SUN PHARMA
By Alok yadav yalokincom copy
GROUP MEMBERS
ALOK
SACHIN
SACHITI
PRIYANKA
DHANASHREE
RAHUL
NAGENDR A
YAMINI
BHAKTI
ARCHANA
Alok yadav yalokincom copy
AGENDACOMPANY PROFILE
OBJECTIVE
Research Methodolog
y
Research DesignANALYSIS
FINDINGS
Suggestion
Alok yadav yalokincom copy
COMPANY PROFILE
Alok yadav yalokincom copy
COMPANY PROFILEbull Company Name- Sun Pharmaceutical Industries Limitedbull bull CountryTerritory- Indiabull bull ProductsServices-bull 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
bull bull Business Type- Pharmaceuticalsbull
Continuedbull Industry Focus-bull Its products are in several therapeutic areas including psychiatry neurology
cardiology diabetology gastroenterology respiratory and orthopedics
bull Geographic Markets- Worldwide17 manufacturing plants in 3 continents
bull No of Employees- 8000 (2008) bull Annual Sales Range (INR)- Rs 1185 crore (2009) bull Year Established- 1983 bull Legal RepresentativeCEO- Dilip S Shanghvibull bull bull
OBJECTIVE
Alok yadav yalokincom copy
Objectives of study
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
bull
Research Methodology
Alok yadav yalokincom copy
Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines
Physician survey
questionnaire
Pharmacist Questionnair
e
Patient Questionnair
e
Sales representativ
e Questionnair
e
Research Design
Alok yadav yalokincom copy
Research Design1 Sampling Technique Non probability sampling
(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)
2 Sample Unit Doctors pharmacist sales representatives patients
3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)
4 Method Direct interview through questionnaire
5 Data analysis method Graphical method
6 Area of survey Mumbai City
7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm
bull bull
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
GROUP MEMBERS
ALOK
SACHIN
SACHITI
PRIYANKA
DHANASHREE
RAHUL
NAGENDR A
YAMINI
BHAKTI
ARCHANA
Alok yadav yalokincom copy
AGENDACOMPANY PROFILE
OBJECTIVE
Research Methodolog
y
Research DesignANALYSIS
FINDINGS
Suggestion
Alok yadav yalokincom copy
COMPANY PROFILE
Alok yadav yalokincom copy
COMPANY PROFILEbull Company Name- Sun Pharmaceutical Industries Limitedbull bull CountryTerritory- Indiabull bull ProductsServices-bull 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
bull bull Business Type- Pharmaceuticalsbull
Continuedbull Industry Focus-bull Its products are in several therapeutic areas including psychiatry neurology
cardiology diabetology gastroenterology respiratory and orthopedics
bull Geographic Markets- Worldwide17 manufacturing plants in 3 continents
bull No of Employees- 8000 (2008) bull Annual Sales Range (INR)- Rs 1185 crore (2009) bull Year Established- 1983 bull Legal RepresentativeCEO- Dilip S Shanghvibull bull bull
OBJECTIVE
Alok yadav yalokincom copy
Objectives of study
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
bull
Research Methodology
Alok yadav yalokincom copy
Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines
Physician survey
questionnaire
Pharmacist Questionnair
e
Patient Questionnair
e
Sales representativ
e Questionnair
e
Research Design
Alok yadav yalokincom copy
Research Design1 Sampling Technique Non probability sampling
(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)
2 Sample Unit Doctors pharmacist sales representatives patients
3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)
4 Method Direct interview through questionnaire
5 Data analysis method Graphical method
6 Area of survey Mumbai City
7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm
bull bull
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
AGENDACOMPANY PROFILE
OBJECTIVE
Research Methodolog
y
Research DesignANALYSIS
FINDINGS
Suggestion
Alok yadav yalokincom copy
COMPANY PROFILE
Alok yadav yalokincom copy
COMPANY PROFILEbull Company Name- Sun Pharmaceutical Industries Limitedbull bull CountryTerritory- Indiabull bull ProductsServices-bull 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
bull bull Business Type- Pharmaceuticalsbull
Continuedbull Industry Focus-bull Its products are in several therapeutic areas including psychiatry neurology
cardiology diabetology gastroenterology respiratory and orthopedics
bull Geographic Markets- Worldwide17 manufacturing plants in 3 continents
bull No of Employees- 8000 (2008) bull Annual Sales Range (INR)- Rs 1185 crore (2009) bull Year Established- 1983 bull Legal RepresentativeCEO- Dilip S Shanghvibull bull bull
OBJECTIVE
Alok yadav yalokincom copy
Objectives of study
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
bull
Research Methodology
Alok yadav yalokincom copy
Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines
Physician survey
questionnaire
Pharmacist Questionnair
e
Patient Questionnair
e
Sales representativ
e Questionnair
e
Research Design
Alok yadav yalokincom copy
Research Design1 Sampling Technique Non probability sampling
(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)
2 Sample Unit Doctors pharmacist sales representatives patients
3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)
4 Method Direct interview through questionnaire
5 Data analysis method Graphical method
6 Area of survey Mumbai City
7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm
bull bull
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
COMPANY PROFILE
Alok yadav yalokincom copy
COMPANY PROFILEbull Company Name- Sun Pharmaceutical Industries Limitedbull bull CountryTerritory- Indiabull bull ProductsServices-bull 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
bull bull Business Type- Pharmaceuticalsbull
Continuedbull Industry Focus-bull Its products are in several therapeutic areas including psychiatry neurology
cardiology diabetology gastroenterology respiratory and orthopedics
bull Geographic Markets- Worldwide17 manufacturing plants in 3 continents
bull No of Employees- 8000 (2008) bull Annual Sales Range (INR)- Rs 1185 crore (2009) bull Year Established- 1983 bull Legal RepresentativeCEO- Dilip S Shanghvibull bull bull
OBJECTIVE
Alok yadav yalokincom copy
Objectives of study
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
bull
Research Methodology
Alok yadav yalokincom copy
Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines
Physician survey
questionnaire
