The document is a market survey report prepared by Mitesh Shah for Troikaa Pharmaceutical Ltd. It analyzes the market for Azithromycin and Amoxicillin with Clavulanic acid in Ahmedabad. The report includes an industry analysis, company analysis, project details, data analysis and conclusions. The data analysis finds the main indications doctors prescribe the drugs for, the market share of top brands, pricing and promotional schemes given to chemists. The market leader for Azithromycin is found to be Azithral while for Amoxicillin with Clavulanic acid it is Augmentin Duo.
This document discusses various marketing strategies for pharmaceutical products. It begins with defining key terminology related to drugs, such as generic, branded, patented, and over-the-counter medicines. It then outlines general marketing strategies such as market expansion, market share growth, niche markets, and market exit. Specific strategies for market leaders, challengers, followers, and niche players are also discussed. The document also covers marketing strategies over the different stages of the product lifecycle from introduction to growth, maturity, and decline. Finally, it discusses elements of the pharmaceutical marketing mix including product, price, promotion, and place.
This document provides a brand plan for the launch of KOF-FREE, a combination drug containing salbutamol, ambroxol, and guaifenesin. The brand plan outlines the total market size and growth rate for the drug category. It analyzes competitors and sets sales targets for the launch year. The promotional strategy includes visual aids, samples, and activities targeting pediatricians, chest specialists, and general practitioners. Financial projections estimate first year sales of Rs. 20.21 lakhs and profit after accounting for promotional expenses and costs. The long term objective is to gain 1% market share in the launch year and be a top 5 brand by 2020.
The document discusses launching a new Itraconazole brand called Brintra. It analyzes the large and growing anti-fungal market in India, noting Itraconazole is the top prescribed drug. It examines competitors and finds the top brands have low prices and broad prescriber reach. The SWOT analysis notes strengths in market size and demand, but weaknesses in an overcrowded market. It suggests positioning Brintra through a new formulation technology and price advantage to effectively compete.
The best brand plan any Post Graduate could prepared is here. This covers with all the aspects from competitor analysis to positioning statement to promatograms. This best brand plan can lead to your success in your career.
Clacef( cefuroxime + clavulanic acid) presentationSultan Mahmud
This document provides information about the presentation of the drug Clacef® tablet. It begins with introducing the drug and contact information for the product executive. It then provides background on antibiotics in general, how they work, what they are used to treat. It discusses cephalosporins specifically, their classification and mechanism of action. It describes cefuroxime, clavulanic acid, and how their combination works to overcome antibiotic resistance from beta-lactamase producing bacteria. The document reviews indications for Clacef® and provides market analysis data on cefuroxime-containing brands. It concludes with actions to take to promote Clacef® to doctors and ensure proper stocking in pharmacies.
This document outlines a 10 step marketing plan for Zykast, a new antihistamine/antiallergic drug intended for doctors treating patients over 15 with allergy and asthma symptoms. The plan targets these doctors and analyzes the market, competitors, promotional strategies, and positioning of Zykast to fulfill an unmet need for an affordable, effective treatment with minimal side effects. Key competitors and differentiators are identified. The overall market is estimated at $11.9 billion growing 3% annually.
This document summarizes immunostimulant drugs and immunotherapy. It describes the innate and adaptive immune response and lists immunostimulant microbial products like BCG that boost immune function. Immunostimulant drugs include cytokines, thalidomide, and levamisole. Immunotherapy methods covered are active and passive vaccination, adoptive cell transfer, and cell-based vaccination. The document provides details on specific immunostimulant drugs and their uses and side effects.
This document discusses various marketing strategies for pharmaceutical products. It begins with defining key terminology related to drugs, such as generic, branded, patented, and over-the-counter medicines. It then outlines general marketing strategies such as market expansion, market share growth, niche markets, and market exit. Specific strategies for market leaders, challengers, followers, and niche players are also discussed. The document also covers marketing strategies over the different stages of the product lifecycle from introduction to growth, maturity, and decline. Finally, it discusses elements of the pharmaceutical marketing mix including product, price, promotion, and place.
This document provides a brand plan for the launch of KOF-FREE, a combination drug containing salbutamol, ambroxol, and guaifenesin. The brand plan outlines the total market size and growth rate for the drug category. It analyzes competitors and sets sales targets for the launch year. The promotional strategy includes visual aids, samples, and activities targeting pediatricians, chest specialists, and general practitioners. Financial projections estimate first year sales of Rs. 20.21 lakhs and profit after accounting for promotional expenses and costs. The long term objective is to gain 1% market share in the launch year and be a top 5 brand by 2020.
The document discusses launching a new Itraconazole brand called Brintra. It analyzes the large and growing anti-fungal market in India, noting Itraconazole is the top prescribed drug. It examines competitors and finds the top brands have low prices and broad prescriber reach. The SWOT analysis notes strengths in market size and demand, but weaknesses in an overcrowded market. It suggests positioning Brintra through a new formulation technology and price advantage to effectively compete.
The best brand plan any Post Graduate could prepared is here. This covers with all the aspects from competitor analysis to positioning statement to promatograms. This best brand plan can lead to your success in your career.
Clacef( cefuroxime + clavulanic acid) presentationSultan Mahmud
This document provides information about the presentation of the drug Clacef® tablet. It begins with introducing the drug and contact information for the product executive. It then provides background on antibiotics in general, how they work, what they are used to treat. It discusses cephalosporins specifically, their classification and mechanism of action. It describes cefuroxime, clavulanic acid, and how their combination works to overcome antibiotic resistance from beta-lactamase producing bacteria. The document reviews indications for Clacef® and provides market analysis data on cefuroxime-containing brands. It concludes with actions to take to promote Clacef® to doctors and ensure proper stocking in pharmacies.
This document outlines a 10 step marketing plan for Zykast, a new antihistamine/antiallergic drug intended for doctors treating patients over 15 with allergy and asthma symptoms. The plan targets these doctors and analyzes the market, competitors, promotional strategies, and positioning of Zykast to fulfill an unmet need for an affordable, effective treatment with minimal side effects. Key competitors and differentiators are identified. The overall market is estimated at $11.9 billion growing 3% annually.
This document summarizes immunostimulant drugs and immunotherapy. It describes the innate and adaptive immune response and lists immunostimulant microbial products like BCG that boost immune function. Immunostimulant drugs include cytokines, thalidomide, and levamisole. Immunotherapy methods covered are active and passive vaccination, adoptive cell transfer, and cell-based vaccination. The document provides details on specific immunostimulant drugs and their uses and side effects.
Pharmaceutical marketing by vikram mathariyaAshish Agrawal
This document provides an overview of pharmaceutical marketing. It discusses key concepts like defining a market, the importance of marketing and market research, and how pharmaceutical marketing is similar to but also differs from general marketing due to physicians making drug selection decisions. The document also outlines several core functions of marketing like buying, selling, transportation, storage, financing, and risk taking. It provides details on how these functions apply to pharmaceutical marketing and distribution.
Cefuroxime axetil is a broad-spectrum cephalosporin antibiotic used orally to treat bacterial infections like pneumonia, bronchitis, ear infections, and skin infections. It is absorbed and broken down into the active form cefuroxime. Common side effects include diarrhea, abdominal pain, rash, and headache. Pseudomembranous colitis has been associated with cefuroxime axetil use and other broad-spectrum antibiotics, so its diagnosis should be considered in patients who develop diarrhea after use. Multiple pharmaceutical companies in Bangladesh produce and market various cefuroxime axetil formulations, with prices varying between different manufacturers.
1) The document discusses pharmaceutical product marketing and sales. It describes the pharmaceutical company organizational structure and key departments.
2) It explains that in the pharmaceutical industry, doctors act as customers by identifying patient needs and prescribing products, while patients are the consumers who use the products. Selling involves promoting products to doctors rather than directly to patients.
3) The roles of different customers in the pharmaceutical supply chain are discussed, including doctors who prescribe, chemists who dispense prescriptions, and stockists who supply products to chemists. Pharmaceutical marketing professionals work to promote their products to doctors as the indirect customers who influence which treatments patients receive.
The document provides an overview of the global and Indian pharmaceutical industries and pharmaceutical marketing. It discusses how pharmaceutical companies research and develop new drugs, the large market size and top companies globally and in India, India's role as a major exporter of generic drugs, and common marketing strategies used in India's prescription-driven branded generic market, which involve establishing relationships with doctors who are the key decision-makers through regular visits and promotion by marketing representatives.
- The document provides sales forecasts for Esoz 20, an esomeprazole magnesium tablet, for the first year in quarterly projections. It estimates sales of Rs. 2.5 crore for the year with sales increasing each month and quarter as penetration increases.
- A promotional budget of Rs. 30 lakh is allocated equally across the 4 quarters to market the brand to gastroenterologists, general physicians, surgeons and gynaecologists in metro and class 1/2 cities.
- Key activities include product sampling, branding materials, and print advertisements. Pricing is set at Rs. 15.93 per tablet with a company margin of 60% after trade discounts.
This document discusses strategies for launching new pharmaceutical brands. It outlines that successful product launching depends on coordination across functions. The purpose is to build sales. A launching strategy consists of marketing decisions, activities, and product attributes to present the product to its target market. The objectives are to generate income. Key aspects of launching strategy include being first to market, a first follower, or delayed entrant. Marketing decisions include market entry strategy, product positioning, and marketing mix. Strategic decisions involve company strategy, product strategy, market strategy, and competitive strategy. Tactical decisions involve the marketing mix of product, price, promotion, and distribution. Success depends on customer performance, financial performance, and technical performance. The document provides details on various strategic
The document discusses marketing strategies for branded and generic antibiotics, focusing on Clamoxyl, an amoxicillin antibiotic. It summarizes that Clamoxyl was initially very successful due to heavy promotion, but faced increased competition from generic amoxicillin and combination antibiotics like Augmentin over time. Government regulation in France aimed to reduce drug costs by encouraging generic substitution, which contributed to Clamoxyl's declining market share in the late 1990s. The document provides historical context on antibiotic development and details marketing approaches across the pharmaceutical industry in France.
This document provides an overview and marketing plan for the launch of the new PPI drug Esomeprazole. The summary is:
1) Esomeprazole is aiming to target the large and growing PPI drug market by positioning itself as the most advanced PPI with higher bioavailability and safety.
2) The marketing plan includes pre-launch market research, targeting physicians and pharmacists with differentiated positioning messages emphasizing Esomeprazole as the "first choice" PPI.
3) Tactics will include sequential physician visits, message-related promotions, and a focus on tenders, competitions management, and direct-to-customer and consumer campaigns. The goal is to achieve the
Nimalox is a non steroidal anti inflammatory drug with
analgesic and antipyretic properties and cox-2
selective inhibition
it's a study to re-branding Nimalox
MBA Cairo University
This document provides information about the drug Aladin, which contains fexofenadine hydrochloride as an active ingredient. Fexofenadine is a non-sedating antihistamine that works by antagonizing the H1 receptor. Aladin is indicated for seasonal allergic rhinitis and chronic idiopathic urticaria. It has fewer side effects than first generation antihistamines like drowsiness since it does not readily cross the blood-brain barrier. The document reviews the pharmacokinetics, dosage, adverse effects, drug interactions, and precautions of Aladin. It also presents the market size and competitors of Aladin formulations containing 120mg and 180mg of fexof
This document provides a brand plan for launching Brand-X (Clopidogrel 75mg) in the Bangalore market. It includes a market analysis of the anti-platelet drug market in India, a SWOT analysis of Brand-X, and secondary sales planning for 2015-2017 with targets to increase sales each year. The document also outlines pre-launch and post-launch strategies for engaging doctors and pharmacies in Bangalore. It proposes tracking sales performance and providing field motivation programs to incentivize sales representatives.
This document defines detailing and provides guidelines for effective detailing. Detailing involves a pre-planned communication by pharmaceutical companies to educate physicians about products and influence prescriptions. It should include approved scientific information and benefits. Effective detailing has 9 commands including using the right text and voice, maintaining eye contact, and managing time. Elements include the representative, visual aids, and script. The example script provided details a product called GECLOX for various infections. Qualities of an effective detailing agent include personality, product knowledge, and being professional.
Sulfonamides and cotrimoxazole are classes of antibiotics that work by inhibiting the enzyme dihydropteroate synthase, interrupting the biosynthesis of nucleic acids. Cotrimoxazole is a combination of trimethoprim and sulfamethoxazole that have synergistic antibacterial effects through sequential blockade in bacterial folate metabolism. It has broad spectrum activity against both gram-positive and gram-negative bacteria. Common adverse effects include hypersensitivity reactions. The drugs are well absorbed orally and have a volume of distribution that allows penetration into tissues and body fluids.
This document discusses Retail Chemist Prescription Audit (RCPA) which is a process used by pharmaceutical sales representatives to gather prescription data from chemists and doctors. The key steps in RCPA include identifying potential customers, assessing their prescription preferences and shares, and maintaining a core doctor list. RCPA facilitates effective product promotion by helping reps detail the right products, sample the right products, and give the right information to validate their support. RCPA involves choosing the right chemist and time to visit, asking open-ended questions, and tabulating prescription data to develop call strategies and convert information into quantifying prescription demand.
The document discusses over-the-counter (OTC) drugs in India. It states that OTC drugs do not require a prescription and include drugs not listed as prescription-only. Prescription-only drugs are listed in Schedules H and X and require medical supervision. Drugs in Schedule G require labels stating they are dangerous without medical oversight. The Indian OTC market was worth $1.8 billion in 2009 and is projected to grow 10-12% over 5 years. Common OTC products include digestives, analgesics, and vitamins.
Quinolones were first developed in the 1960s and can be classified into generations based on their antimicrobial activity. First generation quinolones were active against gram-negative bacteria but not Pseudomonas. Later generations showed increased activity against gram-positive pathogens and mycobacteria. Quinolones act by inhibiting bacterial DNA gyrase and topoisomerase IV, blocking DNA synthesis. They are potent against a variety of bacteria including E. coli, Salmonella, and Staphylococcus. However, resistance may develop via mutations in genes encoding DNA gyrase/topoisomerase IV or active drug transport.
Promotional activities of pharmaceutical industryAbdu Nasir H
This document discusses promotional activities of the pharmaceutical industry. It defines promotion as activities to encourage product sales and describes the pharmaceutical representative's role in visiting medical practitioners to promote drugs. There are four main types of promotional activities: advertising, personal selling, sales promotion, and public relations. Personal selling through pharmaceutical representatives meeting with doctors is identified as the most influential promotional method. The document also discusses three examples of effective promotional practices: engaging commercial advertising agents to design campaigns, using detailing techniques to improve prescribing, and pharmaceutical representatives being most influential in changing prescribing behaviors.
