Project MBA

In partial Fulfillment of the requirement of Master of Business Administration

Submitted by:Narendra Singh Rawat

E.N.05609-50025

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CONTENTSCertificateAcknowledgementPreface

Introduction About the Company Distribution Network

Research Methodology Research Methodology Objectives of the study Analytical Framework Limitations

Analysis & Interpretation Results & Discussion SWOT Analysis

Conclusion Findings Suggestions

Annexes Questionnaire Board of Directors Performance of the company

Bibliography

Authentication CertificateThis is to certified that the work done in connection with the Project Report on “TO IDENTIFY THE FUTURE PROSPECTS OF IND SWIFT LTD. (A PHARMA COMPANY) BASED UPON TOP 20 PHARMA BRANDS”,

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Submitted to Vardhman Mahaveer Open University, Kota in partial fulfillment of Master of Business Administration is a faithful record of work carried out by me under the supervision and able guidance of Mr. Virendra Sharma, Manager Finance, M/s Secure Meters Ltd., (H.P.). No part of this project has been submitted else ware for any Degree or Diploma Course. Exclusively I undertake the techniques and observations embodied in this work.

Narendra Singh Rawat

E.N.05609-50025

VMOU,KOTA

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AcknowledgementThis project has been made possible through the direct and indirect co-operation of various persons for whom I wish to express my appreciation and gratitude.

The completion of this project and my success in the same is gratefully credited to my project guide and advisor, Mr. Virendra Sharma, Manager Finance, M/s Secure Meters Ltd., (H.P.) for providing me all the possible help and other valuable suggestions.

I am also grateful to Mr. S. K. Kaushik, Manager (P&A) Ind-Swift Ltd., Parwanoo and all the staff Members for their support and for providing an opportunity and congenial environment to work with them. I also owe a profound intellectual debt to numerous authors whose ideas and contributions have shaped my thinking on this subject. All the chemists who responded favorably to the questionnaire and spared time out of their busy schedule to grant personal interviews deserve my special thanks.

My grateful thanks go to my family for their moral support.

Many who helped me during this endeavor will always be remembered by the gratefully.

NARENDRA SINGH RAWAT05609-50025, MBA

VMOU,KOTA

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PREFACEMr A.K. Jain started pharmaceutical company In 1986 with a business insight fast moving market required fast moving organization i.e. continuously refreshed with new talents. Its very important for the company to answer these critical question as where has one organization been? Where it is now? What to do for giving these answers to these questions? Market projections provide new identity to an organization. For answering these questions, it is necessary to conduct natural surveys, as providing an answer to these questions is a joint effort of both the company and its customers. Keeping this in view I was assigned a project “To identify the future prospects of Ind-Swift Ltd., based upon on the top 20 pharmaceutical brands”. I conducted survey to accomplish the given assignment and to seek more information like the top Pharma Company, cost of the top pharma brand etc. The Project Report is being divided in to several parts.

Part one contained the introduction of the company under study. This part highlights the history of the company; its distribution network etc. part two includes research methodology which to focuses on the sample size, method of data collection (questionnaire prepared for data collection), research methodology used and limitations of the study. It also includes SWOT analysis of Ind-Swift Ltd.

Next part includes analysis and interpretation that covers the theme of the project. Different methods like weight age method; percentage method has been used for analysis. This part also throws light on the top brands strengths and weaknesses, and it also answers the other objectives of the study. Succeeding part includes the finding and suggestions keeping in view strengths and weaknesses noticed during my survey. The main flaw found was that MR’s do not frequently visits the chemists and the doctors.

Last part of the project report contains the Annexure and Bibliography. Annexure includes the questionnaire and other bar charts etc.

NARENDRA SINGH RAWAT05609-50025, MBA

VMOU,KOTA

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About the company

Ind Swift Group, a legendary forename in the world Class Pharmaceutical Industry who has broaden its horizons by plucking profound & sparkling footprints on multifarious diversified fronts, whilst going steadily and surely, scripting a success story filled with enviable milestones and pioneering breakthroughs and has subsequently emergent as a group with an annual turn over of 1000 Crore.

Ind–Swift Ltd. was established in 1986 at Parwanoo and there by started activities on loan bases. There after the company took the marketing of products manufactured by M/s Ind- Swift (P) Ltd & M/s Mukur Tormulation company (P) Ltd. Due to the growing demand and higher acceptability of the products, company has installed manufacturing facilities of its own. The marketing network is backed by experience of Mr. Anil K. Jain along with Mr. N.R. Munjal. Both directors are also well experienced in Pharmaceutical Administration and production.

The products of the company are sold in vast Indian market. The company has an established network and a chain of office at Delhi, Chandigarh, Panchkula, Indore, Jaipur, Hyderabad & Lucknow. The Company’s products enjoy good reputation as reflected by the rise in sales & profitability.

Ind Swift Laboratories Ltd. is a company promoted by Ind Swift Ltd. in joint venture with Punjab State Industrial Development Corp. Ltd., which primarily manufactures intermediate & bulk drugs. At present Ind Swift Labs Ltd.is producing latest active pharmaceuticals ingredients like clarithromycin, fexofebadine & Atrovastatin. Roxithromycin & clarithromycin granules are main stay of company, leading Indian companies like Cipla, Sun, Lupin & Glermark are its major domestic clients.

Ind. Swift Laboratories Ltd.which came in commercial production in 1997 has strong international presence. Already most of its products are exported to European, Asian and other developing countries including Switzerland, Italy, Germany, Netherlands and Belgium.

Ind. Swift Laboratories is preparing for USFDA approval for Clarithromycin so as to tap International market. Anin, Stemin,

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Neurophen, Suprox, Cozy, Phena & Neurophen drops are some of the well-known brands of the company.

The wonder success of the company was the introduction of Clari” DT (Clarithromycin dispersible tablet under NOVEL DRUG DELIVERY SYSTEM) for the first time in Pharma market. Ind Swift is the only company in India which modified the release system of this macrolide antibiotic.

ORGANISATIONAL STRUCTURE-IND SWIFT GROUP Ind Swift group, as pharmaceutical business model is one of India's largest manufacturer of high growth multi segment pharmaceutical finished dosage forms and API's (Active Pharmaceutical Ingredients). Manufacturing of Pharmaceutical finished dosage are carried out at 7 state-of-the art manufacturing facilities which are second to the none are duly certified and approved by WHO GMP, spread over an area of 12, 00, 000 sq. ft. with manufacturing capacities confirming to stringent TGA/MHRA approvals; possessing an installed capacities of 3 billion units comprising tablets, capsules, Ointments, Injectable, Liquids & Dry Syrup (all latest formulations with a marketing network. Our API section has spread over an area of 7 Lac sq. ft, carried out at 3 different state-of-th-art units approved by USFDA and E.U regulatory authorities with a marketing network spread over in 40 countries viz. Europe/USA/Middle East possessing 2 patented molecules with 11 molecules in offing It possesses 50% exports percentage. Ind Swift entered into bulk drugs with its own Research and Development facility and laboratories at Derabassi. Later on, those units got USFDA approval and got the process patents for Clarithromycin for US and allied markets and further five more patent drugs await clearance for the moment. A joint venture with Iran has also been signed for the manufacturing of Clarithormycin with construction underway and will start operations by the end 2008. The company has offices and supplies pharma drugs not only in India but overseas as well.

