POSTED ON July 29, 2026

Specialty Pharma Sales: The Proven Formula

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Kweku Larbie, an immunology sales representative at Johnson & Johnson, to explore what it’s really like to sell specialty pharmaceuticals in gastroenterology. Kweku explains how biologic therapies for Crohn’s disease and ulcerative colitis differ from traditional pharmaceutical products, why specialty sales comes with greater complexity and higher earning potential, and what it takes to support physicians treating patients with chronic autoimmune diseases. He also shares insights into the launch of Tremfya in gastroenterology, the realities of selling within a highly specialized therapeutic area, and the profound impact these therapies can have on patients’ quality of life. This episode is a must listen for anyone interested in specialty pharmaceutical sales, immunology, or advancing into high value medical sales roles.

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Transcription:

(0:00) When you go into specialty, you get paid more, you know, and that’s just what it is. (0:04) That pay range bumps up, your IC payout bumps up, lots of different incentives, lots of (0:09) different contests, challenges, and opportunities to win more money. (0:14) And I mean, think about it, the product that you’re selling is a lot more expensive.

(0:17) So the money is a little bit higher when it comes to specialty as well. (0:22) Hello, and welcome to the medical sales podcast. (0:23) I’m your host Samuel, founder of a revolutionary medical sales training and mentorship program (0:27) called the medical sales career builder.

(0:30) And I’m also host of the medical sales podcast. (0:33) In this podcast, I interview top medical sales reps and leading medical sales executives (0:38) across the entire world. (0:40) It doesn’t matter what medical sales industry from medical device to pharmaceutical, to (0:44) genetic testing and diagnostic lab, you name it, you will learn how to either break into (0:49) the industry, be a top 10% performer within your role or climb the corporate ladder.

(0:56) Welcome to the medical sales podcast. (0:58) And remember, I am a medical sales expert sharing my own opinion (1:02) about this amazing industry and how it can change your life. (1:13) All right.

(1:13) Let’s talk about it, man. (1:14) Tell the audience who you are and what you do. (1:17) So my name is Kwaku larvae.

(1:19) It’s a bit of a confusing name, but my dad is Ghanaian cultural name. (1:22) But I currently work for Johnson and Johnson. (1:25) I’m in the immunology division of Johnson and Johnson.

(1:29) But specifically sell a product for gastroenterology, (1:34) specifically ulcerative colitis and Crohn’s disease. (1:37) You guys may have heard of the product. (1:39) There’s a lot of commercials and billboards.

(1:41) It’s called Trampia and it’s indicated in dermatology, rheumatology. (1:45) And just recently, two years ago, got an indication for (1:48) CD and use in which in the past two years I’ve watched that product in those indications. (1:53) So nice.

(1:54) Okay. (1:54) So Kwaku, I’ll just be honest with you. (1:56) You know, a lot of people, of course, know what this is, (1:58) but a lot of people don’t.

(1:59) Break it down. (2:00) What exactly is immunology sales? (2:03) Give us a little bit more detail on the disease state it covers. (2:06) You sell drugs, right? (2:08) So talk to, listen, just a little bit about what it actually is.

(2:12) So within my sleeve, basically, it’s GI. (2:16) So basically my call points, my customers, (2:19) the providers that I’m calling on are all gastroenterologists. (2:22) I’m not going to any family practice or primary care, strictly GI.

(2:27) And it’s specifically, it’s one drug. (2:29) So of course in the industry, sometimes reps will have a bag, (2:32) will have multiple products that they’re selling. (2:34) With us, this is such a must-win launch that they have their sales force, (2:39) Johnson & Johnson, specifically focused on Trampia for ulcerative colitis and Crohn’s disease.

(2:46) So just a little context. (2:48) So basically this drug is what you would consider a biologic because it’s an injectable. (2:55) So it’s not a pill.

