SUMMER TRAINING PROJECT REPORT ON A STUDY ON THE COMPARATIVE SALES OF INDCHEMIE PRODUCT IN GUWAHATI FOR THE PARTIAL FULFILMENT

OF THE REQUIREMENT FOR THE AWARD OF MASTERS IN BUSINESS ADMINISTRATION

UNDER THE SUPERVISION OF: Mr. D.K. Singh (Z.S.M)

SUBMITTED BY LALNUNSANGA & V.L.MUANCHHANA MBA 2009-11

DEPARTMENT OF MANAGEMENT MIZORAM UNIVERSITY TANHRIL, AIZAWL

ACKNOWLEDGEMENT It gives me immense pleasure to thank the whole Indchemie Family and all those people who have directly or indirectly helped me in successful completion of my 6 weeks training in Sales & Marketing Department, which will be of great help to my career and working in the company. I sincerely thank my project guide, Mr D.K Singh(Z.S.M), for his excelent guidance, help and motivation. Apart from the subject of my project, I learnt a lot from him, which I am sure will be useful in different stages of my life. I would also like to express my heartfelt thanks to Prof. A.K. Mishra, (The Head, Department of Management, Mizoram University) for allowing me to go for the industrial training. I would also like to thank Dr. L.S. Sharma (Reader, Department of Management, Mizoram University) for his support, motivation and encouragement that lead me to complete my training successfully. Last but not the least, my special thanks go to my faculty guide, Mrs Lalropuii(Assistant Professor, Mizoram University) for her support and advice for my training.

PREFACE The internship Program in MBA is very beneficial to have practical exposure of how things really operate in market. Being a student who wants to make a mark in marketing field, the best place to gain practical understanding of marketing is to do internship in the marketing department of Pharmaceutical Industry which can be regarded as one of the most dynamic industry in India. I completed the internship with Indchemie Health Specialities Pvt Ltd. which is recognised as the fastest growing pharmaceutical Company in India. I am proud to work as an internee with Indchemie Company and this experience will surely help me in my future assignments as a marketing professional. The absolute guidance and concern of higher management, perfect working environment with immense cooperation of the staff of all departments especially the marketing department facilitated in making my internship a wonderful learning experience in all aspects. Internship duration offered to me was six weeks was based on marketing projects. Through these projects, I was able to get direct interaction with different Chemists all over guwahati city and some leading Doctors which is also very beneficial for gaining Communication skills.

INTRODUCTION OF THE ORGANISATION Indchemie Health Specialities Pvt. Ltd has been in the ethical pharma business for more than two decades now, with leadership in few of the segments. It has a strong back up of inhouse manufacturing facility & has four Pharmaceuticals Manufacturing Units (Two at Daman, 3rd at Baddi, Himachal Pradesh & 4th at Sikkim) in India. All four units are approved by WHO based on Current GMP Guidelines. Out of four units, one of the manufacturing units is totally dedicated to Soft Gelatin Capsules Formulation. In March 2006 it was audited & in June 2006 the same has been approved by TGA, Australia. The next level of Achievement would be USFDA & MHRA, UK approvals and the technical team has geared up for these prestigious inspections. This accreditation directly talks of the quality par excellence imbibed in every brand of Indchemie. The Beta-Lactam unit is having several commendable approvals from African Regulatory agencies like Ethiopia, Kenya and Malawi. The technical team at Beta-Lactam facility is now gearing up for other prestigious approvals like MCC South Africa and MHRA UK. These approvals will further boost the confidence in our products, who today have high clinical success. Our comprehensive range of products covers wide therapeutic segments wherein a large number of products are technologically backed up with Bioequivalence studies at par with brand leaders in the segment. In ever evolving environs of healthcare industry, keeping pace with the time is a tough task. It requires consistent & qualitative research for which Team Indchemie is always in the forefront . At Indchemie, we are committed to research & development with a vision to create path breaking health solutions, both in chronic as well as acute segments. In an integral approach to healthcare that fuses traditional wisdom with technological sophistication has made us what we are today, leading to become Pioneers in the Indian Pharma Industry.

CORPORATE INFORMATION: Name of the Organisation: Inchemie Health Specialities Pvt. Ltd. Nature of The Business: Manufacturer and Marketer Products: Pharmaceuticals Major Markets: India, South East Asia and Africa. Managing Director: M.K Singh

CAREER Indchemie Health Specialities Pvt. Ltd is an emerging, research-based global pharmaceutical company with a diverse combination of skills, resources, and capabilities that provide a platform, apt to perform effectively in today's rapidly changing healthcare environment. The phenomenal business growth seen by Indchemie in the last few years has been fuelled by the people we have, by the free and nurturing work environment we provide and by the support given through clear & transparent people-processes. At the same time, there is a long way ahead with challenges for professionals in diverse functions. The organization is making a mark for itself across geographies and functional areas at a rapid pace. Indchemie has always firmly believed that its strength lies within the talent it attracts and retains. Whether it is through robust Performance Management systems, Formal Learning and Development processes or Career Planning Processes, the attempt is always to develop individuals who can build an aggressive, growth oriented environment. If as a professional you feel the urge to face challenges head on and to be empowered to drive business, you are invited to be a part of our family. You'd be working for a company that's making a difference in the manner and rate at which business is carried out; making a difference through innovations in both the supply side and demand side processes; making a difference in scientific Endeavour - ultimately making a difference in the lives of its people and society around the globe.

AIM AND ESTABLISHMENT OF THE COMPANY MOTTO : To Maintain World Class Quality Standards and Delivering Innovative Products POSITION/ STAGES OF THE LIFE CYCLE

Stage

Characteristics

1. costs are very high 2. slow sales volumes to start 1. Market introduction stage 3. little or no competition 4. demand has to be created 5. customers have to be prompted to try the product 6. makes no money at this stage 1. costs reduced due to economies of scale 2. sales volume increases significantly 2. Growth stage 3. profitability begins to rise 4. public awareness increases 5. competition begins to increase with a few new players in establishing market 6. increased competition leads to price decreases 1. costs are lowered as a result of production volumes increasing and experience curve effects 2. sales volume peaks and market saturation is reached 3. Maturity stage 3. increase in competitors entering the market 4. prices tend to drop due to the proliferation of competing products 5. brand differentiation and feature diversification is emphasized to maintain or increase market share 6. Industrial profits go down 4. Saturation and decline stage 1. costs become counter-optimal

