Guide certificate

This is to certify that Mr. PRASHANT KUMAR of Centre for Management Development

(CMD), PGDM TRIMESTER-3rd has successfully completed the winter project on the Topic:

RISING MARKET OF STEM CELLS under my guidance for the partial fulfillment of the

requirement of PGDM.

This report is the record of authentic work carried out by the student during the academic year

2012-2014.

Faculty Guide:

Mr.RavindraArya

1

DECLARATION

I the undersigned declare that the report of the project work entitled RISING MARKET

OFTHE STEM CELLSis based on my own work carried out during the course of my study

under the supervision of Mr. PERMENDRA KUMAR (RELATIONSHIP EXECUTIVE),

MUZAFFARPUR , BIHAR.

I assert that the statements made and conclusions drawn are an outcome of the project work.I

further declare that to the best of my knowledge and belief that the project report does not

contain any part of any work which has been submitted for the award of any other

DEGREE/DIPLOMA/CERTIFICATE in this Institute or any other Institue.

Name:PRASHANT KUMAR

Roll No:201215

(Signature of the Candidate)

Prashantkumar

2

Guide certificate

This is to certify that Mr. PRASHANT KUMAR of Centre for Management

Development(CMD), PGDM Tremester-6th has successfully completed the winter project on

the Topic: RISING MARKET OF STEM CELLS under the guidance of MD.SHAMSHEER

ALAM(ASM)for the partial fulfillment of the requirement of PGDM.

This report is the record of authentic work carried out by the student during the academic year

2012-2014.

Corporate Guide:

MD. SHAMSHEER ALAM

Area Sales Manager

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Acknowledgment

I have taken efforts in this project. However, it would not have been possible without the kind

support and help of many individuals and organizations. I would like to extend my sincere thanks

to all of them.

I am highly indebted to Mr.Permendra kumar their guidance and constant supervision as well as

for providing necessary information regarding the project & also for their support in completing

the project.

I would like to express my gratitude towards my parents, my mentor Mr. SHASHANK GOEL,

MD. SHAMSHEER ALAM (ASM), PERMENDRA KUMAR (RE), ABHISHEK

KUMAR(RE)&member of Organizations for their kind co-operation and encouragement which

help me in completion of this project.

I would like to express my special gratitude and thanks to industry persons for giving me such

attention and time.

My thanks and appreciations also go to my colleague in developing the project and people who

have willingly helped me out with their abilities.

(Signature of the student)

Chandan kumar Singh

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S.No. Topic Page No.

1 Executive Summary 7

2 Overviews of industry 8-9

3 Company Profile 10-14

4 Literature Review 15-20

5 Research Methodology 21-31

6 Data Analysis 32-37

7 Findings & Suggestion 38-39

8 Conclusion 40

9 Annexures 41-43

10 Bibliography 44

CONTENTS

5

Executive Summary

CryoBanks International India Pvt. Ltd. Is a Joint Venture between Cryobanks International

U.S.A & RJ Corp founded in 2006.CryoBanks international is a pioneer in the collection,

processing and banking of umbilical cord blood stem cells.

The Company is focused on providing high quality umbilical cord blood stem cells processing &

storage for both private family use and public donation purpose. CryoBanks has a team of

medical professionals who have been extensively trained, certified & educated in cord blood

processing & quality assurance processes. All to meet the genuine needs of the community &

society with basic objective is to be the largest holder of cord blood stem cells in India.

My Project Topic is “ Rising Market Of Stem Cells” where I found that due to various Life

Threating diseases like blood cancer, liver cancer, heart attack, etc., the market of this stem cells

banking is growing globally at a higher speed.

During my study I found that there is a great need of making aware to the customer about the

future benefit of stem cells processing.

As due to various life threating diseases such as liver cancer, Blood cancer, Diadaties Type II ,

etc. The need for stem cells market has emerged a lot as future medicine.

During our training period we learned :

How to make potential client.

How to interact with the pregnant ladies.

How to convience them as well as motivate them to buy our product.

How to generate lead.

How toconvience doctor.

CHAPTER 1

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INTRODUCTION

OVERVIEW OF THE INDUSTRY

India is today a much sought after destination for medical tourism and stem cells banking industry is emerging as the newest addition that country’s medical services have to offer, while the global medical tourism industry is currently pegged at $21 billion. India’s stem cells banking business is predicted to grow more than 35% over the next year to Rs 14 crore, according to stem cells Global Foundation.

The growing popularity of stem cells banking in India is thanks to companies such as Chennai based Lifecell a biggest competitor as well as Gurgaon based CRYOBANKS INTERNATIONAL INDIA Pvt. Ltd.

