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Cold calling is not an enjoyable task. Most people dislike having to call up new prospects because you never know ho

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

w the person on the other end will react. Rejection is a hard thing to take. There are ways to make your cold callin

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

Examples of combination products may in

g tasks easier and a little more effective.

Research and Target Your Prospects
You’ll want to know wh

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

ich businesses can use your service or product. Once you have a list of target prospects, do your homework and resea

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

rch each business. You don’t want to go into your call not knowing anything about the company. The more you know, th

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

Combination pro

e easier it will be to ask questions and make conversation. You want to differentiate yourself from the usual telema

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

rketers that they get bombarded with on a daily basis.

Choose a Good Time to Call
Not only do you wan

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

to be in a good mood before you make your calls but you want to call at a time during the day where your prospects

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

are available. If they don’t begin their business until after 10 a.m., there is no point calling earlier. Don’t call

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

too late in the evening either, as most people are ready to leave work and enjoy their family or free time. I also

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

feel that Monday calls are worse than say a Friday call. Friday means the weekend is near and people tend to be in a

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

Following aspects would a

better mood.

Have a Script Handy
Having what you want to say written down on paper as a guide will h

dd to the challenges in developing combination products:

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

elp. You don’t want to read your script verbatim, but rather have it available to keep the flow of the conversation

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

going in the right direction. Practice over and over how you will make your pitch and practice on a friend so that t

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

ey can throw rebuttals at you. The better you get at handling rebuttals, the better prepared you will be for any que

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

stion a prospect throws your way.

Be Nice to the Receptionists
They are the gatekeepers and being rud

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

Professional from academic institutions, pharmaceutical industries, health care indust

e to them will get you no where fast. It’s a good idea to learn their names and be very cordial. The nicer you are t

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

o them, the better your chances of speaking to the ones who make the buying decisions.

Cold calling is never easy,

.

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

that is unless you have the gift of gab and feel comfortable talking to anyone. Just remember to believe in your ser

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

Companies that provide selfless information through particip

vice or product and that you are providing something that can help. The more you practice the better you will become

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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