project[1]on cadila
TRANSCRIPT
A
PROJECT REPORT
ONComparison Between Various Brands Of Insulin Available In Market & Measuring Retailer Perception About Brands Of
Insulin Made ByCADILLA DIABETES CARE LTD.
IN
CADILLA DIABETES CARE LTDPUNE, MAHARASHTRA
SUBMITTED BY
BIJAYA KUMAR SAMAL MMM,3RD SEM. UNIVERSITY OF PUNE
IN PARTIAL FULFILLMENT OFMASTER DEGREE IN MARKETING MANGEMENT
(2005-2007)
TO
SURYADATTA INSTITUTE OF MANAGEMENT AND INFORMATION RESEARCH (SIMIR),PUNE-30
MAHARASHTRA
DECLARATION
I, Bijaya Kumar Samal, a student of SURYADATTA INSTITUTE OF MANAGEMENT AND INFORMATION RESEARCH, PUNE do hereby declare that the following documental project report titled “Comparison between Various Brands of Insulin Available in Market & Measuring Retailer Perception about Brands of
Insulin Made by Cadilla Diabetics Care Ltd.” At “Cadilla Diabetes Care Ltd, Pune, Maharashtra, is a genuine work done by me and the content enclosed has not been submitted for the award of other degree or diploma in the university. With great pleasure I represent my project and hope that it will become useful to all its readers.
BIJAYA KUMAR SAMAL
MMM (3rd SEMESTER)
Acknowledgements
The satisfaction and euphoria that accompany the successful completion of
any task would be incomplete without the mention of the people who made it possible
and constant guidance and encouragement of them heads all efforts with success.
I would take this opportunity to thank my Company Guide, Mr. Rajnish Shah, Area Business Manager, Pune who guided me through the whole project and also smoothened most hurdles that I faced during the course of the project.
I am also very thankful to Mrs. Satinder, Sales Manager, Maharashtra and Marketing Executive for pune Mr.Amit Bansal who has been there throughout the project dealing with my numerous queries and ensuring that the required be done.
I would like to say thanks the Director of my institute Mr.S.B.Chordia for helping me in this project work project work. I am also thankful to my project guide Prof. Reena Dhar help in this project work.
Last but not the least, thanks to all the people who have in some way or other helped me through the course of the project.
BIJAYA KUMAR SAMAL
MMM (3rd SEMESTER)
EXECUTIVE SUMMARY
As per the curriculum of MMM I have to do a summer project in an
organization for 50 days. I was appointed by “ Cadilla Diabetes Care
Ltd” , Pune for my project work. The objective of the project was to
Comparison between Various Brands of Insulin Available in Market &
Measuring Retailer Perception about Brands of Insulin Made by Cadilla
Diabetics Care Ltd..
I started my project work under the guidance of Area Sales Manager
Mr.Rajnish shah. During the project work I have targeted the retailers
covering the geographical location of pune like Sinhagad Road, Deccan
Gymkhana, Ganesh Khind, Bibewadi, Swargate, Pune station, D.P.road,
Koregaon Park. And collected the required data and asked valuable
questions by using formal set of questionnaire with face to face
interaction. I have also collected some data from various books and
websites.
I collected and required data from the respondent with in the
specific period and the analysis and interpretation is carried out under
the supervision of the ASM of the company for pune.
Maximum care was taken during the analysis and interpretation of
the collected data to ensure reliability and accuracy. Various statistical
tools, charts and graph are also used to present the fact in an
attractive way. The total project report is prepared with the help of
computer using various applications like MS Word, Excel etc., which
help in preparing the report conveniently and economically.
CHAPTER-1
INTRODUCTION
-1-
1.1 EXPLANATION OF THE TOPIC
Marketing plays the crucial role from planning,selling,to the satisfaction of
consumer. Really marketing is changing from “Selling the product” to “Creating a
customer”. So customer becomes the king of the present globe.