(2:56) The route of administration is either IV for induction, (3:00) and then you go over to an injection for maintenance every month, (3:04) or you can do an injection straight up and then have the injection for the maintenance as well. (3:09) So typically in this space, it’s a little bit more of a complicated sell (3:13) because you have the medical benefit and the specialty pharmacy benefit. (3:18) So a little bit nuanced, a little bit different from your everyday, (3:21) say if it’s vaccines or primary care pills that you’re tracking and things like that.

(3:27) So in the biologic space specifically, yeah, got it. (3:30) So let’s talk about it. (3:31) I mean, I’ve heard of Crohn’s disease, I can speak to it, (3:34) but I want you to tell us for those that have heard of Crohn’s disease too, (3:37) but aren’t really sure what it is, what exactly is Crohn’s disease? (3:41) What are patients that need this? (3:43) What are they really going through? (3:44) Yeah, Crohn’s disease, it’s a very debilitating disease.

(3:47) It’s an autoimmune disease, which is why we’re in the immunology sector. (3:52) So this is a disease that if you’re diagnosed with it, you’re going to have it for life (3:57) because unfortunately there’s no cure. (3:59) And so, which is why we have products like Tramphyia (4:02) and other products out there on the market to help patients increase their quality of life.

(4:07) So Crohn’s disease patients may have anywhere from 15 to 20 bowel movements a day. (4:14) And a lot of it is 15 to 20, 15 to 20 at least. (4:17) And some patients have even more.

(4:20) So if you think about that, and they’re not what you would think of, (4:23) you know, a typical healthy stool, you know, being passed through. (4:26) These are loose stools. (4:28) A lot of it is incontinence as well.

(4:30) So patients are, you know, using the bathroom on themselves (4:34) without even having the wear that it’s going to happen. (4:39) So you got to think this impacts quality of life, you know, (4:42) parents or kids that are in high school, college, you know, (4:45) think about dating, think about being in school. (4:47) It’s hard to have a social life.

(4:49) And to do the things, you know, me and you, Samuel can do without even thinking about. (4:54) These patients have constantly have to think about where’s the bathroom? (4:58) How can I find a bathroom in time? (5:00) I can’t, I don’t have time to wait in line. (5:02) And a lot of the times I have to bring a change of clothes with them wherever they go (5:05) because at any moment that can happen.

(5:08) And on top of that, you have abdominal pain as well. (5:11) So really what it is is inflammation of the GI tract. (5:14) And that can be inflammation anywhere from the esophagus down to the rectum.

(5:18) That’s a long way to go. (5:21) And they can be in skip patches. (5:22) They’re not always continuous.

(5:25) So that is Crohn’s disease. (5:26) And so this product also treats ulcerative colitis, which is similar. (5:30) But ulcerative colitis does, unlike Crohn’s disease, (5:33) it does have a cure, but that cures surgery.

(5:37) So typically it’s the same inflammation. (5:39) Not the same inflammation, but it’s still inflammation, (5:41) but specifically for the large intestine. (5:44) Whereas Crohn’s disease can affect small and large intestine.

(5:47) And so these patients are also having, really what’s significant with ulcerative colitis is (5:54) it’s also runny stools, maybe 15 to 20 bowel movements, if more a day, (5:58) but bloody stools as well. (6:00) And the rectum is also inflamed, abdominal pain on top of that. (6:04) And they can also get ulcers and bowel proliferation and things like that, (6:08) that can really also affect their quality of life.

(6:10) But because the inflammation is continuous and the large intestine, (6:15) if the patient is severe enough, they can have surgery where the surgeon can remove (6:20) that inflamed part of the bowel. (6:23) But then once they remove that, or if you get a colectomy, for example, (6:27) the patient may have to have a colectomy bag. (6:29) So, you know, it’s a bag full of, you know, number two, (6:34) and you have to clean it out.

(6:35) And you have to really wear that for the rest of their life. (6:38) You have to wear that for the rest of your life. (6:39) And then even your bowel movements post that are still very loose and runny.

