Clairs Roport 2083
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Transcript of Clairs Roport 2083
AN
INDUSTRIAL VISIT REPORT
ON
SUBMITTED TO
BRAHMACHARI WADI TRUST INSTITUTE
OF
BUSINESS ADMINISTRATION
(AHMEDABAD)
SUBMITTED BY: - PATEL nilesh R.
S.Y.B.B.A
ROLL NO: - 2083
ACADEMIC YEAR:-2011-12
1
P reface
In today’s Globalize world, where cutthroat competition is prevailing in the Market,
theoretical knowledge is not enough, besides these one needs to have practical knowledge,
which would help an individual in his future career activities.
The main objective of the practical knowledge at this Level of BBA is to develop a
bias student as a supplement to the theoretical study of the Management subjects in general.
Industrial training helps to gain real life experience about the Industrial Environment,
Business Practices.
The theoretical knowledge and concreted ideas are the enough background for his
career development but the practical training is also having equal contribution for the
purpose. It is true to say “Practice Made Man Perfect”.
The individual training has the importance in the management education, because it
aims at improving the education level by giving it a practical direction and by making it
socially and individually relevant. The students however prepare the report on this training,
which enable them to develop corporate skills through onsite experience.
2
A cknowledgement
First, I would like to express my sincere gratitude to Claris. For providing enough
information and getting co-operation from its personnel especially. The information provided by
them is very much useful for the preparation of this report.
In addition, I wish to place on record my profound sense of gratitude and heart felt
respect to our director Prof. Bhaumik Nayak and Institute for providing me all the facilities to
make the visit for more learning oriented.
I am extremely happy to express my deep sense of gratitude and respect to my major advisor and
professors for their valuable guidance and creative suggestions during my project work.
3
CH.NO. Particular PG.NO.
PART= 1
1 Introduction of organization
-Name and Address of corporate & registered office 7- Address of plant 7- History of organization 8- Management structure & Board of Directors 11- Mission & Vision 11- List of products and brands market by organization 12- Production process 16- Corporate social responsibilities 17- Future plans 18
PART= 2
2 Industry information- Size and structure of industry 20- Major players and their relative market share 21- Nature of competition 22
PART= 3
3 Introduction to Marketing management
- Definition of marketing 24- 4Ps of marketing in brief 24
Tables of Content
4
4 Product Strategy
- List of product categories 26- List of brands under each product categories 27- Branding decisions 29- Product Lines 30- Product mix 30- Product verities 31
PART= 5
5 Pricing strategy- Definition of price 49- Factors considered while deciding price 50
6 Place strategy
5
6
- Meaning of distribution 52- Means of transportation 52- Levels of dist. Channels 53- Flows of channels 54
7 Promotion strategy- Definition of promotion 56- Advertising decisions 57- Sales promotion tools 58- Personal Selling 58
8 Conclusion 60
9 Bibliography 61
CHAPTER= 1
Introduction to Organization
Chapter-1: Introduction to Organization
7
Name of Company : - Claris Lifesciences ltd.
Address of Company : - Claris Corporate Headquarters,
Near Primal Railway Crossing,
Ellis Bridge
City: Ahmadabad
State: Gujarat
Pin code: 380006
Email ID:[email protected]
Web Url:http://www.clarislifesciences.com
Address of plant : - Village: Chacharwadi, Vasna
Taluka: Sanand
City: Ahmadabad
State: Gujarat
Pin code: 382213
8
HISTORY
Having established its presence in India in 1999, Claris continues to grow from strength to
strength with every passing year.
Claris enjoys market leadership across several products and categories in India including
Propofol, Parenteral Nutrition and Infusions. The company continuously endeavors to support
upgrade of medical care in the country with the introduction of breakthrough new products and
technologies. It has several firsts to its credit including
The revolutionary new anesthetic propofol under brand name Profol™
Oral glutamine under brand name Glutammune™
Triple chamber CAPD system Trisafe™
Triple chamber nutrition system with Parenteral route administration – TNA Peri™
Claris’ customer base in India includes institutions, large corporate hospitals and nursing homes.
In line with its commitment to the cause of critical care in the country, Claris remains at the
forefront of efforts towards medical education including participation in several national and
international congresses, supporting of training programs for young doctors, publication of
scientific journals and other such initiatives
9
1999:- Inauguration of first international office in Brazil. Clarion I, the first
Manufacturing facility with 3 production line
2002:- Received the WHO GMP certificate for our Clarion I manufacturing facility Reached
Rs. 1 billion mark in sales turnover.
2003:- Manufacturing facility approved by INVIMA, Colombia and ANVISA, Brazil
2004:- Commercial production started at Clarion II manufacturing facility
2005:- Clarion I manufacturing facility approved by the MHRA, UK Received first product
Registration from MHRA, UK. The Company received its first regulated market order
From the Netherlands. Filed 6 ANDAs with the USFDA.
