Summer Internship Project

A REPORT ON

THE STUDY DONE DURING SUMMER INTERNSHIP PROGRAM

AT

LUPIN LTD.

SUBMITTED AS A PART OF OFSUMMER INTERNSHIP PROGRAM

OF

M S RAMAIAH INSTITUTE OF MANAGEMENT

TITLE- TOTAL SHARE OF SALES OF LUPIN RESPIRA IN THE TRANS GOMATI REGION, LUCKNOW.

GUIDED BY- Mr. Sanjeev verma (AREA MANAGER)

SUBMITTED BY- URVASHI SRIVASTAVA

Declaration

I hereby declare that this project report titled ‘Sales of Lupin Respira & competitor inhalers’ is the result of my work at Lupin Ltd. as part of my Summer Internship Program. To the best of my knowledge and belief, this report is original, except for the referenced material, and has not been submitted to any educational institution for the award of any degree or diploma.

-URVASHI SRIVASTAVA

PREFACE

In the present dynamic corporate world, the importance of management is being increasingly felt and in this regard various premier institutions are rendering their services. M S Ramaiah Institute of Management too has been engaged in furthering the course of management education an inbuilt part of the PGDM (Autonomous) curriculum is 8 weeks summer internship in some reputed corporate houses.

In this regard we were fortunate enough to be taken up as a summer trainee by Lupin Ltd. Lucknow. The project that was assigned to me was “Sales trend of Lupin Limited of Respira market in Lucknow and status of various products”. We were placed in marketing and sales Department of the organization under the supervision of Mr. Sanjeev Verma, Area Sales Manager.

URVASHI SRIVASTAVA

ABSTRACT

Lupin has entered Indian Asthma market on 30 th July, 2004. The pharma division of Indian Regional Formulation (IRF) announced the launch of Lupin’s antiasthma range. Lupin started with Esiflo , Budamate 100, 200, Salbair-B , Salbair-I and Salbair in August 2004 and Bendate , Budamate 400 and Esiflo 500 in February- March 2005 . Lupin also launch the methylprednisolone molecules under the brand name Sterio in May-June,2007 it has completed its inhalation range and become comprehensive respiratory company in the world with anti TB , Asthma , anti COPD, AR and respiratory antibiotic product port-folio.

ACKNOWLEDGEMENT

My sincere thanks to Mr. Sanjeev Verma, Area Sales Manager, LUPIN LTD., Lucknow. Without whose guidance and whole hearted encouragement it would not be possible for me to complete this project. I am thankful to Mr. Praveen Singh, Medical Executive , Lupin Lucknow and Mr.Tondon for their cooperation.

I am indeed indebted and grateful to our faculty guide Prof. Jayashree Kowtal and Prof. Mauah Dixit for their esteem guidance.

TABLE OF CONTENT

1. Company profile 2. Product profile 3. An introduction about Asthma 4. Main objectives of the project 5. Tools and techniques adopted 6. List of asthma prescribers 7. Research methodology 8. Analysis

Location1- GomtinagarLocation2- IndiranagarLocation3- MahanagarLocation4- NishatganjLocation5-Niralanagar

COMPANY PROFILE

About Lupin

Headquartered in Mumbai , Lupin Ltd. Is a leading pharmaceutical company with a strong research focus . It has a program for developing New Chemical Entities. The company has a state-of-the-art Research and Development center in Pune . The company is a leading global player in Anti-TB, Cephalosporins (anti-infectives) and Cardiovascular drugs (prils and statins) and has a notable presence in the areas of diabetology, NSAIDs and Asthma.

During FY 2011, Lupin’s domestic business recorded sales of `15,734 million as compared to `13,502 million last year, a growth of 17%.

