Understanding the B2B Generics Distribution Market - An assessment of a pharmaceutical wholesaler’s opportunities in Switzerland

Abstract

Pharma wholesaling is a highly competitive line of business. In Switzerland, two dominant players and numerous smaller companies compete for market share. When striving to particularly expand in wholesaling to medical practices, finding an efficient strategy to positively differentiate oneself is crucial. Knowing that doctors tend to view their pharma wholesaler as a fundamental partner, a market participant commissioned our investigation into which service components are valued most by medical practices and how satisfied they are with each such component.