At CBI's Clinical and Commercial Global Supply Chain Excellence conference, Steven shared strategic insights on optimizing wholesaler agreements to enhance supply chain efficiencies. Drawing from his unique experience on both sides of the wholesaler-manufacturer relationship, Steven provided practical frameworks for structuring agreements that benefit both parties while ensuring product availability and cost-effectiveness.
Key insights included strategies for aligning wholesaler incentives with manufacturer objectives, implementing performance-based metrics that drive desired behaviors, and creating transparency in the distribution network. Attendees learned how to negotiate more effective agreements, manage inventory levels across the supply chain, and leverage wholesaler capabilities to improve market access while controlling costs. The presentation emphasized the importance of viewing wholesalers as strategic partners rather than simply logistics providers.