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When my sales management assistant requested an update on a particular account, I didn’t want to make the call

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

. However, I knew if I didn’t make the telephone call, my assistant would hound me until I had an updated stat

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

Examples of combination products may in

us. This is one reason I love my digital assistant.

My computer dialed the telephone number and I waited. The voice

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

over the telephone was different and friendly so I asked for Rodney. Rodney was my contact. The voice on the teleph

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

one advised me that Rodney didn’t work there anymore. I was elated and happy to hear this. I think I said some

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

Combination pro

hing like, “I’m really glad to hear this”. You see, Rodney was my initial point contact for this a

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

ccount and I couldn’t get past him. I was prepared to speak to Rodney in a forceful approach.

Let me back up

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

for a minute. This account is an important account and I am confident they will be interested in my services for sal

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

es growth. From my research, I know they can use my services. All I need is an opportunity to speak with the right p

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

erson. My several attempts created aggravation, since Rodney blew me off each time.

Persistence Pays
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
> Back to the call, I learned that the CEO was the voice on the telephone. Initially, my blood chilled to the core w
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a
hen I discovered this. However, this was my opportunity and it was the moment salespeople live for. I needed to coll
dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod
ect myself and create a sense of interest and share my reason for calling. Fortunately, I had prepared myself for th
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
is situation and my preparation paid off. I’m not really sure what I said, some of it is still a blur. It must
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
have sounded good because, the CEO will review my materials. I was fortunate, the CEO chuckled with me on the telep
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
one regarding my tough time getting through. The CEO told me I was now speaking with the right contact. My 30 second
ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust
elevator speech paid off and I advised my sales assistant to update this accounts status to a prospect.

My attitud
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
e of confidence was high when I made the telephone call and my persistence paid off like it always does. You might s
.

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
ay that I was lucky. I don’t think so. It was simply a matter of preparation meeting opportunity. As you make
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip
your sales calls, do it with the right attitude because, preparation and opportunity will always bring luck your way

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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