This document outlines a patent infringement case between AstraZeneca and Ranbaxy regarding AstraZeneca's heartburn medication Nexium. It provides background on both parties and how Ranbaxy sought approval for a generic version. It describes how AstraZeneca sued Ranbaxy for patent infringement, triggering a 30 month stay of FDA approval for Ranbaxy. It then summarizes how AstraZeneca later settled litigation with Ranbaxy and other generic manufacturers, agreeing to drop lawsuits in exchange for the generics admitting patent validity and delaying market entry until May 2014.
Pharmaceutical marketing by vikram mathariyaAshish Agrawal
This document provides an overview of pharmaceutical marketing. It discusses key concepts like defining a market, the importance of marketing and market research, and how pharmaceutical marketing is similar to but also differs from general marketing due to physicians making drug selection decisions. The document also outlines several core functions of marketing like buying, selling, transportation, storage, financing, and risk taking. It provides details on how these functions apply to pharmaceutical marketing and distribution.
Cefuroxime axetil is a broad-spectrum cephalosporin antibiotic used orally to treat bacterial infections like pneumonia, bronchitis, ear infections, and skin infections. It is absorbed and broken down into the active form cefuroxime. Common side effects include diarrhea, abdominal pain, rash, and headache. Pseudomembranous colitis has been associated with cefuroxime axetil use and other broad-spectrum antibiotics, so its diagnosis should be considered in patients who develop diarrhea after use. Multiple pharmaceutical companies in Bangladesh produce and market various cefuroxime axetil formulations, with prices varying between different manufacturers.
1) The document discusses pharmaceutical product marketing and sales. It describes the pharmaceutical company organizational structure and key departments.
2) It explains that in the pharmaceutical industry, doctors act as customers by identifying patient needs and prescribing products, while patients are the consumers who use the products. Selling involves promoting products to doctors rather than directly to patients.
3) The roles of different customers in the pharmaceutical supply chain are discussed, including doctors who prescribe, chemists who dispense prescriptions, and stockists who supply products to chemists. Pharmaceutical marketing professionals work to promote their products to doctors as the indirect customers who influence which treatments patients receive.
The document provides an overview of the global and Indian pharmaceutical industries and pharmaceutical marketing. It discusses how pharmaceutical companies research and develop new drugs, the large market size and top companies globally and in India, India's role as a major exporter of generic drugs, and common marketing strategies used in India's prescription-driven branded generic market, which involve establishing relationships with doctors who are the key decision-makers through regular visits and promotion by marketing representatives.
- The document provides sales forecasts for Esoz 20, an esomeprazole magnesium tablet, for the first year in quarterly projections. It estimates sales of Rs. 2.5 crore for the year with sales increasing each month and quarter as penetration increases.
- A promotional budget of Rs. 30 lakh is allocated equally across the 4 quarters to market the brand to gastroenterologists, general physicians, surgeons and gynaecologists in metro and class 1/2 cities.
- Key activities include product sampling, branding materials, and print advertisements. Pricing is set at Rs. 15.93 per tablet with a company margin of 60% after trade discounts.
This document discusses strategies for launching new pharmaceutical brands. It outlines that successful product launching depends on coordination across functions. The purpose is to build sales. A launching strategy consists of marketing decisions, activities, and product attributes to present the product to its target market. The objectives are to generate income. Key aspects of launching strategy include being first to market, a first follower, or delayed entrant. Marketing decisions include market entry strategy, product positioning, and marketing mix. Strategic decisions involve company strategy, product strategy, market strategy, and competitive strategy. Tactical decisions involve the marketing mix of product, price, promotion, and distribution. Success depends on customer performance, financial performance, and technical performance. The document provides details on various strategic
The document discusses marketing strategies for branded and generic antibiotics, focusing on Clamoxyl, an amoxicillin antibiotic. It summarizes that Clamoxyl was initially very successful due to heavy promotion, but faced increased competition from generic amoxicillin and combination antibiotics like Augmentin over time. Government regulation in France aimed to reduce drug costs by encouraging generic substitution, which contributed to Clamoxyl's declining market share in the late 1990s. The document provides historical context on antibiotic development and details marketing approaches across the pharmaceutical industry in France.
This document provides an overview and marketing plan for the launch of the new PPI drug Esomeprazole. The summary is:
1) Esomeprazole is aiming to target the large and growing PPI drug market by positioning itself as the most advanced PPI with higher bioavailability and safety.
2) The marketing plan includes pre-launch market research, targeting physicians and pharmacists with differentiated positioning messages emphasizing Esomeprazole as the "first choice" PPI.
3) Tactics will include sequential physician visits, message-related promotions, and a focus on tenders, competitions management, and direct-to-customer and consumer campaigns. The goal is to achieve the
Nimalox is a non steroidal anti inflammatory drug with
analgesic and antipyretic properties and cox-2
selective inhibition
it's a study to re-branding Nimalox
MBA Cairo University
This document provides information about the drug Aladin, which contains fexofenadine hydrochloride as an active ingredient. Fexofenadine is a non-sedating antihistamine that works by antagonizing the H1 receptor. Aladin is indicated for seasonal allergic rhinitis and chronic idiopathic urticaria. It has fewer side effects than first generation antihistamines like drowsiness since it does not readily cross the blood-brain barrier. The document reviews the pharmacokinetics, dosage, adverse effects, drug interactions, and precautions of Aladin. It also presents the market size and competitors of Aladin formulations containing 120mg and 180mg of fexof
This document provides a brand plan for launching Brand-X (Clopidogrel 75mg) in the Bangalore market. It includes a market analysis of the anti-platelet drug market in India, a SWOT analysis of Brand-X, and secondary sales planning for 2015-2017 with targets to increase sales each year. The document also outlines pre-launch and post-launch strategies for engaging doctors and pharmacies in Bangalore. It proposes tracking sales performance and providing field motivation programs to incentivize sales representatives.
This document defines detailing and provides guidelines for effective detailing. Detailing involves a pre-planned communication by pharmaceutical companies to educate physicians about products and influence prescriptions. It should include approved scientific information and benefits. Effective detailing has 9 commands including using the right text and voice, maintaining eye contact, and managing time. Elements include the representative, visual aids, and script. The example script provided details a product called GECLOX for various infections. Qualities of an effective detailing agent include personality, product knowledge, and being professional.
Sulfonamides and cotrimoxazole are classes of antibiotics that work by inhibiting the enzyme dihydropteroate synthase, interrupting the biosynthesis of nucleic acids. Cotrimoxazole is a combination of trimethoprim and sulfamethoxazole that have synergistic antibacterial effects through sequential blockade in bacterial folate metabolism. It has broad spectrum activity against both gram-positive and gram-negative bacteria. Common adverse effects include hypersensitivity reactions. The drugs are well absorbed orally and have a volume of distribution that allows penetration into tissues and body fluids.
This document discusses Retail Chemist Prescription Audit (RCPA) which is a process used by pharmaceutical sales representatives to gather prescription data from chemists and doctors. The key steps in RCPA include identifying potential customers, assessing their prescription preferences and shares, and maintaining a core doctor list. RCPA facilitates effective product promotion by helping reps detail the right products, sample the right products, and give the right information to validate their support. RCPA involves choosing the right chemist and time to visit, asking open-ended questions, and tabulating prescription data to develop call strategies and convert information into quantifying prescription demand.
The document discusses over-the-counter (OTC) drugs in India. It states that OTC drugs do not require a prescription and include drugs not listed as prescription-only. Prescription-only drugs are listed in Schedules H and X and require medical supervision. Drugs in Schedule G require labels stating they are dangerous without medical oversight. The Indian OTC market was worth $1.8 billion in 2009 and is projected to grow 10-12% over 5 years. Common OTC products include digestives, analgesics, and vitamins.
Quinolones were first developed in the 1960s and can be classified into generations based on their antimicrobial activity. First generation quinolones were active against gram-negative bacteria but not Pseudomonas. Later generations showed increased activity against gram-positive pathogens and mycobacteria. Quinolones act by inhibiting bacterial DNA gyrase and topoisomerase IV, blocking DNA synthesis. They are potent against a variety of bacteria including E. coli, Salmonella, and Staphylococcus. However, resistance may develop via mutations in genes encoding DNA gyrase/topoisomerase IV or active drug transport.
Promotional activities of pharmaceutical industryAbdu Nasir H
This document discusses promotional activities of the pharmaceutical industry. It defines promotion as activities to encourage product sales and describes the pharmaceutical representative's role in visiting medical practitioners to promote drugs. There are four main types of promotional activities: advertising, personal selling, sales promotion, and public relations. Personal selling through pharmaceutical representatives meeting with doctors is identified as the most influential promotional method. The document also discusses three examples of effective promotional practices: engaging commercial advertising agents to design campaigns, using detailing techniques to improve prescribing, and pharmaceutical representatives being most influential in changing prescribing behaviors.
This document outlines a patent infringement case between AstraZeneca and Ranbaxy regarding AstraZeneca's heartburn medication Nexium. It provides background on both parties and how Ranbaxy sought approval for a generic version. It describes how AstraZeneca sued Ranbaxy for patent infringement, triggering a 30 month stay of FDA approval for Ranbaxy. It then summarizes how AstraZeneca later settled litigation with Ranbaxy and other generic manufacturers, agreeing to drop lawsuits in exchange for the generics admitting patent validity and delaying market entry until May 2014.
Brief introduction to the STP process - A marketing strategy is based on expected customer behavior in a certain market. In order to know the customer and its expected buying process of segmenting, targeting and positioning is needed.
This document provides information about the active pharmaceutical ingredient carvedilol. It discusses the history, structure, properties, uses, manufacturing process, safety and environmental considerations, pricing, and market demand for carvedilol. Carvedilol was discovered by Robert Ruffolo and is commonly used to treat congestive heart failure and high blood pressure by blocking norepinephrine receptors in the heart. Common side effects include dizziness, fatigue, and diarrhea. The manufacturing process involves steps like sifting, mixing, granulating, drying, milling and blending. Safety measures are needed to reduce worker exposure during production.
This document summarizes clinical studies comparing the effects of carvedilol and metoprolol in patients with myocardial infarction (MI) and heart failure (HF). Several studies found that carvedilol improved outcomes more than metoprolol, reducing mortality, improving quality of life, and decreasing hospital readmissions in post-MI and HF patients. Carvedilol's multi-receptor blocking properties allow it to provide better sympatholytic effects than metoprolol. The document concludes that carvedilol is a better choice than metoprolol for treating patients with MI or HF.
This document outlines a 10 step marketing plan for Aforvir, an affordable antihistamine medication for children. The target market is physicians who treat allergies in children aged 6 months to 5 years. Aforvir will position itself as effective, affordable, and pleasant tasting compared to competitors. Key elements of the marketing plan include an emotional promotional campaign centered on reuniting children with pets, competitive pricing, and regular physician representative visits to promote Aforvir. The overall antihistamine market is valued at $116 million growing at 16% annually, and the goal is for Aforvir to gain a larger share through this marketing strategy.
Clavulanic acid is a β-lactamase inhibitor discovered from Streptomyces clavuligerus. It is used in combination with β-lactam antibiotics like amoxicillin to restore their effectiveness against β-lactamase producing bacteria. Clavulanic acid inactivates β-lactamases non-competitively but has weak antibacterial activity itself. Other β-lactamase inhibitors discussed are sulbactam, tazobactam, which have different spectrums of activity and inhibition profiles against various classes of β-lactamases. The development of β-lactamase inhibitors was an important strategy to overcome resistance arising
This document provides an overview of antibiotics, including their history, classification, mechanisms of action, and principles of administration. It discusses how antibiotics are classified based on their targets in bacteria and spectra of activity. Common antibiotics are also reviewed, along with how bacteria can develop resistance through modifications to antibiotic targets, altered uptake or efflux, and antibiotic inactivation through enzymes. Proper dosing, timing, route, and monitoring of patients are important to achieve the desired therapeutic effects of antibiotics.
This document discusses levocetirizine and montelukast fixed dose combination for the treatment of allergic rhinitis. It provides background on allergic rhinitis and the role of leukotrienes in causing inflammation. Newer generation oral antihistamines like levocetirizine are recommended as first-line treatment. Montelukast is an anti-leukotriene agent that acts on the cysteinyl leukotriene receptor. The document examines the market for fixed dose combinations of levocetirizine and montelukast in India, finding it is growing rapidly at 69% annually with Montair-LC as the current leading brand. Major prescribers of the fixed dose
Antibiotics are drugs derived from microorganisms that are used to treat bacterial infections by killing or stopping the growth of bacteria. Alexander Fleming discovered penicillin in 1928 when he observed that a mold that had contaminated a culture plate was releasing a substance that was killing the surrounding bacteria. Penicillin was the first widely used antibiotic and revolutionized medicine, but bacteria have increasingly developed resistance requiring new antibiotics to be discovered and developed.
Amoxil vs. Augmentin compares the antibiotics amoxicillin and amoxicillin/clavulanate. Amoxil contains only amoxicillin, which stops bacterial cell wall synthesis. Augmentin combines amoxicillin with clavulanate, which stops bacterial beta-lactamase. Augmentin is more expensive and has more side effects than Amoxil. Both antibiotics are well absorbed, partially metabolized in the liver, and mainly excreted in urine.
Benadryl cough syrup seeks to determine growth opportunities in rural markets. It was previously an Rx drug but switched to OTC. This resulted in fewer distributors and retailers carrying the brand. The document outlines problems at the company, distributor, and consumer levels including negative publicity, lack of promotion, and consumer unawareness. Suggestions include medical camps to educate consumers, social tie-ups with local clinics, incentives like branded masks, and various promotional methods like wall paintings, tickers, and tie-ins with local media and festivals to increase awareness and trust in the brand in rural areas.
The document discusses rural marketing strategies for pharmaceutical companies in India. It notes that while the rural population accounts for 70% of India, rural markets only contribute 21% to the total pharmaceutical market. Elder Pharmaceuticals has launched a dedicated rural division called "Elvista" to expand their network in rural areas. Elvista aims to cover over 5 lakh doctors and 1500 villages by 2012 to contribute 15% of Elder's total turnover. Novartis' "Arogya Parivar Yojana" model aims to improve healthcare access in rural India through community education and making products affordable and easy to use.
Go-to-Market Strategy: Launching a Diabetes Treatment in ChinaKristy Burton
Complete go-to-market strategy for launching an endoscopic diabetes treatment in China. Presentation includes landscape assessment and strategic analysis of the diabetes treatment market in China.
