How do you Sybron reps feel about Niznick?

[Anonymous]

This is all unconfirmed rumors.

Another rumor, Kennedy has said that there wil be a very big change soon and he is looking forward to it. I wonder what they are going to do with all the Jerry posters? And how much more are they going to add to his account? Word has it however, that an Isreali company is also being looked at and it seems we are talking about going cheap, cheap, cheap!

So much for the Germans and Canadians, their products have been tossed in the slush pile. Could this be the same fate for many of ID products? It should be an interesting summer. I wonder what the ID Christmas letter will look like this year and who will write it? Greetings from Israel?

Zimmer should now also be shaking as the recent developoments points to a direct aim at their products and customers. Revenge? Give it another six weeks and you´ll know what I am talking about.

 

[Anonymous]

The company has no growth structure because Danaher has no input, reps are not motivated and have low morale and the earning potential is a joke when you realize that almost every rep is managing at least a $1 Million territory on which no comissions are earned and the territories are at least 5x the size of any normal implant territory. Turnover is evident when your people are working this hard to grow the business but not getting compensated according to their hard work. Nobody trusts Dr. Niznick as he continues to play with the comp plan and has made sure that nobody earns what they are truly worth. He'll tell you its not up to him anymore but he is the cause for all the issues. Imagine if the reps could actually earn a consistent six figure salary with an aggressive comp plan.

 

[Anonymous]

The company has no growth structure because Danaher has no input, reps are not motivated and have low morale and the earning potential is a joke when you realize that almost every rep is managing at least a $1 Million territory on which no comissions are earned and the territories are at least 5x the size of any normal implant territory. Turnover is evident when your people are working this hard to grow the business but not getting compensated according to their hard work. Nobody trusts Dr. Niznick as he continues to play with the comp plan and has made sure that nobody earns what they are truly worth. He'll tell you its not up to him anymore but he is the cause for all the issues. Imagine if the reps could actually earn a consistent six figure salary with an aggressive comp plan.

So what you are aknowledging is that Implant Direct has a large NA business if every one of the 45-50 reps have million dollar territories. All they need to do is grow sales above the 2010 numbers and they make commission. With overall sales up 30-40%, that should not be difficult.

 

[Anonymous]

So what you are aknowledging is that Implant Direct has a large NA business if every one of the 45-50 reps have million dollar territories. All they need to do is grow sales above the 2010 numbers and they make commission. With overall sales up 30-40%, that should not be difficult.

This sounds like the same speech we were told a few months ago, but in reality it works another way.

We all have to give an estimation of our forecasts, called plan, which are reviewed by the territory managers. If you estimate only 10% growth, you are nearly on your way out, even when you think the territory will be flat or even minus, we still say 15% growth.

The territory managers then add another 10% to 15% and it goes to the next level who add their own estimations. At the end we have 30% to 40% expectations and the commission plan kicks in once we are over plan. Any questions? No commissions and you work like a dog not to be under plan which means the boot, why do you think so many of us are looking?

 

[Anonymous]

This sounds like the same speech we were told a few months ago, but in reality it works another way.

We all have to give an estimation of our forecasts, called plan, which are reviewed by the territory managers. If you estimate only 10% growth, you are nearly on your way out, even when you think the territory will be flat or even minus, we still say 15% growth.

The territory managers then add another 10% to 15% and it goes to the next level who add their own estimations. At the end we have 30% to 40% expectations and the commission plan kicks in once we are over plan. Any questions? No commissions and you work like a dog not to be under plan which means the boot, why do you think so many of us are looking?

Apparently you do not understand the commission plan. you get 5% of all sales over the average of 2010 sales and since sales are growing 30-40%, there is no way you can not make a commission check, unlike other companies that set an imaginary goal to reach before commissions start

 

[Anonymous]

So what you are aknowledging is that Implant Direct has a large NA business if every one of the 45-50 reps have million dollar territories. All they need to do is grow sales above the 2010 numbers and they make commission. With overall sales up 30-40%, that should not be difficult.

There's no way this company sells 50 million in implants per year.

 

[Anonymous]

Apparently you do not understand the commission plan. you get 5% of all sales over the average of 2010 sales and since sales are growing 30-40%, there is no way you can not make a commission check, unlike other companies that set an imaginary goal to reach before commissions start

You must be a territory manager. Maybe your commission plan works that way.

