{ "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": 339, "pageCount": 366, "prevPage": 338, "nextPage": 340, "slideType": "expose_contradiction", "function": "expose_contradiction", "density": "overcrowded", "nDataPoints": 0, "notes": "The slide uses direct quotes to highlight operational inefficiencies and potential lack of transparency in the patient services process.", "elementsJson": [ "paragraph", "quote_block" ], "metadataConfidence": 1, "imagePath": null, "slideHref": "/slides/019dd923-622c-750b-8b9a-21918ac10c17/339", "deckHref": "/decks/019dd923-622c-750b-8b9a-21918ac10c17", "deckJsonHref": "/decks/019dd923-622c-750b-8b9a-21918ac10c17.json", "deckAnchorHref": "/decks/019dd923-622c-750b-8b9a-21918ac10c17#slide-339", "components": [ { "bbox": { "h": 0.05, "w": 0.86, "x": 0.07, "y": 0.48 }, "kind": "callout", "text": "Manual process where \"special form\" went to a fax machine at a centralized hub; salesforce pushed to have it digitized", "attrs": null, "subkind": "primary", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "42c3f45d-a77c-415b-9912-ffd2f03ab531", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.03, "w": 0.86, "x": 0.07, "y": 0.84 }, "kind": "callout", "text": "Enrollment forms used, not prescriptions", "attrs": null, "subkind": "primary", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "64f88712-e995-45b2-a2a7-bda55dbb9782", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.03, "w": 0.86, "x": 0.07, "y": 0.76 }, "kind": "callout", "text": "Reps \"out of the picture\" one referrals went in", "attrs": null, "subkind": "primary", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "8a30f547-f76a-4518-97b6-927289c4b2f9", "frameworkName": null, "frameworkSlug": null }, { "bbox": null, "kind": "callout", "text": "The “enormous lengths” that Harmony goes to to keep sales rep in the dark once the prescription is faxed to the hub was a recurring theme of our interviews, suggesting questionable behavior at the next step of the process flow.", "attrs": null, "subkind": null, "toolName": "Visual emphasis", "toolSlug": "visual-emphasis", "confidence": null, "componentId": "019dd953-64d1-73a9-abc0-377aa27fbe7f", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.38, "w": 0.86, "x": 0.07, "y": 0.07 }, "kind": "paragraph", "text": "The \"enormous lengths\" that Harmony goes to to keep sales rep in the dark once the prescription is faxed to the hub was a recurring theme of our interviews, suggesting questionable behavior at the next step of the process flow, which involved reimbursement and Harmony’s three key specialty pharmacies. Territory managers stated the forms were always faxed to one machine, emphasizing how irregular it was to have a centralized fax machine: \"it’s all manual, as much as the salesforce fought to get everything digitized\"; \"all of the prescriptions went to a fax machine at RareMed...I don't know how that happens on that end...that's above my pay grade...they would communicate that information to [name redacted], the director of patient services.\" Another former rep stated that \"once the referral went in, we were out of the picture...we couldn't support anything.\"", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "b1aeb2b3-c9a6-45d9-a8fd-6fb8c2ec61c6", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.04, "w": 0.86, "x": 0.07, "y": 0.79 }, "kind": "quote", "text": "\"Once the referral went in, we were out of the picture. We couldn't support anything.. \" – Ex-Harmony territory manager for a large region in the southeast", "attrs": null, "subkind": "testimonial", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "3494d101-b4a5-41ca-882f-68cf6b63d968", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.08, "w": 0.86, "x": 0.07, "y": 0.87 }, "kind": "quote", "text": "\"Doctors had to fill it out - it wasn't like a prescription that they would write on a prescription pad. They would actually have to fill out this enrollment form, which Harmony called a referral form and fax that into our hub, and then our hub would triage the prescription over to one of the specialty pharmacies. Our hub was a nightmare. – Ex-Harmony territory manager for a large region in the northeast, covering three states", "attrs": null, "subkind": "testimonial", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "4a1b0265-eeb1-44e2-89d3-1598de154b3a", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.22, "w": 0.86, "x": 0.07, "y": 0.53 }, "kind": "quote", "text": "\"It's not like a typical prescription process where if you go to your doctor and you need an antibiotic, he writes it, you go and pick it up at the pharmacy. You have to fill out a special form, and it's all manual, as much as the salesforce fought to get everything digitalized, especially in this world that we're living in post-covid. They just have not done it. But there's a form that has to be filled out manually. It includes all the patient information. It includes the patient insurance information and then includes the office and doctor information. The patient has to sign the form. They don't have to sign it while they're, just in case they forget; once it goes to the centralized hub, they will contact the patient to get the signature if the office did not...They contracted that out to RareMed, and so all of the prescriptions went to a fax machine at RareMed, and then RareMed communicated the information—I don't know how that happens on that end; that's above my pay grade—and then they would communicate that information to [name redacted], the director of patient services.\"- Ex-Harmony territory manager for several states in the northeast", "attrs": null, "subkind": "testimonial", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "82a2d83f-8eba-4897-b397-336004c798dd", "frameworkName": null, "frameworkSlug": null }, { "bbox": null, "kind": "quote", "text": "“It's not like a typical prescription process where if you go to your doctor and you need an antibiotic, he writes it, you go and pick it up at the pharmacy. You have to fill out a special form, and it's all manual, as much as the salesforce fought to get everything digitalized... all of the prescriptions went to a fax machine at RareMed, and then RareMed communicated the information—I don't know how that happens on that end; that's above my pay grade—and then they would communicate that information to [name redacted], the director of patient services.” — Ex-Harmony territory manager for several states in the northeast", "attrs": null, "subkind": null, "toolName": "Authority citation", "toolSlug": "authority-citation", "confidence": null, "componentId": "019dd953-64d1-73a9-abc0-387ef3178121", "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": "ed6e3219-3a66-41b8-8979-b7b8aa7b35cd", "frameworkName": null, "frameworkSlug": null } ], "metrics": [], "tools": [], "frameworks": [], "arcBeats": [], "loops": [], "imagePathAlt": null, "thumbSrc": null, "thumbSrcAlt": null, "locked": true }