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Sept 26 Town Hall

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anonymous said:
We are trying to create demand where there was none.
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You mean like SELLING something??? Hey! What a great idea! Why don’t you do that then? Why can’t you convince a doctor that all those hurdles are worth it for the big reward. Now go spend your 100k salary on something nice. That’s why we pay you!!
 




Yes we are a pill company impersonating as a company that knows how to launch a infusion/injectable flawlessly - apples to oranges- systems, processes and ability to have appropriate discussions with providers is key - that is, In the case with buy and bill.
 




anonymous said:
Umm…, no offense but how is it NOT the fields fault for a failed launch? Isn’t that the job of the field? To launch a product? Isn’t that why you’re paid a SIX FIGURE salary?? If not, what are we paying you for?
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1) Take your "we" and shove it up your ass. Don't pretend you matter, you don't.
2) I've been through a significant number of launches, and this one is definitely on senior management. Eight months in and they still can't track 70% of the syringes back to the prescriber. There's nothing more motivating than knowing senior management doesn't even care enough to get practitioner level AIC data, which means:
3) How are they paying us? They don't know how because they don't have accurate data. They'll be extremely fortunate if their isn't a class-action lawsuit.
4) What are we paid for? Fair question. Presumably on syringes sold. Except they don't track that, you patronizing ass.
5) Vas said Leqvio needs to be successful, yet they ignore Glint scores and don't bonus appropriately.
You reap what you sow, and they are dying because they fucked this up beyond measure.
You want to blame the reps? Go for it. We already know the truth.
 




anonymous said:
You have ONE job to do, sell doctors a pill

there are no bad drugs, just bad reps

if it were easy, anyone could do it

Why do we pay you over $100,000 a year again?
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Dumbass.

What do Seldane, Vioxx, Bextra, Meridia, Avastin, and infinite other meds have in common?

They were so "bad" the FDA had to pull them.

I'd take the time to continue dunking on your idiotic take, but it's not even worth it.
 








anonymous said:
It’s obvious that this poster is in Marketing or another department that only looks at things from the company’s optics and the company’s bias.
I have been in the field for well over 30 years and this is without a doubt the worst launch that I have been part of.
Cardiologists have no experience with Buy and Bill. They also have no experience with HCP administered meds. The vast majority of physicians are employed by the health care system they work for. They do not have the authority or autonomy to place orders for a $3000 plus medication and have it magically purchased and billed by the system. If you think that they do that just proves my point that you are not in the field or knowledgeable of how these systems work.

The drug will eventually take off but processes have to be created. This is not as as simple writing a script that gets sent to the patient’s pharmacy and the patient picks up. Hospitals have to put it on their formulary, Infusion Centers have to approve it. EMR systems need to be created so there is an electronic work flow created so the HCP can create an electronic order to send to the pharmacy and to the infusion center. The office or injection center need to determine who is doing the benefits investigation and prior authorization. Etcetera..

These are just a FEW of the steps that have to happen before even one patient gets injected.
So don’t come at the sales force for under performing. If anything Marketing, Sales Management, ADSARS, ADSOCS and the entire ISET mentality is what is causing the slow up take.
Oh and forgot to mention the fact that the market wasn’t demanding this product. We are trying to create demand where there was none.
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anonymous said:
Yes we are a pill company impersonating as a company that knows how to launch a infusion/injectable flawlessly - apples to oranges- systems, processes and ability to have appropriate discussions with providers is key - that is, In the case with buy and bill.
Click to expand...
Isn’t Sandostatin an injection? Isn’t that a buy and bill product? It is a pretty successful drug. How come they could sell that but you can’t sell this? Must be the reps….
 




Another dumb ass ignorant comment! Oncologists are USED TO buying and billing and have the staff to support it. We are NOT just selling doctors on the efficacy of leqvio, but the process which is more hassle and involved than you obviously know. WHY can’t anyone just admit the buy and bill was a big mistake, pivot and change strategy? Loss the egos and take accountability so we can save the drug. If there were a small number of reps selling leqvio then you can make the argument that the reps suck. But you absolutely can’t when there are as many people with feet on the street. We don’t all suck, sorry!
 




Any rep who had B&B experience saw the writing on the wall that this was going to be an epic fail. It is mind blowing that the brain trust within our leadership did not. I guess it’s all about he ego. What a circus!!!
 




anonymous said:
1) Take your "we" and shove it up your ass. Don't pretend you matter, you don't.
2) I've been through a significant number of launches, and this one is definitely on senior management. Eight months in and they still can't track 70% of the syringes back to the prescriber. There's nothing more motivating than knowing senior management doesn't even care enough to get practitioner level AIC data, which means:
3) How are they paying us? They don't know how because they don't have accurate data. They'll be extremely fortunate if their isn't a class-action lawsuit.
4) What are we paid for? Fair question. Presumably on syringes sold. Except they don't track that, you patronizing ass.
5) Vas said Leqvio needs to be successful, yet they ignore Glint scores and don't bonus appropriately.
You reap what you sow, and they are dying because they fucked this up beyond measure.
You want to blame the reps? Go for it. We already know the truth.
Click to expand...

