A SUMMER INTERNSHIP PROJECT REPORT

ON
TITLE: --- “COMPETITOR STUDY & BRAND PROMOTION”
At

From 5th May to 8th July, 2012

NAME: - Rupak Jyoti Neog

BATCH: - SS – 2011- 13
STUDENT ID: - D1113SSISBEPGP10091
(KOL-5-CT-1051)
COMPANY: - MedPlus Health Services Pvt.
Ltd.
PHONE NUMBER: - +91-9953695411
EMAIL ID: - rupakjyotineog@gmail.com
SECTION: - SC-2
DATE OF SUBMISSION: - 11/07/2012

[1]
[2]
 DECLARATION

I, , the undersigned, a student of Indian Institute of Planning and

Management (IIPM), New Delhi, declare that this project titled “COMPETITOR STUDY &
BRAND PROMOTION” for MEDPLUS HEALTH SERVICES PVT. LTD., HYDERABAD
is submitted in partial fulfillment of the requirement for the internship project for the Post
Graduate in Business Management awarded by Indian Institute of Planning and Management
(IIPM), New Delhi.

This project is my original work and has not been previously submitted as a part of another
degree or Business Management of another Business School or University.

The findings, research and conclusion of this report are based on my past experience, during the
tenure of my Internship at MEDPLUS HEALTH SERVICES PVT. LTD., HYDERABAD.

RUPAK JYOTI NEOG

M.B.A (MARKETING)

2011-2013

INDIAN INSTITUTE OF PLANNING AND MANAGEMENT (IIPM)

[3]
 “Every achievement is not an end, but a beginning of a new journey”

The spirit of summer internship program lies in not merely doing the project but to get a
firsthand experience of the industry and to prepare ourselves for tomorrow's managerial needs.

I would like to thank my project company guide at MEDPLUS HEALTH SERVICES

PVT. LIMITED, Mr. Anand Kumar, Deputy Manager, Operations Department for his
selfless support and encouragement during my entire internship program. He had provided me
the unflinching guidance and support throughout the training program.

My sincere thanks to Mr. Arindam Chaudhuri (DEAN: IIPM) for giving me the privilege to
be associated with such an esteemed organization and carry the institute name forward. I am very
thankful to him.

I would like to specially thank Mr. Bhudevji (Pharmacist, store-in charge) & Mr Prakash for
their full support and guidance throughout my project.

I would also like to express my gratitude to all the present employees of Medplus Health
Services Pvt Ltd., who by their patience and co-operation, have made my research rewarding
and fun-filled experience.

This project would have not been possible without the untiring support provided by my family
and friends. The input and guidance provided by my senior have been invaluable.

I would like to express my gratitude to all these people.

[4]
 PREFACE

Corporate world is operating in an environment that is turbulent and ever changing. In this
environment information is crucial to compete successfully in the market, where the market
research plays an important role as it provides various information about the market to the
company and facilitates strategic decision-making so that the organization may achieve its
objectives Medplus Health Services Private Limited A major force in the pharmaceuticals and
healthcare segment, Medplus Health Services Pvt. Limited, incorporating Healthcare Solutions
& Pharma Solutions, has an unequivocal vision to become the most admired pharmaceutical
company, with leadership in market share and profits. Healthcare Solutions This is a division
with a dream to build a differentiated and a profitable pharmaceutical business with a dominant
share of market in each segment in which it has a presence. With a dream to transform
the industry first in India and then globally. With a dream to penetrate every nook and corner of
the country with modern medicine. With a dream to move beyond pharmaceutical product
offerings and make an entry into healthcare services.

The project undertaken “Study of competitors and Brand Promotion” @ Medplus Health
Services Pvt Ltd was an effort to analyze the market of of Medplus. The main objective of the
project was to know the retailers (customers) of the given company. The main target of the
survey was to know the sales of the customers, so that by using this data, the company can craft
its strategy to increase the sales. The present report is aimed at articulating and systematizing the
definite concept of market research.

[5]
1. Executive Summary------------------------------------------------------------------------- 7

2. Introduction of the subject of the project------------------------------------------------- 8

3. Research objectives & Methodology----------------------------------------------------- 9-15

4. Introduction to the Indian Pharma Retail industry-------------------------------------- 16-44

4.1 Brief Summary-------------------------------------------------------------------------- 17

4.2 Key growth drivers--------------------------------------------------------------------- 18-28

4.3 Major Industry players----------------------------------------------------------------- 29-39

4.4 Legal regulations------------------------------------------------------------------------ 40-41

4.5 M & A/PE Deals in Retail pharma--------------------------------------------------- 42-44

5. Company Profile----------------------------------------------------------------------------- 45-60

6. Corporate Profile----------------------------------------------------------------------------- 61-63

7. Literature Review---------------------------------------------------------------------------- 64

8. Analysis & Interpretation------------------------------------------------------------------- 65-75

8.1 Analysis of percentage of sales of MedPlus at different areas

in South Delhi---------------------------------------------------------------------------- 66-68

8.2 Brand Promotional activities----------------------------------------------------------- 69-70

8.3 What we did for brand promotion of MedPlus--------------------------------------- 71-74

8.4 Interpretation of market share of MedPlus-------------------------------------------- 75

9. Findings & Suggestions---------------------------------------------------------------------- 76-77

10. Limitations of the study---------------------------------------------------------------------- 78

11. SWOT Analysis of MedPlus---------------------------------------------------------------- 79-80

12. Conclusion-------------------------------------------------------------------------------------- 81

13. Recommendations----------------------------------------------------------------------------- 82

14. Annexure---------------------------------------------------------------------------------------- 83-84

15. Bibliography------------------------------------------------------------------------------------ 85

[6]
 Executive Summary

In the project, the nature of study is exploratory whereby the efforts have been made by
executing the survey in the malviya nagar , in south Delhi. A systematic as well as well-designed
approach has been adopted while conducting the project about market charaterstics.

It is followed by methodology which is adopted has been defined with the help of collected data
a detailed interpretation about the company has been given there, the company profile is defined
covering different type of product devices supplied by Medplus & its competitors like Apollo
pharmacy, Religare wellness ,Ashok chemist, Narang Bros pharmacy ,Batra pharmacy & etc.

The our target area was the Malviya nagar to facilitate the work and personal interview method
was adopted for the collection of the data as a primary source whereas the secondary data was
collected from different books, company library and the other business websites.

Personal interview was conducted. Data was extracted on the basis of feedback. The analyses
was done with the help of the clear graphical representation using pie charts, bar graphs and
other graphs.

The next step was the most important step for looking at the actual findings of the project and
recommend to the company what can be incorporated for the future improvements.

According to the data collected, Medplus is the second highest selling brand in this segment
among these selected companies.

From this analysis, it was suggested that though Medplus is the second highest selling brand in
this segment, Medplus medical representatives must maintain good relationship with the
customers and the medicine counters. The competitors representatives are much more active in
some parts of these area. To maintain the market, it is very necessary to become more active and
make the customers and medicine counters aware of the new products as well as changes made
in the existing products.

[7]
 INTRODUCTION OF THE PROJECT

SIGNIFICANCE OF THE STUDY:-

The project entitled “Competitors’ Analysis and Brand Promotion” with Medplus pharmacy in
South Delhi is of great significance for the company. The survey was conducted in the period of
May-July, 2012 which provides a number of useful information to the company about the
customers, monthly consumption of various customers, sales of the products offered by
competitors in the same segment etc. This information is very useful for the company to analyze
the overall sales pattern of the concerned brand and knowing about the sales of competitive
products in the same segment. All these information will guide the management in making their
sales strategy pertaining to South Delhi, which will ultimately contribute in the objective of sales
maximization of the company and improve the profits of the company. Further, the study is also
useful for future researchers, as it will guide them in their research work pertaining to Market
Survey of Pharmaceutical products.

Last but not the least, the researcher has gained a lot from the research and acquired a good
insight about the subject i.e. market survey in general and market position of the concerned
pharmacy retail chain in South Delhi in particular.

[8]
 Research Objectives & Methodology

What is Market Research?

Market research is the process of collecting and analyzing information about the customers you
want to reach, called your target market. This information provides you with the business
intelligence you need to make informed decisions. Market research can help you create
a business plan, launch a new product or service, fine tune your existing products and services,
expand into new markets, develop an advertising campaign, set prices, and/or select a business
location.

Nature of research

A exploratory cum descriptive approach was followed since this involved conducting the survey
in which data is collected about the sale of different products to know about the sale of various
outlets in South Delhi. It is aimed specially at collecting information from various chemists of
MedPlus in South Delhi.

Research Design

The field survey for the project was conducted through a structured questionnaire for chemists.
The questionnaire content mostly close indeed and some open ended question aimed to know
about the sale and availability of different products considered in the study. All the data
collected is primary data as well as secondary data is used in study.

Universe & Survey population

The present study is conducted in South Delhi. Survey population is chosen from the universe
on the basis of convenient random sampling. About 200 retailers are covered in the survey in
South Delhi during study.

[9]
Sample Size & Technique

In this, a part of population is selected to serve as representative of the population on which

research is carried out. This is necessary because sometime the size of population make it
difficult to study its member of the population. In the present study more than 200 is covered in
survey allotted area, hence sample size is about 200. The techniques used for choosing sample
size are convenient sampling and random sampling.

