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SURVEY REPORT
STUDY OF RETAIL CHEMISTS PERCEPTION OFMEDICAL REPRESENTATIVES
SAMPLE SIZE (N=1220)
CONDUCTEDON 15TH & 22NDJULY 2009
COMPILED & SUBMITTED BY :
ANERI SHAH
KRUTI PATEL
KUNWAR KHURANA
MAHIMA MISHRA
NIMITT DESAI
PROTITI BAGCHI
SACHIN SHARMA
VIVEK GOEL
YADURAJ SUDHANSHU SHARMA
A SURVEYCARRIEDOUTBYTHESTUDENTSOF FIRST YEAR, MBA- PHARMACEUTICALS
MANAGEMENT, SECTION B, NMIMS, MUMBAI, ASAPARTOFTHECOURSEWORKLISTENINGTO STAKEHOLDERS
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ACKNOWLEDGEMENTS
WE WISHTOTHANK OUR PROFESSORS, DR. (PROF.) TARUN GUPTA (CHAIRMAN,
PHARMACEUTICALS MANAGEMENT AND SENIOR PROFESSOR, MARKETING, SBM,
NMIMS, MUMBAI) AND MRS. SAVITA CHARIFORDATAANALYSIS.
WEALSOTHANKALLOURRESPONDENTS (RETAIL CHEMISTS) LOCATEDINTHEVARIOUS
ZONES OF MUMBAI FORTHEIRTIME AND CO-OPERATION, WHICH ENABLED USTOSUCCESSFULLYCOMPLETETHEPROJECTANDCOMPILETHISREPORT.
THE SURVEY WAS CARRIED OUT BY STUDENTS OF FIRST YEAR MBA
(PHARMACEUTICALS MANAGEMENT), SECTION B, NMIMS, MUMBAI, 2009-2010.
INDEX PAGE NUMBER
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A. EXECUTIVE SUMMARY 4
B. RESEARCH METHODOLOGY 6
C. SAMPLE BREAK-UP (ZONE WISE) 7
D. SAMPLE BREAK-UP (NO. OFYEARSISBUSINESSLOCATION) 9
Q.
1
WHICHCOMPANYMEDICALREPRESENTATIVESVISITYOUMOSTREGULARLY? 12
Q.
2
HOWMANYTIMESINAMONTH, DOTHESECOMPANYREPRESENTATIVESVISITYOU? 18
Q.
3
WHENCOMPANYREPRESENTATIVESVISITYOUWHATDOTHEYDO? 23
Q.
4
WHICHCOMPANYSREPRESENTATIVESDONOTVISITYOUREGULARLY? 28
Q.
5
WHICHCOMPANYSREPRESENTATIVESDONOTVISITATALL? 34
Q.
6
WHATDOYOULIKEABOUTTHESECOMPANYS REPRESENTATIVES? 44
Q.
7
WHICHSTOCKISTSVISITYOUMOSTREGULARLY? 54
Q. HOWOFTENDOTHESESTOCKISTSVISITYOU? 64
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8
Q.
9WHENSHOULDAREPRESENTATIVEVISIT YOU? WHATISYOURPREFERREDTIME?
70
H. ANNEXURE : QUESTIONNAIRE 85
EXECUTIVE SUMMARY
Q.1 WHICHCOMPANYMEDICALREPRESENTATIVESVISITYOUMOST
REGULARLY?
Acording to the findings of the survey top three companies in terms of regularity in
visiting chemists are:
(1) CIPLA
(2) MANKIND
(3) RANBAXY
18% of the chemists said that medical representatives of CIPLA are the most regular.
9% of the chemists said that medical representatives of MANKIND are among the
most regularly visiting representatives.
8% of the chemists said that medical representatives of RANBAXY are among the
most regularly visiting representatives. 7% of chemists responded for FDC and 6% of the chemists responded for GSK.
QUESTION 2.HOWMANYTIMESINAMONTH, DOTHESECOMPANY
REPRESENTATIVESVISITYOU?
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Cipla Representatives got maximum response under 0 to 4 calls 77% (509/657).
Mankind Representatives got maximum response under 0 to 4 calls 73% (235/334).
Ranbaxy Representatives got maximum response under 0 to 4 calls 77% (219/285).
FDC Representatives got maximum response under 0 to 4 calls 81% (206/254).
GSK Representatives got maximum response under 0 to 4 calls 80% (174/217).
Q-3WHENCOMPANYREPRESENTATIVESVISITYOUWHATDOTHEYDO?
34% retailers out of total responses said that medical representatives enquire about
their companys product movement.
19% retailers said that medical representatives give information of the launch of new
product.
17% retailers said that medical representatives enquire whether Doctor has prescribed
their companys product or not.
10% retailers said that a medical representative gives information regarding theproduct.
5% retailers enquire about the product availability.
Q 4. Which companys representatives do not visit you regularly?
8.16% (214) chemists said that Medical Representative of GSK do not visitregularly.
5.76% (151) chemists said that Medical Representative of Cipla do not visit
regularly.
54% (1403) chemists responses for irregular visits of Medical Representative
are for just 20 companies out of 215 companies in total sample size.
7.16% (199) chemists do not answer to this question.
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2% retailers liked that the medical representatives checked the availability of
products.
1% retailers liked that the medical representatives enquired about their products.
1% retailers appreciated the medical representatives services.
1% retailers liked that the medical representatives helped in clearing the expired
product stocks.
1% retailers appreciated the medical representatives dressing sense.
1% retailers liked that the Hard-working nature of medical representatives.
1% retailers appreciated the presentation skills of medical representatives.
0.5% retailers liked that the Co operative nature of medical representatives.
0.2% retailers gave other answers like medical representatives from Gujarat
Maharashtra, Orissa are preferred, and that they would like ladies medical
representatives and that the medical representatives spoiled the market by supplying
directly to Doctors.
Q 7. Which stockists visit you most regularly?
MEHER DISTRIBUTORS is amongst the top 10 stockists, as per chemist
responses, in all the zones except the NM ZONE.
Zone wise, the stockists with maximum no. of responses are:
CM - MEHER DISTRIBUTORS
ES - JALARAM DISTRIBUTORS
NM - MAKVIS DISTRIBUTORS
SM - MEHER DISTRIBUTORS WS - MEHER DISTRIBUTORS
TH - SHWETA
MAXIMUM NO. OF CHEMIST RESPONSES were from WS ZONE (1818).
LOWEST NO. OF CHEMIST RESPONSES were from SM ZONE (178)
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Q 8. How often do these stockists visit you?
Stockists visiting the chemists most regularly in a week are :-
Makvis Distributors
Parikh Pharma
Doshi Brothers
Mahadev Agency
Mangal Distributors
Lakshmi Distributors
S P Shah
Manohar Medical
Kamal P V Pharma
Deep Pharma
Ganesh Agency
Crystal
In general, most of the stockists visit the chemist 2-3 days in a week.
