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There is a popular sales and marketing axiom that states, people don't buy goods, services, products or expertise. People buy solutions to their problems.

I believ

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

e this statement is true but I have had to clarify it for many of my consulting clients.

In spite of the billions of dollars of merchandise for sale in todays marke

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

Examples of combination products may in

tplace, customers are really looking for only three things;

1) Good Feelings
2) Solutions to Problems
3) Genuine Relationships

Do you know what your c

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

lients are REALLY buying?

Top business consultants generate billions of dollars in fees every year to make companies understand this simple truth.

Most companies e

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

ngaged in professional services such as brokers, accountants, lawyers and doctors assume that their clients are buying their knowledge and expertise. In these exper

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

Combination pro

industries a vendors expertise is usually ASSUMED by the customer. Rarely is it understood.

I assume that the legal advice you are giving me is correct.
I as

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

sume that the estate plan you have created for me is accurate.
I assume that the tax return you spent months working on is legal.
I assume that it is my ap

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

pendix that has to be removed.
Customers in all industries purchase the EXPERIENCE of doing business with you.
As a professional merchant or vendor it is y

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

our job to make that experience as distinctively unique, pleasant and memorable as possible.

The hard lesson that Corporate America has had to learn is that custome

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

rs are not purchasing what you think you are selling.

Customers buy the experience.

My question to you is, are you clear on the experience you are selling?

I do n

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

t purchase insurance. I acquire the peace of mind that when something goes wrong you will be there for me.

I do not purchase gifts for my children. I acquire the

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

Following aspects would a

joy and pleasure that my child will have with your merchandise.

I do not purchase clothes. I acquire the comfort the wardrobe provides and the unique experience of

dd to the challenges in developing combination products:

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

being fashionable, stylish and attractive.

I do not buy food. I am acquiring relief from hunger and the joy my taste buds will feel with this incredible culinary

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

delight.

I do not buy software. I purchase the pleasure of time saved, the prestige of recognition and the inside knowledge on how solutions are created.

I do not

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

buy pest control chemicals. I acquire the pleasure of not seeing rodents and cockroaches in my home.

I do not buy airplane reservations. I acquire safe, on time,

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

reliable and pleasant transportation to sexy destinations.

If you want to increase your companies sales you must understand that customers do not purchase things.

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

Professional from academic institutions, pharmaceutical industries, health care indust

Customers buy ideas, feelings, happiness and positive experiences.

Worth remembering when you talk with customers.

Want to increase your sales? Provide the experi

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

ence. Its been a wonderful blueprint for companies like Disney. Ever notice they never say come to our park, and ride our rides? They refer to it as the "Magic Ki

.

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

ngdom." Disney understands that you sell the experience.

What does this have to do with traffic and Search Engine Marketing? Everything.

Most newbies think they

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

Companies that provide selfless information through particip

have a traffic problem. Generating Traffic is the easy part of the equation. Most online businesses have a conversion problem because they ignore this simple truth

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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Invoice factoring companies can dramatically improve a businesses working capital by making funds available shortly after the invoice is generated rather than when the customer decides to pay.

Three ways to boost your perceived value are: deliver unexpected value, ensure your client's success and toot your own horn. Learn steps in how to do all three and keep clients coming back.

Your customers are your most valuable asset. They are the lifeblood of any business. The best why to build stronger relationships with your customer is to stay in constant contact with them, givng them relevant and beneficial information. One the easiest and most cost effective ways to do this is by email.

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