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The new buzz-word in the Auto Industry for customer service is; Right-Selling, your

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

customer. In other words do not sell your customer something they do not need or up-

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

Examples of combination products may in

sell them into oblivion. The problem starts industry consultants continually talk ab

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

ut; dollars per customer sale.

In other words how much money did you make on averag

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 for each person it came in to purchase something? This is a bad way to judge your

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

Combination pro

usiness especially if you are in a business which requires a repeat business to ensu

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

re success.

Oil change facilities, car washes and many other automotive service bus

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

inesses work very hard and even pay extra commissions to their service writers when

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

hey up-sell the customer. But overselling the customer makes the customer think that

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

they have paid too much and are over budget on their auto expenditures.

One indust

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

y analyst says; if the customer's butt is sore when they leave they are liable not t

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

Following aspects would a

o come back. But I believe it gets even worse than this, because a customer who feel

dd to the challenges in developing combination products:

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

s that they have paid too much for service is when the only win in for an $8.99 carw

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

sh or a $19.99 oil change and in some paying $24.99 for a super deluxe carwash and h

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

ot wax or $149.00 oil change, transmission fluid change, engine flushing and several

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

other ancillary services is not likely be happy.

This is why the term has been deve

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

Professional from academic institutions, pharmaceutical industries, health care indust

loped; Right-selling. And that means giving the customer services within their budge

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

t and immediate needs rather than up-selling them into oblivion. By right-selling th

.

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

customer, you get a steady repeat customer and referrals too. Over selling means yo

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

Companies that provide selfless information through particip

u lose the customer and that is just not good business. Please consider this in 2006

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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