Advice You - Business

“Just go ahead and sign right here”

How many times have you heard those words? Probably more than just a couple. That’s because salespeople know that

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

the longer a person waits to commit; the less likely they will make their sale. There’s nothing wrong with it because it is in fact true. If they let you wal

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

Examples of combination products may in

out without having your signature on a piece of paper, then there is a good chance that they will not make the sale. So what’s the problem with this? Well, n

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

thing really….that’s how the game is played, but as a consumer, this signature-driven sale is a unfair negotiating tactic because it is not quality-based, but r

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

ther fear-based. The salesperson values your signature more than their assurances that their service is right for you or to put it bluntly, they value your mon

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

Combination pro

y more than they value you.

Counter Tactic

As a consumer, remember that it is your money and don’t allow the sales person to buddy up with you and then

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

pretend like they are hurt that you don’t take them at their word. Remember the credit check analogy….You can shoot the breeze with a car salesman all day long

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

but in the end, he is never going to take your word that you have good credit. He is always going to run a credit check on you. Likewise, you are going to ha

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

e to run a proverbial “credit check” on the claims made by the salesperson. There is no reason why you should have to accept their truth while they do not acce

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

t yours. Play the game as equals. Remember to keep the emotions out of the equation and just focus on the problem at hand. The problem is how much they are c

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

arging, their quality, the competition or fair market value, and your need for their offering. A salesperson who stands behind their service or product will no

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

Following aspects would a

t goad you or pressure you into signing right then and there on the spot, but rather will allow you the time to check out their competitors and see for yourself

dd to the challenges in developing combination products:

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

through independent research that they are the best choice for you. If you feel pressured into signing, then know that they are applying a sales tactic on you

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

There are several ways to deal with this tactic. The best way is to simply make reference to their tactic and put it out on the table. Tell them, “Aaaaah.

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

he old sign here, now tactic. Very well done I must admit, but seriously, I need time to look this over.” By bringing the tactic out into the open, they can n

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

longer use it to their advantage. The other tactic that works well is deferring your decision-making ability to some imaginary person. What I mean by this is

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

Professional from academic institutions, pharmaceutical industries, health care indust

when they ask for your signature or payment, tell them that you can’t without your [“partners”] permission. This person can be a real or fictionary spouse, par

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

ner, manager, boss….anyone believable that you have to confirm with prior to making a decision. By doing this, it conveniently blocks the salesperson from any

.

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

urther negotiation because they now know that the decision-making power does not lie with you, so it is pointless to use any more negotiation tactics on you. W

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

Companies that provide selfless information through particip

atever you do, don’t make it a personal issue because that will only hinder the negotiation. The idea is to flush out their tactic so that fairness can preside

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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Advice You - Negotiation Counter Tactic-Get You To Sign On The Spot

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