Suggestions to Right the Ship

Positive suggests only please....

 

1.Get rid of all the newly hired FRM's, Hospital Reps and KAM's. They do nothing/very little to increase sales. Great people but not needed. In fact, they take away from sales by muddying the waters and message. Let's face it, the Astellas experiment died long before J Robinson abruptly left. BTW, I think he left because he realized he mortgaged the future of this company on building out and adding those worthless positions and it became clear they were not needed and may have hurt more than help.

2. Take the $ saved on getting rid of the new FRM, KAM & Hospital teams and hire more Vivitrol TBM's where it makes sense. Give em less dirt and let them go deeper. Great sales team that can get the job done.

3. Relaunch Aristada. This would include getting rid of JB and most of his team and come out with a more simplified clinical and dosing message and go after AM. Aristada was the worst conceived launch I have ever been a part of in my 18 years in the pharma industry and continues to be. I won't go into more detail as I don't want to share vulnerabilities. Let's just say we all know we launched like we were the market leader trying to grow the pie instead of take share from competitors. Marketing 101 principles were ignored during launch and continue to be. Good drug horrible launch and direction from the product team. If they aren't shown the door then nothing will change with Aristada. 5 years of the same results is enough. Time for a major change.

4. Buy good data so we can set goals better and give sales credit appropriately. Its' costly but imperative.

Remember, focus groups, paid for physician verbatim data from 3rd parties and anecdotal information still comes from physicians or their office staff and even if they are paid handsomely for their time to answer the questions their fall back position is its' not available on managed care plans. Just like the we hear when in their offices. What that really means is either 1. I'm not sold on your product clinically, 2. I don't have the time to understand all your dosing options your message is very confusing (simplify the message!!!) or 3. I don't like you/I like the other rep better. Simplify the clinical message JB!! When you have great access everywhere except for maybe a couple small geographic areas and you keep getting its' not on managed care plans it has nothing to do with managed care. At my prior company we didn't even contract with hardly any MC plans and were disadvantaged to other products and if the doc was sold clinically they would do what was needed to get it. It schizophrenia, HELLO!?!? Here we are on all the major plans and it is not being used. That's not being sold clinically!!! All other company's know this, why don't we. Adjust our clinical message and simplify!

Feel free to disregard the above as you always do. I'm only in offices every day. What do I know.

 

I agree with everything you stated except for the last sentence in point number 2. You are also correct that marketing needs a major shakeup and JB and Saru should be shown the door. I like Joe but he leads the team and the message has been poor at best. Managed care coverage is not the reason this drug is not doing better, yet it continues to be their excuse, which is code for TBMs are not communicating the coverage appropriately.

 

I agree.

 

From day 1 the sales force has been blamed for everything. It was our fault there were so many needle clogs- because we weren’t using enough demo kits. Give me a break! JB and SW had no idea how to launch an injectable in this space. Alpine is not what we all thought it would be and now we will be blamed again.

 

Set realistic expectations. Hire real marketers. How come Sales is being punished but not marketing?
Finally, help pull Sr Leaderships Head outnof the sand. Completely out of touch with the day to day. Less time on Mad Money and more time walking the factory floor. Please! I realize at best we will be a C player in the industry but at least let’s shoot for a C Plus

 

FRM’s, KAM’s, and Hospital needs to be rethought. Bloated numbers and depending on who you talk kam’s and hbm’s now overlap on some things, and they all overlap with a lot of things tbm s should be doing. If a tbm can’t do it they shouldn’t be here.

Also agree with whoever said get some more people in sales ops. Data is a joke.

 

KAM’s and HBM’s should be one in the same. They do nothing but administrative work and “collaboration” with every field personnel imaginable. Talk about a job where u can hide and make shit up, what a joke. Let’s put business plans together using Medicare data from Definitive Healthcare, because that defines our patient population . So stupid and Disorganized!!!

 

fire the bench warmers/ coasters in higher level positions. They are never going to do anything to right things

 

Spot on!!! Throw in the FRM's as another JR build out that was not needed. Think about it. We added KAM's, HBM's and FRM's and they've all be up an running for at least 6 months and many for 9 months and they have done nothing to increase sales. NOTHING!! Why would we keep them? Heck, if JR was still here we'd probably hire more. LOL.

 

bring back SC and her squad of stnuc

 

Let it go and move on with your life. Doesn’t matter what she or anyone else did to you. Your anger and bitterness is doing you no favors.

 

KAM's and HBM's will be cut by at least 50% and merged into one team. FRM's will be reduced and only report to 2 (east and west) SRD's. Will be completed before the end of the year from what I am hearing.

 

Can’t come soon enough. KAMs and FRMs are a drain on our budget. They bring ZERO added value. Hopefully they reduce the lot and save us some seriously needed cash. WHAT have they brought to the table in terms of the bottom line. ABSOLUTELY NOTHING!!!

 

1. Get the bipolar indication (what is the excuse - there shouldn’t be one)
2. Get rid of FRMs (and any other non sales role that isn’t needed)
3. Hire more Vivitrol TBMs
Other than these things Alkermes is on track.

 

I can’t say without outing myself but it’s mind-numbingly stupid.

 

By phrasing it this way you just outed yourself

 

Suck it janitor boy!

 

Maybe I phrased it that way purposefully.

 

Or perhaps your an idiot. No perhaps about it you are. If anyone thinks that getting a BP indication will right the ship and save this company you might want to apply at Burger King! Jesus how stupid are some people.