Useful Advices - Business

The sales profession today needs people with integrity, honesty and the ability to develop trusting relationships with customer

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

s, support staff, suppliers and management.

Let’s look at an example and you tell me whether integrity rules in this scenario.

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

Examples of combination products may in

Randy, a new salesperson for the ABC company meets with a prospect. The prospect, Barbara asks will Randy's product or servic

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

satisfy their basic problem which is higher than necessary product costs. Randy affirms that yes, his product will solve thei

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

problem. After discussing all of the features and benefits Randy quotes a price for his product.

At this point Barbara resis

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

Combination pro

ts saying that she does not have enough money in her budget for this service even though she needs it to reduce costs. She und

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

rstands that she needs it and that his product will solve her problem. She just doesn’t have the money. Randy’s response is t

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

recommend a lesser version of the product that she can afford and says it will work just as well. (It really won’t satisfy al

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

of her concerns or needs, but he wants the sale, and justifies that Barbara’s taking the lesser version is better than doing n

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

othing.) She is concerned that by going to a lesser version she will be sacrificing the ability to totally satisfy her need or

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

problem. Randy assures her it will work, that this version only lacks a few of the bells and whistles of the original recommen

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

Following aspects would a

ation, and that she will lose nothing of real importance. He closes the sale.

What do you think?

Are there are degrees of in

dd to the challenges in developing combination products:

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

egrity? Is it OK from time to time to tell just a little “white lie” that doesn’t do major harm to the relationship? If it i

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

s OK to tell little white ones, when or under what circumstances are they acceptable? Ethics today is a major issue for many p

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

ople, including customers, vendors and prospects. What are your standards? Do you stick to the truth no matter how hard it mi

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

ht hurt you now or the outcome later?

Misrepresentation, shading the truth, little white fibs, or outright lies can never help

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

Professional from academic institutions, pharmaceutical industries, health care indust

you in your sales career or with a client relationship. In my opinion, truth

although it might lose a sale, is always the bes

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

t policy. I love one of Mark Twain’s quotes. He said, “when you tell the truth you never have to remember what you said.”

Tr

.

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

th at all costs? Is it a matter of personal perspective? Everyone sooner or later in an attempt to protect themselves or anot

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

Companies that provide selfless information through particip

er person from pain, disappointment or to avoid conflict will lie. However when you do, you set the relationship up for failure

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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