 

[Anonymous]

Apparently you do not understand the commission plan. you get 5% of all sales over the average of 2010 sales and since sales are growing 30-40%, there is no way you can not make a commission check, unlike other companies that set an imaginary goal to reach before commissions start

Oh we understand the commission just fine and dandy. Grow the business one year, lose it the next year. UNLIKE other companies Implant Direct does NOT pay you a maintenance % to manage the business that you worked your ass off to bring in the door - your welcome for the growth. (And let's not forget that we are asking our relationships to use this product, knowing that you are only going to get compensated for 12 months - its just not worth it). What Dr. Niznick has done is created an environment that allows the reps to NOT service current accounts....forcing us to leave that solely to the inside sales reps and leaving customers with a bad taste in their mouths. If I have a baseline of $1.5 Million, I am only worrying about how to grow because I am only earning commissions on growth above $1.5. I am crossing my fingers and hoping my inside sales person can generate $1.5 million in business and then the rest is up to me. I am simply just not worried about the guy that needs help understanding our fixture mount. Now, if Implant Direct paid a maintenance percentage of 2-3% on everything under the baseline LIKE ALL OTHER COMPANIES DO then the reps would bust their behinds to not only worry about bringing in new business but to also ensure that all current accounts grew 3x their current capability. This whole compensation nightmare has an easy fix = provide a maintenance % for all business under the baseline for your soldiers and everyone is happy. End of story.

 

[Anonymous]

Apparently you do not understand the commission plan. you get 5% of all sales over the average of 2010 sales and since sales are growing 30-40%, there is no way you can not make a commission check, unlike other companies that set an imaginary goal to reach before commissions start

So if your territory did $40K last year, and you grow it 30% this year, which would be $12,000, you would make 5% of $12,000 or $600.00 for the month-after taxes $375. HOLY SHIT, that is huge money! If you did that every single month for the year you'd make $7200 in commission! All you have to do is allow yourself to be degraded and insulted by Niznick at will. Deal with Mini Me in Phoenix, worry about the pay plan constantly, and if you have a job at the end of the month. Hey, sign me up. I remember a few years back, Niznick was on this board tauting the benefits of "getting paid from dollar one". "Every year you can give yourself a raise." What a fucking tool.

 

[Anonymous]

Its not even a maintenance % you are looking for. If you got paid on total revenue, or at least paid on a total monthly quota, you would have incentive to develop a relationship with an existing customer, and gain incremental revenue from that account, plus referrals, plus the business you gain by traditional cold calling. The PP is correct there is no incentive to service the existing client base. ID is trying to get as many customers as possible without regard for the level of service provided. In the oral surgery market that may work because you have a client that has a high level of competence. In the Implant/GP market which is what ID sells to, the doctors are not as experienced, and require more servicing. It may work short term, but int he long run its a model that works. All that is needed is a company that can provide an equal or slightly higher price than ID, AND a high level of service and ID will be losing a lot of business.

 

[Anonymous]

Oh we understand the commission just fine and dandy. Grow the business one year, lose it the next year. UNLIKE other companies Implant Direct does NOT pay you a maintenance % to manage the business that you worked your ass off to bring in the door - your welcome for the growth. (And let's not forget that we are asking our relationships to use this product, knowing that you are only going to get compensated for 12 months - its just not worth it). What Dr. Niznick has done is created an environment that allows the reps to NOT service current accounts....forcing us to leave that solely to the inside sales reps and leaving customers with a bad taste in their mouths. If I have a baseline of $1.5 Million, I am only worrying about how to grow because I am only earning commissions on growth above $1.5. I am crossing my fingers and hoping my inside sales person can generate $1.5 million in business and then the rest is up to me. I am simply just not worried about the guy that needs help understanding our fixture mount. Now, if Implant Direct paid a maintenance percentage of 2-3% on everything under the baseline LIKE ALL OTHER COMPANIES DO then the reps would bust their behinds to not only worry about bringing in new business but to also ensure that all current accounts grew 3x their current capability. This whole compensation nightmare has an easy fix = provide a maintenance % for all business under the baseline for your soldiers and everyone is happy. End of story.

Michael,

Someone at ID might want to listen to this person and I think that means you. If ID can't stabilize the sales force with decent incentives you are going nowhere. I'm also confused about 5% over average sales. What do you mean by average sales? I would think 5% over the previous year for the territory. And new rep gets maintenance % for what the previous rep built up? Seems to me only if you want to keep it, and new rep has to keep it to hope for 5% - which seems light to me.

Please explain this in greater detail because you will probably get some good suggestions from others.

 

[Anonymous]

Michael,

Someone at ID might want to listen to this person and I think that means you. If ID can't stabilize the sales force with decent incentives you are going nowhere. I'm also confused about 5% over average sales. What do you mean by average sales? I would think 5% over the previous year for the territory. And new rep gets maintenance % for what the previous rep built up? Seems to me only if you want to keep it, and new rep has to keep it to hope for 5% - which seems light to me.

Please explain this in greater detail because you will probably get some good suggestions from others.

Thank you for the comments. I think, no I know, that you do not understand the business. We have the best products available with the highest trained customer service. If you have to moan about 2% commissions then you should look at moving on. There are others waiting in line for your job who would be more than happy with the plan. And that is the end of the story.

 

[Anonymous]

Well there you have it - and that's what its like to work for a Danaher company. 1% or 2% or whatever percent it is, its still whats wrong with the comp plan. Give me a break, nobody wants to work here, atleast not now. You can't expect to become a player if the reps have this mentality. Growth is just 1/4 of the formula for success. You should probably go get an MBA so you can understand the long term damage your closed mind is causing this company. The issue in the comp plan has been stated and you ignore it - this is very serious.

