sanraj bhagat - copy (2)

7/27/2019 Sanraj Bhagat - Copy (2)

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DECLARATION

I hereby decla red that this project titled A STUDY ON SATISFACTION OFCHANNEL PARTNERS OF CADILA PHARMACUTICAL ON RABELOC AND ENVASPRODUCT in COOCH BEHAR AREA is submitted to the Punjab Technical University as

partial requirement for the award of degree of Master of Business Administration , during theyear 2011-2013

It is the record of an original & independent study carried out by me, under the tableguidance and supervision of Professor .Shanti J of International Institute of Business StudiesBangalore. This project report has not been submitted earlier by me or by anybody else for theaward of any other degree in any University in India or abroad.

Date: signature of the student

Place:


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ACKNOWLEDGEMENT

I would to like to express my sincere thanks to the Director and Management of International

Institute of Business Studies, Bangalore, for their valuable guidance & support. I am extremelythankful & grateful to Prof. Shanti J for his / her constant guidance & encouragement throughoutthe study.

I would like to express my sincere thanks & gratitude to Mr. Abhijit Chowdhury. The AreaBusiness Manger of CADILA PHARMACEUTICALS for his support & guidance during mystay in their organization.

I would like to express my devoted thanks to my beloved parents & my friends for their relentless support & assistance to make this project a reality. Last but not the least; I would liketo thank all my respondents for their co-operation & participation in data collection, which hasenabled me to complete the project.

Date: Santraj Bhagat

Place:


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The methodology adopted for the present study was focus discussion interview and close

observation in house study .since the it is based on action research .it as necessary to build reportto collect maximum information from the student .hence the research spent considerable timewith the medical shop who resides in nearby encompassing city . The main focus was to do withassessing the satisfaction level of student.

After asking so many question I found all the medical shop have some problem. and hey facing

problem very much like most of medical shop require more stock but they are not getting more

product in time ,some medical shop facing of bad behavior of medical representative toward him,

I found some medical shop facing problem of availability of product in shop. i found demand for

the REBALOC and CNVAS is very high and very low in some area because the transportationsystem of cadila is very weak in some area ,due this reason some area not gets fulfillment of the

product in various medical shops.


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Table of Contents

CHAPTER

NO.

CONTENTS PAGE NO

1 Introduction 7- 122 Research Methodology 13-153 Review of Literature 16-174 Profile of the company / Organization / System 18-295 Analysis and Interpretation of Data 30-656 Summary of Finding, Conclusion and

Recommendations66-69

7 Bibliography 70-718 Annexure 72-76

TABLE & GRAPH

TABLE/GRAPH NO.

CONTENTS PAGE NO.

1 Table showing 192 Graph showing data analysis 29-64


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CHAPTER 1

INTRODUCTION


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In troduction

PHARMA MARKETING;

INDIA PLAYERS

It's a well known fact that no business can exist without customers. In the business of Website design, it's important to work closely with your customers to make sure the site or system you create for them is as close to their requirements as you can manage. Because it'scritical that you form a close working relationship with your client, customer service is of vitalimportance. What follows are a selection of tips that will make your clients feel valued, wantedand loved.

1. Encourage Face-to-Face Dealing2. Respond to Messages Promptly & Keep Your Clients Informed3. Be Friendly and Approachable4. Have a Clearly-Defined Customer Service Policy5. Attention to Detail (also known as 'The Little Niceties')6. Anticipate Your Client's Needs & Go Out Of Your Way to Help Them Out7. Honor Your Promises.


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ABOUT THE PROJECT WORK

The topic of the project is A STUDY ON SATISFACTION OF CHANNEL PARTNERS OFCADILA PHARMACUTICAL ON RABELOC AND ENVAS PRODUCT

DURATION :

Summer Project f rom CADILA PHARMACEUTICALS LIMITED, NORTHBENGAL DURATI ON -

AREA COVEREDA

My area of the study is Cooch Behar and my customers are from these followinglocations, Sunity Road, N.N. Road, Hajra Para, Noknath Complex, A.C.D.C. Club, Jamai Bazer,Khagra Bari, Pawer House More, Boro Bajar, Natun Bajar, Devi Bari, Babur Hat, Baxir Hat,Maruganj, Tufanganj, Dinhata, and Pundi Bari, including New-Cooch Behar. Also covered total

North Bengal and Assam Also.


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1. OBJECTIVE

2. SCOPE


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Objective of the Study

Primary objectiveTo Give a Clear picture customer satisfaction for cadila product specilly Rabeloc and

Envas and its competitors in north Bengal

Other objective

The other objective of the study are as follows :

1 To know the deferent option of various customer (medicine shop) regarding the various

Gastrointestinal Drugs in North Bengal Area.

2 To give a clear concept on the medicine shop most prefer company and policy in Cooch

Behar market.

3 To give a position of the product in the Cooch Behar market.

4 Pharmacitual product sale depend on medicine practioners to know the overall view of

the position of cadila product.

5 To make a suggestion in the light of the finding of the study.

6 This project is also to benefit myself as I have got a great deal of practical exposure

which will certainly help me in the near future, as well as serve my academic purpose


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Scope of the Study

1. The main scope of the study is discussion with the Sales Development Manager & some

Sales person. This help to understand the work culture & Market condition of the

company.

2. The study involved spending a lot of time and energy in various forms.

3. Utmost care has been taken to do maximum justice to the task.

4. In order to capture the heterogeneous mix of a sample of 150 policy holder has been

taken.

5. The conclusion and findings were also based on the responses of the policy holder in the

survey.

6. The study will definitely encourage the company to increase the sale to a large extend.


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CHAPTER: 2

RESEARCHMETHODOLOGY

Research Techniques Questionnaire Sources of Data


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RESEARCH TECHNIQUES

There are various steps and ways for study of customer satisfaction of CADILA

PHARMACEUTICALS LIMITED. It follows certain steps. The steps that I have followed are:

Step : 1 Choosing the sample size.

Step : 2 Making The Questionnaire.

Step : 3 Going to each and every medicine customer shop of the sample size.

Step : 4 Asking each medicine customer shop to feel the questionnaire.

Step : 5 Taking a small interview session.

Step : 6 Collecting data from various medicine customer shop from different area.

Step : 7 Analyze the data & make a conclusion.