(6:45) And it’s a horrible disease. (6:46) And so it’s really bad. (6:48) And yeah, that’s why I’m pretty passionate about just trying.

(6:51) No, that’s amazing that you get to be behind something like that. (6:54) So who does this affect? (6:56) You know, give us the range and then give us the primary patient population. (7:01) Primary patient population.

(7:03) So just a little context on what it’s… (7:06) Crohn’s ulcerative colitis is all under the bigger umbrella of what we call IBD, (7:12) which is inflammation or, yeah, inflammation bowel disease. (7:17) Inflammatory bowel disease, sorry. (7:20) Inflammatory bowel disease.

(7:21) So these both disease fall under that. (7:24) So traditionally, this is a disease state that’s kind of come into, (7:30) has become prevalent within the past, I’d say 100 to 200 years. (7:32) So as countries around the world have become developed, coming out, (7:38) going into industrialization, technology where now humans have access to antibacterial.

(7:46) So all these different things to protect us from different germs and different allergens (7:51) and antigens that can cause our body to have an immune response. (7:54) Whereas previously, hundreds of years ago, we didn’t really, there was no such thing as IBD (7:59) because kids growing up or, you know, growing up, rolling around in the dirt, (8:04) and they were exposed to so many different antigens that their body was used to seeing (8:10) those kinds of antigens and didn’t give a, how do you say it? (8:17) Overwhelming response or an unnecessary response. (8:19) Whereas that’s where IBD is.

(8:21) It’s if your body sees something and it’s the same thing with allergies. (8:23) You have peanut allergy, you can have an allergy to bees. (8:27) You know, it’s because your body is not used to seeing those antigens.

(8:31) And so that’s where we see IBD coming in a prevalence within the past 100 to 200 years. (8:37) Traditionally, Northern hemispheric countries such as here, Iceland, North America is typically (8:43) where we see a higher prevalence of Crohn’s and ulcerative colitis because they’re so (8:48) industrialized. (8:50) And like I said, when it comes to, I mean, think about back in the COVID days, (8:53) we’re over sanitizing our hands, our bodies and all these things.

(8:59) And so that’s where we really see a prevalence, a higher prevalence as opposed to more (9:03) underdeveloped countries. (9:05) And in terms of specific populations, Hasidic Jews or Jewish people with Jewish ancestry (9:13) or background, typically see a higher prevalence as well as what we’ve seen. (9:18) But over the past, I’d say 50 to 100 years, there’s been no exception for any population (9:24) that can be affected.

(9:25) So, so, so wait a minute. (9:26) So it’s not genetic or anything like that? (9:29) Well, it is. (9:30) It is actually.

(9:32) And so the thing is, it’s because there’s no cure for it, we’re still learning. (9:37) Sure. (9:37) We’re still learning about this, the pathophysiology of the disease.

(9:41) So there’s still a lot of things we still don’t know about it. (9:44) Sure. (9:44) But what we do know is that the likelihood of a patient or any human really having IBD, (9:52) it increases with family history.

(9:56) Okay. (9:56) So it is genetic, but external exposures are developing this and contributing to the (10:03) higher prevalence of it, even though it’s a genetic disorder. (10:07) Absolutely.

(10:08) Absolutely. (10:08) Yes, yes. (10:10) Okay.

(10:11) So if someone wants to do everything in their power to be as far away from this disease and (10:18) they don’t already have it, are there any things you can do or I guess what I’m asking is, (10:23) can anyone get it or you have to have genetic predisposition of this? (10:27) Well, absolutely. (10:29) There’s definitely patients that have had no family history that have gotten it. (10:33) So that definitely happens.

(10:34) But in terms, the likelihood of a patient having it, it increases with family predisposition and (10:43) of course, family history and genetics. (10:45) And so like I said, we’re still learning a lot about the disease and things like that. (10:50) But that’s typically how patients get diagnosed with it.

