A
PROJECT REPORT
ON
“TO EXPLORE MARKET OPPORTUNITIES FOR NEW PRODUCT
LAUNCH.”
FOR
Resilient Cosmeceuticals Pvt. Ltd
UNDER ...
ACKNOWLEDGEMENT
I am highly indebted to Resilient Cosmeceuticals Pvt.Ltd. Pune for giving me
an opportunity to work with o...
CERTIFICATE
TO WHOM SO EVER IT MAY
CONCERN
This is to certify that JOSHI DNYANESH
PREABHAKAR is a bonafide student of
VISH...
PROF. MAHESH GADEKAR
DR. SHARAD L. JOSHI
(PROJECT GUIDE)
(DIRECTOR)
1
RESILIENT COSMECEUTICALS PVT.LTD
“Resilient House”, 7th Lane, 26/13,Dahanukar Colony, Pune-411038
Tel.:020-25425393,2542...
TITLE INDEX
CONTENTS PAGE
NO.
CHAPTER I: EXECUTIVE SUMMARY
1.1 Introduction
1.2 Indian Pharmaceutical Industry
1.3 Company...
CHAPTER I
EXECUTIVE SUMMARY
3
INTRODUCTION
As par the curriculum of Masters in marketing management I have to do a summer
project in any organization. R...
According to observations and finding, suggestions are given to the company so as to
explore market opportunities for new ...
1.1 INDIAN PHARMACEUTICAL INDUSTRY
At a growth rate of 9 per cent per year, the pharmaceutical industry in India is well s...
R&D in the area of drugs and Pharmaceuticals is carried out in about 143 in- house R&D
units in industry recognized by the...
1.2 COMPANY PROFILE-
(CORPORATE OFFICE)
Resilient Cosmeceuticals is an organization with the philosophy to be different fr...
Resilient does not stop here, Resilient has its sister concern, geneOmbio Technologies.
GeneOmbio Technologies is an organ...
www.resilientindia.com www.geneombiotech.com
COMPANY PRODUCTS
Dermatology Gyneacology Orthopaedic Physian
CLINMISKIN GEL Z...
1.3 The Product Introduction
MS-DOS Tablets
DESCRIPTION:
Safest combination of anti-emetic drugs – as a first line therapy...
daytime, if required
PRESENTATION:
A strip of 10 Tablets.
What is Morning sickness?
Morning sickness is nausea and vomitin...
• Try to avoid foods and smells that trigger nausea.
It might also help to eat bland foods like biscuits,
crackers, corn f...
Drug Category: - Anti-Ulcer Agents, Enzyme Inhibitors
Indication: - For short-term treatment in the healing and symptomati...
What is treatment?
Rabeprazole belongs to a class of antisecretory compounds (substituted benzimidazole
proton-pump inhibi...
Drua
CHAPTER II
OBJECTIVE & SCOPE
OF PROJECT
Category Drug Cy
16
RESEARCH OBJECTIVE
I started my work under the guidance of Mrs. Padmaja Jyotish (Resilient Cosmeceuticals
Pvt. Ltd.). It i...
SCOPE OF WORK
I started my work under the guidance of Mrs. Padmaja Jyotish (Resilient Cosmeceuticals
Pvt. Ltd.) The topic ...
The areas were-
Bibvewadi- Upper Indira Nagar, Market Yard.
Hadapsar-Fatima Nagar, Mohommad wadi, hadapsar gaon.
Peth area...
CHAPTER III
THE RESEARCH
METHODOLOGY
20
CHAPTER III
THE RESEARCH METHODOLOGY
For carrying out a research project successfully one should follow the research
proce...
RESEARCH METHODOLOGY
Stage 1: Market study-
To study the trend in giving prescriptions by the doctor’s i.e. major products...
3.1 RESEARCH DESIGN
Considering well-defined objectives, a framework for designing marketing research
program could be mad...
SAMPLE DESIGN
After doing on the research approach and instruments, the marketing researcher must
design a sampling plan. ...
3.2 DATA COLLECTION TECHNIQUE
The primary and secondary techniques of data collection were used to collect the data.
a) Pr...
2. Psychological tools: Marketing researcher can probe a buyer’s deeper beliefs and
feelings using psychological tools suc...
CHAPTER IV
DATA INTERPRETATION
& ANALYSIS
27
4.1 Pune Area - Doctors Survey:-
Analysis and Interpretation of Data:
Data analyzed here that obtained from about 66 Gynea...
Break-up of anti-ulcerant drugs in combination category that are surveyed in Pune
which are prescribed by Doctors.
Drugs P...
ANTI-EMETICS DRUGS: -
Break-up of anti-emetics drugs in plain category that are surveyed in Pune which
are prescribed by D...
Break-up of anti-emetics drugs in combination category that are surveyed in Pune
which are prescribed by Doctors.
Drugs Pr...
Break up of molecules that are used in treatment of ulcer in which
combination category contributes 65% and plain category...
Quantity prescribed by Doctors per week in treatment of ulcer in both categories
Bar line graph shows quantification and s...
Break up of molecules that are used in treatment of vomiting and
nausea in pregnancy in which plain category contributes 4...
Quantity prescribed by Doctors per week in treatment of Vomiting and
Nausea in both categories
Bar line graph shows quanti...
4.2 Chemist Survey: -
Analysis of data on basis of information obtained from chemists and
druggists in Pune.
Break-up of a...
Break-up of anti-ulcerant drugs in combination that are surveyed in Pune which are
prescribed by Doctors.
Analysis done as...
Break-up of anti-emetics drugs in plain category that are surveyed in Pune which
are prescribed by Doctors.
Analysis done ...
Break-up of anti-emetics drugs in combination category that are surveyed in Pune
which are prescribed by Doctors.
Analysis...
AREA WISE ANALYSIS OF THE DATA OBTAINED FROM CHEMIST AND
DRUGGIST FROM DIFFERENT AREAS IN PUNE OF ANTI-ULCERENT
DRUGS
Drug...
AREA WISE ANALYSIS OF THE DATA OBTAINED FROM CHEMIST AND
DRUGGIST FROM DIFFERENT AREAS IN PUNE OF ANTI-EMETICS DRUGS.
EXPL...
OBSERVATIONS
AND
FINDINGS
42
4.3 OBSERVATIONS AND FINDINGS
• For the treatment of ulcer, the Doctors prefer of 65% combination category of
drugs where ...
• In Pune, Bibvewadi and Hadapsar areas contributes most products selling areas
for anti-emetics drugs as compare to other...
CONCLUSION
45
4.4 CONCLUSION:
From the survey of 90 Chemists following conclusion were drawn
• Overall there are 6-7 molecules that are ...
• Hence it is concluded that in Pune region combination category drugs are more
preferred for treatment of ulcerant diseas...