Despite the fact that the stockist MEHER has been the most common response,
its Visits per Week is only 2-3 days.
10 chemists, of the total surveyed, had not given any response to the question.
Q 9. When should a representative visit you? What is yourpreferred time?
653 out of 1221 respondents (52%) said that they prefer visiting the Medical
Representatives in the afternoon between 2pm to 6pm.
235 respondents(19%) said that they prefer visiting the Medical Representatives
between 10am to 2pm 157 respondents(13%) said that they prefer visiting the Medical Representatives
anytimei.e no time preference.
107 respondents(9%) said that they prefer visiting the Medical Representatives after
6 in the evening.
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81 respondents(6%) said that they prefer visiting the Medical Representatives
before 10am.
Other comments include Medical Representatives should visit once in a week,
should provide information on phone and should not visit which constitutes 15 of
the total respondents(1%).
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RESEARCH METHODOLOGY
A STRUCTUREDQUESTIONNAIREFORTHESTUDYSUBJECTS (RETAILCHEMISTS) WASDESIGNEDWITHIN
THESCOPEOFTHEGIVENOBJECTIVES. MUMBAIWASDIVIDED INTO 6 ZONES. WITHINEACHZONE,RETAILCHEMISTSWEREINTERVIEWEDFROMDIFFERENTAREAS.
ZONE WISE SAMPLE DISTRIBUTION
(N=1220)
ZONES COVERED:
ZONE SUBURBS
CENTRAL MUMBAI(CM) PAREL, DADAR, MAHIM,MATUNGA, SION, LOWER PAREL,
WADALA,VT, ELPHINSTONEROAD.
EASTERN
SUBURBS(ES)
CHEMBUR, GHATKOPAR, BHANDUP,
MULUND, VIKROLI, POWAI,CURREYROAD
NAVI MUMBAI(NM) VASHI, NERUL, JUINAGAR,SANPADA, TURBHE
SOUTH MUMBAI(SM) GRANT ROAD, CHARNI ROAD,MARINE LINES, BYCULLA, MUMBAI
CENTRAL.WESTERN
SUBURBS(WS)
GOREGAON, JOGESHWARI,
SANTACRUZ, BORIVALI, BANDRA,
KHAR, ANDHERI, MALAD,
DAHISAR, KANDIVALI, VILE
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PARLE,WORLI.
THANE(TH) THANE, VIRAR, MIRA ROAD,
DOMBIVALI
, VASAI
, NALASOPARA
,VIRAR, BHAYANDER.
SR
NO.
ZONE NO. OF
RESPONDEN
TS
PERCENTAGE OF
RESPONDENTS
1 WESTERN
SUBURBS(WS
)
627 51%
2 CENTRAL
MUMBAI(CM)
217 18%
3 THANE(TH) 120 10%
4 EASTERN
SUBURBS(ES)
108 9%
5 NAVI
MUMBAI(NM)
83 7%
6 SOUTH
MUMBAI(SM)
65 5%
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SAMPLE BREAK UP
NUMBER OF YEARS IN BUSINESS AT THE PRESENT
LOCATION
(N = 1220)NO. OF YEARS OF
BUSINESS AT THE
PRESENT LOCATION
NO. OF RETAILERS PERCENTAGE OF
RETAILERS
>5 YEARS 335 27%
6-15 YEARS 446 37%
16-20 YEARS 130 11%
20-30 YEARS 176 14%
30-40 YEARS 71 6%
40-50 YEARS 35 3%
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Q-1
WHICHCOMPANYMEDICALREPRESENTATIVESVISIT
YOUMOSTREGULARLY?
N = 1220
DUETOMULTIPLERESPONSES,TOTAL RESPONSES = 3660
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RESPONSES FOR TOP 30 COMPANIES:
SR.
NO.
RESPONSES (COMPANY
NAMES)
TOTAL
RESPONSES-
3660
PERCENTAGE
OFRESPONSES
1 CIPLA 663 18.11%
2 MANKIND 336 9.18%
3 RANBAXY 291 7.95%
4 FDC 259 7.08%5 GSK 220 6.01%
6 NICHOLAS PIRAMAL 119 3.25%
7 DRL 111 3.03%
8 LUPIN 108 2.95%
9 SUN PHARMA 103 2.81%
10 GLENMARK 90 2.46%
11 PFIZER 63 1.72%
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12 TORRENT 63 1.72%
13 ARISTO 59 1.61%
14 INTAS 58 1.58%
15 ZYDUS CADILA 54 1.48%
16 MACLEODS 52 1.42%
17 ALKEM 48 1.31%
18 EMCURE 46 1.26%
19 NOVARTIS 36 0.98%
20 USV 31 0.85%
21 ALEMBIC 27 0.74%
22 IPCA 27 0.74%
23 MICRO LABS. 26 0.71%24 UNICHEM 26 0.71%
25 ELDERPHARMA 23 0.63%
26 SANOFI AVENTIS 23 0.63%
27 FRANCO INDIA 15 0.41%
28 GENIX PHARMA 15 0.41%
29 LYKA 15 0.41%
30 MEDLEY 14 0.38%
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31 COMPANIESWITH
VERYLESSRESPONSES*
426 11.63%
32 DNA 214 6%
TOTAL 3660 100%
*COMPANIES WITH LESS RESPONSES INCLUDE:
ALEMBIC ABBOTT HIMALAYA CENTAUR FOURRTS FIRST HORIZON
IPCA MEGHA ZUVENTUS EAST INDIA INGA MAESTRO
PHARMA
MICRO
LABS
DWD HETERO
PHARMA
CFL MERIDIAN MODI MUNDI
UNICHEM WIN
MEDICARE
AJANTA INDIGO SANDOZ MOLECULE
ELDER
PHARMA
MERCK INDICHEM WALLACE SHREYA SERDIA
SANOFI
AVENTIS
ASTRA
ZENECA
PANACEA
BIOTECH
WANVORY SWITZERA SUNWAYS
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FRANCO
INDIA
INDOCO PDPL ALLERGAN WYETH SYSTOPIC
GENIX MAYER
VITA BITIC
SIGMA
PHARMA
BLUE
CROSS
BOMBAY
TABLETS
TABLET INDIA
LYKA PHARMED UNIVERSAL
PHARMA
CACHET
PHARMA
COXWIN TATA MERIND
MEDLEY GERMAN
REMEDIES
ALBERT
DAVID
CHARAK
PHARMA
ELAN
PHARMA
WOCKHARDT
DABUR HELIOS
PHARMA
NEON A P
PHARMA
ASTHAMED TDPL
ELI
LILLY
J & J THEMIS WALTER
BUSHNEL
BAYER TWILIGHT
APEX FULFORD ARIHANT
PHARMA
BAXTER
PHARMA
ZANDU NIDHI
PHARMA
INTERPRETATION:
FROMTHEABOVERESULTSITISINFERREDTHATTOPTHREECOMPANIES
INTERMSOFREGULARITYINVISITINGCHEMISTSARE:
(1) CIPLA
(2) MANKIND(3) R ANBAXY
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18% OFTHECHEMISTSSAIDTHATMEDICALREPRESENTATIVESOF
CIPLAARETHEMOSTREGULAR.