(10:56) What age is it typically diagnosed? (10:58) Is it like when you’re young or do you not know until you hit a certain age range or how does it work? (11:03) I hope you’re enjoying today’s episode and I want to let you know our programs cover the (11:07) entire career of a medical sales professional from getting into the medical sales industry (11:13) to training on how to be a top performer in the medical sales industry (11:17) to masterfully navigating your career to executive level leadership. (11:21) These programs are personalized and customized for your specific career and background (11:26) and trained by over 50 experts, including surgeons. (11:30) Our results speak for ourselves and we’re landing positions for our candidates (11:33) in less than 120 days in top medical technology companies like Stryker, Metronic, (11:39) Merck, Abbott, you name it.

(11:41) Would you run an Ironman race without training in a strategy? (11:44) You wouldn’t. (11:45) So why are you trying to do the same with the medical sales position? (11:47) You need training. (11:49) You need a strategy and you need to visit evolveyourassess.com, fill out the application, (11:54) schedule some time with one of our account executives and let’s get you (11:56) into the position you’ve always trained on.

(11:59) Absolutely. (12:01) I would say between 18 and 30. (12:04) So typically patients start to develop symptoms once they start going to college, (12:10) out of high school, and then all the way up to 30.

(12:13) But patients can be diagnosed all the way up to, you know, (12:16) geriatric ages such as 80, 85. (12:19) And a thing is, is there’s a lot of overlap and I’m sure a lot of people (12:23) within your community, I mean, IBS, that’s a huge, you know, condition as well. (12:29) Not.

(12:30) And the difference, the biggest difference between IBS, which is irritable bowel syndrome (12:34) and IBD is irritable bowel disease. (12:37) So irritable bowel syndrome is curable. (12:40) And it’s also, it’s just irritable bowel.

(12:43) There’s a lot of over the counter. (12:44) There’s a lot of prescription medications that can take care of those symptoms. (12:48) Whereas irritable bowel disease is an autoimmune disease and it’s chronic (12:52) and it’s for a lot.

(12:54) And so those are the two differences, but there are symptom overlap. (12:58) So you can have a patient that’s say 24, 25 years old that is presenting symptoms (13:02) that look like IBS, although they truly have IBD and it cannot be diagnosed entirely (13:09) until a patient gets a full endoscopy or colonoscopy. (13:14) So basically where a gastroenterologist takes a scope, puts the patient under sedation (13:19) and is allowed to go in through the rectum and see the inflammation that is physically (13:28) there within the bowel.

(13:30) So those are some key differences between the two. (13:33) And sometimes a lot of the times they get overlapped and misdiagnosed and confused. (13:37) And a lot of patients think, Oh, well, I just have IBS.

(13:40) I can take some IBS drugs and I’ll feel fine. (13:43) Or some patients even think like, Oh, maybe this is normal. (13:46) I’m supposed to have 15 loose bowel movements a day.

(13:49) I think some people just kind of brush it under the rug and they deal with it in silence (13:54) and they go so long without seeing a provider and being actually clinically diagnosed. (14:01) So we do see that a lot as well. (14:03) Now, is it the skill of the physician to tell it all apart or is it more the education (14:09) of the industry, someone like yourself who’s saying, Hey, you didn’t learn this in school.

(14:15) This is how you should really be thinking about these two different disease states. (14:19) I think two things can be true at the same time. (14:22) I think definitely, obviously when it comes to the patient, you know, if you have something (14:27) that is concerning you, if you have something that is not normal, say you talk to a family (14:33) member or friends and they’re like, Whoa, I don’t experience that.

(14:37) That’s not normal. (14:38) You should see someone. (14:39) So definitely up to the patient to really, you know, taking care of themselves and going (14:43) and asking the questions and seeing and seeking clinical advice, because that’s where the timer (14:50) starts truly.

