This document summarizes a market analysis report on the Indian pharmaceutical industry. It identifies key requirements for clean rooms including classifications, design practices, and issues in flooring, waterproofing, and coatings. It analyzes the market size and growth rates. On-ground requirements are identified for various segments. Recommendations are provided to increase PIDILITE's presence including dedicated teams, product varieties, applicator training, and attending industry events. A SWOT analysis identifies strengths in product development and weaknesses in awareness and approvals. Opportunities exist in market growth and threats include consultant-driven buying and high failure costs.

1. Pharma Market Analysis
By Raghvendra Singh Rao
Under guidance of Mr Abdul Kader Bengali

2. INITIATION
PLANNING
EXECUTION
CLOSURE
Project Details & Methodology
Identify the requirements, types,
design practices for clean rooms
Identify the global/national market
structure, key points governing the
clean room industry
Identify the on ground requirements
and design practices followed with key
players of the segment
Correlate the market scenario and
ground level requirements with key
notes for inclusion of PIDILITE Profile
in the segment
CLEANROOMAPPLICATIONS
(PHARMA)
TechnicalResearchProject

3. Identify the global/national market
structure, key points governing the clean
room industry
Identify the on ground requirements and
design practices followed with key players
of the segment
Correlate the market scenario and ground
level requirements with key notes for
inclusion of PIDILITE Profile in the
segment
Process 1

4. Clean Room Classifcation
MULTI USE
• Medicines
• Food &
Beverages
• Electronics
• Coating
Industries
• Horticulture &
Agro
• Automobile
• Defence &
Space
MEDICINES
• External drugs
• Internal oral drugs
• Betelactum drugs
• Powder & tablets
• Saline’s & injections
• Packing units of bulk
drugs
• Raw material
quarantines
• Microbiology
laboratories
• Chemical analysis
laboratory
TYPE I
•Drug
Manufacturing:
•API’s Bulk
Manufacturers
•Formulations
•Injectable
•Biotechnology
R&D
•Drug Marketing
Companies
TYPE II
• Hard Wall
• Positive Air
Pressure (Mostly
Used)
• Negative
• Explosion
• Soft Wall (Single Air
Pass)
• Dry Wall (Sensitive)
TYPE III
•ISO 1
•ISO 3; Class 1
•ISO 8; Class
100,000
•ISO 9; Room Air
Cleanroom (ISO 14644-1) specified as a room in which the concentration of airborne particles is controlled, and
which is constructed and used in a manner to minimize the introduction, generation, and retention of particles
inside the room and in which other relevant parameters, for example, temperature, humidity, and pressure, are
controlled as necessary.

5. Clean Room Design: MCI Guidelines
The cleanroom design should be based on the current Good Manufacturing Practices
(cGMP), for example type of product, process requirements, like temperature humidity,
class of air filtration (HVAC), equipment, room dimensions, etc. by following User
Requirement Specifications (URS).
The cleanroom design specifications should be prepared for example, functional
specifications, technical specifications, drawings of all components etc. The design
specifications should be documented and qualified (DQ). The cleanroom erection should be
executed according to DQ with proper monitoring and control during the period. The
cleanroom should be installed according to DQ.
It should be qualified for installation (IQ) with the details documented. It should be
qualified for operations (OQ) by ensuring that all required operating parameters of all
equipment, systems, including HVAC, are operating within acceptable limits as required by
process. The OQ should be documented.
The performance of cleanroom should be checked, documented and qualified initially after
DQ, IQ, OQ and should be performed periodically as required by process.

6. Identify the requirements, types, design
practices for clean rooms
Identify the on ground requirements and
design practices followed with key players
of the segment
Correlate the market scenario and ground
level requirements with key notes for
inclusion of PIDILITE Profile in the
segment
Process 2

7. Pharma Market Analysis
$13.8 Billion
Domestic Pharma Sector in
FY2013
CAGR: 21.5%
$50 Billion
Pharma Sector growth by
2020
CAGR: 5.2%
$7.2 Billion
Pharma Sector export in
FY2013
40%
Govt Expenditure Pharma Sector
development in FY2014
$37 Billion
57%
Pharma Industries in Gujarat,
Maharashtra & Telangana
100%
FDI allowed for Pharma
Industries
Wef FY2014
543
US FDA approved Pharma
Plants in India
Highest outside USA

