Introduction of the ion

SUMMER TRAINING PROJECT REPORT ON

A STUDY ON THE COMPARATIVE SALES OF INDCHEMIE PRODUCT IN GUWAHATI

FOR THE PARTIAL FULFILMENT OF THE REQUIREMENT FOR THE AWARD OF

MASTERS IN BUSINESS ADMINISTRATION

UNDER THE SUPERVISION OF:

Mr. D.K. Singh (Z.S.M)

SUBMITTED BY

LALNUNSANGA & V.L.MUANCHHANA

MBA 2009-11

DEPARTMENT OF MANAGEMENT

MIZORAM UNIVERSITY

TANHRIL, AIZAWL

ACKNOWLEDGEMENT

It gives me immense pleasure to thank the whole Indchemie Family and all those people who

have directly or indirectly helped me in successful completion of my 6 weeks training in Sales &

Marketing Department, which will be of great help to my career and working in the company.

I sincerely thank my project guide, Mr D.K Singh(Z.S.M), for his excelent guidance, help and

motivation. Apart from the subject of my project, I learnt a lot from him, which I am sure will be

useful in different stages of my life.

I would also like to express my heartfelt thanks to Prof. A.K. Mishra, (The Head, Department

of Management, Mizoram University) for allowing me to go for the industrial training.

I would also like to thank Dr. L.S. Sharma (Reader, Department of Management, Mizoram

University) for his support, motivation and encouragement that lead me to complete my training

successfully.

Last but not the least, my special thanks go to my faculty guide, Mrs Lalropuii(Assistant

Professor, Mizoram University) for her support and advice for my training.

PREFACE

The internship Program in MBA is very beneficial to have practical exposure of how things really operate in market. Being a student who wants to make a mark in marketing field, the best place to gain practical understanding of marketing is to do internship in the marketing department of Pharmaceutical Industry which can be regarded as one of the most dynamic industry in India. I completed the internship with Indchemie Health Specialities Pvt Ltd. which is recognised as the fastest growing pharmaceutical Company in India.

I am proud to work as an internee with Indchemie Company and this experience will surely help me in my future assignments as a marketing professional. The absolute guidance and concern of higher management, perfect working environment with immense cooperation of the staff of all departments especially the marketing department facilitated in making my internship a wonderful learning experience in all aspects. Internship duration offered to me was six weeks was based on marketing projects. Through these projects, I was able to get direct interaction with different Chemists all over guwahati city and some leading Doctors which is also very beneficial for gaining Communication skills.

INTRODUCTION OF THE ORGANISATION

“Indchemie Health Specialities Pvt. Ltd” has been in the ethical pharma business for more than two decades now, with leadership in few of the segments. It has a strong back up of in-house manufacturing facility & has four Pharmaceuticals Manufacturing Units (Two at Daman, 3rd at Baddi, Himachal Pradesh & 4th at Sikkim) in India. All four units are approved by WHO based on Current GMP Guidelines.

Out of four units, one of the manufacturing units is totally dedicated to Soft Gelatin Capsules Formulation. In March 2006 it was audited & in June 2006 the same has been approved by TGA, Australia. The next level of Achievement would be USFDA & MHRA, UK approvals and the technical team has geared up for these prestigious inspections. This accreditation directly talks of the quality par excellence imbibed in every brand of Indchemie. The Beta-Lactam unit is having several commendable approvals from African Regulatory agencies like Ethiopia, Kenya and Malawi. The technical team at Beta-Lactam facility is now gearing up for other prestigious approvals like MCC South Africa and MHRA UK.These approvals will further boost the confidence in our products, who today have high clinical success.Our comprehensive range of products covers wide therapeutic segments wherein a large number of products are technologically backed up with Bioequivalence studies at par with brand leaders in the segment.In ever evolving environs of healthcare industry, keeping pace with the time is a tough task. It requires consistent & qualitative research for which Team Indchemie is always in the forefront . At Indchemie, we are committed to research & development with a vision to create path breaking health solutions, both in chronic as well as acute segments.In an integral approach to healthcare that fuses traditional wisdom with technological sophistication has made us what we are today, leading to become Pioneers in the Indian Pharma Industry.

CORPORATE INFORMATION:

Name of the Organisation: Inchemie Health Specialities Pvt. Ltd.

Nature of The Business: Manufacturer and Marketer

Products: Pharmaceuticals

Major Markets: India, South East Asia and Africa.

Managing Director: M.K Singh

CAREER

“Indchemie Health Specialities Pvt. Ltd” is an emerging, research-based global pharmaceutical company with a diverse combination of skills, resources, and capabilities that provide a platform, apt to perform effectively in today's rapidly changing healthcare environment.

The phenomenal business growth seen by Indchemie in the last few years has been fuelled by the people we have, by the free and nurturing work environment we provide and by the support given through clear & transparent people-processes.

At the same time, there is a long way ahead with challenges for professionals in diverse functions. The organization is making a mark for itself across geographies and functional areas at a rapid pace.

Indchemie has always firmly believed that its strength lies within the talent it attracts and retains. Whether it is through robust Performance Management systems, Formal Learning and Development processes or Career Planning Processes, the attempt is always to develop individuals who can build an aggressive, growth oriented environment.

If as a professional you feel the urge to face challenges head on and to be empowered to drive business, you are invited to be a part of our family. You'd be working for a company that's making a difference in the manner and rate at which business is carried out; making a difference through innovations in both the supply side and demand side processes; making a difference in scientific Endeavour - ultimately making a difference in the lives of its people and society around the globe.