Cipla is a leading pharmaceutical company in india with a strong and profitab...Mayank Gupt
Cipla is a leading pharmaceutical company in India with over 30 manufacturing plants approved by international regulatory agencies. It has a diversified product portfolio without dependence on any single segment. The company focuses on research and development of new drug delivery systems and medical devices for respiratory medicine. Cipla has a low risk global strategy of partnering with large generic companies and plans to enter specialty segments through partnerships. It enjoys a strong position in the asthma segment. The company faces risks from unfavorable court rulings and increasing raw material costs.
Business plan of diclofenac & amoxiclavPallavi Rane
Company X plans to market Diclofenac Potassium and Amoxiclav drugs in Maharashtra and Gujarat. They will have a head office in Mumbai and employ 80 medical representatives to market the drugs. Diclofenac is used for pain and inflammation while Amoxiclav is an antibiotic. The company expects to generate Rs. 72 crore in profits in the first year from drug sales, despite expenses of Rs. 66.54 crore which include salaries, marketing costs, and incentives for medical representatives and doctors.
The document outlines a marketing campaign for the pain reliever Voltaren in Egypt which includes radio advertisements, outdoor advertisements, branding in pharmacies, press releases in medical magazines, mailings to doctors, and giveaways to distributors and pharmacists, all with the goal of expanding awareness of Voltaren's updated packaging and reinforcing its position as the number one pain reliever in Egypt.
DISPERCAM, Marketing Plan for 2011
Markeiting & IMC plan for pharmaceutical product. using modern and emotional communication concept can be used for direct marketing by medical reps.
now more about me @
http://www.slideshare.net/AbdulrhmanTantawy/atantawy-visual-resume
This document provides a summary of a report on the recruitment and selection process of Square Pharmaceuticals Ltd. It begins with an introduction that outlines the background and significance of studying Square's HR practices. The objectives are stated as examining Square's overall HR policies with an emphasis on understanding the recruitment and selection process. An overview of Square's organizational profile and history is then provided. The document concludes by stating that the main goal is to investigate employees' perceptions of the recruitment process at Square and identify any problems to suggest improvements.
This document provides an analysis of the external environment of Incepta Pharmaceuticals Ltd using several frameworks. It conducts a PESTEL analysis to examine the political, economic, social, technological, environmental and legal factors affecting the company. It also uses Porter's Five Forces model to analyze the competitive environment in the pharmaceutical industry. The balanced scorecard framework is applied to evaluate Incepta's performance. Finally, Incepta's vision, mission and strategic management process are described.
Here are some key facts and figures about the global pharmaceutical industry:
- The global pharmaceutical market was estimated to be worth around $1.2 trillion in 2020. It is projected to reach $1.6 trillion by 2026.
- The top 10 global pharmaceutical companies by revenue in 2020 were Johnson & Johnson, Pfizer, Roche, Sanofi, Novartis, Merck & Co., AbbVie, GSK, Amgen, and Gilead Sciences.
- The top three pharmaceutical markets by sales in 2020 were the US at $360 billion, China at $145 billion, and Japan at $102 billion.
- The US accounted for around 40% of global pharmaceutical spending in 2020, despite
This document provides an analysis of the external environment of Incepta Pharmaceuticals Ltd using several frameworks. It conducts a PESTEL analysis to examine the political, economic, social, technological, environmental and legal factors affecting the company. It also uses Porter's Five Forces model to analyze the competitive landscape. The balanced scorecard framework is applied to evaluate Incepta's performance. Finally, the strategic management model is outlined to identify the company's current situation and strategic goals.
“A study on customer feedback and upgradation of Haem up vet launched or intr...Vatsal Patel
A summer internship project on “A study on customer feedback and upgradation of Haem up vet launched or introduced by cadila pharmaceutical as per market needs”
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Market survey on azithromycin and amoxicillin with clavulanic acid
1. Report on Market Survey of Azithromycin
and Amoxicillin with Clavulanic Acid
For
Troikaa Pharmaceutical Ltd.
Prepared By
Mitesh Shah (Roll No. 31)
Stevens Business School, Batch 2009 - 2011
Under guidance of
Ms. Gayatri Yadav (Senior Executive-PMT, Troikaa Pharmaceutical Ltd)
Dr. Raashid Saiyed (Professor, Stevens Business School)
2. INDUSTRY INTERNSHIP PROGRAM CERTIFICATE
Date: 23/08/10
Dr. Himani Joshi
Assistant Professor & IIP Coordinator
Stevens Business School
Near Khatrej,
Gandhinagar 382721
Dear Sir / Madam:
Sub: Industry Internship Program Certificate
This is to certify that Mr. Mitesh J Shah of your institute has satisfactorily completed industry Internship
Program in our Company from 1st
July 2010 to 15th
August 2010.
During the period of the Program, he was given on-the-job training covering various areas/given tasks
and responsibility comprising market survey on Azithromycin and Amoxicillin with Clavulanic acid.
He has completed and submitted the Research Report on Market Survey on Azithromycin and
Amoxicillin with Clavulanic acid on 23rd
August 2010.
He has presented the Research Report in proper form before company official concerned on 16th
August
2010.
______________________
(Signature)
Ms. Gayatri Yadav
Senior Executive - PMT
3. DECLARATION
I, Mitesh J Shah, student of Post Graduate Program - Pharma of Stevens Business School,
Gandhinagar here by declare that the project work entitled “Market survey on Azithromycin and
Amoxicillin with Clavulanic Acid” submitted to the Troikaa Pharmaceuticals Limited, India,
Ahmedabad, is a record of an original work done by me and this project work is submitted in the partial
fulfillment of the requirements for Industrial Internship Program of PGP – Pharma of Stevens Business
School.
This project is a result of culmination of my sincere efforts. This report has not been submitted
to any other University or Institute for the award of any degree or diploma.
I declare that this submitted work is done solely by me and to the best of my knowledge. I have
tried at my level best to collect precise detail to provide useful information to the company.
I also declare that all the information collected from various sources has been duly
acknowledged in this project report.
Mitesh J Shah (Roll No. 31)
PGP (Pharma)
Stevens Business School
4. ACKNOWLEDGEMENTS
Here, I take this opportunity to humbly express my gratitude to all those concerned with my
project entitled “Market Survey of Azithromycin and Amoxicillin with Clavulanic Acid”. I would like to
share the success of my project amongst the person who has directly and indirectly helped me to
complete this project.
I am extremely thankful to Mr.Ketan Patel (MD), for providing me and opportunity to work with
Troikaa Pharmaceutical, Ahmedabad. My sincere thanks to Ms. Gayatri Yadav (Senior Executive - PMT,
Troikaa Pharmaceutical), for her perseverance, co-operation and constant help and guidance
throughout the project, which helps me to increase my knowledge and professional skills in innovative
manner. I am also thankful to entire Troikaa Pharmaceutical team for giving me the co-operative and
friendly support for the project.
In providing concrete shape of my project, there are numerous people who have taken part. I
take this opportunity to express my deep sense of gratitude and hearty thanks to my Professor Dr.
Raashid Saiyed, Stevens Business School for providing me his valuable suggestions and remarks to
complete this project. His extensive knowledge of subject and the way, he imparted the same to me has
enabled me to develop the project cohesive manner.
I would like to express my heartiest thanks to my family, parents and sister to extend their help
as and when required. I would like to thank my friends for their support during my project.
Mitesh J Shah (Roll No. 31)
5. EXECUTIVE SUMMARY
The main objectives of my project entitled “Market survey on Azithromycin and Amoxicillin with
Clavulanic acid” are
1) To find out in which indication doctors prescribe Azithromycin, Amoxicillin with Clavulanic Acid
and Amoxicillin with Clavulanic acid sustain release 1 gm tablet.
2) To find out market share of these molecules in Ahmedabad Medicine market.
3) To find out pricing, promotional schemes given to chemist for top 15 brands of these molecules
and substitute brands of these molecules at retail level.
To conduct survey, personal interview was selected as a methodology for all three sample units;
retailers, doctors and dealers.
According to my market survey, I found out that indications for Azithromycin are Pneumonia –
particularly legionnaires, Chlamydia trachomatis, Donovanosis, Chaneroid & urethritis, Dry cough,
Throat pain and difficulty in deglutination. While indication for Amoxicillin and Clavulanic Acid are Skin &
soft tissue infection, Intra abdominal & gynecological sepsis, Urinary tract, biliary & respiratory tract
infection and Gonorrhea. There are makeable differences between the pricing of different brands of
same molecule for same strength. Most prefer substitute brand for Azithromycin at retail level is
Azithral from Alembic pharmaceutical while for Amoxicillin and Clavulanic combination, most prefer
substitute brand at retail level is AUGMENTIN DUO from GSK. Market leader for Azithromycin is Azithral
from Alembic pharmaceutical with more than 19% market share while for Amoxicillin and Clavulanic
Acid, market leader is AUGMENTIN DUO from GSK with more than 27% market share. Maximum
promotion scheme given to chemist for Azithromycin is 25% by Cipla pharmaceutical on its brands of
AZEE and AZIMAX. While for Amoxicillin and Clavulanic acid combination, maximum promotional
scheme to chemist is 20% which is given by GSK on Augmentin Duo, Alkem on Clavam, Alembic on
Megaclav, Dr. Reddy’s on Clamp and Zuventus on Augpen.
6. INDEX
Sr. No. Particular Page No.
1 Acknowledgement 01
2 Executive summary 02
3 Introduction 06
3.1 Industry analysis 06
3.1.1 Market share of top 10 Pharma company in world 06
3.1.2 Sales growth of top pharmaceutical companies, 2006-2008 07
3.1.3 R & D costs, % of total revenues 07
3.1.4 Indian pharmaceutical industry 09
3.1.4.1 Industry trend 09
3.1.4.2 Pharmaceutical drugs trends 10
3.1.4.3 Challenges 10
3.1.4.4 Protection of patents 10
3.1.4.5 Government initiatives 11
3.1.4.6 Pharmaceutical export 11
3.1.4.7 Key players in Indian pharmaceutical industry 13
3.1.4.8
India's domestic pharmaceutical market (12
months ended January 2009)
14
3.1.4.9 Future scenario 15
3.1.4.10 Regulatory Framework 15
3.1.4.11 Responsibilities 17
3.1.4.12 DPCO (Drug Price control Order) 17
3.1.4.13 CAPEXIL 19
3.2 Company analysis 20
3.2.1 Mission 20
3.2.2 Current situation 20
3.2.3 Management Team 20
3.2.4 Organization structure 21
7. 3.2.5
Human resource at Troikaa Head office – Bolakdev,
Ahmedabad
25
3.2.6 Product Range 26
3.2.7 Research and Development 33
3.2.8 Challenges and competition 33
3.2.9 Innovative Technologies 34
3.2.10 Accreditations 34
3.2.11 International Business 34
3.2.12 Expansion plans 35
4 Internship project details 36
4.1 Title 36
4.2 Research objectives 36
4.3 Research methodology 36
4.4 Sampling design 36
4.5 Data Analysis 37
4.5.1
To find out in which indication doctors prescribe
Azithromycin and amoxicillin with Clavulanic acid
37
4.5.1.1
Indications in which doctors prescribe
Azithromycin
37
4.5.1.2
Indications in which doctors prescribe Amoxicillin
with Clavulanic acid
37
4.5.2
To find out in which indication doctors prescribe
Amoxicillin with Clavulanic acid Extended release 1
gm tablet
37
4.5.2.1
Indication for Amoxicillin with Clavulanic Acid
extended release 1gm tablet
37
4.5.3
To find out market share of top 15 brands of
Azithromycin and Amoxicillin with Clavulanic acid
in Ahmadabad medicine market
38
4.5.3.1
Market share of top 15 brands of 250mg
Azithromycin
38
4.5.3.2
Market share of top 15 brands of 500mg
Azithromycin
40
4.5.3.3
Market share of top 15 brands of Amoxicillin
625mg with Clavulanic acid
42
4.5.3.4
Market share of top 15 brands of Amoxicillin
875mg with Clavulanic Acid
44
4.5.3.5
Market share of top 15 brands of Amoxicillin
1000mg with Clavulanic Acid
46
8. 4.5.4
To find out pricing of top 15 brands of
Azithromycin and Amoxicillin with Clavulanic acid
48
4.5.4.1 Pricing for Azithromycin 48
4.5.4.2 Pricing for Amoxicillin with Clavulanic Acid 49
4.5.5
To find out substitute brands of Azithromycin and
Amoxicillin with Clavulanic acid at retail level
50
4.5.5.1
Substitute brand for Azithromycin Molecule at
retail level
50
4.5.5.2
Substitute brand for Amoxicillin with Clavulanic
acid
51
4.5.6 To find out promotional schemes given to chemists 52
4.5.6.1
Promotional schemes given to chemists for
Azithromycin Molecule
52
4.5.6.2
Promotional schemes given to chemists for
Amoxicillin with Clavulanic acid Molecule
53
4.6 Limitation of survey 54
5 Conclusion 55
6 Recommendations 56
7 Bibliography 57
8 Annexures 60
8.1 Research Proposal 61
8.2 Questionnaire 63
8.3 Market Share 70
8.4 List of Doctors 73
8.5 List of Dealers 74
8.6 List of Retailer 75
9 Reflective note on Internship 78
9. 3.1) INDUSTRIAL ANALYSIS
3.1.1)MARKET SHARE OF TOP 10 PHARMA COMPANY IN WORLD [7, 10]
Rank Company Country
Total Revenues
(USD millions)
Net income/
(loss)
(USD millions)
Employees
Mark
et
share
on
bases
of TR
Market
share
on
bases
of NI
1
Johnson &
Johnson
United
States
63,747.00 12,949.00 118,700 16.24 17.31
2 Pfizer
United
States
48,296.00 8,104.00 81,800 12.31 10.83
3
GlaxoSmithKli
ne
United
Kingdom
44,654.00 8,438.60 99,003 11.38 11.28
4 Roche Switzerland 44,267.50 8,288.10 80,080 11.28 11.08
5 Sanofi-Aventis France 42,179.00 5,636.70 98,213 10.75 7.53
6 Novartis Switzerland 41,459.00 8,195.00 96,717 10.57 10.95
7 AstraZeneca
United
Kingdom
31,601.00 6,101.00 65,000 8.05 8.15
8
Abbott
Laboratories
United
States
29,527.60 4,880.70 68,838 7.52 6.52
9 Merck
United
States
23,850.30 7,808.40 55,200 6.08 10.44
10 Wyeth
United
States
22,833.90 4,417.80 47,426 5.82 5.90
392,415.30 74,819.30
Source: 2009 Annual Reports of the companies
The majority of the largest pharmaceutical companies are not diversified. They are either
concentrated exclusively on pharmaceutical products (Eli Lilly and AstraZeneca are good
examples with virtually 100% of their revenues coming from sales of pharmaceutical products)
or, although they develop and manufacture other health care products, they still have
pharmaceutical divisions as the core of their business that provide more than 50% of their
revenues. Other products manufactured by these companies usually include medical devices,
nutritional products, consumer healthcare products and products for animal health. Only two
out of these 15 major pharmaceutical companies have revenues from sales of pharmaceutical
products that are lower than 50% of their total sales.