R & D (Research & Development)Ind Swift is known for it's reverse engineering ability with highly focused R & D capabilities (duly approved by Department of Science & Technology, Govt. of India) and is equipped with state-of-the-art equipment, facilities and talented pool of scientists and Researchers.

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A well accepted expertise in NDDS, in India and the world over. A US patent for Clarie OD, with a market size of US$ 300 million. Another patent for Fexofenadine ODT with a market size of US$

2.5 billion. Development of 10 new molecules with a market size of US$ 6

billion. Ind Swift's efforts and achievements in taste masking of macrolides was India's first......... and remains the only feat of its kind in the country. The R &D department is also involved in creating international opportunities and alliances for CRAMS business, contributing significantly to the Company's profitability. It also offers complete support to international partners for preparing and filing dossiers for finished dosages. By taking giant strides on roads less traveled, Ind-Swift has become one of India's fastest growing pharmaceutical companies.

Our R & D's Achievement

Its pioneering R & D efforts have led to the creation and introduction of blockbuster drugs like:

Atrovastatin – One of the most effective cholesterol lowering drugs with an estimated market size of US$ 12 billion.

Nitazoxanide – a wonder, one of its kind anti-diarroheal with a market of US$ 6 billion.

Pioglitazone – an anti-diabetic drug ranked among the first five in its Therapeutic segment.

Arthrill – an herbal wonder for the treatment of Arthritis. Anaproct – an ayurvedic product providing relief from piles within

24 hours with no allopathic cometitor. Ind-Swift has strategic R&D and manufacturing alliances with companies in the United Kingdom, Turkey and Iran.

In formulations front, Ind Swift proud of its multifarious achievements viz. Neurophen forte, a composition of Ibuprofen & Acetamenofen. Ind Swift is the company to give this composition to the country for the first time. Another formulation i.e. Suprox SR, a composition of Isoxprine Hel, sustained release tablets was first time launched in India in tablet form. Mouth dissolving tablets technology was introduced for the first time in India by Ind Swift. The company today stands second in the north in pharmaceutical sector.

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It is an honour to add here that we are among the top 500 fortune companies of India and have been ranked at No. 35 by IMS/ORG in Pharmaceutical industry & possess a portfolio of 650 products with presence in high growth therapeutic segments of Cardiology, Diabetology, Anti depressant, anti-allergic, Anti- infective, Neurology & Oncology with a nation wide distribution network comprising 1200 marketing professional working with 12 marketing divisions, 50 offices in India, 3000 super stockists and stockists.

Our sparkling footsteps on diversification front are as under mentioned:-

Infrastructures: Ind Swift has radianced up in infrastructures business in the name and style of “Ind Swift Infrastructures and developers Ltd, and has come up with a multi crore project named “Regalia Towers”, of course a society with 2 bedroom /3 bedroom flats and penthouses owing a mystique which is exemplary in itself which not only reflects a diversified transformative spell to infrastructures front but a unique state of art with the best of specifications also. In infrastructures, Ind Swift plans to be emergent with motels & Resorts project in the upcoming phases.

Publishing & Packagings: Ind Swift by virtue of its strong business acumen has also put a step in the field of publications also in the name and style of Mansa Print & Publishers Ltd's which has hovered over the industry within a very short span by coming up with Aluminum Division in 2007 wherein the manufacturing & printing of various type of packaging material viz. Aluminium collapsible tubes, mono cartons etc is undertaken and now will add a new feather in ISL's cap by launching a separate unit for PE, Lami tubes and PET bottles. Not only this it further proposes to come up with a stationary unit for which the building has already been constructed. The total plan will increase Mansa's sale by 200%.

Another project for Injunction moulding has also been proposed. Both these plants have a total layout plan out of Rs. 40 crore.

Media & Publication: Ind Swift has focused up in media & publication sector under the name “Ind Swift Communications Pvt. Ltd” with its illustrious and infomercial journals as “Pharmabuzz”, “Trendz”, ADI (Drug Index), Agrovet and further proposes to come up with General magazines and tabloids.

Software Development: Ind Swift has also entered into IT & software with their initial projects of developing web portals, search engines optimizations, website development, software & ERP systems

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development. Its initial portals which are already on air are OTC mart.com, buysweethome.com, painting &photographs.com, doctorsonline.com & ayurvedaherbs.com.

Our sparkling footsteps on diversification in Education front are under-mentioned:-

Swift Institute:Our Swift Institute is exclusively diverse from the plenteous private educational institutions cropping up in North India, having world class infrastructure, faculty, laboratories and other facilities. To initiate with, we have instituted six months Industrial Training Courses in Pharmaceutical Sciences, for Operator Level Training which has enabled the 10th or 10+2 students to start a career in the booming Pharma industry & until now we have already trained and placed more than 400 students at Ind Swift which we feel contributes a lot to the skilled manpower starving industry.

Swift Fundamental Research Education : SFRE (Swift Fundamental Research Education ) is a society made under the banner of Ind Swift which has recently laid an another step on the diversification spree and has forayed up with a Pharmacy college at Rajpura with the name & style of “Swift School of Pharmacy”, and is a unique state of art with the best of specifications also. With this new venture of IND SWIFT, we have been ranked as the pioneers in this part of the country having a solid pharmaceutical industrial background to come up with our own Pharmacy & Nursing institute. The institute will be operational from current session year 2008-2009 with an intake of 60 students in the field of Pharmacy and Nursing each, in the first year by virtue of its high resourcefulness and know-how and will provide quality education to one and all, aspiring careers in the field of Pharmacy.

We manifest to be imminent with Engineering, Architecture, Management, Hotel Management, General Management, Schools of Dentistry, Ayurveda Physiotherapy and Medical Technology and finally a Medical College with its functioning operational by 2010-11 under the budget of Rs. 250 Crore with a specific target on Medical Tourism.

Domestic Marketing:The company's new division “diagnosis” dealing in medical equipments & devices thereby focusing personal health care was launched in December 2007 and has reflected promising performance & is growing leaps and bounds from the first month of its launch which has given utmost confidence to the company to get the aggrandized sales and contribution not in the current year but in the forthcoming years as well. Not only this, the division projects to achieve a business objective of 10 crores with impressive contribution to ISL and possesses a strategy of adding up few other specialty products in the

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existing range of personal health care & Academic Body model series.

