Advice You - Business

Can you sell ice to an Eskimo? What about ice cream to an Eskimo? How

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

about ice cubes?

If you said yes to the above questions, then congrat

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

Examples of combination products may in

lations, you suck as a salesperson!

Of course, nobody sells ice to an

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

skimo. That is just a metaphor. But some salespeople love to boast that

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

they can. It is my belief that those salespeople that claim to be able

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

Combination pro

to sell ice to an Eskimo are actually bad salespeople. It is this cocky

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

attitude that represents everything bad about the sales profession. Whe

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

n you say you can sell ice to an Eskimo, you are basically saying that

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

ou will sell anything to anybody, no matter if they actually need what

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

ou are selling or not. An Eskimo does not need ice.

Think about the im

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

ge of the slimy used car salesman. People hate this person and everythi

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

Following aspects would a

ng he represents. He is out to make a buck at the expense of anybody he

dd to the challenges in developing combination products:

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

can swindle. He doesn’t care if he sells you a lemon as long as he gets

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

paid his commission. It is cocky people like this that give sales profe

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

ssionals a bad image.

So, would you still want to sell ice to an Eskim

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

? If you sell something that doesn't actually need your product, your c

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

Professional from academic institutions, pharmaceutical industries, health care indust

ient will eventually come to terms with this fact and will probably end

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

up telling others. You will eventually get a bad reputation and lose f

.

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

ture customers. You can forget about getting future business referrals

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

Companies that provide selfless information through particip

s well. People will generally dislike you.

Stop selling ice to Eskimos

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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