Here is why Anoro sales are not where we would like

1. We sold the concept that all COPD has inflammation, and needs an ICS for many years
2. HCPs are still nervous about Rxing a LABA without a concomitant ICS.
3. There is some overlap between COPD and asthma. Remember the Ven diagram?
4. Bumping up to Anoro requires the patient to come into the office. It's OK to switch to Incruse over the phone, but not to go from a LAMA to a LAMA/LABA without a patient visit.
5. Managed Care carve outs on UHC and Humana MEdD.
6. Access limited, Ventolin samples gone, pressure not to leave Advair and other teams have Incruse and Advair for access. "You have Anoro? No thanks, we're all set. Bye"
7. Focus on metrics which are only vaguely correlated with success, using marketing "research".
8. Difficulty in evaluating rep's true effectiveness. Patient First fiasco followed by constant ride-alongs which have the reps constantly explain why they aren't able to achieve all the silly metrics. Lots of "touch points" throughout the week.
OK, that's enough for now. On the plus side we have good data in the PI with side effects, efficacy, and the geriatric population. I haven't had much success with the sales aid's pink-shirted college professor who still smokes half a pack a day being identified with the COPD patients the doctors see every day. Kinda funny, actually.

 

All of which boils down to, "I am too timid and skeered to ask he big scary doctor if he wants some of my new candy"

 

Anoro is no or a

 

The reason you can't sell Anoro is because you don't believe in the product . You also have to sell against the ICS-LABA. Yes, sell against Advair now or when it goes generic. As soon as the f'd up Resp people learn this, ANoro will grow. Breo is dead man walking. THe day Advair is generic, all the time u spent mentioning Anoro for COPD, but quickly showing Breo data when the Dr suggest the patient may have a exacerbation, you will regret it. The Anoro folks are not cutting it folks. Give this great product with unreal SUPERIOR data to a sales force that can sell it. I say give it to team Tamzeum. If they can sell Tanzeum with "0" managed care coverage, put them on Anoro.

 

gee, you sound like a manager....but it looks like you are only a millennial ......

 

Team "Tamzeum", as you call them, has already been with Anoro for awhile and not having any extra success in my territory. If you were anywhere near the field, you would know this. Yes, the Anoro people are selling against ICS/LABA with the detail aids, chump.

 

9. LinCare and similar types providing free home delivery, no copay, of duoneb and budesonide nebules for patients over age 64.
10. HCPs irritated at gsk in general for never-ending Advair price hikes over the years.

 

Anoro has done significantly better ever since team Tanzeum picked it up. And that is with little to no effort.

 

If it occurred with "little to no effort" then it would be wise to use caution in determining cause and effect. Team Tanzeum may have had nothing to do with it.

 

Thank you Sir. You have been a tremendous help.

 

No, it happened when team Tanzeum picked it up. They know how to sell and did it with little effort. Tanzeum is a bigger fight for them right now, which is why less effort for Anoro. Bottom line is Anoro is doing better now that they are helping, so be grateful.

 

11. Damaged relationships in critical specialty offices, allergy and pulmonary, with Advair ESI fiasco 2014. Some offices had hundreds of patients force-switched off of Advair, and they haven't forgot which company was responsible.

 

hey it ain't selling anywhere...look at the Sprivia scripts and find out you have less than 2% of their total DA

 

From the beginning, the entire organization refused to launch Anoro as a new class of medicine and instead insisted on not upsetting the apple cart of Advair and Breo. Everyone knew GSK would struggle in short-term b/c of DOJ, Deirdre, etc. But, screwing up the Anoro launch also doomed GSK long-term. What's left when Advair goes generic?

 

lets see in area, last 6 months, I have 128 rx's for Anoro. Spiriva 3,478, get the picture.
getting our clocks cleaned then ding dong you idiots1

 

12. Continuing to irritate critical specialists in pulmonary and allergy by heavily restricting Advair samples.

 

BI is kicking my butt with Steolto!! WTF?

 

he is beating you because he is better than you are................period.

 

GSK approved solution - bundle the Anoro numbers with the Incruse numbers. It just became the "LAMA containing meds" market. With Incruse sharp upward movement due to managed care contracts, Anoro hangs on to the coattails for the ride. Bravo you strategy mavens, bravo.

 

Translation -- "We're just about out of any sort of option to be successful in this marketplace after Advair goes generic. Shoot, let's just put our heads further in the sand, pretend that all is going to be great, and then be completely shocked when Advair goes generic and we're left with a 3rd to class LAMA, a 4th to class ICS/LABA, and a 1st to class LAMA/LABA that we were too afraid to really do anything with. And yes, by putting patients first, we know they breathe better on INCRUSE than they do on ANORO." Wait... what?