Summer Training Report Abhi

ACKNOWLEDGEMENT

Having being given this golden opportunity for expressing my great sense of

gratitude to KEE PHARMA for providing me a chance to undertake my

summer training. With special thanks to MR. PRAVIN KUMAR (VICE-

PRESIDENT) and who deeply guided me through project guide MR. S.B.

AGGARWAL, who gave me their prestigious and valuable guidance as well as

time and also their integrated support and company operation to undergo

through this training successfully and prepare this report.

His academic excellence, enhanced interest, scholarly suggestion and affable

temperament have been the source of inspiration and motivation which helped

me to complete this research work. With an open heart my thanks to all the

staff members of KEE PHARMA for their valuable support and co operation.

Also my special thanks to faculty guide for his valuable supervision in

completion of this project report. Without his guidance & supervision this

project would not have been successful.

Last but not least my thanks from the core of my heart to my parents for the

moral support and encouragement they gave me as and when required for the

completion of this project.

1

EXECUTIVE SUMMARY

This is a project to find the use of haemostats in vertinary sector and the

awareness of Revici among the vertinary doctors.

The studywas conducted in the market with the help of Doctors &

Chemists.Facts & figures given have been derived from the questionnaire

designed for the purpose of questioning the doctors.

The key findings are: 100% Vertinary doctors use haemostat.99.1% doctors use

Revici . About 50% of total use of haemostats , Revici is used. Next to Revici

is Botrophase & Streptocorm . Haemostats are more used in summer , so there

is more sale in April-July.

Based on the above findings, some corrective measures have been

recommended.Some of the important ones are-To increase its sales , it should

increase its Promotion. Do more frequent visits to doctors. Do some direct sale

to doctors.Should also do parallel promotion to doctors as well as retailers

All efforts were made to conduct this study , as it was intended to help

management in decision making.All the information & findings are presented

in a simplified manner & chronological order. Graphs & tables have been

included where ever required.

2

TABLE OF CONTENT

S. No. CONTENTS PAGE NO.

1. PHARMACEUTICAL INDUSTRY

2. COMPANY PROFILE

3. MOLECULE DESCRIPION

4. RESEARCH METHODOLOGY

5. OBJECTIVE

6. ANALYSIS

7. FINDINGS

8. RECOMMENDATION

9. REFERENCES

10. ANNEXURES

11.

3

PHARMACEUTICAL INDUSTRY

MARKETING OF PHARMACEUTICAL PRODUCTS

Marketing of pharmaceutical product is quite different from consumer goods & individual

goods.Pharma product does not reach directly to a consumer from manufacturer.Patient

have to purchase those medicines which are being prescribed by the doctor, so consumer

can’t decide of his own, it is doctor who occupies a decisive position.

Secondly pharmaceutical product is technical in nature & is marketed only after a deep

Clinical response & trails. Hence the method to promote medicines is totally

different from other consumer goods.More or less everybody goes by the doctors

recommendation.So it is again doctor whose role is significant in the sale of medicine.

It is primarily because of the reasons lots of creative marketing take place in pharma industry

& the promotional strategies used to promote pharmaceutical products are-

Personal selling through medical representative Literature Symposium

4

Image Advertisement in medical journal Direct mailing(Courier)

Personal selling through medical reps.-Medical Representative promote the products as per

the plan of the company with special emphasis on the products which have maximum sale

potential in a particular doctor. They use persuasion technique for getting prescription from

doctors by detailing the product feature to the doctors. The detailing of products create needs

& wants in the mind of doctor. Moreover they have to see whether product is with retailer or

not & provide feedback collected from market about the product so that he may drew an---

--action plan for the future to have more & more sale of the product. Medical Reps. are

assigned with the target in a particular territory.

Limitation-Usually more than 20-25 M.R. visit a doctor every day. Sometimes the doctors

are overloaded with the information from the various companies, so they may not to re call

a product.

Literatures- Another promotional technique used frequently because of scientific

orientations of products is literature or visual adds. Since must have proven efficiency, safety

& efficacy before put in for the consumption of human beings. Literature are incorporate all

necessary information about the product including earlier product trial reports.In other way,

we can call it print advertising.

5

Symposium- Symposium are arranged regularly or periodically for the doctors of one region

or other is provide the necessary platform on which doctors can inter communicate with one-

-another. Therefore bringing more confidence to the product. It also provide opportunity to

discuss aspects about the product, clinical trials and other relatively allied information.

Limation- The disadvantage of this method is that it is expensive & it is not always possible

to invite all those people who can play major role in the medical profession.

Image-A company can built its good image in the eyes of doctors by quality products,

through organizing conferences & free medical camp for poor section of the society.

Advertisement- Though companies can not advertise as much their products but legally they

can promote in medical journals & magazines which doctor generally reads.

Limitation-The disadvantage is that journals have limited circulation so it can’t become very

much reliable source.

Direct mailing- This is unique method followed by marketing people. In this marketing

people of a company send material to doctors by direct mailing.

