CoE

Rank Sales Representative Points

Trip Dates: April 4 - 11, 2009
1 Kerry Barrett/EN10 2
2 Eric Lundgren/EN04 5
3 Cynthia Fullam/EN09 6
4 Jackie Billet/EN20 7
5 Chad Christman/EN03 11
6 Herb Adelstein/ENOS 11
7 Joe Schwab/EN22 14
8 Margaret Ford/EN 17 16
9 Brandon Rader/ENO 1 18
Sales Representatives employed with Athena Diagnostics on or before January 15, 2008, are eligible to participate in the Circle of Excellence Sales Contest Winners must be in
good standing and employed with Athena Diagnostics at the time of contest results announcement to win the contest. Winners must be employed with Athena and in good standi
at time of trip to take trip. The top two (2) Sales Representatives at 2008's year-end in goal attainment will win the Circle of Excellence sales contest Growth dollazs will
detennine CoE ties in points.
PKD Sales Contest
2nd Place Winner
2008
This award is presented to
Kerry Barrett
in recognition of your outstanding peiformance,
productivity, and dedicated service
with many thanks from
September 10, 2008
Page I of I
Barrett, Kerry
From: Frashure, Jennifer
Sent: Tuesday, July 01, 2008 11 :52 AM
To: Barrett, Kerry
Subject: RE: Nephro business
Congratulations Kerry! We appreciate all your hard work with Nephrology!
From: Baker, Eric
Sent: Tuesday, July 01, 2008 8:33 AM
To: Schiek, Robert; Macstay, Jason; Frashure, Jennifer; Barnett, Merle; Barrett, Kerry; David Brodsky; Ford,
Margaret; Fullam, Cynthia; Haskell, Robert; Lundgren, Eric; Miles, Steven
Cc: Miller, Steve; Frashure, Jennifer
Subject: RE: Nephro business
Terrific job Kerry! Way to grow your Neph business.
M. Eric Baker
Director of Sales
Athena Diagnostics
Direct: 508-756-2886 Ext: 3313
Cell Phone: 617-347-7290
eric. baker@athenadii!gnostics.com
www ,athen,adia_gnostics.com
www
From: Schiek, Robert
Sent: Monday, June 30, 2008 10:46 AM
To: Baker, Eric; Macstay, Jason; Frashure, Jennifer; Barnett, Merle; Barrett, Kerry; David Brodsky; Ford,
Margaret; Fullam, Cynthia; Haskell, Robert; Lundgren, Eric; Miles, Steven
Subject: Nephro business
Hey team,
I just wanted to recognize Kerry for her remarkable increase in Nephro business this quarter. She had $5446 in
business in the first quarter and $25,901 this quarter, an increase of 375%. AWESOME!!
Rob
111412009
rage;: 1 01 1
Barrett, Kerry
From: Baker, Eric
Sent: Sunday, June 22, 2008 2:57 PM
To:
Schiek, Robert; Barnett, Merle; Barrett, Kerry; Ford, Margaret; Fullam, Cynthia; Haskell, Robert;
Lundgren, Eric; Miles, Steven
Subject: RE: sales numbers
Congratulations Steven and Kerry. And thanks to the team for all that you are doing.
M. Eric Baker
Director of Sales
Athena Diagnostics
Direct: 508-756-2886 Ext: 3313
Cell Phone: 617-347-7290
eric. baker@athenadiagnostics.cg_m
www .atJlell1ldiagn_o!itics.com
ww_w. thermofisher .cQm
From: Schiek, Robert
Sent: Saturday, June 21, 2008 9:32 PM
To: Barnett, Merle; Barrett, Kerry; Ford, Margaret; Fullam, Cynthia; Haskell, Robert; Lundgren, Eric; Miles, Steven
Cc: Baker, Eric
Subject: sales numbers
I has been a couple of weeks since we have recognized a Player of the Week. We had a real slow week one
week and then I was out of town last week and neglected to get it out. Needless to say, here it is. For the week
of 6-15-08, there were a couple of notable accomplishments. Steven had the most sales in Endo with $5723 and
Kerry had the only orders for Nephro with 2 Alpert orders and $5184 in net demand. Kerry also finished that week
with $8210. Great job both of you, and you are our Endo East Players! We are on target to make our 20 goal as
a team and 7 of nine territories are on target to make their respective goals.