Types of Market Research

Market research methods fall into two basic categories: primary and secondary. Your research
might involve one or both, depending on your company’s needs. Primary research involves
collecting original data about the preferences, buying habits, opinions, and attitudes of current
or prospective customers. This data can be gathered in focus groups, surveys, and field tests.
Secondary research is based on existing data from reference books, magazines and newspapers,
industry publications, chambers of commerce, government agencies, or trade associations. It
yields information about industry sales trends and growth rates, demographic profiles, and
regional business statistics. The bulk of your secondary research now is available on the Internet
thanks to the proliferation of sites that provide or sell data about individuals and companies and
because most publications now are available online.

[10]
 DATA COLLECTION AND DATA RESOURCES

METHOD OF DATA COLLECTION

PRIMARY SECONDARY

The study is based on primary data as well as secondary data is involved in it. The researchers
have conducted a survey and primary data is collected with the help of structured questionnaire
filled by the researchers during personal interview with respondents.

Research Instruments

Structured questionnaire contained close- ended questions and a few open- ended questions, is
used as a tool for collection of data. Also there are some secondary data collected by company
website, wholesalers, and company’s internal departments.

Analysis Patterns

In order to analyze the collected data the researchers have used the techniques of Percentage and
Ratio analysis with the major drugs of the company which have a competitive market share.

[11]
 Using Market Research

Market research allows you to pinpoint a host of key business factors about your market. It can
help you identify:

1) Growth trends in your business sector

2) Size of your target market
3) Best location for your business
4) How your business stacks up against the competition
5) Factors that influence buying decisions
6) Degree of demand for your product or service

It also can reveal key information about your customers and prospects, including:
1) Their demographic profile
2) The types of features or special services they want
3) What they like and dislike about your product or service
4) How they use your product or service

How often they buy and how much they will pay for your product or services. Once you analyze
the results of your market research, you'll be in a better position to create a focused business
plan, develop a targeted advertising campaign, set competitive prices, select a new business
location, or take other steps to grow your company.

[12]
The primary objective of the study is to analyze the competitive strength of different products
of different companies in pharmacy retail segment.

Primary objectives:

1) To understand the sales of Medplus & its competitors.

2) To find out which factors have influence on sales.
3) To create brand awareness of Medplus among customers.
4) To find out solution to increase the sales of Medplus.

Secondary objectives:

1) To find out which company is ahead of Medplus in sales.

2) To understand the supply chain of Medplus.
3) To get an industry overview.

In order to achieve the above objective the study is divided into following sub-objectives:-
1) To find out the availability of different products in given four molecules of different companies.
2) To find sales volume of different types of products.
3) To compare of sales volume of different products in the same molecule and draw out their
competitive strength.
4) To analyze the factors responsible for product for their high and low completive strength.
5) To find out problems regarding company products and services.

[13]
 Research Methodology

The title of the project is “Study of Competitors & Brand promotion”. In order to fulfill the
objectives a considerable amount of primary or raw data was needed. It was found necessary to
conduct a direct market survey to understand the sales of Medplus & its competitors.

Primary data were collected by visiting medicine counters ( chemists & druggists shops ) located
in different places.

This study is necessarily based on the limited knowledge and little practical exposure the
constraints of resources and time have further imposed limits to the study boundaries. The
respondents are very busy and could not afford more time to answer.

Data resources

Secondary data:

Secondary data were collected from different websites, magazines, company brochures and
customer’s review.

Primary data:

It has been collected by forming a proper questionnaire. Questionnaire is a systematic and

structured manner of collecting data for conducting experiments. The nature of the questionnaire
is very inductive and fundamental. It has been kept in a proper framework to make it clear to the
customers. A sample questionnaire has been attached in the report.

Primary data can be collected in the five main ways:

a) Observation
b) Focus groups
c) Surveys
d) Behavioral data
e) Experiments

[14]
 Among these, “Survey Method” was selected to collect the primary data. More than 40 medicine
counters were visited & collected the required data relevant to this project. Apart from this, daily
minimum 50 houses were visited & an array of questions was asked by market survey and then
collected the required data regarding the choices and options of purchasing medicines from
Medplus.

Type of Research:

As far as this project is concerned, it is descriptive type of research work. The study was
presented as a “Depth interview”. This is an unstructured, direct, personal interview in which a
single respondent is probed by a highly skilled interviewer to uncover underlying motivation,
beliefs, attitudes, and feeling on the topic.

Research Instruments:

a) Questionnaire
b) Personal interview

“Personal interview” method was chosen for this project. According to the requirement, it could
be most appropriate to get data from a customer. Personal interview was taken. Questions were
asked according to the situation to get the data as early as possible because only 5 to 6 minutes
were available from the busy customers.

[15]
Introduction to the industry

Overview of Retail Pharmacy in India

The Indian Pharmaceutical Industry today is in the front rank of India’s science-based industries
with wide ranging capabilities in the complex field of drug manufacture and technology. A
highly organized sector, the Indian Pharma Industry is estimated to be worth $ 4.5 billion,
growing at about 8 to 9 percent annually. It ranks very high in the third world, in terms of
technology, quality and range of medicines manufactured. From simple headache pills to
sophisticated antibiotics and complex cardiac compounds, almost every type of medicine is now
made indigenously. Playing a key role in promoting and sustaining development in the vital field
of medicines,

Indian Pharma Industry boasts of quality producers and many units approved by regulatory
authorities in USA and UK. International companies associated with this sector have stimulated,
assisted and spearheaded this dynamic development in the past 53 years and helped to put India
on the pharmaceutical map of the world. The Indian Pharmaceutical sector is highly fragmented
with more than 20,000 registered units. It has expanded drastically in the last two decades. The
leading 250 pharmaceutical companies control 70% of the market with market leader holding
nearly 7% of the market share. It is an extremely fragmented market with severe price
competition and government price control. The pharmaceutical industry in India meets around
70% of the country’s demand for bulk drugs, drug intermediates, pharmaceutical formulations,
chemicals, tablets, capsules, orals and injectibles. There are about 250 large units and about 8000
Small Scale Units, which form the core of the pharmaceutical industry in India (including 5
Central Public Sector Units).These units produce the complete range of pharmaceutical
formulations, i.e., medicines ready for consumption by patients and about 350 bulk drugs, i.e.,
chemicals having therapeutic value and used for production of pharmaceutical formulations.

[16]
BRIEF SUMMARY

The Indian pharmaceutical market is one of the MARKET SHARE

fastest growing markets in the world. With a
current valuation of approximately USD 11
billion, it is likely to be valued at USD 20 3%
billion by the mid of this decade.

Ranked thirteenth in terms of value, and fourth

in terms of volume, it is estimated to be ranked
amongst the top ten markets, by 2015

Retail pharmaceutical sector in India is highly

fragmented, and the unorganized channel of
pharmaceuticals currently dominates this
space commanding over 97% of the total
market share

The total retail pharmacy market has been 97

growing at an average of 18% per annum over Organised sector Unorganised sector
the last few years, and is anticipated to grow
by even higher numbers in the future

Organised retail pharmacy however, as a

subset, has been growing at an average of
25%, and is expected to grow between 35 – Organised Retail Pharma
40% in this next decade Growth
100
The sector currently has nearly 15 players 86
serving through an aggregate of 12000 stores 90
across the country 80
70 61
(millio

Both, the number of players and the total 60

m)

stores in operations shall increase with the 50 44

increase in investments in this sector 40
U

D
S

30
Analyst’s consensus suggests the retail pharma 20
sector would witness investments in excess of 10
USD one billion over the next few years 0
2010 2011 (E) 2012 (E)
High margins of 25-35% make the retail
pharmacy a very lucrative business in India

With increasing consciousness and disposable

incomes, the organized pharmacy business
shall experience plenty of opportunities for
growth.

[17]
KEY GROWTH DRIVERS:

Key drivers for growth in the Retail Pharmaceutical industry in India have been
identified as:
1. Aggregate growth in the Indian pharmaceutical sector

Indian pharmaceutical market has been described as ‘Resilient’ and

‘High Yielding’

Emerged as one of the highest defensive plays during the recent US

subprime recession

Analysts view the journey ahead for Indian pharmacy on a truly

optimistic note, and base their opinions on:

A. Increase in the growth rates of the Domestic Pharma industry

The industry over the last twelve months grew by a little over
20% as against 11.2% in the previous year
Pharma sector in developed countries experienced growth
rates of 5-6% during 2010

35
30 30
% Growth Of Markets

25
25
20 20
15 11
10
5 7 8 6
5
0
2009 2010 2011 (E) 2012 (E)

Developed Countries India

[18]
Indian Pharmacy market is valued fourth in terms of volumes and
thirteenth in terms of value

Expected to multiply manifold by the mid of this decade,

clocking the highest CAGR of 12.8%, the Indian pharma market
shall experience the highest volumes.