CHAPTER V
SUGGESTIONS AND
RECOMMENDATIONS
48
SUGGESTIONS AND RECOMMENDATIONS
Resilient should focus on the aspects listed below to ensure a better business:-
I. Anti-u...
II. Anti-emetics Drugs: -
• Sale of Doxinate and Doxinate Plus is more in treatment of vomiting and nausea in
pregnancy an...
CHAPTER VI
LIMITATIONS OF
SURVEY
51
LIMITATIONS OF THE SURVEY
 The survey was limited for Pune region only.
 Random sampling of chemists was done under the ...
CHAPTER VII
ANNEXURE AND
APPENDICES
53
QUESTIONNAIRE
Summer Project: 2007 Surveyor: Dnyanesh P. Joshi
NAME AREA
CONTACT NO
1) What are the molecules that are pre...
Lansoprazole
3) I would like to know the names of the Doctors who prescribes these brands-
Brand name Name of the Doctor. ...
Omeprazole +
Domperidone
Pantoprazole +
Domperidone
6) I would like to know the names of the Doctors who prescribes these ...
9) I would like to know the names of the Doctors who prescribes these brands-
Brand name Name of the Doctor Quantity presc...
Doxylamine (20mg)
+Pyridoxine (20 mg )
12) I would like to know the names of the Doctors who prescribes these brands-
(In ...
Following is the list of potential customers, which is outcome of my study. Also “finding out
potential customer” was my o...
Dr.Jyoti Jalte MD DGO Dr.Dilip Mane MD
Dr.S S Dusane DGO Dr.Anil Alatkar MS
Dr.Manoj Jalte MD
Dr.Ajit Nalawade MBBS
Dr.Gay...
Peth's Dr.Snehal Aware DGO Dr.Ambike GP
Dr.Anuradha Mulay MD DGO Dr. Kamat MBBS
DR.Renu Relwani MDDGO Dr.Arun Joshi MBBS
D...
Internet source www.resilientindia.com
www.pharmabiz.com
62
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0601017 explore market opportunities for new product launch

  1. 1. A PROJECT REPORT ON “TO EXPLORE MARKET OPPORTUNITIES FOR NEW PRODUCT LAUNCH.” FOR Resilient Cosmeceuticals Pvt. Ltd UNDER THE GUIDANCE OF PROF.MAHESH GADEKAR SUBMITTED TO UNIVERSITY OF PUNE IN PARTIAL FULFILLMENT OF 2 YEARS FULL TIME COURSE MASTERS IN BUSINESS ADMINISTRATION (M.B.A.) SUBMITTED BY DNYANESH PRABHAKAR JOSHI (BATCH - 2006-08) THROUGH VISHWAKARMA INSTITUTE OF MANAGEMENT, KODHAWA, PUNE-411014
  2. 2. ACKNOWLEDGEMENT I am highly indebted to Resilient Cosmeceuticals Pvt.Ltd. Pune for giving me an opportunity to work with one of the best pharmaceutical house in India. This experience at the beginning of my career will be a very important step towards being a successful manager. There have been many hearts and brains supporting and guiding me in this project. I would like to thank Mrs. Padmaja Jyotish, (Head –Marketing Dept.) & Mrs. Vishakha Lulay (Head Admin. & HR Dept.) Pune for giving me the necessary insight in my study. I am thankful to all Chemists and Doctors in Pune who had devoted me their valuable time and information to make my project a success. I take this opportunity to express my deep sense of gratitude and respect to my internal project guide Mr. Mahesh Gadekar, without whose constant guidance, it would not have been possible to complete the project. My profound gratitude to Director of VIM Dr. Sharad L. Joshi who was and will be always a source of inspiration to me. Lastly I would like to thank my family, colleagues and friends for boosting my confidence and helping me throughout the project. JOSHI DNYANESH PRABHAKAR Vishwakarma Institute of Management, Kodhawa Pune- 411014
  3. 3. CERTIFICATE TO WHOM SO EVER IT MAY CONCERN This is to certify that JOSHI DNYANESH PREABHAKAR is a bonafide student of VISHWAKARMA INSTITUTE OF MANAGEMENT. He has successfully carried out his summer project titled “TO EXPLORE MARKET OPPORTUNITIES FOR NEW PRODUCT LAUNCH” AT RESILIENT COSMECEUTICALS PVT. LTD, PUNE in the partial fulfillment of Master of Business Administration course of University of Pune (2006 - 2008). He has worked under our guidance and direction. His work is found to be good and complete in all respect. During the period we found him hardworking, sincere and loyal. We wish him all the best for future.
  4. 4. PROF. MAHESH GADEKAR DR. SHARAD L. JOSHI (PROJECT GUIDE) (DIRECTOR)
  5. 5. 1 RESILIENT COSMECEUTICALS PVT.LTD “Resilient House”, 7th Lane, 26/13,Dahanukar Colony, Pune-411038 Tel.:020-25425393,25425394.Fax:020-25449192. LOGO Ref. No. Date: TO WHOMSOEVER IT MAY CONCERN This is to certify that Mr. Dnyanesh Prabhakar Joshi, a M.B.A. student of BRACTS Vishwakarma Institute of Management (Pune), have undergone training & completed a project on “TO EXPLORE MARKET OPPORTUNITIES FOR NEW PRODUCT LAUNCH.” FOR Resilient Cosmeceuticals Pvt. Ltd. He has carried out this project for Resilient Cosmeceuticals Pvt. Ltd., from 01/06/2007 to 31/07/2007. In the span of project duration his candidature was found to be very sincere & hardworking. We wish him a bright future. ( Sign) Sign Mrs. Padmaja Jyotish Head HR DEPT Marketing Manager Resilient Cosmoceutics Pvt. Ltd
  6. 6. TITLE INDEX CONTENTS PAGE NO. CHAPTER I: EXECUTIVE SUMMARY 1.1 Introduction 1.2 Indian Pharmaceutical Industry 1.3 Company Profile 1.4 The Product Introduction 1-13 CHAPTER II: OBJECTIVE & SCOPE OF PROJECT 14-17 CHAPTER III: THE RESEARCH METHODOLOGY 3.1 Research Design 3.2 Data Collection Techniques 3.3 Data analysis 18-24 CHAPTER IV: ANALYSIS OF THE SURVEY 4.1 Doctors Survey 4.2 Chemist survey 4.3 Observation and Findings 4.4 Conclusion 25-45 CHAPTER V: SUGGESTIONS AND RECOMMENDATIONS 46-48 CHAPTER VI: LIMITATIONS OF SURVEY 49-50 CHAPTER VI: ANNEXURE AND APPENDICES 51-59 2
  7. 7. CHAPTER I EXECUTIVE SUMMARY 3
  8. 8. INTRODUCTION As par the curriculum of Masters in marketing management I have to do a summer project in any organization. Resilient Cosmeceuticals Pvt. Ltd. appointed me for project work. The Main objective of the project is to find out the Market Potential for new product which company is going to launch soon. With this primary objective, I started my project work under the guidance of respected madam, Mrs. Padmaja Jyotish (Head-Marketing Dept.). The duration of my project was 60 days. I have done my project work in Pune City. The geographical scope of my project limited to Pune City. While doing the project I came to know about existing customer behavior and the strategies that companies uses while launching a new product. A pilot study was undertaken on a sample of 15 respondents. The aim of this study was to determine the contents of the questionnaire & evaluate if the outputs being delivered meet the objectives of the survey. To study the existing pattern & to get the feel how the market functions, a whole week of study was undertaken. After the completion of pilot study, a questionnaire was made which includes the questions according to objectives of study. A questionnaire contents of twelve questions divided into two parts, in one part six questions contents the anti-ulcerant drugs questions which needed to collect information’s. 4