Lupin pharmaceuticals, Inc. is the U.S wholly owned subsidiary of Lupin Limited, which is among the top five pharmaceutical companies in India. Through its sales and marketing headquarters in Baltimore , Maryland , Lupin pharmaceuticals is dedicated to delivering high-quality , affordable generic medicines trusted by healthcare professionals and patients across geographies. Safe Harbor Statement under the U.S Private Securities Litigation Reform Act of 1995:

This release contains forward – looking statements that involve known and unknown risks, uncertainties and other factors that may cause actual results to be materially different from any future results, performance or achievements expressed or implied by such statements. Many of these risks, uncertainties and other factors

include failure of clinical trials, delays in development, registration and product approvals, changes in the competitive environment, increased government control over pricing, fluctuations in the capital and foreign exchange markets and the ability to maintain patent and other intellectual property protection. The information presented in this release represents management’s expectations and intentions as of this date. Lupin expressly disavows any obligation to update the information presented in this release.

Our People contribute to

in the During FY 2011, the Company augmented its field force to around 4,000 medical representatives with a view to create specialty sales and marketing teams focused on niche therapy segments and high value, high reach products. Replete with up-to-date medical and technical knowledge the field force has emerged as a qualitative differentiator marketplace.

Providing value based services which include interconnectivity between computers.

Providing a continuous retail feedback to benchmark standards of service.

Effective route management techniques, for better utilization of scarce retailer time.

Separate field force for small nursing homes and medium sized hospitals.

Informing stock outs to the chemist, so that patients are not inconvenienced.

PRODUCT PROFILE OF LUPIN RESPIRA

BUDAMATE 100 TRANSCAPS

Formoterol Fumarate 6 mcg + Budesonide 100 mcg

DRY POWDER ICS+LABA



DRY POWDER ICS+LABA



DRY POWDER ICS+LABA

BUDAMATE 100 HFA TRANSHALER


METERED DOSE ICS+LABA







BUDATE 100 TRANSCAPS (DPI)

Budesonide 100 mcg DRY POWDERED ICS

BUDATE 100 HFA TRANSHALER (MDI)

Budesonide 100 mcg METERED DOSE ICS

BUDATE 200 TRANSCAPS (DPI)


BUDATE 200 HFA TRANSHALER(MDI)

Budesonide 200 mcg METERED DOSE ICS

BUDATE 400 TRANSCAPS


(DPI)

BUDATE FORTE TRANSPULE

Budesonide 1mg per 2ml NEBULISED STERIOD

BUDATETRANSPULE

Budesonide 0.5mg per 2ml NEBULISED STERIOD

ESIFLO 100 TRANSCAPS

Salmeterol Xinafoate 50 mcg + Fluticasone Propionate 100 mcg

DRY POWDER ICS+LABA



DRY POWDER ICS+LABA



DRY POWDER ICS+LABA

ESIFLO 125 HFA TRANSHALER



ESIFLO 250 HFA TRANSHALER



FLUTIFLOFluticasone Propionate 50 mcg each spray

INCS

IPNEB 15MLIpratropium Bromide 250 mcg/per ml

NEBULIZEDANTICHOLINERGIC BRONCHODIALATOR

MOMEFLOMometasone Furoate 50 mcg in each spray

INCS

SALBAIR HFA TRANSHALER (MDI)

Levo-Salbutamol 50 mcgMDI BRONCHODILATOR

SALBAIRTRANSCAPS (DPI)

Levo-Salbutamol 100 mcg DPI BRONCHODILATOR

SALBAIR-I TRANSCAPS (DPI)

Levosalbutamol 100mcg+Ipratropium 40 mcg

DPI BRONCHODILATOR

SALBAIR-I TRANSPULE

Salbutamol 2.5mg + Ipratropium500mcg for 2.5ml

NEBULIZED BRONCHODILATOR

SALBAIR 15ML

Salbutamol 5mg/mlNEBULIZED BRONCHODILATOR

SALBAIR-B HFA TRANSHALER (MDI)

Levosalbutamol 50mcg+Beclomethasone 50mcg

ICS+SABA

SALBAIR-B FORTE TRANSCAPS (DPI)