[19]
 Global market valuations of Pharmacy Markets

444
450
400
350
(billion)

300 248
USD

250
200
150
100
38 32
31 19 38 20 20
13 9 7 15
50 6
0
USA Germany UK China Brazil Turkey India

2005 2015 (E)

[20]
B. Government Stimulus

Government of India views growth rates for the domestic pharmaceutical industry more
optimistically
Its vision 2015 statement indicates a CAGR of over 18% during the next decade

Recently announced setting up of a venture fund that shall aim to infuse another USD 5 billion in the
Indian pharmaceutical sector through industry players

May open the FDI option for the retail sector in India

GOVERNMENT
INITIATIVES

VENTURE
VISION 2015 FDI IN RETAIL
FUND

C. Attractive Sector Valuations

Valuations for pharma continue to be attractive

The sector trades at a P/E of 17.9x FY2010 and 16.3x FY2011(E)

Large Caps Pharmaceutical companies trade at 18-20x FY2010 earnings; reflecting a 10-
30% premium to the broader market

Mid Cap companies are trading at 8-14x FY10 earnings

D. Increased contribution to country’s GDP

The pharmaceutical sector currently contributes to about 2-3% of India’s GDP

Increase in healthcare spending, Increased medical tourism in India, clubbed with

Greater levels of investments, shall grow the total contribution of this sector to an
estimated 8% of the country’s GDP by 2015

[21]
 Increasing contribution to GDP
9.00
8.00
7.00 8.00

6.00 6.58
% Contribution to GDP

5.00 5.40
4.00 4.44
3.00 3.65
3.00
2.00
1.00
0.00
2010 2011(E) 2012(E) 2013(E) 2014(E) 2015(

[22]
 Thus, given the above facts, estimates and the sector’s healthy performance
on the stock index during 2010, next decade certainly spells optimism for
the Indian pharmaceutical sector

More so, as the sector grows, the organized retail division is bound to scale
unprecedented levels

7,000.00 6,734.00
6,433.00
6,000.00 5,597.00
Index Values

5,344.00
4,912.00
5,000.00

4,000.00

3,000.00
Jan-10 Mar-102 Jun-10 Sep-10 Dec-10

HCI SENSEX

2. Increasing Domestic population

India’s current population equals 1.16 billion

Demographers expect India's population to surpass the population of China by 2030

Increase in population would call for higher investments and development of the
pharmacy sector in India, which in turn implies growth in the retail pharmaceutical
sector, more specifically the organized channel

1.6 1.53
1.5 1.43
1.37 1.40
1.4 1.34
Billion

1.3 1.43 1.46

1.2 1.33
1.1 1.24
1.16
1
2010 2015 (E) 2020 (E) 2025 (E) 2030 (E)

India China

[23]
3. Higher Disposable Incomes
India, an emerging economy is currently experience a growth in per capita disposable
incomes

Average household disposable income in India, during the 20 years prior to 2005,
doubled to more than 100,000 rupees

As a higher percentage of the population turns educated, the income levels would
subsequently rise; which would continue increasing the Indian consumer’s
consciousness and spends on wellness products

India's Increasing Disposable Incomes (USD billion)

1,146.37 1,183.82
1,075.00 1,110.11
984.00

2008 2010 2012(E) 2014(E) 2016(E)

Indians over the last two decades, increased the percentage allotment on health
products from a mere 8% to a whopping 20%. Improving lifestyles shall further drive
this number to greater levels

Current % expenditure on Health Projected % expenditure on

Products Health products
8%
20%

80%
92%

Health products Others Health products Others

[24]
4. Changing Diseases Profiles

Coupled with economic growth, India is witnessing a transition in

the disease profile of its citizens

As per WHO (World Health Organization), India shall have the

highest number of cases relating to lifestyle disorders in the near
future

LIFESTYLE
RELATED
DISORDERS

CARDIO- OBESITY
DIABETES VASCULAR
DISEASES

In addition to the traditional health risks faced by the country, it

shall also witness a new class of risks originating due to physical
inactivity, diet related factors, and tobacco and alchohol related
health hazards

Changes in the disease profiles would only lead to an increase in

demand as well as the consumption rates of pharmaceticals

Given the improving conciousness amongst indian consumers,

improved demands would only call for a higher demand for
organised retail pharma stores

[25]
5. Changing Attitudes

Increased consciousness towards health and wellness,

Rising affordability and Willingness to spend more on
fitness is the mantra amongst the new age Indian consumer

Such a change only spells tremendous opportunities for the growth

of Consumer Wellness Business

Given this attitude, and the overseas trend of the pharmacy

sector transitioning from ‘Sick care’ to ‘Heath care’, India too
shall over time stand on the same ground

[26]
 CONSUMERS PUSH OF INCREASING CONCIOUSNESS & BUSINESS’ PUSH OF
INCREASED CARE SHALL BOOST

THE ORGANISED RETAIL PHARMACY INDUSTRY

INCREASING
CONSUMER
CONCIOUSNESS

GROWTH OF ORGANISED RETAIL PHARMA BUSINESS

“SICK CARE”
TO
“HEALTH CARE” “HEALTH CARE”

6. Attractive Margins

Prices of essential drugs in India are controlled

Inspite of existence of such controls, high margins of 25-30% prevail in the retail pharma segment

7. Growth in the OTC segment

OTC products are those that do not require a prescription so as for a store to sell it

Growing consciousness amongst consumers has led to an increase in the sale of such products

[27]
8. Government regulations

Government currently does not permit FDI in the retail segment in India. However, 100%
FDI exists in the pharmaceutical sector

Opening this sector for Foreign investments shall certainly enhance the growth prospects

[28]
 MAJOR PLAYERS IN THE ORGANISED RETAIL PHARMA INDUSTRY

APOLLO PHARMACY

DESCRIPTION Division of the Apollo Hospitals enterprises – Asia’s largest healthcare

Group
India’s first and largest branded pharmacy network
Over 1000 stores serving 24 hours daily
First pharmacy store opened in Chennai in the year 1983
Operating in 17 states across India
Provides genuine medicines from leading manufacturers
Pharmacy outlets manned by qualified and trained pharmacist

VALUE ADDED SERVICES Personalized pharmacy – refilling services

Free health camps
Toll free Helpline services
Free health insurance on purchases over INR 6000 in a year
Health newsletters
24 hours store operations

TIE UPS Owned Hospitals

ITC E-Choupals
Godrej Aadhar

STORE FORMATS Shop in Shop

Hospitals
High Street Stores

PRODUCT RANGE

PHARMACY
ANTI CANCER
DRUGS
HEALTH CARE
SURGICALS &
DISPOSABLES

[29]
GUARDIAN PHARMACY
DESCRIPTION Six year old retail chain in India offering Pharmacy, Wellness, Health
and Beauty products
Currently serves through 230 outlets
Aims to have 400 operational stores by 2012
Has presence in 26 cities, spread across North, East and West India
Stores have an international look and feel
Stores managed by professionally trained pharmacists

VALUE ADDED SERVICES Advisory services on drugs and their usage

Maintain record of customer’s medicine requirements
Guardian Xtravalu cards: Help earn points every time a customer shops
Monthly health magazine: Guardian Health Chronicle
Senior citizen discounts: 10% discount on medicines and an additional 1%
discount on prescription medicines
Free health Check up camps
Community service: Provide cut strips of medicines to NGOs
Online shopping option

TIE UPS Individuals

Corporates
Retailers

STORE FORMATS High Street stores

Malls
Neighbourhood stores

PRODUCT RANGE

PRESCRIPTION &
OTC
FOOD
SUPLEMENTS

SKIN CARE

SELF DIAGNOSTIC

[30]
HEALTH & GLOW

DESCRIPTION Joint venture in India between Dairy Farm International holdings ltd.
of Hong Kong and Arko ltd
Headquartered in Bangalore
Largest organized health and wellness player in South India
Currently has 65 operational stores across four cities Bangalore,
Hyderabad, Chennai and Mumbai
Aims to have over 200 stores operational in the near future

VALUE ADDED SERVICES Drug advisory services

International ambience
Well qualified & trained staff for specialist care
Home Delivery
Gift coupons

TIE UPS Individuals

Corporate
Retailers

STORE FORMATS Express stores

Concept stores
Malls
Hypermarkets
Supermarkets

PRODUCT RANGE

PHARMACY

COSMETICS

HERBAL CARE

FRAGRANCES

[31]
RELIGARE WELLNESS

DESCRIPTION Part of the Religare group, which amongst other business interests carries
the ‘Fortis’ brand
Pioneering endeavor within India’s healthcare industry putting health
solutions on the retail map.
Incorporates setting up of a Pan India World Class Retail Network of
health stores that would provide comprehensive solutions under one roof
Hopes to have a chain of 1000 complete health stores all across India
covering 400 cities by 2012
Stores managed by professionally trained employees

VALUE ADDED SERVICES SRL Collection center

Health food & Supplement advisory
Ayurveda & Homeopathy advisory
Customer loyalty programs: points on purchase
Free Home delivery
24 hours operational stores

TIE UPS Individuals

Hospitals
Corporates

STORE FORMATS Hospitals

Company owned stores
Franchisee stores

PRODUCT RANGE

PRESCRIPTION &
OTC
FMCG & FMHG

DIAGNOSTIC KITS

PATHOLOGY
COLLECTION CENTRE

[32]
MEDPLUS

DESCRIPTION Established in the year 2006 with the aim of eliminating the risk of
consumers purchasing fake drugs
First store opened in Hyderabad in February 2006
Presently serves through over 1150 pharmacy stores in five states covering
98 cities and towns in Delhi NCR, Orissa, Andhra Pradesh, Maharashtra,
West Bengal,
Karnataka, and Tamil Nadu
Owns India’s first exclusive hospital pharmacy chain – RiteCure
Launched state-of-the-art diagnostic lab services which can aid in the
prevention, detection, or management of a wide range of illnesses
Guided by three themes - quality, convenience, and low prices
Market share: 30% of the organized retail pharma market

VALUE ADDED SERVICES Eleven integrated health centers

Community Care initiative: Help reduce the pain of finding a good doctor
Strive to Ensure Genuine medicines, accurate lab tests, and experienced
Doctors
Points based program: accumulate points on purchase which can be
redeemed for gifts at a later stage
Convenient locations
Discounts on medicines, lab tests
Free lab test vouchers on purchase of medicines