Customer satisfaction is major issue in product strategy. Perhaps the most distinctive skill

of professional marketing is their ability to create, maintain, protect and enhance brands. Study

on customer satisfaction definitely will encourage the company to increase their sale.

As my topic was to A STUDY ON SATISFACTION OF CHANNEL PARTNERS OFCADILA PHARMACUTICAL ON RABELOC AND ENVAS PRODUCT And 150 medicinecustomer shops were selected for this study.

My survey is totally depend Two CADILA product. One is RABELOC and anotherone ENVAS


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SOURCES OF DATA

After determining the objectives of study and research design, the next important stage isdata is step collection method. The information has to be collected from the medical shops andcustomers. during the process of the study the data is collected from the largest segment that ismedical shops and customers.

Data is collected from

Primary data Secondary data

Primary data

It was the data collected through questionnaire contains relevant questions that are

both close ended and opened. Individual and group interviews also under taken with differencecustomers.

Secondary data

These data are collected from published sources such as Magazines, NEWS paper,several book and also from help of web site www.cadilapharma.com

Questioner :

I made the Questionnaire which Include mainly close ended question i.e.There are mainly multiple choice questioner. They just have to tick the appropriate answer.

Interview Session :

In interview session I got data according to the answers given by the medicine customer shop on the basic of the questions asked by me.


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CHAPTER-3

Review of Literature


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Review of literature

GOOGLE

HGHGHGHG

I have started this project few months ago with the help of some export point of view. It is acompact information about the south Bengal customers .I have taken 150 sample size for this

project about the reason and also the problem behind the customer satisfaction about the product.I have seen lot of different type of problem they have .so I was the difficult for me to get dataabout the customer .so now less talk about the cadila pharmaceuticals .what is it what they doingand what is the position in Market, what are the expert opinion about the cadila pharmaceuticals.

Cadila Pharmaceuticals Ltd. is one of the largest privately held pharmaceutical companies inIndia, headquartered at Ahmadabad, in the state of Gujarat. Over the last six decades, it has beendeveloping and manufacturing pharmaceutical products and selling and distributing these in over 90 countries around the world. An integrated healthcare solutions provider with pharmaceutical

product basket, it caters to over 45 therapeutic areas that include cardiovascular, gastrointestinal,analgesics, haematinics, anti-infective and antibiotics, respiratory agents, ant diabetics andimmunological. The company focuses on providing high quality, appropriately priced productsto its customers and supports all these with dedicated customer service. Cadila Pharmaceuticalshas a multicultural, multilingual and multinational workforce of more than seven thousandemployees including over two hundred people outside India in forty-nine countries of Africa,CIS, Japan and USA.

For this research I have taken various helps from the news paper resource like concernedfaculty s guidance, internet, Magazine & newspaper, Laptop & paper, book concerned company

project guide s guidance. Data from company database support from the concerned staffs of thecompany.

This is not a multiple company but it has some existence in various Countries. there are so many benefits have like. its supply so many product which is very much demand of customer anddoctors .In many hospitals have demand of cadila product in south Bengal .


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CHAPTER: 4

Company profile


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Company profile

Cadila Pharmaceuticals Ltd. is one of the largest privately held pharmaceutical companies inIndia, headquartered at Ahmadabad, in the state of Gujarat. Over the last six decades, it has beendeveloping and manufacturing pharmaceutical products and selling and distributing these in over

90 countries around the world. An integrated healthcare solutions provider with pharmaceutical product basket, it caters to over 45 therapeutic areas that include cardiovascular, gastrointestinal,analgesics, haematinics, anti-infectives and antibiotics, respiratory agents, ant diabetics andimmunological. The company focuses on providing high quality, appropriately priced productsto its customers and supports all these with dedicated customer service. Cadila Pharmaceuticalshas a multicultural, multilingual and multinational workforce of more than seven thousandemployees including over two hundred people outside India in forty-nine countries of Africa,CIS, Japan and USA.

The company has one of the best Research and Development (R&D) setups in India, manned bymore than three hundred and fifty scientists and engineers from various disciplines including biology, pharmacology, clinical research, chemistry, toxicology, photochemistry and differentdisciplines of engineering. The company also participates in Public-Private partnerships for developing diagnostic, preventive and curative pharmaceutical and diagnostic products.

Cadila Pharmaceuticals is the first Indian company to get IND approval by USFDA for clinicaltrials to be conducted in India. Subsequently, the company has filed four more INDs withUSFDA. Of the five INDs filed, one is for pulmonary tuberculosis; the trial is supported byDepartment of Biotechnology, Govt. of India. The remaining four are for various types of cancers, e.g., Lung Cancer, Prostrate cancer, Bladder Cancer and Melanoma. Thus all the INDsare for providing solutions to major global health care problems. The clinical trials on Prostratecancer, Lung cancer and Bladder cancer are supported by Department of Science andTechnology to encourage innovations.

The company has state-of-the-art manufacturing facilities conforming to the most stringentinternational cGMP norms vis--vis WHO-GMP, WHO, Geneva (GDF site for Anti- TB), TGAAustralia (PIC/S), USFDA, UK- MHRA, MCC-South Africa, ISO 9001 and ISO 14001. Spreadover hundred acres of land, Cadila Pharmaceuticals manufacturing facility at Dholka is thecynosure of all eyes, well equipped with world- class production facilities. The company s twoActive Pharmaceutical Ingredients units at Ankleshwar manufacture a wide-range of APIs and

intermediates including three USFDA certified products. The manufacturing facility at Samba,near Jammu, started its commercial operations in August 2006. The first overseas formulationmanufacturing facility of Cadila Pharmaceuticals Ltd. has commenced its operations in Ethiopia.

A result of in-house Research and Development initiatives and collaborations with world-rePharmaceuticals' product basket includes: branded and generic formulations covering more thBiotechnology products and diagnostic kits, Plant Tissue Culture, etc. In the services realm, the ga


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Clinical Research, Contract Research & Manufacturing, etc.

Cadila Pharmaceuticals is the only Indian manufacturer of Streptokinase and Hyaluronic AcidAcid containing products include Visial for Ophthalmology and Halonix for intra articular umanagement of heart attack. The company also manufactures rabies immunoglobin and diagnos

and HCV. Cadila Pharmaceuticals is working in areas of novel vaccine adjuvants, Sepsis managefor pancreatic cancer.

