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‘Go
and meet him. He will ask for an AC in the meeting’
Anil
Anand and Vikas Mani were, at the time of this recording, employed with
Delhi MR Centre, near Safdarjung Hospital. Both are old hands in the practice
(Mani had been working in Safdarjung for about two years, and Anand for
about seven months). Seeing this reporter as a rookie pro, they discussed
all the details of the trade. They even said that becoming the pro of a
pharmaceutical firm is more lucrative than being a representative of a mri
test laboratory.
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ART
OF SALESMANSHIP: there is a dangerous nexus of doctors, PROs and
diagnostic centres |
Anand:
He (pointing at Mani) got a job of a pro for an individual (Bittoo) working
at our centre; he used to work at the reception; that man, later, stabbed
him in the back. He (Mani) taught him everything – where to go, whom
to talk with, took him to the doctors, uski setting karwai; but, today,
that man is totally against him.
Mani: I introduced him to people. To each
and every person. I told them he is our lad; you all have to help him out.
Anand: Isn’t there a doctor – Mishra. He is
in a government (hospital), but his payments are added to his private (practice).
Mani: What? Private?
Anand: Arre, it does happen. What can you do about it?
There are many secrets, yaar.
Mani (Looking at this reporter): See, there are secrets like these.
Anand: When I was new, he (Mani) explained everything to
me – this doctor sits here, this doctor sits there. He got me the
taste of a doctor in surgery, too. (Laughs)
Tehelka: Arre, that day he told me so many interesting
tales. He explained to me how the junior residents can be satisfied with
a liquor bottle; how he provides the food and the liquor, and they bring
the soda.
Mani: I told you all this, didn’t I? Usually, one
learns all this only once his shoes have withered away in the corridors
of the hospital.
Mani (After taking this reporter’s mobile number): I have never called
up any centre. If I have any work with Focus (Imaging and Research Centre),
I call up the pro, on his mobile; otherwise, I have never called up any
other centre.
Tehelka: I don’t have any clout in this hospital
as of now. The cases are just trickling in. A doctor rings once in five
days; and then too, he demands a discount for the patient. ‘The patient
is extremely poor.’
Anand: Brother, Safdarjang is an extremely poor place.
Mani (To Anand): We have done an mri for Rs 500
Anand: If Dr Gulati (MR Centre’s director) hears
this, he will shoo away the doctor.
Tehelka: No, we have even done it for Rs 200.
Anand: That is done for only those doctors who are sending
in lots of other cases.
Tehelka: Give me some names to approach in ent.
Mani: Go, meet… he will ask you for a computer or
an air-conditioner in the very first meeting…
Mani: You know these cghs people sell medicines worth 10
bucks for Rs 90. That is why, a raid was carried out at the chemist shops…
(Inaudible)
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August 28, 2004
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