Is this the end of BD Bard Endo Urology?

Bye Bye Bard Endo Urology!

Seriously - another rep leaving - and from the West, yet again. That's 5 reps - yes - 5, who have bailed on NH just in 2018 alone. Upper management is probably short sighted enough to think it is due to the loss of major contracts (Premier and HPG), but everyone knows it's because the guy is a terrible manager. Name anyone else that has had 9 reps bail on them in just 4 years?!? It's totally toxic in the West, and won't ever change until he's gone.

You can't sell commodity products without customer relationships.
You won't have reps with customer relationships when you churn through them like he does.

If you are considering interviewing in Denver, San Diego, Oakland, Seattle/Portland, save yourself the heartache and trouble. Trust me 100% - you will regret it.

Without contracts, this division is dying. Says A LOT that the last two reps have gone to work for the competition as well.

 

Liar

 

Care to elaborate?

 

Any chance we can chat about this??

 

Maybe. Why? Who are you...?

 

Has anyone at corporate figured out why no one wants to accept a position in Denver, Seattle/Portland, SF, or San Diego? How much longer will it take?

 

Not sure why anyone would leave, especially when we have a rocking new disposable scope to sell soon. This will solve most of our problems.

 

Yeah - we're going to kill it with the new scope!

NOT. Have to be on a National GPO such as HPG or Premier to be able to sell it. Or on contract with someone big like Ascension or Kaiser. And we're not...

I just feel sad for the new hires, coming on as associate reps. BD is winning every which way. They're clueless as to the history here. They are paid low comp. Drives down total comp overall. And easy to boss around.

 

What are your thoughts on the sales turnover for territory managers or associate territory managers in those states? Is growth potential not there? I am interviewing in one of the areas you mentioned and have done some research regarding your last fiscal quarter-everything seems like it's pretty healthy (growth is there-revenue is there). Also what is wrong with the Endourology side?

 

I would strongly encourage you to ask to speak to some existing reps who have been with the company for more than two years. Ask them questions about rep turnover in general, backorders on our balloons, stents and guide wires over the last two years, the competition, and about the manager you would be reporting to. I don't believe there is anyone on that team that has been there for more than two years. I believe the manager has been the manager for going on five years. Assure them their answers will remain confidential.

The main reason for such high turnover is the loss of contracts. Premier was lost December of 2017. HPG
was lost in August of 2018. In my opinion, we will lose Vizient here very soon. Those are the 3 biggest GPO contracts in the country. We also are not on contract with Kaiser. We lost a big chance when we didn't make it onto the Ascension contract. They are 3 year contracts - so chances of getting back on are slim. Boston Sci, Olympus, and Cook are all better positioned, with more contracts, and more products, than we have, in my opinion. We also are the only company without our own holmium laser...and that hinders us tremendously. Our laser "partner" controls the price of our laser offering. We cost more, for less powerful lasers, than our competitors.

No contract = very small chance of selling anything to a hospital. They care about being compliant and getting their rebate check at the end of the quarter.

Google "lithovue" Also google "lithovue empower". Cool new products. We haven't launched anything new in over 2 years now...and the last thing we launched was a laser fiber...

BD/Bard has us existing reps on a "basic guarantee", in order to try and keep reps here. In just over a year's time, 16 or so reps have left. That equates to over half the sales force. Even those tenured reps with Optimum (an award bonus that vests over time - you have to stay with the company to vest/keep it) have left - forfeiting their Optimum (in some cases over $100k!)

 

Wow-thank you. That’s all great information. I will look into It. If bd/bard isn’t making big waves and losing contracts may I ask why you are still there? Would you think these available opportunities are good for those who are trying to break into the industry?

 

I'm biding my time...waiting for the right opportunity. I've found it, actually - just waiting for the paperwork to be finished.

It "could be" a good opportunity to get some med device experience. It most likely will end up being a lesson in conflict management/resolution and a total and complete understanding of The Peter Principle (google that). That's just my opinion...best of luck to you, whatever you decide.

 

I wish you the best of luck at your new opportunity. Hope it's better-which by the sounds of it, it should be. Thank you for all advice and well wishes. Appreciate it!

 

Hey Nebraska.

Don't do it.

You'll regret it.

You saw/heard what it's like.

There are similar positions with other medical device/supply companies that are much better opportunities.

 

See I told you the scope would save us. Great product and excited to launch. And we will be able to price it below $1,000 bucks to easily to swap Lithovue accounts. In and out like butter!

 

Are you CRACK-ing up? We still have no scope...

 

How about the Northeast region??

 

What cities/states? Are you looking at an opening?

 

Heard Dornier's AXIS was kicking Bard's ass. Lol. Tough luck chumps.