(14:52) The sooner that you get to a gastroenterologist and have them run some course upfront lab work, (14:57) such as fecal, calprotectin and different laboratory markers, you know, that will (15:04) preliminary wise show, okay, you have inflammation, but that’s not where you stop because (15:11) Okay, so I guess what I’m asking then is, yeah, most GIs know the difference. (15:16) Are they well versed on identifying the difference? (15:18) Or is it your education that’s helping them get more versed on the difference? (15:22) Right. (15:22) And I was going to get there.

(15:23) So two things can be true at the same time. (15:25) I think it’s a little bit of both. (15:26) So of course, if a patient, you know, goes and sees, you know, a general GI specialist, (15:32) that GI may not have the education from fellowship or from residency, or they were (15:38) trained specifically on IBD.

(15:41) And so that’s where, as reps, we can be very valuable, especially to those, to those healthcare (15:46) systems that have unmet needs and don’t know how to approach IBD, because they don’t have (15:51) the experience. (15:52) They don’t have the training and things like that, especially in the rural communities (15:56) as well, where they may not be seeing IBD patients that much. (15:59) And if they see one, they don’t even know what to do with it.

(16:02) And so they may be misdiagnosing, mistreating those patients. (16:07) And so there’s definitely high value for, you know, reps like myself to come in and (16:12) educate those providers and really keep them up to date on the different drugs and different (16:17) things to help those patients that they see. (16:19) So yeah, both.

(16:21) Makes perfect sense. (16:21) Makes perfect sense. (16:23) So talk to us a little bit about what quality of life does your medication provide these patients? (16:29) How does your injectable make the difference? (16:32) Absolutely.

(16:33) So take, for example, a patient that, you know, say has 20 bowel movements a day. (16:38) So of course with Trimfire, we have what’s called the induction dose. (16:42) You can either do that substitute or you can do that IV.

(16:45) And we’re the only pretty much advanced therapy to really offer that at this moment. (16:50) And so after those three initial highly loaded doses, then you switch over to maintenance. (16:55) So within the first three induction doses, we’ve seen up to 75% of patients.

(17:01) Wow. (17:03) Really have no significant or abnormal bowel movements. (17:07) So they have normal bowel movements, abdominal pain is lowered.

(17:11) And then within a year, 48 weeks out after induction, that’s typically when a gastroenterologist (17:18) will go in with an endoscopy camera or and conduct a colonoscopy to really look at the (17:24) objective endpoints, not just what the patients are coming in and saying, Oh, well, I’m doing (17:29) this, or I’m having these symptoms. (17:30) They’re able to see objectively for themselves what’s going on inside of the patient. (17:36) And we’re seeing at a year, a MES score of zero, which means complete clearing of the (17:42) bowel.

(17:43) And that’s at one year. (17:44) So that’s an injection once a month. (17:47) You got to tell us, are some physicians after they’ve started using it, after they’ve (17:52) seen you, are they like, Kwaku, you’re a game changer, man.

(17:56) Thank you so much for visiting our office. (17:58) Oh, yeah, absolutely. (18:00) Especially if, you know, they didn’t even have the privy or, you know, the awareness (18:06) that this product is out.

(18:08) And not only is it out, how easy it is to get, because that’s a big misconception as (18:13) well. (18:13) I’m sure we’ll go into that. (18:14) But I mean, access is a huge issue.

(18:18) And what’s great about our product is that it’s an amazing product and it helps patients (18:22) get feel better, faster, even up to we have four week data where patients are (18:26) seeing clinical remission at four weeks, which is almost as fast as a steroid. (18:32) So doctors are very, very happy because their patients are happy. (18:36) And that’s the big thing right there.

(18:38) Very cool. (18:39) So Kwaku, you know, your journey is very cool to understand, because you actually (18:45) started in primary care, and now you focus on specialty. (18:49) And I know you started at CINEOS and then you now moved on to J&J.

(18:54) Talk to us about if there’s a difference between the physicians in primary care and (19:00) the specialists like GIs. (19:02) And then if there’s a unique thing about GIs, please let us know what that is. (19:08) Yeah, absolutely.

