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Do you ever find yourself making a “BIG” presentation to a group of prospects? This is the kind of presentation that is just begging for some flashy PowerPoint presentation

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

. Watch out or you could make one of two fatal sales mistake.

Mistake One: You don't understand the agendas and needs of everyone present. This is because you may not have

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

Examples of combination products may in

had contact with all the attendees prior to the presentation meeting. If prior to your presentation, you only talked to one or some of those present to gather your informat

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

on, you won't understand the full picture. You won't know the agendas or motivations of all present.

To prevent this from happening, you will have to do a little homework.

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

Your job is to find out who will be present and create a chance to connect with them prior to your presentation. You must recognize that each person may have their own need

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

Combination pro

and motivations that may be different from those of your contact. Your job is to uncover and address them.

If speaking or meeting with them isn't possible ahead of time,

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

ry to get your contact or some other ally in the company to supply you with some much needed information. This includes their role, any key issues, what they value, and 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

risks and rewards your solution will offer them. Sometimes, just sending an email to them in advance asking a few key questions can help you gain better insight and underst

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

nding when meeting or speaking to them is not an option.

Mistake Two: Your presentation is one-sided.

Many salespeople, when given the opportunity to do a group presentat

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

on, will prepare an elaborate PowerPoint slide show or the like. The lights are dimmed in the conference room and the attendees are lulled into a non-interactive trance. Th

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

t's because the presentation is often centered on product features and benefits. It becomes one big sales pitch, something most people instinctively resist. While you may l

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

Following aspects would a

ike to hear yourself talk, others are probably less enamored with your ability to pontificate.

Instead of a big fancy production, you'll have more success with being low-t

dd to the challenges in developing combination products:

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

ch and interactive. Find out what's important to your prospects. Even if you know what's important to them already, you should take time before your presentation to clarify

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

where everyone is. Something may have changed since your last conversation, or you may get different responses in a group setting. Simply ask the question, “What would ever

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

one like to walk away with as a result of our time together today?” You can go around the room and actually record everyone's responses on a flip chart or a white board.

W

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

ether you're presenting to one or ten, you want to avoid “the telling and the selling.” To maximize interaction, try this four-step strategy:

1. Present some information.

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

Professional from academic institutions, pharmaceutical industries, health care indust

ocus on providing values and solutions.

2. Solicit opinions and feedback from others.

3. Value the feedback and opinions provided by carefully listening and givin

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

positive responses.

4. Determine and/or reinforce recommendations, courses of action or agreement based on the feedback and discussion.

Of course, your words and you

.

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

actions must be congruent. You must truly value the exchange of others and not simply solicit feedback in an effort to appease others on the surface only. Your true motive

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

Companies that provide selfless information through particip

will shine through. If you sincerely want to provide the best solution to your prospects, you have to be open to everyone's input without making any pre-determined choices

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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In a centralised system the accounting records are maintained completely by head office and supporting documentation is sent to head office by the branches. In a decentralised accounting system, transactions between head office and the branch are recorded in the books of both.

Making money on eBay, for most people seems like an ideal solution to giving up the daily grind of working for somebody else, and taking control of your future. But how much room is there really in the marketplace. I have no doubt that a select few power sellers have mastered the formula for making profits, and are able to generate above average incomes. But how easy is it to do this, and is there room for everyone?

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