Understanding consumer behavior and knowing customer is never simple. Customer
behavior studies how individuals, groups and organization select,buy,use and dispose of
goods and services ,ideas or experiences to satisfy the needs and desires.
The most important thing is to forecast where customers are moving and to be in front of
them. To know the customer psychology market research is carried out for any existing
as well as new entrants in the field of marketing. It has become a crucial part for any
organization to conduct market survey/.research.
It is usually said that if marketing would be a train, then market research would be the
locomotive. In other words, market research should ideally be the starting point of any
marketing exercise. Conducting any marketing exercise - be it related to pricing,
promotion or distribution of a product or service, without researching the potential
market is as sensible as setting out to sell sand in the Sahara Desert.
Market research provides the answers to all the questions that generally occupy the minds
of marketers, at every stage of the marketing process.
Will there be a demand for my product or service ?
What should be the ideal price of my offering - one that ensures that I earn the
maximum profit ?
Should I place my product only in urban markets or distribute even in the rural
areas ?
-2-
What should be the preferable media to promote my offering ?
Would it be better if I replaced the pale green packets with bright yellow ones ?
Is the fourfold growth in my sales figures a consequence of our latest television
commercial ?
How satisfied are our customers with the after sales services we provide ?
What image comes to the minds of consumers when the hear our company's name
?
It's really crucial to understand your target market before undertaking any
marketing exercise, unless you don't mind risking your hard-earned money and
precious time on activities that might not get you the results you want.
Simply put, ignoring market research before marketing is synonymous with firing
a shot in a pitch dark room, and still hoping that the bullet hits the bulls eye.
In the insulin market there are a handful of competitors. They are playing in this field
for last long 10 years. So, it is tough for the new entrants to face their challenges. In
order to know the customers reaction about this product as well as getting information
about the competitors and their strategy a market survey was conducted by me.
1.2 REASONS FOR SELECTING THE TOPIC
As the consumer is the king of current market, I would like to do research on
consumer behavior to gain more knowledge to attract the minds of consumer.
I want to be part of Cadilla Diabetics Care Ltd.
-3-
1.3 IMPORTANCE OF THE TOPIC TO THE COMPANY
Organization can be able to know about its customer demand and can plan accordingly.
Organization can know about the target customer by which, organization gives more emphasis to a particular customer groups.
Organization can get to know what the real needs of consumers are. Organization can get to know its position in the competitive market. Organization can be able to know about its competitors.
CHAPTER-2
INDUSTRY PROFILE
-5-
2.1 HISTORY OF THE COMPANY
Cadilla pharmaceuticals limited is One of India’s most reputed, Research based,
Tech savvy pharmaceutical companies focusing on areas – Formulations (Human &
Veterinary), New Drug Discovery, Novel Drug Delivery, Active Pharmaceutical
Ingredients, Analytical Research, Phytochemistry, Biotechnology, Plant Tissue
Culture, Biosynthesis, Genetic Engineering, Vaccines, Immunoglobulins – the entire
gamut of a Company. Diversified operations encompass Hospital Disposables &
Instrumentation, Diagnostics, Specialty Chemicals, Softgel, Pharma Machinery,
Telecommunications, Travel & Leisure. Incorporated in 1951 as a quality
pharmaceuticals manufacturer in India,Cadila Pharmaceuticals over the last 53 years
has grown to the size and status of integrated pharmaceutical company. The distilled
wisdom and competence of the group, encompassing over five decades has branched
out into various spheres. We offer services to research-based companies of all sizes in
all major sectors of pharmaceuticals. Our studies are used for registration of products
not only in India but also in Brazil, South Africa and other European countries.
2.2 MILESTONES
Today, Cadila is proud of its achievements —
State-of-the-art formulations manufacturing facility, built to the exacting
specifications of USFDA, TGA, MCA & MCC.
One of the best R & D set-ups in the country, manned by a 150-strong scientists'
pool.
Strong Formulations Development base.
A host of 'Biotech' products launched, including many 'Firsts in India'.
