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I want to share this staggering statistic. 1 in 12 people in the US is a shoplifter and a shoplifter will commit an average of 50 thefts before being caught. What is worse for retailers is that this represents clos

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

e a 5 Billion dollar loss to shrink.

I think store shrinkage is that "dirty little secret" that no one wants to talk about but everyone knows it is happening. Most people feel that it is only the customer who is st

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

Examples of combination products may in

aling. Unfortunately the latest statistics showed that dishonest employees stole as much as six times the dollar amount that shoplifters do.

In order to "shrink the shrink numbers", I believe that organizations nee

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

to take ownership of the problem and train their employees to be more engaged at work. Statistics have also shown that if an employee has a conversation with a customer, that customer will be less likely to steal f

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

rom that store. It seems to me that one of the key ingredients to any good training program should be that of making a connection with the customer.

Here are 3 ways to connect and keep the attention of your custome

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

Combination pro

.

1. Aware: Employees are expected and encouraged to multi-task. I always have said that any good employee has to be a magician, an actor, a diplomat and a teacher! Those terms are even more important as schedul

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

ng becomes a challenge for retailers. No matter how busy an employee becomes, it is very important that they are always aware of who is in the store and where they are at any given time. If it is a large store with

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

a number of departments, then each employee should be aware of who is in their area of responsibility.

To be aware is to be actively engaged. What do I mean by that? I mean that personal technology devices are no

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

allowed. As the employee is working they are making eye contact with customers in there area of influence. If they are text messaging or taking personal phone calls or chatting with other employees, they are not ac

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

ively engaged in their job. Employees should be taught to notice bags that are brought into the store, heavy coats being worn when the weather is hot, overly large handbags and anything else that just looks suspicio

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

s. Offering to hold something at the register is a good way to help a customer who needs a hand but it can also make a "would be shoplifter" think twice.

2. Eye Contact: When teaching employees how to greet a cust

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

Following aspects would a

omer, never overlook the power of eye contact. I always tell employees to look at them long enough to recognize their eye color. You may think that is strange, but by doing that you have made a connection and a rec

dd to the challenges in developing combination products:

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

gnizable impression of their face. I still believe in the use of name tags worn on the right hand side of the shirt so that there is a connection made between the eyes and the name and back again. For the customer,

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

this is the best way for them to recognize the employee as the expert who can help them. For the shoplifter, it is a way to make them uncomfortable, which is what the goal should be.

3. Know Store Policies: Ongoin

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

g training programs that focus on store policies and updates or changes are very important. Each company has a list of policies, many of which are hard and fast rules that only a manager can override. Policies that

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

refer to holds, returns, cash refunds and exchanges are important for employees to know. Not only is it important to know the policies but it is even more important for the employees to know their own merchandise.

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

Professional from academic institutions, pharmaceutical industries, health care indust

requently customers will try to return merchandise to a store other than where the merchandise was supposedly purchased from.

New, inexperienced employees can become flustered and choose making the customer happy ov

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

er following the store rules. I know what you may be thinking…you were that person who actually had a legitimate return and the employee made the process painful at best! Yes, it situations like that happen everyda

.

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

. The job of the employee is to use their "inner radar system" to decide if the return or complaint is legitimate or if the customer is looking for a way to "steal" from the store.

Being aware, making eye contact a

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

Companies that provide selfless information through particip

d having a strong working knowledge store operations should be an on-going requirement for any store employee. When any of those three is missing, companies open the door for potential thieves to steal their profits

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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