Here it comes....

[anonymous]

New pay plan coming in January so lets review some history:

1) Quarter to quarter EPS mindset takes hold under Dvorak.
2) Investments in residency programs die as a result.
3) Competitors buy off the docs who want to be engaged. ZB responds by engaging virtually nobody.
4) Inventory shrinks in response to 1) causing many reps to spend inordinate amount of selling time being a courier.
5) Frustrated Senior reps leave, (many at the hands of abusive Biomet distributors) taking business with them, or in many cases, just getting out.
6) Older Zimmer doctors start retiring, young docs have not heard of us (see 2).
7) EPS mindset continues, demanding a new “growth based” pay plan to compensate for 1-6, wrongly assuming this is a short-term selling cycle business.
8) Spiral tightens as even more reps will leave first quarter.

Am I wrong? Enlighten me, as I want to be wrong.

 

[anonymous]

Every one of your points is on the money. The thing that worries me about the new pay plan and contracts that are coming is that those of us left have nothing of value to bargain with! Relationships...if you had them you would have already left. ZB can do whatever they want. They played the long game perfectly against the sales force, Checkmate.

 

[anonymous]

Every one of your points is on the money. The thing that worries me about the new pay plan and contracts that are coming is that those of us left have nothing of value to bargain with! Relationships...if you had them you would have already left. ZB can do whatever they want. They played the long game perfectly against the sales force, Checkmate.

The thing that can not be stressed enough when it comes to senior guys is the fact that they NEVER sell. They are truly high priced box openers and ASRs. They only sell to existing surgeon base, which came into the territory already using Z. Good luck leveraging relationships when there aren’t any. Other companies won’t pay your high salaries to “bring business” because you can’t. Have heard those promises the last 20 years over and over, and can count on one hand how many surgeons followed their Z rep to a different co.

 

[anonymous]

The thing that can not be stressed enough when it comes to senior guys is the fact that they NEVER sell. They are truly high priced box openers and ASRs. They only sell to existing surgeon base, which came into the territory already using Z. Good luck leveraging relationships when there aren’t any. Other companies won’t pay your high salaries to “bring business” because you can’t. Have heard those promises the last 20 years over and over, and can count on one hand how many surgeons followed their Z rep to a different co.

You answered a question that wasn’t asked.