The Indian Stem Cells Industry started in 2006and it is in a nascent stage. There is potential for fast growth and global players will enter the market through mergers and acquistion.

Cord Blood Banking In India

Cord Blood- i.e., the blood that remains in the umbilical cord after a baby is born represents a new & the richest source of stem cells which is the origin of the body’s immune & blood system. Withy rising interest in stem cells based therapy, the scope of cord blood bank is becoming more of a cell pharmac. In order to understand the importance & potential of cord blood banking, it is imperative to explore future the emerging applications of stem cells.

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RISING MARKET FOR STEM CELLS

According to New Market Research Report the Stem Cells market is rising at a higher rate due to various life threating diseases are becoming more dangerous for human life. Besides the Indian Market the Global Markets for stem cells is also rising at hish rate. Below are the some highlights of this stem cells rising market report:

The Global Market for stem cells products was $3.8 billion in 2011. This market is expected to reach nearly $4.3 billion in 2012 and $6.6 billion in 2016.

Increasing at a Compound Annual Growth Rate(CAGR) of 11.7% from 2011 to 2016.

According to Indian Council For Medical Research(ICMR) the new 15 firms are scheduled to enter India’s Market besides having Lifecells, Cryobanks, Reliance Life Sciences, etc.,

Ability to self regenerate.

Ability to differentiate into other cells.

Due to above memtioned points it has been concluded during my project study that the market share of stem cells industry is growing at a higher pace & in near future it would be the leader of the medicine market.

The market for stem cells include specific products, services, 7 technologies. With the benefit of stem cells therapy the market is growing .it is attracting several organisation& industry to invest , create and commercialized the tecnologies.

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CHAPTER 2

COMPANY PROFILE

CRYOBANKS INDIA

Cryobanks International India

A Joint Venture between Cryobanks International USA and RJCorp founded in 2006.Cryobanks International is a leader in the collection, processing and banking of umbilical cord blood stem cells. Cryobanks International provides a Private Cord Blood Storage Program for expecting families that wish to privately store their baby's precious stem cells and a Public Cord Blood Donation Program for those who prefer to donate. Founded in 1993, Cryobanks International, Inc., a pioneer in the collection, isolation, and storage technologies for cord blood stem cells, is located in Altamonte Springs, Florida, a suburb of Orlando. The company is focused on providing high-quality umbilical cord blood stem cell processing, and storage for both private family use and public donation purposes. The Technology used by the parent company (Cryobanks International , USA ) & JV company Cryobanks India is approved by USFDA , which further confirms the high quality standard’s being used in our day to day business and is also approved by DCGI (Drug Controller General of India). Other facilities of the group are in Greece, India and Thailand.

 

RJ Corp is a well diversified Indian MNC, with business interests in soft beverages, breweries, real estate, hospitality, healthcare, education, dairy, food service and retail, with an annual turnover of over 15 billion rupees. The first signs of economic liberalization signalled the entry of Pepsi into India in 1991 and with it started the journey of partnering Pepsi in their beverages business in India. In 1993 Devyani Beverages Ltd was set up to take the Pepsi bottling operations forward. Currently there are 9 bottling plants operating across the country.   The current capacity is 35 million cases per annum during the peak season. In 1995 Varun Beverages was created and Devyani Beverages was merged with it in October 2004. Devyani International Limited is the food service/retail arm of the group and is uniquely placed with a portfolio of 3 international brands in the quick service restaurant space. (Pizza Hut, Costa Coffee, KFC)

 

Group’s foray into the healthcare business started in 2005 with a tie up with Cryobanks in the US for the storage of stem cells. The business has mushroomed and is on the verge of explosive growth. The year 1992 heralded our appearance in the ice cream industry with Gaylord. After being a key supplier to HLL in India for many years, in 2003 we launched Cream bell ice creams

9

with Candida of France in 2003. With a manufacturing facility in Baddi to start with, we are now on threshold of starting another unit in Panda district in Goa.

  

Group has been associated with education. It strongly believes that investment in quality care and education for young minds is essential for the future growth and development of our country. The group’s foray into Secondary & pre-school education is in line with educational projects of the group. The Group has entered into a joint venture partnership with Modern Montessori International (MMI) Singapore, to open pre-school educational institutions across the country and franchise agreement with DPS at Gurgaon and Jaipur.

