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Useful Advices - Prospecting -The Chinese Definition of Insanity
The Chinese definition of insanity is, “Doing the same thing over and over, but expe
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
cting a different.”
How appropriate for Prospecting. I talk with sales people all
How appropriate for Prospecting. I talk with sales people all
; 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
he time who have trouble with Prospecting, yet continue to Prospect the same way. 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.
don’t bother to ask them why, since that is a bad question for any sales person to a
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
k – it forces someone to defend what they have done, which tends to reinforce their
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ctions – so I simply make a suggestion.
I suggest that they may have more success w
I suggest that they may have more success w
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
th their Prospecting efforts if they do their Prospecting differently.
Most of us i
Most of us i
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
sales are taught sales skills all the time, but are never taught how to Prospect.
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
hat doesn't make much sense since Prospecting is the only way we can get into a situ
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
tion where we can actually use those selling skills!
So most of us are on our own w
So most of us are on our own w
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
en it comes to Prospecting skills. We need a System for Prospecting. A learnable, r
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
epeatable, measurable system that we can use and evaluate easily.
Since most of us
Since most of us
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
re never taught how to Prospect, I find that sales people are open to these new idea
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
. It will take a commitment on your part, but ROI is great.
Once they learn or crea
Once they learn or crea
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
e a system, their Prospecting success will show exponential growth.
An additional b
An additional b
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
nefit, we will avoid the hills and valleys of sales by Prospecting on a regular basi
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
, so they always have plenty of prospects in the system to work with.
In conclusion
In conclusion
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
if your Prospecting efforts are not yielding the results you want and need, stop do
.
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
ng the same thing over and over, but expecting a different result. Try a System, t
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
show that you are really not insane.
Sell well and often!
Copyright 2006, WJ Trua
Sell well and often!
Copyright 2006, WJ Trua
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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