A

PROJECT REPORT

ON
Comparison Between Various Brands Of Insulin Available In Market &
Measuring Retailer Perception About Brands Of Insulin Made By
CADILLA DIABETES CARE LTD.

IN

CADILLA DIABETES CARE LTD

PUNE, MAHARASHTRA

SUBMITTED BY

BIJAYA KUMAR SAMAL

MMM,3RD SEM.
UNIVERSITY OF PUNE

IN PARTIAL FULFILLMENT OF
MASTER DEGREE IN MARKETING MANGEMENT
(2005-2007)

TO

SURYADATTA INSTITUTE OF MANAGEMENT AND INFORMATION

RESEARCH (SIMIR),PUNE-30
MAHARASHTRA
 DECLARATION

I, Bijaya Kumar Samal, a student of SURYADATTA INSTITUTE OF

MANAGEMENT AND INFORMATION RESEARCH, PUNE do hereby
declare that the following documental project report titled “Comparison
between Various Brands of Insulin Available in Market & Measuring
Retailer Perception about Brands of Insulin Made by Cadilla
Diabetics Care Ltd.” At “Cadilla Diabetes Care
Ltd, Pune, Maharashtra, is a genuine work done by me and the content enclosed
has not been submitted for the award of other degree or diploma in the university.

With great pleasure I represent my project and hope that it will become
useful to all its readers.

BIJAYA KUMAR SAMAL

MMM (3rd SEMESTER)
 Acknowledgements
The satisfaction and euphoria that accompany the successful completion of
any task would be incomplete without the mention of the people who made it possible
and constant guidance and encouragement of them heads all efforts with success.

I would take this opportunity to thank my Company Guide, Mr. Rajnish Shah, Area
Business Manager, Pune who guided me through the whole project and also smoothened
most hurdles that I faced during the course of the project.

I am also very thankful to Mrs. Satinder, Sales Manager, Maharashtra and Marketing
Executive for pune Mr.Amit Bansal who has been there throughout the project dealing
with my numerous queries and ensuring that the required be done.

I would like to say thanks the Director of my institute Mr.S.B.Chordia for helping me
in this project work project work. I am also thankful to my project guide Prof. Reena
Dhar help in this project work.

Last but not the least, thanks to all the people who have in some way or other helped
me through the course of the project.

BIJAYA KUMAR SAMAL

MMM (3rd SEMESTER)

EXECUTIVE SUMMARY
 As per the curriculum of MMM I have to do a summer project in an
organization for 50 days. I was appointed by “ Cadilla Diabetes Care Ltd” , Pune
for my project work. The objective of the project was to Comparison between
Various Brands of Insulin Available in Market & Measuring Retailer Perception
about Brands of Insulin Made by Cadilla Diabetics Care Ltd..

I started my project work under the guidance of Area Sales Manager

Mr.Rajnish shah. During the project work I have targeted the retailers covering
the geographical location of pune like Sinhagad Road, Deccan Gymkhana,
Ganesh Khind, Bibewadi, Swargate, Pune station, D.P.road, Koregaon Park. And
collected the required data and asked valuable questions by using formal set of
questionnaire with face to face interaction. I have also collected some data from
various books and websites.

I collected and required data from the respondent with in the specific period
and the analysis and interpretation is carried out under the supervision of the
ASM of the company for pune.

Maximum care was taken during the analysis and interpretation of the
collected data to ensure reliability and accuracy. Various statistical tools, charts
and graph are also used to present the fact in an attractive way. The total project
report is prepared with the help of computer using various applications like MS
Word, Excel etc., which help in preparing the report conveniently and
economically.
 CHAPTER-1