TIE UPS Retailers

STORE FORMATS High street stores

Shop in Shop

PRODUCT RANGE

PHARMACY

LAB SERVICES
CLINICAL
SERVICES
HEALTH
ADVISORY

[33]
HIMALAYA HEALTHCARE

DESCRIPTION Part of the Himalaya drug company that was founded in 1930
Specialises in extending only Ayurvedic products to consumers
Serving across 71 countries
Converted Ayurveda’s herbal tradition into a complete range of
proprietary formulations dedicated to healthy living and longevity

VALUE ADDED SERVICES Online purchase option

Global product delivery model
Monthly contests: ‘Himalaya Babies of the month Contest’
Toll free phone number for Ordering within India
Personalised messages for gifting Himalaya products
Exhaustive Ayurveda knowledge bank on website

TIE UPS Individuals

Manufacturers
Retailers
Doctors

STORE FORMATS Shop in shops

Online purchase options
High street stores

PRODUCT RANGE

PHARMACY

PERSONAL CARE

ANIMAL HEALTH

HEALTH CARE

[34]
TRUST PHARMACY

DESCRIPTION Retail drugstore/pharmacy chain, conceptualized on the foundation of

consumer needs; everything from medicines to preventive care, specified
medications to community health camps
Bangalore's largest walk-in one-stop drugstore - a pharma brought to
perfection with its drive to provide for, and its dedication to consumer
service.
Single largest Retail Chain of organized Medical Shops in Karnataka
Over 80 stores in Bangalore and Chennai
Over 20,000 stock keeping units

VALUE ADDED SERVICES Free height and weight check ups

Free health camps for diabetes, blood pressure, bone density, dental and
eye care
Weekly consultations with a professional dietitians
24 hours home delivery
Monthly offers on consumer goods
Offers 1st of its kind ‘Trust Credit card’ for trust customers in association
with Axis Bank

TIE UPS Hospitals

Sri Chandanmal Boathra Charitable Medical Centre, providing free
medical care for the poor
I-mint so as for customers to earn points on every purchase

STORE FORMATS High street stores

Concept stores
Shop in shops

PRODUCT RANGE

OTC

FMHG

FMCG
DIAGNOSTIC
KITS

[35]
DIAL FOR HEALTH

DESCRIPTION An ISO 9001:2000 organisation, and headquartered in Ahmedabad, has

set up several professionally managed pharmacy stores in Mumbai and
Pune
Established so as to do away with the service-gaps prevalent in the Indian
retail pharmaceutical market
‘Good Purchasing Practices’, whereby the company purchases drugs
directly only from wholesalers who have been authorized by
manufacturing companies of repute
Started operations in from Mumbai in May 2001
Presently 10 stores in aggregate located in Mumbai and Pune. The
company has strategic expansion plans

VALUE ADDED SERVICES Heath desks at all stores

Telephonic orders & Home delivery
Free routine checkups for regular customers
Health camps
Detailed healthcare for regular customers

TIE UPS Physicians

Hospitals
Individuals

STORE FORMATS High Street stores

PRODUCT RANGE

PHARMACY

OTC

HEALTH CARE

PERSONAL CARE

[36]
ZYDUS WELLNESS

DESCRIPTION Zydus wellness, headquartered in Ahmedabad, is the Consumer products

business division of the Zydus Cadila group
Spearheads the group’s presence in the consumer and wellness segment
Aims to promote ‘healthy living’ by anticipating the emerging and day-
to-day needs in dietetic / health foods
The Company is focused on empowering individuals who wish to adopt
healthy eating habits and lifestyles.
Offers healthier dietary options to the consumers
First pharmacy brand to be listed on the Bombay and National stock
Exchanges
Serves directly in over 850 towns through over 500 strong field force

VALUE ADDED SERVICES Qualified pharmacists at all stores

Health advisory services
Regular discounts and offers
Large well designed & organized stores
Telephonic orders

TIE UPS Institutions

Retailers
Chemists

STORE FORMATS Shop in shop

Retail stores
High street stores

PRODUCT RANGE

PHARMACY
CLINICAL
SERVICES
HEALTH CARE

PERSONAL CARE

[37]
RELIANCE WELLNESS

DESCRIPTION Wellness division of Reliance retail, a subsidiary of Mukesh Ambani led

Reliance Industries limited
Aims to add value to people’s lives by providing products and services
that proactively work to enrich people’s body, mind and soul
One of the latest entrants in the retail pharmacy market.
Opened its latest store measuring 3100 sq. ft. in Mumbai in July last year.
Shall open 1200 stores by 2012-2013
Includes over 8000 stock keeping units (SKU)
Well qualified pharmacists and Optometrists available at the store

VALUE ADDED SERVICES Medication compliance program: Reminder service, which facilitates
convenient & on time replenishment of their health related products
Wellness Events
Local Health directory: Information of local hospitals & doctors for
providing convenience to the consumers seeking specialist health services
Free cashless accidental insurance upon their level of purchase
Wellness Newsletter
Reliance One: Common loyalty program enabling customers to earn and
redeem points across all Reliance retail outlets

TIE UPS Individuals

Reliance group Employees

STORE FORMATS Speciality stores

Company owned

PRODUCT RANGE

PHARMACY
FITNESS
EQUIPMENTS
HEALTH CARE
ALTERNATE
MEDICINE

[38]
GLOBAL HEALTHLINE

DESCRIPTION Chain of retail pharmacy stores branded as 98.4o

Brand of Global Healthline, promoted by Global Influence group
International presence with domestic operations in Delhi and NCR and
overseas operations in Europe and Middle East
Established in the year 2002
Well educated pharmacists attend to customers walking in the company’s
aesthetically beautiful stores
30 stores across the capital region and intends to open near about 400
stores by 2014
Mastered the aspects of pharmaceutical supply chain
Centralized distribution process and location specific warehouses to
ensure faster delivery of products and merchandise to stores

VALUE ADDED SERVICES Qualified pharmacists at all stores

Health advisory services
Regular discounts and offers
Large well designed & organized stores
Telephonic orders

TIE UPS Manufacturers

STORE FORMATS Company Owned

Shop in shops
Institutions

PRODUCT RANGE

PHARMACY

FMCG

FMHG

OTC PRODUCTS

[39]
REGULATIONS PERTAINING TO RETAIL PHARMACY IN INDIA

As stated above, the retail channel of pharmacy currently is not open for Foreign
Investments

The government has allowed 100% FDI for the pharmaceutical sector, which are tagged
as single brand stores

Retail pharmacy falls under multi brand stores, FDI options for which at present are
still being reviewed by the concerned authorities

Pharmacy stores require a license to set up shop as well as to sell drugs in India

FDA (Food and Drug administration) grants licenses to those willing to enter
the retail pharmacy business

Licenses are issued as per the provisions of the Food and cosmetics act, 1940

No license is however required for the sale of Ayurveda products

The store format and the area of the store are critical determinants in the retail
pharmacy sector

As for the area, a minimum carpet area of ten square meters is mandated

[40]
Factors such as the availability of controlled temperatures for storage of drugs, is
also one of the primary requirements, as a majority of drugs lose their effectiveness
if not stored under the prescribed temperatures

We thus see, that all organized retail pharmacy stores discussed in this report
have highlighted the fact that they operate through stores that possess proper
storage facilities

[41]
M & A/ PE DEALS WITHIN THE RETAIL PHARMA SECTOR

1. Fortis Healthworld acquired CRS health

Fortis HealthWorld, promoted by Ranbaxy Group, acquired 90 percent

stake in CRS Health, a Delhi-based pharma and wellness retail chain
for Rs 15 crore in 2008.
CRS is the retailing arm of the SAK Industries
Initially branded as Fortis health world and now renamed as Religare
Wellness, it currently has over 50 stores. And
The group is working towards having a chain of 1000 complete health
stores across India covering 400 cities by 2012

2. MedPlus Health Services Pvt. Ltd raised USD 25 million through two
Venture Capital firms

MedPlus health services in 2007 received USD 5.2 million funding from
Mauritius based iLabs management Llc.
The balance USD 19.8 million was funded by NEA – Indo US Ventures,
a Santa Clara, California based venture fund
The funds were utilised to expand MedPlus’ operations across South
India, through its partner company Optival Health solutions
Both venture funds invested in MedPlus’ wholesale or cash-and-carry
arm, as the so-called cash-and-carry is the only retail venture where
India permits up to 100% overseas ownership.

[42]
3. Morepen Laboratories Limited acquired Lifespring

Morepen Laboratories Limited acquired 95% share in Lifespring, a

chain of health & beauty stores from Total Care Pvt. Ltd in 2002 for a
consideration of USD 2 million.
At the time of acquisition, Lifespring operated six stores in New Delhi.

4. Guardian Lifecare raised USD 22 million in 2008

Guardian Lifecare raised USD 22 million by off-loading about 30%

stake to an unnamed private equity in August 2008.
Here too, the funds were utilised for store expansions, however in
Northern India
Through this acquisition and other strategic investments, Guardian
Lifecare now aims to

 Expand to 1000+ stores in 50 cities across 12 states

 Establish a strong presence in both retail and hospital
pharmacies
 Create over 150 store brands in 14 different categories
 Become a dominant player in the nutraceutical segment
 Build preferred relationships with all pharma manufacturers to
maximize margins
 Build a strong national distribution company to support the
retail network

[43]
5. LifeKen Healthcare Pvt Ltd acquired Pill & Powder

LifeKen Healthcare Pvt Ltd acquired Pill & Powder, a pharmacy retail
chain based in Bangalore in October 2006 for an undisclosed amount.
Through the acquisition, LifeKen achieved a total of 60 retail stores in
India, of which 40 were located in Bangalore alone.

