Advice You - Business

Many companies think that once they've selected resellers for their products their work is done and that it's now the reseller's job to go push the product out into the ma

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

rket. This is a serious error in thinking on the part of the companies that are really looking to accelerate their sales and maximize their market penetration. The best

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

Examples of combination products may in

companies out there who are using resellers understand that building and maintaining effective distribution channels requires a serious commitment of resources from the co

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

mpany in order to make them successful and that third party channels and resellers can't do the job on their own. In fact, most companies that are using third party distr

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

ibution channels have a very active organization and system of services to support those resellers to make them effective.

If your company is using resellers and not gain

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

Combination pro

ing any market advantage or traction through them, the first thing you'll want to look at is how much resources are you putting toward maintaining and building and support

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

ing those third party channels. A lot of companies, when they hire resellers, they fail to put any resources against this effort. Those resources include having an actua

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

l channel manager, integrating those people with the sales force so that the company's direct sales force is working with their channel partners or providing them with tra

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

ining or marketing materials or other sales tools that will help them to get their jobs. Most resellers in today's day and age, sell where its easiest and selling where i

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

ts easiest usually means that they're selling for their manufacturers or their principals who are providing them with active lead generation and active sales support, as w

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

ell as marketing programs and tools. So, if your company is trying to build an effective distribution channel using third party resellers, you're going to have to rethink

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

Following aspects would a

how much resources you're spending in order to actively manage and support them.

Managing resellers is much like managing your own sales team. You have to be actively e

dd to the challenges in developing combination products:

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

ngaged and have people out in the field working with them in order to gain mind share from them against the other companies that they're representing. To do that, you nee

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

d to make sure that you've got the right sales people or channel business development people working for you, who are capable of partnering and working with these kinds of

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

resellers in a partnership format. Not all sales people are capable of doing this.

Many sales people view resellers as potential competitors, but the ones who do unders

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

tand how to partner with resellers can get a lot of leverage for your company by working very closely with the resellers and their territory. Often times, a company will

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

Professional from academic institutions, pharmaceutical industries, health care indust

want to have a vice president of business development or a director of business development or regional business development managers or segment business development peopl

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

e working to support their channel partners and whose only job it is, is to maximize the penetration of reseller channels. So these are just some ideas of what you can 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

in order to boost your channel performance by working more actively and more actively supporting your resellers. If your company needs to do an overhaul of your system i

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

Companies that provide selfless information through particip

ntegrators, OEMs, or resellers, there are plenty of companies out there that do channel development consulting and who can assist you in improving your channel performance

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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This is a tricky one, you are going back to work after being out of the employment market for a while. Maybe you have been travelling, raising a family, going back to college or running a business and now you want to be employed again, have an income and be in a working environment.

Job interviews can be quite nerve racking at times but to be successful you must face your interviewer with confidence. Your demeanor will determine how your interviewer views you. A confident person is always an asset to the company, as they will project a strong image of the business to prospective customers and clients. You can build up confidence in several ways.

My son's school had a fundraising raffle this year that was so successful that next year the school might just implement this raffle idea as the only fundraiser. We raised over $6000 with only 40 families! How many families does your school or orginization have?

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