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Main Subject - Sales Stars Pitch From The Bullpen!
When I was recruiting a call center staff for a Fortune 500 company, one of my associates fielded an inqui
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
ry from an applicant, and then handed the phone to me.
“The job sounds interesting,” the caller said, and
“The job sounds interesting,” the caller said, and
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
then she whispered, “But is there a window?”
“A window?”
I wasn’t sure about what she meant.
“Is there
“A window?”
I wasn’t sure about what she meant.
“Is there
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
a window in your call center? Can you see out, when you’re calling? I have to have a window, or I’ll go c
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
razy!”
I told her there was a window, with a beautiful view of the parking lot, but she had to be standin
I told her there was a window, with a beautiful view of the parking lot, but she had to be standin
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
g next to the copier to see it.
“Sorry, that won’t do. Bye!”
Well, you have to hand it to her. She knows
“Sorry, that won’t do. Bye!”
Well, you have to hand it to her. She knows
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
the conditions under which she works best.
Can you say the same thing about yourself?
For instance, do
Can you say the same thing about yourself?
For instance, do
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
you think you would make more sales if you were asked to make cold calls from your own, private office or
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
while seated in a bullpen with a number of other people around you?
I believe 90% would do better while s
I believe 90% would do better while s
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
eated in a bullpen, but a very small percentage would realize it.
Here’s my reasoning:
(1) We think priv
Here’s my reasoning:
(1) We think priv
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
acy is superior, and that peace and quiet will facilitate intimacy with customers. Not so, peace and quiet
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
will probably make you timid, and reluctant to dial the next number. The corner office will confer more s
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
tatus, but fewer sales.
(2) When we’re selling together, it’s like hunting in a pack. We’re more outgoing
(2) When we’re selling together, it’s like hunting in a pack. We’re more outgoing
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
and we don’t want to let each other down.
(3) By being within view or earshot of others we are pressured
(3) By being within view or earshot of others we are pressured
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
to make the next call, and the one after that. Without that pressure, we can lapse into needless contempl
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
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
ation of our navels.
(4) We crave reinforcement, and when we do something well, publicly, we get it, and
(4) We crave reinforcement, and when we do something well, publicly, we get it, and
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
quickly. It’s no fun celebrating alone.
(5) Work is, in part a social outlet. When my former professor, P
(5) Work is, in part a social outlet. When my former professor, P
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
eter F. Drucker, used to comment about retirement, he said most folks who hang up their spurs don’t miss 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
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
he work, itself. “It’s the gossip they miss,” he mused.
So, if you have a choice, pull up a cubicle and s
So, if you have a choice, pull up a cubicle and s
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
ell next to someone else. Not only will you keep each other company; you’ll probably both make more sales!
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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