References - Arts and Entertainment

Today I offer some insight into the business world's conservative but justified stand on appearance.

During my 15 years as a sales rep in the electronics industry, I became closely

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

acquainted with several of my accounts. These account managers consisting of purchasing supervisors, engineers and upper level CEOs confided to me some business faux pas that made

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

Examples of combination products may in

them chuckle as soon as either they or the sales rep left their office.

Appearance is everything in the business world. Being a conservative world, keep in mind some of the actual

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

erceived boo-boos observed by business management that I'm about to share with you. These are true stories. There are no names mentioned to protect the innocent.

One CEO commented

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

he had the exact same tie as a particular sales rep who called on him. The CEO was initially impressed with the apparent good taste demonstrated by the salesman. Upon closer scrutin

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

Combination pro

of the tie, it was discovered that a mustard stain graced the Italian silk, hand-painted masterpiece. It struck the CEO as amusing. After about ten minutes into the sales rep's pit

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

ch, he also noticed something crusty stuck to the tie in addition to the mustard stain. The CEO had to excuse himself so that he could release the laugh he was stifling for the last

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

20 minutes. The sales rep was selling industrial cleaner. Moral of story: Check a mirror before going into an account and carry an extra tie in your briefcase for those post lunch

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

eetings. Unless it's mandatory, don't wear a tie at all.

Bright red nail polish on women is a turn off to a possible prospectus. One account manager said, "All I was able to look a

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

t were long red talons. I couldn't keep focused on the presentation. The red nails were scary." It would be even scarier on a man. Moral of story: Clear nail polish for women, no na

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

l polish for men.

Multiple earrings on both men and women make business executives want to run the other way. One comment, "Are they selling jewelry or electronics?" Another commen

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

Following aspects would a

t, "I kept trying to figure out how she could get all those holes in her ears without demolishing the whole ear." Last earring comment, "It looks painful." Moral of story: Women ke

dd to the challenges in developing combination products:

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

ep earrings to a pair…one in each ear. Men, wear no earrings at all. If you must, keep it to a single, tiny earring.

After a successful sales day, I decided to call on my last acco

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

nt late in the day rather than first thing in the morning. I had that option. I walked in, sat down, and felt confident after having booked $100,000 worth of business. I also felt "

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

sparkling" that afternoon. After talking with the purchasing manager, I went on to the engineering department where I presented a new product that we had just manufactured. Everyone

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

was interested…maybe a bit too interested. I noticed a few smirks, but figured my buoyant mood was contagious. The engineers wanted samples of the new product for a prototype and th

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

Professional from academic institutions, pharmaceutical industries, health care indust

e purchasing manager wanted me back in a couple of days…a sure sign of a sale.

When I got into my car, I inadvertently checked the rear view mirror. I was horrified! There were thr

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

ee poppy seeds stuck between my front teeth…little black specs that appeared to dance in the sunlight. How embarrassing! Those smirks I detected earlier were suppressed laughter. Mo

.

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

al of story: No more poppy seed rolls with lunch. Check your rear view mirror before entering an account, not after.

While negotiating the world of business, think conservative. Ch

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

Companies that provide selfless information through particip

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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References - Business Faux Pas: Mustard On Your Tie and Poppy Seeds In Your Teeth

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