{ "docId": "019dd923-622c-750b-8b9a-21918ac10c17", "docSlug": "f3db2294dcf9", "documentTitle": "Harmony Biosciences (HRMY)", "authorId": "58_Scorpion_Capital", "authorName": "Scorpion Capital", "documentKindSlug": "research-note", "documentKindLabel": "Research note", "sourceTypeSlug": "short_seller", "sourceTypeLabel": "Short seller", "presentationDate": "2023-03-28 00:00:00", "orientation": "landscape", "aspectRatio": 1.3333334, "pageNumber": 321, "pageCount": 366, "prevPage": 320, "nextPage": 322, "slideType": "expose_contradiction", "function": "expose_contradiction", "density": "dense", "nDataPoints": 0, "notes": "The slide uses a Q&A format to highlight the 'quid pro quo' nature of the speaker programs.", "elementsJson": [ "paragraph", "quote_block", "footnote" ], "metadataConfidence": 1, "imagePath": null, "slideHref": "/slides/019dd923-622c-750b-8b9a-21918ac10c17/321", "deckHref": "/decks/019dd923-622c-750b-8b9a-21918ac10c17", "deckJsonHref": "/decks/019dd923-622c-750b-8b9a-21918ac10c17.json", "deckAnchorHref": "/decks/019dd923-622c-750b-8b9a-21918ac10c17#slide-321", "components": [ { "bbox": { "h": 0.06, "w": 0.86, "x": 0.07, "y": 0.42 }, "kind": "callout", "text": "“Threat” of being disciplined if not enough speaker programs; quid pro quo; prescriptions correlated to being put on or off a speakers program", "attrs": null, "subkind": "primary", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "9437ca9e-1b90-486b-aa11-998af2f08370", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.25, "w": 0.86, "x": 0.07, "y": 0.15 }, "kind": "paragraph", "text": "“there was always an overhanging threat of being put on a disciplinary plan if you didn’t get a certain amount of speaker programs within your territory.” He stated there were “certain quotas” that were “pushed down from upper management” and that doctors “were more willing to write if they were promised” a “speakership or sponsorship program” – “I don’t know if it was a quid pro quo but it felt like…where a doctor suddenly popped up as a primary speaker and he or she would write of a lot of prescriptions.” Giving away the rig, he added that “then they were taken off the speaker list and all of a sudden the prescriptions dropped…that always raises an eyebrow – is there a quid pro quo….”", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "983764b0-2053-4597-8767-3b7f7a1a642a", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.42, "w": 0.86, "x": 0.07, "y": 0.49 }, "kind": "paragraph", "text": "A: “Yeah, there was always an overhanging threat of being put on a disciplinary plan if you didn’t get a certain amount of speaker programs within your territory. Those were difficult to get in some areas. The doctors also were more willing to write if they were promised and actually a speakership or sponsorship program. In some areas, I don’t know if it was a quid pro quo, but it felt like that in some areas where a doctor suddenly popped up as a primary speaker, and he or she would write a lot of prescriptions. And then they were taken off the speaker list, and all of a sudden, the prescriptions dropped down. So, there was that that always raises an eyebrow—is there a quid pro quo with certain doctors that makes them write prescriptions because they’re being paid for a program that they—”\nQ: “You said there’s a threat of disciplinary action if a rep didn’t get enough doctors in the speaker program? What was that about?”\nA: “Basically, there were certain quotas that had to be attained, and this was down from upper management; it was pushed down. They expected a certain amount of speaker programs in each territory per quarter. Unfortunately, those were hard to come by as we got a little bit older with the company simply because you have one doctor that goes out and does a program for a couple of counties or a couple of towns, and you invite that group to try to get back again. They’re not really willing to do that. They’ve seen the program once, they’re satisfied with the program, or they get information online. The ones that did attend were…and then some doctors actually came, and they actually said, I came because you picked a nice restaurant or I came for the steak, which was, in retrospect, a little insulting when you’re trying to get these guys to get them educated about the product itself.” – Ex-Harmony territory manager for a large region in Florida and another state", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "f0794458-7ed8-4c14-9ac1-017b89b25b61", "frameworkName": null, "frameworkSlug": null }, { "bbox": null, "kind": "quote", "text": "“there was always an overhanging threat of being put on a disciplinary plan if you didn’t get a certain amount of speaker programs within your territory.” — Ex-Harmony territory manager", "attrs": null, "subkind": null, "toolName": "Authority citation", "toolSlug": "authority-citation", "confidence": null, "componentId": "019dd953-64d1-73a9-abbf-1e12237814fa", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.02, "w": 0.3, "x": 0.07, "y": 0.95 }, "kind": "source-note", "text": "Source: Scorpion Capital consultation calls with experts", "attrs": null, "subkind": null, "toolName": null, "toolSlug": null, "confidence": null, "componentId": "d8a03a66-4409-49d6-827a-b645d30610e8", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.08, "w": 0.86, "x": 0.07, "y": 0.07 }, "kind": "title", "text": "A sixth ex-territory manager described the brazen nature of Harmony’s conduct", "attrs": null, "subkind": "headline", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "ccb446c0-a7e2-4b55-b74b-4365db0abbf8", "frameworkName": null, "frameworkSlug": null } ], "metrics": [], "tools": [], "frameworks": [], "arcBeats": [], "loops": [], "imagePathAlt": null, "thumbSrc": null, "thumbSrcAlt": null, "locked": true }