Project Brijesh Singh

5/26/2018 Project Brijesh Singh

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PART-I

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COMPANY PROFILE

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COMPANY PROFILE

HISTORY OF CIPLA

Cipla is the 2nd largest pharmaceutical company in India in terms of retail

sales. Cipla manufactures an extensive range of pharmaceutical &personal

care products and has presence in over 170 countries across the world.

Ciplas product range include harmaceuticals! and animal "ealth care products

#$C! %ul 'rugs, (lavours and )grochemicals Cipla also provides a host of

consulting service such as preparation of products and material specifications!

evaluation of existing production facilities to meet *+! definition of appropriate

plant si,e and technologies etc.

$he origins of Cipla can -e traced -ac to 1/! when 'r hwaa )-dul "amied set

up 3$he Chemical! Industrial and harmaceutical 4a-oratories 4td3! popularly nown

-y the acronym Cipla! in a rented -ungalow! at %om-ay Central. Cipla was registered

as a pu-lic limited company on )ugust 17! 1/. Cipla5s first product was launched

into the maret in 1/7. In 160! during the econd 8orld 8ar when the drug

supplies were cut off! Cipla started producing fine chemicals. In 166! Cipla -ought

the premises at %om-ay Central to -uild a modern pharmaceutical la-oratory. In

169! Cipla5s product for hypertension! erpinoid! was exported to the )merican

:oland Corporation. In 12! Cipla set up first research division for attaining self;

sufficiency in technological development. In 190! Cipla started operations at second

plant at


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In 1=2! Cipla5s fourth factory -ecame operational at atalganga! +aharashtra. In

1=6! Cipla developed anti;cancer drugs! vin-lastine and vincristine in colla-oration

with the >ational Chemical 4a-oratory! une. In 11! Cipla pioneered the

manufacture of the antiretroviral drug! ,idovudine.

In 16! Cipla5s fifth factory -egan commercial production at urum-h!

+aharashtra. In 17! Cipla launched transparent :otahaler! the world5s first such dry

powder inhaler device. In 2000! Cipla -ecame the first company! outside the ?) and

@urope to launch C(C;free inhalers. In 2002! Cipla *oa.

In set up four state;of;the;art manufacturing facilities set up in 200/! Cipla launched

$I#


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-irth of the Council of cientific and Industrial :esearch ACI:B! which is today the

apex research -ody in the country.

'r. Dusuf . "amied is a gifted entrepreneur of the Indian pharmaceutical

industry. )part from -eing an accomplished scientist! he com-ines great

-usiness acumen and intellect to strie the right -alance -etween -usiness

considerations and social and humanitarian goals. "e is currently the Chairman

and +anaging 'irector of Cipla 4imited! which is renowned -oth locally and

internationally for its high standards! Euality! efficacy and afforda-ility of

medicines.

%orn on 2 th uly 1/9 ! 'r. "amied o-tained h.' in #rganic Chemistry

from Cam-ridge ?niversity. In the same year! he oined Cipla as a :esearch

#fficer. "e was appointed as its +anaging 'irector in 179 and Chairman in

the year 1=.

'r. "amied has -een primarily responsi-le in the introduction! for the first

time in India! of over /0 -ul drugs and their formulations. "e is considered a

pioneer of -ul drug industry in India and has a num-er of research papers and

international patents to his credit. (rom a hum-le -eginning! Cipla under the

guidance of 'r. "amied is now raned as a leader in the domestic

pharmaceutical industry. $he company5s turnover in 2006;200 has exceeded

:s. 2/00 crores of which 60F is exports. Cipla today manufactures and

marets a wide range of medicines not only for the local maret -ut also for

export to 10 countries worldwide.

'r. "amied has pioneered and led the glo-al fight against "I< and )I'.

Cipla was the first to offer the triple drug coctail! $riomune! that can


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transform the life of an "I< positive patient at a fraction of the international

cost. "e had -een instrumental in setting up a palliative care for cancer patients

in une during the 105s. $his centre follows a uniEue family care modal!

which offers free of cost! comfort and care to terminally ill cancer patients.

