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The first few minutes of an incoming telephone call are critical if you want to turn an inquiry about your company's products or services into a long term customer relationship. Research shows that you only have about seven seconds i

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

n which to take charge of the call and capture the prospective customer or client's attention. If you don’t gain immediate control of the conversation you could lose the chance of developing business for your company. The following

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

Examples of combination products may in

examples show you how key phrases can turn a common, every day price inquiry into a selling situation, that in turn produces a new customer for your company or firm.

The Introduction

Typical opening: Good morning, ABC Company.

T

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

he caller will now ask a question and basically take control of the transaction. It's best to answer the call with a question.

An effective approach: Good morning (smile, it can be heard in your voice). Thank you for calling ABC

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

Company. This is Mary Stevens, how may I help you?

By thanking your prospect you build rapport and make her feel good that she called your company. By identifying yourself, prospects are no longer dealing with an institution, they

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

Combination pro

are now working with a “real person.” Then, by asking a question you are taking control of the conversation. In a transaction of any kind, the person that asks the questions is in control of the process.

The Inquiry:

Customer: Wha

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

t is your price on one grundle of your 301 Widgets in black,?

Typical response: I’ll have to look that up. Just one moment please. . . The price is $ _______ for a minimum order of one grundle.

A better approach: I’d be glad to

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

give you the pricing on Widgets, but may I first ask, are you looking for an overnight delivery on the entire qrundle or are you planning to receive them in incremental shipments?

First you make a statement to transition into other

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

uestions.

Customer: Well, I’m looking to get the best price I can find.

Typical response: Well, our prices are competitive. A grundle in black costs $ ______ if shipped as a whole.

A more effective approach: Where are you purcha

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

sing your Widgets at this time?

Now use additional questions like this one to find out more about the customer and her specific needs. Here are a few samples to review:

• Does your present supplier offer a price break on your shipp

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

ing approach?

• How do you use this style of widget in your production?

• If you felt you could get a competitive price on a grundle of black widgets andpossibly

lower your shipping costs, would you consider purchasing our 301s?

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

Following aspects would a

• Tell me about your specific Widget storage situation at your production facility?

Take some time after finishing this learning guide to write down some questions that you might ask about your products or services. Keep this list o

dd to the challenges in developing combination products:

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

questions where you can use them during future price inquiries. Refer to your list often until the questions are firmly set in your mind and are used on a regular basis.

The Close

Typical close: Well our prices are competitive an

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

d we’d love to do business with you. Best approach: We have several approaches to help you get the best pricing and delivery on Widgets, but I need to take 15, no more than 20 minutes to discuss them with you. Would it be possible

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

for you to come into our plant or we could have a representative meet you at your office so that we could discuss these options further?

Realistically, many of your callers will decline your offer of assistance. Most prospects will

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

just push you for your prices and then hang up. However, from time to time, this approach will strike a chord with a prospect. This caller will sense that you really care about his needs and will be willing to let you set an appointm

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

Professional from academic institutions, pharmaceutical industries, health care indust

nt.

Even though this approach may only attract a few new customers or clients out of the hundreds of people who call for information, over a period of several months, these few will begin to add up to a significant number. And remem

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

ber, these are customers and accounts that may never have been attracted to your company if you had just given the caller your prices.

By putting a time frame of 15 no more than 20 minutes on your meeting with the prospect, your off

.

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

er of help will appeal to more of these callers. People are concerned about time, so by setting a time frame for them, you help to reduce their concerns.

The fear of sounding foolish or being rejected may keep you from doing much mo

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

Companies that provide selfless information through particip

re than giving out prices. But for true professionals, the approach outlined above can help you to establish new accounts (or sales) over a year's time, simply because you took the time to show an interest in the needs of your caller

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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Workflow is the manner of managing office work based on the specific requirement of the individual work item. It thus involves timely and effectual response. Hence this assures analyzing, providing solutions and expediting all transactions.

Performing the function of recruitment i.e., increasing the selection ratio, is not as easy as it seems to be. This is because of the hurdles created by the internal factors and external factors that influence an organization. The first activity of executive recruiting i.e., searching for prospective employees is affected by many factors like organizational policy regarding filling up of certain percentage of vacancies by internal candidates, local candidates, influence of trade unions, government regulations regarding reservations of certain number of vacancies to candidates based on community/region/sex.

What do you do when you have an innovation, which is somewhat unique in the specialty industrial equipment business, but there are already others with similar equipment out there, which are not capitalizing on your target niche?

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