Cases - Business

Life of a salesman has a Hollywood ring to it. You know what? Selling is about life and life is all about selling or shall we say convincing others to see it your w

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

ay. The really good salesmen and woman do it effortlessly. So how does it all start? Why do some people choose a path of sales versus say the US Post Office as an

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

Examples of combination products may in

xample? It’s about internal desire. We all have the ability to sell anything. Every day you wake up in the morning you convince yourself to do something. In its p

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

rest sense that is an act of selling. The customer is the one in the mirror but you could stay in bed go to the beach or go to work/school. Congratulations you are

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

salesman. The separation of the really good or shall we say successful professionals and the one’s that everyone for years claims this one is going to be a natural?

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

Combination pro

The old saying, there are those that can and those that DO. We act on our inherent desire to achieve success by selling a product, service or idea. Have you ever

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

oached a recreational team or been lucky enough to coach middle or high school teams? If that ain’t selling then please tell me what is. You have the parents to dea

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

with the league officials the referee’s or umpires depending on the sport. Oh ya, and you have to keep a team of N number of players happy when they are not playing

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

Folks, it doesn’t get any more challenging than looking a 5 year old in the eye with 2 minutes to go and NOT put them in the game. What you do next is all about se

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

ling. You have to convince that group that isn’t playing that the team is going to succeed and everyone contributes at different times.

Then you have those eyes fix

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

d on you from the bleachers. In some cases they are right behind you and you can't hide. Played that starting unit a bit long in the second half now coach? We have

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

Following aspects would a

all been there. I have always said that great coaches, not the ones that win all the games, but the ones that have the parents requesting them personally every year

dd to the challenges in developing combination products:

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

re bona fide top Salesmen. Whether they know it or not. Professional sales executives will tell you that the biggest challenge is not motivating at team to go out

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

nd give your best and win the business. Its finding those few natural pearls that gets repeat business whether they show up in the office or not each day. The busin

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

ss follows them because they build a reputation of trust and respect. Ever here the saying, “people buy from people they trust at companies they respect? The top 10

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

are always in this group.

They probably don’t even work as hard as those trying to take their place. Don’t be fooled, they don’t exert as much energy because they h

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

Professional from academic institutions, pharmaceutical industries, health care indust

ve earned the respect and are ethical in their delivery and execution of their company’s products and services. Often you will hear a procurement executive state, “t

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

e sale starts after the sale”. Translation, let’s see if he or she shows up if things don’t go quite as planned. In the HiTech industry the winners are the account

.

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

eams that are onsite before the customer knows there is a problem. They document and build action plans to limit down time if that is what is occurring. They also t

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

Companies that provide selfless information through particip

nd to recognize their fellow team members and often shield the customer from errors they may have made during a recovery. All in a day’s work in the life of salesmen

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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