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Pressure washing and cleaning business owners are often asked, "Do you perform residential or commercial services?" Some companies start out in commercial services from the beginning, but most begin by performing residential work and then transition to comme

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

rcial work.

Starting out in commercial work usually requires a larger financial commitment and investment. Serving commercial customers requires investing substantial dollars in start-up equipment and spending a large amount in labor and inventory dollars u

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

Examples of combination products may in

til a solid, predictable cash flow becomes reality. It is common when performing commercial services, for example, to be paid 30 to 90 days after services have been completed. The benefits of offering commercial services are steady work, predictable cash flo

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

w, and security. The percentage of profit may be lower than residential work but there is comfort in knowing you have steady income scheduled on the books. Landing commercial customers requires a large emphasis on cold call sales and face-to-face meetings r

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

ther than marketing campaigns (such as costly direct marketing and mailing programs). So how does a small company make the transition to offering commercial services?

The first question a small company should ask itself is what percentage of their busines

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

Combination pro

s should be commercial? For example, a company may want to target 25% of their business as commercial to carry it through the slower winter months. Targeting a small percentage like this should give the owner the sense of security he or she needs to know tha

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

work will be there to cover expenses through the slow times. At the same time, no single commercial contract will control their business. Even start-up and small growing companies who are aiming for the residential market may find this mix of commercial bus

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

iness a good formula for success.

The next question is how can my company compete with large companies that have more resources and money? The clear answer is to target a specific market that takes advantage of your company's strengths.

In targeting any sp

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

cific market, start out small. It is okay to turn down jobs that are larger than your company can currently service. If you are targeting commercial building cleaning services you might consider targeting buildings that are six stories or less. If you are pr

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

oviding commercial fleet cleaning services you may target companies with fewer than 50 units. There is an army of companies that have truck and vehicle fleets that number between 10 and 50 units. By targeting these companies you may be able to provide a bett

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

r, friendlier service than the larger companies. If you are providing flatwork cleaning services, look for the smaller strip malls and shopping centers. You do not need to start out looking for parking garages and malls that have hundreds of thousands of squ

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

Following aspects would a

re feet to clean. There are many contractors that aim for smaller restaurants, hospitals, and movie theaters that have a lot of foot traffic and need professional cleaning on a regular basis.

An additional benefit of targeting these jobs is the potential fo

dd to the challenges in developing combination products:

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

r added income by providing 'up-sell' services (such as shopping carts, building exteriors, concrete, stairways, etc.) or add-on services like window cleaning and snow removal. If this is a direction you would like to take your company, you should create a b

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

siness plan that will serve as your road map to growth and success.

To continue to answer the question of "How can I compete with the larger companies?" you may want to answer the question with a question, such as "How can a large company compete with me?"

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

A company that targets these smaller commercial customers can provide a more personal service than the larger companies can. It is easier to get to know the people you are working for, and to change your services as their needs change. These more intimate an

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

personal relationships tend to build exceptional customer loyalty that larger companies just can't compete with. A salesperson or supervisor who handles these accounts often adds touches rarely seen by larger companies such as personally delivering Christma

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

Professional from academic institutions, pharmaceutical industries, health care indust

s cookies, cards, or small gifts at holiday season. These are the advantages that your company has as you grow the commercial side of your business. Setting your company apart from the larger companies has advantages that will appeal to many of the decision

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

akers who might consider doing business with your company.

So for those considering growing their pressure cleaning business, make a plan with specific goals and work that plan. Post your business plan or goals in a visible area so that they are not forgott

.

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

en. Let all of your employees see and buy into your company plan. Communication at all levels will keep everyone working toward the same goal. When employees see the opportunity for steadier work and advancement they too will get excited. When morale and exc

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

Companies that provide selfless information through particip

tement are running high, this translates into increased productivity and stronger customer service. Before long, instead of asking how to grow your business into commercial services you may be asking yourself if you still want to provide residential services

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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