2. sales volume decline 3. prices, profitability diminish 4. profit becomes more a challenge of production/distribution efficiency than increased sales

The Company was in tha position of growth stage as the product has spent considerably moderate time into the market where customers / consumers get familiar to the product and start buying the product and the product is now into the market it becomes more strengthened and faces more intense competition. TYPES OF PRODUCTS 1. Antibiotics

Antibiotics

2. Haematinics

Haematinics

3. Gastro- intestinal

Gastro-Intestinal

4. Nutraceauticals

Nutraceuticals

5.Vitamins & Minerals

Vitamins & Minerals

6. Anti Osteoporotic

Anti-Osteoporotic

7. Anti- Fungal

Anti-Fungal

8. Infertility

Infertility

9. NSAIDs

NSAIDs

10. Caugh syrup

Cough Syrup

11. Others

TURNOVER OF THE COMPANY : The company have Rs.300 crores turnover per month all over India and in North East the company turnover is Rs. 1 crore per month.

RESEARCH AND DEVELOPMENT OF THE COMPANY Indchemie has strong support and focus on R&D which substantially scaled up on its investments to build its capabilities in all the areas of generic research as a short to medium term strategy. Generic drug development encompasses both small and large molecules. Indchemie strongly believes that there are attractive opportunities in the highly competitive global generic space. Indchemie believes in strategic alliance for R&D and offers its R&D and scale-up facilities to major players for development activities in the Indian Pharma Industry.

The business focus is backed with the building up of captive manufacturing operations and of complying with the regulatory standards of the advanced markets. Indchemie's generic drug development meets the speed and quality attributes, as all the elements of research have been conducted within the same campus, situated at Taloja, Navi Mumbai. Indchemie committed a substantial amount of its resources to the development of Novel Drug Delivery Systems and this shall be the key element in providing momentum to consolidate its objective of value addition Indchemie is also collaborating with several Indian companies for their development of difficultto-make products and the development of other unique technologies. Indchemie is progressing with leaps and bounds in the Nutraceutical segment of healthcare and wellness. Nutraceutical R&D efforts are mainly directed towards providing vitamins and nutritional products for the better management of health in the todays busy life. Commendable success has been achieved in this area of research and development.

INDCHEMIE HEALTH SPECIALITITIES PVT. LTD IN GUWAHATI Overview : Indchemie Health Specialities Pvt. Ltd is one of the fastest and most prominent pharma company in the North- East. The main aim of the company is to increase the market share and sell as much as their products in the north east and dominate the market in the north east. Most of the product have gained popularity in the north- east, especialy the brand name like cheri has established itself as the most accredited brand of the north-east and is the number one brand in the north- east.Indchemie Health Specialities have six branches in India among which Guwahati is also one of the branches for the North eastern part of India.

PLANT: The Indchemie Health Specialitist Pvt. Ltd has three plant in the whole of India. In north east it is situated in Sikkim and the other two were in Himachal Pradesh.

Primary dosage form : Tablets and Capsules

Primary dosage form : Soft Gelatin Capsules

Primary dosage form : Oral liquids, Beta block (Tablets, Capsules, Dry syrup) General Capsules & Ointments
Baddi INDCHEMIE HEALTH SPECIALITIES PVT. LTD. Village-Thana, Near Baddi, Tehsil-Nalagarh Dist. Solan, Himachal Pradesh-173 205.

Primary dosage form : Tablets, General Capsules

ACCREDITATION: UNIT 1 DAMAN Accredited by World Health Organization-Goods Manufacturing Practices on September 2007. UNIT 2 DAMAN Accredited by World Health Organization-Goods Manufacturing Practices on October 2006 and by Therapeutic Goods Administration(TGA), Australia on June 2006. UNIT 3 BADDI Accredited by Health & Family Welfare Department, Himachal Pradesh on August 2009 UNIT 4 SIKKIM Accredited by World Health Organization-Goods Manufacturing Practices on October 2008

CONTRACT MANUFACTURING: They are introducing Indchemie Health Specialities.Pvt.Ltd., as a professionally managed pharmaceutical company having business alliances with reputed Pharmaceuticals companies. They are offering contract-manufacturing services to manufacture quality products as per cGMP guidelines for India and overseas. They have four manufacturing units and are in the pharmaceutical manufacturing and marketing business since 1986 with the turnover of Rs. more than 100 Crore with 1250 employees on

board. All the Plants are WHO-GMP approved and built as per USFDA guidelines & requirement. Their Unit 2 Soft Gelatin Plant has been approved by TGA-Australia in 2006 and USFDA audit is planned in 2010. They have a strong quality management system and corporate quality assurance system, which provides system guidance and controls all the four locations. They have their corporate R & D center and Regulatory Affairs at Taloja, which is taking care of all the units for product development and technology transfer.

Export : Currently Indchemie Health Specialities have Exported to nine countries like Kenya, Philipines, Combodia, Sri lanka and some countries of the South east Asia. And very soon they plan to start marketing in Myanmar, Mozambique, Zambia, Congo, Angola, Uganda, South Africa And Vietnam.

Pride : Inchemie received three IDMA quality excellence award like 2007 : Silver Quality Excellence Award 2008 : Gold Quality Excellence Award 2009 : Silver Quality Excellence Award.

METHODOLOGY Primary data collection: Primary data is collected via methods such as surveys, questionnaires and interviews. Primary research is collected is a research instrument designed to record information for later analysis. Marketing researchers use many types of instruments from basic methods that record participant responses to highly advanced electronic measurement where research participants are connected to sophisticated equipment. One of the main advantages of collecting primary data is the amount of control the researchers have. This allows them to determine the type of method they will use in collecting the data and how long it will take them to get the data, thus enabling them to focus on specific aspects of their research. The other main advantage is the fact that a primary data collection focuses on the specific issues, unlike secondary data which may contain details that are not needed by the researcher. The best thing about using primary collection methods is the researchers will be presented with original and unbiased data. Unlike the secondary collection methods, the researchers will directly interact with the source of information and get the data that is original and not analysed to suit specific

premises. One disadvantage of primary data collection is that it consumes a lot of time. The researchers will need to make certain preparations in order to handle the different demands of the processes and at the same time, manage time effectively. We collected all the data by personal interviews of over 100 Chemists of Leading Nursing Homes and Chemists of different places in Guwahati like Dispur, Ganeshguri, Christian Basti, Bhangagarh, Athgaon, Ulubari, Chandmari, Silphukuri, Guwahati Medical College, Fancy Bazar, Bamunimaidan and Bharalumukh.

