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Useful Advices - Appointments, How Not to Waste Your Time
Salespeople often have the need to set up appointments, either offsite or in their place of business to engage
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
a prospect in a selling opportunity. Many salespeople waste massive amounts of time through appointments that a
; 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
e not kept. There are two primary reasons for appointments being broken and one simple solution to solve the pr
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
oblem.
In my experience, customers fail to keep appointments because they get cold feet (fear of something) or
In my experience, customers fail to keep appointments because they get cold feet (fear of something) or
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
because of busy schedules and multiple distractions, they simply forget. In either case, salespeople understand
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
that the prospect who doesn't keep his or her appointment won't get them paid. Even worse than that is the time
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
the salesperson will waste waiting for the prospect who will never arrive and will never call to say that they
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
will not be available. Or perhaps the salesperson has driven an hour and a half in heavy traffic across the cit
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
y only to find that the person he or she was to meet is out of town for the next three days.
The salesperson m
The salesperson m
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
y feel that the prospect should have had the courtesy to call and cancel. That might be the courteous thing to
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
o but don't count on it. Don't expect it and don't waste energy getting angry when it doesn't happen.
There is
There is
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
a ridiculously simple two part solution to reducing lost appointments by up to 80% or more. Part one
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
trong> is to ask for a small favor by saying, "If anything comes up that will prevent you from keeping
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
the appointment, can you please give me a call to let me know?'' People who agree will be more likely
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
o honor this minor commitment, even if they won't keep the major one for the appointment.
Part two
Part two
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
ong> takes a bit more effort but it can reduce that lost appointment time to almost nothing. If an appo
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
intment is more than 24 hours out, call to confirm every single time. NO Exceptions! Virtually all pro
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
essionals confirm their appointments. Dentists, doctors and lawyers all do it. Customers now expect it and in 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
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
ome cases even choose to rely on it. Professional salespeople need to make those reminder calls as well. The pa
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
back, both in dollars earned and in less time wasted far exceeds the time and effort it takes to make the calls
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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