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Up selling your customers is simply providing the next logical solution to your customer's next logical need. It's your job to always create that next logical need and continually sell and sell. There's always one more thing to sell.

One of the ma

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

jor mistakes I find in dealing with small businesses is that they believe once their business has provided their product to the customer, that's the end of the process. There's nothing that can be more wrong with your business.

Every sale needs an

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

Examples of combination products may in

other sale because every need that's satisfied will create still another need sometime in the future. The conclusion that you should draw is that you must create the up sell and continue creating up sells as a never ending logical step in the launc

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

hing of an effective marketing mission.

You might say, I don't have any product or service to sell as an up sell. My answer to that is, develop one.

Even if you don't produce the product or service, someone else does and that someone else gladly w

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

ill pay you for allowing them to get at your client base so they can up sell your customers. There's always something else to sell them.

The practical implications to up selling will most likely result in forming joint venture relationships. Busine

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

Combination pro

sses today operate differently than it ever has.

Another good example can be seen in the mail order flowers. On the average, there's actually 6-10 days from the cutting of a flower before a customer receives it and puts it in a vase in their home,

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

whether as a gift or simply to brighten up their home. The lag time is caused by the traditional distribution system of wholesalers distributors and retailers. A real entrepreneur working literally years on an idea for flower delivery up to 9 day

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

s, created a direct from the grower to the customer via Federal Express. Today that generates $10,000,000 in sales. What was the entrepreneur's product? It was an idea worth $10,000,000.

That business is merely a series of relationships between a

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

catalogue company, Federal Express, and several independent flower growers throughout the United Slates. It's a business of joint ventures. Even though this guy didn't actually have the product or service, he created one.

This leads to find Your Bu

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

siness Within Your Business. A real powerful concept is to challenge yourself, your clients, vendors and employees to constantly search for new businesses within your business.

There are an unlimited number of offshoot businesses you can create. Y

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

u could have an offshoot of consulting to those people that you sell to. You could then communicate and market and also do seminars and workshops.

For car dealers, they would provide extended warranties and insurance to new car owners. For a contra

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

Following aspects would a

ctor, whether it's heating and cooling, pools, pest control or whatever, they can also provide annual service contracts.

An example would also be a pool contractor for instance might use up selling through the offering of an annual service contrac

dd to the challenges in developing combination products:

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

t to clean and service a pool four times a year. This can dramatically improve his bottom line. In fact, this can actually double the value of the customers by added income of 40% to you while they sign an annual contract.

Let's say the service ca

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

ll for a pest control or a pool service call is $100 and there are 100 customers per year. There's a gross of $10,000, which is $100 per customer. The Up sell strategy is an annual contract where you're going to visit four times a year. The cost fo

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

r each visit to the customer is $100, so the total cost at this point is $400 (before giving a discount).

If they buy today, you give them a discount of $150, of which $250 is the cost to the customer. If you close just 40% of these people, your n

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

ew revenue is $10,000. 40% of 100 is 40 people times $250 which is the cost of the annual contract.

So, the new value of these 100 customers is $20,000 $10,000 for the service call ($100 x 100 customers) and another $10,000 for the 40 people who p

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

Professional from academic institutions, pharmaceutical industries, health care indust

aid $250 for the annual contract. The value per customer is now $200. You made $20,000. You still have the same 100 customers. They're now worth $200. That's double the value.

What service can you up sell to your clients? Virtually every business

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

can add a newsletter or an extra month of a diet plan for half the original price. Maybe a consulting service could be provided. The possibilities are endless. Let your creative mind work for your business instead of limiting to just one product or

.

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

service.

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

Companies that provide selfless information through particip

in the article and in the byline. Please send a courtesy link or email where you publish to: support@multiplestreammktg.com

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How to Create an Up selling Advantage for your Business By Abe Cherian Copyright © 200

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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What gives? You have a stunning website with an audio intro and newsletter sign-up, but no one is buying from you. Maybe you’re wasting your time on the wrong target market or maybe you are sending the wrong message to your potential customers/clients.

Have you ever thought of what it means to be an entrepreneur? What vision comes to mind when you imagine yourself as an entrepreneur? Do you see business suits, big houses, and fast cars, or do you see more free time, family vacations, and peace of mind?

A good manager knows how to ask good questions. In fact, knowing how to ask good questions is a key to success. This article will teach you how to analyze any issue and get the answers you need for effective decision making, saving you time and money.

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