Wednesday, December 10th, 2025: Day Two - ET (Eastern Time, GMT-05:00)
This session is designed for attendees who are new to their role, new to the industry or new to their company and looking for a foundational course on the foundational knowledge needed for success.
Understand of trade and channel management for market access and product distribution
Delve into the governing regulatory landscape, including the Drug Supply Chain Security Act (DSCSA) and other relevant regulations
Learn and discuss about building and maintaining effective partnerships with internal and external channel stakeholders
Engage and network with colleagues also new to trade and learn from specific case examples of what has worked and what hasn’t
- Christine Hummel - US Head, Trade & Channel Management, Sanofi
Manufacturers are operating in highly competitive and price sensitive spaces driven by market and legislative pressures. Coupled with the growing problem of prescription fallout and abandonment in the retail channel, manufacturers are seeking creative and innovative market access strategies to grow demand while protecting gross-to-net. New models have emerged from successes seen in areas such as lifestyle medications where, if deployed effectively, can be highly effective. One specific model that has proven successful is a white-label-pharmacy model that helps generate brand loyalty while creating a highly effective and efficient onboarding experience for the provider and patient. In this session, understand how an effective white label pharmacy model combined with innovative marketing tactics can generate success in areas such as:
Understanding the ability to deeply tie marketing awareness strategies and tactics to a white-label-pharmacy strategy
How a white label pharmacy can dramatically improve patient and provider experience
How this solution can improve and protect a brand
- Kirk Miller - Vice President, Commercial Development, KnippeRx
- Alexis Rose - President, Knipper 3PL
- Anne Dieffenbacher - VP of Business Solutions, Commercial Development, Knipper Health
- Matt Wolf - Partner, Center of Excellence, Frazier Healthcare partners
- Richard Prest - Senior Principal, BLUE FIN GROUP, an IntegriChain Company
Understand how teams are building strategic partner networks
Navigate the shift from basic distribution to comprehensive patient support while addressing today's realities including novel pricing pressures, payer restrictions, and complex therapy requirements
Explore emerging opportunities in medically integrated dispensing through alternative sites of care
- Cheryl Allen, BS - Pharm, MBA, Partner, Curatio Advisors
Understand current traceability requirements
Develop effective strategies to protect supply chain integrity, and combat counterfeiting through serialization capabilities
Explore methods to transform business through enhanced inventory management and data-driven insights
- Michael Rowe - Senior Director, DSCSA and Serialization Services, TwoLabs Pharma Services
Both distribution and logistics are related and critical components to successful drug commercialization, but are uniquely challenging when it comes cell and gene therapies (CGTs). In this session, you will hear industry expertise on how to best set up your distribution and logistics plan to meet the complex needs of a cell or gene therapy.
Gain actionable insights into distribution and logistics challenges based on the experience from several successful CGT launches
Learn how channel planning decisions can help you overcome access barriers and successfully scale your therapy
Discover expert strategies to comply with complex storage and shipping requirements
- Understand the interconnectedness of decisions in channel strategy, distribution strategy, and beyond
- Find out about new advanced capabilities in logistics and the value they will bring
- Melissa Lattanzi - Vice President, Emerging Therapies, Cencora
- Krystal Haynes - Senior Director of International 3PL Business Development, Cencora
- Joshua Guinter - Vice President, Channel Strategy and Product Access, Cencora
Explore the specialized supply chain requirements and distribution challenges unique to complex administration products, including cold chain management, limited network distribution and inventory optimization strategies
Understand the evolving landscape of home-based administration services, including nursing requirements, training protocols and innovative approaches to overcome reimbursement hurdles for specialized care delivery
Learn effective frameworks for identifying, evaluating, and collaborating with specialized administration organizations
Explore innovative approaches to unifying multiple digital touchpoints, from telehealth platforms and patient portals to remote monitoring tools and EHR systems and more
Learn from pioneering case studies where AI applications have successfully bridged communication gaps between pharmaceutical companies and health systems, enabling more personalized interventions, streamlined medication management and data-informed care delivery
In this advanced session, connect with fellow trade, channel and distribution experts, to share experiences and benchmark on common challenges. Take part in this critical, interactive knowledge-exchange in an open, collaborative format.
