project report on factors influencing doctors to prescribe multivitamin syrup

8/10/2019 Project report on Factors influencing Doctors to Prescribe multivitamin syrup

http://slidepdf.com/reader/full/project-report-on-factors-influencing-doctors-to-prescribe-multivitamin-syrup 1/73

PROJECT REPORT ON

“Factors Infuencing Doctors to Prescribe Multi-

vitamin !ru"#

ANGADI INSTITUTE OF TECHNOLOGY & MANAGEMENT, BELGAUM,

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ACKNOWLEDGEMENTS

I take this opportunity to acknowle!e an e"press #y !ratitue towars so#eo$ the #ost e#inent people whose presence is noteworthy % se#inal in !i&in!

#e a !ran opportunity to associate #ysel$ with an estee#e or!ani'ation like

In$oco Reme$ies %imite$&

I a# !rate$ul to Mr& 'emant atnur(ar (D)M* ales Manager-)ten$ at

In$oco Reme$ies %imite$ $or entrustin! upon #e con+ence an pro&iin!

#e a chance to !et an on,the,-o. e"perience in the &arious +els o$ Marketin!/

I a# thank$ul to hi# $or his Enea&our towars pro&iin! continuous !uiance to

help .uil an unerstanin! o$ the practical aspects o$ the work0 !ain knowle!e

% &alua.le e"periences/ I a# !rate$ul to hi# $or his outreachin! support an

helpin! to .uil a #oti&atin! work en&iron#ent an inculcatin! a $eelin! o$

constantly stri&in! to achie&e hi!her !oals/

1is enterprisin!0 yna#ic0 $orwar,lookin!0 raical approach pro&ies an

opportunity to work uner an acco#plishe #entor like hi# to inculcate an

install &alua.le talent/ I consier #y nearly two #onths Su##er Internship at

In$oco reme$ies lt$& to .e a crucial learnin! perio/ I a# eeply ine.te to

all the super&isors $or pro&iin! all the support when necessary/

I a# also thank$ul to Facult! Member Pro*& Prab+u$eva c+ima$ $or their

help$ul nature an &alua.le !uiance pro&ie ti#e an a!ain/ Their

su!!estions ha&e .een instru#ental in .uilin! the $ounation $or the ra$t

report/

2inally0 I woul like to e"ten #y sincere !ratitue to all the in&ol&e persons in

this pro-ect na#ely Mr ,a! .+argi /'ea$ o* Mar(eting00 Mr/ 1uvra "atil

(2SO*/

i$+es+2ar Dessai

M3, - Mar(eting /4,566M3,780


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EXECUTIE SUMMA!Y

T"e #$%%e 'a()()g '"a' *e +o (# 'o ge' a) e-e(e).e of "o* '"e .o-oa'e *o/+ f$).'(o)# a)+

"o* '"e '"eo0 (# +(ffee)' fo% '"e -a.'(.a/ a#-e.'# of '"e ()+$#'0 Fo '"e #a%e -$-o#e I go'

a) o--o'$)('0 fo %0 'a()()g a' I)+o.o e%e+(e# L'+ () X'e)+ D((#(o) () Mae'()g

De-a'%e)' T"ee

14 Doctors perception while prescribing Multi-Vitamin syrup. T"(# -o5e.' *a# 'o f()+ o$'

*"a' +o.'o# '"() () a -a'(e)' a)+ () a %e+(.()e, 6efoe '"e0 -e#.(6e (' 'o a -a'(e)' F(#' I

*a# 'o #e/e.' '"e a--o-(a'e e#ea." %e'"o+, *"(." *a# 'ae) $- a# #$e0 %e'"o+ '"o$g"

f(//()g $- of $e#'(o))a(e# 60 +o.'o# To #'a' *('" I (#('e+ a fe* +o.'o# () a+a).e 'o .o//e.'a// '"e fa.'o# $-o) *"(." I "ae 'o #ea." $-o) a)+ 'o /ea) a6o$' a// '"e .o)#'a()'# I .a) fa.e

$- a' '"e '(%e of e#ea."


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IND9TR1 PROFI%E

T'E 'ITOR1 OF P',RM,C9TIC,% COMPO9NDIN5

The 1istory o$ the 3har#acy an 3har#acolo!y ates .ack to

the #eie&al ti#es with priests0 .oth #en an wo#en0 who #inistere

to the sick with reli!ious rites as well/ Many peoples o$ the worl

continue the close association o$ ru!s0 #eicine0 an reli!ion or $aith/Speciali'ation +rst occurre early in the 4th century in the ci&ili'e

worl aroun )a!ha/ The notion o$ an E!yptian ori!in has a certain

ro#antic appeal0 .ut in all likelihoo the wor 5phar#acy5 an its

#any co!nates eri&e0 like so #any other scienti+c ter#s0 $ro# the

Greek/

5REE. N,T9R,% P'I%OOP'1

The +rst culture to consier these ieas scienti+cally was that o$

the Greeks/ 2ro# the ti#e o$ Thales0 a.out 677 )C0 Greek philosophers

were #akin! lo!ical speculations a.out the physical worl rather than

relyin! on #yth to e"plain pheno#ena/ Thales hi#sel$ assu#e that all

#atter was eri&e $ro# water0 which coul solii$y to earth or

e&aporate to air/ 1is successors e"pane this theory into the iea that

$our ele#ents co#pose the worl8 earth0 water0 air0 an +re/


Page 8 of 73



T'E IND9TRI,% RE:O%9TION

The rapi chan!e $ro# han #ethos to #achine #ethos o$

prouction that characteri'e the Inustrial 9e&olution $oun a reay

application in phar#acy0 especially uner the i#pact o$ the scienti+c

e&elop#ents o$ the nineteenth century/ 3hotoche#istry an synthetic

che#istry create new eri&ati&es o$ ol ru!s an new che#ical

entities o$ #eicinal &alue that straine the capacity o$ the ini&iual

phar#acy/ Lar!e scale ru! #anu$acturin! ha its stron! hol on

society with the a&ent o$ #achines an patents/ The pro!ress #ae .y this new inustry is e#onstrate .y the

catalo!ue o$ the A#erican +r# G/D/ Searle0 which .y the late :;;7<s

liste =77 >ui e"tracts0 :?7 eli"irs0 :77 syrups0 @? powere e"tracts0

an ? tinctures an other ru! $or#s/

T'E T;ENTIET' CENT9R1 P',RM,CIT

The #ost nota.le chan!e in phar#acy in #oern ti#es has .een

the &irtual isappearance o$ the preparation an co#pounin! o$

#eicines/ Whereas in the :47s0 ;7 percent o$ the prescriptions +lle

in A#erican phar#acies reBuire knowle!e o$ co#pounin!0 .y the

:4=7s the nu#.er o$ prescriptions reBuirin! co#pounin! ha

ecline to 6 percent/ As $ar .ack as :4@:0 only : percent0 or less0 o$

all prescriptions co#.ine two or #ore acti&e in!reients/


Page 9 of 73



P',RM,CE9TIC,% IND9TR1

Marketin! chan!e ra#atically in the :447s0 partly .ecause o$ a

new consu#eris#/ The Internet #ae possi.le the irect purchase o$

#eicines .y ru! consu#ers an o$ raw #aterials .y ru! proucers0

trans$or#in! the nature o$ .usiness/ In the S0 Direct,to,consu#er

a&ertisin! proli$erate on raio an T .ecause o$ new 2DA

re!ulations in :44@ that li.erali'e reBuire#ents $or the presentation

o$ risks/ The new antiepressants0 the SS9Is0 nota.ly 2luo"etine

(3ro'ac*0 rapily .eca#e .estsellers an #arkete $or aitionalisorers/

Drug $iscover! is the process .y which potential ru!s are

isco&ere or esi!ne/ In the past #ost ru!s ha&e .een isco&ere

either .y isolatin! the acti&e in!reient $ro# traitional re#eies or .y

serenipitous isco&ery/ Moern .iotechnolo!y o$ten $ocuses on

unerstanin! the #eta.olic pathways relate to a isease state or

patho!en0 an #anipulatin! these pathways usin! #olecular .iolo!y

or )ioche#istry/ A !reat eal o$ early,sta!e ru! isco&ery has

traitionally .een carrie out .y uni&ersities an research institutions/

Drug $evelo"ment re$ers to acti&ities unertaken a$ter a co#poun

is ienti+e as a potential ru! in orer to esta.lish its suita.ility as a

#eication/ O.-ecti&es o$ ru! e&elop#ent are to eter#ine

appropriate 2or#ulation an Dosin!0 as well as to esta.lish sa$ety/9esearch in these areas !enerally inclues a co#.ination o$ in &itro

stuies0 in &i&o stuies0 an clinical trials/ The a#ount o$


Page : of 73

http://en.wikipedia.org/wiki/Fluoxetine

http://en.wikipedia.org/wiki/Medications

http://en.wikipedia.org/wiki/Serendipity

http://en.wikipedia.org/wiki/Biotechnology

http://en.wikipedia.org/wiki/Metabolic_pathway

http://en.wikipedia.org/wiki/Disease

http://en.wikipedia.org/wiki/Pathogen

http://en.wikipedia.org/wiki/Molecular_biology

http://en.wikipedia.org/wiki/Biochemistry

http://en.wikipedia.org/wiki/Formulation

http://en.wikipedia.org/wiki/Dosing

http://en.wikipedia.org/wiki/Drug_safety

http://en.wikipedia.org/wiki/In_vitro

http://en.wikipedia.org/wiki/In_vivo

http://en.wikipedia.org/wiki/Clinical_trials

http://en.wikipedia.org/wiki/Medications

http://en.wikipedia.org/wiki/Serendipity

http://en.wikipedia.org/wiki/Biotechnology

http://en.wikipedia.org/wiki/Metabolic_pathway

http://en.wikipedia.org/wiki/Disease

http://en.wikipedia.org/wiki/Pathogen

http://en.wikipedia.org/wiki/Molecular_biology

http://en.wikipedia.org/wiki/Biochemistry

http://en.wikipedia.org/wiki/Formulation

http://en.wikipedia.org/wiki/Dosing

http://en.wikipedia.org/wiki/Drug_safety

http://en.wikipedia.org/wiki/In_vitro

http://en.wikipedia.org/wiki/In_vivo

http://en.wikipedia.org/wiki/Clinical_trials

http://en.wikipedia.org/wiki/Fluoxetine



Capital reBuire $or late sta!e e&elop#ent has #ae it a historical

stren!th o$ the lar!er phar#aceutical co#panies/

ORI5IN ,ND E:O%9TION

The #oern phar#aceutical inustry is a hi!hly co#petiti&e non,

asse#.le: !lo.al inustry/ Its ori!ins can .e trace .ack to the

nascent che#ical inustry o$ the late nineteenth century in the pper

9hine alley near )asel0 Swit'erlan when yestus were $oun to

ha&e antiseptic properties/ A host o$ #oern phar#aceutical

co#panies all starte out as 9hine,.ase $a#ily yestu an che#ical

co#panies e/!/ 1o#an,La 9oche0 Sano'0 Ci.a,Gei!y (the prouct o$

#er!er .etween Ci.a an Gei!y*0 No&artis etc/ Most are still !oin!

