Advice You - Business

"Hello, is (pause) puh-TREE-shuh home?"

So started my weekend lesson in marketing. It was Saturday afternoon, and started like a typical telemarketing call. Heavy accent, reading a script. I

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

told him Patty wasn't home, I'm her husband, he could talk to me.

At this point, one of two things happens. Either they hang up and try again later, or they read me their script. This guy lau

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

Examples of combination products may in

nched into his script...

As part of a new promotion, he wanted to give me $500 in free merchandise certificates. All I had to do was cover $4.95 in shipping, and I didn't need to give him a c

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

redit card number to pay it.

Radar on, full scam alert!

I told him I wasn't interested in participating, and that I wanted off of his calling list.

Legitimate telemarketers know that the ma

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

ic words in the USA are 'take me off your calling list'; they usually rattle off a toll-free number and move on.

Not this guy.

He badgered me for another five minutes about why I didn't want

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

Combination pro

the fre'e certs. I told him I didn't trust him. He said if I didn't trust him to just hang up. So I did...

The phone rang with the speed of electronic redial. "Why you hang up on me?" he dem

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

anded. "Don't you want the five hundred dollars worth of certificates?" I told him no. "You don't deserve them anyway..." he snapped before hanging up.

Did a little research...

>>> Sidebar <

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

<

If you want to learn what I learned about this outfit, do a Google search for "Consumer Rewards Network" in quotes. Very interesting angle they're working.

>>> Sidebar <<<

Fast forward to

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

Monday morning. The phone rings. Heavy accent on the other line...

"Hello, is (pause) puh-TREE-shuh home?"

After going through the usual routine, he launched into his pitch. I cut him off,

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

told him we weren't interested. When he asked why, I described some of my research and explicitly told him "don't call this number anymore".

Why am I telling you this long-winded tale?

Here'

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

the lesson...

Don't work so hard trying to convert lookers into customers after they say no.

There's a well-known axiom in sales training that says most sales are closed after the fifth tim

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

Following aspects would a

e the prospect says no. That's true. It's also true that, outside of organized crime, beating a prospect over the head is not a legitimate sales tactic.

Court your customers like you would a

dd to the challenges in developing combination products:

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

new boyfriend or girlfriend. "Date" them for awhile, offering smaller products and occasional surprises. Go for the long term relationship.

Don't cross the line from suitor to stalker.

What

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

do you think would happen if you walked up to a stranger and said "marry me"? Odds are, they'd say no and run the other way. What if you did the same thing with this person again and again?

D

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

the words "restraining order" ring a bell?

And yet many home business people try to do the same thing.

Especially guilty are network marketers fresh off a big training event. These events 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

re meant to fire up the troops, and they work big time. Distributors hit the ground running with evangelical zeal. Everyone needs their deal, and they just won't take no for an answer.

Wake u

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

Professional from academic institutions, pharmaceutical industries, health care indust

p, people!

Sometimes 'no' is the right answer!

Some people are just not cut out to be in business for themselves, and that's a good thing.

I need someone to cut my grass. And fix my car. An

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

ring up my groceries. And draw up my contracts. And heal me when I get sick... And on it goes.

Take the easy way. Look for the ones that express interest, whether that's by buying a trial or

.

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

der or signing up for your mailing list. Cultivate the relationship. Long-term business success is a lot more like farming than hunting.

Come on too strong, too fast and be too persistent, an

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

Companies that provide selfless information through particip

d you'll end up sounding like that phone scammer I started this article with. And like his outfit, you may also learn the legal meaning of cease and desist. If you stay in business that long..

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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There was a time when all you needed to do to get that job was have the proper education and experience. Well that's not the norm today - the world has changed quiet a bit.

Wonder Woman makes it looks so easy. She gets up every morning, fights the good fight, calls it a day, and starts the whole process all over again. This is the way most of us begin our workday. We wo...

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