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The cost savings with using a contract sales force are huge compared to continuing to pay complacent entitled tenured jnj reps who are making over $75,000 base with pensions after 5 years.  And that's the majority of the sales force. I hate to tell you that jnj's own sales force doesn't give a shit about jnj.  They're just collecting their huge paychecks and laughing all the way to the bank. Entitled and spoiled. The contract reps are grateful for their jobs and actually work harder for their lesser salaries. If the contract reps don't produce, their limited contract with the company is up and they're on the unemployment line again so they work their tails off compared to the lazy overpaid jnj reps who complain about what model their free company car is or that their monthly cell phone allowance was reduced by $5.00. This being the case the contract reps actually appreciate that they are working in this bad economy and would give anything to be a full-time employee of jnj. Read the other jnj forums and you'll see how much the jnj reps value their jobs.