LOW PERFORMER Scientific Representative. Information or promotion, what is the truth?

Fedaisf editorial staff

July 10, 2017

The recent «Conference: “Scientific Representative Management LOW PERFORMER”», organizzato dalla Lupi & Associati, si basa sul presupposto della natura commerciale dell’ISF. Del resto non può essere altrimenti dato che vogliono acquisire laute remunerazioni dalle aziende che ricorrono alle loro consulenze. Questo convegno tratta il tema di come “rieducare” l’ISF che “non vende”

In support of this thesis, the illustrious professionals argue that the opinion that the ISF has the right to be evaluated only on the basis of its professional classification and profile (and therefore only with reference to the quality of the scientific information service), and not on the basis market performance is not very consistent with the regulatory framework governing the figure of the ISF. According to them, from the careful analysis of the law (Legislative Decree 219/06) it emerges that if it is true that scientific information must favor the rational use of the medicinal product, it is equally true that it is intended above all to promote the prescription, sale and consumption of the same. Confirmation also comes from the Chemical-Pharmaceutical CCNL which, in defining the reference professional figures, notoriously places the scientific representatives reporting directly to the marketing/commercial/sales functional area in the person of the Area manager who, by definition, has the task to ensure the achievement of sales targets.

It is true that the activity of the ISF is included in Title VIII of Legislative Decree 219/06 which concerns advertising, but the distinguished professionals only mention what is convenient for them and what they want to demonstrate. The art. 114, for example, indicates the parts of scientific information that are regulated. And the same art. 114 indicates that "all elements of the advertising of a medicinal product must comply with the information contained in the summary of product characteristics”

The art. 119 states that "l’informazione scientifica presso gli operatori sanitari deve essere realizzata nel rispetto dei criteri e delle linee guida adottate dall’AIFA, previa intesa con la Conferenza permanente per i rapporti tra lo Stato, le regioni e le province autonome di Trento e di Bolzano”.

Directly then is theart. 122 which states "Gli informatori scientifici devono riferire al servizio scientifico di cui all’articolo 126, dal quale essi dipendono, ed al responsabile del servizio di farmacovigilanza di cui al comma 4 dell’articolo 130, tutte le informazioni sugli effetti indesiderati dei medicinali. Le aziende titolari di AIC assicurano il costante aggiornamento della formazione tecnica e scientifica degli informatori scientifici”. The law certainly does not speak of sales or marketing techniques as in the CCNL it is envisaged for technical/scientific training or for the Product Manager (PM) who coordinates the implementation of advertising and promotional initiatives to the external network (ISF).

To the art. 123 it is also said that “it is forbidden to grant, offer or promise prizes, pecuniary advantages or in kind, unless they are of negligible value”.

L'art. 126 points out that "Ogni impresa titolare dell’AIC di medicinali deve essere dotata di un servizio scientifico incaricato dell’informazione sui medicinali which it places on the market. The Scientific Service must be independent from the Marketing Service dell’impresa farmaceutica e verifica che gli informatori scientifici alle proprie dipendenze sono in possesso di una formazione adeguata e rispettino gli obblighi imposti dal presente decreto”. There doesn't seem to be any doubt about it.

The illustrious biased lawyers then forget the AIFA opinion expressed by the former Director Martini or the judgment of the Supreme Court (which makes case law), Labor Section - sentence 15 September 2014 n. 19394 - which states that the ISF is not a commercial agent and that the "sales promotion" is excluded for the ISF and whose activity "is not that of promoting contracts", albeit indirectly.

Therefore it is true that scientific information is included in Legislative Decree 219 in the title which concerns advertising, but precisely to specify its limits and bring it back to its original meaning, i.e. to make known to the public (in our case, to those who prescribe and dispense medicines ), essentially to prohibit sales promotion. And it is equally true that the scientific rep in the CCNL is included in the functional area of marketing, but it is a clear error of the CCNL given that the law, which has more value than a contract, categorically and clearly excludes the ISF from marketing, so much so that almost all regional regulations exclude and forbid a marketing officer, such as an area manager, to work alongside the ISF.

Gli stessi sindacati cominciano a capire il tragico errore del CCNL che, probabilmente credendo di incrementare le assunzioni, ha invece provocato 15000 licenziamenti di ISF per riassumere qualche migliaio di ISF come agenti di commercio o comunque con contratti commerciali. Il recente inserimento dell’ISF come probabile corruttore nel codice anticorruzione dell’ANAC ed i recenti penalizzanti e aberranti regolamenti d’accesso negli ospedali dell’Emilia-Romagna derivano tutti da queste storture.

The real nature of the ISF, therefore, is scientific, he is precisely a scientific informant, as required by the DL 30.12.1992 n. 541 and the subsequent Legislative Decree 219/06 which incorporated it.

Then, lacking controls, the companies do what they want, until they are sued.

L’introduzione poi del cosiddetto “Jobs Act” non aiuta. La pressione “commerciale” sull’ISF alla vendita può essere insistente e coercitiva Si possono assoldare investigatori privati per far seguire il dipendente e sindacare ogni suo minuto lavorativo; le auto aziendali sono munite di dispositivi di geolocalizzazione che danno la posizione dell’auto h24; iPhone e iPad, ormai comunissimi strumenti aziendali, sono costantemente geolocalizzati. Il demansionamento e il trasferimento per “low performance” (come lo chiamano loro) sono normali strumenti di gestione delle “risorse umane”… E soprattutto il licenziamento finalmente senza regole, senza umanità, senza tutele né economiche né legali.

How to get out of the mess and the illegality caused by such a CCNL? One way could be an amnesty that photographs the current state that safeguards existing job positions and does not penalize anyone. The new figures who operate and are not duly considered, such as the KAM or the MSL, must be included in the new CCNL. At the same time it is necessary, from now on, to implement the law with the appropriate controls, those who have prescription drugs will necessarily have to be classified according to the law, otherwise the ISF is doomed to extinction.

It's a proposition, of course. There may be others that are just as good. It will be appropriate to open a frank debate to share a shared position to bring to the negotiation table for the renewal of the CCNL.

Redazione – 10/07/2017