Okay, so anyone who has researched MNK's financials (especially the recent investor presentation), watched Friday's town hall meeting, or just has a general clue about the recent goings on would clearly understand one simple thing:
Ofirmev is MNK's golden egg. Ofirmev is the reason the stock is at $86. Ofirmev, Ofirmev, Ofirmev. Get it? Since the end of domestic Q2, Ofirmev has been the golden egg. A decision was made at the end of Q2 to shift the sales focus toward Ofirmev.
Between then and now, you've all been working to demonstrate your (and MNK's) ability to penetrate the surgical specialties in your territory. You've also been working to grow your volume of writers just as much as your volume of RX. Has the shift in focus to the surgical setting been about XXR? Not one bit. It's been about devoloping in-roads into the surgical setting.
Didn't you ever wonder why, 90 short days after launch, you were suddenly being tasked with growing XXR volume via the most difficult pathway (according to the XXR training materials)? Didn't you wonder why the quality of the RX was unimportant?
Its all about relationships. It's why MNK brought on Inventiv reps with strong relationships in the pain space. The goal is to sell based on relationships, not science (for XXR anyway). It's for precisely this reason some very good Inventiv reps were not brought over, and some extremely good MNK reps were pushed out or not attempted to be retained.
So, back to The golden egg. Where is Ofirmev used? Yep, the hospital. Where is access extremely difficult (as discussed during the TH Friday)? Yep, the hospital. Where is XXR not packaged appropriately to be sold, and not able to be used due to 0 efforts to get on formularies? Yep, the hospital. Where have Cadence reps primarily sold? Yep, the hospital.
So, suddenly there is a synergistic relationship between XXR and Ofirmev, right? Suddenly, there is a need to have an office based sales force and hospital sales force to deliver the ol' one-two punch, right?
Wrong. Wrong. Wrong. It's about selling the golden egg. If you've done a great job getting XXR up and running in the surgical space (and if you have, kudos. You're good), you will spend the forseeable future, as an Office Rep, helping deliver the Ofirmev message; assisting in broadening utilization of Ofirmev; and most importantly, assisting the hospital rep in developing relationships in "offices".
Once this is accomplished, you will be gone. XXR cannot and will not stand on its own merits, especially with out free or substantially discounted RX. Given that 155 is almost a carbon copy of XXR, save a slight change in day one dosing, it will not stand on its own either.
Again, this is about selling the golden egg. Ofirmev is the golden egg. As an office rep, don't be fooled into thinking you'll be selling Ofirmev. You're being retained for the relationships you've built. Once those office relationships are no longer needed, you'll be gone......
........because your XXR and 155 numbers aren't where they need to be. Come back here in 6mos to a year if you don't believe me.
Ofirmev is MNK's golden egg. Ofirmev is the reason the stock is at $86. Ofirmev, Ofirmev, Ofirmev. Get it? Since the end of domestic Q2, Ofirmev has been the golden egg. A decision was made at the end of Q2 to shift the sales focus toward Ofirmev.
Between then and now, you've all been working to demonstrate your (and MNK's) ability to penetrate the surgical specialties in your territory. You've also been working to grow your volume of writers just as much as your volume of RX. Has the shift in focus to the surgical setting been about XXR? Not one bit. It's been about devoloping in-roads into the surgical setting.
Didn't you ever wonder why, 90 short days after launch, you were suddenly being tasked with growing XXR volume via the most difficult pathway (according to the XXR training materials)? Didn't you wonder why the quality of the RX was unimportant?
Its all about relationships. It's why MNK brought on Inventiv reps with strong relationships in the pain space. The goal is to sell based on relationships, not science (for XXR anyway). It's for precisely this reason some very good Inventiv reps were not brought over, and some extremely good MNK reps were pushed out or not attempted to be retained.
So, back to The golden egg. Where is Ofirmev used? Yep, the hospital. Where is access extremely difficult (as discussed during the TH Friday)? Yep, the hospital. Where is XXR not packaged appropriately to be sold, and not able to be used due to 0 efforts to get on formularies? Yep, the hospital. Where have Cadence reps primarily sold? Yep, the hospital.
So, suddenly there is a synergistic relationship between XXR and Ofirmev, right? Suddenly, there is a need to have an office based sales force and hospital sales force to deliver the ol' one-two punch, right?
Wrong. Wrong. Wrong. It's about selling the golden egg. If you've done a great job getting XXR up and running in the surgical space (and if you have, kudos. You're good), you will spend the forseeable future, as an Office Rep, helping deliver the Ofirmev message; assisting in broadening utilization of Ofirmev; and most importantly, assisting the hospital rep in developing relationships in "offices".
Once this is accomplished, you will be gone. XXR cannot and will not stand on its own merits, especially with out free or substantially discounted RX. Given that 155 is almost a carbon copy of XXR, save a slight change in day one dosing, it will not stand on its own either.
Again, this is about selling the golden egg. Ofirmev is the golden egg. As an office rep, don't be fooled into thinking you'll be selling Ofirmev. You're being retained for the relationships you've built. Once those office relationships are no longer needed, you'll be gone......
........because your XXR and 155 numbers aren't where they need to be. Come back here in 6mos to a year if you don't believe me.