Wednesday, May 4, 2011

Wednesday Op-Ed Piece.

Spine Nation:

As the administrator of this blog site, the past few years has been an interesting journey, to say the least.  Our goal has been and always will be a search for the truth (Scully and Mulder where are you when we need you). Regardless, whether our bloggers agree or not.  In a democracy, you as the reader, have the "free will" to determine whether what is posted has substance, or is merely hearsay.  Unlike other platforms that vie for your readership, TSB never intended to be a blog that is a slavish follower, I believe the word would be lackey, of the status quo.  We are not interested in reporting how many cases has Company X performed with Brand Y, we want to know whether the product is good and is it enhancing the patient's quality of life.  We would like to believe that this is what makes our readers return to this site each day.  When an individual continually fails and still gets hired for an integral position, we call them out on the carpet, regardless, whether they like it or not.  TSB provides the venue, while you become the jury.  Hopefully, the blog has been informative to many of you that have tenure in this industry, and sheds some much needed wisdom to those that are still "wet behind the ears." Youth brings out the bravado, while age brings out reason. The blog has provided many of you, including TSB, with a snapshot into how this industry has evolved during the last decade.  What we have learned is, that the many good things that we do, are often overshadowed by our behavior.  But then, TSB wouldn't expect otherwise considering that words like morality and ethics are not taught in business school (lip service at best), whereas greed and avarice are promulgated indicative of the behavior that is exhibited by many. Spine is just a microcosm of a much bigger happening. But like every great dynasty, eventually, there is a moral and ethical decay. History has taught us that. So what's the point of this Op-Ed piece?

Based on the many comments that have been elicited over the past week, due to the angst and anxiety over the announcement of J&J acquiring Synthes, one has to wonder whether some of your comments have anything to do with what was posted on the blog?  Specifically, how does a post on SAS, Globus "when will they go public" Medical, and Centinel Spine digress into name calling about individuals that do not have anything to do with the topic?  As TSB has always stated, "this is your blog."  And, you as a blogger have every right to call anyone out on the carpet, TSB included.  You have every right to voice your opinion, but when it does not pertain to a specific post, one has to wonder whether our readers are drinking grain alcohol rather than absinthe?  Outside of your own intentions, do you believe that any of us really care?  If anything it exposes your vulnerabilities.  This behavior confirms that those that are divided are always manipulated by those that are united.  How can you influence change or control your own destiny if you are fighting amongst yourselves?  So for those of you that are tenured industry professionals, remember, we have only ourselves to blame for we have coddled and created a generation of sales reps that are part of the entitlement generation.  Twenty years ago, we never heard of something called, "a cover rep."  Companies actually spent time and money on educating sales people.  You had to actually sell features and benefits to your peers before you were let off your leash.  Long-term viability took precedence over short-term profitability.  Unfortunately, the industry drank Wall Street's kook aid (I meant kook aid) a long time ago. No longer are we builders, we have become dealers, and we are proud of it.   Some of you may take this as a verbal spanking by TSB, it's a dirty job and someone's got to do it.  Now go out and sell something today!

22 comments:

  1. Is this thing on?

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  2. tru dat TSB! You are right on the money. Thanks for delivering "truth, justice, and the American Way."

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  3. Agreed TBS. The post on the Depuy Synthes merger should have elicited responses about changing times in the industry. The days of start ups and the like have come and gone. The giants have started to mobilize and consolidate. That probably means consolidation of reps too. This is a time where a good professional rep can survive. Most, anyway. Some will need to find alternative methods of income

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  4. I'm on my way out of this industry after 16 years. I use to be proud to be in this 'glamorous' industry. Now, when I tell them what I do, and they are always interested, I let them in on the absolute dirty truth. And, lately, if they don't believe me... I just give them your website. This is a FILTHY industry. I am taking my skills and service someplace that actually helps people ... instead of celebrating some bullshit overuse of product by a maniac in it for his own greed. And, yes, sales people these days are dealers... not sellers/service. It's gross and just wrong. good bye and good riddance.

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  5. 10:46, Peace out homie. Dont let the door hit ya where the good lord split ya!

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  6. BORING - YAWN - ZZZZZZZZZ

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  7. Graci TSB.

    10:16 your frustration is clear and most likely well earned. Your proactivity on your career should be a siren song for many, many others.

    I try (when I can (and it's rare)) to stay as dispassionate about business and its cycles. We are entering, what I suppose some economists might term, the 'Creative Destruction' cycle of our market. Though I am under no guise we operate in a truly capitalist, free market society, this transition could and should have been easily forecasted. That, however, is largely irrelevant.

    What is absolutely relevant is answering the questions: what's next? And how do I Win (copyright Charlie Sheen Productions)?