Levosalbutamol100mcg+Beclomethasone200mcg

ICS+SABA

SALBAIR-B TRANSCAPS (DPI)

Levosalbutamol 100+ Beclomethasone 100mcg

ICS+SABA

SALBAIR-I (MDI)

Levosalbutamol 50 mcg+Ipratropium 20 mcg

SABA + SAMA (BRONCHDIALATOR)

SALBAIRTRANSCAPS (DPI)

Levosalbutamol 50 mcgMDI BRONCHODILATOR

SALBAIRTRANSPULES

Salbutamol 2.5mg per 2.5 ml DPI BRONCHODILATOR

TIATE DPI Tiotropium Bromide 18 mcgDPI LAMA (ANTICHOLINERGIC BRONCHDIALATOR)

TIATE MDI Tiotropium Bromide 9 mcgMDI LAMA (ANTICHOLINERGIC BRONCHDIALATOR)

TIOMATE DPITiotropium Bromide 18 mcg + Formoterol Fumarate 12 mcg

DPI LAMA+LABA (BRONCHODIALATOR)

TIOMATE MDITiotropium Bromide 9 mcg + Formoterol Fumarate 6 mcg

MDI LAMA+LABA (BRONCHODIALATOR)

AZEFLOAzelastine Hydrochloride 140 mcg + Fluticasone Propionate 50 mcg each spray

ANTIHISTAMINE+ INCS

LUPIHALER Advanced Mono-Dose Device to be used with Transcaps

INHALED DRY POWDER DRUG DELIVERY

SYSTEM

TELEKAST 4mg

Montelukast Sodium Chewable Tablets 4 mg

ANTILEUKOTRIENE

TELEKAST 5mg

Montelukast Sodium Chewable Tablets 5 mg

ANTILEUKOTRIENE

TELEKAST 10mg

Montelukast Sodium Tablets 10 mg

ANTILEUKOTRIENE

TELEKAST PLUS

Montelukast 10 mg + Bambuterol 10 mg

ANTILEUKOTRIENE + BRONCHODILATOR

TELEKAST-LMontelukast 10 mg + Levocetirizine 5 mg

ANTILEUKOTRIENE + ANTIHISTAMINE

TELEKAST-L KID

Montelukast 4 mg + Levocetirizine 2.5 mg

ANTILEUKOTRIENE + ANTIHISTAMINE

TELEKAST-DMontelukast 10 mg + Doxofylline 400 mg SR

ANTILEUKOTRIENE + BRONCHODILATOR

TELEKAST-FMontelukast 10mg + Fexofenadine 120mg

ANTILEUKOTRIENE+ANTIHISTAMINE

STERIO-4Methyl Prednisolone Tablets 4 mg

ORAL STEROID


ORAL STEROID


ORAL STEROID

AB-FLO 100 Acebrophylline Cap 100 mgANTIINFLAMMATORY , MUCOREGULATOR

DOXIFLO 400 Doxofylline tablets 400 mg BRONCHODILATOR

FORMOFLO 100 TRANSCAPS

Formoterol Fumarate 6 mcg + Fluticasone Propionate 100 mcg

DRY POWDER ICS+LABA

INTRODUCTION

ASTHMA

Asthma, originally a Greek word, means to breathe with mouth open. It attacks all age groups but often starts in childhood. It is a common chronic inflammatory disease of the airways characterized by variable and recurring symptoms, reversible airflow obstruction, and bronchospasm. It varies in frequency from person to person. Chronic inflammation leads to an increase in airway or bronchial hyper responsiveness with recurrent episodes of wheezing, coughing and shortness of breath (night) widespread, Variable and often reversible airflow limitation bronchoconstriction, mucus plugs, swelling of airway walls.

