Entertaining quick read about the lifestyle of a pharma drug representative. Told by a former Viagra salesman. Exposes what has become an almost formalized relationship between healthcare offices and pharmaceuticals salespeople. The doctors don't really like to have to listen to the incessant sales pitches for new or improved drugs but at the same time they come to count on the drug reps for new information, having little time to read and stay on top of all the new developments. The drug reps, bring lunch and a flowing supply of drug samples to build and maintain their relationships with the doctors and the supporting healthcare staff. A drug rep may spend an hour or more at a physician's office to get all of two minutes to meet the physician.
What is also notable is the intense training drug reps receive regarding each new drug they represent, called a "DETAIL." They memorize all the benefits and the exact way to present the drug to make sure they are giving the same message as anyone else in the company and that they are effective. They also bring high quality supporting materials, print outs of drug studies, recommended dosing instructions, etc... Pharmaceutical sales is a highly competitive, highly organized profession, containing some of the 'best practices' for marketing to medical establishments.
This can be gleaned from the book, which is otherwise an entertaining read about the shenanigans of a smart but somewhat unmotivated, often lazy, sales rep for Pfizer. The book has especially good anecdotes about the absurdity of selling Viagra - a drug that sells itself.
Tuesday, June 28, 2005
MARTHA, INC.
Read in 2004
Interesting read. It is not clear what is the author's own attitude toward Martha Stewart, a mixture of understanding and dislike. The book shows Martha to be strong willed, determined, and prone to temper tantrums. Also visionary. What is most interesting to ponder in reading this book, is that the world's most successful women, just as men, are extremely driven to the point of being called capricious, arbitrary or unreasonable. The fact that extremely creative people must often act this 'capricious' way in order to have the opportunity to express their vision, especially in working through others, this is often underscored. My sympathy goes out to Martha, who appears to be very human, also neurotic, controlling, cold and calculating. These are all words we use to attack people who do not compromise easily, especially women. Martha's ultimate and only answer to all the criticism she has attracted in the past is the empire she has built.
Also of note, the fact that Time Warner and other studios did not see the concept behind Living magazine, did not see the concept behind the TV show she wanted to do. The MANAGEMENT, in this case the big boys at Time Warner never got Martha's vision. "Why would a bunch of women in Manhattan want to watch a TV show with tips for gardening?" they asked "when there are not gardens for them to practice on." "Because.." Martha replied, "They may not live in the country in a beautiful house with fresh air and flowers, but they all WISH THEY DID." Martha understood she was selling a fantasy. She KNEW HER BRAND and she never questioned her vision even when facing some supposedly very smart men with more experience.
Interesting read. It is not clear what is the author's own attitude toward Martha Stewart, a mixture of understanding and dislike. The book shows Martha to be strong willed, determined, and prone to temper tantrums. Also visionary. What is most interesting to ponder in reading this book, is that the world's most successful women, just as men, are extremely driven to the point of being called capricious, arbitrary or unreasonable. The fact that extremely creative people must often act this 'capricious' way in order to have the opportunity to express their vision, especially in working through others, this is often underscored. My sympathy goes out to Martha, who appears to be very human, also neurotic, controlling, cold and calculating. These are all words we use to attack people who do not compromise easily, especially women. Martha's ultimate and only answer to all the criticism she has attracted in the past is the empire she has built.
Also of note, the fact that Time Warner and other studios did not see the concept behind Living magazine, did not see the concept behind the TV show she wanted to do. The MANAGEMENT, in this case the big boys at Time Warner never got Martha's vision. "Why would a bunch of women in Manhattan want to watch a TV show with tips for gardening?" they asked "when there are not gardens for them to practice on." "Because.." Martha replied, "They may not live in the country in a beautiful house with fresh air and flowers, but they all WISH THEY DID." Martha understood she was selling a fantasy. She KNEW HER BRAND and she never questioned her vision even when facing some supposedly very smart men with more experience.
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