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Advice You - Re-activating Past Clients
Lost business does not necessarily mean lost forever. Many salespeople neglect this lucrative source of new
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
business. I say new because, if you treat these past customers as new prospects, you may just regain the bus
; 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
iness.
There are a number of reasons why customers leave you. Some of them are:
1. They no longer need
There are a number of reasons why customers leave you. Some of them are:
1. They no longer need
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
the products or services you sell.
2. They were wooed away by a competitor offering better prices, ser
2. They were wooed away by a competitor offering better prices, ser
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
vice or some promise.
3. Management in the organization has changed, and they are not aware of the str
3. Management in the organization has changed, and they are not aware of the str
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ngths of your services or products. This information was most likely not passed on to them by their predeces
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
sor.
4. Your organization has outgrown an interest in them for any number of reasons, and they chose to
4. Your organization has outgrown an interest in them for any number of reasons, and they chose to
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
begin again with a new supplier.
5. You or your organization failed to deliver as promised.
6. Yo
5. You or your organization failed to deliver as promised.
6. Yo
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
u or your organization let trust and/or respect erode in the relationship.
7. They have outgrown your a
7. They have outgrown your a
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
bility to deliver the products or services you provide.
8. There is some hidden agenda reason – they ha
8. There is some hidden agenda reason – they ha
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
e a relative in the business, have lost buying authority, are leaving their organization for another positio
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
n, etc.
There are others, but most will fall under these 8.
What can you do to regain this business?
There are others, but most will fall under these 8.
What can you do to regain this business?
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
r>
1. First you must learn the REAL reason why the customer left.
2. You and your organization must be
1. First you must learn the REAL reason why the customer left.
2. You and your organization must be
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
willing to adjust or modify what you do, how you do it, or when you do it in order to convince the customer
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
that it is in their best interests to rekindle the relationship.
3. You have to be willing to begin a
3. You have to be willing to begin a
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
ain.
4. It is important to remember that you need to work as hard to keep the business as you did to ge
4. It is important to remember that you need to work as hard to keep the business as you did to ge
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
t it.
5. You must re-assess where you went wrong. Was it a pricing issue, a service issue, a quality is
5. You must re-assess where you went wrong. Was it a pricing issue, a service issue, a quality is
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
sue, a distribution issue, arrogance, ignorance, lack of interest in keeping the business, or some other maj
.
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
or or minor mistake?
6. You must keep in touch with previous customers. There are a number of ways to d
6. You must keep in touch with previous customers. There are a number of ways to d
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
o this such as: newsletters, direct mail, emails like this one, conducting a lost business audit or critique
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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