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For many non-European chemical suppliers into the European pharmaceutical industry, the choice of a route to market is frequently based on a combination of the following: logistics and warehousing capability; customer relations and market knowledge; and regulatory know-how and cost to service. For many manufacturers, the answer lies in working closely with a distributor who has strong local knowledge of European markets and regulatory frameworks, as well as the ability to offer solutions to ensure growth and sustainability.
Once a decision is made to service a particular market through a distribution channel, the next is which distributor to choose. The option typically falls into one of two categories: forming multiple relationships with small country-based distributors, or forming a single relationship with a distributor that has pan-European logistics, warehousing and sales and marketing capabilities. Whichever choice is made, a good relationship between the supplier and distributor is essential in order to ensure efficient and effective cooperation that delivers a premium service to customers.
This article explores the main factors considered by a pharmaceutical ingredient manufacturer when choosing which distributor to work with. |