Advantages-Simple system of sending regularly all the concerned information to medical

6

professional. It is less time consuming .It is less expensive than sending through M.R.s

feedback can be taken by mailing a simple questionnaire. Depending upon feedback action

can be taken.

Limitations-All the doctors may not be covered by this method. Process of feedback is show

& un-reliable.

Front Line Pharma Industries in India:-

KEE PHARMA Ltd.

Cipla

Wockhardt

Pfizer

AstraZeneca

Aventis

Merck

Novartis

Sanofi -Synthelab.

Roche and many more.

Dr. Reddy’s lab. ltd

7

GLOBAL PHARMACEUTICAL INDUSTRY

There is no discernable statistical relationship between R&D spending levels

and nearly all measures of business success including sales growth, gross

profit, operating profit, enterprise profit, market capitalization or total

shareholder return.

Global Pharma Industry is reshaping the business practices and strategy by

outsourcing more of the R&D functions and partnering in preclinical activities

through drug developments.

For smaller companies this is more relevant and implementing these strategies,

the sooner the better. In the 21st century Global Pharma has R&D productivity

crisis.

Global Pharma collaborative partnerships in the region will prop up R&D

pipelines by reversing the R&D productive decline. Emerging Global Pharma

market is growing day by day due to the following important factors like:

Innovation

Technology

Financial Strength

CRM

Low Cost

Fast Relief

Quality Assurance

Supply Chain Management etc.

8

Emerging markets like India & China will have booming domestic growth by

2012 and this is also in most of the developing countries. These developing

markets commercial valuations are rising.

Key Generic Drug Markets

9

24.8

5.7

5.3

4.1

3.3

2.5

1.9

- 5.0 10.0 15.0 20.0 25.0 30.0

US

India

Germany

UK

Japan

Italy

France

US$ Bn

INDIAN PHARMACEUTICAL INDUSTRY

The Indian Pharma Industry today is in the front rank of Indian’s Science based

industries with wide ranging capabilities in the complex field of drug

manufacture and technology. A highly organized sector, the Indian Pharma

Industry is estimated to be worth US $ 4.5 Bn, growing at about 8-9%

annually.

Playing a key role in promoting and sustaining development in the vital field of

medicines, Indian Pharma Industry boasts of quality, producers and many units

approved by Regulatory Authorities in USA & UK. International Pharma

Industry associated with this sector have stimulated, assisted and spearheaded

this dynamic development in the past 55 years.

The Indian Pharma sector is highly fragmented with more than 20,000

registered units which have expanded drastically in the last two Decades. The

Pharma Industry in India meets around 70% of the country’s demand for bulk

drugs, drug intermediates, Pharma formulations, chemicals, tablets, capsules,

orals and injections. There are about 250 large units and 8000 small scale units

which form the core of Indian Pharma Industry.

Indian Pharma industry is growing with a high pace. It is a booming sector not

only inside Indian but also outside India. A number of players are playing their

important roles in new product development by the help of research and

development with new innovative ideas.

Present size- US $ 17 bn.

Size estimated up to 2012- US $ 25 bn.

Globally, the Indian Pharma Industries ranks 4th in terms of volume and

13th in terms of value.

10

Indian Pharmaceuticals industry has over 20,000 units. Around 260

constitute the organized sector, while others exist in the small scale

sector.

The Domestic Pharmaceutical output has increased at a compound

growth rate (CAGR) of 13.7% per annum.

Currently the Indian Pharma industry is valued at approximately $ 8.0

billion.

Export in the financial year 20010-11 – US $ 7 bn.

Export destination- US, Germany, Russia, UK, China and more.

FACTORS DRIVING THE INDIAN PHARMACEUTICAL

INDUSTRY: (GROWTH OPPOURTUNITIES)

(A) Generic Exports and API Outsourcing

11

India is well positioned to target generic exports and API outsourcing

opportunities in the regulated markets.

Skilled work force with strong chemistry skills.

Significant and sustainable cost advantage over international peers.

Good understanding of the regulatory framework.

India has largest number of US FDA approved plants outside the US

Largest number of DMF filings outside US. Indian companies are among

the leading players participating in Para IV challenges.

( B) R&D Outsourcing

Skilled work force at competitive costs.

Significant progress in development of Pharma & R&D

infrastructure over last 5 years.

Focus on early stage processes for NCEs, NDDS, clinical trials,

process re-engineering and dedicated manufacturing.

A combination of strong chemistry skills, regulatory capabilities and quality

manufacturing has positioned India favorably to capitalize on the global

pharmaceutical opportunity.

INDIAN PHARMA MARKET SIZE

12

The Indian domestic Pharma market, which consistently grew at 9.5 percent

CAGR in the last five years, is poised to accelerate at 13.6 percent between

2006–2011 to touch the market size of $9.48 billion by 2010 from present level

of little over $ 5.7 billion, according to a paper published by The Associated

Chambers of Commerce and Industry of India (ASSOCHAM) and Cygnus.

