Losing

Quote









I was with Synthes for 12 years and loved my time there. I find it amazing how DSY went out of their way to lose contracts. It seemed as if Stryker was ALWAYS there to pick up the pieces and kicked our contracting peoples ass. Of course, the AVP's and RM's never seemed to help in contracts and once they squandered the deal they would put pressure on the sales force to make up for the lost revenue. I can't think of a more miserable place to be than a sales rep at DSY. In fact, its not really a sales roll rather than a case coverage roll and management pays and treats it as such. RUN!!!!!
 


Latest news is Stryker got the trauma contract with HCA Healthtrust. 90 percent of all trays stocked or consigned must be Stryker in HCA facilities.

Separate health system in Northern VA is changing to Stryker due to consulting arrangements with key Trauma surgeons.
 


anonymous said:
I was with Synthes for 12 years and loved my time there. I find it amazing how DSY went out of their way to lose contracts. It seemed as if Stryker was ALWAYS there to pick up the pieces and kicked our contracting peoples ass. Of course, the AVP's and RM's never seemed to help in contracts and once they squandered the deal they would put pressure on the sales force to make up for the lost revenue. I can't think of a more miserable place to be than a sales rep at DSY. In fact, its not really a sales roll rather than a case coverage roll and management pays and treats it as such. RUN!!!!!
Click to expand...
 


I completely agree. JnJ changed a great company and sale force into case covering fools. JnJ has been working hard for the last 5-6 years to reduce sales commissions. Their contracting is very weak and often have to rely on the rep to pull thru surgeon support for a contract. Problem is a lot of the reps with the know how to get this done have left due to a toxic and extremely negative culture and lower compensation. I always say that numbers never lie. The bottom line is that competitors are taking advantage of Synthes and growing at above market rates. Synthes Trauma has been flat for years. CMF and Spine have been declining for at least 5 years now. Stryker has been growing in US trauma on Ave 7-8% over that time. I heard CMF has never had a yr below double digits and Spine has even been growing. No company is perfect, including companies like Stryker, but Synthes is definitely a company to stay away from. They will continue to lose market share like every company JnJ has bought. Look at Mitek a,d CosmN as examples. Just a terrible place to work at.
 


For a long time I was bitter & upset with JNJ for ruining Synthes. But now that myself and all my close friends are out of JNJ, I love it. Before the Synthes acquisition JNJ was in trauma and spine with minimal success, yet they thought they knew how to run the device business better than Synthes ? How arrogant of them, they’re getting what they deserve.
 


I was with Synthes for a long time as well and was biter too about JNJ acquiring Synthes. I am no longer biter but rather amazed of how incompetent the management team is and how awful they treat the sales force. My brilliant manager at the time told me JNJ does not care about tenure or the fact it is Trauma. Thats when I realized how little respect they had for us as a sales force and what we sacrificed to get the job done. Its just a matter of time before Stryker takes over dominance role that Synthes once had a strangle hold on.
 




Are you really surprised about their declining market share? They now have Mr Clean running the trauma show and Mr Incredible running CMF. Absolutely pathetic. Both just need to quietly go. Only then can Synthes return to its market dominance.
 


anonymous said:
Are you really surprised about their declining market share? They now have Mr Clean running the trauma show and Mr Incredible running CMF. Absolutely pathetic. Both just need to quietly go. Only then can Synthes return to its market dominance.
Click to expand...


Nah. The bigger issue is reduced comp., and more importantly, lack of substantial new product. When was the last time we introduced a truly great new product ? Been a while, right ? Used to happen all the time. About 10 years ago Me-Shell Whoresinger greatly reduced PD spending trying to make Synthes more profitable before we were put up for sale. That fit the JNJ device model so they never increased PD spending and never will.
 


Funny that we started loosing contracts when J & J built a whole strategic organization to do our contracts. It was much better when we had Synthes people doing trauma contracts
 


anonymous said:
Latest news is Stryker got the trauma contract with HCA Healthtrust. 90 percent of all trays stocked or consigned must be Stryker in HCA facilities.

Separate health system in Northern VA is changing to Stryker due to consulting arrangements with key Trauma surgeons.
Click to expand...


That is true. HCA is a Stryker sales reps paradise. Cashin in at HCA this year
 








anonymous said:
Are you really surprised about their declining market share? They now have Mr Clean running the trauma show and Mr Incredible running CMF. Absolutely pathetic. Both just need to quietly go. Only then can Synthes return to its market dominance.
Click to expand...
How true. Ironically it was Rick Gennett that put KC in a power role, JNJ just kept him in it. Rick always talked up his personally chosen team only to tear them down the moment any of them thought they had earned their promotions. He couldn't stand anyone being perceived as knowing more or doing a better job than him and despised those who felt empowered. That's way KC was the perfect choice for a cigar buddy stooge - not too bright and always beholden to him. KC self promotes like no one else. If you listen to him, he's the most virtuous will outwork anyone (whatever that means). His actions say different..... In the end he's an ineffectual kiss up that perfectly fits the alt culture of JNJ. For all intent and purposes Synthes, DS and AO are all dead and not coming back. Watch JNJ unload the hot mess of orthopedics now that pricing across all lines are cratering. JNJ lives too fat to win a commodity war.
 


anonymous said:
How true. Ironically it was Rick Gennett that put KC in a power role, JNJ just kept him in it. Rick always talked up his personally chosen team only to tear them down the moment any of them thought they had earned their promotions. He couldn't stand anyone being perceived as knowing more or doing a better job than him and despised those who felt empowered. That's way KC was the perfect choice for a cigar buddy stooge - not too bright and always beholden to him. KC self promotes like no one else. If you listen to him, he's the most virtuous will outwork anyone (whatever that means). His actions say different..... In the end he's an ineffectual kiss up that perfectly fits the alt culture of JNJ. For all intent and purposes Synthes, DS and AO are all dead and not coming back. Watch JNJ unload the hot mess of orthopedics now that pricing across all lines are cratering. JNJ lives too fat to win a commodity war.
Click to expand...

Gorsky is in a tough spot with this one. He championed the Synthes acquisition, so it would be admitting failure if he told the B.O.D. JNJ needs to get out of Orthopedics due to it not being profitable enough.
 



Write your reply...
Top Bottom
Back
Quote