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Introduction
:
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INRODUCTION
Ranbaxy Laboratories Ltd. Is the largest pharmaceutical company in India, and one
of the world’s top 100 pharmaceutical companies. It is an integrated, research based
international pharmaceutical company, producing a wide range of quality, affordable
generic medicines trusted by healthcare professionals and patients across
geographic. It is ranked amongst the top ten generic companies worldwide. The
companies has world-class manufacturing facilities in 9 countries on ground
presence in 49 countries and its products available in over 125 countries across the
globe.
Ranbaxy was incorporated in 1961 and went public in 1973. For the twelve month
ended dec, 31, 2007 the companies global sales were at US $ 1340 mn. Overseas
markets accounted for around 80% of global sales. The company’s largest market
USA with the sales of US $ 380 mn. While Europe and BRICS (Brazil, Russia, India,
China, South Africa) countries contributed US $ 194 mn. And US $477 mn. to global
sales.
Ranbaxy laboratories has reported highest ever growth of 9.5% in prescription drugs
segment during the period July august 2006 against the industries negative growth
of1.3%.Ranbaxy has been ranked third in terms of growth and market share after
Glaxo Smith Kline and Cipla. Ranbaxy has five marketing arms of these
Rexcel,Main pharma and Solus have shown a growth of 19.7%,16.5% and 6.1%.
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RESEARCH METHODOLOGY
RESEARCH OBJECTIVE
Objective:
To know the channel of distribution and how product fulfill the demand of
the consumer
RESEARCH DESIGN
2. Data Collection:
To nullify the error in sampling we divided the city of Sambalpur and Rourkela
into 5 areas and the sample elements were gathered uniformly from each
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area. This gave a preliminary idea on the customer satisfaction and how the
product distributes and its marketing.
DATA ANALYSIS:
The data were analyzed through simple cross tabulation and unvaried
techniques. Visual displays of the data were done through pie charts and histograms
LIMITATION:
The sample size taken for the analysis may not represent the whole
population.
An in-depth study would require more time, thus due to time constraint
the result may have been affected.
SCOPE:
The survey was conducted on 300 respondents.
4
Your partners in care
Corporate Profile of
RANBAXY:
5
CORPORATE PROFILE OF
Ranbaxy Laboratories Ltd. is the largest pharmaceutical company in India, and one
of the world's top 100 pharmaceutical companies. Long a specialist in the
preparation of generic drugs, Ranbaxy is also one of the world's top 10 in that
pharmaceutical category as well. Yet, with India's agreement to apply international
patent law at the beginning of 2005, Ranbaxy has begun converting itself into a full-
fledged research-based pharmaceutical company. A major part of this effort has
been the establishment of the company's own research and development center,
which has enabled the company to begin to enter the new chemical entities (NCE)
and novel drug delivery systems (NDDS) markets. In the mid-2000s, the company
had a number of NCEs in progress, and had already launched its first NDDS product,
a single daily dosage formulation of ciprofloxacin.
Ranbaxy's other major markets include Brazil, Russia, and China, as well as India,
which together added 26 percent to the group's sales. Ranbaxy posted revenues of
$1.18 billion in 2004. The company, which remains controlled and led by the
founding Singh family, is listed on the National Stock Exchange of India in Mumbai.
6
Key Geographies of
RANBAXY
USA:
Our largest market
EUROPE:
Presence in 23 of 27 EU countries
BRICS:
Emerging markets
7
Introduced the first product in 1998
Robust Product Flow -a cumulative basket of 197 ANDAs with 121 approvals.
10 product filings under U.S. President’s Emergency Plan For Aids Relief
(PEPFAR) in 2005 with 3 Tentative approvals under PEPFAR in 2005
Germany:
UK:
Sales of US $ 35 Mn (2006)
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Day 1 launch of Ondansetron
France:
EBITA positive
Brazil:
Sales of US $ 27 Mn (2006)
Sales in Russia US $ 65 Mn
China:
Sales of US $ 13 Mn (2006)
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Change in business model to increase hospital reach
South Africa:
Sales of US $ 24 Mn
Acquisition of BE TABS
INDIA:
10
construction of a new state-of-the-art manufacturing wing, which, completed that
year, gained FDA approval.