Under the able guidance of Dr. NareshTrehan, one of the country's best-known cardiac surgeons, this joint venture has set up the first modern, state-of-the-art cord blood stem cell bank in India at Gurgaon. It aims to become one of the largest cord blood stem cell bank and a highly specialized training centre in the field of cord blood banking. Cryobanks India will have special focus on research of stem cell therapies as a potential treatment for cardiac diseases and diabetes. 

 

Cryobanks India has set up 28,000 square feet, state-of-the-art stem cell processing and banking facility in Gurgaon Haryana. Cryobanks India with an initial investment of 25 crore has stored more than 25000 samples of stem cells till date .The company is working towards national and international collaborations to provide the “best of class” facilities in stem cell industry in India. Cryobanks India follows the “Closed bag” collection method for harvesting cord blood stem cells which greatly reduces the possibility of contamination of cord blood. The company provides a facility of collection from all major cities in India. Cryobanks has a team of medical professionals who have been extensively trained, certified and educated in cord blood processing and Quality Assurance processes at Cryobanks International, Inc., U.S.A.

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Vision 

To excel in everything we touch and handle - is visible in their many charitable and pioneering initiatives, under the supervision of Mrs. DharaJaipuria. All to meet the genuine needs of the

community and society. 

Objective 

To be the largest inventory holder of cord blood stem cells in India for both family storage & public donation Have a total of seven cord blood banks all over India to have stem cell inventory, covering maximum ethnicities in India. Be part of stem cell research initiative of India by becoming major source of all types of stem cells to various research institutions with in the

country. 

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CRYOBANKS INTERNATIONAL

Cryobanks International Inc. (Presently known as LifeforceCryobanks) is a leader in the collection, processing and banking of umbilical cord blood stem cells. At Cryobanks International we know that umbilical cord blood stem cells save lives. For this reason, Cryobanks International provides a Private Cord Blood Storage Program for expecting families that wish to privately store their baby's precious stem cells and a Public Cord Blood Donation Program for those who prefer to donate.

History

Founded in 1993, Cryobanks International, Inc., a pioneer in the collection, isolation, and storage technologies for cord blood stem cells, is located in Altamonte Springs, Florida, a suburb of Orlando. The company is focused on providing high-quality umbilical cord blood stem cell processing, and storage for both private family use and public donation purposes. Other facilities of the group are in Greece, India and Thailand

 

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Mission

To become the largest provider of cord blood stem cells for transplant and research purposes in the world.

Accreditations

Cryobanks International is an NMDP Bank accredited by the American Association of Blood Banks (AABB) in hematopoietic progenitor cell activities, licensed for tissue banking operations by the New York State Department of Health and registered with the Food and Drug Administration. In addition, many members of our staff are currently active in dozens of related organizations. Such as:

American Society of Hematology   World Marrow Donor Association   American Association of Tissue Banks   American Society for Clinical Pathology   International Cord Blood SocietyAmerican Association of Biocatalysts   State of Florida Department of Health - Division of Medical Quality Assurance.

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CHAPTER 3

LITERATURE REVIEW

DEFINITION OF STEM CELLS

Stem cells are unspecialized cells that have two defining properties: the ability to differentiate into other cells and the ability to self-regenerate.

The ability to differentiate is the potential to develop into other cell types.

Totipotent stem cell: (e.g. fertilized egg) - can develop into all cell types including the embryonic membranes.

Pleuripotent stem cell: can develop into cells from all three germinal layers (e.g cells from the inner cell mass).

Self-regeneration is the ability of stem cells to divide and produce more stem cells. During early development, the cell division is symmetrical i.e. each cell divides to gives rise to daughter cells each with the same potential. Later in development, the cell divides asymmetrically with one of the daughter cells produced also a stem cell and the other a more differentiated cell.

Stem cells are the building blocks of various organs and tissues in the body. Stem cells have the remarkable potential to develop into many different cell types in the body. Serving as a sort of repair system for the body, they can theoretically divide without limit to replenish other cells as

14

long as the person or animal is still alive. When a stem cell divides, each new cell has the potential to either remain a stem cell or become another type of cell with a more specialized function, such as a muscle cell, a red blood cell, or a brain cell.

SOURCES OF STEM CELLS

Stem cells can be found in different places. And just where you get your stem cells from can make all the difference as to their potential.

1. Embryonic Stem Cells :Using a donated human embryo, scientists are able to extract the blastocyst (inner cell) from the 4-day old embryo. This is then cultured for about six months in a Petri dish until a cell line which contains millions of stem cells, is produced. Embryos are usually obtained from a donor who has given their informed consent that their embryos, originally created for IVF but are now no longer needed, may be used for stem cell research.

