INTRODUCTION

This project report aims at analyzing and reporting on the marketing strategies of Baidyanth Ayurved Bhawan Pra.ltd for the brands sundari sakhi syrup. Pioneering role that it has played in the evolution of the categories it has had a presence in. Baidyanath Sundari Sakhi Syrup is an excellent herbal tonic to relieve the prolems related to menstruation and to maintain her stamina and vitality throughout the month.sundari sakhi is the leader in the category and enjoys a market share of 75 per cent. The product is essentially a women health supplement.This report is not aiming at the overall marketing mix or the marketing strategy of Baidyanth Ayurved Bhawan Pra.ltd but is an attempt to analyse the marketing mix of Sundari Sakhi product . The report also enlists various recommendations based on BCG Growth Share Matrix analysis, Ansoffs Product Matrix Expansion Grid, SWOT Analysis etc. This analysis has been done on the basis of the information gathered from the company website and other online resources and books and articles.

Regulates menstrual cycle, relieves the distress of dysmonorrhoea.

Baidyanath Herbal Products - Pure & Natural Herbal Products - Your health is in Reliable Hand.

BaidyanathSundariSakhiSyrup:

(Formerly Sundarikalp Forte) - Ideal Herbal Tonic for Women - Forget your monthly tension Every Month at the time of menstruation cycle every woman has to face health promblems.BaidyanathSundariSakhi Syrup is an excellent herbal tonic to relieve the prolems related to menstruation and to maintain her stamina and vitality throughout the month.SundariSakhi Syrup - can continued to be taken after relief from menstrual problems purely as a herbal tonic to maintain vitality and stamina throughout the month. Scanty Bleeding During Menstruation. Due to scanty bleeding during menstruation women faces the problems like - heaviness in stomach, burning sensation in eyes & in hands and in legs. In such cases it is advisable to take BaidyanathRajpravartiniBati( 1-1 tablet twice daily with water) along with BaidyanathSundariSakhi Syrup.

Leucorrhoea (Pradar) - Leucorrhoea is a common problem amongs women. There are two types of Pradar. Shwetpradar(Whitish viscid discharge from Vagina) and Raktapradar (Reddish discharge from Vagina). Due to this discharge problemslikes backache fatigue, itching and inflammation in Vaginal area ocuur. In such condition its is advisable to take BaidyanathSundariSakhi Syrup along with BaidyanathPradarantak Tablet.SundariSakhi Tablet - One tablet daily after meal gives extra strength and removes weakness caused due to pain and bleeding during the menstruation. It should be taken immediately after the 5th day of the period.

Indication: An exclusive ayurvedic formula for women, formulated keeping in view their needs. Relieves the problems of those difficult days like weakness, backache, pain, fatigue ect.Restores hormonal functioning of the system, Relieves headache, abdominal pain irritation, lassitude and dizziness. Improves digestion.Purifies blood, tones up skin, builds up strength & stamina & keeps women healthy and active through the month.

Composition (Each 15 ml contains): AnantMool 375 mg KharethiPanchang 375 mg ApamargPanchang 375 mg Manjith 375 mg Kapasjad 375 mg Ashokachhal 750 mg Lodhrachhal 750 mg Amltas 300 mg Gokhru 300 mg GajarBeej 225 mg Shivlingi 225 mg Daruhaldi 115 mg Mulibeej 115 mg Soya Phool 115 mg Ajmoda 115 mg Dhaiphool 115 mg Gulabphool 75 mg

Kalonji 45 mg UlatKambal 45 mg Nagarmotha 75 mg Punarnava 225 mg Asgandha 150 mg Caramel Colour Q.S Methyl Paraben 45 mg Propyl Paraben 22 mg Flavoured Syrup Base Q.S.

Dosage: 15ml twice a day with water along with SundariSakhiTablet(1 Tablet twice daily with water). Non alcocholic, totally safe.

Objective of study To interpret the consumer perception towards the Sundari Sakhi Syrup.

To identify the buying behavior of the target market.

To analyze the market opportunity.

To expand the different channel to promote Sundari SakhiSyrup. To study the present distribution channel.

