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You probably know that a prospect needs to see your business name an average of seven or eight times before they trust you enough to buy. When you consider the high cost

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

of advertising and the lifetime value of a customer, it makes sense to try to recapture your inactive customers (people who have not purchased from you in the last six mon

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

Examples of combination products may in

hs to two years).

Postcards can be an inexpensive means of accomplishing this goal. However, to make your campaign effective, you need the following: (1) a good list, (2

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

) strong offers,(3)an eye-catching creative, (4) repeated mailings, and (5) measurable results (in that order).

Begin with your list. Take at look at each inactiv

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

customer. Do they live far away and come to your store once or did they buy from you many times? How much have they spent with you? How long has it been since you hav

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

Combination pro

e seen them? This can sometimes give you a better idea of who these customers are.

Now, you need to find out why they stopped doing business with you. Was it a problem

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

ith your product? Service? Price? What would it take to get them back in the door? Telephone surveys are probably the best way to obtain this knowledge. Since most cust

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

omers don't complain (they just leave), negative customer feedback is a gift. If you truly believe that and it comes across to your customers, you can probably conduct th

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

se calls yourself. However, to ensure the most honest answers from your customers, it's best to use a third party.

Once your list is cleaned up (you know who to remove a

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

nd have gotten some useful feedback on what would motivate the rest), you're ready to create your offers. Remember, inactive customers are very hard to motivate and will

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

ot respond as often as your loyal customers. With that in mind, make your coupon or offer aggressive. Spending a little money here is a wise investment: many will not r

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

Following aspects would a

spond and those that do have the potential to become regular customers in the future. Don't waste your money on the postcards if you're only going to offer a 10% discount.

dd to the challenges in developing combination products:

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

If possible, pick a coupon that will appeal to a lot of people and gets them back a couple of times. For example, a car dealer may offer: buy one oil change, get the ne

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

t one free. A free service, a substantial discount (like 20% off), or an added value to a purchase work well. Relating the discount to your product or service gets you t

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

he more bang for your buck than a gift certificate to another store.

To keep your piece from going in the trash, make sure it's eye-catching. Bright colors, bold the off

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

r or use large size font, use an unusual picture, an odd shape, or a clever statement to get attention. Make sure both sides of the postcard are compelling.

Plan to mai

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

Professional from academic institutions, pharmaceutical industries, health care indust

l once a month for at least three months in a row. If Christmas time is where you make your money, schedule an October, November, and December campaign. People need enou

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

h time to respond. You may even want to increase the discount you're offering for non-responders.

Finally, make sure your results can be measured. A discount code for y

.

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

our website, a coupon that must be brought in to be redeemed, or asking customers what prompted their purchase when they come in are examples. You may even want to split

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

Companies that provide selfless information through particip

our mailing into two groups and test different wording or incentives. Tracking the results, will help determine what works and where you should spend your money next time

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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A major part of keeping profitable and growing your business is maintaining a focus on business development. Even when you've got the right mix of work, clients and employees you should be looking for new opportunities.

In the insurance industry, one of the most important jobs is in compliance. Insurance agents have to ensure that their customers have the right insurance for their needs, as well as making sure that the terms of the insurance companies are met.

No one cares about you or your business. I know that may seem shocking for many of you, but it is none the less true. People only care about themselves. They care about the results they gain from engaging your services or using your products.

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