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Post by booboo on Jul 7, 2016 17:12:23 GMT -5
My experience......prescribing physician location determines which territory gets credit.
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Post by vestful on Jul 7, 2016 18:48:05 GMT -5
Maybe this is a dumb question, but I've never seen an explanation of how a sales rep gets credit if a doc the rep has visited starts writing scripts for Afrezza. How does that work? each rep has a territory and all sales in that territory go to them. and each of those in total cover 50% of insulin market Ex: Mike said , they dont have any for Boston for now Please explain the the 50%, not sure what you are referring to. |
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Post by Deleted on Jul 7, 2016 18:59:23 GMT -5
each rep has a territory and all sales in that territory go to them. and each of those in total cover 50% of insulin market Ex: Mike said , they dont have any for Boston for now Please explain the the 50%, not sure what you are referring to. I am just repeating what Mike had said in his interview with Ken Kam in the Forbes article... Google it and you will find it published about 2 or 3 weeks ago |
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Post by xoxoxoxo on Jul 7, 2016 19:20:18 GMT -5
Are the Afrezza reps on salary plus commission for each script? Not sure how it works so any info is appreciated. Last time when all these types of discussions happened about sales rep the general consensus was that they know which salespeople talk to which doctors and they know which doctors write afrezza prescriptions. This lets them pay the commission to the right salesperson (if any) for the scripts written. I can't wait until all these reps start posting anonymously (again) on the cafepharma boards. deja vu anyone?? |
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Post by nylefty on Jul 7, 2016 20:40:51 GMT -5
Are the Afrezza reps on salary plus commission for each script? Not sure how it works so any info is appreciated. Last time when all these types of discussions happened about sales rep the general consensus was that they know which salespeople talk to which doctors and they know which doctors write afrezza prescriptions. This lets them pay the commission to the right salesperson (if any) for the scripts written. How does the drug company know which doctors are prescribing a drug and even if they have some way of knowing that, how do they know if the prescriptions are ever filled? Many prescriptions are never filled and Afrezza is a prime example, given the fact that it's not covered by so many insurance plans. |
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Post by sweedee79 on Jul 7, 2016 20:54:21 GMT -5
Generally speaking, the sales rep must keep the marketing message to the claims that have been allowed on the label for the indications that have been allowed on the label. That is why the label copy is such a big deal when a drug gets approved, and why a "superior to XXXX" is far more powerful than a "not inferior to XXXX" claim. Reps do get away with providing free handouts that are reprints from medical journals where the article might discuss a medical study (usually far smaller and not as well-controlled as a clinical trial) where the investigator successfully used the drug off-label for some new indication, but it had to be in response to an unsolicited request from the physician. So the rep can't say "Hey doc, have you seen this article about our drug", but if the physician knows about the article they can ask for a copy. When pharma companies promote beyond the narrow bounds of the label, they can get in trouble with the FDA's Office of Prescription Drug Promotion and, more seriously, can be sued by the Department of Justice for fraudulently promoting medicines for unapproved uses. Since Medicare / Medicaid and other agencies pay for a lot of drugs, this can cost billions in penalties. Pfizer and Lilly have both paid penalties of more than a billion dollars for off-label promotion. Bottom line, if it isn't on the label the rep can't say much more. I wonder if they couldn't find some creative way to make docs at least aware there are studies if the doc wants to see them without soliciting. There has to be some way around this. |
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Post by pole242 on Jul 8, 2016 10:05:02 GMT -5
When are the reps staring to sell
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Post by Deleted on Jul 8, 2016 10:08:53 GMT -5
When are the reps staring to sell read through . you will find and you may learn a bit more too in that process |
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Post by coo2002coo on Jul 8, 2016 11:07:22 GMT -5
Generally speaking, the sales rep must keep the marketing message to the claims that have been allowed on the label for the indications that have been allowed on the label. That is why the label copy is such a big deal when a drug gets approved, and why a "superior to XXXX" is far more powerful than a "not inferior to XXXX" claim. Reps do get away with providing free handouts that are reprints from medical journals where the article might discuss a medical study (usually far smaller and not as well-controlled as a clinical trial) where the investigator successfully used the drug off-label for some new indication, but it had to be in response to an unsolicited request from the physician. So the rep can't say "Hey doc, have you seen this article about our drug", but if the physician knows about the article they can ask for a copy. When pharma companies promote beyond the narrow bounds of the label, they can get in trouble with the FDA's Office of Prescription Drug Promotion and, more seriously, can be sued by the Department of Justice for fraudulently promoting medicines for unapproved uses. Since Medicare / Medicaid and other agencies pay for a lot of drugs, this can cost billions in penalties. Pfizer and Lilly have both paid penalties of more than a billion dollars for off-label promotion. Bottom line, if it isn't on the label the rep can't say much more. I wonder if they couldn't find some creative way to make docs at least aware there are studies if the doc wants to see them without soliciting. There has to be some way around this. Maybe reps can wear a T-shirt with something like "Off-Label Questions vs Challenging Issues" printed on it. |
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Post by nylefty on Jul 8, 2016 11:28:04 GMT -5
When are the reps staring to sell Looking a doc in the eye may be good, but staring? Not so good. |
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Post by xoxoxoxo on Jul 8, 2016 12:10:29 GMT -5
Last time when all these types of discussions happened about sales rep the general consensus was that they know which salespeople talk to which doctors and they know which doctors write afrezza prescriptions. This lets them pay the commission to the right salesperson (if any) for the scripts written. How does the drug company know which doctors are prescribing a drug and even if they have some way of knowing that, how do they know if the prescriptions are ever filled? Many prescriptions are never filled and Afrezza is a prime example, given the fact that it's not covered by so many insurance plans. Pharmacies know which doctors are calling in prescriptions. Pharmacies store this data and are happy to sell it to drug companies or companies that track this sort of thing for drug companies. |
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Post by nylefty on Jul 8, 2016 12:40:49 GMT -5
How does the drug company know which doctors are prescribing a drug and even if they have some way of knowing that, how do they know if the prescriptions are ever filled? Many prescriptions are never filled and Afrezza is a prime example, given the fact that it's not covered by so many insurance plans. Pharmacies know which doctors are calling in prescriptions. Pharmacies store this data and are happy to sell it to drug companies or companies that track this sort of thing for drug companies. I know that Symphony collects sales data from pharmacies, but it's been widely reported that some big chains don't participate and I'm sure that many independent pharmacies don't either. |
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Post by babaoriley on Jul 8, 2016 13:16:00 GMT -5
If a rep has a pre-existing, good relationship with the physician, the sales pitch may be very different if they are walking in cold. Hopefully, these reps will have some of those relationships. Just guessing here, but that's the way business usually works.
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Post by victoria on Jul 8, 2016 16:55:37 GMT -5
Could MNKD have a section on their website which links to, or provides a library of, peer reviewed third party journal articles about afrezza? Then could reps just tell doctors to see the website for published research literature?
It would seem odd if a company website can't inform doctors of published literature, since that could lead to important safety issues being concealed if, say, a paper suggested some risk or side effect.
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Post by mannmade on Jul 8, 2016 17:06:57 GMT -5
I think it was said best by someone already on this board (if true and I understood correctly) that reps can send the literature (with off label results from clamp studiers etc...) to each doctor and then follow up and ask if they have read it allowing the reps a legal entry into the off label conversation with the doctors.
If this is true then any rep worth his or her job has already mailed out all the literature to all the doctors on their list and is beginning the follow up.
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