World's First manufacturer of Immuvac- a unique Immunomodulator.
-6-
USFDA approvals for Fluoxetine & Ethambutol manufacturing facilities.
ISO 9002 approved Bulk Actives (APIs) manufacturing facility, offering
facilities for contract research.
Asia's only manufacturer of 'SULFOLANE' (Tetramethylene Sulfone).
Significant global presence.
Leadership in Domestic Marketing and Distribution Management.
Leader in Indian Generics Market.
DIVERSIFICATIONS
As change is the only eternal truth. With keeping pace with the changes Cadilla
pharmaceuticals has diversified its core business of medicine to other business as
follows
Hospital Disposables including Fiberglass Casting Tape for the first time in India
Diagnostics
Laboratory Chemicals
Pharmaceutical Machinery Manufacturing
Animal Health Formulations & Feed Supplements
Agro Business : Plant Tissue Culture and Bio-fertilizers.
Travel Business
Strategic Business Alliances with world-leaders
Today, Cadila Pharmaceuticals is all set to create new records, scale greater heights. It
has created new world-class production and R&D facilities, focusing on research, new
process innovations leading to patents, and meeting global standards. The Company
always places the common man at its core – who should be able to access and afford
our medicines anywhere in the world. For us at Cadila, this is the only true benchmark
of excellence, and the only thing that really matters.
-7-
2.3 VISION AND MISSION OF THE COMPANY
VISION
"Our vision is to be a leading pharmaceutical company in India and to become a
significant global player by the turn of the decade. Our aim, to be a global player, will
lead to the establishment of operations in the key markets of the world, including the
developed countries. We shall seek joint ventures with partners who are major players
in their country or region. We aspire to enrich our people - our driving force, to become
highly competent professionals and technology based. By the turn of this decade, we
shall be amongst the most admired companies in India."
MISSION
"We strive for a happier, healthier tomorrow. We shall provide total customer
satisfaction and achieve leadership in chosen markets, products and services across the
globe, through excellence in technology, based on world-class research and
development.
Our human resources will continue to be the most valuable asset in this pursuit of
leadership and the prime driving force for our growth. We are responsible to the
society. We shall be good corporate citizens and will be driven by high ethical
standards in our practices."
2.4 GEOGRAPHICAL OPERATION
Existing
CIS – Russia, Ukraine, Latvia, Belarus, Lithuania, Kazakhstan, Georgia, Armenia,
Moldova, Uzbekistan
Africa – SA, Kenya, Nigeria, Mauritius, Zimbabwe, Zambia, RDC, Cameroon, IVC,
Tanzania, Uganda, Ethiopia, Sudan, Mozambique and Franco fone countries.
-8-
South-East Asia/Pacific – Sri Lanka, Thailand, Vietnam, Myanmar, Maldives, Philippines,
Macau, Singapore, Maldives, Fiji, Papua New-Guinea, New Zealand, Australia, Taiwan
Middle East –Oman, Yemen, Bahrain, Iran, Iraq, Egypt, Syria
North America – USA, Canada
Europe – Denmark, Hungary, France Bulgaria
Latin America – Brazil, West Indies, Dominican Republic, Mexico
Far East – Japan, South Korea
Future Plans
Saudi Arabia Angola Estonia Czech Republic Romania Slovakia Slovenia Bosnia Croatia
Yugoslavia
Albania Chile Venezuela Columbia Paraguay Hong Kong China Jordan
Lebanon
2.5 INTERNATIONAL BUSINESS
In line with the vision to be significant global player by 2010 A.D., Cadila
Pharmaceuticals is fast emerging as a true Indian multinational.
As part of our strategy, we have wholly owned subsidiaries, joint ventures, strategic
alliances, contract manufacturing, own marketing offices in 4 countries and have
significant presence in over 46 countries across the globe. Our business revolves
around the exports of formulations, bulk actives, hospital disposables, veterinary
formulations and pharmaceutical machinery manufacturing.
