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It might seem funny for me as a wholesaler to give you tips on negotiating.

After all you mi

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

ght end up calling my wholesale business one day and using these negotiating tips on me!

But

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

Examples of combination products may in

that concern aside, I do believe that the more knowledge there is in the wholesale business,

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

the more all its participants will gain.

Before I offer you my negotiating tips I want you t

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

understand my position as a wholesaler.

I buy products in large quantities. Quantities can

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

Combination pro

range from a thousand units to an entire container load. Since I work on small profit margins

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

I need to move volume in order to make money.

Given that I have a large overhead in terms of

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

rent for a 7,200 sq warehouse and daily advertising, I need to move allot of volume to stay

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

n business.

If you haven’t already got an idea of what my negotiating tips are, then you nee

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

d to reread what I just wrote above.

Since most serious wholesalers operate the same way the

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

tips I will give you now are universal.

Tip #1

Since wholesalers buy in large volume they w

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

Following aspects would a

ant to sell in large volume. You can obtain lower prices by offering to buy a larger volume o

dd to the challenges in developing combination products:

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

merchandise. Even though I have no minimum order requirements, I am happy to offer further d

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

iscounts for a decent sized order.

Tip #2

Wholesalers want to have long term customers. It’

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

allot easier to serve a steady customer than it is to look for new customers. Show wholesale

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

rs that you can buy regularly and ask for a discount in exchange for your steady business.

T

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

Professional from academic institutions, pharmaceutical industries, health care indust

p #3

Ask for slow moving merchandise. Every wholesaler has merchandise that for one reason o

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

r another isn’t moving. Maybe the style is out of fashion or the colors are kind of funny.

.

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

ou just might have the right customers for that slow moving merchandise. Offer to buy it at a

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

Companies that provide selfless information through particip

reduced price.

I hope you enjoyed these negotiating tips. Try them out and see what happens

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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