Useful Advices - Business

In sales, as in life, we control very little. The good news is -- those things that we can influence are under our direct control.

There are only five things in this universe that we can control as sales professio

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

nals--or as people for that matter.

In my previous position as an advertising sales manager for a team of print sales professionals operating in five nations across four continents, I encouraged my people to spend

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

Examples of combination products may in

their time, energies and brain power on the things they could control.

If they were spinning their wheels on matters over which they wielded no influence, it was wasted time and effort. Let’s take a look at the la

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

undry list of matters over which we exercise little to no control.

I had to remind them that they had no control over the state of the economy in the nation in which they were selling. So don’t waste time worrying

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

about it. Yes, pick up the daily paper and read about it so as to be well informed, but don’t waste time focusing on the matters beyond our control.

I would stress to them that they had no impact on how well their

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

Combination pro

prospect’s company was performing. The company was either profitable or not. We could not change that. We could, however, ensure that we spent more time researching the companies available to us in the marketplace

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

and direct our energies toward the more profitable enterprises. But we could not influence whatsoever the fiscal health of our prospects.

The price of our ad space and the readership of our media were out of our 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

ntrol, too. The prices came from ‘on high’ and the readership was in the hands of an entirely other group of people. The product and price were what they were and we had to sell what we had.

We could not leverage

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

our power over the person on the other end of the phone when we rang them for an appointment. We had no control over what was going on in that person’s life at that moment. We might have reached them on an ‘up day’

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

or a ‘down day’. All we could do is pick up the phone and call them with a pleasant, sincere and professional demeanor.

We could not determine if the prospect accepted our invitation to join the ‘many other sponso

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

s of our advertorial reports’, but we most definitely were the ones who decided whether or not we asked them to do so.

We could not influence the traffic, the geo-political situation, the competition, the nation’s

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

Following aspects would a

telephone system, the local currency’s exchange rate to the US dollar, the prospect’s familiarity with our media prior to our contacting them, the level of that company’s involvement in the country where the paper

dd to the challenges in developing combination products:

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

was published, the prospect’s reaction to our proposal, nor the weather of the day.

In other words – we controlled nearly nothing. And neither do you.

Do not despair! Because, the good news is: We control the thi

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

ngs that we have direct influence over. If of sound mind and body, all people control five things.

We can determine what we do with our hands.

We decide in which direction we place our feet and walk.

We exercise

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

control over the words we allow to escape from our mouths.

We choose the objects upon which we rest our eyes.

And we can have direct influence over what thoughts we entertain and nurture in our minds.

Aside from

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

these five things, we control absolutely nothing in this great universe.

We can pick up the phone and dial. We can’t control what mood the person on the other end will have.

We can choose sincere, professional an

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

Professional from academic institutions, pharmaceutical industries, health care indust

d compassionate words when that person answers, hence altering for better their mood, but we can’t guarantee that. We can only choose our words wisely.

We can’t control the fiscal well being of the prospects, but

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

e can place our feet in the direction of the local chamber of commerce and conduct in-depth research on the top companies in the country.

We can’t influence all the bad we see in the news but we can divert our eye

.

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

s to rest upon the beautiful and wondrous things that exist in this universe. We can focus our eyes on a good book or a peaceful landscape instead of a trashy TV program.

And we can foster wrong, defeatist, negati

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

Companies that provide selfless information through particip

e attitudes, or we can choose to develop new thinking and fill our minds with positive, loving and hopeful ruminations.

We have no control over most everything in this universe. But we can control what we do today

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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