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SURVEY REPORT
ACKNOWLEDGEMENTS
WE ALSO THANK ALL OUR RESPONDENTS (RETAIL CHEMISTS) LOCATED IN THE VARIOUS
A. EXECUTIVE SUMMARY 4
B. RESEARCH METHODOLOGY 6
Q. 70
9
WHEN SHOULD A REPRESENTATIVE VISIT YOU? WHAT IS YOUR PREFERRED TIME?
H. ANNEXURE : QUESTIONNAIRE 85
EXECUTIVE SUMMARY
➢ Acording to the findings of the survey top three companies in terms of regularity in
visiting chemists are:
(1) CIPLA
(2) MANKIND
(3) RANBAXY
➢ 18% of the chemists said that medical representatives of CIPLA are the most regular.
➢ 9% of the chemists said that medical representatives of MANKIND are among the
most regularly visiting representatives.
➢ 8% of the chemists said that medical representatives of RANBAXY are among the
most regularly visiting representatives.
➢ 7% of chemists responded for FDC and 6% of the chemists responded for GSK.
➢ 17% retailers said that medical representatives enquire whether Doctor has prescribed
their company’s product or not.
➢ 10% retailers said that a medical representative gives information regarding the
product.
➢ 18% retailers said that they did not like anything about the medical representatives.
➢ 6% retailers said that they like when the medical representatives give information
about schemes.
➢ 6% retailers said that they like when the medical representatives give gifts and free
samples.
➢ 5% retailers liked that medical representatives facilitated their sales.
➢ 1% retailers liked that the medical representatives enquired about their products.
➢ 1% retailers appreciated the medical representatives services.
➢ 1% retailers liked that the medical representatives helped in clearing the expired
product stocks.
➢ 0.2% retailers gave other answers like medical representatives from Gujarat,
Maharashtra, Orissa are preferred, and that they would like ladies medical
representatives and that the medical representatives spoiled the market by supplying
directly to Doctors.
RESEARCH METHODOLOGY
A STRUCTURED QUESTIONNAIRE FOR THE STUDY SUBJECTS (RETAIL CHEMISTS) WAS DESIGNED WITHIN
THE SCOPE OF THE GIVEN OBJECTIVES. MUMBAI WAS DIVIDED INTO 6 ZONES. WITHIN EACH ZONE,
PARLE,WORLI.
)
2 CENTRAL 217 18%
MUMBAI(CM)
3 THANE(TH) 120 10%
4 EASTERN 108 9%
SUBURBS(ES)
5 NAVI 83 7%
MUMBAI(NM)
6 SOUTH 65 5%
MUMBAI(SM)
12
SAMPLE BREAK UP
NUMBER OF YEARS IN BUSINESS AT THE PRESENT
LOCATION
(N = 1220)
NO. OF YEARS OF NO. OF RETAILERS PERCENTAGE OF
BUSINESS AT THE RETAILERS
PRESENT LOCATION
30-40 YEARS 71 6%
40-50 YEARS 35 3%
<50 YEARS 27 2%
Q-1
WHICH COMPANY MEDICAL REPRESENTATIVES VISIT
YOU MOST REGULARLY?
N = 1220
DUE TO MULTIPLE RESPONSES,TOTAL RESPONSES = 3660
14
TOTAL PERCENTAGE
S R. RESPONSES (COMPANY RESPONSES- OF RESPONSES
NO . NAMES) 3660
12 TORRENT 63 1.72%
13 ARISTO 59 1.61%
14 INTAS 58 1.58%
15 ZYDUS CADILA 54 1.48%
16 MACLEODS 52 1.42%
17 ALKEM 48 1.31%
18 EMCURE 46 1.26%
19 NOVARTIS 36 0.98%
20 USV 31 0.85%
21 ALEMBIC 27 0.74%
22 IPCA 27 0.74%
23 MICRO LABS. 26 0.71%
24 UNICHEM 26 0.71%
25 ELDER PHARMA 23 0.63%
26 SANOFI AVENTIS 23 0.63%
27 FRANCO INDIA 15 0.41%
28 GENIX PHARMA 15 0.41%
29 LYKA 15 0.41%
30 MEDLEY 14 0.38%
16
32 DNA 214 6%
TOTAL 3660 100%
INTERPRETATION:
➢ FROM THE ABOVE RESULTS IT IS INFERRED THAT TOP THREE COMPANIES
IN TERMS OF REGULARITY IN VISITING CHEMISTS ARE:
(1) CIPLA
(2) MANKIND
(3) RANBAXY
18
CM ES NM SM TH(THANE) WS(WESTER
COMPANIES (SOUTH N SUBURBS)
(CENTRAL (EASTERN (NAVI MUMBAI)
MUMBAI) SUBURBS) MUMBAI)
EASTERN SUBURBS:
21
NAVI MUMBAI:
SOUTHERN MUMBAI:
22
WESTERN SUBURBS:
QUESTION 2.