**This summit is an exclusive, senior-level benchmarking discussion. Attendees should have a minimum of 7 years’ experience in trade and channel strategies and must currently be employed at life science manufacturer. Informa Connect reserves the right to qualify participants for this Summit during this time. Please email Alexandra.spica@informa.com to reserve your seat.
- Rena K. Goins - Executive Director, Global Trade, Regeneron
Develop robust DTP program frameworks by examining case studies and financial flow patterns to build stronger compliance and accountability measures
Leverage DOJ enforcement insights to proactively design patient assistance programs that align with current regulatory expectations and prosecution trends
Create strategic risk mitigation approaches that enhance program effectiveness while addressing compliance vulnerabilities and identifying when DTP models may not be suitable for all patient populations or therapeutic areas
- Darshan Kulkarni - Regulatory and Compliance Attorney for the Life Sciences, The Kulkarni Law Firm
Gain actionable insights on scenario planning and forecasting methodologies to position your portfolio optimally in the post-IRA landscape
Learn practical approaches to accelerate value creation earlier in product lifecycles and leverage emerging technologies to thrive despite economic constraints
Understand the different navigation pathways for drugs selected for negotiation
- Sopheap Dijhanian - Senior Director, Life Sciences Commercialization; Manage Services, Government Pricing Reporting and Contracting, Riparian LLC
Analyze the impact of tariffs and current policies affect supply chains and competitive positioning
Evaluate what operations to bring onshore versus maintain internationally
Gain practical approaches for organizations with limited global trade resources
Develop frameworks for identifying and addressing trade-related risks
- Thani Jambulingam, Ph.D. - Professor of Food, Pharma and Healthcare Marketing, Erivan K. Haub School of Business
Explore the complex reality of drug shortages in today's healthcare landscape and address the very real challenges faced by healthcare providers
Discuss how to track shortage data, communicate with manufacturers and help members navigate supply disruptions
- Fred Pane - Vice President, Capstone Health Alliance
This session explores effective partnership strategies for engaging Integrated Delivery Networks in the commercialization of gene therapies. Participants learn how early and strategic IDN collaboration can overcome the unique challenges of gene therapy distribution and patient care coordination.
Learn approaches for early integrated delivery network collaboration to align on treatment center certification, care pathways and specialized handling protocols essential for gene therapy success
Explore innovative reimbursement strategies for high-cost gene therapies within systems, including direct-to-payer purchases, outcomes-based agreements, and navigating complex programs like NTAP and 340B
Discover solutions to integrated delivery network specific operational challenges including ultra-cold chain logistics, patient scheduling coordination and maintaining chain-of-identity across multiple stakeholders within the network
- Christopher Lisanti - Managing Director, Commercial Advisory Group – Consulting, Head, Customer and Digital Engagement, Syneos Health Consulting
- Jake Schutz - Managing Director, Digital Health Solutions, Managing Director, Digital Health Solutions
- Tony Lanzone - Global Head of Consulting, Syneos Health
Analyze drop-ship versus full-line wholesale distribution approaches, including real-world cost implications, inventory management considerations and impact on patient access
Illuminate the complex interplay between manufacturers, specialty pharmacies, providers, and payers
Examine how distribution choices affect each stakeholder differently, from health systems managing limited storage capacity to specialty pharmacies balancing inventory risk
- John Bullock, MBA - Senior Director, Trade, Distribution & GPO, UroGen Pharma
- Charlie Beck - Director, Supply Chain, UroGen Pharma
The landscape of life sciences is rapidly evolving with the increasing adoption of generics and biosimilars. This session equips you with actionable strategies to navigate this competitive environment and achieve sustainable growth.