Another division launched by your company is “Animal Health Care” which is an absolutely new concept with outsourced marketing and has proved out to be an individual profit center.

Apart from struggling uphill for the current range of products our Ethical marketing have introduced those products during the year which are monopolistic in nature viz. Cirrholiv which has proved out to be a remedy in Hepatitis and other liver disorders. Other brands introduced by your company during the year are Topclav 625, Emtee 25 and Timcol Eye Drops.

In Generics, your company emerged as the 2nd rank Pharma Generic company and has attained the fame of featuring its few brands (Amyclox, Swimox, Oxo, Swiflox and Cafzone (already achieving the sales growth over 25 crore) as the top brands in Generics. Company's brand Swimox has been enlisted among leading brands in ORG IMS and Amyclox leads the que among top 300 brands of the industry.

Annual growth for the company during the year is 36.73%.

RESEARCH & DEVELOPMENT

Looking at the current scenario where the pharmaceutical majors are engaged in the advancement of R & D, we have been competent enough to work out on non infringing processes, Novel Drug Delivery Systems, dossiers, stability data profiling, conceptualization of new molecules (and therefore a nmber of product combination have been developed and are ready to be launched by our marketing divisions). Your company's R&D is involved in creating international opportunities and alliances for CRAMS (specially contract Research) to make it contribute 30% of profits. Till date two major contracts were signed an have been delivered. We are hopeful to attain more contracts on product development and stability data profiling. Apart from this, we are applying invincible efforts to get approvals for a Bio-equivalence centre which will further strengthen the basket of R&D. To strengthen the CRAMS business to the exquisite level, your company is tying up with various academic institutes.

By virtue of the hard endeavors of R&D all through the year, unique combinations/NDDS of single molecule are around the corner and awaiting launch by this year. Apart from this, R&D is emphasizing on a major area which is cost Reduction. More than 5% of total revenues have been planned to spend on the company's R&D and the same will

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be continued in the forthcoming years as well.

New Manufacturing Facilities:

Apart from its existing plants in tax exempted zone of J&K and Baddi, duly certified and approved by WHO GMP, your company has successfully commissioned another Manufacturing facility at the same tax exempted zone and green plains of Baddi during the year. This new manufacturing facility inaugurated in August 2007, is for soft Gelatin Encapsulation with an annual capacity of 36 Crore and will not only make us almost self sufficient in soft gelatin manufacturing but will unquestionably dedicated a bit of spare capacities for contract manufacturing as well.

Company's manufacturing unit at Parwanoo has also been upgrades as per WHO Standards.

Company's Global Business Unit (GBU) at Derabassi has got MHRA & TGA approval.

These new facilities will augment the company's efforts to tap the regulated markets and strengthen the company's growing CRAMS business which is expected to accounts for 30-40% of its bottom line over the next four years. Your company has been certified for ISO 9000:2001 also during the year.

Quality Control Department

The main functions of quality department are as under:-

- Approval of raw materials- Monitoring of manufacturing process- Approval of finished products- Documentation of technical information

The company is having strong quality control department at every manufacturing facility. These quality control units are well equipped with sophisticated analytical instruments.

DISTRIBUTION NETWORK

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Ind-Swift’s distribution channel, beyond the apparent reality of business, it reaches far corners of the country, supported by a network 29 C&F Agents who cater to the needs of the 600 authorized stockiest. These stockiest ensure company’s products availability at approximately 60000 retail outlets with a strong filled of 300 market professionals. Company’s products are prompted over by 50000 highly qualified doctors.

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RESEARCH METHODOLOGY

Title: To identify the future prospects of Ind-Swift Ltd. based on the top 20 Pharmaceutical brands.

Objectives of the study: To find out the top 20 Pharma Brands in the region of Shimla,

Solan, Parwanoo, Kalka and Chandigarh. To identify the top leading pharmaceutical brands. To identify the name of the top pharma company. To study the brand equity (Image) in terms of the company

products by survey method To identify future prospects of Ind-Swift Ltd. if it plans to

launch the same product, which is on the top. To find out the pricing of the leading pharma brands.

Research Methodology:When we talk about research methodology. We do not only talk about research method that we use in context of research study. We also evaluate why we are using a particular method. The techniques used should be such that the research is capable of being evaluated by the researcher as well as by others.

Sampling unitThe geographical area proposed by the company for the study was Solan, Shimla, Parwanoo, Kalka & Chandigarh. Chemists were the unit of survey because the study required Retail Audit.

Size of sampleSample of 78 chemists out of 306 chemists were taken for the study. This comes to 25% of the total chemists population in the target area.

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Sampling ProcedureThe project is an effort to evaluate /study with respect to sale of drugs in Chandigarh, Solan, Kalka, Parwanoo and Shimla cities. A list of all chemists for each of the selected cities was obtained from the distributors of the area. Samples of 78 chemists were chosen randomly out of 306 chemists with at least 25% of the total chemists from each city. The breakup of 78 chemists according to Solan, Shimla, Kalka, Parwanoo and Chandigarh region has been given below:Area Total Population Sample SizeSolan Approx 30 25% of 30= 8Shimla Approx 35 25% of 35= 9Kalka Approx 35 25% of 35= 9 Parwanoo Approx 06 25% of 06= 2Chandigarh Approx 200 25% of 200=50

Data CollectionUsing both primary and secondary data did data collection

Primary Data:Interviewing the chemists of the assigned area in order to get complete information the chemists were subjected to a questionnaire collected primary data.

Secondary Data :- Company’s Catalogue- Annual reports of the Company.- Internet (www.indswift.com)- Newspapers- IDR (Indian Drug Review)

Research Instruments:Questionnaire is used for conducting a survey. Questionnaire is having both open ended and close-ended questions.Close-ended questions are chosen because there are easy to interpret and tabulate. Open-ended questions are asked to know the customers perception regarding pharmaceutical brands.

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http://www.indswift.com/

Assumptions of the study :- Sample is representative of the existing chemists in the

market.- Respondents have responded correctly.

Analytical Framework: The results were interpreted first by giving weight age to the different pharma brands ranked by chemists and then average is calculated to find out 20 top pharma brands. For the purpose of analysis, weights are given to the assigned to various ranks. Hence highest weight is given to the item that is being ranked 1st by using weight age method, and the least weight to the item having lowest rank.

e.g. weight age method.

CHEMIST-1There are five Brands:Name of top 5 brands Ranking by Chemist WeightCiplox 1 5Zevit 2 4Becousules 3 3Corex 4 2Benadryl 5 1

CHEMIST-2

Name of top 5 brands Ranking by Chemist WeightCiplox 1 5Becousules 2 4Crocin 3 3Zevit 4 2Benadryl 5 1

METHODAccording to 1st and 2nd Chemist Ciplox is No 1 and Weight age given to brand which is 1st is 5. Similarly according to 1st chemist and 2nd

Chemist zevit is No-2 and No-4 respectively.