9% OFTHECHEMISTSSAIDTHATMEDICALREPRESENTATIVESOF
MANKINDAREAMONGTHEMOSTREGULARLYVISITING
REPRESENTATIVES.
8% OFTHECHEMISTSSAIDTHATMEDICALREPRESENTATIVESOF
RANBAXYAREAMONGTHEMOSTREGULARLYVISITING
REPRESENTATIVES.
7% OFTHECHEMISTSSAIDTHATMEDICALREPRESENTATIVESOF FDC
AREAMONGTHEMOSTREGULARLYVISITINGREPRESENTATIVES.
6% OFTHECHEMISTSSAIDTHATMEDICALREPRESENTATIVESOF GSK
AREAMONGTHEMOSTREGULARLYVISITINGREPRESENTATIVES.
6% OFTHECHEMISTSDIDNOTGIVEANSWERTOTHISQUESTION.
ZONE WISE DISTRIBUTION
Responses for Each
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COMPANIES CM
(CENTRAL
MUMBAI)
ES
(EASTERN
SUBURBS)
NM
(NAVI
MUMBAI)
SM
(SOUTH
MUMBAI)
TH(THANE) WS(WESTER
N SUBURBS)
CIPLA (663) 87 55 51 36 34 400
MANKIND
(336)
44 36 16 26 18 200
RANBAXY
(291)
37 17 20 23 19 175
FDC (259) 32 31 14 7 8 167
GSK (220) 18 19 11 9 10 150
NICHOLAS
PIRAMAL
(119)
12 8 16 7 3 73
DRL (111) 14 10 9 7 9 62
LUPIN (108) 15 6 5 5 5 72
SUN
PHARMA
(103)
20 8 2 11 5 57
GLENMARK
(90)
15 2 9 3 3 58
CENTRAL MUMBAIDISTRIBUTION
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EASTERN SUBURBS:
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NAVI MUMBAI:
SOUTHERN MUMBAI:
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WESTERN SUBURBS:
QUESTION 2.
HOWMANYTIMESINAMONTH, DOTHESE
COMPANYREPRESENTATIVESVISITYOU?
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(N = 1220)
DUETOMULTIPLERESPONSES, TOTAL NO. OF RESPONSE = 3422
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S.NO. NAMEOFCOMPANIES NO. OFRESPONSES PERCENTAGE
(OUTOFTOTAL
RESPONSES)
AVERAGEVISITS (PER
MONTH)
1 CIPLA 663 18.11% 4.20
2 MANKIND 336 9.18% 4.36
3 RANBAXY 291 7.95% 4.19
4 FDC 259 7.08% 3.99
5 GSK 220 6.01% 3.86
6 NICHOLAS PIRAMAL 119 3.25% 5.05
7 DRL 111 3.03% 5.39
8 LUPIN 108 2.95% 4.31
9 SUN PHARMA 103 2.81% 4.74
10 GLENMARK 90 2.46% 3.58
11 PFIZER 63 1.72% 3.89
12 TORRENT 63 1.72% 3.70
13 ARISTO 59 1.61% 4.32
14 INTAS 58 1.58% 4.53
15 ZYDUS CADILLA 54 1.48% 3.80
16 MACLEODS 52 1.42% 4.37
17 ALKEM 48 1.31% 4.08
18 EMCURE 46 1.26% 4.93
19 NOVARTIS 36 0.98% 2.97
20 USV 31 0.85% 4.00
21 ALEMBIC 27 0.74% 5.22
22 IPCA 27 0.74% 4.44
23 MICRO LABS 26 0.71% 4.77
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24 UNICHEM 26 0.71% 4.42
25 OTHER COMPANIES 520 15.19% 3.18
OTHERCOMPANIES HAVING LOW(LESSTHAN 25) RESPONSES:
NUMBEROF COMPANIES LISTEDIN TABLE = 159
ELDER PHARMAGERMANREMEDIES
WALLACE ELANPHARMA BIOCHEMAERANPHARMA
ABBOTTPANACEABIOTECH
FOURRTSLABORATORIES
SERDIA HELIOS PHARMAARIHANTPHARMA
ASTRA ZENECA CENTAUR SWITZERA WOCKHARDT MEERIT ORGANICSBAXTERPHARMA
BIOLOGICALCHEMICALEVENS
GENBIRDMARTINANDHARRYS
PLETHICO VALTERPOSTER EVERGREEN
BIOLOGICAL ETHICAL GENETEX MENDOR PLUS PHARMA VISION PHARMAMANAVPHARMA
BRITISH BIOLOGICALS GERDERMA MIRIDONS PREMIER WARRENPHYTOPHARMA
CAMLIN LTD. GLADEOUS MITOCH PRESNES WELCOME TRUE LIGHTCHEMOSYN LTD. GROUP PHARMA NAVO PHARMA PROTON WOMENCARE ERIS PHARMA
CISTOVEC GUFIC NEPROD RAMAN PHARMA YASHPHARMA LEOLIFE
COLLINS INFLUX NESTLE RAPTAKOS ZANDU PARKDEVIS
DWD SIGMA PHARMA MERIDIAN SYSTOPICJOHNSON &JOHNSON
ASTROPHARMA
DYOTA NUMENDUS JAGAT NEW MED SANATH PHARMA ZEE LABS THEMIS
E MERCK JEEVANPRASH NIDHI PHARMA SERUM ZUVENTIS TWILIGHT
ELECON PHARMA KNOLL PHARMA NOMED SHERINGPLUORD FORTISAETASPHARMA
ENTODKOVINHEALTHCARE
OLYMPUS TALENT MARINDIAN BALL
FRANCO INDIA ZUVENTUS ALLERGAN IPCA ELI LILLY AMIL PHARMA
GENIX PHARMA HETERO PHARMA BLUECROSSMAESTROPHARMA
FULFORDANGLOFRENCH
INDOCO CFL WYETH AGIO NEON BAYER
LYKA AJANTA CACHET PHARMA MODI MUNDI GENO AP PHARMA
MAYERVITA BITICSEAST INDIAPHARMA
BOMBAY TABLET ALCOMEDWALTERBUSHNELL
BERJENZUVINTUS
MEDLEY INDICHEM CHARAKPHARMA MOLECULE H & H APEX
MEGHA HERBALS PDPL INGA SUNWAYS JENBURKT ASTHAMED
MERCKUNIVERSALPHARMA
SANDOZ TABLET INDIA KHANDELWAL ATORPHARMA
PHARMED INDIGO COXWIN BAIDYANATH ZYMEX BIOCON
SANOFI AVENTIS HIMALAYA WANVORY FIRST HORIZON DABUR
WIN MEDICARE ALFRED DAVID SHREYA TATA MERIND MAXO CHEM
ERAPHARMA LEKAR OZONE TDLP PLDL
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TABLE SHOWING THE NUMBER OF CALLS
NAMEOFTHE
COMPANY
0 TO
4
CALLS
%AGE
5 TO
8
CALLS
%AGE9 TO 12
CALLS%AGE
13 TO
16
CALLS
%AGE
MORE
THAN
16
CALLS
%AGETO
CA
CIPLA 509 77.47% 110 16.74% 21 3.20% 7 1.07% 10 1.52% 6
MANKIND 245 73.35% 74 22.16% 9 2.69% 3 0.90% 3 0.90% 3
RANBAXY 219 76.84% 49 17.19% 7 2.46% 5 1.75% 5 1.75% 2
FDC 206 81.10% 34 13.39% 8 3.15% 3 1.18% 3 1.18% 2
GSK 174 80.18% 29 13.36% 5 2.30% 3 1.38% 6 2.76% 2
NICHOLAS
PIRAMAL84 56.00% 52 34.67% 6 4.00% 5 3.33% 3 2.00% 1
DRL 73 66.97% 21 19.27% 7 6.42% 4 3.67% 4 3.67% 1
LUPIN 77 72.64% 23 21.70% 4 3.77% 1 0.94% 1 0.94% 1
SUN PHARMA 65 65.66% 28 28.28% 2 2.02% 3 3.03% 1 1.01% 9
GLENMARK 67 77.01% 18 20.69% 2 2.30% 0 0.00% 0 0.00% 8
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INTERPRETATION
CIPLA REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 77%
(509/657).
