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Prospecting for future customers can be fun if you approach it the right way. It is not a wild goose chase; it is a wild goose HUNT.

Cold prospecting requires you to sta

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

rt from nothing and end up with the name and contact information of the person who can say “yes” to you. If you are in a situation where you have to use cold prospectin

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

Examples of combination products may in

as a way to generate sales, you should go in fully prepared. Your goose hunting gear includes both research and creativity.

In order to sell your product to a busines

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

s, you must first find out who the real decision maker is. This is the fun part.

You should start your research on the internet. It is amazing how much you can find o

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 about a person or a company with Google. Typically, if the business is public, you will find all the information that you need to know on their annual reports. If th

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

Combination pro

company is not a public one, or you simply are not having much luck with their financial statements, then you should look for company press releases. As a matter of fa

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

ct, before you start all of this digging, try their homepage. Between all of these different methods you will come up with a name and some form of contact information

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

Contact information does not need to include their direct phone line (good luck getting that). There are four acceptable means of contacting your future customers – e

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

ail, snail mail, fax, and telephone. Gather as much information as you can.

In order to gather enough information you will also need to be creative. This part is more

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

fun than the first part. There are no bounds when trying to engage your future customer and trying to reach the coveted next step – the appointment. Don’t shy away be

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

ause you feel that your methods might be ‘unprofessional.’ Salespeople worry too much about professionalism.

Instead, you should try and have fun. By having fun and b

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

Following aspects would a

ing creative you will not only enjoy yourself, you will get your future customer to smile. Now that is something that your competition was certainly NOT able to do.

dd to the challenges in developing combination products:

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

The best way to get your creative juices flowing is to write down what your objective is. Your objective could be to get the email address of the decision maker. With

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

hat in mind, think about all the different ways to get an email address. Start by calling and asking for it. If it sounds too simple, then you obviously have not tried

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

it before.

No luck calling, then stop in. If you expertly prepare for a cold call visit, you’ll be able to have a hand delivered note to the decision maker accompanyin

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

g your information. You do not just want to leave you information; you want to get to know the gatekeeper on a first name basis, and ask him/her for the decision maker’

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

Professional from academic institutions, pharmaceutical industries, health care indust

business card. This will go smoothly due to the fact that you are already walking in the door with their name. (You should also try and see the decision maker right t

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

en on the spot.)

Now you have their business card and you are on a first name basis with the gatekeeper. You are now prepared to expertly engage the decision maker a

.

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

nd move on to the next step – getting the appointment.

When you are prospecting you need to have the guts to try something new. What do you have to lose? You didn’t eve

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

Companies that provide selfless information through particip

know their name before. Have some fun and be creative. If you sound like a salesperson, then you are doing something wrong and chances are you aren’t having any fun

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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Does your physical environment present the image of a successful business or does it look like you're trying to save money? Do your marketing materials present an image that resonates with your target or do your brochures look like you printed them at home? Does this stuff matter?

A medical career is often the most admired career of the world. A medical career is humanitarian, noble and is undoubtedly holds a very bright future for those who are after it. In terms of money, this field is one of the most promising of all.

So you have this great idea and are convinced that you are the right person to make it work. Based on some studies, only 10% of people are made to be an entrepreneur. Are you one of them?

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Cases - Prospecting: Not A Wild Goose Chase... It's A HUNT

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