$he recognitions received -y Cipla under the leadership of 'r. D. . "amied

include two Chemexcil )wards for exports A17 and 1=2B! ir . C. :ay

)ward for development of indigenous technology A1=/B and a >ational )ward

from the 'epartment of cience and $echnology! *overnment of India for

successful commerciali,ation of pu-licly funded : & ' was conferred on 'r.

"amied. In 2002! he received another 4ifetime )chievement award from

@xpress harma ulse. 'r. "amied was elected a (ellow of Christ5s College!

Cam-ridge! ? in 2006.

CIPLA IN NEWS-:

9


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/0 )pril!

200=

20 +arch!

200=

01 anuary!

200=

2=

>ovem-er!

2007

0 #cto-er!

2007

06

eptem-er!

2007

01

eptem-er!

2007

2= )ugust!

2007

2= )ugust!

2007

2 )ugust!

200722 )ugust!

2007

21 )ugust!

2007

7

CiplaG #verseas sales a -ooster

Cipla scores a generic win over :oche

Cipla maintains >o.1 position in Indian mt

)ward for the (or-es )sia5s H%est ?nder ) %illion 4istJ

17 Indian firms in (or-es5 list of top )sian cos -elow K1 -n

Indian pharma industry L Coming out of the shadows

)nti;)I' -lit, sees pharma firms loced in ugly -attle

Ciplas drug included in ? anti;)I' initiative

Cipla to replace all products with C(C ahead of deadline

Cipla plans :s 0;cr capacity expansion

Cipla notice to ? >*# on )I' drug

Cipla launches emergency contraception ta-let

Cipla in tals with $hai govt for "I< drugs supply

(irst fixed;dose! triple com-ination paediatric )I' drug approved under @():

Aresident5s @mergency rogram for )I' :eliefB

)I' drug not sold in )frica! says Cipla

Ciplas response to the advertisement issued -y )I' "@)4$"C):@ (#?>')$I#>

on )ugust ! 2007 in various newspapers

Cipla edges :an-axy in India maret

Cipla launches estradiol transdermal spray in India

$he presence of Indian generic manufacturers in the ):< segment of low and middle

income countries

Cipla ; organic growth and alliances pave the way for new products

India5s Cipla in tals to )lly with *eneric companies in apan

Cipla launches cut;price ,anamivir in India

Cipla receives International $rade )wards 2009 for outstanding exporter of the year.

Cipla launches anti;malaria glo-al initiative


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CIPLAS PRODUCT INCLUDES

Pharmaceutca!"G Cipla manufactures ana-olic steroids! analgesicsMantipyretics!

antacids! anthelmintics! anti;arthritis! anti;inflammatory drugs! anti;$% drugs! ant

allergic drugs! anticancer drugs! antifungal! antimalarials! antispasmodics!

antiulcerants! immunosuppressants etc.

A#ma! Hea!th Care Pr$%uct": $hese includeG aEua products! eEuine products!

poultry products! products for companion animals! and products for livestoc

animals.

OTC: $hese includeG child care products! eye care products! food supplements!

health drins! life style products! nutraceuticals & tonics! sin care products! and

oral hygiene products.

F!a&$ur ' Fra(ra#ce: Cipla manufactures a wide range of flavours! which are

used in foods and -everages! fruit uices! -aed goods! and oral hygiene products.

Cipla fragrances have wide ranging applications such as in personal care products!

=


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laundry detergents and room fresheners.

MA)OR ACHIE*EMENTS OF CIPLA

+anufactured ampicillin for the first time in India.

4auched etoposide! a -reathrough in cancer chemotherapy! in

association with Indian Institute of Chemical $echnology

4aunches transparent :otahaler! the world5s first such dry powder

inhaler device.

4aunches transparent :otahaler! the world5s first such dry powder inhaler

device.

%ecame the first company! outside the ?) and @urope to launch.

C(C;free inhalers

MILESTONE OF CIPLA


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+.

'r ) "amied sets up 3$he Chemical! Industrial and harmaceutical 4a-oratories

4td.3 in a rented -ungalow! at %om-ay Central.

+/+

)s the econd 8orld 8ar cuts off drug supplies! the company starts producing fine

chemicals! dedicating all its facilities for the war effort.

+.0ets up first research division for attaining self;sufficiency in technological

development.

