Revance Therapeutics Inc (RVNC)

[Dennboy66]

I have to agree with Tal10 - They targeted the largest accounts with their PreVu. Relationships have been greatly damaged. Having been in medical/surgical sales for 25, I have a solid understanding of launching devices, meds and implants. MDs on the most part are good people that are very busy and very rational. They will give you a chance if they can understand the value proposition. Still, when they utilize the product and are not seeing the expected outcomes then they can quickly lose faith and interest. The few will ask for more training and stick with it. The many, just don't have time. It is VERY VERY difficult to re-engage an MD that did not see the outcomes. Many times you only get a number of patients in which the MD will "try" the product. It is almost impossible to re-engage an MD where their patients are pissed that they paid a premium and didn't see their expected results unless the rep and MD had a former solid relationship. On the flip side, reps will typically leave before they burn bridges with alot of their MD relationships. A rep is as successful as their book of solid MD relationships.
So, there are burned bridges and there are reps leaving. IMO, it will take considerable effort to re-engage these MDs and replace reps.