Keep up the hard work and follow up this week with our targets and those orders that we are expecting to come
through. Let me know how I can help. In addition, I would like everyone to put together a distribution list for your
MODY and PKO targets for monthly emails with reprints and new info. With our new MODY gene coming out, it is
important to get that info out ASAP. Have a great week team!
Rob
1/14/2009
Page 1ot1
Barrett, Kerry
From: Schiek, Robert
Sent: Saturday, June 21, 2008 9:32 PM
To: Barnett, Merle; Barrett, Kerry; Ford, Margaret; Fullam, Cynthia; Haskell, Robert; Lundgren,
Eric; Miles, Steven
Cc: Baker, Eric
Subject: sales numbers
Attachments: endo sales 6-15-08.pdf; nephro sales 6-15.pdf
I has been a couple of weeks since we have recognized a Player of the Week. We had a real slow week one
week and then I was out of town last week and neglected to get it out. Needless to say, here it is. For the week
of 6-15-08, there were a couple of notable accomplishments. Steven had the most sales in Endo with $5723 and
Kerry had the only orders for Nephro with 2 Alport orders and $5184 in net demand. Kerry also finished that week
with $8210. Great job both of you, and you are our Endo East Players! We are on target to make our 2Q goal as
a team and 7 of nine territories are on target to make their respective goals.
Keep up the hard work and follow up this week with our targets and those orders that we are expecting to come
through. Let me know how I can help. In addition, I would like everyone to put together a distribution list for your
MODY and PKO targets for monthly emails with reprints and new info. With our new MODY gene coming out, it is
important to get that info out ASAP. Have a great week team!
Rob
1114/2009
Barrett, Kerry
From:
Sent:
To:
Schiek, Robert
Saturday, June 21, 2008 9:32 PM
Barrett, Kerry
Subject: quarterly update
Kerry,
Page 1ot1
Here is where you are at currently. Great job with Nephro this quarter. You have done an awesome job with this
new initiative!!
actual-66935
goal-67375
1/14/2009
Page 1 or I
Barrett, Kerry
From: Schiek, Robert
Sent: Saturday, May 31, 2008 3:45 PM
To: Barnett, Merle; Barrett, Kerry; Ford, Margaret; Fullam, Cynthia; Harvey, Mark; Haskell, Robert;
Lundgren, Eric; Miles, Steven
Subject: sales numbers
Attachments: Endo Sales 5-30.pdf
only one order on Nephro so far this week .... ugh. Here are this weeks sales as of yesterday.
I forgot to mention Kerry last week as the Player of the Week. She did over 11 K! !
1/14/2009
Pagel or l
Barrett, Kerry
From:
Sent:
To:
Schiek, Robert
Thursday, May 15, 200811:08 AM
Barnett, Merle; Barrett, Kerry; Ford, Margaret; Fullam, Cynthia; Harvey, Mark; Haskell, Robert;
Lundgren, Eric; Miles, Steven
Subject: Sales numbers
Attachments: Endo week of 5-11.pdf; Endo 5-15.pdf; Endo week of 5-4.pdf; Nephro second week of
May.pdf; Nephro 1st week of May.pdf; Nephro 5-15.pdf
Hey team,
Sorry for the falloff on my part with regards to getting you your numbers. Attched are Endo and Nephro numbers
for May, broken down by week, including this week so far.
Based on the total numbers and the lack of major orders on Nephro, I combined them for the Player awards. For
the first week of May, mentions go to Kerry with $8999 in total sales, Merle at $4331 and Margaret at $3727.
Congrats Kerry for Player of the Week.
For week 2, Rob had $10703 and Kerry had $8251. Nice work both of you and Rob gets the honors that week!
Rob
1/14/2009
Page 1 of I
Barrett, Kerry
From: Schiek, Robert
Sent: Tuesday, March 18, 2008 8:59 AM
To: Barnett, Merle; Barrett, Kerry; Ford, Margaret; Fullam, Cynthia; Haskell, Robert; Lundgren,
Eric; Miles, Steven; Wapnick, Danielle
Attachments: sales for week of 3-16.pdf
some strong performers, but my Player of the Week is Kerry with over 1 OK. Nice work.
