Introduction of the ion
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Transcript of Introduction of the ion
SUMMER TRAINING PROJECT REPORT ON
A STUDY ON THE COMPARATIVE SALES OF INDCHEMIE PRODUCT IN GUWAHATI
FOR THE PARTIAL FULFILMENT OF THE REQUIREMENT FOR THE AWARD OF
MASTERS IN BUSINESS ADMINISTRATION
UNDER THE SUPERVISION OF:
Mr. D.K. Singh (Z.S.M)
SUBMITTED BY
LALNUNSANGA & V.L.MUANCHHANA
MBA 2009-11
DEPARTMENT OF MANAGEMENT
MIZORAM UNIVERSITY
TANHRIL, AIZAWL
ACKNOWLEDGEMENT
It gives me immense pleasure to thank the whole Indchemie Family and all those people who
have directly or indirectly helped me in successful completion of my 6 weeks training in Sales &
Marketing Department, which will be of great help to my career and working in the company.
I sincerely thank my project guide, Mr D.K Singh(Z.S.M), for his excelent guidance, help and
motivation. Apart from the subject of my project, I learnt a lot from him, which I am sure will be
useful in different stages of my life.
I would also like to express my heartfelt thanks to Prof. A.K. Mishra, (The Head, Department
of Management, Mizoram University) for allowing me to go for the industrial training.
I would also like to thank Dr. L.S. Sharma (Reader, Department of Management, Mizoram
University) for his support, motivation and encouragement that lead me to complete my training
successfully.
Last but not the least, my special thanks go to my faculty guide, Mrs Lalropuii(Assistant
Professor, Mizoram University) for her support and advice for my training.
PREFACE
The internship Program in MBA is very beneficial to have practical exposure of how things really operate in market. Being a student who wants to make a mark in marketing field, the best place to gain practical understanding of marketing is to do internship in the marketing department of Pharmaceutical Industry which can be regarded as one of the most dynamic industry in India. I completed the internship with Indchemie Health Specialities Pvt Ltd. which is recognised as the fastest growing pharmaceutical Company in India.
I am proud to work as an internee with Indchemie Company and this experience will surely help me in my future assignments as a marketing professional. The absolute guidance and concern of higher management, perfect working environment with immense cooperation of the staff of all departments especially the marketing department facilitated in making my internship a wonderful learning experience in all aspects. Internship duration offered to me was six weeks was based on marketing projects. Through these projects, I was able to get direct interaction with different Chemists all over guwahati city and some leading Doctors which is also very beneficial for gaining Communication skills.
INTRODUCTION OF THE ORGANISATION
“Indchemie Health Specialities Pvt. Ltd” has been in the ethical pharma business for more than two decades now, with leadership in few of the segments. It has a strong back up of in-house manufacturing facility & has four Pharmaceuticals Manufacturing Units (Two at Daman, 3rd at Baddi, Himachal Pradesh & 4th at Sikkim) in India. All four units are approved by WHO based on Current GMP Guidelines.
Out of four units, one of the manufacturing units is totally dedicated to Soft Gelatin Capsules Formulation. In March 2006 it was audited & in June 2006 the same has been approved by TGA, Australia. The next level of Achievement would be USFDA & MHRA, UK approvals and the technical team has geared up for these prestigious inspections. This accreditation directly talks of the quality par excellence imbibed in every brand of Indchemie. The Beta-Lactam unit is having several commendable approvals from African Regulatory agencies like Ethiopia, Kenya and Malawi. The technical team at Beta-Lactam facility is now gearing up for other prestigious approvals like MCC South Africa and MHRA UK.These approvals will further boost the confidence in our products, who today have high clinical success.Our comprehensive range of products covers wide therapeutic segments wherein a large number of products are technologically backed up with Bioequivalence studies at par with brand leaders in the segment.In ever evolving environs of healthcare industry, keeping pace with the time is a tough task. It requires consistent & qualitative research for which Team Indchemie is always in the forefront . At Indchemie, we are committed to research & development with a vision to create path breaking health solutions, both in chronic as well as acute segments.In an integral approach to healthcare that fuses traditional wisdom with technological sophistication has made us what we are today, leading to become Pioneers in the Indian Pharma Industry.
CORPORATE INFORMATION:
Name of the Organisation: Inchemie Health Specialities Pvt. Ltd.
Nature of The Business: Manufacturer and Marketer
Products: Pharmaceuticals
Major Markets: India, South East Asia and Africa.
Managing Director: M.K Singh
CAREER
“Indchemie Health Specialities Pvt. Ltd” is an emerging, research-based global pharmaceutical company with a diverse combination of skills, resources, and capabilities that provide a platform, apt to perform effectively in today's rapidly changing healthcare environment.
The phenomenal business growth seen by Indchemie in the last few years has been fuelled by the people we have, by the free and nurturing work environment we provide and by the support given through clear & transparent people-processes.
At the same time, there is a long way ahead with challenges for professionals in diverse functions. The organization is making a mark for itself across geographies and functional areas at a rapid pace.
Indchemie has always firmly believed that its strength lies within the talent it attracts and retains. Whether it is through robust Performance Management systems, Formal Learning and Development processes or Career Planning Processes, the attempt is always to develop individuals who can build an aggressive, growth oriented environment.
If as a professional you feel the urge to face challenges head on and to be empowered to drive business, you are invited to be a part of our family. You'd be working for a company that's making a difference in the manner and rate at which business is carried out; making a difference through innovations in both the supply side and demand side processes; making a difference in scientific Endeavour - ultimately making a difference in the lives of its people and society around the globe.
AIM AND ESTABLISHMENT OF THE COMPANY
MOTTO :
“To Maintain World Class Quality Standards and Delivering Innovative Products”
POSITION/ STAGES OF THE LIFE CYCLE
Stage Characteristics
1. Market introduction stage
1. costs are very high
2. slow sales volumes to start
3. little or no competition
4. demand has to be created
5. customers have to be prompted to try the product
6. makes no money at this stage
2. Growth stage
1. costs reduced due to economies of scale
2. sales volume increases significantly
3. profitability begins to rise
4. public awareness increases
5. competition begins to increase with a few new players in establishing market
6. increased competition leads to price decreases
3. Maturity stage
1. costs are lowered as a result of production volumes increasing and experience
curve effects
2. sales volume peaks and market saturation is reached
3. increase in competitors entering the market
4. prices tend to drop due to the proliferation of competing products
5. brand differentiation and feature diversification is emphasized to maintain or
increase market share
6. Industrial profits go down
4. Saturation and decline stage 1. costs become counter-optimal
2. sales volume decline
3. prices, profitability diminish
4. profit becomes more a challenge of production/distribution efficiency than
increased sales
The Company was in tha position of growth stage as the product has spent considerably moderate time into the market where customers / consumers get familiar to the product and start buying the product and the product is now into the market it becomes more strengthened and faces more intense competition.
