Credibility Lost: The OBU Story

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anonymous

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In the beginning, when we were all "turtles", the OBU was full of promise and excitement.

From our flashy new brochures to the endless "we are committed to the ophthalmic space" from KK, FO, and PS, we were unstoppable and ready to make a name for ourselves.

We had built trust with our ECP's.
They were excited to see what this unknown entity was all about.

Then the "eyelove child" was launched, Xiidra.

Like a celebration in Hooville on Christmas morning, the band played, love was in the air, and our friend, JA, was going to take us to the promised land with her frank talk about dry eye.

Onward we went into the field. While we faced headwinds from our friends at Allergan, we prevailed.

But not enough. Leadership panicked. Instead of getting out in front of issues, they hid. They went back to the 90's playbook. More calls, more SOV, more pressure on reps and MD's. And the final desperate act, the Niinja strategy. Oh, adding the Neuro team to "help" out.

Credibility, shattered. Trust, gone.
Reputation,none.

Why? Leaderships failure to execute. Period.
 












VH the ZD is a liar too. He told me I would be eligible for a management position when I started as soon as one opened up. Totally took that back. The basic raises we were given and the promise of more 401K match tricked us all. We should have seen this coming with these jokers we have in leadership.
 






anonymous said:
VH the ZD is a liar too. He told me I would be eligible for a management position when I started as soon as one opened up. Totally took that back. The basic raises we were given and the promise of more 401K match tricked us all. We should have seen this coming with these jokers we have in leadership.
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I was told that nobody quits shire. I would never have to interview again. I was told managed care was better at shire than anywhere. I was told compensation would be fair so you couldn't win by getting one big account. I was told to sell for surgery. I had a RD and ZD with zero experience. And a head of sales who promised 1.5 million plus scripts for the year when I thought we would struggle to do half of that. Glad it's not me fucking with peoples careers and livelihood in this day and age.
 






anonymous said:
In the beginning, when we were all "turtles", the OBU was full of promise and excitement.

From our flashy new brochures to the endless "we are committed to the ophthalmic space" from KK, FO, and PS, we were unstoppable and ready to make a name for ourselves.

We had built trust with our ECP's.
They were excited to see what this unknown entity was all about.

Then the "eyelove child" was launched, Xiidra.

Like a celebration in Hooville on Christmas morning, the band played, love was in the air, and our friend, JA, was going to take us to the promised land with her frank talk about dry eye.

Onward we went into the field. While we faced headwinds from our friends at Allergan, we prevailed.

But not enough. Leadership panicked. Instead of getting out in front of issues, they hid. They went back to the 90's playbook. More calls, more SOV, more pressure on reps and MD's. And the final desperate act, the Niinja strategy. Oh, adding the Neuro team to "help" out.

Credibility, shattered. Trust, gone.
Reputation,none.

Why? Leaderships failure to execute. Period.
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I am sure adding the Neuro team to help out doomed you. Yes, the call expectations and number of people going into the offices was ridiculous, but that is no longer the case with 3 calls a quarter on each prescriber. That's once a month. Ninja shouldn't be in there also, but I am sure that one extra call a month is meant to be helpful and not deciding your territory fate.
 






The NBU folks, like most primary care reps, are highly defensive and insecure.

The NBU debacle was just another nail in the credibility coffin for the OBU.

My NBU team could not have been more respectful and diplomatic working with my ECP's.

The majority, however, were not.
 






Lets stop with the NBU blame. I feel terrible they got pulled into this. Of our 99 problems they don't even crack the top 5.

Credibility was lost the first week of January when you tell the 90 reps that are in charge of bringing in the most amount of revenue that they now get a whopping $5 a script. Then you change the cards, and how pharmacies process them, before telling the reps about these changes. Then Perry pulls our friends and teammates into a room in Florida and belittles them like they're in elementary school. Then you realize that "buckets" are retarded and you try to correct Q2, but instead you come up with the most horrific comp plan ever. Then BD, the only guy we actually trust, packs his bags for Europe. Our Sales Ops guy gets fired, KK goes to who knows where, Perry promises to fix things and that's the last we hear from him. New guy John shows up and is a true leader with what, 2 emails in his first 2 months on a job? Still no Head of Sales, still no Q3 comp plan, still no true-up for Q2, and still no light at the end of tunnel for someone to stand up, take charge, and say "Hey! We started off f*ing awesome. Let's get this train back on track." Seriously what the hell is going on at home office? It all goes back to Perry. Him agreeing that a goal of 1.5M Xiidra rxs in 2017 was achievable, prior to any Medicare coverage, doomed everything.
 












anonymous said:
Lets stop with the NBU blame. I feel terrible they got pulled into this. Of our 99 problems they don't even crack the top 5.

Credibility was lost the first week of January when you tell the 90 reps that are in charge of bringing in the most amount of revenue that they now get a whopping $5 a script.


Another Y bucket rep with too much self importance.
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anonymous said:
Lets stop with the NBU blame. I feel terrible they got pulled into this. Of our 99 problems they don't even crack the top 5.

