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One ingredient common to top salespeople is the ability to consistently deli

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

ver effective presentations. An effective presentation moves a customer from

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

Examples of combination products may in

their current position to a position of action.

Effective presenters use th

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

e following Methodology Selling™ techniques to move customers to action.

1.

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

Preparation – Establish a very clear vision or goal. Ensure your thoughts an

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

Combination pro

ideas are clear as to how you will move the customer’s position from where

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

they are now to a position of action.

2. Educate And Create Interest – The

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

udience needs to focus on you the presenter not on themselves. Inform the au

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

ience as to why you are there and the purpose of your presentation. Understa

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

nd the customer’s needs and pain. Clearly define your resolution to their di

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

emma. The first few minutes of the presentation are vital. These few seconds

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

Following aspects would a

can determine the success of the presentation.

3. Clear Presentation – Pres

dd to the challenges in developing combination products:

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

ent in a clear simple manner. Avoid using this venue as an opportunity to sh

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

w the audience how much you know. Keep it simple and focused. Present points

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

one at a time and make sure each point is understood before moving on.

4. L

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

isten To Your Audience – Listen and watch for the prospects response. Determ

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

Professional from academic institutions, pharmaceutical industries, health care indust

ne if hot buttons have been pushed.

5. Touch Their Emotions – Remind the cu

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

tomers of their needs and their pain. They need to feel their pain to want t

.

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

o move away from it.

6. Action – Give the customers the solution or tools t

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

Companies that provide selfless information through particip

make the change. Empower them to move away from the pain and move to action

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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It has been shown that companies whose employees mirror society’s diversities can proficiently understand and meet the needs of the country’s multicultural market.

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Many people believe that the design and logistics process for a particular product are separate, but if you think about it, they are greatly intertwined.

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