Delve into the current state of generics and biosimilars adoption, highlighting key trends and market segments with high growth potential
Learn how to effectively position products against competitors, navigate payer negotiations, and secure favorable reimbursement decision
Discuss how health systems are approaching generics and biosimilars, and how to tailor approaches to meet evolving needs and priorities
Gain insights into emerging trends and technologies that will shape the future of generics and biosimilars, allowing you to stay ahead of the curve
- Ryan Cort - Senior Director, Generics & Biosimilars Trade Relations, BioCare, Inc
Examine current customs compliance requirements, country of origin concerns through recent case studies
Understand enforcement priorities and risk management approaches to avoid potential pitfalls
Implement an effective industry playbook by understanding the compliance continuum from manufacturer to pharmacy endpoint responsibilities
Measure and manage delivery success with metrics that matter most to the patient
Identify where and why risks emerge, and resolve with targeted supply chain improvements
Quantify the benefits of a more robust, less risky delivery network
- Jay McHarg - CEO, AeroSafe Global
Harness the power of distribution analytics for competitve advantage
Benchmarking methodologies to evaluate efficency and performacne measurement across differnet models
Transform data into strategic action
Master the complexities of payer relationships, reimbursement methodologies and formulary decision-making processes that drive market access success
Develop expertise in financial structures, budget impact modeling and risk-sharing arrangements to create mutually beneficial partnerships
Identify high-value partnership models that address health system challenges while improving patient outcomes and optimizing pharmaceutical value propositions
- John Robicsek - AVP Strategy, Business and Program Development Pharmacy Administration Specialty Pharmacy Service, Advocate Health
Understand why limited distribution networks may work best for rare disease medications
Connect hub services with specialty pharmacies to streamline patient support and access
Assess challenges for health systems and medical centers when they are outside of distribution channels
- Kim Cline - Soleo Health Consultant, Soleo Health
- Dustin Donald - Clinical Pharmacy Team Lead - Rare Disease, Vanderbilt University Medical Center
- Susan Faust - Chief Strategy Office, Soleo Health
Orphan drug commercialization challenges the conventions of scale, logistics and patient access. With small patient populations, urgent timelines and high provider education needs, traditional 3PL models often fall short.
In this session, distribution and trade leaders share insights into how purpose-built 3PL strategies can support the unique dynamics of rare and orphan therapies. Drawing on real-world experience, they’ll explore:
What orphan drug manufacturers should look for in a 3PL — beyond cold chain and inventory
How integrated teams and shared data improve access and visibility for niche patient populations
The critical role of agility, transparency and communication in ensuring successful therapy adoption
Lessons learned from building high-touch distribution frameworks that prioritize outcomes over volume
- Kevin Kissling - Vice President and General Manager, 3PL Services, LogiCare3PL
- Ryan Grimmett - Vice President, Logicare3PL Strategy & Business Development, LogiCare3PL
- Skip Purich, MBA - Chief Executive Officer, ChiRhoClin
This empowering session explores the unique experiences, challenges and opportunities for women in the trade industry. Participants will gain valuable insights into creating inclusive environments, pursuing professional development and charting successful career trajectories in traditionally male-dominated trade sectors. Key topics to be discussed include:
- Building inclusive teams in trade
Professional development pathways specifically relevant to women in trade
Charting your career path
Inspirational journeys from those who have pioneered paths in trade
- Lisa Arthurs - Vice President, Trade, TwoLabs Pharma Services
- Eliane Maalouf - Senior Director of Trade and Fulfillment – Specialty Pharmacy, Mass General Brigham
- Dana Dickens - Senior Director, Trade, Gilead Sciences
- Martine Avello - Director, Channel & Distribution, BioMarin Pharmaceutical Inc.
- Rena K. Goins - Executive Director, Global Trade, Regeneron