Sl.no. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17

Name of the Chemist Ayushman Medicos Kaina medicos Deesant Medical Store Downtown Hospital Jupiter Medicos Joymoti Medicos Karabi Medical Reliable Medicos GNRC Medi Shop Aasthas Medicos Rajdhani Medicos New Royal Medicos Sidhartha Medical Geetas Shree Medical Krishna Medicos New Tisa Medicos Aresto Medicine

Location Dispur Dispur Dispur Dispur Dispur Ganeshguri Ganeshguri Ganeshguri Ganeshguri Ganeshguri Ganeshguri Ganeshguri Ganeshguri Ganeshguri Ganeshguri Ganeshguri Ganeshguri

18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 41

Active Medicos P.M Medicos Christian Basti Pharmacy International Hospital Ayush Medicos M Pharmacy Abhoy medicos Med Life Pharma Pialli Medicos Pragjyotika New Kusum medicos Maruti Nandan Medicos Prescription Guild Medi Point New Lachid Medical Lachit Medicos Jaapi Medicos Central Pharmacy A One Medicos New Get Well Medicos Das Medical Shera Medicine The Life Pharmacy

Ganeshguri Christian Basti Christian Basti Christian Basti Christian Basti Christian Basti Christian Basti Bhangagarh Bhangagarh Bhangagarh Bhangagarh Bhangagarh Bhangagarh Bhangagarh Bhangagarh Bhangagarh Bhangagarh Bhangagarh Bhangagarh Ullubari Ullubari Ullubari Ullubari

42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 61 62 63 64

New Capital Medicos Bohagi Medicos Delta Medicos Jan Jivan Medicos New AB Medicos Medi Safe Pharmacy Prity medical Athgaon Medicos Apna medicos Reeyas Medicos Rouf Medicos Shree MM Drugs Purple Medicos Kamakhya Medicos Bawri medicos Guwahti Medical Hall NG Medicos Yours Medicos Sharma Medicos PBG Medicos Mazumder Pharmacy RS Medicos SS Medicos

Ullubari Ullubari Ullubari Ullubari Ullubari Ullubari Ullubari Athgaon Athgaon Athgaon Athgaon Athgaon Athgaon Athgaon Athgaon Athgaon Athgaon Athgaon Athgaon Chandmari Chandmari Chandmari Chandmari

65 66 67 68 69 70 71 72 73 74 75 76 77 78 79 80 81 82 83 84 85 86 87

Chandmari Medicos New Asom Medicos New Upasam Medi Clinic & Pharmacy New Deesha Medicos Gautam Medicos Rakesh Medical Add Life MediCoin Shree Uma Nanda L&B Medicos Shree Sanjibani New Pharmacy Dutta&Baruah Drug House First Medicos Jovial Medicos NE Care MS Treatwell Maitaru Medicos Mangalam Medicos Shankar Medicos Hari Medical Neha Medicos Shri Sai Medicos

Chandmari Chandmari Chandmari Bamuminaidan Bamuminaidan Bamuminaidan Bamuminaidan Bamuminaidan Silphukuri Silphukuri Silphukuri Silphukuri Silphukuri Silphukuri Silphukuri Silphukuri Silphukuri Silphukuri Bharalumukh Bharalumukh Bharalumukh Bharalumukh Bharalumukh

88 89 90 91 92 93 94 95 96 97 98 99 100 101 102 103 104 105

Medi City Shubhkama Anee Pharmacy Vinayak Medicos Suda Medicos Balaji Lifeline Medicine Ghar Uma Medicos Gangival Medicos Jaina Pharmacy Shree Ganesh Medical Hall Leima Medicos Priyanka Medicos Ashirbad Drugs Medico Maa Medical Santana Drugs Kalpana Medical

Bharalumukh Bharalumukh Bharalumukh Fancy Bazar Fancy Bazar Fancy Bazar Fancy Bazar Fancy Bazar Fancy Bazar Fancy Bazar Fancy Bazar GMCH GMCH GMCH GMCH GMCH GMCH GMCH

MARKETING

Marketing means, simply, to meet the customer need at right time with right quality product. But the new concept of marketing is to create the demand for product to the targeted customer. Marketing is the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational objectives. OR Simply we can say that, Marketing is an organizational function and a set of processes for creating, communicating, and delivering value to consumer and for managing customer relationships in ways that benefits the organization and its stake holder.

It is an organizational function and a set of processes for creating, communicating, and delivering value to consumer and for managing customer relationships in ways that benefits the organization and its stake holder. The social and economic justification for an organizations existence is the satisfaction of customer wants and needs, while meeting organizational objectives. Marketing involves: 1. Focusing on customer wants so the organization can distinguish its products from competitors. 2. 3. Integrating all the organizations activities, including production, to satisfy these wants. Achieving long term goals for the organization by satisfying customer wants and needs legally and responsibly.

DISTRIBUTION CHANNEL When the product is finally ready for the market, it has to be determined what methods and routes will be used to bring the product to the market, i.e. to ultimate consumers and industrial users. This process involves establishing distribution and providing for physical handling and distribution. Distribution is concerned with various activities, such as the movement and storage of goods, the legal, the promotional and financial activities involved in the transfer of ownership form the producer to the consumer.

Definitions: 4. The structure of intercompany organization units and extra company agents and dealers, wholesalers and retailers through which a product or service is marketed American Marketing Association Every producer seeks to link together a set of marketing intermediaries that fulfils the firms objectives. This set of marketing intermediaries is called the marketing channel A path traced in the direct or indirect transfer of title to a product, as it moves from a producer to ultimate consumers or industrial users Cundiff E.W & Still R.S

5.

6.

Marketing channels can be viewed as sets of interdependent organization involved in the process of making product or service available for use or consumption PHILIP KOTLER

Channel Marketing:

The channel used in Indchemie is simple. The product are transferred from the plant to the various places situated in various locations with and outside the state. From the different branches this stock is then transferred to the dealers as per delivery order. Then the dealer again redistributes the stock to smaller dealers i.e. sub-dealers or directly to the customers. This is how the stocks get transferred from plant to the end customers.