  9. 9. According to observations and finding, suggestions are given to the company so as to explore market opportunities for new product launch. Based on the data the Company should make strong strategies to conquer the market and must take into consideration direct and indirect competitors while launching the new products in both sector that is in anti-ulcerant as well as anti-emetics drugs. During the project I came to know the competitive strategies of the various companies in the market. As well as the problems faced by the companies in the market. All this summarized here is presented with deeply interpreted and analyzed in this report in different chapter. 5
  10. 10. 1.1 INDIAN PHARMACEUTICAL INDUSTRY At a growth rate of 9 per cent per year, the pharmaceutical industry in India is well set for rapid expansion. As a result of the expansion, the Indian pharmaceutical and healthcare market is undergoing a spurt of growth in its coverage, services, and spending in the public and private sectors. The environment under which Indian pharmaceutical industry is operating is changing slowly and likely to change significantly in future. The introduction of the IPA, which did not recognize product patent but only process patent provided a major thrust to the Indian Pharmaceuticals industry and the Indian companies, began to produce bulk drugs and formulations at lower costs. This led to high fragmentation in the Indian pharmaceutical industry due to the emergence of a number of small Indian firms. Thus, there are about 24,000 companies big, medium and small fighting for a more than $ US 6 Billion market. Out of these around 300 are in the organized sector, around 15,000 being in the small scale sector and the remaining being very small without any economies of scale. India manufactures over 400 bulk drugs and around 60,000 formulations being distributed by 5,00,000 chemists all over the country. At present, per capita annual consumption of drugs in India is about Rs.160 (US $ 3.5), which is still one of the lowest in the world, including developing countries. In India 6
  11. 11. R&D in the area of drugs and Pharmaceuticals is carried out in about 143 in- house R&D units in industry recognized by the Department of Scientific and Industrial Research, six laboratories of the Indian Council of Medical Research and nearly 50 Universities. The industry was worth $3 billion in 1997 and currently valued in the region of $6 billion. This growth reflects the growing importance of India on the global pharma map. Many multinational companies have penetrated into India with an aim to market drugs and conduct clinical trials. Thus, Indian pharmaceutical research, manufacturing, and outsourcing have received an impetus, thereby, creating an image of a potential healthcare market and a land of opportunities in pharmaceuticals. The economic liberalization policies coming to force in the 1990s and the strong emergence of private sector in the Indian economy has heightened the pace of development of the pharmaceutical industry and will continue to do so. Indian Pharmaceuticals industry is one of the fastest growing markets in the world. In terms of value, the industry accounts for less than 2% of the global market. However, this industry is expected to grow at rates nearly 200% higher than the global market in the near future 7
  12. 12. 1.2 COMPANY PROFILE- (CORPORATE OFFICE) Resilient Cosmeceuticals is an organization with the philosophy to be different from conventional pharmaceutical culture. ‘Resilience’ is the fierce determination that organization carries to help overcome disease and bounce back to good health. Resilient Cosmeceuticals is marketing innovative product for example anti acne therapy, dermatologicals to treat Vitiligo, Hyperpigementation, psoriasis, keratotic dermatoses, gynaecological antiinfectives, nutritional supplements, pain management products for Dermatology, Gynaecology, Orthopaedic, and Physician specialties. 8
  13. 13. Resilient does not stop here, Resilient has its sister concern, geneOmbio Technologies. GeneOmbio Technologies is an organization with a strong base in the area of genomic research and has a central laboratory facility offering one of the best infrastructures to undertake high-tech genomic research projects. The mission of geneOmbio Technologies is to become a world-class biological solutions company where Biotechnology creates value addition for every individual in society. GeneOmbio Technologies intends to develop newer technologies for the betterment of society and place India on the world map of Biotechnology. Science and Technology Park, University of Pune (UoP), Department of Science and Technology (DST), Government of India, recognize GeneOmbio Technologies. Recently, geneOmbio Technologies has tie up with Thyrocare Technologies, the world’s largest medical diagnostic company to provide nucleic acid tests (NAT) to its valued clients. Resilient Cosmeceuticals turnover is about 13crores, with 150 employees and it will become one of the growing pharmaceuticals company in near future. 9
  14. 14. www.resilientindia.com www.geneombiotech.com COMPANY PRODUCTS Dermatology Gyneacology Orthopaedic Physian CLINMISKIN GEL ZEBIFORT SUMOTROL ZEBIFORT ZEBI D RESCAFE SUMOCOL-500 CLINMISKIN GEL RESCAFE CLINSUPV RESINIM-SP DICLOOPOT-MR EPIGEN CLINSUP-V3 RESIDOL Tab. RESINIM-SP SALICURE-6 MS-DOS DICLOOPOT-MR RESINIM SALICURE-12 TERMISPAZ RESINIM-SP Tab TERMISPAZ SALICURE-17 SUMOCAL-500 RESIDIP-SP TROID-5 SUMOTROL RESIDOL TROID-25 RESIDIP-SP ZEROMITE TROID Lotion EPIGEN ZOBASTAT CUTIHYDE SALICURE-6 ZEROMITE SUMOCOL-500 ZOBASTAT SUMOTROL 10
  15. 15. 1.3 The Product Introduction MS-DOS Tablets DESCRIPTION: Safest combination of anti-emetic drugs – as a first line therapy in treatment of morning sickness / nausea & vomiting of pregnancy. COMPOSITION: Each enteric coated tablet contains Doxylamine Succinate U.S.P................ 10 mg Pyridoxine Hydrochloride I.P................ 10 mg (Appropriate Overages added) Excipients........................................... q.s. SALIENT FEATURES: a) Enteric coated tablet ensures peak plasma level of drugs in morning time when pregnant lady suffers from morning sickness. b) Most effective and safest of all anti-emetic drugs. INDICATIONS: Morning sickness / Nausea and vomiting during pregnancy DOSAGE: 2 Tablets at bedtime and 1 Tablet additionally during 11