TYPES OF PRODUCTS
1. Antibiotics
Antibiotics
2. Haematinics
Haematinics
3. Gastro- intestinal
Gastro-Intestinal
4. Nutraceauticals
Nutraceuticals
5.Vitamins & Minerals
Vitamins &
Minerals
6. Anti – Osteoporotic
Anti-Osteoporotic
7. Anti- Fungal
Anti-Fungal
8. Infertility
Infertility
9. NSAID’s
NSAIDs
10. Caugh syrup
Cough Syrup
11. Others
TURNOVER OF THE COMPANY :
The company have Rs.300 crores turnover per month all over India and in North East the company turnover is Rs. 1 crore per month.
RESEARCH AND DEVELOPMENT OF THE COMPANY
Indchemie has strong support and focus on R&D which substantially scaled up on its investments to build its capabilities in all the areas of generic research as a short to medium term strategy. Generic drug development encompasses both small and large molecules. Indchemie strongly believes that there are attractive opportunities in the highly competitive global generic space. Indchemie believes in strategic alliance for R&D and offers its R&D and scale-up facilities to major players for development activities in the Indian Pharma Industry.
The business focus is backed with the building up of captive manufacturing operations and of complying with the regulatory standards of the advanced markets.
Indchemie's generic drug development meets the speed and quality attributes, as all the elements of research have been conducted within the same campus, situated at Taloja, Navi Mumbai. Indchemie committed a substantial amount of its resources to the development of Novel Drug Delivery Systems and this shall be the key element in providing momentum to consolidate its objective of value addition
Indchemie is also collaborating with several Indian companies for their development of difficult-to-make products and the development of other unique technologies. Indchemie is progressing with leaps and bounds in the Nutraceutical segment of healthcare and wellness. Nutraceutical R&D efforts are mainly directed towards providing vitamins and nutritional products for the better management of health in the today’s busy life. Commendable success has been achieved in this area of research and development.
INDCHEMIE HEALTH SPECIALITITIES PVT. LTD IN GUWAHATI
Overview :
Indchemie Health Specialities Pvt. Ltd is one of the fastest and most prominent pharma company in the North- East. The main aim of the company is to increase the market share and sell as much as their products in the north – east and dominate the market in the north east. Most of the product have gained popularity in the north- east, especialy the brand name like ‘cheri’ has established itself as the most accredited brand of the north-east and is the number one brand in the north- east.Indchemie Health Specialities have six branches in India among which Guwahati is also one of the branches for the North eastern part of India.
PLANT:
The Indchemie Health Specialitist Pvt. Ltd has three plant in the whole of India. In north east it is situated in Sikkim and the other two were in Himachal Pradesh.
Primary dosage form : Tablets and Capsules
Unit-1 Daman
INDCHEMIE HEALTH SPECIALITIES PVT. LTD.659/B, Somnath Kevdi Road,Dabhel, Daman-396 210.
Primary dosage form : Soft Gelatin Capsules
Unit-2 Daman
INDCHEMIE HEALTH SPECIALITIES PVT. LTD.Plot No.: 7, OIDC, Mahatma Gandhi Udyog Nagar,Dabhel, Daman - 396210.
Primary dosage form : Oral liquids, Beta block (Tablets, Capsules, Dry syrup) General Capsules & Ointments
Baddi
INDCHEMIE HEALTH SPECIALITIES PVT. LTD.Village-Thana, Near Baddi,Tehsil-Nalagarh Dist. Solan,Himachal Pradesh-173 205.
Primary dosage form : Tablets, General Capsules
Sikkim
INDCHEMIE HEALTH SPECIALITIES PVT. LTD.Village-Kumrek, Rangpo,East Sikkim-737 132.
ACCREDITATION:
UNIT 1 DAMAN – Accredited by World Health Organization-Goods Manufacturing Practices on September 2007.
UNIT 2 DAMAN – Accredited by World Health Organization-Goods Manufacturing Practices on October 2006 and by Therapeutic Goods Administration(TGA), Australia on June 2006.
UNIT 3 BADDI – Accredited by Health & Family Welfare Department, Himachal Pradesh on August 2009
UNIT 4 SIKKIM – Accredited by World Health Organization-Goods Manufacturing Practices on October 2008
CONTRACT MANUFACTURING:
They are introducing Indchemie Health Specialities.Pvt.Ltd., as a professionally managed pharmaceutical company having business alliances with reputed Pharmaceuticals companies.
They are offering contract-manufacturing services to manufacture quality products as per cGMP guidelines for India and overseas.
They have four manufacturing units and are in the pharmaceutical manufacturing and marketing business since 1986 with the turnover of Rs. more than 100 Crore with 1250 employees on board.
All the Plants are WHO-GMP approved and built as per USFDA guidelines & requirement. Their Unit 2 Soft Gelatin Plant has been approved by TGA-Australia in 2006 and USFDA audit is planned in 2010.
They have a strong quality management system and corporate quality assurance system, which provides system guidance and controls all the four locations. They have their corporate R & D center and Regulatory Affairs at Taloja, which is taking care of all the units for product development and technology transfer.
Export :
Currently Indchemie Health Specialities have Exported to nine countries like Kenya, Philipines, Combodia, Sri lanka and some countries of the South east Asia.
And very soon they plan to start marketing in Myanmar, Mozambique, Zambia, Congo, Angola, Uganda, South Africa And Vietnam.
Pride :
Inchemie received three IDMA quality excellence award like
2007 : Silver Quality Excellence Award
2008 : Gold Quality Excellence Award
2009 : Silver Quality Excellence Award.
