Monday 28 September 2015
M2*     Session accredited under ACPE, UAN: 0579-0000-15-029-L04-P

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This masterclass will provide pharmacists with an educational opportunity on pharmacy purchasing. Learn how to negotiate, how the buyers’ market works, how wholesalers sell their products and how others work in the distribution chain to maintain product quality and integrity. Address how each participant in the chain can minimise the consequences of drug shortages.

Target audience: Buyers for hospitals, health centres and pharmacies.

Prerequisites: Experience as a buyer of pharmaceutical products, basic negotiation skills.

Learning objectives

Knowledge-based session

By the end of this session you will be able to:

  1. Explain today’s pharmaceutical distribution landscape.
  2. Explain good buying practices on a global level.
  3. Explain challenges that are currently faced by buyers and sellers in the field.
  4. Outline strategies to become a better purchaser of medicines and equipment.
  5. Identify quality assurance methods for the purchases in your facility.

Chair: Maggie Dolan (NHS Commerical Solutions, United Kingdom)


1)      How pharmaceuticals are supplied to pharmacies, hospitals and mail-order pharmacies

2)      Challenges in procurement; quality assurance, drug shortages and formulary decisions (clinical angle)

3)      Financial impact, purchasing contracts, inventory control, essential administration and evaluating suppliers (technical angle)

4)      How does your seller think? Negotiating strategies to ensure successful purchasing performance

5)      Seeking alternatives in purchasing; drug shortages, pricing, most affordable generics (also in developing countries)

6)      Engaging with your supplier — how to develop a better partnership and collaboration



Jean-Michel Descoutures (France)

“Procurement of medicines and of medical devices for hospitals is more efficient if organised at a territorial level”
Jean-Michel Descoutures is a hospital pharmacist and chief of the pharmacy department of Argenteuil Hospital, a 900-bed general hospital just outside Paris. He coordinates the procurement of pharmaceuticals for over 70 hospitals, including military hospitals.
In 2010, he was elected president of the Healthcare Product Buyers Association (CLAPS), which gathers different public and private group purchasing organisations to discuss their similar problems regarding the environment of health product procurement.
He has been on the leadership team of GS1 representing the International Hospital Federation since 2014. In 2009, he was elected as a member of the French National Academy of Pharmacy.

Chuck Adcox, R.Ph. (USA)
Director Pharmaceutical Contracting Innovative Delivery Solutions at Cardinal Health.
Chuck Adcox is a second generation pharmacist who leverages his 20+ years in both hospital and retail pharmacy experience to help hospitals maximize medication savings opportunities and improve their overall cost effectiveness.
Cardinal Health is a Fortune 22 company that improves the cost-effectiveness of healthcare. Cardinal Health helps pharmacies, hospitals and ambulatory surgery centers, clinical laboratories and physician offices focus on patient care while reducing costs, enhancing efficiency and improving quality. Cardinal Health employs more than 34,000 people worldwide. The firm specializes in distribution of pharmaceuticals and medical products, serving more than 60,000 locations. The firm also manufactures medical and surgical products, including gloves, surgical apparel and fluid management products. In addition, it operates the United States' largest network of radiopharmacies.


Please note:

Educational information will be sent in advance so that participants can prepare for the class and make the most out of the learning experience.

An assessment will be given at the end of the masterclass. A certificate will only be given upon sufficient demonstration of understanding.

To ensure the quality of exchange, the number of participants per masterclass is limited to 50 people, therefore masterclasses are only accessible in addition to full FIP congress pre-registration.