This is a correction, not a death sentence

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Anonymous

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The unfortunate fact about the pending downsizing is that it is an extremely reasonable action based on the current situation. The company hired additional sales positions when the business model called for it. Personally, I think it was overkill. As a person that has enjoyed a long and fun career with this company I was concerned when we continued to hire people to duplicate each other's efforts. For several years it worked, so I couldn't argue with the success, but I knew it wouldn't last.
The downsizing is a correction. Much like the dot-com bust in the stock market about a decade ago. It was a fun ride, but the crash had to come. This isn't the death of Novartis or our industry, but it is the death of 4, 5 or 6 reps with a very similar product mix and list of targets. We will return to somewhat larger territories and hopefully more satisfying roles within the company. I am tired of being ashamed of our industry. We have too many people who have forgotten or who never knew how to work hard and take full ownership of your own results. I don't know if I make the cut in April, but regardless, I know it is something we all need to do. I can sell. I can build relationships. And I can explain the science behind the products I promote. I will find a way to use what I have been blessed with. If that means covering a territory that is the size of current districts, that is fine with me. Nobody owes me a paycheck past the one I am earning this month. God bless those of you who understand how fortunate you are and have been.
 






Anonymous said:
The unfortunate fact about the pending downsizing is that it is an extremely reasonable action based on the current situation. The company hired additional sales positions when the business model called for it. Personally, I think it was overkill. As a person that has enjoyed a long and fun career with this company I was concerned when we continued to hire people to duplicate each other's efforts. For several years it worked, so I couldn't argue with the success, but I knew it wouldn't last.
The downsizing is a correction. Much like the dot-com bust in the stock market about a decade ago. It was a fun ride, but the crash had to come. This isn't the death of Novartis or our industry, but it is the death of 4, 5 or 6 reps with a very similar product mix and list of targets. We will return to somewhat larger territories and hopefully more satisfying roles within the company. I am tired of being ashamed of our industry. We have too many people who have forgotten or who never knew how to work hard and take full ownership of your own results. I don't know if I make the cut in April, but regardless, I know it is something we all need to do. I can sell. I can build relationships. And I can explain the science behind the products I promote. I will find a way to use what I have been blessed with. If that means covering a territory that is the size of current districts, that is fine with me. Nobody owes me a paycheck past the one I am earning this month. God bless those of you who understand how fortunate you are and have been.
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Amen!!! Now that's spot on!!!!
 












Very well said and hope you are retained. The industry needs more like you. Far too many don't think they have any access if there are no samples or lunches. It's not going to be easy but it was so much better without that nonsense in the way.
 






Anonymous said:
Very well said and hope you are retained. The industry needs more like you. Far too many don't think they have any access if there are no samples or lunches. It's not going to be easy but it was so much better without that nonsense in the way.
Click to expand...

You don't actually believe reducing the number of reps will return the drug rep to his/her former glory do you? Look around, it's not just the number of reps causing the loss of access, it's the evolution of the physician practice driving the process.

The move is to large group practices, where the physician is just an employee who's expected to see a patient every 15 minutes, RX generics, and avoid interactions with those evil, money-grubbing drug reps. If you have a rural territory, you might avoid the inevitable a while longer, but even the boondocks are seeing rural multi-specialty clinics pop up.

The future will belong to a few reps promoting niche products to Specialists. Anybody in a generics-crowded disease state like HTN, Cholesterol, GI, Asthma, etc, is toast. I'm not complaining, I realize all good things must come to an end. I just don't believe it's worthwhile to pretend the good old days will return if only enough reps get canned.
 