METHODOLOGY
Primary data collection: Primary data is collected via methods such as surveys, questionnaires and interviews. Primary research is collected is a research “instrument” designed to record information for later analysis. Marketing researchers use many types of instruments from basic methods that record participant responses to highly advanced electronic measurement where research participants are connected to sophisticated equipment. One of the main advantages of collecting primary data is the amount of control the researchers have. This allows them to determine the type of method they will use in collecting the data and how long it will take them to get the data, thus enabling them to focus on specific aspects of their research. The other main advantage is the fact that a primary data collection focuses on the specific issues, unlike secondary data which may contain details that are not needed by the researcher. The best thing about using primary collection methods is the researchers will be presented with original and unbiased data. Unlike the secondary collection methods, the researchers will directly interact with the source of information and get the data that is original and not analysed to suit specific
premises. One disadvantage of primary data collection is that it consumes a lot of time. The researchers will need to make certain preparations in order to handle the different demands of the processes and at the same time, manage time effectively. We collected all the data by personal interviews of over 100 Chemists of Leading Nursing Homes and Chemists of different places in Guwahati like Dispur, Ganeshguri, Christian Basti, Bhangagarh, Athgaon, Ulubari, Chandmari, Silphukuri, Guwahati Medical College, Fancy Bazar, Bamunimaidan and Bharalumukh.
Sl.no. Name of the Chemist Location
1 Ayushman Medicos Dispur
2 Kaina medicos Dispur
3 Deesant Medical Store Dispur
4 Downtown Hospital Dispur
5 Jupiter Medicos Dispur
6 Joymoti Medicos Ganeshguri
7 Karabi Medical Ganeshguri
8 Reliable Medicos Ganeshguri
9 GNRC Medi Shop Ganeshguri
10 Aastha’s Medicos Ganeshguri
11 Rajdhani Medicos Ganeshguri
12 New Royal Medicos Ganeshguri
13 Sidhartha Medical Ganeshguri
14 Geetas Shree Medical Ganeshguri
15 Krishna Medicos Ganeshguri
16 New Tisa Medicos Ganeshguri
17 Aresto Medicine Ganeshguri
18 Active Medicos Ganeshguri
19 P.M Medicos Christian Basti
20 Christian Basti Pharmacy Christian Basti
21 International Hospital Christian Basti
22 Ayush Medicos Christian Basti
23 M Pharmacy Christian Basti
24 Abhoy medicos Christian Basti
25 Med Life Pharma Bhangagarh
26 Pialli Medicos Bhangagarh
27 Pragjyotika Bhangagarh
28 New Kusum medicos Bhangagarh
29 Maruti Nandan Medicos Bhangagarh
30 Prescription Guild Bhangagarh
31 Medi Point Bhangagarh
32 New Lachid Medical Bhangagarh
33 Lachit Medicos Bhangagarh
34 Jaapi Medicos Bhangagarh
35 Central Pharmacy Bhangagarh
36 A One Medicos Bhangagarh
37 New Get Well Medicos Ullubari
38 Das Medical Ullubari
39 Shera Medicine Ullubari
41 The Life Pharmacy Ullubari
42 New Capital Medicos Ullubari
43 Bohagi Medicos Ullubari
44 Delta Medicos Ullubari
45 Jan Jivan Medicos Ullubari
46 New AB Medicos Ullubari
47 Medi Safe Pharmacy Ullubari
48 Prity medical Ullubari
49 Athgaon Medicos Athgaon
50 Apna medicos Athgaon
51 Reeyas Medicos Athgaon
52 Rouf Medicos Athgaon
53 Shree MM Drugs Athgaon
54 Purple Medicos Athgaon
55 Kamakhya Medicos Athgaon
56 Bawri medicos Athgaon
57 Guwahti Medical Hall Athgaon
58 NG Medicos Athgaon
59 Yours Medicos Athgaon
60 Sharma Medicos Athgaon
61 PBG Medicos Chandmari
62 Mazumder Pharmacy Chandmari
63 RS Medicos Chandmari
64 SS Medicos Chandmari
65 Chandmari Medicos Chandmari
66 New Asom Medicos Chandmari
67 New Upasam Chandmari
68 Medi Clinic & Pharmacy Bamuminaidan
69 New Deesha Medicos Bamuminaidan
70 Gautam Medicos Bamuminaidan
71 Rakesh Medical Bamuminaidan
72 Add Life MediCoin Bamuminaidan
73 Shree Uma Nanda Silphukuri
74 L&B Medicos Silphukuri
75 Shree Sanjibani Silphukuri
76 New Pharmacy Silphukuri
77 Dutta&Baruah Drug House Silphukuri
78 First Medicos Silphukuri
79 Jovial Medicos Silphukuri
80 NE Care Silphukuri
81 MS Treatwell Silphukuri
82 Maitaru Medicos Silphukuri
83 Mangalam Medicos Bharalumukh
84 Shankar Medicos Bharalumukh
85 Hari Medical Bharalumukh
86 Neha Medicos Bharalumukh
87 Shri Sai Medicos Bharalumukh
88 Medi City Bharalumukh
89 Shubhkama Bharalumukh
90 Anee Pharmacy Bharalumukh
91 Vinayak Medicos Fancy Bazar
92 Suda Medicos Fancy Bazar
93 Balaji Lifeline Fancy Bazar
94 Medicine Ghar Fancy Bazar
95 Uma Medicos Fancy Bazar
96 Gangival Medicos Fancy Bazar
97 Jaina Pharmacy Fancy Bazar
98 Shree Ganesh Medical Hall Fancy Bazar
99 Leima Medicos GMCH
100 Priyanka Medicos GMCH
101 Ashirbad Drugs GMCH
102 Medico GMCH
103 Maa Medical GMCH
104 Santana Drugs GMCH
105 Kalpana Medical GMCH
MARKETING
Marketing means, simply, to meet the customer need at right time with right quality
product. But the new concept of marketing is to create the demand for product to the targeted
customer.
Marketing is the process of planning and executing the conception, pricing, promotion, and
distribution of ideas, goods, and services to create exchanges that satisfy individual and
organizational objectives.
OR
Simply we can say that, Marketing is an organizational function and a set of processes for
creating, communicating, and delivering value to consumer and for managing customer
relationships in ways that benefits the organization and its stake holder.
