Oncology reps reputation

We weren't required to buy our way in by catering lunches before. I wouldn't disagree that many inexperienced reps, aggressive home office marketers went beyond what off label studies demonstrated.

Experienced Onc Reps didn't have to promote off label - just bring those studies to the MDs attention. Lots of reps did blow it by using off label, and "home made bread" sales pieces just to increase sales. Now - it's mandated PI talking points - MDs can read PIs for all that is worth, and they do understand disease states better than we ever will. However if it meant their office staff gets a free lunch - then they've been somewhat accommodating.

Frankly, it's just too many company reps out for share of voice, PI talking points, useless teleconferences, and home office demanding call averages. It's beyond ridiculousness.

However your "lying ignorant fucks were allowed to spew anything that you just pulled out of your uneducated asses?" comment demonstrates why Reps have as much distain for the home office as MDs have for the Reps. Too bad you can't find an intelligent way to express yourself.

Pretend you're not a "reputation management" hire, or not a crass home office person defending the company. Do you have any idea how much of that lunch simply goes wasted to the office, or goes home to the rep? Most of the time it's used as "left-overs" for their staff's dinner. Are you aware how many reps get free dinners at the restaurants because of their catering business? Any idea how many catered lunches never make it to the office? Figured out designated office staff aren't all medical professionals? Got a clue how much padding on the expense account is done? It isn't right, it's wrong.

Overall - access has been a waste of funds and profit. Reps are given a generous budget - but come under it, they suffer the consequences at evaluation time. Reps are covering themselves. Reps have more status with catering companies than they do with MDs. It scary and a shame how many reps abuse the privilege.

Pharma. hiring MDs, RNs, Pharms. to promote talking points etc hasn't improved the access picture or their company's stature with MDs.

 

This is obviously a result of a self defense machining that it is almost painful to read. But since it comes from a scumbag pharma sales rep lets add to the pain by deconstructing it, shall we?

"However your "lying ignorant fucks were allowed to spew anything that you just pulled out of your uneducated asses?" comment demonstrates why Reps have as much distain for the home office as MDs have for the Reps. Too bad you can't find an intelligent way to express yourself."

Well, you did if for me by self consciously admitting that this is true by describing it euphemistically as "Experienced Onc Reps didn't have to promote off label -....".

Then you state "Pharma. hiring MDs, RNs, Pharms. to promote talking points etc hasn't improved the access picture or their company's stature with MDs." The reason why is that you can't put lipstick on a pig. 80% of all new drugs released in the US over that last 30 years add no value. Educated and informed docs now know this and this is being enforced by insurance carriers and now Obamacare. So the myth of Docs "needing experienced reps" to bring them relevant studies is over and with the Sunshine laws you can no longer even buy access.

The "old days" of Docs needing "experienced reps" to "educate" them is over. That's a euphemism for your fucked.

 

Reading these post it seems you're agreeing with each other in regards to uselessness of "educated" reps vs old school reps - neither have made much of a dent or difference with the accounts. There are exceptions, but neither make the rule.

I've seen the difference between with Reps that are respected by accounts vs those who are not. What stands out is their ability to remember simple things like of the names of desk personnel, RNs, general politeness, respecting the staff's time and their jobs, being complete in their knowledge, current reimbursement situations unique to each office, and the overwhelming ability to fit disease states pictures to patient types the MDs practice. They know how to connect.

Med. Affairs folk don't seem to have that sales touch that bring the MD to the Rx pad - although that is not their real purpose. Reps concerned with the kill - who brush by everyone to get at the MD - just to make a point might get a Rx, but more often than not simply are tolerated for the catered lunch they provide. Everyone likes somebody to can tell a joke, talk sports etc but can't really conduct business don't fare better either.

Yeap, things have changed. The home office attitude is uglier, Reps et al are more aggressive and less productive. It's felt, heard, and seen with attitude expressed at our meetings and in our accounts.

 

Reps will be replaced by MSLs.
Oncologists get their news from NCCN guidelines and/or ASCO, ESMO and other onc conferences. Don't waste their time or yours...