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1) Have beginner's mind. Attend and observe a travel trade show, seek out information and expert advice befor

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 you exhibit. Take workshops and read all you can on travel trade show marketing.

2) Pre-show mailings and phon

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

Examples of combination products may in

invitations to customers and prospects will increase booth attendance. Multiple personalized letters and post

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

ards promoting special offers redeemable only at your booth works great. Start one - three months before show.

3

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

Show management is an asset and can provide you lots of extra profitable exposure. Work with them on providing

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

Combination pro

alue to attendees through your travel presentations, workshops, sport simulator and fascinating attractions. If yo

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

u earn pre-show publicity via their public relations/media firm, you could triple or more your booth traffic, often

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 no charge.

4) Invest in quality. Use an exhibit with easy-to-read graphics, ‘key word” descriptive and bold

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

“benefit-oriented headline graphics. Prospect should quickly understand what types of activities you offer, wh

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

re you go and level of difficulty; all in less then 5 - 10 seconds or your prospects are gone.

5) Establish team

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

created objectives. Incorporate your most friendly, motivated, and knowledgeable staff. Role-play and practiced

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

Following aspects would a

boothmanship before show.

6) Arrive before show. Meet with media; establish sales representation and netwo

dd to the challenges in developing combination products:

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

k with fellow travel professionals. When the show starts you'll be better prepared and rested then most.

7) Smil

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

. Don't pounce on prospects. Establish rapport before qualifying prospects. Ask open-ended questions, "What do y

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

u think about foreign travel and river rafting?"

8) Use brochures (better yet a cheap flyer) as a disengagement

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

tool. Use "no's or not interested" as an opportunity to move on to another prospects who's interested in your t

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

Professional from academic institutions, pharmaceutical industries, health care indust

ype of trip or destination.

9) Take care of yourself. Schedule your staff so that everyone is well rested. D

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

ink plenty of water. Eat well-balanced meals. Avoid alcohol at all times during show. Wear comfortable shoes. Stretc

.

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

your muscles while checking out other exhibits. Use breath mints.

10) Follow-up. Contact key prospects imme

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

Companies that provide selfless information through particip

iately after show with letters, calls and brochures. Continued mailings and contacts increase chances of sales 65%

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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