AUTH/2054/10/07: Anonymous representative v Sanofi-Aventis – call frequency targets and bonus scheme (No breach) | PMCPA Case

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Key facts

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Case number	AUTH/2054/10/07
Parties	Anonymous representative v Sanofi-Aventis
Issue	Alleged incentivised call frequency (bonus linked to seeing key customers 9–12 times)
Complaint received	01 October 2007
Case completed	24 October 2007
Applicable Code year	2006
Clauses considered	2, 9.1, 15.4
Decision	No breach
Appeal	No appeal
Review publication	February 2008

Reviewed by Dr Anzal Qurbain (FFPM) — ABPI Final Signatory

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An anonymous telephone caller alleged Sanofi-Aventis was asking representatives to breach the Code by making their bonus dependent on seeing key customers 9–12 times.
The complainant alleged that, during a redundancy period, some managers were using short-term objectives tied to the 9–12 contact rate to identify “poor performers”.
The PMCPA asked the company to respond in relation to Clauses 2, 9.1 and 15.4 (Code year 2006).
Sanofi-Aventis provided training materials, briefing documents and incentive scheme slides stating that: (a) Clause 15.4 call-rate requirements applied, (b) targets were team targets (not individual call-rate targets), (c) targets covered all contacts (calls and meetings), and (d) were measured over Jan–Dec 2007.

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