Oncology Cuts

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Anonymous said:
It's not that I or anyone didn't see it coming - or were aware it could have. Sudden lay-offs are just life in big Pharma. It's just the realization a division is getting paid commissions $$ for not making quota.

It's good while you got it sure, but it stinks to know others got burned so you could have it.
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Sudden layoffs!? We knew Diovan was going generic this year since its launch! Shame in you for not planning ahead of time.

Oh and by the way dummy 58 Exjade reps sold $300 million of drug last year. Missing quota doesn't mean we didn't make the company a shit load of money. How many people were sell Diovan to to hit its number? Do the math. I'm pretty sure sales dollars generated / profit per rep might be more efficient on the Exjade side. How many times more Diovan reps were there to Exjade reps? 250/1 vs sales of what 5/1 Diovan to Exjade.

Are you starting to see way hitting quota doesn't always mean be more profitable to the company? You are a dumb ass!
 






Anonymous said:
Sudden layoffs!? We knew Diovan was going generic this year since its launch! Shame in you for not planning ahead of time.

Oh and by the way dummy 58 Exjade reps sold $300 million of drug last year. Missing quota doesn't mean we didn't make the company a shit load of money. How many people were sell Diovan to to hit its number? Do the math. I'm pretty sure sales dollars generated / profit per rep might be more efficient on the Exjade side. How many times more Diovan reps were there to Exjade reps? 250/1 vs sales of what 5/1 Diovan to Exjade.

Are you starting to see way hitting quota doesn't always mean be more profitable to the company? You are a dumb ass!
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There is another quality Hem Rep for ya! You make Christi proud.
 






I'm a Hem Rep with a large volume territory. My bread and butter comes from SCD - I took a beating when the MDS indication was "refined" by the FDA.

I don't know if the previous poster is a HEM rep or not, but the reality is not making quota as a Brand does not mean we're above having our asses handed to us, or that our profit ratio is all that the company needs it to be.

The FDA can refine our PI again, making it more restrictive - and we'll fall further behind the quota curve. My state is considering medicaid cuts - that isn't good.

This company can increase it's profitability by increasing the territories and decreasing the Reps. I know in my territory there are very few Tier 1s Rxing for SCD - yet I have a top 10 territory (Yeah go check your lists to narrow who I am). None of my top 10 MDs Rx for MDS, B Thal, or OTH.

I bet I could cover the top 10 Rx'ers in 3 territories and still maintain quota. I spend a lot of REF L&L funds on MDs that are low, flat Rx'ers and it's a waste of time actually. The reason I twiddle my thumbs in these lack luster accounts?

I can only see my top 15 MDs every so often (5 of them are in one clinic - 3 are in another) - I have to go somewhere during the week. Even though the clinics would let me serve them lunch every week, I wouldn't be able to get away with it on my expense report without raising a flag. I have a huge amount of REF L&L funds that I have to spend. I jump in on my partner's lunches often enough when I don't have something scheduled during the week - but I usually don't have too very often. Turning in more than half my REF L&L would create a flag for my Manager, and for the Brand Team giving me the monies. It would be a violation of Values and Behaviors not spending the budget.

Calling on TransFusion Centers/Blood Banks eats up time, but I can't say I see a return on the effort. Management wants you out there beating the bushes - after years of beating the bushes I can pretty much tell you my money comes from my top 15 Rx'ers and that never varies.

I only get 4 REF L&L with my largest best clinic a year, I get at least 1 monthly REF L&L with 4 individuals - the rest of my high profile clinics are every other month. It may not be too much different for the other IOs - if we only concentrate on the top Rx'ers I bet we could cut back.

SO - The other poster calling you a dumb ass is not representative of the IO HEM force - That person is over confident that their profitability is something the company can't improve further on. I think you can cut the IO force by half - and have them concentrate on the top RXers for those territories. Forget the other MDs - those are hardly worth it. The territories would be vast, but very doable. I've covered 4 states before.

I'm sorry anyone's family has to suffer through a job loss - especially during these times. I take no comfort I'm still paid a good salary, make great commission dollars because I know my fortune rides on the fickle fate of the exchange rate, FDA, state medicaid regulation, Novartis's commitment to the Swiss than it does on my ability to sell.

<-2 time President's Club/Cornerstone winner
 






very candid and true post...I would agree with everything, except I would not like to cover 4 states....but 80% of my volume does come from 20% of my customers, and Pediatric SCD is where the money is.
 






Anonymous said:
It's not that I or anyone didn't see it coming - or were aware it could have. Sudden lay-offs are just life in big Pharma. It's just the realization a division is getting paid commissions $$ for not making quota.

