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SUN PHARMA <br />By <br />Alokyadavyalok@in.com ©<br />
GROUP MEMBERS<br />Alok yadav  yalok@in.com ©<br />
AGENDA<br />Alokyadavyalok@in.com ©<br />
COMPANY PROFILE<br />Alokyadavyalok@in.com ©<br />
COMPANY PROFILE<br />Company Name:-Sun Pharmaceutical Industries Limited<br /> <br />Country/Territory:-India<br />  <br /...
Continued..<br />Industry Focus:-<br />Its products are in several therapeutic areas, including psychiatry, neurology, car...
OBJECTIVE<br />Alokyadavyalok@in.com ©<br />
Objectives of study<br /><ul><li>To study the overview of Indian Pharmaceutical Market. 
To study the brand awareness of sun Pharma drugs.  
To know consumer behavior about the product of sun Pharma.
To find out various promotional strategies used by sales representatives.
To  study the competitors and compare their products.
To study the perceptions of Doctors on sales of sun Pharma drugs.
To study the concept test survey of new drug.
To study the market share of sun Pharma.
To evaluate the Key Brand Performance.</li></ul> <br />
Research Methodology<br />Alokyadavyalok@in.com ©<br />
Research Methodology<br />PRIMARY DATA SOURCES<br />􀂾 Observation method, and<br />􀂾 Experiment<br />SECONDARY SOURCE<br /...
Research Design<br />Alokyadavyalok@in.com ©<br />
Research Design<br />	1. Sampling Technique: 		Non probability sampling<br />  (A non probability sampling technique is th...
ANALYSIS<br />Alokyadavyalok@in.com ©<br />
Analysis of the study-Doctor<br />Q) Which companies drugs do you prescribe / use?<br />INFERENCE:<br /> <br /> <br />Only...
Analysis of the study-Doctor<br />Q) Which brands of sun Pharma can you think of? <br />INFERENCE:<br /> <br />Glucored   ...
Analysis of the study-Patient<br />Q) How familiar are you with Sun Pharma. Product?<br />INFERENCE:<br /> <br />Majority ...
Analysis of the study Pharmacist<br />Q) Which of the following drugs of sun Pharma are highly prescribed/sold?<br />INFER...
FINDINGS<br />Alokyadavyalok@in.com ©<br />
OUR FINDINGS<br />DOCTORS:<br /> <br /><ul><li>Only 19% of the doctors prescribe the drugs of sun Pharma
75% of the doctors were able to recall only two drugs of sun Pharma</li></ul>	( pantocid & glucored )<br /> <br /><ul><li>...
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Market research on sun pharma limited

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  • Alok and team you have done a great job, i can get to know from ppt. the idea about research methodology.
    thanks
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Market research on sun pharma limited

