Agenda for Day 3 – Thursday December 10th, 2026Thursday, 10 December 2026 - ET (Eastern Time, GMT-05:00)

• Master the art of brand commercialization in today's generics-dominated landscape by understanding how government, cash, and commercial channels behave differently at Launch, Main Street, and Loss of Exclusivity

• Discover proven strategies to protect brand value and maintain market position as generic competition intensifies, while optimizing access and profitability across all three market segments

• Learn how to build resilient channel strategies that anticipate competitive pressures and adapt throughout the product lifecycle—from initial launch through the post-LOE environment

• Gain clarity on why pharmacies are losing money on branded medicines through detailed analysis of reimbursement compression, DIR fees, acquisition cost volatility, and the widening gap between what pharmacies pay and what they receive
• Explore how the profitability crisis affects different pharmacy models differently, from independent pharmacies facing existential threats to chain pharmacies restructuring operations, and understand the unique pressures each segment faces

• Review concrete data and real-world examples that illustrate the scale of dispensing losses, examine case studies of specific therapeutic categories and products driving negative margins and understand how manufacturer-pharmacy relationships are being reshaped by these economic realities

When AI efforts in pricing, payer and channel strategy stall, the cause is usually data handoffs, unclear ownership or teams that don't trust the output. This session looks at where AI is showing up across trade and access: making sense of specialty pharmacy and distributor data, predicting where payer coverage will stall, and spotting patients likely to abandon therapy over out-of-pocket cost. For each, Ankur covers what's working, where projects break down and what needs to be in place first. He'll also introduce the AI Readiness Continuum (ARC), a framework for judging where an organization stands on AI adoption. You'll leave with a clear read on your own readiness and a short list of next steps.

Pharmaceutical negotiations—with payers, wholesalers, GPOs, health systems, and emerging direct channels—are complex, high-stakes interactions that determine market access and profitability. This interactive workshop moves beyond theory to provide hands-on negotiation training grounded in real pharmaceutical scenarios. Participants will engage in live simulations, practice proven frameworks, and learn techniques for navigating power dynamics, creating value, and closing deals. Led by experienced negotiation practitioners, this session equips attendees with immediately applicable skills for today's evolving contracting landscape.