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SELL THE SIZZLE NOT THE STEAK this was the first bit of sales advice I was given at my first job. Now if you have never sold an

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

ything before you have no idea what that means – just like I had no idea what that meant when I first heard it. However, now th

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

Examples of combination products may in

at I have learned the meaning of that statement it has come to be one of the most important pieces of advice I have ever learnt

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

.

Most people in their lives end up having to be in sales. Huh?, You ask. Well, are you employed? Have you gotten into college

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

? Are you in a relationship? Do you rent a place to live? Did you ever get an allowance? Get into a store after it closed?

Unl

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

Combination pro

ess you are comatose or a celebrity heiress, I am quite sure you have at least sold yourself AND you have even been successful.

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

This could be the strongest boost of confidence when one begins a sales job. Just knowing that they have sold in the past will

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

help one know that yes YOU CAN SELL AGAIN.

So you have read this far because you want to know how to do it. So lets take one e

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

xample from the paragraph above and see if you whether you have sold the sizzle or the steak. Here is the scenario: You haven’t

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

eaten all day and you get to the deli whose food you have been craving all day, but they have just closed the door to new cust

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

omers. You are frantic since you don’t know where else to go and besides you had your set on your deli and you do not want to g

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

Following aspects would a

o somewhere else.

So you have 2 options: 1) you forcefully explain that there is still a minute left until closing time and ho

dd to the challenges in developing combination products:

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

w could the employee dare close the door doesn’t he know what an idiot he is or 2) you explain how helpful it would be if the e

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

mployee could just let you in and how you are so hungry and it would make you so happy

Which option do you think will work? Is

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

’t option 1 kind of like the salesman who says “you need this product”, “how could you live without it?” Option 2 is like the s

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

ales man who carefully explains the benefits to the product, fits into the needs of the customer and hopes for a win. The steak

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

Professional from academic institutions, pharmaceutical industries, health care indust

is you getting in the door, the sizzle is the benefits derived from you getting in the door. In this case, it is the good feel

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

ing the employee gets from helping you. There is no guarantee that selling sizzle works nor is their a guarantee that forcing a

.

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

sale will not. BUT logically who would you buy from?

I have developed a formula for deciding on the sizzle and which points t

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

Companies that provide selfless information through particip

o market for success. See my sales tips at www.biyts.info for more advice

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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There are three simple things that you can do to combat time leaching activities.

Printing can be defined as a process of producing texts and images, typically with ink and paper by a printing press. Printing is an essential part of any publishing business and is often carried out as a large-scale industrial process. Printing as a technology has come a long way and has improved with time. The advancements have resulted in the development of various types of printing techniques. From the several techniques available, screen-printing is used most extensively.

When I think of all the countless hours and thousands of dollars I wasted before I found these, I openly weep.

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