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I had a call from one of my team this morning and it took me right back to my fledgling days of Network Marketing. It was from Joanne and she was in a

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

bit of a state.

"John, I have tried everything but I just cant phone these people, is there another way? Could you phone them for me?"

I had to smile

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

Examples of combination products may in

as I recognized that state of panic and fear. I calmed her down and asked what is was she feared the most. Now I must point out that Joanne has got off

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

to a great start in the business and has all her lead generation and follow up in place. In fact she has pretty much got all the online parts of her

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

business sewn up but we have found a weak point that needs to be addressed.

So I asked her out straight.

"Joanne what is it your fearful of?"

"John,

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

Combination pro

on't you know! I don't want REJECTION"

Once again I was taken back to my first period in this industry and this was a time when the Internet wasn't an

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

option for lead generation. Back then it was advertise offline, work your circle of influence (and then work it again) and follow cold calling scripts

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

when phoning your leads.

When I first started my enthusiasm took me through and I called with great gusto. I got my posture right and I called and c

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

alled. Each time I got an answer I would rush through my script making sure I didn't miss anything, bringing them closer and closer to the sale. I got

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

to the end (when I was lucky) and then was presented with a big fat NO.

After a while the thought of picking up the phone sounded harder than picking

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

up a block of concrete. Every bad association I had with my cold calling was associated with that phone and I grew to hate it. So I knew exactly how J

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

Following aspects would a

oanne was feeling.

You have to love the phone in this business but sometimes you can adjust your process to make that love affair stacked more in your

dd to the challenges in developing combination products:

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

favor. I just needed to remind Joanne about this.

"Joanne, what is the purpose of the call you are so concerned with?" I asked knowing full well what

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

the answer was.

"John, this person has just signed up under me and I need to call them to introduce them to my team and explain how to navigate arou

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

nd the back office. I really don't like this part of the process so can't you do it for me". You see we have now set up the entire process so the first

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

call that needs to be made is when someone calls you or joins the business.

"Joanne, remember when you joined the business and I gave you a call, how

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

Professional from academic institutions, pharmaceutical industries, health care indust

did you feel?"

Well of course she felt great and was really happy an actual human being had made the effort to call her. After all everything up to t

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

his part had been entirely online so the human interaction was the part that made her realise this was a business she wanted to stay involved with.

Ne

.

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

edless to say we got through this 'most difficult call' and Joanne has started to disassociate her fear of the phone. Regardless of how you set your pr

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

Companies that provide selfless information through particip

ocess up you need to love the phone, as it is the difference between a mediocre network marketing business and 7-figure income a year type of business

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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