Useful Advices - Business

One of the messages that us sales trainer types have been very good at getting across over the last few years is the motto of selling on value and not on price. In s

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

ales training course after sales training course around the country sales managers, sales directors and sales trainers keep banging on about value being key not pric

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

Examples of combination products may in

e! As such, when I ask the question, all salespeople are quick to say that we should sell on value and not price.

So why then do they rush to discount so fast? And

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

oan about how their competitors are under cutting them? And whine that their products aren't any better than their competitors?

Because most salespeople don't belie

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

ve that people don't buy on price - they just say it.

Saying that value is more important than price when selling is not enough. You actually have to believe it. If

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

Combination pro

you don't really believe it, when the chips are down… you'll discount! Isn't it about time that salespeople started being a bit more honest with themselves? If you d

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

on't really believe that you can sell on value then you need to admit it. Only by admitting this can you start to build up the value of your product or service in yo

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

r own mind.

Private healthcare gave me value for money…

I have recently been into hospital for a one day operation. In the UK the NHS and the private doctors are o

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

ne and the same by enlarge. Infact, private consultants are normally rushing to get to you after finishing their NHS clients. So the product is identical. OK, so I g

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

t my own room but given that all I did was doze in it for 45 minutes before and a couple of hours afterwards that hardly mattered. I waited 6 weeks for a procedure b

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

ecause some drugs had to kick in first for a few weeks. This meant that going private was probably no quicker than the NHS.

So it was no quicker, I had the same con

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

Following aspects would a

sultant and I was barely in the hospital. I have no insurance so I paid for it myself. Can't have provided value can it?

Yes! Yes! And Yes!

Value is in the eye of

dd to the challenges in developing combination products:

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

he beholder. Had I gone to Bradford Royal Infirmary the staff would have been professional and polite but in essence I would have been rolled in and rolled out. They

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

are understaffed, overworked and trying to keep up. At the private hospital I was "meeted and greeted", the nurses introduced themselves to me, the surgeon came to

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

ee me (twice) before and even the anesthetist popped his head in! When I woke up the nurse was by my bedside and prepared to chat to me. I was worried about the oper

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

ation and to me this 121 time was worth the money.

Value can only ever be dictated by the client and their circumstances.

I am sure that many people reading this b

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

Professional from academic institutions, pharmaceutical industries, health care indust

og would say, "The hell with paying thousands for a chat" but in my mind it was money well spent and I am the customer.

The only way to build up your beliefs about

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

value is understand your customers better. Keep case studies and compile them. Really know how you add value to individual customers. If you leave this to chance you

.

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

will not truly believe the real value of your products, services or solutions.

What strategies do you have for maintaining your belief about the value of your offer

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

Companies that provide selfless information through particip

ings? If you don't have any … join my Sales Success sales training newsletter now - it's packed full of tips, tricks and strategies for increasing your sales results

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

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.usefuladvices.org.ua/article/36037/usefuladvices-Why-I-Bought-Private-Medical-Care-and-Why-You-Should-Sell-on-Value-and-Never-on-Price.html">Why I Bought Private Medical Care and Why You Should Sell on Value and Never on Price</a>

BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/36037/usefuladvices-Why-I-Bought-Private-Medical-Care-and-Why-You-Should-Sell-on-Value-and-Never-on-Price.html]Why I Bought Private Medical Care and Why You Should Sell on Value and Never on Price[/url]

Here are my answers -- sometimes - never - maybe - it all depends. You may think that's an indecisive response, but few things have concrete, no diversion, answers, especially when it's your future and financial security.

To keep your suppliers on their toes, try this smart tip I learned from the Group Purchasing Manager of Asia Pacific Breweries. Whenever he contracts to purchase items from more than one supplier, he gives one vendor 70% of the total purchase, while a second vendor gets 30%. And he tells them both...

Wood, as a durable material, does more good than just staying in our rainforests and providing homes for the animals in the wild. Wood provides lumber that is used for building homes and installation; hobbies such as sculpting and making furniture and a whole lot more. Techniques involving with woodworking as an art are carving, sawing, sanding, painting, laminating and finishing. So why choose wood? Lumber is readily available and it's a replaceable resource which can figure into plenty of resale value. This material never goes out of style. Some materials like vinyl may be pretty and are prominent on the market; however it is costly and lacks artistic detail. Using metal would mean having lack of strength causing it to dent, and in time it may rust.

Tags

Links

Useful Advices - Why I Bought Private Medical Care and Why You Should Sell on Value and Never on Price

Related Articles: