Cases - Business

What I love about telephone sales and the gurus that dwell in this bizarre micro-culture is the fact that they’

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 almost hermetically sealed off from contemporary life.

Talk about frogs that slowly boil to death, the tele

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

Examples of combination products may in

arketing industry was in denial about the necessity for self-regulation and improvements in its residential cal

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

ing campaigns until the very moment the Do Not Call Registry was created.

And if you track some gurus, you can

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 help but wonder if they’ve opened a new book in the last thirty years.

Example: I just finished reading a ne

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

Combination pro

ly-posted online article in which the writer castigates sports agent Mark McCormack for saying you can’t close

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

ig deals by phone.

The problem with the article isn’t its position on that “issue.”

My book, YOU CAN SELL ANY

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

HING BY TELEPHONE! fully addresses that matter.

Of course big and small deals can be, and should be closed ove

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

the phone.

I can’t believe that the phone guru critiques McCormack as if he were standing in front of him, at

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

this very moment.

McCormack’s ideas are old hat. When he signed Arnold Palmer, getting a few million for a spo

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

ts star was a big deal. Now, in a post Alex Rodriguez era, so-so players pull down 50-70 million dollar deals.

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

Following aspects would a

More important, McCormack is LONG DEAD, having passed on in 2003.

In his article, the solicitation scribe urg

dd to the challenges in developing combination products:

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

s Mr. McCormack to “Get a clue.“ For that to happen, the agent would either have to be reincarnated or be signe

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

-up for a special membership in the Psychic Friends Network.

(Read the BBC’s McCormack obituary here: http://n

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

ws.bbc.co.uk/sport2/hi/front_page/3035005.stm)

Quoting the dead is no sin. Recently, I quoted Aristotle and Pl

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

to in my articles.

But I have the good sense to not chastise them as if they’re still throwing the discus arou

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

Professional from academic institutions, pharmaceutical industries, health care indust

d at the local country club.

There is, of course, another possibility, and that is that the phone guy’s articl

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

was written well before 2003 and he hasn’t updated it.

Maybe he should see what a current agent like Scott Bo

.

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

as says about the power of the phone.

But that would require reading something new or trying to do a phone int

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

Companies that provide selfless information through particip

rview with that luminary.

Nah, let’s just rehash yesterday’s information and see if people will keep buying it

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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