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Digg It - Avoid Booth Staff Duds: Thirteen Essential Questions You Have To Ask
Booth staff selection is the single most important factor in your exhibiting success. More than graphics, signage, literature, giveaways, or any other variable, it is the people you put on the show floor that influence visitor’s opinion of your organization. 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
are your ambassadors, representing your company for the whole world to see. It is impossible to stress enough how crucial your team is to your overall success.
To ensure a top notch performance, begin preparing your booth team four to six months prior to the eve
To ensure a top notch performance, begin preparing your booth team four to six months prior to the eve
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
t. You will need the answers to the following questions:
1. How many people are needed to staff the booth?
A number of variables need to be considered. How big is your exhibit? How long is the show? Will you need employees to give product demonstrations, work
1. How many people are needed to staff the booth?
A number of variables need to be considered. How big is your exhibit? How long is the show? Will you need employees to give product demonstrations, work
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
the hospitality suite, teach seminars, or supervise contests? Ensure you have enough staffing to have your booth manned at all times, while giving your team a break every four to six hours. No one can be ‘on’ for twelve hours at a time.
2. Who are the best peopl
2. Who are the best peopl
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
to represent the organization?
Working a trade show requires a unique mix of skills. You want employees with excellent product knowledge, superlative people skills, killer sales instincts, and a warm, engaging personality. These people should be motivated self-
Working a trade show requires a unique mix of skills. You want employees with excellent product knowledge, superlative people skills, killer sales instincts, and a warm, engaging personality. These people should be motivated self-
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
tarters, able to think on their feet and work with little or no direction.
3. Has staff training been organized?
To ensure success, prepare your team with all the skills and tools they need. Training should cover assessing visitor types, asking qualifying quest
3. Has staff training been organized?
To ensure success, prepare your team with all the skills and tools they need. Training should cover assessing visitor types, asking qualifying quest
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
ons, handling difficult attendees, lead generation and follow up, and many other factors.
4. Has a pre-show meeting been scheduled?
Pre-show meetings play a critical role in ensuring that your team understands their goals and objectives, expected roles and dutie
4. Has a pre-show meeting been scheduled?
Pre-show meetings play a critical role in ensuring that your team understands their goals and objectives, expected roles and dutie
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
, and is adequately supplied with background knowledge to handle any unexpected surprises. Use this time to clarify any areas of confusion and to address any staff concerns.
5. Is the booth team familiar with the products or services being displayed?
To effectiv
5. Is the booth team familiar with the products or services being displayed?
To effectiv
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ly sell products, you need to have thorough, complete product knowledge. Too many times, organizations send out rookie employees who only possess rudimentary knowledge. This is frustrating for attendees, who won’t come back to find another employee who might have
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
an answer – they’ll go to the competition instead.
6. Has a practice demonstation session been organized?
Never assume that your employees know how to use the products that they sell. It is entirely possible that they are not completely familiar with every featu
6. Has a practice demonstation session been organized?
Never assume that your employees know how to use the products that they sell. It is entirely possible that they are not completely familiar with every featu
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
e, especially if you are introducing a new product. Take the time to thoroughly train your team, and have them practice demonstrating the product to familiarize themselves with the show floor routine.
7. Will a technical representative be available to answer ques
7. Will a technical representative be available to answer ques
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
tions?
Depending on your product/service line, it may be entirely appropriate to send a technical representative to handle specific product questions. Train this person in the basics of salesmanship, but keep their duties largely relegated to providing technical
Depending on your product/service line, it may be entirely appropriate to send a technical representative to handle specific product questions. Train this person in the basics of salesmanship, but keep their duties largely relegated to providing technical
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
nswers. Make sure they are aware of the possibility of trade show espionage, to prevent them from sharing too much information.
8. Has a dress code been established?
Well before you arrive at the event, a dress code should be established. Uniforms may be appro
8. Has a dress code been established?
Well before you arrive at the event, a dress code should be established. Uniforms may be appro
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
riate for your company, but if they are not, clearly specify what you want your team to be wearing. “Casual business” gives far too much leeway. Instead, spell out “Black trousers or skirt, white shirt, black blazer, red tie,” or the equivalent.
9. Have badges
9. Have badges
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
een ordered for all booth personnel?
Everyone on your team needs a badge to enter the show floor, access hospitality areas, and move freely about. Order these badges well ahead of time, so that any errors or omissions can be remedied in a timely fashion.
10. Do
Everyone on your team needs a badge to enter the show floor, access hospitality areas, and move freely about. Order these badges well ahead of time, so that any errors or omissions can be remedied in a timely fashion.
10. Do
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
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
ooth personnel have sufficient business cards?
It is amazing how many business cards you can hand out during the course of one trade show. Make sure your team is adequately prepared.
11. Has a booth schedule been planned?
A complete schedule will cover every mo
It is amazing how many business cards you can hand out during the course of one trade show. Make sure your team is adequately prepared.
11. Has a booth schedule been planned?
A complete schedule will cover every mo
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
ent from show arrival to departure. Include who will be staffing the booth, break times, technical support and assorted responsibilities. It may be a good idea to include ‘check in’ time into the schedule, so sales people acting as booth staff can check messages
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ack at the home office and make needed phone calls. This will alleviate a great deal of staff anxiety.
12. Who will oversee booth installation and dismantling?
Often overlooked, these two items can quickly become logistic nightmares if no one is prepared to addr
12. Who will oversee booth installation and dismantling?
Often overlooked, these two items can quickly become logistic nightmares if no one is prepared to addr
.
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 there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
ss them. Delegate two people to this detail. Many show organizers provide this service for a fee, but you may still want to have staff members on hand supervising.
13. Does that person understand the move-out procedure?
Someone has to arrange for moving the ex
13. Does that person understand the move-out procedure?
Someone has to arrange for moving the ex
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
ibit out of the convention center, ensuring it is properly packed, and coordinate shipping the whole thing back to the home office. Again, a team should be clearly delegated this responsibility, and provided with all the tools and resources they’ll need to succeed
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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