COMPANYS DISTRIBUTION CHANNEL:

MANUFACTURING UNIT

COMPANY WAREHOUSE

DISTRIBUTOR

RETAILER

CUSTOMER/PATIENT

ORGANIZATIONAL STRUCTURE OF INDCHEMIE: An organizational structure consists of activities such as task allocation, coordination and supervision, which are directed towards the achievement of organizational aims. Organizational structure allows the expressed allocation of responsibilities for different functions and processes to different entities such as the branch, department, workgroup and individual. Organizational structure affects organizational action in two big ways. First, it provides the foundation on which standard operating procedures and routines rest. Second, it determines which individuals get to participate in which decision-making processes, and thus to what extent their views shape the organizations actions. Indchemie used Matrix organizational strutuce towards the achievement of organizational goals as follows:

MANAGING DIRECTOR

VICE PRESIDENT HUMAN RESOURCE

VICE PRESIDENT FINANCE

VICE PRESIDENT MARKETING

VICE PRESIDENT PURCHASING

VICE PRESIDENT DISTRIBUTION

VICE PRESIDENT ELECTRONIC DATA PROCESSING

THE ORGANIZATIONAL STRUCTURE OF MARKETING

NATIONAL SALES MANAGER

SALES MANAGER

ZONAL SALES MANAGER

DIVISIONAL SALES MANAGER

REGIONAL SALES MANAGER

AREA SALES MANAGER

MARKET SHARE Market share, in strategic management and marketing is, according to Carlton O'Neal, the percentage or proportion of the total available market or market segment that is being serviced by a company. It can be expressed as a company's sales revenue (from that market) divided by the total sales revenue available in that market. It can also be expressed as a company's unit sales volume (in a market) divided by the total volume of units sold in that market. It is generally necessary to commission market research (generally desk/secondary research) to determine. Sometimes, though, one can use primary research to estimate the total market size and a company's market share.

WEEKLY AVERAGE SALES LOCATION: DISPUR

625 20 8 30 10 10

DS 10 3 10 3 5

D 10 10 60 3 20

LOCATION:GANESHGURI S NO 1 2 3 4 5 6 7 8 9 10 11 12 13 NAME OF THE CHEMIST JOYMOTI MEDICOS KARABI MEDICAL RELIABLE MEDICOS GNRC MEDISHOP AASTHA S MEDICOS RAJDHANI NEW ROYAL MEDICOS SIDHARTHA MEDICAL GEETA SHREE MEDICAL KRISHNA MEDICOS NEW TISA MEDICOS ARISTO MEDICINE ACTIVE MEDICOS 0 3 2 2 5 5 6 3 10 6 2 3 3 INDCLAV BID 0 5 6 4 5 4 3 3 5 5 2 4 2 PEPTARD 20 D 0 6 2 5 5 5 5 0 6 10 10 6 0 ECOCEF-O 0 0 0 0 0 0 0 0 0 0 0 0 0

625

DS 0 0 3 3 0 2 2 3 5 5 0 2 3 0 5 3 6 6 5 8 10 10 20 10 8 10

LOCATION: CHRISTIAN BASTI

S NO 1 2 3 4 5

NAME OF THE CHEMIST P.M MEDICOS CHRISTIAN BASTI MEDICOS INTERNATIONAL HOSPITAL AYUSH MEDICOS ABHOY MEDICOS 3 5 0 4 4

625

INDCLAV BID 0 10 0 8 6

DS 1 3 0 1 3 0 5 0 4 4

PEPTARD 20 D 0 5 0 3 5

ECOCEF-O 0 0 0 0 0

LOCATION: FANCY BAZAR

S NO 1 2 3 4 5 6 7 8

NAME OF THE CHEMIST VINAYAK MEDICOS SMDA M MEDICOS BALAJI LIFELINE MEDICINE GHAR UMA MEDICOS GANGWAL MEDICOS JAINA PHARMACY SHREE GANESH MEDICAL HALL 0 0 4 2 2 0 2 0

625

INDCLAV BID 0 0 0 0 1 0 0 0

DS 0 0 0 1 0 0 0 0 0 3 10 15 3 0 2 0

PEPTARD 20 D 0 3 7 5 5 0 3 0

ECOCEF-O 0 0 0 4 1 0 0 0

LOCATION: ATHGAON

S NO 1 2 3 4 5 6 7 8 9 10 11 12

NAME OF THE CHEMIST ATHGAON MEDICOS APNA MEDICOS REEYAS MEDICOS ROUF MEDICOS SHREE MM PURPLE MEDICOS KAMAKHYA MEDICOS BAWRI MEDICOS GUWAHATI MEDICAL HALL NG MEDICOS YOUR MEDICOS SHARMA MEDICOS 3 4 10 8 2 5 0 0 5 0 5 1

625

INDCLAV BID 3 0 3 2 5 20 0 0 5 0 10 1

DS 4 0 2 2 5 10 0 0 0 0 3 1 10 7 15 10 4 10 0 0 8 0 12 5

PEPTARD 20 D 10 7 15 8 4 2 0 0 8 0 10 3

ECOCEF-O 3 0 0 0 0 0 0 0 0 0 0 0

LOCATION:BHARALUMUKH

S NO 1 2 3 4 5 6 7 8

NAME OF THE CHEMIST MANGALAM MEDICOS SHANKAR MEDICOS HARI MEDICAL NEHA MEDICOS SHREE SAI MEDICOS MEDI CITY SHUBHKAMA ANEE PHARMACY 3 0 2 0 4 10 1 2

625

INDCLAV BID 3 0 3 0 0 2 1 2

DS 3 0 2 0 0 3 0 0 5 0 4 2 0 8 2 2

PEPTARD 20 D 4 0 2 1 2 8 1 3

ECOCEF-O 0 0 0 0 2 0 0 0

LOCATION: SILPHUKURI

S NO 1 2 3 4 5 6 7 8 9 10

NAME OF THE CHEMIST SHREE UMANANDA MEDICOS L&B MEDICOS SHREE SANJIBANI MEDICOS NEW PHARMACY DUTTA & BARUA DRUG HOUSE FIRST MEDICOS JOVIAL MEDICOS NE CARE TREAT WELL MAITARU MEDICOS 3 3 2 0 0 10 2 4 0 10

