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  "documentTitle": "Nevro Corp. (NVRO)",
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  "authorName": "Kir Kahlon",
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  "presentationDate": "2021-01-07 00:00:00",
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      "text": "18, Over-utilization, unnecessary implants, and patient exploitation are key drivers of Nevro's sales",
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      "text": "On his first earnings call as CEO, in May 2019, Keith Grossman singled out trial implants as a key lever of his strategy, declaring his intentions around “directing and incentivizing” the sales force to “grow trials” “very intensely.” On earnings calls since, amorphous operating metrics about trial implant growth are used to emphasize how well the turnaround is succeeding.",
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      "text": "Another area where we may have lost focus is around patient trials. As most of you know, I think patients enter our treatment pathway via a trial, the success of which leads to payor approval for the implantation of our device which is the principal driver of our revenues. Our trials begin to flatten out in the middle of 2018 and this activity is obviously an important one to two quarter predictor of future implant revenues...we have focused and reengaged our field team very intensely on patient trial growth.",
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      "text": "And I think trials got kind of lost in the noise, and we simply weren't focused on it. And I think what is encouraging is that -- is that as we have focus on it in very short order, we've seen very rapid and I think very important responsiveness to trial volume based on our results. I think that's an encouraging sign. It's also very early. And so that's something that we've been focusing on for the better part of the last two months and we've seen a very quick response but we need to we need to better understand that. But I really think it was just for lack of focus. We weren't directing and incentivizing our sales force to do what they should have been doing in my view, which was to grow trials.",
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      "text": "Another area where we may have lost focus is around patient trials. As most of you know, I think patients enter our treatment pathway via a trial, the success of which leads to payor approval for the implantation of our device which is the principal driver of our revenues. Our trials begin to flatten out in the middle of 2018 and this activity is obviously an important one to two quarter predictor of future implant revenues...we have focused and reengaged our field team very intensely on patient trial growth. And I think trials got kind of lost in the noise, and we simply weren't focused on it. And I think what is encouraging is that -- is that as we have focus on it in very short order, we've seen very rapid and I think very important responsiveness to trial volume based on our results. I think that's an encouraging sign. It's also very early. And so that's something that we've been focusing on for the better part of the last two months and we've seen a very quick response but we need to we need to better understand that. But I really think it was just for lack of focus. We weren't directing and incentivizing our sales force to do what they should have been doing in my view, which was to grow trials. — Keith Grossman, CEO",
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      "text": "Source: Nevro earnings call transcript",
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