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The List. All of us have them, whether it’s the Chamber directory or the membership list of the association we belong to. What

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

can we do with these lists that will give us a return on our investment of time and money?

You’d think with all the work I do

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

Examples of combination products may in

in helping my clients to network and gain effective referrals that the answer to this question would have been a “no-brainer.”

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

’m going to use the excuse that I was too much in the middle of the forest to see the trees! Or better said, the expanse of the

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

list turned my brain to mush. Each month the local Chamber publishes their new members on the back page of their monthly newsl

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

Combination pro

tter. Each month I would tear off the back page and save it. My plan was to, “do something” with this resource. For the long

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

est time, the best idea I could develop was to send some promotional material to these people. As soon as that idea would pop 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

nto my head, I realized what I do with the materials that others blindly send me. Since I didn’t want to waste my marketing dol

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

ars, I rejected the idea.

Realizing that personal introductions work so much better than a cold call, I finally became aware of

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

how to use the lists to my advantage. Instead of me trying to initiate conversation with these prospects, I asked my business

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

riends if they would be willing to review the list to see who they knew that they would be willing to introduce to me. These fr

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

Following aspects would a

iends are people that I’m willing to also help in return, people with whom I’ve already developed a relationship. I now have se

dd to the challenges in developing combination products:

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

veral of these friends working on promoting me to nine prospects from the list.

With the enlightenment or the clearing of the f

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

g, I also realized another way to use the list. Many directories give the type of business of the company listed. I went back

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

and circled all those within my target market. These can be used for specific referral requests at my weekly referral group mee

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

ing. From three months of new chamber members, there are five companies connected to my target market. That gives me five week

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

Professional from academic institutions, pharmaceutical industries, health care indust

s of referral requests. Not a bad way to make profitable use of the list. I can report that in the first week’s attempt, alrea

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

dy a member knows and is willing to introduce me to the company I requested.

Blindly sending a marketing piece to a list of pro

.

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

pects will take my time and money. For me it doesn’t deliver the level of return that I need. Personal introductions and promo

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

Companies that provide selfless information through particip

tion are the only way I want to do business. The chamber list of new members is now a tool I can use to make that happen for me

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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