2. Bone Marrow:Bone marrow is the spongy material you find inside your bones. Contained

within bone marrow, however, are stem cells. In fact, aside from cord blood, bone marrow is the richest source of adult stem cells. However, bone marrow stem cells have matured and therefore are more restricted as to what type of cells they can differentiate

15

into. Moreover, normal environmental exposures and toxins have likely affected these cells. As a result, their use is more limited. Bone marrow transplants have been used to treat blood disorders, immune system disorders and genetic disorders.

3.   Peripheral Blood Stem Cells :These stem cells also fall into the category of adult stem cells. Peripheral blood refers to the blood circulating in your system. Although this isn't the richest source of stem cells, peripheral blood stem cell donors can be administered growth factor drugs to help increase their number of stem cells. When donating the stem cells, blood is withdrawn from the body and stem cells are separated from the blood before the blood returns to

16

the body. While this method of donation is simpler than bone marrow donation, there is a greater chance that the recipient will have complications, like graft vs. host disease.

3. Cord Blood Stem Cells : Cord blood stem cells hold greatpotential in treating a wide number of diseases and disorders. Cord blood stem cells are actually much more primitive than bone marrow or peripheral stem cells. These stem cells are taken from umbilical cord blood shortly after birth; once the umbilical cord has been cut, a nurse or doctor can drain the blood from the cord. This blood can then be frozen and stored privately or donated to public cord blood banks. When it is needed, the stem cells are therapy.

STEM CELLS FUNCTIONING

17

Stem cells differ from other kinds of cells in the body. All stem cells regardless of their source have three general properties: they are capable of dividing and renewing themselves for long periods; they are unspecialized; and they can give rise to specialized cell types.

Stem cells are unspecialized: One of the fundamental properties of a stem cell is that it does not have any tissue-specific structures that allow it to perform specialized functions. A stem cell cannot work with its neighbors to pump blood through the body (like a heart muscle cell); it cannot carry molecules of oxygen through the bloodstream (like a red blood cell); and it cannot fire electrochemical signals to other cells that allow the body to move or speak (like a nerve cell). However, unspecialized stem cells can give rise to specialized cells, including heart muscle cells, blood cells, or nerve cells

Stem cells can give rise to specialized cells. When unspecialized stem cells give rise to specialized cells, the process is called differentiation.

Stem Cell Cryo PreservationThe instances of clinical storage of cord blood have increase manifold in the recent years, and it is said that the number of units stored is in excess of 70,000 throughout the world. India is also a fast growing destination for the Stem Cells cryopreservation fraternity. Many regional processing centers have been set up to process the collected cord blood samples. Often there is considerable distance between the collection centers and regional processing centers which necessitates the development of short term as well as long term storage processes for the stem cells derived from the umbilical cord blood. The initial work on the theory of cryopreservation was done by James Lovelock who suggested that the damage to the red blood cells was being caused due to osmosis stress.

The Downsides:

In the cryopreservation process, the stem cells collected from umbilical cord blood samples, are frozen to sub zero temperatures. The cryopreservation process comes with many risks. The solution concentration has to be correct otherwise the stem cells being preserved may be damaged. Also, if the tissue cooling process takes place slowly, the water within the tissues goes out of the tissues thus forming ice in the extracellular space. This ice may damage the cell membranes mechanically due to crushing. The water migration from the cell may also result in cellular dehydration, which again can damage the cells.

How to Avoid the Downsides?

18

Machines are used to freeze the stem cells in programmable steps before putting them into the deep freeze stage in liquid nitrogen. The technique of Vitrification, on the other hand, claims to cryopreserve the samples while negating the damaging effects of ice crystal formation. The technique uses cryoprotectants before the cooling process, which increases the viscosity. The process also ensures that the solution doesn’t crystallize and turns into amorphous ice. The same effect can be produced through rapid cooling of water without using the cryoprotectants.

What is Cord Blood ?

After a baby is born and the umbilical cord is cut, some blood remains in the blood vessels of the placenta and the portion of the umbilical cord that remains attached to it. After birth, the baby no longer needs this extra blood. This blood is called placental blood or umbilical cord blood: "cord blood" for short.

Cord blood contains all the normal elements of blood - red blood cells, white blood cells, platelets and plasma. But it is also rich in hematopoietic (blood-forming) stem cells, similar to those found in bone marrow. This is why cord blood can be used for transplantation as an alternative to bone marrow.

