Main Subject - Business

The sales process of telemarketing services goes like this: Initial attraction generates sales leads… sales leads generate sales presentations… and sales pres

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

entations generate customers. So, assuming that an organization is effectively staffed to handle leads, presentations, and customers, is this: How do we creat

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

Examples of combination products may in

that initial attraction? Once that initial attraction is developed, the other elements fall into place with hard work and skill.

The first step in creating

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

hat “initial attraction” is to determine what kind of lead you’re after. If it’s business sales leads, for example, you can position your offering in such a w

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 that will promote the benefits that your product or service offers to their business. If you can help them increase profit, decrease employee downtime, mini

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

Combination pro

mize expenses, or increase their customer base, tell them that! Always frame the concept in the terms of a benefit to the business. (Of course, for individual

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

or personal sales leads, you need to frame the benefits in those terms).

Don’t fall into the habit of merely listing what it is that your product or service

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

ooks like or can do. These are the features of the product and they’re simply not important to the customer. What is important – what will attract sales leads

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

– are the benefits. Forget “it smells nice”, or “it’s 3 feet tall” or “it comes in blue”. Instead, focus on what the customer gets out of it: “a more efficien

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

t office” or “increased profit” or “happier employees”. These are the things that businesses care about. These are the things that business sales leads respon

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

to when a telemarketing services company offers them.

The second step is to disseminate the information. This is done through an effective strategy that may

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

Following aspects would a

not necessarily start with telemarketing services. For example, you might have a mail-out campaign or a television commercial blitz and follow that up with te

dd to the challenges in developing combination products:

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

emarketing services. Sometimes, it’s appropriate to pick up the phone as the initial contact… this is telemarketing lead generation. When those people are int

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

erested in the benefits offered (no matter what initial attraction marketing strategy you used) and they respond to the marketing, they become business sales

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

eads.

Now the third step: This is where you take those sales leads and you pick up the phone and start dialing. At this point it’s a combination of skill and

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

hard work that will turn those sales leads into people who are willing to be presented to a little more formally (for example, with a visit to their office).

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

Professional from academic institutions, pharmaceutical industries, health care indust

umbers matter here, so make sure that your staff are dialing and not wasting time on administrative or trivial work that can so easily distract employees.

On

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

ce your staffs has taken those business sales leads and turned them into warm prospects (for the formal presentation) it’s time to send someone in to present,

.

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

close the deal, and turn them into customers.

In all, it’s a multi-stage strategy that starts with some kind of initial attraction to generate leads. And whe

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

Companies that provide selfless information through particip

e it really makes the difference is when you take those sales leads and pick up the phone and use telemarketing services strategies to start the sales process

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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