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If you are an business owner or a sales manager who is responsible for the success of your s

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

ales team, you know that it is necessary to constantly evaluate the team's performance. Your

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

Examples of combination products may in

ongoing business success is determined by continuous training so that the team has the best

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

ools and strategies available. When you evaluate your team's statistics, it's also a good id

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

ea to apply this simple ten question test to measure whether your team is u

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

Combination pro

dertrained and perhaps requires a little extra help. Every day you do your best, but is it e

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

ough?

1. Do members of your sales staff often lose more sales opportunities than they close

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

?

2. Do you have a high turnover of your sales staff? (significant changes in under 2 years

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

3. Is your repeat business lower than you would like it to be?

4- Could your customer sat

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

sfaction levels be higher?

5. Are your salespeople giving away profit margin too easily whe

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

trying to close a sale?

6. Do you wish your salespeople prospected and followed up more?

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

Following aspects would a

7. Do you wish your salespeople were more self reliant and required less supervision?

8. Ha

dd to the challenges in developing combination products:

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

e you noticed that many former selling techniques no longer work?

9. Do you notice high str

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

ss or even anger displayed by customers or salespeople?

10. Do you feel customers 'trust' y

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

our business less now than they did in the past?

Answering yes to even one of those questio

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

s suggests that some extra expertise might be required, but a significant number of yes answ

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

Professional from academic institutions, pharmaceutical industries, health care indust

rs might indicate a potential serious condition that is costing vital profit margins and pre

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

cious customers. If there is an area in your sales team's performance that needs extra tools

.

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

to get the job done for you, it's significantly more affordable to obtain those tools throug

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

Companies that provide selfless information through particip

additional training and professional development rather than replacing members of your team

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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