AIM AND ESTABLISHMENT OF THE COMPANY

MOTTO :

“To Maintain World Class Quality Standards and Delivering Innovative Products”

POSITION/ STAGES OF THE LIFE CYCLE

Stage Characteristics

1. Market introduction stage

1. costs are very high

2. slow sales volumes to start

3. little or no competition

4. demand has to be created

5. customers have to be prompted to try the product

6. makes no money at this stage

2. Growth stage

1. costs reduced due to economies of scale

2. sales volume increases significantly

3. profitability begins to rise

4. public awareness increases

5. competition begins to increase with a few new players in establishing market

6. increased competition leads to price decreases

3. Maturity stage

1. costs are lowered as a result of production volumes increasing and experience

curve effects

2. sales volume peaks and market saturation is reached

3. increase in competitors entering the market

4. prices tend to drop due to the proliferation of competing products

5. brand differentiation and feature diversification is emphasized to maintain or

increase market share

6. Industrial profits go down

4. Saturation and decline stage 1. costs become counter-optimal

2. sales volume decline

3. prices, profitability diminish

4. profit becomes more a challenge of production/distribution efficiency than

increased sales

The Company was in tha position of growth stage as the product has spent considerably moderate time into the market where customers / consumers get familiar to the product and start buying the product and the product is now into the market it becomes more strengthened and faces more intense competition.

TYPES OF PRODUCTS

1. Antibiotics

Antibiotics

2. Haematinics

Haematinics

http://indchemie.in/PDF%20File/Indclav%20375%20625%201000.pdf

3. Gastro- intestinal

Gastro-Intestinal

4. Nutraceauticals

Nutraceuticals

5.Vitamins & Minerals

Vitamins &

Minerals

6. Anti – Osteoporotic

Anti-Osteoporotic

7. Anti- Fungal

Anti-Fungal

8. Infertility

Infertility

9. NSAID’s

NSAIDs

10. Caugh syrup

Cough Syrup

11. Others

TURNOVER OF THE COMPANY :

The company have Rs.300 crores turnover per month all over India and in North East the company turnover is Rs. 1 crore per month.

RESEARCH AND DEVELOPMENT OF THE COMPANY

Indchemie has strong support and focus on R&D which substantially scaled up on its investments to build its capabilities in all the areas of generic research as a short to medium term strategy. Generic drug development encompasses both small and large molecules. Indchemie strongly believes that there are attractive opportunities in the highly competitive global generic space. Indchemie believes in strategic alliance for R&D and offers its R&D and scale-up facilities to major players for development activities in the Indian Pharma Industry.

The business focus is backed with the building up of captive manufacturing operations and of complying with the regulatory standards of the advanced markets.

Indchemie's generic drug development meets the speed and quality attributes, as all the elements of research have been conducted within the same campus, situated at Taloja, Navi Mumbai. Indchemie committed a substantial amount of its resources to the development of Novel Drug Delivery Systems and this shall be the key element in providing momentum to consolidate its objective of value addition

Indchemie is also collaborating with several Indian companies for their development of difficult-to-make products and the development of other unique technologies. Indchemie is progressing with leaps and bounds in the Nutraceutical segment of healthcare and wellness. Nutraceutical R&D efforts are mainly directed towards providing vitamins and nutritional products for the better management of health in the today’s busy life. Commendable success has been achieved in this area of research and development.

INDCHEMIE HEALTH SPECIALITITIES PVT. LTD IN GUWAHATI

Overview :

Indchemie Health Specialities Pvt. Ltd is one of the fastest and most prominent pharma company in the North- East. The main aim of the company is to increase the market share and sell as much as their products in the north – east and dominate the market in the north east. Most of the product have gained popularity in the north- east, especialy the brand name like ‘cheri’ has established itself as the most accredited brand of the north-east and is the number one brand in the north- east.Indchemie Health Specialities have six branches in India among which Guwahati is also one of the branches for the North eastern part of India.

PLANT:

The Indchemie Health Specialitist Pvt. Ltd has three plant in the whole of India. In north east it is situated in Sikkim and the other two were in Himachal Pradesh.

Primary dosage form : Tablets and Capsules

Unit-1 Daman

INDCHEMIE HEALTH SPECIALITIES PVT. LTD.659/B, Somnath Kevdi Road,Dabhel, Daman-396 210.

Primary dosage form : Soft Gelatin Capsules

Unit-2 Daman

INDCHEMIE HEALTH SPECIALITIES PVT. LTD.Plot No.: 7, OIDC, Mahatma Gandhi Udyog Nagar,Dabhel, Daman - 396210.

Primary dosage form : Oral liquids, Beta block (Tablets, Capsules, Dry syrup) General Capsules & Ointments

Baddi

INDCHEMIE HEALTH SPECIALITIES PVT. LTD.Village-Thana, Near Baddi,Tehsil-Nalagarh Dist. Solan,Himachal Pradesh-173 205.

Primary dosage form : Tablets, General Capsules

Sikkim

INDCHEMIE HEALTH SPECIALITIES PVT. LTD.Village-Kumrek, Rangpo,East Sikkim-737 132.

ACCREDITATION:

UNIT 1 DAMAN – Accredited by World Health Organization-Goods Manufacturing Practices on September 2007.

UNIT 2 DAMAN – Accredited by World Health Organization-Goods Manufacturing Practices on October 2006 and by Therapeutic Goods Administration(TGA), Australia on June 2006.

UNIT 3 BADDI – Accredited by Health & Family Welfare Department, Himachal Pradesh on August 2009

UNIT 4 SIKKIM – Accredited by World Health Organization-Goods Manufacturing Practices on October 2008

CONTRACT MANUFACTURING:

They are introducing Indchemie Health Specialities.Pvt.Ltd., as a professionally managed pharmaceutical company having business alliances with reputed Pharmaceuticals companies.

They are offering contract-manufacturing services to manufacture quality products as per cGMP guidelines for India and overseas.

They have four manufacturing units and are in the pharmaceutical manufacturing and marketing business since 1986 with the turnover of Rs. more than 100 Crore with 1250 employees on board.

All the Plants are WHO-GMP approved and built as per USFDA guidelines & requirement. Their Unit 2 Soft Gelatin Plant has been approved by TGA-Australia in 2006 and USFDA audit is planned in 2010.

They have a strong quality management system and corporate quality assurance system, which provides system guidance and controls all the four locations. They have their corporate R & D center and Regulatory Affairs at Taloja, which is taking care of all the units for product development and technology transfer.