This new facility enabled Ranbaxy to step up its presence in the United States, and
in 1998 the company began marketing its generic products under its own brand
name. That year, in addition, the company filed an application to begin Phase I
clinical testing on its first in-house developed NCE. The following year, the
company's NDDS efforts paid off as well, when Bayer acquired the rights to market
Ranbaxy's single daily-dosage ciprofloxacin formulation.
Company Perspectives:
The Endeavour at Ranbaxy is to provide value. Value through pioneering work,
research & development and quality pharmaceuticals across the globe.Ranbaxy
keeps alive this endeavour as it steps into the new millennium, and reaffirms its
commitment to the environment, the people and a healthier future.
Parvinder Singh died in 1999 and longtime righthand man D.S. Brar took over as
company leader, naming family outsider Brian Tempest as company president. The
new management team continued Singh's expansion strategy, opening a new
manufacturing plant in Vietnam in 2001
Ranbaxy also sought new alliances, and in 2003 the company reached a global drug
discovery and development partnership with GlaxoSmithKline. That agreement
called for Glaxo to handle the later-stage development process for Ranbaxy created
molecules. The company's international expansion also took a major step forward at
the end of 2002, when it agreed to acquire RPG (Aventis) in France, that country's
leading generic drugs producer.
Ranbaxy's sales had by then topped the $1 billion mark, placing the company not
only as the leader in India's pharmaceuticals industry, but also among the ranks of
the world's top 100 pharmaceuticals companies. Ranbaxy also boasted a place
among the world's top ten generic drugs producers. In addition, the company had
advanced a growing number of its own NCE and NDDS molecules into clinical
testing. The company's transition into research-based product development was
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seen as crucial as India announced its intention to enforce international drug patents
at the beginning of 2005.
Ranbaxy appeared prepared to meet this challenge, however, and confidently set its
sights on boosting its annual sales past $2 billion by 2007 and to more than $5 billion
by the beginning of the next decade. International growth remained an essential part
of that strategy. The company began negotiations for a major acquisition in Germany
at the end of 2004, which was expected to be completed in 2005. The company also
launched construction of a new $100 million production facility in Brazil. Meanwhile,
Ranbaxy continued to increase its research and development budget, with the goal
of generating as much as 40 percent of its revenues from its in-house innovations by
the 2010s. Ranbaxy expected to remain India's drug leader into the new century.
The company will focus on increasing its momentum in generics business in its key
markets of US, Europe,BRICS and Japan through organic and inorganic routes,
Ranbaxy Endeavour is to be a leader in the generic space and also to build a strong
proprietary prescriptions business based o n company’s NCE (New Chemical Entity)
research outcomes.
Board of Directors
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Audit Shareholder
Grievance/Transfer
Committees of the Board
Science Compensation
Management
Board of Directors
At the helm of the entire operations is the experience and able direction of the people
who make it all happen. Ranbaxy acknowledges their inspiring stewardship and
indefatigable work.
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Mission and values of RANBAXY :
MISSION:
To become a research based international pharmaceutical company.
VALUES:
Achieving customer satisfaction is fundamental to our business
DIVISIONS OF RANBAXY:
Ranbaxy operates in INDIA, through these marketing arms such as:
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SOLUS: Established in 1995 .solus focuses in the Central Nervous
System Market. .
Solus pharmaceuticals commenced its operation in October 1995, with the strategic
intent of becoming a focused specialty CNS company. The company deployed
differentiated business practices in order to create a separate niche in the minds of
the customers and aimed to achieve operational excellence in the areas of customer
identification, communication skill, and campaign implementation. The initial
objectives of the company were achieved through its differentiated processes, in line
with the philosophy of being a prescription driven company.