2006:- First Carlyle Ventures III invested Rs. 905.04 million in Equity Shares and convertible
Preference shares in our Company.
2007:- The USFDA granted approval of our Company’s sterile injectables manufacturing
facility
In Clarion I. Received Gold Award in India Manufacturing Excellence Awards from
Frost & Sullivan Received Gujarat Logistics Award.
2008:- Received approval for 4 ANDAs in the USA Commenced own sales and marketing
Activities in the USA. Launch of a range of infusion products in non-PVC bags in India.
Received Gold Award in India Manufacturing Excellence Awards from Frost &
Sullivan Received Indian Drug Manufacturers' Association Quality Excellence Award.
10
2009:- One of our Company’s non-resident Subsidiaries entered into a business arrangement
With Pfizer Asia Contract Operations Pte. Ltd. for the marketing and supply of specific
Sterile injectables in certain regulated markets. Received Gold Award in India
Manufacturing Excellence Awards from Frost & Sullivan Received Indian Drug
Manufacturers' Association Quality Excellence Award
2010:- Received a letter from the USFDA in relation to the registration of our aseptic
Manufacturing line. Launched IPO and listed securities on BSE.
11
Management structure & Board of Directors
Mission & Vision
Vision
To be one of the worlds’ leading and most admired pharmaceutical companies in the global
Generics industry.
To continually create value and bring pride to our stakeholders, partners, customers and the
community at large.
To preserve earth’s most precious resource… human lives.
Mission A world-class organization, built on,
Outstanding performance led by Entrepreneurial culture.
Product quality through Emotional Pharmacopoeia.
Management capability, efficient processes and Technology.
12
Youth, hard work and discipline.
Achieved in a manner of fairness, honesty and corporate responsibility.
LIST OF PRODUCTS AND BRANDS MARKET BY ORGANIZATION
Anesthesia
- Bupivacaine Injection
- Ketamine Injection
- Propofol Intravenous Anesthesia
- Midazolam Injection BP
- Lidocaine Injection IP
- Thiopentone Sodium for Injection IP
- MCT LCT Propofol
NUTRITION
Enteral Nutrition
L-Glutamine Powder
Nutritionally Balanced Enteral Diet
Parenteral Nutrition
Parenteral Amino Acid Solution
Parenteral Fat Emulsion
Parenteral Nutrient Admixture
Total Nutrient Admixture
13
Parental Trace Elements
Combination Nutrition Pack
Combination Nutrition Pack
Glutamine I. V.
PLASMA VOLUME EXPANDERS
Pentastarch/Hetastarch
Tetrastarch
Low Molecular Weight Dextran
BLOOD PRODUCTS
Normal Immunoglobulin
ANTI-INFECTIVES
Quinolone
Ciprofloxacin IV
Ofloxacin IV
Levofloxacin IV
Meropenem for Injection
Oxazolidinone
Linezolid IV
Anti-fungal
Fluconazole Injection
14
Amino glycoside
Clindamycin Phosphate for Injection USP
Nitromidazole
Metronidazole IV
Metronidazole + Dextrose Injection
RENAL & TRANSPLANT
Transplant Therapy
Cyclosporine
Sirolimus
Mycophenolate Mofetil
Multiorgan Perfusion System
Tacrolimus
Peritoneal Dialysis
Double Bag CAPD System
Triple Chamber CAPD System
Medicines
Phosphate Binders
Recombinant Human Erythropoietin
Essential Amino Acids
Cation exchange resin
Vitamin D3
Iron Sucrose
Alpha Ketoanalogue Tablet
Parenteral Amino Acids Solutions
ONCOLOGY
15
Pegylated Liposomal Doxorubicin Injection
Docetaxel Injection
Gemcitabine Injection
L-asparagines Injection
Granulocyte Colony Stimulating Factor-Filgrastim
Recombinant Human Erythropoietin Alfa
INFUSION THERAPY
Ringer Lactate Solution
Sodium Chloride & Glucose Intravenous Infusion
Mannitol Intravenous Infusion
Nutrient replenishes
Combination of Dextrose & Sodium Chloride
Multiple Electrolyte & Dextrose Injection – G
Multiple Electrolytes and Dextrose Injection – M
Multiple Electrolytes and Dextrose Injection – P
Multiple Electrolytes and Dextrose Injection – E
Sodium Chloride Intravenous Infusion
Advanced Next Generation Closed Infusion System
SELECT INJECTABLES
Heparin Sodium Injection
Metoclopramide
Diclofenac sodium
Tramadol
Frusemide
Ondansetron
Dopamine
Dobutamine
Iron Sucrose Injection
16
17
Brief Detail of Production Process
The Production Department of Claris is having the latest technology for the
Efficient production process. There are many workers in the production department for the packing process & arranging finished goods. The content of goods is filled in the bottles by machines in a computerized manner. So there are supervisors for each machine.