(N = 1220)
0 TO 5 TO 13 TO
MORE
NAME OF THE 9 TO 12 THAN TOTAL
4 %AGE 8 %AGE %AGE 16 %AGE %AGE
COMPANY CALLS 16 CALLS
CALLS CALLS CALLS
CALLS
NICHOLAS
84 56.00% 52 34.67% 6 4.00% 5 3.33% 3 2.00% 150
PIRAMAL
INTERPRETATION
CIPLA REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 77%
(509/657).
MANKIND REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 73%
(235/334).
RANBAXY REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 77%
(219/285).
FDC REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 81%
(206/254).
GSK REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 80%
(174/217).
NICHOLAS PIRAMAL REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4
CALLS 56% (84/150).
Q-3
WHEN COMPANY REPRESENTATIVES VISIT YOU
WHAT DO THEY DO?
N=1220
NUMBER
RESPONSES OF THE OF PERCENTAGE
SR. NO
RETAILERS RESPONSES OF RESPONSES %
(N=2047)
GIVES INFORMATION
4. 197 9.42%
REGARDING THE PRODUCT.
• CONDUCTS
SURVEY OF THEIR
12 0.58%
COMPANY’S
PRODUCT.
• ENQUIRE
REGARDING NEW 11 0.53%
DOCTORS.
• KEEPS EXTRA
10 0.48%
STOCKS.
• ENQUIRE ABOUT
HOW EFFECTIVE 10 0.48%
STOCKISTS ARE.
INTERPRETATIONS:
QUESTION – 4
N = 1220
MULTIPLE RESPONSES=2623
33
N=1220
15 INTAS 41 1.56%
16 FDC 40 1.52%
17 ALKEM 36 1.37%
18 SANOFI AVENTIS 34 1.30%
19 USV 33 1.26%
20 MICRO LABS 30 1.14%
35
N=1220
(NO.)
%
NOVARTIS 36 4 0 3 5 8 56 2.13
%
NICHOLAS PIRAMAL 29 3 2 3 5 8 50 1.91
%
HIMALAYA 27 0 5 2 2 7 43 1.64
%
ALEMBIC 26 1 4 2 4 5 42 1.60
%
INTAS 17 3 1 6 4 10 41 1.56
%
FDC 20 5 5 2 2 6 40 1.52
%
ALKEM 24 2 0 2 4 4 36 1.37
%
SANOFI AVENTIS 21 2 3 2 3 3 34 1.30
%
USV 22 0 5 1 0 5 33 1.26
%
MICRO LABS 20 1 1 1 2 5 30 1.14
%
MANKIND 21 2 0 1 1 4 29 1.11
%
37
OTHER RESPONSE
OTHER RESPONSES RESP RESPON
ONSE SE(%)
(RAN
GE)
PHARMA,APEX,TABLET INDIA,WYETH,ZUVENTUS
AND PDPL.
PHARMA,MYTOK,NOVA NORDISK,NULIFE,RELIENCE
LIFE SCIENCES,SOLVAY,TATA MERIND,UNIQUE
PHARMA
INTERPRETATION:-
39
SIZE.
Q.5
WHICH COMPANY’S REPRESENTATIVES DO NOT
VISIT AT ALL?
