How are new products tested before release in the medical sales industry?

If you work in medical sales, you know how important it is to stay updated on the latest products and innovations in your field. But how are these products tested before they reach the market and your customers? In this article, we will explain the main steps and challenges involved in the product testing process for medical devices and pharmaceuticals.

1 Regulatory requirements

Before any new product can be sold or marketed in a specific country or region, it has to meet the regulatory requirements and standards of that jurisdiction. This means that the product has to undergo a series of clinical trials, quality tests, safety evaluations, and ethical reviews to demonstrate its effectiveness, reliability, and compliance with the applicable laws and regulations. Depending on the type and complexity of the product, this process can take several years and cost millions of dollars.

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2 Customer feedback

Another key aspect of product testing is getting feedback from the potential and existing customers, such as doctors, nurses, patients, and health care organizations. This feedback can help the product developers and manufacturers to identify the needs, preferences, and expectations of the target market, as well as to assess the satisfaction, usability, and performance of the product in real-world settings. Customer feedback can be collected through various methods, such as surveys, interviews, focus groups, observations, and reviews.

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Samy Lateef Ghaly

"Senior Medical Sales Representative | Pharmaceutical Sales Specialist | Proven Track Record in Product Launch, Territory Growth & Key Account Management | Dermatology, Gynecology, Orthopedics, and Urology Expertise"
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We made survey through different doctors in market and effiecy of material And side effect of it .. on patient then When it released in market we follow up with Dr's and have prescribed for patient indication ... And back to company with feedback . If it's positive or negative for more options

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3 Product updates

Based on the results of the regulatory and customer feedback testing, the product may need to be updated or modified to address any issues, gaps, or opportunities for improvement. These updates can range from minor changes in the design, packaging, or labeling of the product, to major revisions in the formulation, features, or functions of the product. Product updates can also be driven by the emergence of new technologies, competitors, or market trends that require the product to adapt and stay relevant.

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4 Post-market surveillance

Even after the product is released and sold in the market, it still has to be monitored and evaluated for its safety, quality, and effectiveness over time. This is called post-market surveillance, and it involves collecting and analyzing data from various sources, such as adverse event reports, customer complaints, product recalls, audits, inspections, and studies. Post-market surveillance can help to identify and prevent any potential risks, defects, or failures of the product, as well as to support continuous improvement and innovation.

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5 Communication and education

The final step of product testing is to communicate and educate the stakeholders about the product and its benefits, features, and usage. This includes creating and distributing marketing materials, such as brochures, flyers, websites, videos, and presentations, that showcase the product and its value proposition. It also involves providing training and support to the sales representatives, distributors, and customers, who need to learn how to use, sell, and recommend the product effectively and appropriately.

As you can see, product testing is a complex and crucial process that involves multiple stages, stakeholders, and challenges. By understanding how it works, you can better appreciate the value and quality of the products you sell, as well as the efforts and resources that go into developing and delivering them.

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Kunal Banerjee

Healthcare Enabler | Med Affairs | Launch Excellence | Strategy | Business Development | Pharma / Medical Device | IIM-Kozhikode Alumni | Ex-AZ, BD, Roche & Novartis. Talks about # Healthcare # Business Development # CRM
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After we have sorted the customer feedback’s and incorporated in the product in the form of updates, the product is ready for launch in the market. Post-marketing surveillance gives you a hint of how the product performs in real world. However, it is still not enough and communication and education is indispensable in creating brand awareness & cement brand identity of the product through workshops, trials and simulations to build confidence and nudge to evaluate the product addressing specific unmet needs and how it translates into benefits for the patients and Institutions.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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George ATTALLA

Co-founder & Board Director at NovaTech Egypt for Medical Industries - Business consultant / Senior Trainer / Executives' Coach
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We can find a place in the market almost for any product, the real challenge is to accurately estimate its real potential in the market, and here comes the problem. Over or underestimating the potential can both end in unpleasant results. Putting your hands on the BIG DIFFERENTIATING POINTS is the key to overcome this. Then it’s up to your marketing team to best express these points right from the pre launch campaign. Sad stories are mostly due to bad estimations, but the sadder stories come when the marketing team fails to make a jewel shine.

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How are new products tested before release in the medical sales industry?

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1 Regulatory requirements

2 Customer feedback

3 Product updates

4 Post-market surveillance

5 Communication and education

6 Here’s what else to consider

Medical Sales

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