Shaping the Future of the Global Pharmaceutical Supply Chain: NNIT Inc.

“Our goal is to enable our clients to meet regulatory demands seamlessly while maintaining their ability to sell their products effectively.”

NNIT Inc., is the US arm of NNIT A/S which is a global Life Sciences industry focused strategic consulting services organization. NNIT, Inc purchased Excellis Health Solutions,  a strategic consultancy services organization that specializes in the pharmaceutical industry, specifically in the Supply Chain & Serialization space. Excellis Health, originated from the collaboration of four industry veterans with significant experience at Johnson & Johnson, Genentech, Sanofi, and Teva pharma four of the topmost distinguished global pharmaceutical companies. The company’s founding objective was to address supply chain challenges within the pharmaceutical sector, providing comprehensive solutions spanning the entire process, from manufacturing to shipping, and ultimately distribution. Between 2010 and 2023, the company witnessed substantial growth, expanding its workforce from the original four founders to around 100 employees globally.

While Excellis now operates as an NNIT Inc. subsidy, primarily focusing on the US & Europe, it serves clients with a worldwide presence. For example, with a Large Pharma manufacturer based in New York, the support extends beyond the US, encompassing Europe, Asia Pacific, the Middle East, and Eastern Europe, . Nevertheless, despite these disruptions, the company has remained actively involved in helping on a worldwide scale, particularly in optimizing supply chain management to ensure the efficient delivery of its pharmaceutical products to the market.

The Silicon Review reached out to Greg Cathcart, Senior Vice President, Head of Region US of NNIT Inc. and co-founder and CEO of Excellis Health Solutions, and here’s his response.

Interview Highlights

Q. As a global end-to-end supply chain consulting services provider, what are NNIT Inc.’s key focus areas?   

Our focus within the supply chain domain has been on meeting a global regulatory requirement known as serialization, particularly in the lasteight years. This mandate entails tracking and tracing pharmaceutical drugs through the assignment of unique serial numbers to each bottle or vial. Analogous to a Vehicle Identification Number (VIN) on a car, these serial numbers facilitate monitoring from the manufacturing stage to dispensation. The impetus behind this stringent tracking is the pervasive issue of counterfeit drugs infiltrating legitimate supply chains worldwide. The gravity of the problem lies in the fact that these fake medications, which were responsible for fatalities, infiltrated the market, posing severe health risks. Even in cases where the counterfeit drugs did not lead to death, they often lacked the essential active ingredients required to treat specific medical conditions effectively. This problem has become a global multibillion-dollar challenge, with estimates ranging up to $200-$300 billion in losses within the pharmaceutical industry. The severity of the issue is more pronounced in regions like sub-Saharan Africa, Asia, etc., where lax control measures contribute to an escalating problem that undermines public health.

Q. Can you introduce us to your services? What are their main features?

We collaborate with clients to develop and implement strategies that are specifically crafted to meet their specific needs. Within our organization, we have a dedicated strategy services group that collaborates with clients to comprehend their unique profiles, taking into account factors such as the number and variety of products they offer and the global markets they serve. For instance, while some companies may have a singular product exclusive to the United States, other large enterprises, with a diverse product portfolio, distribute their products across almost 200 countries.

Our initial engagement involves crafting a strategy that aligns with their profile, and subsequently, we guide them through the implementation phase. This process entails various aspects, from acquiring and implementing specialized software to addressing changes in their operational procedures. The implementation phase is a substantial undertaking, often spanning a couple of years, as it involves navigating significant transformations necessitated by regulatory requirements. These regulations, which mandate compliance within specified timelines, leave little room for ambiguity—companies are obligated to adhere to them if they wish to continue selling their products. The goal is to enable our clients to meet these regulatory demands seamlessly while maintaining their ability to sell their products effectively.

Q. Can you provide us with one or two success stories, detailing specific client challenges and how this has contributed to company success?

A globally recognized household [unnamed] Pharmaceutical company, faced challenges in meeting legislative requirements related to serialization regulations in the nearly 200 countries they distribute products to, particularly highlighted during the COVID vaccine rollout. In response, our team collaborated closely with this company, developing a comprehensive strategy to address these challenges. This involved the creation of new policies, procedures, and software tailored to their specific needs. Subsequently, we not only implemented these solutions but also assumed the ongoing maintenance of the software, ensuring sustained compliance.

