How pharma companies can connect market demand, distributor inventory, commercial assumptions and financial impact in one planning process.
Pharma distribution planning extends beyond the sales forecast. When products reach the market through distributors, finance and planning teams need to connect sell-in shipments with sell-out demand, distributor inventory and stock coverage requirements.
Pricing, discounts, currencies and supply constraints add further complexity. When these assumptions are managed separately, understanding their combined effect on future shipments, net sales and financial performance takes time.
This is the focus of Inulta’s upcoming webinar, “Pharma Distribution Planning: From Forecast to Shelf.” On September 23, Simona Mertilos will demonstrate how CCH® Tagetik can bring these activities together in one governed planning process.
Why the sales forecast is only the starting point
For pharmaceutical companies working through distributors, shipment data provides only one view of demand.
Sell-in may be developing according to plan while distributor inventory increases or sell-out evolves differently. Planning teams also need to consider how much stock is already available, what level of stock coverage is required and whether future demand can be supported by the planned supply.
Commercial assumptions have a direct impact on the result. Changes in pricing, discounts, currencies or sales volumes influence net sales and eventually flow into the P&L.
A connected pharma planning process brings these elements together, giving finance, commercial and supply chain teams a consistent view of the plan.
See the complete planning process in CCH® Tagetik
- Demand planning: Forecast market demand by product, market and channel using statistical, historical and epidemiological methods.
- Commercial assumptions: Manage pricing, discount structures, phasing and currency assumptions within the same planning model.
- Supply and inventory planning: Convert market demand into distributor shipments while considering current inventory, stock coverage, lead times and supply constraints.
- Financial impact analysis: Consolidate planning results into the P&L and analyze changes in price, volume, mix and currencies.
- Scenario planning: Test changes in volume, pricing, discounts, currencies or stock coverage and compare their effect on inventory and financial performance.
The session is designed for professionals working in finance, FP&A, commercial planning, demand and supply planning, controlling, revenue management and finance or supply chain transformation.