Group companies also manufacture Tablet Presses, Capsule filling machines, pharma machinery parts and hospital disposables like gloves, etc.

To the World from Cadila Pharmaceuticals

1. World's first Sparfloxacin Eye Drops (Scat Eye Drops)2. World's first parenteral formulation of Rabeprazole (Rabeloc I.V.)3. World's first Probiotic combined with anti-infective agent (Symbiotic)

4.

World's first manufacturer of a unique immunomodulator (IMMUVAC)5. World's first whole blood, rapid HIV detection kit (NEVA HIV)

Champion Brands

ENVAS

Cadila Pharmaceuticals makes India's No.1 ACE inhibitor, Envas, which has been listed amongthe country's top 50 Pharma Brands, across all categories.Other CPL brands in top 300 brands of Indian Pharmaceutical Industry are Aciloc and Haem-Up.

ACILOCA Ranitidine preparation, Aciloc is one of India's best selling brands in this category.

LMX, SYMBIOTIK, CLAX

Antibiotics with live Lactobacilli combination, LMX, SYMBIOTIK, CLAX are the first brands of its kind in India, for which Cadila Pharmaceuticals has applied for a worldwide patent. Thisunique innovation has already been granted Indian, UK and US, Eurasian & Sri Lankan patents.

RABELOC, ACILOC RD, ZASO, MIXULIN, MONTELAST AND NODON

are some of the best selling brands in their categories.

CPL is the first company in India to introduce RABEPRAZOLE and FOSINOPRILformulations.


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Products

A result of in-house Research and Development initiatives and collaborations with world-renowned institutions; Cadila Pharmaceuticals' product basket includes: branded and generic

formulations covering more than 50 therapeutic segments; Biotechnology products anddiagnostic kits, Plant Tissue Culture, etc. In the services realm, the gamut of offerings coversClinical Research, Contract Research & Manufacturing, etc.

Cadila Pharmaceuticals is the only Indian manufacturer of Streptokinase and HyaluronicAcid based products. Hyaluronic Acid containing products include Visial for Ophthalmology andHalonix for intra articular use. Streptokinase is used in management of heart attack. Thecompany also manufactures rabies immunoglobin and diagnostic kits for detection of HIV andHCV. Cadila Pharmaceuticals is also working in areas of novel vaccine adjuvants, Sepsismanagement and therapeutic vaccine for pancreatic cancer.

Group companies also manufacture Tablet Presses, Capsule filling machines, pharmamachinery parts and hospital disposables like gloves, etc.

To the World from Cadila Pharmaceuticals World's first Sparfloxacin Eye Drops (Scat Eye Drops)World's first parenteral formulation of Rabeprazole (Rabeloc I.V.)World's first Probiotic combined with anti-infective agent (Symbiotic)World's first manufacturer of a unique immunomodulator (IMMUVAC)World's first whole blood, rapid HIV detection kit (NEVA HIV)


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Domperon

Domperidone

Antiemetic and Prokinetic Meltabs: Domperidone5 mg/10 mg/ 20 mgSuspension: 1 mg / ml

Olit

Omeprazole as enteric coatedgranules

Antiulcerant (PPI) Capsule: Omeprazole10mg / 20mg

Rabeloc

Rabeprazole sodium

Proton Pump inhibitor Tablet 10mg, 20 mg

Mozart

Mosapride Sodium

Prokinetic Tablet 2.5 mg, 5 mg

ITZA

Itopride

Gastro Prokinetic Tablet 50 mg

AcilocR anitidine (as hydrochloride)

Ant-ulcerant(H2 receptor antagonist)

Tablet: 150 mg, 300 mg

Injection: 25 mg/ml, 2 ml

Aciloc RD Ranitidine 150 mg +Domperidone 10 mg

Anti-ulcerant, anti-dysmotility tab

Lancus Lansoprazole, as enteric coatedgranules

Anti ulcerant (PPI) Capsule: 30 mg


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Indian Pharmaceutical Industry

The pharmaceutical industry in India is among the most highly organized sectors. This industry

plays an important role in promoting and sustaining development in the field of global medicine.

Due to the presence of low cost manufacturing facilities, educated and skilled manpower andcheap labor force among others, the industry is set to scale new heights in the fields of

production, development, manufacturing and research.

In 2008, the domestic Parma market in India was expected to be US$ 10.76 billion and this is

likely to increase at a compound annual growth rate of 9.9 per

Indian Pharmaceutical Evolution


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Cadila Pharmaceuticals Ltd. has two joint ventures

1) CADILA PHARMACEUTICALS (ETHIOPIA) PLC

The company established a Joint Venture Company in Ethiopia with a local partner and put up astate of art manufacturing plant there for the manufacture of capsules, tablets, injectables, liquid,etc. The Joint Venture Company is named Cadila Pharmaceuticals (Ethiopia) PLC, whereinCadila Pharmaceuticals Ltd. holds 60% equity and the local partner holds 40% equity. The plantis operational since last more than three years and is expected to achieve a turnover of about Rs.200 million for the year 2010.

2) CPL BIOLOGICALS PVT. LTD.

The company has also established a Joint Venture Company (JVC) in India namely CPLBiologicals Pvt. Ltd. in partnership with M/s. Novavax Inc. USA (a NASDAC listed company),with Cadila Pharmaceuticals Ltd. holding 80% equity and Novavax 20%. The JVC is working inthe area of development and manufacturing of therapeutic and prophylactic vaccines, biologicaltherapeutics and diagnostics in India. This joint venture represents an important strategic alliancefor vaccine development and manufacturing in India and uses unique and cutting-edge vaccinetechnology. Its vision is to be a leading provider of high quality, affordable vaccines, biologicaltherapeutics and diagnostics through world-class research and innovative manufacturing toaddress current and future global health challenges.

The JVC is in the process of developing novel vaccin es based on Virus like Particles (VLP)

using cutting edge technology.

CPL Biologicals has established manufacturing facilities in India to develop produce and sell products such as influenza vaccine, and other novel vaccines based on VLP technology. Theinitial estimated investment is expected to be around Rs. 100 crores.