Cord blood is being used increasingly as a source of stem cells, as an alternative to bone marrow. Most cord blood transplants have been performed in patients with blood and immune system diseases. Cord Blood transplants have also been performed for patients with genetic or metabolic diseases. More than 80 different diseases have been treated to date with unrelated cord blood transplants

Advantages of Cord Cells

Studies suggest that stem cells from cord blood offer some important advantages over those retrieved from bone marrow. For one thing, stem cells from cord blood are much easier to get because they are readily obtained from the placenta at the time of delivery. Harvesting stem cells

19

from bone marrow requires a surgical procedure, usually under general anesthesia, that can cause post-operative pain and poses a small risk to the donor. A broader range of recipients may benefit from cord blood stem cells.

These can be stored and transplanted back into the donor, to a family member or to an unrelated recipient. For a bone marrow transplant to succeed, there must be a nearly perfect match of certain tissue proteins between the donor and the recipient. When stem cells from cord blood are used, the donor cells appear more likely to take or engraft, even when there are partial tissue mismatches. A potentially fatal complication called graft versus host disease (GVHD), in which donor cells can attack the recipients tissues, appears to occur less frequently with cord blood than with bone marrow. This may be because cord blood has a muted immune system and certain cells, usually active in an immune reaction, are not yet educated to attack the recipient.

A 2000 study found that children who received a cord blood transplant from a closely matched sibling were 59 percent less likely to develop GVHD than children who received a bone marrow transplant from a closely matched sibling. The use of cord blood may make blood stem cell transplants available more quickly for people who need them. About 30,000 individuals each year are diagnosed with conditions that could be treated with a bone marrow transplant.

Approximately 25 percent of these individuals have a relative who is an appropriate tissue match. While suitable donors can be located for many through national bone marrow registries, the process can take months. Donors can be located within 4 months for about 50 percent of patients. It often is more difficult to find a bone marrow match for members of non-white ethnic and racial groups; transplants from cord blood may make timely treatment available for more of these individuals.

Banked stem cells from cord blood can be more readily available, and this can be especially crucial for patients with severe cases of leukemia, anemia or immune deficiency who would, otherwise, die before a match can be found. Cord blood also is less likely to contain certain infectious agents, like some viruses, that can pose a risk to transplant recipients.

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CHAPTER 4

RESEARCH METHODOLOGY

OBJECTIVE OF THE STUDY

To get maximum penetration in the prospective marketing & establish itself as leading players in the field of stem cells banking therapies.

To create strong brand value in the mind of the customer & the industry. Also to make expontential growth in terms of ROI(Return On Investement).

To generate maximum client to enroll in our plans.

To capture the market share & to be the leader in the stem cells market.

To spread more knowledge on stem cells banking & new ongoing research.

21

LEAD REPROTING

The lead needs to be reported to Relationship Excutive(Permendrakumar). Early in the morning so that they are received latest by 10:30 am in CRM system.

The leads which are reported to the CRM department should contains following information:

1. Name Of the client.2. Contact number.3. EDD of the client.4. Alternate Contact Number(If Possible).5. Source Of Lead.6. Doctor Name.7. Remark About the lead in case of OPD source(Very

potential/non potential).8. ClinetSatus: Working/ Housewife.9. Preferable timeof contact for councelling.10.Address of the client(If possible).

22

COMPONENTS OF LEAD GENERATION

23

Business Cycle

24

Terms Used For Leads By CRM

Productive : The lead reproted in case it is pregnant then the same is considered to be a productive lead.

Non- Productive Leads: A lead is declared as non-productive on the basis of below instances:

a. Wrong Number.b. Not Pregnant.c. Enrolled With Competitor.d. Already Delivered.

Follow Up: These are leads wherein CRM is in touch with the client but not been converted to home visit because client is asking to call in different timings or client is not responding.

Home Visit: This is a lead which has given time so that our sales person can visit their place for a presentation.

Closed Lead: These are leads wherein client denied to go for the concept or is not at all interested for doing stem cells banking.

Do Not Call/ Re Follow Up: These are leads which are reported by sales team to be followed by them. These leads are considered as Non- Productive in case the status of the same is reported by corresponding sales to CRM every weekend.

o

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OUR CUSTOMERS

1. Expecting Women2. Doctors3. Lead Providers

a. Secretaryb. Ultrasoundc. Digno Lab

Feedback By CRM Every Alternate Day

Lead NumberLead QualityHV done and not done statusDiscussion of Asst. Manager CRM with ASM’S

Key Targets

Sales- 4-5 Laeds per day CRM-60% Leads Converstion to HV Done HV=85%

4.

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Why Cryobanks International India?