+12

tarts operations at second plant at ational Chemical 4a-oratory! une. 8ins ir C :ay )ward for developing inhouse

technology for indigenous manufacture of a num-er of -asic drugs.10


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5LO6AL PRESENCE

@xports for the financial year ended +arch /1! 200= amounted to more than :s.

21!000 million. Cipla exports raw materials! intermediates! prescription drugs!

#$C products and veterinary products. Cipla also offers technology for

products and processes. $echnical now;howMfees received during the year

2007;0= amounted to a-out :s. 100 million.

Cipla5s manufacturing facilities have -een approved -y the following regulatory

authoritiesG

(ood and 'rug )dministration A(')B! ?)

+edicines and "ealthcare products :egulatory )gency A+":)B! ?

$herapeutic *oods )dministration A$*)B! )ustralia

+edicines Control Council A+CCB! outh )frica

>ational Institute of harmacy A>IB! "ungary

haramaceutical Inspection Convention AICB! *ermany

8orld "ealth #rganisation A8"#B 'epartment of "ealth! Canada

tate Institute for the Control of 'rugs! lova :epu-lic )>


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C7!a 7r$%uct" are 8$u(ht 89 $&er +42 c$u#tr9 !$cate% # the $!!$;#( re($#"

CODE OF CONDUCT

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)s reEuired under revised Clause 6 of the 4isting )greement the following code of

conduct has -een approved -y the %oard of 'irectors and is applica-le to the 'irctors

and enior +anagement of the Company.

+< Ethca! c$#%uct

)ll directors and senior management employees shall deal on -ehalf of the Company

with professionalism! honesty! integrity as well as high moral and ethical standards.

uch conduct shall -e fair and transparent and -e perceived to -e as such -y third

parties.

0< C$#!ct $ #tere"t

)ny director or senior management employee of the Company shall not engage in

any -usiness! relationship or activity! which might detrimentally conflict with the

interest of the Company.

< Tra#"7are#c9

)ll directors and senior management employees of the Company shall ensure that

their actions in the conduct of -usiness are totally transparent except where the needs

of -usiness security dictate otherwise. uch transparency shall -e -rought a-out

through appropriate policies! systems and processes.

/< Le(a! c$m7!a#ce

)ll directors and senior management employees of the Company shall at all times

ensure compliance with all the relevant laws and regulations affecting operations of

the Company. $hey shall a-reast of the affairs of the Company and -e ept informed

of the Company5s compliance with relevant laws! rules and regulations. In the event

that the implication of law is not clear! the course of action chosen must -e

supported-y eminent legal counsel whose opinion should -e documented.

.< R(htu! u"e $ c$m7a#9" a""et"

)ll the assets of the Company -oth tangi-le and intangi-le shall -e employed for the

purpose of conducting the -usiness for which they are duly authori,ed. >one of the

assets of the Company should -e misused or diverted for personal purpose.

1< C$"t c$#"c$u"#e""

)ll the directors and senior management employees of the Company should strive for

optimum utili,ation of availa-le resources. $hey shall exercise care to ensure that

1/


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COMPANY 5ROWTH STRATE5Y

'evelopment of innovative drug delivery systems for new and existing active drug

su-stances continued to -e an integral part of the Company5s growth strategy.

8or on new medical devices! mainly in the area of respiratory medicine!

progressed rapidly! as did its inhaled insulin proect.$he Company has developed

a uniEue transdermal delivery system. It has already launched a spray patch for

testosterone andanother for estradiol. #ther new developments include a novel

dry powder inhaler device and a uniEue single;action single;dose inhaler device.

Cipla has entered into a research agreement with )vestha *ngraine $echnologies

rivate 4imited! %angalore with the o-ective of woring on a colla-orative

-iopharmaceuticals development programme. $he partnership will focus on the

development of range of -iosimilar products for autoimmune disorders!

cardiovascular diseasesandca.

Dru( Prc#(:-

$he government5s drug pricing policy has a direct -earing on the health of the

domestic pharmaceutical industry. 8e understand that the policy is -eing looed

into -y a *roup of +inisters A*#+B and we hope that! instead of ar-itrary drug

control measures! the *#+ would let free and fair competition determine drug

prices.$his will ena-le all Indians to have access to afforda-le healthcareect&e:

$o find out sales volume of urological drugs vis;N;vis competitor

$o find out doctors who prescri-es competitor product

uggestion for the company from retailers

Sec$#%ar9 O8>ect&e:

$o increase their maret share -y approaching to doctors who prescri-e

competitors product.