...But Mike said it would be easy, Mate
 




anonymous said:
Isn’t Sandostatin an injection? Isn’t that a buy and bill product? It is a pretty successful drug. How come they could sell that but you can’t sell this? Must be the reps….
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Sicke cell centers did not Rx buy and bill all of their treatments were oral they did not have the infrastructure to access appropriately and not lose $ - they did not do infusions they are not hem onc infusion centers completely different so don’t assume. SCD centers and cardiologist offices face similar challenges - not the reps it’s the process to access was/is not in consideration and our reimbursement teams are not given the authority to appropriately assist on the reimbursement side - PANO is not the answer only gets PA, getting paid is the solution - from your statement you do not have all the facts - SLAR is injected in infusion centers - SCD Centers and Cardio offices are not infusion centers. Seek to understand before shading people.
 




anonymous said:
Another dumb ass ignorant comment! Oncologists are USED TO buying and billing and have the staff to support it. We are NOT just selling doctors on the efficacy of leqvio, but the process which is more hassle and involved than you obviously know. WHY can’t anyone just admit the buy and bill was a big mistake, pivot and change strategy? Loss the egos and take accountability so we can save the drug. If there were a small number of reps selling leqvio then you can make the argument that the reps suck. But you absolutely can’t when there are as many people with feet on the street. We don’t all suck, sorry!
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this is the result of directors and many others professing to know B&B - ok you know the process and the forms yada yada - but never took the time to understand the end users capabilities to access - account infrastructure. Knowledge- trained staff etc. Then have a team of ADs who operate in. Reactive manner on reimbursement side because everyone is afraid to have the important logical discussions- getting paid and what payers are reimbursing - a little pull through goes a long way to building habits to write more. Ignorance is killing business!! Not reps!
 




Choosing to give it away, five months after launch, was a completely embarrassing concession that the launch was failing badly.
Thinking that giving it away was going to spur B&B purchasing was even more comical.
Why would an office that had spent the last five months working with the local A.I.C.'s, figuring out their processes and the way they run their B.V.'s, automatically give that up over a few free syringes?
B&B isn't going to work because the reimbursement will never be worth the administrative headaches (they can't even get the free syringes into the offices correctly)!
A few offices/systems will want the control of having it in-house, but the vast majority will stick with A.I.C.'s and S.P.
As bad as things are now, just wait until Victor and his cadre of idiots throw a fit and decide that the best way to get more B&B accounts is to sever ties with the A.I.C.'s (give it a year - it's coming), that's when it completely falls apart.
 








anonymous said:
You mean like SELLING something??? Hey! What a great idea! Why don’t you do that then? Why can’t you convince a doctor that all those hurdles are worth it for the big reward. Now go spend your 100k salary on something nice. That’s why we pay you!!
Click to expand...
2 points
1) you seem pretty jealous about what others make. If you are so envious of what we make apply for a spot. Guess you may not be qualified or have the ability to “sell something”
2) who exactly is we? Why pretend you have any involvement in how anyone in the company gets paid. Im sure you have as much say as the stapler on your lonely desk.
 




I think the issue at hand for sales is the inability to speak with the decision makers ie the doctors. In my 20 years selling, I’m at a loss for words at how much effort the health systems put into keeping pharma out. No lunches, no samples, no appointments. This is happening across the entire US healthcare market. Pockets of access exist but the volume of business in most territories falls under the large systems and the docs are not incentivized to meet with us in any capacity. End of the sales rep!!
 




anonymous said:
Any rep who had B&B experience saw the writing on the wall that this was going to be an epic fail. It is mind blowing that the brain trust within our leadership did not. I guess it’s all about he ego. What a circus!!!
Click to expand...
100%. This is failing at Buy and Bill because we are doing it on a pharma model. I knew from the beginning this wouldn’t work, but no one wanted to hear my experience in B&B. Instead of being responsible for zip codes, we are responsible for specialties, yet Novartis can’t track data to specialties. Our marketing materials and IC are based on AIC access, but some of us have none. We don’t direct sell, so we have to hope the wholesale rep will close the deal for us. We can’t set up clinics with the Service Portal, so we have to hope the FRM will do that for us. Offices are restricting access for reps and don’t want to do anything complicated, so we are going to send in six reps (PCP, ISS, CSS, managers, service center rep, FRM, MSL) to overwhelm them. I loved actual Buy and Bill, but I think we aren’t really even doing B&B, this is straight pharma sales and that’s why it’s failing.
 




anonymous said:
2 points
1) you seem pretty jealous about what others make. If you are so envious of what we make apply for a spot. Guess you may not be qualified or have the ability to “sell something”
2) who exactly is we? Why pretend you have any involvement in how anyone in the company gets paid. Im sure you have as much say as the stapler on your lonely desk.
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1. It sounds like YOU may not have the ability to “sell something”
2. I have a right to call out an incentive plan that is completely out of whack. Wha wha wha, I can’t overcome objections but still pay me $100k. Maybe if they went to straight commissions they could weed out low energy sample droppers like yourself,
 




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