• First Cord Blood Bank which is licensed by Drug Controller General of India

• 28.000 sq. ft. area with 14,000 dedicated laboratory space

• Provides complete in house processing and storage technology, licensed by Cryobanks Intl. Inc. USA which is accredited by AABB, US FDA, FACT NETCORD and NMDP

• Closed system of processing which prevents chances of contamination of cord blood

• National coverage – We collect your unit from all major cities in India

• Our highly qualified team of of medical professionals has been extensively trained and certified in cord blood technology

• Our lab operates 24X7We have several flexible payment plans to help you protect your family

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RESEARCH METHODOLOGY & LIMITATIONS

Search of knowledge. A careful investigation or enquiry. A systematic effort to

gain new knowledge. Those are called a “Research”

Research is a movement of knowledge from known to unknown from the available

place to the required place.

The Purpose of research to find out solutions to the problem, which has not been

discovered by anybody.

Research methodology is a way to solve research problem along with the logic

behind them. Thus when we talk of the research methodology we not only take of

research method but also context of our research study and explain why we are

using a particular method or techniques and why we are not using other so that

research result are capable of being evaluated either by the researchers himself or

by others.

Research methodology means the method carried out to study the problem. It

shows the type of the sample design used, its size and the procedure used to dew

sample. The extent of precision achieved and the method used for handling any

special problem during the course of the study.

All the findings and conclusions obtained are based on the survey done in the

working area within the time limit. I tried to select the sample representative of the

whole group during our job training. We have collected data from Businessman,

Working Professionals, House Wives, Serviceman, Preganant Woman, Hushband

of Expected ladies.

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Research methodology has following stepsStep: 1 To decide the objective of the study.

Step: 2 To design research design.

Step: 3 To determine the source of data.

Step: 4 To design data collection form.

Step: 5 To determine sample size and sample design.

Step: 6 To organize and conduct fieldwork.

Step: 7 To process and analyze the collected data.

Step: 8 To prepare the research report.

RESEARCH PLAN

1. Preliminary Investigation:

o In which data on the situation surrounding the problems shall be gathered to

arrive at

o The correct definition of the problem.

o An understanding of its environment.

2. Descriptive Study:

o To determine the approximate area where the problem lies.

RESEARCH DESIGN

Research was initiated by examining the secondary data to gain insight into the

problem. By analyzing the secondary data, the study aim is to explore the short

comings of the present system and primary data will help to validate the analysis

of secondary data besides on unrevealing the areas which calls for improvement.

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DEVELOPING THE RESEARCH PLAN

The data for this research project has been collected through self Administration.

Due to time limitation and other constraints direct personal interview method is

used. A structured questionnaire was framed as it is less time consuming, generates

specific and to the point information, easier to tabulate and interpret. Moreover

respondents prefer to give direct answers. In questionnaires open ended and closed

ended, both the types of questions has been used.

COLLECTION OF DATA

1: Secondary Data:

o It was collected from internal sources. The secondary data was collected on the

basis of organizational file, official records, news papers, magazines, management

books, preserved information in the company’s database and website of the

company.

2: Primary data:

o All the Pregnant ladies, theirHushband,Parents and Family members were

personally visited and interviewed. They were the main source of Primary data.

The method of collection of primary data was direct personal interview through a

structured questionnaire.

SAMPLING PLAN

Since it is not possible to study whole universe, it becomes necessary to take

sample from the universe to know about its characteristics.

o Sampling Units: House Wives of Muzaffarpur, Pregnant Woman.

o Sample Technique:Convenience Sampling.

o Type of Research: - Descriptive Research

o Research Instrument: Structured Questionnaire.

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o Contact Method: Personally

o Duration of Research:- 2 months

SAMPLE SIZE

Our sample size for this project was 100 respondents. Since it was not possible to

cover the whole universe in the available time period, it was necessary for us to

take a sample size of 100 respondents.

PARTICULAR SAMPLE SIZEPregnant woman 50Hushband 20Doctors 20Parents(Family Members) 10

OBSERVATION SAMPLING

Showing observation sampling through pie chart.

STATISTICAL TOOLS

Use mean for analyzing data.

31

CHAPTER 5

DATA ANALYSIS

The major focus is on the results of the questionnaire survey.

o We will screen all the questionnaires in order to gain a first overview over the

data gathered.

o The analysis of the data generated during the study with the help of various

statistical tools.

o At the last we will draw conclusion regarding customer’s interest towards

CRYOBANKS INTERNATIONAL INDIA PVT LTD.