Anonymous said:
The unfortunate fact about the pending downsizing is that it is an extremely reasonable action based on the current situation. The company hired additional sales positions when the business model called for it. Personally, I think it was overkill. As a person that has enjoyed a long and fun career with this company I was concerned when we continued to hire people to duplicate each other's efforts. For several years it worked, so I couldn't argue with the success, but I knew it wouldn't last.
The downsizing is a correction. Much like the dot-com bust in the stock market about a decade ago. It was a fun ride, but the crash had to come. This isn't the death of Novartis or our industry, but it is the death of 4, 5 or 6 reps with a very similar product mix and list of targets. We will return to somewhat larger territories and hopefully more satisfying roles within the company. I am tired of being ashamed of our industry. We have too many people who have forgotten or who never knew how to work hard and take full ownership of your own results. I don't know if I make the cut in April, but regardless, I know it is something we all need to do. I can sell. I can build relationships. And I can explain the science behind the products I promote. I will find a way to use what I have been blessed with. If that means covering a territory that is the size of current districts, that is fine with me. Nobody owes me a paycheck past the one I am earning this month. God bless those of you who understand how fortunate you are and have been.
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Walking around all day like a robot spewing some Novartis bullshit and sampling is earning a paycheck?
NO JOB FOR YOU! Good luck in the real world novartis zombie
 






Anonymous said:
You don't actually believe reducing the number of reps will return the drug rep to his/her former glory do you? Look around, it's not just the number of reps causing the loss of access, it's the evolution of the physician practice driving the process.

The move is to large group practices, where the physician is just an employee who's expected to see a patient every 15 minutes, RX generics, and avoid interactions with those evil, money-grubbing drug reps. If you have a rural territory, you might avoid the inevitable a while longer, but even the boondocks are seeing rural multi-specialty clinics pop up.

The future will belong to a few reps promoting niche products to Specialists. Anybody in a generics-crowded disease state like HTN, Cholesterol, GI, Asthma, etc, is toast. I'm not complaining, I realize all good things must come to an end. I just don't believe it's worthwhile to pretend the good old days will return if only enough reps get canned.
Click to expand...

I have been in this industry for 25 years & I agree. Much of this we did to ourselves, but everything has evolved. When I first began I had only 1 multi-specialty practice & every doctor owned their own practice. We used AMA articles to detail, we talked about indications to come. We had great relationships with pharmacist. They gave us info and we moved their inventory. Pharmacist would bring extra bottles in at the end of the year so we could meet our goals. We called on wholesalers and sent back returns we called on hospitals and gor drugs on formulary Doctors sat down with us in their office and the genuinely wanted to talk to us. We were respectful to them and in turn they were respectful to us. It has been a great experience for 25 years. I would do it all again. However, we will never go back to those days. There have been too many drugs gone by, too many generics and way too much government. But what a good way to spend 25 years!
 






Well, I've got to disagree

It really is the death of the rep as we've known it for the last 15 years or so. If you see all the changes the industry has been through in the last three years alone - its probably impossible to imagine what things will look like even 5 years in the future. But it will not be the same and will not need nearly as many people to do it.

My guess is that with shrinking access, improvements in acceptability of things like e-detailing and direct medical resources available via interfaces similar to skype - the need for a general medicines rep to knock on people's doors will be very small if it exists at all.

The reality is that a decade or two ago we were bringing large numbers of new breakthrough molecules to the marketplace and large marketing machines could make those into blockbusters. Today by comparison, we have very little discovery going on in any of the major chronic disease areas. We're nibbling around the edges of diseases that are often treated very well with therapies that have existed for decades. (See: ACE Inhibitors)

Expect to see advances tied to current research in the human genome, cancer and other specialty areas - but those areas aren't producing 50,000 rep jobs anytime soon. I do personally think there are a couple of areas of tremendous untapped potential: Obesity and Nutrition. But if we find a way to keep people closer to a healthy weight, it might put the entire industry out of business as they are cashing checks mostly based on lifestyle choices of the average American.

I've only got ten years or so to go, but have little expectation of finishing my career in this industry. The best available jobs in other disciplines will go to those of us who are agile in our learning style, wiling to take risks and can adapt to a changing landscape. I plan on being one of those people. Waiting for an uptick after the last few years of corrections just isn't a good plan, imho - but I do wish you all good luck.
 






