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Specialty Distributors Meeting The Challenges of a Growing Market

New benchmarking data released by the HDA Research Foundation show that in 2024, specialty distributors served more than 32,800 provider locations, including physician offices, hospitals and specialty pharmacies, fulfilling nearly 4,900 orders each day. As detailed in the 17th edition of Specialty Pharmaceutical Distribution: Facts, Figures and Trends, spending on specialty products now exceeds 50 percent of total U.S. pharmaceutical sales, reinforcing the segment’s central role in patient care. 

In 2024, independent physician-owned and -operated clinics were the largest customer segment for specialty distributors, accounting for a weighted-average of 38.3 percent of sales. Hospital sales accounted for a weighted average of 36.2 percent of total sales, and sales to specialty pharmacies accounted for 15.6 percent.  

“The Foundation’s recent edition of the Specialty Pharmaceutical Distribution Facts, Figures and Trends highlights how specialty distributors are indispensable partners in the healthcare supply chain, helping complex, high-value therapies reach patients safely, efficiently and reliably,” said Perry Fri, President, HDA Research Foundation.  

The updated data are based upon a survey of HDA-member specialty distributors conducted between January and April 2025. This report also includes updated IQVIA pharmaceutical sales figures for 2020–2024. New to the process this year, the Foundation conducted secondary research and in-depth interviews with specialty pharmaceutical manufacturers and distributors to examine the implications of changes to the specialty pharmaceutical pipeline.  

Interviewees consistently emphasized that advanced and ultra-specialty therapies require earlier, more customized launch planning. They noted that distribution networks will remain narrow at launch, but patient access will ultimately require broader provider participation. Respondents also advocated for significant investments in cold chain and cryogenic capacity, as well as specialized transportation and white-glove handling. Further, they underscored the rising complexity of hub services, where reimbursement support, patient navigation, and wraparound services such as travel and lodging coordination are increasingly essential. 

According to IQVIA, specialty medicine sales rose 12 percent from 2023 to $417 billion in 2024, surpassing traditional drugs for the third consecutive year. Rising specialty drug spending was led by the immunology and oncology therapeutic areas, which together accounted for 70 percent of total growth. As the Specialty Pharmaceuticals publication details: 

• Specialty distributors reported an average of 2.8 lines per order and 14,762 lines picked per day; 

• Companies carried a weighted average of 22.2 days of inventory on hand; 

• Respondents reported spending an average of $15.6 million on packing materials in 2024; and, 

• 75 percent of distributors reuse insulated boxes, while 50 percent reuse ice packs as part of sustainability initiatives. 
   

The 2025 edition of Specialty Pharmaceutical Distribution: Facts, Figures and Trends is available as a complimentary download from HDA.org. The publication is supported by gold sponsors Eisai, Inc. and Johnson & Johnson; silver sponsors Regeneron and Takeda Pharmaceuticals U.S.A., Inc.; and bronze sponsors Two Labs Pharma Services.