October 18, 2011

Bringing Allergan and Trade Partners Together

by Helen Kalra, Associate Managing Director; Joe Knott, Managing Director; Peggy Cleary, Associate Managing Director

  • Who: Allergan Inc.
  • What We’ve Done: Manage Allergan Inc. Rx Retail Trade requirements nationally
  • Length of Relationship: Several years; ongoing

Allergan has worked with Pangaea for a number of years on various projects to support their business interests and opportunities. Based on the positive outcomes of the many projects we had completed for them in the past, in 2008 Allergan assigned Pangaea with the ongoing task of managing their Rx Retail Trade requirements nationally.

Leveraging Our Relationships

One of the biggest challenges is to develop and maintain relationships with the key players in the retail channel. Our Trade team applied their expertise and relationships to meet Allergan’s needs.

“Working with Kristen Knott, Michael Lamey and Tom Callon, I have been impressed with how Pangaea have represented our interests with our major wholesaler and self distributing retailer account base.” -- Fraser Murphy, National Sales Manager – Retail & Optometry, Allergan Inc.

Anticipating Needs

The Pangaea Trade teams’ understanding of the retail channel allowed the Allergan commercial group to launch to the Trade in a seamless fashion.

“Since 2008, Pangaea has successfully launched 2 major products for Allergan to the Retail Trade; Lumigan RC and Restasis. In both instances they communicated the anticipated needs of the retailers well in advance of both launches, allowing our Brand Management and Planning teams to organize the necessary materials and resources to ensure the important first step for any product launch plan was accomplished without issue.”
-- Fraser Murphy, National Sales Manager – Retail & Optometry, Allergan Inc.

Engaging to Deliver Positive Results

The above example and outcome is the result of Pangaea’s great relationship with the Canadian Retail Trade. Pangaea has spent years working with the Canadian Retail Drug Trade in order to develop a deep understanding of their needs and to establish strong professional relationships. This allows us to provide strategic insights & successful execution for our Trade clients.

"I can say without hesitation that Pangaea's representation of Allergan’s interests at retail, have significantly strengthened our profile with the Canadian Retail Drug Trade. I would not hesitate in recommending Pangaea to any of my colleagues in the Canadian Pharmaceutical industry. And more importantly for any Pharmaceutical company that is looking to increase their presence within the Canadian Drug Retail Trade channel it would be in their best interest to contact Pangaea and understand how they might be able to assist you with your Retail Trade objectives.” -- Fraser Murphy, National Sales Manager – Retail & Optometry, Allergan Inc.