  16. 16. daytime, if required PRESENTATION: A strip of 10 Tablets. What is Morning sickness? Morning sickness is nausea and vomiting during pregnancy. After conception many physiological changes start taking place in a woman’s body. One such is `hormonal change’. The body starts increased secretion of sex hormones which stimulates vomiting center in brain. This leads to nausea and vomiting. This generally occurs in the morning hence is called as Morning Sickness. For some pregnant women, the symptoms are worse in the morning and ease up during the course of the day, but they can strike at any time and last all day long. About 70% of pregnant women experience nausea and sometimes vomiting during their first trimester. The nausea usually starts around six weeks of pregnancy, but can begin as early as four weeks. It tends to get worse over the next month or so. It may get over in second trimester or it may be experienced throughout the pregnancy. How to avoid morning Sickness? 12
  17. 17. • Try to avoid foods and smells that trigger nausea. It might also help to eat bland foods like biscuits, crackers, corn flakes etc. • Eat small, frequent meals and snacks throughout the day so that stomach is never empty. • Avoid spicy, acidic, and fried foods, which can irritate digestive system. • Try eating ginger, cardamom, lemon syrup to ease out nausea. What is the treatment? Report the complaint to doctor. There are drugs called as antiemetics, i.e. drugs which relieve nausea and vomiting. A doctor will prescribe the same for you. An antiemetic containing doxylamine succinate with Vit B6 is the safest treatment. Administer the drugs as advised by doctor if the treatment does not provide enough relief, report to the doctor. Rabeprazole Molecule: - 13
  18. 18. Drug Category: - Anti-Ulcer Agents, Enzyme Inhibitors Indication: - For short-term treatment in the healing and symptomatic relief of erosive or ulcerative gastroesophageal reflux disease (GERD). Pharmacology: - Rabeprazole prevents the production of acid in the stomach. It reduces symptoms and prevents injury to the esophagus or stomach in patients with gastroesophageal reflux disease (GERD) or ulcers. Rabeprazole is also useful in conditions that produce too much stomach acid such as Zollinger-Ellison syndrome. Rabeprazole may also be used with antibiotics to get rid of bacteria that are associated with some ulcers. Rabeprazole is a selective and irreversible proton pump inhibitor, suppresses gastric acid secretion by specific inhibition of the H+, K+ -ATPase enzyme system which is found at the secretory surface of parietal cells. It inhibits the final transport of hydrogen ions (via exchange with potassium ions) into the gastric lumen. What is Ulcer? When superficial inflamed tissue sloughs off the surface of an organ or tissue, the resulting open sore is called an Ulcer. People with poor circulation –for instance, diabetics with advanced atherosclerosis-are susceptible to ulcers in the tissues of their legs. These ulcers, which are called stasis ulcers, develop because of poor oxygen and nutrient supply to tissues that then become very susceptible to even a very mild injury or an infection. An ulcer is a craterlike lesion in a membrane; ulcers that develop in the area of the GI tract exposed to acidic gastric juice are called Peptic Ulcer. 14
  19. 19. What is treatment? Rabeprazole belongs to a class of antisecretory compounds (substituted benzimidazole proton-pump inhibitors) that do not exhibit anticholinergic or histamine H2-receptor antagonist properties, but suppress gastric acid secretion by inhibiting the gastric H+/K+ATPase (hydrogen-potassium adenosine triphosphatase) at the secretory surface of the gastric parietal cell. Because this enzyme is regarded as the acid (proton) pump within the parietal cell, rabeprazole has been characterized as a gastric proton-pump inhibitor. Rabeprazole blocks the final step of gastric acid secretion. In gastric parietal cells, rabeprazole is protonated, accumulates, and is transformed to an active sulfonamide. When studied in vitro, rabeprazole is chemically activated at pH 1.2 with a half-life of 78 seconds. 15
  20. 20. Drua CHAPTER II OBJECTIVE & SCOPE OF PROJECT Category Drug Cy 16
  21. 21. RESEARCH OBJECTIVE I started my work under the guidance of Mrs. Padmaja Jyotish (Resilient Cosmeceuticals Pvt. Ltd.). It is mentioned in the title of the project that the scope of the project is to study marketing challenges for new products. The first product is for the anti-ulcerant and other product is anti-emetics drug. Objectives set by the company were same for both of these products. Market analysis or marketing challenges is a very broader term, so to brief these terms, my objective of the study was- • To study the Market Potential for new product launch. (For both products). • Finding out Competitor barriers to explore market opportunities. (For both Products). • Use of anti-ulcerant and anti-emetics preparations by same or different customers. • To study the Quantification and Sale of different anti-ulcerant and anti- emetics preparations. 17
  22. 22. SCOPE OF WORK I started my work under the guidance of Mrs. Padmaja Jyotish (Resilient Cosmeceuticals Pvt. Ltd.) The topic assigned to me was “TO EXPLORE MARKET OPPORTUNITIES FOR NEW PRODUCT LAUNCH” The main task assigned to me was to find out whether launching the new products (in Pune city) in the market is feasible or not. The new products being launched with following components into it-  Doxylamine succinate  Rabeprazole GEOGRAPHIC SCOPE The research is conducted in the Pune city, in the major areas where most of the Gyneacologist & Physicians operate. So covering these major areas can make a good representative sample. 18
  23. 23. The areas were- Bibvewadi- Upper Indira Nagar, Market Yard. Hadapsar-Fatima Nagar, Mohommad wadi, hadapsar gaon. Peth area- Ravivar peth, Nana peth, Somwar peth, Ghorpade rd, Shukrawar peth, KEM hosp area, Tilak rd. Yerwada- Band Garden, Kalyani Nagar. Others- FC Road, Koregaon Park, Pune Camp TIME SCOPE I was given a period of 2 months. The areas that I am supposed to cover were manageable in this period. I started my project from 1st June till 30th July 2007. 19
  24. 24. CHAPTER III THE RESEARCH METHODOLOGY 20
  25. 25. CHAPTER III THE RESEARCH METHODOLOGY For carrying out a research project successfully one should follow the research process. Define the problem And research objective Develop the Research plan Collect the Information Present the Findings Make the Decision Analyze the Information 21
  26. 26. RESEARCH METHODOLOGY Stage 1: Market study- To study the trend in giving prescriptions by the doctor’s i.e. major products which doctors prescribes. Hence to find out major prescribers of the products in the category where company is going to launch the product. Stage 2: Pilot study- A pilot study was undertaken on a sample of 15 respondents. The aim of this study was to determine the contents of the questionnaire & evaluate if the outputs being delivered meet the objectives of the survey. To study the existing pattern & to get the feel how the market functions, a whole week of study was undertaken. Stage 3: Main survey- Study is of quantitative type on what the researcher tried to understand the doctor’s preference while prescribing medicines. The research instrument contains open-ended questions. 22
