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  "documentTitle": "Harmony Biosciences (HRMY)",
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      "text": "Comp plan paid reps for off-label referral forms; highly prevalent practice across the salesforce; open secret in the company; was brought to “senior leadership” attention on numerous occasions",
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      "text": "Q: “I talked to former sales reps, and they're like, nobody knew the patients on drug. You get compensated on new scrips. You'd ask your regional manager, how many of the patients are still on drug and nobody knew. It's weird they don't want people to know.” A: “I think that's part of it. Another part of it was that they got paid on referrals. A referral is whenever a provider or a provider's office fills out the form and faxes it into the reimbursement hub. That's it. That's what they get paid on. It could be off-label. It could be—it doesn't really matter if it was adjudicated or not. They get paid on that piece of paper. And that was an issue that I had in the very beginning because it just makes everyone's life more complicated whenever you have a sales rep that might be misrepresenting what the drug could be used for simply because they were getting paid on those referrals, not on the fulfillment of the drug itself.”",
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      "text": "He indicated it was highly prevalent and brought to the attention of “senior leadership” on numerous occasions: “People aren't stupid...the more successful sales reps were taking advantage of that...we had pointed it out to our senior leadership and their leadership...I mean, it doesn't take a whole lot to figure that out.” His comments were striking in describing it as an open secret: “I couldn't count how many of those referrals were [off-label] excessive sleepiness. I couldn't count them. And everyone knew. Everyone knew that.”",
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      "text": "Q: “How often does that happen that sales reps are just--?” A: “A lot. How often do you think that would happen? People aren't stupid. I can tell you the more successful sales reps there were taking advantage of that. And we had pointed it out to our senior leadership and their leadership on numerous—I mean, it doesn't take a whole lot to figure that out.” Q: “And are they just basically lying when a patient doesn't have cataplexy? Like, oh, the patient looks a little stiff or whatever? You just have to make it up to come up with that many scripts - there aren't that many patients with this condition?” A: “Yeah, there are criteria for those two disease states that Wakix has. And you can manipulate those criteria a little bit..I mean, excessive sleepiness is not an indication for Wakix, and I couldn't count how many of those referrals were excessive sleepiness. I couldn't count them. And everyone knew. Everyone knew that.” Q: “They were just writing scripts for excessive sleepiness off-label - anyone has excessive sleepiness if they feel sleepy that day? A: “They were getting paid on the referrals if it was on-label or not.” -Ex-field reimbursement manager working with Harmony",
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      "text": "“I couldn't count how many of those referrals were [off-label] excessive sleepiness. I couldn't count them. And everyone knew. Everyone knew that.” — Ex-field reimbursement manager working with Harmony",
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      "text": "Source: Scorpion Capital consultation calls with experts",
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      "text": "He stated that as a result of the comp plan, “reps were getting paid on the referrals if it was on-label or not”",
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