8. Pharma Market Analysis
(-)25%
Tax Relief decreased from
200% to 150%
85%
Bulk Drug In-House
Manufacturing sufficiency
Present 47.6%
$4.41 Billion
Bulk Drug Capital of India
50K Jobs by FY21
100%
Tax Relief to Start-up firms from
APR16 to MAR19
17
Pharma SEZ’s planned, 11
Exporting
6
Pharma Parks Approved in
Hyderabad
175
MoU to be signed in Vibrant
Summit, Gujarat
Agreement Conceived

9. Pharma Market Analysis
0
50
100
150
200
250
300
350
400
450
500
337
27
205
127
205
183
425
31
194
149
499
273
Distribution of Pharma Industry
Sales in 2011 (in US $ Billions) Projected Sales in 2020 (in US $ Billions)
India &
China
30%
15%
5%
7%
7%
36%
Concentration of
Manufacturing Units
Maharashtra
Gujarat
Tamil Nadu
Andra Pradesh
West Bengal
Others
0
500
1000
1500
2000
2500
3000
3500
1928
1129
694
528
472
3423
1211
397
62
199
98
422
No of Existing Pharma Plants
Formulations Bulk Drugs

10. Identify the requirements, types, design
practices for clean rooms
Identify the global/national market
structure, key points governing the clean
room industry
Correlate the market scenario and ground
level requirements with key notes for
inclusion of PIDILITE Profile in the
segment
Process 3

11. Pharma On-Ground Analysis
FLOORING
TYPE
1. Tremix de-
watered
2. Epoxy/PU
3. Acid Proof
4. Tile
5. Kota Stone
ISSUES
1. Poor Surface
preparation
2. Moisture 4%
maximum.
3. Bonding
/detaching.
4. Inappropriate
Primer.
5. For repair works,
the contamination
with older one.
6. Weather and
Poor content.
7. Grade
Demarcation:
Retail vs Project
CC SCOPE
1. Floor Hardeners
2. Epoxy/PU
3. Floor Lining
PIDILITE ANALYSIS
1. 5-8% of the total
project cost.
$338.71 Billion
(Global) by 2020.
CAGR:6.2% Asia
2. FOSROC for
Floor Hardeners
3. CIPY
POLYURETHANE
for Epoxy/PU
Flooring
4. Lead time in
supply or apply
5. Moisture Issue is
persistent
6. Floor Lining notPIL’s presence in the segment is negligible and a strong recognition should be created.

12. Pharma On-Ground Analysis
WATERPROOFING
TYPE
1. Membrane
Based
-PU/Epoxy
-Liquid
2. Brick Bat Coba
3. Waterproofing
Plaster
ISSUES
1. Material
Selection
2. Damping
3. Leakage
4. Applicator Issues
5. Grade
Demarcation:
Retail vs Project
CC SCOPE
1. Membrane
Based
- Spray applied
polyurethane w/p
system for roofs with
screed
-Liquid w/p membrane
-Bitumen based torch
applied membrane for
flat roofs
2. Coating Based
-Heavy load
reinforced acrylic w/p
coat
-Heavy load
cementitious w/p
coating
PIDILITE ANALYSIS
1. 2-3% of the total
project cost. $226.1
Billion Global.
CAGR 7.1% Asia
Pacific
2. Expert Analysis
3. Failure of
suggested products
4. Use of Brick Bat
Coba
5. Unknown to
Basement/ Podium/
Wet Areas Products
6. Retail impact is
huge for repair
plantsPIL’s presence in the segment is huge but in the Pharma industry we are still unknown.

13. Pharma On-Ground Analysis
COATINGS
TYPE
1. PU/Epoxy
Coatings
-High Gloss
-Anti-Slip
-Anti-Carbonation
-Thickness
2. Acrylic Emulsion
ISSUES
1. Fungal &
Microbial action
2. Sulphur action
3. Thickness/
Waterproofing
action
4. Bubble formation
5. Temperature
resistance
CC SCOPE
1. PU/ Epoxy based
coatings with
variants
2. Acrylic based
anti-fungal & anti-
microbial paints
PIDILITE ANALYSIS
1. 2-4% of total
project cost. Market
is huge. Segment is
unpredictable.
2. Clubbing of
products required`
3. Market leader is
Asian Paints for
Acrylic
4.Micobial Impact:
Food for thought
5. Penetration
Space is limited
6.
Flooring+Coatings
PIL’s presence in the segment is negligible and a strong recognition should be created.

