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Consider the following four questions:

If an internet marketing consul

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

tant told you that sending spam emails is a good way to advertise your business,

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

Examples of combination products may in

ould you do it?

Do you hate wasting your time sorting through dozens of

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

unsolicited email messages?

Do you ever get frustrated when you receive

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

cold calls from telemarketers, especially when they call at inopportune times?

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

Combination pro

If a sales consultant told you that making cold calls is a good telephone

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

rospecting method, would you make cold calls to solicit new business?

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

I would bet that you would answer "no" to each of the first three questions. The

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

last question you may answer with a "yes" or a "no" depending on your attitude to

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

ards sales prospecting methods.

But it is my belief that there is no difference

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

etween cold calling and sending spam emails. Making cold calls is the telephone p

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

Following aspects would a

ospecting equivalent of sending spam emails; both are forms of interruption marke

dd to the challenges in developing combination products:

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

ing. That is, both prospecting methods are used to force your own sales pitches o

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

to unwilling and unsuspecting consumers. Both of these techniques are detested by

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

their respective recipients. Yet, cold calling is still considered an acceptable

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

eans of prospecting by participants in the sales profession and spam emailing is

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

Professional from academic institutions, pharmaceutical industries, health care indust

ot.

Why is this the case? There was a time, maybe twenty years ago, that cold ca

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

ling worked. It was a good way to prospect for new clients. However, it doesn’t w

.

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

rk anymore. But the sales profession has not been able to adapt to new marketing

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

Companies that provide selfless information through particip

ethods; they do what they have always done, whether or not it is still successful

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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