Main Subject - Business

WHO TAUGHT YOU TO TRAIN?

Your training about how to train came from observing what happened in meetings YOU attended. If you are lucky the person conducting them had some knowledge of how to

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

train. Being a trainer is not a skill that comes naturally.

Follow these steps and you will be well ahead of the learning curve.

1. WHAT IS THE PURPOSE OF THE MEETING?

Training is not 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

time to reprove people. Teaching is the focus. This is a time to learn.

2. WHAT DO YOU WANT TO COVER?

Have a prepared presentation for the session. Give them a handout listing what you will

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

be talking about. It also makes a great road map for you if you get off track.

3. DO NOT "WING IT".

Tell them what they are going to learn, teach it to them and tell them what you taught

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

hem. This would require you to know your subject. Spend time going over your material prior to the meeting. You are the authority in their eyes.

4. HOW DO YOU WANT TO COVER IT?

Training sh

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

Combination pro

uldn’t be a speech. Get your people involved.Invite their input and participation. They will surprise you.

5. WHAT WILL YOU NEED IN THE WAY OF MATERIALS?

Have everything ready before you st

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

art. Copies of handouts, product brochures, pictures, charts, graphs, etc. Being prepared and organized is a teaching tool in itself. Never let a salesperson come to training without the necessary i

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

ems to take notes.

Now you are ready to conduct the meeting.

TEACH AT THE PACE OF THE SLOWEST STUDENT

No one should be left behind. If you have a person who just doesn’t get it ask

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

yourself why you hired them in the first place.

GIVE REASONS AND BENEFITS FOR WHAT YOU WANT DONE

Your purpose is to help your people become better than they are now. Tell them why it i

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

s in their best interest to learn what you are about to teach.

ENCOURAGE QUESTIONS

If one person wants the answer, chances are so do others in the room. Participation is infectious.

ENF

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

RCE THE “NO DUMB QUESTION” RULE

If it’s important enough for them to ask it is important enough for you to answer it positively and with conviction.

DO NOT LET YOUR EXPERIENCE AND KNOWLEDGE

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

Following aspects would a

BE ABUSIVE

Your salespeople don’t care how much you know until they know how much you care. Training isn’t done because someone said you had to. Do it because your salespeople need to know thei

dd to the challenges in developing combination products:

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

r success is important to you.

TELL STORIES TO HIGHLIGHT AND GIVE EMPHASIS

Relate your subject matter to real situations you have encountered in your career. Help them to avoid the pitfalls

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

you have experienced.

ALTERNATE MEDIUMS ( VIDEO, HANDOUTS,ETC)

Keep a fresh look on your training. Use different presentation methods to hold their interest. Everyone responds differently.

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

ome enjoy visualization; some enjoy multiple choice, etc.

SET A SPECIFIC TIME AND START ON TIME

Starting on time will show your staff the importance and value you place on your effort.

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

PERMIT NO INTERRUPTIONS

Turn off cell phones, unplug mainline phones and allow nothing to interrupt. You must instill the importance of what you are doing.

ALLOW ADEQUATE TIME

Normall

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

Professional from academic institutions, pharmaceutical industries, health care indust

scheduled training should be no more than 45 minutes to one hour. In the event your training is an entire morning or full day take breaks at those intervals. Do not introduce subject matter that ca

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

not be completed in the allotted time.

ALL SCHEDULED TO ATTEND WILL BE PRESENT

No exceptions. They wouldn’t miss a meeting if your boss or the owner of the company scheduled it, why should

.

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

they miss yours?

FINISH ON A POSITIVE NOTE

Use your training session as a springboard to a great sales day. Announce a sales contest or incentives for salespeople. Do not make the mistake

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

Companies that provide selfless information through particip

of making these announcements at the beginning of your training session. If you do they will spend the entire class time thinking of that rather than focusing their attention on you and the material

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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