Main Subject - Business

His heart beats faster as he hears the hurried steps of the others in the office. While he sits at his computer, everyone else rushes to prepare for the weekly sales meeting with th

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

e boss.

He wonders how he can possibly explain his mediocre sales performance from the week prior. It’s already been three months since he started this job. Although he has been f

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

Examples of combination products may in

rantically trying to show he fits in with the team, he has nothing to show for it. Now, he has no idea what to do or what to expect.

His fingers tap nervously on the keyboard, as i

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

f they will magically type out the answer he has been searching for. From the clock on his monitor, he knows he has only five minutes left. His eyes focus on those numbers, as he 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

tches his time closing in.

Suddenly, the monitor goes black from his screen saver and he catches the reflection of two wide, startled eyes. He knows he can’t face the lions looking

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

Combination pro

as scared as he really is. In a blink, he gathers his call sheets and activity reports and heads for the conference room.

He tries to appear nonchalant as he walks down the hall i

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

n a slow, deliberate style. His forced sense of confidence is crushed the moment he reaches the door. The full room makes him feel like he is entering the Coliseum; he is the lonel

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

peasant sent in to face the lions. His nerves flicker as he stumbles to find an inconspicuous seat.

The meeting begins as the boss goes one-by-one around the room to review the re

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

sults from last week. After hearing the success of his more senior colleagues, he grows small in his chair. He is next to report.

As the attention turns to him, he opens his activ

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

ity reports with his sweaty hands. He tells his boss that although he had many meetings the previous week, he has no sales to report. Bracing for their disappointment, he waits for

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

the interrogation and coaching session that is sure to come.

Surprisingly, the entire room breaks into supportive positive chatter. “Great job on seeing so many prospects,” the wom

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

Following aspects would a

an to his right says. “Keep up the good work!” his boss calls from the head of the table. The focus of the meeting remains positive as the person to his left takes his turn to repo

dd to the challenges in developing combination products:

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

rt.

Our rookie is shocked, yet relieved, at the positive feedback he received despite having no sales to report. Without questions or hesitation, everyone simply applauded his effo

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

rts. They offered positive reassurance that he is doing the right things.

His colleagues hope that he’ll learn that doing the right steps can often be more important in becoming a

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

reat salesperson than actually making sales. They realize it will take time for him to discover his style of selling, and they need to support those who are in the difficult positio

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

n of being new to a job.

In sales, we often forget the pressures our new employees put on themselves. Managing these pressures while learning new products and adapting to the perso

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

Professional from academic institutions, pharmaceutical industries, health care indust

nalities and procedures of a new company can stymie growth and extend the learning curve required for sales success.

Your new employees are an investment – one of the most important

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

investments you make in your business. You must pick a winner and invest for the long term. Resist the temptation to “cut your losses” if things don’t work out in the beginning.

P

.

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

rovide your investments with the tools and support it needs to grow. Do not confuse forceful assimilation with effective sales training. If the objectives are clear and the path to

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

Companies that provide selfless information through particip

success has been articulated, then all you need to add is support, encouragement, and time. Trust in your hiring abilities. Your new employees will prove themselves if you let them

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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In the first article, we discussed promoting your company through branding and message. One of the ways to make your message stick is through the use of the ad specialty item. Remember, though, not all ad specialty items are created equal-Read on to see what I mean.

A resume is supposed to be written to fit a certain position in a certain company. There is no need to give excess information that will render unservicable: if you are applying for a job as an engineer, the fact that you paint in your spare time will be of no help to you...

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