Digg It - Business

Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like

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

a taco when they are negotiating with a customer.

It's not pretty.

The customer may not even be asking for a discount/added value but at the slightest sign of hesitation a

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

Examples of combination products may in

k.a silence - the salesperson drops the price or keeps throwing in extras "to sweeten the deal."

This isn't called selling - it is called Folding Like A Taco.

Get Comforta

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

ble With Asking For The Investment

This Sales Diva does not believe in CLOSING the deal with a customer. I see it as OPENING the door instead. I also know that in a relatio

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

ship (which is what you should have with your customer by the way) there is some give and take involved. But you can't be the one doing all the giving!

So follow these 4 st

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

Combination pro

ps:

1. Come in with your best offer right out of the gate. Years ago when I sold television advertising with Canada's largest networks - I had a client that always asked fo

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

r every concession FIRST and then they tried to bounce the offer back and forth between competitors.

However I have always had one rule. Integrity.

I will never forget 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

conversation with my customer. When he said the other TV station had dropped their price, I asked the owner a question. "Roger - what would have happened if I hadn't brought

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

this proposal to you? You would have paid the full price that they were asking. In essence - by dropping their price so quickly - they have shown you they were overcharging

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

you in the first place. I brought you the best offer right out of the gate. Our product is like yours - extremely high quality - and I know that you always stick to your wor

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

with your customers - just as I do. My offer stands."

He looked at me and there was a long silence. He said "Kim - I never thought of it that way. I will go ahead with you

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

Following aspects would a

proposal."

HOORAY!

2. Don't start your conversation with price. Give your customer the investment only after they understand the major benefits of your product or service

dd to the challenges in developing combination products:

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

. If you start with price - I guarantee you are heading down the rocky road of objections.

3. Allow the customer time to think. Just because there is silence doesn't mean y

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

u need to start "folding your price." Let them think it over.

4. Look at the word COMPROMISE in a new way. You know what the dictionary has to say on the word COMPROMISE? "

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

settlement of differences in which each side makes concessions." Look at the word this way: CO-M-PROMISE. Basically it is a promise made by 2 or more people to meet in the

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

middle. It isn't called ONEPROMISE!

If your customer is genuinely concerned with the investment - then you have some choices. You can either fold like a taco and drop the

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

Professional from academic institutions, pharmaceutical industries, health care indust

rice considerably. (Not a Diva recommendation!) Or you can provide added value/decrease in pricing based upon a commitment from them in a volume buy, or repeat business over

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

a duration of time. You can also decrease your price but also delete some of your services as well. Say "I can definitely work within your budget, however, we will have to r

.

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

educe "this" from the package.

Remember - Desperation Isn't Pretty!

Once you have established a relationship with a customer that is based upon you folding like a taco - y

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

Companies that provide selfless information through particip

u will find it very difficult to increase your rates in the future.

So stick with your guns, believe in yourself and what your business brings to the table!

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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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Postcards are said to be the economical way of reaching out for clients of different places. It serves as a valuable tool that you can have for your business campaign, promotions, advertisements, greeting cards, coupon cards, invitations, advertisements and business reply.

BPO or Business Process Outsourcing is a very common and mushrooming phenomenon these days. BPO can be defined as the accomplishment of a business task from some outside agency.

It is now possible to buy prescription drugs on the Internet and a lot of people have taken advantage of it. However, a lot of people use this convenience in order to get high. We are not allowed to buy a prescription drug without having a prescription for it. However, many people order these dugs from foreign pharmacies online to get around this restriction.

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