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If you are delicate, apathetic, inconsequential and trivial in your approach as a manager, you may need to consider carefully whether or not you would fit into the culture of a German corporation, or would be ab

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

le to lead negotiations successfully.

With the following ten points you will find out if there are any difficulties doing business to business in Germany.

1. Leaders
German values favor leaders who

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

Examples of combination products may in

are seen to be clearly dominating and charismatic in their style of leadership. Though they are expected to encourage others to work as an integral part of the team, be accessible, and share information, manager

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

s in German companies are more distant. It is not unusual to find the chief executive of a big German company making his way to his private office in his own private elevator!

2. Employees
In German

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

there is often a complex system of employee performance appraisal. The practice of according job titles and minutely detailing an employee's responsibilities is common in German companies. This can lead to comp

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

Combination pro

aints from Germans if they only get vague indications of what they are supposed to do. A lack of clear direction, defined responsibility and goals can result in beginning to lose focus. German employees then see

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

their job as boring and demotivating.

3. Leaders vs. Employees
German corporations unnaturally distance their employees by denying them any meaningful responsibility that would make them feel partl

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

responsible for the success of the company.

4. Punctuality
In Germany, punctuality is necessary and meetings start at the advertised time. Meetings go on for as long as committed followed by a time

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

agenda. (visit www.smart-travel-germany.com/business-travel.html for further information)

5. Laziness
It is unco

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

mon for German employees to work Saturdays, take only one week's vacation, and count a day sick as holiday. Germans usually take up to five week's vacation, only work on weekends if their life depends on, and wo

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

ld even count two hours sick as a whole day sick. This lazy working schedule is alien in most other countries. Even though Germany is famous for its disciplinary attitude, Germans have a tendency towards lazines

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

Following aspects would a

s. This, however, does not count for most Managers, whose tend to do business to business in Germany.

6. Loyality
Many Germans don't stay with the same company all their working lives. German compan

dd to the challenges in developing combination products:

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

es, who regularly headhunting top employees from other companies, are less committed to the tradition of employee loyalty that is favored by foreign corporations.

7. Initiative
German staff lacks in

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

itiative. In German corporations subordinates are seldom involved in, and expected to contribute to, the decision-making process. They may just be expected to follow orders and directives from the top. Although

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

erman workers have little responsibility for their work, they do expect recognition beyond an acknowledgment that the job has been done.

8. Relationship
German people place less importance on gettin

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

to know others well before entering into any kind of relationship, be that a long-term working relationship or one for a short-term purpose such as negotiating. It is a widely held view in German culture that,

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

Professional from academic institutions, pharmaceutical industries, health care indust

so long as people are doing their job, developing a close working relationship with, or even trusting others, is not a requirement.

9. Addressing
In Germany, first name usage is reserved for close f

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

mily and friends. In the work place people are addressed by the last name headed by the address, unless someone offers differently.

10. Status Symbolization
In the German culture it is material good

.

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

s, such as clothes, or the size of one's car or office, which symbolizes status.

Consider these ten bullets and you will doing business to business in Germany more successfully.

Kind regards,
Marcus Hochs

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

Companies that provide selfless information through particip

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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