Subjects - Business

In order to skillfully sell your product line, whether it's digital cameras or houses, your staff needs to know the products' features, inside and out. They n

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

eed to know how a camera operates, what special features it has, the number of pixels; real estate agents need to know the square footage of the house, the sc

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

Examples of combination products may in

hool district it's in, the amount of land involved, and so on.

But the features of a particular product are not necessarily going to be the main selling poin

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

ts. While you always have some customers interested in the technical details of a digital camera, or the specifics of a piece of real estate, you're probably

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

oing to sell the product based on the benefits it offers to the buyer.

For instance, with a digital camera, you can talk to a customer about the number of pi

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

Combination pro

xels it has, or you can say, "This camera takes really sharp, clear pictures, so that if you get a really great picture of your grandkids, you can get it blow

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

n up really large, and it'll still be sharp!" Instead of selling a camera's autofocus features, you can say, "If you see a really cute shot of your grandkids

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

(or your dog, or your grandkids and your dog), you can take it quickly without having to stop to focus the camera." A residential home can have a great view,

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

really comfortable, easy to use kitchen, a big living room "with lots of room for parties and family get-togethers." It can be only one block from the local

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

elementary school or park, or from the most popular supermarket - convenience is a great benefit.

Appealing to emotions can be an effective

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

href="http://www.bashostrategies.com/training/sales_training.asp">sales technique: "This dress will make you look sexy"; "feel the power as you drive this

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

Following aspects would a

sports car"; "this music will evoke a feeling of peacefulness". Even bringing up a potential problem that evokes fear, and then solving it, can promote sales

dd to the challenges in developing combination products:

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

"Burning wood can result in dangerous chimney fires; burning this special log will protect you from this."

In sales meetings, don't confine yourself to cove

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

ring sales stats and the technical aspects of new products; hold brainstorming sessions and have the members of your sales staff come up with benefits of each

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

product. Since each staff member comes with a different personal background and unique experiences, you'll undoubtedly end up with a wealth of benefits and a

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

variety of different approaches to attach to your products.

Don't forget demographics; selling a digital camera to a teenager involves different benefits th

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

Professional from academic institutions, pharmaceutical industries, health care indust

n selling the same camera to a 70-year-old grandma. But don't make assumptions about the teenager or the grandma; the teenager might want the camera to take p

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

hotos of the handbags she's designed for sale on eBay; the grandma may be the local Annie Leibovitz and know a lot more about photography than you ever will.

.

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

Make sure your staff develops the habit of listening to your customers; they'll tell your staff what benefits they want from your product. You'll be able to

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

Companies that provide selfless information through particip

match product to customer and, perhaps best of all, you'll get to know your customer's needs in a way that helps you develop a long-term business relationship

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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