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  "documentTitle": "Harmony Biosciences (HRMY)",
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  "presentationDate": "2023-03-28 00:00:00",
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  "notes": "The slide uses highlighted text to emphasize key admissions of quid pro quo arrangements.",
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      "kind": "callout",
      "text": "Successful territories depended on speakers with an unspoken quid pro quo",
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      "text": "“It was very clear” to dangle the speakers program; “no question”",
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      "text": "“So, it did fall off...my performance did slip off for that quarter, but in previous quarters, I had done well. Yes, there were a lot of representatives that their performance had fallen way off. My question is, the very successful territories had speakers in them and, you know, when you pay somebody to do talks for you, you tend to get—it's harped upon, it cannot be quid pro quo but, let's be honest, to a degree, you pay somebody a stipend to do a talk for you, and you continue to do that, they tend to look to use your drug. I'm not saying that they're going to use it in inappropriate places, but they look to use your drug more frequently. So, those people were successful.” – Ex-Harmony territory manager for an eastern state",
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      "text": "An ex-territory manager for a large northeast region stated there was “no question” that reps had to dangle the speakers program – “100%, absolutely.” He indicated the pressure came from Harmony’s management, but that “they’ve never going to put it in writing, but make no mistake, it was very clear.” Describing a textbook inducement, he implied that it didn’t matter if “they’re good speakers...get them on there,” adding that “they’re not going to put a low-volume scientific speaker in there” and that is has to be “somebody who’s...using a lot of the drug.” An ex-manager in another region corroborated the color, stating that successful territories depended on speakers with an unspoken quid pro quo.",
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      "text": "Q: “Did they ask you to dangle the whole consulting speaker's program to anyone, like the biggest prescribers? Did they tell the salesforce to do that?”\nA: “Oh, 100%, absolutely. So, I actually introduced them to [top prescriber name redacted]...there's no question. Look, they're never going to put it in writing but make no mistake, it was very clear, if there are high prescribers, then let's see if we can get them on the speakers bureau. If they're good speakers, great. But more important, that you get them on there.”\nQ: “Where was this direction coming from? From the CEO? Or VP or whatever?\nA: “It all came down through the sales, probably from the COO downwards but, again, honestly, very nuanced. It's not a secret that they would want high volume—they're not going to put a low-volume scientific speaker in there. It's going to have to be somebody who's promoting - using a lot of the drug, and if they're a great speaker, even better.\nQ: “Was there any kind of understanding with the doctor in terms of volumes to be on the speaker's program or was that understood?”\nA: “I think it's more a given. I'm trying to think if I know any other speakers there. It would never be explicitly said, but it's kind of an understood given, and then the people tend to self-select for themselves.” – Ex-Harmony territory manager for a large region in the northeast",
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      "text": "“Oh, 100%, absolutely. So, I actually introduced them to [top prescriber name redacted]...there's no question. Look, they're never going to put it in writing but make no mistake, it was very clear, if there are high prescribers, then let's see if we can get them on the speakers bureau. If they're good speakers, great. But more important, that you get them on there.” — Ex-Harmony territory manager for a large region in the northeast",
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      "text": "Source: Scorpion Capital consultation calls with experts",
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