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When a potential customer asks what do you sell, do you tell them you sell Trane, Rheem, Lennox, Carrier

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

or any of the other manufacturers equipment?

Do you sell equipment or do you sell your services? If yo

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

Examples of combination products may in

just sell equipment without putting the priority on service, you have a major problem.

Please, stop s

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

elling equipment!

I can hear you screaming, if I can’t sell equipment I will go out of business.

I did

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

’t say you couldn’t install equipment, I just want you to stop selling equipment.

Still don’t understan

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

Combination pro

? Let me explain.

What is the first thing you do when someone calls your office or you are out on a sal

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

es call and someone asks you what kind of equipment you sell, what do you tell them?

99.99% of HVAC con

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

ractors tell them a particular brand (Trane, Rheem, Lennox, Armstrong etc).

Once you do this, the custo

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

mer puts you in the same pile as all the other contractors who sell that particular brand of equipment,

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

ven the lowball seller.

You have set yourself up to be selling on price alone. And when you do, you wil

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

find that almost always the lowest price wins.

Ok! So what should I do?

Instead, you should tell the

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

Following aspects would a

prospect that you sell whatever equipment is right for their home. And the only way you can tell what is

dd to the challenges in developing combination products:

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

right for their home, is to do a survey of their needs by looking at their home, and asking them a few q

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

uestions.

This will immediately separate you from all other contractors the prospect has contacted. Not

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

only that but it also gets you into the home.

This way you can sell what you and your company can do fo

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

them and avoid the lowball price leader.

At one company I use to work for, I got my boss to start sell

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

Professional from academic institutions, pharmaceutical industries, health care indust

ing what we could do for the prospect and not what brand of equipment we sold. By the way we were a Lenn

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

x dealer, which is what we ended up selling to almost all the prospects, but if someone was hung up havi

.

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

ng a Carrier unit we would find someone to buy it from and give the client exactly what they wanted.

On

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

Companies that provide selfless information through particip

e we started doing this we started making an extra $1000.00 to $1500.00 per job and had fewer complaints

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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India is a country of diversities. It is rich in various embroidery techniques and printing techniques. Indian tradition is even rich in paintings and we can see that from the paintings of Ajanta murals and miniature paintings. In ancient times, the art of weaving and dyeing on cotton had been well developed, but it developed on silk later. In the fifth century, floral and geometric designs were popular in India and we can find that from the trade between India and Egypt. India is the first one who introduced the art of dyeing and printing with fast natural colors for the first time. For foreign travelers, indigo dyeing was a mysterious process because when the fabric is dipped in indigo bath, there is no color observed. Only when the fabric gets exposure to open air, the colors develop.

Employee satisfaction has become a very important determinant of a company’s productivity. Employees are demanding more and more from their organization in exchange for their services. Employee turnover is very high in most industries, and retaining good talented employees has become an arduous task for even the best companies across the world today.

As an author and professional speaker, I often meet audience members or readers who point out something so insanely obvious; I wonder how in the heck I missed it.

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