Advice You - Business

I once heard a quote by a Scottish ex-World Champion Formula 1 motor racing driver called Jackie Stewart. It went something like ‘you can criticize a man about anything other th

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

an his driving and his love making ability’ Well I would like to add to that, because you can’t criticize somebody about their selling ability either. I got to wondering the oth

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

Examples of combination products may in

r day, why is that? Why do men and women who take orders yet have never had any reasonable amount of sales training think they are sales people and hate to be told otherwise? It

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

would be like a technical assistant in an operating theater calling him or herself a surgeon and bristling at anybody that questioned their logic. This may seem harsh but I rea

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

ly do think there is that much blue water between good sales people that understand and can implement the sales process and people that are in a sales role and just happen to be

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

Combination pro

around to pick up an order from time to time.

I have had 2 examples of this within the last week or so. I have been thinking about setting up an office closer to downtown Orlan

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

do and as such have been looking at property and furniture.

Case Number 1: I went into a well-known store that sells reclining chairs (enough said there I think). I asked wheth

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

r they had a love seat in leather the same design as a chair I had previously bought and even gave the guy the code and the color specification. Immediately he told me that they

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

didn’t do that design in a love seat and that they didn’t do THAT color anyway. I explained that I had taken it from underneath the chair and as it was only 6 months old though

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

they may be able to at least match it. The man wondered off to find more information, or at least that is what I thought, but he never came back. I saw him talking to another c

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

stomer 5 minutes later and just shook my head in disbelief. That man probably thinks he is a sales person and probably tells himself that when somebody buys something, he SOLD i

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

Following aspects would a

t whereas the reality is completely different.

Case Number 2: I sent an e-mail enquiry about some property that was available in an area that would have suited my needs. I got

dd to the challenges in developing combination products:

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

phone call back within half an hour from a very pleasant lady that said she managed that building. She then asked me how much I was looking to spend per month! No questions on

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

what I needed it for, no questions about what was important to me, not even a question about my business or long term plans, just a simple request for my budget. Is that selling

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

I don’t think so.

There are so many people that work in sales and so many companies that offer no initial or ongoing training that when occasionally you meet a good sales pers

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

n they stand out from the crowd. They will truly look like a professional and not somebody that is completely out of their depth and probably not even going to be there next tim

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

Professional from academic institutions, pharmaceutical industries, health care indust

e you visit.

I have a theory that because there are no formal recognized qualifications for selling and that as it is seen as a job that people slip into rather than aim for, t

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

en people think it must be easy. Therefore, to be criticized for not being good at a job that is ‘easy’ is something that most people can simply not accept.

So, are you in sale

.

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

s? Are you a good sales person? Could you be better? Could you benefit from training? Would a 5% improvement help your earning potential immeasurably? If the answer to those que

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

Companies that provide selfless information through particip

tions is yes, then I urge you to get some training as soon as you can and I am confident that you will look back on it as being a very sensible investment in your future success

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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