INTRODUCTION

-1-
 1.1 EXPLANATION OF THE TOPIC

Marketing plays the crucial role from planning,selling,to the satisfaction of

consumer. Really marketing is changing from “Selling the product” to “Creating a
customer”. So customer becomes the king of the present globe.
Understanding consumer behavior and knowing customer is never simple. Customer
behavior studies how individuals, groups and organization select,buy,use and dispose of
goods and services ,ideas or experiences to satisfy the needs and desires.
The most important thing is to forecast where customers are moving and to be in front of
them. To know the customer psychology market research is carried out for any existing as
well as new entrants in the field of marketing. It has become a crucial part for any
organization to conduct market survey/.research.
It is usually said that if marketing would be a train, then market research would be the

locomotive. In other words, market research should ideally be the starting point of any

marketing exercise. Conducting any marketing exercise - be it related to pricing,

promotion or distribution of a product or service, without researching the potential

market is as sensible as setting out to sell sand in the Sahara Desert.

Market research provides the answers to all the questions that generally occupy the minds

of marketers, at every stage of the marketing process.

• Will there be a demand for my product or service ?

• What should be the ideal price of my offering - one that ensures that I earn the

maximum profit ?

• Should I place my product only in urban markets or distribute even in the rural

areas ?
 -2-

• What should be the preferable media to promote my offering ?

• Would it be better if I replaced the pale green packets with bright yellow ones ?

• Is the fourfold growth in my sales figures a consequence of our latest television

commercial ?

• How satisfied are our customers with the after sales services we provide ?

• What image comes to the minds of consumers when the hear our company's name

It's really crucial to understand your target market before undertaking any

marketing exercise, unless you don't mind risking your hard-earned money and

precious time on activities that might not get you the results you want.

Simply put, ignoring market research before marketing is synonymous with firing

a shot in a pitch dark room, and still hoping that the bullet hits the bulls eye.

In the insulin market there are a handful of competitors. They are playing in this field
for last long 10 years. So, it is tough for the new entrants to face their challenges. In
order to know the customers reaction about this product as well as getting information
about the competitors and their strategy a market survey was conducted by me.

1.2 REASONS FOR SELECTING THE TOPIC

 As the consumer is the king of current market, I would like to do research on

consumer behavior to gain more knowledge to attract the minds of consumer.

 I want to be part of Cadilla Diabetics Care Ltd.

 -3-

1.3 IMPORTANCE OF THE TOPIC TO THE COMPANY

 Organization can be able to know about its customer demand and can plan
accordingly.

 Organization can know about the target customer by which, organization gives
more emphasis to a particular customer groups.

 Organization can get to know what the real needs of consumers are.
 Organization can get to know its position in the competitive market.

 Organization can be able to know about its competitors.

 CHAPTER-2

INDUSTRY PROFILE
 -5-

2.1 HISTORY OF THE COMPANY

Cadilla pharmaceuticals limited is One of India’s most reputed, Research based,

Tech savvy pharmaceutical companies focusing on areas – Formulations (Human &
Veterinary), New Drug Discovery, Novel Drug Delivery, Active Pharmaceutical
Ingredients, Analytical Research, Phytochemistry, Biotechnology, Plant Tissue Culture,
Biosynthesis, Genetic Engineering, Vaccines, Immunoglobulins – the entire gamut of a
Company. Diversified operations encompass Hospital Disposables & Instrumentation,
Diagnostics, Specialty Chemicals, Softgel, Pharma Machinery, Telecommunications,
Travel & Leisure. Incorporated in 1951 as a quality
pharmaceuticals manufacturer in India,Cadila Pharmaceuticals over the last 53 years
has grown to the size and status of integrated pharmaceutical company. The distilled
wisdom and competence of the group, encompassing over five decades has branched
out into various spheres. We offer services to research-based companies of all sizes in
all major sectors of pharmaceuticals. Our studies are used for registration of products
not only in India but also in Brazil, South Africa and other European countries.

2.2 MILESTONES

Today, Cadila is proud of its achievements —

 State-of-the-art formulations manufacturing facility, built to the exacting

specifications of USFDA, TGA, MCA & MCC.
 One of the best R & D set-ups in the country, manned by a 150-strong scientists'
pool.
 Strong Formulations Development base.
 A host of 'Biotech' products launched, including many 'Firsts in India'.
 World's First manufacturer of Immuvac- a unique Immunomodulator.
 -6-

 USFDA approvals for Fluoxetine & Ethambutol manufacturing facilities.