Besides a significant presence in the Americas, CIS Countries, Africa, Central and
South-East Asia, Oceanic Countries, Japan, Middle East and Europe, the company has
offices in USA, Japan, Kenya, Nigeria, Russia, Kazakhstan and Ukraine. The
International SBU plans to expand operations to more than 100 countries by 2010.
-9-
Alliances exist with regional majors in the form of International marketing, joint
ventures and contract manufacturing. More such collaborations are underway to expand
supply chain network and facilitate extensive market coverage. An ultra-modern
formulations manufacturing facility conforming to the exacting standards of WHO-
GMP, USFDA, MHRA-UK, MCC-South Africa, TGA-Australia, ANVISA- Brazil, EU
GMP, ISO 9002 and Japanese GMP is a value-addition to the International SBU in
flexing its muscles in the overseas arena. This SBU has been honored with the
Chemexcil Award, 2000-01 and Niryat Shree Award from FIEO, for the year 2001-02.
With its basic philosophy of giving the best to the world at an affordable price, Cadila
Pharmaceuticals continues to make a difference in the lives of millions, while carving a
niche for Indian Pharmaceuticals exports, globally
2.6 MANUFACTURING EXCELLENCE
Pursuant to its corporate philosophy of striving for continuous improvement and
betterment, the Company has re-located its manufacturing operations at the state-of-the-
art plant at Dholka, located 50 km from Ahmedabad, the commercial capital of Gujarat.
Spread over 44 acres of verdant, picturesque surroundings, amidst lush green lawns and
thick foliage, the new locale is the most envied pharmaceutical installation in the Asian
sub-continent.
Truly unique in every sense of the term, the Plant’s standards and facilities can match any
other, worldwide. Seven ‘zones of cleanliness’ have been defined and adhered to, as per
the 1997 GMP guidelines of the European Union. Some of the salient features of the
design concepts:
No wood or asbestos component.
Each zone has separate AHUs (Air Handling Units), dehumidification unit and
dust extraction systems.
-10-
Segregation of every critical processing activity in each zone, to avoid cross-
contamination.
Respective zones, areas and even uniforms marked with specific colours of the
rainbow (‘Indradhanush’ in the vernacular), to ensure total segregation.
Air environment conditioned in each area with respect to temperature, humidity,
filtration, particle counts, etc.
Conformation of each processing stage with US Federal Standard 209E class of
cleanliness; viz. 100, 1,000, 10,000, 100,000 with respect to room air changes,
pressure, particle count, flow direction etc.
Zero-discharge Effluent Treatment Plant constructed using technology from
Advent Integrated System, USA.
Environment-friendly VAHP chillers.
Rigvent heat extraction devices and Natural Skylit system in raw material,
packing material and finished good stores.
Isolated and dedicated production facilities for B-Lactum and Cephalosporin
dosage forms.
The complex also houses its own full-fledged R&D center, set up at a cost of Rs. 200
million.
The Plant is equipped with modern high-speed machines and integrated packaging lines
to be cost efficient. Extensive use of non-fill devices, collators, Brevetti visual inspection
machines, multi-station tablet presses, FFS machines, high speed vial/ampoule
filler/sealers are some of the examples.The plant—with high capacities and scope for
future expansion—is capable of manufacturing all dosage forms viz. Tablets, Capsules,
Liquid Orals, Dry Syrups, Aseptic Liquid and Solid preparations, Sachets etc.
-11-
2.7 MARKETING OF THE COMPANY
The Company's marketing strength lies in a thorough market watch and study of health
conditions the world over. By timely launch of new, technologically advanced molecules, Cadila’s
strategic perceptions have consistently given the organization a distinct edge over the
competition.
Today CPL’s products are available across the country, even in remote pockets, serviced by 25
C&S agents, 1900 wholesalers, 2, 37318 pharmacies and a field force of over 1,300 employees.