Export :

Currently Indchemie Health Specialities have Exported to nine countries like Kenya, Philipines, Combodia, Sri lanka and some countries of the South east Asia.

And very soon they plan to start marketing in Myanmar, Mozambique, Zambia, Congo, Angola, Uganda, South Africa And Vietnam.

Pride :

Inchemie received three IDMA quality excellence award like

2007 : Silver Quality Excellence Award

2008 : Gold Quality Excellence Award

2009 : Silver Quality Excellence Award.

METHODOLOGY

Primary data collection: Primary data is collected via methods such as surveys, questionnaires and interviews. Primary research is collected is a research “instrument” designed to record information for later analysis. Marketing researchers use many types of instruments from basic methods that record participant responses to highly advanced electronic measurement where research participants are connected to sophisticated equipment. One of the main advantages of collecting primary data is the amount of control the researchers have. This allows them to determine the type of method they will use in collecting the data and how long it will take them to get the data, thus enabling them to focus on specific aspects of their research. The other main advantage is the fact that a primary data collection focuses on the specific issues, unlike secondary data which may contain details that are not needed by the researcher. The best thing about using primary collection methods is the researchers will be presented with original and unbiased data. Unlike the secondary collection methods, the researchers will directly interact with the source of information and get the data that is original and not analysed to suit specific

premises. One disadvantage of primary data collection is that it consumes a lot of time. The researchers will need to make certain preparations in order to handle the different demands of the processes and at the same time, manage time effectively. We collected all the data by personal interviews of over 100 Chemists of Leading Nursing Homes and Chemists of different places in Guwahati like Dispur, Ganeshguri, Christian Basti, Bhangagarh, Athgaon, Ulubari, Chandmari, Silphukuri, Guwahati Medical College, Fancy Bazar, Bamunimaidan and Bharalumukh.

Sl.no. Name of the Chemist Location

1 Ayushman Medicos Dispur

2 Kaina medicos Dispur

3 Deesant Medical Store Dispur

4 Downtown Hospital Dispur

5 Jupiter Medicos Dispur

6 Joymoti Medicos Ganeshguri

7 Karabi Medical Ganeshguri

8 Reliable Medicos Ganeshguri

9 GNRC Medi Shop Ganeshguri

10 Aastha’s Medicos Ganeshguri

11 Rajdhani Medicos Ganeshguri

12 New Royal Medicos Ganeshguri

13 Sidhartha Medical Ganeshguri

14 Geetas Shree Medical Ganeshguri

15 Krishna Medicos Ganeshguri

16 New Tisa Medicos Ganeshguri

17 Aresto Medicine Ganeshguri

18 Active Medicos Ganeshguri

19 P.M Medicos Christian Basti

20 Christian Basti Pharmacy Christian Basti

21 International Hospital Christian Basti

22 Ayush Medicos Christian Basti

23 M Pharmacy Christian Basti

24 Abhoy medicos Christian Basti

25 Med Life Pharma Bhangagarh

26 Pialli Medicos Bhangagarh

27 Pragjyotika Bhangagarh

28 New Kusum medicos Bhangagarh

29 Maruti Nandan Medicos Bhangagarh

30 Prescription Guild Bhangagarh

31 Medi Point Bhangagarh

32 New Lachid Medical Bhangagarh

33 Lachit Medicos Bhangagarh

34 Jaapi Medicos Bhangagarh

35 Central Pharmacy Bhangagarh

36 A One Medicos Bhangagarh

37 New Get Well Medicos Ullubari

38 Das Medical Ullubari

39 Shera Medicine Ullubari

41 The Life Pharmacy Ullubari

42 New Capital Medicos Ullubari

43 Bohagi Medicos Ullubari

44 Delta Medicos Ullubari

45 Jan Jivan Medicos Ullubari

46 New AB Medicos Ullubari

47 Medi Safe Pharmacy Ullubari

48 Prity medical Ullubari

49 Athgaon Medicos Athgaon

50 Apna medicos Athgaon

51 Reeyas Medicos Athgaon

52 Rouf Medicos Athgaon

53 Shree MM Drugs Athgaon

54 Purple Medicos Athgaon

55 Kamakhya Medicos Athgaon

56 Bawri medicos Athgaon

57 Guwahti Medical Hall Athgaon

58 NG Medicos Athgaon

59 Yours Medicos Athgaon

60 Sharma Medicos Athgaon

61 PBG Medicos Chandmari

62 Mazumder Pharmacy Chandmari

63 RS Medicos Chandmari

64 SS Medicos Chandmari

65 Chandmari Medicos Chandmari

66 New Asom Medicos Chandmari

67 New Upasam Chandmari

68 Medi Clinic & Pharmacy Bamuminaidan

69 New Deesha Medicos Bamuminaidan

70 Gautam Medicos Bamuminaidan

71 Rakesh Medical Bamuminaidan

72 Add Life MediCoin Bamuminaidan

73 Shree Uma Nanda Silphukuri

74 L&B Medicos Silphukuri

75 Shree Sanjibani Silphukuri

76 New Pharmacy Silphukuri

77 Dutta&Baruah Drug House Silphukuri

78 First Medicos Silphukuri

79 Jovial Medicos Silphukuri

80 NE Care Silphukuri

81 MS Treatwell Silphukuri

82 Maitaru Medicos Silphukuri

83 Mangalam Medicos Bharalumukh

84 Shankar Medicos Bharalumukh

85 Hari Medical Bharalumukh

86 Neha Medicos Bharalumukh

87 Shri Sai Medicos Bharalumukh

88 Medi City Bharalumukh

89 Shubhkama Bharalumukh

90 Anee Pharmacy Bharalumukh

91 Vinayak Medicos Fancy Bazar

92 Suda Medicos Fancy Bazar

93 Balaji Lifeline Fancy Bazar

94 Medicine Ghar Fancy Bazar

95 Uma Medicos Fancy Bazar

96 Gangival Medicos Fancy Bazar

97 Jaina Pharmacy Fancy Bazar

98 Shree Ganesh Medical Hall Fancy Bazar

99 Leima Medicos GMCH

100 Priyanka Medicos GMCH

101 Ashirbad Drugs GMCH

102 Medico GMCH

103 Maa Medical GMCH

104 Santana Drugs GMCH

105 Kalpana Medical GMCH

MARKETING

Marketing means, simply, to meet the customer need at right time with right quality

product. But the new concept of marketing is to create the demand for product to the targeted

customer.

