ABSTRACT

Fueling an Epidemic: Inside the Insys Strategy for Boosting Fentanyl Sales (Report Four)   [open pdf - 21MB]

"During the height of the prescription opioid crisis in the United States, Insys Therapeutics, Inc., adopted and intensified sales and marketing techniques Purdue Pharma pioneered in the 1990s for OxyContin and applied them to Insys' powerful fentanyl drug Subsys. Like Purdue, Insys aggressively used speakers programs--in which the company paid physicians to discuss Subsys with colleagues--and compensation programs for sales representatives to boost sales for Subsys [...] This report also highlights the examples of Heather Alfonso, a nurse practitioner from Connecticut, and Dr. Steven Simon, a physician practicing near Kansas City, Missouri--two practitioners separated by geography but united in their high Subsys prescribing and receipt of substantial payments from Insys. These case studies demonstrate exactly how company executives motivated sales representatives to 'own' physicians through promises of compensation for both sides--and how these efforts in turn significantly affected patient treatment."

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https://www.hsgac.senate.gov/
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