  27. 27. 3.1 RESEARCH DESIGN Considering well-defined objectives, a framework for designing marketing research program could be made out. This step is the most encompassing of all steps, requiring the greatest amount of thought, time and expertise. Since the intelligence eventually gained from the research is so closely related to the selected research design, this is the single most import step in the research process and the step most vulnerable to the typical research errors. Research design includes methodology selection, questionnaire design, sample design & size and determining data analysis to be used. Lets discuss them individually. CLASSIFICATION OF THE RESEARCH STUDY The Research of this project can be classified in the following broad categories. 1) Quantitative Research: The objective was to find out the sale of the Resilient products with respect to the Competitive environment. 2) Analytical Research: It involved using facts or information already available, data collected through survey and analyzes these to make critical evaluation of the problem as the major objective. DESIGNING THE QUESTIONNAIRE A questionnaire for the Chemist was designed which aimed at sourcing out the information fulfilling the objectives of the project. 23
  28. 28. SAMPLE DESIGN After doing on the research approach and instruments, the marketing researcher must design a sampling plan. This calls for three decisions: 1. Sampling unit: Who is to be surveyed? The marketing researcher must define the target population that will be sampled. Once the sampling unit is determined, a sampling frame must be developed so that everyone in the target population has an equal or known chance of being sampled. In the project the sample consisted of chemists and doctors. 2. Sample size: How many people should be surveyed? Large samples give more reliable results than small samples. Samples of less than 1% of a population can often provide good reliability, with a credible sampling procedure. The sample size of the project was 90 chemists. 3. Sampling procedure: How should the respondent be chosen? To obtain a representative sample, a probability sample of the population should be drawn. Contact methods: Once the sampling plan has been determined, the marketing researcher must decide how the subject should be contacted: mail, telephone, personal. 24
  29. 29. 3.2 DATA COLLECTION TECHNIQUE The primary and secondary techniques of data collection were used to collect the data. a) Primary technique of data collection: Personal interview of chemists regarding their weekly sale of different brands. Mentioned in information collection format. b) Secondary data collection technique: Reference to various books, published materials and Websites were made in order to clearly understand market situation. Segments targeted: 1) Chemists and druggist. 2) Doctors. For market survey Pune city was the area of work. Chemists of various areas in the city were surveyed. Research instruments: Marketing researchers have a choice of three main research instruments in collecting primary data: Questionnaires. Psychological tools, and mechanical devices 1. Questionnaires: It consists of a set of questions presented to respondents. Because of its flexibility, the questionnaire is by far the most common instrument used to collect primary data. Questionnaires need to be carefully developed, tested and debugged before they are administered on a large scale. 25
  30. 30. 2. Psychological tools: Marketing researcher can probe a buyer’s deeper beliefs and feelings using psychological tools such as laddering techniques, depth interviews, etc. Depth interviewing involves going deeply into the thoughts that an individual may have about a product service. 3. Mechanical devices: Mechanical devices are occasionally used in marketing research. Galvanometer measures the interests or emotions aroused by exposure to a specific ad or picture. 4. Qualitative measures: Some marketers prefer more qualitative methods for gauging consumer opinion because consumer actions do not always match their answers to survey questions. New tools such as videos, pagers and informal interviewing will help marketers overcome the limitations of traditional research methods. 3.3 DATA ANALYSIS Data analysis is the last but very important step in any research study to be conducted. The data collected in the survey was analyzed and presented in graphical forms. The data analysis is presented in the following chapter. 26
  31. 31. CHAPTER IV DATA INTERPRETATION & ANALYSIS 27
  32. 32. 4.1 Pune Area - Doctors Survey:- Analysis and Interpretation of Data: Data analyzed here that obtained from about 66 Gyneacologists and 70 General Practitioners located in different areas in Pune. Quantity prescribed By Doctor per week in Pune City. (Hadapsar, Kalyani Nagar, Bibvewadi, Koregaon Park, Peth areas, FC Road, Yerwada, Pune Camp) ANTI-ULCERANT DRUGS: - Break-up of anti-ulcerant drugs in plain category that are surveyed in Pune which are prescribed by Doctors. Drugs Prescribed by Doctor, used in treatment of Ulcer- PLAIN Rabecip 14% Omez 14% Domstol 13% Ocid 12% Pantop 13% Pantagon 11% Rablet 23% Rablet Rabecip Omez Domstol Ocid Pantop Pantagon EXPLANATION: Analysis done as per the data obtained from ninety chemists in different areas in Pune. In Plain category Rablet contributes 23% of total share and Omez is the 2nd Preference that is prescribed by Doctors. In Bibvewadi and Hadapsar areas Rablet shows first choice prescription drug that are prescribed by Doctors. Domstol and Rabecip also contribute remarkable increase in over the counter sale. 28
  33. 33. Break-up of anti-ulcerant drugs in combination category that are surveyed in Pune which are prescribed by Doctors. Drugs Prescribed by Doctor, used in treatment of Ulcer-COMBINATION Pan D 47% Omez D 29% Rablet D 24% Rablet D Omez D Pan D EXPLANATION: In Combination category Pan-D contributes 47% of total share and Omez-D is 2nd Preference that is prescribed by Doctors. In combination category of anti-ulcerant drugs, most of the area shows Pan-D is more prescribed by Doctors. Pan-D contains Pantoprazole + Domperidone molecules which have less side effects. Doctors in Peth’s areas give first preference to Omez-D capsules that shows 29% of total share. Rablet-D counts 24% of total areas surveyed. 29