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Industry Trends

The Parma industry generally grows at about 1.5-1.6 times the Gross Domestic Product

growth Globally, India ranks third in terms of manufacturing Parma products by volume

The Indian pharmaceutical industry is expected to grow at a rate of 9.9 % till 2010 andafter that 9.5 % till 2015

In 2007-08, India exported drugs worth US$7.2 billion in to the US and Europe followed by Central and Eastern Europe, Africa and Latin America

The Indian vaccine market which was worth US$665 million in 2007-08 is growing at a

rate of more than 20% The retail pharmaceutical market in India is expected to cross US$ 12-13 billion by 2012


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Marketing Divisions

Following is an introduction to different divisions under Branded Strategic Business Unit(SBU) :

Magna

Magna is a multi-specialty division. It maps general practitioners, consulting physicians, surgeons,cardiologists, gastroenterologists, gynecologists, pediatricians and nephrologists. Magna's

portfolio primarily covers gastroenterology, cardiology, gynecology and others. Magna's major brands are 'Aciloc', 'Rabeloc', 'Cadilose', 'Envas', 'Losium', 'Caditor', 'Calcirol', 'Haemup', 'LMX','LMX forte', Levocide, and 'Fludac'.

MaximaMaxima is a multispecialty division. Its portfolio covers respiratory inclusive of ENT, chest (antituberculosis), dentistry, anti-infectives and orthopaedic therapies. Maxima targets ENT specialists,chest physicians, dentists, pediatricians, orthopaedicians and surgeons. Major brands of thisdivision are 'Lorfast', 'Vasograin', 'Symbiotik', 'Mycobutol', 'P-Zide', 'Amdepin', 'Emvit Plus','Cuga', and 'Immuvac'. 'Immuvac' is a unique immuno-modulator that has various applicationsincluding reducing duration of therapy for treatment of multi drug resistant tuberculosis, andmultibacillary leprosy. The division also has certain superspecialty brands like 'Halonix' for orthopaedics.A special task force for ophthalmology 'OTF' operates as a sub-unit of this division focusing on

opthalmologists with brands like 'Scat', 'Loptame', 'Gatt', and 'Visial' among others.

Volta

Volta is a super-specialty division. Its portfolio covers cardiology, diabetology, endocrinology,gastroenterology, nephrology, and critical care. The division adopts three therapeutic approaches,viz., cardiac therapy, diabetic therapy, and critical therapy. Major brands of this division are'Nodon', 'STPase', 'Teli', 'Envas IV', 'Glyloc', 'Glista', 'Caditor', 'Humstard'.

Oncocare

Oncocare division markets products that manage and treat cancer and tumours. Oncocare isexpanding in haematology segment to emerge as a complete division providing medicines for treatment of solid tumour and haematological malignancies. Oncocare's major brands are'Cadigran', 'Caditrex', 'Karplat', 'Paclicad', 'Posid', 'Kinaplat', 'Cadria L', 'Docecad', 'Filcad', 'Platin'and 'Recovarin'.

Magna XL

Magna XL division's objective is to increase reach and penetration in rural market. Magna XL


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aims to make available quality medicines at affordable prices to people living in interior towns andvillages. Magna XL's portfolio covers general practitioners, consulting physicians, pediatricians,and gynecologists. Magna XL's thrust brands are 'Nuflam', 'Haem up', 'Tummy Ease', 'Happytizer','Lactoceff', 'Anstisept', 'Hepasave', 'LMX', 'Wormin A', and 'Fleximuv'.

Generic

Generic is a wing of pharma business. The wing covers almost all therapeutic segments. Genericdirectly deals with stockists primarily, and retailers and dispensing doctors secondarily throughsuper distributors. A major chunk of business and promotion focuses mainly on stockists. Generichas three sub divisions, namely, 'Generic', 'Genvista' and 'Genstar'. Generic's major brands are'Ciprodac', 'DPhesic', 'Dexasone', 'Famonext', 'Demisone', 'Campicillin', 'Oritaxim Inj.', 'Mokcan'and 'Cotrimoxazole DS'.

VetnovaVetnova is animal healthcare division. It is one of the earliest and most reputed concerns in animalhealthcare. At present Vetnova happens to be one of the fastest growing enterpises harnessing theopportunities across the market. A team of more than 100 people takes a wide range of our brands

pertaining to cattle, poultry and canine into the remotest corners of India. While some of Vetnova's brands like 'Cal D Plus DS', 'Onfeed' and 'Cal D Min' are household names, other brands like'Nolapse' (for prelapse) and 'Endotrin (Ecbolic)' are innovative offerings of Vetnova. The divisionis on the path to growth and intends to take its brands beyond the borders.
http://www.cadilapharma.com/Explora_Products.htm?phpMyAdmin=3d7fcc5deac9633c8af8c4cb5220b91e


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CHAPTER: 5

DATA Analysis andinterpretation ,

Hypothesis testing


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ANALYSIS & interpretation of data

While doing my project from CADILA PHARMACEUDICAL LIMITED , I visited150 medicine customer shops in Cooch Behar market and collected various data. On the basic of those collected data I found that:

URBAN AREA 100 Medicine Shop

RURAL AREA 50 Medicine Shop

TOTAL 150 Medicine Shop

INTERPRETATION

Out of 150 medicine customer shop, 100 medicine customer shop in Urban Area & 50Medicine Customer shop in Rural Area

0

20

40

60

80

100

120

140

160

URBAN AREA RURAL AREA TOTAL

Series1

Series2


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Availability of Information about the RABELOC

When I asked to Respondent for information about the RABELOC product of cadila pharmaceuticals, the following responses were obtained

Name HAVE HAVE NOT TOTAL

URBAN 70 30 100RURAL 45 5 50

TOTAL 115 35 150

INTERPRETATION

To find the availability of the information about the RABELOC, in the URBAN area 89medical shop have available the product & 11 medical shop have not available the product.

In the RURAL area 40 medical shop have available the product & 10 medical shop havenot available the product.

0

20

40

60

80

100

120

140

160

HAVE HAVE NOT TOTAL

URBAN

RURAL

TOTAL


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HYPOTHESIS TESTING ON

Availability of information about the RABELOCo Observe Frequency :


URBAN 70 30 100RURAL 45 5 50TOTAL 115 35 150

To find out, whether the information about the RABELOC is available or not, throughChi-Square, we have to take two hypotheses.

o Null Hypothesis ( H 0 ) Information about the RABELOC is available,o Alternative Hypothesis (Ha) Information about the RABELOC is not available.o Chi- square ( X 2 ) = ( O E)2/ E

o Where, O- Observe Frequency

E- Expected Frequency = (Row total x Column total) / Grand total

- 5% Level of Significant

Degree Of Freedom (C 1) x (R 1) = (2 1) x (2 1) = 1 x 1 = 1

Calculation of Chi-Square

O (Observed) E (Expected)70 76.730 23.445 38.45 11.7

So, Chi- square ( X 2 ) = ( O E)2/ E = 7.461

Now we have to compare the above calculation value with the critical value of X 2.