10. These companies are world giants Johnson & Johnson (which besides pharmaceutical products
manufactures consumer goods and medical devices) and Bayer which has only about 15% of its
revenues from the sales of pharmaceutical products.
3.1.2)SALES GROWTH OF TOP PHARMACEUTICAL COMPANIES, 2006-2008[7, 10]
2005 2006 2007 2008 2009
Pfizer 8.6% 11.3% 38.5% 17.4% 18.2%
Johnson & Johnson 9.1% 12.3% 15.3% 13.1% 13.7%
Merck 4.9% 8.5% -56.6% 2.0% 3.2%
Bristol-Myers Squibb 5.6% 0.3% 15.4% -7.2% 10.7%
Wyeth 2.8% 4.3% 8.7% 9.5% 9.7%
Eli Lilly 0.9% -4.0% 13.6% 10.1% 12.9%
Abbott 6.3% 8.6% 11.3% 0.0% 9%
Schering-Plough 1.3% 4.3% -18.1% -0.7% 2.6%
Source: calculations, data used from Annual Reports of the companies
3.1.3)R&D COSTS, % OF TOTAL REVENUES [7, 10]
Total
revenue
2006
2006
Total
revenue
2007
2007
Total
revenue
2008
2008
Total
revenue
2009
2009
Pfizer 44,028 16.5% 46,346 16.1% 46,364 16.7% 48,296 14.6%
Johnson & Johnson 58,137 11.1% 61,197 10.9% 60,560 11.2% 63,747 11.0%
Merck 29,881 5.1% 31,545 5.2% 32,860 14.6% 34,230 17.5%
Bristol-Myers Squibb 56,315 11.8% 27,995 12.2% 29,780 10.9% 31,366 12.9%
Wyeth 19,370 13.4% 20,607 14.3% 21,920 13.2% 22,833 14.2%
Eli Lilly 17,225 19.4% 18,132 19.4% 19,360 18.7% 20,378 19.4%
Abbott 25,083 9.7% 26,404 8.3% 28,090 8.3% 29,577 8.6%
Schering-Plough 18,226 13.4% 19,390 14.0% 20,194 17.6% 21,482 19.4%
Source: calculations, data used from Annual Reports of the companies
For leading pharmaceutical companies, investments in research and development are crucially
important for survival and prosperity; not surprisingly the pharmaceutical industry is
characterized by a very high level of R&D cost as percent of total revenues. So far as it usually
takes a long time to develop a new medicine (usually 10-15 years), and there is a high level of
uncertainty whether this particular R&D project will be successful, many companies have a
11. policy of investing in R&D an approximately stable share of company revenue. As for the case of
U.S. pharmaceutical companies I calculated profitability and liquidity ratios for non-US
pharmaceutical companies (provided in Table 5 and chart).
Several factors are worth mentioning. First, both GlaxoSmithKline and AstraZeneca that
underwent large-scale merger processes showed pretty stable financial performance during the
last few years that indirectly says something positive about successful completion of their
restructuring initiatives. It is too early to make any conclusions regarding the results of the
merger of Sanofi-Synthelabo and Aventis. Although the company reported -8.3% ROA in 2009 in
comparison with 21.6% during the previous year this sharp decline is mainly caused by
accounting treatment of transactions related to the merger: expensing total acquired R&D of
Aventis (total negative effect of 5,046 million EUR), and accounting of inventories (total negative
effect of 342 million EUR after tax).
Second, losses of Roche 2007 to a significant extent can be explained by the legal settlements
with U.S. direct customers in the vitamin case, as well as sale of the Vitamins and Fine Chemicals
Division. Finally, Bayer showed much lower results than other companies in this group. Partially
this can be explained by much lower share of the highly profitable pharmaceutical business in its
total sales.
12. 3.1.4)INDIAN PHARMACEUTICAL INDUSTRY
“The Indian pharmaceutical industry is a success story providing employment for millions and
ensuring that essential drugs at affordable prices are available to the vast population of this sub-
continent.”
-Richard Gerster
The pharmaceutical industry in India is among the most highly organized sectors. This industry
plays an important role in promoting and sustaining development in the field of global medicine.
Due to the presence of low cost manufacturing facilities, educated and skilled manpower and
cheap labor force among others, the industry is set to scale new heights in the fields of
production, development, manufacturing and research.
In 2008, the domestic Pharma market in India was expected to be US$ 10.76 billion and this is
likely to increase at a compound annual growth rate of 9.9 per cent until 2010 and subsequently
at 9.5 per cent till the year 2015.
3.1.4.1) INDUSTRY TREND
The Pharma industry generally grows at about 1.5-1.6 times the Gross Domestic Product growth.
Globally, India ranks third in terms of manufacturing Pharma products by volume.
The Indian pharmaceutical industry is expected to grow at a rate of 9.9 % till 2010 and after that
9.5 % till 2015.
In 2007-08, India exported drugs worth Rs 302 billion in to the US and Europe followed by
Central and Eastern Europe, Africa and Latin America.
The Indian vaccine market which was worth Rs 27,930 million in 2007-08 is growing at a rate of
more than 20%.
The retail pharmaceutical market in India is expected to cross Rs 500-550 billion by 2012.
The Indian drug and pharmaceuticals segment received foreign direct investment to the tune of
Rs 60 billion from April 2000 to December 2008.
13. 3.1.4.2) PHARMACEUTICAL DRUGS TRENDS
Anti-Diabetic Drugs and those for cardiovascular diseases are expected to see the fastest growth
in 2011. Cardiovascular patients will increase to 251 million in 2010, with the greatest rate of
growth forecast for the US market.
This is due to the changes in demographics and lifestyle that will boost the cardiovascular sales.
However, the growth rates will be limited by continued patent expiries for major products and
due to the lack of novel therapies.
The anti-hypertensive drugs will dominate the global cardiovascular market with a market share
of nearly 50%.
3.1.4.3) CHALLENGES
Every industry has its own sets of advantages and disadvantages under which they have to work; the
pharmaceutical industry is no exception to this. Some of the challenges the industry faces are:
• Regulatory obstacles
• Lack of proper infrastructure
• Lack of qualified professionals
• Expensive research equipments
• Lack of academic collaboration
• Underdeveloped molecular discovery program
• Divide between the industry and study curriculum
3.1.4.4) PROTECTION OF PATENTS
• Generic drugs manufacturers represent a significant threat to research-based
pharmaceutical companies. For example, Schering-Plough’s Claritin patent expired in 2002;
as the result of generic drug competition, sales of Claritin by Schering-Plough declined from
Rs 134.4 billion in 2001 to Rs 75.6 billion in 2002 and to Rs 15.54 billion in 2003.
• Moreover, generic drugs manufacturers sometimes start production of patent-protected
drug analogues even before a patent expires. Although research-oriented companies in
many cases are able to protect their patents, they do suffer from lost revenues.
14. • Therefore, protection of patents is one of the key conditions necessary for further
development of the pharmaceutical industry. At the same time, non-efficient legislation that
does not provide the necessary level of patent protection is one of the factors that hamper
expansion of “Big Pharma” companies to the developing countries.
3.1.4.5) GOVERNMENT INITIATIVES
The government of India has undertaken several including policy initiatives and tax breaks for the
growth of the pharmaceutical business in India. Some of the measures adopted are:
Pharmaceutical units are eligible for weighted tax reduction at 150% for the research and
development expenditure obtained.
Two new schemes namely, New Millennium Indian Technology Leadership Initiative and the
Drugs and Pharmaceuticals Research Program have been launched by the Government.
The Government is contemplating the creation of SRV or special purpose vehicles with an
insurance cover to be used for funding new drug research
The Department of Pharmaceuticals is mulling the creation of drug research facilities which can
be used by private companies for research work on rent
3.1.4.6) PHARMACEUTICAL EXPORT
• Export has become an important driving force for growth in this industry with more than 50
% revenue coming from the overseas markets.
• For the financial year 2008-09 the export of drugs is estimated to be $8.25 billion as per the
Pharmaceutical Export Council of India, which is an organization, set up by the Government
of India. A survey undertaken by FICCI, the oldest industry chamber in India has predicted
16% growth in the export of India's pharmaceutical growth during 2009-2010.
• The pharmaceutical industry has been witnessing a transformation in the recent past.
Earlier, the industry followed a product centric approach, with manufacturing aimed
towards fulfilling the domestic demand, while exports were largely confined to supplying
APIs & intermediates to the less regulated markets. Further, the contribution of services has
been miniscule in the total revenues of the pharmaceutical industry.
15. • Presently, services account for only 10 percent of the total revenues of the Indian
pharmaceutical industry. However, it is estimated to increase up to 12 per cent by 2011 due
to continuous spurt in clinical research outsourcing, coupled with increase in discovery and
preclinical research activities.
• The contribution of exports to the total product revenues in 2009 was 68 percent. However,
moving at a high CAGR of 4 percent, contribution of export revenues would surpass the
share of the domestic market in the total revenue mix.
• By 2011, exports would contribute 62 percent to the total product revenues. Further,
unlocking of US$ 80 billion revenues patent expiry during 2008 – 2009 would present
significant opportunities for generic players, especially the Indian companies who would be
among the first to capitalize on this opportunity.
Industry
2009
Service 10% Product 90%
Domestic 32% Export 58%
Industry
2011
Service 12% Product 88%
Domestic 38% Export 62%
16. 3.1.4.7) KEY PLAYERS IN INDIAN PHARMACEUTICAL INDUSTRY
There are several national and international pharmaceutical companies that operate in India. Most of
the country's requirements for pharmaceutical products are met by these companies. Some of them are
briefly described below:
• Ranbaxy Laboratories Limited is the biggest pharmaceutical manufacturing company in
India. The company is ranked at the 8th position among the global generic pharmaceutical
companies and has presence in 48 countries including world class manufacturing facilities in
10 countries and serves to customers from over 125 countries. Ranbaxy Laboratories 2009-
2010 Q3 Net Profit Results showed a profit of Rs 116.6 crore as compared to Rs 394.5 crore
deficits, recorded during the corresponding period last fiscal.
• Dr. Reddy's Laboratories manufactures and markets a wide range of pharmaceuticals both
in India and abroad. The company has 60 active pharmaceutical ingredients to manufacture
drugs, critical care products, diagnostic kits and biotechnology products. The company has 6
FDA plants that produce active Pharma ingredients and 7 FDA inspected and ISO 9001 and
ISO 14001 certified plants. Dr. Reddy's Q1 FY10 result shows the revenues of the company
at Rs. 18,189 million which is up by 21%. During this quarter the company introduced 24
new generic products, applied for 22 new generic product registrations and filed 4 DMFs.
• Cipla is an Indian pharmaceutical company renowned for the manufacture of low cost anti
AIDS drugs. The company's product range comprises of anthelmintics, oncology, anti-
bacterials, cardiovascular drugs, antibiotics, nutritional supplements, anti-ulcerants, anti-
asthmatics and corticosteroids. Cipla also offers other services like quality control,
engineering, project appraisal, plant supply, consulting, commissioning and know-how
transfer, support. For the financial year 2008-09 the company registered an increase of 22%
in sales and other income over the previous year.
• Nicholas Piramal is the second largest pharmaceutical healthcare company in India. The
brands manufactured by the company include Gardenal, Ismo, Stemetil, Rejoint, Supradyn,
Phensedyl and Haemaccel. Nicholas Piramal has entered into join ventures and alliances
17. with several international corporations like Cheissi, Italy; IVAX Corp; UK, F. Hoffmann-La
Roche Ltd., Allergan Inc., USA etc.
• Glaxo Smithkline (GSK) is a United Kingdom based pharma company; it is the world's
second largest pharmaceutical company. The company's portfolio of pharma products
consist of central nervous system, respiratory, oncology, vaccines, anti-infectives and gastro-
intestinal/metabolic products among others. On November 2009, the FDA had announced
that the H1N1 vaccine manufactured by GSK would join the list of the four vaccines
approved.
• Zydus Cadila also known as Cadila Healthcare is an Indian pharmaceutical company located
in Gujarat. The company's 1QFY2010 results show the net sales at Rs880.3cr which is higher
than the estimated Rs773cr. The net profit was Rs124.8cr which was increase of 39%; the
increase was on account of higher sales and improvement in the OPM.
3.1.4.8) INDIA'S DOMESTIC PHARMACEUTICAL MARKET (12 MONTHS ENDED
JANUARY 2009)
Company Size ($ Billion) Market Share (%) Growth Rate (%)
Total Pharma Market 6.9 100.0 9.9
Cipla 0.36 5.3 13.4
Ranbaxy 0.34 5.0 11.5
Glaxo Smithkline 0.29 4.3 -1.2
Piramal Healthcare 0.27 3.9 11.7
Zydus Cadila 0.24 3.6 6.8
Source: ORG IMS
18. 3.1.4.9) FUTURE SCENARIO
With several companies slated to make investments in India, the future scenario of the pharmaceutical
industry in looks pretty promising. The country's pharmaceutical industry has tremendous potential of
growth considering all the projects that are in the pipeline. Some of the future initiatives are:
According to a study by FICCI-Ernst & Young India will open a probable Rs 336 billion market for
MNCs selling expensive drugs by 2015.
The study also says that the domestic Pharma market is likely to reach Rs 840 billion by 2015.
The Minister of Commerce estimates that Rs 266 billion will be invested in the domestic
pharmaceutical sector.
Public spending on healthcare is likely to raise from 7 per cent of GDP in 2007 to 13 per cent of
GDP by 2015.
Dr Reddy's Laboratories has tied up with GlaxoSmithKline to develop and market generics and
formulations in upcoming markets overseas.
Lupin, a Mumbai based pharmaceutical company is looking to tap opportunities of about Rs
8400 million in the US oral contraceptives market.
Due to the low cost of R&D, the Indian pharmaceutical off-shoring industry is designated to turn
out to be Rs 105 billion opportunity by 2012.