    As I had posted previously 'There is always opportunity for the creative, the risk-takers and the hardworking.' Spine and orthopedics isn't going away, it's changing. I applaud TSBs post, because as one of the few credible, open and free forums for this industry it seems to me the ideal place that the creative, hard-working risk-takers would aggregate. Not the backwater virtual clubhouse of serial trash-talkers.

    Whether or not mob rules on TSB is yet to be seen, but trust me when I say, the die is cast and contraction is inevitable.

    Look backwards, burn time, energy and reputation bitching and talk %#$! or look forward and create the next opportunity. They're there, if you've got the skillz!

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  8. 10:16 - where you going?

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  9. Not sure why anyone was upset that someone was called out on here,, it happens all the time. Bottom line is that there are A LOT of turds in this punch bowl called spine and it's about time that many of them started getting flushed down the toilet.

    Too many overpaid, over hyped, think they know it all reps who've done little to nothing to build or earn the business they now babysit each day.

    I've seen it happen all too often that a young rep thinks they're entitled to something because they simply move sets or cover cases,, when in fact they've got little to no rapport w/ the surgeon and have done ZIP to earn or build the business. I say slap them all in the head as many simply need a "moment of clarity" in order to appreciate exactly how little they've actually done to be where they are.

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  10. I couldn't agree with you more, 5:14pm!!

    TSB, have you even considered the fact that all of the "craziness" flaring-up in the comments as of late might just have something to do with all of the "craziness" we are seeing as an industry (e.g. J&J/Synthes merger, expanding POD's, etc...)?? Reps are in survival mode at this point...that's why we are seeing all of the nasty comments. Read between the lines my friend. ;)

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  11. I agree with 8:59. The "craziness" as he puts it is reflective of the current turbulent atmosphere. Tenured individuals are generally more mature and secure and have been through ups and downs in their careers. The younger less experienced respond with panic and tend to lash out, place blame while seeking answers. The name calling, vitriol and frenetic tangents are all indicative of the insecure. I know this post will some how elicit a barrage of nasty comments but sometimes a man has to tell the boy how it is. Thanks TSB.

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  12. Yeah, 10:16, what industry are you moving into?
    I call troll. If youve been in this business for any time, you are pigeon holed. You cant escape.

    I tried years ago. Im such a slave to the dollar, and frankly, i cant find another job in a different industry where I could make the same living.

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  13. Bueller, Bueller,,, Anyone,, Bueller??

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  14. I too have just switched into another industry from device sales. I started out in pharma sales, made very good money with UpJohn and then Pfizer. I left that industry to get into device sales. I started out in ortho and ended up in spine for roughly 6 years. I will say, the medical device industry is going down the hill EXACTLY like the pharma industry did. Reps are OVERPAID and companies are beginning to cut back.

    I am leaving for two reasons; #1, I'm sick of being a slave for doctors as they seem to think they are on some sort of higher ground then anyone else in this world. Ahhhhhh NO. Any rep out there that thinks they aren't a slave or aren't looked down on by doctors, you're obviously a horrible rep. #2, This device industry is going down hill as the gov't is clamping down on companies and the way they do business in healthcare.

    Good luck to everyone, and I honestly mean that. I hope you are happy and make a ton of money. Let's face it, if you're not happy, then it's probably time to jump into another industry.

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  15. 4:55 - out of curiosity, where in the world does someone go after being in device sales??? Do tell.

    Either med school or owning my own business. Other than that, I'm not going anywhere.

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  16. I must agree w/ 10:56. Let's face it, if you sell anything, you are basically a slave to the customer. It doesn't make me bitter at all. I can pay my bills and have some left over at the end of the month. Moving anywhere else would be just plain dull. Good luck in your new industry.

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  17. 4:55...
    I agree with your post. I would love to do whats next in my career. As a spine sales rep I don't know what else to do to make as much money. I have been in the spine industry for over 7 years.

    Recently I have been forced to switch companies or get out of the industry and move on. Any Advice?

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  18. 3:59 - have you thought of being a cruise director, like Julie on the love boat? Answerable to nobody but captain Steubing. Think about it.

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  19. 4:39...
    I get sea sick. Any other suggestions?

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  20. seriously people, this is the type of conversation we need to have on here. where do you possibly go after device?!?!

    And from the glamorously gloom picture you all so graciously paint, inquiring minds want to know.

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  21. Inquiring minds do want to know. What about other specialties? Still good money in CRM? Vascular sales? Plastic Surgery? NeuroMod? Someone has to know someone making good coin without fighting PODs/consulting agreements/capped pricing/access/vendor credentialing/tiny territories/etc

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  22. All you dipshits know where to go, you start a POD. Read about it on here!

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