Advice You - Business

The best sales person is a happy customer; it sounds trite, but a happy customer is much more believable than your best sales pitch. If only you h

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

ad more of them.

Now let’s be clear about a few things. Just because a customer says that they are happy does not mean that they will buy from yo

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

Examples of combination products may in

next time. The sad truth is that satisfied customers change providers all the time. Maybe it will be because of price or a lack of attention by t

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

e sales rep or some new feature offered by a competitor.

Customers who refer your firm to someone else seldom change providers. If you can only 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 your customer one question to determine his or her level of satisfaction with your product or service, you need to ask, “Have you recommended ou

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

Combination pro

company to a friend?” It is one thing to say that you will refer someone and another thing to actually do it. Real advocates are people who actua

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

ly recommend your firm to their friends. They are not people who just talk about it.

Creating this type of customer loyalty is hard work, but it

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

an be done. Here are a few tips:

- Always say thank you. I recommend personal note cards as a follow up to every order or after a meeting. This p

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

rsonal touch is almost lost as a business practice; do this and you will be noticed, if not admired.
- Always ask for feedback on the buying

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

xperience. Do this in-person and by survey. Make your firm easy to do business with; eliminate inefficiencies and problems today.
- Consider

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

service or product guarantee. This will take the anxiety out of the purchase. In practice, they are seldom exercised, but when they are you being

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

Following aspects would a

told that you have big problems to fix.
- Measure everything. Monitor all your customer facing processes. Catch problems before they fester.<

dd to the challenges in developing combination products:

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

r> - Try to anticipate customer needs. Call them first and remind them if they are low on stock. Let them know of product changes or improvements

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

- Hold quality meetings with your staff. I bet they know where things could be improved; sometimes, you just need to ask them. Let them know

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

it is OK to give you negative feedback. Create incentives to improve your products and processes.
- Welcome customer complaints. A customer w

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

o complains is giving you a second chance to make things right. If you can fix things, you could end up with a customer for life.
- Offer inc

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

Professional from academic institutions, pharmaceutical industries, health care indust

ntives to customers who refer you to other customers. Reinforce this great behavior. It won’t take much either; it might cost you a lunch or ticke

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

s to the theater. It is worth it.
- Never over commit. If you cannot meet a customer’s expectations, don’t take the order. The downside risk

.

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

oo great.
- On the flipside, always exceed expectations. Deliver sooner or better or more than quoted. Be excellent!

Finally, whenever a cus

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

Companies that provide selfless information through particip

omer compliments you on a job well done, say thanks and ask for a referral. If they cannot think of anyone, it means that you have more work to do

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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You may be thinking that your business is just too small for big Project Management techniques, but that is simply not the case. Don't let all of the fancy terms like Network diagram, Gantt chart, and Work Breakdown Structure scare you.

Competition is always in your face. You are Defending too much. But that could be counter productive. Be prepare to attack also.

Advertisements from work at home jobs and opportunities are on ever corner of the internet. This is the first in a series of articles that will begin to dig out the scams and unravel the truth.

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