DATA COLLECTION INSTRUMENT DEVELOPMENT

The mode of collection of data will be based on Survey Method and Field Activity.

Primary data collection will base on personal interview. I have prepared the

questionnaire according to the necessity of the data to be collected.

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SCHEDULE FOR RESEARCH PROJECT

PARTICULARS DAYS

Introduction of the Company Three

Market study (People Preference For Insurance Industry) Five

Research Objectives and Scope of Research Project Two

Methodology Three

Questionnaire Four

Survey Sixteen

Data collection Two

Data entry Two

Analysis Five

Findings Two

Recommendations and Suggestion Two

Final report preparation Two

Final Touch One

Presentation Two

Total Fifty One

FIELD METHODOLOGY

The methodology adopted in the field to collect the data represented

diagrammatically below:

33

Segmentation of People

STRATEGIES

Strategies Employed to achieve the target are as follows:-

Telecalling

Contacting the person directly (interview)

Collect references.

Some important steps to make effective telecalling:-

1) Open the call in a friendly and positive way.

2) State the name, Due date of Pregancy.

3) Check the prospect has time to speak.

4) State the reason for the call.

5) Clearly briefly explain how Product is beneficial for the Parents.

34

Meeting with People

Filling up questionnaire and Schedule

5020

10

20

Deciding factor for choosing this clinic/hos-pital

Proximity to home Affordability Dr. Experience & Nature Family Doctor

18

50

20

2

Frequency of your visit to your gyanecologist

Twice in Fortnight Twice in a month Once a monthMore a month

35

20

80

Attended/opted for any ante natal classes

YESNO

ACHIEVEMENTS

I have enrolled twoclients.

100 Leads have been generated in two months

Got the knowledge about, how to differentiate our product form that of Life cell.

Made more and more people aware about my companies Products (Stem Cells).

Fixed home visit and presentation with the help of CRM department.(Muzaffarpur)

RESEARCH LIMITATIONS:

It was not possible to understand thoroughly about the different marketing aspects

of Stem Cell Banking.

Respondents may not be at interested in Fixing home presentation.

I visit in big Hospitals like PARIJAT NURSING HOME, PRASHANT NURSING

HOME , KEJARI BAG .

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Some factor affecting my internship like lack of company advertisement in this particular

area.

As stipend, money was not given Expenses of fooding, loding and transportation

beard by own.

The area of research was Muzaffarpur (Bihar) ;it was too vast area.

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80

heard or read about stem cells

YesNo

37

to know more about Stem cells Banking

YesNo

38

CHAPTER 6

FINDINGS & SUGGESTIONS

FINDINGS

1. Customers are less aware about the Stem Cell Banking in market.

2. Some customers like the concept of Baby cord Preservation for future benefit to the hole

family.

3. Many Doctors are also in Favour of this UMBILICAL Cord preservation therapy.

4. CRYOBANKS INTERNATIONAL INDIA is becaming the market leader very quickly.

5. Customer doesn’t want to take CRYO-CORD plans because of money problem.

6. Educated customers are now vending towards Stem Cell Banking, due to the attractive

packages and services provided by various STEM CELL BANKING companies.

7. LIFECELL has created a branded image in 2003, due to which CRYOBANKS are facing

trouble in capturing market share.

CRYOBANKS is having good retention strategies for their STEM CELL Customers.

o Reason for not joining CRYOBANKS.

o Associated with competitor company LIFECELLS.

o Less enrollment as compared to LIFECELL.

o Other player

o Lack of awareness

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SUGGESTIONS

Finally some recommendations for the company are as follows:-

1) To make people aware about the benefit of becoming preserving Umbilical cord of

their babies, following activities of advertisement should be done in better manner.

o Hoarding & Banners.

o TV and newspaper advertising.

o Stalls in Trade Fares

o Distribution of leaflets containing details information.

2) Need to train and develop RE(Relationship Executive) with more comprehensive

knowledge and skills to counter every queries of the customer.

3) Strictly following ANC classes in hospitals.

4) Discounted rate during some special campain like Mothers day special offer.

5) Make people understand about the meaning of the STEM CELL Banking and their

benefit for the whole family.

6) Also, care need to be taken that every customer’s grievance should be met with

delight whether before purchase or after sales.

7) Company should organize the program in the society, so that people will be aware

about the company.

8) Separate time slot for Working Professionals, House Wives and Family members .

9) There should more advanced measures are required to develop to capture the needs of

customer so that they can be inspire and motivated in Preserving stem cell for

Insuring their families life.

10) Company should open branch in Muzaffarpur city.