 ISO 9002 approved Bulk Actives (APIs) manufacturing facility, offering
facilities for contract research.
 Asia's only manufacturer of 'SULFOLANE' (Tetramethylene Sulfone).
 Significant global presence.
 Leadership in Domestic Marketing and Distribution Management.
 Leader in Indian Generics Market.

DIVERSIFICATIONS

As change is the only eternal truth. With keeping pace with the changes Cadilla
pharmaceuticals has diversified its core business of medicine to other business as
follows

 Hospital Disposables including Fiberglass Casting Tape for the first time in India
 Diagnostics
 Laboratory Chemicals
 Pharmaceutical Machinery Manufacturing
 Animal Health Formulations & Feed Supplements
 Agro Business : Plant Tissue Culture and Bio-fertilizers.
 Travel Business
 Strategic Business Alliances with world-leaders

Today, Cadila Pharmaceuticals is all set to create new records, scale greater heights. It
has created new world-class production and R&D facilities, focusing on research, new
process innovations leading to patents, and meeting global standards. The Company
always places the common man at its core – who should be able to access and afford
our medicines anywhere in the world. For us at Cadila, this is the only true benchmark
of excellence, and the only thing that really matters.
 -7-

2.3 VISION AND MISSION OF THE COMPANY

VISION

"Our vision is to be a leading pharmaceutical company in India and to become a

significant global player by the turn of the decade. Our aim, to be a global player, will
lead to the establishment of operations in the key markets of the world, including the
developed countries. We shall seek joint ventures with partners who are major players
in their country or region. We aspire to enrich our people - our driving force, to become
highly competent professionals and technology based. By the turn of this decade, we
shall be amongst the most admired companies in India."

MISSION

"We strive for a happier, healthier tomorrow. We shall provide total customer
satisfaction and achieve leadership in chosen markets, products and services across the
globe, through excellence in technology, based on world-class research and
development.

Our human resources will continue to be the most valuable asset in this pursuit of
leadership and the prime driving force for our growth. We are responsible to the
society. We shall be good corporate citizens and will be driven by high ethical
standards in our practices."

2.4 GEOGRAPHICAL OPERATION

Existing

 CIS – Russia, Ukraine, Latvia, Belarus, Lithuania, Kazakhstan, Georgia, Armenia,

Moldova, Uzbekistan
 Africa – SA, Kenya, Nigeria, Mauritius, Zimbabwe, Zambia, RDC, Cameroon, IVC,
Tanzania, Uganda, Ethiopia, Sudan, Mozambique and Franco fone countries.
 -8-

 South-East Asia/Pacific – Sri Lanka, Thailand, Vietnam, Myanmar, Maldives, Philippines,

Macau, Singapore, Maldives, Fiji, Papua New-Guinea, New Zealand, Australia, Taiwan

 Middle East –Oman, Yemen, Bahrain, Iran, Iraq, Egypt, Syria

 North America – USA, Canada

 Europe – Denmark, Hungary, France Bulgaria

 Latin America – Brazil, West Indies, Dominican Republic, Mexico

 Far East – Japan, South Korea

Future Plans

 Saudi Arabia
 Albania
 Angola
 Chile
 Estonia
 Czech Republic  Venezuela
 Romania  Columbia
 Slovakia  Paraguay
 Slovenia  Hong Kong
 Bosnia  China
 Croatia  Jordan

 Yugoslavia  Lebanon

2.5 INTERNATIONAL BUSINESS

In line with the vision to be significant global player by 2010 A.D., Cadila
Pharmaceuticals is fast emerging as a true Indian multinational.

As part of our strategy, we have wholly owned subsidiaries, joint ventures, strategic
alliances, contract manufacturing, own marketing offices in 4 countries and have
significant presence in over 46 countries across the globe. Our business revolves
around the exports of formulations, bulk actives, hospital disposables, veterinary
formulations and pharmaceutical machinery manufacturing.

