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Auto sales training is definitely a constant need in any successful auto dealership, and one that you will find many dealerships not implementing properly because of lack of tim

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. In today's day and age, having a sharp and well trained staff is no longer a luxury; it's an absolute necessity.

Car dealerships today are faced with the fact that the trad

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

Examples of combination products may in

tional auto sales training programs are "not cutting it." These courses that they have been putting their staff through are not keeping pace with the technological advancements

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

that are coming to the market on a daily basis. Think about it like this: One "X" brand dealership has a well trained staff; one that has a well organized auto sales training

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

program which every single staff member completes. They train their staff the "steps-to-the-sale" and how to properly deal with prospects, customers and some advanced skills in

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

Combination pro

relationship building.

Conversely, a competitor on the other side of the city realizes that they need to stay up with the advancements in technology that seem to take place da

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

ly. They have integrated their auto sales training program with a few external trainers, so now this staff is being trained in some amazing new ways. They all individually hav

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 their own web sites…a blog…and a PDA.

They are taught how to develop a relationship with their prospects and customers in a way that the dealership ultimately benefits from 1

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

fold. The sales staff, through the auto sales training program, is now able to engage and utilize technology; while the dealership management has leveraged the relationships o

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

f these staff members to ultimately grow the bottom line dramatically.

Which of these two dealerships would you want to be?

I think that the choice is clear, as well as impera

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

ive. You see, it is just impossible to be great, or even good, at multiple things…as there is just not enough time in a day. Dealers and the management teams are busy buying c

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

Following aspects would a

rs, selling cars and training their staff on how to buy and sell cars. Technology is flying by us at an incredible pace…and it is proven to be true; that the dealers that have

dd to the challenges in developing combination products:

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

totally engaged technology are the ones that have been able to leverage their time and resources in ways only once imagined.

One really quick example I would like to give regar

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

ing leverage is this: the Credit Union sale. Dealers go to Credit Unions all the time to "joint venture" a sale to the clients of the respective Credit Union. Why do they do t

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

his? The answer is quite simple. Credit Unions have fantastic relationships with their members, and by leveraging this relationship, dealers are now able to communicate and do

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

business with an entirely new group of individuals that they may not have previously had access to. This is the power of leverage.

Now apply this to a well trained sales staff

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

Professional from academic institutions, pharmaceutical industries, health care indust

; a staff that has engaged technology to the fullest and is using this technology to develop their relationships with their prospects and customers.

Now, think about this, whil

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

your sales staff is developing better relationships with their prospects and customers…blogs, websites, pod casts, email marketing…the dealership is the ultimate benefactor. C

.

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

onversely, if the dealership itself is the one that is attempting to do the direct marketing to these potential customers, it is merely seen as MARKETING.

I hope you all see th

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

Companies that provide selfless information through particip

benefit of not only empowering your sales staff with a more efficient auto sales training program, but that you see how it is ultimately in the best interests of the dealership

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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