The production includes various huge liquid containers in which the ingredients are sterilized, mixed & filled in the bottles/bags. There are specific closed areas for these manufacturing containers. In those areas the temperature is maintained as per the requirements of production process.
So, the supervisors have to use safety gadgets like mask, cap, apron, shoes, glows, etc. These gadgets keep the supervisor safe from the negative effects caused by the temperature & chemicals. Not only for the safety of the supervisors but also for the production’s cleanliness are these gadgets being used there?
There are machines from which the liquid product is filled in the bottle/bag from itself in queue. The employees command the machines for it. There are machines which do the sealing process of the bottles/bags.
After the completion of Filling & Sealing process, the bottle/bags are been sent to the department where the details of the product are printed on it.
After all these processes, the finished goods are arranged & packed in the boxes by the workers. The packed boxes are being sent to the storage department in the box-containers.
18
CORPORATE SOCIAL RESPONSIBILITIES
Claris Lifesciences is an international pharmaceutical company, in the business of manufacturing and marketing of high end injectables with focus on New Drug Delivery Systems for treatment of critical illnesses and diseases.
With emphasis on Research, Technology and Quality, Claris offers a range of unique products and delivery systems in bottles, vials, ampoules, pre-filled syringes, non-PVC/PVC bags and oral dosage forms. The company's strength lays in its know-how and expertise in manufacturing and marketing injectables products.
Driven by a team of scientists, pharmaceutical experts and management professionals, Claris is powered by a combination of Vision, R&D capabilities, Technological know how, International standards and Manufacturing expertise.
The company's range of products and delivery systems extends across Enteral and Parenteral Nutrition, Anesthesia, Blood Products and Plasma Volume Expanders, Anti-infective, Dialysis and Transplant, Cardiac Care, Infusion Therapy as well as Medical Disposables and Equipment.
Claris enjoys Market Leadership in India. Globally, the company operates in more than 76 countries, through its subsidiaries, offices and marketing/distribution network, and a diverse customer profile covering institutions, major corporate hospitals and international aid agencies.
19
FUTURE PLANS
Accepted by international regulatory authorities including USFDA, MHRA (UK), TGA
(Australia), NAM (National Agency for Medicine) Finland, GCC (Gulf Co-operation
Council), ANVISA (Agencies National de Vigilance Sanitaria) Brazil, INVIMA (Institute
National de Vigilance de Medicaments Y Aliments) Colombia, to name a few
India Manufacturing Excellence Awards from The Economic Times and Frost & Sullivan for
3 consecutive year’s viz. 2007, 2008 and 2009.
IDMA Quality Excellence Award for 4 years.
Certified for WHO GMP and ISO 9001:2000
20
Chapter-2
Industry
Information
21
Chapter-2: Industry Information
The global pharmaceutical market research has been done by many companies and
almost all of the market reports indicate a significant growth of pharmacy market in 2010-2011.
The forecasting indicates pharmaceutical market growth of about 4 - 6% in 2010-2011. The
established markets, including the US, UK, and Japan, together account for 30% of the global
demand for pharmaceutical excipients.
Pharmaceutical Industry Trends- Global Scenario
If present industry overview is taken into consideration then the global pharmaceutical
market in 2010 is projected to grow 4 - 6% exceeding $825 billion. The global pharmaceutical
market sales are expected to grow at a 4 - 7% compound annual growth rate (CAGR) through
2013. This industry growth is driven by stronger near-term growth in the US market and is based
on the global macro economy, the changing combination of innovative and mature products apart
from the rising influence of healthcare access and funding on market demand. Global
pharmaceutical market value is expected to expand to $975+ billion by 2013. Different regions
of the world will influence the pharmaceutical industry trends in different ways.
Asia Pacific Pharmaceutical MarketThe pharmacy market world over will experience significant shifts. Asia-Pacific region
will emerge as the fastest growing pharmaceutical market over the recent past. The reason for
this positive shift can be attributed to the low costs and favorable regulatory environment. This
region has experienced important developments regarding contract manufacturing, especially in
generics and APIs. Increased R&D activities in the region have helped Asia-Pacific
pharmaceutical industry to achieve an estimated market size of around US$ 187 Billion in 2009.
