Trade & Channel Strategies 2025: Topics of Interest

In a conversation with Pharmaceutical Commerce, Curatio’s Cheryl Allen reflected on two decades of evolution in commercial trade and distribution, noting how traditionally separate functions, supply chain operations and patient support services, are increasingly merging. She highlighted a growing shift toward integrated downstream models, including the rise of medically integrated dispensing, where physician groups establish in-house pharmacy capabilities to streamline access and enhance continuity of care. What began in oncology, Allen noted, is now expanding into specialties such as neurology, rheumatology, and dermatology, driven by practice consolidation and new value levers tied to management services organizations and group purchasing dynamics.

As the industry gathers at the conference, Allen said she is particularly focused on how organizations can safeguard the integrity of the US drug supply chain. She underscored persistent training gaps and the need for manufacturers to build stronger internal development pathways, ensuring future leaders are equipped to manage increasingly complex distribution environments. More foundational education, she added, could open doors for talent interested in entering the trade and channel space.

Looking toward 2026, Allen outlined Curatio’s priorities around navigating a shifting regulatory landscape and deepening its analysis of both pipeline and on-market products. She emphasized the role of emerging technologies and business-support tools in helping trade teams evaluate analogs, anticipate distribution needs, and design models resilient to regulatory change. Curatio, she said, is focused on supporting manufacturers as they plan for the next three to five years of product movement and patient access.

A transcript of Allen’s full conversation with PC appears below.

PC: What topics are you looking to learn more about here at the show?

Allen: Yeah, I think when I start thinking about, how do we as an industry make sure that the drug supply chain here in the United States is available to our patients and it is safe for our patients, I think about the leaders that are leading those organizations to make sure that that's happening. I think about gaps in in those areas of training. How do we make sure that we are putting the support structures in place within our own organizations as manufacturers to make sure that folks can step into those roles?

I think that there's tons of opportunity just to have teach and train seminars just base-level understanding what commercial, trade and distribution is, and opening that up to growth pathways within the ranks of the pharmaceutical realm, I find that very intriguing, and so I'm looking to have those conversations here to talk about how we can create opportunities for folks who may want to get into the space.