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To Calculate weight age

For ciplox : 5+5 = 5 2

For Zevit : 4+2 = 3 2

For Becosules : 3+4 = 3.5 2

Now the brand with highest weight age will be ranked No.1

- Ciplox is Number 1- Becosules is Number 2- Zevit is Number 3

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LIMITATIONS The survey was restricted to the cities of Solan ,

Kalka ,Parwanoo, Shimla and Chandigarh so environmental differences if any could none affected the study.

Errors due to the biased nature of certain respondents in likely to affect the results.

Respondents may not be willing to take keen interest.

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1) TOP 20 PHARMACEUTICAL BRANDSTable No. 1 (I) indicating the top 20 pharmaceutical brands at Solan

S.NO Top 20 Brands Name of Company

Cost per Tab or Bottle (Rs.)

Disease

1 Ciplox 500 mg

Cipla 7.8 Antibiotic

2 Becosules Pfizer .85 Vitamins3 Zevit SKB .88 Vitamins+Zn4 Novamox 250 Cipla 3 .6 Antibiotic5 Crocin 500 mg SKB .63 Antipyretic6 Envas 5 mg Cadila 2.06 Blood Pressure7 Ocid 20 mg Cadila 3.98 Gastric Ulcer8 Zinetac 150

mgGalxo .71 Antacid

9 Flexon Aristo .81 Analgesic+Antibiotic

10 Norflox 400mg

Cipla 4.7 UTI

11 Nimulid100mg Panacea 2.9 Analgesic+Antipyretic

12 Cobadex Glaxo 1.05 B Complex13 Tenolol 50 mg IPCA 1.57 Blood Pressure14 Benadryl100

mlParke Davis

32.41 Cough Syrup

15 Roxid 150 mg Alembic 11 Antibiotic16 Perinorm 10

mgIPCA .10 Antiametic

17 ISMO 20 mg Boehringe Mannheim

2.47 Gastric Molility

18 Novaclox Cipla 5.5 Antibiotic19 Voveran 50

mgNovaritis .91 Analgesic

20 Gelusil 171 ml Parke Davis

24.66 Antacid

Conclusion :

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Based upon the various responses of the chemists it was concluded that the top most brand in Solan town is Ciplox (500 mg.), of Cipla costing Rs. 7.85/ per tablet.

Table No. 1 (ii) showing the top 20 pharmaceutical brands at Parwanoo

S.No Top 20 Brands Name of Company

Cost perTab orBottle(Rs.)

Disease

1 Ciplox 500 mg Cipla 7.85 Antibiotic2 Becosules Pfizer .85 Vitamins

3 Novamox 500 mg

Cipla 3 .6 Antibiotic

4 Alprnx 0.25 mg Torrent .81 Tranquillizer5 Disprin Reckitt Colman .25 Analgestic6 Zevit Smithkline

Beecham .88 Vitamins + Zn

7 Nimulid 100 mg Panacea 2.9 Analgesic+Antipyretic

8 Ibugesic 400 mg Cipla .62 Analgesic 9 Zinetac 150 mg Glaxo .71 Gastric Ulcer10 Benadrl 100 ml Parke Davis 32.41 Cough Syrup11 Ocid 20 mg Cadila 2.06 Gastric Ulcer12 Envas 5 mg Cadila 2.06 Blood Pressure13 Liv 52 100 ml Himalaya

Drugs31 For liver

14 Ampicillin 250 mg

Ranbaxy 3.08 Antibiotic

15 Norflox 400 mg Cipla 4.7 UTI16 Asthalin 200 mg Cipla 66.61 Asthamatic17 Glycodin 50 ml Alembic 19.50 Cough Syrup18 Gelusil MPS Parke Davis 24.66 Antacid19 Stemetil 5 mg Rhone Poulenc .90 Antiemetic+

Antimigrain20 Althrocin 250 mg Alembic 4.4 For URTI

Conclusion:Based upon the various responses of the chemists it was concluded that the top most brand in Parwanoo town is Ciplox (500 mg.), of Cipla costing Rs.7.85/ per tablet.

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Table No. 1 (iii) indicating the top 20 pharmaceutical brands at Shimla

S. No.

Top 20 Brands Name of Company


Disease

1 Becosules Pfizer .85 Vitamins2 Brufen 400 mg Knoll .62 Analgesic3 Crocin 500 mg Smithkline

Beecham .63 Analgesic+

Antipyretic4 Ciplox 500 mg Cipla 7.85 Antibiotic5 Zinetac 150 mg Glaxo 0.71 Gastric Ulcer6 Nimulid 100 mg Panacea 2.9 Analgesic+

Antipyretic7 Zevit, Digene SKB/Knoll 2.64/.63 Vitamins +Zn/

Antacid8 Revital Ranbaxy 5.95 Vitamins9 Benadryl 100 ml Parke Davis 32.41 Cough Syrup10 Disprin, Septran

80/400RC/Wellcome .25/.77 Antipyretic/ Sulpha

antibiotic 11 Gelusil Parke Davis 24.66 Antacid12 Novamox 250

mgCipla 3.6 Antibiotic

13 Anacin Geoffrey Manners

.60 Analgesic+Antipyretic

14 Saridon Nicholas Piramal

.91 Analgesic

15 Tenolol 50 mg IPCA 1.57 Blood Pressure16 Evion 400 mg E. Merck 2.21 Vitamin E17 Norflox 400 mg Cipla 4.7 For UTI18 Gramogyl Stancare 4.5 Antidiass hoeal19 Ocid 20 50 mg Cadila 3.98 Gastric Ulcer20 Enhacin 228.5

mgStancare 10.83 For LRTI

Conclusion :Based upon the various responses of the chemists it was concluded that the top most brand in Shimla town is Becosules of Pfizer costing Rs. 0.85/ per tablet. My survey reveals the fact that the medicines consumed in this particular town is comparatively different from other regions. This may be because of its different climatic conditions.Table No. 1 (iv) showing the top 20 pharmaceutical brands at Chandigarh

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S. No.