MANKIND REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 73%
(235/334).
RANBAXY REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 77%
(219/285).
FDC R
EPRESENTATIVES
GOT
MAXIMUM
RESPONSE
UNDER
0TO
4CALLS
81%(206/254).
GSK REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 80%
(174/217).
NICHOLAS PIRAMAL REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4
CALLS 56% (84/150).
DRL REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 67%
(73/109).
LUPIN REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 72%
(77/106).
SUN PHARMA REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS
65% (65/99).
GLENMARKREPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 77%
(67/87).
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Q-3
WHENCOMPANYREPRESENTATIVESVISITYOU
WHATDOTHEYDO?
N=1220
DUE TO MULTIPLE RESPONSES, TOTAL NO. OF RESPONSES =2047
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SR. NORESPONSES OF THE
RETAILERS
NUMBER
OF
RESPONSES
(N=2047)
PERCENTAGE
OF RESPONSES %
1.ENQUIREABOUTPRODUCT
MOVEMENT.700 34.2%
2.INFORMABOUTLAUNCHOF
NEWPRODUCT.
370 18.07%
3.ENQUIREABOUT DOCTOR'S
PRESCRIPTION.350 17.09%
4.GIVESINFORMATION
REGARDINGTHEPRODUCT.197 9.42%
5. ENQUIREABOUTPRODUCTAVAILABILITY.
105 5.12%
6. TELLNEWSCHEMES. 86 4.20%
7.ENQUIREABOUT
COMPETITOR'SPRODUCT.80 4%
8. TAKESORDER. 25 1.22%
9.HELPSINREMOVINGEXPIRED
PRODUCTSTOCKS.23 1.22%
10. OTHERS 51 2.46%
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CONDUCTS
SURVEYOFTHEIR
COMPANYSPRODUCT.
12 0.58%
ENQUIRE
REGARDINGNEW
DOCTORS.
11 0.53%
KEEPSEXTRA
STOCKS. 10 0.48%
ENQUIREABOUT
HOWEFFECTIVE
STOCKISTSARE.
10 0.48%
SOLVESPROBLEM. 4 0.20%
GIVES GIFTS. 4 0.20%
11.
UNSPECIFICRESPONSESLIKE
CHATS , LOOKSHEREAND
THERE , DOTIMEPASS ,BRIBES
AGAINSTTHECOMPETITORS
PRODUCT
.
30 1.5%
12. DIDNOTANSWER. 30 1.5%
TOTAL 2047 100%
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INTERPRETATIONS:
34% RETAILERSOUTOFTOTALRESPONSESSAIDTHATMEDICAL
REPRESENTATIVESENQUIREABOUTTHEIRCOMPANYSPRODUCT
MOVEMENT.
19% RETAILERSSAIDTHATMEDICALREPRESENTATIVESGIVE
INFORMATIONOFTHELAUNCHOFNEWPRODUCT.
17% RETAILERSSAIDTHATMEDICALREPRESENTATIVES
ENQUIREWHETHERDOCTORHASPRESCRIBEDTHEIRCOMPANYS
PRODUCTORNOT.
10% RETAILERSSAIDTHATAMEDICALREPRESENTATIVEGIVES
INFORMATIONREGARDINGTHEPRODUCT.
5% RETAILERSENQUIREABOUTTHEPRODUCTAVAILABILITY.
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QUESTION 4
WHICHCOMPANYSREPRESENTATIVESDONOTVISITYOUREGULARLY?
N = 1220
MULTIPLE RESPONSES=2623
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N=1220
TOP 20 IRREGULAR COMPANIES
SR.NO NAMEOF RESPONSE RESPONSE
(NO.)
RESPONSE
(%)
1 GSK 214 8.16%
2 CIPLA 151 5.76%
3 SUN PHARMA 95 3.62%
4 RANBAXY 94 3.58%
5 PFIZER 89 3.39%
6 TORRENT 89 3.39%
7 LUPIN 75 2.86%8 DRL 66 2.52%
9 ZYDUS CADILA 65 2.48%
10 GLENMARK 60 2.29%
11 NOVARTIS 56 2.13%
12 NICHOLAS PIRAMAL 50 1.91%
13 HIMALAYA 43 1.64%
14 ALEMBIC 42 1.60%
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15 INTAS 41 1.56%
16 FDC 40 1.52%
17 ALKEM 36 1.37%
18 SANOFI AVENTIS 34 1.30%
19 USV 33 1.26%
20 MICRO LABS 30 1.14%
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N=1220
ZONEWISE DISTRIBUTIONOF TOP 20 IRREGULAR COMPANIES
NAMEOF
COMPANIES
WS TH SM NM ES CM TOTAL
RESPONSES
(NO.)