Asthma is a chronic ailment in which inflammation of the airways, or bronchi, affects the way air enters and leaves the lungs, thereby disrupting breathing. When allergens or irritants come into contact with the inflamed airways, the already sensitive airways tighten and narrow, making it difficult for the person to breathe.

Progressively severe symptoms can lead to an asthma attack. In asthma attacks, the overproduction of mucus lining the airways further narrow the airways, limiting oxygen intake and making it

more difficult to breathe. Asthma affects 5 million children in the United States and 15 million people total. Currently, there is no cure, but there are medications and lifestyle changes that can help alleviate the symptoms so that one can lead a productive life. Medications that provide long-term relief include corticosteroids, beta agonists, leukotriene modifiers, Cromolyn, and Nedocromil. Depending on the symptoms, doctors may prescribe various dosages to help control asthma symptoms.

Asthma is a commonly occurring condition which can be serious and life threatening if not dealt properly. Life need not stop if doctor determines that a person has asthma. With the correct medications, lifestyle accommodations, and proper treatment, a person can live a healthy and active life.

SYMPTOMS

The symptoms associated with asthma differ from person to person. Common symptoms of asthma include-

Wheezing Shortness of breath Chest tightness Coughing use of accessory muscles

Symptoms are often worse at night or in the early morning, or in response to exercise or cold air. Some people with asthma only rarely experience symptoms, usually in response to triggers, whereas other may have marked persistent airflow obstruction.

CLASSIFICATION

Asthma is clinically classified according to the frequency of symptoms, forced expiratory volume in 1 second (FEV1), and peak expiratory flow rate.

Asthma may also be classified as atopic (extrinsic) or non-atopic (intrinsic), based on whether symptoms are precipitated by allergens (atopic) or not (non-atopic).

CAUSES

Asthma is caused by environmental and genetic factors. The early exposure to allergens or irritants is thought to be an important cause of asthma. Heredity also plays a role in predisposing certain groups of the population to the chronic condition. The allergens that can trigger an asthma attack include animal allergy, pollen, mold and dust. Irritants like cigarette smoke, air spray products and perfumes, and changes in the weather can also trigger attacks. Sulphur dioxide, respiratory infections, exercise and hyperventilation are some other triggers of asthma. The best way

to minimize the attacks is to avoid the triggers. Changing bed and pillow covers frequently, avoiding mold, staying away from pets, and avoiding the outdoors during windy days are some of the lifestyle changes a person can make to eliminate the triggers.

Types of asthma patients

Intermittent Mild persistent Moderate persistant Severe persistant

HOW COMMON IS ASTHMA

The prevalence of asthma has increased significantly since the 1970’S.

300 million people were affected worldwide In 2009 asthma caused 250,000 deaths globally. It is estimated that asthma has a 7-10% prevalence worldwide.

HOW IS ASTHMA DIAGNOSED

There is currently not a precise physiologic, immunologic, histologic test for diagnosing asthma. The diagnosis is usually made based on the pattern of symptoms (airways obstruction and hyper responsiveness) and/or response to therapy (partial or complete reversibility) over time. The main ways used to diagnose asthma are

1.History

- Family history

- Persistent dyspnea

- Unexplained cough

- Wheezing

2. Investigation

- Chest x-ray

- Sputum and blood eosinophilia

- Skin tests

3. Pulmonary function test

A) Spirometry

B) Peak expiratory flow rate

A) Spirometry measures the amount and rate of air a person breathes in order to diagnose illness or determine progress in treatment.

-It is used to measure FEV1 and FVC values.

- FVC (Forced Vital Capacity) is the total air expired after maximal inspiration (4600 ml).

- FEV 1 (Forced Expiratory Volume in 1 second) is the volume of air expelled in 1 second after maximal inspiration.

- FEV1/ FVC ratio is reduced in obstructive airway disease.

- Severity of asthma is graded by FEV1 and PEFR values.

B) Peak Expiratory Flow rate(PEFR)

-It is easiest and most commonly preferred.

