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It is essential to communicate confidence when you are speaking to past due customers o

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

r debtors. You must stay in control of the call and the only way to do this is by bein

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

Examples of combination products may in

g confident and prepared.

Remember, everything you do represents your company. How yo

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

u talk, collect money, send out invoices, and how you handle tough situations. Some ti

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

s I can share with you on how to appear more confident (even if your not!) when you mak

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

Combination pro

e collection calls are:

• First impressions, come up with a greeting that says that yo

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

u are happy, pleasant and confident. When your customer answers the phone and realizes

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

ou are calling about a past due invoice, they will not be happy. You must portray confi

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

dence, and not a dull boring message. Smile when you talk on the phone, it will be not

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

iceable in your voice.

• Your voice should be loud enough to be heard and portray conf

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

dence, not to loud but not to soft. You want your debtor to hear you and understand wha

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

Following aspects would a

t you are saying. Sit up straight in your chair and imagine the debtor is sitting acros

dd to the challenges in developing combination products:

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

s from you.

• Maintain "eye contact" by staying focused on the call. Don't check your

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

email or watch the other people in your office. Stay focused!

• Relax! Sit up straight

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

in your chair, don't play with paper clips or pens on your desk. Use your face, voice

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 posture to portray your confidence over the phone and in person.

If you put these

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

Professional from academic institutions, pharmaceutical industries, health care indust

techniques into effect you will collect more money and have better results from the col

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

ection calls you make. No one likes to make or recieve collection calls so take steps t

.

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

o ensure you make your calls in the most effective way the first time so you don't have

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

Companies that provide selfless information through particip

to continue to make calls to people that you let get in control of the call! Good luck

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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Every company follows its own credit policy set by management. For some the credit period offered to the customer is a week while for other organizations it could be as long as a month. Problems start when payments are not forthcoming within the time agreed upon. This is when a company has to initiate the accounts receivable collection.

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