3.1.4.10) REGULATORY FRAMEWORK
The Indian pharmaceutical industry has a multi-level hierarchical regulatory institutional framework.
Two ministries of the Government of India play a major role in regulating the pharmaceutical sector in
the country. Each of these ministries deals with different aspects of regulations and works
independently. These are:
1. Ministry of Health & Family Welfare (MoHFW)
2. Ministry of Chemicals and Fertilizers (MoC&F)
19. INDIAN REGULATORY FRAME WORK
The Govt. of India
Ministry of Health and Family Welfare
Depart of Health (The
prevention of Food &
Adultration Act, The
Drugs & Cosmetic Act
1940, The Tobaco Control
Act
Central Drugs Standards
Control Organisation
(CDSCO) / drugs
controller General of
India (Drug approval,
Quality, Clinical Trials)
Ministry of Chemicals and Fertilisers
National
Pharmaceutical Pricing
Authority (NPPA) (The
Essential Commodities
Act)
Drug Price Control Order
(DPCO)
20. 3.1.4.11) RESPONSIBILITY
3.1.4.12) DPCO (DRUG PRICE CONTROL ORDER)
The Drugs Price Control Order (DPCO), 1995 is an order issued by the Government of India
under Section 3 of the Essential Commodities Act, 1955 to regulate the prices of drugs.The
Order inter alia provides the list of price controlled drugs, procedures for fixation of prices of
drugs, method of implementation of prices fixed by Government and penalties for
contravention of provisions among other things.
Central
Goverment
•Drug controller General of India
•Expert Committies
•Responsibilities:
•Broad Policy Issues
State
Goverment
•State Drug Authorities
•State Drug Controller Food & Drug Inspectors
•Responsibilities:
•Licencing & monitoring of manufacturing, Legal cell, Spurious drug monitoring,
Pharmacies
Central Drug
Administration
•3 joint Drug Controllers, 2 Deputy Drug controllers, 6 assistant Drug controllers, 50
Drug Inspectors, 5 Technical Experts, 1 Administrative Officer, 1 Accounts Officer
•Responsibilities
•Regulatory affairs & environment, New drugs & clinical trials, Biological &
Biotechnology products, Pharmacovigilance, Medical devices & diagnostics,
Imports, Organizational services, Training & empowerment, Quality control affairs,
Legal & consumer affairs
21. For the purpose of implementing provisions of DPCO, powers of the Government have been
vested in the National Pharmaceutical Pricing Authority (NPPA). Drugs are essential for health of
the society. Drugs have been declared as essential and accordingly put under the Essential
Commodities Act. Only 74 out of 500 commonly used bulk drugs are kept under statutory price
control. All formulations containing these bulk drugs either in a single or combination form fall
under the price control category. However, the prices of other drugs can be regulated, if
warranted in public interest.
DPCO FORMULA
Calculation of retail price of formulation:
The retail price of a formulation shall be calculated by the Government in accordance with the following
formula namely:
Where,
"R.P." means retail price;
"M.C." means material cost and includes the cost of drugs and other pharmaceutical aids used
including overages, if any, plus process loss thereon specified as a norm from time to time by
notification in the Official Gazette in this behalf;
"C.C." means conversion cost worked out in accordance with established procedures of costing
and shall be fixed as a norm every year by notification in the Official Gazette in this behalf;
"P.M." means cost of the packing material used in the packing of concerned formulation,
including process loss, and shall be fixed as a norm every year by, notification in the Official
R.P. = (M.C. + C.C. + P.M. + P.C.) x (1 + MAPE/100) + ED.
22. Gazette in this behalf;
"P.C." means packing charges worked out in accordance with established procedures of costing
and shall be fixed as a norm every year by notification in the Official Gazette in this behalf;
“MAPE" (Maximum Allowable Post-manufacturing Expenses) means all costs incurred by a
manufacturer from the stage of ex-factory cost to retailing and includes trade margin and
margin for the manufacturer and it shall not exceed one hundred per cent for indigenously
manufactured Scheduled formulations;
“E.D." means excise duty
Provided that in the case of an imported formulation, the landed cost shall form the basis for fixing its
price along with such margin to cover selling and distribution expenses including interest and importer's
profit which shall not exceed fifty percent of the landed cost.
3.1.4.13) CAPEXIL [11]
CAPEXIL, a non-profit making organization, was setup in March 1958 by the Ministry of
Commerce, Government of India to promote export of Chemical and Allied Products from India.
And since then has been the voice of Indian business community. With the headquarter at
Kolkata, and regional offices at New Delhi, Mumbai, Kolkata and Chennai, CAPEXIL has more
than 3500 members across the country. One of the fascinating aspects of CAPEXIL is the
overwhelming variety of products it deals with.
CAPEXIL is an ardent advocate of exporters to the Government and the primary focus is to
provide export assistance to its member exporters.
CAPEXIL sends trade delegation to all major and developing markets around the world,
showcases Indian exports all over the world through exhibitions, fairs.
CAPEXIL can help the sourcing needs of an importer anywhere in the world, and also the selling
needs of Indian exporters. CAPEXIL is an ISO 9001: 2000 certified organization.
23. CAPEXIL OFFERS A FULL RANGE OF SERVICES TO INDIAN EXPORTERS AND
FOREIGN IMPORTERS
Information gateway and helping hand for exporters
An interface between the government and the members regarding trade and policy related
matters
Dissemination of trade enquiries
Participation in national workshops, organizing seminars/buyer-seller meets
Preparation of relevant market reports
Analysis of Indian export trend across country, product or other parameters
Valuable resource of global trade data
Disbursement of grants through various market assistance programmes
Conducting training programmes on international trade
Access to most competent officers dedicated to quality service
3.2) COMPANY OVERVIEW
Troikaa Pharmaceuticals, which started its business as a small-scale unit during 1983 and is now growing
at over 40 %, with its key focus on Pharmaceuticals and Nutraceuticals.
3.2.1) MISSION
“We aim to achieve a prominent position in the Pharmaceutical Industry, recognition by the medical
profession and admiration from the society. We strive to meet the demands of our goals by specifically
focusing on the basic fundamentals of excellence - Innovation, Quality & Service. The quest for excellence
encompasses all aspects of business.”
3.2.2) CURRENT SITUATION
Troikaa's manufacturing facilities are state-of-the-art and are certified by the World Health Organization
(WHO) for following Good Manufacturing Practices. Troikaa has the capability to manufacture high
quality Critical Care Injectables, Tablets and Topical preparations. The manufacturing facilities are at
Thol, an industrial area that is 25 kilometers from Ahmedabad. For sustaining its growth, Troikaa
24. commissioned one more state-of-the-art manufacturing plant at Dehradun, Uttaranchal in May 2006.
Turnover of Troikaa Pharmaceutical Ltd for last year is around Rs 6688 million.
3.2.3)MANAGEMENT TEAM
Mr. Rajni V. Patel, Chairman
The company is promoted by Mr. Rajni V. Patel, one of the few pharmacy graduates, of the first batch of
L. M. College of Pharmacy, Ahmedabad in 1950.
Mr. Ketan R. Patel, Managing Director
Mr. Ketan Patel, has more than 25 years in the Pharma industry. He is an innovator, entrepreneur and
pharmacist. For his excellence in the academic area, he has received gold medals both at the graduate
and post graduate levels. Mr. Patel's passion for innovation has been in the area of Novel Drug Delivery,
wherein he has several patents to his credit. Mr. Patel also extends his services to the Centre for
Innovation, Incubation and Entrepreneurship at IIM-Ahmedabad by invitation, as a mentor to aspiring
entrepreneurs."
Mr. Milan R. Patel, Joint Managing Director
Mr. Milan R. Patel is the Joint Managing Director. He is a Chemical Engineer with specialization in
process controls and automation. He has in-depth experience of pharmaceutical manufacturing and
quality control operations.
3.2.4)ORGANIZATION STRUCTURE
ORGANIZATION CHAT
27. VP SALES AND MARKETING
VP Sales and Marketing
General Manager
Division 1
General Manager
Division 2
General Manager
Division 3
General Manager
Division 4
Sales Manager
North
Sales Manager
South
Sales Manager
East
Sales Manager
West
Zonal Business
Manager 1
Zonal Business
Manager 2
Zonal Business
Manager 3
Zonal Business
Manager 4
Regional
Business
Manager 1
Regional
Business
Manager 2
Regional
Business
Manager 3
Regional
Business
Manager 4
Regional
Business
Manager 5
Business
Executive 1
Business
Executive 2
Business
Executive 3
Business
Executive 4
Business
Executive 5
29. 3.2.5)HUMAN RESOURCE AT TROIKAA PHARMACEUTICAL
Managing Director Mr. Ketan Patel
Finance and
accounting
CA -1
MBA
Finance –
4
International Business
Ph. D (marketing) – 2
MBA Finance – 4
MBA + B. Pharm – 5
MBA marketing – 3
Gradates (B.Com,
BBA) - 7
Joint Managing Director Mr. Milan Patel
Purchase department
MBA finance -1
B. Pharm – 4
Gradates
(B.Com, BBA) - 8
Domestic Marketing
Ph. D (marketing) – 1
MBA Finance – 2
MBA + B. Pharm – 6
MBA marketing – 15
B. Pharma - 66
Gradates (B.Com, BBA) - 14
Medical service
MBA + B. Pharm – 1
MBA marketing – 2
B. Pharma - 6
HR department
MBA HR – 3
Gradates
(B.Com, BBA) - 5
Marketing
administration
MBA marketing – 2
Gradates (B.Com,
BBA) - 5
Customer
relationship
MBA marketing – 3
Gradates (B.Com,
BBA) - 6
Marketing
administration
MBA marketing – 1
Gradates (B.Com,
BBA) - 2
Customer relationship
MBA marketing – 1
Gradates (B.Com,
BBA) - 6
37. Molecule_Desc BRANDS PROD_LNCH MAT JUN'10
MAT JUN'10
MS%
ARMENIACA VULGARIS OIL +
CALOTROPIS GIGANTEA +
CAMPHOR + CURCUMA LONGA +
PONGAMIA PINNATA+ SOLANUM
XANTHOCARPUM EXTRACT
200609 0.019516 0.000000
HERBAVATE 200609 0.019516 0.000000
CHLORZOXAZONE + DICLOFENAC
SODIUM SALT
200112 0.006996 0.000000
ADMOL-MR 200112 0.002351 0.000000
BORON + CALCIUM CARBONATE +
COLECALCIFEROL + COPPER +
MAGNESIUM+ MANGANESE +
ZINC
200101 0.002382 0.000000
TROYCAL-FORTE 200101 0.002382 0.000000
CAFFEINE + CHLORAMPHENICOL +
PARACETAMOL +
PHENYLPROPANOLAMINE
HYDROCHLORIDE
200404 0.001420 0.000000
HISTANIL 200404 0.001420 0.000000
DROPERIDOL 200101 0.000000
DROPEROL 200101 0.000000
SELENIUM DIOXIDE +
UBIDECARENONE + VITAMIN E
200704 0.000000
MITO 200704 0.000000
3.2.7)RESEARCH AND DEVELOPMENT
Troikaa is crowned with the prestigious Department of Scientific and Industrial Research (DSIR),
National Award for R & D efforts in Industry (2008), for developing Dynapar AQ 75mg/1ml.
It spends around 20% of its profit for research and development of new molecules and Novel
drug delivery system.
3.2.8)CHALLENGES AND COMPETITION
Troikaa Pharmaceutical mainly focuses on Novel Drug Delivery Systems (NDDS). The company
firmly believes in providing superior therapeutic benefits by improvising the formulations
through Innovative Technologies.
38. 3.2.9) INNOVATIVE TECHNOLOGIES
The company's strength lies in its research and formulation development, which has resulted in
the development of proprietary technology platforms like Aquatech (painless administration of
drugs), Lipisol (enables oily formulation to become water miscible), Matrix (sustained release of
small amounts of active ingredient over an extended period of time from the tablet), etc.
It is through constant R&D that the company could develop Dynapar AQ 1 ml, which is the
world's first ever painless diclofenac injection. The company enjoys patent of Dynapar 1 ml, the
only 1 ml Diclofenac injection, in more than 20 countries; other countries would soon follow.
(Patent filed in 99 countries).
3.2.10) ACCREDITATIONS
WHO - GMP
ISO 9001:2000
DRDE (Defense Research & Development Establishment)
DSIR (Department of Scientific & Industrial Research): Recognition of In-house R & D Unit.
Troikaa is crowned with the prestigious DSIR National Award for R & D efforts in Industry (2008)
Group-1: Physical & Biological Sciences, for developing Dynapar AQ 75mg/1ml - The only
75mg/1ml Diclofenac Injection.
FGI (Federation of Gujarat Industries) conferred Award for Excellence in recognition of
innovative approach in development of Dynapar AQ 75mg/1ml.
3.2.11) INTERNATIONAL BUSINESS
Troikaa Pharmaceutical products are exported to more than 60 countries and this list continues
to grow month after month. The company has more than 350 registrations worldwide and this
number will increase to 750 in next 12 months.
39. 3.2.12)EXPANSION PLANS
Troikaa Pharmaceutical has signed a MOU with Government of Gujarat during Vibrant Gujarat
Global Investor Summit 2009. Troikaa will be establishing a project under Biotechnology, Anti-
cancer / Hormones and Steroids in an area spanning 65 acres land at Sanand District,
Ahmedabad, Gujarat.
The company has chalked out plans to invest Rs.141 crores with the object of expanding its
manufacturing capacity as well as to set up state-of-the-art facilities for various Novel Drug
Delivery Systems.
The size of the domestic sales team will be increased from the present 750 to about 2000 by the
year 2012. Troikaa will also set up a facility to manufacture biotechnology products. Their R&D
centre is accredited by Department of Scientific and Industrial Research (DSIR) affiliated to The
Ministry of Science and Technology.
40. 4) INTERNSHIP PROJECT DETAILS
4.1) TITLE
Research Proposal for Market Survey of Azithromycin and Amoxicillin with Clavulanic Acid
4.2) RESEARCH OBJECTIVES
1) To find out in which indication doctors prescribe Azithromycin and Amoxicillin with Clavulanic
Acid.
2) To find out in which indication doctors prescribe Amoxicillin with Clavulanic acid extended
release 1 gm tablet.
3) To find out pricing of top 15 brands of these molecules.
4) To find out substitute brands of these molecules at retail level.
5) To find out market share of top 15 brands of these molecules in Ahmedabad Medicine market.
6) To find out promotional schemes given to chemists.
