Useful Advices - Business

Here are some ideas to help with screeners and voice mail.

Don't Get Lost in the Phone System Bermuda Triangle. When initially trying to locate a decision maker you've never spoken with, if you detect even the slightest bit of

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

hesitation in a screener's voice when they give you a name, continuing questioning. Nothing is as frustrating as being shoved from one unwanting soul to another like a hot potato. Find out the title and department before you're se

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

Examples of combination products may in

t there.

Ask for the Highest Level. Find the level higher than the one that typically makes the decision. This way, if you need to be referred, it's better to say that you “. . . were speaking with Karen at Mr. McNabb's office

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

and she felt that Ms. Collins would be the person I should be speaking with.” It's important that you don't imply that Mr. McNabb said that she should buy from you; just let them know that you've come from above and your call wil

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

implicitly carry more clout.

Go to Other Departments. This also works when an operator or screener is not authorized to give out the names of the people you're looking for. Ask for someone in sales . . . you know they're alway

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

Combination pro

willing to talk! Larger companies have purchasing departments that might be able to help. You might end up speaking with these people eventually, but what you really want to find out now is who uses and recommends your products.

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

If you run into a talkative purchasing agent, you just might also learn who they're buying from, what they spend, and other goodies that can help you. Even if you do land at the polar opposite of where you need to be in a company

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

use something like this: “I hope you can help me. I'm not in the right department, and you can probably point me in the correct direction. I'm Dale Strong with Thomas Development. I'm looking for the name of the person who handle

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

the site selection for your franchises.”

Listen to their Entire Voice Mail Message. If you don't, you might be missing potentially useful information. I was sitting in with a sales rep listening to call, and as soon as the voi

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

e mail answered, she hung up. I asked her to call back and listen again. On the recording she this time heard the person say that he wasn't going to be at this location for the next several days since he was at his other brand new

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

location, and gave the phone number, and the hours he would be there! Now this rep knew nothing about the other location, but called him there, congratulated him on his expansion, and managed to close a sale right there!

Be prepa

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

Following aspects would a

red for voice mail. Don't place a call without being ready to leave a statement on voice mail. Not just any message, though. Talk about ideas that you have which may potentially help them benefit in some way, or avoid loss. Tal

dd to the challenges in developing combination products:

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

about a problem you've solved for another company, and mention you'd like to ask them a few questions to determine if it would work for them as well.

Sound interesting. There's something psychological about talking to a tape r

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

corder that causes even the most eloquent speakers to lapse into their robot-like voice. Be yourself! Visualize the live person you are speaking to at the other end, not a passionless microchip! Practice your messages. Recite-do

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

ot read-them into your own tape recorder. Listen to yourself, being very critical about areas you want to improve. Focus on your inflection, putting variation in your voice to convey the moods of enthusiasm, urgency, and importanc

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

you desire to convey. Be sure your articulation is crisp, especially in pronouncing the ends of words and consonants.

Hang up if you need to. If you are not prepared, and the recording has the effect of erasing all signs of

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

Professional from academic institutions, pharmaceutical industries, health care indust

intelligence from your short-term memory, like a computer experiencing a data-zapping power surge, hang up before you say anything. Think through the message you'd like to leave. Then call back. Or, if their system allows it, rev

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

ew your message to be certain you're comfortable with it. If not, do it over.

Answer Screeners' Questions. Never try to evade a screener's question. That's one sure way to get dumped. They simply want to determine if you have s

.

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

mething of value. Use something like, “Let me explain why I'm calling. We work with companies such as yours that do large numbers of air express shipments to help them cut down on their total bill each month, and in some cases the

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

Companies that provide selfless information through particip

savings runs from a few dollars to a few thousand. Whether or not we could do the same for you depends on several variables that I'd like to discuss with Mr. Holloway.”

It's tough to sell if you can't get through. Try these ideas

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 - Screener and Voice Mail Tips to Help You Get to More Buyers

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