Open letter to ethicon reps

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Anonymous said:
U hit the nail on the head! It's not enough for a tenured rep especially in medical device! Target comp isn't terrible but the big elephant in the room that no one ever brings up is the reality will be much lower. You can possibly hit your number for multiple buckets year in year out.

I know the turnover is increasing. There have been some people that left where I thought wow, Ethicon lost a hell of a rep and likely did nothing to try to retain them. U gotta pay to play, and it's obvious corporate just doesn't want to play
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Well someone has to make up for the $2.2 billion for Risperdal, 22,000+ mesh cases and pending $3 billion hips-you're not going to see Gorsky or Pruden's bonus cut but they'll make the reps take.
 






Anonymous said:
Manipulation used by the company to make us feel grateful for basically nothing. I agree with the other poster there are only mental golden handcuffs-better opportunities are out there. Everyone's just so beaten down we forget we're good at what we do and buy into the company line of bs.
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Whoever wrote this is incredibly on point.
 






The dirty little secret that corporate knows is that a 25 year old will enthusiastically do our job for a lot less. In most cases they are down grading the quality of the field sales force. However with the emphasis on contracting and strategic accounts it probably doesn't matter.
 






Anonymous said:
The dirty little secret that corporate knows is that a 25 year old will enthusiastically do our job for a lot less. In most cases they are down grading the quality of the field sales force. However with the emphasis on contracting and strategic accounts it probably doesn't matter.
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Yeah a 25 year old would work for less but what are the odds they would be any good? I know the response is usually yeah but it's all contracts. That's not true though. Case in point....what would happen if you took a tenured clinically sound rep with 10 years at Ethicon and overnight replaced him or her with a newbie. Let's say the Covidien rep in this territory was also a sound rep with 10 years experience.

You really don't think the territory would suffer? It would take a hit for sure!!
 






Anonymous said:
Yeah a 25 year old would work for less but what are the odds they would be any good? I know the response is usually yeah but it's all contracts. That's not true though. Case in point....what would happen if you took a tenured clinically sound rep with 10 years at Ethicon and overnight replaced him or her with a newbie. Let's say the Covidien rep in this territory was also a sound rep with 10 years experience.

You really don't think the territory would suffer? It would take a hit for sure!!
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I disagree. There are at least 3-10 Ethicon reps in each major metro. If one 10 year Ethicon Rep leaves, there will be any where from 2-9 reps with 3-5 years with Ethicon that will be assigned short term to cover the slack until said newbie has taken off their training wheels. What the veterans don't protect, the contracts will.

The tenured rep would be missed for about a week.
 






Anonymous said:
I disagree. There are at least 3-10 Ethicon reps in each major metro. If one 10 year Ethicon Rep leaves, there will be any where from 2-9 reps with 3-5 years with Ethicon that will be assigned short term to cover the slack until said newbie has taken off their training wheels. What the veterans don't protect, the contracts will.

The tenured rep would be missed for about a week.
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Maybe. In the scenario you just painted that could be true but that is in a major metro area.
I'm in a medium market as a TL. The gyn rep is almost never in my accounts. Same thing for the biosurgery rep. They are spread too thin already so they are essentially useless. I do have an HBT and a Energy rep that drive over to my decent accounts but not that often. They help but they are spread thin too. But, I can count on them occasionally so that gives me 2 reps basically to help SOME. Nothing like the 3-10 reps you say. It's not like that except in the only largest of markets and I would agree they could cut back a little in those cases.

So getting back to the medium markets like mine...my decent account have strong Covidien reps that live there. It's a knife fight and I can assure you it would be a significant loss if I were replaced by some newbie with no experience. The Covidien reps in my territory are good. I'm not saying I'm great cause I'm really not but I have built strong relationships and protect a lot of business.

I see it happen all the time. I've seen a lot of business lost when tenured reps leave and some dumbass takes their place. You see it a lot with the Bariatric docs. Strong ethicon rep leaves and the cov rep that has been waiting for years in the wings swoops up and takes the business. Happens a lot! That's a fact so don't dispute that. You know it's true.
 






What do you consider a lot of business? News flash - JnJ isn't worried about a 500k swing here or there if 8/10 times they can save the business with contracts. Work hard, keep your head down, and or interview elsewhere. If you think you are that influential, you are terribly mistaken. If you are that dillusional, my guess is many of your customers pick up on your vibe as does management.
-10 yr veteran
 






Anonymous said:
What do you consider a lot of business? News flash - JnJ isn't worried about a 500k swing here or there if 8/10 times they can save the business with contracts. Work hard, keep your head down, and or interview elsewhere. If you think you are that influential, you are terribly mistaken. If you are that dillusional, my guess is many of your customers pick up on your vibe as does management.
-10 yr veteran
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Yes, I consider 500k a big swing. You don't think they care about that? I do. I've seen 2 Bariatric docs go to Covidien within the last year because the rep left and they were close.
Those 2 were both worth close to 500k each. You aren't giving near enough credit to is tenured reps. There is a lot we can't control I'll be the first to admit but there is also still a lot we do sell in the course of a year that more than makes up our annual compensation all while defending what we already have
 






You might be right, but the people calling the shots in Cincinnati don't care. Look at the pay grade for the new field sales positions, it tells you everything you need to know
 












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