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Why do those clients/customers/patients leave us; and how big is the percentage that we could possibly win back?

Depending 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

n the source, survey data varies slightly. In fact, is amazing how remarkably consistent the percentages are from survey to

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

Examples of combination products may in

survey.

So, here’s why your clients/customers/patients leave: .

1% Die Nothing you can do about that.

9% Have left you

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

because they found a competitor they liked better. (Ouch!) Remember, your competitors are always looking for business. You

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

r customers are always targets for their new business marketing. This should become a priority to your company or firm to pre

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

Combination pro

ent this from happening.

9% Moved away or outgrew the need for your product or service. Even B2B companies can have custome

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

rs relocate, change the nature of their business, or go under.

14% Leave you because they have complaints that were not reso

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

lved. Of course, you give great customer service, but what about all the people that come in contact with your clients? Do

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

you really know how all of them represent your company? It’s estimated that for every complaint you get, there are seven to

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

ten you never hear about.

67% Say they leave because of no special reason they simply forget. They forget to come back beca

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

se you didn’t, or don’t remind them enough. Here is a group that is predisposed to do business with you, and is just waiting

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

Following aspects would a

for you to ask them to come back. Ignoring this group is hazardous to your profits.

One of the biggest mistakes business o

dd to the challenges in developing combination products:

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

wners make is not having a system in place that allows them to “help stay in touch” with their customers.

Question: Do you

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

know the optimum number of times you should reach out and touch your clients or customers? Between 48 and 52 times in a year

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

, once a week, is the optimum level of customer contact. If your clients/customers/patients want less, they will tell you th

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

right number. When you do contact them that often, ensure every contact is not a sales pitch. Give them information they c

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

Professional from academic institutions, pharmaceutical industries, health care indust

an use or enjoy, and don’t forget birthdays and anniversaries.

How profitable are those customers? Retail analyst and autho

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

r, Paco Underhill’s research has determined “that a previous customer will spend on average twice as much as a first time cus

.

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

tomer.”

There you have it. A big percentage of your inactive customers are just waiting for you to ask them to come back.

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

Companies that provide selfless information through particip

Going after those inactive clients and customers is a sure way to get a great Return on Investment for your marketing efforts

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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Big Issues are those that cost organisations money – lots of money. On that criterion, staff retention is, for many companies, right up there with the biggest of their big issues. And, given the current vacancy and staff turnover levels in many organisations, it has the potential to become an ever bigger issue. Unless you do something positive about it now.

Marketing is the 'lifeblood' of all successful businesses and ineffective marketing costs British Businesses millions of pounds every year. Below are forty questions to help you to become more effective in your marketing.

Let’s face it: the greatest accomplishment for a member of the sales community is closing a deal with a skeptic. Many who are proficient at this art agree that it is far more gratifying to convince someone who initially felt your product was not necessary that it indeed is, than to complete what the industry terms an “easy sell.” Lucky for us all, plenty of doubters buy products and services everyday. Let us examine eleven of the fundamental techniques used by those who succeed in persuading the worst of cynics.

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