The French Voluntary Trade Organization (VTO) market is consolidating, making VTOs increasingly important partners for pharma companies marketing generics, biosimilars, hybrids, and non-reimbursed products, including OTC medicines and parapharmacy products
Yet not all VTOs are alike. Building effective partnerships requires a tailored approach based on three key dimensions:
– Positioning: Understanding each VTO’s strategic positioning, market footprint and priorities helps assess its relevance to a pharma company’s portfolio and objectives
– Business model: Understanding how each VTO generates revenues and creates value for its affiliates is essential to designing mutually attractive agreements
– Affiliate engagement: Assessing a VTO’s ability to translate agreements into concrete pharmacy-level action is critical to making informed partnership decisions
This position paper provides insights to help pharma companies understand the VTO landscape, segment the market and prioritize the most relevant partners