Disease

1 Ciplox 500 mg Cipla 7.85 Antibiotic2 Becosules Pfizer .85 Vitamins3 Ocid 20 mg Cadila 6.98 Gastric Ulcer4 Benadryl 100 ml Parke Davis 32.41 Cough Syrup5 Asthalin Inhaler

200 mgCipla 66.61 Antibiotic

6 Ciprobid 500 mg Cadila 6.67 Antibiotic7 Gelusil 171 ml Parke Davis 24.66 Antacid8 Combiflam Hoechst

Marion Roussel.71 Analgesic

9 Asthalin Syrup 100 ml

Cipla 11.92 Anti Asthamatic

10 Alesid Cipla 2.5 Antiallergic 11 Ibugesic 400 mg Cipla .62 Analgesic12 Zevit SKB 2.64 Vitamins+Zn13 ISMO 20 Boehringer

Mannhein2.47 Gastric Motility

14 Revital Ranbaxy 5.95 Multivitamins15 Norflox 400 mg Cipla 4.7 For UTI16 Novamox 250

mgCipla 3.66 Antibiotic

17 Voveran 50 mg Novartis 0.91 Analgesic18 Ciplox TZ Cipla 9.5 G. Infection19 Digene Knoll .63 Antacid20 Envas 5 mg Cadila 2.06 Blood Pressure

Conclusion :Based upon the various responses of the chemists it was concluded that the top most brand in Chandigarh town is Ciplox (500 mg), of Cipla costing Rs. 7.85/ per tablet.

Table No. 1 (v) showing the top 20 pharmaceutical brands at Kalka

S. No.



Disease

1 Amplopress AT Cipla 2.5 B.P.

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2 Ciplox TZ Cipla 9.5 Antibiotic3 Becosules Pfizer 0.85 Multivitamin4 Novamox Cipla 3.66 Antibiotic5 Zevit SKB 2.6 Multivitamin6 Ocid 20 Cadila 3.9 Ulcer7 Zinetac Glaxo 0.71 For Ulcer8 Alrid Cipla 3.5 Anti Allergic9 Novaclox Cipla 5.5 Antibiotic10 Megadol Alembic 1.2 Analgesic 11 Norflox TZ Cipla 3.9 Antibiotic12 Envas 5 mg Cadila 2.06 For B.P.13 Nimulid Panacea 2.9 Analgesic14 Glycodin Alembic 19.50 Cough Syrup15 Betnovate N 20

gmGlaxo 16.53 Anti Fungal

16 Anhacin Stancare 10.83 For LRTI17 Avil 25 mg Hoechst 0.20 Anti Allergic18 Voveran Novaritis 0.91 Analgesic19 Wysolone Wyeth 0.61 Anti Allergic20 Gelusil 171 ml Parke Davis 24.66 Gastric Ulcer

Conclusion :Based upon the various responses of the chemists it was concluded that the top most brand in Kalka town is Amlopress AT, of Cipla costing Rs. 2.50 per tablet.

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2) TOP TEN PHARMACEUTICAL COMPANIES

Table 2 (i) indicating the ranking of top ten leading pharmaceutical companies in Solan, Parwanoo, Kalka, Shimla, Chandigarh area as responded by the chemists.

TOWN/ RANK

SOLAN PARWANOO KALKA SHIMLA CHANDIGARH

1 GLAXO CIPLA CIPLA SKB CIPLA2 RANBAXY RANBAXY CADILA RANBAXY RANBAXY3 CIPLA GLAXO RANBAXY CIPLA GLAXO4 CADILA SKB GLAXO PFIZER CADILA5 NOVARTIS PFIZER LYKA GLAXO NOVARITIS6 PFIZER CADILA PFIZER CADILA PFIZER7 SKB NOVARTIS NOVARTIS NOVARTIS SKB8 ALEMBIC PARKE DAVIS SKB PARKE

DAVISALEMBIC

9 PARKE DAVIS

LYKA PARKE DAVIS

LYKA PARKE DAVIS

10 LYKA ALEMBIC ALEMBIC ALEMBIC LYKA

Conclusion :From the above analysis its concluded that CIPLA enjoys a good brand image at Chandigarh, Kalka, Parwanoo whereas in Solan GLAXO is on the top and in Shimla Smithkline Beecham is leading.

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3) VIEWS OF CHEMISTS REGARDING THE COMPETENCE OF THE TOP PHARMACEUTICAL COMPANY

Table 3 (i) indicating the general perception of the chemists regarding Top Pharma Company at Solan

Attributes Chemists

Q & C. E & A All Others

Number 1 4 1Percentage 17% 66% 17%

Where

Q is for QualityA is for AvailabilityC.E. is for Cost EffectivenessN is for New Product Information

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Table 3 (ii) indicating the general perception of the chemists regarding Top Pharma Company at Kalka

Attributes Chemists



Where


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Table 3 (iii) indicating the general perception of the chemists regarding Top Pharma Company at Parwanoo

Attributes Chemists


Number - 2 -Percentage - 100% -

Where


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Table 3 (iv) indicating the general perception of the chemists regarding Top Pharma Company at Shimla

Attributes Chemists



Where


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Table 3 (v) indicating the general perception of the chemists regarding Top Pharma Company at Chandigarh

Attributes Chemists



Where


Conclusion :Maximum Majority of the chemists replied that the company, which is on the top, was having the entire attributes mentioned questionnaire.

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4) Weaknesses of the Top CompanyTable No. 4 (i) indicating that whether there is any weakness in the top pharmaceutical company

Response / Town Yes NoSolan 16% 84%Parwnaoo - 100%Kalka - 100%Chandigarh 10% 90%Shimla 15% 85%

Conclusion:Maximum of the chemists does not find any weakness in the top Company but few chemists mentioned that

Company does not easily entertain breakage Expiry time is short High product range therefore high investment is needed.

5) Ind Swift's Awareness

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Table No. 5 (i) indicating the awareness of the chemists regarding Ind Swift Ltd.

Response / Town Yes NoSolan 84% 16%Parwnaoo 100% -Kalka 100% -Chandigarh 100% -Shimla 100% -

Conclusion:Based on various responses it has been concluded that Ind-Swift is recognized well.

6) Availability of Ind-Swift productsTable No. 6 (i) indicating the availability of Ind Swift's product in areas under study

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Response / Town Yes NoSolan - 100%Parwnaoo 50% 50%Kalka 100% -Chandigarh 57% 43%Shimla 77% 23%

Conclusion :It is concluded that Ind Swift products are recognized well at Chandigarh, Shimla & Kalka but the chemists at Solan don't keep Ind Swift's Products as they are not aware of the same perhaps due to non launching of the products.

7) Strengths of Ind SwiftTable No.7 (i) shows the strengths of Ind Swift

Town/Attribute

Solan Parwanoo Kalka Shimla Chandigarh

Quality 16% - 50% 57% 50%C.E. - - - 29% 20%A - - - - -Q & C.E. - 50% 50% - -Q & A - - - - -

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C.E. & A - - - - -Others - - - - 30%Not Replied

84% 50% - 14%

Where C.E. stands for Cost EffectivenessQ stands for QualityA stands for availability

Conclusion:Based on various responses it is found that Ind Swift is having good quality products & are Cost Effective. At Solan Chemists did not replied as of non-launching of Ind Swift products.

8) Weakness of Ind SwiftSolan

100% of chemists did not reply this question: perhaps due to non-launching of Ind Swift Products.

Parwanoo

50% of the chemists in Parwanoo replied that the services provided are not good, remaining.

