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Advice You - Needs Based Selling
I am sure you are familiar with the phrase, “I could sell ice cubes to an Eskimo.” First, allow me to personally congra
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
tulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accompl
; 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
ish.
You would have to be one heck of a sales person to accomplish this, but why would anyone waste their time selling
You would have to be one heck of a sales person to accomplish this, but why would anyone waste their time selling
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
somebody something they didn’t need?
First of all, imagine how long it must have taken to pull off a sale like that, I
First of all, imagine how long it must have taken to pull off a sale like that, I
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
doubt the Eskimo jumped at the chance, it must have taken a lot of persuasion on the part of the sales person.
Second
Second
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
of all, the Eskimo doesn’t need ice cubes, so why would anyone waste their time selling them to an Eskimo.
Okay, enou
Okay, enou
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
h about the selling of ice cubes, I think you get the point.
This brings us to the title of the article “Needs-based S
This brings us to the title of the article “Needs-based S
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
elling.” Sell your customer only the things that they need, you will find it to be a much easier sale, and you won’t sp
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
end a whole lot of your time selling it.
If somebody told me that they sold a heater to an Eskimo, I would be very imp
If somebody told me that they sold a heater to an Eskimo, I would be very imp
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
essed, because this person chose their target market wisely, and then sold his customer something that they need and ca
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
n use.
If I were an ice cube salesman, my target market would be supermarkets, convenience stores, and liquor stores,
If I were an ice cube salesman, my target market would be supermarkets, convenience stores, and liquor stores,
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
because they buy bags of ice in bulk to distribute amongst their paying customers. Why on earth would I waste my time s
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
lling my ice cubes to Eskimos?
“Needs-based Selling” is selling people the things that they need and can make their li
“Needs-based Selling” is selling people the things that they need and can make their li
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
ves more convenient. Get to know your customer before you start selling them your products, get to know as much as you
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
about them.
In my early twenties I was in the market for a new car. When I went to the dealership, the salesman asked
In my early twenties I was in the market for a new car. When I went to the dealership, the salesman asked
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
e a few probing questions, such as, how old I was, If I lived in the area, and wether or not I was married. After gathe
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
ring this information, he started taking me in the direction of the jeeps and sports cars. Because he found out almost
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
immediately that I was young and single, he did not walk in the direction of the mini vans.
The next time you have a c
The next time you have a c
.
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
stomer in front of you, take a little bit of time to get to know them and their needs. Once you have accomplished this,
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
offer your customer the products you believe they will need and can use. If they need it, they most likely will buy it
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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