Besides a significant presence in the Americas, CIS Countries, Africa, Central and
South-East Asia, Oceanic Countries, Japan, Middle East and Europe, the company has
 offices in USA, Japan, Kenya, Nigeria, Russia, Kazakhstan and Ukraine. The
International SBU plans to expand operations to more than 100 countries by 2010.

-9-

Alliances exist with regional majors in the form of International marketing, joint
ventures and contract manufacturing. More such collaborations are underway to
expand supply chain network and facilitate extensive market coverage. An ultra-
modern formulations manufacturing facility conforming to the exacting standards of
WHO-GMP, USFDA, MHRA-UK, MCC-South Africa, TGA-Australia, ANVISA-
Brazil, EU GMP, ISO 9002 and Japanese GMP is a value-addition to the International
SBU in flexing its muscles in the overseas arena. This SBU has been honored with the
Chemexcil Award, 2000-01 and Niryat Shree Award from FIEO, for the year 2001-02.

With its basic philosophy of giving the best to the world at an affordable price, Cadila
Pharmaceuticals continues to make a difference in the lives of millions, while carving a
niche for Indian Pharmaceuticals exports, globally

2.6 MANUFACTURING EXCELLENCE

Pursuant to its corporate philosophy of striving for continuous improvement and

betterment, the Company has re-located its manufacturing operations at the state-of-the-
art plant at Dholka, located 50 km from Ahmedabad, the commercial capital of Gujarat.
Spread over 44 acres of verdant, picturesque surroundings, amidst lush green lawns and
thick foliage, the new locale is the most envied pharmaceutical installation in the Asian
sub-continent.

Truly unique in every sense of the term, the Plant’s standards and facilities can match any
other, worldwide. Seven ‘zones of cleanliness’ have been defined and adhered to, as per
the 1997 GMP guidelines of the European Union. Some of the salient features of the
design concepts:

 No wood or asbestos component.

 Each zone has separate AHUs (Air Handling Units), dehumidification unit and
dust extraction systems.

-10-

 Segregation of every critical processing activity in each zone, to avoid cross-

contamination.
 Respective zones, areas and even uniforms marked with specific colours of the
rainbow (‘Indradhanush’ in the vernacular), to ensure total segregation.
 Air environment conditioned in each area with respect to temperature, humidity,
filtration, particle counts, etc.
 Conformation of each processing stage with US Federal Standard 209E class of
cleanliness; viz. 100, 1,000, 10,000, 100,000 with respect to room air changes,
pressure, particle count, flow direction etc.
 Zero-discharge Effluent Treatment Plant constructed using technology from
Advent Integrated System, USA.
 Environment-friendly VAHP chillers.
 Rigvent heat extraction devices and Natural Skylit system in raw material,
packing material and finished good stores.
 Isolated and dedicated production facilities for B-Lactum and Cephalosporin
dosage forms.

The complex also houses its own full-fledged R&D center, set up at a cost of Rs. 200
million.
The Plant is equipped with modern high-speed machines and integrated packaging lines
to be cost efficient. Extensive use of non-fill devices, collators, Brevetti visual inspection
machines, multi-station tablet presses, FFS machines, high speed vial/ampoule
filler/sealers are some of the examples.The plant—with high capacities and scope for
future expansion—is capable of manufacturing all dosage forms viz. Tablets, Capsules,
Liquid Orals, Dry Syrups, Aseptic Liquid and Solid preparations, Sachets etc.

-11-

2.7 MARKETING OF THE COMPANY

The Company's marketing strength lies in a thorough market watch and study of health
conditions the world over. By timely launch of new, technologically advanced molecules, Cadila’s
strategic perceptions have consistently given the organization a distinct edge over the
competition.

Today CPL’s products are available across the country, even in remote pockets, serviced by 25
C&S agents, 1900 wholesalers, 2, 37318 pharmacies and a field force of over 1,300 employees.