14. Pharma On-Ground Analysis
HEAT INSULATION, SEALANTS AND GROUTS
TYPE
1. PUF Paneling
for insulation
2.Grout &
Sealants:
- Cement based
- Epoxy based
- Pre-Mixed
- Caulk based
ISSUES
1. Costly
Application of Heat
Insulation.
2. Heat Insulation
supports Modular
Shuttering.
3. Flow ability and
workability issues
of sealants &
grouts.
4. Thickness range
CC SCOPE
1. PUF Panels
2. Sealants &
Grouts in all
variants
PIDILITE ANALYSIS
1. High cost but
sales driven
2. Market Leader is
SIKA for grouts &
sealants
3. Development of
cheaper product
4. Applicator
availability
5. Products
available with rigid
specifications. Multi
Variant products.
6. Research driven
PIL’s presence in the segment is negligible and a strong recognition should be created.

15. Pharma On-Ground Analysis
•Purely Consultant
driven industry
•Selection on
recommendations
•Effective network
required
CONSULTANT
DRIVEN
•Quarterly/ half yearly
by projects team
•Every 3 years by US
FDA or MHRA
•License cancellation
INSPECTIONS
•Pidilite Product
profile is not known
except Fevicol
•Variety of products
are available, need
updating
UNAWARENESS
•ISO 14644-4
•US FED STD209E
•Medical Council of
India
GUIDELINES
•IS Code to be
published soon
•Pharma Vision 2020
•Self-Sufficiency with
Global Presence
GoI INITIATIVES
•Retention of suppliers
is long term
•Multiple links to
various industries
•Bio-tech/Plastics
COMMITMENTS
•High lag
•Warehouse
•Temperature
controlled storage
•Apply time
SUPPLY-APPLY

16. Identify the requirements, types, design
practices for clean rooms
Identify the global/national market
structure, key points governing the clean
room industry
Identify the on ground requirements and
design practices followed with key players
of the segment
Process 4

17. Recommendations
11-12%
Domestic Pharma Sector
Growth
15-18%
Epoxy/ PU sales in Flooring
2001: 4%
Resins
Traditional oxy-chloride and
vinyl replaced
8.4%
CAGR of W/P market
$3.2 Billion Industry FY2015
Applicator
Training, Expertise, Trust
4.7%
Coating Industry Growth
Brick Bat Coba
No awareness
No Expertise
Heat Insulation, grouts &
sealants
Retail vs Project
No market demarcation
Product Variety
Non-availability of products
Pricing
No kit based pricing

18. Recommendations
No Campaign
Industry is unaware about
PIDILITE
Warehouse
Temperature controlled ready to
use
Display Samples
Flooring+Coating+W/P
Penetration Space
Market is stringent to new
entrants
High Profile Projects
Refrences for PIDILITE
ISO, US FDA
Study of codes for references
Pharma Events
Attendance in yearly
meets/events
Dedicated Team
Communication, Expertise

19. Recommendations
• Knowledge of all the
available products
across categories.
• Unbiased to targets
• As per client
requirement
DEDICATED
TEAM
• A catalog of industrial
products
• Demo samples
• Humid region
applications
AVAILABLE
PRODUCTS
• Maharashtra, Gujarat
and Telangana
• Supply-Apply work
process
• Initially economical
prices
PRESENCE
• Training & Learning
• Work with PIDILITE
Assurance
• Stringent criteria for
failures
APPLICATOR
• Work with
region/industry specific
• Economical vs Quality
• Trial & Feedback
CLUBBED
KIT
• Use W/P as a milestone
• Closely-related
industries
• Focus on w/p, then
flooring with samples
MILESTONES
• Variants to different
segments
• Heat Insulation, grouts
& sealants pushed
• Floor lining dimension
RESEARCH
• Medical Council
• Start-up meets
• Sample Labs
• Pharma Magazines
• Fortnight mails
• Online Catalog
EVENTS

20. SWOT Analysis
STRENGTHS
• Continuous Development for New Products
• Product Development & Marketing
• Existing Strong Distribution/Channel Network
• Some products already in portfolio
• Strength of PIL brand
WEAKNESS
• Application + Engineering Support
• High Degree of Dependency on Suppliers
• Limited/Non availability applicators
• Awareness
• High warehouse costs for imported resins with special
storage requirements
• Lack of Product Approvals from Consultants, OEM’s &
Project Reference List
• Bottom line management
OPPORTUNITIES
• Past Failures of market leaders like CIPY
• Premium Rates
• Growth Rates in market
• GoI support
• Manpower Utilization
• Existing market penetration with w/p
• SBU and Single window supplier
THREATS
• Buyers'/ Consultants market
• Service oriented industry
• Improper application due to other contractors
• High impact of failure
• Lack of specification
• Cost of product development, mostly imported
• MNC and garage based units, China

21. FINAL PRESENTATION
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