Useful Advices - Business

2007 is at hand. What are you going to do to ensure it is a more productive/successful

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

/ enjoyable year than 2001? Here are a few assignments that will get you started:

1.

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

Examples of combination products may in

If a prospect said to you - You have 30 seconds to tell him/her why they should do busi

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

ness with you. - what would you say?
2. If an excellent prospect said to you - We

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

have no intention of changing suppliers in the next year, what would you do?
3. Y

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

Combination pro

our best 15 prospecting questions are?
4. Why are your customers doing business wi

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

th you/your organization? List 10 reasons.
5. What are 5 significant trends that w

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

ll impact your business positively or negatively in 2002?
6. Are your organization

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

’s policies/procedures customer friendly or are they opening the door for your competit

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

ion?
7. At what level are you selling: product/service, transactional, solution o

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

riented, relationship focused, shared fate, other. If you don’t have a clue as to what

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

Following aspects would a

I am talking about – you should attend my next advanced sales seminar in January.

dd to the challenges in developing combination products:

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

8. Are your competitors poised to take market share away from you next year? How? Why

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

?
9. Have you already set, refined, written and set in motion your 2002 goals? If

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

not, what are you waiting for?
10. What one question could you ask or statement co

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

uld you make that would capture a prospect’s attention instantly?
11. What are you

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

Professional from academic institutions, pharmaceutical industries, health care indust

r prospect’s needs/wants that your competitors cannot provide?
12. If you could/wo

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

uld to do one thing different in 2002 that you didn’t do in 2001 that would have the gr

.

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

eatest impact on your success, what would that be?

Now it’s your turn. I challenge yo

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

Companies that provide selfless information through particip

u to come up with at least 20 more questions to ask yourself to get ready for next year

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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Useful Advices - Are You Ready for 2007?

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