N=1220
DUE TO MULTIPLE RESPONSES, TOTAL
RESPONSES=2341
41
• NUMBER OF THE CHEMISTS WHO SAID THAT ALL COMPANIES VISIT THEM
ARE: 58
• NUMBERS OF THE CHEMISTS WHO DIDN’T REPLY(DNA):327
ES 224
NM 158
SM 124
TH 151
WS 1274
TOTAL 2341
CM ES SM TH WS NM
ZONE ZONE ZONE ZONE ZONE ZONE
GSK 20 15 13 8 71 19
PFIZER 26 13 3 2 57 3
44
CIPLA 14 8 6 4 61 4
TORRENT 17 6 4 10 34 9
PHARMA
SUN 8 10 3 3 38 9
PHARMA
SANOFI 9 5 4 1 32 4
AVENTIS
RANBAXY 9 5 3 2 24 6
UNICHEM 1 7 0 0 34 0
GLENMAR 5 7 1 1 25 2
K
NOVARTIS 7 5 2 2 24 0
DRL 3 5 2 2 23 2
LUPIN 8 6 2 2 16 1
45
INTERPRETATION:
• 6.2% CHEMISTS SAID THAT MEDICAL REPRESENTATIVES OF GSK DO NOT VISIT AT
ALL.
• 4.4% CHEMISTS SAID THAT MEDICAL REPRESENTATIVES OF PFIZER DO NOT VISIT AT
ALL.
• 4.1% CHEMISTS SAID THAT MEDICAL REPRESENTATIVES OF CIPLA DO NOT VISIT AT ALL.
46
Q-6
WHAT DO YOU LIKE ABOUT THESE COMPANY’S
REPRESENTATIVES?
N=1220
DUE TO MULTIPLE RESPONSES, TOTAL RESPONSES =
1748
47
48
RESPONSES
(%)
1 GIVE INFORMATION ABOUT THEIR 418 24
PRODUCTS AND NEW LAUNCHES
14 GOOD SERVICE 17 1
15 DRESSING SENSE 13 1
16 HARD-WORKING 13 1
49
50
INTERPRETATION:
➢ 24% RETAILERS OUT OF TOTAL RESPONSES SAID THAT THEY
LIKE THAT THE MEDICAL REPRESENTATIVES GIVE INFORMATION
ABOUT THEIR PRODUCTS AND NEW LAUNCHES.
Q7
WHICH STOCKISTS VISIT YOU MOST REGULARLY?
1 MEHER 251 7%
4 P D DOSI 128 4%
5 S K PHARMA 106 3%
6 WELCOME AGENCY 97 3%
7 PARIKH PHARMA 90 3%
8 CHIMANLAL 83 2%
9 MANGAL DISTRIBUTORS 76 2%
10 JHALARAM DISTRIBUTORS 74 2%
11 PRABHAT 74 2%
12 KISHORE DISTRIBUTOR 68 2%
13 KUMAR BROTHERS 66 2%
14 EASTERN PHARMA 62 2%
15 SAHIB SINGH 57 2%
16 SHWETA 57 2%
54
17 S M C 54 2%
18 DOSHI BROTHERS 53 1%
19 MAKVIS DISTRIBUTORS 52 1%
20 ATOR DISTRIBUTOR 50 1%
55
41 NAIK 23 0.65%
42 PHARMA ASIA 23 0.65%
43 P V PHARMA 22 0.62%
44 JYOTI 21 0.59%
45 SAFE LIFE DISTRIBUTORS 21 0.59%
46 S P SHAH 20 0.56%
47 ARPIT PHARMA 19 0.54%
48 MANOHAR MEDICAL 18 0.51%
49 SUNDARLAL 18 0.51%
50 ARIHANT DISTRIBUTORS 17 0.48%
INTERPRETATION:
➢TOTAL OF 238 STOCKISTS ARE IDENTIFIED FROM THE
3550 RESPONSES.
➢7% OF THE RESPONSES WERE FOR MEHER
DISTRIBUTORS.
➢5% OF THE RESPONSES WERE FOR VIJAY PHARMA.
