Is Your Specialty Distribution Fee Schedule Keeping Pace with the Market?

A Specialty Distribution (SD) fee schedule should be a strategic asset—not a relic from a prior negotiation. As market dynamics, service expectations, product complexity, and channel models evolve, manufacturers need current, defensible market intelligence to ensure their agreements remain aligned with Fair Market Value (FMV).

Archbow Consulting helps biopharma manufacturers stay abreast of current specialty distribution fee schedules through a range of practical, customizable solutions. Our Specialty Distribution Benchmark Report provides current market fee ranges and insights that enable organizations to enter negotiations with a clearer understanding of today’s environment, not assumptions based on historical agreements.

We also offer full-service customized FMV opinions, plus contracting and negotiation support. Our full-service approach goes beyond comparing a single fee to a broad market range. We consider the full scope of the distribution relationship, including product characteristics, anticipated volume, distribution model, service requirements, operational complexity, data and reporting expectations, inventory responsibilities, and value-added services. This context is essential: a fee that appears reasonable in isolation may not be appropriately aligned with the services, risk, and performance expectations assigned to the distribution partner.

Drawing on deep expertise in pharmaceutical commercialization, specialty distribution, dispensing, market access, and supply chain operations, Archbow translates SD fee requests and contract language into actionable negotiation guidance. We help clients identify where their existing fee structures may warrant review, define a well-supported target position for negotiations, evaluate contract terms and service-level expectations, and prepare for productive partner discussions.

Our various FMV and benchmarking options, as well as our contracting support, are particularly valuable for manufacturers preparing for a new product launch, contract renewal, distributor renegotiation, network redesign, or broader assessment of distribution economics. It can also support organizations seeking to establish stronger internal governance around vendor management and contracting decisions.

An outdated fee schedule should not determine the economics of your next specialty distribution agreement. Contact Archbow Consulting to discuss how we can help ensure your fee schedule evolves with the market—and supports a more informed, confident negotiation.