Answers - Finance

“We would be out of business without vendor financing” according to the president of a distributor of commercial strength and cardio equipment. Almost 65 percent of thi

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

s company’s revenues are generated utilizing a vendor financing program implemented over ten years ago. Vendor financing programs provide manufacturers, distributors

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

Examples of combination products may in

nd dealers from a wide variety of industries the capability to offer customers a convenient way to acquire their products at the point of sale. A few of the key benefit

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

vendor financing provides include:

· Improved vendor cash flow through pre-funding, or financing of the down payment, and reduced receivables through collection

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

of the balance upon delivery of the product

· Improved margins and higher sales by focusing the customer on monthly payments instead of price reductions

·

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

Combination pro

A faster selling cycle – fewer worries about whether your customer has the money in its capital budget or if they can (or will try to) find financing on their own

·

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

Transfer of the financing risk to a third party through non-recourse programs

· The ability to open up new markets including selling your products outside 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

e United States With programs that can provide financing in amounts as little as $5 thousand, vendor financing can be implemented to cover most asset types and a variety

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

of customer credit profiles including start-ups and early stage companies. For amounts up to $100 thousand (and higher), many financings can be approved in as little as

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

four hours after your customer completes a one page application. For larger transactions, approvals can be obtained as quickly as two business days following the submis

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

ion of financial statements and tax returns. Lease terms can extend to 84 months for equipment with long useful lives sold to qualifying credits. According to a southea

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

Following aspects would a

tern manufacturer of equipment, the flexibility, creativity and extraordinary support it enjoys through its vendor financing program provides it with a competitive advan

dd to the challenges in developing combination products:

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

age. Its vice president of sales firmly believes that choosing the right programs and leasing company can be the difference in winning a sales competition.

A few quest

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

ons to ask in selecting the best leasing company for your business include:

· Flexibility – Can the financier fund my A, B & C credits? Can soft costs be includ

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

ed in the financing amount? Will all credits be financed without recourse to the vendor?

· Minimums and maximums – How small and how large of a deal can the fin

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

ncier fund? Any limitations on how much credit it can extend to any given buyer? Any overall minimum or maximum volume requirements to create a program for your compan

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

Professional from academic institutions, pharmaceutical industries, health care indust

?

· Creativity – How many different programs structures and end user offerings can the financier provide? Will the financier create unique programs to meet the

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

pecial needs of certain customers?

· Service – What levels of support do you require for sales, marketing, administration and deal structuring? Do your customer

.

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

require a personal touch or will a highly automated system be a better fit with your sales methods? If you can visualize your company as a one-stop solution provider t

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

Companies that provide selfless information through particip

your customer’s needs through having the ability to offer fast and easy equipment financing, then vendor financing may provide you with new and profitable opportunities

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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Answers - Higher Sales and Improved Margins through Vendor Financing

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