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Just Other Articles - Dirty Little Secrets: Five Things Trade Show Attendees Don't Want You To Know
Look at there at the show floor. Check out the attendees. They look ordinary enough -- but they have secrets. Dirty little secrets that they'd never tell anyone, not even under duress.
Successful selling at trade shows dep
Successful selling at trade shows dep
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
ends upon two things. One is your products and personnel: How good are your products and services, and how well do your people represent them. The second has nothing to do with you at all. It has everything to do with secrets.
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
r>
Not all attendees are the same, and not every buyer on the floor shares these secrets. But most do, whether they'd like to admit it or not. These secrets are strong unifying factors that influence their buying decisions. If you, a
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
a smart and savvy trade show exhibitor, know what these secrets are and tailor your exhibit appropriately, you'll come away with higher sales numbers every time.
If you could hear your attendee's deepest, most secret thoug
If you could hear your attendee's deepest, most secret thoug
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
hts, they might go something like this:
Secret #1: We're impatient
Let's be real here. The boss just shipped me to Orlando from the middle of a Buffalo blizzard. The last thing I want to do is spend the e
Secret #1: We're impatient
Let's be real here. The boss just shipped me to Orlando from the middle of a Buffalo blizzard. The last thing I want to do is spend the e
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
tire day putzing around looking at new attachments for our Widget making machine. If you show me what I want, at a reasonable price, I'm gonna close the deal in a hurry and go hit the beach.
What this means to you: Unde
What this means to you: Unde
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
rstanding your buyer is crucial. When you know what your target audience needs, wants, and expects, it's easier to provide it for them. Added incentives and special savings only sweetens the pot, especially for the attendee who wants
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
to get the business part of the business trip out of the way.
Secret #2: We're lazy
Sure, it sounds like a great deal. But to get that price, I've got to go log onto the web, go to the website, enter a
Secret #2: We're lazy
Sure, it sounds like a great deal. But to get that price, I've got to go log onto the web, go to the website, enter a
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
code, fill out a questionnaire, and then go through the purchasing process? Forget that! I'll go over here to Vendor Z. I might pay a few dollars more, but I won't have to jump through any hoops.
What this means to you:
What this means to you:
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
If you're going to offer a show special or promotion, focus on making it user-friendly. Buyers are willing to pay more to avoid what they perceive as 'too much' work. Each market has a different threshold point, and this varies with h
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
w much potential savings you're offering. Customers are willing to give more when they are getting more in return.
Secret #3: We're Egotistical
You might not realize this, but I'm the smartest person h
Secret #3: We're Egotistical
You might not realize this, but I'm the smartest person h
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ere. And the tallest. And the best looking. I'm so gosh-darned amazing, actually, that you'll find yourself compelled to give me awesome deals.
What this means to you: It's important to give your buyers recognition. "Bon
What this means to you: It's important to give your buyers recognition. "Bon
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
us Buys" -- windfall items 'spontaneously' thrown in when a purchase is made -- is a fantastic way to do this. Offer discounted prices on the floor model, for the 'serious buyers only'. Exclusivity sells.
Don't start the r
Don't start the r
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
cognition at the trade show. Reach out to your clients before hand via e-mail and direct mail marketing, letting them know what special deals can be had at your booth. A little extra effort goes a long way.
Secret #4
Secret #4
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
: We hate math
Ok, I don't want to look like an idiot here. But there's $25 off of Widget A, 15% off Widget A-1, and a $500 rebate if I buy now. Exactly how much is that? Is that a good deal? I hate percentages…
Ok, I don't want to look like an idiot here. But there's $25 off of Widget A, 15% off Widget A-1, and a $500 rebate if I buy now. Exactly how much is that? Is that a good deal? I hate percentages…
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
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
>
What this means for you: Remember the KISS acronym, especially when promoting discounts and sale prices at a tradeshow. You want to Keep It Super Simple! Rather than listing a complex set of discounts, focus on the total savings
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
. Have printed price sheets where your booth staffers can highlight appropriate discounted prices and write in the total savings.
Secret #5: We liked to be pushed
I see that this price is only good fo
Secret #5: We liked to be pushed
I see that this price is only good fo
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
r a limited time. I've read it on the sign. You've told me during the sales presentation. I know and understand that there's a deadline.
And you know what? Chances are I'm going to forget. And when I discover that I missed
And you know what? Chances are I'm going to forget. And when I discover that I missed
.
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
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
ut on saving hundreds of dollars, I am going to be miffed.
What this means for you: People have to experience a piece of information six times before they remember it -- and that's in normal, everyday circumstances, not
What this means for you: People have to experience a piece of information six times before they remember it -- and that's in normal, everyday circumstances, not
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
the hustle and bustle of the show floor. Remind your booth staffers to mention the deadline often. Make note of it on any follow-up correspondence, and send a reminder notice to likely prospects. The reminder nudge will spur sales.
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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