The Company's consistent efforts in brand building have resulted in Cadila Pharmaceuticals'
being one of the most reputable names with the medical fraternity and among patients.

MARKETING OF THE DIABETES DIVISION

CPL has a dedicated Diabetology Portfolio.

Named “Pharma Diabetology” with the theme “Sweetness of Living”, this cell offers primarily a
basic product basket comprising Oral antidiabetics, viz. Sulphonylureas, Biguanides, Combination
drugs and Insulins.CPL has already entered into a technology transfer agreement for Insulin with
M/S. Polfa Tarchomin, Poland. Polfa markets insulins since 1924 and offers Insulins in various
Pharmacokinetic forms such as Chromatographically Purified and Highly Purified preparations.

CPL intends to create a distinct identity in the Indian Diabetic care market by promoting the theme
of “Sweetness of Living” through unique customer friendly promotional strategies.
 -12-

2.8 ORGANIZATION STRUCTURE OF CADILLA DIABETES CARE LTD.

VICE PRESIDENT

DGM

SM SM SM

ABM ABM ABM

ABM ABM ABM ABM

ME ME ME ME
ME ME ME ME ME ME
 -13-

2.9 QUALITY CONTROL

If one were to seek out a single word that embodies the spirit of the company, it is
apparent right from the moment you step into the premises, in the numerous facets
ingrained and internalized into the company’s ethos.
The slogan “Cadila for Quality” that was deeply etched into every logo of the
Company, and subsequently into the minds of millions, is adhered to with utmost
dedication as it was years ago. A special Quality Management Division spearheads the
concept of Total Quality Management, an integration of all functions with built-in
quality.

2.10 R&D

Spread over 45,000 Sq. ft. area, Cadila’ R & D facilities, recognized by the Department
of Science & Technology, Government of India, are manned by a 150-strong scientists’
pool.

A centralized Quality Control & Analytical

Research Laboratory has been set up to meet the
domestic and international quality standards. The
Company has expanded operations by building
further on already existing set-up by investing in
new premises, to include modern, state-of-the-art
amenities.
One of the few companies in the country carrying
out collaborative research, Cadila Pharmaceuticals
taps the best scientific talent in the country and has
collaborations with more than 30 leading R&D
centers in India.

CHAPTER-3

SCOPE OF THE PROJECT

 -15-

3.1 RESEARCH OBJECTIVES

It includes following two objectives

 Primary objective
 Secondary objective

Primary Objectives

 To study the retailer perception about the brands of insulin made by

Cadilla Diabetes Care .
 To study the competitors position in the insulin market .
 To have a good experience of Pharma market.

Secondary Objectives

 To know about how many consumers aware about brands of insulin made
by Cadilla Diabetes care.
 To impart a good impression with the staff members.
 -16-

3.2 PRODUCTS OF CADILLA DIABETES CARE LTD.

 HUMSTARD 30/70(Premixed Human Insulin)

 HUMARAP(Soluble Human Insulin)
 HUMANEXT-N(Human Insulin NPH)
 INSUMET SR 500
 INSUMET SR 1000

3.3 PLACE

Cadilla Diabetes care Ltd is working at 3 zones i.e. South Zone, Western zone, North
Zone. The reason for not selecting the eastern region is that according to ORG-MARG
report the no. of diabetes patients in eastern zones are very low. And spending business
over there will not be beneficial for a new entrant like Cadilla so it has not spread its
business over there.

3.4 PROMOTION

In order to make presence its products among Doctors and patients various
promotional activities like Diabetes detection camps, patient education programs,
publishing of magazine called as “SUBAH” which gives details about the symptoms of
disease, cares to be taken. Free vial for Juvenile patients, door step delivery with
keeping in mind the cold chain maintenance.

CHAPTER-4

RESEARCH METHODOLOGY
 -18-

4.1 RESEARCH DESIGN

A Research design is the arrangement of conditions for collection and analysis of

data in manner that aims to combine relevance to the research purpose with economy in
procedure. Research design includes the following.