stron! toay/

O&er ti#e #any o$ these che#ical co#panies #o&e into the

prouction o$ phar#aceuticals an other synthetic che#icals an they

!raually e&ol&e into !lo.al players/ The introuction an success o$

penicillin in the early $orties an the relati&e success o$ other

inno&ati&e ru!s0 institutionali'e research an e&elop#ent (9%D*

eorts in the inustry =/ The inustry e"pane rapily in the si"ties0

.ene+tin! $ro# new isco&eries an a la" re!ulatory en&iron#ent/

Durin! this perio healthcare spenin! .oo#e as !lo.al econo#ies

prospere/ The inustry witnesse #a-or e&elop#ents in the

se&enties with the introuction o$ ti!hter re!ulatory controls0 especially

with the introuction o$ re!ulations !o&ernin! the #anu$acture


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Moern scienti+c an technolo!ical a&ances in science are $orcin!

inustry players to aapt e&er $aster to the e&ol&in! en&iron#ents in

which they participate/ Scienti+c a&ance#ents ha&e also increasethe nee $or increase spenin! on research an e&elop#ent in orer

to encoura!e inno&ation/

%E5,% EN:IRONMENT

The phar#aceutical inustry is a hi!hly re!ulate an co#pliance

en$orcin! inustry/ As results there are i##ense le!al0 re!ulatory an

co#pliance o&erheas which the inustry has to a.sor./

INCRE,ED COMPETITION

A #a-or issue $acin! the inustry is the intense co#petition an the

chan!in! $ace the 3har#aceutical #arket/ The inustry has seen a

le!ion o$ new #arket entrants0 increase Co#petition a#on! key

players an inustry consoliation/ A host o$ lar!e,scale #er!ers an

acBuisitions ha&e taken place o&er the last two ecaes/ Co#petiti&e

a&anta!e within the inustry is .ein! constantly ree+ne an to

#aintain their presence0 key inustry players are .ein! $orce to

re&a#p their or!ani'ational structure0 o&erco#e hu!e .arriers in 9%D0

clinical trials si#ply to ensure continuity an #aintain pro+ta.ility/

INDI,N P',RM,CE9TIC,% IND9TR1


Page < of 73

http://en.wikipedia.org/wiki/India

http://en.wikipedia.org/wiki/India



$or#ulation se!#ent was 6?J an that $ro# inter#eiates an Acti&e

3har#aceutical In!reients (A3Is* was aroun H?J/ (Source8 Inustry*

The Inian phar#a inustry is e"pecte to !row .etween :,:=J o&er

ne"t $ew years .acke .y tri!!ers o$ increase in li$estyle,relate

chronic iseases0 .etter #eical $acilities an increasin! awareness

an per capita inco#e i#pro&e#ents/ A si#ilar tren seen in the

e#er!in! #arkets is pro&iin!

i#petus to Inian phar#a co#panies an helps #aintain the !rowth

#o#entu#/ (Source8 Inustry*

P,TENT ,ND 5ENERIC

Depenin! on a nu#.er o$ consierations0 a co#pany #ay apply

$or an .e !rante a patent $or the ru!0 or the process o$ proucin!

the ru!0 !rantin! e"clusi&ity ri!hts typically $or a.out 7 years/

1owe&er0 only a$ter ri!orous stuy an testin!0 which takes :7 to :?

years on a&era!e0 will !o&ern#ental authorities !rant per#ission $or

the co#pany to #arket an sell the ru!/ 3atent protection ena.les

the owner o$ the patent to reco&er the costs o$ research an

e&elop#ent throu!h hi!h pro+t #ar!ins $or the .rane ru!/ Whenthe patent protection $or the ru! e"pires0 a !eneric ru! is usually

e&elope an sol .y a co#petin! co#pany/ The e&elop#ent an

appro&al o$ !enerics is less e"pensi&e0 allowin! the# to .e sol at a


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http://en.wikipedia.org/wiki/Chemical_patent

http://en.wikipedia.org/wiki/Brand

http://en.wikipedia.org/wiki/Generic_drug

http://en.wikipedia.org/wiki/Chemical_patent

http://en.wikipedia.org/wiki/Brand

http://en.wikipedia.org/wiki/Generic_drug



lower price/ O$ten the owner o$ the .rane ru! will introuce a

!eneric &ersion .e$ore the patent e"pires in orer to !et a hea start in

the !eneric #arket/

DI,5NOTIC O9TO9RCIN5= C%INIC,% TR,I%

The Inian ia!nostic ser&ices are pro-ecte to !row at a CAG9 o$ #ore than 7

per cent urin! 7:7,7:/ So#e o$ the #a-or Inian phar#aceutical +r#s0

incluin! Sun 3har#a0 Cailla 1ealthcare an 3ira#al Li$e Sciences0 ha applie

$or conuctin! clinical trials on at least : new ru!s in 7:70 inicatin! a

!rowin! interest in new ru! isco&ery research/

5ENERIC

Inia tops the worl in e"portin! !eneric #eicines worth S :: .illion an

currently0 the Inian phar#aceutical inustry is one o$ the worls lar!est an

#ost e&elope/ Moreo&er0 the Inian !eneric ru! #arket to !row at a CAG9 o$ aroun :@ per cent

.etween 7:7,:: an 7:,:H/ nion Minister o$ Co##erce an Inustry an

Minister $or Trae an Inustry0 Sin!apore0 ha&e si!ne a Special Sche#e $or

9e!istration o$ Generic Meicinal 3roucts $ro# Inia in May 7:70 which seeks

to $ast,track the re!istration process $or Inian !eneric #eicines in Sin!apore/

,D:,NT,5E INDI,


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The Inian 3har#aceutical Inustry0 particularly0 has .een the $ront runner in a

wie ran!e o$ specialties in&ol&in! co#ple" ru!s #anu$acture0 e&elop#ent

an technolo!y/ With the a&anta!e o$ .ein! a hi!hly or!ani'e sector0 the

phar#aceutical co#panies in Inia are !rowin! at the rate o$ =/? .illion0

re!isterin! $urther !rowth o$ ; , 4 J annually/ More than 70777 re!istere units

are $ra!#ente across the country an reports say that ?7 leain! Inian

phar#aceutical co#panies control @7J o$ the #arket share with stark price

co#petition an !o&ern#ent price re!ulations/ Competent workforce: Inia has

a pool o$ personnel with hi!h #ana!erial an technical co#petence as also

skille work$orce/ It has an eucate work $orce an En!lish is co##only use/

3ro$essional ser&ices are easily a&aila.le/ Cost-eective chemical synthesis: Itstrack recor o$ e&elop#ent0 particularly in the area o$ i#pro&e cost,.ene+cial

che#ical synthesis $or &arious ru! #olecules is e"cellent/ It pro&ies a wie

&ariety o$ .ulk ru!s an e"ports sophisticate .ulk ru!s/ Legal & Financial

Framework: Inia has a ?H year ol e#ocracy an hence has a soli le!al

2ra#ework an stron! +nancial #arkets/ There is alreay an esta.lishe

international inustry an .usiness co##unity/ Information & Technology: It has

a !oo network o$ worl,class eucational institutions an esta.lishe stren!ths

in In$or#ation Technolo!y/ Globaliation: The country is co##itte to a $ree

#arket econo#y an !lo.ali'ation/ A.o&e all0 it has a @7 #illion #ile class

#arket0 which is continuously !rowin!/

Consoli!ation: 2or the +rst ti#e in #any years0 the international phar#aceutical

inustry is +nin! !reat opportunities in Inia/ The process o$ consoliation0which has .eco#e a !enerali'e pheno#enon in the worl phar#aceutical

inustry0 has starte takin! place in Inia/ (Source o$ in$or#ation8 internet*

5O:ERNMENT INITI,TI:E ,ND IN:ETMENT


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5O:ERNMENT INITI,TI:E

:77 per cent $orei!n irect in&est#ent (2DI* is allowe uner the auto#aticroute in the ru!s an phar#aceuticals sector incluin! those in&ol&in! use o$

reco#.inant technolo!y/ (DI33*

The Go&ern#ent plans to set up a S 6H4/?6 #illion &enture capital (C* $un

to !i&e a .oost to ru! isco&ery an stren!then the phar#a in$rastructure in

the country/

The Go&ern#ent ha issue an e"pression o$ interest (EoI* $or technical an

+nancial .is $or the selection o$ a !lo.al le&el consultant (GLC* $or the

preparation o$ a etaile pro-ect report (D39* in orer to e&elop Inia as a ru!

isco&ery an phar#a inno&ation hu. .y

77/ The Dru!s an 3har#aceuticals Manu$acturers Association has recei&e

an in,principle appro&al $or its propose special econo#ic 'one (SE* $or

phar#aceuticals0 .ulk ru!s0 acti&e phar#aceutical in!reients (A3Is* an

$or#ulations to .e locate at Nakkapalli #anal in isakhapatna# istrict/

The Depart#ent o$ 3har#aceuticals has prepare a 53har#a ision 775 $or

#akin! Inia one o$ the leain! estinations $or en,to,en ru! isco&ery an

inno&ation an $or that purpose pro&ies reBuisite support .y way o$ worl class

in$rastructure0 internationally co#petiti&e scienti+c #anpower $or phar#a

research an e&elop#ent (9%D*0 &enture $un $or research in the pu.lic an

pri&ate o#ain an such other #easures/

The !o&ern#ent plans to open H0777 an Aushahi stores0 which sell un.rane

!eneric ru!s at hea&y iscounts to .rane ru!s0 in the ne"t two years/


Page 18 of 73



IN:ETMENT

The healthcare sector has attracte !rowin! in&estor support in 7:7 withnearly a tenth o$ the total pri&ate eBuity $unin! !oin! to this sector/ In the thir

Buarter the calenar year 7:70 a total o$ S 07=@ #illion was in&este across

;; eals0 o$ which 4 per cent were healthcare eals/

The phar#a0 healthcare an .iotech sector witnesse +&e #er!er an

acBuisition transactions (M%A* worth S ?7 #illion/

The ru!s an phar#aceuticals sector has attracte 2DI worth S :0;?/=H

#illion .etween April 777 an Septe#.er 7:7/

So#e o$ the #a-or in&est#ent e&elop#ents in the sector inclue8

1yera.a,.ase Natco 3har#a plans to raise S / #illion to $un its

e"pansion plans an research acti&ities/

3ri&ate eBuity #a-or SeBuoia Capital has #ae its +rst in&est#ent in the

phar#aceutical : sector in the country .y in&estin! S :?/;6 #illion into

Celon La.s0 which will use the $uns to ou.le its #anu$acturin! $acility/

)el!iu# .ase 1el&oet 3har#a0 part o$ the Daetwyler Group is settin! up its

+rst !reen+el prouction $acility in Khanala Inustrial Area0 phase I (SE*0

on 3une, )an!alore 1i!hway0 near 3une/ The co#pany has in&este S

6/?6 #illion $or the plant/

Swiss 3har#a #a-or Lon'a AG0 woul in&est aroun S ??/HH #illion

throu!h its Inian su.siiary in a phase #anner in Geno#e alley pro-ect0

1yera.a0 sai Ste$an )or!as0 CEO0 Lon'a/

Chennai,.ase )a$na 3har#aceuticals plans to raise aroun S =/=H

#illion $or its $uture e"pansion .y issuance o$ warrants an shares/


Page 19 of 73



1yera.a Men'ies Air Car!o 3ri&ate Li#ite0 a -oint &enture .etween GM9

1yera.a International Airport Li#ite (G1IAL* an Men'ies A&iation0 has

launche Inias +rst airport,.ase phar#a 'one0 eicate phar#aceutical

car!o stora!e an hanlin! $acility0 at 1yera.a/ The pro-ect in&ol&e an

in&est#ent o$ S :/ #illion/

T'E C',N5IN5 PRECRIPTION

As per WTO0 $ro# the year 77?0 Inia !rante prouct patent reco!nition to

all new che#ical entities (NCEs* i/e/0 .ulk ru!s e&elope then onwars/

This introuction o$ prouct patent re!i#e $ro# anuary 77? is leain! into

lon!,ter# !rowth $or the $uture which #anate patent protection on .oth

proucts an processes $or a perio o$ 7 years/ ner this new law0 Inia

will .e $orce to reco!ni'e not only new patents .ut also any patents +le

a$ter anuary :0 :44?/ ner chan!e en&iron#ent0 the inustry is .ein!