The Paper on Indian Pharma Industry – Quest for Global Leadership gives

reasons for this growth, emphasizing that indigenous Pharma market is

expected to be largely driven by new product launches, especially new branded

drugs by foreign firms in next 4 years.

The growth rate thus is likely to reach its peak by 2011–12, after which it may

stagnate with a few new product launches, adds ASSOCHAM and Cygnus

paper.

Between 2000 and 2005, domestic Pharma industry grew at a CAGR of about

9.5 % and touched the market size at $5.13 billion by March 2005.

However, towards March 2006, the growth rate jumped to 11 percent to hit the

market size of $5.7 billion, further adds the Paper, forecasting that it will hover

around 13.6 percent between 2006–12 to take up Indian domestic Pharma

market size at $ 9.48 billion by 2012.

The paper points out that indigenous Pharma market in value terms accounts

for 1 percent of global Pharmaceutical market and 8 percent in volume terms.

Market growth before 2005 of domestic Pharma industry was primarily driven

by a number of new product launches by both Indian and foreign company.

The Indian market started to attract a number of foreign players with the

implementation of product patent in January 2005. The FDI in Pharma industry

is estimated at $172 million during 2005–06, recording a CAGR of 62.6

percent during the period beginning 2002–06.

13

According to estimates, contract research and manufacturing (CRAMS) market

in India was valued at $532.10 million in 2005, of which contract

manufacturing accounted for 84 percent of the total market, while the

remaining 16 percent was accounted by contract research excluding clinical

trials. Both the segments of CRAMS have registered a robust growth of over

40 percent in 2005 over the previous year.

According to ASSOCHAM President, Mr. Anil K. Aggarwal with recent

CRAMS agreements, ASSOCHAM estimates that the clinical trial market in

India will be $200 million by 2007 and $1 billion by 2010. The contract

manufacturing market is expected to reach $ 900 million by 2012.

On clinical trials, the paper comments that in 2005, the industry for clinical

trials in India was $100 million. This market is growing at an accelerated pace.

India offers a lot of advantages in the clinical trials domain such as cost

advantage compared to Western countries.

The paper draws out a comparison on the advantages offered by India and US

in CRAMS and clinical trials domain. According to the paper the cost of hiring

a medicinal chemist in the US is very high, approximately $250,000–300,000

per year. The US Pharma industry employs roughly 50,000 chemists. Indian

discovery research outfits charge global Pharma companies around $60,000 per

chemist, which is roughly one-fifty of what the Pharma companies pay abroad.

So it is a win–win situation the overseas Pharma saves about 50 percent cost

and the Indian company makes it about 50 percent margin.

Commenting on the future trends, the ASSOCHAM Chief said, that some of

the major trends that are expected in the future include mergers and

acquisitions in the industry; new product launches by MNCs and Indian

companies; in-licensing of patented products by Indian companies to launch

14

them in the Indian market and increase in the number of contract research

organizations.

The paper highlights that major pharmaceutical companies in India are the

main R&D investor in the country. The R&D spend (capital and current) of

these major companies has grown at CAGR of 38 percent during the period

2000–01 to 2005–06. In 2005–06, the R&D expenditure of 50 major

companies totaled $495.19 million growing at a rate of 26 percent over the

previous year. The higher growth rate is attributed to product patent

implementation in the country in January 2005.

COMPANY PROFILE

15

HEAD OFFICE: KEE PHARMA Limited,

A-1 Community Centre Naraina

Industrial Area Phase-2

New delhi-110028, INDIA

Tel: +91.11.414147, 41417748, 41417749, 41417750

Fax: +91.11.25893497

www.keepharma.com

Email: [email protected]

16

OVERVIEW

17

Kee Pharma Limited is a well-established Delhi based Pharmaceutical

Company that was started in 1957 by Mr. C.R. Motihar. Today, KPL has a 300

strong work force that is made up of professional and dynamic individuals

working together as a team to ensure that KPL is an efficient and

professionally run organisation.

Kee Pharma is an Innovative, Dynamic and Caring organisation. We strive to

provide the best that modern medicine has to offer be it new dosage forms,

revolutionary Pharmaceutical Molecules or Biotechnologically engineered

cures. Innovative attitude to life drives us to always look for a better and more

effective cure. Our Dynamism allows us to cross our nation’s boundaries and

forage into the global market to find these cures. Our Caring outlook makes us

ensure that these cures are available to the people of India through an effective

and extensive distribution network and careful pricing. Being a well-

established 52-year-old company, we have our feet firmly planted on the

ground. We know the importance of Quality, Purity and Effectiveness of

medicine. Above all else, we know what it takes to achieve all three and we

make sure that we do Every person at Kee Pharma understands the importance

of quality, purity and effectiveness and in this understanding, knows at the very

bottom of his or her heart that - Life matters…People matter

DIVISION

KPL is made up of two SBUs – Kee Pharma, Kee Biogenetics

18

a. Kee Pharma – This is the oldest division of the company which

deals mainly in prescription and life saving drugs. In this division,

the doctor segments that are visited and to whom the products are

promoted are the Gynecological, Orthopedic, Dentist, and Surgeon

and General Practitioner segments. Hence the entire range of Kee

Pharma’s products is aimed at these three segments of doctors, thus

enabling us to concentrate our efforts and provide these segments

with the best and latest in allopathic healthcare. The products that are

promoted in this division are Revici Inj., Salsol and Diser.

