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In today's fast-paced business world salespeople must also keep up th

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

e service to their customers. Often salespeople will make their roun

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

Examples of combination products may in

ds and will use their cell phone while driving to make sales calls.

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

In some states it is against the law now to drive while talking on a

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

cell phone. In other states you are allowed hands-free units. But i

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

Combination pro

all states of mind the salesperson must listen to the customer.

It

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

is not easy to listen to the customer and drive a car at the same tim

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

e in heavy traffic in the larger cities in the United States of Ameri

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

ca. But this is what the top salespeople now have to do. They have

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

to set up sales meetings as they drive, make appointments and even cl

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

se deals on the phone. Perhaps they might have to also do cold calls

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

Following aspects would a

and drum up new business.

Most good salespeople can do all these th

dd to the challenges in developing combination products:

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

ings at once and are very good at multitasking. However, remember it

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

is sometimes dangerous when you do not have your full attention on t

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

he road and the last thing you want to do is break your nose on your

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

irbag if you make a mistake.

Meanwhile if you do not concentrate on

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

Professional from academic institutions, pharmaceutical industries, health care indust

your customer and listen to everything they say then you are not fulf

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

illing your responsibilities as a salesperson, a problem solver and a

.

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

company customer service representative. I do not offer solutions,

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

Companies that provide selfless information through particip

I am only stating the facts and I hope you will think on this in 2006

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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Business demands brevity and by structuring your communications around these simple suggestions, you'll get to the point stay and stay on point.

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