It is an organizational function and a set of processes for creating, communicating, and
delivering value to consumer and for managing customer relationships in ways that benefits the
organization and its stake holder. The social and economic justification for an organization’s
existence is the satisfaction of customer wants and needs, while meeting organizational
objectives. Marketing involves:
1. Focusing on customer wants so the organization can distinguish its products from
competitors.
2. Integrating all the organization’s activities, including production, to satisfy these wants.
3. Achieving long term goals for the organization by satisfying customer wants and needs
legally and responsibly.
DISTRIBUTION CHANNEL
When the product is finally ready for the market, it has to be determined what methods and
routes will be used to bring the product to the market, i.e. to ultimate consumers and industrial
users. This process involves establishing distribution and providing for physical handling and
distribution. Distribution is concerned with various activities, such as the movement and storage
of goods, the legal, the promotional and financial activities involved in the transfer of ownership
form the producer to the consumer.
Definitions:
4. “The structure of intercompany organization units and extra company agents and dealers, wholesalers and retailers through which a product or service is marketed”
American Marketing Association
5. “Every producer seeks to link together a set of marketing intermediaries that fulfils the firm’s objectives. This set of marketing intermediaries is called the marketing channel “A path traced in the direct or indirect transfer of title to a product, as it moves from a producer to ultimate consumers or industrial users”
Cundiff E.W & Still R.S
6. “Marketing channels can be viewed as sets of interdependent organization involved in the process of making product or service available for use or consumption”
PHILIP KOTLER
Channel Marketing:
The channel used in Indchemie is simple. The product are transferred from the plant to the
various places situated in various locations with and outside the state. From the different
branches this stock is then transferred to the dealers as per delivery order.
Then the dealer again redistributes the stock to smaller dealers i.e. sub-dealers or directly to the
customers. This is how the stocks get transferred from plant to the end customers.
COMPANY’S DISTRIBUTION CHANNEL:
COMPANY WAREHOUSE
DISTRIBUTOR
RETAILER
MANUFACTURING UNIT
CUSTOMER/PATIENT
ORGANIZATIONAL STRUCTURE OF INDCHEMIE:
An organizational structure consists of activities such as task allocation, coordination and
supervision, which are directed towards the achievement of organizational aims. Organizational
structure allows the expressed allocation of responsibilities for different functions and processes
to different entities such as the branch, department, workgroup and individual. Organizational
structure affects organizational action in two big ways. First, it provides the foundation on which
standard operating procedures and routines rest. Second, it determines which individuals get to
participate in which decision-making processes, and thus to what extent their views shape the
organization’s actions.
Indchemie used Matrix organizational strutuce towards the achievement of organizational goals
as follows:
MANAGING DIRECTOR
VICE PRESIDENT
FINANCE
VICE PRESIDENT
HUMAN RESOURCE
VICE PRESIDENT
MARKETING
VICE PRESIDENT
PURCHASING
VICE PRESIDENT
DISTRIBUTION
VICE PRESIDENT
ELECTRONIC DATA PROCESSING
THE ORGANIZATIONAL STRUCTURE OF MARKETING
ZONAL SALES MANAGER
DIVISIONAL SALES MANAGER
SALES MANAGER
NATIONAL SALES MANAGER
MARKETING(VICE PRESIDENT)
REGIONAL SALES MANAGER
AREA SALES MANAGER
MARKET SHARE
Market share, in strategic management and marketing is, according to Carlton O'Neal, the
percentage or proportion of the total available market or market segment that is being serviced
by a company. It can be expressed as a company's sales revenue (from that market) divided by
the total sales revenue available in that market. It can also be expressed as a company's unit sales
volume (in a market) divided by the total volume of units sold in that market. It is generally
necessary to commission market research (generally desk/secondary research) to determine.