4.3) RESEARCH METHOD
Data required Data Source Data collection tool
To find out in which indication doctors prescribe Azithromycin
and Amoxicillin with Clavulanic Acid.
To find out in which indication doctors prescribe Amoxicillin
with Clavulanic acid Sustain release 1 gm tablet.
Doctors Questionnaire
To find out market share of top 15 brands of these
molecules in Ahmedabad Medicine market.
Dealers Questionnaire
To find out pricing of top 15 brands of these molecules.
To find out substitute brands of these molecules at retail
level.
To find out promotional schemes given to chemists.
Chemists Questionnaire
4.4) SAMPLING DESIGN
Sample units : Chemists, Dealers, doctors
Sample size : 150
Retailer : 100
Dealer : 25
Doctors : 25
Sampling process : Convenience Sampling
41. 4.5) DATA ANALYSIS
4.5.1)TO FIND OUT IN WHICH INDICATION DOCTORS PRESCRIBE
AZITHROMYCIN AND AMOXICILLIN WITH CLAVULANIC ACID.
4.5.1.1) INDICATIONS IN WHICH DOCTORS PRESCRIBE AZITHROMYCIN
Indication
Pneumonia – particularly legionnaires
Chlamydia trachomatis
Donovanosis
Chaneroid & urethritis
Mostly used
Dry cough
Throat pain
Difficulty in deglutination
4.5.1.2) INDICATIONS IN WHICH DOCTORS PRESCRIBE AMOXICILLIN WITH
CLAVULANIC ACID
Indication
Skin & soft tissue infection
Intra abdominal & gynecological sepsis
Urinary tract , biliary & respiratory tract infection
Gonorrhea
4.5.2)TO FIND OUT IN WHICH INDICATION DOCTORS PRESCRIBE
AMOXICILLIN WITH CLAVULANIC ACID EXTENDED RELEASE 1 GM TABLET.
4.5.2.1) Indication for Amoxicillin with Clavulanic Acid extended release 1gm tablet
Skin & soft tissue infection
Intra abdominal & gynecological sepsis
Urinary tract , biliary & respiratory tract infection
Gonorrhea
42. There is no difference between the indications of Amoxicillin with Clavulanic acid tablet and it’s
extended release tablet.
4.5.3)TO FIND OUT MARKET SHARE OF TOP 15 BRANDS OF AZITHROMYCIN
AND AMOXICILLIN WITH CLAVULANIC ACID IN AHMADABAD MEDICINE
MARKET
4.5.3.1) MARKET SHARE OF TOP 15 BRANDS OF 250MG AZITHROMYCIN
Azithromycin - 250 mg
Sr
no.
Company
name
Brand name Strength
Total strips per
month
Market
share (%)
1 Alembic Azithral 250mg 1599 19.84
2
Cadila
(lesante)
Zycin 250mg 1090 13.53
3 Unison Uthral 250mg 1035 12.84
4 Cipla Azee 250mg 800 9.93
5 Ipca Azibact 250mg 770 9.55
6 Torrent Macrotar 250mg 680 8.44
7 Mankind Zady 250mg 645 8.00
8 Wockhardt Aziwok 250mg 535 6.64
9
Blue cross
(gold cross)
Azibest 250mg 285 3.54
10 Helios Ronin 250mg 285 3.54
11 Cipla Azimax 250mg 95 1.18
12 Fdc (lumina) Zathrin 250mg 90 1.12
13 Ipca Azifast 250mg 75 0.93
14 Indoco (spade) Atm 250mg 60 0.74
15 Sanofl aventis Rulide-az 250mg 15 0.19
Total 8059 100
43. FINDING:
From the graph, we can find that the market leader for 250mg Azithromycin in Ahmadabad market is
Azithral belongs to Alembic Pharmaceutical which has approximate 20% market share. Second brand is
Zycin from Cadila pharmaceutical and Uthral from Unison which have cover 13% market share each.
While Azee from Cipla pharmaceutical and Azibact from IPCA have covered around 10% market share
each.
AZITHRAL (ALEMBIC)
20%
ZYCIN (CADILA)
13%
UTHRAL (UNISON)
13%AZEE (CIPLA)
10%
AZIBACT (IPCA)
10%MACROTAR
(TORRENT)
8%
ZADY
(MANKIND)
8%
AZIWOK
(WOCKHARD)
7%
AZIBEST (BLUE
CROSS)
3%
RONIN (HELIOS)
4%
AZIMAX
1%
ZATHRIN
(FDC)
1%
AZIFAST
(IPCA)
1%
ATM
1%
RULIDE-AZ(SANOFL
AVENTIS)
0%
Market share of top 15 brands of 250mg
Azithromycin
45. FINDING:
From the graph, we can find that the market leader for 500mg Azithromycin is Azithral from Alembic
Pharmaceutical which has covered around 19% of Ahmedabad medicine market. Second one is Zycin
from Cadila Pharmaceutical with 13% market share and third brand is Uthral from Unison with 12%
market share.
AZITHRAL (ALEMBIC)
19%
ZYCIN (CADILA)
13%
UTHRAL (UNISON)
12%
AZEE (CIPLA)
11%
AZIBACT (IPCA)
7%
MACROTAR
(TORRENT)
7%
ZADY
(MANKIND)
7%
AZIWOK
(WOCKHARD)
7%
RULIDE-AZ(SANOFL
AVENTIS)
6%
AZIBEST (BLUE CROSS)
4%
RONIN (HELIOS)
3% AZIMAX
(CIPLA)
1%
ZATHRIN (FDC)
1% ATM
(INDOCO)
1%
AZIFAST (IPCA)
1%
Market share of top 15 brands of 500mg
Azithromycin
46. 4.5.3.3) MARKET SHARE OF TOP 15 BRANDS OF AMOXICILLIN 625MG WITH
CLAVULANIC ACID
Amoxicillin with Clavulanic acid - 625mg
Sr
no.
Company
name
Brand name Strength
Total strips per
month
Market
share in %
1 Gsk
Augmentin
duo
625mg 948 32.38
2 Mankind Moxikind-cv 625mg 620 21.17
3 Cipla Advent 625mg 235 8.03
4 Alkem Clavam 625mg 181 6.18
5
Ranbaxy
(stancare)
Enhacin 625mg 135 4.61
6
Ranbaxy
(rexcel)
Moxclav-bd 625mg 133 4.54
7 Fdc (lumina) Flemiclav 625mg 126 4.30
8 Piramal hc Fightox 625mg 107 3.65
9 Alembic Megaclav 625mg 105 3.59
10 Intas Megamentin 625mg 97 3.31
11
Cadila (le
sante)
Symbiotik-xl 625mg 86 2.94
12 Abbort Nuclav duo 625mg 62 2.12
13 Dr. Reddy Clamp 625mg 39 1.33
14 Novartis Curam 625mg 36 1.23
15 Zuventus Augpen 625mg 18 0.61
Total 2928 100.00
47. FINDING
From the graph, we can find that around 61% market of 625mg Amoxicillin with Clavulanic acid
combination is covered by only 3 brands in which 32% market is covered by Augmentin Duo which is
belong to GSK and 21% market is covered by Moxikind-cv from Mankind Pharmaceutical and 8% market
is covered by Advent from Cipla Pharmaceutical.
AUGMENTINDUO
(GSK)
32%
MOXIKIND-CV
(MANKIND)
21%
ADVENT (CIPLA)
8%
CLAVAM (ALKEM)
6%
ENHACIN
(RANBAXY)
5%
MOXCLAV-
BD
(RANBAXY)
5%
FLEMICLAV
(FDC)
4%
FIGHTOX
(PIRAMAL
HC)
4%
MEGACLAV
(ALEMBIC)
4%
MEGAMENTIN
3%
SYMBIOTIK-XL
(CADILA)
3%
NUCLAV
DUO
(ABBORT)
2%
CLAMP (DRL)
1%
CURAM (NOVARTIS)
1%
AUGPEN(ZUVENTUS)
1%
Market share of top 15 brands of Amoxiciilin
625mg with Clavulanic acid
48. 4.5.3.4) MARKET SHARE OF TOP 15 BRANDS OF AMOXICILLIN 875MG WITH
CLAVULANIC ACID
Amoxicillin with Clavulanic acid
Sr
no.
Company
name
Brand name Strength
Total strips per
month
Market
share in %
1 Gsk
Augmentin
duo
875mg 665 27.18
2 Mankind Moxikind-cv 875mg 245 10.01
3 Intas Megamentin 875mg 230 9.40
4 Cipla Advent 875mg 205 8.38
5 Piramal hc Fightox 875mg 190 7.76
6 Abbort Nuclav duo 875mg 146 5.97
7 Alkem Clavam 875mg 142 5.80
8 Fdc (lumina) Flemiclav 875mg 136 5.56
9
Ranbaxy
(stancare)
Enhacin 875mg 135 5.52
10 Ranbaxy Moxclav-bd 875mg 100 4.09
11 Novartis Curam 875mg 92 3.76
12
Cadila (le
sante)
Symbiotik-xl 875mg 64 2.62
13 Alembic Megaclav 875mg 63 2.57
14 Dr. Reddy Clamp 875mg 19 0.78
15 Zuventus Augpen 875mg 15 0.61
Total 2447 100.00
49. FINDING
From the graph, we can find that market leader for 875mg Amoxicillin with Clavulanic acid combination
is Augmentin Duo with 27% market share in Ahmedabad. Second one is Moxikind from Mankind with
10% market share and third one is Megamentin from Intas pharmaceutical with 9% market share. Here
Advent from Cipla pharmaceutical and Fightox from Piramal Healthcare are on 4th
position with 8%
market share each.
AUGMENTINDUO
(GSK)
27%
MOXIKIND-
CV
(MANKIND)
10%
MEGAMENTIN
(INTAS)
9%
ADVENT (CIPLA)
8%
FIGHTOX
(PIRAMAL HC)
8%
NUCLAV DUO
(ABBORT)
6%
CLAVAM
(ALKEM)
6%
FLEMICLAV
(FDC)
5%
ENHACIN
(RANBAXY)
5%
MOXCLAV-BD
(RANBAXY)
4%
CURAM (NOVARTIS)
4%
SYMBIOTIK-
XL (CADILA)
3%
MEGACLAV
(ALEMBIC)
3%
CLAMP (DRL)
1%
AUGPEN
1%
Market share of top 15 brands of Amoxicillin
875mg with Clavulanic Acid
50. 4.5.3.5) MARKET SHARE OF TOP 15 BRANDS OF AMOXICILLIN 1000MG WITH
CLAVULANIC ACID
Amoxicillin with Clavulanic acid
Sr
no.
Company
name
Brand name Strength
Total strips per
month
Market
share
1 Gsk
Augmentin
duo
1000mg 535 37.62
2 Alkem Clavam 1000mg 159 11.18
3 Cipla Advent 1000mg 150 10.55
4 Mankind Moxikind-cv 1000mg 150 10.55
5
Ranbaxy
(rexcel)
Moxclav-bd 1000mg 113 7.95
6
Ranbaxy
(stancare)
Enhacin 1000mg 76 5.34
7 Piramal hc Fightox 1000mg 68 4.78
8 Fdc (lumina) Flemiclav 1000mg 41 2.88
9
Cadila (le
sante)
Symbiotik-xl 1000mg 28 1.97
10 Alembic Megaclav 1000mg 27 1.90
11 Intas Megamentin 1000mg 26 1.83
12 Dr. Reddy Clamp 1000mg 25 1.76
13 Zuventus Augpen 1000mg 10 0.70
14 Abbort Nuclav duo 1000mg 9 0.63
15 Novartis Curam 1000mg 5 0.35
Total 1422 100.00
* ALKEM
CLAVAM
– XR
1000MG AMOXICILLIN + 62.5MG
CLAVULANIC AACID
174 STRIPS PER
MONTH
51. FINDING
From the graph, we can find that Augmenting duo from GSK is the market leader with 38% market share
while the second one is Clavam from Alkem Pharmaceutical with 11% market Share. Here their is huge
gap between market share of market leader and his first competitor. Advent from Cipla pharmaceutical
is on 3rd
position with 10% market share. Here Clavam-XR is only available as extended release tablet
with 1000mg Amoxicillin and 62.5mg Clavulanic Acid and it is more preferred by physicians in compare
to Clavam tablet.
AUGMENTINDUO
(GSK)
38%
CLAVAM (ALKEM)
11%
ADVENT (CIPLA)
10%
MOXIKIND-CV
(MANKIND)
10%
MOXCLAV-
BD
(RANBAXY)
8%
ENHACIN
(RANBAXY)
5%
FIGHTOX
(PIRAMAL HC)
5%
FLEMICLAV
(FDC)
3%
SYMBIOTIK-XL
(CADILA)
2%
MEGACLAV
(ALEMBIC)
2%
MEGAMENTIN
(INTAS)
2%
CLAMP (DRL)
2%
AUGPEN
(ZUVENTUS)
1%
NUCLAV
DUO
(ABBORT)
1%CURAM
(NOVARTIS)
0%
Market share of Top 15 brands of Amoxicillin
1000mg with Clavulanic Acid
52. 4.5.4) TO FIND OUT PRICING OF TOP 15 BRANDS OF AZITHROMYCIN AND
AMOXICILLIN WITH CLAVULANIC ACID
4.5.4.1) PRICING FOR AZITHROMYCIN
For Azithromycin
Sr.