The critical value of X 2 with 1 degree of freedom of 5% level of significant is 3.84.

Since the calculation value of X 2 is lower than the critical value. So the Null Hypothesis,Information about the project is available , is accepted & the alternative Hypothesis is r ejectedin 95% confidence level


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Stock of RABELOC product in Medical shop

When I asked to Respondent about the RABELOC product of cadilapharmaceuticals about the stock in medical shop, the following responses were

obtained

IN 150 SHOP ABOUT AVAILABILTY OF RABELOC



INTERPRETATION

To find the availability of the PRODUCT about the RABELOC, in the URBAN area 80medical shop have available the product & 20 medical shop have not available the product.


0

20

40

60

80

100

120

140

160

HAVE HAVE NOT TOTAL

URBAN

RURAL

TOTAL


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Demand about RABELOC product in shop

When I asked to Respondent about the RABELOC product about demand in medical shop, thefollowing responses were obtained

Name DEMAND NOT DEMAND TOTAL


INTERPRETATION

To find the demand of the PRODUCT about the RABELOC, in the URBAN area 90medical shop have demand of the product & 10 medical shop have not demand the product.

In the RURAL area 45 medical shop have demand the product & 5 medical shop have notdemand the product.

0

20

40

60

80

100

120

140

160

DEMAND NOT DEMAND TOTAL

URBAN

RURAL

TOTAL


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REPONSE ABOUT RABELOC PRODUCT OF CUSTOMER

When I asked to Respondent about the RABELOC product about response in medicalshop, the following responses were obtained

Name GOODRESPONE

BAD RESPONE TOTAL


Interpretation

To find the response of the PRODUCT about the RABELOC, in the URBAN area 95medical shop have good response the product & 10 medical shop have not good response the

product.

In the RURAL area 45 medical shop have good response the product & 5 medical shophave not good response the product.

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Name URBAN RURAL TOTAL


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Availability of suppy about the RABELOC ..

When I asked to Respondent about the RABELOC product about supply in medical shop,the following responses were obtained.

Name Supply in time Supply not intime

TOTAL


Interpretation

To find the supply of the PRODUCT about the RABELOC, in the URBAN area 90medical shop said in time & 10 medical shops said not in time.

In the RURAL area 45 medical shop said in time & 5 medical said not in time.

0

20

40

60

80

100

120

140

160

Supply in time Supply not in time TOTAL

URBAN

RURAL

TOTAL


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PRICE RANGE COMFORABILTY FOR THE PRODUCT OF RABELOC

When I asked to Respondent about the RABELOC product about price range comfortability in medical shop , the following responses were obtained.

Name COMFORTABLEPRICE RATE

NOTCOMFORTABLE

PRICE RATE

TOTAL


Interpretation

To find the response of the PRODUCT about the RABELOC, in the URBAN area 95medical shop said comfort ability in price & 10 medical shop said not comfort ability in price

In the RURAL area 45 medical shop comfort ability in price & 5 medical shop not comfortability in price

0

20

40

60

80

100

120

140

160

COMFORTABLEPRICE RATE

NOT COMFORTABLEPRICE RATE

TOTAL

URBAN

RURAL

TOTAL


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SIDE EFFECT OF RABELOC PRODUCT DURING USE

When I asked to Respondent about the RABELOC product about side effect of rabelocproduct during use in medical shop, the following responses were obtained.

Name NOTSIDEEFFECT

SIDE EFFECT TOTAL


Interpretation

To find the response of the PRODUCT about the RABELOC, in the URBAN area 95medical shop said not side effect & 10 medical shop said side effect

In the RURAL area 40 medical shops said not side effect& 5 medical shop said effect

0

20

40

60

80

100

120

140

160

NOT SIDE EFFECT SIDE EFFECT TOTAL

URBAN

RURAL

TOTAL


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HOW MANY DOCTOR PRESCRIBED RABELOC?

When I asked to Respondent about the RABELOC product about DOCTOR prescribedin medical shop, the following responses were obtained.

Name PRECRIBED NOTPRESCRIBED

TOTAL


Interpretation

To find the doctor prescribed of the PRODUCT about the RABELOC, in the URBAN

area 75 medical shops said prescribed & 25 medical shops not prescribed.

In the RURAL area 30 medical shop said prescribed & 20 medical shop not prescribed..

URBAN

RURALTOTAL

0

2040

60

80

100

120

140

160

PRECRIBEDNOT

PRESCRIBEDTOTAL

URBAN

RURAL

TOTAL


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Why people purchase the RABELOC?

INTERPRETATION

To find the Why people purchase the RABELOC ?, in the URBAN area 57 medical shopsaid that Doctor Prescribe, 3 medicine shop said that Brand Name, 10 medicine shop said thatQuality & 30 medicine shop said that Price.

In the RURAL area 39 medical shop Doctor prescribe, 1 medical shop said that Brand Name, 3 medical shop said that Quality,& 7 medical shop said that Price.

0

20

40

60

80

100

120

140

160

DOCTORPRESCRIBE

BRANDNAME

QUALITY PRICE TOTAL

URBAN

RURAL

TOTAL

NAME DOCTOR PRESCRIBE

BRANDNAME

QUALITY PRICE TOTAL

URBAN 57 3 10 30 100RURAL 39 1 3 7 50TOTAL 96 4 13 37 150


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o Why People purchase the RABELOC Observe Frequency :

To find out, whether the Why people purchase the RABELOC , through Chi-Square, wehave to take two hypotheses.

Null Hypothesis (H0 ) There is significant between Why people purchase the RABELOC ,

Alternative Hypothesis (Ha ) There is no significant between Why people purchase theRABELOC .

