Cases - Business

If you are not using a reminder tool in your sales process, your customers will forget you are around. In

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

most cases, probably 90 percent of the time, a buyer is not ready to buy, when you are ready to sell. If y

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

Examples of combination products may in

u have an automated reminder program in your sales process, you will capture more sales automatically.

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

TOMA is Critical to success
Top Of Mind Awareness (TOMA) is the sales goal we must strive for wit

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

our prospects and customers. Our customers are bombarded with thousands of messages everyday. In today’s

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

Combination pro

world it’s virtually impossible to get away from commercial messages. When we examine our situation, it is

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

no wonder prospects and customers lose track of us. How many messages are you getting each day through rad

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

o, television, direct mail, newspapers, magazines, billboards and road signs? There is simply too much com

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

etition for us to have TOMA with our prospects and customers unless we send reminders.

Many salespeople m

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

istakenly think they are bugging prospects and customers when they send them email, mail or make the telep

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

one calls to clients. Nothing could be further from the truth. Unless you are getting hate mail from your

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

Following aspects would a

rospects and customers who are asking you to stop sending them letters, emails or sales material, you aren

dd to the challenges in developing combination products:

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

t bugging your customers. Hopefully, you are maintaining TOMA.

Develop a Simple Follow-up System

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

r> Remember, 90 percent of your prospects aren’t ready to purchase when you are ready to sell. If you don

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

t keep in touch with prospects, they will forget you exist. Contact management systems are great sales too

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

s, designed to keep track of prospects and customers. Many of these software programs are capable of a sim

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

Professional from academic institutions, pharmaceutical industries, health care indust

ly follow-up procedure. If you initiate a follow-up program, you will be amazed how many sales you can rea

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

p from this simple concept. If you automate this process, you will dramatically increase sales.

Don’t thi

.

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

k of reminders as bugging your customers, think of them as contact management. If you don’t maintain TOMA,

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

Companies that provide selfless information through particip

then you leave the door open for your prospect to buy from anyone who is around when they are ready to buy

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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Metal Pens- To Grip Or Not To Grip

Promotional gifts can make your business one that rises from average to stellar in almost no time at all. The generosity of a business is a key factor in driving further business toward you and your company, and gifts that have your company name and logo on them will drive even more people to you as your name becomes imprinted in their minds. Promotional pens are some of the best ways to get the idea out that your company is one that means business.

Call Center Interview Questions And How To Tackle Them

All call centers screen their employees, just as any other job would. If you’re applying for a job at a call center and are nervous about the interview, you might be wondering what kind of questions you’ll be asked. Following are the top 5 call center questions, and the best way to be prepared for them.

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