-Maximum speed at which air can move through the

airways during a forced expiration after maximum inhalation.

-Measured speed at which air can move through the

airways during a forced expiration after maximum inhalation.

-Measured with help of a peak flow meter.

-Normal peak flow rates, for males is 600 to 800L/min

-Normal peak flow rates for females is 400 to 600L/min

-Peak flow should be measured twice a day.

-Peak flow varies according to age, sex, and height.

-Diurnal peak flow variation of a patient with asthma is more

than 20%

Asthma Management

-A specific, customized plan for proactively monitoring and managing symptoms should be created.

-Prevent exposure to allergens, testing to assess the severity of symptoms, and the usage of medications.

-The treatment plan should be written down and adjusted according to changes in symptoms.

-The most effective treatment for asthma is identifying triggers, such as cigarette smoke, pets, or aspirin, and eliminating exposure to them. If trigger avoidance is insufficient, medical treatment is recommended.

-Avoid adverse effects from asthma medications.

-Prevent development of irreversible airflow limitation.

-Prevent asthma mortality.

CONTROL OF ASTHMA

Experts are struggling to understand why the rate world-wide is, on an average , rising by 50% every decade and baffled by isolated incidents involving hundreds of people who suffer from allergies such as high fever but who had never had asthma, suddenly being struck down by asthma attacks so severe they needed emergency hospital treatment. Although asthma cannot be cured, it can be controlled. Various ways to control asthma are-

Lifestyle modification

Avoidance of triggers is a key component of improving control and preventing attacks. The most common triggers include allergens, smoke (tobacco and other), air pollution, non-selective beta-blockers, and sulfite-containing foods.

Cigarette smoking and second hand smoke (passive smoke) in regard to people with asthma causes problems in effectiveness of management medications such as steroid/corticosteroid therapies.

Medications

Medications used to treat asthma are divided into two general classes: quick-relief medications used to treat acute symptoms; and long-term control medications used to prevent further exacerbation.

Glucocorticoids are the most effective treatment available for long term control. Inhaled forms are usually used except in the case of severe persistent disease, in which oral steroids may be needed. Inhaled formulations may be used once or twice daily, depending on the severity of symptoms.

The most effective management of asthma is preventing airway inflammation.

ASTHMA TREATMENT

Steroid and salbutamol inhalers that ensure quick action, least side effects are commonly used by patients. Some new drugs and something called immune therapy are also being prescribed by physicians. Anti IgE therapy is a big breakthrough, while an anti CD4 therapy has been also proved effective. But the latest is gene therapy.

Inhalers are, however, expensive and involve some complicated methods. Unless a patient knows how to use them, things will be worse.

-Inhaled steroids are potent anti-inflammatory drugs are the

Most preferred preventers.

-Proper use of inhaled drugs (both “relievers’’ and “preventers’’) can lead to effective control of asthma.

-A patient needs regular “preventer therapy”, if he needs to take his reliever on a daily basis.

-The emphasis in asthma treatment is on long term preventive therapy to reduce the inflammation.

MAIN OBJECTIVES OF THE PROJECT

Lupin has entered the Indian asthma market on 30 th July 2004.The pharma division of Indian Region Formulations (IRF) announced the launch of lupin’s anti-asthma range.Lupin started with esiflo, budamate 100,200, Salbair-B,Salbair I in august 2004. It launched Budate, Budamate 400, and Esiflo 500 in feburary-march 2005.Sterio was launched in May-june 2007. It has a major range of anti-asthma medicines. Some other giants in the pharma sector are companies like Cipla, German remedies and Macleods. Products of Cipla, Foracort 200 DPI and Seroflo 100 DPI have gained an edge in the market. Therefore the main objectives of the project are-

To estimate the sales of Lupin Ltd’s products in the Trans Gomti region.

To estimate the percentage share of Lupin’s sales in the market.

To estimate the sales of the companies- Cipla, German Remedies and Macleods.