6. Religare Wellness acquired LifeKen Healthcare

LifeKen, as given above, which acquired Pill and Powder in 2006, sold
a controlling stake to Religare wellness in 2008.
Thorough this acquisition, Religare further expanded its footprint in
South and West India.

[44]
 Company Introduction

Overview of the company:-

When Dr. Madhukar Gangadi came across a World Health Organization report indicating that
up to 30% of the world's fake medicines originates in India, he knew something had to be
done. A medical doctor by training and an entrepreneur by nature, Dr. Gangadi set out to
establish a company that would take the risk out of buying medicines. The result was
MedPlus.

The first MedPlus pharmacy outlet was established in February 2006 in Hyderabad. Today,
MedPlus has nearly 1100 pharmacy outlets throughout India serving over 1,30,000 customers
daily. As this pharmacy retail chain grew, so did their vision. MedPlus now wants to be the
first call for routine healthcare. This chain has launched state-of-the-art diagnostic lab
services which can aid in the prevention, detection, or management of a wide range of
illnesses. It also started clinic services, to help reduce the pain of finding a good doctor. They
call these services their "Community Care" initiative. MedPlus has almost 35% market share
in organized retail pharma sector. The company has an annual turnover of over 700+ crores in
this segment.

All MedPlus services are guided by three themes - quality, convenience, and low prices. At
MedPlus it is fully ensured that the medicines they sell you are genuine, the lab testing it
provide you is accurate, and the doctors you meet with are experienced. MedPlus brings
affordability, convenience, and the promise of 100% genuine medicines to the Indian
consumer. MedPlus is growing rapidly to provide consumers across India, easy access to
quality medicines at low prices. Their locations are just steps from your doorstep and of
course will even deliver to your home if you want. At MedPlus, you also enjoy low prices,
including a 10% discount on medicines, up to a 30% discount on lab testing, and even free
lab testing vouchers with medicine purchases to help you save even more.

MedPlus is the fastest growing retail chain of retail pharmacies based out of Hyderabad,
India. MedPlus hope that you will enjoy shopping at MedPlus as much as it enjoys bringing

[45]
you their services. Their 65,000 employees are always ready to help you, and they are here
for you 365 days per year.

Research and Development

It continues to play a vital role in the achievement of company’s goals. It perfectly

complements with company’s goals of leadership, quality and growth. From product to
productivity, from quality control to cost reduction, Research and Development is helping
MedPlus.

Human resource development

It is recognized as the assets of any organization at all ranks. It is for the reason that
considerable attention is given to Human Resource Development. The development
programmers aimed at motivation and enhancing efficiency at all levels.

[46]
Value Plus

MedPlus consistently offers you quality service delivered through genuine medicines,
wide availability, value pricing and home delivery. It now launches the first of its kind
ValuePlus Programme for its esteemed customers. MedPlus offers you a premium range of
gifts that translate to an effective discount of 20-30% on medicinal purchases.

At MedPlus, you get a discount of 10% on medicines and 5% on general products. Now, you
can opt for ValuePlus Points instead of the cash discount. Accumulation and reimbursement
of ValuePlus Points will result in extremely attractive gifts for you. And, additional Points
can be earned on higher bill amounts. If you choose to shop as usual, you retain the option of
choosing a simple cash discount.

For example: If you buy medicines worth Rs 1000/- at MedPlus every week, you avail a
cash discount of Rs.100. If you combine your weekly purchases to buy medicines worth Rs
4000/- at one go and opt for the ValuePlus Programme, you earn 400 plus 60 extra Points as
bonus for the high bill amount (15%). In total you earn 460 ValuePlus Points that can be
reimbursed for a Sandwich Toaster worth Rs. 1095/- (effective discount of 27%).
Rupees Spent Your Additional Bonus Points
Rs. 100 – 999 Get 5% worth bonus points
Rs. 1000 – 2499 Get 10% worth bonus points
Rs. 2500 – 4999 Get 15% worth bonus points
Rs. 5000 – above Get 20% worth bonus points

[47]
Gallery Of Gifts

[48]
Terms & Conditions

 ValuePlus “Programme” membership and its benefits are offered at the discretion of
MedPlus Health Services and its affiliates collectively called “MedPlus”. MedPlus
has the right to terminate the Programme or to change the Programme without prior
notice.

 The sale or barter of ValuePlus Points, awards or other benefits is strictly prohibited
and may result in the cancellation of points, awards or other benefits.

 ValuePlus Points may be redeemed by the cardholder's family members provided that
the card associated with the points is presented at the time of redemption.

 Gifts will always be available on the programme. However, particular gifts are
available only till stocks last.

 Membership in the Programme requires customers to fill all the correct information
requested in the Programme registration form. Of these items, a customer must
provide his/her name, gender, date-of-birth and phone number. Membership and
points may be cancelled if the information filled by a customer is found incorrect.

 Gifts redeemed for ValuePlus Points cannot be returned or exchanged.

 All dispute subject to Hyderabad Jurisdiction only.

[49]
Pharmacy Postions

Pharmacist

MedPlus pharmacy is looking for smart, honest, hardworking candidates who have a D.
Pharmacy or B. Pharmacy from an approved Institute or University (PCI Approved) with or
without experience. Willing to learn with good knowledge of the drugs, able to read the
prescriptions, confident in guiding the customers with pleasing manners.

The incumbent should be hardworking and willing to make a career in retail pharmacy.
Should have basic computer skills, flair in counter sales, confidence in cash handling.

Experienced in hospital pharmacy or wholesale/Retail Pharmacy will be an added advantage.

Attractive compensation consisting of base salary and performance bonuses.

Pharma-Aid

MedPlus pharmacy is looking for smart, honest, hardworking candidates with an experience
of at least 2 years in pharmacy or hospitals in dispensing medicines. Pharma aides work
closely with pharmacists to interact with customers and assist with drug dispensing. Must
have good knowledge of different medicine brands and confidence with customers.

The incumbent should have passed 12th standard with good communication skills and
pleasing manners. Basic knowledge of computers and confident in handling counter sales.
Good in billing process and handling cash.

Attractive compensation consisting of base salary and performance bonuses.

[50]
CSA
Anyone can join MedPlus pharmacy staff and help deliver medicines, interact with both new
and existing customers, and grow our sales. Must be confident in communications, outgoing,
and honest. The candidate must have passed 10th standard, be willing to learn, and be
hardworking.

Attractive compensation consisting of base salary and performance bonuses.

Pharmacy

Medicines are delicate items. If not produced under proper conditions they will not work
effectively. If not stored at the right temperatures they will loose their potency.
Unfortunately, it has been found that as many as 30% of the drugs produced in India could be
fake or substandard. To make matters worse over 75% of unbranded medical shops do not
use air conditioning, despite the Drugs and Cosmetics Act mandating the storage of
medicines under 25°C. Why put your health at risk?

MedPlus is different. MedPlus was started to make it safer for consumers to purchase
medicines. source and sell only reputable medicines from the most trusted manufacturers.
Every one of our 600 outlets utilizes air conditioning and refrigeration units to ensure that
your medicines stay factory-fresh and work as expected. even employ highly trained
pharmacists to provide you great customer care.

MedPlus did not stop with just making your medicines safer. MedPlus also made them
cheaper and more convenient to purchase. MedPlus sell all of our medicines at a 10%
discount on MRP. MedPlus also offer free home delivery, free healthcare camps, and
numerous additional savings opportunities. And since MedPlus have 600 neighborhood
outlets and carry over 25,000 medicines, there is likely a MedPlus near you with all the
medicines you need.

[51]
Drug Sourcing

Quality medicines start with quality ingredients and quality manufacturing processes.
MedPlus sell medicines from only the most reputable manufacturers - companies that are
well known, companies that have a long track record, and companies that manufacture to
world-class standards.

Why is this so important? With approximately 20,000 drug manufacturers in India, telling the
difference between a good company and a substandard one becomes difficult for consumers.
To cut costs, unethical manufacturers produce drugs in plants which do not meet approved
standards, reduce the amount of active ingredient in a medicine, and add ingredients which
should not be in a drug to begin with. The resulting lack of purity and efficacy in a medicine
can cause serious health risks to a consumer.

Unfortunately, in many instances these substandard medicines are sold with the full
knowledge of the retailer. Seeking to make a little more profit, the retailer accepts these
medicines and passes them on to unsuspecting consumers. The retailer may even pay doctors
for referring patients who have been prescribed these questionable medicines.

MedPlus never gamble with your health. Before any company's product makes it onto our
shelves, the company is checked by MedPlus and is only added after MedPlus are
comfortable with it. For the same reason, MedPlus insist that all customers take a computer
generated bill from us. This ensures that you can never be sold a medicine that was not
approved by the company. And MedPlus does not pay doctors for pharmacy referrals.

Drug Storage

Reputable manufacturers take great pains to ensure that your medicines are manufactured in
ideal conditions and to high standards. Unfortunately, those medicines can then be sold at
retail chemists who do not take the same care to store the medicines in an ideal environment.
Hot and humid weather can spoil the medicines at a typical chemist rendering the medicines
useless long before its expiry date. Since this spoilage is not clearly visible on the medication
consumers may purchase an ineffective medicine without notice.

To combat this issue, India's Drug and Cosmetics Act mandates that most drugs should be
stored under 25C. Perishable medicines, such as insulin, are even more sensitive to

[52]
temperature and must be kept in cold storage. However, very few medical shops have the
equipment necessary to maintain the climate controlled environment necessary to keep
medicines "healthy".

