Just to be objective, I think that many of us can get to goal with all products. If..
1. Onset- It is a good product. Those offices that I have using it love it. But, the pricing is what is killing the drive. Think about the success Arestin has. Lower the price of the pen, similar to Arestin handle, which is the initial expense. Arestin handle is sixty bucks. New Arestin customers never really balk at that. Then, keep the price of the connector and bicarbonate the way it is. You will create volume rather than only a few offices that are willing to buy the pen at this price. And also, somehow, some way, let them sample it for a couple of procedures without sticking it to them by making them pay for the trial.
2. EZ White- Let each new office that is interested get one free kit to sample, if they ask for it. Just one kit. That sample kit would be the one we are there to help demo. If a new kit is being sold at only 70 dollars currently, you know that it would not cost Valeant much to do this for our customers who could potentially order 20, 30, or more at a time in the future. If they like it, you have a new customer. (remember what the term customer means btw). If not, you don't lose the credibility by making them pay for something that might not work for them, hence, you still keep your relationship with the office with your other products. They have choices and we have got to get more competative with pricing and truly listening.
Just my 2 cents worth. Probably not realistic as far as anyone in decision making doing anything like this. But, it can happen if someone in charge would actually listen to what customers are saying. Again, customers, they have choices. We should be more proactive on these types of things.
