Advice You - Business

Ever notice how we all learn everything backwards? From the day we are bor

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

n we learn how to fit in. We socialise, talk and convince everybody how gre

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

Examples of combination products may in

t we are. But the problem is we need to think different in order to succeed

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

. A sale is not about you convincing the costumer, is all about letting h

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

m discover what he needs. "How?" Let him or her do the talking. "And what s

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

Combination pro

hould I do?" ASK QUESTIONS, BE QUITE AND LISTEN.

Let me give you an exampl

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

of a common mistake that happens every day in sales: A salesman is talkin

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

g and talking. You know, the annoying type, the one that never listens. The

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

customer says: "Yes but..." Our salesman interrupts the customer and con

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

tinues his explanation without listening: "And you should know that with ou

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

product..."

Why on earth do we do that? Because in the heat of the moment

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

Following aspects would a

we don't want to stop. We learned that talking more equals convincing. The

dd to the challenges in developing combination products:

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

truth however is just the other way around. Convincing is saying "You are r

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

ight!", then listen some more and ask questions that lead up to your point/

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

roduct. Every time you should try to listen instead of thinking about: “Wha

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

t am I going to say next?”

Maybe the customer was just looking for the toi

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

Professional from academic institutions, pharmaceutical industries, health care indust

et in your store but you didn't even notice. Why? You didn’t ask and you di

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

dn’t listen.

Now I just saved you a lot of money on consulting in just a f

.

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

w lines. Check out my Dutch site (soon to be in English).

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

Companies that provide selfless information through particip

" href="http://www.globalconsilium.com/">http://www.globalconsilium.com/

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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Advice You - Ask Questions and Listen

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