Pharmaceutical Wholesalers: Business Strategies and Financial Economics

For manufacturers of brand-name pharmaceuticals, wholesalers remain the primary channel to pharmacies and hospitals. The biggest wholesalers are positioning themselves as indispensable intermediaries in the supply chain and are staking out a powerful position in high-growth channels for specialty drugs.

This module covers the important topics related to the wholesale industry, including: business services, customer relationships, financial economics, and more.

After completing this course, learners will be able to:

  • Identify the key participants in the drug wholesaling and specialty distribution industry
  • Distinguish between specialty distributors and full-line wholesalers
  • Explain the services wholesalers provide to pharmacies, hospitals, and manufacturers
  • Distinguish among services that wholesalers provide to larger and smaller pharmacies
  • Describe wholesaler compensation and profits
  • Distinguish among the sources of a wholesaler’s gross profits
  • Delineate the sources and uses of cash generated by wholesalers’ business operations
  • Define key trends in wholesaler business strategies

View a sample of our modules. Or, email Paula Fein (, VP of Business Development, to learn more.