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value added dosage forms for better compliance, a specific concern for the relevant
patient class.
16
SL NO BRAND NAME GENERIC NAME THERAPEUTIC
SEGMENT
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18
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HAVE A SEIZURE FREE DAY IN EPILEPSY
Facilitates overnight switch
Established efficiency and safety (effective and well tolerated in refectory
bipolar disorder and schizoaffective disorder).
Significantly fewer side effects.
Also available SEL ZIC 150/300/600 mg tablet
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THE FIRST CHOICE IN ANTI-DEPRESSANT
21
COMPETITORS:
RPG Enterprises;
Cipla Ltd.;
Sun pharma
Nicholas piramal
Zydus pharma
22
Your partners in care
Pharmaceutical
Marketing:
23
INDIAN PHARMACEUTICAL MARKET:
India region recorded sales of Rs 9130 mn. (US $ 202 mn.) during 2004, reflecting a
growth of 7.5%, while generating a 4.28% market share.(excluding OTC brand)
In The area of Novel Drug Delivery System (NDDS) products, which offer value-
added differentiation over conventional products, the company further consolidated
its position. The company’s share with in the NDDS products market was 7.9% in
2004. NDDS products now contribute 6.2% to internal sales of the India operation,
with a futuristic approach. India operation have started focusing on marketing of
‘biological’ formulations such as verorab (robies vaccine) and vaxigrip (fluvaccine)
which require competencies to propagate the newer concepts in the market place.
During the year, more than 2000 interface programs with doctors were conducted.
These included symposia and Continuos Medical Education (CME) programs around
20 clinical papers were also published in various scientific journals.
The year also witnesed the successful launch of premium molecules in the acute
and chronic segment, eight of the company’s brands featured at various points of
time amongst the list of top 30 new introduction in the markets, calculated over a 12
month period,viz.,
Etrobax Tablets (Etroricoxib)
Refzil O Tablets (Cefprozil)
Riconia G Softgel (Ginseng)
Cilenem Injection (Imipenem+Cilastatin)
Rosuvas Tablets (Rosuvastatin)
Minzo Capsules (Minocycline)
Desval ER Tablets (Divalporex)
AMX Capsules (Amoxycillin) and
Forzest Tablets (Tadalafil)
The Indian Regoin demonstrated strong brand building capabilities, with as many as
6 brands (Sporidex,Revital, Mox,Cifran,Volini and Storvas) featuring in the top 100
brands list of the Indian pharmaceutical industry.
The Indian region was perceived as the ‘Best-in-class’ by customers, as it topped the
List of companies both Indian and multinational in terms of corporate Image.
(Source: Ac Nielsen, ORG MARG Report, June 2004)
During 2004, with an eye on the future, the region undertook several initiatives to
gain a better understanding of the challenges of tomorrow.
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PHARMACEUTICAL MARKETING:
History
The marketing of medication has a long history. The sale of miracle cures, many with
little real potency, has always been common. Marketing of legitimate non-
prescription medications, such as pain relievers or allergy medicine, has also long
been practiced. Mass marketing of prescription medications was rare until recently,
however. It was long believed that since doctors made the selection of drugs, mass
marketing was a waste of resources; specific ads targeting the medical profession
were thought to be cheaper and just as effective. This would involve ads in
professional journals and visits by sales staff to doctor’s offices and hospitals. An
important part of these efforts was marketing to medical students.
There are a number of firms that specialize in data and analytics for pharmaceutical
marketing.
Individual research
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the form of medical journal article reprints, often delivered by sales representatives
at their place of employment or at conference exhibitions.
Currently, there are approximately 100,000 pharmaceutical sales reps in the United
States pursuing some 830,000 pharmaceutical prescribes. A pharmaceutical
representative will often try to see a given physician every few weeks.
Representatives often have a call list of about 200 physicians with 120 targets that
should be visited in 4-6 week cycles.
