{ "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": 322, "pageCount": 366, "prevPage": 321, "nextPage": 323, "slideType": "expose_contradiction", "function": "expose_contradiction", "density": "dense", "nDataPoints": 0, "notes": "The slide presents a Q&A transcript excerpt highlighting a potential compliance issue regarding speaker programs and prescription volume.", "elementsJson": [ "paragraph", "quote_block" ], "metadataConfidence": 1, "imagePath": null, "slideHref": "/slides/019dd923-622c-750b-8b9a-21918ac10c17/322", "deckHref": "/decks/019dd923-622c-750b-8b9a-21918ac10c17", "deckJsonHref": "/decks/019dd923-622c-750b-8b9a-21918ac10c17.json", "deckAnchorHref": "/decks/019dd923-622c-750b-8b9a-21918ac10c17#slide-322", "components": [ { "bbox": { "h": 0.06, "w": 0.86, "x": 0.07, "y": 0.34 }, "kind": "callout", "text": "“Unspoken pressure” to take docs off speakers program if not writing enough prescriptions; common across territories; pressure allegedly came from upper management", "attrs": null, "subkind": "primary", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "d10e15df-dfcc-4dfb-b0ed-6dbd88c0fb44", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.48, "w": 0.86, "x": 0.07, "y": 0.41 }, "kind": "paragraph", "text": "Q: “Were there any quotas about the number of doctors that became speakers? In other words, you’ve got to get enough doctors to write enough scripts so that they actually get bumped into the speaker’s program. Any color around that or pressure?”\nA: “There was some unspoken pressure that if a doctor was a speaker and they weren’t filling prescriptions, they would be taken off the program. That was not communicated between the doctors and the company, but, in my case, I did have a doctor that was underwhelming as far as writing prescriptions; very excited to jump on board and do a speaker’s program but just would not write prescriptions for his patients. So, he was actually asked to be taken off the list. It was never because you’re not writing prescriptions. We never said that; we never brought that to their attention, but it was always felt that that was the reason why the doctor was taken off the speaker’s program.”\nQ: “Is that pretty common across territories? Was that dynamic pretty common across other territories?”\nA: “Yes, yes, it was.”\nQ: “And where was this coming from? Like the VP of sales, the CEO? Who was driving this pressure?”\nA: “I really can’t pinpoint exactly where it came from. I can only surmise and make a guess, and I hate to do that to put anyone—I don’t want to put anyone in a corner. But it was probably a level or two above where my manager was.”\nQ: “So, like the VP Sales?”\nA: “Yeah, again, I wouldn’t put it on one person’s shoulders. I think it was multiple people.”\nQ: “On the management team?”\nA: “From the management team, right.” – Ex-Harmony territory manager for a large region in Florida and another state", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "263464d0-8cf5-46eb-87c8-d71416cde99d", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.25, "w": 0.86, "x": 0.07, "y": 0.07 }, "kind": "paragraph", "text": "The former territory manager continued that there was “unspoken pressure” to remove doctors from the speaker’s program “if they weren’t filling prescriptions.” He shared an example of a doctor in his territory who “was underwhelming as far as writing prescriptions” and was “taken off the list” – “it was always felt that that was the reason why the doctor was taken off the speaker’s program.” He replied “yes, yes, it was” when we asked if this dynamic was common across other territories. When we asked where the pressure came from, he stated it was “a level or two above where my manager was,” which we interpret as meaning VP or C-level, based on our sense of Harmony’s organizational structure.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "9efe6603-667a-4e15-89eb-aaa2fcb083c7", "frameworkName": null, "frameworkSlug": null }, { "bbox": null, "kind": "quote", "text": "“There was some unspoken pressure that if a doctor was a speaker and they weren’t filling prescriptions, they would be taken off the program. That was not communicated between the doctors and the company, but, in my case, I did have a doctor that was underwhelming as far as writing prescriptions; very excited to jump on board and do a speaker’s program but just would not write prescriptions for his patients. So, he was actually asked to be taken off the list. It was never because you’re not writing prescriptions. We never said that; we never brought that to their attention, but it was always felt that that was the reason why the doctor was taken off the speaker’s program.” — Ex-Harmony territory manager for a large region in Florida and another state", "attrs": null, "subkind": null, "toolName": "Authority citation", "toolSlug": "authority-citation", "confidence": null, "componentId": "019dd953-64d1-73a9-abbd-c5e9c61a6744", "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": "e2d6ccbf-722a-43b3-9393-6cdab620435b", "frameworkName": null, "frameworkSlug": null } ], "metrics": [], "tools": [], "frameworks": [], "arcBeats": [], "loops": [], "imagePathAlt": null, "thumbSrc": null, "thumbSrcAlt": null, "locked": true }