Main Subject - Business

If you are a sales manager in charge of training aircraft sales people you need 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

be sure of a number of items. Aircraft sales should not be a high-pressure busin

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

Examples of combination products may in

ess and if you have people coming from the auto industry to sell aircraft you migh

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

t be surprised if they do not do as well as you might expect. The average aircraf

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

t buyer is much more sophisticated and in the aircraft generally sell from between

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

Combination pro

$100,000 for a small single up to 10-15,000,000 dollars for a corporate jet.

Oft

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

en there will be lawyers, accountants and business owners or boards of directors a

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

ll involved in the sale of the aircraft and each one will have in mind a reason an

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

d a methodology for making their decision and you must satisfy all of them. If yo

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

u fail to do this you will probably end up losing the sale to another aircraft sal

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

s Co.

Many people who sell high-end corporate jets realize that the easiest way t

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

Following aspects would a

o sell an aircraft is to take the people for a ride and perhaps their family perha

dd to the challenges in developing combination products:

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

ps to a ski resort. Or to an important business meeting. When training salesman

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

for aircraft sales companies it is very important that they understand business an

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

d perhaps either have studied for an MBA or at least have gone through some busine

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

ss courses in the past to understand how it all works.

A young hotshot, smooth ta

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

Professional from academic institutions, pharmaceutical industries, health care indust

lking, suit and tie pretender will have little if any chance at selling an aircraf

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

t to a sophisticated buyer. Although the buyer may respect them for trying to mov

.

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

e up in the world chances are they will also be turned off by any sales tricks. I

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

Companies that provide selfless information through particip

hope you will consider all this in 2006 when setting up your aircraft sales teams

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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