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Have you ever been in the situation where you hate to go home after a hard day of selling insurance? I have.

I know what will be w

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

aiting for me, an unhappy wife. It is not that she is naturally that way; it is that she is worried about money, bills and the kids

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

Examples of combination products may in

eating regularly.

If you sell anything on commissions then you fully understand. It can be feast or famine. I decided a long time

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

ago to solve this issue. I wanted to come home to a happy wife and to leave the insurance business at the door.

I decided if I had

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

more prospects to talk to than I could see then I would always have someone to sell to. I purposely over flooded my prospecting lis

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

Combination pro

t with excessive prospects.

I used direct mail, referrals and seminars to provide them all for me. I always had more than enough p

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

ospects to see and often I would not get to all of them. Seems like a waste you say?

Not really. If you have an enormous amount o

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

f people who you could see then the fear of the Monday morning appointment scheduling was a thing of the past.

It was actually very

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

easy to do and it has resulted in a lifetime of comfort when it comes to prospecting. Here is how I did it.

I borrowed enough mon

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

ey from the bank to fund a large direct mail program setup for 12 months in advance. I would mail 5,000 to 10,000 pieces a month wi

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

h an average rate of response of 3.5%. The amount would vary based on time of the year such as the holidays. Here is the catch: If

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

Following aspects would a

I had leads left over I could not get to because of the volume of the response, I would throw them all away. I could do so because

dd to the challenges in developing combination products:

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

I had flesh leads arriving in the mail almost daily. If someone did not want to see me or was hard to see I just chucked it.

It wa

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

s almost like a breath of fresh air and an enormous amount of freedom. At the end of the year I added up my results and readjusted

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

or the following year. At the end of the first year I calculated I had over 600 annuity leads that I could never get or about 50 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

month.

What did I do, reduce my mailings? No I increased them by 50%.

The freedom of unlimited annuity leads for me was a

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

Professional from academic institutions, pharmaceutical industries, health care indust

breathy of fresh air. I also learned that if I had enough leads I could come home each night and I was happier which of course made

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

my wife happier. The following year and each year afterward I have estimated that I have left 1,000 annuity leads uncalled and whil

.

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

it may seem a compete waste of time I look at it as the very best money I have ever spent. I have eliminated my need for someone t

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

Companies that provide selfless information through particip

o talk to about my insurance products and at the same time kept my home life happy.

A good lesson is this, “Happy Wife, Happy Life.

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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