Why flexible, collaborative distribution partners matter for cell and gene therapies
As the pipeline of cell and gene therapies continues to grow, the insights summarized below highlight the distribution capabilities and partnership qualities that will help CGT manufacturers succeed in a growing U.S. market.
Selecting the right specialty distribution partner
Dedicated CGT expertise
A distribution partner with a dedicated CGT team makes a difference. The team must understand the nuances of the therapy, the ordering process, and the unique qualities of a drop-shipment model. For example, since many CGTs are fulfilled through drop shipment instead of traditional inventory management, the partner needs to have experience with the order-based fulfillment approach as opposed to an inventory-based one to prevent confusion and ensure a seamless provider experience.
The trade director underscored how having a specialized customer service team that understands these distinctions helps reduce administrative friction, supports healthcare providers effectively, and helps the manufacturer maintain a consistent experience across treatment sites.
Advanced technological infrastructure
Having access to sophisticated digital tools is another important part of the distribution process. The trade director described how having customizable alerts helped to guide providers through critical steps in the ordering and treatment journey for the CGT being launched. These alerts supported patient support program enrollment requirements and ensured that providers stay engaged at the right moments.
Technology that improves visibility for providers and supports the patient journey is essential for a smooth launch.
Operational flexibility
The trade director also cited the importance of flexibility in a distribution partner. The early commercialization period after launch involves unpredictable reimbursement timelines, evolving payer requirements, and variable site readiness. A distribution partner capable of adapting to these conditions instead of relying on rigid, standardized processes is critical for success.
Adapting to product and process needs
Aligning with reimbursement realities
The trade director noted how reimbursement conditions at launch are often uncertain and variable across healthcare settings. A distribution partner can manage this challenge by adapting payment terms to the needs of different classes of trade. This flexibility enables sites of care to manage their financial exposure more effectively and supports broader adoption of a therapy with a high upfront cost.
Supporting site-of-care readiness
There is a benefit in a distribution partner who can adjust to differing levels of preparedness across clinical sites. This includes establishing specialized eligibility and benefits verification pathways and implementing targeted reminder systems for program requirements. These adaptations help providers participate confidently and help ensure that patients receive timely access to therapy.
Together, these capabilities demonstrate the level of customization required for successful CGT commercialization and underscore the operational value that a flexible partner can bring.
How specialty pharmacies support site-of-care engagement
The specialty pharmacy CCO added how not all sites of care are willing or able to purchase CGTs directly. Even when they are, they may hesitate in certain cases or with certain patients due to reimbursement uncertainty.
However, specialty pharmacies can help mitigate this risk. By offering financial and operational support programs, they help sites feel more comfortable providing CGTs, ultimately improving patient access. When specialty pharmacies work closely with specialty distribution partners, the combined model can help reduce barriers at the provider level and strengthen the CGT’s reach.
Partnering across distribution stakeholders
The CCO also described how CGT distribution involves a wide range of stakeholders beyond specialty distributors and specialty pharmacies. Couriers, cryogenic shipping providers, and orchestration technology partners can all play key roles in maintaining product integrity and preventing delays.
Since CGTs are highly sensitive and time-dependent, effective collaboration across these stakeholders is essential. Strong relationships, clear communication channels, and coordinated workflows help reduce the risk of temperature excursions, transit delays, or administrative missteps, which can negatively impact patient outcomes.
Fostering effective partnerships
Once a therapy enters the commercial phase, manufacturers rely heavily on their channel partners to ensure reliable delivery. This reliance makes it essential that partners are aligned, coordinated, and well prepared before launch.
The specialty pharmacy CCO referenced how, based on their experience, this preparation should begin during pre-launch implementation. Specialty distribution and specialty pharmacy partners need to develop a shared strategy, understand their respective responsibilities, and function as true strategic partners for the manufacturer. Once commercialized, ongoing collaboration becomes equally important. Regular communication, consistent processes, shared data, and coordinated case management help maintain operational stability so partners address issues proactively.
Distribution partners that have worked together before have the advantage of established trust and shared experience. It is important to choose a partner who not just understands CGT distribution but who has a track record of working effectively together with others.
Looking ahead: Evolving models for personalized medicine
The CCO identified three assumptions about the future of CGTs:
- CGTs will become more common.
- The number of manufacturers, sites of care, and eligible patients will grow.
- Therapies will become increasingly accessible.
As a result, the role of specialty service providers in this space will also expand. Distribution models will need to adapt, and infrastructure will need to evolve to meet the demands of wider adoption. Broader change is necessary to help support accessibility, along with trust and strong working relationships for shared execution.
Creating successful distribution partnerships
Successful CGT commercialization requires distribution partners with the expertise, flexibility, and collaborative capabilities to help support complex product and provider needs. Manufacturers preparing for launch should look for partners who can customize processes, adapt to reimbursement realities, engage effectively with sites of care, and collaborate seamlessly across distribution stakeholders. With the right partners in place, CGT companies can expand access to these advanced therapies to help deliver their promise of meaningful outcomes for patients.
To see the full discussion with the CGT trade director the specialty pharmacy CCO, click here.
To learn more about how Cencora supports CGT distribution, request more information here.