50% did not responded to the question.

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Kalka

100% Chemists replied that Medical Representative do not visit frequently.

Shimla

70% of chemists replied MR's visit once in 3 months

30% replied doctors do not prescribe Ind Swift's medicines.

Chandigarh

60% replied that MR's visit are not frequent and out of this 22% has also said that doctors are not satisfied may be that is why doctors do not prescribe.

40% replied no advertising is done on T.V.Conclusion :Based on various comments it is find that the main weakness is that MR's are not making frequent calls to doctors as well as to chemists.

9) Future prospects of Ind Swift

Table 9 (i) showing that future prospects of Ind Swift in the area under study ResponseTown

Yes (Favourable)

No (Unfavourable)

Solan 83% 17%Parwnaoo No Comments No CommentsKalka 100% -Shimla 100% -Chandigarh 100% -

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Solan :83% of the Chemists agreed for the launch of same product which is on the top but they were ignorant of the company's strength therefore they had no further suggestions to make & 17% of the respondents were totally unaware of Ind Swift.

Parwanoo :100% of chemists had no comments to make.

Kalka :Although in Kalka 20% of the chemists had positive attitude but the only problem according to them was lack of visits paid by MR's to the doctors and to chemists where as 80% believed that if doctors will prescribe then Ind Swift has bright future prospects.

Shimla :

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Although in Shimla a company enjoys a good image but still on account of lack of Medical Representatives visits to doctors & chemists the sales are hampered.

Chandigarh :Even in Chandigarh the response of the 90% of chemists was synonymous with that of Kalka as they had no qualms selling it' and 10% of chemists said that they should pay quality visits more often to various doctors.

Conclusion: On the basis of the various responses it is concluded that Ind Swift definitely enjoys a good image in the market and has the expertise and the presence to compete and win but the company needs to gear up its activities and be more proactive in its approach. It should engage in extensive communication and promotional schemes to inform various doctors and chemists about its products and performances.

10) Ranking Based Upon Particular Attributes

Table 10 (i) showing the survey analysis of quantity, services and prices of Ind Swift products at Solan :

Very Bad Bad Fair Good Very Good Not RepliedQuality - - - 16% - 84%Price - - - - - 100%Services - - - - - 100%

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Table 10 (ii) showing the survey analysis of quantity, services and prices of Ind Swift's products at Shimla :

Very Bad Bad Fair Good Very Good Not RepliedQuality - - - - 85% 15%Price - - - - 71% 29%Services 14% 57% 29% - - -

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Table 10 (iii) showing the survey analysis of quantity, services and prices of Ind Swift's products at Kalka :

Very Bad Bad Fair Good Very Good Not RepliedQuality - - 15% 85% - -Price - - 100% - - -Services - 58% 42%- - - -

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Table 10 (iv) showing the survey analysis of quantity, services and prices of Ind Swift products at Chandigarh :

Very Bad Bad Fair Good Very Good Not Replied

Quality - - 23% 72% 5% -Price - - 85% 15% - -Services - 85% 15% - - -

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Table 10 (v) showing the survey analysis of quantity, services and prices of Ind Swift products at Parwanoo :

Very Bad Bad Fair Good Very Good Not RepliedQuality - - 50% - - 50%Price - - 50% - - 50%Services - 50% - - - 50%

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Conclusion :Based on various responses it is concluded that the Quality & Prices of Ind Swift's products are comparatively good but the services (Sales Call) needs improvement.

11) Position of Ind Swift

Table 11 (i) indicating the Position of Ind Swift's Laboratories Limited, according to the chemists of Solan, Kalka, Chandigarh, Shimla, Parwanoo :

Position/ Town

Introduction Growing Mature Decline Not Replied

Solan 66% 17% - - 17%Parwanoo - 50% - - 50%Chandigarh 20% 80% - - -Kalka 29% 71% - - -Shimla 15% 85% - - -

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Conclusion :Based upon the responses given by the chemists in towns under survey its clear that Ind Swift is in growing stage. As the company is enjoying a good image in the market, therefore it should spend money on promotion & distribution to capture a dominant position.

SWOT ANYALSIS

STRENGTHS

Regular Market Expansion Futuristic Wide Distribution Network Innovative Packaging New Product Development Multibrand Strategy Vast Experience in Export Market Access to New technology Ensuring product quality USFDA (United States Food and Drug Authority) Approved Strong R & D

WEAKNESS

Less Advertising and media Coverage Inadequacy of Sale support

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Communication Gap

OPPORTUNITY

Hugh market Potential Addition to existing product line Government is promoting Pharma and IT industry.

THREATS

Competition

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1. Top brand at

Town Top BrandSolan Ciplox 500 mgChandigarh Ciplox 500 mgKalka Amlopress ATParwanoo Ciplox 500 mgShimla Becosules

2. Top Pharma Company is CIPLA

3. Based on the analysis is was established that cost of top leading brand (i.e Ciplox) is Rs. 7.85/- per tablet therefore Rs. 78.50 per strip.

4. Ind Swift enjoys a good brand image. The launch of the new product will be successful, provided the company gear up its various communication and promotional activities.

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5. Although the Ind Swift holds a good image in the mind of customer but still it is not reaping maximum returns. It is definitely competent in terms of quality and price still results are not optimum. The company should imbibe in its marketing strategy, the concept of RELATIONSHIP MARKETING.

6. The Medical Representatives are not resorting to time management therefore the company is not reaping the maximum profits.

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SUGGESTIONS

1. Role of Field Officer Force during new product launch :

Company should do RCPA (Retail Chemists Product Audit) & select right doctors for particular product through RCPA.

Company should make new products available at every retailer (Counter) who is attending prescription of these particular doctors.

Medical Representatives should call the doctors in the right frequency according to his convenience.

After every call, Medical Representatives should confirm the prescription from the chemists where product is available.

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2. Company should timely inform chemists about their new product launch.

3. Constant feed back will provide the outside and inside view of the company, for this the Company should conduct survey on regular basis, so that it is abreast of changing needs & demands of the customer.

4. Company should take certain steps to improve their services.

5. By spending money on promotion and distribution, Ind Swift can capture a dominant position.

6. For promoting their products, Company should advertise though appropriate media like Television, Newspapers.

7. Company should try to reduce communication gap with Medical Representatives and they should provide training to their Medical Representatives so that they can fulfil expectations of the customers by improving on their sales call.

8. Company has bright future prospects of launching new products, which are on the top, so the company can go for this.

9. Company should start generic production again even thought it is less profitable on account of competition but this will definitely enhance the company's images.

10. Time management will give the company a boost that will last for a longer time.

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Vardhman Mahaveer Open University, Kota (Raj.)

Department of Management Studies, MBA (Marketing)

Survey Based on Top Pharmaceutical Brands

Questionnaire

Dear Respondent,

Here are given certain questions to know your views regarding various pharmaceutical brands.You are requested to spare some of your precious time in filling up this questionnaire.