Marketing is the process of planning and executing the conception, pricing, promotion, and

distribution of ideas, goods, and services to create exchanges that satisfy individual and

organizational objectives.

OR

Simply we can say that, Marketing is an organizational function and a set of processes for

creating, communicating, and delivering value to consumer and for managing customer

relationships in ways that benefits the organization and its stake holder.

It is an organizational function and a set of processes for creating, communicating, and

delivering value to consumer and for managing customer relationships in ways that benefits the

organization and its stake holder. The social and economic justification for an organization’s

existence is the satisfaction of customer wants and needs, while meeting organizational

objectives. Marketing involves:

1. Focusing on customer wants so the organization can distinguish its products from

competitors.

2. Integrating all the organization’s activities, including production, to satisfy these wants.

3. Achieving long term goals for the organization by satisfying customer wants and needs

legally and responsibly.

DISTRIBUTION CHANNEL

When the product is finally ready for the market, it has to be determined what methods and

routes will be used to bring the product to the market, i.e. to ultimate consumers and industrial

users. This process involves establishing distribution and providing for physical handling and

distribution. Distribution is concerned with various activities, such as the movement and storage

of goods, the legal, the promotional and financial activities involved in the transfer of ownership

form the producer to the consumer.

Definitions:

4. “The structure of intercompany organization units and extra company agents and dealers, wholesalers and retailers through which a product or service is marketed”

American Marketing Association

5. “Every producer seeks to link together a set of marketing intermediaries that fulfils the firm’s objectives. This set of marketing intermediaries is called the marketing channel “A path traced in the direct or indirect transfer of title to a product, as it moves from a producer to ultimate consumers or industrial users”

Cundiff E.W & Still R.S

6. “Marketing channels can be viewed as sets of interdependent organization involved in the process of making product or service available for use or consumption”

PHILIP KOTLER

Channel Marketing:

The channel used in Indchemie is simple. The product are transferred from the plant to the

various places situated in various locations with and outside the state. From the different

branches this stock is then transferred to the dealers as per delivery order.

Then the dealer again redistributes the stock to smaller dealers i.e. sub-dealers or directly to the

customers. This is how the stocks get transferred from plant to the end customers.

COMPANY’S DISTRIBUTION CHANNEL:

COMPANY WAREHOUSE

DISTRIBUTOR

RETAILER

MANUFACTURING UNIT

CUSTOMER/PATIENT

ORGANIZATIONAL STRUCTURE OF INDCHEMIE:

An organizational structure consists of activities such as task allocation, coordination and

supervision, which are directed towards the achievement of organizational aims. Organizational

structure allows the expressed allocation of responsibilities for different functions and processes

to different entities such as the branch, department, workgroup and individual. Organizational

structure affects organizational action in two big ways. First, it provides the foundation on which

standard operating procedures and routines rest. Second, it determines which individuals get to

participate in which decision-making processes, and thus to what extent their views shape the

organization’s actions.

Indchemie used Matrix organizational strutuce towards the achievement of organizational goals

as follows:

MANAGING DIRECTOR

VICE PRESIDENT

FINANCE

VICE PRESIDENT

HUMAN RESOURCE

VICE PRESIDENT

MARKETING

VICE PRESIDENT

PURCHASING

VICE PRESIDENT

DISTRIBUTION

VICE PRESIDENT

ELECTRONIC DATA PROCESSING

THE ORGANIZATIONAL STRUCTURE OF MARKETING

ZONAL SALES MANAGER

DIVISIONAL SALES MANAGER

SALES MANAGER

NATIONAL SALES MANAGER

MARKETING(VICE PRESIDENT)

REGIONAL SALES MANAGER

AREA SALES MANAGER

MARKET SHARE

Market share, in strategic management and marketing is, according to Carlton O'Neal, the

percentage or proportion of the total available market or market segment that is being serviced

by a company. It can be expressed as a company's sales revenue (from that market) divided by

the total sales revenue available in that market. It can also be expressed as a company's unit sales

volume (in a market) divided by the total volume of units sold in that market. It is generally

necessary to commission market research (generally desk/secondary research) to determine.

Sometimes, though, one can use primary research to estimate the total market size and a

company's market share.

WEEKLY AVERAGE SALES

LOCATION: DISPUR

S NO NAME OF THE CHEMISTINDCLAV

625 BID1 AYUSHMAN MEDICOS 20 102 NEESANT MEDICAL STORE 8 73 DOWNTOWN HOSPITAL 30 104 KAINA MEDICOS 10 55 JUPITER MEDICOS 10 30

LOCATION:GANESHGURI


625 BID 1 JOYMOTI MEDICOS 0 02 KARABI MEDICAL 3 53 RELIABLE MEDICOS 2 64 GNRC MEDISHOP 2 45 AASTHA’S MEDICOS 5 56 RAJDHANI 5 47 NEW ROYAL MEDICOS 6 38 SIDHARTHA MEDICAL 3 39 GEETA SHREE MEDICAL 10 510 KRISHNA MEDICOS 6 511 NEW TISA MEDICOS 2 212 ARISTO MEDICINE 3 413 ACTIVE MEDICOS 3 2

LOCATION: CHRISTIAN BASTI


625 BID 1 P.M MEDICOS 3 02 CHRISTIAN BASTI MEDICOS 5 103 INTERNATIONAL HOSPITAL 0 04 AYUSH MEDICOS 4 85 ABHOY MEDICOS 4 6