625

INDCLAV BID 0 0 10 0 0 3 1 2 0 7

DS 0 0 10 0 0 2 1 2 0 6 0 2 3 0 0 5 2 4 0 10

PEPTARD 20 0 2 2 0 0 3 0 2 0 1

D 0 0 0 0 0 0 0 0 0 0

ECOCEF-O

LOCATION: BHANGAGARH S NO 1 2 3 4 5 6 7 8 9 10 11 12 NAME OF THE CHEMIST MEDLIFE PHARMA PIALLI MEDICOS PRAGJYOTIKA NEW KUSUM MEDICOS MARUTI NANDAN MEDICOS PRESCRIPTION GUILD MEDI POINT NEW LACHIT MEDICAL VEEER LACHIT MEDICOS JAAPI MEDICOS CENTRAL PHARMACY A-ONE MEDICOS O 3 0 4 4 3 3 5 3 4 0 2 INDCLAV BID 5 4 00 2 2 0 2 3 0 2 0 3 PEPTARD 20 D 0 10 0 3 3 3 3 7 0 0 0 2 ECOCEF-O 0 0 0 1 1 0 0 0 0 0 0 0

625

DS 0 4 0 2 2 0 0 2 0 1 0 0 5 10 0 5 5 5 4 5 10 0 0 3

LOCATION: ULUBARI

S NO 1 2 3 4 5 6 7 8 9 10 11

NAME OF THE CHEMIST NEW GET WELL MEDICOS DAS MEDICAL SHERRA MEDICINE THE LIFE PHARMACY NEW CAPITAL MEDICOS BOHAGI MEDICOS DELTA MEDICOS JAN JIVAN MEDICOS NEW AB MEDICOS MEDI SAFE PHARMACY PRITY MEDICAL 0 0 0 4

625

INDCLAV BID 0 2 0 0

DS 0 0 0 7 0 2 0 3

PEPTARD 20 D 0 3 0 4

ECOCEF-O 0 0 0 0

2 2 1 3

2 0 1 0

2 0 0 0

3 3 3 0

3 0 6 0

0 0 0 0

LOCATION : CHANDMARI

S NO 1 2 3 4 5 6 7

NAME OF THE CHEMIST PBG MEDICOS MAZUMDER PHARMACY RS MEDICOS SS MEDICOS CHANDMARI MEDICOS NEW ASOM MEDICOS NEW UPASAM MEDICOS 0 7 20 5 10 6

625

INDCLAV BID 0 6 5 5 2 6

DS 0 6 0 0 0 3 0 2 0 10 2 3

PEPTARD 20 D 0 3 3 5 5 5

ECOCEF-O 0 3 0 0 0 0

LOCATION : BAMUNIMAIDAN

S NO 1 2 3 4 5

NAME OF THE CHEMIST MEDICLINIC PHARMACY NEW DEESHA MEDICOS GAUTAM MEDICOS RAKESH MEDICAL ADDLIFE MEDIPOINT

625 1 0 2

INDCLAV BID 0 0 2 0 0 2

DS 2 0 1

PEPTARD 20 0 0 2

D 0 0 0

ECOCEF-O

LOCATION : G.M.C

S NO 1 2 3 4 5 6 7

NAME OF THE CHEMIST LEIMA MEDICOS PRIYANKA MEDICOS ASHIRBAD DRUGS MEDICO MAA MEDICAL SANTANA DRUGS KALPANA MEDICAL 0 1 3 10 3 3 10

625

INDCLAV BID 0 0 0 0 2 0 10

DS 0 0 0 0 0 0 5 0 0 0 0 0 0 20

PEPTARD 20 D 0 0 0 0 0 0 20

ECOCEF-O 0 0 0 0 0 0 15

LOCATION : DISPUR
CHERI SYRUP 10 20 10 20 30

S NO 1 2 3 4 5

NAME OF THE CHEMIST AYUSHMAN MEDICOS KAINA MEDICOS DEESANT MEDICAL STORE DOWNTOWN JUPITER MEDICOS

CAP 30 60 50 100 70

FOL 20 10 5 0 20

ZECAL GOLD 10 15 10 0 20

COMPLEVIT 10 200 150 300 150

LOCATION : GANESHGURI

S NO 1 2 3 4 5 6 7 8 9

NAME OF THE CHEMIST JOYMOTI MEDICOS KARABI MEDICAL RELIABLE MEDICOS GNRC MEDISHOP AASTHA S MEDICOS RAJDHANI MEDICOS NEW ROYAL MEDICOS SIDARTHA MEDICAL GEETASHREE MEDICAL

CAP 10 0 10 30 40 20 10 8 5 4 10 5 5 6

CHERI SYRUP

FOL 3 3 10 30 0 20 10 0 0 0 0 0 0 3

ZECAL GOLD

COMPLEVIT 0 0 0 0 0 0 10

LOCATION : CHRISTIAN BASTI

S NO 1 2 3 4 5 6

NAME OF THE CHEMIST P.M MEDICOS CHRISTIAN BASTI PHARMACY INTERNATIONAL HOSPITAL AYUSH MEDICOS M PHARMACY ABHOY MEDICOS 6

CAP 3 10 12 5 10 7

CHERI SYRUP 0 5 0 0 5 4

FOL 0 0 0 0 0 0

ZECAL GOLD

COMPLEVIT 0 0 0 0 0 0

10 70 6 5 10

LOCATION : FANCY BAZAR

S NO 1 2 3 4 5 6 7 8

NAME OF THE CHEMIST VINAYAK MEDICOS SUDA MEDICOS BALAJI LIFELINE MEDICINE GHAR UMA MEDICOS GANGIVAL MEDICOS JAINA PHARMACY SHREE GANESH MEDICAL HALL

CAP 0 2 3 10 2 0 2 0

CHERI SYRUP 0 2 0 0 2 0 1 0 0 0 1 0 0 0 0 0

FOL 0 0 2 0 0 0 0 0

ZECAL GOLD

COMPLEVIT 0 0 4 5 1 0 2 0

LOCATION : ATHGAON

S NO 1 2 3 4 5 6 7 8 9 10 11 12

NAME OF THE CHEMIST ATHGAON MEDICOS APNA MEDICOS REEYES MEDICOS ROUF MEDICOS SHREE MM DRUGS PURPLE MEDICOS KAMAKHYA MEDICOS BAWRI MEDICOS GUWAHATI MEDICAL HALL N. G MEDICOS YOURS MEDICOS SHARMA MEDICOS