RESPO
(%
GSK 11
5
12 14 16 20 37 214 8.1
%
CIPLA 87 13 9 10 13 18 151 5.7
%
SUN PHARMA 48 7 8 7 10 15 95 3.6
%
RANBAXY 56 4 4 6 12 12 94 3.5
%
PFIZER 52 10 2 7 11 7 89 3.3
%TORRENT 46 3 2 12 12 14 89 3.3
%
LUPIN 42 4 1 5 10 13 75 2.8
%
DRL 26 3 4 2 9 22 66 2.5
%
ZYDUS CADILA 41 5 0 1 4 14 65 2.4
%
GLENMARK 34 3 1 4 9 9 60 2.2
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%
NOVARTIS 36 4 0 3 5 8 56 2.1
%
NICHOLAS PIRAMAL 29 3 2 3 5 8 50 1.9%
HIMALAYA 27 0 5 2 2 7 43 1.6
%
ALEMBIC 26 1 4 2 4 5 42 1.6
%
INTAS 17 3 1 6 4 10 41 1.5
%
FDC 20 5 5 2 2 6 40 1.5
%
ALKEM 24 2 0 2 4 4 36 1.3
%SANOFI AVENTIS 21 2 3 2 3 3 34 1.3
%
USV 22 0 5 1 0 5 33 1.2
%
MICRO LABS 20 1 1 1 2 5 30 1.1
%
MANKIND 21 2 0 1 1 4 29 1.1
%
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OTHER RESPONSE
OTHER RESPONSES RESP
ONSE(RAN
GE)
RESPON
SE(%)
RESPONSESLIKE MICRO
LABS,IPCA,ABBOTT,EMCURE,FRANCO
INDIA,ARISTO,EMCURE,UNICHEMAND MERCK
30
TO
21
10%
RESPONSESLIKE EAST INDIAPHARMA,WOCKHARDT,INDOCO,GERMAN
REMEDIES,RAPTAKOS, MAYER VITA BITICS,ASTRA
ZENECA,SHREYA,ELDER,DWD,LYKAAND MEGHA
HERBAL
20TO
11
7.25%
RESPONSESLIKEGENO,JOHNSON &
JOHNSON,KHANDELWAL,SERDIA,THEMIS,CFL,CENT
AUR,BAYER,UNIVERSAL,AJANTA,ELANPHARMA,APEX,TABLET INDIA,WYETH,ZUVENTUS
AND PDPL.
10
TO 7
5.41
%
RESPONSESLIKE
BIOCHEM,BICON,BLUECROSS,CONCEPT
PHARMA,FOURRTS,FULFORD,GROUP PHARMA,INDO
CHEM,MODI MUNDI,RPG LIFE
SCIENCES,AGLOMED,ALBERT DAVID,CACHET
PHARMA,CHARAKPHARMA,GALDERMA,H&H,INGA
PHARMA,PANACEA BIOTECH,WIN MEDICARE,B.E
BIOLOGICAL,CIBA NOVA,ELI LILLY,GEN-X,INDIGO,J
B CHEMICAL,JENBURKT,MAESTRO
6 TO
4
6.25
%
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PHARMA,MYTOK,NOVA NORDISK,NULIFE,RELIENCE
LIFE SCIENCES,SOLVAY,TATA MERIND,UNIQUE
PHARMA
RESPONSESLIKE CAMLIN
PHARMA,DABUR,DEY'S,GUFIC,HELIOS,JAGAT,KIRTI,
OZONE,PARKDAVIS,PHARMA
PLUS,PHARMED,SANDOZ,SERUM,TTK,VED
PHARMA,WANBAURY,WARREN,AMIL,AYUR,BOMBAY
PHARMA,BOOTS,EMERCK,IND-SWIFTETC.
3 TO
2
3.74
%
OTHER COMPANIES 3.20
%
DNA 199 7.60
%
NO COMPANY 53 2.02
%
ALLCOMEREGULARLY, MANYCOMPANIESCOME 35 1.30
%
RESPONSESLIKE OUTOFSIGHTOUTOFMIND, WE
ARENOTBOTHERED, IFTERRITORYISVACANT, IF
SALEISNOTGOODANDDONOTHAVEGOODSALE.
6 0.23
%
GENERIC, LOCALAND NEWCOMPANIES 5 0.19%
INTERPRETATION:-
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8.16% (214) CHEMISTSSAIDTHAT MEDICAL
REPRESENTATIVEOF GSKDONOTVISITREGULARLY.
5.76% (151) CHEMISTSSAIDTHAT MEDICAL
REPRESENTATIVEOF CIPLADONOTVISITREGULARLY.54% (1403) CHEMISTS RESPONSESFORIRREGULAR
VISITSOF MEDICAL REPRESENTATIVEAREFORJUST 20
COMPANIESOUTOF 215 COMPANIESINTOTALSAMPLE
SIZE.
7.16% (199) CHEMISTSDONOTANSWERTOTHISQUESTION.
2.20% (53) CHEMISTSSAIDTHATNOCOMPANYS
MEDICAL REPRESENTATIVEVISITSTOTHEMREGULARLY.
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Q.5
WHICHCOMPANYSREPRESENTATIVESDONOT
VISITATALL?
N=1220
DUE TO MULTIPLE RESPONSES, TOTAL
RESPONSES=2341
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COMPANIES HAVINGLARGERESPONSES:
SR.NO NAME OF THE
COMPANIES HAVINGLARGE RESPONSES
NUMBER
OF RESPONSES
PERCENTAGE
OF RESPONSES
1. GSK 146 6.2%
2. PFIZER 104 4.4%
3. CIPLA 97 4.1%
4. TORRENT PHARMA 80 3.4%
5. SUN PHARMA 71 3.0%
6. SANOFI AVENTIS 55 2.5%
7. RANBAXY 49 2.1%
8. UNICHEM 42 1.8%
9. GLENMARK 41 1.8%
10. NOVARTIS 40 1.7%
11. DRL 37 1.6%
12. LUPIN 35 1.5%
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COMPANIES HAVING LESS RESPONSES:
SR.
NO.
NAMESOF COMPANIESHAVING
LESS RESPONSES
RANGEOF
THE
RESPONSE
TOTAL NO.
OF
RESPONSES
% OF
RESPONSE
1 HIMALAYA, INTAS, NICHOLAS
PIRAMAL, IPCA
30 TO 35 153 6.5%
2 ASTRA ZENECA, ARISTO, CADILA,
ALKEM, ALEMBIC, MERCK,
SYSTOPIC, ABBOTT
20 TO 30 285 12.17%
3 FDC, THEMIS, EMCURE, BAYER,
ELDER, J&J, MANKIND, GENO,
CENTAUR, RAPTAKOS
10 TO 20 317 13.5%
4 AJANTA PHARMA, MODI MUNDI,
CONCEPT, IGNA, SANDOZ,
SOLVAY, CAMLIN, DABUR
LESSTHAN
10
342 14.6%
5 AMRUTANJAN, DALES, MEGA,
EVERCURE, VION, ERA, MARK,
CERTIA, COSME, ERA PHARMA
ONLY ONE
RESPONSE
62 2.6%
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NUMBEROFTHECHEMISTSWHOSAIDTHAT ALL COMPANIES VISIT THEM
ARE: 58
NUMBERSOFTHECHEMISTSWHODIDNTREPLY(DNA):327
COMPANY NO. OF RESPONSES FOR RESPECTIVE ZONE
CM
ZONE
ES
ZONE
SM
ZONE
TH
ZONE
WS
ZONE
NM
ZONE
GSK 20 15 13 8 71 19
PFIZER 26 13 3 2 57 3
ZONE NO. OF RESPONSES
CM 410
ES 224
NM 158
SM 124
TH 151
WS 1274
TOTAL 2341
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CIPLA 14 8 6 4 61 4
TORRENT
PHARMA
17 6 4 10 34 9
SUNPHARMA
8 10 3 3 38 9
SANOFI
AVENTIS
9 5 4 1 32 4
RANBAXY 9 5 3 2 24 6
UNICHEM 1 7 0 0 34 0
GLENMAR
K
5 7 1 1 25 2
NOVARTIS 7 5 2 2 24 0
DRL 3 5 2 2 23 2
LUPIN 8 6 2 2 16 1
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INTERPRETATION:
6.2% CHEMISTSSAIDTHAT MEDICALREPRESENTATIVESOF GSKDONOTVISITAT
ALL.
