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You never get a second chance to make a good first impression. This fact is even more evident when placing your client in a cold direct sales situation.

When you consider that the avera

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

ge person when placed in new or unfamiliar surroundings will take in up to 70% of his initial information visually, the remaining 30% being divided between the auditory and kinetic sense

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

Examples of combination products may in

, and a first impression will be made in a matter of seconds, you’d better make sure that they like the look of you or your presentations going to be all up hill!

Let’s look at a simple

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

example to demonstrate this fact:

Think back to the last time you were on holiday in a strange country. Remember the first night when you went down to the sea front looking for a nice

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

ar to have a drink in. As you walk along the promenade you’re visually scanning all the bars until one catches your eye correct? When one does catch your eye you’ll cross the road and go

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

Combination pro

in, once inside you visually scan the d?cor and decide in a split second whether or not you like the look of the other customers sitting at the bar and more importantly, the bar staff.

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

Now all that information you’ve just taken in visually. Assuming you like everything you see, your next sense the auditory sense kicks in and you start to analyze the sounds, i.e. do you

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

like the music that’s playing?, does the conversation at the bar sound friendly?, have you been greeted with a big smile and a welcoming opening line from the bar staff?. This is when y

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

ur kinetic sense kicks in and tells you if you feel comfortable or not. If you feel comfortable you order a drink and stay. If you don’t feel comfortable you turn around, walk out and st

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

art the process all over again at the next bar.

That is exactly the same process we use to gather our information when we meet someone for the first time and that is exactly the process

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

your clients will use when they meet you for the first time. If you don’t make a good visual impression and greet your clients in an open and friendly way their kinetic sense will tell t

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

Following aspects would a

em they don’t feel comfortable with you and if they don’t feel comfortable with you they certainly wont trust you enough to buy your product at the end of your presentation no matter how

dd to the challenges in developing combination products:

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

good it is!

So how do you make a good first impression every time?

Here are five tips that might help you:

Make sure your sales material is clean, complete, and presentable and you h

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

ve at least two pens on your person in case one runs out. That way you can concentrate on making a good impression without worrying about your sales material.

Go to the toilet. Nothing

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

saps your concentration like a full bladder! Besides once you are with your clients you don’t want to leave them again till the deal is done.

While you’re in the toilet check yourself i

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

the mirror and make sure you are clean and presentable. If you smoke, clean your teeth and wash your hands. Nothing is more off putting to a non-smoker or even worse an ex-smoker than s

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

Professional from academic institutions, pharmaceutical industries, health care indust

haking hands with someone who stinks of stale tobacco.

Now spend at least five minutes on your own away from any other reps filling your mind with positive thoughts. If you’re giving of

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

loads of positive vibrations when you meet your clients they will also feel positive about you and are far more likely to feel comfortable during your sales presentation.

Lastly put yo

.

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

urself in their shoes. Try to imagine how you would feel meeting yourself for the first time? What impression would you make on yourself? Is there anything you would change? And remember

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

Companies that provide selfless information through particip

always Treat your clients exactly the way you would like to be treated whether they buy or not. The person they talk to after their presentation with you, might be your clients tomorrow

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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All business activity begins with thought. This thought is applied to providing a product that satisfies a customer's needs. Successful business people build their reputations and develop their own character based in understanding this cycle of thought, doing and developing.

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