Main Subject - Business

When a prospect responds to your lead generation sales letter, how do y

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

ou know if the prospect is a qualified lead or not? By qualifying them

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

Examples of combination products may in

before they respond.

At my direct mail lead generation firm, our defin

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

ition of a qualified lead is someone who meets four criteria:

Authorit

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

y: They have the authority to buy
Readiness: They are ready to buy

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

Combination pro

now
Budget: They have the budget to buy
Need: They need your

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

product or service

Anyone who meets some of these criteria but not al

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

l is simply a lead that needs to be cultivated. This process is called

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

lead development, lead nurturing and lead cultivation.

One way to disc

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

over if your prospect meets these criteria is to ask some qualifying qu

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

estions on your business reply card or website landing page. That way,

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

Following aspects would a

you know how much time, energy and money to spend on each inquiry.

Her

dd to the challenges in developing combination products:

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

e are five questions that you can ask in your sales letter’s reply devi

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

ce or on your website landing page to qualify your leads, learning wher

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

e they are in their buying cycle.

What is your role in the purchase of

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

this product?
[This question determines their authority]

When wi

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

Professional from academic institutions, pharmaceutical industries, health care indust

ll you make your purchase?
[This question determines their readine

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

ss]

Has a budget been approved to buy this product?
[This questio

.

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

n determines their ability to pay]

How many employees or sites need th

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

Companies that provide selfless information through particip

is product?
[This question, or one like it, determines their need]

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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