Because of the large size of the pharmaceutical sales force, the organization,
management, and measurement of effectiveness of the sales force are significant
business challenges. Management tasks are usually broken down into the areas of
physician targeting, sales force size and structure, sales force optimization, call
planning, and sales forces effectiveness.
Physician targeting:
Data for drugs prescribed in a hospital are not usually available at the physician
level. Advanced analytic techniques are used to value physicians in a hospital
setting.
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Sales force size and structure
Marketers must decide on the appropriate size of a sales force needed to sell a
particular portfolio of drugs to the target universe. Design the optimal reach (how
many physicians to see) and frequency (how often to see them) for each individual
Physician. Decide how many sales representatives to devote to office and group
practice and how many to devote to hospital accounts.
Patients:
Since the 1980s, new methods of marketing prescription drugs to consumers have
become important. Patients are far less deferential to doctors and will inquire about,
or even demand to receive, a medication they have seen advertised on television. In
the United States, recent years have seen an increase in mass media
advertisements for pharmaceuticals. Expenditures on direct-to-consumer (DTC
pharmaceutical advertising) have more than quintupled in the last seven years since
the FDA changed the guidelines, from $700 million in 1997 to more than $4 billion in
2004.
Public and private insurers affect the writing of prescriptions by physicians through
formularies that restrict the number and types of drugs that the insurer will cover. Not
only can the insurer affect drug sales by including or excluding a particular drug from
a formulary, they can affect sales by tiring, or placing bureaucratic hurdles to
prescribing certain drugs. In January 2006, the U.S. instituted a new public
prescription drug plan through its Medicare program. Known as Medicare Part D, this
program engages private insurers to negotiate with pharmaceutical companies for
the placement of drugs on tiered formularies..
Controversy:
• The mass marketing to consumers of pharmaceuticals is controversial. It is
banned in every western country except the US and New Zealand, which is
considering a ban. Some feel it is better to leave the decision wholly in the
hands of medical professionals; others feel that consumer education and
participation in health is useful, but consumers need independent,
comparative information about drugs (not promotional information). For these
reasons, most countries impose limits on pharmaceutical mass marketing that
are not placed on the marketing of other products. In some areas it is required
that ads for drugs include a list of possible side effects, so that consumers are
informed of both facets of a medicine. Canada's limitations on pharmaceutical
advertising ensure that commercials that mention the name of a product
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cannot in any way describe what it does. Commercials that mention a medical
problem cannot also mention the name of the product for sale; at most, they
Among the pharmaceutical companies in India, Ranbaxy has the largest Research
and Development budget with an spend of over 7% of sales. The company plans to
progressively increase its investment in Research and Development in coming year.
Ranbaxy also has a global alliance in the area of drug discovery and development
with Glaxosmith Kline PIC, presently two research programs have been initiated
which are progressing well.
28
Multiple Collaborative Research Programs
Anti-Malarial
Drug Development
Cipro OD Technology
Out licensed
29
Research and Development Spend from 7% of global sales
is targeted to go up to 9.10% by 2007.
The marketing strategy for Central Nervous System brand is driven by intensive
focus on Serlift to ensure continued market leadership and dominance, successful
launch of Syprena and Sobrium to strengthen our presence in the Anti-psychotic and
hypnotic market, and sharper focus on the neurology segment, Relationship
management initiatives that have been crystallized during this year have contributed
significantly to the growth in Central Nervous System business, and will be
strengthened further through several activities described in the brand plan.
Simultaneously, medico marketing will form an important component of the media
plan for the Central Nervous System brand.
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CUSTOMER VALUE:
Marketing Involves satisfying consumers needs and wants .The task of any business
is to deliver customer value at a profit. In a competitive economy with increasingly
rational buyers faced with abundant choices, a company can win only by fine –tuning
the value delivery process and choosing, providing and communicating superior
value.
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in evaluating, obtaining, using and disposing of the given market offering, including
monetary, time, energy, and psychic costs.
