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Useful Advices - Art & Discipline
Ballet is an art form that began in the 1400’s and became more standardized in the 1600’s in the court of Louis XIV. Louis was known as the “Sun King.,” Tthe name came from a role he danced in a ballet. In 1661 Louis
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
XIV established the Acadmie Royale de Danse to train dancers and dance teachers. By the 1800’s the technique was pretty much solidified into a form very close to what we see today.
Ballet, the art and the training
Ballet, the art and the training
; 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
of a dancer, has a tradition that is now handed down from generation to generation. The training a dancer receives today is similar to the training a dancer would have received in the 1800’s. Yes, there are differenc
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
es, stylistic and technical. Certainly better nutrition, better health care, and the ability to start training at a young age has also had an impact on what a dancer today can physically achieve. The engineering of t
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
he pointe shoe has also changed significantly, allowing the ballerina to dance en pointe for longer periods of time. The framework for all of this, however, was set in the 1800’s.
Today, if you take a ballet class a
Today, if you take a ballet class a
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ny place in the world, the structure of the class is the same, the steps are the same and the approach is the same. The timing, the position and the execution of any given step is not open to discussion. Neither is t
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
he posture or the alignment or the classical line. Why? For one reason—it works.
Now let’s talk about introductory calling. (You knew I’d get here eventually, didn’t you?) In many of the workshops I conduct, partici
Now let’s talk about introductory calling. (You knew I’d get here eventually, didn’t you?) In many of the workshops I conduct, partici
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
pants are generally opposed to the idea of working with a script. They tell me they feel uncomfortable, canned, phony and insincere. They also tell me that every conversation is different.
Hmmm…..
When you make int
Hmmm…..
When you make int
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
roductory calls, the only thing that really counts is results. Here are the numbers: If you are calling to schedule meetings, in a given time frame how many times do you dial the telephone? How many decision-makers d
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
o you reach during that time? And how many appointments do you schedule? Your feelings don’t count.
Some words are stronger than other words, some phrases are more persuasive. Some words or phrases are more powerful
Some words are stronger than other words, some phrases are more persuasive. Some words or phrases are more powerful
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
, more evocative, better selling words than others. If you say something to a prospect that works to get the result that you want—why would you ever want to say anything else? If what you are doing does not get the 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
esult you want then you have to tweak your approach until you get a better result.
It’s easy to recognize what works and what doesn’t—count and keep records. Keep records of the number of times you dial the phone, t
It’s easy to recognize what works and what doesn’t—count and keep records. Keep records of the number of times you dial the phone, t
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
he number of decision-makers you reach and the number of appointments you schedule. If you are scheduling one meeting without of every three or four decision-makers with whom you speak, you are doing fine. Keep doing
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
exactly what you are doing. If you are not scheduling that number of meetings, find better words and phrases with which to entice your prospects. Track your results. You will quickly be able to figure out what works
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
and what does not. Once you know what works—keep doing the same thing—it works!
Every conversation is not different. The reality is that most conversations with most prospects are very much the same. When asking fo
Every conversation is not different. The reality is that most conversations with most prospects are very much the same. When asking fo
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
r a meeting, most prospects respond: “I have a vendor,” “Send a brochure,” “I’m too busy” or “I’m not interested.” You need a response to each of these objections and you need a response that works. Once you find a r
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
esponse that works—note it down and keep using it. It works. (For a complete listing of objections and effective answers see “Cold Calling for Women: Opening Doors & Closing Sales,” Chapter 12, page 121, “Specific An
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
swers to Specific Objections” or “Cold Calling College,” Module 3. To order visit: http://www.wendyweiss.com.)
Great actors have the ability to work with scripts and make them lifelike every time. You can do this to
Great actors have the ability to work with scripts and make them lifelike every time. You can do this to
.
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
o. It takes some concentration. Part of what makes great dancers great is the discipline and concentration to start at the beginning, follow through and continue to do what works. Great sales people are great because
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
they have the ability to plan, think strategically, discover what works and then they have the concentration and discipline to follow through and continue doing what works.
Where do you fit in? Only you can decide.
Where do you fit in? Only you can decide.
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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