Useful Advices - Business

Many sales people have no idea of what to do to be successful. Their employer has trained them in the product or service information, but hasn’t spent time te

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

aching them how to sell. The worst companies just say, “Here’s the yellow pages, now go call people for the rest of this afternoon.”

Jan has just been licens

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

d as a financial planner. From her previous life as a dog groomer, this is a huge change, but one that she welcomes. She seems to have a knack for the inform

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

tion and easily passed her exams to be licensed. But now she’s in the dumps. She’s gone from being at the top of the world to the very depth of the deepest v

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

lley. Why? No one wants to see her. In fact they run away from her when they are nice and when they’re not, they’re rude. Jan sits at her desk all day long

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

dialing and hoping that she can find someone who will answer the phone and be interested in what she has to say. Unfortunately, there are not many of those.

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

Jan is afraid she is going to lose her job.

Jan will be more successful and keep that job if she decides who she is going to sell to. Selling to the whole wo

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

rld is frustrating, unproductive and time consuming. To start, she might want to select one or two markets to focus her efforts for the next six to twelve mon

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

hs. As a very successful dog groomer for 15 years, Jan had hundreds of satisfied customers. She could use that former client base as a starting point.

When

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

sked if she had contacted those former clients, Jan stepped back and said, “No, I couldn’t do that. They are from a separate world from where I’m at now. It’

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

a world I’ve left behind.” After more conversation, Jan realized that she was squandering opportunity. Her past clients were loyal, having brought several g

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

nerations of pets to her. She was trusted. What better prospects than former smiling customers.

“How do I get started,” Jan asked, “should I send out an ann

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

uncement letter? Announcement letters do just that, make announcements. As a financial planner, Jan needs that personal touch. She was encouraged to select

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

our or five of her very favorite clients and then to call them to schedule time to have coffee with each. Her goal was to find out more about these people, an

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

d what kind of help they needed (besides dog grooming!) She was also instructed NOT to sell her services. Several months after meeting an old customer for cof

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

ee, this previous customer called Jan when she changed jobs and needed someone to help her transfer her 401K from the old employer. She told Jan, “I’m so glad

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

to be using your services again, because you were always so good to me in the past.

There are two lessons to be learned from Jan. It’s easier to focus on a g

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

oup of people who have something in common. When you meet with them individually, you gain more knowledge about them and the group they are involved with. As

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

you learn more about them, they also learn more about you, and from their perspective you become the expert. The second lesson is that if you stay in touch wi

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

h people from your past, they not only can help you, but are willing to help you to be successful in the future.

NOW, which market have YOU selected to pursue

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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Finding the right corporate gift for that hard-to-please boss or employee can be a real pain. So here's a few corporate gift ideas you might want to consider...

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Stop hiring new administrative support staff and learn how to retain your existing administrative staff. Are you a manager, director or other senior-level personnel who wants to work more effectively with your administrative support professional? Did you know that partnering with your administrative assistants and executive assistants can actually help you to meet your professional goals at work? Would you like to know how to improve morale among your administrative support professionals and retain them as long-term employees? After all, isn't it a lot more profitable to retain existing staff than to constantly hire, train and get along with new staff? Here are five ways to work more effectively with your current administrative support professionals starting now:

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