$o have a good image in the eyes of retailers.

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RESEARCH METHODOLO5Y

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RESEARCH METHODOLO5Y

+< Re"earch Pr$ce""

1.(ormulation of the o-ective of the study of the pro-lem

'esigining method for data data collection.

electing the method si,e.

Collecting the data

:eporting and interpretation the finding

rocessing and analy,ing the data

(ind the conclusion

4imitation of study

Re"earch De"(#; ) Re"earch De"(# is simply the framewor or plan of a study

that is used as guide in collecting and analy,ing the data. It is a -lueprint that is

followed in completing a study.

H) research design is the plan! structure and strategy of investigation conceived so

as to o-tain answers to research Euestions and to control variance.

$he research carried out is a %e"cr7t&e re"earchwhere the purpose is to go through

an intensive study of the target segment.

ample design;I have done my survey in *ha,ia-ad and some of the selected

areas of >oida .

2/


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Sam7!e tech#?ue";$he data has -een collected through random sampling from

the retailers of *ha,ia-ad and >oida.

U#&er"e S@e-

$he universe is the entire group of items the researcher wishes to study.

ince my survey was confined to -e done in *ha,ia-ad and >oida. $his universe

si,e having a sample of 120 respondents.

+


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L"t $ *"t#( Reta!Me%ca! St$re:

Me%ca! St$re A%%re""

'evil hree +edico


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arvodaya "ospital avi >agar

+edicine oint avi >agar

$he Chemist Corner avi >agar

?pchar +edico, avi >agar

*ha,ia-ad +edical avi >agar

raash +edical tore hastri >agar

aneevan +edical tore hastri >agar

upreme +edico, hastri >agar

hivam +edical tore hastri >agar

Dash +edical tore hastri >agar

Dash +edical tore hastri >agar

:adhia +edical tore hastri >agar

%havana +edical anay >agar ec2/

hivam "ospital :a >agar

+arigold Chemist :'C :anagar

*uardian harmacy :'C :anagar

rishna +edico, :'C :anagar

%alai +edical anay >agar ec2/

hyam "ospital ec. :a >agar

*argi "ospital ec. :a >agar

ai %havani +edical *andhi >agar

uper +edical tore *andhi >agar

+ehta +edical *andhi >agar

"arsh +edical *andhi >agar

%hagwati +edical *andhi >agar

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>eE )m-e +edical *andhi >agar

Dashoda "ospital >ehru >agar

8adhwa +edical >ehru >agar

?ttam +edical >ehru >agar

)grawal +edical tore #ld %us tand

+ehra ons #ld %us tand

>agar +edicine tore #ld %us tand

hu-h +edical tore #ld %us tand

)rihant +edical tore #ld %us tand

ona +edical tore anay Colony +ohan >agar

*anesh +edical tore anay Colony +ohan >agar

'atta +edical tore )rthala +ohan >agar

4axmi +edical tore )rthala +ohan >agar

)mit +edical tore )rthala +ohan >agar

)nanad +edical tore )rthala +ohan >agar

>arinder +ohan "ospital )rthala +ohan >agar

)m-e "ospital :aendra >agar hahi-a-ad

+.. +edical :aendra >agar hahi-a-ad

%rother +edical :aendra >agar hahi-a-ad

hree i +edico, :aendra >agar hahi-a-ad

eg +edico, :aendra >agar hahi-a-ad

amal +edical :aendra >agar hahi-a-ad

ratap +edical 4apat >agar hahi-a-ad

Dugal +edical 4apat >agar hahi-a-ad

erfect +edical 4apat >agar hahi-a-ad

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$ina +edico, 4apat >agar hahi-a-ad