1) a) Name of Medical Store :b) Name of Chemist :c) Address :

2) Please fill in the most popular pharmaceutical brands being determined by quantum of sales from your shop.

S. No. 20 Most Popular Pharma Brands

Name of the Company

Cost per Tablet (in Rs.)

Disease/Aliment

1.2.3.

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4.5.6.7.8.9.10.11.12.13.14.15.16.17.18.19.20.

3) Please rank the following ten companies as per their reputatuion giving rank No. 1 to the most reputed company, rank No. 2 to next most reputed and so on till 10.

a) Cipla f) Novartis

b) Ranbaxy g) SmithKline Beecham

c) Glaxo h) LYKA

d) Cadila i) Parke Davis

e) Pfizer j) Alembic

4) Please tick among the following attributes that you have considered while positioning the top company.

Quality

Cost Effective

Availability

New Product Information

Consumer Preference

All

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Any other, Please Specify …….

5) Do you find any weakness in the above-mentioned top company ?

Yes

NoIf yes, what are those?

6) Are you aware of Ind Swift

Yes

No

7) Do you keep Ind Swift products ?

Yes

No

8) According to you what are the strengths Ind Swift

Quality

Cost Effective

Availability

Sales Call

All

9) According to you what are the weaknesses of Ind Swift

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10) Will you stock a new pharmaceutical product from Ind Swift if it is in the same category as that of most selling pharma product you have, give reasons ?

Yes No

11) What are the future prospects of Ind Swift based on the following ?

Attribute Very good Bad Fair Good Very Good

Price

Quality

Service

12) How can you differ Ind Swift products from other pharmaceuticals products? Please Explain.

13) Can you explain the diversion of Ind Swift should be in which particular type of medicine category?

14) Can you suggest the improvement areas by which the growth of the company will achieve peak position?

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15) Write few words about the marketing strategies, MR contacts, behavior, doctors view, which can help to draw a conclusion about the company reputation.?

BOARD OF DIRECTORS

A K JainChairman

S R Mehta Managing Director

Dr. G. MunjalJoint Managing Director

N R. Mujal Director

V.K MehtaDirector

Company SecretaryNitin Bansal

AuditorsJ K Jain & AssociatesChartered AccountantsChandigarh

BankersPunjab National BankState Bank of India

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Registered Office781, Ind. Area,Phase - I, Chandigarh

Corporate Office Works493-494, Sector -35 Plot No. 23, Sector - 2,Chandigarh Parwanoo, Distt. Solan (HP)

Plot No. 173, Sector 2Parwanoo, Distt. Solan (HP)123 Industrial Area, Phase-IIPanchkula (Haryana)

PERFORMANCE OF THE COMPANYPROFIT AFTER TAX

Table A indicating the performance of the company based upon profit after tax

Year 2003-04 2004-05 2005-06 2006-07 2007-08Profit 226.96 269.46 241.39 325.12 525.26% increase

- 18.72% - 34.68% 61.65%

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Dividend Percentage

Table B indicating the performance of the company based upon Dividend Percentage Year 2003-04 2004-05 2005-06 2006-07 2007-08Dividend 18% 22% 25% 25% 20%% increase

- - - 50% 33%

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BIBLIOGRPAHY

Company’s Catalogue

Last five year (1995-2000) Annual report of the company

Intrnet (www.indswift.com)

Newspapers

IDR (Indian Drug Review)

Research Methodology by C.R. Kothari

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TO IDENTIFY THE FUTURE PROSPECTUS OF A PHARMACEUTICALCOMPANY BASED UPON THE TOPP 20 PHARMA BRANDS

In Partial Fulfilment of the requirement of Master of Business Administration. IGNOU

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Anil Garg

I.N. 000648588

2

Aunthentication Certificate

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This is to certified that the work done in connection with the Project Report on "TO IDENTIFY THE FUTURE PROSPECTUS OF IND SWIFT LTD (A PHARMA COMPANY) BASED UPON THE TOP 20 PHARMA", submitted to India Gandhi National Open University, New Delhi in partial fulfilment of Master of Business Administration is a faithful record of work carried out by me under the supervision and able guidence of Sh. Sunil K. Goel, MBA, Academic counseller, IGNOU, study centre (1103), Solan (H.P.) No part of this project has been submitted elseware for any degsee ordiploma course.

The techniques and obsevations embodies in this work were undertaken exclusively by me.

CLS Dt.

Sunil Goel

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Acknowledgement

This project has been made possible through the direct and indirect Cooperation of various persons for whom I wish to express my appreciation and gratitude.

The completion of this project and my success in the same is gratefully credited to my project guide and advisor, Mr. Sunil K. Goel, Academic Counselor, IGNOU Study Centre, Solan (1103) for providing me all the possible help and other valuable suggestions.

I am also grateful to Mr. S.K. Kaushik, Manager (P & A), Ind Swift Ltd., Parwanoo and all the staff members for their support and for providing an opportunity and congenial environment to work with them.

I also owe a profound intellectual dept to numerous authors whose ideas and contribution have shaped my thinking on this subject.

All the chemists who responded favourably to the questionnaire and spared time out of their busy schedule to grant personal interviews dserve my special thanks.

My grateful thanks go to my family for their moral support.

Many who helped me during this endeavor will always be remembered by me gratefully.

ANIL GARG000648588, MBA

IGNOU Study Centre, Solan

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PREFACE

Mr. A.K. Jain started pharmaceutical company in 1986 with a business insight. Fast moving market requires fast moving organisation i.e. continuously refreshed with new talents. Its very important for the company to answer these critical questions as where has one organisation been ? Where it is now ? What to do for giving these answers to these questions ? Market projections provide new identity to an organisation. For answering these questions, it is necessary to conduct natural surveys, as providing an answer to these question is an joint effort of both the company and its customers. Keeping this in view I was assigned a project " TO IDENFIFY THE FUTURE PROSPECTS OF IND SWIFT LTD. BASED UP ON THE TOP 20 PHARMACEUTICAL BRANDS". I conducted a survey to accomplish the given assignment and to seek more information like the Top Pharma Company, cost of top pharma brand etc. The project report is being divided into several parts.

Part one contains the introduction of the company under study. This part highlights the history of the company, its distribution network etc. Past two includes Research Methodology which focuses on the sample size method of data collection (Questionnaire prepared for rate collection), research methodlogy used and linistations of the study. It also include SWOT analysis of Ind Swift Ltd.

Next part includes analysis and interpretation that covers the these of the project. Different methods like weightage method has been used for analysis. This part also throus light on the top brands strength and weaknesses, and it also answers the other objections of the study.

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Succeeding past includes the findings and suggestions keeping in view strengths and weaknesses noticed during my survey. The main flow found was that MR's do not frequently visit the chemists and the doctors.