Brand
name
Company name
Price for 250mg
Azithromycin in Rs
Price for 500mg
Azithromycin in Rs
Per strip (6
tablets per
strip)
Per tablet
Per strip (3
tablets per
strip)
Per
tablet
1 Azithral Alembic 85 14.17 85 28.33
2 Zycin Cadila (le sante) 63.1 10.52 63.1 21.03
3 Uthral Unison 42.75 7.13 42.75 14.25
4 Azee Cipla 59 9.83 59 19.67
5 Azibact Ipca 52 8.67 52 17.33
6 Macrotar Torrent 72 12.00 72 24.00
7 Zady Mankind 51 8.50 43.5 14.50
8 Aziwok Wockhardt 84.25 14.04 84.25 28.08
9 Azibest Blue cross (gold cross) 53.4 8.90 52.4 17.47
10 Ronin Helios 68 11.33 65 21.67
11 Azimax Cipla 58.85 9.81 58.85 19.62
12 Zathrin Fdc (lumina) 54 9.00 53 17.67
13 Azifast Ipca 55 9.17 55 18.33
14 Atm Indoco (spade) 81 13.50 77 25.67
15 Rulide-az Sanofl Aventis 70 11.67 70 23.33
53. 4.5.4.2) PRICING FOR AMOXICILLIN WITH CLAVULANIC ACID
Sr. Brand name
Company
name
for 625mg Amoxicillin
with Clavulanic acid
For 875mg Amoxicillin
with Clavulanic acid
For 1000mg Amoxicillin
with Clavulanic acid
Per strip
Per
tablet
Per strip
Per
tablet
Per strip Per tablet
1
Augmentin
duo
Gsk
241.2 (6 tabs
per strip)
40.2
219.58 (4
tabs per
strip)
54.86
230.5 (4
tabs per
strip)
57.625
2 Moxikind-cv Mankind
113 ( 6 tabs
per strip)
18.83
149.7 (6
tabs per
strip)
24.95
160 ( 6 tabs
per strip)
26.67
3 Advent Cipla
170 (6 tabs
per strip)
28.33
204.5 (4
tabs per
strip)
51.13
240 (4 tabs
per strip)
60
4 Clavam Alkem
199 ( 10 tabs
per strips)
19.9
249.5 (10
tabs per
strip)
24.95
290 (10 tabs
per strip)
29
5 Enhancin
Ranbaxy
(stancare)
176 (8 tabs
per strip)
22
509.10 (10
tabs per
strip)
50.91
280 ( 4 tabs
per strip)
70
6 Moxclav-bd
Ranbaxy
(rexcel)
402.99 (10
tabs per
strip)
40.3
249.6 (6
tabs per
strip)
41.6
192 (4 tabs
per strip)
48
7 Flemiclav
Fdc
(lumina)
94 ( 6 tabs
per strip)
15.67
149.4 (6
tabs per
strip)
24.9
199.6 (6
tabs per
strip)
33.27
8 Fightox tab Piramal hc
71.4 ( 6 tab
per strip)
11.9
113.7 (6
tabs per
strip)
18.95
180 ( 6 tabs
per strip)
30
9 Megaclav Alembic
240 ( 10 tabs
per strip)
24
299.60 (10
tabs per
strip)
29.96
350 (10 tabs
per strip)
35
10 Megamentin Intas
210 ( 6 tabs
per strip)
35
240 (4 tabs
per strip)
60
279.70 (4
tabs per
strip)
69.93
11 Symbiotik-xl
Cadila (le
sante)
119 ( 6 tabs
per strip)
19.83
170 (6 tabs
per strip)
28.33
199.70 (6
tabs per
strip)
33.28
12 Nuclav duo Abbortt
205.9 ( 6 tabs
per strip)
34.32
179.60 (4
tabs per
strip)
44.9
199.6 ( 4
tabs per
strip)
49.9
13 Clamp Dr. Reddy’s
272 ( 6 tabs
per strip)
45.33
310 (6 tabs
per strip)
51.67
410 (6 tabs
per strip)
68.33
14 Curam Novartis
380 ( 10 tabs
per strip)
38
900 (20 tabs
per strip)
45
203 ( 4 tabs
per strip)
50.75
15 Augpen Zuventus
224 ( 6 tabs
per strip)
37.33
281.2 (6
tabs per
strip)
46.87
300 (6 tabs
per strip)
50
* CLAVAM - XR ALKEM NA NA NA NA
289.55 (10
TAB/STRIP)
28.95
54. 4.5.5 ) TO FIND OUT SUBSTITUTE BRANDS OF AZITHROMYCIN AND
AMOXICILLIN WITH CLAVULANIC ACID AT RETAIL LEVEL
4.5.5.1) SUBSTITUTE BRAND FOR AZITHROMYCIN MOLECULE AT RETAIL LEVEL
Azithromycin
Brand name Company
Frequency (out
of 100)
Azithral Alembic 87
Zady Mankind 73
Uthral Unison 61
Azee Cipla 54
FINDING
From the graph, we can find that highly prefer substitute brands for Azithromycin at Retail level are
Azithral, Zady, Uthral and Azee. In which 87% retailer prefers Azithral, 73% retailer prefers Zady, 61%
retailer prefers Uthral and 54% retailer prefer Azee as substitute brands for Azithromycin.
0
10
20
30
40
50
60
70
80
90
AZITHRAL
(ALEMBIC)
ZADY (
MANKIND)
UTHRAL (
UNISON)
AZEE (
CIPLA)
87
73
61 54
Highly prefer substitute brands for
Azithromycin at retail level
FREQUENCY (OUT OF 100)
55. 4.5.5.2) SUBSTITUTE BRAND FOR AMOXICILLIN WITH CLAVULANIC ACID
Amoxicillin with Clavulanic acid
Brand name Company
Frequency (out
of 100)
Augmentin duo Gsk 93
Moxikind - cv Mankind 78
Clavam Alem 69
Enhacin
Ranbaxy
(stancare)
47
FINDING
From the graph, we can find that highly prefer brands by retailer for combination of Amoxicillin with
Clavulanic Acid are Augmenting Duo from GSK with 93% preference, 78% retailer prefer Moxikind-CV
from Mankind, 69% retailer prefer Clavam from Alkem Pharmaceutical and 47% retailer prefer Enhacin
belongs to Ranbaxy.
0
20
40
60
80
100
AUGMENTIN
DUO (GSK)
MOXIKIND -
CV
(MANKIND)
CLAVAM
(ALKEM)
ENHACIN
(RANBAXY)
93
78 69
47
Highly prefer Substitute brands of
combination of Amoxicillin with Clavulanic
Acid at Retail level
Frequency (out of 100)
56. 4.5.6) TO FIND OUT PROMOTIONAL SCHEMES GIVEN TO CHEMISTS
4.5.6.1) PROMOTIONAL SCHEMES GIVEN TO CHEMISTS FOR AZITHROMYCIN
MOLECULE
For Azithromycin
Sr. Brand name Company name
For 250mg
Azithromycin
For 500mg
Azithromycin
Unit in strip In % Unit in strip In %
1 Azithral Alembic 11+1 9.09 11+1 9.09
2 Zycin Cadila (le sante) No scheme 0 No scheme 0
3 Uthral Unison No scheme 0 No scheme 0
4 Azee Cipla 4+1 25 4+1 25
5 Azibact Ipca 9+1 11.11 9+1 11.11
6 Macrotar Torrent No scheme 0 No scheme 0
7 Zady Mankind 5+1 20 5+1 20
8 Aziwok Wockhardt 10+1 10 10+1 10
9 Azibest
Blue cross (gold
cross)
No scheme 0 No scheme 0
10 Ronin Helios No scheme 0 No scheme 0
11 Azimax Cipla 4+1 25 4+1 25
12 Zathrin Fdc (lumina) 9+1 11.11 9+1 11.11
13 Azifast Ipca No scheme 0 No schem 0
14 Atm Indoco (spade) 9+1 11.11 9+1 11.11
15 Rulide-az Sanofl aventis No scheme 0 No scheme 0
57. 4.5.6.2) PROMOTIONAL SCHEMES GIVEN TO CHEMISTS FOR AMOXICILLIN
WITH CLAVULANIC ACID MOLECULE
For Amoxicillin with Clavulanic acid
Sr. Brand name Company name
For 625mg
Amoxicillin with
Clavulanic acid
For 875mg
Amoxicillin with
Clavulanic acid
For 1000mg
Amoxicillin with
Clavulanic acid
Unit in strip In %
Unit in
strip
In %
Unit in
strip
In %
1
Augmentin
duo
Gsk 5+1 20 5+1 20 5+1 20
2 Moxikind-cv Mankind 11+1 9.09 11+1 9.09 11+1 9.09
3 Advent Cipla 9+1 11.11 9+1 11.11 9+1 11.11
4 Clavam Alkem 5+1 20 5+1 20 5+1 20
5 Enhancin
Ranbaxy
(stancare)
No scheme 0
No
scheme
0
No
scheme
0
6 Moxclav-bd
Ranbaxy
(rexcel)
No scheme 0
No
scheme
0
No
scheme
0
7 Flemiclav Fdc (lumina) 9+1 11.11 9+1 11.11 9+1 11.11
8 Fightox tab Piramal hc No scheme 0
No
scheme
0
No
scheme
0
9 Megaclav Alembic 5+1 20 5+1 20 5+1 20
10 Megamentin Intas No scheme 0
No
scheme
0
No
scheme
0
11 Symbiotik-xl Cadila (le sante) No scheme 0
No
scheme
0
No
scheme
0
12 Nuclav duo Abbortt No scheme 0
No
scheme
0
No
scheme
0
13 Clamp Dr. Reddy’s 5+1 20 5+1 20 5+1 20
14 Curam Novartis No scheme 0
No
scheme
0
No
scheme
0
15 Augpen Zuventus 5+1 20 5+1 20 5+1 20
* CLAVAM –
XR
ALKEM NA NA NA NA 5+1 20
58. 4.6) LIMITATIONS OF SURVEY
This survey is conducted in limited area in Ahmadabad.
The findings in this study are purely dependent on the answers of the respondents.
The information recorded is based on the opinion and reactions of the respondents as on
the date of research.
59. 5) CONCLUSION
5.1 Indication
5.1.1 Azithromycin is mostly used for throat infection, dry cough and difficulty in
deglutination.
5.1.2 Combination of Amoxicillin with Clavulanic Acid is mostly used for Urinary tract, biliary &
respiratory tract infection.
5.2 Amoxicillin with Clavulanic Acid extended release 1gm tablet is also prescribe for the same
indication of Amoxicillin with Clavulanic acid combination.
5.3 There is marketable price difference between the brands of same molecules for same strength.
Uthral from Unison is the cheapest brand compare to all other brands of Azithromycin. Fightox
from Piramal Healthcare is the cheapest compare to all other brands of 625mg Amoxiciilin with
Clavulanic Acid and 857mg Amoxicillin with Clavulanic Acid while Moxikind-CV is the cheapest
brand compare to all other brands of 1000mg Amoxicillin with Clavulanic Acid.
5.4 Most prefer substitute brand for Azithromycin at retail level is Azithral from Alembic
pharmaceutical while for Amoxicillin and Clavulanic acid combination, most prefer substitute
brand at retail level is AUGMENTIN DUO from GSK.
5.5 Market leader for Azithromycin molecule for 250mg as well as 500mg strength is Azithral
which is brand of Alembic pharmaceutical and Market leader for Amoxicillin with Clavulanic
Acid combination is Augmentin Duo from GSK in strength of 625mg, 875mg and 1000mg
Amoxicillin. In Extended release tablet only Clavam – XR is available with 1000mg Amoxicillin
and 62.5mg Clavulanic Acid. Clavam – XR is brand of Alkem pharmaceutical.
5.6 In Azithromycin, maximum margin to retailer is 25% given by Cipla pharmaceutical on AZEE and
AZIMAX. In Amoxicillin with Clavulanic Acid combination, maximum margin to retailer is 20%
given by GSK on Augmentin Duo, on Clavam and Clavam-XR by Alkem pharmaceutical, on
Megaclav by Alembic Pharmaceutical, on Clamp by DRL and on Augpen by Zuventus.
60. 6) RECOMMENDATION
From the findings 4.5.3.1, 4.5.3.2, 4.5.6.1 of this report, I recommend Troikaa pharmaceutical
Ltd that if they want to enter in the Azithromycin molecule market than they have to keep
packing size 6 tablet per strip for 250mg strength and 3 tablet per strip for 500mg strength and
have to provide 25% margin to chemist to give good competition to market leader.
From the findings 4.5.3.3 – 4.5.3.5, 4.5.6.2 of this report, I recommend that there is only one
player in Amoxicillin with Clavulanic Acid 1000mg Extended release tablet and so it can be
potential market for Troikaa Pharmaceutical Ltd if they enter in this market providing 20%
margin to chemist with price of Rs 289 for 10 tablet per strip.
61. 7) BIBLIOGRAPHY
1) Research Methods for Business Students (3rd
Edition) by Mark Saunders, Philip Lewis and Adrian
Thornhill (2007), Dorling Kindersley (India) Pvt Ltd, New Delhi
2) Marketing: An Introduction (7th
Edition) by Armstrong and Philip Kotler (2005), Dorling
Kindersley (India) Pvt Ltd, New Delhi.
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July 2010)
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9) http://www.themedica.com/drug (15th July 2010)
10) http://bw.businessworld.in/PDF_upload/Indian_Pharma.pdf (17th July 2010)
11) http://www.capexil.com/overview.php (19th August)
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64. 8) ANNEXURE
ANNEXURE 8.1) RESEARCH PROPOSAL
Research Proposal for Market Survey of
Azithromycin and Amoxicillin with Clavulanic Acid
For
Troikaa Pharmaceutical
Prepared By
Mitesh Shah (Roll No. 31)
Under guidance of
Ms. Gayatri Yadav (Product Executive, Troikaa Pharmaceutical)
Dr. Raashid Saiyed (Professor, Stevens Business School)
65. TITLE
Research Proposal for Market Survey of Azithromycin and Amoxicillin with Clavulanic Acid
RESEARCH OBJECTIVES
1. To find out in which indication doctors prescribe Azithromycin and Amoxicillin with
Clavulanic Acid.
2. To find out in which indication doctors prescribe Amoxicillin with Clavulanic acid Sustain
release 1 gm tablet.
3. To find out pricing of available brands of these molecules.
4. To find out substitute brands of these molecules at retail level.
5. To find out market share of top 15 brands of these molecules in Ahmedabad Medicine
market.
6. To find out promotional schemes given to chemists.
RESEARCH METHOD
Data required Data Source Data collection tool
To find out in which indication doctors prescribe Azithromycin
and Amoxicillin with Clavulanic Acid.
To find out in which indication doctors prescribe Amoxicillin
with Clavulanic acid Sustain release 1 gm tablet.
Doctors Questionnaire
To find out pricing of available brands of these molecules.
To find out substitute brands of these molecules at retail
level.
To find out promotional schemes given to chemists.
Chemists Questionnaire
To find out market share of top 15 brands of these molecules
in Ahmedabad Medicine market.
Dealers Questionnaire
SAMPLING DESIGN
Target population : Chemists, Dealers, doctors
Sampling techniques : Convenience Sampling
Total sample size : 150
Retailer : 100
Dealer : 25
Doctors : 25
66. TIME SCALE
Sr. No. Function Days
1 Finalize objectives 1st
to 5th
July 2010
2 Derive research objectives 6th
to 15th
July 2010
3 Develop questionnaire 16th
and 17th
July 2010
4 Pilot test and revise questionnaire 18th
and 19th
July 2010
5 Administer questionnaire 20th
to 28th
July 2010
6 Enter data into computer 29th
July to 2th
August 2010
7 Analyze data 3th
July to 6st
August 2010
8 Submit to guide and await for feedback 7th
to 9th
August 2010
9 Revise draft and format for submission 10th
to 13th
August 2010
10 Print and bind 14th
August 2010
11 Submission 15th
August 2010
RESOURCES
Transportation expenses for market survey for fill up of questionnaire.