Rob
1/14/2009
Page 1 ot I
Barrett, Kerry
From: Baker, Eric
Sent: Tuesday, July 01, 2008 8:33 AM
To: Schiek, Robert; Macstay, Jason; Frashure, Jennifer; Barnett, Merle; Barrett, Kerry; David Brodsky;
Ford, Margaret; Fullam, Cynthia; Haskell , Robert; Lundgren, Eric; Miles, Steven
Cc: Miller, Steve; Frashure, Jennifer
Subject: RE: Nephro business
Terrific job Kerry! Way to grow your Neph business.
M. Eric Baker
Director of Sales
Athena Diagnostics
Direct: 508-756-2886 Ext: 3313
Cell Phone: 617-347-7290

www
thermofisher .com
From: Schiek, Robert
Sent: Monday, June 30, 2008 10:46 AM
To: Baker, Eric; Macstay, Jason; Frashure, Jennifer; Barnett, Merle; Barrett, Kerry; David Brodsky; Ford,
Margaret; Fullam, Cynthia; Haskell, Robert; Lundgren, Eric; Miles, Steven
SUbject: Nephro business
Hey team,
I just wanted to recognize Kerry for her remarkable increase in Nephro business this quarter. She had $5446 in
business in the first quarter and $25,901 this quarter, an increase of 375%. AWESOME!!
Rob
1/14/2009
Pagel ot l
Barrett, Kerry
From: Schiek, Robert
Sent: Wednesday, August 27, 2008 11 :26 PM
To: Barrett, Kerry
Subject: test scores for PMD
Reps Jan
Territory '08 T1 los-Y
EN10
1/14/2009
POA
Kerry
Barrett
0
los-M s NDM FMPP FH CH RICKETS I
8 100.00% 80.00% 100.00% 100.00% 100.00% 100.00% 100.
Barrett, Kerry
From:
Sent:
To:
Cc:
Subject:
All,
Allen, Tamara
Thursday, June 26, 2008 3:32 PM
Schiek, Robert; Macstay, Jason; 'Eric Lundgren'; Haskell, Robert; Barnett, Merle; Fullam,
Cynthia; Barrett, Kerry; Miles, Steven; Ford, Margaret; Rader, Brandon; Lindsay, Daniel;
Christman, Chad; Adelstein, Herbert; Billet, Jacqueline; Wilson, Thomas C.; Schwab, Joseph
Miller, Steve; Baker, Eric; Boyce, Arthur
LRP5 Update
I want to send my congratulations to Jason MacStay in the Western Region for being the first Region to get an order for#
821 (Idiopathic Osteoporosis)! Also in the Eastern Region, congratulations to Kerry Barrett! Her territory had an order
earlier this week, our second this month. Keep the orders coming and lets continue to build momentum around this new
product.
Remember, 1 in 700 people have this genetic mutation. With a prevalence this high we know physicians are seeing these
patients. Help your physicians select those patients who are right for testing - patients who have idiopathic osteoporosis,
osteoporosis with no known cause.
Tamara
Tamara Allen, R.D.
Product Manager, Endocrinology
Athena Diagnostics, Inc.
Four Biotech Park
377 Plantation Street
Worcester, MA 01605
Office: 800-394-4493, x3059
Fax: 508-753-5601
1
Athena Diagnostics, Inc.
Memo
To:
CC:
From:
Date:
Re:
All Endocrinology Sales Representatives and Managers
Stephen Miller, Bob Flaherty, Jeff Weisberg, Arthur Boyce, Troy Goodman, Eric
Baker, Mike Dresner, Jane Pepler, and Debra Reich
Jennifer Frashure
June 12th, 2008
T2 PKO Sales Contest Update #1
Congratulations, two representatives have increased PKO sales over T1. Two other
representatives are only one unit from entering the contest. It is still early in T2 and everyone
has a shot at contending! I want to recognize the top performers in the endocrinology sales
force as of June 12
1
h:
1) Herb Adelstein (ENOS) - 5 PKDx Evaluations over T1
2) Kerry Barrett (EN10) -1 PKDx Evaluation over T1
Congratulations to Jason Macstay and the West region for their strong T2 performance with
16 PKO units through June 12th. Remember the prizes of $2,000 for the top Regional
Manager and $2,000, $1,000, $500 for the 1
51
, 2nd and 3rd place winners. It is yours for the
taking!