(19:08) I’ll start with the basics. (19:10) I would say just in terms of sales in general, especially pharmaceutical sales (19:15) specifically, access is number one. (19:19) So of course, we all know there’s a front desk, there’s gatekeepers that (19:22) typically prevent you from either having time to sell to the doctors or, you know, (19:28) or preventing that, you know.

(19:30) So that’s number one. (19:31) So when we think about primary care, typically the thought process is, I (19:36) mean, it’s primary care. (19:37) These doctors are used to seeing reps.

(19:39) A lot of these drugs, typically a lot easier to get. (19:43) A lot of them don’t even require pre-authorizations and all these (19:47) different steps in order for the patients to access it. (19:50) So in terms of even seeing the providers and primary care, much easier as (19:56) opposed to once you get to specialty.

(19:58) You have to also think primary care physicians, they’re typically in the (20:02) doctor’s office Monday through Friday, eight to five. (20:05) Right. (20:06) And so when we think about gastroenterologists specialists, they’re (20:10) not always in clinic.

(20:11) So they may be in clinic maybe once or twice a week. (20:15) The other days they’re in the surgical center doing endoscopies and colonoscopies. (20:20) They’re running different PCR tests.

(20:24) GIs wear so many different hats to where there’s, they’re doing so many (20:28) different procedures and things like that to where there is kind of like a, you know, (20:35) cat chasing a mouse kind of game. (20:37) So it’s schedule wise, it’s a lot harder to access the specialist providers as (20:42) opposed to when we think of primary care, as opposed to primary care and time. (20:48) You know, time is, is, is very precious to a GI.

(20:52) So I think when, as a, as a pharmaceutical sales rep, when you’re (20:55) interacting with a GI, you really need to make your time count. (20:59) And if you have an elevator pitch, sometimes you may only have one or two (21:02) minutes, whereas primary care, you might get, you know, a full hour with the (21:05) lunch and things like that. (21:07) But one thing I will say, what’s nice about GIs is that they typically have a (21:12) pretty open mind and they’re really laid back and they have a great sense (21:15) of humor because they’re dealing with poop all day.

(21:18) You know what I mean? (21:19) They’re up and how it is, how it is. (21:22) You know what I mean? (21:23) So they’re a little bit down to earth and, and very cool and things like that. (21:27) So yeah, it’s, there’s nuances in both, but definitely a little bit (21:31) trickier once you get specialty.

(21:32) Awesome. (21:33) Give us, give us the rundown then, you know, give us a day in the life of a (21:37) specialist calling on GI physicians and selling what you sell. (21:40) What time are you waking up? (21:42) What happens first? (21:43) When are you, you know, what are you doing from eight to 12 and then 12 to (21:46) one and then one to five, give it, give us the whole rundown.

(21:50) Absolutely. (21:51) Uh, I will just privy that, uh, I’ll just, uh, just to give context. (21:55) I think it’s definitely, of course, if you’re thinking nationwide and I don’t (21:59) know where people tuning in are, you know, where they live, all over the (22:03) country, right? (22:04) So you have different territories that are notorious in terms of access in terms (22:09) of being able to access these providers.

(22:11) So say if you live in the South or Texas, Louisiana, Florida, (22:16) or whatever, these States typically have open doors when it comes to GIs and (22:21) it’s a lot easier to have a routing to where you can stop by and, and see a (22:26) provider or talk with an MA. (22:27) I personally, I live in Portland, Oregon. (22:30) I relocated here for the, for this position.

(22:33) So my day to day is going to look a lot different than someone on the (22:36) East coast because Pete, the P and W Pacific Northwest, Oregon, Washington, (22:40) notorious for being against allowing pharmaceutical really big time. (22:47) So a lot of healthcare systems have their, their doors closed. (22:51) And so it makes our day look a lot different.