b. Kee Biogenetics – KPL felt the need to introduce safer and more

efficient treatments for life threatening diseases and conditions. The

company felt that biogenetics, being the future of modern medicine

would be able to provide new and sometimes improved cures to treat

existing illnesses. Keeping this objective in mind, Kee Biogenetics

was launched in 1999. This division was launched with two products

1 Melagenina Plus– means substance generating melanin, pigment

which colors skin. Melagenina is lipoprotein of low molecular

weight by nature, stimulating the synthesis of melanocytes, which

producemelanin.

2 Realfa 2B – a Recombinant Interferon which is mainly indicated

in Oncology and Gastroenterology (Hepatitis B and Hepatitis C) Kee

Biogenetics is constantly exploring the global pharmaceutical market

for new and revolutionary products. At present we are very excited

about the imminent launch of Erythropoietin and Heparin (Delta and

Enoxi).

19

COMMITMENT TO QUALITY

To us at Kee Pharma, providing quality healthcare is of utmost importance and

we have taken our quality assurance department to the highest level of

efficiency possible. Over the years, KPL has established itself in the Indian

Pharma market as a company that is reliable, safe and above all else,

committed to producing only the highest quality drugs. Apart from conforming

to the FDA’s Primary regulations such as CGMP & Standards of Compendia’s,

our manufacturing facilities also confirms to strict WHO GMP regulations and

holds a license for the same. In addition to these stringent & standard

regulations, our Quality Assurance Departments has developed exhaustive

methods to ensure the Quality, Safety, Purity and Effectiveness of the

Pharmaceutical dosage forms being manufactured by us.

FUTURE PLANS

At present KeePharma is looking forward to opening a new production facility

which is currently under development as per the revised schedule (CGMP).

This production unit will have state of the art equipments and will follow the

latest manufacturing techniques for the in-house production of Oral and

Parenteral dosage forms. On the export front, Kee Pharma is in the process of

registering its drugs in SriLanka, Nepal, Iraq & Bangladesh and we are

confident that we will have our products available in these markets by the end

of the year 2005 and have achieved it. Kee Pharma is in the growth stage and

will reach upto 100 crore business within 5 years.

20

QUALITY POLICY

To us at Kee Pharma, providing quality healthcare is of utmost importance and

we have taken our quality assurance department to the highest level of

efficiency possible. Over the years, KPL has established itself in the Indian

Pharma market as a company that is reliable, safe and above all else,

committed to producing only the highest quality drugs. Apart from conforming

to the FDA’s Primary regulations such as CGMP & Standards of Compendia’s,

our manufacturing facilities also confirms to stricts WHO GMP regulations and

holds a license for the same. In addition to these stringent & standard

regulations, our Quality Assurance Departments has developed exhaustive

methods to ensure the Quality, Safety, Purity and Effectiveness of the

pharmaceutical dosage forms being manufactured by us.

21

MOLECULE DESCRIPION

HAEMOSTATS

Hemorrhage is excessive bleeding & occurs when blood vessels are damaged during surgery or injury.

The process of arresting bleeding is called Haemostasis. The agent which

helps in this process is a Haemostat. Homeostasis comprises of 4 events.

Vasoconstriction When bleeding occurs due to damaged blood vessel, platelets present in blood come together to the site of injury. They become sticky and release

"SEROTONIN", which constricts (narrows) the blood vessel, thereby reducing blood flow.

Platelet Plug formation Platelets attract themselves at the damaged site. They release many substances mainly ADP (Adenosine Diphosphate) and this quickly attracts more platelets to this site. This accumulation of platelets quickly forms a temporary seal called 'platelet plug'. Thus, blood loss through vascular opening is stopped.

Coagulation It is a complex process which involves many factors. It is described in a simplified manner as given below: - Thromboplastin is liberated from the damaged tissues and damaged platelets.

This converts inactive Prothrombin, in the presence of Ca ions (Ca++) into Active thrombin .Thrombin converts soluble fibrinogen in the presence of

Ca++ into insoluble fibrin .These are protein fibers that form a mesh where blood cells get entrapped and thus form a blood clot.

22

Clot Dissolution

Once the blood clot is formed, clot retraction starts. Plasminogen present in blood is activated to form plasmin which brings about lysis of fibrin clot thereby causing clot dissolution.

REVICI INJECTION

COMPOSITION

Each 5 ml contains:

Alcohol USNF 0.26 g (n-Butanol)

Citric Acid I.P. 0.0025 g

Physiological saline soln. 3.1 ml

Water for injection I.P. q.s.

