Useful Advices - Business

After some initial how-are-you, rapport building conversation, your prospect brings up what they called you about: “I

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

called you because I don’t like the results we’re currently getting. I’ve heard you have something you can help us wit

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

Examples of combination products may in

.” What an opener for someone who provides a product or service to improve whatever the problem is! Maybe; if the prov

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

der or seller listens and understands first.

At this conversational juncture the meaning of the adage “Selling ain’t

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

elling, asking is” takes on life form with buyer and seller face to face. It’s time to get to know the specifics of wh

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

Combination pro

t’s said and not to respond with a sales presentation because you are eager talk just about what you can do!

One of t

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

e most difficult tasks a consultant, a salesperson, a manager or anyone tasked with the role of solution provider is

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

to effectively influence a person to clarify their expectations.

Most customers, clients or buyers need help in clar

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

fying what the issues are! Most may even need help in clarifying their objections. Sometimes they know and can’t expre

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

s it. Sometimes they just don’t know.

An early task for a salesperson with a customer service spirit is to assess if

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

solution you have is the appropriate resolution to a potential customer’s situation. This requires that we ask questi

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

Following aspects would a

ns and as a listener, help the client turn their statements and objections into specific information we can work with.

dd to the challenges in developing combination products:

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

It’s sort of like taking a lump of clay and then molding it into recognizable art.

Getting the specifics of a person

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

l experience as opposed to our assessed or judgmental interpretation gives us information from the clients point of vi

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

w. It helps them clarify their language when appropriate. If you want to travel from where you live to San Francisco,

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

alifornia, you would use a map which goes to San Francisco, not to Atlanta, Georgia. Use your client’s map of experien

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

Professional from academic institutions, pharmaceutical industries, health care indust

es. Leverage your personal experiences to explain things in your clients' way of understanding.

How will this knowled

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

e about listening and clarifying of information cause power? It might not. To be effective at influencing our clients

.

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

nd to clarify what it is they want to achieve requires us to put in action skills such as listening and questions. Thi

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

Companies that provide selfless information through particip

requires more than good intentions. It requires commitment. Commitment to understand first, and then to be understood

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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