CAP 10 50 4 3 15 5 0 0 0 0 4 2

CHERI SYRUP 8 10 6 5 1 5 0 0 0 0 25 0 3 0 4 4 0 0 0 0 0 0 0 0

FOL 3 0 0 0 0 0 0 0 0 0 0 1

ZECAL GOLD

COMPLEVIT 2 0 5 3 1 0 0 0 0 0 0 1

LOCATION : BHARALUMUKH

S NO 1 2 3 4 5 6 7 8

NAME OF THE CHEMIST MANGALAM MEDICOS SHANKAR MEDICOS HARI MEDICAL NEHA MEDICOS SHRI SAI MEDICOS MEDI CITY SHUBHKAMA ANEE PHARMACY

CAP 5 0 5 2 5 10 3 3 3 0 2 0 2 10 4 7

CHERI SYRUP 0 0 1 0 0 6 0 0

FOL 0 0 0 1 0 0 0 0

ZECAL GOLD

COMPLEVIT 3 0 7 1 1 2 0 0

LOCATION :SILPUKHURI

S NO 1 2 4 5 6 7 8 9 10 11

NAME OF THE CHEMIST SHREE UMANANDA L&B MEDICOS SHREE SANJIBANI NEW PHARMACY DUTTA & BARUA DRUGS HOUSE FIRST MEDICOS JOVIAL MEDICOS NE CARE M/S TREAT WELL MAITARU MEDICOS 3 6 4 4

CAP 2 10 4 0 0 3 2 4 0 8

CHERI SYRUP 0 0 0 0 0 2 1 0 0 0

FOL 0 0 0 0 0 0 0 0 0 5

ZECAL GOLD

COMPLEVIT 0 3 3 0 0 0 0 0 0 4

0 10 7 2 0 10

LOCATION :BHANGAGARH

S NO 1 2 3 4 5 6 7 8 9 10 11 12

NAME OF THE CHEMIST MEDLIFE PHARMA PIALLI MEDICOS PRAGJYOTIKA NEW KUSUM MEDICOS MARUTI NANDAN MEDICOS PRESCRIPTION GUILD MEDI POINT NEW LACHID MEDICAL LACHID MEDICOS JAAPI MEDICOS CENTRAL PHARMACY A-ONE MEDICOS

CAP 5 30 50 10 15 7 5 3 10 10 0 10 3 10 5 5 5 5 5 3 5 2 0 3

CHERI SYRUP 0 3 0 3 0 6 0 5 0 0 0 0

FOL 0 0 0 0 0 0 0 0 0 0 0 0

ZECAL GOLD

COMPLEVIT 0 4 0 1 3 0 0 0 3 3 0 0

LOCATION :ULUBARI

S NO 1 2 3 4 5 6 7 8 9 10 11

NAME OF THE CHEMIST NEW GET WELL MEDICOS DAS MEDICAL SHERA MEDICINE THE LIFE PHARMACY NEW CAPITAL MEDICOS BOHAGI MEDICOS DELTA MEDICOS JAN JIVAN MEDICOS NEW A.B MEDICOS MEDI-SAFE PHARMACY PRITY MEDICAL 0 2 0 7 0 0 2 0 3 3 2

CAP 0 2 0 6 0 0 2 0 3 1 2

CHERI SYRUP 0 0 0 6 0 0 0 0 0 0 0

FOL 0 0 0 0 0 0 0 0 0 0 0

ZECAL GOLD

COMPLEVIT 0 0 0 15 0 0 0 0 0 0 0

LOCATION : CHANDMARI

S NO 1 2 3 4 5 6 7

NAME OF THE CHEMIST PBG MEDICOS MAZUMDER PHARMACY R.S MEDICOS S.S MEDICOS CHANDMARI MEDICOS NEW ASOM MEDICOS NEW UPASAM

CAP 5 0 3 50 10 10 10 0 0 6 3 7 5 5

CHERI SYRUP 0 0 7 2 3 2 3

FOL 0 0 2 0 0 2 0

ZECAL GOLD

COMPLEVIT 0 0 10 3 5 20 3

LOCATION :BAMUNIMAIDAN

S NO 1 2 3 4 5

NAME OF THE CHEMIST MEDICLINIC&PHARMACY NEW DEESHA MEDICOS GAUTAM MEDICOS RAKESH MEDICAL ADD LIFE MEDIPOINT

CAP 0 30 0 0 3

CHERI SYRUP 0 2 0 0 2 0 0 0 0 0

FOL 0 0 0 0 0

ZECAL GOLD

COMPLEVIT 0 0 0 0 1

LOCATION : G.M.C

S NO 1 2 3 4 5 6 7

NAME OF THE CHEMIST LEIMA MEDICOS PRIYANKA MEDICOS ASHIRBAD DRUGS MEDICO MAA MEDICAL SANTANA DRUGS KALPANA MEDICAL

CAP 0 0 5 0 2 10 30 3 0 3 0 3 30 20

CHERI SYRUP 0 0 0 0 0 2 0

FOL

ZECAL GOLD 0 0 0 0 0 0 30

COMPLEVIT 0 0 0 0 0 0 0

MARKET SEGMENTATION IN GUWAHATI For segmenting the market in Guwahati, we used Geographic segmentation in which we can divide the market according to geographical areas such as localities, regions, cities, states, countries etc. We divide Guwahati market into three zones as follows:

GUWAHATI MARKET

GUWAHATI NORTH

GUWAHATI CENTRAL

GUWAHATI SOUTH

4 BLOCK

4 BLOCK

4 BLOCK

Name of few markets in the various zones:

GUWAHATI NORTH 1. 2. 3. 4. DISPUR GANESHGURI CHRISTIAN BASTI BHANGAGARH

Weekly sales analysis of Indchemie products in Guwahati North(Dispur, Ganeshguri, Christian Basti and Bhangagarh):
INDCLAV BID 164 INDCLAV DS 80 PEPTARD 20 322 ECOCEFO 6

