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Useful Advices - Management’s Mixed Messages: We’re High Achievers, But I Love Average Producers!
I was conferring with a reasonably successful manager in the Banker’s Life system.
W
W
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
ithin the space of a few minutes, he disclosed two things to me:
(1) He is doing eve
(1) He is doing eve
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
rything possible to create a high-achievement culture; and
(2) He loves his moderate
(2) He loves his moderate
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
producers because they are steady and reliable.
Of course, as you might detect, the
Of course, as you might detect, the
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
se statements are contradictory.
As a sales manager or a business owner, you don’t w
As a sales manager or a business owner, you don’t w
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
nt to send mixed signals to your people.
Are you overtly asking for (1) but secretly
Are you overtly asking for (1) but secretly
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
hoping for (2)?
If so, your staff will sense this, and to say the least, they’ll be
If so, your staff will sense this, and to say the least, they’ll be
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
confused.
Confused “soldiers” don’t march with the same motivation, or in a predict
Confused “soldiers” don’t march with the same motivation, or in a predict
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
able direction.
If you want a top-ranked sales team you need to create messages that
If you want a top-ranked sales team you need to create messages that
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
are consistent and back them up with action. This means making life difficult, to pu
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
it delicately, for underachievers, while giving them whatever help and resources the
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
y reasonably require to soar with the eagles.
At the same time, you want to offer DI
At the same time, you want to offer DI
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
SPROPORTIONATE GOODIES to your high fliers. I recommend a stair-stepped commission or
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
bonus plan that isn’t neatly incremental.
When you get to the top flights, you leap
When you get to the top flights, you leap
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
several steps in sales compensation at a time, leaving your more earthbound peers in
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
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
the proverbial dust.
Two forms of motivation are required to make and sustain a cham
Two forms of motivation are required to make and sustain a cham
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
pionship teams: positive rewards for the winners, and negative reinforcement for the
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
losers.
As General Patton said in the movie, “America loves a winner and simply won’
As General Patton said in the movie, “America loves a winner and simply won’
.
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
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
t tolerate a loser.”
In an achievement culture moderate or average producers are los
In an achievement culture moderate or average producers are los
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
ers. Don’t tolerate them for long, unless you want to send a hopelessly mixed message
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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