Advice You - Business

Congratulations on recently starting a travel business. But do not rest now. Your work is not done yet. You need to unleash key tactics to enable relentless, sust

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

ained business growth to occur. Let’s look at the quickest, fastest and easiest strategies to build sales right now for a travel agency starting off.

1. Follow u

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

Examples of combination products may in

p every enquiry with 5 multiple professional communications.

Burn this secret into your mind. To build any business to consumer relationship you need to accept 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.

at several contacts should be considered the norm and not the exception when dealing with your prospects. Three, five or seven contacts or communications with you

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

r enquirer virtually means a booking will result with you rather than a hit or miss one contact approach.

The biggest mistake most new travel businesses make is

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

Combination pro

to NOT consistently follow up every enquiry. The best way to enable this to happen is to have a sales system whereby every consultant professionally and without f

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

ar is trained to simply have 3 or 5 or 7 communications after someone enquiries. I recommend you start with producing a simple 5 step sales system. Here is how yo

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

u go about it.

An example would be where a quotation has been given to a prospect (Step 1). Of course you have attempted to close the sale professionally but we

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

know it will be normal for many prospects not to book with you immediately. This is especially so for more detailed travel itineraries.

Step 2: A courtesy call t

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

see what the person feels about the information supplied.

Step 3: Email extra tip or information quickly through about the prospect’s trip.

Step 4: Send a pre-

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

prepared letter to thank them for enquiring and to offer them an incentive to come back in.

Step 5: Follow up call again to see how they are getting on with thei

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

Following aspects would a

r plans and to offer to assist them further. Because rapport has been established now is a good time (if it has not occurred in earlier steps) to ask for the book

dd to the challenges in developing combination products:

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

ng again and a final commitment.

These steps are interchangeable and the key is they happen in different mediums via email, direct mail and phone calls. Now cons

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

ider if you are doing this versus another competing travel agency who does not follow up at all or spasmodically at best (which is the norm in the travel industry

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

). So who will win the majority of customers most of the time?

So why do so many of us in the travel industry have no logical sales process for following up or s

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

aying in touch? Why do we make it such a hit and miss affair? Imagine the power of following up every single quotation and enquiry 100% of the time.

How to start

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

Professional from academic institutions, pharmaceutical industries, health care indust

a travel agency secret number one is easy really. It just takes some thought to how to implement this simple system into your travel business.

If I could convin

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

ce you of the mightiest of strategies, the one that takes the pick as the first tactic I would introduce to any travel business, it would be following up every qu

.

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

te within 3 business days and to keep in touch with your prospects until they buy.

If you do this one simple strategy, train your team and have a written down, e

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

Companies that provide selfless information through particip

asy to implement system, your conversion rate of enquiry to booking will increase and sometimes by dramatic margins! Test it in your business and see for yourself

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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