Useful Advices - Business

One of the hardest things for new salespeople to grasp is the fact that calls have to be made every

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

day, even when it seems as if they don't matter. It's Murphy's Law or something, but when a person

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

Examples of combination products may in

is just starting out, it's tough to drum up any real interest in anything. Not to mention interest

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

in whatever product or service you are trying to distribute.

The "pot of gold" at the end of the s

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

les call rainbow only appears if calls are made everyday. A critical mass must be reached, and the

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

Combination pro

only way to reach a critical mass is to make those calls everyday. Those calls can be phone calls

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

or actual interactions in front of prospects; the point is that it must be done everyday. I'm sure

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

you've heard the analogy, but much like a snowball, this is how the critical mass starts.

Does thi

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

make it any less frustrating when you are being told NO, over and over again, and not making any m

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

oney? It sure doesn't, but it also doesn't make it any less true. If you're a salesperson (and w

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

o among us isn't) prospects are going to tell you NO a lot. That's just the nature of the game. T

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

Following aspects would a

is is another reason that calls must be made everyday. The more no's you hear, the closer you are

dd to the challenges in developing combination products:

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

o that YES.

This is all simple sales jargon, but again, it's true. The bottom line is that calls

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

must be made every single day if you want to accomplish anything. If you're making calls here and

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

here, you're not going to get anywhere and you'll feel like your spinning your wheels. Focus becom

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

s a key. If staying focused isn't your strongest attribute, I would suggest getting to work on tha

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

Professional from academic institutions, pharmaceutical industries, health care indust

as well. There are thousands of books and CD's on the subject, so get in there. Just make sure t

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

hat while you're learning how to stay focused, you also make calls everyday, because that's where t

.

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

e business comes from.

It's helpful to remember what James Cash Penney said, "Salesmanship is limi

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

Companies that provide selfless information through particip

less. Our very living is selling. We are all salespeople." And never forget to make calls everyday

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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