Here, the pharmaceutical industry is expected to grow at a CAGR of around 12.6% during 2010-
2012. It can, in fact, become the global API production hub in next few years.
pharmaceutical sales are growing at a fast rate in India, China, Malaysia, South Korea
and Indonesia due to the rising disposable income, several health insurance schemes (that
ensures the sales of branded drugs), and intense competition among top pharmaceutical
companies in the region (that has boosted the availability of low cost drugs). China’s
pharmaceutical market will continue to grow at a 20+ % annually, and will contribute 21% of
22
overall global growth through 2013. India - 3rd Largest Producer of Pharmaceuticals Across the
World- is already a US$ 8.2 Billion pharmaceutical market. The Indian pharmaceutical industry
is further expected to grow by 10% in the year 2010.
Pharmaceutical Industry in India
The Indian Pharma Industry has been performing exceptionally well with turnover rising
from about Rs. 10 core (US$ 2 million) in 1948 to a healthy Rs. 1,17,000 core (US$ 26 billion)
in 2010. Pharma exports are booming at Rs. 62,500 core (US$ 13.9 billion), with formulation
exports at US$ 5.8 billion and APIs at Us$ 8.1 billion.
The country ranks 3rd worldwide by volume of production and 14th by value thereby
accounting for around 10% of world’s production by volume and 1.5% by value. This speaks
volumes for our quality and competitive prices. There are over 10,500 manufacturing units in
India across 3000+ pharmacy companies making it an intensely competitive market. Maharashtra
with 1928 formulation units and 1211 API units is the heart of the Indian Pharmaceutical
Industry, closely followed by Gujarat with 1129 and 397, West Bengal with 694 and 62, Andhra
Pradesh with 472 and 98, Tamil Nadu with 472 and 98 units and other states accounting for the
other units. The industry provides employment to over 42 lakh persons directly and indirectly.
Over 60,000 formulations, covering almost every therapeutic segment is made available to
ensure abundant availability of common medicines at most reasonable and comparatively lowest
prices in the Indian market. The competition in the market is intense, with the presence of about
6 to 200 brands per molecule, putting pressure on companies to bring down the prices. Of around
1200 in–house R&D centers recognized by DSIR, the major work involved is in drugs and
Pharma sectors with a set-up of about 200 approved in–house R&D.
By some estimates, global R&D spends may touch US$ 100 billion by 2012, which will
be around 10% of Pharma market that time. If outsourcing is done from Indian companies, the
share can be 1-3% of the figure, which could be between US$ 1 billion-3 billion. About a third of
total R&D investment by the global Pharma industry, estimated at US$ 40-50 billion, could be
made in India over the next 10 years. Contract research in India is growing at an annual rate
between 20% to 25%. Clinical trials represent 65% of this market and new drug discovery makes
up the remaining 35%.
23
India enjoys many comparative advantages over its neighbors, including an educated
workforce that speaks English, the world’s largest democracy and second largest population, the
world's tenth largest economy, a sophisticated IT sector, and a young, entrepreneurial class that
is eager to take advantage of the country’s ongoing economic liberalizations. The middle class
totals 350 million people, which is larger than the entire U.S. population. By 2020, 47% of
Indians will be between the ages of 15 and 59, compared with 35% now. It is estimated that by
2023, India will have over 500 million employable populations. The working-age populations of
the U.S. and China are projected to shrink. India is thus destined to have the world's largest pool
of workers and consumers. CVS disorders are expected to emerge as the biggest killers in India
by 2015. India already is the diabetic capital of the world. Naturally, therapeutic segments like
antiulcer ants, antihypertensive, CVS & CNS drugs are showing growth rates of 25-30%. With
greater awareness towards preventive aspects of health & campaigns by the government, the
consumption of vaccines has increased. Increase in literacy, exposure to various media,
availability of information about the new therapies will create more awareness of the drugs and
eventually result in increased consumption of the drugs in India.
24
Chapter-3 Introduction
To
Marketing management
Ch.-3: Introduction to Marketing management
25
Definition of marketing:-
“Marketing can be define as a process of creating, communating & delivering value to the target customer”4Ps of marketing in brief:-
26
PRODUCT
Quality
Veriety
Style & Design
Labling
Brand
Guarantee & WaranteePackagingPrinarySecondery
Chapter-4
Product Strategy
27
Chapter-4: Product Strategy
P roduct Product is any thing that can be offered to a Market for attention, acquisition, use or
consumption that might satisfy a want or need.
Product Policy and strategy is the corner stone of Marketing Mix. If the Product fails to
satisfy the consumer demand, no additional cost on any of other ingredients of the Marketing
will improve the Product performance in the Market. Products are the Building Blocks of the
Marketing plan.
A company while consider its product it has to consider some factors related to Product like
Variety, Quality, Features, Brand Name, Packaging, Sizes, Services, Warranties etc…Product
Quality is most important for the Company. For the Quality improvement, TQM (Total Quality
Management) is necessary.
