Subjects - Business

Your new recruits are probably very excited, nervous and downright scared! They are anxious to get started earning money, confidence with their products

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

and a steady business growth. But are you casting them to the world too soon?

Many sellers we consult with offer to help their new recruits with their

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

Examples of combination products may in

first party or two. Once the recruit has a party booked, the recruiter attends to assist and guide them until they feel comfortable. However, some of th

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

most successful sellers we work with go one step better: they offer a New Recruit Practice Party.

Each of your new recruits could be invited to such a

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

“practice party.” This party would involve each of the new recruits you've signed up that month. Each of these new recruits should invite two people to

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

Combination pro

ttend the practice party. Having friendly faces in the crowd always helps to steady jitters. The party should include their friends/relatives and possib

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

y a couple of your own more successful and seasoned team members. The team members can offer valuable advice and tips to newbie recruits for boosting th

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

ir sales, how to present, ideas for party games, etc. They will be excellent at "critiquing" the newbies and offering useful and applicable tips.

These

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

parties should be segmented so each recruit gets the chance to do a part of the presentation. The presentations should be divided up and each recruit do

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

s a separate item, service, etc. They should each be involved in the sales part of the presentation (usually toward the end).

These parties are fun and

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

relaxing and perfect for new recruits to “get the bugs out” of their presentation skills, sales skills, etc. The guests should be informed that it is a

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

Following aspects would a

practice party and everyone will feel more relaxed knowing that fact. Guests are at ease and the newbie sellers will feel more freedom in giving informa

dd to the challenges in developing combination products:

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

ion, showing the products and practicing their sales skills.

Recruits will feel much more comfortable knowing that they have this practice party (or ev

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

n two) in order to develop their confidence and skills before setting off themselves. Since it won’t be billed as a “real” sales party it will set them

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

t ease. Of course, it should be a selling situation as well. It should be productive financially but very casual and easy-going (read: lots of laughter,

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

a few goof-ups, but ultimately a confidence builder!).

As their recruiter you can attend the party to offer them tips, suggestions on their techniques,

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

Professional from academic institutions, pharmaceutical industries, health care indust

etc. This can be done after the party at a personal consultation session or as a group session after the party. This is when the seasoned team members s

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

ould offer their own ideas on how to run a profitable party. Recruits can learn from others’ mistakes and their own triumphs.

Some sellers even go so f

.

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

r as to pair up a newbie with a seasoned team leader. They work together until the new recruit feels comfortable on her own. Using this tactic helps get

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

Companies that provide selfless information through particip

the newbie off to a faster start, earn more at her parties and streamline her party/presentation skills. Remember, an earning recruit is a happy recruit

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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