The Company's consistent efforts in brand building have resulted in Cadila Pharmaceuticals'
being one of the most reputable names with the medical fraternity and among patients.
MARKETING OF THE DIABETES DIVISION
CPL has a dedicated Diabetology Portfolio.
Named “Pharma Diabetology” with the theme “Sweetness of Living”, this cell offers primarily a
basic product basket comprising Oral antidiabetics, viz. Sulphonylureas, Biguanides, Combination
drugs and Insulins.CPL has already entered into a technology transfer agreement for Insulin with
M/S. Polfa Tarchomin, Poland. Polfa markets insulins since 1924 and offers Insulins in various
Pharmacokinetic forms such as Chromatographically Purified and Highly Purified preparations.
CPL intends to create a distinct identity in the Indian Diabetic care market by promoting the
theme of “Sweetness of Living” through unique customer friendly promotional strategies.
-12-
2.8 ORGANIZATION STRUCTURE OF CADILLA DIABETES CARE LTD.
VICE PRESIDENT
DGM
SM SM SM
ABM ABM ABM ABM ABM ABM ABM
ME ME ME MEME ME ME ME ME ME
-13-
2.9 QUALITY CONTROL
If one were to seek out a single word that embodies the spirit of the company, it is
apparent right from the moment you step into the premises, in the numerous facets
ingrained and internalized into the company’s ethos.
The slogan “Cadila for Quality” that was deeply etched into every logo of the
Company, and subsequently into the minds of millions, is adhered to with utmost
dedication as it was years ago. A special Quality Management Division spearheads the
concept of Total Quality Management, an integration of all functions with built-in
quality.
2.10 R&D
Spread over 45,000 Sq. ft. area, Cadila’ R & D facilities, recognized by the Department
of Science & Technology, Government of India, are manned by a 150-strong scientists’
pool.
A centralized Quality Control & Analytical
Research Laboratory has been set up to meet the
domestic and international quality standards. The
Company has expanded operations by building
further on already existing set-up by investing in
new premises, to include modern, state-of-the-art
amenities.
One of the few companies in the country carrying
out collaborative research, Cadila Pharmaceuticals
taps the best scientific talent in the country and has
collaborations with more than 30 leading R&D
centers in India.
CHAPTER-3
SCOPE OF THE PROJECT
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3.1 RESEARCH OBJECTIVES
It includes following two objectives
Primary objective
Secondary objective
Primary Objectives
To study the retailer perception about the brands of insulin made by
Cadilla Diabetes Care .
To study the competitors position in the insulin market .
To have a good experience of Pharma market.
Secondary Objectives
To know about how many consumers aware about brands of insulin made
by Cadilla Diabetes care.
To impart a good impression with the staff members.
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3.2 PRODUCTS OF CADILLA DIABETES CARE LTD.
HUMSTARD 30/70(Premixed Human Insulin)
HUMARAP(Soluble Human Insulin)
HUMANEXT-N(Human Insulin NPH)
INSUMET SR 500
INSUMET SR 1000
3.3 PLACE
Cadilla Diabetes care Ltd is working at 3 zones i.e. South Zone, Western zone, North
Zone. The reason for not selecting the eastern region is that according to ORG-MARG
report the no. of diabetes patients in eastern zones are very low. And spending business
over there will not be beneficial for a new entrant like Cadilla so it has not spread its
business over there.
3.4 PROMOTION
In order to make presence its products among Doctors and patients various
promotional activities like Diabetes detection camps, patient education programs,
publishing of magazine called as “SUBAH” which gives details about the symptoms of
disease, cares to be taken. Free vial for Juvenile patients, door step delivery with
keeping in mind the cold chain maintenance.
CHAPTER-4
RESEARCH METHODOLOGY
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4.1 RESEARCH DESIGN
A Research design is the arrangement of conditions for collection and analysis of
data in manner that aims to combine relevance to the research purpose with economy in
procedure. Research design includes the following.
Descriptive studies and among the descriptive studies mainly survey method is used.
Two surveys are made.