PRODUCT TOTAL SALES

INDCLAV625 169

PEPTARD D 214

SALES
350 300 250 200 150 100 50 0 INDCLAV625 INDCLAV BID INDCLAV DS PEPTARD 20 PEPTARD D ECOCEF-O SALES

GUWAHATI CENTRAL 5. 6. 7. 8. G.M.C.H ULLUBARI CHANDMARI SILPHUKURI

PRODUCT TOTAL SALES

INDCLAV INDCLAV625 BID 124 64

INDCLAV DS 44

PEPTARD 20 77

PEPTARD D 67

ECOCEFO 18

SALES
140 120 100 80 60 40 20 0 INDCLAV625 INDCLAV BID INDCLAV DS PEPTARD 20 PEPTARD D ECOCEF-O SALES

GUWAHATI SOUTH 9. 10. 11. 12. FANCY BAZAR ATHGAON BHARALUMUKH BAMUNIMAIDAN

PRODUCT SALES

INDCLAV625 79

INDCLAV BID 63

INDCLAV DS 48

PEPTARD 20 140

PEPTARD D 113

ECOCEFO 10

SALES
160 140 120 100 80 SALES 60 40 20 0 INDCLAV625 INDCLAV BID INDCLAV DS PEPTARD 20 PEPTARD D ECOCEF-O

OVERALL WEEKLY AVERAGE SALES IN GUWAHATI CITY

PRODUCT SALES

INDCLAV625 372

INDCLAV BID 291

INDCLAV DS 172

PEPTARD 20 539

PEPTARD D 394

ECOCEFO 34

SALES
600

500

400

300 SALES 200

100

0 INDCLAV625 INDCLAV BID INDCLAV DS PEPTARD 20 PEPTARD D ECOCEF-O

FINDINGS: 1. 2. Among different products (Indclav 625, Indclav bid, Indclav ds, Peptard 20, Peptard d & Ecocef-O), Based on survey and observation, Peptard 20 and Indclav 625 can be regarded as the most leading brand. Based on market survey, I observed that among three geographical market segmentation, Dispur, Ganeshguri, Christian basti and bhangagarh has high sales as compare to other segments in guwahati city. Ecocef-o is least demand in market whereas Peptard and Indclav are sold comparatively more. Company should go for strip packing as generally Dr. doesnt prescribe medicine for 30 days so it makes it difficult to go with glass bottle. Moreover strip can be sold in open or loose form this increases sales comparatively.

3. 4.

MAIN COMPETITORS

INDCLAV 625 was one of the famous brand of Indchemie Health Specialities Pvt Ltd. Its composition is Amoxicillin 500 mg & Clavulanate potassium 125 mg. The main competitors of this Brand are as follows:

BRAND NAME AUGMENTIN

COMPOSITION AMOXICILLIN 500 MG, CLAVULANATE POTASSIUM 125 MG AMOXICILLIN 500 MG, CLAVULANATE POTASSIUM 125 MG AMOXICILLIN 500 MG, CLAVULANATE POTASSIUM 125 MG AMOXICILLIN 500 MG, CLAVULANATE POTASSIUM 125 MG AMOXICILLIN 500 MG, CLAVULANATE POTASSIUM 125 MG

COMPANY G&K

MOXIKIND-CV

MANKIND

MOXCLAV

RANBAXY

AUGPEN

ZUVENTUS

CLAVAM

ALKEM

MARKET VISIT I visited market to know which is the most selling brand on the composition of Amoxicillin 500 & Clavulanate Potassium 125 mg. I collected information from the leading chemist in guwahati. The top three Brands on the same composition are listed.

NAME OF THE CHEMIST

LOCATION

TOP 3 BRANDS

SHREE UMANDA MEDICOS

SILPHUKURI

AUGPEN, AUGMENTIN AND MOXIKIND

L&B MEDICOS

SILPHUKURI

AUGMENTIN, MOXIKIND AND CLAVUM

SHREE SANJIBANI MEDICOS

SILPHUKURI

MOXIKIND, AUGMENTIN AND CLAVUM

NEW PHARMACY

SILPHUKURI

CLAVUM, AUGMENTIN AND MOXIKIND

DUTTA & BARUA DRUG HOUSE

SILPHUKURI

AUGMENTIN, MOXIKIND AND AUGPEN

FIRST MEDICOS

SILPHUKURI

MOXIKIND, AUGMENTIN AND INDCLAV

JOVIAL MEDICOS

SILPHUKURI

MOXIKIND, LACTOCLAV AND AUGMENTIN

UPASANA MEDICOS

CHANDMARI

CLAVUM, AUGPEN AND MOXCLAV

MAITARU MEDICOS

CHANDMARI

AUGMENTIN, AUGPEN AND CLAVUM

GNB MEDICOS

CHANDMARI

AUGMENTIN, CLAVUM AND MOXIKIND

UPASAM MEDICOS

CHANDMARI

MOXIKIND, CLAVUM AND INDCLAV

NEW ASOM MEDICOS

CHANDMARI

AUGMENTIN, AUGPEN AND CLAVUM

CHANDMARI MEDICOS

CHANDMARI

MOXIKIND, CLAVUM AND INDCLAV

RS MEDICOS

CHANDMARI

AUGPEN, CLAVUM AND AUGMENTIN

PURBANCHAL DRUGS

G.M.C.