Pharmacist Questionnair
e
Patient Questionnair
e
Sales representativ
e Questionnair
e
Research Design
Alok yadav yalokincom copy
Research Design1 Sampling Technique Non probability sampling
(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)
2 Sample Unit Doctors pharmacist sales representatives patients
3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)
4 Method Direct interview through questionnaire
5 Data analysis method Graphical method
6 Area of survey Mumbai City
7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm
bull bull
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
COMPANY PROFILEbull Company Name- Sun Pharmaceutical Industries Limitedbull bull CountryTerritory- Indiabull bull ProductsServices-bull 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
bull bull Business Type- Pharmaceuticalsbull
Continuedbull Industry Focus-bull Its products are in several therapeutic areas including psychiatry neurology
cardiology diabetology gastroenterology respiratory and orthopedics
bull Geographic Markets- Worldwide17 manufacturing plants in 3 continents
bull No of Employees- 8000 (2008) bull Annual Sales Range (INR)- Rs 1185 crore (2009) bull Year Established- 1983 bull Legal RepresentativeCEO- Dilip S Shanghvibull bull bull
OBJECTIVE
Alok yadav yalokincom copy
Objectives of study
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
bull
Research Methodology
Alok yadav yalokincom copy
Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines
Physician survey
questionnaire
Pharmacist Questionnair
e
Patient Questionnair
e
Sales representativ
e Questionnair
e
Research Design
Alok yadav yalokincom copy
Research Design1 Sampling Technique Non probability sampling
(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)
2 Sample Unit Doctors pharmacist sales representatives patients
3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)
4 Method Direct interview through questionnaire
5 Data analysis method Graphical method
6 Area of survey Mumbai City
7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm
bull bull
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Continuedbull Industry Focus-bull Its products are in several therapeutic areas including psychiatry neurology
cardiology diabetology gastroenterology respiratory and orthopedics
bull Geographic Markets- Worldwide17 manufacturing plants in 3 continents
bull No of Employees- 8000 (2008) bull Annual Sales Range (INR)- Rs 1185 crore (2009) bull Year Established- 1983 bull Legal RepresentativeCEO- Dilip S Shanghvibull bull bull
OBJECTIVE
Alok yadav yalokincom copy
Objectives of study
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
bull
Research Methodology
Alok yadav yalokincom copy
Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines
Physician survey
questionnaire
Pharmacist Questionnair
e
Patient Questionnair
e
Sales representativ
e Questionnair
e
Research Design
Alok yadav yalokincom copy
Research Design1 Sampling Technique Non probability sampling
(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)
2 Sample Unit Doctors pharmacist sales representatives patients
3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)
4 Method Direct interview through questionnaire
5 Data analysis method Graphical method
6 Area of survey Mumbai City
7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm
bull bull
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
OBJECTIVE
Alok yadav yalokincom copy
Objectives of study
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
bull
Research Methodology
Alok yadav yalokincom copy
Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines
Physician survey
questionnaire
Pharmacist Questionnair
e
Patient Questionnair
e
Sales representativ
e Questionnair
e
Research Design
Alok yadav yalokincom copy
Research Design1 Sampling Technique Non probability sampling
(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)
2 Sample Unit Doctors pharmacist sales representatives patients
3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)
4 Method Direct interview through questionnaire
5 Data analysis method Graphical method
6 Area of survey Mumbai City
7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm
bull bull
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Objectives of study
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
bull
Research Methodology
Alok yadav yalokincom copy
Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines
Physician survey
questionnaire
Pharmacist Questionnair
e
Patient Questionnair
e
Sales representativ
e Questionnair
e
Research Design
Alok yadav yalokincom copy
Research Design1 Sampling Technique Non probability sampling
(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)
2 Sample Unit Doctors pharmacist sales representatives patients
3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)
4 Method Direct interview through questionnaire
5 Data analysis method Graphical method
6 Area of survey Mumbai City
7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm
bull bull
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Research Methodology
Alok yadav yalokincom copy
Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines
Physician survey
questionnaire
Pharmacist Questionnair
e
Patient Questionnair
e
Sales representativ
e Questionnair
e
Research Design
Alok yadav yalokincom copy
Research Design1 Sampling Technique Non probability sampling
(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)
2 Sample Unit Doctors pharmacist sales representatives patients
3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)
4 Method Direct interview through questionnaire
5 Data analysis method Graphical method
6 Area of survey Mumbai City
7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm
bull bull
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines
Physician survey
questionnaire
Pharmacist Questionnair
e
Patient Questionnair
e
Sales representativ
e Questionnair
e
Research Design
Alok yadav yalokincom copy
Research Design1 Sampling Technique Non probability sampling
(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)
2 Sample Unit Doctors pharmacist sales representatives patients
3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)
4 Method Direct interview through questionnaire
5 Data analysis method Graphical method