Customer perceived value is thus based on the difference between what the
customer gets and what he or she gives for different possible choices. The customer
gets benefit and assumes costs. The marketer can increase the value of the
customer offering by some combination of raising functional or emotional benefit and
reducing one or more of the various types of costs.
In traditional view of marketing is that the firm makes something and then sells it.
but in new era, the company knows what to make and the market will buy enough
units to produce profits. Companies that subscribe to this view have the best chance
of succeeding in economies marked by goods shortages where consumers are not
fussy about quality, features and style.
The traditional view of business process, however, will not work in economies where
people face abundant choices. There are the mass market is actually splintering into
numerous micro markets, each with own wants, perceptions, preferences and buying
criteria.
The smart competitor must design and deliver offerings for well-defined target
markets. The process consists of three parts .The first phase, choosing the value,
represents the homework marketing must do before any product exits. The
marketing staff must segment the market, select the appropriate market target, and
developed the offerings value positioning. The formula “segmentation, targeting and
develop the offerings value positioning. Once the business unit has chosen the value
,the second phase is providing the value. Marketing must determine specific product
features, prices and distribution.
The task of third phase is communicating the value by utilizing the sales force, sales
promotion, advertising, and other communication tools to announce and promote the
product.
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The value proposition consists of the whole cluster of benefits the company promises
to deliver; it is more than the core propositioning of the offering. The value-delivery
system includes all the experiences the customer will have on the way to obtaining
and using the offering.
CUSTOMER SATISFACTION:
Whether the buyer is satisfied after purchase depends on the offer’s performance in
relation to the buyer’s expectation. In general, satisfaction is a person’s feelings of
pleasure or dish-appointment resulting from comparing a product’s perceived
performance falls short of expectations, the customer is dissatisfied. If the
performance exceeds expectation, the customer is highly satisfied or delighted.
Although the customer-centered firm seeks to create high customer satisfaction, that
is not its ultimate goal. The company increases customer satisfaction by lowering its
price or increasing its service.
Measuring Satisfaction:
33
The link between customer satisfaction and customer
loyalty, however, is not proportional. Suppose customer satisfaction is rated on scale
from one to five. At a very low level of customer satisfaction, customers are likely to
abandon the company and even bad mouth .RANBAXY-SOLUS and his marketing
arms always set up a strong customer relationship by providing qualitative products
and services.
When customers rate their satisfaction, an element of the
company’s performance, delivery the company needs to recognize that customers
vary in how they define good delivery. it could mean early delivery, on time-delivery
order completeness, and so on. The company must also realize that two customers
can report being highly satisfied for different reasons.
A no of methods exit to measure customer satisfaction
directly. Respondents can also asked additional questions to measure repurchase
intention and likelihood or willingness to recommend the company and brand to
others.
For customer satisfaction surveys, it is important that
companies ask the right questions. it brings typically focus surveys on the areas they
can control, such as Brand image, Pricing, and Product
features.
RANBAXY-SOLUS tracking customer value expectation
And satisfaction, companies need to monitor their competitors’ performance in these
areas. The company was pleased to find that 80% of its customers said they were
satisfied. Then CEO found out that its leading competitors had a 90% customer
satisfaction score. He was further dismayed when he learned that his competitor was
aiming for 95% satisfaction score. For customer-centered companies, customer
satisfaction is both a goal and a marketing tool. Companies that do achieve high
customer satisfaction ratings make sure their target market knows it. RANBAXY-
SOLUS is a customer oriented company and maintains strong customer
relationship providing qualitative products and services.
Satisfaction will also depend on product and service quality. What exactly is quality?
Various experts defined it as “fitness for use”, “conformance to requirement”,
“freedom from variation”, and so on. Quality is the totality of features and features
and characteristics of a product or service that bear on its ability to satisfy stated or
implied needs. Each marketing active marketing research, sales training, advertising,
customer service, and so on-must be performed to high standards.
Ranbaxy Lab Ltd. Is very aggressive in new product launches in the domestic
market.