Sometimes, though, one can use primary research to estimate the total market size and a
company's market share.
WEEKLY AVERAGE SALES
LOCATION: DISPUR
S NO NAME OF THE CHEMISTINDCLAV
625 BID1 AYUSHMAN MEDICOS 20 102 NEESANT MEDICAL STORE 8 73 DOWNTOWN HOSPITAL 30 104 KAINA MEDICOS 10 55 JUPITER MEDICOS 10 30
LOCATION:GANESHGURI
S NO NAME OF THE CHEMISTINDCLAV
625 BID 1 JOYMOTI MEDICOS 0 02 KARABI MEDICAL 3 53 RELIABLE MEDICOS 2 64 GNRC MEDISHOP 2 45 AASTHA’S MEDICOS 5 56 RAJDHANI 5 47 NEW ROYAL MEDICOS 6 38 SIDHARTHA MEDICAL 3 39 GEETA SHREE MEDICAL 10 510 KRISHNA MEDICOS 6 511 NEW TISA MEDICOS 2 212 ARISTO MEDICINE 3 413 ACTIVE MEDICOS 3 2
LOCATION: CHRISTIAN BASTI
S NO NAME OF THE CHEMISTINDCLAV
625 BID 1 P.M MEDICOS 3 02 CHRISTIAN BASTI MEDICOS 5 103 INTERNATIONAL HOSPITAL 0 04 AYUSH MEDICOS 4 85 ABHOY MEDICOS 4 6
LOCATION: FANCY BAZAR
S NO NAME OF THE CHEMISTINDCLAV
625 BID 1 VINAYAK MEDICOS 0 02 SMDA M MEDICOS 0 03 BALAJI LIFELINE 4 04 MEDICINE GHAR 2 05 UMA MEDICOS 2 16 GANGWAL MEDICOS 0 07 JAINA PHARMACY 2 0
8SHREE GANESH MEDICAL HALL 0 0
LOCATION: ATHGAON
S NO NAME OF THE CHEMISTINDCLAV
625 BID 1 ATHGAON MEDICOS 3 32 APNA MEDICOS 4 03 REEYAS MEDICOS 10 34 ROUF MEDICOS 8 25 SHREE MM 2 56 PURPLE MEDICOS 5 207 KAMAKHYA MEDICOS 0 08 BAWRI MEDICOS 0 0 9 GUWAHATI MEDICAL HALL 5 510 NG MEDICOS 0 011 YOUR MEDICOS 5 1012 SHARMA MEDICOS 1 1
LOCATION:BHARALUMUKH
S NO NAME OF THE CHEMISTINDCLAV
625 BID 1 MANGALAM MEDICOS 3 32 SHANKAR MEDICOS 0 03 HARI MEDICAL 2 34 NEHA MEDICOS 0 05 SHREE SAI MEDICOS 4 06 MEDI CITY 10 27 SHUBHKAMA 1 18 ANEE PHARMACY 2 2
LOCATION: SILPHUKURI
S NO NAME OF THE CHEMISTINDCLAV
625 BID
1SHREE UMANANDA MEDICOS 3 0
2 L&B MEDICOS 3 03 SHREE SANJIBANI MEDICOS 2 104 NEW PHARMACY 0 0
5DUTTA & BARUA DRUG HOUSE 0 0
6 FIRST MEDICOS 10 37 JOVIAL MEDICOS 2 18 NE CARE 4 29 TREAT WELL 0 010 MAITARU MEDICOS 10 7
LOCATION: BHANGAGARH
S NO NAME OF THE CHEMISTINDCLAV
625 BID 1 MEDLIFE PHARMA O 52 PIALLI MEDICOS 3 43 PRAGJYOTIKA 0 004 NEW KUSUM MEDICOS 4 2
5MARUTI NANDAN MEDICOS 4 2
6 PRESCRIPTION GUILD 3 07 MEDI POINT 3 28 NEW LACHIT MEDICAL 5 39 VEEER LACHIT MEDICOS 3 010 JAAPI MEDICOS 4 211 CENTRAL PHARMACY 0 012 A-ONE MEDICOS 2 3
LOCATION: ULUBARI
S NO NAME OF THE CHEMISTINDCLAV
625 BID 1 NEW GET WELL MEDICOS 0 02 DAS MEDICAL 0 23 SHERRA MEDICINE 0 04 THE LIFE PHARMACY 4 05 NEW CAPITAL MEDICOS 6 BOHAGI MEDICOS 7 DELTA MEDICOS 2 28 JAN JIVAN MEDICOS 9 NEW AB MEDICOS 2 0 10 MEDI SAFE PHARMACY 1 111 PRITY MEDICAL 3 0
LOCATION : CHANDMARI
S NO NAME OF THE CHEMIST INDCLAV
625 BID 1 PBG MEDICOS 0 02 MAZUMDER PHARMACY 3 RS MEDICOS 7 64 SS MEDICOS 20 55 CHANDMARI MEDICOS 5 56 NEW ASOM MEDICOS 10 27 NEW UPASAM MEDICOS 6 6
LOCATION : BAMUNIMAIDAN
LOCATION : G.M.C
S NO NAME OF THE CHEMISTINDCLAV
625 BID
S NO NAME OF THE CHEMISTINDCLAV PEPTARD
ECOCEF-O625 BID DS 20 D
1 MEDICLINIC PHARMACY 2 NEW DEESHA MEDICOS 1 0 0 2 0 03 GAUTAM MEDICOS 0 0 0 0 0 04 RAKESH MEDICAL 5 ADDLIFE MEDIPOINT 2 2 2 1 2 0
1 LEIMA MEDICOS 0 02 PRIYANKA MEDICOS 1 03 ASHIRBAD DRUGS 3 04 MEDICO 10 05 MAA MEDICAL 3 26 SANTANA DRUGS 3 07 KALPANA MEDICAL 10 10
S NO NAME OF THE CHEMISTCHERI ZECAL
GOLD COMPLEVITCAP SYRUP FOL 1 AYUSHMAN MEDICOS 30 10 20 10 102 KAINA MEDICOS 60 20 10 15 2003 DEESANT MEDICAL STORE 50 10 5 10 1504 DOWNTOWN 100 20 0 0 3005 JUPITER MEDICOS 70 30 20 20 150
LOCATION : DISPUR
S NO NAME OF THE CHEMISTCHERI ZECAL
GOLD COMPLEVITCAP SYRUP FOL 1 JOYMOTI MEDICOS 2 KARABI MEDICAL 10 8 3 0 03 RELIABLE MEDICOS 0 5 3 0 04 GNRC MEDISHOP 10 4 10 0 05 AASTHA’S MEDICOS 30 10 30 0 06 RAJDHANI MEDICOS 40 5 0 0 07 NEW ROYAL MEDICOS 20 5 20 0 08 SIDARTHA MEDICAL 10 6 10 3 109 GEETASHREE MEDICAL
LOCATION : GANESHGURI
LOCATION : CHRISTIAN BASTI
S NO NAME OF THE CHEMISTCHERI ZECAL
GOLD COMPLEVITCAP SYRUP FOL 1 P.M MEDICOS 6 3 0 0 0
2CHRISTIAN BASTI PHARMACY 10 10 5 0 0
3 INTERNATIONAL HOSPITAL 70 12 0 0 04 AYUSH MEDICOS 6 5 0 0 05 M PHARMACY 5 10 5 0 06 ABHOY MEDICOS 10 7 4 0 0
LOCATION : FANCY BAZAR
S NO NAME OF THE CHEMISTCHERI ZECAL
GOLD COMPLEVITCAP SYRUP FOL 1 VINAYAK MEDICOS 0 0 0 0 02 SUDA MEDICOS 2 2 0 0 03 BALAJI LIFELINE 3 0 1 2 44 MEDICINE GHAR 10 0 0 0 55 UMA MEDICOS 2 2 0 0 16 GANGIVAL MEDICOS 0 0 0 0 07 JAINA PHARMACY 2 1 0 0 2
8SHREE GANESH MEDICAL HALL 0 0 0 0 0
LOCATION : ATHGAON
S NO NAME OF THE CHEMISTCHERI ZECAL