Chi- square ( X 2 ) = ( O E)2/ E

Where, O- Observe Frequency

E- Expected Frequency = ( Row total x Column total) / Grand total

- 5% Level of Significant

Degree Of Freedom ( C 1 )x( R 1 ) = ( 4 1 )x ( 2 1 ) = 3 x 1 = 3

O (Observed) E (Expected)57 643 2.67

10 8.6730 24.6739 321 1.333 4.337 12.33

Chi- square (X2 ) = (O E) 2/ E = 6.487692




BRANDNAME

QUALITY PRICE TOTAL



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Since the calculation value of X 2 is lower than the critical value. So the Null Hypothesis,

Why people purchase the ACILOC , is accepted & the alternative Hypothesis is rejected in 95%confidence level.


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o Availability of information about the ENVAS Observe Frequency :



To find out, whether the information about the ENVAS is available or not, through Chi-Square, we have to take two hypotheses.

Null Hypothesis ( H 0 ) Information about the ENVAS is available, Alternative Hypothesis ( H a ) Information about the ENVAS is not available. Chi- square ( X 2 ) = ( O E)2/ E


E- Expected Frequency = (Row total x Column total) / Grand total

- 5% Level of Significant.

Degree of Freedom (C 1) x(R 1 ) = ( 2 1 )x ( 2 1 ) = 1 x 1 = 1

Calculation Of Chi-square

O (Observed) E (Expected)91 90.679 9.34

45 45.345 4.67

Chi- square ( X 2 ) = ( O E)2/ E = 0.0397



Since the calculation value of X 2 is lower than the critical value. So the Null Hypothesis,Information about the project is available , is accepted & the alterna tive Hypothesis is rejected


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Availability of ENVAS product in shop

When I asked to Respondent about the ENVAS product about availability in medical shop,the following responses were obtained.

IN 150 SHOP ABOUT AVAILABILTY OF ENVAS .



INTERPRETATION

To find the availability of the PRODUCT about the ENVAS, in the URBAN area 70medical shop have available the product & 30 medical shop have not available the product.


0

20

40

60

80

100

120

140

160

HAVE HAVE NOT TOTAL

URBAN

RURAL

TOTAL


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Demand about ENVAS product in shop

When I asked to Respondent about the ENVAS product about demand in medical shop, thefollowing responses were obtained.

Name DEMAND NOT DEMAND TOTAL


INTERPRETATION

To find the demand of the PRODUCT about the ENVAS, in the URBAN area 95 medicalshop have available the product & 5 medical shop have not demand the product.

In the RURAL area 43 medical shop have demand the product & 7 medical shop have notdemand the product.

0

20

40

60

80

100

120

140

160

DEMAND NOT DEMAND TOTAL

URBAN

RURAL

TOTAL


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REPONSE ABOUT RABELOC PRODUCT OF CUSTOMER

When I asked to Respondent about the ENVAS product about RESPONE in medical shop, the following responses were obtained.

Name GOODRESPONE

BAD RESPONE TOTAL


Interpretation

To find the response of the PRODUCT about the ENVAS, in the URBAN area 85medical shop have good response the product & 15 medical shop have not good response the

product.

In the RURAL area 40 medical shop have good response & 10 medical shop have notgood response.

Availability of customer satisfaction about the RABELOC ..

0

20

40

60

80

100

120

140

160

GOOD RESPONE BAD RESPONE TOTAL

URBAN

RURAL

TOTAL


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supply about ENVAS product in medical shop

When I asked to Respondent about the ENVAS product about proper supply in medicalshop, the following responses were obtained.

Name Supply on time Supply not ontime

TOTAL


Interpretation

To find the supply of the PRODUCT about the ENVAS, in the URBAN area 90 medicalshop said supply on time &10 medical shop said not supply not on time.

In the RURAL area 21 medical shops said supply on time & 29 medical shop said supply

not on time.

0

20

40

60

80

100

120

140

160

Supply on time Supply not ontime

TOTAL

URBAN

RURAL

TOTAL


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price range conformability about ENVAS product in medical shop

When I asked to Respondent about the ENVAS product about price range conformabilityin medical shop, the following responses were obtained.

Name Priceconformability

Price notconformability

TOTAL


Interpretation

To find the price conformability of the PRODUCT about the ENVAS, in the URBANarea 64 medical shop its price is conformability &36 medical shops said not.

In the RURAL area 27 medical shops said price is conformability & 29 medical shop said priceis not conformability

0%

10%20%

30%

40%

50%

60%

70%

80%

90%

100%

Priceconformability

Price notconformability

TOTAL

TOTAL

RURAL

URBAN


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FOR THE PRODUCT OF ENVAS

When I asked to Respondent about the ENVAS product about satisfaction in medical shop,the following responses were obtained.

TO KNOW ABOUT THE PRICE RANGE CONFORTABILTYNOF RABELOC, I VISTIED150 SHOP AND I GOT THIS DATA

Name COMFORTABLEPRICE RATE

NOTCOMFORTABLE

PRICE RATE

TOTAL


0

20

40

60

80

100

120

140

160

COMFORTABLEPRICE RATE

NOT COMFORTABLEPRICE RATE

TOTAL

URBAN

RURAL

TOTAL


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SIDE EFFECT OF ENVAS PRODUCT DURING USE

When I asked to Respondent about the ENVAS product about side effect in medical shop,the following responses were obtained.

Name SIDE EFFECT NOT SIDEEFFECT

TOTAL


Interpretation

To find the side effect of the PRODUCT about the ENVAS, in the URBAN area 95medical shop said not side effect &5 medical shop said side effect

In the RURAL area 40 medical shops said not side effect & 10 medical shops said side effect.

URBAN

RURAL

TOTAL

0

50

100

150

NOT SIDEEFFECT

SIDEEFFECT TOTAL

URBAN

RURAL

TOTAL


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HOW MANY DOCTOR PRESCRIBED ENVAS?

When I asked to Respondent about the ENVAS product about how many doctorprescribed in medical shop, the following responses were obtained.

Name PRECRIBED NOTPRESCRIBED

TOTAL


INTERPRETATION

To find the doctor prescribed of the PRODUCT about the ENVAS, in the URBAN area65 medical shops said prescribed &35 medical shops said not prescribed.

In the RURAL area 28 medical shops said prescribed & 22 medical shops said not prescribed

0

20

40

60

80

100

120

140

160

PRECRIBED NOT PRESCRIBED TOTAL

URBAN

RURAL

TOTAL


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Why people purchase the ENVAS?

