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 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. with in the

specific period and the analysis and interpretation is carried out under

CHAPTER-1

INTRODUCTION

-11.1 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 Indias 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 One of the best R & D set-ups in the country, manned by a 150-strong scientists' 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-

specifications of USFDA, TGA, MCA & MCC.

pool.

USFDA approvals for Fluoxetine & Ethambutol manufacturing facilities. ISO 9002 approved Bulk Actives (APIs) manufacturing facility, offering 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

facilities for contract research.

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 Angola Estonia Czech Republic Romania Slovakia Slovenia Bosnia Croatia Yugoslavia Albania Chile Venezuela Columbia Paraguay Hong Kong China Jordan 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 ultramodern formulations manufacturing facility conforming to the exacting standards of WHO-GMP, USFDA, MHRA-UK, MCC-South Africa, TGA-Australia, ANVISABrazil, 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-theart 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 Plants 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 crosscontamination. 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 plantwith high capacities and scope for future expansionis 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, Cadilas strategic perceptions have consistently given the organization a distinct edge over the competition. Today CPLs 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.

-122.8 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

-132.9 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 companys 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

-153.1 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 To study the competitors position in the insulin market . To have a good experience of Pharma market.

Cadilla Diabetes Care .

Secondary Objectives To know about how many consumers aware about brands of insulin made To impart a good impression with the staff members.

by Cadilla Diabetes care.

-163.2 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

-184.1 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. 2. To aware the retailer about brands of insulin made by cedilla diabetes care ltd. 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.

-194.4 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 I had very less time to do research, that is the reason why I could not get

project work. 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.

-23Q.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 TABLE AWARENESS SAYING YES SAYING NO TOTAL GRAPH
A A E E A O TT EB A D WR N S B U H R N
10 4 10 2 10 0 8 0 6 0 4 0 2 0 0 N .O O F R T IL R EA E S P RE TG E C NA E S Y GY S A IN E S Y GN A IN O

No

NO.OF RETAILERS 125 25 150

PERCENTAGE 83.33 16.66 100

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.

-242.VARIOUS BRANDS OF INSULIN AVAILABLE AT RETAILERS COUNTER TABLE NAME OF BRANDS OF INSULIN HUMAN MIXTARD HUMAN ACTRAPID HUMAN INSULIN WOSULIN INSUCARE HUMSTARD 30/70 HUMAN MIXTAT GRAPH PERCENTAGE OF RETAILERS STOCKING THESE 66.66 66.66 60 26.66 15 53 20

BAD OI SL AA AL RNS FNUI V I BE N L A R A ES ONE T E I R CUTR T L

PRE EC NA E TG O F RA E I T L ES R SOK T CI N G T EE H S

7 0 6 0 5 0 4 0 3 0 2 0 1 0 0 1 2 3 4 5 6 7 I SL S NUI N Sre2 ei s Sre1 ei s

-25INTERPRETTATION 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.

-263.PRICE OF BRANDS OF INSULIN AVAILABLE IN MARKET TABLE PRICE RANGE 110-130 130-150 150-170 170 &above GRAPH NO.OF BRANDS 3 2 2 1 PERCENTAGE 37.5 25 25 12.5

PRICE OF VARIOUS BRANDS

No.&PERCENTAGE 40 30 20 10 0 37.5 25 3 2 2 25 12.5 1 Series1 Series2

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.

-27Q.NO.OF VIALS SOLD PER MONTH TABLE VIALS RANGE 0-10 10-20 20-30 30-40 40 & above GRAPH NO OF RETAILERS 56 24 19 23 28 PERCENTAGE 37.33 16 12.66 15.33 18.66

VIALS RANGE
60 50 40 No.S 30 20 10 0 0-10 10-20 20-30 RANGE 30-40 40 & above 37.33 24 16 19 12.66 23 15.33 28 18.66 Series1 Series2 56

INTERPRETATION: From the above graph we can conclude that the no. of retailers selling vials range 010 are maximum and also retailers selling higher range 0f 40 and above have also a good portion in the survey.

-28Q. REASONS FOR HIGH SALES OF BRANDS TABLE REASONS PRICE PROMOTION AVAILABILITY GRAPH PERECNTAGE OF RETAILERS 40 60 60

REASONS OF HIGH SALES

70 PERCENTAGE OF RESPONDENTS 60 50 40 30 20 10 0 PRICE PROMOTION FACTORS AVAILABILITY Series1

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 doesnt affect its high sales.

-29Q. POSSIBILTY OF BRAND SWITCHING BY RETAILER TABLE RESPONDENTS SAYING YES SAYING NO GRAPH NO 90 60 PERCENTAGE 60 40

BRAND SWITCHING BY RETAILER

NO.S WITH PERCENTAGE 100 80 60 40 20 0 1 RESPONSE 2 60 60 40 SAYING YES SAYING NO 90

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

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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 .

-326.2 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

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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 didnt 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 1.1-

INTRODUCTION .

1-3

EXPLANATION OF THE TOPIC

1.21.3-

REASONS FOR SELECTING THE TOPIC 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. CHAPTER-7 CONCLUSION . CHAPTER-8 LIMITATION.. CHAPTER-9 - BIBLIOGRAPHY 31-32 34 36 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

-39QUESTIONNAIRE 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. a c e 3. a c e

name of the brands of insulin available with you b d

Name of the companies marketing these brands? b d

4. Price of these brands a c e -405.No.of Vials selling per month b d

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