$orce to aapt its .usiness #oel to recent chan!es in the operatin!

en&iron#ent/


Page 1: of 73



Inian

Inian phar#aceutical inustry is #ountin! up the &alue chain/ 2ro# .ein! a

pure re&erse en!ineerin! inustry $ocuse on the o#estic #arket0 the

inustry is #o&in! towars .asic research ri&en0 e"port oriente !lo.al

presence0 pro&iin! wie ran!e o$ &alue ae Buality proucts an ser&ices0

inno&ation0 prouct li$e cycle #ana!e#ent an enlar!in! their #arket reach/


of 73



The ol an #ature cate!ories like anti,in$ecti&es0 &ita#ins0 anal!esics are

e,!rowin! while0 new li$estyle cate!ories like Cario&ascular0

Central Ner&ous Syste# (CNS*0 Anti Dia.etic are e"panin! at ou.le,i!it

!rowth rates/

EMERGING TREND

The Inian phar#aceutical inustry is now isco&erin! new opportunities o$

!rowth in clinical research0 contract research0 #anu$acturin! an inno&ation

opportunities/ This path can lea the Inian phar#aceutical inustry to hu!e

success enea&ors/

RESER!" # DEVE$%&MENT


Page 1; of 73



9esearch % De&elop#ent is the key to the $uture o$ phar#aceutical inustry/

The phar#aceutical a&ances $or consiera.le i#pro&e#ent in li$e

e"pectancy an health all o&er the worl are the result o$ a steaily

increasin! in&est#ent in research/ There is consiera.le scope $or

colla.orati&e 9 % D in Inia/ Inia can oer se&eral stren!ths to the

international 9 % D co##unity/ These stren!ths relate to a&aila.ility o$

e"cellent

scienti+c talents who can e&elop co#.inatorial che#istry0 new synthetic

#olecules an plant eri&e caniate ru!s


Page 1< of 73



:? The 9 % D e"peniture .y the Inian phar#aceutical inustry is aroun

:/4 per cent o$ the inustry‟s turno&er0 which is a little low as co#pare to

$orei!n research .ase phar#aceutical co#panies/ 1owe&er0 now that Inia

is enterin! into the 3atent protection area0 #any co#panies are spenin!

relati&ely #ore on 9 % D/ When it co#es to clinical evaluation at the ti#e

o$ #ulti,center trials0 Inia is pro&iin! a


Page 2= of 73



stron! .ase consierin! the real a&aila.ility o$ clinical #aterials in i&erse

therapeutic areas/ Accorin! to a sur&ey .y the 3har#aceutical Outsourcin!

Mana!e#ent

Association an )io3har#aceutical Outsourcin! 9eport0 phar#aceutical

co#panies are utili'in! su.stantially the ser&ices o$ Contract Researc+

Organi>ations (C9Os*/ Inian 3har#aceutical Inustry0 with its rich

scienti+c talents0 pro&ies cost,eecti&e clinical trial research/ It has an

e"cellent recor o$ e&elop#ent o$ i#pro&e0 cost,.ene+cial che#ical

syntheses $or &arious ru! #olecules/ So#e MNCs are alreay sourcin!

these ser&ices $ro# their Inian aliates/

PROD9CT DE:E%OPMENT2or years0 +r#s ha&e #ae their ways into the !lo.al #arket .y researchin!

!eneric co#petitors to patente ru!s an $ollowin! up with liti!ation to

challen!e the patent/ This approach re#ains untouche .y the new patent

re!i#e an looks to increase in the $uture/ 1owe&er0 those that can aor it

ha&e set their si!hts on an e&en hi!her !oal8 ne2 molecule $iscover!/

Althou!h the initial in&est#ent is hu!e0 co#panies are lure .y the pro#ise

o$ he$ty pro+t #ar!ins an the reco!nition as a le!iti#ate co#petitor in the

!lo.al inustry/

M,%% ,ND MEDI9M ENTERPRIE The e"cise structure chan!e so that co#panies now ha&e to pay a :6 per

cent ta" on the #a"i#u# retail price o$ their proucts0 as oppose to on the

e",$actory price/ ConseBuently0 lar!er co#panies are cuttin! .ack on

outsourcin! an what .usiness is le$t is shi$tin! to co#panies with $acilities in

the $our ta",$ree states , 1i#achal 3raesh0 a##u % Kash#ir0 ttaranchal

an harkhan/ SMEs ha&e .een +nin! it icult to +n the $uns to

up!rae their #anu$acturin! plants0 resultin! in the closure o$ #any


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$acilities/ In ter#s o$ the !lo.al #arket0 Inia currently hols a #oest :,

per cent share0 .ut it has .een !rowin! at appro"i#ately :7 per cent per

year/ Inia !aine its $oothol on the !lo.al scene with its inno&ati&ely,

en!ineere !eneric ru!s an acti&e phar#aceutical in!reients (A3I*0 an it

is now seekin! to .eco#e a #a-or player in outsource clinical research as

well as contract #anu$acturin! an research/


of 73



COMP,N1 PROFI%E

'istor!

In :4=?0 a Goan entrepreneur Mr/ 5ovin$ Ramnat+ .are0 who was in the

.usiness o$ wholesale an retail trae o$ phar#aceuticals0 starte a +r#

which he na#e Ino Continental Train! Co#pany/ The principal .usiness

o$ this +r# was to i#port phar#aceutical $or#ulations $ro# Europe an

istri.ute the# in Western Inia/ 1owe&er in :4=@0 a$ter Inia .eca#einepenent0 the new Go&ern#ent in its .i to encoura!e ini!enous

#anu$acturin! o$ #eicines .anne i#port o$ se&eral $or#ulations/ Mr/ G/9/

Kare instea o$ .ein! iscoura!e0 ecie to &enture into #anu$acturin! o$

phar#aceuticals/ Accorin!ly0 on Hr Au!ust :4=@0 a week a$ter Inias

inepenence0 a new Co#pany was $oune with the intent to #anu$acture

an sell phar#aceutical $or#ulations/ Thus0 Ino Continental Train!

Co#pany .eca#e Inoco 9e#eies Li#ite/

N,T9RE OF 39INE<

Inoco 9e#eies Lt (Inoco* is en!a!e in the #anu$acturin! an

#arketin! o$ 2or#ulations (2inishe Dosa!e 2or#s* an Acti&e

3har#aceutical In!reients (A3Is* in Inia/ It has a stron! international

presence in the 9e!ulate an E#er!in! #arkets/ The Co#pany is lookin! at

&arious opportunities in untappe #arkets an association with .usiness

partners in the !lo.al #arkets to .oost its re&enues/ Inoco has a well,.uilt

.ran port$olio o$ P77 proucts in &arious therapeutic se!#ents0 incluin!

ierent hi!h #ar!in li$e style se!#ents such as Cario&ascular0 Anti,


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Dia.etics0 Central Ner&ous Syste#0 Musculo,Skeletal0 Nutrition an Dental

care to #ention a $ew/

MIION<

To .e continue to .e Buality ri&en0 research .ase0 $ocuse phar#aceutical

co#pany/

To aapt an assi#ilate cGM3( current Goo Manu$acturin! 3ractices* with strict

aherence to en&iron#ental sa$ety/

To .uil on the trust !enerate .y the #eical $raternity/

:IION<

To i#pro&e the Buality o$ li$e .y #akin! a&aila.le proucts o$ hi!hest Buality

at aora.le process/

To ensure that Buality .eco#es a ha.it0 a co##it#ents that +ns e"pressionat e&ery sta!e $ro# prouction0 testin!0 #arketin! to e#ployee relations/

To .e research .ase !lo.ally known co#pany presents in all continents o$

the worls/

MI%ETONE<

7: , Inoco announce the si!nin! o$ an a!ree#ent with DSM0 a Q 4 .illion

Co#pany0 $or co##ercial cooperation $or Acti&e 3har#aceutical In!reients


Page 28 of 73



(A3Is*/ Inoco an DSM ha&e $or#e a strate!ic alliance0 wherein DSM shall

.e #arketin! an sellin! the A3Is #anu$acture .y INDOCO/

,CCO%,DE<

%IFE TIME ,C'IE:EMENT ,;,RD

Mr& ures+ 5& .are recei&e the presti!ious E)cellence ,2ar$-4??7 $ro#3har#a )usiness an Technolo!y/

5O, P%,NT I<

The Soli Dosa!e 2or#s an E"ternals 2acility recei&e the IDM, @ualit!

E)cellence ,2ar$s 4??A - ilver ,2ar$0 $or the thir ti#e/

The Soli Dosa!e 2or#s an E"ternals 2acility recei&e the IDM, @ualit!

