Advice You - Business

One of the most popular myths surviving from the old-school days of sales training is the idea that y

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

ou will have a better chance of reaching business prospects if you try calling either early in the mo

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

Examples of combination products may in

rning or in the late afternoon, after regular business hours have ended. The theory behind this myth

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

is that, because the receptionist and other gatekeepers are gone, the business owner will personally

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

answer the phone himself.

As a business owner myself, I can tell you that this idea is a ridiculous

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

Combination pro

idea that will only waste your time and make you even more frustrated with cold calling.

First of a

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

ll, this idea dates back to the seventies and eighties, before voice mail existed. In those days, a

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

business owner would occasionally pick up the phone because it would simply go on ringing if he didn'

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

t. Nowadays, phones are forwarded to voice mail outside of regular business hours. They usually don

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

't even ring at all.

Secondly, if a business owner is in the office early or late, it's because he's

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

trying to get a jump on the day and be productive without anyone or anything else in the office to

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

Following aspects would a

distract him. As a result, he surely isn't going to answer the phone, or for that matter, take the

dd to the challenges in developing combination products:

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

phones off voice mail so they will ring. Chances are, the phone on his desk is turned off during thi

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

s private productive time. And if you do manage to get the owner on the phone when he doesn't want t

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

o be disturbed, you greatly increase your chances of annoying him with your cold call, even more so t

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

han cold calls already annoy people.

Finally, if your funnel is so empty that you are resorting to t

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

Professional from academic institutions, pharmaceutical industries, health care indust

he before- and after- hours tactic to drum up new business, you need to step back and take a look at t

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

he bigger picture. If you're in that situation, you definitely are lacking an effective lead-gener

.

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

ation system. If you had one you wouldn't need to cold call at all, let alone early and late in the

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

Companies that provide selfless information through particip

day! Self-marketing is the answer ... trying to call a business owner at seven in the morning is not

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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When I was first initiated into Corporate America, I had a sense of humor that went unmatched by any mortal soul. I was quick-witted, smart, sharp, and knew every gag and joke available to humanity....

To make an exhibit successful bring on the baby eyes. It will allow you to discover many things and will help you learn some new tricks to stay alive in today's competitive trade show environment!

I had an interesting conversation on the phone during class the other day. This took place over the course of 20 minutes or so with the class listening in on the conversation. Here are some of the details I can recall. I called on a prospect that was entrenched with another supplier. After asking and receiving his permission to speak we covered all the reasons why he liked his current supplier. At this point my goal was to pinpoint what was of importance or value to him. I asked if he was aware of the current recall of a certain part of equipment his supplier recalled. My intention was not to attack the supplier rather instead to be sure he was aware of a potential problem. He said he was aware and that the supplier had done a good job of handling the situation.

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Advice You - Cold Calling Prospects Before and After Hours

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