REVICI is named after its inventor Dr.Emanual Revici of USA.

n-Butanol exerts an increased muscular contraction on the

muscular

walls ofthe bleeding vessels and thus brings about stoppage of the

acute haemorrhage. n-Butanol inhibits enzymes like proteolytic

enzyme

present in plasmin and delays retraction of blood clots. In addition

it

acidifys the site of damage, thereby preventing the condition of

alkalosis. Alkalosis of the blood vessels causes excessive bleeding

and

23

pain. Hence, Revici also acts as an analgesic.

Citric Acid, which is a rich source of Vitamin-C, helps in

capillary

integrity and increases resistance to haemorrhage.Since revici is

in

injectable form, it reaches unchanged to the site of action. It is

metabolised mainly in the liver by enzyme dehydroxygenase. The

metabolites do not have any harmful action and are excreted in

urine.

SAFETY OF REVICI

REVICI injection has the highest safety margin because of higher

therapeutic index (75-100)

Hence, very high dosages as & when required can be given to

achieve

the result.

Therapeutic index is the ratio between LD50 & ED50.

LD50: Lethal dose - a dose at which alteast 50 % of the selected

group

die.

ED50: Effective dose - a dose at which alteast 50 % of the selected

group shows the effect of the drug.

INDICATIONS

24

o External & internal haemorrhages

o All surgical procedures

o Dentistry

o Pre & post operative haemorrhages

o Obstetrics & Gynaecology

-> Metrorrhagia

-> Dysfunctional uterine bleeding

-> Post-partum haemorrhage

-> Haemorrhage associated with IUCD.

DOSAGE

1 ampoule of 5 ml 3 times daily or as & when required.

CONTRAINDICATIONS

No contraindications are known so far but it should be used with

caution in patients with severe hepatic dysfunction.

REVICI-E

COMPOSITION

Revici E 250 Tablets

Each Tablet Contains Ethamsylate 250 mg

Revici E 500 Tablets

Each Tablet Contains Ethamsylate 500 mg

Revici-E brings about platelet aggregation by inhibiting prostacycline

synthetase thereby increasing capillary integrity & decreasing capillary

25

permeaility .Thus haemorrhage is stopped.

INDICATIONS

Prevention and treatment of capillary hemorrhage associated with

haematemesis, haemoptysis, melena, haematuria, epistaxis, menorrhagia,

metrorrhagia, and postpartum hemorrhage.

DOSAGE & ADMINISTRATION

Adults 500 mg t.i.d.

Children: 250 mg t.i.d.

CONTRAINDICATIONS

Hypersensitivity to the drug, pregnancy, lactation.

PRODUCTS OF KEE PHARMA

Haemostasis

Revici-->> Proven Efficacy, Unmatched Safety.

Revici-E -->> the "Time Trusted" Capillary Haemostat.

Gynecology Nt-Natal MP -->> Micronized to Give Ante Natal Care Nt-Natal Injections -->> Gives Ante-Natal Care. Clopreg Tablets -->> The Ray of Hope in Infertility Ze-spas -->> For Zero Spasm

26

http://www.keepharma.com/Ze-spas.html

http://www.keepharma.com/clopreg.html

http://www.keepharma.com/nt-natal.html

http://www.keepharma.com/ntnatalmp.html

http://www.keepharma.com/revici-e.html

http://www.keepharma.com/revici.html

Pain & Inflammation

Dolocide - K -->> Winning move for painless Mobility. Dolocide - KP -->> Winning move for painless Mobility. Dolocide Plus - Gel -->> Winning move for painless Mobility. Dolocide - MR -->> Winning move for painless Mobility Diser - Tablets -->> Double Power Anti-Inflammatory Analgesic. Serato-M-Forte -->> Anti-inflammatory Power that helps to Heal

Bone & Joint DisorderCalfa - Plus -->> Builds Bones Stronger. EstroAct -->> Revolution in Postmenopausal Osteoporosis

AntibioticsBicidal Plus -->> Tough on pathogens, gentle on GI Tract. Bidoflox -->> The Outstanding Quinolone that outshines others. Bidoflox -OZ -->> Comprehensive Antibacterial Coverage. G-80 Injection -->> the Easiest Way to Prescribe Gentamicin

Other ProductsKenuron -->> "The Power to Recharge Neurons" NC-Derm -->> Right Combination for Right Results. Salsol -->> Extended Relief, Convenient to use. Biohep -->> Normalises Liver Function. Biopank -->> More than an Enzyme. Nimbola -->> The Easiest way to Prescribe Neem's Virtues.

