Useful Advices - Business

“In theory there is no difference between theory and practice. In practice there is a huge difference.”

Lone Wolf – Lead Wolf --- The Evolution of Sales is a book about practice

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

that has been tested in the crucible of real life experience. It was originally intended for field sales representatives who worked in the wholesale distribution industry. As t

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

Examples of combination products may in

he book developed, it now speaks to sales representatives in all industries whether they are field sales, inside sales, or counter sales representatives. It even speaks about les

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

sons that managers need to know in this new century.

Each chapter is a story, and some of them have case studies and other activities to help the reader translate the story to th

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

eir own situation. Each chapter was originally published as an article in one or more industry publications so they have already passed the test of relevance.

The world of sales

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

Combination pro

continues to change and the strategies that created success in the past are failing to generate success in the new world order. This book tells a simple, but powerful, story of

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

managing change. There are those who are genetically programmed to play the game to win, rather than simply playing not to lose. Every reader needs to think critically so they c

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

an play their own game. Those that are firmly on the path of playing to win will recognize many of the lessons that are examined in this book.

To the superstar readers, you may

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

not learn much from this book as you have made the hard won discoveries on your own. This will be an enjoyable read for most of you because the book ratifies your own learning an

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

d direction. To the old school sales reps who just want to be left alone and get a better price, you won’t finish the book. Creating meaningful change always starts with taking

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

responsibility for your own situation. At the most basic level, there is personal responsibility and there are excuses. There are sales reps who are 10th degree black belts at m

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

Following aspects would a

aking excuses and you won’t find any new excuses in this book.

This book was written for those of us in the middle: those who are driven to success, who are frustrated, but who a

dd to the challenges in developing combination products:

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

re open and willing to learn. You have taken personal responsibility for your own career development and you look at sales as a profession rather than just a job.

Some of the st

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

ories deal with sophisticated approaches to supply chain management, including consignment and national account programs. These issues are above the typical pay grade of most sal

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

es reps. They are included because success in sales is more than personal effort, skill and talent. It is fundamentally about building and managing customer relationship equity.

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

The Lead Wolf strategies described in this book will often require that the sales rep challenge their own management to innovate and provide creative solutions that help custome

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

Professional from academic institutions, pharmaceutical industries, health care indust

rs make money. The examples provide practical “how-to” solutions so your manager can’t dismiss your views as whining.

Learning and personal growth are the only alternatives to t

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

he slow death of intellect. We have all seen the sales reps who have 20 years of experience – but it is actually one year of experience repeated twenty times. We each make our o

.

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

wn decisions about how much and how fast. This book was written to help those on the path of growth to rise to the next level. At the age of 56, I have learned that there is alw

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

Companies that provide selfless information through particip

ays a faster gun, and there is always a next level. My growth is limited by my own personal ability to see my own shortcomings and my willingness to take responsibility for them.

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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