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Useful Advices - Extra - Ordinary Prospecting - Make the Gate Keeper Your Ally
There has been a misconception with a lot of business and salespeople about the importance of the receptionist, secretary, and administrator. A
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
lot of the time they are your 1st contact at a company. Even if it is a workshop, and it is the apprentice, they may be the bosses son or daug
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
ter. This person (although a lot of the time is the junior of the company) holds the keys to the important contacts in the company. Not just th
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
t, they also can tell you quickly with the right questions, whether or not your product or service will be suitable. Yes you need to talk to th
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
decision maker, however it is of high importance you get as much preparatory information about the company before hand.
Make them your Ally T
Make them your Ally T
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
e worst thing you can do is get on the wrong side of this person. They can make your life a misery. If they are the junior, then they are proba
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
ly bossed around by everyone and may feel not appreciated. You can brighten that person's day up with some interesting conversation. NCR's foun
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
er, John H. Patterson, in 1884 asked his top sales person, what made him successful and he said something quite simple, the secret to selling i
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
making a friend. Let's start this by making a friend at the front line. It sure makes the call a lot easier next time. Sometimes it may take a
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
few calls to this person to find out the required info to get through to the relevant decision maker in the company. However by building a rela
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ionship through courtesy and respect, at the front end, I believe you can't go wrong. Use a card system on your potential sales and write down
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
he names of all the people who have answered the phone, what you talked about in detail, any relevant details that you feel is important like a
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
cent etc. It really helps you pick up from where you left off from your last call. This idea is not just used for sales; it has been used for a
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
l sorts of organizations and religious groups.
It is very successfully in drumming up new members. Find out and use there name. By using a per
It is very successfully in drumming up new members. Find out and use there name. By using a per
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
ons name it can really impact on the call. If you see a name badge use it. Most people love the sound of their own name. It lets them know you
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
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
re interested enough to remember.
When calling back, you can mention the name of the previous person you talked to. This gives you some credib
When calling back, you can mention the name of the previous person you talked to. This gives you some credib
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
lity. It let's you jump again straight back in from where you left off with them and if it isn't them, it gives you a possible chance for the o
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
her person to assume that you know the original person you talked to well. It is a win win situation.
Making the gatekeeper your ally and gain
Making the gatekeeper your ally and gain
.
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
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
ng there support and information makes the sales appointment a lot smoother from start to finish. Especially if you can meet them and keep that
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
rapport going. if you have to make a second appointment, and you have gained an ally. Let's hope the decision maker asks them for their opinion
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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