Case Study: Top-10 Pharmaceutical Manufacturer achieves $200M+ distribution cost savings and modernized specialty channel control with IntegriChain (Blue Fin Group)

Top-10 Pharmaceutical Manufacturer - Customer Case Study

Top-10 Pharmaceutical Manufacturer had not updated its distribution services agreement in over a decade and was operating on an outdated distribution model that didn’t support site-of-care landed cost or a growing specialty/orphan portfolio. Initial distributor discussions suggested the company could face $50M–$100M in additional fees and discounts over a three-year term, while misaligned channel controls and poor visibility were causing lost sales and customer dissatisfaction.

IntegriChain, through its Blue Fin Group team, applied a proprietary methodology and strategic distribution design services—conducting internal and external analysis, identifying root causes, and building a prioritized business case to align commercial silos. The new distribution channel strategy established class-of-trade controls and a cross-functional governance committee, enabling the Top-10 Pharmaceutical Manufacturer to secure its best distribution and trade negotiations in over a decade and realize more than $200M in distribution cost savings over three years.