6 Area of survey Mumbai City
7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm
bull bull
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Research Design
Alok yadav yalokincom copy
Research Design1 Sampling Technique Non probability sampling
(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)
2 Sample Unit Doctors pharmacist sales representatives patients
3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)
4 Method Direct interview through questionnaire
5 Data analysis method Graphical method
6 Area of survey Mumbai City
7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm
bull bull
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Research Design1 Sampling Technique Non probability sampling
(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)
2 Sample Unit Doctors pharmacist sales representatives patients
3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)
4 Method Direct interview through questionnaire
5 Data analysis method Graphical method
6 Area of survey Mumbai City
7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm
bull bull
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
ANALYSIS
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which companies drugs do you prescribe use
Sun Pharma19
cipla16
Ranbaxy24
GlaxoSmithK-line11
Zydus Cadila10
Alkem Labora-tories
6
Nicholas Pi-ramal14
Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Analysis of the study-Doctor
bull Q) Which brands of sun Pharma can you think of
Glucored35
Pantocid 9Gemer
4
Pantocid-D 39
None of these14
Brands
GlucoredPantocid GemerPantocid-D None of these
INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Analysis of the study-Patient
bull Q) How familiar are you with Sun Pharma Product
I have never heard of name
47
I have heard of name but never buy their prod-
ucts23
I buy their products oc-
casionally20
I buy their product on
regular basis10
I have never heard of name
I have heard of name but never buy their products
I buy their products occasionally
I buy their product on regular basis
INFERENCE Majority of the patients were not aware of the drugs of sun Pharma
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Analysis of the study Pharmacist
bull Q) Which of the following drugs of sun Pharma are highly prescribedsold
Pantocid41
Azotor9
Glucored35
Gemer9
Susten3
Repace H3
PantocidAzotorGlucoredGemerSustenRepace H
INFERENCE The pantocid and the Glucored are the top brands of sun Pharma
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
FINDINGS
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
OUR FINDINGSDOCTORS
bull 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( pantocid amp glucored )
Majority of the doctors who
prescribe the drugs of sun Pharma prescribe it daily
The doctors consider the quality as
the Main constrain while prescribing the drug
About 92 of the doctors have
internet excess and they would like to receive about the information about the new drugs
62 of the doctors read ldquoTimes Of
Indiardquo and ldquoMumbai mirrorrdquo
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
OUR FINDINGS
PATIENTS During the survey it was found
that still there are 75 patients have not heard of sun Pharma
Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma
bull
There is lack of Sales Promotional Activities
Majority of the patients who
know about sun Pharma have heard it in news paper
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
OUR FINDINGS
PHARMACISTS Only 3 of the pharmacist
think of sun Pharma when they think of pharmaceutical industry
All the pharmacist sells the drugs of the sun Pharma
Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)
The pantocid and the glucored are the top selling drugs of the sun Pharma
The supply chain of the sun Pharma is very effective
Majority of the pharmacist are satisfied with the incentives
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
OUR FINDINGS
SALES REPRESENTATIVES (MRS) No regular sales
representatives in certain areas so the pharmacist cannot have the access about new drugs
Majority of Sales representatives visit the doctors in 1-15 days
Majority of the Sales representatives use the quality of the products to convince the doctors
bull Sales representatives gives various free samples incentives and gifts
bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Suggestions amp Recommendations
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Suggestions amp Recommendations
First and foremost sun Pharma should take proper action in order to
Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma
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
As the majority of the drugs are
prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease
bull Majority of the doctors have the internet access they should be send information about new drugs through mails
bull Majority of the doctors read
ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo
bull So these news papers should be used for advertising
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Suggestions amp Recommendations
bull Many patients have not heard the names of the name of sun Pharma
bull So it should come up with new innovative marketing methods
bull bull Only 3 of the pharmacist thinks of
sun Pharma when they think of sun Pharma so the awareness needs to be increased
bull The sales representatives should have good communication skill and good knowledge about the new drugs
bull bull Increase the free samples of the new
drugs
bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new
development in the field of medical science
ndash Online advertisementndash Talk about the strength of your
brandndash Increase the frequency of the
sales representative in certain areas
ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for
college studentsndash Tie up with certain hospitals
bull bull
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Appendices
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Appendices
Physician survey questionnaire
Pharmacist Questionnaire
Patient Questionnaire
Sales representative Questionnaire
Presentation slides
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
Alok yadav yalokincom copy
THANK YOU
Alok yadav yalokincom copy
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