Cases - Business

Has your slow season turned into a lazy season?

Many times, it’s just an excuse for salespeople who lack the creativity and determination to make sales. Their sales a

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

re slow because they allow them to be. They would rather take a nap and let the time slip by.

Well, YOU should stay awake! The slow season is the BEST time to get in

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

Examples of combination products may in

front of your customers! Think about it: While the rest of your industry is resting, you can take advantage of the opportunity to stand out among your competition and

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

attract customers.

The best way to do this is to have clear objectives. Focusing on just a few aspects of your sales approach could help you turn your slow season in

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

o a successful one.

Get Your Customer’s Attention

Everything you do leaves an impression on your customers and tells them something about your business. So if you re

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

Combination pro

ally want to stand out among your competitors, you must do something different.

Take the time during your slow season to go through everything that comes in contact wi

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

th your customers and make whatever it is absolutely memorable. Think of unique ways to answer the phone, leave a voicemail message, send a fax, or present a proposal.

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

Be unique, have some fun, and make a memorable impression!

Show Your Customer Your Value

Don’t drive your customers away by raving about how great your company is o

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

showing off your detailed product knowledge. Customers don’t want to hear this stuff during ANY season. However, they will ALWAYS have time to listen if your words a

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

re valuable to them.

Make a list of ten things that you can provide for your customers and prospects that they would find highly valuable. How can you help make their

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

business more profitable? How about giving them a new customer? You should aim to give them things that are low-cost, but high-value.

Focusing on value will give

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

Following aspects would a

you something important to say, which will keep you in front of those who matter most. Those who are in a position to say “yes” to you will want to come to you for ans

dd to the challenges in developing combination products:

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

ers, solutions and sales! Change Your Customer’s Perspective

There are times in the year when the need for your products is obvious, but sometimes (like in your slow

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

season) it’s not. If customers don’t see a need for your product, they won’t buy it! This is where your creativity becomes a must.

Shift your sales focus to less obv

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

ious applications of your product and help the customer envision the many benefits of having it in their lives. Your fresh ideas will create some excitement and be sur

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

e to capture their attention!

Make Time for Self-Improvement

A great way to make the most of the slow season is to invest some time in learning something new. Shut o

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

Professional from academic institutions, pharmaceutical industries, health care indust

f the television and pick up a sales book! It wouldn’t kill you to spend a few nights a week preparing to be the best. We often spend so much time trying to make quot

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

as that we leave no time for self-improvement.

Bottom line: If you want to improve your sales approach, you must make the time to improve yourself.

Your time, like yo

.

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

ur money, can either be invested or spent. How are YOU using your time during the slow season? Maximize your time and sales by having clear goals and focusing on what

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

Companies that provide selfless information through particip

is most important. Do everything you can to set yourself apart from the competition and attract customers. Invest your time wisely, and your checkbook will thank you

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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The global trade and world economy will possibly increase, according to the International Monetary Fund (IMF). This statement was in contrast to the report that the group disseminated stating that the global trade will suffer a major downside in the up and coming years. The said increase was .25 percent higher compared to the initial IMF prediction last April.

Does your company need to retain the services of a competent computer consulting firm, but you have no idea how to really evaluate “competence”? In the first part of this two-part series on Computer Consulting 101 hiring tips, we looked at why small businesses find it so difficult to hire good computer consulting companies, as well as four basic questions that you must be addressed when searching for a new computer consulting vendor. Now in this second and final installment of this two part series on Computer Consulting 101 hiring tips, we’ll look at how you can evaluate the true, often-confusing expenses of using a computer consulting company, as well as how to more thoroughly review the computer consulting company’s professional credentials and experience.

In their unpredictability and uncertainty of outcome, negotiations are very much like a sport's game. Learn 8 essential rules of the game in this article.

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