This collaboration stands out as a significant success story for us, contributing not only to our revenue and profitability but also showcasing our commitment to continuous support. Presently, we are actively helping [unnamed] pharma company in countries such as Kazakhstan, Uzbekistan, and Kyrgyzstan—places that may not be commonly known to the general public in the United States. Our support extends across diverse regions, including all of Europe, the United States, South Korea, and the United Arab Emirates, reflecting their global presence and the varied requirements associated with it.

Eight years ago, another major Pharmaceutical company, a valued client of ours, headquartered in Boston with a global presence, sought our expertise to navigate the evolving landscape of regulatory requirements.

Our collaboration involved not only helping articulate their specific needs and devise a tailored strategy but also guiding them through the acquisition of the necessary technologies to ensure compliance with the new regulations.

Due to the extensive reach and complexity of their operations—spanning numerous products across diverse regions—the project unfolded over a five-year period. This extended timeline was a reflection of the meticulous approach required to implement the strategies and technologies effectively, considering the significant footprint as a large and multifaceted company operating in various parts of the world. This project underscores our commitment to supporting global pharmaceutical companies in navigating the intricacies of regulatory compliance.

Q. What new endeavors are you currently undertaking?        

The primary initiative underway at Excellis involves the company’s sale three years ago and the subsequent completion of the earnout period, which is set to conclude in December 2023. Excellis has been acquired by NNIT, a subsidiary of the Novo Holdings Company, known for its association with Novo Nordisk and we are excited to formally announce the new endeavor is NNIT Inc.

In the new role, I will be overseeing the Americas regions for NNIT, managing three distinct organizations in the US, totaling around 300 employees. This strategic move not only marks a significant shift for Excellis but also presents a broader spectrum of services to customers. While Excellis traditionally focused on aspects such as supply chain and serialization, NNIT, emphasizes areas like regulatory, clinical and quality. This amalgamation results in a more extensive range of services for the market.

Currently, efforts are directed toward planning and implementation of the new organization, forming teams, and establishing a unified culture. Recognizing that cultivating a shared culture is a gradual process, especially with three different groups involved, the focus remains on ensuring a smooth transition amid this transformative phase.

Q. Is there anything you would like to add before we wrap up?

Ultimately, what stands out is the growth of Excellis, now NNIT, as an organization both in the United States and globally. We provide a positive and dynamic work environment, making it an attractive place for individuals seeking new adventures and opportunities. While we may not be hiring everyone who reaches out, we are always open to conversations because it’s through dialogue that the true potential of opportunities becomes apparent.

It’s worth noting that Excellis earned recognition with two Pact awards. Pact, the Philadelphia Alliance of Capital and Technology, is a local organization with a focus on technology and life sciences focused services organizations. PACT’s goal is to grow the Philadelphia region’s influence for companies looking to make Philly their new home. Within this profile, we were honored with the ‘Company of the Year’ award and the ‘CEO of the Year’ award. These accolades, displayed proudly in our workspace, are meaningful acknowledgments of our contributions to the tech and life sciences sectors, particularly within the Philadelphia market. It’s gratifying to receive recognition from our peer companies in the local community for the positive impact we have made.

Greg Cathcart |  Senior Vice President, Head of Region US

Greg Cathcart has had a remarkable professional journey, with a significant portion of his early career, spent at Johnson & Johnson in manufacturing and supply chain roles. In 1991, he made a transition to a tech company specializing in ERP solutions for pharmaceutical and medical device companies—a field he was familiar with. After around eight years there, the company went public in 1999, prompting Greg’s decision to retire.

Despite plans for retirement, life took a different course. Following the birth of another child, Greg joined SAP, where he led the global life science practice for five years. The entrepreneurial spirit beckoned him back, leading to the establishment of Excellis Health Solutions, a venture that has thrived for nearly 15 years. Greg acknowledges the excellence of the team at Excellis, with many members, including Lindsay Babe, having been part of the journey for over a decade.

Excellis’ company culture emphasizes longevity, with an average tenure surpassing five years. While the company hires new talent annually, its growth allows for the maintenance and expansion of the team.

The team at Excellis represents a diverse profile, with many commencing their careers with the company right out of college. Over the years, these individuals have evolved into seasoned professionals. Lindsay, for instance, started as a recent college graduate and has grown into a wife and mother of three after a decade with Excellis. This narrative underscores the company’s commitment to nurturing the growth and development of its team members.