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Recently I had a conversation with a friend of mine. She is a former, highly successful model who is now building a highly successful network marketing business. As we ar

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 both entrepreneurs, we talk a lot about our businesses, we egg each other on, give each other advice, commiserate…

My friend was feeling frustrated. “Amateurs,” she sa

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

Examples of combination products may in

id. “I’m tired of dealing with amateurs.”

I knew what she meant. A professional is someone who shows up, no matter what. A professional is someone who gets the job done,

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

no matter what. A professional is someone who does what she needs to do, when she needs to do it, no matter what. An amateur is someone who lets circumstances, other peo

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

ple and emotions get in the way.

As my friend put it, “When you’re a model, if you have a saggy butt, they tell you, that you have a saggy butt. Then they tell you to go

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

Combination pro

away. If you want it enough, you fix your saggy butt and go back.”

I grew up in the ballet world. It’s very much the same. You take class everyday with a teacher whose

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

job it is to criticize you. The criticism is to help you improve, but some times it just feels like criticism. You dance in front of a big mirror. This is so that you can

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

criticize yourself.

As an adolescent and even a young professional, I’ve been called “a cow” because of a few extra pounds. I’ve had teachers hit an errant arm or leg wi

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

th a stick because that arm or leg was in the wrong position. (No, they weren’t singling me out, they hit everyone.) I’ve lost dance jobs because I was too tall, too shor

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

t, or had the wrong color hair. Those of you who read my book, Cold Calling for Women, know that as a teenager I was not accepted into the renowned Harkness Ballet School

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

because my back was too long. (They told my dad I was a very good dancer, but…) When I cut my hair short (it used to be down to my waist so that I could put it up in a c

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

Following aspects would a

lassical ballet bun) I never, again, got another job as a ballet dancer. And by the way, when you go to a dance audition they don’t let you dance. They simply line you up

dd to the challenges in developing combination products:

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

and look at you and then start eliminating dancers. Once they’re done eliminating, the dancers that are left get to actually dance.

When I first started doing sales tra

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

ining and clients would talk to me about rejection and fear of rejection I had no idea what they were talking about. As the years have gone by and I’ve worked with more a

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

d more clients I do understand that those feelings are real.

Sales can be a tough world. Everyone will not love you or your product or service. Everyone will not say “ye

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

s.” Sometimes in sales training brochures or on our web sites we get carried away and write, “Overcome every objection!” “Turn every ‘no’ into ‘yes!’” The stark reality

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

Professional from academic institutions, pharmaceutical industries, health care indust

is that will not happen every time. Some prospects will say “no.” A career in sales is not for the weak.

The key to success is what you do with that “no.” You can allow

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

it to stop you, or you can put it aside and continue on. The power is entirely yours. If there are people in the world having success doing exactly what you want to be do

.

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

ing, there is no reason that you cannot do it too.

Being a professional starts with your mind set, that you believe in what you are selling and that you do not give othe

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

Companies that provide selfless information through particip

r people, circumstances or even your own thoughts and emotions the power to stop you. Or as my friend put it, “If you want it enough, you fix your saggy butt and go back.

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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Management skills are not part of our human DNA — we need to give ourselves time to learn on the job.

Procrastination is every marketers worst nightmare. Procrastination is when your customers, downline or other prospects sit on the fence before making a decision. Dective Marketing is like promoting a chocolate bar in a child’s hand as it always looks larger, until you buy one and it is gone in two or three quick bites.

If you can choose your prospects, choose those from whom nobody else is asking for the deal. They'll have less sales resistance. You'll encounter no competition, and everybody will be happy, says Dr. Gary S. Goodman, best-selling author, top speaker and sales trainer, and consultant to the Fortune 1000.

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