Main Subject - Business

Are you a pushy? Ask yourself that question. The other day I was talking to a very good friend of mine and she said she could not do what I do because she is not pushy. At first I was a little offended, but then I asked her more questions to find out what she met. She said that she couldn't talk to people like I do or go up

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

to strangers and talk to them. I asked her, if she was me how she would get business? She said that she would hope that customers would just find her website. This got me to thinking about how I market my business. Do you sit and wait for the business to come to you?

Sometimes the biggest fear we have is what other people t

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

Examples of combination products may in

hink of us. Do you ask your self, will they think I am pushy? What will they think of me? Will they say no? What will I do if they say no? What if? What if? What if? Are these questions holding you back? Are you afraid that you may appear pushy by offering someone the opportunity of knowing what you do, or offering them the o

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

pportunity to purchase what you have? Do you wonder what that person is going to think of you, before you even offer them what you have? Is the fear of what this stranger thinks of you so important that you that you say nothing. If you do nothing what do you get? NOTHING! Are you hoping that the right customers will come

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

your way, or are you like me a "pushy person".

Lets examine this a different way. Suppose you want to catch a hummingbird. You have a beautiful garden full of flowers and even a hummingbird feeder. You have set a goal to catch a hummingbird. You sit in your beautiful garden and wait. No hummingbirds are coming to your gard

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

Combination pro

n. Are you doing something wrong? You have a garden full of flowerers just for them. Where are all the hummingbirds? You know there are lots of them. You know that they would just love your garden. Why don’t they come to your garden and take what you have to offer. What would happen if you let all those hummingbirds know w

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

here you are and how to get to you? What if you reminded these hummingbirds on a consistent basis that you would love to have them come to your beautiful garden to take what you have? What if you went out to meet the hummingbirds and told them how to find your garden? What if you showed them the way?

You see you can have th

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

e greatest product in the world, but if you just sit and wait and hope, it will be difficult almost impossible for people to find you. Become a pushy person; tell everyone what you have and where to find it. Talk to everyone about what you have with the excitement and enthusiasm that you feel for it. Oh, but you say I am afra

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

id they will say NO. Oh my goodness that dreaded word.

Why are we so afraid of being told NO? Why do we fear rejection? Sometimes I think we hate rejection more then public speaking. We fear the answer is going to be NO before we even attempt to ask the question. Why do we do that? We do that because we do not want to fac

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

e that personal rejection. But, is it personal? Are they saying NO to us or saying NO to how we are asking them or presenting to them. Are they saying NO, not right now or are they saying NO I am not interested but I bet my friend Jane Doe would be. How can you determine what someone is going to say? Do you really know thei

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

motivation for saying it? Why would you want to assume that they are going to say NO? Perhaps they have been waiting just for what you have. Do you also prejudge people you talk to? This is a big mistake. Do not assume that you know who your customers should be. I found this out when I was at a networking function. I g

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

Following aspects would a

ave my little elevator speech and handed out my business cards to everyone. I even them to those who I didn't think would use my product. I have in mind who my perfect customer would be as I am sure you do. The next day, I got a call from a man who has an air conditioning repair company. He said that I had gotten him my card

dd to the challenges in developing combination products:

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

at the networking function the day before. He placed an order for 6 dolls. He thanked me over and over again. He said I solved his problem and he will have 6 happy granddaughters Christmas morning. He is not who I would think would be interested in a doll. He is not a woman; he just did not fit who I would consider a typical

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

customer for my product. I was wrong. Ask everyone, give everyone the opportunity. Do not discriminate. If you think you know who your customer should be, you may be missing who your customers are.

Let’s get back to the NO word. Let’s look at NO a little differently. You go visit your neighbor and you ask them to host a p

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

arty or try your product. They tell you no. What has changed? Do you have to move? Do you still have the same car? Are you going to jail? What has changed other then they said no. Could that be no not right now. Your life has not changed because someone said no, YOU are making it personal. What if she said YES? What

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

changes now? Everything! Income potential, business, new customers, growth and so much more. You see NO changes nothing but YES changes everything. How do we get to that yes? You have to go thought the nos. Here is a little exercise to help you over come your NO fear. Write the word NO down a hundred times. Go out and t

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

Professional from academic institutions, pharmaceutical industries, health care indust

ry to collect a 100 NOs in one day. Go to a networking function and try this. Tell people you walk up to know what you are doing. This is a great ice breaker and even a conversation starter. You will be amazed how many people will say yes. The word NO will not even bother you.

Do you know who hears the word no more than an

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

yone else? A two year old. It seems as if he hears it no matter what he does, but does that stop him? He just looks for a different way to try again. Maybe you could take a lesson from a two year old. Do you accept no and then walk away or do you explore a little more. Perhaps the no was said as, “no, I am not interested bu

.

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

t my wife may be”. “No, I am not interested right now, but I will be later”. “No, but can you tell me more”, or “No, I will never need or want what you have”. What does their no really mean? What ever it is, ask more questions. Let them know that you really appreciated their time and that it was interesting to hear what th

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

Companies that provide selfless information through particip

ey had to say. These people are often a great ones to ask what you should I be doing or saying differently. Everyone loves to give advice. Ask for it. Ask for a referral.

Are you a pushy person? Do you want to be a pushy person? Are you going to sit and wait for the hummingbirds to find you or are you going to go find them

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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