Key Factors for Choosing a 3PL Provider

In a video interview with Pharma Commerce, Amanda Salindong, associate director of channel & distribution at Alnylam Pharmaceuticals, explains how she participated in two key sessions: “Trade 101” and “Women in Trade.” The former, which she presented at both this year and last, is designed for those new to the trade function in biotech and pharma. It offers a high-level overview of the trade function, explaining its role in connecting various business areas such as revenue, contracting, pricing, supply chain, and finance. The session is beneficial for individuals from different backgrounds, including those transitioning into trade from other roles. Salindong enjoys the opportunity to meet attendees, engage in discussions, and help newcomers better understand the trade function. Audience feedback indicated that attendees found the session helpful in building foundational knowledge and sparking further questions.

The “Women in Trade” session, which Salindong co-hosted with colleagues from both the manufacturing and vendor sides, focused on career development, networking, and leadership. The session was intimate and inclusive, featuring both women and men from diverse experience levels. It allowed for open discussions on topics like allyship, career growth, and leadership development. Participants appreciated the chance to engage in meaningful conversations in a more personal setting, unlike larger networking events where deeper discussions can be difficult. Feedback from attendees was positive, as they valued the opportunity to share experiences, exchange best practices, and foster connections with others in the trade industry.

Overall, both sessions were well-received, offering valuable insights, networking opportunities, and practical takeaways for individuals at various stages of their careers in trade. She emphasized the importance of fostering relationships and creating spaces for open dialogue within the trade community.

Salindong also speaks on her day-to-day workflow of that involves supporting her organization’s channel strategy, the factors she believes that manufacturers should consider when selecting a third-party logistics provider, and much more.

A transcript of his conversation with PC can be found below.

PC: Given your third-party logistics (3PL) management expertise, what factors do you believe manufacturers should consider when selecting a 3PL provider?

Salindong: If I think about what a manufacturer needs to consider—and certainly what I would consider—there are three areas for me, for an ideal 3PL partner: adaptability, communication skills and being communicative, and being industry compliant. When I think of adaptability, I really want a 3PL that's going to be able to adapt to a manufacturer, as well as the industry's ever-changing market. We have these conferences, and we're always talking about hot topics and what's changing. Within trade, things have changed drastically within the last 20 years in terms of how the business has run, and so whether a manufacturer has acquired specialty products that they're not used to distributing, or whether it's in terms of scaling a product, such as if a product's volume increases, it should be expected that a 3PL can adapt to these changes for the manufacturer.

Being communicative is also important. We need to ensure that all functions within a 3PL is communicated—internally and externally—to be able to accomplish their deliverables and services that are expected by the manufacturer. Then lastly, industry compliant. The biotech and pharma industry have various regulations, and one of the sole responsibilities of the trade function is to ensure that they're being met, in order to avoid any disruption in the channel, because we do want to allow optimal product access for patient treatment. Adaptability, being communicative, and being industry compliant, is what I believe that manufacturers should consider when they're choosing a 3PL or a third-party logistics provider.