List of product categories:-
Anesthesia Nutrition Plasma volume expanders Blood products Anti-infective Renal & transplant Oncology Infusion therapy Select injectables
28
List of brands under each product categories:-
Anesthesia - Bupivacaine Injection- Ketamine Injection- Propofol Intravenous Anesthesia- Midazolam Injection BP- Lidocaine Injection IP- Thiopentone Sodium for Injection IP- MCT LCT Propofol
NUTRITION Enteral Nutrition
L-Glutamine Powder Nutritionally Balanced Enteral Diet
Parenteral Nutrition Parenteral Amino Acid Solution Parenteral Fat Emulsion Parenteral Nutrient Admixture Total Nutrient Admixture Parental Trace Elements Combination Nutrition Pack Combination Nutrition Pack Glutamine I. V.
PLASMA VOLUME EXPANDERS Pentastarch/Hetastarch Tetrastarch Low Molecular Weight Dextran
BLOOD PRODUCTS Normal Immunoglobulin
ANTI-INFECTIVES Quinolone
Ciprofloxacin IV Ofloxacin IV Levofloxacin IV Meropenem for Injection
Oxazolidinone Linezolid IV
Anti-fungal Fluconazole Injection
Amino glycoside Clindamycin Phosphate for Injection USP
Nitromidazole Metronidazole IV
ONCOLOGY Pegylated Liposomal Doxorubicin Injection Docetaxel Injection Gemcitabine Injection L-asparagines Injection Granulocyte Colony Stimulating Factor-Filgrastim Recombinant Human Erythropoietin Alfa
29
Metronidazole + Dextrose Injection RENAL & TRANSPLANT
Transplant Therapy
Cyclosporine Sirolimus Mycophenolate Mofetil Multiorgan Perfusion System Tacrolimus
Peritoneal Dialysis
Double Bag CAPD System Triple Chamber CAPD System
Medicines
Phosphate Binders Recombinant Human Erythropoietin Essential Amino Acids Cation exchange resin Vitamin D3 Iron Sucrose Alpha Ketoanalogue Tablet Parenteral Amino Acids Solutions
INFUSION THERAPY Ringer Lactate Solution Sodium Chloride & Glucose Intravenous Infusion Mannitol Intravenous Infusion Nutrient replenishes Combination of Dextrose & Sodium Chloride Multiple Electrolyte & Dextrose Injection – G Multiple Electrolytes and Dextrose Injection – M Multiple Electrolytes and Dextrose Injection – P Multiple Electrolytes and Dextrose Injection – E Sodium Chloride Intravenous Infusion Advanced Next Generation Closed Infusion System
SELECT INJECTABLES Heparin Sodium Injection Metoclopramide Diclofenac sodium Tramadol Frusemide Ondansetron Dopamine Dobutamine Iron Sucrose Injection
30
Branding : -
“A brand can be defined as the name, term, sign, symbol, logo, design or a combination
of them intended to identify the goods & services of the marketers & to differential to
them from the competitor.”
Branding decisions : -
Hear two decisions related to brand.
1. Not to brand2. Branding
1) Not to brand :-Hear In this decision company can not give name to product.
2) Branding :- Hear In this decision company can give name to product. In present many
company enter in the market and sell the product , so brand is useful to
differentiate marketer or company , if company can not give name to dose
not work in market long time because without name customer can not
identify the product.
STRETIGES OF BRAND:-
1) Individual name
2) Blanket family name
3) Corporate name combined with individual name [dual brand name]4) Separate family name for separate product
COMPANY FOLLOW THE INDIVIDUAL NAME IN BRANDING STRATAGIES
31
Product Lines:-
“Product line can be known as group of homogeneous products that have same usage
pattern, similar characteristics, and falls under similar price range and distributed to
similar distribution channel.”
Hear two Product lines related to brand.
1) Product line stretching
2) Product line filling
1) Product line stretching :-
Product line stretching takes place when company extends its product line beyond the
current range of product. Or in other word company move one target segment to other
target segment.
Product line stretching are three types:-
1) Down ward line stretching
2) Up ward line stretching
3) Two way line stretching
2) Product line filling :-
Product line filling is a strategy to extend the product line here, marketer doesn’t
change the target segment and he keeps on adding more products in the current
segment only.