OP here:
I never said things would return to how they were 20 years ago. Although, I would gladly accept it if it did. I remember doctors asking if I could get their kids or a new son-in-law a job because they respected what we did for a living and felt we brought value.
My prayer is that we evolve with the needs of the changing practice. The oncology division just got iPads so they could facilitate Skype discussions between customers and experts. With increased government intervention comes a growing need to facilitate formulary issues. With increased number of lawsuits, comes a growing need for people that can fully explain the appropriate ways to use products.
The poster who said it is the death of what the job has been lately is 100% correct. But it isn't the death of our industry. Many who work for us now will need to go elsewhere. We will need fewer than we have now and those that remain will be more valuable than they have been in a long time.
 






Anonymous said:
I have been in this industry for 25 years & I agree. Much of this we did to ourselves, but everything has evolved. When I first began I had only 1 multi-specialty practice & every doctor owned their own practice. We used AMA articles to detail, we talked about indications to come. We had great relationships with pharmacist. They gave us info and we moved their inventory. Pharmacist would bring extra bottles in at the end of the year so we could meet our goals. We called on wholesalers and sent back returns we called on hospitals and gor drugs on formulary Doctors sat down with us in their office and the genuinely wanted to talk to us. We were respectful to them and in turn they were respectful to us. It has been a great experience for 25 years. I would do it all again. However, we will never go back to those days. There have been too many drugs gone by, too many generics and way too much government. But what a good way to spend 25 years!
Click to expand...

I have been in the industry for over 15 years and in specialty roles for the last 12 years. Although it was a good ride, I would not do it again. I am 40 years old with skills that will not transfer to the same pay in another industry. I have friends in their mid 30's outside of pharma that now make less than me but they have solid careers with transferable skills. Finance, software, technology would have been better career choices. Life is a learning lesson.
 






Anonymous said:
OP here:
I never said things would return to how they were 20 years ago. Although, I would gladly accept it if it did. I remember doctors asking if I could get their kids or a new son-in-law a job because they respected what we did for a living and felt we brought value.
My prayer is that we evolve with the needs of the changing practice. The oncology division just got iPads so they could facilitate Skype discussions between customers and experts. With increased government intervention comes a growing need to facilitate formulary issues. With increased number of lawsuits, comes a growing need for people that can fully explain the appropriate ways to use products.
The poster who said it is the death of what the job has been lately is 100% correct. But it isn't the death of our industry. Many who work for us now will need to go elsewhere. We will need fewer than we have now and those that remain will be more valuable than they have been in a long time.
Click to expand...

I'm with you on the very specialized rep who deals with specialists like oncologists still remaining viable. That's what I meant by "niche" drugs.
My point is that the role of the mass-market sales rep is rapidly coming to an end. If it's not the impact of genericization, it will be the reluctance of pharma companies to invest tens of millions of R & D dollars in a product with no payoff.
And while it's true that the rush to increase "share of voice" in the 1990s that led pharma companies to create huge sales forces alienated customers, the changes we've seen the last several years would have happened regardless.
Physicians today have access to clinical data/expert recommendations on an unprecedented scale, and most large physician groups have "pay for performance" guidelines as well. Some states have strict rules re marketing to physicians, and expect health care "reform" supporters and politicians find the pharma industry a convenient scapegoat for failed policies.
Even pharmacists are mostly just timeclock punchers for chain drug stores now, and the younger generation of pharmacists have been pretty well brainwashed into believing we're the enemy, not a colleague.

I, too, wish we could turn back the clock, but for most of us, all we're going to end up with are fond memories. But that's life, and at least we had a darn good run.
 


















1 rep / 1 territory, OP hits all the standard points we all know...(As for rural areas, had one, but same story docs selling out to Big Rural Health Clinic (can you say: Federal grant money funding? used to create monopoly medicine)...the next rep a doc may actually see will be on his ipad.
 






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