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Post by od on Dec 16, 2016 21:32:05 GMT -5
"So, does Mannkind hire the same people who probably dismissed, denigrated, trash talked and/or downplayed Afrezza's effetiveness ...". Your documentation that this occurred? (Perhaps there were one-offs, but the entire sales force?) There was no incentive to sell (commission same as current drugs) and a conflict of interest so sanofi reps never pushed it. So yes, entire sales force. They may not have 'pushed' Afrezza, does not mean they 'trashed' it.
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Post by od on Dec 16, 2016 21:34:58 GMT -5
Just my speculation but did you see the level of scripts last Fall and Winter ahead of Sanofi canceling contract? Sanofi punted on Afrezza and focused their reps on their other drugs. So, what do you think the endo or primary care physician that heard of Afrezza's effectiveness, uniqueness and wonderful pk/pd profile in, say, May and June of last year, was hearing about Afrezza in October of last year? At best for Mannkind and Afrezza they said NOTHING. (even though saying NOTHING is sort of negative in itself as it would leave the endo or pcp wondering "what's going on with Afrezza, why the silence". At worst, the rep had to say SOMETHING in regards to Afrezza. What do you think he/she said in October/November? It most likely wasn't flattering. It most likely had to address the fact that people were having trouble titrating, getting use to. It most likely had to be conversational between the rep and endo about initial users experiences with taking Spirometry test (hurdles) , troubles getting insurance, problems with formularies. So, in general, that is all sort of negative, or at least not positive, and not particularly shining a "everything is bright and wonderful" with Afrezza. So....that's kind of what I meant about some past Sanofi Afrezza sales person may not be the greatest to hire and promote. He/she was the same person that had to talk his/her way OUT of Afrezza last fall and share that tale to the endo and pcp. Is that who Mannkind wants to represent the product going forward? Move onto to others who don't have the baggage, negative past history and what that conotes. To paraphrase Woody Allen in Annie Hall (I think), "They're salesmen, of course they lie (and change their stories depending on what they're selling)." Baba, I raised my now adult daughters paraphrasing Annie Hall lines. Perhaps not in that movie, but I am sure Woody Allen has some choice words about attorneys...sorry, could not resist.
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Post by drman7 on Dec 16, 2016 22:50:42 GMT -5
I would highly consider hiring Sanofi sales rep because of the relationship they already established with endos and PCPs. Also, some may already now afrezza enough that they would require minimum training. It would be a wrongful move if MNKD does not highly consider going after Sanofi ex-employees. In my opinion, the layoffs due to price hikes and biosimilars places MNKD at a advantageous position. TS will be the golden goose in 1-3 years.
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Post by kball on Dec 17, 2016 0:08:18 GMT -5
Anyone besides me thinking 2017 will be tougher for mannkind than 2016 even was?
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Post by careful2invest on Dec 17, 2016 0:47:00 GMT -5
Anyone besides me thinking 2017 will be tougher for mannkind than 2016 even was? IMHO, 2017 should be much, much better than 2016. At least I hope!! A lot of the heavy lifting has been done and many components are in place that will help MNKD/AFREZZA/TECHNOSPHERE become a success! GLTA TRUE LONGS!
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Post by matt on Dec 17, 2016 7:34:49 GMT -5
One question is whether MNKD is targeting specific geographies. The Sanofi cuts were not even because the opportunity to sell into certain markets are quite different. In some geographies there are a handful of insurance companies and pharmacy benefit managers that have moved to sole source contracts for insulin and where the prevailing practice among the large offices is "no see", meaning that a rep cannot visit a doctor or other staff during clinic hours for any reason. You can have teams of reps driving all over but if they don't get to see the physician, it doesn't matter.
The cuts in some geographies were more than 60% and in others less than 10%, but a quick browse of the MNKD job listing suggests that Mike is focused on national coverage. I would rather see multiple reps thrown into markets where the company can be competitive even if that means other areas will have thin coverage.
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Post by sportsrancho on Dec 17, 2016 7:43:12 GMT -5
Anyone besides me thinking 2017 will be tougher for mannkind than 2016 even was? All the bears are thinking that. All the bulls are thinking it will be much better! :-)
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Post by bioexec25 on Dec 17, 2016 8:24:28 GMT -5
I see a few larger picture things going on that ultimately will transform how patients and docs learn, provide treatment, & manage disease. Big (fat) Pharma and many healthcare services providers where appropriate are accelerating the strategic move towards a direct digital interaction with doctors, hospitals, clinics, pharmacies & patients. This has far reaching impacts to the existing "power in numbers of people & reps" model when educating, promoting and managing diseases directly with patients & docs.
Pharma depts like Medical affairs, Marketing & Sales will have much easier ways for these use cases to search, do reasearch, & even tie directly to managing individual disease states online. Med professionals and patients all connected in a variety of ways to more rapidly research and treat disease.
Technologicies like IBM Watson and big data analytics will support the scale of this move to an online ecosystem. Interestingly CVS bought WebMD to move their business even closer to patients and to be involved as this entire digital ecosystem unfolds.
I like the leveling effect that a more rapid cost effective yet far reaching digital effect has for smaller biotechs and supporting services companies. It will take a few more years to become more prevalent but the regulatory and software work is being done now and it's coming.