AUGMENTIN, CLAVUM AND MOXCLAV

MAA MEDICAL

G.M.C

AUGMENTIN, CLAVUM AND MOXCLAV

LEIMA MEDICOS

G.M.C

CLAVUM, AUGMENTIN AND MOXIKIND

PRIYANKA MEDICOS

G.M.C

AUGMENTIN, MOXCLAV AND AUGPEN

MEDICO

G.M.C

AUGMENTIN, MOXCLAV AND CLAVUM

ASHIRBAD DRUGS

G.M.C

AUGMENTIN, CLAVUM AND MOXCLAV

DIKSHA MEDICAL

G.M.C

MAXIKIND, AUGPEN AND AUGMENTIN

REENA DRUGS

G.M.C

CLAVUM, AUGPEN AND MOXCLAV

ZENIFAR MEDICOS

G.M.C

AUGMENTIN, CLAVUM AND LACTOCLAV

RADALI DRUGS

G.M.C

AUGPEN, MOXIKIND AND CLAVUM

MEDICINE CORNER

G.M.C

AUGMENTIN, CLAVUM AND MOXCLAV

NEW MONI MEDICOS

G.M.C

AUGPEN, AUGMENTIN AND MOXIKIND

M/S RUMI MEDICAL

G.M.C

CLAVUM, AUGPEN AND MOXIKIND

SANTANA DRUGS

G.M.C

AUGMENTIN, AUGPEN AND CLAVUM

CHILARAY MEDICOS

G.M.C

MOXIKIND, AUGPEN AND AUGMENTIN

SIDHARTHA MEDICOS

G.M.C

CLAVUM, AUGPEN AND AUGMENTIN

KAVITA MEDICAL STORES

G.M.C

AUGMENTIN, CLAVUM AND MOXCLAV

NAME OF THE CHEMIST

LOCATION

TOP 3 BRANDS

SHREE UMANANDA MEDICOS

SILPHUKURI

DEXORANGE, CHERI AND GLOBIRON

L&B MEDICOS

SILPHUKURI

FERIUM, FERRONIA AND OROFER

SHREE SANJIBANI MEDICOS

SILPHUKURI

FERONIA, OROFER AND FERIUM

NEW PHARMACY

SILPHUKURI

OROFER, FERONIA AND FERIUM

DUTTA & BARUA DRUG STORE

SILPHUKURI

OROFER, FERIUM AND CHERI

FIRST MEDICOS

SILPHUKURI

CHERI, OROFER AND FERIUM

JOVIAL MEDICOS

SILPHUKURI

CHERI, FERIUM AND FERONIA

MARKET VISIT I visited market to know which is the most selling brand on the composition of Iron, protein, vitamins and minerals (caps) Iron, folic acid and vitamin B12 (syrup) . I collected information from the leading chemist in guwahati. The top three Brands on the same composition are listed.

UPASANA MEDICOS

CHANDMARI

CHERI, FERONIA AND BEVON

MAITARU MEDICOS

CHANDMARI

FERONIA, BEVON AND BECOSULES

G&B MEDICOS

CHANDMARI

HEMFER, GLOBIRION AND R.B TONE

UPASAM MEDICOS

CHANDMARI

FERIUM, FERONIA AND OROFER

CHANDMARI MEDICOS

CHANDMARI

FERONIA, OROFER AND FERIUM

NEW ASOM

CHANDMARI

OROFER, FERIUM AND FERONIA

R.S MEDICOS

CHANDMARI

OROFER, FERONIA AND FERIUM

PURBANCHAL DRUGS

G.M.C

FERONIA, OROFER AND FERIUM

MAA MEDICALS

G.M.C

FERONIA, FERIUM AND AMAFAR

LEIMA MEDICALS

G.M.C

FERONIA, FERIUM AND OROFER

PRYANKA MEDICOS

G.M.C

FERIUM, OROFER AND FERONIA

MEDICO

G.M.C

FERONIA, FERIUM AND OROFER

ASHIRBAD DRUGS

G.M.C

FERONIA, OROFER AND FERIUM

DIKSHA MEDICAL

G.M.C

FERONIA, FERIUM AND OROFER

REENA DRUGS

G.M.C

FERIUM, OROFER AND BEVON

ZENIFAR MEDICOS

G.M.C

FERONIA, FERIUM AND OROFER

RADALI DRUGS

G.M.C

FERIUM, FERONIA AND CHERI

NEW MONI MEDICOS

G.M.C

FERIUM, OROFER AND HEMFER FERONIA, FERIUM AND OROFER OROFER, FERIUM AND FERONIA FERONIA, CHERI AND FERIUM

M/S RUMI MEDICAL

G.M.C

CHILARAY MEDICOS

G.M.C

SIDARTHA MEDICOS

G.M.C

KAVITA MEDICAL STORE MEIDICINE CORNER

G.M.C

FERIUM, OROFER AND FERIUM FERONIA, OROFER AND FERIUM

G.M.C

CHERI is one of the famous brand in indchemie product and is also the number one brand in the North-East. Its is a composition of iron,protein, calcium, vitamins and minerals (caps) and iron, folic acid and vitamin B12 (syrup). Some of the famous competitors brand of Cheri are as follows:

BRAND NAME

COMPOSITION

COMPANY

FERIUM

IRON AND VITAMIN

EMCURE

OROFER

IRON AND VITAMIN

EMCURE

FERRIUM XT

IRON AND VITAMIN

EMCURE

HEMFER

IRON AND VITAMIN

ALKEM

DEXORANGE

IRON AND VITAMIN

FRANCO-INDI

GUWAHATI NORTH 13. 14. 15. 16. DISPUR GANESHGURI CHRISTIAN BASTI BHANGAGARH

Weekly sales analysis of Indchemie products in Guwahati North(Dispur, Ganeshguri, Christian Basti and Bhangagarh):

Product Total sales

Cheri Caps 812

Cheri Syrup 266

Cheri Fol 202

Zecal Gold 58

Complevit 841

Total sales
900 800 700 600 500 400 300 200 100 0 Cheri Caps Cheri Syrup Cheri Fol Zecal Gold Complevit Total sales

GUWAHATI CENTRAL 17. 18. 19. 20. G.M.C.H ULLUBARI CHANDMARI SILPHUKURI

Product Total sales

Cheri Cheri Caps Syrup 200 134

Zecal Cheri Fol Complevit Gold 28 39 66

Total sales
250 200 150 100 50 0 Cheri Caps Cheri Syrup Cheri Fol Zecal Gold Complevit Total sales

GUWAHATI SOUTH 21. 22. 23. 24. FANCY BAZAR ATHGAON BHARALUMUKH BAMUNIMAIDAN

Product Total sales

Cheri Caps 178

Zecal Cheri Syrup Cheri Fol Gold 92 19

Complevit 7 37

Total sales
200 180 160 140 120 100 80 60 40 20 0 Cheri Caps Cheri Syrup Cheri Fol Zecal Gold Complevit

Total sales

The Weekly average sales of different Products of Indchemie in Guwahati city :

1400 1200 1000 800 600 400 200 0 cheri caps cheri syrup cheri fol zecal gold complevit Series1

FINDINGS

1. 2.

3. 4.

Among different products (cheri caps, cheri syrup, cheri fol, zecal gold and complevit), Based on survey and observation, cheri caps and complevit can be regarded as the most leading brand. Based on market survey, I observed that among three geographical market segmentation, Dispur, Ganeshguri, Christian basti and bhangagarh has high sales as compare to other segments in guwahati city. Zecal gold is least demand in market whereas cheri caps and complevit are sold comparatively more. Company should go for strip packing as generally Dr. doesnt prescribe medicine for 30 days so it makes it difficult to go with glass bottle. Moreover strip can be sold in open or loose form this increases sales comparatively.

RECOMMENDATIONS

 Employees should be trained according to the changing standards of the organization.  Company should conduct survey from time to time according to which changes can be introduced in the organization to stay updated in the market.  They should introduce creativity into the work, so that the employees can do their work passionately.  Employees should be more involved in decision making to become more differentiated.  Medical Representatives should be trained effectively and efficiently to improve their working standards and Interpersonal skills.