To understand the major competitors of Lupin in the respira market.

To find the main prescribers of Lupin’s products in the Trans Gomti region.

TOOLS AND TECHNIQUES ADOPTED

Personal interview with the retailers.

Questionnaires

A survey was conducted in important areas in Trans Gomati region for which 35 retailers were surveyed.

LIST OF THE RETAILERS SURVEYED

Column1 Column2NAME OF THE RETAILER PHONE.NO.

SAI MEDICAL STORE 9648231637GOMTI MEDICAL STORESHIVAM MEDICAL STORE 9936582247SHAKUN MEDICAL STORENIRALA MEDICAL STORE 2787102MANGAL MEDICAL STOREFINE MEDICAL STORE 9839130738DAVA GHARNEW OM MEDICAL STOREPHARMACOSEVIJAY MEDICAL STORE 9839346800SANTOSH MEDICAL STOREBARKHA MEDICAL STOREMAMTA MEDICAL STOREMAHI MEDICAL STOREPARAMOUNT MEDICAL STOREBALAJI MEDICAL STORE 2788430TRIVENI MEDICAL STORE 9839974996DIPANSHU MEDICAL STORE

BHATIA MEDICAL STORE 9919197000MADHU MEDICAL STOREGAURAV MEDICAL STORESUMITRA MEDICAL STOREPANDEY MEDICAL STOREDEEP MEDICAL STORE 2396564SANTOSH MEDICAL STOREMUDIT MEDICAL STORE 2303614PURI MEDICAL STORE 4005183PAVITRA MEDICAL STORE 9415677770AMAR MEDICAL STOREPRATAP MEDICAL STORESUDHA MEDICAL STOREVIKAS MEDICAL STORE

LIST OF THE TOP PRESCRIBERS OF PRODUCTS OF LUPIN RESPIRA

Column1 Column2 Column3

DR.NAME LOCATION

1 DR.ARVIND MISHRAGOMTINAGAR

2DR.SANDEEP CHAUDHARY-RML

GOMTINAGAR

3 DR.S.N.GUPTAGOMTINAGAR

4DR.DR.V.P.SINGH(PAED)

GOMTINAGAR

5DR.DR.R.K.SAXSENA-ST.JOSESF

GOMTINAGAR

6DR.RAVI LELE(PAED)

GOMTINAGAR

7 DR.H.N.TRIPATHIGOMTINAGAR

8 DR.B.P.SINGHINDIRA NAGAR

9 DR.B.S.BHANDARIINDIRA NAGAR

10 DR.D.P.BHATNAGARINDIRA NAGAR

11 DR.C.G.AGARWALINDIRA NAGAR

12DR.PULAK MEHROTRA

INDIRA NAGAR

13 DR.A.K.SRIVASTAVAINDIRA NAGAR

14 DR.RAKESH JALOTAINDIRA NAGAR

15 DR.D.P.BHATNAGARMAHANAGAR

16 DR.B.P.SINGHMAHANAGAR

17 DR.SURYA KANTMAHANAGAR

18DR.R.A.S.KUSHWAHA

MAHANAGAR

19DR.G.K.SINGH(PAED)

MAHANAGAR

20 DR.RAJIV MEGANMAHANAGAR

21DR.GOVIND SWAROOP

MAHANAGAR

22 DR.O.P.VERMAMAHANAGAR

23 DR.B.P.SINGHNISHATGANJ

24 DR.C.G.AGARWALNISHATGANJ

25 DR.RAKESH JALOTANISHATGANJ

26DR.GOVIND SWAROOP

NISHATGANJ

27 DR.RAJIV MAGONNISHATGANJ

28 DR.ARUN SHARMANISHATGANJ

29 DR.RAJIV AWASTHINISHATGANJ

RESEARCH METHODOLOGY

A survey was conducted in Trans Gomti region to gather the information of the products of Lupin Respira. For the purpose survey forms were used. A questionnaire was prepared to achieve to the objective of the product for the medical stores.