LOCATION: FANCY BAZAR


625 BID 1 VINAYAK MEDICOS 0 02 SMDA M MEDICOS 0 03 BALAJI LIFELINE 4 04 MEDICINE GHAR 2 05 UMA MEDICOS 2 16 GANGWAL MEDICOS 0 07 JAINA PHARMACY 2 0

8SHREE GANESH MEDICAL HALL 0 0

LOCATION: ATHGAON


625 BID 1 ATHGAON MEDICOS 3 32 APNA MEDICOS 4 03 REEYAS MEDICOS 10 34 ROUF MEDICOS 8 25 SHREE MM 2 56 PURPLE MEDICOS 5 207 KAMAKHYA MEDICOS 0 08 BAWRI MEDICOS 0 0 9 GUWAHATI MEDICAL HALL 5 510 NG MEDICOS 0 011 YOUR MEDICOS 5 1012 SHARMA MEDICOS 1 1

LOCATION:BHARALUMUKH


625 BID 1 MANGALAM MEDICOS 3 32 SHANKAR MEDICOS 0 03 HARI MEDICAL 2 34 NEHA MEDICOS 0 05 SHREE SAI MEDICOS 4 06 MEDI CITY 10 27 SHUBHKAMA 1 18 ANEE PHARMACY 2 2

LOCATION: SILPHUKURI


625 BID

1SHREE UMANANDA MEDICOS 3 0

2 L&B MEDICOS 3 03 SHREE SANJIBANI MEDICOS 2 104 NEW PHARMACY 0 0

5DUTTA & BARUA DRUG HOUSE 0 0

6 FIRST MEDICOS 10 37 JOVIAL MEDICOS 2 18 NE CARE 4 29 TREAT WELL 0 010 MAITARU MEDICOS 10 7

LOCATION: BHANGAGARH


625 BID 1 MEDLIFE PHARMA O 52 PIALLI MEDICOS 3 43 PRAGJYOTIKA 0 004 NEW KUSUM MEDICOS 4 2

5MARUTI NANDAN MEDICOS 4 2

6 PRESCRIPTION GUILD 3 07 MEDI POINT 3 28 NEW LACHIT MEDICAL 5 39 VEEER LACHIT MEDICOS 3 010 JAAPI MEDICOS 4 211 CENTRAL PHARMACY 0 012 A-ONE MEDICOS 2 3

LOCATION: ULUBARI


625 BID 1 NEW GET WELL MEDICOS 0 02 DAS MEDICAL 0 23 SHERRA MEDICINE 0 04 THE LIFE PHARMACY 4 05 NEW CAPITAL MEDICOS 6 BOHAGI MEDICOS 7 DELTA MEDICOS 2 28 JAN JIVAN MEDICOS 9 NEW AB MEDICOS 2 0 10 MEDI SAFE PHARMACY 1 111 PRITY MEDICAL 3 0

LOCATION : CHANDMARI

S NO NAME OF THE CHEMIST INDCLAV

625 BID 1 PBG MEDICOS 0 02 MAZUMDER PHARMACY 3 RS MEDICOS 7 64 SS MEDICOS 20 55 CHANDMARI MEDICOS 5 56 NEW ASOM MEDICOS 10 27 NEW UPASAM MEDICOS 6 6

LOCATION : BAMUNIMAIDAN

LOCATION : G.M.C


625 BID

S NO NAME OF THE CHEMISTINDCLAV PEPTARD

ECOCEF-O625 BID DS 20 D

1 MEDICLINIC PHARMACY 2 NEW DEESHA MEDICOS 1 0 0 2 0 03 GAUTAM MEDICOS 0 0 0 0 0 04 RAKESH MEDICAL 5 ADDLIFE MEDIPOINT 2 2 2 1 2 0

1 LEIMA MEDICOS 0 02 PRIYANKA MEDICOS 1 03 ASHIRBAD DRUGS 3 04 MEDICO 10 05 MAA MEDICAL 3 26 SANTANA DRUGS 3 07 KALPANA MEDICAL 10 10

S NO NAME OF THE CHEMISTCHERI ZECAL

GOLD COMPLEVITCAP SYRUP FOL 1 AYUSHMAN MEDICOS 30 10 20 10 102 KAINA MEDICOS 60 20 10 15 2003 DEESANT MEDICAL STORE 50 10 5 10 1504 DOWNTOWN 100 20 0 0 3005 JUPITER MEDICOS 70 30 20 20 150

LOCATION : DISPUR


GOLD COMPLEVITCAP SYRUP FOL 1 JOYMOTI MEDICOS 2 KARABI MEDICAL 10 8 3 0 03 RELIABLE MEDICOS 0 5 3 0 04 GNRC MEDISHOP 10 4 10 0 05 AASTHA’S MEDICOS 30 10 30 0 06 RAJDHANI MEDICOS 40 5 0 0 07 NEW ROYAL MEDICOS 20 5 20 0 08 SIDARTHA MEDICAL 10 6 10 3 109 GEETASHREE MEDICAL

LOCATION : GANESHGURI

LOCATION : CHRISTIAN BASTI


GOLD COMPLEVITCAP SYRUP FOL 1 P.M MEDICOS 6 3 0 0 0

2CHRISTIAN BASTI PHARMACY 10 10 5 0 0

3 INTERNATIONAL HOSPITAL 70 12 0 0 04 AYUSH MEDICOS 6 5 0 0 05 M PHARMACY 5 10 5 0 06 ABHOY MEDICOS 10 7 4 0 0

LOCATION : FANCY BAZAR


GOLD COMPLEVITCAP SYRUP FOL 1 VINAYAK MEDICOS 0 0 0 0 02 SUDA MEDICOS 2 2 0 0 03 BALAJI LIFELINE 3 0 1 2 44 MEDICINE GHAR 10 0 0 0 55 UMA MEDICOS 2 2 0 0 16 GANGIVAL MEDICOS 0 0 0 0 07 JAINA PHARMACY 2 1 0 0 2