E)cellence ,2ar$s 4??B - Formulations - 5ol$ ,2ar$0 secon ti#e

since co##issione in :44@/

5O, P%,NT II<

The Sterile 2acility recei&e the IDM, @ualit! E)cellence ,2ar$s 4??A -

5ol$ ,2ar$0 $or the thir ti#e/

The Sterile 2acility $or In-ecti.les an Ophthal#ics recei&e the IDM,

@ualit! E)cellence ,2ar$s 4??B - Formulations - ilver ,2ar$/


Page 29 of 73



OCI,% REPONI3I%IT1<

At Inoco 9e#eies0 we .elie&e that any hi!h per$or#ance sustaina.le

or!ani'ation rests on the three pillars o$ Econo#ics0 Society an

En&iron#ent/ To .e a truly sustaina.le or!ani'ation0 in the .roaest

e+nition o$ its ter#s0 an or!ani'ation #ust per$or# well across all three

i#ensions/

As a co#pany0 we entirely .elie&e in healin! se&eral li&es0 .ut also

unerstan our responsi.ility towars the wel$are o$ hu#an li$e/

c+olars+i"s< With the a&owe ai# o$ helpin! the neey an eser&in!

stuents wantin! to unertake post !rauation hi!her stuies in 3har#a

Science in Inia an a.roa0 the co#pany throu!h the Suresh Kare,Inoco

$ounation sponsors the scholarships/


Page 2: of 73



O;NER'IP P,TTERN

Mr& ures+ 5& .are < E)ecutive C+airman

1e is the E"ecuti&e Chair#an o$ Inoco 9e#eies Lt/ 1e has .een at the hel# o$ the co#pany<s

aairs $or $orty,nine years an is responsi.le $or the it<s trans$or#ation $ro# a s#all sick unit in

:46H0 to the !lo.al0 $ast !rowin!0 pro+ta.le or!ani'ation that it is toay/ Suresh G/ Kare has a

technical .ack!roun an is reco!ni'e $or his leaership an &ision/ 1e is a #ulti,$acete

personality whose lo&e $or arts0 sports an social ser&ice co#ple#ents his stron! .usiness acu#en/

ner his stewarship0 Inoco has achie&e innu#era.le #ilestones/ Suresh G/ Kare<s $our ecaes

o$ phar#aceutical e"perience is the key to the co#pany<s $ast pace !rowth in the o#estic an

international arena/ 1e is also the i##eiate 3ast,presient o$ the Inian Dru! Manu$acturers< Association (IDMA*/

Ms& ,$iti .are Panan$i(ar < Managing Director

1a&in! worke in &arious epart#ents in ierent capacities0 Aiti has steaily cli#.e the

corporate laer an is now a Mana!in! Director on the .oar at Inoco 9e#eies Li#ite/ She

heas Do#estic Marketin!0 )usiness De&elop#ent0 Technical0 1/9/ an the A3I )usiness at Inoco/

Aiti Kare 3ananikar0 a 3har#acist .y pro$ession0 has earne her .asic e!ree in 3har#aceutical

A#inistration $ro# the Ohio State ni&ersity0 SA/ A thir !eneration entrepreneur0 she -oine the

$a#ily .usiness soon a$ter returnin! .ack in :44/

Mr& un$ee" :& 3ambol(ar < Jt& Managing Director

A 3har#a pro$essional with o&er ? years e"perience in the inustry0 across &arious $unctions such

as 2inance0 Operations0 3urchase0 3ro-ects an International )usiness/ As t/ Mana!in! Director he is

o&erall responsi.le $or all Manu$acturin! as well as Supply Chain Operations0 the 2inance 3ort$olio

an the International 2or#ulation )usiness at INDOCO/

1e is a science !rauate an hols a Master<s e!ree in )usiness A#inistration $ro# the Mu#.ai

ni&ersity/ 1e has also traine in the +el o$ #ana!e#ent at the Inian School o$ )usiness0

1yera.a an the Kello!! School o$ )usiness0 Chica!o0 SA/ Suneep / )a#.olkar has .een with the !roup since

:4;/

Mr& D& M& u(t+an(ar - Non-E)ecutive Director


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1e hols Master De!ree in Co##erce $ro# )o#.ay ni&ersity/ 1e was selecte $or IAS (Inian

A#inistrati&e Ser&ice* in :4?6 an ser&e in &arious capacities in ierent epart#ents o$ the

Go&t/ o$ Maharashtra an the Go&t/ o$ Inia $or a perio o$ H? years0 prior to his retire#ent on H:st

Au!ust :447 as Chie$ Secretary to the Go&t/ o$ Maharashtra/ Durin! the perio $ro# May0 :4;: to

No&e#.er :4;=0 he also worke as the Municipal Co##issioner o$ Greater )o#.ay/ A$ter his

retire#ent0 he has worke an is workin! as chair#an or #e#.er o$ &arious )oarsCo##ittees

appointe .y the Go&ern#ent o$ Inia an Go&ern#ent o$ Maharashtra/ Mr/ Sukthankar was

appointe on the )oar on Septe#.er :70 :44=/

Mr& D& M& 5avas(ar - Non-E)ecutive Director

1e is a Chartere Accountant an Co#pany Secretary/ Mr/ Ga&askar is a Co##erce Grauate $ro#

the ni&ersity o$ )o#.ay an he has also co#plete $ro# /K/ a course in Strate!ic Mana!e#ent

an another course $or Senior Mana!e#ent $ro# Te#pleton Colle!e0 O"$or ni&ersity0 an 1enley

Colle!e o$ Mana!e#ent0 respecti&elyMr/ Ga&askar has .een inucte as an Aitional Director on the

)oar with eect $ro# April ::0 77? an woul hol oce until the ne"t Annual General Meetin!/

Mr& +ara$ P& 9"asani - Non-E)ecutive Director1e has occupie the hi!hest position in Maharashtra State A#inistration as Chie$ Secretary/ 1e

-oine Inian A#inistrati&e Ser&ice in :46/ 3rior to that he ha o.taine post,!rauate e!ree o$

Master o$ Co##erce an also i )achelor o$ Law $ro# ni&ersity o$ )o#.ay/ A$ter -oinin! ser&ice in

:46; he i Masters o$ )usiness A#inistration in /S/A/ Shri/ pasani has &arie e"perience in

A#inistration as he ha the opportunity to work .oth in State an Central Go&ern#ent an 3u.lic

Sector Corporations/ 2ro# :4@= to :4@;0 Shri/ pasani was on eputation to International Monetary

2un0 Washin!ton0 SA/

A$ter retire#ent in :4460 pasani is practicin! in the +el o$ Corporate Law an has acte as Ar.itrator in &ariety o$

cases incluin! in$rastructure pro-ects/ In aition to his le!al practice an ar.itrations0 Shri/ pasani is also ice,

3resient o$ M/ is&es&araya Inustrial 9esearch % De&elop#ent Centre0 (Worl Trae Centre*0 Mu#.ai an

3resient o$ Consu#er Council o$ Inia/

INFR,TR9CT9RE F,CI%ITIE

C+art < E)isting Manu*acturing Facilities8

ite Dosage Form ,""rovals

5oa I Tablets 9.M'R, 5erman 3ra>il ,N:I, MCC

,T5,


Page 2; of 73



Creams an$ Ointments 9.M'R,

5oa II terile E!e $ro"s 9FD, MCC ,

5oa III Tablets=Ca" 9.M'R, 5erman 3ra>il

,N:I, MCC ,T5,

;alu Tablets RO;

3a$$i Tablets %iui$ 9.M'R,5MP a""roval*rom J,GMP agenc! *or

Orals Creams me$ical "ro$ucts an$ me$ical $evices o*

t+e Re"ublic an$ Ointments Toot+"astes o* lovenia

F,CI%ITIE 9NDER DE:E%OPMENT

)esies the a.o&e #entione $acilities0 to cater to the increasin! e#an

an opportunities0 the co#pany has &arious other e"pansions .ein!

unertaken/

5oa E)"ansion8 The Co#pany is settin! up a new plant in Goa (3lant II*

with the allocation o$ R=;7 #n/ Throu!h this e"pansion the co#pany woul

ou.le its ta.let #anu$acturin! capacity to :7 .n per annu#/ The trials0


Page 2< of 73



prouction an &aliation acti&ities are e"pecte to co##ence .y anuary0

7::/

O"+t+almic *acilit!8 Inoco has co#plete the e"pansion o$ the

ophthal#ic sterile $acility/ The &aliation acti&ities are in pro!ress an the

co#pany is e"pectin! to start #anu$acturin! the e"hi.it .atches in the

current Buarter/

E)"ansions at ,urangaba$8 The Co#pany has also acBuire a plot in

Auran!a.a which woul ha&e a unit to ser&e the e#er!in! #arkets/ The

e"istin! stora!e o$ the co#pany will .e shi$te to the new pre#isespurchase/ At the &acant space0 Inoco intents to put up a ta.let

#anu$acturin! plant an construct a well eBuippe la.oratory an C $acility

at the plant/ The capitali'ation o$ this acti&ity woul .e one .y March 7::/

Mo$erni>ation activities8 The Co#pany is also unertakin!

#oerni'ation o$ its e"istin! $acilities at )ai an Walu- $acility a$ter the A3I

$acility at 3atal!an!a is one/ 3art o$ the cape" woul also .e spent towars

its 9%D $acilities/

All o$ these e"pansions .ein! unertaken .y the co#pany shoul help it

enhance its capacities to #eet the increasin! e#an/

39INE PROFI%E OF T'E COMP,N1

The #a-or .usiness se!#ents o$ the co#pany inclue 2or#ulations0 A3I an

9%D/ A.out @7J o$ the re&enues co#e $ro# the o#estic #arkets %

re#ainin! throu!h e"ports/ 4?J o$ the re&enues are eri&e $ro# the


Page 3= of 73



2or#ulations space an the .alance .y the A3I/ ;7J o$ the total e"ports is

contri.ute .y the re!ulate #arkets o#inate .y K an Ger#any while

the re#ainin! $ro# the e#er!in! #arkets/ Chart 68 )usiness Moel an

Geo!raphical istri.ution8

39INE MODE%

Domestic *ormulations business< contributes 8H to t+e revenues<

Inoco currently #arkets 77 proucts (incl/ line e"tensions* $ocusin! #ainly

on Anti,in$ecti&es0 9espiratory % Dental that co#prise o$ P ?6J o$ the total

o#estic $or#ulation re&enues/

There are @ #a-or #arketin! i&isions incluin! the two new i&isions

introuce0 throu!h which the co#pany $ocuses on ierent therapeutic

se!#ents/ It has a prouct .asket o$ .rane !enerics an &alue ae

!enerics across these i&isions/

In$oco8 It is one o$ the lar!est % olest i&isions with a contri.ution o$

P=;J to the re&enues caterin! to se!#ents like anti,in$ecti&es0 GI0

respiratory an er#atolo!icals/ The top proucts inclue Cyclopa#0 epan0

O"ipo0 Clo.en,G an Kar&ol plus/

"a$e8 This i&ision caters to the therapeutic se!#ents o$ Anti,col0 Anti,

in$ecti&es0 1ae#atinics an Calciu# supple#entation/ The top prouctsinclue 2e.re" 3lus0 ATM0 Aloha T an Methycal which are also the potential

proucts in ter#s o$ $uture !rowth/


of 73



;arren< This i&ision is $or#e $ro# the acBuire co#pany Warren 3har#a

Lt in :444/ It is at the nu#ero uno position in the ental care cate!ory/ The

other therapeutics inclues sto#atolo!ical0 anti,in$ecti&es an anal!esics/ In

ter#s o$ the proucts0 the top per$or#ers are Sensoent K0 Senso$or#0

Sensoent K2 % Li!no" J/

"era< This i&ision has .een $or#e .y trans$errin! so#e o$ the potential

proucts $ro# the Inoco i&ision/ So#e o$ these proucts inclue Cital0

Car#icie that are !rowin! at aroun H7J/

E)cel< This niche se!#ent caters to the nees o$ Ophthal#olo!ists an ENT

specialists/ The !rowth o$ this se!#ent is attri.ute to the proucts like

1o#ie0 De"oren,S0 9enolen etc/

New i&ision

ten$8 This i&ision is launche to stren!then % increase the presence in

the e"tra,ur.an towns $or the key therapeutics like anti,in$ecti&es0 pain

#ana!e#ent0 anti,peptic ulcerants0 appetite enhancers an lipi

#ana!e#ent/

Eterna8 With the intention o$ .uilin! up on the !rowin! octor specialities

such as the C3s0 Orthopaeicians0 Gastro,enterolo!ists an top G3s0 Eterna is

starte caterin! to anti,in$ecti&es0 !asto,intestinals0 pain #ana!e#ent to

#ention a $ew/ Thus0 with the ierent i&isions #entione a.o&e0 Inoco

has esta.lishe .rans that ha&e a leaership position in their respecti&e

therapeutic se!#ents/


of 73



F9T9RE 5RO;T' ,ND PROPECT

inustry/

INTERN,TION,% TREN5T'<

E"ports8 2or#ulations se!#ent8

This se!#ent contri.utes aroun 4J o$ the total $or#ulations sales o$ the

co#pany/ Throu!h this .usiness se!#ent0 Inoco oes contract#anu$acturin! an supplies ierent #olecules/ It sells ossiers an has tie,