To find the Why people purchase the ENVAS?

INTERPRETATION

Out of 150 medical shop in urban area 50 shop said that doctor prescribe ,2 shop said brand ,15

shops said quality ,and 33 shop said price of the product ..

But in rural area Out of 150 medical shop in urban area 25 shop said that doctor prescribe ,1 shopsaid brand 3 shops said quality ,and 21 shop said price of the product ..

0

20

40

60

80

100

120

140

160

DOCTORPRESCRIBE

BRANDNAME

QUALITY PRICE TOTAL

URBAN

RURAL

TOTAL


BRANDNAME

QUALITY PRICE TOTAL



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Why People purchase the ENVASo Observe Frequency :

To find out, whether the Why people purchase the ENVAS, through Chi-Square, we haveto take two hypotheses.

Null Hypothesis ( H 0 ) There is significant between Why people purchase the ENVAS,

Alternative Hypothesis ( H a ) There is no significant between Why people purchase the ENVAS.

Chi- square ( X 2 ) = ( O E)2/ E





O (Observed) E (Expected)50 502 2

15 1233 3625 251 13 6

21 18

Chi- square ( X 2 ) = ( O E)2/ E = 3



BRANDNAME

QUALITY PRICE TOTAL



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Since the calculation value of X 2 is lower than the critical value. So the Null Hypothesis,Why people purchase the ACILOC RD , is accepted & the alternative Hypothesis is rejected in95% confidence level.


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Behavior of the Medical Representative

Name Excellent Good Fair Poor Total

Urban 32 25 33 10 100Rural 15 10 17 8 50Total 47 35 50 18 150

INTERPRETATION

To find the availability of the information about Behavior of the medical Representative,In the Urban area it was found that 32 medicine shop said Excellent, 25 medicine shop saidGood, 33 medicine shop said Fair & 110 medicine shop said poor.

In the Rural area it was found that 15 medicine shop said Excellent, 10 medicine shopssaid good, and 17 medicine shops said Fair & 8 medicine shop said poor.

0

20

40

60

80

100

120

140

160

Excellent Good Fair Poor Total

Urban

Rural

Total


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Behavior of the Medical Representative o Observe Frequency :

Name Excellent Good Fair Poor Total

Urban 32 25 33 10 100Rural 15 10 17 8 50Total 47 35 50 18 150

To find out, whether the information about the behavior of the Medical Representative,through Chi-Square, we have to take two hypotheses.

Null Hypothesis (H0 ) There is significant between the Behavior of MedicalRepresentative ,

Alternative Hypothesis (Ha ) There is no significant between the Behavior of MedicalRepresentative

Chi- square (X2 ) = ( O E)2/ E





Calculation Of Chi-square

O (Observed) E (Expected)32 31.3425 23.3433 33.3410 1215 15.6410 11.6417 16.648 6


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Chi- square ( X 2 ) = ( O E)2/ E = 14.5356



Since the calculation value of X 2 is lower than the critical value. So the Null Hypothesis,Information about the project is available , is rejected & the alternative Hypothesis is accepted

in 95% confidence level.


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KNOWLEDGE ABOUT PRODUCT OF MEDICAL REPRESENTATIVE

When I asked to Respondent about knowledge of medical representative about the product,the following responses were obtained

NAME GOODKNOWLEDGE

BADKNOWLEDGE

TOTAL

URBAN 55 45 100

RURAL 23 27 50

TOTAL 78 72 150

INTERPRETATION

To find the availability of the knowledge about product of the medical Representative, Inthe Urban area it was found that 55 medicine shops said good knowledge, 45 medicine shopssaid poor knowledge.

In the Rural area it was found that 23 medicine shops said excellent knowledge, 27medicine shops said poor knowledge.

0

20

40

60

80

100

120

140

160

GOODKNOWLEDGE

BAD GOODKNOWLEDGE

TOTAL

URBAN

RURAL

TOTAL


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CUSTOMER SATISFACTION ABOUT MEDICAL REPRESENTATIVE

When I asked to Respondent about satisfaction of medical representative about theproduct, the following responses were obtained.

NAME SATISFIED NOT SATTISFIED TOTAL

URBAN 30 70 100

RURAL 15 35 50

TOTAL 45 105 150

INTERPRETATION

To find the availability of the customer satisfaction about product of the medicalRepresentative, In the Urban area it was found that 30 medicine shop said good satisfaction, 70medicine shops said poor satisfaction.

In the Rural area it was found that 15 medicine shop said good satisfaction, 35 medicineshop said not satisfied.

0

20

40

60

80100

120

140

160

SATISFIED NOT SATTISFIED TOTAL

URBANRURAL

TOTAL


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DELEGATION ABOUT WORK OF MEDICAL REPRESENTATIVE

When I asked to Respondent about delegation of medical representative about the product,the following responses were obtained.

NAME Good delegation Bad delegation TOTAL

URBAN 35 65 100

RURAL 15 35 50

TOTAL 50 100 150

INTERPRETATION

To find the availability of the delegation about product of the medical Representative,In the Urban area it was found that 35 medicine shops said good delegation, 65 medicine shopssaid poor delegation.

In the Rural area it was found that 15 medicine shops said good delegation, 35 medicineshops said not good delegation.

0

20

40

60

80

100

120

140

160

Good delegation Bad deligation TOTAL

URBAN

RURAL

TOTAL


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DUTIES AND RESPONSIBILITY OF MEDICAL REPRESENTATIVE

When I asked to Respondent about duties and responsibility of medical representativeabout the product, the following responses were obtained.

NAME Full duties andresponsibility

Less duties andresponsibility

TOTAL

URBAN 15 75 100

RURAL 10 40 50

TOTAL 25 125 150

INTERPRETATION

To find the availability of the duties and responsibility about the medicalRepresentative, In the Urban area it was found that 15 medicine shop said full duties andresponsibility, 75 medicine shop said less duties and responsibility.

In the Rural area it was found that 10 medicine shop said full duties and responsibility ,40 medicine shop said less duties and responsibility.

0

20

40

60

80

100

120

140

160

Full duties andresponsibility

Less duties andresponsibility

TOTAL

URBANRURAL

TOTAL


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BEHAVIOUR WITH DOCORS OF MEDICAL REPRESENTATIVE

When I asked to Respondent about behavior with doctor of medical representative aboutthe product, the following responses were obtained.