8SHREE GANESH MEDICAL HALL 0 0 0 0 0

LOCATION : ATHGAON


GOLD COMPLEVITCAP SYRUP FOL 1 ATHGAON MEDICOS 10 8 3 3 22 APNA MEDICOS 50 10 0 0 03 REEYES MEDICOS 4 6 4 0 54 ROUF MEDICOS 3 5 4 0 35 SHREE MM DRUGS 15 1 0 0 16 PURPLE MEDICOS 5 5 0 0 07 KAMAKHYA MEDICOS 0 0 0 0 08 BAWRI MEDICOS 0 0 0 0 09 GUWAHATI MEDICAL HALL 0 0 0 0 010 N. G MEDICOS 0 0 0 0 011 YOURS MEDICOS 4 25 0 0 012 SHARMA MEDICOS 2 0 0 1 1

LOCATION : BHARALUMUKH


GOLD COMPLEVITCAP SYRUP FOL 1 MANGALAM MEDICOS 5 3 0 0 32 SHANKAR MEDICOS 0 0 0 0 03 HARI MEDICAL 5 2 1 0 74 NEHA MEDICOS 2 0 0 1 15 SHRI SAI MEDICOS 5 2 0 0 16 MEDI CITY 10 10 6 0 27 SHUBHKAMA 3 4 0 0 08 ANEE PHARMACY 3 7 0 0 0

LOCATION :SILPUKHURI


GOLD COMPLEVITCAP SYRUP FOL 1 SHREE UMANANDA 3 2 0 0 02 L&B MEDICOS 6 10 0 0 34 SHREE SANJIBANI 4 4 0 0 35 NEW PHARMACY 4 0 0 0 0

6DUTTA & BARUA DRUGS HOUSE 0 0 0 0 0

7 FIRST MEDICOS 10 3 2 0 08 JOVIAL MEDICOS 7 2 1 0 09 NE CARE 2 4 0 0 010 M/S TREAT WELL 0 0 0 0 011 MAITARU MEDICOS 10 8 0 5 4

LOCATION :BHANGAGARH


GOLD COMPLEVITCAP SYRUP FOL 1 MEDLIFE PHARMA 5 3 0 0 02 PIALLI MEDICOS 30 10 3 0 43 PRAGJYOTIKA 50 5 0 0 04 NEW KUSUM MEDICOS 10 5 3 0 1

5MARUTI NANDAN MEDICOS 15 5 0 0 3

6 PRESCRIPTION GUILD 7 5 6 0 07 MEDI POINT 5 5 0 0 08 NEW LACHID MEDICAL 3 3 5 0 09 LACHID MEDICOS 10 5 0 0 310 JAAPI MEDICOS 10 2 0 0 311 CENTRAL PHARMACY 0 0 0 0 012 A-ONE MEDICOS 10 3 0 0 0

LOCATION :ULUBARI


GOLD COMPLEVITCAP SYRUP FOL 1 NEW GET WELL MEDICOS 0 0 0 0 02 DAS MEDICAL 2 2 0 0 03 SHERA MEDICINE 0 0 0 0 04 THE LIFE PHARMACY 7 6 6 0 155 NEW CAPITAL MEDICOS 0 0 0 0 06 BOHAGI MEDICOS 0 0 0 0 07 DELTA MEDICOS 2 2 0 0 08 JAN JIVAN MEDICOS 0 0 0 0 09 NEW A.B MEDICOS 3 3 0 0 010 MEDI-SAFE PHARMACY 3 1 0 0 011 PRITY MEDICAL 2 2 0 0 0

LOCATION : CHANDMARI


GOLD COMPLEVITCAP SYRUP FOL 1 PBG MEDICOS 5 0 0 0 02 MAZUMDER PHARMACY 0 0 0 0 03 R.S MEDICOS 3 6 7 2 104 S.S MEDICOS 50 3 2 0 35 CHANDMARI MEDICOS 10 7 3 0 56 NEW ASOM MEDICOS 10 5 2 2 207 NEW UPASAM 10 5 3 0 3

LOCATION :BAMUNIMAIDAN


GOLD COMPLEVITCAP SYRUP FOL

1 MEDICLINIC&PHARMACY 0 0 0 0 02 NEW DEESHA MEDICOS 30 2 0 0 03 GAUTAM MEDICOS 0 0 0 0 04 RAKESH MEDICAL 0 0 0 0 05 ADD LIFE MEDIPOINT 3 2 0 0 1

LOCATION : G.M.C

MARKET SEGMENTATION IN GUWAHATI


GOLD COMPLEVITCAP SYRUP FOL 1 LEIMA MEDICOS 0 3 0 0 02 PRIYANKA MEDICOS 0 0 0 0 03 ASHIRBAD DRUGS 5 3 0 0 04 MEDICO 0 0 0 0 05 MAA MEDICAL 2 3 0 0 06 SANTANA DRUGS 10 30 2 0 07 KALPANA MEDICAL 30 20 0 30 0

For segmenting the market in Guwahati, we used Geographic segmentation in which we can divide the market according to geographical areas such as localities, regions, cities, states, countries etc. We divide Guwahati market into three zones as follows:

Name of few markets in the various zones:

GUWAHATI NORTH

GUWAHATI CENTRAL GUWAHATI SOUTH

4 BLOCK 4 BLOCK 4 BLOCK

GUWAHATI MARKET

GUWAHATI NORTH

1. DISPUR

2. GANESHGURI

3. CHRISTIAN BASTI

4. BHANGAGARH

Weekly sales analysis of Indchemie products in Guwahati North(Dispur, Ganeshguri, Christian Basti and Bhangagarh):