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The company being fully integrated enjoys cost advantages and currently
manufactures bulk drugs for the majority of the new products introduced over
the year ,
The company launches 24 new products in India, the majority of which in the
chronic and life-style disease segments.
.Ranbaxy Lab Ltd. Command a share of 31% in the new product category.
Highest contribution in new product introductions amongst comparable peers.
1) Customers are looking for goods and services that would save their time and
trouble. In other words, they want goods with guaranteed quality.
2) Loyalty to a brand or company is fast becoming a thing of the past. This is
because the other players copy most innovations in no time, lowering the
costs to the customers.
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3) Too much competition is creating a flood of discount offers which can erode
brand or company image and therefore, profits are increasingly getting under
pressure.
In order to become the leader of the pharma market, a key positioning message be
developed for creating an awareness among the dealers, customers and the general
public that RANBAXY-SOLUS, Your Partners in Care, followed with -
Physician as a Customer.
Another vital component remains the relationship between the pharma company and
its physician bases the artificial influencers of the purchase decision, who literally
make the decision, while the end user makes the purchase. To achieve relationship
success, both consumer and physician communications must competent one
another. Once a consumer receives a message about a drug therapy that drives her
into the physician office. The pharma company must make sure that physician is well
enabled to deal with the inquiry and act accordingly.
Physician are those who deals with patients and prescribe medicines for their
treatment and one consumer(patient),will bound to buy that product and prescribe
amount also. So physician targeting is as important as for growth and distribution of
products of the company. RANBAXY-SOLUS has a vast research oriented
programmers for new drug discovery and always workout to launch new products for
fulfill the demand of the customer and consumer. So it is an important in a pharma
company to building a strong customer relationship with physicians.
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Motivating a physician:
A physician played an important role in promoting sales and growth of the company.
A physician is one who prescribe prescriptions to his patients and one has to buy
only that product. So a physician is a important customer for pharma companies
,and only for that reason and to sale their products pharma companies brings many
options to satisfy one physician. They provide wide range of gifts traveling packages
And many more motivating plans to make a strong relationship with them and only to
prescribe their products.
Traveling packages to abroad or in any tourist spot in India. (The gift will
provide to few customers according to their potential.)
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Home designing Furniture of good brand
Rbk tracksuits
Just providing such wide range of gifts by visit a doctor, sales representatives and
marketing executives motivates them to prescribe their product and which helps in
achieving their target and building a strong customer relationship with them.
38
SL DOCTOR NAME CATAGORY ADDRESS
NO.
39
Name of Some Important Psychiatrist Physician in Sambalpur:
40
Your partners in care
Channel of
Distribution System:
41
CHANNEL OF DISTRIBUTION SYSTEM:
The term ‘channel of distribution’ refers to the route taken by goods as they flow from
the producer to the consumer. This flow of goods means its physical distribution or
the transfer of title. (Ownership) The distribution system is concerned with the
movement of goods from the point of production to the point of consumption which
involves a variety of functions. The main participants in the distribution system are:
1. The manufacturers.
2. The Intermediaries.
3. The facilitating agencies.
4. The consumers.
Retailers (chemists):
These are the ones that buy and resale distributor to consumers and organizational
end users. Retailers may take the title to goods or may handle them and sell the
goods on a commission basis.
Distributors (stockiest):
Distribution Channel
Company
(Manufacturing Unit.)
Distributor
Sub-distributor
Retailers
Consumer
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Physical Distribution in Ranbaxt-Solus:
COMPANY
SUPER –STOCKIST
STOCKIST
PATIENTS
The number of sellers and buyers and the distance of product movement are
relatively large.
The lot sizes needed by end users and small and varied.
43
ROLE & IMPORTANCE OF DISTRIBUTION CHANNELS:
Distribution channel play a vital role in the successful marketing of more products,
especially consumer products. The importance of distribution channels can be
understood clearly by analyzing the wide variety of functions performed by them.