  34. 34. ANTI-EMETICS DRUGS: - Break-up of anti-emetics drugs in plain category that are surveyed in Pune which are prescribed by Doctors. Drugs Prescribed by Doctor,used in treatment of Vomiting and nausea in pregnancy-PLAIN Doxinate 43% Ms Dos 16% Doxila B6 41% Doxila B6 Doxinate Ms Dos EXPLANATION: Analysis done as per the data obtained from ninety chemists in different areas in Pune. In Plain category Doxinate contributes 43% of total share and Doxilla B6 is the 2nd Preference that is prescribed by Doctors. Data obtained from questionnaires are analyzed on the basis of direct and indirect competitor’s survey and analyzed it to known exact position of drugs that is present in market and also to testing market potential in process of new product launching programme. Ms-dos contributes 16%of total share and hence positioning of that drug must need Marketing strategy to locate area of major demand and giving rise to direct selling of product in preference to competitor’s brand. 30
  35. 35. Break-up of anti-emetics drugs in combination category that are surveyed in Pune which are prescribed by Doctors. Drugs Prescribed by Doctor,used in treatment of Vomiting and nausea in pregnancy- COMBINATION Doxila B6 Plus 31% Doxinate OD 28%Doxinate Plus 41% Doxinate OD Doxila B6 Plus Doxinate Plus EXPLANATION: In Combination category Doxinate Plus contributes 41% of total share and Doxilla B6 Plus is 2nd Preference that is prescribed by Doctors. Doxinate OD shows 28% of total share and in Pune it was observed that combination categories drugs are more prescribed by doctors especially in Bibvewadi, Hadapsar and Yerwada region due to most availability Gyneacologist. 31
  36. 36. Break up of molecules that are used in treatment of ulcer in which combination category contributes 65% and plain category contributes 35% of total share. Plain category includes molecules like rabeprazole, Pantoprazole, omeprazole. Combination category includes molecules like rabeprazole+Domperidone, Pantoprazole+Domperidone, omeprazole+Domperidone. EXPLANATION In anti-ulcerant category the drugs prescribed by Gynecologist contributes 65% combination phase share and in the same GP’s shows 35% plain share. Hence it is conclude that in pune region combination category drugs are more preferred for treatment of ulcerant diseases. Molecules that are used in treatment of Ulcer,Prescribed by Doctors Per Week combination 65% plain 35% 32
  37. 37. Quantity prescribed by Doctors per week in treatment of ulcer in both categories Bar line graph shows quantification and sale of different anti-ulcerant drugs which contributes more in combination category than plain. 66 Gyneacologist and 70 General Physicians were surveyed to gather the following information 0 1000 2000 3000 Qty/week sell Doctors Qty prescribed per weeks by doctors in each category of anti-ulcerant drugs Plain Combinaton Plain 2270 2056 Combinaton 2631 2690 Gyanecologist Physician EXPLANATION: The bar line chart shows that the quantity prescribed by Doctors in both categories of anti-ulcerant drugs, where 66 Gyneacologist and 70 GP’s surveyed to know use of anti- ulcerant drugs in Pune areas which comes to result that combination categories drugs are more prescribed than plain category of drugs. In combination categories, Pan-D was first choice drugs that are prescribed by Doctors and in plain categories Rablet was the first choice drugs that are prescribed by Doctors. 33
  38. 38. Break up of molecules that are used in treatment of vomiting and nausea in pregnancy in which plain category contributes 43% and combination category contributes 57% of total share. Plain category includes molecules like doxylamine, prednedoxine. Combination category includes molecules like doxylamine+pyridoxine10mg, doxylamine+pyridoxine20mg, and doxylamine+folic acid pyridoxine. EXPLANATION In anti-emetics category the drugs prescribed by consultant contributes 57% combination phase share and in the same GP’s shows 43% combination share. Hence it is conclude that in Pune region combination category drugs are more preferred for treatment of vomiting and nausea in pregnancy. 34
  39. 39. Quantity prescribed by Doctors per week in treatment of Vomiting and Nausea in both categories Bar line graph shows quantification and sale of different anti-emetics drugs, which contributes more in combination category than plain. 66 Gyneacologists and 70 General Physicians were surveyed to gather the following information 0 500 1000 1500 2000 Qty/week sell Doctors Qty prescribed per week by doctors in each category of anti-emetics drugs Plain Combinaton Plain 1332 228 Combinaton 1730 309 Gyanecologist Physician EXPLANATION: The bar line chart shows the quantity prescribed per week by doctors in each category of anti-emetics drugs, which comes to result that combination categories drugs are more preferred by doctors as compare to plain categories drugs. 66 Gyneacologist are surveyed to find out this information and thus quantification and sale of combination drugs are more than plain categories of drugs. 35
  40. 40. 4.2 Chemist Survey: - Analysis of data on basis of information obtained from chemists and druggists in Pune. Break-up of anti-ulcerant drugs in plain category that are surveyed in Pune which are prescribed by Doctors. Analysis done as per the data obtained from ninety chemists in different areas in Pune. Drugs used in treatment of ulcer Plain Pantop 14% Ocid 10% Domstol 9% Rabecip 10% Omez 21% Rablet 25% Pantagon 11% Rablet Rabecip Omez Domstol Ocid Pantop Pantagon EXPLANATION In Plain category Rablet contributes 25% of total share and Omez is the 2nd Preference that is prescribed by Doctors. As the data collected from different chemist and druggist located in Pune regions shows that all plain molecules have near about equally settled markets which comes to know that no such a brand aggregated in specific areas in Pune. Pantop, Pantagon, ocid also well market in Yerwada and Kalyani Nagar areas. 36
  41. 41. Break-up of anti-ulcerant drugs in combination that are surveyed in Pune which are prescribed by Doctors. Analysis done as per the data obtained from ninety chemists in different areas in Pune. Drugs used in treatment of ulcer Combination Pan D 40% Omez D 29% Rablet D 31% Rablet D Omez D Pan D EXPLANATION: In Combination category Pan-D contributes 40% of total share and Rablet-D is 2nd Preference that is prescribed by Doctors. In most of the areas in Pune Pan-D shows profitable market as molecules Pantoprazole have less side effects and hence most of the doctors preferred this combination in treatment of ulcer. Omez-D contributes 29% of share and having market in Yerwada and FC road areas. 37