PRODUCTINDCLAV62

5INDCLAV

BIDINDCLAV

DSPEPTARD

20 PEPTARD DECOCEF

-OTOTAL SALES 169 164 80 322 214 6

INDCLAV625 INDCLAV BID INDCLAV DS PEPTARD 20 PEPTARD D ECOCEF-O0

50

100

150

200

250

300

350

SALES

SALES

GUWAHATI CENTRAL

5. G.M.C.H

6. ULLUBARI

7. CHANDMARI

8. SILPHUKURI

PRODUCTINDCLAV625

INDCLAV BID INDCLAV DS

PEPTARD 20 PEPTARD D

ECOCEF-O

TOTAL SALES 124 64 44 77 67 18


20

40

60

80

100

120

140

SALES

SALES

GUWAHATI SOUTH

9. FANCY BAZAR

10. ATHGAON

11. BHARALUMUKH

12. BAMUNIMAIDAN

PRODUCTINDCLAV62

5INDCLAV

BIDINDCLAV

DSPEPTARD

20PEPTARD

DECOCEF

-OSALES 79 63 48 140 113 10


20

40

60

80

100

120

140

160

SALES

SALES

OVERALL WEEKLY AVERAGE SALES IN GUWAHATI CITY

PRODUCT

INDCLAV625

INDCLAV BID

INDCLAV DS

PEPTARD 20

PEPTARD D

ECOCEF-O

SALES 372 291 172 539 394 34


100

200

300

400

500

600

SALES

SALES

FINDINGS:

1. Among different products (Indclav 625, Indclav bid, Indclav ds, Peptard 20, Peptard d & Ecocef-O), Based on survey and observation, Peptard 20 and Indclav 625 can be regarded as the most leading brand.

2. Based on market survey, I observed that among three geographical market segmentation, Dispur, Ganeshguri, Christian basti and bhangagarh has high sales as compare to other segments in guwahati city.

3. Ecocef-o is least demand in market whereas Peptard and Indclav are sold comparatively more.

4. Company should go for strip packing as generally Dr. doesn’t prescribe medicine for 30 days so it makes it difficult to go with glass bottle. Moreover strip can be sold in open or loose form this increases sales comparatively.

MAIN COMPETITORS

BRAND NAME COMPOSITION COMPANY

AUGMENTIN AMOXICILLIN 500 MG,

CLAVULANATE POTASSIUM 125 MG

G&K

MOXIKIND-CV AMOXICILLIN 500 MG,


MANKIND

MOXCLAV AMOXICILLIN 500 MG,


RANBAXY

AUGPEN AMOXICILLIN 500 MG,


ZUVENTUS

CLAVAM AMOXICILLIN 500 MG,


ALKEM

INDCLAV 625 was one of the famous brand of Indchemie Health Specialities Pvt Ltd. Its composition is Amoxicillin 500 mg & Clavulanate potassium 125 mg. The main competitors of this Brand are as follows:

MARKET VISIT

I visited market to know which is the most selling brand on the composition of “Amoxicillin 500 & Clavulanate Potassium 125 mg”. I collected information from the leading chemist in guwahati. The top three Brands on the same composition are listed.