MedPlus is committed to protecting the quality of your medicines. Every MedPlus outlet is
fully air conditioned. Fans distribute this cool air throughout the shop to ensure every
medicine is equally cared for. Refrigerators are also used in every outlet to house injections
and live vaccines.

Supplier Opportunity

Medicines are delicate items. If not produced under proper conditions they will not work
effectively. If not stored at the right temperatures they will loose their potency.
Unfortunately, it has been found that as many as 30% of the drugs produced in India could be
fake or substandard. To make matters worse over 75% of unbranded medical shops do not
use air conditioning, despite the Drugs and Cosmetics Act mandating the storage of
medicines under 25°C. Why put your health at risk?

MedPlus is different. MedPlus was started to make it safer for consumers to purchase
medicines. MedPlus source and sell only reputable medicines from the most trusted
manufacturers. Every one of our 600 outlets utilizes air conditioning and refrigeration units to
ensure that your medicines stay factory-fresh and work as expected. MedPlus even employ
highly trained pharmacists to provide you great customer care.

MedPlus did not stop with just making your medicines safer. MedPlus also made them
cheaper and more convenient to purchase. MedPlus sell all of our medicines at a 10%
discount on MRP. MedPlus also offer free home delivery, free healthcare camps, and
numerous additional savings opportunities. And since MedPlus have 600 neighborhood
outlets and carry over 25,000 medicines, there is likely a MedPlus near you with all the
medicines you need.

[53]
Lines of Strategic Business Units(SBU):-

1) Retail pharmacies
2) Hospital pharmacies
3) Clinics
4) Labs
5) MedplusBeauty.com
6) My Smart Shop

Path Lab

Sometimes the best way to know what’s going on with your body is to know what’s going on
inside your body. That’s where MedPlus Pathlabs comes in. We offer state-of-the-art lab
testing so that you can prevent, detect, or manage disease.

MedPlus can collect your lab sample and deliver your report at many of our pharmacy
locations as well as at any of our clinics. Or, if you wish, we can even collect your sample
from the comfort of your home.

When we receive your sample, we immediately get to work on processing it so that you can
get your result fast. Our central processing lab is ISO 9001 certified, and we utilise advanced
fully automated equipment to ensure that your results are accurate – always.

Of course, it wouldn’t be a MedPlus service if we didn’t also save you money. Tests from
MedPlus are an average of 30% less expensive than other national pathology labs and
corporate hospitals!

[54]
Accuracy

Did you know that a majority of pathlabs across India use outdated (manual) sample
processing techniques and low quality equipment? This makes the results from most
unbranded labs highly unreliable. Now, you have a branded alternative to unbranded
healthcare - MedPlus Pathlabs.

As with all MedPlus services, MedPlus Pathlabs is committed to quality. When you choose
MedPlus for your diagnostic lab needs, you are choosing uncompromised accuracy. The
following are just some of the ways MedPlus ensures the accuracy of your tests:

 The use of fully automated equipment used by the best labs in the world.

 ISO 9001 accreditation.

 Highly systematic sample collection.

 Partnerships with the most reputable suppliers.

 Well-qualified and highly experienced staff.

 Rigorous quality management system.

Clinic

Finding a good doctor can be a real pain. Not so at MedPlus. Our neighborhood clinics
located near you provide you expert professionals, modern facilities, and consistent services.
All at a price that won't give you a headache.

MedPlus Clinics house doctors, pathlab testing, and a pharmacy all under one roof, so that
your health can get all the attention it needs at one place. MedPlus Clinics are designed to
provide you the doctors you need most to diagnose routine illnesses, prevent disease, and
manage chronic ailments. You will find general physicians, pediatricians, and gynecologists,
in addition to specialists such as diabetologists and cardiologists. Nurses are also available
throughout the day to administer vaccinations and first-aid as well as answer your general
health queries. Additionally, because MedPlus believes education is at the centre of good
health, all MedPlus Clinics offer frequent health seminars on a wide range of topics.

So why go far? Your new family clinic is just next door.

For Patients

[55]
At MedPlus Clinic, preventing disease and maintaining good health for you and your family
is our primary focus. We offer a comprehensive range of general and specialty medical
services. Some of our current medical services include:

General Physician Services

Acute diseases are typically those of rapid onset, brief in duration and often times severe in
nature. Our doctors are able to provide treatment and management of non-life-threatening
acute diseases including injuries, exacerbation of asthma, chest and throat infections, fevers,
animal bites and many more. Following the acute care management of the illness or injury,
patients are followed up by our doctors in a primary care non-urgent setting. Blood, urine and
X-ray tests can be arranged immediately as can ECG's.

Chronic Diseases are illnesses that require ongoing medical supervision and often develop
and progress over a long period of time. Examples of chronic illnesses are Hypertension,
Diabetes, Heart diseases, Kidney Disease, Gastrointestinal diseases, Emphysema, Asthma
and other pulmonary diseases, and arthritis. At MedPlus, our doctors manage and treat all
different chronic diseases no matter how simple or complex.

At times, if necessary, different specialty doctors may be consulted. Continuity of care in the
community is our goal at MedPlus.

Establishing an on going physician-patient relationship of trust, confidentiality and respect is

what we thrive on.

Health Screening and Preventive Service

Preventive Care is a continuing process between the patient and the physician. One of the
most important things you can do for your health is schedule regular checkups. If you have
chronic health problems or special needs, you may need to be seen more frequently.

Good health care is the mutual responsibility of the doctors who take care of you as well as
yourself. You need to be an active participant in managing your own care by asking questions
to make informed decisions.

Comprehensive Diabetes Care

Diabetes occurs in 16% of the population in metro India. People with Diabetes have a risk of
cardiovascular disease 2-5 times greater than non-diabetics. People with Diabetes have a high
risk of kidney problems. It is the most common cause of amputation of the lower limbs. It is
also a leading cause of blindness and visual impairment.

[56]
Investing in prevention and early detection of diabetic complications can effectively reduce
the human and economic costs of diabetes. At MedPlus Clinic, we are committed to
providing a comprehensive and caring service for all our diabetic patients.

Our doctors will take the time to educate you about the disease, teach you self monitoring of
blood glucose, and conduct regular check ups and lab tests to prevent complications. Our
nutritionist will educate you about diet and lifestyle choices.

Vaccinations & Travel Services

Immunizations, also called vaccinations, are given to protect you from diseases. Each vaccine
contains small amounts of a weakened disease organism or its products, which usually are
given by injection. Your immune system develops antibodies to fight the disease, which then
recognize and attack the organisms if you are exposed to them in the future. Sometimes an
immunization does not completely prevent the disease, but it will significantly reduce its
severity. Some immunizations are given only once, while others require several treatments
over a period of time.

The standard immunization schedule begins at birth. Immunizations are spaced throughout
the baby’s first 18 months; some are repeated between the ages of 4 and 6. Few
immunizations are needed after this age, those given yearly (such as a flu shot) or on a
regular basis throughout adulthood (such as a tetanus shot). Immunizations are also needed
for adults who don’t have a clear documentation or recall of childhood vaccinations and for
specific occupations or travel purposes.

Occupational & Pre-employment Health Screening

MedPlus Clinic has resources to offer a wide variety of occupational health care services. The
use of regular physicals and drug screenings aid companies in the prevention of absenteeism
and employee attrition.

Since good quality personnel choices are crucial to a company’s success and profitability, at
MedPlus, we offer pre-employment physical examinations which demonstrate an employee’s
potential to productively perform in a given job or work environment. Our pre-employment
physical examination includes a screening questionnaire, complete physical exam by a
doctor, and laboratory tests based on the risk factors and disease conditions of the employee.
We will work with you to set appointments that will fit your schedule.

[57]
Child Health Services

Our doctors provide general paediatric service. In addition, we provide comprehensive well
child check ups and strongly advocate these for all newborns. Well child check-ups are
important for everyone from birth through age 5. Don't take good health for granted. Well
child care is important so problems can be found early. Even if your children appear healthy,
they still need regular checkups.

Well, Child Checkups usually include the following:

 Head to toe physical examination

 Developmental Screening

 Vision screening

 Hearing screening

 Anemia screening

 Blood pressure screening

 Urinalysis

 Immunizations

 Health education

Specialty Services

At MedPlus Clinic, we offer several specialist services like cardiology, nephrology,

diabetology, orthopaedics, surgery, psychiatry, and many more. These vary by location.

MedplusBeauty.com is India's preeminent online beauty retailer offering a wide and diverse
selection of over 15000 beauty and personal care products across various categories and
hundreds of brands. It is part of MedPlus, India's fastest growing healthcare retail chain.

At MedplusBeauty.com, our goal is to provide you a convenient, hassle free destination for
all your beauty and personal care needs. You can choose from your everyday staples to some
of the most luxurious beauty brands worldwide. Since all our products are sourced from
reputed companies, we guarantee that all our products are original, whether domestic or
imported.

[58]
OPERATING STATES:

MedPlus pharmacy is currently operating its retail business in 7 states.

ANDHRA PRADESH

TAMILNADU

KARNATAKA

MAHARASHTRA

WEST BENGAL

ODISHA

DELHI

Now Expanding Aggressively( in two states ):

[59]
 Corporate Profile

Our Leadership

Dr. Madhukar Gangadi

Founder & Chief Executive Officer

Dr. Gangadi is responsible for the overall direction of MedPlus and its strategic relationships
with key partners, suppliers and customers. A serial entrepreneur, Dr. Gangadi's previous
ventures have primarily involved launching and growing successful IT outsourcing
organizations. Dr. Gangadi is a seasoned executive who has taken a "hands on" approach to
leading his companies. With his prior companies, Dr. Gangadi has been involved in nearly
all aspects of the business, including sales, marketing, fundraising, and recruiting.