Descriptive studies and among the descriptive studies mainly survey method is used.

Two surveys are made.

1. To aware the retailer about brands of insulin made by cedilla diabetes care ltd.
2. To know the retailer perception about brands of insulin available in market.

4.2 SAMPLING DESIGN

Sample is designed by taking consideration of around 150 respondents

The respondents are chosen according to the following parameters.

 Area group
 Occupation

4.3 TIME PERIOD OF STUDY

 The time period of the study was for 50 days.

-19-

4.4 SAMPLING AREA

The area where sampling was done is

• Sinhagad Road.
• Bibewadi
• Hadapsar
• Pune station
• Koregaon park
• Deccan gym khana

4.5 DATA COLLECTION

For carrying out the study, following two sources of data collection is used.

 Primary data
 Secondary data

Primary data are collected from the following sources

 Questionnaire method
 Interview method
 These methods are used with customers to acquire the real information, which is
current and effective, and it helps a lot in the planning and selling.

4.6 SECONDARY DATA ARE COLLECTED FROM THE FOLLOWING SOURCES.

 References
 Readymade data
 Booklets

-20-

 Internet
 Seminars
 News paper & magazines

4.7 DESIGNING OF QUESTIONNNAIRE

A questionnaire is the most common research instrument. A research

instrument should avoid bias and also develop a device, which will facilitate
effective communication. The questionnaire that the researcher used contatined the
total of 7 questions for collecting relevant and required facts and opinions from the
respondents. While preparing the questionnaire, almost all attention for retailers was
given. The questionnaire includes open-ended questions and proper care was taken
to minimize ambiguity.

In order to get the information through questionnaire, personal interview method is

adopted as it helped both purpose of getting the information and some vital
additional information with the respondents expressed while to researcher.

4.8 RESEARCH LIMITATIONS

 The retailer some often does not provide actual information required for the
project work.
 I had very less time to do research, that is the reason why I could not get
more information about consumer perception about
 I had done research upon a small number of respondents, which may not be
forming ideal sample size.

CHAPTER-5

DATA ANALYSIS AND DATA INTERPRETATION

 -22-

Analysis has been done through the following steps.

 Preparing and organizing the raw data.

 Summarizing the data contained in the categories.
 Determining whether significant differences exist between categories.
 Explaining why difference exists.
 Making recommendations.

In the present study data was stored and tabulated in both absolute numbers as well
as percentages and presented in bivariate and multivariate data to obtain more
meaningful conclusions.
 -23-

Q.AWARENESS OF RETAILER ABOUT THE BRANDS OF INSULIN MADE BY

CADILLA DIABETES CARE LTD.

Quarrel you aware about the brands of insulin made by Cadilla diabetes care ltd.

Yes No

TABLE

AWARENESS NO.OF RETAILERS PERCENTAGE

SAYING YES 125 83.33
SAYING NO 25 16.66
TOTAL 150 100

GRAPH
 AWARENES ABOUT THE BRAND

140
120
100
80 SAYING YES
60 SAYING NO
40
20
0
NO.OF PERCENTAGE
RETAILERS

INTERPRETATION

From the above graph we can conclude that most of the retailers are aware about the
brands of insulin made by Cadilla Diabetes Care ltd.

-24-

2.VARIOUS BRANDS OF INSULIN AVAILABLE AT RETAILERS

COUNTER

TABLE

NAME OF BRANDS OF PERCENTAGE OF RETAILERS STOCKING

INSULIN THESE
HUMAN MIXTARD 66.66
HUMAN ACTRAPID 66.66
HUMAN INSULIN 60
WOSULIN 26.66
INSUCARE 15
HUMSTARD 30/70 53
HUMAN MIXTAT 20

