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

 

-15-

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.

-16-

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

-18-

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.

-19-

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

-22-

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.

-23-

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