1. To aware the retailer about brands of insulin made by cedilla diabetes care ltd.
2. To know the retailer perception about brands of insulin available in market.
4.2 SAMPLING DESIGN
Sample is designed by taking consideration of around 150 respondents
The respondents are chosen according to the following parameters.
Area group
Occupation
4.3 TIME PERIOD OF STUDY
The time period of the study was for 50 days.
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4.4 SAMPLING AREA
The area where sampling was done is
Sinhagad Road.
Bibewadi
Hadapsar
Pune station
Koregaon park
Deccan gym khana
4.5 DATA COLLECTION
For carrying out the study, following two sources of data collection is used.
Primary data
Secondary data
Primary data are collected from the following sources
Questionnaire method
Interview method
These methods are used with customers to acquire the real information, which is
current and effective, and it helps a lot in the planning and selling.
4.6 SECONDARY DATA ARE COLLECTED FROM THE FOLLOWING SOURCES.
References
Readymade data
Booklets
-20-
Internet
Seminars
News paper & magazines
4.7 DESIGNING OF QUESTIONNNAIRE
A questionnaire is the most common research instrument. A research
instrument should avoid bias and also develop a device, which will facilitate
effective communication. The questionnaire that the researcher used contatined the
total of 7 questions for collecting relevant and required facts and opinions from the
respondents. While preparing the questionnaire, almost all attention for retailers was
given. The questionnaire includes open-ended questions and proper care was taken
to minimize ambiguity.
In order to get the information through questionnaire, personal interview method is
adopted as it helped both purpose of getting the information and some vital
additional information with the respondents expressed while to researcher.
4.8 RESEARCH LIMITATIONS
The retailer some often does not provide actual information required for the
project work.
I had very less time to do research, that is the reason why I could not get
more information about consumer perception about
I had done research upon a small number of respondents, which may not be
forming ideal sample size.
CHAPTER-5
DATA ANALYSIS AND DATA INTERPRETATION
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Analysis has been done through the following steps.
Preparing and organizing the raw data.
Summarizing the data contained in the categories.
Determining whether significant differences exist between categories.
Explaining why difference exists.
Making recommendations.
In the present study data was stored and tabulated in both absolute numbers as well
as percentages and presented in bivariate and multivariate data to obtain more
meaningful conclusions.
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Q.AWARENESS OF RETAILER ABOUT THE BRANDS OF INSULIN MADE
BY CADILLA DIABETES CARE LTD.
Quarrel you aware about the brands of insulin made by Cadilla diabetes care ltd.
Yes No
TABLE
AWARENESS NO.OF RETAILERS PERCENTAGE
SAYING YES 125 83.33
SAYING NO 25 16.66
TOTAL 150 100
GRAPH
AWARENES ABOUT THE BRAND
0
20
40
60
80
100
120
140
NO.OFRETAILERS
PERCENTAGE
SAYING YES
SAYING NO
INTERPRETATION
From the above graph we can conclude that most of the retailers are aware about the
brands of insulin made by Cadilla Diabetes Care ltd.
-24-
2.VARIOUS BRANDS OF INSULIN AVAILABLE AT RETAILERS
COUNTER
TABLE
NAME OF BRANDS OF
INSULIN
PERCENTAGE OF RETAILERS STOCKING
THESE
HUMAN MIXTARD 66.66
HUMAN ACTRAPID 66.66
HUMAN INSULIN 60
WOSULIN 26.66
INSUCARE 15
HUMSTARD 30/70 53
HUMAN MIXTAT 20
GRAPH
0
10
20
30
40
50
60
70PERCENTAGE
OF RETAIL
ERS STOCKI
NG THESE
1 2 3 4 5 6 7
INSULINS
BRANDS OF INSULIN AVAILABLE AT RETAILERS COUNTER
Series2
Series1
-25-
INTERPRETTATION
From the previous graph we came to know that the Brand of Insulin i.e. Human
Mixtard and Human actrapid made by Novo Nordisk has a good presence over the
retailers counter followed by Human Insulin made by Elililly having a percentage of 60.