(22:54) So for me, really it’s, it’s based on appointments. (22:58) So my routing, I understand, I know where different the doctors that I (23:03) want to hit, I know where they’re going to be in clinic or when they’re (23:06) not going to be in clinic on different days. (23:08) So I’d say it’s a typical day.

(23:09) I’m waking up, maybe not getting to a, an office by nine 30. (23:13) That’s typically when GIs start getting to seeing patients. (23:17) And for the most part, if you’re dropping in low likelihood, I’m just (23:21) giving you the real low likelihood.

(23:22) You’re going to see a provider just stopping it. (23:24) It’s all appointment based. (23:26) So that’s where your relationship building with these (23:28) gatherings and nurses come crucial.

(23:31) And so say, for example, OHSU, I have a doctor there. (23:34) I make sure that every Tuesday I’m there with donuts at 10 a.m. (23:38) And that’s my case. (23:39) You can expect me there at 10 a.m. (23:42) with donuts, because that’s the time that they’ve allowed me to.

(23:45) So every day looks different. (23:47) And especially with specialty, it’s not like primary care where (23:50) you will probably be in the field eight to five because your (23:53) providers are there eight to five. (23:55) And so you can do that here.

(23:57) I know a lot of people talk about 10 to two rep, you know, (24:00) waking up at 10 a.m. (24:02) And then finishing the day by two. (24:04) But gone before, gone after Mary, back before Oprah, (24:08) something like that. (24:09) But yeah, exactly, exactly.

(24:11) And that’s a stereotype with pharmaceutical sales, (24:13) of course, compared to the med device. (24:15) But when it comes to specialty, just to be honest, (24:19) it can look like that. (24:20) You may have some days where you don’t have any appointments (24:23) and you’re just sending out emails.

(24:25) You’re trying to schedule appointments. (24:27) You’re doing account managing where you’re looking at data, (24:30) seeing what providers are using which competitive products (24:34) and always business plan because the competitive landscape (24:38) is so competitive. (24:39) There’s almost 17, almost 20 biologics and products (24:44) that are treating the same business and 20 more on the (24:47) docket to come out right down the pipeline.

(24:49) You know what I mean? (24:50) So really balancing and managing your appointments and getting (24:54) as many appointments on the books as possible and managing (24:58) your accounts and keeping in touch with the medical (25:01) assistants and the nurses and the influencers in the office. (25:04) So I would say definitely specialty. (25:07) You’re not in the field nearly as much as you would be (25:10) in primary care.

(25:11) But when you are in those offices, you’re in there (25:15) for a little bit longer. (25:16) So not to draw it out. (25:18) So say, for example, if I go to a GI clinic, (25:19) I have an appointment.

(25:20) I may be in that office almost two hours, (25:23) two and a half hours, because there’s such an (25:25) extenuous process of educating on how to get (25:29) that product approved. (25:31) As opposed to a pill with primary care, (25:34) it’s kind of one and done. (25:35) You may not even need a PA.

(25:37) You may be in there for a quick 15, 20 minutes. (25:39) On to the next. (25:41) Got it.

(25:41) Got it. (25:42) So talk to us about this. (25:44) What are three things you absolutely love about (25:47) specialty pharmaceutical sales and three things you wish (25:52) could be different? (25:53) Yeah.

(25:54) Good question. (25:54) When it comes to specialty pharma, three things (25:57) I love, kind of what I touched on. (25:59) I think the flexibility is nice.

(26:02) Like I said, sometimes you may not have appointments (26:04) and you need to go to the dry cleaners (26:06) and pick up your dry cleaning or go get a haircut. (26:09) Whatever it is, pick the kids up from school. (26:11) I’m not encouraging letting your foot off the gas (26:14) or not hustling, but that’s just the nature of the beast.

