Main Subject - Business

We all know that prospecting for buyers and sellers is essential to the success of any good

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

salesperson, the problem is that we all seem to chase the same carrot. I believe that the

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

Examples of combination products may in

e are easy ways to go about this sometimes daunting task, and there are hard ways.

My team

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

and I met recently and because the holiday season is upon us I gave them what I think is th

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

easiest telephone technique in building their business that I know of. This suggestion in

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

Combination pro

my opinion is a golden nugget and it is based on building your direct contact business and

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

your referral business.

Many of the people that I have worked with over the years are timi

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

when it comes to getting on the phone to look for business, this is something that pretty

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

uch all salespeople can relate too.

These fears prompted me to think of ways to get people

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

to work on their business using methods that get people around these fear tendencies. As

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

mentioned, at this time it just so happens to be the holiday season, however this techniqu

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

Following aspects would a

can be used many other times of the year and be just as effective.

This nugget involves p

dd to the challenges in developing combination products:

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

tting together a list of every person that you know, with the intent to call them and wish

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

them a Happy Holiday and to verify their mailing information so that they can mail out a ho

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

iday greeting card. No one will be upset that they are going to be getting card from you.

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

While you have them on the phone, ask if their email address is handy and be sure to close

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

Professional from academic institutions, pharmaceutical industries, health care indust

ff the conversation by asking them to pass along your name to anyone that they might know w

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

ho will be selling in the new year. By pushing out this suggestion to the new year, you wi

.

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

l not be looked upon as being a pushy salesperson.

Each month this column will be added to

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

Companies that provide selfless information through particip

as I suggest to my team how to go about getting in front of their clients in a friendly way

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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