Last part of the project report contains the annexes and Bioliogsaphy. Annexure includes the questionnaire and other bar charts etc.

INTRODUCTION

About the Company

Ind Swift Ltd. was established in 1986 at Parwanoo and there by started activities on loan basis. There after the company took the Marketing of products manufacture by M/s Ind Swift (P) Ltd. & M/s Mukur for mulations Company (P) Ltd.

- R & D strength- Quality control Department.

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Distribution Network

Ind Swift distribution chennel, beyond the apparent reality of business, it reaches for corners of the country, supported by a network of 29 C & F agents who cater to the needs of 600 authorised stockists. These stockists ensures company's products availability at approximately 60,000 retail outlets with a strong field of 300 market professionals. Company's products are promoted over by 50,000 highly qualified doctors.

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RESEARCH METHODOLOGY

Title : To identify the future prospects of Ind Swift Ltd. based upon the top 20 pharmaceutical brands.

Objection of the study :

- To find out the top 20 pharma brands in the region of Shimla, Solan, Parwanoo, Kalka and Chandigarh.

- To identify the top leading pharmaceutical brand.

- To identify the name of the top pharma company.

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- To study the Brand Equity (Image) in terms of the companies products by survey method.

- To identify the future prospects of Ind Swift Ltd. if it plans to launch the same product, which is on the top.

- To find out the pricing of the leading pharma brands.

Research Methodology

When we talk about research methodology. We do not only talk about research methods but also consider the logic behind the methods that we use in context of research study. We also evaluate why we are using a particular method. The techniques used should be such that the research is capable of being evaluated by the researcher as well as by others.

Sampling Unit

The Geogsaphical area proposed by the company for the study is Solan, Shimla, Parwanoo, Kalka & Chandigarh. Chemists were the unit of survey because the study required Retail Audit. TB chemists out of the total 306 were taken for the study. This comes to 25% of the total chemists population in the target area.

Size of sample

The project is an effort to evaluate/study with respect to sale of drugs in Chandigarh, Solan, Kalka, Parwanoo and Shimla cities. A list of all chemists for each of the selected cities was obtained from the distributors of the area. Samples of TB Chemists were chosen randomly out of 306 chemists with at least 25% of the total chemists from each city. The breakup of TB chemists according to Solan, Shimla, Kalka, Parwanoo and Chandigarh region has been given below :

Area Total Population Sample SizeSolan Approx 30 25% of 30 = 8Shimla Approx 35 25% of 35 = 9Kalka Approx 35 25% of 35 = 9Parwanoo Approx 6 25% of 6 = 2Chandigarh Approx 200 25% of 200 = 50

Date Collection

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Date collection was done by using both primary and secondary date.

Primary Date

Primary date was collected by interviewing the chemists of the assigned area in order to get complete information.

Therefore in the above exemple

- Ciplox is Number 1

- Becasules is Number 2

- Zevit if Number 3

LIMITATIONS

- The survey was restricted to the cities of Solan, Kalka, Parwanoo, Shimla & Chandigarh, so environmental differences if any could have effected the study.

- Errors due to the biased nature of certain respondents is likely to affect the results.

- Respondents may not be wiking to take keen interest.

The chemists were subjected to a questionnaire

Secondary Data :

- Company's catalogure

- Annual Reports of the company

- Internet (www.indswift.com)

- Newspapers

- IDR (Indian Drug Review)

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Research Instruments

Questionnaire is used for conducting survey. Questionnaire is having both open ended and close-ended questions.

Close-ended questions are chosen because these are easy to interpret and tabulate. Open-ended questions are asket to know the customer's perception regarding pharmaceutical brands.

Assumptions of the study

- Sample is representative of the existing chemists in the market.

- Respondents have responded correctly.

Analytical Frame Work

The results were interpreted first by giving weightage to the different pharma brands ranked by chemists and then average is calculated to find out 20 top pharma brands. Fir the purpose of analysis, weights are assigned to various ranks. Here highest weight is given to the item that is being ranked Ist by using weightage method, and the least weight to the eg. Weightage method.

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CHEMIST - 1

There are five brands

Name of top 5 brands Ranking by chemists WeightCiplox 1 5Zevit 2 4Becosules 3 3Corex 4 2Benadryl 5 1

CHEMIST - 2

There are five brands

Name of top 5 brands Ranking by chemists WeightCiplox 1 5Becosules 2 4Crocin 3 3Zevit 4 2Digene 5 1

According to Ist and 2nd chemists Ciplox is No. 1 and weightage given to brand which is Ist is S. Similarly according to Ist chemist and 2nd chemist Zevit is No. 2 and No. 4 respectively.

To calculate weightage

For Ciplox : 5+5=52

For Zevit : 4+2=32

For Becosules : 3+4=3.52

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Now the brand with highest weightage will be ranked No. 1

INTRODUCTIONAbout the CompanyInd-Swift Ltd. was established in 1986 at Parwanoo and there by started activated on loan basis. Thereafter the company took the Marketing of product manufactured by M/S Ind-Swift (P) Ltd & M/S Mukur Formulation Company (P) Ltd. Due to the growing demands and higher acceptability of the product, Company has installed manufacturing facilities of its own. The marketing network is backed up by experience of Mr. Anil K. Jain along with Mr. N.R. Munjul. Both directors are also well experienced in Pharmaceutical Administration and Production.

The products of the company are sold in vast Indian market. The company has an established network and a chain of offices at Delhi, Chandigarh, Panchkula, Indore, Jaipur, Hyderbad & Lucknow. The Company products enjoy good reputation as resflected by the rise in sales & profitability.

Ind Siwft Laboratories Ltd. is a company promoted by Ind Swift Ltd. in joint venture with Punjab State Industrial Development Corporation Ltd. which primarily manufactures intermediate & bulk drugs. At present Ind Swift Labs Ltd. is producing latest active pharmaceuticals ingredients like clarithromycin, Fecofenadine & Atorvastatin. Roxithromycin & Clarithromycin granules are main stay of company. Leading Indian companies like Cipla, sun, Lupin & Glenmark are its major domestic clients.

Ind Swift Laboratories Ltd, which came in commercial Production in 1997 has strong international presence. Already most of its products are exported to European, Asian and other developing countries including Switzerland, Italy, Germany, Netherlands and Belgium.

Ind Swift Laboratories is preparing for USFDA approval for clarithromycin so as to tap international market. Anin, Stesmin, Neurophen, Suprox, Cozy, Phena & Neurophen drops are some of the well known brands of the company.

The wonder success of the company was the introduction of clari” D T (clarithromycin Dispersible tablet under NOVEL DRUG DELIVERY SYSTEM) for the fuirst time in pharma market. Ind Swift is the only company in India which modified the release system of this macrolide antibiotic.

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