Welcome to Pharmaceutical B2B
        “ Electronic commerce technology will affect most major business 
         processes along the pharmaceutical value chain, from drug 
         discovery to end-user distribution.”
                                Jim Montgomery, Vice President, Global Strategy, EDS Health.
         “ Directly linking healthcare providers with pharmaceutical 
         manufacturers over the Web…helps [to] streamline the supply 
         chain by reducing the number of ‘touches’ in the purchasing 
         process, creating efficiencies that will yield significant cost savings 
         and promote free market access.”
                                        PharmasMarket.Com.
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                            Major Players
        Suppliers/Manufacturers.
            – Merck & Co., Inc.
            – Glaxo Wellcome / SmithKline Beecham.
            – Bristol-Myers Squibb.
            – Abbott Laboratories.
            – Pharmacia & Upjohn, Inc.
        Vertical Markets.
            – Chemdex.
            – Medibuy.
        Wholesalers/Distributors.
            – Amerisource Health  - McKresson HBOC.
            – Bergen Brunswig                   - Neuman Distributors.
        *Classification based on 1999 sales, growth, market share & percent of revenue from pharmaceutical 
           products (Sources: Hoovers Online, Fortune).
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         Sample Front Pages From Major 
                        Players
                         Supplier
                                        Distributor
  4    Vertical Market
                                                   
                    Who Are the Customers?
          For Suppliers/Manufacturers
             – Vertical Markets
             – Wholesalers/Distributors
          For Vertical Markets (e-procurement/fulfillment)
             – Suppliers - Pharmaceutical Companies
             – Buyers
                   Distributors and distributors’ customers
                   Laboratory researchers 
          For Distributors
             – Pharmacies (Merck-Medco, CVS.com, More.com)
             – Hospitals, Home Health agencies
             – Chain warehouses/stores
             – Governments
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       Traditional Distribution Model
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