The medical stores were asked to give information regarding-

Major selling brands in quantity. Major prescribers.

SURVEY CONDUCTED

The duration of survey was 60 days. During the first 10days, I spent my time to collect the information for the given objectives. The next 50 days was for field work and compilation of data.

REPORT

A survey was conducted in Trans Gomti region at various locations, which includes Gomtinagar, Mahanagar, Indiranagar, Niralanagar and Nishatganj. A total 33 medical stores were interviewed and response was collected.

The basic methodology was adopted by introducing questionnaires. The questionnaire that was designed is attached. To serve the purpose, retailers were asked to answer the various questions in the questionnaire.

Apart from the questionnaire method, a trail to gather primary information through informal conversations with the respondents, especially the chemist was conducted.

ANALYSIS

TOTAL MARKET SHARE OF LUPIN AND ITS COMPETITORS AT VARIOUS LOCATIONS IN TRANS GOMTI

LOCATION1- GOMTI NAGAR

LUPIN CIPLAGERMAN REMEDIESMACLEOD

LOCATION 2- MAHANAGAR


LOCATION 3- INDIRANAGAR


LOCATION 4- NISHATGANJ


LOCATION 5- NIRALANAGAR


Share of different products of Lupin in its total sales

LOCATION1 – GOMTINAGAR

SALES

BUDAMATEESIFLOSALBAIRTELECAST

LOCATION2- MAHANAGAR

SALES

BUDAMATEESIFLOSALBAIRTELEKAST

LOCATION 3- INDIRANAGAR

Sales


LOCATION4- NIRALANAGAR

SALES


LOCATION 5- NISHATGANJ

SALES


THE QUESTIONNAIRE

NAME OF THE STORE ……………………..

CONTACT NO. ……………………..

1. Do you have the products of all the leading brands in anti-asthma range of medicines?

YES

NO

2. What is the selling brand of the asthma medicines?

CIPLA

LUPIN

GERMAN REMEDIES

MACLEOD

ANY OTHER

3. How many customers visit your store in a day approximately?

LESS THAN 20

20- 40

MORE THAN 40

4. How many prescriptions do you receive for Lupin?

5. How many prescriptions do you receive for other companies?

6. Are you satisfied with the margin?

YES

NO

7.Who are the major prescribers for Lupin?

