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Hadrians contribution is spot on. I spoke to the same point not long ago….. and got an extremely negative reaction from most. There is no understanding amongst most contributors of the non sales channel or the business model, dreamt up by SR. You can’t sell drugs by just putting them on a shelf and SR recognised this. He understands that to get your drugs sold it’s better to get the drs to write a scrip for your product and get it sent to the pharmacies you supply. When a sales person turns up with a briefcase full of drugs and supplies you with best advice about them, there is a real chance a relationship will develop, and the dr will ensure the drugs are purchased from a smaller pharmacy where the rep will. Hadrian has drawn attention to the result of the business model - missed by regular knockers. One day I’ll draw a model of the players and how they interact. SR has jumped into the gap between the Dr and pharmacy. Instead of the patient buying what the pharmacist drags out to ensure he sells what has the most profit for him, the pharmacist in the big chain isn’t getting a lookin. When other manufacturers see potential for their drugs to get ahead of the competition they will be knocking on SR door. I Took a salesman to like SR to dream this business model up!!!!!!!
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