WEBVTT 1 00:00:00.170 --> 00:00:01.560 My name is Aaron Dredd. 2 00:00:01.560 --> 00:00:04.450 I am in the pharmaceutical industry. 3 00:00:04.450 --> 00:00:07.030 I work for Romar Corporation 4 00:00:07.030 --> 00:00:10.270 as a Sales Territory Manager and Trainer. 5 00:00:10.270 --> 00:00:13.320 I've been in that industry for about 18 years. 6 00:00:13.320 --> 00:00:17.420 line:15% We are responsible for educating physicians 7 00:00:17.420 --> 00:00:21.330 line:15% in our designated territories about the disease state 8 00:00:21.330 --> 00:00:23.500 line:15% that we sell products in, 9 00:00:23.500 --> 00:00:26.680 line:15% train them on understanding how our products 10 00:00:26.680 --> 00:00:30.040 line:15% could help their patients in specific disease states. 11 00:00:30.040 --> 00:00:34.410 line:15% And then also how they can get our products approved 12 00:00:34.410 --> 00:00:37.190 line:15% and paid for through the insurance companies 13 00:00:37.190 --> 00:00:40.310 line:15% that are responsible for paying for the products 14 00:00:40.310 --> 00:00:42.730 so the patients can ultimately get them. 15 00:00:42.730 --> 00:00:45.360 As an outside salesperson, get up in the morning, 16 00:00:45.360 --> 00:00:47.430 you get out and you start making calls 17 00:00:47.430 --> 00:00:50.040 about 8:30, 9 o'clock in the morning. 18 00:00:50.040 --> 00:00:53.620 You have a set routine where you have a territory 19 00:00:53.620 --> 00:00:55.900 where you'll go out and you know which times physicians 20 00:00:55.900 --> 00:00:58.510 line:15% are going to be in a certain zip code, a certain area 21 00:00:58.510 --> 00:01:02.000 line:15% and then you develop a routine like a route 22 00:01:02.000 --> 00:01:04.290 line:15% where you'll go see those physicians. 23 00:01:04.290 --> 00:01:06.780 line:15% You'll set up appointments with them, you'll meet 24 00:01:06.780 --> 00:01:09.180 line:15% with their office staff to make sure they understand 25 00:01:09.180 --> 00:01:11.950 how the product can be written. 26 00:01:11.950 --> 00:01:13.780 And then, once you have the chance 27 00:01:13.780 --> 00:01:14.680 to meet with the physician, 28 00:01:14.680 --> 00:01:16.990 you're gonna go through the features and benefits 29 00:01:16.990 --> 00:01:20.410 of the product, how it relates to the other products 30 00:01:20.410 --> 00:01:23.190 that may do similar things to your product 31 00:01:23.190 --> 00:01:25.550 and then what your clear advantages are 32 00:01:25.550 --> 00:01:27.050 over those other products. 33 00:01:27.050 --> 00:01:29.193 We make about eight to 10 visits a day. 34 00:01:30.740 --> 00:01:32.970 That depends, somebody who may have three or four physicians 35 00:01:32.970 --> 00:01:36.100 line:15% in there and you just add up during your day 36 00:01:36.100 --> 00:01:38.400 line:15% to make sure that you get to your eight or 10. 37 00:01:40.402 --> 00:01:42.690 line:15% It's a very interactive situation 38 00:01:42.690 --> 00:01:45.140 where it's free-flowing, so you might get a call 39 00:01:45.140 --> 00:01:48.250 from another office that you didn't plan on seeing that day, 40 00:01:48.250 --> 00:01:50.530 so you need to go out and maybe deviate from your route 41 00:01:50.530 --> 00:01:53.733 a little bit so you go call on those physicians as well. 42 00:01:54.870 --> 00:01:58.100 We do a lot of data analysis where we look at 43 00:01:58.100 --> 00:02:02.460 what's going on in our territory, where the opportunity is 44 00:02:02.460 --> 00:02:03.910 versus a competitive product 45 00:02:03.910 --> 00:02:07.527 or a change in the insurance company coverage 46 00:02:07.527 --> 00:02:10.280 line:15% for a certain product or a certain disease state. 47 00:02:10.280 --> 00:02:14.300 line:15% So, there is things going on in the background other than us 48 00:02:14.300 --> 00:02:16.030 line:15% just getting in the car, driving around 49 00:02:16.030 --> 00:02:19.060 line:15% and buying doctors lunch every day. 50 00:02:19.060 --> 00:02:20.900 There's a lot more to it than that, 51 00:02:20.900 --> 00:02:23.150 some more technical skills that are involved.