Useful Advices - Business

If you’re a sports fan, or an athlete, as I am, you know when you or your t

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

eam are “flat” and are just phoning-in their performances, and when they’re

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

Examples of combination products may in

juiced, and ready to go.

It makes a crucial difference in sports, as well

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

as in selling.

In both situations, we have to get up for the game, and if

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

ou’re a sales manager, it’s your duty to psych up your players before every

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

Combination pro

engagement, whenever possible.

As a former sales manager, and as a sales c

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

oach and consultant, I advocate having frequent sales meetings for this pur

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

ose. Meet, greet, and motivate your people before every shift, if they sell

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

from inside.

If they’re outside sellers, try to arrange frequent telephone

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

conferences to achieve the same thing,

Remind them of their sales targets

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

and try to tell inspiring stories, or share recent customer testimonials w

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

Following aspects would a

th them.

Every meeting should give them another reason to feel proud of th

dd to the challenges in developing combination products:

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

emselves and what they’re selling.

You can use these get-togethers to revi

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

w closing techniques, or to introduce better techniques of any kind. And mo

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

t important, team members can discuss what’s working for them, which their

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

peers don’t get a chance to see and to hear for themselves.

But the key de

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

Professional from academic institutions, pharmaceutical industries, health care indust

iverable from a successful meeting is emotion. They should get a boost, fee

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

ing higher and more energized than before.

One of my salesmen said to me,

.

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

after our umpteenth meeting, “Gary, I might be able to make more money some

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

Companies that provide selfless information through particip

here else, but nothing is going to be this much fun!”

Mission accomplished

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 - Sales Managers: Get Your Team Up For The Game!

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