Advice You - Business

Building and maintaining a loyal customer base is the best way to ensure consistent earnings in the field of sales. Here are s

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

ome tips on how to do it…

You are responsible

– Whatever happens when dealing with your customer; whether it is a pos

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

Examples of combination products may in

itive thing such as your product exceeding their wildest expectations, or a negative thing such as them being left waiting for

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

days/weeks for your product to be delivered. You must take responsibility for what happens. Your customer will see you as the e

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

missary of your company – indeed to your customer – you are the company. Blaming someone else in the company for a missed deli

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

Combination pro

ery or similar error will simply make you look mean-spirited; taking full responsibility and trying to sort it out will show ma

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

turity.

Problems are great

– Problems (wrong invoicing, poor service, overdue deliveries etc.) offer great opportuniti

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

es to build loyalty with your customers. Tackling a problem head-on for a customer will build customer loyalty quicker than an

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

y another action you may take. Take positive actions to deal with problems immediately, if you ignore them they will just grow

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

bigger.

Actions speak louder than words

– When you are next in a call and your customer has a problem (which outlined

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

above, is your responsibility), take immediate and positive action. Instead of promising to sort it out later at the office, o

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

Following aspects would a

r make a phone call later in the day – ask if you can use their phone right there and then and ring whoever you need to ring to

dd to the challenges in developing combination products:

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

resolve the situation. Even if you don’t manage to resolve the situation right away, your customer will be very impressed by

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

your positive and immediate response.

Keep your promises

- Never make promises you can’t keep, and ensure that you kee

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

p the ones you do make. If you promise to call a customer back within the hour, do exactly that, even if you have nothing posi

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

ive to relate. This will gain you a reputation for reliability.

Hedge your bets

– Follow the old adage ‘Under promise

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

Professional from academic institutions, pharmaceutical industries, health care indust

and over deliver.’ Giving yourself a little more time than necessary to achieve a particular result will stop you being put u

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

nder too much ‘time’ pressure should things not go quite as planned. But don’t use up all this extra time, do what you need 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

do immediately and get back to your customer early - again this deposits a ‘goodwill credit’ in the Loyalty Bank.

Following t

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

Companies that provide selfless information through particip

hese tips will ensure that you build a loyal customer base that will see you through the ‘ups and downs’ of your selling career

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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