GOLD COMPLEVITCAP SYRUP FOL 1 ATHGAON MEDICOS 10 8 3 3 22 APNA MEDICOS 50 10 0 0 03 REEYES MEDICOS 4 6 4 0 54 ROUF MEDICOS 3 5 4 0 35 SHREE MM DRUGS 15 1 0 0 16 PURPLE MEDICOS 5 5 0 0 07 KAMAKHYA MEDICOS 0 0 0 0 08 BAWRI MEDICOS 0 0 0 0 09 GUWAHATI MEDICAL HALL 0 0 0 0 010 N. G MEDICOS 0 0 0 0 011 YOURS MEDICOS 4 25 0 0 012 SHARMA MEDICOS 2 0 0 1 1
LOCATION : BHARALUMUKH
S NO NAME OF THE CHEMISTCHERI ZECAL
GOLD COMPLEVITCAP SYRUP FOL 1 MANGALAM MEDICOS 5 3 0 0 32 SHANKAR MEDICOS 0 0 0 0 03 HARI MEDICAL 5 2 1 0 74 NEHA MEDICOS 2 0 0 1 15 SHRI SAI MEDICOS 5 2 0 0 16 MEDI CITY 10 10 6 0 27 SHUBHKAMA 3 4 0 0 08 ANEE PHARMACY 3 7 0 0 0
LOCATION :SILPUKHURI
S NO NAME OF THE CHEMISTCHERI ZECAL
GOLD COMPLEVITCAP SYRUP FOL 1 SHREE UMANANDA 3 2 0 0 02 L&B MEDICOS 6 10 0 0 34 SHREE SANJIBANI 4 4 0 0 35 NEW PHARMACY 4 0 0 0 0
6DUTTA & BARUA DRUGS HOUSE 0 0 0 0 0
7 FIRST MEDICOS 10 3 2 0 08 JOVIAL MEDICOS 7 2 1 0 09 NE CARE 2 4 0 0 010 M/S TREAT WELL 0 0 0 0 011 MAITARU MEDICOS 10 8 0 5 4
LOCATION :BHANGAGARH
S NO NAME OF THE CHEMISTCHERI ZECAL
GOLD COMPLEVITCAP SYRUP FOL 1 MEDLIFE PHARMA 5 3 0 0 02 PIALLI MEDICOS 30 10 3 0 43 PRAGJYOTIKA 50 5 0 0 04 NEW KUSUM MEDICOS 10 5 3 0 1
5MARUTI NANDAN MEDICOS 15 5 0 0 3
6 PRESCRIPTION GUILD 7 5 6 0 07 MEDI POINT 5 5 0 0 08 NEW LACHID MEDICAL 3 3 5 0 09 LACHID MEDICOS 10 5 0 0 310 JAAPI MEDICOS 10 2 0 0 311 CENTRAL PHARMACY 0 0 0 0 012 A-ONE MEDICOS 10 3 0 0 0
LOCATION :ULUBARI
S NO NAME OF THE CHEMISTCHERI ZECAL
GOLD COMPLEVITCAP SYRUP FOL 1 NEW GET WELL MEDICOS 0 0 0 0 02 DAS MEDICAL 2 2 0 0 03 SHERA MEDICINE 0 0 0 0 04 THE LIFE PHARMACY 7 6 6 0 155 NEW CAPITAL MEDICOS 0 0 0 0 06 BOHAGI MEDICOS 0 0 0 0 07 DELTA MEDICOS 2 2 0 0 08 JAN JIVAN MEDICOS 0 0 0 0 09 NEW A.B MEDICOS 3 3 0 0 010 MEDI-SAFE PHARMACY 3 1 0 0 011 PRITY MEDICAL 2 2 0 0 0
LOCATION : CHANDMARI
S NO NAME OF THE CHEMISTCHERI ZECAL
GOLD COMPLEVITCAP SYRUP FOL 1 PBG MEDICOS 5 0 0 0 02 MAZUMDER PHARMACY 0 0 0 0 03 R.S MEDICOS 3 6 7 2 104 S.S MEDICOS 50 3 2 0 35 CHANDMARI MEDICOS 10 7 3 0 56 NEW ASOM MEDICOS 10 5 2 2 207 NEW UPASAM 10 5 3 0 3
LOCATION :BAMUNIMAIDAN
S NO NAME OF THE CHEMISTCHERI ZECAL
GOLD COMPLEVITCAP SYRUP FOL
1 MEDICLINIC&PHARMACY 0 0 0 0 02 NEW DEESHA MEDICOS 30 2 0 0 03 GAUTAM MEDICOS 0 0 0 0 04 RAKESH MEDICAL 0 0 0 0 05 ADD LIFE MEDIPOINT 3 2 0 0 1
LOCATION : G.M.C
MARKET SEGMENTATION IN GUWAHATI
S NO NAME OF THE CHEMISTCHERI ZECAL
GOLD COMPLEVITCAP SYRUP FOL 1 LEIMA MEDICOS 0 3 0 0 02 PRIYANKA MEDICOS 0 0 0 0 03 ASHIRBAD DRUGS 5 3 0 0 04 MEDICO 0 0 0 0 05 MAA MEDICAL 2 3 0 0 06 SANTANA DRUGS 10 30 2 0 07 KALPANA MEDICAL 30 20 0 30 0
For segmenting the market in Guwahati, we used Geographic segmentation in which we can divide the market according to geographical areas such as localities, regions, cities, states, countries etc. We divide Guwahati market into three zones as follows:
Name of few markets in the various zones:
GUWAHATI NORTH
GUWAHATI CENTRAL GUWAHATI SOUTH
4 BLOCK 4 BLOCK 4 BLOCK
GUWAHATI MARKET
GUWAHATI NORTH
1. DISPUR
2. GANESHGURI
3. CHRISTIAN BASTI
4. BHANGAGARH
Weekly sales analysis of Indchemie products in Guwahati North(Dispur, Ganeshguri, Christian Basti and Bhangagarh):
PRODUCTINDCLAV62
5INDCLAV
BIDINDCLAV
DSPEPTARD
20 PEPTARD DECOCEF
-OTOTAL SALES 169 164 80 322 214 6
INDCLAV625 INDCLAV BID INDCLAV DS PEPTARD 20 PEPTARD D ECOCEF-O0
50
100
150
200
250
300
350
SALES
SALES
GUWAHATI CENTRAL
5. G.M.C.H
6. ULLUBARI
7. CHANDMARI
8. SILPHUKURI
PRODUCTINDCLAV625
INDCLAV BID INDCLAV DS
PEPTARD 20 PEPTARD D
ECOCEF-O
TOTAL SALES 124 64 44 77 67 18
INDCLAV625 INDCLAV BID INDCLAV DS PEPTARD 20 PEPTARD D ECOCEF-O0
20
40
60
80
100
120
140
SALES
SALES
GUWAHATI SOUTH
9. FANCY BAZAR
10. ATHGAON
11. BHARALUMUKH
12. BAMUNIMAIDAN
PRODUCTINDCLAV62
5INDCLAV
BIDINDCLAV
DSPEPTARD
20PEPTARD
DECOCEF
-OSALES 79 63 48 140 113 10
INDCLAV625 INDCLAV BID INDCLAV DS PEPTARD 20 PEPTARD D ECOCEF-O0
20
40
60
80
100
120
140
160
SALES
SALES
OVERALL WEEKLY AVERAGE SALES IN GUWAHATI CITY
PRODUCT
INDCLAV625
INDCLAV BID
INDCLAV DS
PEPTARD 20
PEPTARD D
ECOCEF-O
SALES 372 291 172 539 394 34
INDCLAV625 INDCLAV BID INDCLAV DS PEPTARD 20 PEPTARD D ECOCEF-O0
100
200
300
400
500
600
SALES
SALES
FINDINGS:
1. Among different products (Indclav 625, Indclav bid, Indclav ds, Peptard 20, Peptard d & Ecocef-O), Based on survey and observation, Peptard 20 and Indclav 625 can be regarded as the most leading brand.
