Answers - Business

“I recommend the 5.8 GHz Digital Phone, because it suits your needs well, provides adequate service for your area, and has the additional capabilities you requested.” The

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

sales clerk spoke with confidence, implicating she knew this to be true, and bringing the client into focus with her needs. Her attitude of confidence presented the produc

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

Examples of combination products may in

well, and the sale completed.

As the client agreed to the purchase, the clerk smiled, offered other services, recommended the service package with the product, and comple

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

ted the sale, earnestly convincing the client she was meeting her need. At the check out, because the clerk had quoted regular pricing, discount pricing was available so t

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

e client saved an additional significant amount of money on this product.

Another client enters the store, met by another sales clerk. The client describes his need and t

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

Combination pro

he clerk says, “I think this 5.8 GHz Digital Phone will do what you’re asking. It says here on the box that it works everywhere, stops interference, and has places to stor

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

your important numbers.” The client responds, picking up another box and reading the side of it. None of them promise significantly different promises from any other, an

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

d the clerk appears unsure of his product. The client finds a cheaper 5.8GHz phone and purchases it, refusing the last minute offer of a service package, and walks out of t

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

e store feeling let down.

Two days later, he comes back to the store, the phone not out of the package and returns it, saying he isn’t sure its what he wants, and leaves w

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

ith the phone the first clerk attempted to sell, but after talking to a different clerk. The more confident clerk also sold him the service package and the second handset.

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

The client leaves happy, knowing he got the deal he wanted because the clerk he spoke with was an “expert” on phones. The place is Radio Shack, both clerks received the

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

Following aspects would a

ame sales training, had the same knowledge behind them, and had a good solid understanding of the way all cordless phones work, and which areas of the community work best w

dd to the challenges in developing combination products:

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

ith specific phones. It does make a difference, because various phones have power variations making them work better under specific conditions.

Both clerks knew this. On

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

portrayed confidence, understanding of her product, and solid knowledge of the area, presenting all information in a way that led the client to believe she knew what she w

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

as talking about. The other clerk counted on the product packaging to sell the product for him.

All things being equal (though we know they are not), knowledge, confidenc

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

, and attitude bring a sense of power to the person resulting in expertise projected to others. In the words of the Assistant Manager of a local Radio Shack, Brenna VerHoe

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

Professional from academic institutions, pharmaceutical industries, health care indust

ff, “It’s all in those two little words ‘I recommend’, a customer will buy what you recommend, if you present the product in a manner that tells them you know what you are

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

alking about. I make a point of knowing my products, knowing the value of any additional products the customer needs to meet their needs, and listening to the customers so

.

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

I understand their needs.”

Brenna, a college student, has moved up steadily since her employment at Radio Shack nearly a year ago, because she listens to the sales traini

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

Companies that provide selfless information through particip

g offered, presents her product to her clients with confidence, and is willing to go the extra distance to meet the customers needs offering additional Radio Shack services

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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