Credibility was lost the first week of January when you tell the 90 reps that are in charge of bringing in the most amount of revenue that they now get a whopping $5 a script. Then you change the cards, and how pharmacies process them, before telling the reps about these changes. Then Perry pulls our friends and teammates into a room in Florida and belittles them like they're in elementary school. Then you realize that "buckets" are retarded and you try to correct Q2, but instead you come up with the most horrific comp plan ever. Then BD, the only guy we actually trust, packs his bags for Europe. Our Sales Ops guy gets fired, KK goes to who knows where, Perry promises to fix things and that's the last we hear from him. New guy John shows up and is a true leader with what, 2 emails in his first 2 months on a job? Still no Head of Sales, still no Q3 comp plan, still no true-up for Q2, and still no light at the end of tunnel for someone to stand up, take charge, and say "Hey! We started off f*ing awesome. Let's get this train back on track." Seriously what the hell is going on at home office? It all goes back to Perry. Him agreeing that a goal of 1.5M Xiidra rxs in 2017 was achievable, prior to any Medicare coverage, doomed everything.
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PS had a goal of 500,000 Rx's. He gave the 1.5M target to the reps as a stretch goal.
 












anonymous said:
Lets stop with the NBU blame. I feel terrible they got pulled into this. Of our 99 problems they don't even crack the top 5.

Credibility was lost the first week of January when you tell the 90 reps that are in charge of bringing in the most amount of revenue that they now get a whopping $5 a script. Then you change the cards, and how pharmacies process them, before telling the reps about these changes. Then Perry pulls our friends and teammates into a room in Florida and belittles them like they're in elementary school. Then you realize that "buckets" are retarded and you try to correct Q2, but instead you come up with the most horrific comp plan ever. Then BD, the only guy we actually trust, packs his bags for Europe. Our Sales Ops guy gets fired, KK goes to who knows where, Perry promises to fix things and that's the last we hear from him. New guy John shows up and is a true leader with what, 2 emails in his first 2 months on a job? Still no Head of Sales, still no Q3 comp plan, still no true-up for Q2, and still no light at the end of tunnel for someone to stand up, take charge, and say "Hey! We started off f*ing awesome. Let's get this train back on track." Seriously what the hell is going on at home office? It all goes back to Perry. Him agreeing that a goal of 1.5M Xiidra rxs in 2017 was achievable, prior to any Medicare coverage, doomed everything.
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Great post
 












anonymous said:
Lets stop with the NBU blame. I feel terrible they got pulled into this. Of our 99 problems they don't even crack the top 5.

Credibility was lost the first week of January when you tell the 90 reps that are in charge of bringing in the most amount of revenue that they now get a whopping $5 a script. Then you change the cards, and how pharmacies process them, before telling the reps about these changes. Then Perry pulls our friends and teammates into a room in Florida and belittles them like they're in elementary school. Then you realize that "buckets" are retarded and you try to correct Q2, but instead you come up with the most horrific comp plan ever. Then BD, the only guy we actually trust, packs his bags for Europe. Our Sales Ops guy gets fired, KK goes to who knows where, Perry promises to fix things and that's the last we hear from him. New guy John shows up and is a true leader with what, 2 emails in his first 2 months on a job? Still no Head of Sales, still no Q3 comp plan, still no true-up for Q2, and still no light at the end of tunnel for someone to stand up, take charge, and say "Hey! We started off f*ing awesome. Let's get this train back on track." Seriously what the hell is going on at home office? It all goes back to Perry. Him agreeing that a goal of 1.5M Xiidra rxs in 2017 was achievable, prior to any Medicare coverage, doomed everything.
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Great post!!! However you may want to check your email, we got the "true up" and it's is joke just like EVERYTHING ELSE that happens in this company!
 






2016 Shire OBU = best rep job ever and a leadership team that trusted the reps. Actually felt like the upside down pyramid story was true. And it was only the beginning, with not only Xiidra but a promising pipeline.

2017 Shire OBU = leadership that panics and makes decisions based on 1 or 2 weeks worth of data combined with not knowing how to construct an IC plan that works, much less construct one that is in place before the IC period ends. Oh, and what happened to that great pipeline? R&D head leaves and apparently so did some of the ophthalmic pipeline as well. We only have 1 product in development now and no communication on what happened to glaucoma & other rare diseases.
 






anonymous said:
2016 Shire OBU = best rep job ever and a leadership team that trusted the reps. Actually felt like the upside down pyramid story was true. And it was only the beginning, with not only Xiidra but a promising pipeline.

2017 Shire OBU = leadership that panics and makes decisions based on 1 or 2 weeks worth of data combined with not knowing how to construct an IC plan that works, much less construct one that is in place before the IC period ends. Oh, and what happened to that great pipeline? R&D head leaves and apparently so did some of the ophthalmic pipeline as well. We only have 1 product in development now and no communication on what happened to glaucoma & other rare diseases.
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What? We lost all our pipeline? Where did you see this? It's the reason many of us came. No way would I come on board for one product. Not a dry eye product. Feeling bent over and poked in the arse.
 












Nobody writing this shit working for any pharmacy company. Nothing but bunch of meth out perverts from south eastern KS and Mo writing this shit. Shut your fake, lying asses up.
 






anonymous said:
What? We lost all our pipeline? Where did you see this? It's the reason many of us came. No way would I come on board for one product. Not a dry eye product. Feeling bent over and poked in the arse.
Click to expand...

Just went to the company website and checked the pipeline. Glaucoma and conjunctivitis is listed there along with another dry eye candidate, but yes the other ones are gone. RoP candidate didn't meet endpoints so they've moved it to another division. Don't know what happened to the retinitis pigmentosa drug candidate.
 












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