While Cadilla brand i.e. Humstard 30/70 has a percentage of 53. The other brands like
tousling made by Wockhardt, insuacare made by Ranbaxy, Humamixtat made by USV
has a low percentage of presence at retailers counter.
-26-
3.PRICE OF BRANDS OF INSULIN AVAILABLE IN MARKET
TABLE
PRICE RANGE NO.OF BRANDS PERCENTAGE
110-130 3 37.5
130-150 2 25
150-170 2 25
170 &above 1 12.5
GRAPH
PRICE OF VARIOUS BRANDS
3 2 2 1
37.5
25 25
12.5
010203040
110-130 130-150 150-170 170 andabove
PRICE
No
.&P
ER
CE
NT
AG
E
Series1
Series2
INTERPRETATION
From the above graph we concluded that 3 brands having a percentage of 37.5 falls
under the price range of 110-130. Cadilla brands of insulin falls under this category.
Other brands of insulin available in the market fall under the price range of 130-150 and
150-170. There is one brand of insulin i.e. Novo Rapid “Flex pen” made by Novo
Nordisk has the highest price range of Rs. 525.
-27-
Q.NO.OF VIALS SOLD PER MONTH
TABLE
VIALS RANGE NO OF RETAILERS PERCENTAGE
0-10 56 37.33
10-20 24 16
20-30 19 12.66
30-40 23 15.33
40 & above 28 18.66
GRAPH
VIALS RANGE
56
2419
2328
37.33
1612.66 15.33 18.66
0
10
20
30
40
50
60
0-10 10-20 20-30 30-40 40 &above
RANGE
No
.S Series1
Series2
INTERPRETATION:
From the above graph we can conclude that the no. of retailers selling vials range 0-
10 are maximum and also retailers selling higher range 0f 40 and above have also a
good portion in the survey.
-28-
Q. REASONS FOR HIGH SALES OF BRANDS
TABLE
REASONS PERECNTAGE OF RETAILERS
PRICE 40
PROMOTION 60
AVAILABILITY 60
GRAPH
REASONS OF HIGH SALES
0
10
20
30
40
50
60
70
PRICE PROMOTION AVAILABILITY
FACTORS
PE
RC
EN
TA
GE
OF
R
ES
PO
ND
EN
TS
Series1
INTERPRETATION
From the above graph it is concluded that out of various factors of popularity
promotion and availability plays a major role. While price has a little effect on
popularity. Because as these are life saving drugs the price factor doesn’t affect its high
sales.
-29-
Q. POSSIBILTY OF BRAND SWITCHING BY RETAILER
TABLE
RESPONDENTS NO PERCENTAGE
SAYING YES 90 60
SAYING NO 60 40
GRAPH
BRAND SWITCHING BY RETAILER
90
6060
40
0
20
40
60
80
100
1 2
RESPONSE
NO
.S W
ITH
PE
RC
EN
TA
GE
SAYING YES
SAYING NO
INTERPRETATION
From the above graph it is concluded that a good portion of retailers are able to
convert the patients of other brands of insulin with brands of insulin made by Cadilla
Diabetes care if possible.
CHAPTER-6
FINDINGS AND SUGGESTIONS
-31-
6.1 FINDINGS
From the project we can conclude various findings and suggestions . There is an
awareness about the brands of insulin made by Cadilla diabetes care among the retailers.
In the price range it is also at rock bottom so, it can easily be popularized among the
patients if price be calculated as a factor of its market position. The promotional
activities carried out by Cadilla diabetes care ltd are a good step to establish it as a brand
in the market. The availability of various brands at retailer depends upon the
profitability of retailer .
-32-
6.2 SUGGESTIONS
From the following suggestions are carried out:
Company has to undertake aggressive marketing activities.
The promotional activities to be carried out intensively.
Company should try to reach extensively all over the geographical area.