Dr. Gangadi has an MBBS from Kurnool Medical College and a MBA from the Wharton
School of Business. As both a medical doctor and successful entrepreneur, Dr. Gangadi
brings experience and knowledge of the healthcare business to MedPlus.

[60]
Dr. Bhaskar Reddy
MBBS, FRCS ( Edin University )
Chief Operating Officer (South)
Director

Apart from his professional experience as a surgeon, Dr. Reddy has valuable experience in
the field of Education and is specialized in the arena of managing people, both at education
and corporate level. He founded and successfully ran a Junior college known for its
academic excellence. While he was at the helm, the college secured several state ranks at the
intermediate level. He is well versed with various programmes aimed at improving the
effectiveness of learning/teaching and Training. Dr. Reddy is using his background to
oversee store openings throughout AP and Karnataka, while leading all of the company's
training, recruitment, and retention efforts.

Mr. Atul Kumar Agarwal

Chief Financial Officer

Atul Kumar Agarwal is the Chief Financial Officer of MedPlus and has more than two
decades of experience in Finance and Accounting in organizations like Tata Steel, PT
Texmaco Group (Indonesia), Genpact, AB-InBev India. He has worked in the areas of
Business and Corporate finance that included business planning, capital structuring,
budgeting, creation of business support system (ERP implementation), corporate funding ,
working capital management, M&A, financial process outsourcing. Atul has hands-on
finalization experience of accounts, financial audit, cost accounting, building cost systems
and activity based management. Amongst other activities, he has been responsible for HR
and commercial activities. He has chaired performance committees and advised boards on
matters of corporate performance and governance.

Besides being a permanent invitee on boards of various organizations, he also worked as

CFO and member of board of Ab-InBev (India Operations) group entity.

[61]
A B.Com graduate from Calcutta University, Atul is a qualified Management Accountant
(Member of the ICWAI) and is also a Certified Management Accountant (Member of
Institute of Management Accountants – USA). He has done the Senior Management program
(SMP) from the Indian Institute of Management, Calcutta and is an alumni of the Institute.

Dr. Surendra Mantena – Chief Operating Officer( MedPlus Pathlabs )

Mr. Murali Krishna K.S. – Director
Mr. Srinivas P – Chief General Manager
Mr. Sudhakar Rao I – CGM(HR)

[62]
 LITERATURE REVIEW

The research undertaken on market survey of Medplus Brand in South Delhi is the first
research of this kind in the particular segment and no existing literature is available on the
concerned topic. But the researcher has reviewed the overall market position of Medplus Ltd.
in Indian Pharmaceutical Retail industry and found that Medplus has gained 35% share in the
domestic market at the retail level, with sales of Rs. 700 crore annually, Medplus growth
prospects are extremely attractive due to introduction of many new and genuine products. In
medicines, the antibiotics are the No. 1 segment in India. In fact there are a lot of antibiotics,
which come under the star segment and 26% of the revenues come from Antibiotics for
Medplus, in fact asthmatics are their main product contribution.

Objectives of Research:-

This case study is related to Medplus Healthcare Limited, a leading Indian

Pharmaceutical firm. Case study is for teaching purpose fit for audience like Management
Graduates & Working Executives in courses related to Merger & Acquisition, Corporate
Strategies, Strategic Management and Strategic Financial Management. Objective of the
study is to provide platform to ponder:

1. What is long term strategy of firm to be global leader?

2. What are the challenges before firm in implementing strategy?

3. Why a mid-sized firm has been acquired in pharma retail chain?

[63]
 Analysis and Interpretation

In this section, analysis of market survey carried out in four different chemist shops of
Medplus located in four different places in South Delhi is recorded and also a
comparative analysis of sales of medicines among these outlets is conducted carefully to
analyze the market position of Medplus in South Delhi.

Along with this survey, a comparative survey of Medplus stores with other nearby chemist
shops which are its competitors has been carried out. Moreover to promote this brand and
thereby increase the sales of Medplus, 15 free health check-up camps have been organized by
Medplus in 15 different locations in Malviya Nagar in South Delhi. In these camps, two kinds
of activities i.e. Diabetics and Blood Pressure level were checked.

Name of four stores of Medplus in South Delhi where intensive as well as extensive
market survey were conducted carefully :

1) Malviya nagar store

2) Satyaniketan store
3) Lajpat nagar store
4) Bhogal store

[64]
Analysis of Average Sales of MedPlus at different locations in South Delhi
A. Analysis of sales of Medplus pharmacy in comparision to its competitors in Malviya
Nagar:

Sl. no. Store Name Amount of sales in avg.( Rs)

1 Narang bros. 40,000
2 Apollo pharmacy 25,000
3 Medplus 18,000
4 Religare wellness 12,000
5 Batra pharmacy 11,500
6 Chawla Chemist 9,000

Pie Diagram of the above table in terms of sales :

Percentage of Sales

8% Narang bros

10%
Apollo
35%

Medplus
10%

Religare

Batra pharmacy
15%
Chawla Chemist
22%

[65]
B) Analysis of sales of Medplus pharmacy in comparision to its competitors in Lajpat
Nagar:

Sl.no. Name of the Store Amount of sales in avg(Rs)

1 Isha madicos 35,000
2 Medplus 15,000
3 Viva pharmacy 8500

Pie Diagram of the above table in terms of sales :

Percentage of Sales

14%

Isha Medicos

Medplus
26%
60%

Viva pharmay

[66]
C. Analysis of sales of Medplus pharmacy in comparision to its competitors in
Satyaniketan store:

Sl. No. Name of store Amount of sales in avg(Rs)

1 Ashok pharmacy 29,000
2 Religare Wellness 22,000
3 Viva pharmacy 15,000
4 Medplus 11,000
5 Pandey chemist 7,500

Pie Diagram of the above table in terms of sales :

Percentage of Sales

Medplus
14%

Ashok pharmacy
Viva pharmacy 38%
19%

Religare wellness
29%

[67]
 Brand Promotional Activities
There are different Promotional tools which are explained briefly as follows:

1. Advertising:

Advertising is any paid form of non-personal communication of ideas or products in

the “prime media”: i.e. televisions, newspapers, magazines, billboard posters, radio,
cinema etc. Advertising is intended to persuade and to inform.

The two basic aspects of advertising are the message(what you want your
communication to say) and the medium(how you get your message across).

2. Direct Marketing:

Direct marketing creates a direct relationship between the customers and business
on an individual basis.

3. Personal Selling:

Personal selling refers to oral communication with potential buyers of a product with
the attention of making a sale. The personal selling may focus initially on developing
a relationship with the potential buyers, but will always ultimately end with an
attempt to “close the sale”.

4. Sales Promotion:

Sales Promotion refers to provision of incentives to the customer or to the

distribution channel to stimulate demand for a product.

5. Public Relations:

Public relation is the communication of a product, brand or business by placing

information about it in the media without paying for the time or media space
directly.

Each of the components of the promotional mix has strengths and weaknesses. There are
several factors that should be taken into account in deciding which, and how much of each
tool to use in a promotional marketing campaign:

[68]
1) Resource availability and the cost of each promotional tool
Advertising (particularly on television and in the national newspapers) can be very
expensive. The overall resource budget for the promotional campaign will often
determine which tools the business can afford to use.
2) Market size and Concentration
If a market size is small and the number of potential buyers is small, then personal
selling may be the most cost-effective promotional tool.
A good example of this would be businesses selling software systems designed for
super market retailers. On the other hand, where markets are geographically
disperse or, where there are substantial numbers of potential customers, advertising
is usually more effective.
3) Customer information needs

Some potential customers need to be provided with detailed, complex information

to help them evaluate a purchase (e.g. buyers of equipment for nuclear power
stations, or health service managers investing in the latest medical technology). In
this situation, personal selling is almost always required often using selling teams
rather than just one individual.

[69]
What we did for brand promotion of MedPlus
First we started market research for collecting the data through questionnaire, in which we asked
several questions to the people. The motive of the research was understanding the awareness of the
people about the medplus pharmacy. After collecting the data we analyzed which pharmacy people
refers to buy medicines and why they prefer that pharmacy.

For brand and sales promotion we visited various places in south Delhi to analyze the market
position and market share of Medplus in compression to its major competitors like Apollo Pharmacy,
Religare Wellness, Batra Pharmacy, Viva pharmacy etc. After that we planned to organize free
health check- up camps through different promotional activities to attract and aware the people of
that particular area about the specific brand Medplus. For that we selected sixteen different
locations in South Delhi for promoting the brand and increasing the sales of Medplus pharmacy.

First of all, in order to organize camp activity in South Delhi, we were given a relatively large locality
named “Malviya Nagar” where MedPlus has a large amount of market share compared to other
localities in South Delhi. We approached and met the Counselor of that area as well as President
(Secretary) of each society to enquiry about the whole location and identify the segmented target of
people in each society. Then we organized sixteen free camps in the sixteen allocated locations in
South Delhi. We organized three camps every week in three different locations and the day before
organizing a camp per location we visited the specific location where the camp is to be held,
searched the whole area, interacted with the people of that locality through a couple of questions
related to the promotion of the brand “MedPlus” and then invited each and every member of that
particular locality by giving pamphlets where details of the camp were clearly mentioned. In each
camp, two kind of activities i.e. measurement of Blood Pressure and level of Diabetes had been
carried out by the qualified Medical Representatives requited by MedPlus.