As a reminder, we want to convey the key marketing message to our clients on each and
every call. Don't forget to use the PKO reprint, which may be used to demonstrate that DNA
analysis can detect up to 89.1 % of mutations in ADPKD patients, and can differentiate
between PKD1 and PKD2. Good luck.
Marketing Message: The PKDx DNA Sequencing Test #725 is an efficient and cost effective
approach to the diagnosis of autosomal dominant polycystic kidney disease. PKDx permits specific
patient management and is especially useful in the assessment of living related donors younger
than 30 years of age.
T2 PKD Contest
Ml!Y June
Qualifying Units needed
PUC TER ENDO Region Tl Total Unit Unit Tl Total Amount to quali!l'._
725 ENOI Brandon Radar w 0 0 0 0
EN02 Dan w 6 I 1 6 s
EN03 Chad w 5 0 5 5
ENOS Herb Adelstein w 1 4 2 6 1 -5
ENIS w 2 I 1 2 1
EN20 Jackie Billet w 3 I I 2 3 1
EN21 Chris Wilson w 6 3 3 6 3
EN22 Joe Schwab w 3 I 1 3 2
EN23 w 2 2 2 2 0
EN04 Eric Lunc!gren E 2 0 2 2
EN06 Rob Haskell E 3 2 2 3 1
EN07 Merle Barnett E 0 0 0 0
ENOS E I 2 2 1 -1
EN09 Fulam E 1 0 1 I
ENIO Kei:!Y_ Barrett E 0 I 1 0 -1
EN13 E 2 0 2 2
EN16 Steven Miles E 7 0 7 7
EN17 Margaret Ford E 2 I 1 2 1
Tl Total T2 Total
28 16
East 18 6
[!lualifiers
Rank TER END:_g T2 unit increase
1 ENOS w 5
2 ENlO E 1
Page2
rage l or l
Barrett, Kerry
----------------------------
From: Schiek, Robert
Sent: Wednesday, July 16, 2008 10:41 PM
To: Barrett, Kerry
Subject: bonus
Great job this last quarter Kerry. You really turned it on there at the end!! You are a great addition to the team.
Below is your bonus amount and think you can do better this time around. Let's kick the goal in the teeth!
Rob
b ~ 6 2 8 5 2
1/29/2009
Barrett, Kerry
From: Haskell, Robert
Sent:
Wednesday, November 05, 2008 10:40 AM
To:
Barnett, Merle; Barrett, Kerry; Ford, Margaret; Fullam, Cynthia; Lundgren, Eric; Miles, Steven;
Scotti, Marc
Cc: Baker, Eric
Subject: Sales 102608 to 110108
Team:
Sales were disappointing overall as Endo East achieved 50% of our needed baseline. Nephrology numbers were zero for
all territories.
Some individual standouts for last week were:
Eric $7518 195% over baseline
Kerri $6670 128% over baseline
Cindy $1723 128% over baseline
Just a couple of points for all of us to focus on:
1) Focusing on your stated plan/objective for Q4 established by yourself on previous conference call.
2) Seeing high level writing I potential physicians
3) .ASKING for the business with a sense of urgency. We need to be asking every physician on every call If
he/she has 1 patient in mind that our test can benefit) When md says "yes" please make a follow-up list so in
a few weeks you can go back and inquire about again if no sales were put through.
4) Follow through
I know some weeks in this business can be disheartening. let's not allow this to get us down! Keep of the efforts and
good things will come.
Respectfully,
Rob Haskell
Regional Sales Manager
Athena Diagnostics, Endocrine/Nephrology Division
330-256-7100 (cell)
robert. haskell@athenadiagnostics.com
www.athenadiagnostics.com
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