Main Subject - Business

My brother-in-law says you should be thankful for truckers because everything you buy was handled at

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

some point by a trucker. LoWayne is a trucker, so he’s biased. But I think he’s right anyway.

You

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

Examples of combination products may in

depend on truckers for your life. And, if you are a direct mail marketer, you depend on direct mail

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

response devices for your livelihood. Response cards and order forms are the devices that deliver th

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

customer’s order to your business. Without them, no direct mail transaction takes place.

That’s wh

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

Combination pro

y one of the most important parts of your direct mail sales letter is the copy that tells your buyer

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

how to order. Somewhere in your letter and on your coupon you need to give explicit instructions te

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

lling the prospect what the prospect must do to close the sale. Here are a few ideas.

1. Tell th

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

m to complete the form

This sounds self-evident and redundant, but you must tell potential buye

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

rs what they need to do. So start with telling them to complete the order form. In your letter, say

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

something like this: “Complete the enclosed order form now.”

2. Tell them how to return the card

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

Following aspects would a

If you are using a business reply card, tell the buyer right on the card to complete and retur

dd to the challenges in developing combination products:

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

the card to you. Make sure buyers know that they are required to do something.

3. Tell them wha

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

t to include

If you are using a business reply envelope, tell buyers what they need to put in i

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

t. Maybe it’s a check. Maybe a survey. Spell out what you need the buyer to do: “Return this card in

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

the enclosed postage-paid envelope with your check for $96,989, made payable to Sharpe Copy, Inc.”

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

Professional from academic institutions, pharmaceutical industries, health care indust

4. Tell them what they get in return

Whenever possible, describe the benefit that buyers rec

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

eive for completing and returning the reply device or order form. For example, “Complete and mail th

.

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

is card today to receive your free Oriental Tea Sample Pack.”

Sales people don’t make a sale until

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

Companies that provide selfless information through particip

they ask for the order. And your sales letters won’t close sales unless you ask for the reply device

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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Change and learning are highly correlated. Think about it: We learn at school and we change. This is a gradual change. The process of learning makes that we open up and see new possibilities we previously not imagined. We continue to learn at high school or university and there we change even more. The knowledge that we have gathered becomes a powerful source with which we can select what we want.

This article describes the benefits of implementing a Knowledge Management initiative.

Finding a distributor can be a daunting task, but it can be done. The question is, do we need the antiquated system to sell our goods?

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Main Subject - Direct Mail Reply Devices Must Tell Sales Letter Buyers How To Respond

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