Main Subject - Business

Whatever you’re negotiating, it is essential to gauge the urgency with which the other party wa

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

nts to or needs to make a deal.

When you’re buying a piece of real estate, for example, one of

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

Examples of combination products may in

the key questions to ask the listing broker is: “How motivated is this seller?”

Usually, you’l

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

l get an answer that will tell you something significant:

(1) If the realtor balks or hesitate

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

before answering, you can fairly safely surmise the seller is not motivated, and neither is hi

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

Combination pro

s agent, for that matter. In this case, where there is no urgency you can’t look forward to pic

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

ing the property up at a bargain price or achieving any kind of deal quickly.

(2) The most fre

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

quently occurring reply is either “Very” or “She’s motivated.” Then, you need to ask a simple q

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

estion. Just repeat what the agent said: “She IS?” This should be enough to induce the person t

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

o disclose some details, for instance, that the seller purchased a new home out of state, or th

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

t she is going through a major life event, such as an empty nest or a divorce.

You can follow-

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

Following aspects would a

p these probes with another that I’ve found very useful:

When do you expect a price reduction?

dd to the challenges in developing combination products:

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

Again, this is a litmus test of the seller’s motivation. While realtors are supposed to maint

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

in a certain amount of confidentiality, face it, they’re talkers and they want to earn a commis

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

sion and the sooner the better.

Often, they’ll say: “I don’t know if I should tell you this bu

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

I think we might be seeing a reduction before too long.”

Cool!

Now you have confirmation tha

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

Professional from academic institutions, pharmaceutical industries, health care indust

t there is motivation.

Another pertinent question is: “How many offers have you had?”

You mig

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

t be thinking they’ll never tell me that!

Wrong, many of them will and this is one more indica

.

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

tion of a motivated seller.

By the way, all of this probing is a precursor to making an offer.

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

Companies that provide selfless information through particip

If you don’t see a string of green lights ahead, inviting you to tender an offer, go no farther

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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First I would like to say that I am pro-Federal Reserve, yet I also study a lot and follow many industries and have found fault with some of their beige book reports from what I have observed in the market place. Here is a 2003 observation on the discrepancies I noticed. I wish to comment on some of the data collection, which went into the South East Fed Beige book

To be successful in selling, individuals develop and practice various skills. These are not physical skills. Selling is a brain game, not a brawn one. A large part of selling deals with people's emotions. This doesn't only mean the customer's emotions but the salesperson's as well.

Gone are the days when the names of a company’s top leaders filled less than half a page of the annual report. The traditional executive leaders, the CEO, CFO and COO have a growing crowd of so-called officers jockeying for spaces in the executive parking lot. The Chief Information Officer, currently a fixture at most companies was just starting to get settled when CSOs, CCOs, CTOs, CROs, CMOs and myriad other C-something-Os have started jockeying for room in the executive suite.

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Main Subject - Negotiation: Is The Seller Motivated?

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