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If someone gave you a choice between selling, being in front of customers, talking to them on the

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

phone, emailing them, or teaching sales skills, which would you select?

I’ve been doing both fo

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

Examples of combination products may in

r several years, but if I had to choose, I’d prefer to sell.

Here’s why:

(1) Selling compels yo

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

u to be effective. You need to get results. Your purpose is to generate approval of your deals. I

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

f you’re merely instructing others, you might be dynamic, fun, informative, and a real showman, b

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

Combination pro

ut your “results” will be diluted by the very people you’re passing your tips on to. THEY have to

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

put your techniques to work, and if they don’t, how can you say you have succeeded?

(2) Selling

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

is combat. You need to be sharp and ferocious. Studying battles is interesting, but it is better

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

left to the war colleges.

(3) Selling contains a good balance of motivations, a blending of ris

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

ks and rewards, some of which you select. Should you hold out to earn large margins, or cut deals

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

to the bone?

(4) Selling is a solitary pursuit. You’re on your own, and if you are an individua

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

Following aspects would a

list, this is your kind of fun.

(5) Selling is a skill that carries over to every area of your l

dd to the challenges in developing combination products:

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

ife. Do you want to get that health insurance company to pay for your claim? That takes persuasiv

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

e skill. Need a date? Again, you’re putting your influencing powers to the test. Want to help you

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

r kid to get along with that prickly teacher? That’s a sales job, too.

(6) The big money is in 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

elling, not in teaching. Donald Trump made his fortunes in real estate, primarily, not in trainin

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

Professional from academic institutions, pharmaceutical industries, health care indust

g “Apprentices.”

So, when you’re offered that sales training or management job, or you’re thinki

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

ng of heading out on your own to become a coach or a consultant, consider what you really prefer

.

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

to do, what gets your blood pumping, what pays for that nice lifestyle, and what cascades positiv

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

Companies that provide selfless information through particip

ely throughout your entire life.

If you’re like me, you might conclude: “I’d rather be selling!”

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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From Kenya to Kansas, the keys to providing delightful customer sales and service are the same. In this series of articles a fresh perspective is offered and you are asked to personally evaluate yourself against each of the five key skills. Enjoy and please share this article with others.

Almost everyone who has had the task of motivating and training organizations in the lean principles has experienced a set of barriers, especially when dealing with people who are reluctant to buy into the Lean principles and Lean thinking. Read about how Lean games can be the answer to this challenge.

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