Product mix:-
“Product Mix can be known as combination of all the products line or sum total of all the
Products offered by company to customers”
Product mix has four elements:-
1) Product mix width
2) Product mix length
3) Product mix depth
4) Product mix consistency
32
Product verities:-
Anesthesia
- Bupivacaine Injection
Product Strength Features PresentationBUPICAN
BUPICAN HEAVY
0.5% Longer acting local anesthetic Duration of action is 2-3 hours Protein bound to greater extent as compare
to other local anesthetic Can be used for surgery, diagnosis &
analgesia
4 ml glass ampoule 20 ml glass vial
33
- MCT LCT Propofol
Product Strength Features PresentationProfol Spiva
10 mg / ml Less pain on site of injection
Faster metabolism of Lipid
Less lipid overload
Suitable IV anesthetic agent for Pediatric and Obese / Hyperlipidemic patients
10 / 20 / 50 ml in glass vial
- Propofol Intravenous Anesthesia
Product Strength Features PresentationPROVIVE / PROFOL / Prosafe
10 mg / ml Smooth and rapid induction
Rapid and clear headed recovery
Minimal psychomotor impairment
Minimal post-operative nausea & vomiting
10 / 20 / 50 / 100 ml in glass vial
34
No theater pollution
NUTRITION
Enteral Nutrition
L-Glutamine Powder
Product Strength Features PresentationGlutammune NA Sugar free granules
Easily soluble and free flowing granules
Convenient pack size Available in Lemon Flavour /
Flavour Free
6 sachets of 15g each in primary carton
Parenteral Nutrition
Parental Trace Elements
Product Strength Features PresentationCELECEL 5
Zinc, Copper, Chromium, Manganese & Selenium
Contains Trace elements as per RDA
3 ml Vial
35
Combination Nutrition Pack
Product Strength Features PresentationCELEMIX 5% Amino acids &
5% sorbitol (750 ml) with 20% fat emulsion (250 ml)
Non-protein Energy - 650 kcal
Total Energy - 800 kcal Proteins - 37.5 g Nitrogen - 5.43 g Provides proteins,
carbohydrates & fats simultaneously
Can be infused peripherally Convenient to administer and
monitor
bottle-bottle combination(1000ml)
36
PLASMA VOLUME EXPANDERS
Pentastarch/Hetastarch
Product Strength Features PresentationHESTAR-200
HESTAR-450
3% / 6% / 10%
6%
Expansion duration 1-2.5 hours, 3-4 hours, 4-8 hours
Expansion duration 6-8 hours
500 ml in PE bottle and UniBag
500 in PE bottle and UniBag
Tetrastarch
Product Strength Features PresentationTetraHES 6% Duration of Volume
Expansion: 4–6 hours Volume Expansion: 100 %
500 ml in UniBag
37
Low Molecular Weight Dextran
Product Strength Features PresentationMICROSPAN - 40
MICROSPAN - 40
MICROSPAN - 40
MICROSPAN - 40
10%
10%
10%
10%
10% w/v Dextran-40 in 0.9% normal saline (isotonic)
10% w/v Dextran-40 in 0.9% normal saline (isotonic)
10% w/v Dextran-40 in 5% Dextrose (isotonic)
10% w/v Dextran-40 in 5% Dextrose (isotonic)
500 ml in PE bottle
500 ml in PE bottle
38
BLOOD PRODUCTS
Normal Immunoglobulin
Product Strength Features PresentationNORGLOBIN IVIG(5% Normal immunoglobulin)
5% Human Protein
All four subtypes of IgGs are components in the product and the proportion is similar to that of human normal plasma subclass.
Purity > 98% (IgGs molecule are 100% monomer)
IgGs content > 50 g/L Only trace amount of LgA. PKA content < 25 IU/ml Adverse reactions having known
are less than 0.1% Two effective & secure virus
inactivation process : Pasteurization (600C for 10 hours) and low pHincuba tion
5 g in 100 ml glass bottle
39
ANTI-INFECTIVES
Quinolone
Ciprofloxacin IV
Product Strength Features PresentationCiprox / Ciproquin
Each 100 ml contain Ciprofloxacin - 200 mgwater for injection q.s.
Broad spectrum aerobicidal quinolonez
100 ml PE bottle
Nitromidazole
Metronidazole IV
Product Strength Features PresentationMetris / Tenaflox
0.5% Potent anaerobicidal 100 ml PE Bottles
40
Oxazolidinone
Linezolid IV
Product Strength Features Presentation
Linezox Each 100 ml contains
Linezolid 200 mg
Water for injection
9.5
Unique mechanism of action
Lack of cross-resistance with
existing antimicrobials
A spectrum of activity that
includes clinically important
pathogens
Excellent activity against
enterococcal isolates
Absolute bioavailability is
100%
No development of resistance
in vitro
300 ml PE bottle
41
RENAL & TRANSPLANT
Transplant Therapy
Cyclosporine
Product Strength Features PresentationCYRINSoftgeletin capsules
Cyclosporine USP 10 mg / 25 mg / 50 mg / 100 mg
Small globule size, more bio-availability
Stringent quality tests during manufacturing process
With unique HLB system Alcohol have for better
5 capsule / strip6 strips / box
42
Peritoneal Dialysis
Double Bag CAPD System
Product Strength Features PresentationBi Safe system
1.36%, 2.27%, 3.86% w/v of dextrose anhydrous
Complete integrated disconnect CAPD system
Filled bag attached with empty drain bag to provide flush before fill facility.