ups $or certain ANDAs/ Ae to this it has starte +lin! its own ANDAs as

well/ Also eals with the MNCs (Watson an Aspen* that Inoco has recently

entere0 shoul help a to the contri.ution $ro# this i&ision/ These woul

!raually ha&e su.stantial inputs to the .usiness/

Ma-or contri.utor $or $or#ulations8 9e!ulate #arkets8 Aroun ;HJ o$ the

E"port 2or#ulations .usiness is throu!h the re!ulate #arkets caterin! to

countries like S0 K0 Ger#any0 Eastern Europe0 South A$rica0 Australia an

New ealan o$ which K an Ger#any are at the $ore$ront/ The K #arkets

contri.ute #ore than ?7J o$ the total re!ulate #arkets contri.utions an

Ger#any #ore than ?J/ The share is e"pecte to $urther increase .acke

.y the contractual supplies an tener .usiness respecti&ely/

Increasing t+e mar(et e)"osure<

3 3ro!ress in Europe8 The Co#pany has sprea its win!s in the European

#arkets with the $ocus on licensin! or sellin! o$ Inocos own intellectual


of 73



property (ossiers*/ The +lin!s in South A$rica0 Australia an New ealan are

pro!ressin! well $or the co#pany/

3 De.ut in South A$rica8 South A$rica is e#er!in! as an i#portant #arket $or

Inoco consierin! the $uture prospects/ The Co#pany has &arious !eneric

co#panies with which it has partnere $or proucts an ossier

e&elop#ents/ With a o'en o$ proucts that it alreay supplies0 it is

e"pecte to increase $urther ue to the conscious $ocus on tappin! this

#arket .y Inoco/

TENDER 39INE

This is one o$ the i#portant se!#ents o$ the re!ulate #arkets .usiness o$

the co#pany/ Inoco is in plans to increase the nu#.er o$ prouct

applications in the $ollow up roun o$ .iin! $or the tener .usiness in

#arkets o$ Ger#any0 South A$rica an New ealan/ This shoul pro&ie

$urther i#petus to the .usiness/ In

Ger#any0 Inoco plans to +le $or new AOK teners that are line .etween

March 7::,:H (? proucts throu!h its partners*/ In the pre&ious roun o$

.iin! the co#pany ha +le $or proucts an recei&e appro&al $or one/

The supplies $or the tener that was .a!!e in H2U:7 $ro# Kenya ha&e

starte $ro# 2e.ruary 7:7/ Goin! $orwar such teners are e"pecte $ro#

ierent other #arkets as well that are catere .y the co#pany/

TO C,PT9RE T'E EMI-RE59%,TED M,R.ET OPPORT9NITIE

Inoco has co##issione a eicate ophthal#ic $acility that woul cater to

the re!ulate #arkets an is e"pecte to !o on,strea# $ro# 2U:E/ This step


Page 38 of 73



has .een taken as the co#pany plans to +le ANDAs an enter into the S

#arkets (#ainly caters to the ophthal#ic space* which i not contri.ute

su.stantially owin! to the slowown in .usiness $ro# its S partner A#neal

3har#aceuticals/ This woul also !et a $urther i#petus throu!h the prouct

e&elop#ent alliance that the co#pany has recently entere into with

WATSON $or se&en sterile proucts which inclues ophthal#ic proucts as

well/

TO C,PT9RE T'E EMI-RE59%,TED M,R.ET OPPORT9NITIE

In the se#i,re!ulate #arkets that Inoco caters to na#ely CIS0 Latin

A#erica0 A$rica an South East Asia0 recei&a.les ha&e always .een an issue/

These #arkets ha&e the #a-or hurle o$ pay#ent relate issues/ To eal with

these the co#pany is &enturin! into tener .ase .usiness #oel an

partnershipsalliances $or .etter placin! in these #arkets an $urther

penetration/ )esies the core .usiness0 Inoco has also entere into new

ossier licensin! an supply eals with Watson Inc/ (WATSON* an Aspen

3har#acare (AS3EN* in =2U:7/ )oth these eals are the key !rowth ri&ers

$or Inoco post 2U:E once all the appro&als an other re!ulatory issues are

in place/

DE,% ;IT' ;,TON

Inoco entere into an alliance $or !eneric prouct e&elop#ent with

WATSON $or se&en sterile proucts in 2e.0 7:7 ha&in! a #arket si'e o$


Page 39 of 73



PSD 6@4 #n/ The eal inclues ophthal#ic an a $ew patente proucts

also/

DE,% ;IT' ,PEN

Inoco entere into a ossier licensin! an supply eal with Aspen

3har#acare0 South A$rica $or supply o$ @ ophthal#ic proucts to H7 e#er!in!

countries in March0 7:7/ ner the a!ree#ent0 Inoco will licence out the

technolo!y an supply the proucts/ Aspen will #arket the proucts in

e#er!in! #arkets/ It is e"pecte that the arran!e#ent woul .oost sale

procees o$ the Co#pany/ AS3EN is in the process o$ !ettin! the re!ulatory

appro&als/

econ$ %ine o* 3usiness< ,PI /,ctive P+armaceutical Ingre$ients0<

The Secon line o$ .usiness $or Inoco is the A3I #anu$acturin! that it oers

to the o#estic as well as the international #arkets/ The Co#pany has

recently co#plete the e"pansion at its A3I $acility at 3atal!an!a/ )esies

the #arkets that it caters to0 the A3I se!#ent also contri.utes to the cost

eciency o$ the $or#ulation .usiness as it ser&es $or capti&e consu#ption/

The Co#pany has ; SDM2s an ? CE3s (Certi+cate o$ Suita.ility* with #any

other pro-ects uner e&elop#ent an re!ulatory su.#issions/

5ro2t+ maintaine$ t+roug+ t+e base business<

The .ase .usiness o$ the co#pany woul re#ain the key $actor $or !rowth0 a

co#.ination o$ the o#estic i&isions as well as the e"port .usiness/ The


Page 3: of 73



strate!ies to capture the re!ulate #arkets are in place/ The .ase .usiness

throu!h the se#i,re!ulate #arkets woul re#ain >at ue to the pay#ent

issues in selecte CIS countries which is .ein! aresse .y the co#pany0

sortin! #easures to insulate itsel$ $ro# this epenency .y aoptin! the

tener .usiness #oel an enterin! into partnership as #entione earlier/

Source: Company

PROD9CT

Throu!h its ierent #arketin! i&isions0 the co#pany caters to ierent

therapeutic se!#ents each o$ which has key .rans to oer/ With re!ars to

its top .rans0 the top :,:H proucts contri.ute aroun 67J o$ the total

re&enues/

Key Therapeutic Areas

T+era"eutic egment Contribution

Anti,in$ecti&es :J

Dental :?J

9espiratory % Anti,aller!y :4J

Ali#entary Syste#s :HJ

Source: Company

DPCO /Drug "rice Control Or$er0 +ur$le< O$ the total prouct pro+le0

:J .y &alue is uner the D3CO .racket/ Only one o$ the top .rans0 na#ely

epan $alls uner the

D3CO control which ha iscoura!e the co#pany $ro# pro#otin! the

.ran/ 1owe&er0 it woul now .e .ack on the pro#otional raar as the raw

#aterial suppliers $or the prouct ha&e a!ree to !i&e $urther iscounts to


of 73



the co#pany/ This has #ae the supply o$ epan &ia.le $or Inoco an

shoul a!ain start contri.utin! to the top line o$ the co#pany/

: Major Brands of the Company

Pro$uct bas(et Categor! 3ran$ :alue /In Mn0

Cyclopa# Antiplas#oic @;

2e.re" 3lus Anti,Col H:6

epan Anti,in$ecti&e :6@

Sensoent Dental :=

ATM Anti,in$ecti&e :?=

O"ipo Anti,in$ecti&e :

Cla#chek Anti,in$ecti&e == Sources: ORG DATA

T+era"eutic Per*ormance /In mn0<

Particulars ,"rMar 6? Contribution

/H0Anti,in$ecti&e ?;= :

9esp % Anti,aller!y ?: :4

Dental =7 :?

Ali#entary Syste#s H64 :H

Opthal#icENT :? 6

Anti,Dia.etic :H? ?

Der#atolo!y :HH ?

Nutrition :H ?

rinary 46 =

Anal!esics % Antipyretics @H H

Cario&ascular Syste# @H H


Page 3; of 73



Anti,hae#orrha!ics H; :

Musculo,skeletal isorers := 7/=4

TOT,% 4K7? 6??

Recent Re"orting o* "ro$uct "er*ormance< (In L mn)

Particulars ,"rJun 6? ,"rJun ?

5ro2t+

Anti,in$ecti&e :?4? :7?: ?J

Sto#atolo!icals ::4:; 46:H

=J

Gastro Intestinal ::;?H ::H@;

=J

9espiratory :7@?6 :76=

?J

Gynaec ??? =6? :HJ

Ophthal Otolo!icals =6H H67? :;J

it Minerals Nutrients H@= H:=@ :4J

3ain Anal!esic H@H@ HH? ::J

Dia.etic % Cariac ?H=H 6?6 ,

:;J

Der#atolo!y H=?? H4= ?J

Source: Company

Pro$uct Pi"eline<

The .io eBui&alence stuy $or the anti,psychotic $or#ulation has .een

cleare thus pa&in! way $or ossier +lin! in Australia an South A$rica/ The

plan to +le this ossier in E an S is .ein! taken $urther in &iew o$ the


Page 3< of 73



e"pecte positi&e #o&e o$ .ioeBui&alence stuies with the prouct in

re$erence to the Australian #arkets/ The .io

stuies $or a cholesterol lowerin! $or#ulation is in pro!ress an the results

will .e known .y ,H 2U::E/

RD ,ctivities<

Inoco has a state,o$,the art 9 % D centre locate at 9a.ale0 Na&i Mu#.ai

where it unertakes $or#ulation e&elop#ent0 A3I research an re!ulatoryacti&ities/ Inocos speciali'ation inclues New Dru! Deli&ery syste#s

(NDDS* an Technolo!y 3lat$or#s $or +nishe osa!es an no in$rin!in!

processes $or A3Is an Inter#eiates/ The co#pany has o&er ?7 scientists

that are esti#ate to !o to 47,4? !raually/ It has 46 $or#ulation ossiers

o$ :6: proucts su.#itte to ?= countries/ Inoco has su.#itte 7 ossiers

to theEuropean authorities an is e&elopin! #ore ossiers $or the

European #arkets/ It has su.#itte ; M2 with S2DA an : to Canaian ru!

authorities/ It has su.#itte 7 ossiers to ?7 custo#ers in Europe0

Australia0 New ealan an S/ A$rica/ (Source8 Co#pany*

Reu!atory Status of the Company

,PI

DMF=Co ling status<

Proect tatus o* Proects

S DM2 ;

Canaa :

Cyprus :


Page 8= of 73



S DM2 uner pro!ress :

E DM2 uner pro!ress =

COS appro&al recei&e ?