44
THE INTENSITY OF DISTRIBUTION:
Company must decide on the intensity of distribution. The numbers of middlemen are
to be used at the wholesale and retail levels in a particular territory.
A company may shift to a selective distribution strategy after some experience with
intensive Distribution.
45
What should be the number of company owned were houses and where
should these be located?
Evaluate the various alternatives and select one which is found to be most
conductive to the attainment of marketing goals
46
PHYSICAL DISTRIBUTION LEVELS:
Manufacturer
Suppliers
Middlemen
End users
COMPONENTS OF PHYSICAL DISTRIBUTION SYSTEM:
Transportation: Transportation management is important making physical
distribution systems involve such transportation – related decisions as:
The Warehousing function: Manufacturing plants were retail outlets are PDS
facilities. The company decides on the size, number and location of these facilities
are critical aspects of PDS design. An important aspect of warehousing is the
handling and storage of inventories efficient handling and storage can yield major
cost reductions.
Decision about inventory turnover should be influenced by the speed and cost of
transportation, the location of facilities, the effectiveness of communication and
handling with storage requirement.
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Order Processing:
Physical distribution System being deals with customers order. The cycle involved
many steps, including transmission of order by the sales person, order entry and
customer check, inventory and production scheduling. The longer the cycle takes the
lower the customer satisfaction and the company’s profit.
Market feedback
Competitor’s activities.
Surplus of product.
Non-achievement of targets
Financial incapability.
No market involvement.
48
Distributor in SAMBALPUR – GOINKA TRADERS
49
Products pack size and price structure:
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33 1002144 Ginkocer 40mg Tab 10's 73.35
S
R
NO CODE PRODUCT PACK SIZE PTR
34 1069979 Levroxa Oral Syp 100ml 237.68
35 1068844 Levroxa 250mg 10's 76.25
36 1068846 Levroxa 500mg 10's 156.63
37 1068848 Levroxa 750mg 10's 194.24
38 1077630 Levroxa 1gm 10's 237.68
39 1077785 Neugalin 75mg 10's 55.6
40 1077786 Neugalin 150mg 10's 103.6
41 1077789 Neugalin 300mg 10's 200
42 1081238 NEUPENT AF 450 10's 128
43 1081240 NEUPENT AF 600 10's 148.8
44 1081281 NEUPENT AF 900 10's 211.2
45 1004430 Olanex 2.5mg Tab 10's 14.95
46 1004429 Olanex 5mg Tab 10's 23.59
47 1004431 Olanex 7.5mg Tab 10's 35.2
48 1004432 Olanex 10mg Tab 10's 42.83
49 1005686 Olanex Inst.10mg 10's 48.72
50 1005685 Olanex Inst.5mg 10's 29.6
51 1067531 Olanex 15mg Tab 10's 60.6
52 1013755 Olanex F Tab 10's 42.4
53 1067533 Provake Tab 100mg 10's 35.24
54 1067535 Provake Tab 200mg 10's 68.34
55 1011019 Raxit 10 10's 59.09
56 1011060 Raxit 20 10's 85.24
57 1011065 Raxit 30 10's 115.56
58 1000341 Rozidal 1mg 10's 9.2
59 1000345 Rozidal 2mg 10's 14.48
60 1000343 Rozidal 3mg 10's 20.16
61 1000344 Rozidal 4mg 10's 28.16
62 1006584 Selzic 150mg 10's 27.35
63 1006585 Selzic 300mg 10's 47.67
64 1007583 Selzic 600mg 10's 82.02
65 1076284 Selzic OD 150mg 10's 27.87
66 1075749 Selzic OD 300mg 10's 53.87
67 1075761 Selzic OD 600mg 10's 97.53
68 1076285 Selzic OD 900mg 10's 139.33
69 1002493 Sobrium 10mg 10's 53.12
70 1002492 Sobrium 5mg 10's 31.6
71 1011920 Socalm 100mg 10's 42.41
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72 1011921 Socalm 200mg 10's 80.11
73 1011946 Socalm 25mg 10's 17.42
USA
14%
Europe
6%
RoW
34%
BRICS
46%
USA
RoW 28%
21%
Europe
SOUTHAFRI CA
BRICS CHINA
12% 15%
10%
36%
RUSSI A
BRICS 13%
- BRAZIL, RUSSIA, INDIA, CHINA& SOUTH AFRICA
I NDI A
52 45%
BRAZI L
20%
(REVENUE ANALYSIS FOR BRICS US $ 394 Mn)
78.5
80
60
40
32.5
43.70
20
19.80 9.7
6.5 5.6
5.50 4.30 2.90 3.3
0 1.20
53
Growth in Global Markets:
CiplaSun
Dr reddy's
pliva Teva+IVAX
Ranbaxy
Acavis+Alpharm a
Merck Aga
WastonAndrx Sandoz
Barr+pliva
Others, 77.45%
54
WORL D WIDE GLOBAL FOOTPRINT
RANBAXY AS MULTINATIONAL CORPORATIONS
55
Your partners in care
Suggestions and
Conclusions:
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SUGGESTIONS AND
CONCLUSIONS:
Conclusions:
After completing my study in Ranbaxy-Solus I came to the following
conclusions.
