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If you are in sales training you know how salesmen and women can often be. Whe

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 I was younger I ran a mobile car wash company and would go clean cars at the

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

Examples of combination products may in

office complexes and often we would wash and vacuum cars for sales people who

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

wanted to have a clean car to take people to lunch in or for business meetings

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

Often we would have sales people call us and ask us if we saw a little piece

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

Combination pro

of paper they had lost with some writing on it or a business car with an impo

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

tant phone number on the back after we had cleaned their car. Well I use to th

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

ink what a scatterbrain. Generally, we would take all the little pieces of pap

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

r under seat and on the floor and put them into a small pile somewhere and vac

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

uum, clean the windows, wipe off the dash and lock the doors.

Eventually, I r

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

alized that being unorganized was a common trait of sales people and an unfort

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

Following aspects would a

unate truth. We then developed a strategy to better serve these sales people w

dd to the challenges in developing combination products:

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

en we washed their cars. We had envelopes made which said; “Important pa

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

pers and phone numbers” and envelopes had holes punched in them to fit t

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

e weird holes of the Day Planners.

When we cleaned the inside of their cars w

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

e would grab all the papers, even napkins with writing on them and put them in

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

Professional from academic institutions, pharmaceutical industries, health care indust

the envelope and leave it on the passenger seat for them. Actually you know wh

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

at is the funniest about this? We used this as a selling tool and told them ab

.

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

ut it, in order to secure them as weekly car wash customers. Now that is selli

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

Companies that provide selfless information through particip

ng! Consider all this in 2006 and train your sales people to be more organized

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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You have heard the term the invasion of privacy. No one wants his or her privacy invaded. We would all agree no person wants to go through any unnecessary intrusions of their private life.

Engines are a set of parts and processes that work with one another to achieve greater power and efficiency. In some ways, a company's method of selling is also a set of parts and processes that should work in the same way. Unfortunately, many business sales cycles aren't treated like the machines they should be...

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