Stationary expenses for printing of questionnaire and report and binding of report.
REFERENCES
Research Methods for Business Students (3rd
Edition) by Mark Saunders, Philip Lewis and Adrian
Thornhill (2007), Dorling Kindersley (India) Pvt Ltd, New Delhi
Marketing: An Introduction (7th
Edition) by Armstrong and Philip Kotler (2005), Dorling
Kindersley (India) Pvt Ltd, New Delhi.
PROPOSAL APPROVED BY
Company Guide: __________________________________________
Academic Guide: __________________________________________
67. ANNEXURE 8.2) QUESTIONNAIRE
Doctors
Objective: To find out in which indication doctors prescribe Azithromycin and amoxicillin with
Clavulanic acid both.
Question 1: For which indication doctors prescribe Azithromycin?
Answer 1:
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
Question 2: For which indication doctors prescribe Amoxicillin with Clavulanic acid?
Answer 2:
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
68. Objective: To find out in which indication Amoxicillin with Clavulanic Acid 1gm Sustain Release
medicine is prescribe.
Question 3: For which indication doctors prescribe Amoxicillin with Clavulanic acid 1gm Sustain
release medicine?
Answer 3:
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
69. Chemists
Objective: To find out pricing of top 15 brands of Azithromycin and Amoxicillin with Clavulanic
acid
For Azithromycin:
Sr. Brand Name Company Name
Price for 250mg
Azithromycin per Strip
Price for 500mg
Azithromycin per Strip
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
70. For Amoxicillin with Clavulanic acid:
Sr. Brand Name
Company
Name
Price for 625mg
Amoxicillin with
Clavulanic acid per
Strip
Price for 875mg
Amoxicillin with
Clavulanic acid per
Strip
Price for 1000mg
Amoxicillin with
Clavulanic acid per
Strip
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
71. Objective: To find out substitute brands of Azithromycin and Amoxicillin with Clavulanic acid at
retail level.
Question 1: Which brand chemist suggest in absence of physicians prescribes brands of
Azithromycin and Amoxicillin with Clavulanic acid?
Answer 1:
For Azithromycin: 1) _______________________________________
2) _______________________________________
3) _______________________________________
For Amoxicillin with Clavulanic acid: 1) _______________________________________
2) _______________________________________
3) _______________________________________
Objective: To find out promotional schemes given to chemists.
Question 2: What are the schemes given by dealer to chemist for particular brands?
Answer 2:
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
72. Dealer
Objective: To find out market share of top 15 brands of Azithromycin and Amoxicillin with
Clavulanic acid in Ahmadabad medicine market.
Question 1:
For Azithromycin:
Sr.
Brand
Name
Company
Name
Number of strips for 250mg
Azithromycin per week
Number of strips for 500mg
Azithromycin per week
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
73. For Amoxicillin with Clavulanic acid:
Sr.
Brand
Name
Company
Name
Number of strips for 625mg
Amoxicillin with Clavulanic
acid per week
Number of strips for 875mg
Amoxicillin with Clavulanic
acid per week
Number of strips for
1000mg Amoxicillin
with Clavulanic acid
per Strip
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
Personal Information
Name of Chemist store / Dealer / Doctor:
Qualification of Doctors:
Address:
Nearer Area:
77. ANNEXURE 8.4) LIST OF DOCTORS
DOCTORS NAMES
SR. NO. DOCTOR NAME SPECIALIZATION AREA
1 Dr.Kirit C Shah MD Maninagar
2 Dr.Mehul Shah MD Maninagar
3 Dr.Sandip I Shah MD Maninagar
4 Dr. Tulshi kedkar MD Maninagar
5 Dr. Shard Kedkar MD Maninagar
6 Dr. Nimesh Patel MD Wadaj
7 Dr. Navin patel MD Wadaj
8 Dr. Gunvan T Patel MD Wadaj
9 Dr. Jayesh Prajapati MD Wadaj
10 Dr. Hitesh Parekh MD Wadaj
11 Dr. Kamlesh Shah MD Amaraivadi
12 Dr. Subhash shah MD Amaraivadi
13 Dr. Jayant Shah MD Amaraivadi
14 Dr. Ashok Ghadhvi MD Amaraivadi
15 Dr. Vipul Patadia MD Amaraivadi
16 Dr. Navnit Shah MD Stadium
17 Dr. Bharat Shah MD Stadium
18 Dr. Madhusudan Parikh MD Stadium
19 Dr. Hiten Amin MD Stadium
20 Dr. Parag Shah MD Stadium
21 Dr. Harshad Ghandhi MD Doctor House
22 Dr. S. S Desai MD Doctor House
23 Dr.B.D joshi MD Doctor House
24 Dr. Sunil Mehta MD Doctor House
25 Dr. Jayesh Raval MD Doctor House
78. ANNEXURE 8.5) LIST OF DEALERS
DEALERS NAME
SR
NO.
DEALER FOR
AZITHROMYCIN
DEALER FOR AMOXICILLIN
WITH CLAVULANIC ACID
1 SHAH DIST SHAH DIST
2 V.M.DISTR SHAH & COMPANY
3 MAHESH DIST YOGI ENTERPRISE
4 NEEL DIST DESAI DEALER
5
DEEGEN REMEDIES
DIST
MANISH COR.
6 UNITY AGENCY KRISHNA WHOLSELLER
7 PAYAL AGENCY RELIEF CHEMIST
8 ALPHABET DIST PRATHNA SPECIALIST
9 PARAS DIST MONO CHEMIST
10 PRABHAT DIST MANISH MEDICAL
11 KETAKI AGENCY J.J PARIKH & BROS
12 MONO CHEMIST MAHARAJA MEDICAL
13
MANISH
CORPORATION
RAJ WHOLESELLER
14
J.J. PARIKH &
BROTHERS
MAHESH MEDICAL
15
MAHARAJA MEDICAL
DIST
SONECHA AGENCIY
16 BELA DRUG CENTRE UNITY AGENCY
17 MEDICAL AGENCY PAYAL AGENCY
18
SHAH & KHOTHARI
BROTHERS
ALPHABET DIST
19 YOGI ENTERPRISE PARAS DIST.
20 DESAI MEDICAL V.M. DIST
21 SHAH & COMPANY KETKI AGENCY
22 MANISH PVT. LTD DEEGEN REMEDIES
23 KRISHNA DIST PRABHAT PHARMA
24 RELIEF CHEMIST SIMPLEX PHARMA
25 PRATHNA SPECIALITIES NEEL DIST.
79. ANNEXURE 8.6) LIST OF RETAILER
CHEMIST STORE
SR. NO SHOP NAME AREA
1 MAHAVIR MEDICAL STORE AMARAIVADI
2 MILAN MEDICAL STORE AMARAIVADI
3 GIRISH MEDICAL STORE AMARAIVADI
4 SHRI KRISHNA MEDICAL STORE AMARAIVADI
5 AGRIVAL MEDICAL STORE AMARAIVADI
6 GOMATI MEDICAL STORE AMARAIVADI
7 NATARAJ MEDICAL STORE AMARAIVADI
8 LATANI MEDICAL STORE AMARAIVADI
9 ARUN MEDICAL STORE AMARAIVADI
10 SEVA MEDICAL STORE AMARAIVADI
11 FINE MEDICAL STORE AMARAIVADI
12 ANIK MEDICAL STORE AMARAIVADI
13 ANERI MEDICAL STORE AMARAIVADI
14 SAHARA MEDICAL STORE AMARAIVADI
15 DEV MEDICAL STORE CTM
16 NIRAV MEDICAL STORE CTM
17 SARAL MEDICAL STORE CTM
18 RICHA MEDICAL STORE CTM
19 SHRI MEDICAL STORE CTM
20 SAGAR MEDICAL STORE CTM
21 KRISHANA MEDICAL STORE CTM
22 SHRITARI MEDICAL STORE CTM
23 ARIHANT MEDICAL STORE CTM
24 BHAGYA LAXMI MEDICAL STORE CTM
25 PADAMAVATI MEDICAL STORE CTM
26 VISAT MEDICAL STORE CTM
27 ASHIRVAD MEDICAL STORE CTM
28 AAYUSH MEDICAL STORE CTM
29 AAVKAR MEDICAL STORE CTM
30 AVADHUT MEDICAL STORE CTM
31 SARATHI MEDICAL STORE CTM
32 RAMDEV MEDICAL STORE CTM
33 KRISHANA MEDICAL STORE GURUKUL
34 SUN MEDICAL STORE GURUKUL
35 POWER MEDICAL STORE GURUKUL
36 ARPITA MEDICAL STORE GURUKUL
37 SWAGAT MEDICAL STORE GURUKUL
38 SHETH MEDICAL STORE GURUKUL
39 JASMITA MEDICAL STORE HATKESHWAR
80. 40 BAVESH MEDICAL STORE HATKESHWAR
41 LAXMI MEDICAL STORE HATKESHWAR
42 NAYANDA MEDICAL STORE HATKESHWAR
43 AADARSH MEDICAL STORE HATKESHWAR
44 SHIV MEDICAL STORE HATKESHWAR
45 AMBICA MEDICAL STORE HATKESHWAR
46 VARDHMAN MEDICAL STORE HATKESHWAR
47 APANA MEDICAL STORE HATKESHWAR
48 CHIRAG MEDICAL STORE HATKESHWAR
49 SATYAM MEDICAL STORE HATKESHWAR
50 MADHAV MEDICAL STORE HATKESHWAR
51 MATRI MEDICAL STORE HATKESHWAR
52 BANSHIDAR MEDICAL STORE HATKESHWAR
53 SHREYASH MEDICAL STORE MANINAGAR
54 NATRAJ MEDICAL STORE MANINAGAR
55 TAPAN MEDICAL STORE MANINAGAR
56 SHRIGESH MEDICAL STORE MANINAGAR
57 NARAYAN DAS MEDICAL STORE MANINAGAR
58 ARAND MEDICAL STORE MANINAGAR
59 APOLLOW MEDICAL STORE MANINAGAR
60 JAY MEDICAL STORE MANINAGAR
61 SHRINATA MEDICAL STORE MANINAGAR
62 M.NARANDASH MEDICAL STORE MANINAGAR
63 PALAK MEDICAL STORE MANINAGAR
64 ALAP MEDICAL STORE MANINAGAR
65 GAYATRI MEDICAL STORE MANINAGAR
66 URNATI MEDICAL STORE MANINAGAR
67 SANJAY MEDICAL STORE MANINAGAR
68 DEEPAK MEDICAL STORE STADIUM
69 HET MEDICAL STORE SURDHARA
70 SHREDHA MEDICAL STORE SURDHARA
71 DIGI MEDICAL STORE SURDHARA
72 SHUVIDHA MEDICAL STORE SURDHARA
73 S K PATEL MEDICAL STORE SURDHARA
74 NEELKANTH MEDICAL STORE SURDHARA
75 UMIYA MEDICAL STORE SURDHARA
76 CHICE MEDICAL STORE THALTEJ
77 ROYAL MEDICAL STORE THALTEJ
78 MADHAV MEDICAL STORE THALTEJ
79 DECENT MEDICAL STORE THALTEJ
80 JAYDEEP MEDICAL STORE THALTEJ
81 UDAY MEDICAL STORE THALTEJ
82 LAXMI MEDICAL STORE VADAJ
83 VIJAY MEDICAL STORE VADAJ
84 GANESH MEDICAL STORE VADAJ
85 ASHIRVAD MEDICAL STORE VADAJ
81. 86 JANAK MEDICAL STORE VADAJ
87 PRIYA MEDICAL STORE VADAJ
88 SHIV MEDICAL STORE VADAJ
89 UMIYA MEDICAL STORE VADAJ
90 OMA MEDICAL STORE VADAJ
91 MAHAVIR MEDICAL STORE VADAJ
92 NEW GAYATRI MEDICAL STORE VADAJ
93 GAYATRI MEDICAL STORE VADAJ
94 WIN MEDICAL STORE VADAJ
95 SHRADHA MEDICAL STORE VADAJ
96 DARSHAN MEDICAL STORE VADAJ
97 VARDAYNI MEDICAL STORE VADAJ
98 NANDAM MEDICAL STORE VADAJ
99 PATEL MEDICAL STORE VADAJ
100 NAVKAR MEDICAL STORE VADAJ
82. 9) REFLECTIVE NOTE ON INTERNSHIP
My summer internship project entitled “Market survey on Azithromycin and Amoxicillin with Clavulanic
Acid” in which I have to make research proposal for this project and get approval from my faculty and
company guide. After getting approval from my guides, I have prepared questionnaire for chemists,
dealers and doctors to collect data which are require completing the objectives of my project. When my
questionnaire is completed and gets approved, I first make pilot survey to know the major brands
available in market for my project molecules and after completion of my pilot survey I modified my
questionnaire. During my survey, I first select doctors to known the indications for these molecules and
than I selected dealers of these molecules and got the market share of these molecules from them. At
last, I approached chemists to know schemes given to them and price of top 15 brands of these
molecules. When I got complete market data for my project, I enter all the data to computer and start
analyzing these data and get approval from my guides. I also found the secondary data which are
require in my project. Finally, I have prepared my draft for report and after lots of corrections final
report is prepared.
Experience provides the best of knowledge which can’t be attained in class-room teaching. The working
experience with Troikaa Pharmaceutical, Ahmedabad, was very exciting and it has created a long lasting
impression in my mind. During the market survey, I got lots of experiences. When I started my project,
first I experienced was the value of time. I experienced the corporate world and also observed how
much busy they are during the job timing and bad experience during the market survey is waiting for
doctors and dealers for long hours though I have appointment with them and when I meet them they
give new time for appointment.
Through this project report work I can better understand the different aspects like research design,
measurement and scaling techniques, questionnaire and its design, data collection, analysis and
interpretation. Through this report I can understand business research methodology in practical term.
The major emphasize of my work was to analyze the current market scenario of Azithromycin and
Amoxicillin with Clavulanic Acid. This project gave me immense opportunities to upgrade my knowledge
related to marketing field and also gave me a chance to learn and understand the strategies to be kept
in mind while launching a new product.
83. I am heartily thankful to Stevens Business School and Troikaa Pharmaceutical Ltd. for giving me an
opportunity to learn many facts of market.
Thank you