GRAPH
 BRANDS OF INSULIN AV AILABLE
AT RETAILERS COUNTER

PERCE 70
NTAGE 60
OF 50
RETAIL 40
ERS 30 Series2
STOCKI 20 Series1
NG 10
THESE
0
1 2 3 4 5 6 7
INSULINS

-25-

INTERPRETTATION

From the previous graph we came to know that the Brand of Insulin i.e. Human
Mixtard and Human actrapid made by Novo Nordisk has a good presence over the
retailers counter followed by Human Insulin made by Elililly having a percentage of 60.
While Cadilla brand i.e. Humstard 30/70 has a percentage of 53. The other brands like
tousling made by Wockhardt, insuacare made by Ranbaxy, Humamixtat made by USV
has a low percentage of presence at retailers counter.
 -26-

3.PRICE OF BRANDS OF INSULIN AVAILABLE IN MARKET

TABLE

PRICE RANGE NO.OF BRANDS PERCENTAGE

110-130 3 37.5
130-150 2 25
150-170 2 25
170 &above 1 12.5

GRAPH
 PRICE OF VARIOUS BRANDS
No.&PERCENTAGE 37.5
40
30 25 25
Series1
20 12.5
10 3 2 2 1 Series2
0
110-130 130-150 150-170 170 and
above
PRICE

INTERPRETATION

From the above graph we concluded that 3 brands having a percentage of 37.5 falls
under the price range of 110-130. Cadilla brands of insulin falls under this category.
Other brands of insulin available in the market fall under the price range of 130-150 and
150-170. There is one brand of insulin i.e. Novo Rapid “Flex pen” made by Novo
Nordisk has the highest price range of Rs. 525.

-27-

Q.NO.OF VIALS SOLD PER MONTH

TABLE

VIALS RANGE NO OF RETAILERS PERCENTAGE

0-10 56 37.33
10-20 24 16
20-30 19 12.66
30-40 23 15.33
40 & above 28 18.66

GRAPH
 VIALS RANGE

60 56

50
37.33
40
28 Series1
No.S

30 24 23
19 18.66 Series2
20 16 15.33
12.66
10
0
0-10 10-20 20-30 30-40 40 &
above
RANGE

INTERPRETATION:

From the above graph we can conclude that the no. of retailers selling vials range 0-
10 are maximum and also retailers selling higher range 0f 40 and above have also a
good portion in the survey.

-28-

Q. REASONS FOR HIGH SALES OF BRANDS

TABLE

REASONS PERECNTAGE OF RETAILERS

PRICE 40
PROMOTION 60
AVAILABILITY 60

GRAPH
 REASONS OF HIGH SALES

70
60
PERCENTAGE OF
RESPONDENTS

50
40
Series1
30
20
10
0
PRICE PROMOTION AVAILABILITY
FACTORS

INTERPRETATION

From the above graph it is concluded that out of various factors of popularity
promotion and availability plays a major role. While price has a little effect on
popularity. Because as these are life saving drugs the price factor doesn’t affect its high
sales.

-29-

Q. POSSIBILTY OF BRAND SWITCHING BY RETAILER

TABLE

RESPONDENTS NO PERCENTAGE
SAYING YES 90 60
SAYING NO 60 40

GRAPH
 BRAND SWITCHING BY RETAILER

100 90
NO.S WITH PERCENTAGE

80
60 60
60 SAYING YES
40
40 SAYING NO

20

0
1 2
RESPONSE

INTERPRETATION

From the above graph it is concluded that a good portion of retailers are able to
convert the patients of other brands of insulin with brands of insulin made by Cadilla
Diabetes care if possible.
 CHAPTER-6

FINDINGS AND SUGGESTIONS

-31-

6.1 FINDINGS

From the project we can conclude various findings and suggestions . There is an
awareness about the brands of insulin made by Cadilla diabetes care among the retailers.
In the price range it is also at rock bottom so, it can easily be popularized among the
patients if price be calculated as a factor of its market position. The promotional
activities carried out by Cadilla diabetes care ltd are a good step to establish it as a brand
in the market. The availability of various brands at retailer depends upon the
profitability of retailer .

-32-

6.2 SUGGESTIONS

From the following suggestions are carried out:

 Company has to undertake aggressive marketing activities.