  1. 1. SUN PHARMA <br />By <br />Alokyadavyalok@in.com ©<br />
  2. 2. GROUP MEMBERS<br />Alok yadav yalok@in.com ©<br />
  3. 3. AGENDA<br />Alokyadavyalok@in.com ©<br />
  4. 4. COMPANY PROFILE<br />Alokyadavyalok@in.com ©<br />
  5. 5. COMPANY PROFILE<br />Company Name:-Sun Pharmaceutical Industries Limited<br /> <br />Country/Territory:-India<br />  <br />Products/Services:-<br />Sun manufactures both pharmaceuticals and active pharmaceutical ingredients (API), in essence, ingredients to be used in finished pharmaceutical products. Its products are in several therapeutic areas, including psychiatry, neurology, cardiology, diabetology, gastroenterology, respiratory, and orthopedics<br /> <br />Business Type:- Pharmaceuticals<br /> <br />
  6. 6. Continued..<br />Industry Focus:-<br />Its products are in several therapeutic areas, including psychiatry, neurology, cardiology, diabetology, gastroenterology, respiratory, and orthopedics.<br />Geographic Markets:- Worldwide.<br /> 17 manufacturing plants in 3 continents.<br /> <br />No. of Employees:- 8000 (2008)<br /> <br />Annual Sales Range (INR):- Rs. 1185 crore(2009)<br /> <br />Year Established:- 1983<br /> <br />Legal Representative/CEO:-Dilip S. Shanghvi<br /> <br /> <br /> <br />
  7. 7. OBJECTIVE<br />Alokyadavyalok@in.com ©<br />
  8. 8. Objectives of study<br /><ul><li>To study the overview of Indian Pharmaceutical Market. 
  9. 9. To study the brand awareness of sun Pharma drugs.  
  10. 10. To know consumer behavior about the product of sun Pharma.
  11. 11. To find out various promotional strategies used by sales representatives.
  12. 12. To study the competitors and compare their products.
  13. 13. To study the perceptions of Doctors on sales of sun Pharma drugs.
  14. 14. To study the concept test survey of new drug.
  15. 15. To study the market share of sun Pharma.
  16. 16. To evaluate the Key Brand Performance.</li></ul> <br />
  17. 17. Research Methodology<br />Alokyadavyalok@in.com ©<br />
  18. 18. Research Methodology<br />PRIMARY DATA SOURCES<br />􀂾 Observation method, and<br />􀂾 Experiment<br />SECONDARY SOURCE<br />􀂾 Internet<br />􀂾 Newspaper<br />􀂾 Magazines<br />
  19. 19. Research Design<br />Alokyadavyalok@in.com ©<br />
  20. 20. Research Design<br /> 1. Sampling Technique: Non probability sampling<br /> (A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)<br /> <br /> 2. Sample Unit: Doctors, pharmacist, sales representatives, patients<br /> <br /> 3. Sample size: 30 respondents (Age ranging Between 15 yrs to 65 yrs)<br /> 4. Method: Direct interview through questionnaire.<br /> <br /> 5. Data analysis method: Graphical method.<br /> <br /> 6. Area of survey : Mumbai City.<br /> <br /> 7. Timing of survey : 9.00 am to 12.30 pm and 5.00 pm To 10.00 pm<br /> <br /> <br />
  21. 21. ANALYSIS<br />Alokyadavyalok@in.com ©<br />
  22. 22. Analysis of the study-Doctor<br />Q) Which companies drugs do you prescribe / use?<br />INFERENCE:<br /> <br /> <br />Only 19% doctors prescribe sun Pharma drug as compared to 24% of Ranbaxy.<br />
  23. 23. Analysis of the study-Doctor<br />Q) Which brands of sun Pharma can you think of? <br />INFERENCE:<br /> <br />Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall. <br />
  24. 24. Analysis of the study-Patient<br />Q) How familiar are you with Sun Pharma. Product?<br />INFERENCE:<br /> <br />Majority of the patients were not aware of the drugs of sun Pharma.<br /> <br />
  25. 25. Analysis of the study Pharmacist<br />Q) Which of the following drugs of sun Pharma are highly prescribed/sold?<br />INFERENCE:<br /> <br />The pantocid and the Glucored are the top brands of sun Pharma.<br /> <br /> <br />
  26. 26. FINDINGS<br />Alokyadavyalok@in.com ©<br />
  27. 27. OUR FINDINGS<br />DOCTORS:<br /> <br /><ul><li>Only 19% of the doctors prescribe the drugs of sun Pharma
  28. 28. 75% of the doctors were able to recall only two drugs of sun Pharma</li></ul> ( pantocid & glucored )<br /> <br /><ul><li>Majority of the doctors who prescribe the drugs of sun Pharma prescribe it daily</li></ul> <br /><ul><li>The doctors consider the quality as</li></ul> the Main constrain while prescribing the drug <br /> <br /><ul><li>About 92% of the doctors have internet excess and they would like to receive about the information about the new drugs.</li></ul> <br /><ul><li>62% of the doctors read “Times Of India” and “Mumbai mirror”</li></li></ul><li>OUR FINDINGS<br />PATIENTS<br /><ul><li>During the survey it was found that still there are 75% patients have not heard of sun Pharma
  29. 29. Lake of Awareness in consumers (patients). Many people are not aware about brands of sun Pharma.</li></ul> <br /> <br /> <br /><ul><li>There is lack of Sales Promotional Activities.</li></ul> <br /><ul><li>Majority of the patients who know about sun Pharma have heard it in news paper</li></ul> <br />
  30. 30. OUR FINDINGS<br /> PHARMACISTS:<br /><ul><li>Only 3% of the pharmacist think of sun Pharma when they think of pharmaceutical industry
  31. 31. All the pharmacist sells the drugs of the sun Pharma
  32. 32. Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
  33. 33. The pantocid and the glucored are the top selling drugs of the sun Pharma
  34. 34. The supply chain of the sun Pharma is very effective
  35. 35. Majority of the pharmacist are satisfied with the incentives </li></li></ul><li>OUR FINDINGS<br /> SALES REPRESENTATIVES (MRS)<br /><ul><li>No regular sales representatives in certain areas so the pharmacist cannot have the access about new drugs
  36. 36. Majority of Sales representatives visit the doctors in 1-15 days.
  37. 37. Majority of the Sales representatives use the quality of the products to convince the doctors</li></ul>Sales representatives gives various free samples, incentives and gifts<br />Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market. <br />
  38. 38. Suggestions & Recommendations<br />Alokyadavyalok@in.com ©<br />
  39. 39. Suggestions & Recommendations<br /><ul><li>First and foremost sun Pharma should take proper action in order to
  40. 40. Improve promotion and marketing because only 19% of the doctors prescribe the drugs of sun Pharma.
  41. 41. Majority of the doctors and pharmacist were able to recall only the two drugs, while sun Pharma comes up with 25-30 drugs every year, so it needs to promote the other brands too.</li></ul> <br /><ul><li>As the majority of the drugs are prescribed by specialist, the specialist should be targeted for the marketing of drugs for certain disease.
  42. 42.  </li></ul>Majority of the doctors have the internet access they should be send information about new drugs through mails.<br /> <br />Majority of the doctors read “Times Of India” and “Mumbai mirror “<br />So these news papers should be used for advertising.<br /> <br />
  43. 43. Suggestions & Recommendations<br />Many patients have not heard the names of the name of sun Pharma<br />So it should come up with new innovative marketing methods.<br /> <br />Only 3% of the pharmacist thinks of sun Pharma when they think of sun Pharma so the awareness needs to be increased<br />The sales representatives should have good communication skill and good knowledge about the new drugs<br /> <br />Increase the free samples of the new drugs<br /> <br />Some of the innovative methods could be like<br />Celebrating doctors birthday<br />Celebrating marriage anniversary<br />Doing seminars for the new development in the field of medical science<br />Online advertisement.<br />Talk about the strength of your brand.<br />Increase the frequency of the sales representative in certain areas.<br />Give free DVD<br />Week end trip for doctors.<br />Organizing quiz competition for college students.<br />Tie up with certain hospitals.<br /> <br /> <br />
  44. 44. Appendices<br />Alokyadavyalok@in.com ©<br />
  45. 45. Appendices<br /><ul><li>Physician survey questionnaire.
  46. 46. Pharmacist Questionnaire.
  47. 47. Patient Questionnaire.
  48. 48. Sales representative Questionnaire.
  49. 49. Presentation slides.</li></li></ul><li>THANK YOU<br />Alok yadav yalok@in.com ©<br />

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