QUESTIONNIARE

CUSTOMER ANALYSIS
1. Which is your target market?
A. Individuals
B. Health Institutions
C. Others

2. Who is currently buying your product or service?

A. Individuals
B. Health Institutions
C. All the above
3. Consumers who purchase your products belongs to :
A. Upper Class
B. Middle class
C. Working Class
D. Lower Class
4. On what factors does the company define segments?
A. Customer characteristics like demographics, lifestyles, occupation
B. Benefits sought from a product
C. Price sensitivity
D. Brand Loyalty
E. Product Applications
F. All of the above
5. Who would be interested in buying your products in the future?
Public health (govt)
6. From where would people buy your product or service easily from?
A. Wholesalers
B. Retailers
C. Health Institutions
D. All of the above

7. On what factors does customer rank your products above other brands?
A.
B.
C.
D.

Quality
Brand Image
Price factors
Others

8. Which is the most profitable business unit in terms of sales revenue in Pakistan?
A.
B.
C.
D.
E.
F.

Vaccines
Alcon (eye care)
Sandoz (generic)
Animal Health
Over the counter
All of the above

9. Which promotion strategy the company adopts to attract the customers?

A. Advertising
B. Public Relations
C. Sales Promotion
D. Personal Selling
E. Direct Mail
F. Internet Marketing
G. Sponsorship
H. All of the above
10. Which of the promotion strategies mentioned above works best for the company?
Direct selling
11. How often does the company conduct market research to identify the changing
customer needs?
A. Annually
B. Semi annually
12. What is the unique selling proposition (USP) of your brand?

COMPETITORS
1. Which is the most selling product?
CAC1000
2. Which products require huge investment but returns low?
Biologicals
3. Which of the product that doesnt have the largest market share but still going on?
Galvus
4. Which product gives you profit but still are not much profitable?
Cardiovascular line

5. Which product gives you high market returns and gives u high profit no matter what
situation is?

Products with High STPC( strategic product cost on higher end)

oncology
MARKET ANALYSIS:
Q1- What is the pharmaceutical market size in Pakistan? What do you think is there any
chance for expanding or not?
Yes indeed theres a chance of expanding due to diversity in demographics and high
disease burden of infectious diseases
(Data will be collected through government, trade association, competitors financial
reports, and customer survey)

Q2- Which factor you use to change the size and prospects of the existing market?

New use for the existing product

A new user group for the existing product
Increased frequency of use

Q3- Is there anything that has ghost potential? If yes then what external factors effect on
it?
no

Q4- What will be the size of the market in future?

Q5-How you have estimated market growth in future?

Driving forces
Forecasting growth
Product life cycle

Q5- Industry profitability is in term of porter 5 force models? Why?

Bargaining power of buyers:

1. High
2. Moderate
3. Low

1.
2.
3.

Bargaining power of suppliers

High
Moderate
Low

1.
2.
3.

Threats of substitute products

High
Moderate
Low

1.
2.
3.

1.
2.
3.

Competition among existing firm

High
Moderate
Low
Threats of potential entrance
High
Moderate
Low

Q6- How you create value for your customers and take cost advantage of it?
Differentiating skills of sales associates
Q7- How many existing distribution channels you have?

5-10
10-15
15-20
Others

Q8. What are the alternative distribution channels?

Telemarketing
Q9. What are the trends? What channels are growing in importance? What new channels
have emerged or are likely to emerge?
Recent trends involve the outsourcing or transferring of labor to lower cost locations in countries
such as China and India.

Q10.Who has the power in the channel, what are the trends of shifting power?

Q11. What are your currents market trends?

Style
Fashion
fad

Q10- What are your key success factors?

Our organisation,s total focus is on to bring innvativeness,so our ksf is R&D
SWOT
1. What are company threats, weakness, opportunity and strength?
Threats and weaknesses:
Patent expiry,generic and me too, high cost ,strict DRAP for new products,lack of
disease surveillance by govt authorites ,withdrawal of funding from WHO and
international bodies in health sector eg expanded program for immunization (failure of
polio eradication )
Opportunity : new research molecules to be introduced in near future, strategic
partnerships with gov and private bodies including institutions
Strength : brand image,corporate social responsibility , 2nd largest pharma in
world,quality products, newly registered patents,skilled and competent sales
force,internaet and telemarketing
2. How company is overcoming on its threats through its strength?
Strategic partnerships,refining the skills of employees,

3. How company is availing opportunity with the help of its strength?

You can say that With the help of brand image and stable position we can freely
invest and develop new medicines..with new formulas. Which is not introduced
previously by any other organization.

Portfolio
1. What are the products of your company having greater market share?
Over the counter.like voltral ,caflam etc

2. How your company taking out benefit from them?

Targeting mass market
3. In what products your investment being flopped?
Generics (like our asa404 drug for lung cancer failed in trial 3
4. If your product failed to achieve expected market shares then what will your company
do with that product?
withdraw