November 7, 2011

Forging a Stronger Presence with Trade Partners for Amgen

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

  • Who: Amgen Canada Inc.
  • What We've Done: Trade relations over the long term to support Amgen's business goals
  • Length of Relationship: Many years; ongoing

Assisting With Trade Relations

Amgen approached Pangaea 11 years ago and asked that we provide strategic council and tactical support in the areas of business development, new product launches and distributor & pharmacy chain relations.

Leveraging Relationships for Tangible Business Results

When we were initially approached by Amgen, they wanted to establish a strong presence with channel customers and make sure their investments led to a tangible ROI.

Our dedicated trade team of trade relations specialists assisted Amgen's internal Supply Chain group to meet these goals.

"The Pangaea trade team for Amgen; Bev Herczegh, Tom Callon & led by Kristen Knott, has a broad and deep foundational understanding of the pharmaceutical industry and extensive relationships with key stakeholders. This knowledge base and network has served Amgen well in establishing a strong presence with our channel customers and targeting our investments in programs that have a tangible ROI" - Ralph Mueller, Director Supply Chain, Amgen Canada Inc.

"Specifically in the last 3 years we have worked with Pangaea to forge a stronger presence with retail chains - focusing on education and adherence. Pangaea has been essential in recommending program opportunities based on ROI, corralling Amgen internal resources and coordinating execution and importantly follow-ups with select chains. Our strengthened presence in this area has very much to do with Pangaea's capabilities in trade relations." - Ralph Mueller, Director Supply Chain, Amgen Canada Inc.

Partnering Over Time to Build the Business

Over the last 11 years, Pangaea has supported more than 8 major product launches for Amgen - providing important direction on channel strategy and carrying our all distributor communications, coordinating systems setup and POS announcements, and of course filling the channel.

"In all of these launches, without exception, the Pangaea team has over delivered (seriously)." -Ralph Mueller, Director Supply Chain, Amgen Canada Inc.

Keeping Up with External Environment Changes

Pangaea's Trade team is constantly monitoring the external environment for changes and bringing them and their implications to our clients.

"At a macro level, the Canadian pharmaceutical market has never been more chaotic and unpredictable making Pangaea's trade insights and guidance more valuable then ever in building awareness, establishing new distribution channels and maximizing our investments. Looking forward, I see Pangaea's role continuing to grow as we pursue long term care opportunities and continue to build our retail position."

"Given Pangaea's industry knowledge, strong network, dedication and value oriented approach, I would strongly recommend Pangaea's trade services to any organization, newly establishing or already established in the Canadian market." - Ralph Mueller, Director Supply Chain, Amgen Canada Inc.

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