Finis+e$ Dosages

Dossier Filing tatus<

Proect tatus No o* Proects

S ANDA H

E CTD 7

E#er!in! Market 46:

S ANDA uner pro!ress H

E CTD uner pro!ress ;

E#er!in! Market uner pro!ress 7

A3I

Patents le$ till $ate No o* Patents

Inia :

3CT application 6

Finis+e$ Dosages

Patents le$ till $ate No o* Patents

Inia :H

3CT application ,Source8 Co#pany


Page 81 of 73



Durin! the ne"t couple o$ years0 Inoco plans to ha&e a o'en ANDAs +le in

its na#e/ The co#pany is also conte#platin! on its plans to re!ister its own

ossiers in Europe throu!h DC3 (Decentrali'e 3roceure* % M93 (Mutual

9eco!nition 3roceure*/

COMPETITOR

There are no such irect peers $or the co#pany0 howe&er across the ierent

.usiness se!#ents there coul .e an inirect co#parison with co#panies

like niche# La.oratories (2or#ulations an A3I #anu$acturer* an 2DC

(into the .ulk ru!s0 $or#ulations an A3I space*/ Eler 3har#a (A3I

#anu$acturer*0 Inoco is also another co#pany that can .e an inirect peer

$or Inoco/

.e! Ris(s

Im"act $ue to e)c+ange fuctuations< With increasin! !rowth in the

e"ports .usiness there is a !raual increase in the e"posure o$ the co#pany

to $ore" transactions an currency relate risks/ 1owe&er0 the co#pany is

takin! initiati&es to he!e usin! $orwar contracts/

Price Control< Currently Inoco is co#plyin! with the prices +"e $or its

prouct .asket .y the D3CO/ 1owe&er0 any $urther reuction in these prices

or aition o$ newer proucts uner the D3CO co&er woul aect the

re&enues an #ar!ins o$ the co#pany/

Dela! in e)ecution o* contracts< Key to pro+ta.ility is e"ecution an

ti#ely eli&ery o$ proucts to clients/ Any elay in e"ecution o$ contracts will

ha&e i#pact on re&enue an pro+ta.ility/


Page 82 of 73



ustainabilit! o* t+e "artners+i" mo$el< Inoco ha a #ute with

A#neal phar#a $or ophthal#ic proucts wherein the eal is tri##e to a

li#ite $ew proucts/ Any

such outco#es in ter#s o$ the eal si!ne with Watson an Aspen coul

ha#per the earnin!s !oin! $orwar/

P+armas Ne2 DTC 5ui$elines

> Co#panies shoul su.#it all new irect,to,consu#er tele&ision

a&ertise#ents to the 2DA .e$ore releasin! the# $or .roacast

> DTC tele&ision a&ertisin! that ienti+es a prouct .y na#e shoul

clearly state the health conitions $or which the #eicine is appro&e

an the #a-or risks associate with the #eicine .ein! a&ertise

> DTC tele&ision an print a&ertisin! shoul .e esi!ne to achie&e a

.alance presentation o$ the .ene+ts an risks associate with the

a&ertise prescription #eicine/ Speci+cally0 risks an sa$ety

in$or#ation in DTC tele&ision a&ertisin! shoul .e presente in clear0

unerstana.le lan!ua!e0 without istraction $ro# the content0 an in

a #anner that supports the responsi.le ialo!ue .etween patients an

health care pro$essionals

> Co#panies shoul spen an appropriate a#ount o$ ti#e to eucate

health pro$essionals a.out new #eicines or new therapeutic

inications .e$ore .e!innin! the +rst irect,to,consu#er a&ertisin!

ca#pai!n


Page 83 of 73



;OT ,nal!sis

TREN5T'<

:/ Low cost o$ prouction/

/ Lar!e pool o$ installe capacities

H/ Ecient technolo!ies $or lar!e nu#.er o$ Generics/

=/ Lar!e pool o$ skille technical #anpower/

?/ Increasin! li.erali'ation o$ !o&ern#ent policies/

OPPORT9NITIE<

:/ A!in! o$ the worl population/

/ Growin! inco#es/


Page 88 of 73



H/ Growin! attention $or health/

=/ New ia!noses an new social iseases/

?/ Spreain! prophylactic approaches/6/ Saturation point o$ #arket is $ar away/

@/ New therapy approaches/

;/ New eli&ery syste#s/

4/ Spreain! attitue $or so$t #eication (OTC ru!s*/

:7/ Spreain! use o$ Generic Dru!s/

::/ Glo.ali'ation

:/ Easier international train!/

:H/ New #arkets are openin!/

;E,.NE<

:/ 2ra!#entation o$ installe capacities/

/ Low technolo!y le&el o$ Capital Goos o$ this section/

H/ Non,a&aila.ility o$ #a-or inter#eiaries $or .ulk ru!s/

=/ Lack o$ e"perience to e"ploit eciently the new patent re!i#e/

?/ ery low key 9%D/

6/ Low share o$ Inia in Worl 3har#aceutical 3rouction (:/J o$

worl prouction .ut ha&in! :6/:J o$ worls population*/

@/ ery low le&el o$ )iotechnolo!y in Inia an also $or New Dru!

Disco&ery Syste#s/

;/ Lack o$ e"perience in International Trae/

4/ Low le&el o$ strate!ic plannin! $or $uture an also $or technolo!y

$orecastin!/


Page 89 of 73



T'RE,T<

:/ Contain#ent o$ risin! health,care cost/

/ 1i!h Cost o$ isco&erin! new proucts an $ewer isco&eries/H/ Stricter re!istration proceures/

=/ 1i!h entry cost in newer #arkets/

?/ 1i!h cost o$ sales an #arketin!/

6/ Co#petition0 particularly $ro# !eneric proucts/

@/ More potential new ru!s an #ore ecient therapies/

;/ Switchin! o&er $or# process patent to prouct patent/

O""ortunities an$ T+reats There is a hu!e opportunity o$ :@7 .illion worth ru!s !oin! o patent .y

7:?0 couple with healthcare re$or#s across !eo!raphies turnin! pro,

!eneric/ Inia still re#ains a #a-or $orce in the 3har#a space an has

tre#enous potential to e"cel0 .oth within the country an !lo.ally/

On the o#estic $ront0 the GD3 !rowth o$ aroun @J0 increase in healthcare

access an hi!her penetration into s#aller towns will .oost the !rowth rate/

The Inustry is $acin! certain challen!es in the areas o$ price control0

increasin! scrutiny .y re!ulatory authorities an elaye prouct appro&als/

2luctuation in currencies0 +el $orce attrition an counter$eit ru!s are so#e

o$ the other $actors that a&ersely aect the !rowth o$ the Inian

3har#aceutical Inustry/

At the #icro le&el0 pricin! pressure especially in anti,in$ecti&es is increasin!/

The new price,control #echanis# .ein! $or#ulate .y the Go&ern#ent is

e"pecte to create challen!es $or the pro!ress o$ the inustry/ In spite o$

these challen!es0 the .ur!eonin! Inian population with increase in inco#e


Page 8: of 73



le&els0 health awareness an .etter reach o$ #eicines oers tre#enous

!rowth opportunities $or the 3har#a/

;OR. F%O; MODE% /END TO END0

COM3ANU<S MA9KETING % DIST9I)TION8

Inoco $ollows push strate!y with ro.ust istri.ution syste# as2ollows8

The sale !enerate .y co#pany to istri.utor is ter#e as 3ri#ary

Sales/


Page 87 of 73

INDOCO

PLANT

COMPANY

?A!EHOUSE

C&F DIST!IBUTO!S

CONSUME!S?HOLESALE

&

!ETAILE!



Inoco oesn<t .elie&e in a&ertise#ent/ It has a!!ressi&e an

i.rant +el $orce to pro#ote their proucts in the #arket especially

To stockiest0 retailers as $ollows8

The sale !enerate &ia this channel is ter#e as Seconary sales/

,N,%1I OF FIN,NCI,% T,TEMENT

3,%,NCE 'EET

,s at B6st Marc+ 4?64(R lakhs*,s at B6&?B&4?64 As at H:/7H/7::

I& E@9IT1 ,ND %I,3I%ITIECurrent

1ear"revious1e

ar

:* +are+ol$ers Fun$s

(a* Share Capital/ :0;/6@ :;/6@

(.* 9eser&es % Surplus // H@0=@/H; HH@4:/6 H;0=@6/7? H?7:4/4H

* Non-Current %iabilities

(a* Lon! Ter# )orrowin!s/ =06@@/6= ?=7=/?=(.* De$erre Ta" Lia.ilities (Net*/ 04H;/:4 ?@/7


Page 8; of 73

ASE ASM !SM @SMDSM

S!P GM DGM SM

DI!ECTO!



(c* Other Lon! Ter# Lia.ilities / 4:=/; ;;H/4?(* Lon! Ter# 3ro&isions / =?6/H H=4/?:

;04;6/4? 4:7/7

H* Current %iabilities (a* Short Ter# )orrowin!s// =0:=6/:= @@/=7(.* Trae 3aya.les/ @06=?/= =667/;(c* Other Current Lia.ilities / =04=4/H; H@=6/H:(* Short Ter# 3ro&isions :0=H/@? :=7@/H=

:;0:@H/64 :74:/;@ TOTAL 6?06H6/64 ?6H:/;

II& ,ET

:* Non Current ,ssets

(a* 2i"e Assets

(i* Tan!i.le Assets/ ;0H=H/;7 76HH/?4(ii* Intan!i.le Assets/ :0;:;/?7 6;/:H(iii* Capital Work In 3ro!ress :06;;/6: H4@/H@(i&* Intan!i.le Assets ner De&elop#ent :0?@/:@ :4@/4(.* Non Current In&est#ents :/: /:7(c* Lon! Ter# Loans An A&ances ?0?:;/6@ 6;;:/=?(* Other Non Current Assets 4=/76 H?/:H

H40=@/4: HH@=7/76

* Current ,ssets

(a* In&entories :70:;;/@7 ;7=/:7(.* Trae 9ecei&a.les ::0H@:/H6 4:@;/6?(c* Cash an )ank )alances :07=@/4H H@4/@=(* Short Ter# Loans An A&ances H0??7/= 46/7:(e* Other Current Assets H7/?? ??/6

60H;;/@; ?;:/@6 TOTAL //////////////////////////////////////////////// 6?06H6/64 ?6H:/;

