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Subjects - Spies Among Us - Stop Losing Critical Information At Trade Shows
Trade shows and conferences are lively bazaars for competitive intelligence gathering, with less law and order than any Silk Road outpost. Venues are often selected for nightlife or posh location, giving attendees a sense of co
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
mfort and security; both false, of course. With caution down, expense accounts high, and everyone in deal heat, the environment is target-rich for "information transfer."
Professional intelligence collectors, usually the same
Professional intelligence collectors, usually the same
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
eople you deal with between shows, are trained, focused and dedicated to capturing as much useful information about your future plans as possible. Since the whole purpose of trade shows is to put information out, it is
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
rare exception that management has prepared employees for approaches by intelligence collectors. Yet the CEO will have a very tough time convincing a court or his board they did not put their plans and intellectual property 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
harm's way without preparation at least as thorough as what the opposition does.
And what are "they" doing? Here is how it happens.
You have been studied: If they did it right, the competitor's intelligence team, and
And what are "they" doing? Here is how it happens.
You have been studied: If they did it right, the competitor's intelligence team, and
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
their contract collectors, studied your company for as much as three months prior to a major event. Professional librarians scoured your Web site, speeches, presentations, and publications. They have interviewed your local busi
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
ess reporters and former employees identified from resume sites, blogs, and chats. They have built a detailed shopping list around your company for intelligence available only by direct contact with people who know you, or a lo
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
ok at your actual product on exhibit. The cost of this preparation is a pittance compared to what you have invested in a new product launch.
You have been tasked: Each person on the competition's trade show team is assi
You have been tasked: Each person on the competition's trade show team is assi
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ned specific items to work, people to meet(including your employees and customers,)exhibits to visit, panel sessions to attend and social events to drop in on. They will especially target your obvious first timers, engineers, 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
chnicians and administrative assistants. All have a different piece of your whole story to share. And share it they will, because trade shows are the place to talk about your company, aren’t they? What's more, if your secret pl
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ns can be derived from non-proprietary information, guess what. The plans can't be protected as secret.
You have been scouted. The intelligence team got to the venue a day ahead of you. They know which hotel your compan
You have been scouted. The intelligence team got to the venue a day ahead of you. They know which hotel your compan
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
stays at, where the bars and restaurants are, where your exhibit is, the room at the convention center where your officials will be holding a talk or press conference or meeting, and probably where your offsite activities are
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
oing to be. Competitor employees with former colleagues who went to work for you have been brought in to entertain their friends, and "catch up."
You have been sliced, diced and collated. Each evening after exhibits clo
You have been sliced, diced and collated. Each evening after exhibits clo
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
e the opposition's intelligence team meets in a hotel suite and discusses the days' information take. An onsite analyst is preparing the intelligence report in real time and re-tasks the collectors at tomorrow morning's pre-sho
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
w meeting. Meanwhile, the whole works is being uploaded into the competitor's database about you. If all goes according to plan, your new initiatives, customer strategy, product vulnerabilities, value statements, morale, and
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
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
nternal politics are known by your competitor nearly as well as by those within your own walls.
And yet, your competitor's mission failed.
Every one of your employees at the show knew their script and stuck to it. They never
And yet, your competitor's mission failed.
Every one of your employees at the show knew their script and stuck to it. They never
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
nce tried to show off how smart, how connected, or how influential they were. They qualified each visitor at the exhibit and only answered appropriate questions, referring any inquiries about restricted information to someone a
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
signed to deal with such questions. When they were talking business with the right people, they were aware of their surroundings and who else might be listening. They only wore badges or logo clothing where required in order to
.
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
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
be invisible elsewhere. They didn't use wireless networks or cell phones for business critical conversations. They even resisted the convenience of wireless microphones for that closed meeting. Hundreds of thousands or perhaps
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
millions of dollars of research, development, production, planning and customer good will were preserved while you picked up the clues needed for your next strategy, the one that would force competitors into reaction mode again
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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