Advice You - Business

One of my clients is a sales training junky.

He loves any new close, answer to

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

an objection, or selling shortcut you can give him.

He’s also an avid collect

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

Examples of combination products may in

or of tapes, books, newsletters, and you name it.

I shouldn’t complain because

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

he collects my stuff, too, but the last time he came to me for advice, I wante

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

d to set him straight.

I told him:

“If you’d only PUT INTO PRACTICE a few if

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

Combination pro

the tips I have given you, instead of distracting yourself with yet more pointe

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

rs from myriad sources, you’d earn more sales and money, and save time, to boot

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

!

That offended him, because he really believes he’s getting somewhere.

His l

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

atest fling is with the idea of “negative” selling. Instead of giving a prospec

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, good reasons to buy, he skewers his product with faint praise.

“I don’t kno

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

w if this is going to be of any use to you, but you might see some value in it.

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

Following aspects would a

”

Weak? Wimpy?

You bet, but he’s convinced he’s better off using more sour th

dd to the challenges in developing combination products:

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

an sweet; at least that’s what the recipe calls for this month.

If you told hi

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

m there is an amazing, new 3,251 step sales training process, he’d probably gra

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

b it.

After all, it’s new.

When I was a sales manager and I was running out o

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

f motivational ideas, I’d announce something new to my team.

It could have bee

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

Professional from academic institutions, pharmaceutical industries, health care indust

n an innocuous change to the presentation, or I would say that a list I had obt

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

ained was “brand new” and they’d get psyched-up and there would be a temporary

.

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

spike in their sales.

The only problem is you can get hooked on this sort of a

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

Companies that provide selfless information through particip

drenalin rush, which is exactly what’s happening to this sales training groupie

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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