  42. 42. Break-up of anti-emetics drugs in plain category that are surveyed in Pune which are prescribed by Doctors. Analysis done as per the data obtained from ninety chemists in different areas in Pune. Drugs used in treatment of Vomiting and nausea in Pregnancy - Plain Doxila B6 41% Ms Dos 17% Doxinate 42% Doxila B6 Doxinate Ms Dos EXPLANATION: In Plain category Doxinate contributes 42% of total share and Doxila B6 is the 2nd Preference that is prescribed by Doctors. Ms Dos tablets show 17% of total share and hence to launch advanced category drug of this segment, company must need product awareness strategy. In Bibvewadi and Hadapsar, tab. Doxinate has more market share but in Yerwada and Peth’s areas Doxila B6 shows compatible market. Ms Dos drug shows little spread market in all areas in Pune. 38
  43. 43. Break-up of anti-emetics drugs in combination category that are surveyed in Pune which are prescribed by Doctors. Analysis done as per the data obtained from ninety chemists in different areas in Pune. Drugs used in treatment of Vomiting and nausea in Pregnancy - Combination Doxinate Plus 44% Doxila B6 Plus 23% Doxinate OD 33% Doxinate OD Doxila B6 Plus Doxinate Plus EXPLANATION: In Combination category Doxinate Plus contributes 44% of total share and Doxinate OD is 2nd Preference that is prescribed by Doctors. 66 Gyneacologist surveyed to collect this data and analyzed to find out highest selling brands in particular regions of Pune. Doxila B6 plus shows 23% of share but have strong market in Yerwada and FC road areas 39
  44. 44. AREA WISE ANALYSIS OF THE DATA OBTAINED FROM CHEMIST AND DRUGGIST FROM DIFFERENT AREAS IN PUNE OF ANTI-ULCERENT DRUGS Drugs Used in treatment of Ulcer prescribed by doctors 0 200 400 600 800 1000 1200 1400 Bibvewadi MarketYard Hadapsar Yerwada KalyaniNagar KoregaonPark FCRoad NanaPeth RastaPeth SomwarPeth Areas Total sell of prescribed drugs Plain Combination EXPLANATION: Drugs that used in treatment of ulcer are area wise analyzed and plotted above which shows that combination category drugs has more market than plain category. Also Bibvewadi, Hadapsar and Peth’s areas shows highest selling areas in both category of drugs and which means opportunities to make market in that area was high in case of new product launch. About 90 chemists surveyed to collect this information and data analyzed to find most product selling area in Pune. 40
  45. 45. AREA WISE ANALYSIS OF THE DATA OBTAINED FROM CHEMIST AND DRUGGIST FROM DIFFERENT AREAS IN PUNE OF ANTI-EMETICS DRUGS. EXPLANATION: Drugs that used in treatment of vomiting and nausea in pregnancy are area wise analyzed and plotted above which shows that combination category drugs has more market than plain category. Also Bibvewadi, Hadapsar and Peth’s areas shows highest selling areas in both category of drugs and which means opportunities to make market in that area was high in case of new product launch. About 90 chemists surveyed to collect this information and data analyzed to find most product selling area in Pune. 41
  46. 46. OBSERVATIONS AND FINDINGS 42
  47. 47. 4.3 OBSERVATIONS AND FINDINGS • For the treatment of ulcer, the Doctors prefer of 65% combination category of drugs where plain category contribute 35% of total share. • Rablet is most selling product in Plain category showing 25% of share. Pantop, Omez are the direct competitors. Pantagon and Rabecip are some other competitors. • Pantoprazole + Domperidone are the most prescribed molecule in combination category contributes 40% of total share. • For both the products, there is no such particular area where the doctors are aggregated. They are spread over the different areas. • For the treatment of vomiting and nausea in pregnancy, the Doctors Prefer 57% of combination category drugs and 43%of Plain category drugs. • In combination category of anti emetics product, Doxinate plus shows highest share of 42% and Doxilla B6 plus is 2nd choice drug • In plain category Doxinate is most selling product shows 43% share as compare with Doxilla B6 and Ms Dos. 43
  48. 48. • In Pune, Bibvewadi and Hadapsar areas contributes most products selling areas for anti-emetics drugs as compare to other areas. • In all Peth’s and yerwada region areas, anti-ulerant drugs have most selling market than anti-emetics due to most availability of GP’s. 44
  49. 49. CONCLUSION 45
  50. 50. 4.4 CONCLUSION: From the survey of 90 Chemists following conclusion were drawn • Overall there are 6-7 molecules that are used for treatment of ULCER. • In the category of combination of molecules pantoprazole + Domperidone is the dominant molecule, which can be considered as one of the major direct competitor so far available in the market. • Peth areas, Bibvewadi & Hadapsar are growing markets for the new product to be launched. • In anti-emetics drugs, the combination category drugs prescribed by Gyneacologist contribute more, than Physician’s. • Hence it is concluded that in Pune region combination category drugs are more preferred for treatment of vomiting and nausea in pregnancy. • In anti-ulcerant drugs, the plain category drugs prescribed by Gyneacologist contribute less as compared to Physician. 46
  51. 51. • Hence it is concluded that in Pune region combination category drugs are more preferred for treatment of ulcerant diseases. • Quantification and sale of anti-emetics drugs that are used in pregnancy contributes highest in combination category. • Quantification and sale of anti-ulcerant drugs contributes more in combination category as per quantity sold in per week. 47
  52. 52. CHAPTER V SUGGESTIONS AND RECOMMENDATIONS 48
  53. 53. SUGGESTIONS AND RECOMMENDATIONS Resilient should focus on the aspects listed below to ensure a better business:- I. Anti-ulcerant Drugs:- • Sale of RABEPRAZOLE molecule is high as in plain category, so promoting our product in this category will be beneficial. • In case of combination Category Company should launch Pantoprazole + Domperidone combined molecules, which is more profitable sector. • The target customer should be G.P. for the drugs used in treatment of ulcer as more GP’s prescriptions contribute those categories of Drugs. • The company should launch a promotional scheme for retailers’ e.g. 10+ 1-i.e.1 strip free on purchase of 10 strips. • The company can maintain a database of the potential Prescribers and can organize a conference, seminar of the Doctors of a particular region to make them aware about new product and send them bouquet of flowers or a greeting card through the area Med. Rep. on occasions of Anniversaries and Birthdays. 49
  54. 54. II. Anti-emetics Drugs: - • Sale of Doxinate and Doxinate Plus is more in treatment of vomiting and nausea in pregnancy and hence these are more potential competitors to explore market opportunities for new product launch. • • Gyneacologist as well as General Practitioner’s segment need to be • tapped to make them aware about new product & its molecular mode of action on the disorder that are observed during pregnancy. • Company should improve supply chain of value delivery of new product that may display the good distribution of channels, and it strongly needs to business policy. 50
