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One of the easiest ways to boost net revenue in direct mail fundraising is to stop sending every appeal to eve

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

ry donor.

In every donor database are donors or members who are either unresponsive or less responsi

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

Examples of combination products may in

ve than others in your file. These donors should receive fewer mailings than your most responsive donors.

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

Reducing the number of letters you drop in the mail immediately lowers your costs, thereby boosting your

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

net revenue.

So how do you decide who to mail? You segment your database. The three most common ways

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

Combination pro

of segmenting donors are Recency, Frequency and Monetary Value (RFM for short).

Your most valuable

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

donors gave recently, give frequently and give much. Your least valuable (and most costly) donors have not giv

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

n recently, give infrequently and give little.

When you segment your database by Recency, Frequency a

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

nd Monetary Value, you quickly discover which segments are most responsive to your appeals and which segments

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

generate the most revenue.

Donors who gave recently, give frequently and give much will respond in la

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

rger numbers to your direct mail appeal letters than those donor segments who gave a long time ago, give infre

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

Following aspects would a

quently and give small donations.

Your results show you the people that you should mail less often. Y

dd to the challenges in developing combination products:

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

ou do not have to mail every appeal and every newsletter to supporters who are unresponsive. Instead, you can

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

drop these folks from you general mailings and perhaps mail them just twice a year.

Send them a rene

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

al mailing or membership renewal mailing during the year, and ask them for another gift at Christmas.

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

Take the money you save and either bank it or spend it on your most-responsive donors. For example, in your n

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

Professional from academic institutions, pharmaceutical industries, health care indust

ext general mailing, affix first-class postage stamps to all envelopes going to donors who give you $500 or mo

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

re each year.

Or spend the money on personalizing the reply device for these donors, asking for an 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

mount that matches their giving history.

Your volunteer Board of Directors may wonder how you can pos

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

Companies that provide selfless information through particip

sibly make more money by mailing fewer appeals to fewer people, but they will be delighted when you do.

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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There seems to be loopholes in the advertising laws in the United States and first let me say I am not an advocate of more rules and regulations on advertising or marketing, there are way too many already. However, I have discovered an interesting cross promotion strategy that resembles unspoken price collusion that we see in marketing all the time.

Some companies' Achilles' heels are their accounts receivables, poor credit control or weak administration of credit policy. These weaknesses can smolder the companies of their vital lifeline - cash flow causing them to asphyxiate.

Have you always wanted to go into business for yourself? If so, it's possible that you've considered whether buying a business franchise is the right choice for you. Starting a business in any field is a significant life and professional decision, and, as with any major decision, it is important to weigh all of the pros and cons before taking the leap into a business franchise opportunity.

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Digg It - Boost Net Income by Mailing Fewer Direct Mail Fundraising Appeal Letters

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