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A good marketing plan is critical to business success. Every business must have a good marketing plan and use it as a road map to sell goods or services. If you rely on s

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

ales, repeat sales, and referrals, you can supplement your marketing plan with calculated steps to find customers. These steps help you find and contact people who will be

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

Examples of combination products may in

come the customers that will buy your products or services. Salespeople call this lead generation.

Lead generation is contact list generation. It is a combination of pro

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

specting and marketing. Lead generation requires you to constantly look for contacts, and you must get out of your office and go where your customers are. You must put yo

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

urself in opportunity’s way. Lead generation is not a part-time job. If lead generation is important to building your customer base, you must make it a way of life.

Lead

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

Combination pro

generation requires you to develop a contact database that works for you. The more leads you generate, the more sales you will have. Lead generation requires a systemati

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

c method of contacting the people on your contact list. Every day you must ask yourself: 1) Who will I contact today? 2) Why will I contact that person? and 3) How will I

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

make the contact?

In order to generate leads, contacts, and sales, you must develop a contact database that is functional and easy for you to use. There is good database

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

software available. Your database must include names, addresses, phone numbers, e-mail addresses, and your comments or notes. Lead generation is about building relationsh

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

ips, and you must stay in close communication with the people in your database.

You can create a lead generation blueprint by determining how many leads you must generate

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

in order to create the desired number of customers. Your industry will have a general conversion ratio that determines the number of leads you must generate and the number

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

Following aspects would a

of contacts you must make in order to have a desired number of customers. Generally, you make the calculations over a one year time frame, but you break the calculations

dd to the challenges in developing combination products:

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

down into monthly, weekly, and daily contacts.

You must decide how you will make the contacts, and you need to vary your contact methods regularly. It is estimated that i

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

t takes 5 to 9 contacts to turn someone into your customers. Your results will depend upon whether you stick to the blueprint you created. You will experience emotional f

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

rustration, because these systems take time to produce results. As with many things in life, persistence is the key to your success.

Lead generation is just another part

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

of your marketing plan, and the basic concepts still apply. You must know who your customers are so that you know who to contact and enter into your database. You also mu

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

Professional from academic institutions, pharmaceutical industries, health care indust

st know what is important to your customers. You must know why these people will want to buy from you. You must know your unique selling proposition and be able to artic

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

.

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

2) 663-7007, by fax at (602) 324-7582, by email at joannjoy@Indigo Business Solutions.net, and by mail at 2313 East Ocotillo Rd., Phoenix, AZ 85016. Contact Jo Ann

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

Companies that provide selfless information through particip

for free copies of any of her articles.

Copyright 2006. Indigo Business Solutions is a registered trade name. The future of your business starts here!

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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Digg It - Lead Generation Is a Full-Time Job

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