RESEARCH-METHOLODOGY

EXPLAROTARY RESEARCH

SAMPLING SIZE – 110

27

http://www.keepharma.com/nimbola.html

http://www.keepharma.com/biopank.html

http://www.keepharma.com/biohep.html

http://www.keepharma.com/Salsol.html

http://www.keepharma.com/ncderm.html

http://www.keepharma.com/keenuron.html

http://www.keepharma.com/g80inj.html

http://www.keepharma.com/Bidoflox_OZ.html

http://www.keepharma.com/bidoflox.html

http://www.keepharma.com/Bicidal.html

http://www.keepharma.com/Estro.html

http://www.keepharma.com/calfa-plus.html

http://www.keepharma.com/serato-m.html

http://www.keepharma.com/diser.html

http://www.keepharma.com/dolocide-mr.html

http://www.keepharma.com/Dolocidelpusgel.html

http://www.keepharma.com/dolocide-kp.html

http://www.keepharma.com/dolocide-k.html

SOURCE OF DATA – PIMARY

DATA COLLECTION TOOL – PERSONAL VISIT

METHOD F DATA COLLECTION – INTERVIEW ,

QUESTIONNAIRE, SURVEY

TOOLS & TECHNIQUES OF ANALYSIS OF DATA – TABLES ,

PIE-CHART

OBJECTIVE

The objective of the project was to find the scope of haemostat in veterinary

sector and the awareness of Revici among them.

ANALYSIS

Visited to doctors in Delhi area. There I checked that at what percentage the

brands of KPL are prescribed by the Doctors. Positive response came from

most of the Doctors. They were appreciating the quality of KPL Brands.

Prepared a Questionnaire and took interview of veterinary doctors. And

received the following data

28

SURVEY ON HAEMOSTATS

DATESL. NO

.

FREQUENCY

DOSAGE FORM

REVICI OTHER PRODUCTANY OTHER

INFORMATION

09.05.11

1 Daily BothTablet + Injection

Streptocorm30-40 ( Injection +

Tablet )

10.05.11

2 Weekly Injection Injection cotroderm

10-20 ( Injection + Tablet )Injetions

are used because not able to feed

tablets(orally) to pets at home

3 Weekly BothTablet + Injection

Chromostat30-40 ( Injection +

Tablet )

12.05.11

4 DailyMostly

InjectionTablet + Injection

Streptocorm , Cannil60-70 Injection , 20-30

Tablets

5 DailyMostly


Chrome , Striptovit20-30 ( Injection + Tablet ) Bleeding

cases mostly in summer

13.05.11

6 DailyMostly



Tablet )

16.05.11

7 DailyMostly

InjectionTablet Pexakind

300-320 Injections (10ml injection)

8 Weekly Injection Injection Streptocorm ,

Botrophase

30-40 Injections , Injetions are

used for instant relief

17.05.11

9 DailyMostly


Streptocorm , Botrophase

40-50 Injections

10 Daily Both TabletChrome , Striptovit ,

Cotrosod30-40 ( Injection +

Tablet )

18.05.11


Botrophase 0-10 ( Injection + Tablet )

12 WeeklyMostly



0-10 ( Injection + Tablet )

29

20.05.11

13 DailyMostly


Botrophase20-25 Injections , 20-30

Tablets

23.05.11

14 DailyMostly


Streptocorm

More than 600 Injections

(5ml injections), Mostly Revici

27.05.11

15 Daily Injection Injection Streptocorm 30-40 Injections

31.05.11

16 Daily Injection - Botrophase30-40 Injection Not

interested in any other product

02.06.11


-About 50 ( Injection +

Tablet ) , Satisfied with Revici only

03.06.11

18 Daily Injection Injection Streptocorm ,

Botrophase40-50 Injections

19 Weekly Injection Injection Adinochrome 20-25 Injections


Botrophase20-30 ( Injection +

Tablet )

04.06.11


Chromostat , Botrophase


07.06.11

22 Weekly Both Tablet Streptocorm ,

Botrophase0-10 ( Injection + Tablet )

23 Weekly Both Tablet Streptocorm ,

Botrophase0-10 ( Injection + Tablet )

08.06.11

24 Weekly Injection InjectionChrome , Chromostat ,

Botrophase

10-20 ( Injection + Tablet )Bleeding

cases mostly between April-July

09.06.11

25 DailyMostly

InjectionTablet

Chromastat , Botrophase

200-300 Injections

30

11.06.11


Streptocorm , Chrome 40-60 Injections

15.06.11


Chromostat 0-10 ( Injection + Tablet )

16.06.11

28 WeeklyMostly


Botrophase 30-40 Injections

18.06.11



Tablet )

20.06.11



Tablet )

31 WeeklyMostly


Botrophase , Streptocorm


21.06.11

32 Daily Injection Injection Streptocorm30-40 ( Injection +

Tablet )

33 DailyMostly


-

4 box (injection) , regular user of

revici , interested to know more



Tablet )

22.06.11

35 DailyMostly



Tablet )

36 WeeklyMostly


Chromostat 0-10 ( Injection + Tablet )

23.06.11

37 Daily Injection Injection BottophaseMore than 30 injections ,

use mostly in surgery


Chromostat , Chrome30-40 ( Injection +

Tablet )

31


-20-30 ( Injection +

Tablet )

24.06.11

40 Daily Injection Injection Ethemsale , BotrophaseThese days bleeding cases

are more (in summer)




25.06.11

42 DailyMostly



Tablet )

43 Monthly BothTablet + Injection

Streptocorm 0-10 ( Injection + Tablet )



Tablet )

