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How many times have you been approached to exhibit at trade shows but declined? Exhibiting at trade shows can be a very powerful marketing weapon, but only if you understand who your market is and if these people will be attending

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

the trade show in large numbers.

Knowing your target customer is one of the most important principles in successfully building your business. You must be able to describe your prospective customer in as much detail and passion a

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

Examples of combination products may in

s you can describe your own product or service.

Once you’ve made the decision to be an exhibitor at a trade show, you need to find out who will be attending by getting a list of the registered participants from the organizer of t

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

e event. You can also get a list of former exhibitors and call several of them to get their feedback from past years. Your goal is to identify the highest level of prospects for your product because they are the most likely attend

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

ees.

Once you have a list of the attendees, it’s important to contact as many of them prior to the trade show as you can. You could send them a letter, an e-mail, or a report, or an invitation to a special session you’re planning

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

Combination pro

to hold at the trade show. You could offer to give them a private consultation or demonstration if they come to your exhibit area. You could also invite them to join you for breakfast or lunch. The possibilities are endless.

The

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

next thing you need to do is to find your strongest customer testimonials and have them blown up so you can display them in your trade-show booth. You can also have testimonials constantly playing on a Television or computer monit

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

or in your booth. Remember, the strongest testimonials are the ones that quantify a benefit. For example, instead of a testimonial saying “I highly recommend ABC Accounting.” Your testimonial should say, “Thanks to ABC Accounting

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

e’re paying $10,000 less in taxes this year.”

To get the maximum return from a trade show you need to give your exhibit maximum sales appeal. It’s important that you make clear to every potential customer at the trade show, that

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

you have a product or service that provides a benefit that they need to take advantage of. Use provocative messages that will attract visitors to your booth. For example, if you offer a consulting service that motivates employees,

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

you could put a large banner over your booth in bold letters saying, “Let Us Show You How You Can Raise Productivity by 20%.” You could also put up smaller teaser signs inside or alongside the booth that say, “Ask Us About Reducin

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

Following aspects would a

g Employees Rate of Error.”

The more things you can put in and around your booth to get attention, the more traffic you’ll draw. Your booth should be a center of energy and excitement, instead of looking like a lonely dud. You d

dd to the challenges in developing combination products:

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

on’t want a poorly planned trade-show booth that has a few dead-tired signs, a stack of business cards, and a couple of bored sales reps standing around. These booths attract no one.

Another unique way to make yourself stand out

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

t a trade show is by playing a far more significant role than just being an exhibitor. For example, you could get the promoter of the trade show to give you special support or an endorsement and in return you give him or her a por

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

tion of your sales. Or you could arrange to have the promoter give you a breakfast, luncheon, or a cocktail party. You could also, have the promoter arrange for you to be a key speaker at workshop or seminar. By doing one or two o

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

these things, it elevates you to the status of an endorsed expert.

Always have free items at your booth to give away. But make sure these giveaways are of genuine value for visitors. Instead of the conventional things like ballp

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

Professional from academic institutions, pharmaceutical industries, health care indust

oint pens, and notepads, give them things like a ceramic travel mug or a nice-looking desk clock. Or if you are a financial consultant you could give away a special report on the best investments for the coming year.

Your single

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

most important challenge at a trade show is to get people’s names, addresses, telephone numbers, and e-mail addresses. If you don’t get this vital information, you have wasted your time and money. You must have a mechanism for col

.

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

ecting this information, whether it’s a sign up for a raffle, signing up for your free newsletter, or some other valuable report you will send them.

Exhibiting at a trade show often requires a lot of work and time, but it is well

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

Companies that provide selfless information through particip

worth it. Because if you do it correctly exhibiting at trade shows is one of the best ways to promote your business and acquire new customers.

Copyright© 2005 by Joe Love and JLM & Associates, Inc. All rights reserved worldwide

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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An individual's growth is stunted if he is satisfied with his achievements in life and he is in the club of the people who are self - actualized. As per Abraham Maslow, if an individual is satisfied, he ceases to be a motivator. Success will play hide and seek with such individuals. In the same way, if an Organization is satisfied with its growth, no one can stop it from vanishing from the business map of the world. You may ask, how can we identify such Self - actualized Organizations?

Booklet is a promotion tool used by companies to market their products and services. Booklets is a information documents usually printed in colors, The different types of booklet are pamphlets, leaflets, catalogs, annual reports and guides to name a few. While designing a booklet from a business perspective you have to keep in mind the layout, imposition and its printing. You should be very careful while planning your booklet. The margin in the booklet should have enough room to insert the holes for binding. Choose a two color or four colors for your booklet which will workout cheap on a low budget.

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