4.4% CHEMISTSSAIDTHATMEDICALREPRESENTATIVESOF PFIZERDONOTVISITAT
ALL. 4.1% CHEMISTSSAIDTHATMEDICALREPRESENTATIVESOF CIPLADONOTVISITATALL
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Q-6
WHATDOYOULIKEABOUTTHESECOMPANYS
REPRESENTATIVES?
N=1220
DUE TO MULTIPLE RESPONSES, TOTAL RESPONSES =
1748
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S.N
O.
RESPONSES TOTAL
RESPONSES
PERCENTAGE
OF
RESPONSES
(%)1 GIVEINFORMATIONABOUTTHEIR
PRODUCTSANDNEWLAUNCHES
418 24
2 DONOTLIKEANYTHING 307 18
3 DNA 205 12
4 REGULARITY 185 11
5 GIVEINFORMATIONABOUTTHEIR
SCHEMES
111 6
6 GIVEGIFTANDFREESAMPLES 99 6
7 FACILITATESALES 85 5
8 GOODCOMMUNICATIONSKILLS 83 5
9 APPROACH 64 4
10 BEHAVIOUR 46 3
11 AVAILABILITYOFPRODUCTS 35 2
12 ENQUIRYABOUTTHEIR
PRODUCTS
25 1
13 HELPINREMOVING EXPIRED
PRODUCTSTOCKS
20 1
14 GOOD SERVICE 17 1
15 DRESSINGSENSE 13 1
16 HARD-WORKING 13 1
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INTERPRETATION:
24% RETAILERS OUT OF TOTAL RESPONSES SAID THAT THEY
LIKE THAT THE MEDICAL REPRESENTATIVES GIVE INFORMATION
ABOUTTHEIRPRODUCTSANDNEWLAUNCHES.
18% RETAILERS SAID THAT THEY DID NOT LIKE ANYTHING
ABOUTTHEMEDICALREPRESENTATIVES.
12% RETAILERSDIDNOTANSWER.
11% RETAILERS APPRECIATED THE MEDICAL REPRESENTATIVES
REGULARITY
6% RETAILERS SAID THAT THEY LIKE WHEN THE MEDICAL
REPRESENTATIVESGIVEINFORMATIONABOUTSCHEMES.
6%RETAILERS
SAID
THAT
THEY
LIKE
WHEN
THE
MEDICAL
REPRESENTATIVESGIVEGIFTSANDFREESAMPLES.
5% RETAILERS LIKED THAT MEDICAL REPRESENTATIVES
FACILITATEDTHEIRSALES.
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5% RETAILERS APPRECIATED THE COMMUNICATION SKILLS OF
THEMEDICALREPRESENTATIVES.
4% RETAILERS LIKED THE APPROACH OF THE MEDICAL
REPRESENTATIVES.
3% RETAILERS APPRECIATED THE BEHAVIOR OF THE MEDICAL
REPRESENTATIVES.
2% RETAILERS LIKED THAT THE MEDICAL REPRESENTATIVES
CHECKEDTHEAVAILABILITYOFPRODUCTS.
1% RETAILERS LIKED THAT THE MEDICAL REPRESENTATIVES
ENQUIREDABOUTTHEIRPRODUCTS. 1% RETAILERS APPRECIATED THE MEDICAL REPRESENTATIVES
SERVICES.
1% RETAILERS LIKED THAT THE MEDICAL REPRESENTATIVES
HELPEDINCLEARINGTHEEXPIREDPRODUCTSTOCKS.
1% RETAILERS APPRECIATED THE MEDICAL REPRESENTATIVES
DRESSINGSENSE.
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1% RETAILERS LIKED THAT THE HARD-WORKINGNATURE OF
MEDICALREPRESENTATIVES.
1% RETAILERS APPRECIATED THE PRESENTATION SKILLS OF
MEDICALREPRESENTATIVES.
0.5% RETAILERS LIKED THAT THE CO OPERATIVENATURE OF
MEDICALREPRESENTATIVES.
0.2% RETAILERS GAVE OTHER ANSWERS LIKE MEDICAL
REPRESENTATIVES FROM GUJARAT, MAHARASHTRA, ORISSA
AREPREFERRED, ANDTHATTHEYWOULDLIKELADIESMEDICAL
REPRESENTATIVES AND THAT THE MEDICAL REPRESENTATIVES
SPOILEDTHEMARKETBYSUPPLYINGDIRECTLYTO DOCTORS.
Q7
WHICHSTOCKISTSVISITYOUMOSTREGULARLY?
TOTAL RESPONDENTS: 1220
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DUE TO MULTIPLE RESPONSES, TOTAL RESPONSES:
3550
TOTAL STOCKISTS IDENTIFIED: 257
SERIAL NO. NAMEOF STOCKIST NO. OF
RESPONSES
PERCENTAGEOF RESPONSES
1 MEHER 251 7%
2 VIJAY PHARMA 178 5%
3 AMRITLAL & BROTHERS 128 4%
4 P D DOSI 128 4%
5 S K PHARMA 106 3%
6 WELCOME AGENCY 97 3%
7 PARIKH PHARMA 90 3%
8 CHIMANLAL 83 2%
9 MANGAL DISTRIBUTORS 76 2%
10 JHALARAM DISTRIBUTORS 74 2%
11 PRABHAT 74 2%
12 KISHORE DISTRIBUTOR 68 2%
13KUMAR BROTHERS 66 2%
14 EASTERN PHARMA 62 2%
15 SAHIB SINGH 57 2%
16 SHWETA 57 2%
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17 S M C 54 2%
18 DOSHI BROTHERS 53 1%
19 MAKVIS DISTRIBUTORS 52 1%
20 ATOR DISTRIBUTOR 50 1%
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SERIAL
NO.