57
CM ES NM SM WS TH TOTAL NO. OF
RESPONSES
S K PHARMA 16 35 0 1 54 0 106
WELCOME AGENCY 49 10 16 3 19 0 97
PARIKH PHARMA 2 0 2 0 86 0 90
CHIMANLAL 10 2 0 0 66 5 83
MANGAL DISTRIBUTORS 7 1 47 3 18 0 76
JHALARAM DISTRIBUTORS 19 46 6 0 3 0 74
PRABHAT 4 0 0 2 68 0 74
KISHORE DISTRIBUTORS 45 3 0 3 17 0 68
KUMAR BROTHERS 35 7 0 4 20 0 66
EASTERN PHARMA 2 2 0 0 58 0 62
SAHIB SINGH 5 0 0 15 37 0 57
SHWETA 0 0 0 0 21 36 57
SMC 1 0 0 0 53 0 54
DOSHI BROTHERS 25 4 0 19 5 0 53
MAKVIS DISTRIBUTORS 0 0 52 0 0 0 52
ATOR DISTRIBUTORS 0 0 0 1 49 0 50
58
MEHER DISTRIBUTORS 73
WELCOME AGENCY 49
KISHORE DISTRIBUTORS 45
KUMAR BROTHERS 35
DOSHI BROTHERS 25
SHREE ARIHANT 21
RAHUL DISTRIBUTORS 20
CRYSTAL 19
JALARAM DISTRIBUTORS 19
SUBHDHA 18
S K PHARMA 35
SHAH AND SAVLA 29
LAKSHMI AGENCY 22
SUBURBAN DISTRIBUTORS 15
P. VISHRAM DISTRIBUTORS 13
SAFELIFE PHARMACEUTICALS 12
MEHER DISTRIBUTORS 11
WELCOME DISTRIBUTORS 10
SANTOSH DISTRIBUTORS 7
MAKVIS DISTRIBUTORS 52
MANGAL DISTRIBUTORS 47
GANESH AGENCY 46
MAHADEV AGENCY 37
MANOHAR AGENCY 18
WELCOME DISTRIBUTORS 16
JALARAM DISTRIBUTORS 6
NIKITA AGENCY 5
60
RUSHAB DISTRIBUTORS 4
MEHER DISTRIBUTORS 27
DOSHI BROTHERS 19
DOSHI BROTHERS 17
SAHIB SINGH 15
P D DOSI 12
CRYSTAL 11
KUMAR BROTHERS 4
RAJ PHARMA 4
KAILASK PHARMA 3
P D DOSI 112
61
PARIKH PHARMA 86
PRABHAT 68
CHIMANLAL 66
EASTERN PHARMA 58
S K PHARMA 54
SMC 53
SHWETA 36
KAMAL 32
R K PHARMA 20
NAIK 19
SIDDHARTH 19
K K PHARMA 18
MEHER DISTRIBUTORS 16
ARPIT PHARMA 13
AMI PHARMA 12
62
INTERPRETATION:-
• MEHER DISTRIBUTORS IS AMONGST THE TOP 10
STOCKISTS, AS PER CHEMIST RESPONSES, IN ALL THE ZONES
Q8.HOW OFTEN
DO THESE
STOCKISTS VISIT
YOU?
(N = 1220)
(DUE TO MULTIPLE RESPONSES,TOTAL RESPONSES =
3550)
64
INTERPRETATION:-
➢STOCKISTS VISITING THE CHEMISTS MOST REGULARLY IN A
WEEK ARE :-
➢ MAKVIS DISTRIBUTORS
➢ PARIKH PHARMA
➢ DOSHI BROTHERS
➢ MAHADEV AGENCY
➢ MANGAL DISTRIBUTORS
➢ LAKSHMI DISTRIBUTORS
➢ S P SHAH
➢ MANOHAR MEDICAL
➢ KAMAL
➢ P V PHARMA
➢ DEEP PHARMA
➢ GANESH AGENCY
➢ CRYSTAL
Q.9
PREFERRED TIME?
(N=1220)
69
AFTER 107 9%
6PM
70
BEFORE 81 6%
10AM
OTHERS 15 1%
INTERPRETATION:
1.653 OUT OF 1221 RESPONDENTS (52%) SAID THAT THEY
PREFER VISITING THE MEDICAL REPRESENTATIVES IN THE
PREFERENCE.