116

Anniversary:
Feedback

th

INTRODUCTION
Problem Definition
The objective is to determine the feedback of the attendees
and ascertain the probable areas for improvement
Research Design
Questionnaire-Personal Interviews
Data Analysis
Given in subsequent slides

Survey Questions
Respondents who attended 115TH ANNIVERSARY
Attended

Not Attended

31; 26%

89; 74%

Survey Questions
Preferred Event
Lecture

Award Function

Nothing Specific

12; 10%
8; 7%
99; 83%

INFERENCE: Most of the respondents have appreciated guest lectures

and have asked for additional related events such as case discussions
and research papers. The slot for the same can hence be increased !

Survey Questions
Product Preference
AAK

Bilagyl

Vanari

Makar/gulkand

Others

23%
36%
18%
12%

11%

INFERENCE: AAKs have come out to be the most appreciated product (23%)
closely followed by Bilagyl (18%)

Survey Questions
Years of Association with Sandu
less than 5
10-20 yrs

5-10 yrs
more than 20 yrs

29; 24%
22%

30%
24%

INFERENCE: As per discussion, the criteria of invitation was the

amount of customer base developed with the support of the
concerned doctor. Hence, we can see that the doctors who have an
average association of 10 years are the potential area where we work

Survey Questions
Salesperson visit Frequency (per month)
Less than 1
more than 2
10; 8%
16; 13%

1
Need based

4; 3%
20; 17%
70; 58%

INFERENCE: Average frequency of the visit is one per month. The

critical details derived out of this have been defined later in the
presentation

Sales and Marketing Inference

Customer
Satisfaction
Satisfied
Not-Satisfied
11; 9%

109; 91%

Sales and Marketing Inference

8 out of the 20 customers who have frequency of <1 per

month identified themselves as NOT Satisfied with the

services
Inference:
40%

respondents consider sales person visits to be critical.

Hence the focus should be on improving the visit frequency.
An alternative can be maintaining contact with these people
through e-mail or phone
The list of these respondents has been given as a printout

Sales and Marketing Inference

13 out of 20 customers who have frequency of <1 per month

have association of less than 5 years with Sandu Pharma

Inference:
Regular updation of the new customer base added needs to be done
and the same should be communicated to them.
A possible way of doing is to prepare an excel file of all the
customers that the firm presently has. All updates should be made to
this file
The file should also include the areas these customers are based in
This way individual sales person will have the idea about clients in
his/her area

Suggestion for the Function

26% of the respondents had attended the 115th anniversary

function.
100% of them were happy with the arrangements this year
citing the reasons as:
Easy and less time consuming registration
Overall organization of the function

Suggestion for the Function

Some suggestions given are as under:
More lectures by Experts should be included
Research paper presentation and case discussion should be
included
Awards should also be given to females who have excelled
in the field
Some of the participants could not understand the
proceeding as they were predominantly in Marathi. (Special
request by Dr. Ravindra Vatsyayan)

Future course of Action

In order to obtain a more detailed feedback, the following

strategy can be implemented

E-mails of the customers can be obtained by the Sales Force at the

time of visit
Alternative to this can be to obtain the e-mails at the time of
registration
These e-mails can be used to contact the doctors/distributors after
the event so that constant communication can be maintained
without employing extra man-power
Also, it was observed that many respondents preferred to have the
feedback form mailed to them so that they may take time and
respond later

Limitations
The report has been prepared based on the feedback obtained

from 120 respondents.

10 responses have been discarded owing to incomplete
information
The time provided for carrying out the process was less.
The same could have been extended by collecting e-mail ids of
all present and asking for a feedback later. This would have
increased the accuracy of the analysis due to increased sample
size