:.). +edico, 4apat >agar hahi-a-ad

)m-a +edical 4apat >agar hahi-a-ad

>ew "ind +edical hyam ar hahi-a-ad

>aamdhari +edical hyam ar hahi-a-ad

agar ec2/

4alit +edical anay >agar ec2/

Chaudhari +edical anay >agar ec2/

artiey +edical anay >agar ec2/

aneev medical anay >agar ec2/

?ttam +edical >ehru >agar

?ttam "ospital agar

hivali +edical tore agar

hishodiya +edical tore agar

rishna +edical tore agar

%havana +edical tore ratap


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ear +etro "ospital >oida

aaras +edical tore >ear +etro "ospital >oida

*uardaian harmacy oida

raash "ospital ec/2 >oida

"oney +edico, ec/ >ear ura-hi "ospital

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7e chart "h$;#( the "a!e" $ urmaB-% # Pate! #a(ar area $ (ha@a8a% &"--&" t" c$m7ett$r

96


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UrmaB-% *e!tam 7!u" Duta" t

C$#t!$;-

% F!$%art 7!u"

. 2 2 2 2

Pe chart "h$;#( the "a!e" $ urmaB-% # Prata7 &har area $ 5ha@a8a% &"--&" t" c$m7ett$r

9


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UrmaB-

%

*e!tam

7!u"

Duta"

t

C$#t!$;-

%

F!$%art

7!u"

0 2 2 2 2

99


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Pe chart "h$;#( the "a!e" $ urmaB-% # Ra> #a(ar area $ 5ha@a8a% &"--&" t"

c$m7ett$r

97


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UrmaB-%

*e!tam

7!u" Duta" t

C$#t!$;-

% F!$%art 7!u"

/ 2 2 2 2

Pe chart "h$;#( the "a!e" $ UrmaB-% # Shah8a8a% area $ 5ha@a8a% &"--&" t"

c$m7ett$r

9=


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UrmaB-%

*e!tam

7!u" Duta" t

C$#t!$;-

% F!$%art 7!u"

4 2 2 2 2

9


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Pe chart "h$;#( the "a!e" $ urmaB-% # Sha"tr #a(ar area $ 5ha@a8a% &"--&" t"

c$m7ett$r

70


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UrmaB-%

*e!tam

7!u" Duta" t

C$#t!$;-

% F!$%art 7!u"

+4 2 2 2 .

Pe chart "h$;#( the "a!e" $ UrmaB -% # *a"hu#%hara area $ 5ha@a8a% &"--&" t"

c$m7ett$r

71


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UrmaB-%

*e!tam

7!u" Duta" t

C$#t!$;-

% F!$%art 7!u"

+ 2 2 2 2

72


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Pe chart "h$;#( the "a!e" $ UrmaB-% # *>a9 #a(ar area $ 5ha@a8a% &"--&" t"

c$m7ett$r

7/


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UrmaB-

% *e!tam 7!u"

C$#t!$;-

%

Duta"-

t F!$%art 7!u"

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Pe chart "h$;#( the "a!e" $ UrmaB-% # 5ha@a8a% &"--&" t" c$m7ett$r

76


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St$#-+ P$trate mac ct N$cu!

+/ 4 /

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Pe chart "h$;#( the "a!e" $ St$#-+ # 5a#%h #a(ar area $ 5ha@a8a% &"--

&" t" c$m7ett$r


2 2 2 2 2

79


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Pe chart "h$;#( the "a!e"$ St$#-+ # a& Na(ar area $ 5ha@a8a% &"--&" t"

c$m7ett$r

77


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0 2 2 2 2

Pe chart "h$;#( the "a!e" $ St$#-+ # Ma!;ara ch$;= area $ 5ha@a8a% &"--&" t"

7=


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C$m7ett$r

A!u"# F!$tra! A!$$

/ 2 2

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Pe chart "h$;#( the "a!e" $ ALFUSIN # m$% #a(ar area $ 5ha@a8a% &"--&" t" c$m7ett$r

=0


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A!u"# F!$tra! A!$$

. +0 2

Pe chart "h$;#( the "a!e" $ ALFUSIN # NEHRU Na(ar area $ 5ha@a8a% &"--&" t"

C$m7ett$r

=1


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a"hu#%hara

Pate!

