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Distribution management, not disease management, should be marketing focus, ex-Genentech exec to BIO.

Executive Summary

DISTRIBUTION MANAGEMENT PREFERRED OVER DISEASE MANAGEMENT for good financial outcomes, former Genentech Managed Care National Director Ken Gross suggested at the Biotechnology Industry Organization annual meeting June 11 in Philadelphia. "Developing the appropriate distributor network is absolutely critical," he said: a "good distribution system" can allow manufacturers to "protect market share," "manage price" and "allow for reimbursement through payors through various distribution channels."
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