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CHAPTER 7

CONCLUSIONS

Summer training is a best example for a trainee to learn about the company working,

corporate culture under which is operating the functions. CRYOBANKS STEM CELL

BANKING Company under which we gained a significant knowledge with respect to

Stem Cells, its importance and applicability as well as undertook the task to Enroll

capable Clients which is helpful for the company to grow with more prosperity. What we

taught in the management institute utilized them successfully leading to the best

advantage to the company and to the best experience for mine.

CRYOBANKS INTERNATIONAL INDIA PVT. LTD Company would we market

leader in near future as STEM CELL preserving is the future Medicine for than 75 life

threating dieases.

The project opportunities provided was market segmentation and identifying prospective

clients in potential geographical location and for Enrolling clients in any of the plan

company so to explore new Business Opportunity. Through this project, it could be

concluded that people are not much aware about the various benefit of being preserving

their babes UMBILICAL CORD.

STEM CELL Banking was considered as new product which require hard core selling,

but in changing trend in income and people becoming financially literate, the demand for

STEM CELL SAVING Companies day by day. So, it is the company that first

approaches gets its share of reward. Proper after sale service can help the advisors to

generate more business.

As Future Medicine for Life Threating dieases , CRYOBANKS is playing a vital role.

So, at last the conclusion is that there is tough competition ahead for the company from

its major competitor like LIFECELL in Ludhiana.

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Last but not the least I would like to thank CRYOBANKS for giving me an opportunity

to work in the field of STEM CELL BANKING. I hope the company finds my analysis

relevant.

ANNEXURES

QUESTIONNAIRE

Dear Sir/Madam,

I am a student of CENTRE FOR MANAGEMENT DEVELOPMENT, MODINAGAR and

presently doing a market survey “RISING MARKET OF STEM CELLS BANKING,

MUZAFFARPUR(BIHAR)”. I request you to kindly fill the questionnaire below and I assure you that the

data generated shall be kept confidential.

Name Occupation

Spouse’s NameSpouse Occupation

Expected Date of DeliveryDoctor’s Name

Address

Mobile NO. / Landline No.

Q1. What is the frequency of your visit to your gyanec

Twice in Fortnight ( ) Once a month ( )

Twice in a month ( ) More Than in a month

Q2. What is the deciding factor for choosing this clinic/hospital

Proximity to home ( ) Affordability ( )

Dr. Experience &Nature ( ) Family Doctor ( )

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Any Other

Q3. Have you attended/opted for any ante natal classes

Yes ( ) No ( )

Q4. Would you like if certain pathbreaking information is shared with you that might benift the health of the whole family

Yes ( ) No ( )

Q5. Are you in the habit of reading Healthcare magazines/ Research papers or leaflets available at the doctors clinic/hospitals

Yes ( ) No ( )

Q6. Have you heard or read about stem cells

Yes ( ) No ( )

Q7. If Yes please tick the source of information

Newspaper & magazine ( ) Online(Internet) ( )

Doctors Clinic ( ) Others

Q8. Are you aware that banking cord blood can insure your family from various Life Threatening Disease

Yes ( ) No ( )

Q9. Would you like to know more about Stem cells Banking

Yes ( ) No ( )

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ABBREVIATIONS

1. CRM : Customer relationship management

2. ANC : Antenatal Classes.

3. RSM : Regional sales Manager.

4. ASM : Area Sales Manager.

5. RE : Relationship Executive.

6. EDD : Expected date of delivery

7. HV :Home Visit

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BIBLIOGRAPHY

BOOKS

1.1.Kotler and Lane Keller (2012), Marketing management, United state, Pearsoneducation

2.Kothari (2004) , Research methodology, New Delhi , Bangalore , Chennai , cochin ,

Guwahati , Hyderabad , Jalandhar , Kolkata , Lucknow , Mumbai ,& Ranchi , New Age

International(p) Ltd

ONLINE RESOURCES

1. http://www.cryobanksindia.com/cryobanks-india.html

2. http://www.lifecellinternational.com/campaigns/prenatal-yoga-campaign-register.asp?

src=google&bid=31&gclid=CMrsuKej47kCFfF24godMC0Aww

3. http://babycell.in/ppc/stemcellbank.php?gclid=CPDFnsWj47kCFfF24godMC0Aww

4. http://www.lifecellinternational.com/umbilical-cord-stem-cell-banking.aspx

5. http://www.jeevan.org/stemcell/

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6. http://www.cordlifeindia.com/

7. http://www.yumpu.com/en/document/view/6940637/cryobanks-times-december-2011-stem-

cells

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