9ECOMMENDATION

Inoco 9e#eies Li#ite is in&ol&e in A3I0 2or#ulation an C9AMS .usinessan with a wellV.uilt .ran port$olio0 it caters to &arious therapeutic

se!#ents0 incluin! hi!h !rowth li$e style se!#ents such as AntiVIn$ecti&es0

AntiVDia.etics0 Cario&ascular0 Central Ner&ous Syste#0 MusculoVSkeletal0

Nutrition an Dental care/ It eri&es appro"i#ately 4;/7J o$ its total


Page 8< of 73



re&enues $ro# 2or#ulations .usiness an .alance $ro# A3I/ Its recent

alliance with Watson 3har#a an Aspen 3har#a woul help it increase its

presence in SA an A$rica re!ion/

I9L has poste nu#.ers which are &ery #uch inline with our esti#ates at the

topline an .otto#line le&els/ We ha&e .roaly #aintaine our 9e&enues an

3ro+t esti#ates $or 2U 7: an also introuce 2U 7:H esti#ates/ Due to

lack o$ in$or#ation on contri.ution $ro# Aspen an Watson eals0 we ha&e

not incorporate the nu#.ers $ro# the# in our &aluation $or 2U:H/ We

e"pect its 9e&enues to !row .y :4/;J in 2U:E % .y :4/7J in 2U:HE an its

A3AT to !row .y :H/;J % =/4J in 2U:E % 2U:HE respecti&ely/ With &arious

cost cuttin! #easures0 we e"pect I9L to achie&e E)ITDA #ar!in o$ :?/@J

urin! 2U 7:H/ At the current #arket price o$ R =H0 I9L is a&aila.le at @/"

its 2U:HE E3S o$ R ?4/: an :/:" o$ its 2U:HE )ook alue/ It is currently

train! at 7/;" its 2U:HE Sales/ We #aintain our )U ratin! on the stock at

current le&els $or tar!et price o$ R ?;@/ (:7/7" 2U:HE E3S*/

aluations an Co##ents8

With the .ackin! o$ the #arketin! i&isions0 Inoco has a stron! $oothol in

the o#estic #arkets/ Throu!h these i&isions0 the co#pany ser&es a hu!e

octors .ase caterin! to a wie ran!e o$ therapeutic se!#ents/ )esies this0

on the international $ront0 alon! with the traitional .usiness #oel0 the

co#pany has entere into alliances with MNCs in orer to a new

custo#ers an #arkets to its kitty/ The si!nin! o$ the

contracts has esta.lishe the co#panys creentials as a relia.le ser&ice

pro&ier $or +nishe osa!e $or#s/ (2D2s*/ Maintainin! a positi&e outlook on

the co#pany with the tri!!ers .ein! the potential upsie $ro# stron! !rowth


Page 9= of 73



in the o#estic #arket0 lon!,ter# contracts with Watson an Aspen an

!rowth e"pecte $ro# the !lo.al #arkets we initiate a 391 ratin! on Inoco

9e#eies Lt with the target o* RKA o&er the ne"t : #onths/

We ha&e &alue the co#pany on the .asis o$ the 3E9 &aluation #ethoolo!y/

At a CM3 o$ R==;0 the stock is train! at ::" an :7" its 2U::E an 2U:E

E3S o$ R= an R== resp/ Our one year price tar!et o$ R?@; $or Inoco woul

pro&ie 4J upsie $ro# current le&els/ (SO9CE IO2 IN2O9MATION 8

INTE9NET *

Overall summer!

Durin! the year0 Inoco re!istere a !rowth o$ :6/4J in re&enue 0 espite the

year .ein! $ull o$ challen!es/

The o#estic .usiness a !rowth o$ ::/7J at rs H?@?/7 #illion as a!ainst rs

H:4/6 #illion last year/

In the international space 0 Inoco has per$or#e well .y a !rowth o$ o&er

;/4J0 espite the slow own in the S an euro 'one/

The co#pany<s A3I .usiness0 which is still in a nascent sta!e 0 !rew .y 7J

at rs H??/ #illion as a!inst rs 46/: #illion in the last year/

%E,NIN5 EPERIENCE

Learnin! .eyon classroo#

3lat$or# $or i#ple#entin! theoretical concepts

E"posure to corporate culture


Page 91 of 73



E"perience uner .elt

Insi!ht o$ actual stren!ths an weaknesses

De&elopin! a network

9e+ne#ent o$ Career !oals

So$t skill e&elop#ent

I#part Winnin! E!e

;OT ,N,%1I

TREN5T'<

:/ Low cost o$ prouction/

/ Lar!e pool o$ installe capacities

H/ Ecient technolo!ies $or lar!e nu#.er o$ Generics/

=/ Lar!e pool o$ skille technical #anpower/

?/ Increasin! li.erali'ation o$ !o&ern#ent policies/

OPPORT9NITIE<

:/ A!in! o$ the worl population/

/ Growin! inco#es/

H/ Growin! attention $or health/

=/ New ia!noses an new social iseases/


Page 92 of 73



?/ Spreain! prophylactic approaches/

6/ Saturation point o$ #arket is $ar away/

@/ New therapy approaches/;/ New eli&ery syste#s/

4/ Spreain! attitue $or so$t #eication (OTC ru!s*/

:7/ Spreain! use o$ Generic Dru!s/

::/ Glo.ali'ation

:/ Easier international train!/

:H/ New #arkets are openin!/

;E,.NE<

:/ 2ra!#entation o$ installe capacities/

/ Low technolo!y le&el o$ Capital Goos o$ this section/

H/ Non,a&aila.ility o$ #a-or inter#eiaries $or .ulk ru!s/

=/ Lack o$ e"perience to e"ploit eciently the new patent re!i#e/

?/ ery low key 9%D/

6/ Low share o$ Inia in Worl 3har#aceutical 3rouction (:/J o$

worl prouction .ut ha&in! :6/:J o$ worls population*/

@/ ery low le&el o$ )iotechnolo!y in Inia an also $or New Dru!

Disco&ery Syste#s/

;/ Lack o$ e"perience in International Trae/

4/ Low le&el o$ strate!ic plannin! $or $uture an also $or technolo!y

$orecastin!/

T'RE,T<

:/ Contain#ent o$ risin! health,care cost/

/ 1i!h Cost o$ isco&erin! new proucts an $ewer isco&eries/


Page 93 of 73



H/ Stricter re!istration proceures/

=/ 1i!h entry cost in newer #arkets/

?/ 1i!h cost o$ sales an #arketin!/6/ Co#petition0 particularly $ro# !eneric proucts/

@/ More potential new ru!s an #ore ecient therapies/

;/ Switchin! o&er $or# process patent to prouct patent/

3A9T )

5ENER,% INTROD9CTION

Durin! #y su##er internship0 I was assi!ne the pro-ect on the new prouct

o$ Inoco 9e#eies Lt/0 i/e/ 39O2E99IN SU93 o$ TEND i&ision0 t+is"ro$uct 2as launc+e$ in !ear Marc+ 4?66 ,"ril 4?64 t+e sale 2as

bet2een 6?? to 4??? bottles an$ in 4?64 - 4?6B nancial !ear sale

come $o2n to B?? bottles oin! its octor perception analysis0 assistin!

retailers0 an pro#otin! the prouct to !et an upper han o&er the

co#petitors prouct with the sa#e $or#ulaco#position/ 2or these I nee to

stuy the MLTI, ITAMIN #arket o$ Goa $or this $or#ula0 speci+cally

#arketin! an sales strate!y o$ Inoco 9e#eies Lt/ as well as o$ its

co#petitors like Sun 3har#a0 Cipla0 2DC0 Mankin0 Intas0 an +n out the

re!ions where Inoco is leain! or lackin! its co#petitors/ My pro-ect was to

stuy all the #a-or supporte proucts o$ #ulti,&ita#in $or#ula an

co#parin! on how Inoco stans a!ainst its co#petitors/ Inoco has


Page 98 of 73



launche this prouct which has !ot its own 9P0 i/e/ it is mango favore$

an$ +as lo2est "rice0 which toay no other prouct has0 an this has a

!reat a&anta!e $or Inoco in capturin! the #arket with #ulti,&ita#in

$or#ula/

3rouct etails8

PROFERRIN 1R9P /vitamin calcium "rotein iron0

Each ?#l contains8

3rotein 1yrolysate (#ilk casein* :!# 0 (eBui&alent to nitro!en content

7/:!#* &it . ,/? #!0 &it .6, :/?#!0 &it.:,/?#c!0 niacina#ie, ?#! 0

,panthenol, ?0 $errous !luconet,:77#!0 calciu# !luconet, :77#!0 sor.itol

solution @7J i/p (n/c !are* 7/?!#

Dening t+e "roblem

The e+nition o$ pro.le# inclues the stuy o$ XSur&ey to check sale o$

3ro$errin syrup an #ulti&ita#in .rans a&aila.le in the #arketY/

Obectives o* t+e stu$!

To i#ple#ent theoretical concepts into Corporate .y oin! #arketin!

research $or Inoco 9e#eies Lt/

To +n the reasons $or less sale o$ pro$errin syrup in !oa an to know

possi.le steps in orer to increase the sale/


Page 99 of 73



The #ain o.-ecti&e o$ this pro-ect is to conuct a )usiness 9esearch to know

Doctors perception a.out the proucts/ This stuy will also assist Inoco to know

where they ha&e to i#pro&e to treat Doctors an patients .etter/

To assist Inoco in pro#otion o$ 39O2E99IN SU93< an know where they ha&e

to i#pro&e in their ser&ice towar Doctors an patients/

COPE OF T'E T9D1

To stuy a.out co#petitor<s prouct0 price0 pack si'e an sales there.y

pro&iin! si!ni+cant in$or#ation to the co#pany/

A$ter the co#pletion o$ this pro-ect0 we will ha&e a eeper insi!ht into the multi-

vitamin #arket in Goa an woul #ake us unerstan where Inoco actually

lacks an where it has a co#petiti&e e!e/ We will !et to know whether it is

custo#er ser&ice or the prouct itsel$ responsi.le $or its kin o$ #arket share or

is there any pro.le# with the .ran awarenessZ A$ter this stuy we will .e a.le

to know what the Doctors think a.out Inoco 9e#eies Li#ite/

Pur"ose8 To learn as #uch as I can $ro# Market e"posure so that can

contri.ute to the co#pany<s strate!y $or#ation/

MET'ODO%O51

isitin! Doctors in &arious re!ions o$ South an north o$ Goa with ierent

speciali'ations0 (M))S0 )1MS0 MS0 MD0 DD0 an GUNAC*/

tu$! Design< The stuy was one to know the perception o$ the Doctor0their attitue towars co#pany<s prouct an pro#otions/


Page 9: of 73



am"le Design< Collect pri#ary ata throu!h e"ploratory research

speci+cally +el sur&ey .y isitin! Doctors o$ &arie kin o$ speciali'ation/

Tools o* $ata collection<

@uestionnaire8

A Buestionnaire is a research instru#ent which consists o$ series o$ Buestions

an other pro#pts $or the purpose o$ !atherin! in$or#ation $ro# responents/

Althou!h they are o$ten esi!ne $or statistical analysis o$ the responses0 this is

not always true/

uestionnaires ha&e a&anta!es o&er so#e other types o$ sur&eys in that they

are cheap0 o not reBuire as #uch eort $ro# the Buestioner as &er.al or

telephone sur&eys0 an o$ten ha&e stanari'e answers that #ake it si#ple to

co#pile ata/

Description o' the concepts intro(uce( in the stu(y

A) E-/oa'o0 !e#ea." %e'"o+ (e F(e/+ S$e0 *a# $#e+ () '"(# #'$+0 'o .o//e.' '"e +a'a fo%

a(o$# Do.'o# () goa a)+ '"e ."e%(#'# #"o-# )ea ao$)+

E-/oa'o0 e#ea." "e/-# $# 'o +e'e%()e '"e 6e#' e#ea." +e#(g) a)+ +a'a .o//e.'(o) %e'"o+

T"ee ae a(o$# +a'a /(%('a'(o)# *e )ee+ 'o 'ae +e.(#(o) () #"o' -e(o+ of '(%e fo *"(."

e-/oa'o0 e#ea." (# #$('a6/e

,nal!sis o* urve!<


Page 97 of 73



60,rea visite$

,0Margao

30avor$emC0Pon$a

D0Panai

E0 Cansaulim

F0 :erna

50Colva

40"eciali>ation o* a Doctor<

,0M33

30MD /MED0

C0D:D

D0M /ENT0

E0 MD /51NC0

F0 3'M

50MD /PED0

'0M


Page 9; of 73



Total no o$ octors as per the speciali'ation who like to prescri.e

#ulti&ita#in syrup are :7/


Page 9< of 73



,bove gra"+ base$ on "+armac! surve!<


Page := of 73



D,T, ,N,%1I ,ND IT INTERPRET,TION

6& Do !ou (no2 about In$oco Reme$ies %t$& Com"an!

