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  "documentTitle": "Nevro Corp. (NVRO)",
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  "authorName": "Kir Kahlon",
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  "sourceTypeLabel": "Short seller",
  "presentationDate": "2021-01-07 00:00:00",
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      "text": "A KOL stated that reps are incentivized to manipulate patients during the trial phase with leading questions and coach them to provide false answers",
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      "text": "A KOL stated that reps are incentivized to manipulate patients during the trial phase with leading questions and coach them to provide false answers",
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      "text": "A high volume KOL described stimulator reps as “all the same scum.”",
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      "text": "KOL’s describe catching Nevro reps who are manipulating patients and banning them from the room",
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      "text": "Once patients are implanted with a trial, sales reps are then singularly focused on converting the patient into a permanent implant. The fact that reps interact directly with patients during this phase is troubling enough, but KOL’s described far worse dynamics: Nevro reps manipulating and pressuring patients and their families, and coaching patients to lie about the degree of pain relief. One KOL went so far as to describe reps as “scum,” although we caveat that we spoke with several who we found to be troubled by these abuses.",
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      "text": "Leading questions are one area of patient manipulation. I’ve caught reps specifically telling patients what they have to say. It’s an incentive-based thing for reps. Reps are very very incentivized to want the permanent implant and they’ll tell patients what to say. The rep will ask, what's your pain relief? A patient comes in and their pain is an eight, and after the trial implant the patients says well now it's a five. The rep says, if you want this device you'll have to say you have 50% pain relief, and you want the device right? And the patients says, \"Well I guess so, I mean, it helped me a little bit.\" - High volume KOL",
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      "text": "Neuromodulation reps are all the same scum. Maybe that’s an overstatement. I just look at the reps that I interface with.” - KOL and former high volume Nevro implanter",
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      "text": "I’ve caught Nevro reps steering patients with leading questions a number of times. That’s why I don’t let them in the room anymore when I talk to patients. I want to ask what the patient’s pain level is. I want to talk to the patient before the rep goes in.’ - KOL",
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      "text": "I’ve caught reps telling patients to say they have over 50% pain relief. I’ve asked reps to step out of the room while I ask patients whether the rep told them what to say. I’ve asked if the rep told them to use the phrase “my pain is 50%” because that’s an odd thing to say. So, the reps do lead them.” - High volume KOL",
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      "text": "“Leading questions are one area of patient manipulation. I’ve caught reps specifically telling patients what they have to say. It’s an incentive-based thing for reps. Reps are very very incentivized to want the permanent implant and they’ll tell patients what to say. The rep will ask, what's your pain relief? A patient comes in and their pain is an eight, and after the trial implant the patients says well now it's a five. The rep says, if you want this device you'll have to say you have 50% pain relief, and you want the device right? And the patients says, \"Well I guess so, I mean, it helped me a little bit.\"” — High volume KOL",
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      "text": "Source: Consultation calls with experts",
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      "text": "Over-utilization, unnecessary implants, and patient exploitation are key drivers of Nevro’s sales",
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      "text": "Scorpion Capital | Nevro (NYSE: NVRO)",
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