NAMEOF STOCKIST NO. OF
RESPONSES
PERCENTAGEOF
RESPONSES
21 HEMANT DISTRIBUTORS 50 1.41%
22 GENERAL DRUG 50 1.41%
23 K K PHARMA 47 1.32%
24 GANESH AGENCY 46 1.30%
25 DEEP PHARMA 44 1.24%
26 CRYSTAL 42 1.18%
27 SION SAVLA 42 1.18%
28 SUGDHA 41 1.15%
29 MAHADEV AGENCY 38 1.07%
30 SIDDHARTH 38 1.07%
31 SHREE ARIHANT 37 1.04%
32 WEST COAST 35 0.99%
33 SUBURBAN DISTRIBUTORS 34 0.96%
34 LAKSHMI DISTRIBUTORS 33 0.93%
35 KAMAL 32 0.90%
36 KISHORE ENTERPRISE 27 0.76%
37 RAHUL DISTRIBUTORS 26 0.73%
38 JAY VIJAY 25 0.70%
39 R K 25 0.70%
40 RATHOD 24 0.68%
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41 NAIK 23 0.65%
42 PHARMA ASIA 23 0.65%
43 P V PHARMA 22 0.62%
44 JYOTI 21 0.59%
45 SAFE LIFE DISTRIBUTORS 21 0.59%
46 S P SHAH 20 0.56%
47 ARPIT PHARMA 19 0.54%
48 MANOHAR MEDICAL 18 0.51%
49 SUNDARLAL 18 0.51%
50 ARIHANT DISTRIBUTORS 17 0.48%
INTERPRETATION:
TOTALOF 238 STOCKISTSAREIDENTIFIEDFROMTHE
3550 RESPONSES.7% OFTHERESPONSESWEREFOR MEHER
DISTRIBUTORS.
5% OFTHERESPONSESWEREFOR VIJAY PHARMA.
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ZONE WISE DISTRIBUTION OF TOP 20 STOCKISTS (ACCORDING TO CHEMIST RESPON
CM ES NM SM WS TH TOTAL NO. OF
RESPONSES
MEHER DISTRIBUTORS 73 12 0 27 123 16
VIJAY PHARMA 2 0 0 0 176 0
AMRITLAL AND BROTHERS 0 0 0 0 128 0
P D DOSI 4 0 0 12 112 0
S K PHARMA 16 35 0 1 54 0
WELCOME AGENCY 49 10 16 3 19 0
PARIKH PHARMA 2 0 2 0 86 0
CHIMANLAL 10 2 0 0 66 5
MANGAL DISTRIBUTORS 7 1 47 3 18 0
JHALARAM DISTRIBUTORS 19 46 6 0 3 0
PRABHAT 4 0 0 2 68 0
KISHORE DISTRIBUTORS 45 3 0 3 17 0
KUMAR BROTHERS 35 7 0 4 20 0
EASTERN PHARMA 2 2 0 0 58 0
SAHIB SINGH 5 0 0 15 37 0
SHWETA 0 0 0 0 21 36
S M C 1 0 0 0 53 0
DOSHI BROTHERS 25 4 0 19 5 0
MAKVIS DISTRIBUTORS 0 0 52 0 0 0
ATOR DISTRIBUTORS 0 0 0 1 49 0
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TOP 10 STOCKIST, AS PER CHEMIST
RESPONSES, IN CM ZONE
NAME OF STOCKIST TOTAL NO. RESPONSES
MEHER DISTRIBUTORS 73
WELCOME AGENCY 49
KISHORE DISTRIBUTORS 45
KUMAR BROTHERS 35
DOSHI BROTHERS 25
SHREE ARIHANT 21
RAHUL DISTRIBUTORS 20
CRYSTAL 19
JALARAM DISTRIBUTORS 19
SUBHDHA 18
TOP 10 STOCKIST, AS PER CHEMISTRESPONSES, IN ES ZONE
NAME OF STOCKIST NO. OF RESPONSES
JALARAM DISTRIBUTORS 46
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S K PHARMA 35
SHAH AND SAVLA 29
LAKSHMI AGENCY 22
SUBURBAN DISTRIBUTORS 15
P. VISHRAM DISTRIBUTORS 13
SAFELIFE PHARMACEUTICALS 12
MEHER DISTRIBUTORS 11
WELCOME DISTRIBUTORS 10
SANTOSH DISTRIBUTORS 7
TOP 10 STOCKIST, AS PER CHEMIST
RESPONSES, IN NM ZONE
NAME OF STOCKIST NO. OF RESPONSES
MAKVIS DISTRIBUTORS 52
MANGAL DISTRIBUTORS 47
GANESH AGENCY 46
MAHADEV AGENCY 37
MANOHAR AGENCY 18
WELCOME DISTRIBUTORS 16
RAJ KAMAL ENTERPRISES 9
JALARAM DISTRIBUTORS 6
NIKITA AGENCY 5
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RUSHAB DISTRIBUTORS 4
TOP 10 STOCKIST, AS PER CHEMIST
RESPONSES, IN SM ZONE
NAME OF STOCKIST NO. OF RESPONSES
MEHER DISTRIBUTORS 27
GENERAL DRUG DISTRIBUTOR 25
DOSHI BROTHERS 19
DOSHI BROTHERS 17
SAHIB SINGH 15
P D DOSI 12
CRYSTAL 11
KUMARBROTHERS 4
RAJ PHARMA 4KAILASKPHARMA 3
TOP 10 STOCKIST, AS PER CHEMIST
RESPONSES, IN WS ZONE
NAME OF STOCKIST NO. OF RESPONSES
MEHER DISTRIBUTORS 123
VIJAY PHARMA 176
AMRITLAL AND BROTHERS 128
P D DOSI 112
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PARIKH PHARMA 86
PRABHAT 68
CHIMANLAL 66
EASTERN PHARMA 58
S K PHARMA 54
S M C 53
TOP 10 STOCKIST, AS PER CHEMIST
RESPONSES, IN TH ZONENAME OF STOCKIST NO. OF RESPONSES
SHWETA 36
KAMAL 32
R K PHARMA 20
NAIK 19
SIDDHARTH 19
K K PHARMA 18
PHARMA DESAI AGENCY 18
MEHER DISTRIBUTORS 16
ARPIT PHARMA 13
AMI PHARMA 12
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INTERPRETATION:-
MEHER DISTRIBUTORS ISAMONGSTTHETOP 10STOCKISTS, ASPERCHEMISTRESPONSES, INALLTHEZONES
EXCEPTTHE NM ZONE.
ZONEWISE, THESTOCKISTSWITHMAXIMUMNO. OF
RESPONSESARE:
CM- MEHER DISTRIBUTORS
ES - JALARAM DISTRIBUTORS
NM- MAKVIS DISTRIBUTORS
SM- MEHER DISTRIBUTORS
WS- MEHER DISTRIBUTORS
TH - SHWETA
MAXIMUM NO. OF CHEMIST RESPONSES
WEREFROM WS ZONE (1818).
