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The caller sounded quite distressed as he explained,

“I'm an outside sales rep, and my teleprospector q

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

uit. Therefore I have to do my own prospecting, and I hate it. I'm a good outside rep, but I'm freezing

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

Examples of combination products may in

p when I have to call these people.”

“What are you saying to them?”, I inquired.

“I'm ____ with ______

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

_. We are a freight shipper, and I'd like to come out and take some of your time to explain what we do.”

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

Analysis and Recommendation

No wonder he didn't like prospecting. I would have been paranoid, too, wit

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

Combination pro

h the resistance he was experiencing. But it was entirely unnecessary, because the rebuffs were invited.

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

That opening is awful.

To paraphrase, it says, “We're one of the hundreds of companies that are in this

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

business. I want to sit in your office and take your valuable time so I can talk about my company and w

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

y I think we're good.”

Nothing of interest for the prospect. No reason for him to even listen on that c

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

all, much less agree to an appointment! It puts the listener on the defensive, closes his mind to possib

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

lities, and causes him to shift into his “Let's get this guy off the phone”-mode.

I gave him a simple s

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

Following aspects would a

uggestion for an opening:

“I'm ___ with _____. We've worked with a lot of traffic managers in the (fill

dd to the challenges in developing combination products:

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

in his industry)to help them get the best rates and on-time deliveries with no hassles. Depending on wha

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

t you ship, and to where, it might be worth our time to talk. If I've caught you at a good time, please

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

ell me briefly about your less-than-truckload shipping requirements.

He liked it, but mentioned it does

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

n't ask for the appointment right away.

Precisely.

I asked if he ever had situations where he visited

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

Professional from academic institutions, pharmaceutical industries, health care indust

“prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concur

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

red. So why even visit these people? Why not conduct the preliminaries by phone?

If you're using the ph

.

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

ne to prospect, and regardless of whether your next step is to communicate in person or by phone, be cer

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

Companies that provide selfless information through particip

tain you have something of interest in order to get them talking. Your results are much more pleasurable

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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