can deliver appropriate solutions to their customers. Beyond understanding these different stakeholders, your sales team also should comprehend the various payment and reimbursement models that can influence physician prescribing and, ultimately, access to your product. That’s because the flow of products and money between different stakeholders in the specialty channel depends on the specific payment model used for a brand drug.