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Many people use case studies in their business, but few loan officers use case studies as part of their loan officer marketing materials. If you are looking for a way

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

to differentiate yourself from your competition, a case study may be the perfect answer.

A case study accomplishes three things: it identifies a problem; it shows t

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

Examples of combination products may in

he solution; and it documents your performance. You offer proof of performance with a case study and sway skeptical agents.

Effective case studies are structured using a 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.

mmon formula.

Three Section Case Study

The first section of your case study describes a very specific problem. This section has to draw the reader in, it h

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

as to be something that the agent can relate to, a problem they’ve experienced.

Be careful not to offer solutions in this section. This entire first section is about

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

Combination pro

developing a complete understanding of the problem. This is where most loan officer marketing materials go wrong: they don’t describe problems, instead just focus on soluti

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

ons.

Solution focused marketing is sent out in the masses to Realtors. You will not capture their attention with materials that look just like every other loan offic

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

ers.

The second section of the case study describes exactly how this specific problem was solved. It implies (but doesn’t directly say) that by using your services,

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

you could solve the problem for them too. In this section, you want to be specific in your solution and very personal, written in first person (I, me, mine, etc.)

The la

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

st section describes the results of the action. These results must be very specific, they need to be tangible and measurable. It’s one thing to say you saved a client th

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

usands of dollars, it’s another to say you saved the client $3,000, or that you closed the loan 4 days ahead of the original closing date.

If you aren’t specific, your solu

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

Following aspects would a

tion will not be taking seriously.

Focus on Benefits

Focus your case study on how your service addressed a specific issue. This issue is the backbone of yo

dd to the challenges in developing combination products:

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

ur case study. You don’t want to bring in descriptions of other problems because it dilutes the message.

Incorporate statistics, charts, tables and figures to reinforce

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

where appropriate.

Detail your Return on Investment. Explain how your service pays for itself. For instance, client referrals doubled in 2 months.

Contain Co

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

sts. Show how working with you keeps costs contained. This is especially important to those agents that are spending way to much money on their marketing efforts and are

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

frustrated with the cost of acquiring new leads and clients. Explain how your service helped other agents reduce their fees, such as reducing their marketing spending.

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

Professional from academic institutions, pharmaceutical industries, health care indust

Reduce barriers. Showing your solution to problems will improve operations. Give examples of how it can fit into their already existing business process. For instance, y

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

ou provide the agent with up to date information or status checks through weekly emails, etc.

Create Visual Appeal

In all your loan officer marketing materials

.

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

, create a graphically appealing format. You want something that is easy for the reader to scan through, something that doesn’t overwhelm, and something short and to the

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

Companies that provide selfless information through particip

point, about 300 to 500 words.

With a little creativity and attention to detail, you can create a case study that solves problems and brings Realtors knocking at your door

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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If you are planning on entering into the world of OTR trucking, chances are you will get to meet Snoqualmie Pass face to face.

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Advice You - Loan Officer Marketing: Using Case Studies to Improve Your Credibility

Three Section Case Study

Focus on Benefits

Create Visual Appeal

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