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Ma!;ara

ch$;= aa(ar

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6ar chart "h$;#( the "a!e" $ A!u"#-% # &ar$u" area $ 5ha@a8a%

=/


84/133

A!u"#-

% A%ura

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Pe chart "h$;#( the "a!e" $ ALFUSIN # 5ha@a8a% &"--&" t" c$m7ett$r

A!u"#-% A%ura

/ 2

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Pe chart "h$;#( the "a!e" $ ALFUSIN-D # 5a#%h #a(ar area $ 5ha@a8a% &"--&"

t" c$m7ett$r

=9


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A!u"#-% A%ura

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=7


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*a"hu

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==


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6ar chart "h$;#( the "a!e" $ Ter$! !a # &ar$u" re($# $ 5ha@a8a%

=


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Ter$! !a R$!et# T$r? "r

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Pe chart "h$;#( the "a!e" $ TEROL LA # 5a#%h #a(ar area $ 5ha@a8a% &"--&" t" c$m7ett$r

Ter$! !a R$!et# T$r? "r2 2 3.

1


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Pe Chart "h$;#( the "a!e" $ TEROL LA # Ma!;ara ch$;= area $ 5ha@a8a% &"--&" t" c$m7ett$r

2


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Ter$! !a R$!et# T$r? "r

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Pe chart "h$;#( the "a!e" $ TEROL LA # 5ha@a8a% &"--&" t" c$m7ett$r


96/133

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6ar chart "h$;#( the "a!e" $ Ur&$% # Ar$u" re($# $

5ha@a8a%

Ur&$% Ur$t$#e

. 2

7


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Pe chart "h$;#( the "a!e" $ 5a#%h Na(ar area $ 5ha@a8a% &"--&" t" c$m7ett$r

=


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Ur&$% Ur$t$#e0 +

Pe chart "h$;#( the "a!e" $ URI*OID # M$%#a(ar area $ 5ha@a8a% &"--&" t"

c$m7ett$r


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Ur&$% Ur$t$#e

+ 0

100


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Pe chart "h$;#( the "a!e" $ URI*OID # Nehru #a(ar area $ 5ha@a8a% &"--&" t"

c$m7ett$r

101


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Ur&$% Ur$t$#e

3

Pe chart "h$;#( the "a!e" $ URI*OID # 5ha@a8a% &"--&" t" c$m7ett$r

102


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A!u"# F!$tra! A!$$

.3 +4

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10/


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106


105/133

A!u"#-% A%ura

+ 2

Pe chart "h$;#( the "a!e" $ ALFUSIN -D # N$%a &"--&" t" c$m7ett$r

10


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13 / +2+ / .

Pe chart "h$;#( the "a!e" $ STON-+ # N$%a &"--&" t" c$m7ett$r

109


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ter$! !a R$!te# =mac =ct #$cu!

.0 / +2+ / .

107


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Pe chart "h$;#( the "a!e" $ TEROL LA # N$%a &"--&" t" c$m7ett$r

10=


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urimax $amflow contiflow

tamconti

n

velta

m

dyna

press

6/ 2 /06 6 /1 0

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10


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urimax;d veltam plus contiflow d dutas; t

19 / 12

110


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Pe chart "h$;#( the "a!e" $ URIMA -D # N$%a &"--&" t" c$m7ett$r

111


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urivoid urotone

9 2

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112


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11/


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RESULT AND

FINDIN5S

RESULTS AND FINDIN5S

116


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?rimaxACiplaB is the maret leader in comparison to its

competitors and the maor competitors are 'yna press! oida mac is the maret leader.

#ur product $erol 4aACiplaB is least sold in comparison to its

competitors and the maret leaders are $orE sr and :oliten

respectively in *ha,ia-ad -ut the story is different in >oida where

$erol la is maret leader and :oliten is its competitor.

?rivoid ACiplaBis the maret leader in comparison to its competitor

and the maor competitor is ?rotone.

(lotral is the maret leader and our product )lfusinACiplaB is at the

second place in terms of sales.

)lfusin P'ACiplaB is maret leader and it has got no competitor as

such.