LUCKNOW AREA MONTHLY BUSINESS MONITORING SHEET OF DOCTORS

TERRITORY Name:- Month:- APRIL,2012FOR LUPIN RESPIRA

Inhalation Orals and Others

Product Name TradeUnit

s Product Name TradeUnit

s Product Name

BUDAMATE 100 DPI 72.7745 TELEKAST 4 460.58 1 FORACORT 200 DPI

BUDAMATE 200 DPI 98.1246 TELEKAST 5 537.68 2 FORACORT 400 DPI

BUDAMATE 400 DPI 127.1347 TELEKAST 10 791.93 3 FORACORT 200 MDI

BUDAMATE 100 MDI 155.3448 TELEKAST PLUS 916.81 4 FORACORT 400 MDI

BUDAMATE 200 MDI 207.949 TELEKAST L 963 5 FORMONIDE 200 DPI

BUDAMATE 400 MDI 263.2350 TELEKAST L KID 484.62 6 FORMONIDE 400 DPI

ESIFLO 100 DPI 80.0951 DOXIFLO 346.15 7 FORMONIDE 200 MDI

ESIFLO 250 DPI 160.2752 DOXIFLO SYRUP 46.15 8 FORMONIDE 400 MDI

ESIFLO 500 DPI 198.17 9 SEROFLO 100 DPI

ESIFLO 125 MDI 215.3710 SEROFLO 250 DPI

ESIFLO 250 MDI 302.5311 SEROFLO 500 DPI

TIATE DPI 98.3212 SEROFLO 125 MDI

TIATE MDI 302.5413 SEROFLO 250 MDI

TIOMATE DPI 105.3314 TIOVA DPI

TIOMATE MDI 295.6415 TIOVA MDI

SALBAIR DPI 11.0916 DUOVA DPI

SALBAIR MDI 62.2617 DUOVA MDI

SALBAIR B DPI 27.2618 COMBIMIST DPI

SALBAIR B FORTE 43.9719 DUOLIN DPI

SALBAIR B MDI 97.3620 AEROCORT DPI

SALBAIR I DPI 12.1721 AEROCORT FORTE

SALBAIR I MDI 14522 AEROCORT MDI

BUDATE 100 DPI 38.39 2 ROTAHALER

3

BUDATE 200 DPI 53.0924 ASTHALIN DPI

BUDATE 400 DPI 6725 ASTHALIN MDI

BUDATE 100 MDI 165.9726 MONTAIR LC

BUDATE 200 MDI 226.4827 MONTAIR PLUS

FLUTIFLO N/S 116.9528 MONTAIR

MOMEFLO N/S 124.9629 REVOLISER

AZEFLO N/S 140.2130 MY HALER

BUDATE TRANSPULES 216.0531 METASPRAY

BUDATE FORTE 251.4232 FLOMIST

SALBAIR TRANSPULES 51.0433 FULLFORM 200 T/C

SALBAIR I TRANSPULES 64.7134 FULLFORM 400 T/C

LUPIHALER 80.7635 AIRTEC FB

TRANSPACER-V 129.0436 AIRTEC FF

FORMOFLO 125 MDI 210.3837 FORACORT FORTE

FORMOFLO 250 MDI 282.838 BUDETRAL 200 T/C

FORMOFLO 100 DPI 92.2139 BUDETRAL 100 T/C

FORMOFLO 250 DPI 153.9840 BUDETRAL 400 T/C

DUOMATE DPI 22.541 FLUTRAL 100 T/C

DUOMATE FORTE 37.0242 FLUTRAL 250 T/C

DUOMATE DPI 22.543 FORACORT FORTE

DUOMATE FORTE 37.02 044 BUDETRAL 200 T/C

TOTAL TOTAL TOTAL

THE MAJOR FINDINGS/ RESULTS OF THE SURVEY

From an analysis of the data pertaining to the questionnaire,

the report arrived at the following conclusion-

1) According to the analysis of the questionnaire and the survey sheet CIPLA can be considered as the most preferred brand prescribed by the doctors.

2) DOCTORS’ CHOICE FOR ANTI ASTHMA RANGE

LUPIN- 29%

CIPLA- 60.8%MACLEOD- 8%GERMAN REMEDIES- 2.2%

RECOMMENDATION

On the basis of the analysis, following suggestions are recommended.

It is observed from the market research that the brand awareness of Lupin is better in urban areas than in rural areas. Therefore attempts should be made to make the rural population aware of asthma and antiasthma products.

It is observed that there are many well-known doctors in different locations of Trans Gomti. Many patients consult these doctors, so company should try to concentrate on these doctors for promotion of sales.

The company should try to enhance the promotion of drugs by advertising in journals. Promotion through health awareness camps can also be a good tool for brand promotion.

It is necessary for the company representatives to show the complete range of anti-asthma medicines to the physicians as well as retailers regularly by visiting and they should also know their response and feedback.

LIMITATIONS

Some of the limitations of the project are as follows-

Lack of perfect territory knowledge due to which some areas could not be covered.

Similar name of some medicines like Salbair B, Salbair B forte and Salbair I, created cofused the retailers and therefore some questions were answered wrongly.

Transportation was also a major problem in the area which limited the scope of the project.

The prevailing weather condition of the city was also a problem.

Some of the brands like Mankind and Sun pharma were not taken into consideration.

Due to the busy schedule of retailers, it was difficult to get proper time from them to answer all the questions.

Summer Internship Project

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