Company should do time to time market research to know present market share.
Company should enter in this niche market to increase total market share as well
as to avoid the future competition.
CHAPTER-7
CONCLUSION
-34-
CONCLUSION
The major findings or conclusion of the project is that though a good half of retailers
are aware about the brands but it needs an aggressive marketing strategy to reach all the
retailer counter.
The promotional activities carried out at present can be done intensively to build a
strong brand image among doctors, patients, retailers.
CHAPTER-8
LIMITATIONS
-35-
LIMITATIONS
The limitations of the research project are as follows:-
The main limitation was the time as the project duration limited to 50 days.
Although great care is taken to ensure accuracy, there is possibility of human
error and biased information provided by the sample that is assumed to be true.
Few respondents were recusant while answering the questions due to their busy
schedule.
While filling the questionnaire sometimes the respondents could not produce
100% accurate information because of their personal limitation.
In some of the cases, the retailers are not available all the time, so the employee
appointed by them didn’t give actual results.
Some of the respondents are scared to give answering the questions as why the
researcher has to know ass these questions.
Respondents were questioning authenticity of research person.
CONTENTS
CHAPTER-1 - INTRODUCTION ………………. 1-3
1.1- EXPLANATION OF THE TOPIC
1.2- REASONS FOR SELECTING THE TOPIC
1.3- IMPORTANCE OF THE TOPIC TO THE COMPANY
Chapter-2 - INDUSTRY PROFILE……………… 5-13
HISTORY OF THE COMPANY
MILESTONES
VISION AND MISSION OF THE COMPANY
GEOGRAPHICAL EXCELLENCE
INTTERNATIONAL BUSINESS
MANUFACTURING EXCELLENCE
MARKETING DIVISION OF THE COMPANY
ORGANIZATION STRUCTURE OF THE COMPANY
QUALITY CONTROL
RESEARCH AND DEVELOPMENT
CHAPTER-3 - SCOPE OF THE PROJECT………………. 15-16
3.1 RESEARCH OBJECTIVE
3.2 PRODUCT SCOPE
3.3 PLACE SCOPE
3.4 PROMOTION SCOPE
CHAPTER-4 – RESEARCH METHODOLOGIES……….. 18-20
4.1 RESEARCH DESIGN
4.2 SAMPLING DESIGN
4.3 TIME PERIOD
4.4 SAMPLING AREA
4.5 DATA COLLECTION
4.6 SECONDARY DATA SOURCE
4.7 DESIGNING QUESTIONNAIRE
4.8 RESEARCH LIMITATION
CHAPTER-5 – DATA ANALYSIS AND DATA INTERPRETATION… 22-29
CHAPER-6 – FINDINGS AND SUGGESTIONS………. 31-32
CHAPTER-7 – CONCLUSION …………………………. 34
CHAPTER-8 – LIMITATION…………………………….. 36
CHAPTER -9 - BIBLIOGRAPHY…………………………… 37
CHAPTER-10 - ANNEXTURE ……………………………….. 39-40
CHAPTER-9
BIBLIOGRAPHY
-37-
BIBLIOGRAPHY
Reference Books:-
Marketing management(11th Edition)
By Philip Kotler
Research Methodology
By C.R.Kothari
Marketing Management(3rd Edition)
By V S Ramaswamy and S NamaKumari
Websites:
www.cadilapharma.com
www.google.com
CHAPTER-10
ANNEXTURE
-39-
QUESTIONNAIRE
Name of the chemist
Contact no
Address of the Chemist
1. Are you aware about the brands of insulin made by cadilla .
Yes no
2. name of the brands of insulin available with you
a b
c d
e
3. Name of the companies marketing these brands?
a b
c d
e
4. Price of these brands
a b
c d
e
-40-
5.No.of Vials selling per month
6.Reason for high sales of theses brands
Price
Promotion
Availability
7.If possible will you substitute brands of other insulin with brands of insulin
made by cadilla?
Yes No