NAME Good behaviorwith doctor

Bad behavior withdoctor

TOTAL

URBAN 37 63 100

RURAL 30 20 50

TOTAL 67 83 150

Interpretation

To find the availability of the behavior with doctor about the medical Representative,In the Urban area it was found that 37 medicine shops said good behavior with doctor, 63medicine shops said bad behavior with doctor.

In the Rural area it was found that 30 medicine shops said good behavior with doctor ,20 medicine shops said bad behavior with doctor .

0

20

40

6080

100

120

140

160

Good behaviorwith doctor

Bad behaviorwith doctor

TOTAL

URBAN

RURAL

TOTAL


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CHAPTER: 6

FINDINGS

CONCLUSION

RECOMMENDATION


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Findings

Most of the customer has their problem related with availability of product inmedical shop.

-In most of the customer also have same problem that is non availability of the product in theshop because there is delay in delivery from the company.

Demand of the product is very high but supply of product is very less in somemedical shops .

-due to delay in delivery system they are not able to full the demand and the supply of thethe product in medical shop. So that some time customer gets dissatisfaction from themedical shop .

Most of the medical shop taking others company product, because that is very cheap.- Most of the customer take others product because they gets same product in cheap

Price and they feel satisfaction also from them.

Medical shop don t have much knowledge about cadila product ,they are verymuch aware about other product-Due to lack in knowledge of medical shops are not very aware about the cadila product

So that they not keep more quantity of the product in shop

Most of the customers are not interested in cadila product; they are very muchinterested about other branded product.-In cooch bihar area mostly medical shop like other branded product rather than cadila, soIts very difficult to create a market and full fill the satisfaction level of the customer.

Cadila is very popular brand in India but in cooch Bihar marketing strategies of cadila is very week, so that customer satisfaction level about the cadila product is

very low.

- Due to poor marketing strategies in cooch Bihar area about the cadila product, they are notable to full fill the satisfaction lave of the customer, because most of the customer do haveany knowledge about the cadila product.


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Customer satisfaction level is very low is cooch Bihar because area is very lessdeveloped and most of customer is very less awareness about the product.-customer have very few knowledge about the product and area is also very lessdeveloped, so about product customer is very less aware.

I also found that most of the medical shop owner have very less knowledge and interestabout cadila because some other local and multination company is very much made amarket in cooch bihar area ,I also found the medical shop have lack of information.

I also found that lack of marketing about cadila in the market .cadila is big networking business but they are not much communicate to the customer .cadila pharmaceuticalsdepend on limited product ,so it is very difficult to supply in every medical shop in cooch

bihar.


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conclusion

To the end of the research I conclude that medical shop coordination as well as their customers

and doctors for success this project. This is the project on customer satisfaction very much

needed for the best quality and to increase the better use of the cadila product for the customer

satisfaction among the various customer and shops. Company have to modify the process of

distribution of product and availability of product in shops, they have to take effective technique

for this mission about full satisfaction for customer. company have to more motivate the medical

representative for the best work have to provide more information to shops and customers , so

customer can easily graph the opportunities but it is not the very work because lots of

competitor is existing in the market.

Recommendation

After the study of Customer satisfaction of CADILA Pharmaceuticals Limited In Cooch Behar market, the Recommendation that I can give are as follows.

1. The people are frequently purchase the RABELOC & ENVAS2. They have to be purchase with the DOCTOR Recommendation.3. The Behavior of the Medical Representative are moderate.4. The company has set up deferent promotional activity in Cooch Behar District, So that

every Medical Shop can get the information of RABELOC and ENVAS at there shop.

The customer satisfaction level of the company can be developed farther to a larger extent if theabove drawbacks are rectified or reduced by the company as much as possible. This may placethe com a market leader in Pharmaceuticals industry not only in a Cooch Behar but also in Indialike their present Company CADILA PHARMACEUTIALS LIMITED.


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BIBLIOGRAPHY

BOOKS

Marketing management written by Philip kotler Research methodology written by c.r.kothari Marketing management written by-Ramaswami Namakumari

MAGAZINES

Cadila pharma weekly Indian pharma zone

PERIODICALS REFERRED CADILA PHARMACUTICALS

WEBSITE HELPS FROM

WWW.GOOGLE.COM WWW.CADILA PHARMACUTICALS LIMITED

WWW.WIKIPIDIA.COM WWW.GMAIL.COM
http://www.google.com/http://www.google.com/http://www.cadila/http://www.cadila/http://www.wikipidia.com/http://www.wikipidia.com/http://www.gmail.com/http://www.gmail.com/http://www.gmail.com/http://www.wikipidia.com/http://www.cadila/http://www.google.com/


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CHAPTER: 8

ANNEXURE


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Survey Questionnaire for Customer Satisfaction On RABELOC of cadila product

1. Availability of the information about the Rabeloc ?

a. Available b. Not Available

2. Why people purchase the Rabeloc?

a. Doctor Prescribe b. Brand Namec. Qualityd. Price

3. Any side effect of rabeloc product during use ?a. Yes

b. No

c. Some time


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4. How the price conformability of rabeloc ?a. High price

b. Low pricec. Average range of price

5. How much have demands for the RABELOC product in the market?

a. Good demand b. Less demandc. Average demandd. No demand

6. How the supply channel of the rabeloc in market?

a. Good supply chain b. Average supply chainc. Bad supply chain

7. How many percentage of doctor prescribed rabeloc?

a. 85% b. 65%c. 45%d. 35%


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Survey Questionnaire for Customer Satisfaction On ENVAS of cadila product

8. How much has demand for ENVAS in the market?

a. Very high b. Average demandc. Low demandd. No demand

9. How many percentage doctor prescribed ENVAS product in Hospital?

a. 85% b. 70%c. 50%d. 30%

10. How many hospital use ENVAS product in cooch Bihar ?

a. 85% b. 70%c. 55%d. 35%

11. How the price conformability on ENVAS?

a. High b. Lowc. Average


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12. Availability Of the information about the Envas ?

a. Available b. Not Available

13. How the supply of the envas product in medical shop?

a. On time b. Not on time

14. How the Behavior of the Medical Representative?

a. Excellent b.Goodc. Fair d. Poor

15. How much percentage of knowledge has about the product of medicalrepresentative?

a. 65% b. 55%c. 45%d. 35%


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