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Selling is just like tending a garden. As I write this, I am looking at my flower garden which is burst

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

ing with color and all the plants are healthy. However, it wasn't always this way. I discovered the ben

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

Examples of combination products may in

fits of using a drip watering system, which is nurturing my plants with the attention they need. Garden

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

ing is easy and care free with a system that automatically takes care of my plants.

Years before insta

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

ling the drip watering system, my attempts at keeping a garden were dismal. This was partially because

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

Combination pro

I traveled a lot, I didn't water with a system and garden maintenance was irregular. I used the old buc

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

et method. You know, I would water in buckets. My attempts at using vitamin rich nutrients didn't work.

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

When I fertilized with these buckets, most of it would escape the container. I wasn't doing it right.

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

needed a better system.

Changing to a drip watering system made all the difference to my garden. It i

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

s the same with selling. This is why I am a strong advocate of a similar drip selling system. The key w

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

rd here is "system". Gardening is like selling, if you do it right, the rewards are bountiful.

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

Following aspects would a

>How to Become a Master Salesperson

Adopt a selling system that nourishes your prospe

dd to the challenges in developing combination products:

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

ts and customers with information on why they should do business with you and make it easy for them to

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

do business.

Adopt a selling system that communicates regularly and automatically with your pro

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

pect and customers. Avoid the bucket method of selling or marketing. Consistency is the important facto

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

r here.

Adopt a sales system that mixes up and balances the communications and doesn’t rely on

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

Professional from academic institutions, pharmaceutical industries, health care indust

ne single method of contact. A sales system should use personal visits, letters, email and telephone co

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

ntacts. These four contact methods are the only ways to communicate with a prospect or customer.

.

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

l>When you follow a selling system with these three ingredients, you will become a master salesperson.

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

Companies that provide selfless information through particip

You will notice a healthy prospect and customer list as you enjoy the bounty from a drip selling system

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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