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Post by od on Dec 17, 2016 10:14:59 GMT -5
I see a few larger picture things going on that ultimately will transform how patients and docs learn, provide treatment, & manage disease. Big (fat) Pharma and many healthcare services providers where appropriate are accelerating the strategic move towards a direct digital interaction with doctors, hospitals, clinics, pharmacies & patients. This has far reaching impacts to the existing "power in numbers of people & reps" model when educating, promoting and managing diseases directly with patients & docs. Pharma depts like Medical affairs, Marketing & Sales will have much easier ways for these use cases to search, do reasearch, & even tie directly to managing individual disease states online. Med professionals and patients all connected in a variety of ways to more rapidly research and treat disease. Technologicies like IBM Watson and big data analytics will support the scale of this move to an online ecosystem. Interestingly CVS bought WebMD to move their business even closer to patients and to be involved as this entire digital ecosystem unfolds. I like the leveling effect that a more rapid cost effective yet far reaching digital effect has for smaller biotechs and supporting services companies. It will take a few more years to become more prevalent but the regulatory and software work is being done now and it's coming. At the risk of exposing my ignorance -- "Interestingly CVS bought WebMD"
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Post by art606a on Dec 17, 2016 11:33:49 GMT -5
One question is whether MNKD is targeting specific geographies. The Sanofi cuts were not even because the opportunity to sell into certain markets are quite different. In some geographies there are a handful of insurance companies and pharmacy benefit managers that have moved to sole source contracts for insulin and where the prevailing practice among the large offices is "no see", meaning that a rep cannot visit a doctor or other staff during clinic hours for any reason. You can have teams of reps driving all over but if they don't get to see the physician, it doesn't matter. The cuts in some geographies were more than 60% and in others less than 10%, but a quick browse of the MNKD job listing suggests that Mike is focused on national coverage. I would rather see multiple reps thrown into markets where the company can be competitive even if that means other areas will have thin coverage. It's curious that in only the past week or so, there's been news suggesting a rather severe contraction of the diabetes market -- Sanofi layoffs, Novo and Lilly cutting prices and offering big discounts. I wonder what is going on behind the scenes -- somebody must be leaning on them pretty hard.
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Post by slugworth008 on Dec 17, 2016 13:18:28 GMT -5
Anyone besides me thinking 2017 will be tougher for mannkind than 2016 even was? Yes - I think it will be much easier than 2016. Now...turn that frown upside down.
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Post by Cowgirl on Dec 17, 2016 13:42:57 GMT -5
Drman...I forgot which company we acquired the seasoned reps from via the Touchpoint contract. It wasn't Sanofi but it may have been Lilly or AstraZ....anyhow, their seasoned and embedded relationships with endo and pcp has produced very little as far as scripts go. Learning about Afrezza is not that hard to do. A smart person, passionate and focused on Afrezza should be able to tell the tale...
Again, I'm concerned of the risks of hiring the exact people (sanofi reps) who had to deflect all the problems with the launch (i.e. spiro, formularies, tiers, patient ineptitude etc.) during the first round, and dance around all those issues, with the endo and pcp. What do you think comes to mind when the endo or pcp would see that person? Probably troubles, issues, frustrations, questions and concerns.
Maybe new blood, and a new face for the product, is needed as they (old sanofi reps) probably lost credibility with the docs re: afrezza.
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Post by lakers on Dec 17, 2016 14:47:14 GMT -5
Mnkd needs to hire Daniel Roth. Specialty Sales Executive Sanofi February 2016 – Present (9 months) Promoting Toujeo & Apidra. • 2016 Promoted to Specialty Executive • 2016 Selected Member DAC Committee • 2016 Selected Certified Field Trainer • 2016 Ambassador Primed West Conference Sanofi Senior Sales Executive Sanofi January 2015 – Present (1 year 10 months) Launched Afrezza 01/2015 Launched Toujeo 03/2015 [198 Sny reps vs 70 Mnkd reps] • Ranked 2 out of 198 (Toujeo/Afrezza). • Top Volume Afrezza Producer Nationally. • Top Volume Toujeo Producer Regionally. • Selected into the Afrezza Pilot Program. • Afrezza National Presenter at MGM Grand. Sanofi Sanofi Contract (Inventiv) Sanofi June 2013 – Present (3 years 5 months) Promoted Lantus & Apidra. • 9/14 - Nationally Recognized (teamwork) • 9/14 - Nationally Recognized (performance) • 12/14 - Nationally Recognized (performance) • 12/14 - District MVP Quarter 4 • Ranked 3 of 59 in 2013 • Ranked 1 of 59 in 2014 cafepharma.com/boards/threads/does-sanofi-rank-sales-people-selling-afrezza.584319/ #1Aug 18, 2015 at 3:02 PM anonymous anonymous Guest 2015 Sanofi Rankings: #1 DPC1 out of 198 Q1 2015 (Lantus/Afrezza) #1 DPC1 out of 198 Q2 2015 (Toujeo/Afrezza) Afrezza Launch-to-Date: • #1 Afrezza Primary Care Rep (DPC1) in the U.S. • 282% Goal Attainment Achieved in Q2 • #3 Afrezza Rep Overall in U.S. including Speciality • Q2 Selected into the Afrezza Pilot Program • Q2 Won Sanofi Launch Spirit Award Read more: mnkd.proboards.com/thread/6446/sales-team-on-job-months?page=5#ixzz4T7uyAlOv
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Post by MnkdWASmyRtrmntPlan on Dec 17, 2016 16:42:24 GMT -5
Wow! I think MNKD needs to hire Lakers into their HR department. Good find. Can someone send that Resume (or, those stats) to Mike? Where did you get (or, gather) that from, Lakers?
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sparkrov
Newbie
Four year long
Posts: 15
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Post by sparkrov on Dec 17, 2016 17:38:30 GMT -5
Looks like LinkedIn. Agree , good find Lakers.
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