LOWEST NO. OF CHEMIST RESPONSES WERE
FROM SM ZONE (178)
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Q8.HOWOFTEN
DOTHESE
STOCKISTSVISITYOU?
(N = 1220)
(DUETOMULTIPLERESPONSES,TOTAL RESPONSES =
3550)
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VISIT WISE SAMPLE DISTRIBUTION
SR.
NO.
DISTRIBUTOR NAME VISIT PER
WEEK
NO. OF
RESPONSES
1 PARIKH PHARMA 4.0 - 5.0 90
2 MAKVIS DISTRIBUTORS 4.0 - 5.0 52
3 DOSHI BROTHERS 4.0 - 5.0 53
4 MAHADEV AGENCY 4.0 - 5.0 38
5 MANGAL DISTRIBUTORS 4.0 - 5.0 75
6 LAKSHMI DISTRIBUTORS 4.0 - 5.0 33
7 S P SHAH 4.0 - 5.0 20
8 MANOHAR MEDICAL 4.0 - 5.0 18
9 KAMAL 4.0 - 5.0 32
10 P V PHARMA 4.0 - 5.0 22
11 CRYSTAL 4.0 - 5.0 42
12 GANESH AGENCY 4.0 - 5.0 46
13 DEEP PHARMA 4.0 - 5.0 44
14 SUGDHA 2.0 - 3.0 41
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15 CHIMANLAL 2.0 - 3.0 83
16 RAHUL DISTRIBUTORS 2.0 - 3.0 26
17 PRABHAT 2.0 - 3.0 74
18 NAIK 2.0 - 3.0 23
19 SAHIB SINGH 2.0 - 3.0 57
20 EASTERN PHARMA 2.0 - 3.0 62
21 S K PHARMA 2.0 - 3.0 106
22 GENERAL DRUG 2.0 - 3.0 50
23 SUNDARLAL 2.0 - 3.0 18
24 KISHORE DISTRIBUTOR 2.0 - 3.0 68
25 SUBURBAN DISTRIBUTORS 2.0 - 3.0 34
26 PHARMA ASIA 2.0 - 3.0 23
27 K K PHARMA 2.0 - 3.0 47
28 AMRITLAL & BROTHERS 2.0 - 3.0 128
29 WELCOME AGENCY 2.0 - 3.0 97
30 VIJAY PHARMA 2.0 - 3.0 178
31 P D DOSI 2.0 - 3.0 128
32 S M C 2.0 - 3.0 54
33 SHREE ARIHANT 2.0 - 3.0 37
34 RATHOD 2.0 - 3.0 24
35 ATOR DISTRIBUTOR 2.0 - 3.0 50
36 JYOTI 2.0 - 3.0 21
37 KISHORE ENTERPRISE 2.0 - 3.0 27
38 KUMAR BROTHERS 2.0 - 3.0 66
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39 MEHER 2.0 - 3.0 251
40 SAFE LIFE DISTRIBUTORS 2.0 - 3.0 21
41 JALARAM DISTRIBUTORS 2.0 - 3.0 74
42 SHAH & SAVLA 2.0 - 3.0 42
43 SHWETA 2.0 - 3.0 57
44 JAY VIJAY 2.0 - 3.0 25
45 R K 2.0 - 3.0 25
46 ARIHANT DISTRIBUTORS 2.0 - 3.0 17
47 HEMANT DISTRIBUTORS 2.0 - 3.0 50
48 SIDDHARTH 2.0 - 3.0 38
49 WEST COAST 2.0 - 3.0 35
50 ARPIT PHARMA 0.0 - 1.0 19
51 DNA 0.0 - 1.0 10
52 OTHERS - 2.0 - 3.0 796
THEREWERENUMBEROF OTHER
STOCKISTS (187) LIKE ANDAAGENCY, ARYAN ENTERPRISE,
ASHOK DISTRIBUTORS, ABRIDGE
BROTHERS, ACTIVE, AJAY
PHARMA, AKANKSHA PHARMA,
NAYAK, KHUSHI, ETC. FORWHOM
NUMBEROFRESPONSESWERELESS
(LESSTHAN 17).
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INTERPRETATION:-STOCKISTSVISITINGTHECHEMISTSMOSTREGULARLYINA
WEEKARE :- MAKVIS DISTRIBUTORS
PARIKH PHARMA
DOSHI BROTHERS
MAHADEV AGENCY
MANGAL DISTRIBUTORS LAKSHMI DISTRIBUTORS
S P SHAH
MANOHAR MEDICAL
KAMAL
P V PHARMA
DEEP PHARMA
GANESH AGENCY
CRYSTAL
INGENERAL, MOSTOFTHESTOCKISTSVISITTHECHEMIST
2-3 DAYSINAWEEK.
DESPITETHEFACTTHATTHESTOCKIST MEHER HAS
BEENTHEMOSTCOMMONRESPONSE, ITS VISITSPERWEEKISONLY 2-3 DAYS.
10 CHEMISTS, OFTHETOTALSURVEYED, HADNOTGIVEN
ANYRESPONSETOTHEQUESTION.
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Q.9
WHENSHOULDAREPRESENTATIVE
VISIT YOU? WHATISYOUR
PREFERREDTIME?
(N=1220)
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(DUE TO MULTIPLE RESPONSES, TOTAL
NO.OF RESPONSES=1247)
PREFERRED
TIMEOFVISIT
NO. OF
RESPONDENT
S
PERCENTAGE
OF
RESPONDENTS
2PM TO
6PM
653 52%
10AM TO
2PM
235 19%
ANYTIME 156 13%
AFTER
6PM
107 9%
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BEFORE
10AM
81 6%
OTHERS 15 1%
INTERPRETATION:
1.653 OUTOF 1221 RESPONDENTS (52%) SAIDTHATTHEYPREFERVISITINGTHE MEDICAL REPRESENTATIVESINTHE
AFTERNOONBETWEEN 2PMTO 6PM.
2.235 RESPONDENTS(19%) SAIDTHATTHEYPREFERVISITING
THE MEDICAL REPRESENTATIVESBETWEEN 10AMTO 2PM
3.157 RESPONDENTS(13%) SAIDTHATTHEYPREFERVISITING
THE MEDICAL REPRESENTATIVESANYTIMEI.ENOTIMEPREFERENCE.
4.107 RESPONDENTS(9%) SAIDTHATTHEYPREFERVISITINGTHE
MEDICAL REPRESENTATIVESAFTER 6 INTHEEVENING.
5.81 RESPONDENTS(6%) SAIDTHATTHEYPREFERVISITINGTHE
MEDICAL REPRESENTATIVESBEFORE 10AM.
6.OTHERCOMMENTSINCLUDE MEDICAL REPRESENTATIVES
SHOULDVISITONCEINAWEEK, SHOULDPROVIDEINFORMATION
ONPHONEANDSHOULDNOTVISITWHICHCONSTITUTES 15 OF
THETOTALRESPONDENTS(1%).
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