Main Subject - Business

Every year thousands of salespeople spend the end of the year in a frantic push to reach their quota and or satisfy the demands of management to hit a specific number. I a

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

m not suggesting that this is necessarily a bad approach to increasing sales, but there may be a less stressful and more successful way to approach this challenge that I wo

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

Examples of combination products may in

ld recommend you consider in future years, if it is too late for this year.

Granted, many prospects and clients wait until the end of the year to see if they have availabl

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

budget to purchase or commit to purchasing your products or services. I understand this philosophy. Others many just procrastinate, waiting for lightning to strike befor

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

they can make the decision to proceed with an order. There are hundreds of reasons for waiting and only one reason for doing anything now. It makes sense because there i

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

Combination pro

a need, a desire or a sense of urgency to get a problem solved or the ability to take advantage of a business opportunity that may slip by if action is not taken. Either

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

ay it is incumbent on the part of the salesperson to discover or create this sense of urgency – the real problem or need.

Too many salespeople deal in superficial reasons,

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

wants, needs given to them by prospects and therefore never really get to the heart of the pain or ultimate real need of the prospect or client. I know, I have been there

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

any times. It takes skill, confidence, courage and often the willingness to walk away from some business in order to be willing to peel away the layers of excuses, lies, a

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

d stalls that can cause potential business to be delayed weeks even months and sometimes years.

There is only one way in which I know to do this and that is with – tough,

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

et relevant questions.

Sure, there will always be a certain percentage of business that will wait until the last day of December. My question is however, are you relying

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

Following aspects would a

n this business as a large percentage of your yearly quota? If you are, you are setting yourself up for frustration, disappointment, increased stress and even possible fai

dd to the challenges in developing combination products:

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

ure if this is your approach.

A better way, is to look at each month of your year as a one twelfth portion of your year. In other words when April is over, any missed sal

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

s that were needed to hit your number for the year are gone, forever. You don’t get the chance to make up for a shortfall in April in December. Each month is a mini year.

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

With this attitude you will tend to keep the urgency to maintain your sales volume and results spread equally over a 12 month period. Your year is like a rotating year.

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

t the end of each month you begin a new 12 month cycle. In essence each month is the last month of your year.

This attitude and strategy will not guarantee that some busi

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

Professional from academic institutions, pharmaceutical industries, health care indust

ess just needs more gestation time before a customer will buy, but it will tend to reduce the pressure and stress of what I call the “4th Quarter Blues”. It is better to s

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

read this anxiety out over a twelve month time frame than shove it all into the last 30 or 60s in the year. Most people can handle stress, anxiety and disappointment in sm

.

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

ll doses. But, few people can effectively handle large amounts of this stuff condensed into a small fragment of time. The holidays are stressful enough for many people, w

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

Companies that provide selfless information through particip

y add to the personal stress with increased business stress.

The end of the year holidays should be enjoyed and not dreaded because of the pressure you are feeling at work

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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