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Maybe you have relied on things like Customer Dinners or Customer Appreciation Days etc... These are events that bring groups to you, with ref

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

errals in hand. Think of the beauty of having a referral come to a function, of seeing a whole bunch of happy campers. The "safety in numbers"

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

Examples of combination products may in

syndrome will alleviate all of the skepticism they may have brought with them, I assure you. People will correctly assume that if all these o

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

thers like you, then you must be legit.

Get the objections out of the way, right away. There is a very common, but erroneous, assumption in ma

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

keting that you should never bring up anything that's negative. That you must always be "perfect." Well, I got some bad news for you. You are

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

Combination pro

't, and your prospects know it.

Therefore, one of the best things to do in any marketing piece is to admit your faults and explain why they wi

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

ll not be a problem. For example: The "professional" thing to say about an independent, smaller company is usually, "We offer the highest lev

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

l professional service, in a personal way. "

Instead, how about admitting that being small has some draw backs, but that the benefits outweigh

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

the weaknesses? Like, "Yes, we are small, and we might not have the resources of a huge company, but we can look at the very small tasks, whi

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

le taking care of you in a personal way that no big company could ever do."

See the difference? By admitting to your fault, you make prospect

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

feel that you are legitimate, and not full of typical hot air. Do you think this type of admission will help reduce skepticism? I don't thin

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

Following aspects would a

it does; I know it does!

The same idea applies to telling people you won't be trying to sell them anything at the first meeting, and then k

dd to the challenges in developing combination products:

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

eeping your promise. If they still have doubts when they come in, if you do the psychological interview the right way, you will have wiped any

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

skepticism right off the brain.

Remember, in order to keep skepticism out of the way, you cannot start selling at the first meeting. You canno

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

! I still hear from some of you how prospects say, "I just want to buy for the lowest price, so whad'ya gonna do for me?" And, of course, a s

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

alesperson cannot stop and say, "Let's talk about your overall situation first, before we discuss any specific ideas."

No, the salesperson or

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

Professional from academic institutions, pharmaceutical industries, health care indust

business owner starts selling, like everyone else, and blows the whole deal. People will just listen to the pitch. And since you haven't done

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

quat to alleviate skepticism that you're nothing more than just another salesperson, the prospects will also do the usual shopping, delaying

.

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

and time wasting. .

Now, on the other hand, if you prove to them you are not a salesperson, they will have revised their mental impression of

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

Companies that provide selfless information through particip

you and put you in the believable category. This is very important, because believability equals trust. And trust equals money. 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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Have you ever been to a town or place when there is a huge sporting event happening, and have you noticed the lack of parking available? Well, what if you lived near one of those sporting events, or in the heart of the business district, even near shopping areas that don’t have enough parking available?

Each time you pick up the phone to execute a collections call, arm yourself with a positive attitude. The energy you portray in your voice will unconditionally dictate the results you receive. Keep a smile on your face, although the person you're speaking with may not be able to see it, they will inevitably hear it in the tone of your voice.

Factoring is not always about cash flow problems, for many its about growth with a reliable foundation. Factoring has allowed thousands of small businesses to bid on and wind contracts worth millions of dollar in the Government and Corporate sector.

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