 The promotional activities to be carried out intensively.
 Company should try to reach extensively all over the geographical area.
 Company should do time to time market research to know present market share.
 Company should enter in this niche market to increase total market share as well
as to avoid the future competition.
CHAPTER-7

CONCLUSION

-34-

CONCLUSION
 The major findings or conclusion of the project is that though a good half of retailers
are aware about the brands but it needs an aggressive marketing strategy to reach all the
retailer counter.
The promotional activities carried out at present can be done intensively to build a
strong brand image among doctors, patients, retailers.
 CHAPTER-8

LIMITATIONS

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LIMITATIONS

The limitations of the research project are as follows:-

 The main limitation was the time as the project duration limited to 50 days.
 Although great care is taken to ensure accuracy, there is possibility of human error
and biased information provided by the sample that is assumed to be true.
 Few respondents were recusant while answering the questions due to their busy
schedule.
 While filling the questionnaire sometimes the respondents could not produce
100% accurate information because of their personal limitation.
 In some of the cases, the retailers are not available all the time, so the employee
appointed by them didn’t give actual results.
 Some of the respondents are scared to give answering the questions as why the
researcher has to know ass these questions.
 Respondents were questioning authenticity of research person.

CONTENTS
CHAPTER-1 - INTRODUCTION ………………. 1-3

1.1- EXPLANATION OF THE TOPIC

 1.2- REASONS FOR SELECTING THE TOPIC
1.3- IMPORTANCE OF THE TOPIC TO THE COMPANY

Chapter-2 - INDUSTRY PROFILE……………… 5-13

HISTORY OF THE COMPANY

MILESTONES
VISION AND MISSION OF THE COMPANY
GEOGRAPHICAL EXCELLENCE
INTTERNATIONAL BUSINESS
MANUFACTURING EXCELLENCE
MARKETING DIVISION OF THE COMPANY
ORGANIZATION STRUCTURE OF THE COMPANY
QUALITY CONTROL
RESEARCH AND DEVELOPMENT

CHAPTER-3 - SCOPE OF THE PROJECT………………. 15-16

3.1 RESEARCH OBJECTIVE
3.2 PRODUCT SCOPE
3.3 PLACE SCOPE
3.4 PROMOTION SCOPE

CHAPTER-4 – RESEARCH METHODOLOGIES……….. 18-20

4.1 RESEARCH DESIGN

4.2 SAMPLING DESIGN
4.3 TIME PERIOD
4.4 SAMPLING AREA
4.5 DATA COLLECTION
4.6 SECONDARY DATA SOURCE
4.7 DESIGNING QUESTIONNAIRE
4.8 RESEARCH LIMITATION

CHAPTER-5 – DATA ANALYSIS AND DATA INTERPRETATION… 22-29

CHAPER-6 – FINDINGS AND SUGGESTIONS………. 31-32

CHAPTER-7 – CONCLUSION …………………………. 34

CHAPTER-8 – LIMITATION…………………………….. 36

CHAPTER-9 - BIBLIOGRAPHY…………………………… 37

CHAPTER-10 - ANNEXTURE ……………………………….. 39-40

CHAPTER-9
 BIBLIOGRAPHY

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BIBLIOGRAPHY
Reference Books:-
 Marketing management(11th Edition)
By Philip Kotler
 Research Methodology
By C.R.Kothari
 Marketing Management(3rd Edition)
By V S Ramaswamy and S NamaKumari

Websites:
 www.cadilapharma.com
 www.google.com
 CHAPTER-10

ANNEXTURE

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QUESTIONNAIRE

Name of the chemist

Contact no

Address of the Chemist

 1. Are you aware about the brands of insulin made by cadilla .

Yes no

2. name of the brands of insulin available with you

a b

c d

3. Name of the companies marketing these brands?

a b

c d

4. Price of these brands

a b

c d

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5.No.of Vials selling per month

6.Reason for high sales of theses brands

Price
Promotion

Availability

7.If possible will you substitute brands of other insulin with brands of insulin
made by cadilla?

Yes No