27.06.11

45 WeeklyMostly



Tablet )

46 Weekly Injection Injection Adinochrome20-30 ( Injection +

Tablet )


- 0-10 ( Injection + Tablet )

28.06.11



Tablet )

49 DailyMostly

InjectionTablet Pexakind 200 Injection


- 0-10 ( Injection + Tablet )

29.06.11

51 Daily Injection InjectionStreptocorm,Botrophase

,Ethemsalate

30-40 Injection

32



Tablet )



30.06.11



Tablet )

55 Weekly Injection Injection cotroderm 10-20 Injection




01.07.11


Botrophase , Chromostat


58 Daily Injection InjectionBotrophase , Ethemsalate

40-50 Injections



Tablet )

60 Weekly Both InjectionStreptocorm , Botrophase


02.07.11

61 DailyMostly


Chrome , Cotrosod50-60 ( Injection +

Tablet )

62 Weekly Injection Injection Ethemsale 10-20 Injection


Striptocorm30-40 ( Injection +

Tablet )

64 Weekly Injection Injection cotroderm 10-20 Injection

33

04.07.11



Tablet )


,Ethemsalate


67 DailyMostly



Tablet )

68 DailyMostly



Tablet )

05.07.11

69 WeeklyMostly




70 DailyMostly




71 DailyMostly


Streptocorm , Cannil80-90 ( Injection +

Tablet )

72 WeeklyMostly



Tablet )

06.07.11



Tablet )

74 DailyMostly

InjectionInjection Chromostat


75 Weekly Injection InjectionBotrophase , Chromostat ,

Chrome10-20 Injection

07.07.11



Tablet )

77 Daily Both Injection Botrophase70-90 ( Injection +

Tablet )

34

78 DailyMostly


Streptocorm , Chrome20-30 ( Injection +

Tablet )

08.07.11



Tablet )

80 Weekly Injection Injection Adinochrome 20-30 Injection

81 WeeklyMostly




82 WeeklyMostly




09.07.11

83 WeeklyMostly




84 WeeklyMostly




85 Daily Injection Injection Streptocorm 30-40 Injection



Tablet )

11.07.11



Tablet )



Tablet )

89 DailyMostly


Streptocorm , CannilAbout 100 ( Injection +

Tablet )

90 Daily Injection Injection Streptocorm 30-40 Injections

35

91 Weekly Injection Injection Chromostat , Chrome 10-20 Injections

12.07.11



Tablet )


Pexakind About 150 Injections


,Ethemsalate

30-40 Injections

95 Daily Injection Injection Chromostat 20-30 Injections

96 Weekly Injection Injection cotroderm 10-20 Injections

13.07.11

97 DailyMostly

InjectionTablet Chromostat




Tablet )

99 DailyMostly


- About 100 Injections

100 MonthlyMostly



101 Daily Injection InjectionBotrophase , Ethemsalate

40-50 Injections

14.07.11






Tablet )

36



Tablet )

105 Weekly Injection Injection Chromostat 10-20 Injections


Botrophase , Chromostat


15.07.11

107 Daily Injection Injection Cannil 30-40 Injectios


Adinochrome10-20 ( Injection + Tablet

)


Striptovit20-30 ( Injection +

Tablet )

110 WeeklyMostly




37

WEEKTOTAL VISIT

REVICI

BOTROPHA

SE

STREPTOCORM

CHROMOST

AT

CHROME

STRIPTOVIT

PEXAKIND

COTROSOD

CANNIL

COTRODERM

ADINOCHROME

ETHASALE

1 6 6 - 3 1 1 1 - - 1 1 - -

2 7 7 5 3 - 1 1 1 1 - - - -

3 2 2 - 2 - - - - - - - - -

4 6 5 4 1 1 - - - - - - 1 -

5 5 5 4 3 2 2 - - - - - - -

6 3 3 2 - 1 - - - - - - - -

7 15 15 6 5 2 1 - - - - - - 1

8 20 20 7 7 2 1 - 1 1 - 2 1 3

9 22 22 13 12 4 3 - - - 1 - 1 1

10 24 24 9 6 6 2 1 1 - 2 1 1 2

TOTAL 110 109 50 42 19 11 3 3 2 4 4 4 7

WEEKLY REPORT

38

No of Doctors Using Different Hemostats

REVICI; 109

BOTROPHASE; 50

STREPTOCORM; 42

CHROMOSTAT; 19

CHROME; 11

STRIPTOVIT; 3PEXAKIND; 3

COTROSOD; 2 CANNIL; 4 COTRODERM; 4ADINOCHROME; 4ETHASALE; 7

39

KEE PHARMA AWARENESS AMONG VETERINARY DOCTORS:

100%

INDUSTRY AWARENESS

KEE PHARMA AWAREUNAWARE

99%

1%

PRODUCT AWARENESS

USE REVICIDON'T USE REVICI

40

LIST OF DOCTORS VISITED:

