A study on market activation of Aseptoman and Claeniept liquid in nagpur region

1. A Study On Market Activation Of Aseptoman
And Cleanisept Liquid In Nagpur Region.
Submitted By:
Nikhil Deshmukh
HRD1613153
1A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region
Undertaken at
PGDM
Sales & Marketing

2. AGENDA
• Company Profile
• Internship role
• Objective Of Study
• Research Methodology
• Data Analysis And Interpretation
• Findings
• Key Learning & Limitation
2A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region

3. COMPANY PROFILE
3
Type Private limited company
Founded 2014
Head office Pune
Key people Mr. Vishal Oswal –M.D.,
CEO
Industry Pharmaceutical
Products Hygiene and disinfection
Website www.schumacher-
online.com
Source: www.schumacher-online.com
• Dr. Schumacher GmbH was founded by Dr. Henning
Schumacher in 1978.
• Headquarter – Malsfeld, Germany
• With exports to 68 countries, Dr. Schumacher GmbH aims
for further internationalization.

4. Product Profile
A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region 4
Aseptoman Cleanisept liquid

5. INTERNSHIP ROLE
• Role – Management Trainee
• Gather information about Market Segment.
• Collect data from hospitals , food industry, and hotels.
• Fixed an appointments with target customer
• Create product & brand awareness of Aseptoman & Cleanisept liquid in Nagpur
market.
• Also discuss with dealer regarding for quotations and other product delivery.
5A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region
HotelsFood
industries
Hospitals
(Grade -
A,B)

6. OBJECTIVE OF STUDY
Primary objective:
Identify the effective medium for creating brand awareness and purchase behaviour of
market segment regarding to disinfectant products.
6
 Secondary objective:
• Find out the monthly expenditure to disinfectant products of various market segments
• Which are the major competitor in Nagpur market and their market share.
• Numbers of customer want to Switch from existing brand to Dr. Schumacher Products.
A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region

7. HYPOTHESIS
H0: Respondent do not prefer quality over parameter while
Purchase Disinfectant products.
H1: Respondent prefer quality over other parameter while
Purchase disinfectant products.
7A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region

8. RESEARCH METHODOLOGY
Research Design : Exploratory Research
Data Source : Primary Data
Primary Data Collection : Survey Method
Primary Data Collection Instrument : Questionnaire/Personal interview
Sampling methods and techniques : Convenience Sampling
Sample Size : 40
Districts Covered : 1 Districts
A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region 8

9. ANALYSIS
1. Friedman test
9A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region
Friedman test output for mean rank of parameter
Test Statistics Output at 95% C.I

10. ANALYSIS
A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region 10
Fig. SPSS Output For Effective Medium for Brand Awareness

11. A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region 11
Graph. - Media used by market segment regarding to disinfectant product.
Question – Which Media from following help you to buy Medical products?

12. A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region 12
Graph – Factor influence new product Decision.
Question – Which of the following parameters help you for purchase disinfectant products?

13. A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region 13
15
9
11
5
0 2 4 6 8 10 12 14 16
Products from bigger company with wider
distribution
Products with various companies with quality
and Products Specifications
Products belonging to companies with good
brand images
Product with proper quality and lesser Price
Question- Which of the following parameter may attract you most while purchasing disinfectants
products?

14. 14Market share analysis of Alcoholic hand disinfectant and Surface disinfectant products
10%
50%
19%
16%
5%
Market Share of Surface disinfectant
products
Stericlean Enzymatic cleaner
Dettol Fragrance cleaner
Other
65%
5%
18%
8%
3% 3%
Alcoholic Handrub disinfectant used in
hospital of Nagpur.
Sterillium Sterimill
3M Avagard Saniscrub E
Chemical Composition Sterizen

15. A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region 15
No. of respondent switch to Dr. Schumacher products.
Maybe
22%
No
10%
Yes
68%
Question - Would you purchase Aseptoman and Cleanisept if it was available at same price range that
of your preferred product

16. A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region 16
Monthly expenditure of Disinfectant products. Specially Hand rub and surface Disinfection
0%
17.50%
22.50%
35.00%
25.00%
0%
5%
10%
15%
20%
25%
30%
35%
40%
1000-2000 2000-3000 3000-4000 4000-5000 5000+
Question - How much would you spend on a Disinfectant Products ?(monthly)

17. FINDINGS
1. Effective medium for creating brand awareness.
- Direct selling Via Sales Person or Medical Representative.
2. Purchase Behaviour of Market segments.
- Market segment attract to new product Via used of Product sample
Similarly Special quotation will also increase new product purchase decision.
3. Monthly expenditure of various markets segments
- Most of the market segments the monthly budget of disinfection control is 4000-
5000.
17A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region

18. 4. Competitor present in Nagpur market and their market share.
Sterillium has highest market share 65% in Nagpur market while Enzymatic
cleaner has market share 50%.
5. Number of customer want to switch from existing brand to Dr. Schumacher products.
From total 40 respondents 27 respondents will switch to Dr. Schumacher
products i.e. 68%
A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region 18

19. RECOMMENDATION
1. Company should appoint dealer to Nagpur region and full time employee to carry forward the marketing
efforts.
2. Company should provide products comparison chart to employee which help to show comparison of
product with respect to other products in term of price, quantity, contact time.
3. The base price of products should be increase and make available products to industry at higher discounts
rate.
4. The company should increase market awareness activity which help them to increase the sale
5. The product packaging of Aseptoman (alcoholic hand disinfectant) should make transparent.
6. Demonstration of product used (such as fogging technique) should conducted to improve product
perception.
19A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region

20. KEY LEARNING
• Relationship building – How to Maintain relationship with Dealer, Doctors, Store In
charge.
• Knowledge of the field - How to deal in B2B market, Disinfectant industry.
( Prepare quotation, Feedback calls).
• Time management – Manage time to cover target audience and follow up process.
• Marketing Activity- How to conduct Marketing Activity in Medical Industry., Product
demonstration
A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region 20

21. LIMITATION
• It was difficult to complete entire market segments in 2 months.
• Secondary data about consumer, market segments, competitor reference to Nagpur division
was unavailable.
• It is difficult to get data from market segments regarding to available products, quotations,
margins etc.
A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region 21
FUTURE SCOPE
• Market penetration level is high.
• Now the hospitals, food industries and hotels are more aware about using disinfectant
products. Hence the disinfectant market has wide scope in future days.

22. REFERENCES
A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region 22
TEXTBOOKS:
• Marketing Management by Philip Kotler (2016). 15th edition.
• Market Research by Rajendra Nargundkar published by McGraw-Hill companies.
WEBSITES:
• www.schumacher-online.com
• www.carehospitals.com
• www.suretechhospitals.com
• www.haldiramfoods.com
• Company booklet and products manuals.

23. 23A Study On Market Activation Of Aseptoman And Cleanisept Liquid In Nagpur Region