Main Subject - Business

Over the years, I have observed many salespeople and their routines – daily, weekly, monthly and yearly. It is my beli

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

ef that many salespeople waste a great deal of time. Some of the common time wasters are (there are many others, this

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

Examples of combination products may in

is just a quick list):

·poor prospecting
·spending too much time with poor prospects
·not having a clear pl

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

n for their day/week/month/year/life
·starting too late in the day/ending too soon
·redundant time habits (

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

this would take a book to cover)
·not concentrating on a task at hand
·lacking focus

I am not suggesting th

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

Combination pro

at you work 18 hour days, take work home with you on weekends, ignore your family and have no fun. I have been selling

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

for over 35 years and have worked very few 18 hour days. I have worked (writing) several 24 hour marathons, but it is

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

difficult to find someone to sell to at 3:00 AM.

I am suggesting you look at your personal work habits to see where y

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

ou could be a little busier – not in busy work – but productive sales activities. My guess is that most salespeople do

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 work that hard (hours). I can hear a few of you screaming now, “Are you nuts? I hustle every day all week long.” G

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

reat, I am not talking to you, but to those who could benefit from a little extra effort each day /week /month. And, y

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

Following aspects would a

ou know who you are, don’t’ you?

Hustle is not about working longer or harder for the sake of work.

1. It is about g

dd to the challenges in developing combination products:

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

tting to a prospect before your competitor does.

2. It is about spending time in self-help books rather than in front

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

of the TV every night.

3. It is about getting up an hour earlier every day to plan. It is about having breakfast/lun

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

ch/dinner with a client or prospect rather than eating alone.

4. It is about creating balance in your life so you hav

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

the will, energy and desire to put in the time necessary.

5. It is about working smarter (another book here, folks),

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

Professional from academic institutions, pharmaceutical industries, health care indust

not just harder. Although many people think that ‘smart work’ is a replacement for ‘hard work.’ I wish.

6. It is a

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

bout spending time in reflection, contemplation and self-evaluation.

7. It is about managing your time in such a way

.

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

hat you maximize your results (another book, yes, but writing 4 books a year keeps me plenty busy).

Had enough? Time

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

Companies that provide selfless information through particip

to get back to work. Reading this tip, although it is great, will not put any money in your pocket – directly that is

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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Many people thinking about going into business often think only of a bank for a business loan and do not even consider all of the other options such as an unsecured loan. But all loan options should be considered when you are deciding how to finance your business, and an unsecured loan is an option.

Some years ago I joined a chamber of commerce with the goal of rubbing shoulders with powerful corporate decision-makers and establishing my consulting value, soaking up many new clients in the process like warm gravy at Thanksgiving dinner. The morning I headed out for my first chamber breakfast, however, my business partner called me to report that our bank had just canceled all its merchant credit card accounts following a decision to get out of that business. At that time, I was running a seminar business which heavily depended upon credit card sales. Suddenly I had lost a very lucrative conduit of revenue.

A back-end product is a product you attempt to sell your customers after they have recently purchased a related product from your business. Here are some tips to get those sales going.

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