Avoid the Most Expensive Mistake in Emerging Markets
20 Questions That Prevent 80% of Pharmaceutical Launch Failures When Choosing a Distributor
Based on 17 years working with pharmaceutical companies across Asia and other emerging markets.
The Problem
Most pharma launches in emerging markets fail quietly.
-
Not because of price.
-
Not because of regulation.
-
Not even because of competition.
They fail because the company chose the wrong distributor.
And the problem usually becomes visible after the launch has already started.
At that point:
-
forecasts collapse
-
hospital access stalls
-
sales never scale
And changing distributors can take years.
What This Checklist Does
This 20-question due diligence checklist helps pharmaceutical teams evaluate potential distributors before signing the contract.
It forces answers to the questions most teams forget to ask.
The checklist evaluates six critical areas:
1 Focus & Priority
Will your product actually matter to them?
2 Sales Force Reality
How many reps will really promote your product?
3 Track Record
Have they launched comparable products successfully?
4 Execution Capability
Can they manage regulatory, medical and tenders?
5 Skin in the Game
Are they financially committed?
6 Cultural Fit
Will they actually work the way you expect?
Each section is scored to quickly identify high-risk partners.
Who This Is For
This checklist is used by:
-
Business Development teams
-
Licensing managers
-
Export directors
-
Pharmaceutical CEOs evaluating market entry
If you are currently evaluating distributors in emerging markets, this tool will help you avoid costly mistakes early.
About the Author
José Ignacio Díaz
Founder – Emergpharma
For the last 17 years I have worked with pharmaceutical companies across Asia and other emerging markets.
One pattern appears again and again: Companies do not fail because of the market.
They fail because of the partner they chose.
This checklist condenses the due diligence process I use before signing with any distributor.
More lessons from real cases are shared in my playbook:
Mistakes that Teach: Hard-Won lessons from building Pharma Businesses in Emerging and Complex Markets