It's good while you got it sure, but it stinks to know others got burned so you could have it.
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Give it up. The failures of gen meds can't be blamed on anyone else.
 






Anonymous said:
very candid and true post...I would agree with everything, except I would not like to cover 4 states....but 80% of my volume does come from 20% of my customers, and Pediatric SCD is where the money is.
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You might not want to cover multiple states but it is the right way to market niche drugs. Exjade doesn't work mixed in with a portfolio of easier to sell drugs which means focusing on one drug and large territories. It's the right answer.
 






Anonymous said:
You might not want to cover multiple states but it is the right way to market niche drugs. Exjade doesn't work mixed in with a portfolio of easier to sell drugs which means focusing on one drug and large territories. It's the right answer.
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Covering 4 states - is easier than you think. It takes time to line up the appointments so you can fly in one state see 2 maybe 3 accounts and fly back home and pick up one to make a good week. For the record I might have flown somewhere almost every week, but rarely stayed overnight more than 2 days. Never missed a baseball game or birthday with my kids.
 






Anonymous said:
Give it up. The failures of gen meds can't be blamed on anyone else.
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Don't think the poster was blaming the IO division - just remarking how Novartis runs it's business. Hard to understand how one side can go down and get cut and another side that isn't making quota gets commissions that are realllly nice.
 






Anonymous said:
Don't think the poster was blaming the IO division - just remarking how Novartis runs it's business. Hard to understand how one side can go down and get cut and another side that isn't making quota gets commissions that are realllly nice.
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And that is why you and the original poster will remain at the bottom of the food chain of pharma!
 






Anonymous said:
Don't think the poster was blaming the IO division - just remarking how Novartis runs it's business. Hard to understand how one side can go down and get cut and another side that isn't making quota gets commissions that are realllly nice.
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So you don't understand the difference between drugs that provide a profit and sales compared to goals?
 






Anonymous said:
So you don't understand the difference between drugs that provide a profit and sales compared to goals?
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No I think I do real well - well, lets say my record does anyway. I enjoyed Costa Rica, and Hawaii and the 2,500 check I get every year..car upgrade. I do okay you know?

As far as making goals, profits etc...look at Sandostatin. That product has been given the last rights year after year and it still makes more money than other products in our line up.

What I don't abide by is people who jump at the chance to run somebody down, especially if they're at risk of unemployment. I know this board is full of real keyboard heros, but that still doesn't make it right. Can't help whats going to happen to the guy - it's tough luck, but I don't have to stick it to 'em either.
 












Anonymous said:
No I think I do real well - well, lets say my record does anyway. I enjoyed Costa Rica, and Hawaii and the 2,500 check I get every year..car upgrade. I do okay you know?

As far as making goals, profits etc...look at Sandostatin. That product has been given the last rights year after year and it still makes more money than other products in our line up.

What I don't abide by is people who jump at the chance to run somebody down, especially if they're at risk of unemployment. I know this board is full of real keyboard heros, but that still doesn't make it right. Can't help whats going to happen to the guy - it's tough luck, but I don't have to stick it to 'em either.
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You still don't get it. Quotas are bogus unless you are with a small company where quotas reflect what is needed for profitability and to keep shareholders happy. If quotas made sense, had any bearing on a reps performance, or had ties to market needs and profit expectations, no ones zometa goals would have increased this year. Yet they did.

Exjade missed goals because of label changes yet the product remains profitable for the company. The gen meds side is on a losing streak that is not going to end soon. The profit margin expected with that number of reps is not sustainable in a market with few blockbusters and diminishing returns on the nonsense share of voice. If onc reps had profit sharing they would make far, far more.

I'm not trying to run anybody down. In an ideal world, no one would lose their job. But gen meds is an outdated model that needed a market correction years ago. The ROI is not there.
 












Anonymous said:
You still don't get it. Quotas are bogus unless you are with a small company where quotas reflect what is needed for profitability and to keep shareholders happy. If quotas made sense, had any bearing on a reps performance, or had ties to market needs and profit expectations, no ones zometa goals would have increased this year. Yet they did.

Exjade missed goals because of label changes yet the product remains profitable for the company. The gen meds side is on a losing streak that is not going to end soon. The profit margin expected with that number of reps is not sustainable in a market with few blockbusters and diminishing returns on the nonsense share of voice. If onc reps had profit sharing they would make far, far more.

I'm not trying to run anybody down. In an ideal world, no one would lose their job. But gen meds is an outdated model that needed a market correction years ago. The ROI is not there.
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Many reps didn't make quota. Not making quota makes it easy to run a rep's performance figures down. easier to rationalize letting them go.
 






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