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Advice You - Trade Show Victory!
So you're going to have a booth at a trade show. How exciting - or how terrifying - depending on your state of mind!
First of all - remain calm - you're not the first person to do this. There's some easy to follow tips that will ensure success at the show, and give you follow u
First of all - remain calm - you're not the first person to do this. There's some easy to follow tips that will ensure success at the show, and give you follow u
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
p business too.
Preparation ahead of time is important. Gather all the supplies you'll need. Brochures, business cards, product samples, entry forms for a draw, professional signs and any audio visual equipment you'll need. Be sure to ask for electricity from show organizers wel
Preparation ahead of time is important. Gather all the supplies you'll need. Brochures, business cards, product samples, entry forms for a draw, professional signs and any audio visual equipment you'll need. Be sure to ask for electricity from show organizers wel
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
l in advance if you will need it. Also, do not let any piece of marketing literature leave your booth without contact information on it - people MUST know how to get in touch with you after the show.
Make your booth look GREAT! It doesn't have to cost a lot of money - ask a frien
Make your booth look GREAT! It doesn't have to cost a lot of money - ask a frien
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
d whose got a sense of style to help you create something that is eye catching but doesn't cost too much. Don't over crowd your display area because people get overwhelmed and pass by; but on the other hand, don't have so little that people think there's nothing to see. Make sure
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
your sign is professionally printed and hung straight!
Once you’ve set up your booth, stand back about 20 feet and objectively take a look at it. Is it welcoming? Is your sign easy to read? Can people tell what you do BEFORE they get to your booth? These are critical issues that
Once you’ve set up your booth, stand back about 20 feet and objectively take a look at it. Is it welcoming? Is your sign easy to read? Can people tell what you do BEFORE they get to your booth? These are critical issues that
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
you need to answer before the show.
At the show be friendly - wear a name tag and smile. When people come by your booth, you’ve a VERY short period of time to catch their attention. This is the time you need to have something to say. Create a 15 – 20 second “speech” you can reci
At the show be friendly - wear a name tag and smile. When people come by your booth, you’ve a VERY short period of time to catch their attention. This is the time you need to have something to say. Create a 15 – 20 second “speech” you can reci
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
te. For example, if you sell children’s wall murals, why not try this, “Hi there, I’m Julie Lewis and I use paint to create a magical room for your child or an experience that will take you anywhere in the world with my wall murals.” Sounds more exciting that “I paint wall murals”
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
, doesn’t it?
Let’s try another one, “Hello, I’m Alex Brown and I create marketing programs for my clients that really make them be unforgettable!”
By having something prepared in advance, you’re always ready to gain a new client! If you’re unprepared you will look very unprofes
Let’s try another one, “Hello, I’m Alex Brown and I create marketing programs for my clients that really make them be unforgettable!”
By having something prepared in advance, you’re always ready to gain a new client! If you’re unprepared you will look very unprofes
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
sional.
Encourage everyone who walks by to take a brochure, sample your product or enter a free draw. ALWAYS have a free draw - give away a good prize - it doesn't have to be expensive. Use the draw entry forms to follow up on with a sales letter, or put on a mailing list for f
Encourage everyone who walks by to take a brochure, sample your product or enter a free draw. ALWAYS have a free draw - give away a good prize - it doesn't have to be expensive. Use the draw entry forms to follow up on with a sales letter, or put on a mailing list for f
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
uture business.
I'm always amazed at the number of business people at trade shows who don't have a draw, and then have no way to follow up with potential customers! Create your draw entry form so that it will provide you with more information than just name and address. Get the s
I'm always amazed at the number of business people at trade shows who don't have a draw, and then have no way to follow up with potential customers! Create your draw entry form so that it will provide you with more information than just name and address. Get the s
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
tandard contact information, but also ask questions specific to your products or service. Something like: "are you planning to buy our type of product in the next six months?" or "have you heard of our product before?" - Things like that will give you a conversation starter when y
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ou call them after the show. If you worry about "bothering people" by calling them, you can add the following at the bottom of the entry: “I do not wish to be contacted.” – and be sure to leave a check box next to the sentence. This allows those people who really only entered the
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
draw just to get a prize to be easily weeded out. This way you don’t waste your time isn’t wasted calling them, and you don’t bother people who don’t wish to be called. Most people do NOT check off the box that says “I do not wish to be contacted – so don’t worry that you will no
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
t have anyone to call.
After the show - call or contact all those people who stopped by your booth, and indicated an interest in one of your products or services. Try to get in touch with them within a week at the most. Keep track of those people who find you through the trade sh
After the show - call or contact all those people who stopped by your booth, and indicated an interest in one of your products or services. Try to get in touch with them within a week at the most. Keep track of those people who find you through the trade sh
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
ow and later buy from you. Figure out how much your expenses were to be in the show (include booth rental, your time, items for your display, gas to get there, parking, etc.) Now figure out the profit (include expenses for materials and supplies to make your product - don't forget
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
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
shipping & packaging). Now you have your ROI (return on investment). THIS IS A CRITICAL number that will allow you to assess whether or not it is worth doing this trade show again.
Some trade shows prohibit direct selling at the show - they only allow you to take orders. In this
Some trade shows prohibit direct selling at the show - they only allow you to take orders. In this
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
case you MUST do follow up. Do NOT assume that people will call you - they WON'T! If you don't believe me - answer this: How many times have YOU called someone you met at a trade show, even if you just adored their product? If you don't like doing follow up phone calls, hire some
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
one to do it for you. If you're not going to do the calls at all - don't even bother doing the show - you're wasting time and money.
Make sure that pick up business cards from all the other exhibitors at the trade show as well. Some may be immediate customers, while others may ha
Make sure that pick up business cards from all the other exhibitors at the trade show as well. Some may be immediate customers, while others may ha
.
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
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
ve the potential to become strategic partners.
Be sure to send a hand written letter of thanks to the show organizers. If the show has been successful for you, make sure you're on the list for next year. Lastly don't expect immediate results - trade shows take time to pay off (I
Be sure to send a hand written letter of thanks to the show organizers. If the show has been successful for you, make sure you're on the list for next year. Lastly don't expect immediate results - trade shows take time to pay off (I
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
F you do your homework after the show!)
Each trade show you do will teach you something – be open to learning. Smile, wear comfortable shoes, drink lots of water and get plenty of rest before and after the show! AND DO YOUR FOLLOW UP!
Wendy McClelland 2004 © wmcclelland@shaw.ca
Each trade show you do will teach you something – be open to learning. Smile, wear comfortable shoes, drink lots of water and get plenty of rest before and after the show! AND DO YOUR FOLLOW UP!
Wendy McClelland 2004 © wmcclelland@shaw.ca
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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