 

[Anonymous]

Thank you for the comments. I think, no I know, that you do not understand the business. We have the best products available with the highest trained customer service. If you have to moan about 2% commissions then you should look at moving on. There are others waiting in line for your job who would be more than happy with the plan. And that is the end of the story.

Ha Ha Ha! What a complete DB! Please tell us how you've managed to produce the best products, offer the best price, and the best customer service??? You are so full of it! You can excel at 2 out of the 3 items mentioned above in a best case scenario, you can't be the best/great at all 3. It's just not possible. Frankly, you aren't the best at any of these categories. You claiming it to be so means nothing! Prove it.

Your attitude and belief that your reps input/feelings don't matter, and that there are hundreds of others out there to take their place, provides insight on how you truly feel about your sales force.

Also for the record, ID in their desperation to find anyone to work for them a while back did post on here numerous times about being paid from dollar one and having one of the best comp plans in the industry. Ha... that was short lived! Once your sales force is locked in nothing is more classy then going back on all of your promises and changing the rules in the middle of the game.

For those of you that have to leave ID I feel bad for you. Your companies approach and strategy has rubbed so may people the wrong way that getting another job in dental implants will be very tough. In essence you've probably black balled yourself from ever working for a reputable, solid implant company in dental going forward. Good luck though all you can do is make the best of it until you can get out.

 

[Anonymous]

Best products available? Not even close, and any respected surgeon knows this as fact.

Best trained customer service? See above.

People waiting in line to try and spin and sell this line of crap? They would, or already have been, rejected outright as not good enough at any of the reputable companies with real product, customer base, and quota to attain. What type of continuity, quality training, and support could the potential ID customer hope to have? You truly do get what you pay for. Associating yourself with this shit show is a bad career move. THERE'S the end of the story.

 

[Anonymous]

Michael,

Someone at ID might want to listen to this person and I think that means you. If ID can't stabilize the sales force with decent incentives you are going nowhere. I'm also confused about 5% over average sales. What do you mean by average sales? I would think 5% over the previous year for the territory. And new rep gets maintenance % for what the previous rep built up? Seems to me only if you want to keep it, and new rep has to keep it to hope for 5% - which seems light to me.

Please explain this in greater detail because you will probably get some good suggestions from others.

it is 5% above the average monthly sales for the previous year and every outside rep has an inside partner supporting them. Since sales have increased 30-40% from last year, the reps have a locked in commission. All of the territories are close to $1,000,000 so a $300,000 increase assures a $15,000 commission and have again as much if the region makes its growth. Next year you keep the same base so a $40,000 commission is atainable, plus good bases.

 

[Anonymous]

it is 5% above the average monthly sales for the previous year and every outside rep has an inside partner supporting them. Since sales have increased 30-40% from last year, the reps have a locked in commission. All of the territories are close to $1,000,000 so a $300,000 increase assures a $15,000 commission and have again as much if the region makes its growth. Next year you keep the same base so a $40,000 commission is atainable, plus good bases.

It doesn't matter anymore. Everyone has already contacted recruiters and updated their resumes. Reps are just collecting a pay check untill something better comes along. Its a shame because of he never changed the comp plan he would of had everyone busting their butt to build the sales. Happy job hunting!

 

[Anonymous]

I feel bad because that is exactly right. I have to lie to my customers when they ask me if I am going to be around because they will be pissed off if I leave - them not knowing I am interviewing with numerous companies until I find the right fit. I wish it were different, but as it now seems apparent, we are not valued nor are we respected by management.

 

[Anonymous]

it is 5% above the average monthly sales for the previous year and every outside rep has an inside partner supporting them. Since sales have increased 30-40% from last year, the reps have a locked in commission. All of the territories are close to $1,000,000 so a $300,000 increase assures a $15,000 commission and have again as much if the region makes its growth. Next year you keep the same base so a $40,000 commission is atainable, plus good bases.

So you're saying that it's reasonable to have a 300,000 dollar increase this year (per territory) for a cheap product that no high-volume specialist would use, and with a company that has no real access other than dropping off information and business cards? Where do you think it will come from? Fantasyland?

How many GP's do you have to convince to buy (at a much lower hit than the big guys), over a relatively enormous geography (no hope to teach, support continually, help avoid mistakes, etc), to possibly make this happen? Your customers do not reorder with the amounts and frequency of the more established products. This is a lie to anyone who would hope to flourish here, much less do it year over year. Turn and run from this as fast as you can.

 

[Anonymous]

I feel bad because that is exactly right. I have to lie to my customers when they ask me if I am going to be around because they will be pissed off if I leave - them not knowing I am interviewing with numerous companies until I find the right fit. I wish it were different, but as it now seems apparent, we are not valued nor are we respected by management.

With 40 inside salespeople and sales were up 40% 3/10 to 3/11 I guess they can get along without you