The distribution channel of the company is very well and the channel is
so capable to distribute products to every regions.
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Cilentra,Dutin,Spectra,Escitac are the first chice for a physician and
psychiatrist for depression management and it is quite preferred by
many physician.
The distributor who distributes these products is very loyal and co-
operative towards company.
The retailers are also quite satisfy towards the company because of
product demand and high margin.
SUGGESTIONS:
In my opinion following suggestions should be taken into consideration
by the company which helps it to increase its sales ,market share and of attain a
leading position in the market and further growth can be achieved.
At first the company should give more attention towards research and
drug discovery programmed.
Diseases like AIDS and cancer should be prevented and curable with
new drug discovery and lunching of new products.
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The sales persons and marketing executives should be aware of the
composition and contains and usage of the products.
Annexur
e:
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QUESTIONNAIRE
(Questionnaire for the Physician & psychiatrist)
Dear sir,
YES NO
General Patients
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Psychotic-patients
Neurotic-patients
YES NO
5. Which product of our brand you prescribed for first choice of Anti-depressant?
Cilentra
Dutin
Escitac
Spectra
Dr Reddy’s Lab
Cipla
Nicholas Piramal
YES NO
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YES NO
9. Are you satisfy with product and service quality provided by the company?
YES NO
Please specify_:_______________________________________________
_____________________________________________________________.
Dear sir,
YES NO
Ranbaxy
Dr Reddy’s
Nicholas Piramal
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Cipla
Ranbaxy
Dr Reddy’s
Nicolas Pirmal
Cipla
YES NO
Please specify
___________________________________________________________________
___________________________________________________________________
Daily
Weekly
Monthly
Please specify
___________________________________________________________________
___________________________________________________________________
10. Do you satisfy with the product service and product quality of the company, how?
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YES NO
Please specify
___________________________________________________________________
___________________________________________________________________
Dear sir,
Location ____________________________________________
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Please specify
___________________________________________________________________
___________________________________________________________________
Please specify
___________________________________________________________________
___________________________________________________________________
4. What are the terms and conditions of the company for distribution?
Please specify
___________________________________________________________________
___________________________________________________________________
YES NO
Please specify
___________________________________________________________________
___________________________________________________________________
Please specify
___________________________________________________________________
___________________________________________________________________
YES NO
9. Are you involved with advertisement of company products, if yes what is the
company’s share?
YES NO
10. In your opinion which is the most accepted brand or profile for Ranbaxy-Solus
product.
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Price
Quality
Margin
11. Do you supply these products to sub-distributors and retailers?
Daily
Weekly
Monthly
Please specify
_______________________________________________________________
Bibliography:
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Books:
Search engines:
www.gogle.com
www.msn.com
Websites:
www.ranbaxy.com
www.myranbaxy.com
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