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I was thinking of you...

It sounds like a greeting card, doesn’t it?

And why shouldn’t it?

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

Is there any prohibition against starting a sales conversation with these or similar words?

H

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

Examples of combination products may in

llmark has been doing very nicely, thank you, forever capturing the sound of sincerity with th

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

eir slogans, and salespeople can learn a lot from these and similar phrase masters.

As I’ve s

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

id elsewhere, there are literally hundreds of ways to greet prospects and customers, while bre

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

Combination pro

king the ice. Of course, you can have formal approaches that announce special sales, and the l

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

ike.

And they’re fine, but what do you do between sales? What is your reason for calling, the

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

?

Imagine the following opener:

“Hello, Derek? This is Gary Goodman with Customersatisfactio

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

.com. How’s it going? Good. I was looking at the paper and reading about some interesting remo

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

deling projects, and you popped into mind, and I thought it would be a good time to catch up w

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

th you. How’s business?”

The most important purpose served by an opener is to give YOU a feel

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

Following aspects would a

ng that the call is justified. Mostly, customers are happy to hear from us; we need to get ove

dd to the challenges in developing combination products:

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

r our call reluctance, and any concerns that we might foster about sounding foolish.

Here’s m

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

basic criterion for having a decent opener:

Can you write it out, in everyday, conversationa

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

language, and have it sound good?

Look back at my example, above. I call it the “Thinking of

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

You” approach.

I’m comfortable saying these exact words, and as long as that’s the case, I’m

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

Professional from academic institutions, pharmaceutical industries, health care indust

sure they’ll be well received by customers, because they take their cue from me.

If we sound

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

nsecure, they’ll be, too. If we’re unselfconscious, they’ll follow that lead, as well. Experi

.

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

ment with various openers, and put them to use.

Remember, the “hallmark” of a good salesperso

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

Companies that provide selfless information through particip

is one who stays close to his customers, and by doing this; he creates and harvests good will

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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