Useful Advices - Business

6. Be aware of your customer’s requirement for territory. We are all animals deep down and don’t ever lose our instincts. I once took

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

my youngest son to a party at his friend’s house. His friend’s dad was a farmer and had lived on a farm all his life. I went to shake

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

Examples of combination products may in

is hands and he stood a clear 5 feet away and leant his body to shake hands. Immediately he’d finished, he leant back again. You see i

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

the country, people respect the space around them, whereas in the city people are not too fussed about getting closer to you. Everyon

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

has an intimate zone that you should never encroach unless you are their lover. Gauging the size of this zone is the trick.

7. Metap

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

Combination pro

ors and comparisons. Instinctive rapport salespeople use these all the time to help the customer understand and relate to the service

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

r product. Someone told me this one recently. ADSL or broadband internet connections are like TV. You only have to turn on the set and

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

BBC1 or ITV is already there. And if you kept your TV switched on all the time, the BBC or ITV would never go away.

8. Real communica

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

ors tell stories. Customers want to hear stories if it helps them understand and relate to what you are saying. Talk to me and I hear,

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

show me and I understand, tell me a story and I’ll remember. Don’t think adults don’t like stories – they do. Children love them, of c

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

urse, we all know that. Try and relate something you’re saying into a story that illustrates your point beautifully. Become a master R

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

Following aspects would a

apport Seller©

9. When writing letters to your customer, write in a modern 21st century style. One of the best books on this subject,

dd to the challenges in developing combination products:

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

which I highly recommend is “Write Language” by the excellent Alan Pease. His main push is that we should develop a style of writing t

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

at matches the way we talk to people. Little things like writing hello instead of Dear and writing goodbye instead of yours sincerely,

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

makes all the difference. After all when I say farewell to someone I never say “assuring you of my best attentions at all times, yours

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

sincerely” Write me a letter and I’ll return the letter in a style that might interest you.

10. Product knowledge is very important b

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

Professional from academic institutions, pharmaceutical industries, health care indust

t these days customers are beginning to know as much if not more than us. Blame that on the internet. Naturally there are some excepti

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

ns. Learn your products, yes, but learn more about the customer’s context. In other words study up on their market if they are a busin

.

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

ss. Find out as much as you can about their company, of course, but their industry. Discover their challenges and problems, read their

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

Companies that provide selfless information through particip

trade journals, be aware of what their competition is doing. Add value to the sales interview, not just information about your product

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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