2000 ml in bag
Medicines
Phosphate Binders
Product Strength Features PresentationCALBIN 667 mg Phosphate binding capacity is double as compared to calcium carbonate 10 tablets/strip10 strips/box
43
ONCOLOGY
Pegylated Liposomal Doxorubicin Injection
Product Strength Features PresentationLIPEG 20mg 10 ml vial
Docetaxel Injection
Product Strength Features PresentationNEUDOC 20mg
80mg120mg
7.5 ml vial15 ml vial20mg vial
44
Gemcitabine Injection
Product Strength Features PresentationJEMCITA 200mg
1000mg 15ml vial
50mg vial
45
INFUSION THERAPY Sodium Chloride & Glucose Intravenous Infusion
Product Strength Features PresentationDNS Each 100ml
contains:Sodium Chloride 0.9 gGlucose Anhydrous 5.0 g
Technology: Latest (AFFS) - no human touch / contamination. Crown protector cap: Protects the nipple from pressure.
500 / 1000 ml
Mannitol Intravenous Infusion
Product Strength Features Presentation20M Each 100ml contains
Mannitol 0.20 g Technology
Latest (AFFS) - no human touch /contamination.
Metabolism Rapidly metabolized in liver and excreted by kidney, without toxic metabolites
100 / 350 ml
46
Nutrient replenishes
Product Strength Features Presentation5D/10D/25D Each 100 ml
contains: Glucose eq. to Glucose Anhydrous 5/10/25.0 gWater for Injection I.P. - q.s
Technology: Latest (AFFS) - no human touch / contamination.
Crown protector cap: Protects the nipple from pressure.
500/1000 ml (for 5D/10D) 100 ml(for 25D)
47
SELECT INJECTABLES
Heparin Sodium Injection
Product Strength Features PresentationHEPAREN / ARAPIN / ANTICLOT
1000 IU5000 IU25000 IU
Good clinical efficacy
5 ml Glass vial
Metoclopramide
Product Strength Features PresentationEMINIL / REMETIN
5 mg / ml Older & trusted drug Peristaltic as well as anti-emetic
agent Used after anti cancer
medication & diabetic gastro paresis
Useful to prevent PONV
2 ml glass ampoule
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Diclofenac sodium
Product Strength Features PresentationDFLAM 25 mg / ml Used to relieve pain,
tenderness, stiffness, inflammation.
NSAID also used in anti allergic preparations.
Its potency is greater than indomethacin & naproxen.
3 ml glass ampoule
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Chapter-5
Pricing strategy
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Chapter-5: Pricing strategy
P RICE
INTRODUCTION:-
The amount of money charged for a product or service, or the sum of the values that
consumers exchange for the benefits of having or using the product or service. In simple words,
Price is what customers pay to get the product.
Pricing governs the very feasibility of any Marketing programmes because it is the only
element in the Marketing Mix, which accounts for demand as well as Income or Revenue. All the
other elements of the Marketing Mix are cost elements.
This ‘P’ of Marketing Mix includes,
List of Price
Discount
Allowances
Payment Period
Credit terms …
While manufacturer decide the price of the Product, he also consider the Price of the
Competitors.
Definition:-
“Price is the exchange value at producer or service always express in money”
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Factors Affecting Price:-
Whether :
Role of weather in rice production is immense. Temperature, rainfall and
soil moisture are the important parameters that determine the crop condition. Further,
natural calamities can also affect crops. Markets keep watch of these developments.
Minimum Support Price:
Changes in the minimum support prices (MSP) by the government also
have immense impact on the price of rice.
Government policies:
Exchange rates, Fiscal policies, Export incentives and export promotion
also influence price.
Consumption:
Rice consumption depends on two factors - population and income. Let’s
take for example Asia. Rice is the staple food of Asia. Low-income groups consume
more rice according to the per capita income increase. But as the income increases, there
arrives a point when the consumption starts to dip. Income growth and reduction in
population result in a low consumption of rice.
Seasonal cycles:
Seasonal cycles are present in rice cultivation. Price tends to be lower as
harvesting progresses and produce starts coming into the market. At the time of sowing
and before harvesting price tends to rise in view of tight supply situation.
Demand:
Import demands as well as domestic demand.
Breakthrough in the technology may increase the productivity and would
lead to more supply. This may bring some softness in the price.
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Chapter-6 Place strategy
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Chapter-6: Place strategy
P LACE
Place includes company activities that make the product available to target consumers.
To sell the product in the Market Place is necessary. It is also known as the Distribution
Channels.