11


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DOCTORS WHERE WE NEED TO PAY ATTENTION

DOCTOR NAME LOCATION

'r. ana :ohella rishna hospital

arinder +ohan

"ospital!+ohan

>agar

'r.>..oni *andhi >agar

'r.:avi praash harma *andhi >agar

'r.)shutosh mohan *andhi >agar

'r.aneev )garwal *andhi >agar

'r.'eepa sharma ratap


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'r.agar

'r.)vdhesh $omar +odi >agar

ATTA SEC< +3NOIDAG

':. . )I8)4 "DICI)>

':. *?4)% *?$) "DICI)>

':. .C. ##' "DICI)>

':. )>@@*)4) "DICI)>

':. :)':) ?+): "DICI)>

':. ):' *):* "DICI)>

':.?4'@@ ")$:I "DICI)>

':. .'@8)4 *D)>)C#4#*I$

NITHARI SEC< +

':. . *?$) "DCI)> & ?:*@#>

': . :)+@" ?+): *@>@:)4 "DICI)>

':. .C. C")?'"):I *@>@:)4 "DICI)>

117


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':.$.:. )4:) *@>@:)4 "DICI)>

':. +)>I"

':.*" *@>@:)4 &4@:#C#IC ?:*@#>

11=


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LIMITATIONS

11


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Lmtat$#" $ the "tu%9

1.>on cooperative -ehavior of the retailers.

2.>o response during pea hours.

/.'ata was very scattered so it was very difficult to conclude the result.

6.$hings are -ased on the retailers response so any false information may change the

result of the study.

.+edical representatives play a very vital role in the sales of medicines.

9.*ift and other pacage provided -y companies to the doctors encourage them to

prescri-e the particular -rand.

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121


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CONCLUSION

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C$#c!u"$#

$his was the first time I was in maret so it was a great experience for me to wor a

great company lie cipla. during this proect I came to now how to convince other

12/


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person and what is the ground reality of maret and how it is different from classroom

sessions.'uring this I also new a-out where the drugs are sold mostly and how

retailers play vital role in the sales of particular -rand of product on their counter and

how medical representative wors in the maret effectively and efficiently. )fter the

proect I come to now various players of the pharma industry and how it wors.Cipla

have maority of maret share in *ha,ia-ad and >oida in H?rological 'rugs. Cipla

is well nown -rand so it has got a very positive image in the minds of retailers and

consumers as well.

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12


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%I%4I#*:)"D

129


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6I6ILIO5RAPHY

8e- itesG

www.iloveindia.com

www.google.com

%oosG

C.:.othari :esearch +ethodology

hilip otler +areting

127
http://www.iloveindia.com/http://www.google.com/http://www.iloveindia.com/http://www.google.com/


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>ews paperG

$he @conomic $imes

12=


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12


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UESTIONAIRE

1/0


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UESTIONAIRE

urvey for sales of cipla as compared to competitor

>ame of shop G

)rea

'ateG

1. '# you have urimaxAciplaBQ

AaByes A-B >o AcB>o stoc

2.Could you please tell me the sales of urimaxQ

/.which of the following -rands do you haveQ

AaB


132/133

AdB$amflow AeBContiflow AfB)ny other

6. Could you please tell me the sales of a-ove productsQ

.'# you have urimax;d AciplaQ


9.Could you please tell me the sales of urimax;dQ

7.which of the following -rands do you haveQ

AaB'utas t A-Bcontiflow d AcBveltam plus

AdB)ny other

=. Could you please tell me the sales of a-ove productsQ

.'o you have ston 1 AciplaQ


10.Could you please tell me the sales of ston 1Q

11.8hich of the following -rands you haveQ

AaBpotrate A-B mac AcBcit

AdBnoculi AeB)ny other

12. Could you please tell me the sales of a-ove productsQ

1/.'o you have )lfusin AciplaBQ

AaByes A-B >o AcB>o st

16.Could you please tell me the sales of )lfusinQ


AaBflotral A-Balfoo AcB)ny other

1/2


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19.Could you please tell me the sales of a-ove productsQ

17.'o you have )lfusin;d AciplaBQ


1=.Could you please tell me the sales of )lfusin;dQ


AaBafdura A-B)ny other


21.'o you have urivoidAciplaBQ


22.Could you please tell me the sales of urivoidQ

2/.8hich of the following -rands you haveQ

AaBurotone A-B)ny other


2.'o you have terol laAciplaBQ


29.Could you please tell me the sales of terol laQ


AaBroliten A-B)ny other

2=.Could you please tell me the sales of a-ove productsQ

Documents

Project Brijesh Singh