NAME OF THE CHEMIST LOCATION TOP 3 BRANDS

SHREE UMANDA MEDICOS SILPHUKURI AUGPEN, AUGMENTIN AND MOXIKIND

L&B MEDICOS SILPHUKURI AUGMENTIN, MOXIKIND AND CLAVUM

SHREE SANJIBANI MEDICOS

SILPHUKURI MOXIKIND, AUGMENTIN AND CLAVUM

NEW PHARMACY SILPHUKURI CLAVUM, AUGMENTIN AND MOXIKIND

DUTTA & BARUA DRUG HOUSE

SILPHUKURI AUGMENTIN, MOXIKIND AND AUGPEN

FIRST MEDICOS SILPHUKURI MOXIKIND, AUGMENTIN AND INDCLAV

JOVIAL MEDICOS SILPHUKURI MOXIKIND, LACTOCLAV AND AUGMENTIN

UPASANA MEDICOS CHANDMARI CLAVUM, AUGPEN AND MOXCLAV

MAITARU MEDICOS CHANDMARI AUGMENTIN, AUGPEN AND CLAVUM

GNB MEDICOS CHANDMARI AUGMENTIN, CLAVUM AND MOXIKIND

UPASAM MEDICOS CHANDMARI MOXIKIND, CLAVUM AND INDCLAV

NEW ASOM MEDICOS CHANDMARI AUGMENTIN, AUGPEN AND CLAVUM

CHANDMARI MEDICOS CHANDMARI MOXIKIND, CLAVUM AND INDCLAV

RS MEDICOS CHANDMARI AUGPEN, CLAVUM AND AUGMENTIN

PURBANCHAL DRUGS G.M.C. AUGMENTIN, CLAVUM AND MOXCLAV

MAA MEDICAL G.M.C AUGMENTIN, CLAVUM AND MOXCLAV

LEIMA MEDICOS G.M.C CLAVUM, AUGMENTIN AND MOXIKIND

PRIYANKA MEDICOS G.M.C AUGMENTIN, MOXCLAV AND AUGPEN

MEDICO G.M.C AUGMENTIN, MOXCLAV AND CLAVUM

ASHIRBAD DRUGS G.M.C AUGMENTIN, CLAVUM AND MOXCLAV

DIKSHA MEDICAL G.M.C MAXIKIND, AUGPEN AND AUGMENTIN

REENA DRUGS G.M.C CLAVUM, AUGPEN AND MOXCLAV

ZENIFAR MEDICOS G.M.C AUGMENTIN, CLAVUM AND LACTOCLAV

RADALI DRUGS G.M.C AUGPEN, MOXIKIND AND CLAVUM

MEDICINE CORNER G.M.C AUGMENTIN, CLAVUM AND MOXCLAV

NEW MONI MEDICOS G.M.C AUGPEN, AUGMENTIN AND MOXIKIND

M/S RUMI MEDICAL G.M.C CLAVUM, AUGPEN AND MOXIKIND

SANTANA DRUGS G.M.C AUGMENTIN, AUGPEN AND CLAVUM

CHILARAY MEDICOS G.M.C MOXIKIND, AUGPEN AND AUGMENTIN

SIDHARTHA MEDICOS G.M.C CLAVUM, AUGPEN AND AUGMENTIN

KAVITA MEDICAL STORES

G.M.C AUGMENTIN, CLAVUM AND MOXCLAV

NAME OF THE CHEMIST LOCATION TOP 3 BRANDS

SHREE UMANANDA MEDICOS

SILPHUKURI DEXORANGE, CHERI AND GLOBIRON

L&B MEDICOS SILPHUKURI FERIUM, FERRONIA AND OROFER

SHREE SANJIBANI MEDICOS

SILPHUKURI FERONIA, OROFER AND FERIUM

NEW PHARMACY SILPHUKURI OROFER, FERONIA AND FERIUM

DUTTA & BARUA DRUG STORE

SILPHUKURI OROFER, FERIUM AND CHERI

FIRST MEDICOS SILPHUKURI CHERI, OROFER AND FERIUM

JOVIAL MEDICOS SILPHUKURI CHERI, FERIUM AND FERONIA

MARKET VISIT

I visited market to know which is the most selling brand on the composition of “Iron, protein, vitamins and minerals (caps) Iron, folic acid and vitamin B12 (syrup) ”. I collected information from the leading chemist in guwahati. The top three Brands on the same composition are listed.

UPASANA MEDICOS CHANDMARI CHERI, FERONIA AND BEVON

MAITARU MEDICOS CHANDMARI FERONIA, BEVON AND BECOSULES

G&B MEDICOS CHANDMARI HEMFER, GLOBIRION AND R.B TONE

UPASAM MEDICOS CHANDMARI FERIUM, FERONIA AND OROFER

CHANDMARI MEDICOS CHANDMARI FERONIA, OROFER AND FERIUM

NEW ASOM CHANDMARI OROFER, FERIUM AND FERONIA

R.S MEDICOS CHANDMARI OROFER, FERONIA AND FERIUM

PURBANCHAL DRUGS G.M.C FERONIA, OROFER AND FERIUM

MAA MEDICALS G.M.C FERONIA, FERIUM AND AMAFAR

LEIMA MEDICALS G.M.C FERONIA, FERIUM AND OROFER

PRYANKA MEDICOS G.M.C FERIUM, OROFER AND FERONIA

MEDICO G.M.C FERONIA, FERIUM AND OROFER

ASHIRBAD DRUGS G.M.C FERONIA, OROFER AND FERIUM

DIKSHA MEDICAL G.M.C FERONIA, FERIUM AND OROFER

REENA DRUGS G.M.C FERIUM, OROFER AND BEVON

ZENIFAR MEDICOS G.M.C FERONIA, FERIUM AND OROFER

RADALI DRUGS G.M.C FERIUM, FERONIA AND CHERI

NEW MONI MEDICOS G.M.C FERIUM, OROFER AND HEMFER

M/S RUMI MEDICAL G.M.C FERONIA, FERIUM AND OROFER

CHILARAY MEDICOS G.M.C OROFER, FERIUM AND FERONIA

SIDARTHA MEDICOS G.M.C FERONIA, CHERI AND FERIUM

KAVITA MEDICAL STORE

G.M.C FERIUM, OROFER AND FERIUM

MEIDICINE CORNER G.M.C FERONIA, OROFER AND FERIUM

CHERI is one of the famous brand in indchemie product and is also the number one brand in the North-East. Its is a composition of iron,protein, calcium, vitamins and minerals

(caps) and iron, folic acid and vitamin B12 (syrup). Some of the famous competitors brand of Cheri are as follows:

BRAND NAME COMPOSITION COMPANY

FERIUM IRON AND VITAMIN EMCURE

OROFER IRON AND VITAMIN EMCURE

FERRIUM XT IRON AND VITAMIN EMCURE

HEMFER IRON AND VITAMIN ALKEM

DEXORANGE IRON AND VITAMIN FRANCO-INDI

GUWAHATI NORTH

13. DISPUR

14. GANESHGURI

15. CHRISTIAN BASTI

16. BHANGAGARH

Weekly sales analysis of Indchemie products in Guwahati North(Dispur, Ganeshguri, Christian Basti and Bhangagarh):

Product Cheri Caps Cheri Syrup Cheri Fol Zecal Gold ComplevitTotal sales 812 266 202 58 841

Cheri Caps Cheri Syrup Cheri Fol Zecal Gold Complevit0

100

200

300

400

500

600

700

800

900

Total sales

Total sales

GUWAHATI CENTRAL

17. G.M.C.H

18. ULLUBARI

19. CHANDMARI

20. SILPHUKURI

Product Cheri CapsCheri Syrup Cheri Fol

Zecal Gold

Complevit

Total sales 200 134 28 39 66


50

100

150

200

250

Total sales

Total sales

GUWAHATI SOUTH

21. FANCY BAZAR

22. ATHGAON

23. BHARALUMUKH

24. BAMUNIMAIDAN

Product Cheri Caps Cheri Syrup Cheri FolZecal Gold Complevit

Total sales 178 92 19 7 37


20406080

100120140160180200

Total sales

Total sales

The Weekly average sales of different Products of Indchemie in Guwahati city :

cheri caps cheri syrup cheri fol zecal gold complevit0

200

400

600

800

1000

1200

1400

Series1

FINDINGS

1. Among different products (cheri caps, cheri syrup, cheri fol, zecal gold and complevit), Based on survey and observation, cheri caps and complevit can be regarded as the most leading brand.

2. Based on market survey, I observed that among three geographical market segmentation, Dispur, Ganeshguri, Christian basti and bhangagarh has high sales as compare to other segments in guwahati city.

3. Zecal gold is least demand in market whereas cheri caps and complevit are sold comparatively more.

4. Company should go for strip packing as generally Dr. doesn’t prescribe medicine for 30 days so it makes it difficult to go with glass bottle. Moreover strip can be sold in open or loose form this increases sales comparatively.

RECOMMENDATIONS

Employees should be trained according to the changing standards of the organization.

Company should conduct survey from time to time according to which changes can be introduced in the organization to stay updated in the market.

They should introduce creativity into the work, so that the employees can do their work passionately.

Employees should be more involved in decision making to become more differentiated.

Medical Representatives should be trained effectively and efficiently to improve their working standards and Interpersonal skills.

Introduction of the ion

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