2. Based on market survey, I observed that among three geographical market segmentation, Dispur, Ganeshguri, Christian basti and bhangagarh has high sales as compare to other segments in guwahati city.
3. Ecocef-o is least demand in market whereas Peptard and Indclav are sold comparatively more.
4. Company should go for strip packing as generally Dr. doesn’t prescribe medicine for 30 days so it makes it difficult to go with glass bottle. Moreover strip can be sold in open or loose form this increases sales comparatively.
MAIN COMPETITORS
BRAND NAME COMPOSITION COMPANY
AUGMENTIN AMOXICILLIN 500 MG,
CLAVULANATE POTASSIUM 125 MG
G&K
MOXIKIND-CV AMOXICILLIN 500 MG,
CLAVULANATE POTASSIUM 125 MG
MANKIND
MOXCLAV AMOXICILLIN 500 MG,
CLAVULANATE POTASSIUM 125 MG
RANBAXY
AUGPEN AMOXICILLIN 500 MG,
CLAVULANATE POTASSIUM 125 MG
ZUVENTUS
CLAVAM AMOXICILLIN 500 MG,
CLAVULANATE POTASSIUM 125 MG
ALKEM
INDCLAV 625 was one of the famous brand of Indchemie Health Specialities Pvt Ltd. Its composition is Amoxicillin 500 mg & Clavulanate potassium 125 mg. The main competitors of this Brand are as follows:
MARKET VISIT
I visited market to know which is the most selling brand on the composition of “Amoxicillin 500 & Clavulanate Potassium 125 mg”. I collected information from the leading chemist in guwahati. The top three Brands on the same composition are listed.
NAME OF THE CHEMIST LOCATION TOP 3 BRANDS
SHREE UMANDA MEDICOS SILPHUKURI AUGPEN, AUGMENTIN AND MOXIKIND
L&B MEDICOS SILPHUKURI AUGMENTIN, MOXIKIND AND CLAVUM
SHREE SANJIBANI MEDICOS
SILPHUKURI MOXIKIND, AUGMENTIN AND CLAVUM
NEW PHARMACY SILPHUKURI CLAVUM, AUGMENTIN AND MOXIKIND
DUTTA & BARUA DRUG HOUSE
SILPHUKURI AUGMENTIN, MOXIKIND AND AUGPEN
FIRST MEDICOS SILPHUKURI MOXIKIND, AUGMENTIN AND INDCLAV
JOVIAL MEDICOS SILPHUKURI MOXIKIND, LACTOCLAV AND AUGMENTIN
UPASANA MEDICOS CHANDMARI CLAVUM, AUGPEN AND MOXCLAV
MAITARU MEDICOS CHANDMARI AUGMENTIN, AUGPEN AND CLAVUM
GNB MEDICOS CHANDMARI AUGMENTIN, CLAVUM AND MOXIKIND
UPASAM MEDICOS CHANDMARI MOXIKIND, CLAVUM AND INDCLAV
NEW ASOM MEDICOS CHANDMARI AUGMENTIN, AUGPEN AND CLAVUM
CHANDMARI MEDICOS CHANDMARI MOXIKIND, CLAVUM AND INDCLAV
RS MEDICOS CHANDMARI AUGPEN, CLAVUM AND AUGMENTIN
PURBANCHAL DRUGS G.M.C. AUGMENTIN, CLAVUM AND MOXCLAV
MAA MEDICAL G.M.C AUGMENTIN, CLAVUM AND MOXCLAV
LEIMA MEDICOS G.M.C CLAVUM, AUGMENTIN AND MOXIKIND
PRIYANKA MEDICOS G.M.C AUGMENTIN, MOXCLAV AND AUGPEN
MEDICO G.M.C AUGMENTIN, MOXCLAV AND CLAVUM
ASHIRBAD DRUGS G.M.C AUGMENTIN, CLAVUM AND MOXCLAV
DIKSHA MEDICAL G.M.C MAXIKIND, AUGPEN AND AUGMENTIN
REENA DRUGS G.M.C CLAVUM, AUGPEN AND MOXCLAV
ZENIFAR MEDICOS G.M.C AUGMENTIN, CLAVUM AND LACTOCLAV
RADALI DRUGS G.M.C AUGPEN, MOXIKIND AND CLAVUM
MEDICINE CORNER G.M.C AUGMENTIN, CLAVUM AND MOXCLAV
NEW MONI MEDICOS G.M.C AUGPEN, AUGMENTIN AND MOXIKIND
M/S RUMI MEDICAL G.M.C CLAVUM, AUGPEN AND MOXIKIND
SANTANA DRUGS G.M.C AUGMENTIN, AUGPEN AND CLAVUM
CHILARAY MEDICOS G.M.C MOXIKIND, AUGPEN AND AUGMENTIN
SIDHARTHA MEDICOS G.M.C CLAVUM, AUGPEN AND AUGMENTIN
KAVITA MEDICAL STORES
G.M.C AUGMENTIN, CLAVUM AND MOXCLAV
NAME OF THE CHEMIST LOCATION TOP 3 BRANDS
SHREE UMANANDA MEDICOS
SILPHUKURI DEXORANGE, CHERI AND GLOBIRON
L&B MEDICOS SILPHUKURI FERIUM, FERRONIA AND OROFER
SHREE SANJIBANI MEDICOS
SILPHUKURI FERONIA, OROFER AND FERIUM
NEW PHARMACY SILPHUKURI OROFER, FERONIA AND FERIUM
DUTTA & BARUA DRUG STORE
SILPHUKURI OROFER, FERIUM AND CHERI
FIRST MEDICOS SILPHUKURI CHERI, OROFER AND FERIUM
JOVIAL MEDICOS SILPHUKURI CHERI, FERIUM AND FERONIA
MARKET VISIT
I visited market to know which is the most selling brand on the composition of “Iron, protein, vitamins and minerals (caps) Iron, folic acid and vitamin B12 (syrup) ”. I collected information from the leading chemist in guwahati. The top three Brands on the same composition are listed.