In adjacent figure, a sample of

One of India’s largest pharmacy chains
Pamphlet format is shown: Over 1100 stores and growing…
FREE HEALTH CHECK UP CAMP
For Diabetic and Blood Pressure
Venue: - E-3/1, opp.to Medplus
store, Malviya Nagar
Date : - 29th June 2012
Time : - 6.30 AM - 9.30 AM

[70]
Some photos of Free Health Check-up camps organized in different locations are shown
below:

[71]
[72]
[73]
Analysis of Data collection of No. of visitors to the respective camps from
different areas of Malviya nagar located in South Delhi:
Sl. No. Name of the locality Date on which the camp No. of visitors
was organized
1 Shivalik A block 26/05/2012 40
2 Malviya nagar store 27/05/2012 68
3 Shivalik B-block 01/06/2012 44
4 Bhagat Singh park 06/06/2012 106
5 Hitesh Mehta Park 08/06/2012 74
6 Tikona park 10/06/2012 61
7 Hauz Rani area 13/06/2012 71
8 Amar Shanti Park 15/06/2012 27
9 D.D.A park 17/06/2012 80
10 Block-13 park 20/06/2012 84
11 Geeta Mandir 24/06/2012 70
12 E-8, E-9 block park 27/06/2012 52
13 E-3/1 Park 29/06/2012 73
14 Pragati park 01/07/2012 66
15 E & L block park 04/07/2012 58

No of visitors
120

100

80

60

40

20

Pie Diagram of the above table in terms of no. of visitors

[74]
INTERPRETATION OF MARKET SHARE OF MEDPLUS
PHARMACY

This part of the project report is about the market share of MedPlus in Various locations in
South Delhi area particularly in Malviya nagar. The market share of different locations is
calculated with help of conducted survey i.e. according to customer’s responses towards their
purchase and knowledge. All the responses given by all the surveyed customers are taken
together and the average of their responses are taken and according to that the market share of
different pharma retail chains along with MedPlus’s share are calculated. The several pharma
retail chains like Apollo pharmacy, Narang Bros and Religare Wellness in this particular
segment, MedPlus’s market share is comparatively low and the reason behind it that the
advertisement doing by the company is very less. Though MedPlus offers genuine and good
quality medicines which are directly distributed to its outlets from the registered
pharmaceutical companies like Ranbaxy, Cipla, GlaxoSmithkline, Abbott Laboratories, P &
G, Dr Reddy's Laboratories, Sun Pharma Industries, Cadila Healthcare etc. In case of pharma
retail chains other than the retail outlets mentioned above, MedPlus company has a good
market share on the basis of his good image. Mainly company focuses on all classes of
customers of a big society that was also observed during study.

[75]
 FINDINGS AND SUGGESTIONS

FINDINGS :

1. MedPlus has third highest market share in the category of various pharma retail chains,
which are considered for study in South Delhi region only.

2. The company is providing superior quality products and more value for money than its
competitors.

3. Sales of MedPlus’s products are more in urban areas than rural areas.

4. Company is not focusing on small customers, which are present in South Delhi interior can
be future customers and still are not tapped by company.

SUGGESTIONS:

1. There is a customer care center and it has to cover a large area, so there is a need for sub-
dealers under the customer care center so that the products can reach to the customers
faster.

2. Company should distribute its catalogue more and more, so that its products are more
informative.

3. The representatives should be given frequent response for solving the problem.

4. If something found wrong or damaged, it should replace frequently. There should be no

delay from company side.

5. Company should quickly replace material, which is unsold for a long time.

6. The number of retailers in South Delhi interior is to be looked with importance as there are
large numbers of small customers but they are still to be tapped.

7. The representatives of the company should give more frequent visits to the places. The
representatives should take the opportunity to have the scheduled visits to the customers.

8. The company should check the unavailability of any medicine from time to time and
immediately order those medicines within a short period of time.

[76]
9. The company should also analyze the bouncing package of medicines and examine and
then reorder the medicines without any delay thereby should try to give maximum customer
satisfaction as customers are the core target of this company for maximizing profits.

[77]
 LIMITATION OF THE STUDY

Following are the limitation of the study:

1. The scope of study is limited to SOUTH DELHI only

2. The study is related to period of May –July 2012

3. Response from the respondents may be different from actual view. Respondents might
not disclose the actual view.

4. Collecting information from people during the working hours was also critical.

5. The retailers do not show any interest in filling the questionnaire because they thought
that it is not beneficial for them.

[78]
 SWOT ANALYSIS

Strengths:

1. Low cost of production.

2. Large pool of installed capacities.

3. Efficient technology for large number of Generics.

4. Large pool of skill technical manpower.

5. Increasing liberalizing of government of government policies.

Weaknesses:

1. Fragmentation of installed capacities.

2. Low technology level of capital goods of this section.

3. Non-availability of major intermediaries for bulk drugs.

4. Very low key R&D.

5. Low share of India in world pharmaceutical production (1.2% of world production but
having 16.1% of world’s population)

6. Very low level of Biotechnology in India and also for New Drug Discovery Systems.

7. Lack of experience in International Trade.

8. Low level of strategic planning for future and also for technology forcasting.

[79]
Opportunities:

1. Aging of the word population

2. Growing income

3. Growing attention for health

4. New diagnoses and new social diseases.

5. Spreading point of market is far away.

6. Net therapy approaches.

7. New delivery system.

8. Spreading attitude for soft medication (OTE drugs.)

9. Spreading use Generic drugs.

10. Globalization

11. Easier international trading

12. New markets are opening.

Threats:

1. Containment of rising health care cost

2. High Cost of discovering new product and fewer discoveries.

3. Stricter registration procedure.

4. High entry cost in newer markets.

5. High cost of sale and marketing.

6. Competition, particularly from generic products.

7. More potential new drugs and more efficient therapies.

[80]
 CONCLUSION

Total sale of MedPlus pharmacy in the South Delhi region:-

(Company sale) 15 lakh/- Average monthly (with the growth rate of 22% annually.)

There can be various ways through which a business organization can achieve success in the
markets. It can be rightly said that it revolves specifically around three parties or more the
triangular linkages or the relationship between these three parties determine the success and
failure of business organization . In the medium to long run, the domestic pharmaceutical
market has increasing prevalence of respiratory segment. The basis of success in any
competitive context can, at the most, elemental level commercial level commercial success
and commercial success can be derived either from accost advantage or a value advantage or
ideally from a combination of both .in other word, the organization with competitive
Advantage tends to be cost leader in the industry or a seller of most differentiated product
amongst all the players .at last the role of supply chain is very important in dharma industry
. Supply chain Manager can provide considerable value to their companies by understanding
the customer delivery requirement .The most important thing is maintaining a good relation
with the doctors & the druggists .By considering these facts, MedPlus should create its
strategies to increase its markets share of the pharma retail segment.

[81]
 Recommendations:

i. The Medical Representatives of MedPlus should visit the doctors more often and
try to convince them to prescribe more genuine and superior medicines as well as
general products distributed by MedPlus pharma retail chain.
ii. The updates of the medicines should be sent to the doctors and the medicine
counters regularly.
iii. It is advisable to maintain a good relationship among the doctors and the
medicine counters.
iv. MedPlus may try to decrease the discount on medicines thereby decreasing the
cost of medicines to get competitive advantage in the pharma retail chain
segment.

[82]
 ANNEXURE

Questionnaire
Customer’s Name :…………………………………………………………………………………………………………

Location / Address :………………………………………………………………………………………………………..

Mobile / Phone No. :…………………………………………………………………………………………………………

Email ID :………………………………………………………………………………………………………….

(1) Do you purchase the medicines from MedPlus Pharmacy Store?

Yes No

(2) Why are you interested in the above retail brand?

Good quality Good service

Network Product price

(3) Do you think that Advertisement affects the sale of medicines?

Yes No

(4) Are you satisfied in which of the following factors?

Discount policy Value plus scheme

(5) Do you think that the amount of discount should be lowered from 10% to 20% in
order to capture majority of market share?

Yes No

(6) Do you personally expect that all types of medicines and other general products
must be available in MedPlus pharmacy store?

Yes No

[83]
 (7) Do the customers face any difficulties to get Medplus products?

Yes No

(8) Do you get updates whenever any change is made to an existing product or a
new product is launched by MedPlus?

Yes No

(9) Does MedPlus provide you recent updates about the company’s offers in your
mobile phones through Messages ?

Yes No

(10) Do you have anything to share/suggest about MedPlus products & services?

Answer:.……………………………………………………………………………………………………………………………
......

…………....................................................................................................................................
......

…………………………………………………………………………………………………………………………………………
…....

(Thanks for your cooperation)

[84]
 Bibliography

Reference books:

(1) Beri G. C., Marketing Research, Fourth Reprint, Tata Mcgraw Hill
Private Limited, 2009.
(2) Kotlar Philip, Marketing Management, Eleventh Edition, Pearsons
Education, 2004.
(3) Retail Management: A Strategic Approach, Tenth Edition, Prentice Hall
(4) Itkar Sachin, Pharmaceutical Management, Vidyabharti Publication

Reference websites:

(1) http://www.medplusindia.com/
(2) http://www.MedplusBeauty.com/
(3) http://www.news.pharma-mkting.com/
(4) http://www.en.wikipedia.org/wiki/Indian pharmaceutical industry/

Name: - Rupak Jyoti Neog

Student ID: - D1113SSISBEPGP10091 (KOL-5-CT-1051)

Section: - SC- 2

[85]