Main Subject - Business

Sooner or later every salesperson meets Seymour. Actually he spells his name Seemore. He needs to see

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

more and more and more. He never buys, but he needs to see more.

Are you spending too much time wit

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

Examples of combination products may in

h a Seemore? Do you have a lot of Seemores in your territory?

How can you identify a Seemore quickly

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 easily? What can you do with him once you have identified him? And, how can you avoid him in the

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

future?

Seemores come in all shades, ages, sexes, colors and sizes. They do have one thing in commo

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

Combination pro

n, however – they never buy. They waste a lot of your time and corporate resources, but they never gi

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

e you an order. And be thankful they don’t. If they did, they would still want to see more throughou

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

t the relationship. One way to quickly identify a Seemore is his interest in brochures, demonstration

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

s, references – just lots of stuff. In some cases, a genuine prospect will want to see some of this,

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

ut a Seemore wants everything.

One way to treat a Seemore, when you begin to feel you are dealing wi

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

th one, is to ask him a series of questions such as: In addition to all of this material I have provi

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

Following aspects would a

ded you, what else will be necessary to get your business? When do you feel you will have enough inf

dd to the challenges in developing combination products:

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

rmation to make a buying decision? What is your decision process? Timing? You have to pin him down

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

.

One way to avoid them in the future is to be so busy and successful that you just don’t have time

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

for them. When they ask for lots of stuff initially, you can send it, but the next time they ask for

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

ore, come up with some reason not to accommodate them – ie: corporate policy, you are on the road, li

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

Professional from academic institutions, pharmaceutical industries, health care indust

terature is being reprinted, etc. Ask them if this additional information is critical for a decision

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

and why?

Seemores are everywhere. They take your time, energy and generally create stress and frust

.

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

ation in your career. They let you believe (and they often do a great job of convincing you) that the

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

Companies that provide selfless information through particip

y are serious prospects. Don’t buy it. Sometimes the best policy is to walk away from them if you can

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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Websites, e-mail and digital voice mail are changing the game in business. Some companies are taking the lead with great digital service like Computers.com and Amazon.com. Others are falling far behind. A friend of mine had a complaint about the service at a local hotel. He visited the hotel’s website and wrote to the 'feedback' e-mail address provided. One week later he got this reply:

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