Producers sell their products in the Market by two ways, Direct Marketing and Indirect
Marketing. In the Direct Marketing there is nothing like Channel. The producers directly sell
the product to the final Customer, while in the Indirect Marketing there are number of inter-
mediatory between the producer and the potential customers.
This ‘P’, which is Place, includes following:
Channels
Coverage
Assortment
Location
Inventory
Transportation
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LEVELS OF DISTRIBUTION CHANNELS:-
1-Level channel:-
2-Level channel:-
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MANUFACTURER
HOSPITALS
CUSTOMER
MANUFACTURER
MEDICAL REPRSENTATIVE
DOCTOR
CUSTOMER
Flows of channels:-
PHYSICAL FLOW:-
TITLE FLOW:-
PAYMENT FLOW:-
INFORMATION FLOW:-
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SUPPLIER
TRANSPORTER WARE HOUSE
MANUFACTURER
TRANSPORT WARE HOUSE
HOSPITALS
CUSTOMER
SUPPLIER
MANUFACTURER
HOSPITALS
CUSTOMER
SUPPLIER
BANK
MANUFACTURER
BANK
HOSPITALS
CUSTOMER
SUPPLIER
TRANSPORTER WARE HOUSE
MANUFACTURER
TRANSPORT WARE HOUSE
HOSPITALS
CUSTOMER
Chapter-7
Promotion strategy
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Chapter-7: Promotion strategy
P ROMOTION
Promotion means activities that communicate the merits of the product and persuade
target customers to buy it. In the other words, Promotion means to push forward an idea in such a
way as to gain its acceptance and approval. Promotion is any communicative activity whose
main object is to move forwards a product, service or idea in a channel of distribution.
Promotion has been defined as “Co-oriented efforts to establish channels of information
and persuasion to facilitate or foster the sale of goods or services or acceptance of ideas or point
of view.”
The following are the functions of Promotion, which play an important role in it and
through which customers aware about the product:
Advertising
Personal Selling
Sales Promotion
Publicity
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ADVERTISING: -
We can declare advertising as any paid form of non-personal presentation of ideas,
goods, or services by an identified sponsor. Advertising is the most important of all tools of
promotion. There will be hardly a field of business in which advertising is not used for sales
expansion. It is not exaggeration to say, “Modern age is the age of advertising”. It is the
foundation of modern trade and industry.
Advertising is one of the most powerful tools in marketing. Advertising is only paid
form of non-personal presentation and promotion ideas, goods or services of our identified
sponsor.
Advertising activity has to be undertaken for a company to promote tits sales. This is
possible due to the following strengths or characteristics of advertising: -
It offers planned and controlled first stage.
It can contact and influence numerous people simultaneously, quickly and at low cost per
prospect.
It can reach prospects that can’t be approached by salesman.
It is very useful to create maximum interest and offer adequate knowledge.
Generally, company prefers the print media for the advertisement but it depends on the
Product how, when, where and whom to advertise.
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SALES PROMOTION: -
Sales Promotion is an important instrument to lubricate the marketing efforts. It is an
internal part of the marketing effort. Sales Promotion is referred to activities other than
salesmanship, advertising and publicity that stimulate consumer purchasing and dealer
effectiveness. It consists of a diverse collection of innovative tools, mostly short term, designed
to structure quicker and greater purchase of particular product by consumers or dealers. In short,
where advertising offers reasons to buy, sales promotion offers incentive and motivation to buy.
Sales Promotion is defined by the American Marketing Association to mean, “Those marketing
activities other than selling advertising and publicity that stimulate consumer purchasing and
dealer effectiveness, such as display shoes and expositions, demonstration and various non-
recurrent selling efforts not in the ordinary routine”.
PERSONAL SELLING: -
Personal Selling is the process of inducing and assisting a prospective buyer to buy a commodity
or services or to favorably rely upon idea that has commercial significance with the sellers,
personal selling is highly distinctive and the only form of promotion involving is face to face
relationship or interpersonal interaction or communication between a sales person and one or
more prospective customer. As far as personal selling is concerned it is related to consumer
goods that are portable and can be easily shown to the prospective consumers as and when
required.
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Chapter-8
Conclusion
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Conclusion
It was a very great experience of visiting Claris Lifesciences Limited situated at Changodar GIDC,
Ahmadabad. The venture is developed in the land of 75 acres which is a very huge place. You can see
greenery all over as you enter the gate. The grass loan & trees are very well maintained over there. This
eco-friendly environment is created by the wasted water used for production. The internal & external
environment of the venture is very hygienic & healthy. We saw the production process of injectables live
which was a learning experience. The HR Head visited our students‟ group & had a great conversation
about management topics, personnel management specially & on our career in the field of management. It
was a great experience for me & our group.
Bibliography
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websites :-
WWW.clarislifesciences.com
Reference book :-
1) Marketing Management(Philip kotler)
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