Digg It - Business

Most if not all sales processes consists of three steps. The first one is a very simple one. It is such a

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

basic step that many tend to forget to use it. Even in a normal communication process this activity is a

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

Examples of combination products may in

so required, but often source of confusion when the complete step has been skipped or ignored. But whethe

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

it is the internal sales process, communicating the goals and activities to pursue or the external sales

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

process, it starts with information.

How often do you come across a situation that you have not been inf

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

Combination pro

rmed your self by your manager? Or, as a manager have you ever forgotten to inform your team members abou

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

an important issue that will have consequences later on?

The first step in sales is about informing the

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

other party, the other side or person on the line. Sales is not only about selling a product, but many ti

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

es about gaining commitment. And the first step in doing so is informing someone.

The straightfor

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

ard sales process also starts with this activity. And much of this sales process is executed by none-spec

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

alized sales agents. Instead, marketing departments take most of this responsibility. And the reason is s

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

Following aspects would a

imple, if you are able to inform more people (about a new feature) the conversion to a next step will inc

dd to the challenges in developing combination products:

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

ease automatically.

Think about the tv-campaigns, the billboards down the roads or the banners on the ne

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

. It is all about showing that you (your business) is there, waiting for the unknown prospect to approach

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

Telemarketing too, is often initiated after prospects have been previously informed. A normal approach 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

that they receive some kind of information, a leaflet or whatever so that the telesales person can elabo

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

Professional from academic institutions, pharmaceutical industries, health care indust

ate on existing information – have you received our brochure yet? What did you think of it?

There are th

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

ee main steps in the sales process. This first step can have a massive approach, where your organization

.

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

an contact many potential clients. The distance between your (sales) organization and the potential clien

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

Companies that provide selfless information through particip

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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