1. Dr. Rajeev Ranjan Sinha

2. Dr.Rahul Verma

3. Dr. Anil Sood

4. Dr. Pradeep Rana

5. Dr. Jyoshna

6. Dr. Mukesh Kumar

7. Dr. Ajay Sood

8. Dr. Gautam Unny

9. Dr. Saurabh Manish Saxena

10. Dr. A.K. Kumar

11. Dr. Jitender Jappal

12. Dr. Kumar

13. Dr. Vikas Sharma

14. Dr. Pritam

15. Dr. Vikas

16. Dr. Vinod Sharma

17. Dr. R.T. Sharma

18. Dr. Inder Singh Kothari

19. Dr. Sandeep Sidana

20. Dr. Sasank

21. Dr. S. Kumar

22. Dr. Prabhjyot Triguna

23. Dr. Abhay Triguna

24. Dr. RajKumar Singh

25. Dr. S.M. Yadav

26. Dr. Satish Kumar Verma

27. Dr. Verma

41

28. Dr. Chanchal Bhatacharya

29. Dr. Satish Kumar Bhudhiraja

30. Dr. Vikas

31. Dr. Jappal

32. Dr. Jappal

33. Dr. Kumar

34. Dr. Dinesh

35. Dr. Dinesh

36. Dr. Inder Singh

37. Dr. Inder Singh

38. Dr. Mangol

39. Dr. Anand

40. Dr. Bharat Bhusan

41. Dr. Vinay Chhabra

42. Dr. Vinod Sharma

43. Dr. Pushpa

44. Dr. Mukesh Kumar

45. Dr. Gupta

46. Dr. Singh

47. Dr. Sandeep Sidana

48. Dr. Bhatia

49. Dr. Rajeev Ranjan Sinha

50. Dr. Goyle

51. Dr. Chaudhary

52. Dr. Ghansyam Das

53. Dr. Gandhi

54. Dr. Arun Kumar

55. Dr. Triguna

42

56. Dr. Bajaj

57. Dr. Kumar

58. Dr. Nagpal

59. Dr. Arun Kumar Agarwal

60. Dr. Nitin Bhatia

61. Dr. Anand

62. Dr. Kharb

63. Dr. Shahi

64. Dr. Rahul

65. Dr. Bhupendra

66. Dr. Choudhary

67. Dr. Seth

68. Dr. Vaishal Bhatt

69. Dr. V. Kumar

70. Dr. Rajesh Kapuria

71. Dr. Smriti

72. Dr. S. K. Choudhary

73. Dr. M. L. Sharma

74. Dr. Neelam Singh

75. Dr. Didar Singh

76. Dr. Satish Kumar

77. Dr. Ramdeep Chaggar

78. Dr. Rajendra Kumar Anand

79. Dr. Vinay Chhabra

80. Dr. Geeta

81. Dr. Jappal

82. Dr. Jappal

83. Dr. Jappal

43

84. Dr. Jappal

85. Dr. Vikas




89. Dr. Rana

90. Dr. Vinay Kumar Chhabra

91. Dr. M. Mishra

92. Dr. Gagan

93. Dr. Ram Swarup Sharma

94. Dr. Anoop Kumar Gupta

95. Dr. Sharma

96. Dr. Ranjeet Kharb

97. Dr. Chaggar

98. Dr. Sharma

99. Dr. Mahesh

100. Dr. Mann

101. Dr. Subhash

102. Dr. Aniwel

103. Dr. Vikas

104. Dr. Rahul

105. Dr. Verma

106. Dr. Shah

107. Dr. Kumar

108. Dr. Dayal

109. Dr. S. Kumar

110. Dr. Chaudhary

44

FINDINGS

100% Veterinary doctors use haemostat.

99.1% doctors use REVICI.

About 50% of total use of haemostats , REVICI is used.

Next to REVICI is BOTROPASE & STREPTOCORM.

Haemostats are more used in summer, so there is more sale

in April-July.

Some doctors are interested in direct purchase from

company.

45

RECOMMENDATION

To increase its sales, it should increase its Promotion.

More frequent visits to doctors.

Direct sale to doctors.

Parallel promotion to doctors as well as retailers.

46

REFERENCES

Primary Data:

Veterinary Doctors Veterinary Hospitals

Secondary Data:

www.keepharma.com www.pharmaceutical-drug-manufacturers.com CIMS

47

http://www.keepharma.com/

ANNEXURE

QUESTIONNAIRE:

DATE:_____________

NAME OF DOCTOR:_____________ AREA:____________

Time of data collection in 24 hr clock time:_____________________________

1. Are you using haemostats ? Yes:_______ No:_______

2. Which brand you are using?

3. If you are informed about any other haemostat with better features, will you use it?

Yes:_________ No:________

4. Which dosage form you use:-

a. Tablet b. Injection

5. Frequency of using haemostat

a.Daily b. Weekly c. Monthly

6. Quantity of haemostat

a.0-10 b.10-20 c. 20-30 d. more than 30

NAME:____________________ SIGNATURE:_____________

48

Summer Training Report Abhi

Documents

Transcript of Summer Training Report Abhi