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Were you aware that 80% of all trade show leads never receive any form of sales rep follow up once the trade show is over? And that 43% of your key trade show prospects wil

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

l have already made their buying decision with someone else by the time they get your materials?

Did you also know that 76% of companies’ sales people think of trade show l

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

Examples of combination products may in

ads as cold calls, and that less than 10% of all companies use any form of post trade show event measurement?

There has got to be a better way to turn trade show leads into

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

sales, and there is.

According to Michael Gilvar, President of Fish Software Inc., a Carollton, Texas- based trade show event measurement and interactive marketing firm, t

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

ade show attendees can now be categorized, identified and measured as to whether they are hot prospects through its “Immersive Media” software. By using radio frequency ide

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

Combination pro

ntification technology (RFID), trade show exhibit staff can better focus a sales pitch on their most highly qualified leads and thus greatly enhance the efficiency of lead t

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

acking.

But how to explain this innovative lead technology to potential trade show exhibitors? Rather than going into lengthy explanations at the Exhibitor 2006 trade show

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

, Gilvar’s company decided to explain their product by using it as an example. The FISH™ team practiced what they preached and put their product into play at the trade sho

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

.

In order to get potential clients to fill out advance surveys listing their company’s preferences, needs, and budget requirements, FISH™ held a contest that required the

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

prospective attendee to send back a filled-out questionnaire for a chance to win an iPod. Using this prize incentive, they were able to elicit valuable information from pro

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

pective clients before the Exhibitor 2006 trade show.

Now armed with that survey information, they then sent their potential customers a tag which had to be claimed at the

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

Following aspects would a

ISH™ trade show booth to learn if they won the prize. The tag was actually their RFID which was able to transmit this prospect’s data to a computer server in the trade show

dd to the challenges in developing combination products:

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

exhibit when the prospect approached within 30’ of the trade show booth to see if they won.

The tags transmitted personalized information onto the screen of a laptop compu

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

er in the trade show booth, and the FISH™ trade show sales staff was able to identify the prospect by name as well as glean key information that instantly showed how qualifi

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

ed a lead the prospect was.

Think of it. A trade show sales staff would now be able to spend more time selling at the show, rather than spend time trying to qualify prospe

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

ts. When a targeted prospect arrives at a trade show display, the sales staff will have pertinent data that will help them to immediately advance the sales process. Each res

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

Professional from academic institutions, pharmaceutical industries, health care indust

pondent profile can be pre-loaded on the trade show booth database and thus the visitor is identified upon entering the trade show exhibit. This process allows a sales perso

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

to identify VIP attendees and truly leverage the one-to-one marketing opportunity available.

By better qualifying trade show leads, your sales staff will have more energy

.

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

to stay focused on hot prospects, leading to better results. This is true wherever you have your custom trade show display, custom modular exhibit or trade show booth renta

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

Companies that provide selfless information through particip

, whether the exhibit is at the Las Vegas Convention Center, the Moscone Center in San Francisco, the Santa Clara Convention Center or the San Jose McEnery Convention Center

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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