Tuesday 29 September 2015
M2.2*     Session accredited under ACPE, UAN: 0579-0000-15-030-L04-P (4.5 contact hours)


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. Outline quality assurance methods for the purchases in your facility.

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


Speaking: Sales director working in pharmaceutical manufacturing/wholesale who is an expert in negotiating skills. A practitioner will present the clinical angle.

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


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.