  55. 55. CHAPTER VI LIMITATIONS OF SURVEY 51
  56. 56. LIMITATIONS OF THE SURVEY  The survey was limited for Pune region only.  Random sampling of chemists was done under the market survey.  Due to the restricted time frame the sample size was small. Bigger sample size would have made few aspects more clear.  Sales accounts for Doctor’s prescription as well as over the counter sale.  While interviewing, the response to each question was not possible for few chemists, so it is not possible to get perfect perception of interviewee.  Afternoon time is only the time when retailers entertain, for rest of the time is considered as rush hours; so researcher can target maximum of 7-8 retailers per day. 52
  57. 57. CHAPTER VII ANNEXURE AND APPENDICES 53
  58. 58. QUESTIONNAIRE Summer Project: 2007 Surveyor: Dnyanesh P. Joshi NAME AREA CONTACT NO 1) What are the molecules that are prescribed in treatment of ulcer? Molecules (plain) Avg. sale= no. strips X cost per strip (Per week/month) a. Rabeprazole b. Omeprazole c. Pantoprazole d. Lansoprazole e 2) Which are the brands available for these molecules? Molecules (Plain) Brand name Avg. Sale= no. strips X cost per strip (per week/month) Rabeprazole Omeprazole Pantoprazole 54
  59. 59. Lansoprazole 3) I would like to know the names of the Doctors who prescribes these brands- Brand name Name of the Doctor. Quantity prescribed. (Per week/month) 4) What are the molecules that are prescribed in treatment of ulcer? (In combination) Molecules (Combi.) Avg. sale= no. strips X cost per strip (Per week/month) a. Rabeprazole + Domperidone b. Omeprazole + Domperidone c. Pantoprazole + Domperidone d. Lansoprazole + Domperidone e. 5) Which are the brands available for these molecules? (In combination) Molecules (Plain) Brand name Avg. Sale= no. strips X cost per strip (per week/month) Rabeprazole + Domperidone 55
  60. 60. Omeprazole + Domperidone Pantoprazole + Domperidone 6) I would like to know the names of the Doctors who prescribes these brands- (In combination) Brand name Name of the Doctor. Quantity prescribed. (Per week/month) 7) What are the molecules that are prescribed in treatment of nausea and vomiting in pregnancy? (Plain) Molecules (plain) Avg. sale= no. strips X cost per strip (Per week/month) a. Doxylamine b. c. 8) Which are the brands available for these molecules? Molecules (Plain) Brand name Avg. Sale= no. strips X cost per strip (per week/month) Doxylamine Succinate 56
  61. 61. 9) I would like to know the names of the Doctors who prescribes these brands- Brand name Name of the Doctor Quantity prescribed. (Per week/month) 10) What are the molecules that are prescribed in treatment of nausea and vomiting in pregnancy? (In combination) Molecules (Combi.) Avg. sale= no. strips X cost per strip (Per week/month) a. Doxylamine (10mg) + Pyridoxine (Vit. B6) (10 mg) b. Doxylamine (10mg) + Pyridoxine (10mg)+ Folic Acid (2.5 mg) c. Doxylamine (20mg) +Pyridoxine (20 mg) d. 11) Which are the brands available for these molecules? (In combination) Molecules (combination) Brand name Avg. Sale= no. strips X cost per strip (per week/month) Doxylamine (10mg) + Pyridoxine (Vit. B6) (10 mg Doxylamine (10mg) + Pyridoxine (10mg)+ Folic Acid (2.5 mg) 57
  62. 62. Doxylamine (20mg) +Pyridoxine (20 mg ) 12) I would like to know the names of the Doctors who prescribes these brands- (In combination) Brand name Name of the Doctor Quantity prescribed. (Per week/month) 58
  63. 63. Following is the list of potential customers, which is outcome of my study. Also “finding out potential customer” was my one of the objective. List Of Doctor Gynae. List Of Doctor GP Area Bibvewadi Dr.N.P.Rao-M.D D.G.O Dr.Sacheen Yadav-MD Dr.S.S.Janorkar-DGO Dr.Pradip Joshi Dr.Manasi Joshi MD DGO Dr.Dilip Kale- MBBS Dr.Alkananda Vaidya-MD DGO Dr.Chordiya Dr.Arundhati Kande MBBS DGO Dr.Purohit Dr.Mrs.S.R.Gundecha Dr.Sacheen Yadav-MD Dr.Shama Despande MD DGO Dr.Kiran Gandhi Dr.Ranjana Joshi-MD DGO Dr.Nilesh Gujar-Pade. Dr.Harshal ParasniasMD DGO Dr.Waghmare-GP Dr.Shubhada Jathar -M.D.D.G.O Dr.Kasabekar-MD Dr.Madhuri Kashyap MD DGO Dr.Tejal Gupte Dr.Rajendra Jathar-M.S Dr.Kadam-GP Dr.Bhagali-MD Dr.N.D.Nisal-GP Area Market Yard Dr.Charuchandra Joshi MD DGO Dr.Kasabekar-MD Dr.S.S.Janorkar-DGO Dr.Shah MBBS Dr.Shailaja Kale MD DGO Dr.Sangore Dr.Kalpana Chhajed MD DGO Dr.Chetan Pradhan-GP Dr.Prakash Patil-MBBS Area Hadapsar Dr.Swati Dole MD DGO Dr.Devdar MD Dr.Shyamala Mali MD DGO Dr.Shinde MBBS Dr.Patil-Dule S D MD DGO Dr.Saskure MBBS Dr.Jayashree Gangwani MD DGO Dr.M.Garg MBBS Dr.Shital Shreegiri MD DGO Dr.Lingayat MBBS Dr.Kelkar MBBS DGO Dr.C.N.Chavan MD Dr.Anita Alatkar MD DGO Dr.Anand Rarikar 59
  64. 64. Dr.Jyoti Jalte MD DGO Dr.Dilip Mane MD Dr.S S Dusane DGO Dr.Anil Alatkar MS Dr.Manoj Jalte MD Dr.Ajit Nalawade MBBS Dr.Gayakwad MBBS Dr.Dharmadhikari MD Dr.Jadkar MBBS Dr. S S Patil MBBS Dr.K Krushna MBBS Dr.Salunkhe MBBS Dr.Sanjeev Dole MD Area Pune Camp Dr.Santosh Shidid MD DGO Dr.Rajeev Joshi MD Dr.Mulchandani MD Dr.Raju Bhalerao MBBS Yerwada Dr.Gangla MD DGO Dr.Ghodake MBBS Dr.Vaishali Chaudhari MD DGO Dr.Shekh MBBS Dr.Mrs.Shah MD DGO Dr.Valungkar MD Dr.Sonawane D G. MD DGO Dr.Kiwalkar MD Dr.S K Agrawal MD DGO Dr.Pramod Satpute MBBS Dr.Shubha Sewani MD DGO Dr.Mukadam MBBS Dr.Dole-Patil MD DGO Dr.Shusma Yeole MD DGO Area Korgaon Park Dr.Mrs.Phulpagare MD DGO Dr.Desai Gaurav MD INLAX HOSPITAL Dr.Advani MD Dr.Kamran GP Dr.Anwar GP Dr.Jakare INLAX HOSPITAL Area Kalyani Nagar Dr.Shubha Sewani MD DGO Dr.Raj Sewani MD Dr.Mrs.Shah MD DGO Dr.Paradkar MD DGO Area F C Road Dr.Rahul Damale MD DGO Dr. Runawal MD Dr.Vikram Kulkarni MD DGO Dr.Milind Desai MDS Dr.Vishkha Kulkarni MD DGO Area 60
  65. 65. Peth's Dr.Snehal Aware DGO Dr.Ambike GP Dr.Anuradha Mulay MD DGO Dr. Kamat MBBS DR.Renu Relwani MDDGO Dr.Arun Joshi MBBS Dr.Priya Badve MD DGO Dr.Kapuswala BAMS Dr.S S Kagli MD DGO Dr.P T Gaykwad MD Dr.Vinesh Nagare MD DGO Dr. Sandip Kirad MBBS Dr.Pallavi Kaluskar MD DGO Dr.Arvind Kulkarni MD Dr. Sunita Tandulwadkar MD DGO Kamala Nehru Hospital Dr.Shabana Menon MBBS DGO Dr.Manish Kulkarni MD Dr. Madhuri Kulkarni MD DGO Dr.shubodh Bhade MBBS Dr.Sanjay Shah MBBS DGO Dr.Rajan Patel BHMS Dr.Vishwas Baroe MBBS Dr.Meenal Sowani MBBS Dr.Sunil Rajore MBBS Dr.Saresh Parasnis MD GLOSSARY Med.Rep - Medical Representative GP - General Practitioner q.s. - Quantity sufficient I.P - Indian Pharmacopoeia U.S.P - United State Pharmacopoeia mg - milligram Bibliography: 1) Research Methodology Methods and Techniques II Edition C.R.Kothari 2) Customer Relationship Management: A Key to Corporate Success V.Venkata Ramanna G.Somayajulu 3) Marketing Management 11 Edition Philip Kotler 61
  66. 66. Internet source www.resilientindia.com www.pharmabiz.com 62

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