9ES3ONSES J O2 9ES3ONDENTS

UES :77

NO 7

Inter"retation<

,s "er t+e $octors surve! all $octors (no2s about In$oco an$

tal(ing to t+em I n$ In$oco +as maintaine$ goo$ re"o 2it+ $octors&

* Do you know 3ro$errin Syrup o$ Inoco 9e#eies Co#panyZ


Page :1 of 73



ANSWER % OF DOCTORS NO OF DOCTORS

YES 89.16666667 107

NO 10.83333333 13

Interpretation8

As per a.o&e !raph ;4J o$ octors says that they knows a.out pro$errin

syrup an ::J octors $ro# north !oa they were unknown a.out it/


Page :2 of 73



H* Does re#inin! prouct .y keepin! s#all !i$ts (like stapler0

pen stan0 note pas etc* on your ta.le woul #ake you to

re#e#.er the .ran na#eZ

likert scaleStron!lya!ree

A!ree

Niether a!ree an Norisa!ree Disa!ree

stron!lyisa!ree

J o$ octors 50 25 8.333333 16.66667 0

no o$ octors 67 H7 :7 7 7

Inter"retation<

?7J o$ octors stron!ly a!ree that i$ the co#pany re#ins the#

a.out prouct .y oerin! !i$ts like stapler0 pen stan0 note pas0

calenars0 they will re#e#.er the proucts .etter0 ?J o$

octors a!rees to recei&e such !i$ts an they can re#e#.er0 .ut

;J o$ octors neither a!ree nor isa!ree specially consultant

octors0 :@J o$ octors say that they on<t reBuire any !i$ts as

such they sai they only want re!ular &isit o$ #eical reps/


Page :3 of 73



=* Which co#pany #ulti, &ita#in .ran you pre$er to prescri.e

#ostZ

NAME O2 COM3ANU J O2 DOC NO O2 DOCTO9S

ALKEM LA) LTD ==/:66666@ ?H

INTAS =/:666666@ ?

INDOCO H? =

L3IN =/:666666@ ?

9AN)AU :/? :?

Inter"retion<

77H o* $octors "rescribe ,l(em lt$ "ro$uct 2+ere as onl!

BH o* $octrs "rescribe Pro*errin s!ru" o* in$oco 7H ?*

$octors "rescribe intas 6BH o* $octors "rscribe ranbe)!

an$ 7H o* $octors "rescribr lu"in bran$&


Page :8 of 73



0Does regular visit o* me$ical re"resentatives to

$octors is Im"ortant

%i(ert cale H o* Doctors No o* Doctors

trongl! ,gree 88&8888888K A?

,gree 4&6888888K B

Neit+er ,gree Nor Disagree 7&68888888K

Disagree ? ?

trongl! Disagree ? ?

Inter"retation

A.o&e !raph shows that i$ the M9 re!ularly &isits octors twice a #onth then

6@J o$ octors says that they will re#e#.er prouct .etter an they will

prescri.e0 e&en i$ they know prouct an i$ M9 on<t &isit the# then they

#ay not prescri.e0

4 J o$ octors say that re!ular &isit helps the# to re#e#.er prouct an

M9 shoul #eet as per tol to the# (appoint#ent*/ =J octors i not say

anythin! .ut they say i$ M9 with sa#e co#pany an prouct is workin! $or


Page :9 of 73



#ore then :7 years then they #ay not reBuire re!ular &isit0 e&en one s#s

will o/

80Does +ig+ "rice o* "ro$uct eQects $octor

Prescri"tions

%i(ert cale H o* Doctors No o* Doctors

trongl! ,gree A&BBBBBBBB K?

,gree 4 B?

Neit+er ,gree Nor Disagree 66&8888888K 67

Disagree 7&68888888K 8

trongl! Disagree ? ?

Inter"retation

I$ the prouct is price &ery hi!h as co#pare to co#petitors

.ran then ?;J o$ octors will chan!e .ran who is price low 0

?J o$ octors says they will !i&e so#e prescription i$ M9 is

&isitin! re!ular 0 :J o$ octors on<t say anythin! 0 =J o$


Page :: of 73



octors say price oesn<t #atter i$ prouct is really eecti&e to

patients/

K0Does bounce o* "rescri"tions 2ill ma(e !ou to c+ange

"re*erre$ bran$

%i(ert cale Grades (L.S)

H o* Doctors No o* Doctors

Stron!ly A!ree 1 HH =7

A!ree 2 = ?7

Neither A!ree Nor Disa!ree 3 6 @

Disa!ree 4 :7 :

Stron!ly Disa!ree 5 4 ::

Inter"retation

I$ the octor prescri.e #eicine an i$ that #eicine is not

a&aila.le in the near.y phar#acy then HHJ o$ octors stron!ly


Page :7 of 73



a!ree that they will chan!e the pre$erre .ran an they #ay not

prescri.e it in $uture 0 =J o$ octors will says they will chan!e at

that #o#ent .ut will continue when it will a&aila.le 0 6J saysthat it oesn<t #atter 0 :7 J o$ octors say that they

will not chan!e their .ran in $uture 0 4J says that they will ne&er

chan!e 0 so #a-or octors says that they #ay chan!e their pre$er

.ran 0 that<s why

;* Does $reBuent chan!e in co#pany representati&es #akes #e

to stop prescri.in! pro$errin syrupsZ

REPLY % OF DOCTORS NO OF DOCTORS

YES 90 108

NO 10 12


Page :; of 73



I* !es +o2 long !ou 2ill ta(e to restart "rescri"tion o*

same "ro$uct

DELAY IN MONTHS % OF DOCTORS NO OF DOCTORS

1 17 20

>1<2 25 30

>2<3 38 45

>3<4 8 10

>4<5 8 10

>5<6 4 5

Inter"retation

47J o$ octors says that i$ #eical representati&es (M9* resi!n

soon $ro# -o. then they will stop prescri.in! an e&en a$ter newM9 re -oins0 on an a&era!e at least $or three #onths they will not

prescri.e 0 octors will o.ser&e i$ M9 is re!ular or not or his

intention to lea&e -o. / I$ they $oun that M9 is re!ular an loyal


Page :< of 73



to co#pany then they will start prescri.in! hea&ily/ An :7J o$

octors on<t +n any ierence they sai that prouct is &ery

eecti&e an they will prescri.e .ecause o$ co#pany reputationan not $or M9/

%IMIT,TION OF T'E T9D1

:/ 2oun a little .it iculty initially in #eetin! with the co#pany !uie to

!et the assi!n#ents ue to his .usy scheule/

/ Co#pany in<t want to in&ol&e trainees in their .usiness irectly/

H/ Most o$ the che#ist oesn<t pro&ie their Sales in$or#ation easily/

=/ So#e octors on<t allow insie clinic ue to hea&y patients/

CRITIC,% ,N,%1I<

On the perio o$ internship I o.ser&e o. Descriptions an 9esponsi.ilities o$

the e#ployees were Multi,taskin!/ The en&iron#ent o$ the workplace is

entirely ierent $ro# the concepts which I stuie in .ooks/ So I $oun that

to sur&i&e in the cut,throat co#petiti&e era we nee to e&elop #ulti,taskin!

skills alon! with yna#ic personality an stron! co##unication skills/


Page 7= of 73



RECOMMEND,TION

There are $ew reco##enations $ro# #y sie which can .e .ene+cial $or the

co#pany

Are8,

:* E#ployees shoul .e traine accorin! to the chan!in! stanars o$

the

Or!ani'ation/

* Co#pany shoul conuct sur&ey $ro# ti#e to ti#e accorin! to which

chan!es can .e introuce in the or!ani'ation to stay upate in the

#arket/

A0 They shoul introuce creati&ity into the work0 so that the e#ployees

can o their work passionately/

=* E#ployees shoul .e #ore in&ol&e in ecision #akin! to .eco#e

#ore

Dierentiate/

?* Co#pany #ust take !oo care o$ their M9<s so that they will not lea&e

-o. soon/ I$ they o so it will eect the reputation o$ co#pany/


of 73



FINDIN5

3har#aceutical inustry totally epens on the relationship a#on! the

octors an the che#ist shops/ Meical representati&e has to #aintaine

!oo relationship with the octors an che#ists to !et !oo .usiness/

I ha&e notice that i$ #eical representati&e resi!n $ro# -o. then octors stop

prescri.in! 0 e&en a$ter new M9 -oin at least $or +rst three #onths octors

will not prescri.e/ An urin! 7:, 7:H A)M 0 two M9 resi!n $ro# -o.

which eects sale/

Inoco has appro"i#ately H? J o$ #arket share a#on! the selecte

co#pany/

Inoco is $acin! !reat co#petition $ro# its co#petitors/ The #eical

representati&e o$ co#petitors is &ery #uch acti&e/

Co#panies present #arketin! eorts is a.le to con&enience H?J o$ octors

to prescri.e 3ro$errin syrup to their patients/ An octors respon well to

the acti&ities/

Co#pany reputation plays &ery i#portant role in #arket/


of 73



Conclusion

There can .e &arious ways throu!h which a .usiness or!ani'ation can

achie&e success in the #arket/ It can .e ri!htly sai it re&ol&es speciallyaroun three parties or #ore [ the trian!ular linka!e or the relationship

.etween these three parties ( co#pany 0 custo#er an co#petitors *

eter#ine the success an $ailure o$ .usiness or!ani'ation/ In the #eiu# to

lon! run0 the o#estic<s phar#aceutical #arket has increasin! pre&alence o$

nutritional supple#ents se!#ents/ The .asis o$ success in any co#petiti&e

conte"t can .e0 at the #ost 0 ele#ental le&el co##ercial success[ an

co##ercial success can .e eri&e either $ro# a cost a&anta!e or &alue

a&anta!e or ieally $ro# a co#.ination o$ .oth/ The #ost i#portant thin!

is #aintainin! a !oo relation with the octors an the ru!!ist/ )y

consierin! these $acts Inoco shoul create its strate!ies to increase its

#arket share o$ the #ulti&ita#in se!#ents/

project report on factors influencing doctors to prescribe multivitamin syrup

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