Advice You - Business

As a person responsible for sales operations in a pharmaceutical company, you have an incredible amount of duties to support the sales staff. Your work can involve coordinating s

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

ales meetings, training, trade shows, CRM/SFA software, and marketing support. And, almost without exception, you are in a firefighting mode—responding to issues instead of being

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

Examples of combination products may in

able to proactively improve the operations of your department.

So, when it comes to analyzing prescription data & xponent data that is available from IMS Health or Verispan, this

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

often becomes a lower priority even though this data, combined with your own operations data, can be incredibly valuable. Or, if you are a smaller pharma company and don’t subscr

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

be to this data, single cuts of the data that can be much less expensive can also prove to be valuable, even many months after the purchase.

There are three main points this seri

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

Combination pro

s of articles will present.
(1) Is this data really that important? What benefits are there to analyzing this data, combined with our own internal sales operations data?

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

(2) Once our organization has decided that “yes”, this data is very important, how best to analyze it? What tools are out there? Should I outsource?

(3) What type of organiza

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

ion should I be dealing with if I choose to go the outsourcing route?

In our first article on this topic, we're going to focus on the following question:

Is the data important?

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

Absolutely. Medium and large pharmaceutical companies must have it because compensation is often based on how many scripts are written in a territory, and because the organizatio

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

does not sell directly to its customers, this third party data is critical.

Smaller organizations, especially startups, don’t necessarily see the value of spending money for thi

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

data on a monthly basis and will try to craft compensation plans based on other criteria such as calls, sample drops, recruitment of doctors to speaker’s bureaus or events, and o

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

Following aspects would a

ther methods thought to show a salesperson’s effectiveness. While this may work for the short term, the data gathered (calls, samples, recruitment) needs to be assimilated with p

dd to the challenges in developing combination products:

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

escription data to really know the effectiveness of various campaigns.

One example is an actual case with one of our medium sized customers. This customer ran a registry, and ha

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

doctors on their advisory board. When all of this data was merged and a query was run to see the script writing habits of doctors on the board, they found one key board member a

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

tually wrote no scripts of that company’s drugs and concentrated mostly on a competitor. Without the script data, a compensation plan based on calls, samples, and recruitments wo

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

ld have erroneously rewarded a rep for this particular “bad” doctor.

Medium and larger organizations usually have group management operations. With group plan track informatio

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

Professional from academic institutions, pharmaceutical industries, health care indust

n, programs and support for these operations can become very important.

Most pharmas have some sort of relationship with insurance providers that provide for discounts at various

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

levels of script writing. But how are these verified? With this data and tools to mine this data. And remember that these groups expend a great deal of effort to to continuall

.

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

get best pricing, so frequent queries must be run to make sure large groups are not changing policies and switching to competitors.

Continual monitoring of plan track data allow

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

Companies that provide selfless information through particip

a company to make sure various insurance groups are meeting their obligations.

With the right tools in place you can streamline your presciption data mining and analysis efforts

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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You have no doubt heard the saying that the customer is always right. When you are a customer you happy with this position, when you are the owner of a small business, sometimes you see this is like opening Pandora’s box. But for the sake of argument, let me add a caveat to that saying: “The customer is always right, even when they’re wrong and you know it.”

In a perfect world, we wouldn't have to worry about business sins like skipping cleaning steps, having a redo, or having a customer complaint. But we don't live in a perfect world and none of our businesses will ever be perfect; still that fact doesn't give us a license to not constantly strive to do better. Read this issue carefully as it ultimately covers the most important aspect of your business. Of course I'm talking about Marketing.

Tax session is the ultimate time that everyone gets tensed. It is because, if you are not able to file the tax on time; you can land up in big problems. Mainly because of this reason that outsourcing services are sought from the other companies.

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Advice You - How To Make Sure You're Getting The Very Most Out Of Your Critical Prescription Data

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