UPASANA MEDICOS CHANDMARI CHERI, FERONIA AND BEVON
MAITARU MEDICOS CHANDMARI FERONIA, BEVON AND BECOSULES
G&B MEDICOS CHANDMARI HEMFER, GLOBIRION AND R.B TONE
UPASAM MEDICOS CHANDMARI FERIUM, FERONIA AND OROFER
CHANDMARI MEDICOS CHANDMARI FERONIA, OROFER AND FERIUM
NEW ASOM CHANDMARI OROFER, FERIUM AND FERONIA
R.S MEDICOS CHANDMARI OROFER, FERONIA AND FERIUM
PURBANCHAL DRUGS G.M.C FERONIA, OROFER AND FERIUM
MAA MEDICALS G.M.C FERONIA, FERIUM AND AMAFAR
LEIMA MEDICALS G.M.C FERONIA, FERIUM AND OROFER
PRYANKA MEDICOS G.M.C FERIUM, OROFER AND FERONIA
MEDICO G.M.C FERONIA, FERIUM AND OROFER
ASHIRBAD DRUGS G.M.C FERONIA, OROFER AND FERIUM
DIKSHA MEDICAL G.M.C FERONIA, FERIUM AND OROFER
REENA DRUGS G.M.C FERIUM, OROFER AND BEVON
ZENIFAR MEDICOS G.M.C FERONIA, FERIUM AND OROFER
RADALI DRUGS G.M.C FERIUM, FERONIA AND CHERI
NEW MONI MEDICOS G.M.C FERIUM, OROFER AND HEMFER
M/S RUMI MEDICAL G.M.C FERONIA, FERIUM AND OROFER
CHILARAY MEDICOS G.M.C OROFER, FERIUM AND FERONIA
SIDARTHA MEDICOS G.M.C FERONIA, CHERI AND FERIUM
KAVITA MEDICAL STORE
G.M.C FERIUM, OROFER AND FERIUM
MEIDICINE CORNER G.M.C FERONIA, OROFER AND FERIUM
CHERI is one of the famous brand in indchemie product and is also the number one brand in the North-East. Its is a composition of iron,protein, calcium, vitamins and minerals
(caps) and iron, folic acid and vitamin B12 (syrup). Some of the famous competitors brand of Cheri are as follows:
BRAND NAME COMPOSITION COMPANY
FERIUM IRON AND VITAMIN EMCURE
OROFER IRON AND VITAMIN EMCURE
FERRIUM XT IRON AND VITAMIN EMCURE
HEMFER IRON AND VITAMIN ALKEM
DEXORANGE IRON AND VITAMIN FRANCO-INDI
GUWAHATI NORTH
13. DISPUR
14. GANESHGURI
15. CHRISTIAN BASTI
16. BHANGAGARH
Weekly sales analysis of Indchemie products in Guwahati North(Dispur, Ganeshguri, Christian Basti and Bhangagarh):
Product Cheri Caps Cheri Syrup Cheri Fol Zecal Gold ComplevitTotal sales 812 266 202 58 841
Cheri Caps Cheri Syrup Cheri Fol Zecal Gold Complevit0
100
200
300
400
500
600
700
800
900
Total sales
Total sales
GUWAHATI CENTRAL
17. G.M.C.H
18. ULLUBARI
19. CHANDMARI
20. SILPHUKURI
Product Cheri CapsCheri Syrup Cheri Fol
Zecal Gold
Complevit
Total sales 200 134 28 39 66
Cheri Caps Cheri Syrup Cheri Fol Zecal Gold Complevit0
50
100
150
200
250
Total sales
Total sales
GUWAHATI SOUTH
21. FANCY BAZAR
22. ATHGAON
23. BHARALUMUKH
24. BAMUNIMAIDAN
Product Cheri Caps Cheri Syrup Cheri FolZecal Gold Complevit
Total sales 178 92 19 7 37
Cheri Caps Cheri Syrup Cheri Fol Zecal Gold Complevit0
20406080
100120140160180200
Total sales
Total sales
The Weekly average sales of different Products of Indchemie in Guwahati city :
cheri caps cheri syrup cheri fol zecal gold complevit0
200
400
600
800
1000
1200
1400
Series1
FINDINGS
1. Among different products (cheri caps, cheri syrup, cheri fol, zecal gold and complevit), Based on survey and observation, cheri caps and complevit can be regarded as the most leading brand.
2. Based on market survey, I observed that among three geographical market segmentation, Dispur, Ganeshguri, Christian basti and bhangagarh has high sales as compare to other segments in guwahati city.
3. Zecal gold is least demand in market whereas cheri caps and complevit are sold comparatively more.
4. Company should go for strip packing as generally Dr. doesn’t prescribe medicine for 30 days so it makes it difficult to go with glass bottle. Moreover strip can be sold in open or loose form this increases sales comparatively.
RECOMMENDATIONS
Employees should be trained according to the changing standards of the organization.
Company should conduct survey from time to time according to which changes can be introduced in the organization to stay updated in the market.
They should introduce creativity into the work, so that the employees can do their work passionately.
Employees should be more involved in decision making to become more differentiated.
Medical Representatives should be trained effectively and efficiently to improve their working standards and Interpersonal skills.