(26:18) Sometimes you’re going to have downtime. (26:20) The autonomy is nice and it’s flexible. (26:22) And so you see a lot of seasoned reps that have been (26:25) in the industry 20 plus years, 15 plus years (26:28) that you see them a lot in specialty care (26:32) because it’s kind of their retired, like close (26:35) to retirement gig where they’re kind of slowing (26:37) down in their careers.

(26:38) Yeah, they’re good enough to do it well enough (26:41) and it’s easy enough to do for them because they’ve (26:44) been doing it so long. (26:45) Absolutely. (26:47) 1000%.

(26:48) So I would say the flexibility is 1000% nice. (26:50) Number two, when you go into specialty, you get paid more (26:53) and that’s just what it is. (26:55) That pay range bumps up.

(26:58) Your IC payout bumps up. (27:00) Lots of different incentives, lots of different contests, (27:03) challenges and opportunities to win more money. (27:06) And I mean, think about it.

(27:07) The product that you’re selling is a lot more expensive. (27:10) So the money is a little bit higher (27:12) when it comes to specialty as well. (27:14) And then also thirdly, I just feel like for me personally, (27:18) I just feel like these specialty products, (27:21) they make such a difference in patients lives (27:25) that you really get to see really the satisfaction (27:29) and the appreciation that providers have (27:32) for getting their patients on the products (27:35) because a lot of the times we’re the ones coming in saying (27:38) like, look doctor, I know perception wise in the past, (27:41) you looked at Trimfire and said, hey, it’s a new product.

(27:44) That’s a biologic. (27:45) I’m not going to waste my time on it (27:46) because it’s going to take four to six weeks (27:48) to get it approved before the patient can even get on product. (27:51) I’m just going to do the easy button.

(27:53) I’m going to use what I typically use (27:55) because I know how to get it and it’s easy. (27:57) But it may not be the most effective product. (27:59) So really demystifying and debunking that myth (28:04) and showing providers that, hey, it’s not as hard (28:07) as you think to access this drug.

(28:10) Let me help you out with that. (28:11) Being that point of contact and bringing that kind of value (28:15) to offices is very rewarding. (28:19) Switching gears to three things I don’t like.

(28:22) Two or three. (28:22) You don’t have to be three. (28:24) Okay, let’s do three.

(28:25) Yeah, I’d say in terms, I would say, (28:29) there’s not a lot of things I don’t like. (28:32) Hey, hey, if that’s the truth, that’s the truth. (28:34) Own it.

(28:34) Own it. (28:35) I love that. (28:36) I would say that just in terms of access, (28:38) kind of like the flip side of it.

(28:40) That challenging, just getting access to your drug. (28:43) I get it. (28:44) I get it.

(28:44) And you’re going to have patients to where (28:47) the doctor really needs this patient to get on product, (28:50) but that patient may have a payer carve out, (28:53) or they can’t access, or they’re not allowed to. (28:57) That payer doesn’t have that product on formulary, (29:01) and it’s just a really extenuous process (29:03) to even to get it for the patient. (29:06) So you could go weeks with trying to get a patient (29:09) on a product, and then it ends up not even happening.

(29:11) And so… (29:12) Makes sense. (29:12) You know, that downfall, that challenge is difficult. (29:15) There’s a buy and build process as well, (29:17) when it comes to the I.B. formulation.

(29:19) You have medical benefit, pharmacy benefit. (29:22) Getting those two parts to speak to each other, (29:24) getting everything come together within a timely manner (29:30) to where the doctor’s not pissed off (29:33) and like, well, your product takes too long to get on. (29:36) I’m going to use your competitor product because it’s… (29:38) Gotcha.

(29:39) So it’s a challenging access process. (29:43) It’s a challenging sales process. (29:45) Sure.

(29:46) Okay. (29:46) We’re going to bring it to a close, (29:47) but I want to go tackle two things before we do. (29:49) Number one, what type of person, (29:52) you know, in a nutshell, in a couple of sentences, (29:55) what type of person would absolutely love what you do? (29:58) If they’re listening to this right now,