SCOPE & LIMITATION OF STUDY Sales promotional activity boost the sales of retailers in Lucknow Effectiveness of sales promotion is depend up on the pattern of sales promoyion. Sundari sakhi formulated strategies after analyzing of consumer buying behaviour . Consumer show positive buying attitude towards sundari sakhi. Sundari sakhi has huge market share in Nagpur. Consumer are very much satisfied with the baidyanath established product sundari sakhi.

LIMITATIONSThe study was restricted to Nagpur city only & therefore results of this study cannot be generalized to other part of the country.Constraint Time constraint has a big limitation to conclude such vast subject.Some customers are not ready to give their views.The questionnaire contains multiple choice questions so respondents tic to answers which were not applicable without giving proper thought.Mode of Analysis is on information provided by retailer. There is no authentic evidence to support the information.Assumptions that the answers to the questionnaire are correct.

RESEARCH METHODOLOGY MEANINIG OF RESEARCH: - Research as a scientific and systematic search for pertinent information on a specific topic. In fact, research is art of scientific investigation. It is an academic activity and such the term should be used in technical sense. Research is, thus an original contribution to the existing stock of knowledge making for its advancement .It is pursuit of truth with the help of study, observation, comparison and experiment .In short, the search for knowledge through objective & systematic method of finding solution to a problem is Research.

DEFINITION 1 .According to advanced Learners Dictionary, A research is a careful investigation or inquiry especially through search for new fact in any branch of knowledge.

2. According to Clifford Woody, Research comprises defining and redeeming problems, formulating hypothesis or suggested solution; collecting, organizing and evaluating data; making deductions and reaching conclusion; and at last carefully testing the conclusion to determine whether they fit the formulating hypothesis.

RESEARCH METHODOLOGY Research methodology is a way to systematically solve the research problem. In it we study the various steps that ate generally adopted by a researcher in studying his research problem along with the logic behind them. It is necessary for the researcher to know not only the research method/techniques but also the methodology.Research methodology is the process of systematic gathering, recording and analysis of data collected by various techniques to access the response and accordingly, prepare a report on absenteeism. Research is any systematic activity carried out in the pursuit of truth, investigation & it is also the application of scientific method to add to the present pool of knowledge.

Method of Data Collection:-

Data Collection was done by two types of data collection are as follows:i) Primary Dataii) SecondaryData1. Primary data: It will be collected with the help of a self administered questionnaire in NAGPUR.

2.Secondary data: Secondary data is required for collecting the information of the company. This data is collected from the related website, and some other available resources which are listed below. Newspapers

Magazines

Books.

Internet.

3. Location of survey: - Location of the survey is Nagpur.Research instruments:Questionnaire design: As the questionnaire is self administrated one, the survey will be simple and user friendly. Words used in questionnaire will be readily understandable to all respondent. Also technical jargons will be avoided to ensure that there is no confusion for respondents.

Research approach: The project uses facts or information already available an analysis them to make a critical examination of material. The analytical research has been conducted to study absenteeism. The study has investigated and gathered the relevant data and information as a basis or evidence. The procedures adopted for obtaining the same is survey method. In this method the data has been collected by the method of questionnaire.To evaluate the market response and the movement also to identify the various constraints in sales of product. Following plan of action prepared.

To get information about movement of product the questionnaire prepared for retailers as retailers are direct in the contact of consumers.The target of meeting retailers of different areas of Nagpur fixed.And retailers randomly approached to get information on the various aspect of the product and also the have been asked for their suggestions for product improvement.

Questionnaire was prepared in easy language so that the retailer can answer the question.The copy of four page questionnaire is enclosed next to this page.

COMPANY PROFILE

BaidyanthAyurvedBhawanPra. Ltd.

Baidyanath is one of the leading Ayurvedic Company in India. Companys registered office is located in Kolkata. Nagpur division of company operates six sales depots.1) Hyderabad (Andhra Pradesh)2) Vijayawada (Andhra Pradesh)3) Bangalore (Karnataka)4) Mumbai (Maharashtra)5) Belgaon (Madhya Pradesh)6) Fursungi-pune (Maharashtra)7) Gopalganj (Madhya Pradesh)

The company was founded at Baidyanathdham in Bihar by late vidyashree ram narayanjisharma in 1928. it was soon shifted to Kolkata. The growing popularity and demand of companys Ayurvedic medicines and distribution problems force founder to open manufacturing centre at Patna, Zhansi, and Nagpur in the year 1940, 1941, and 1942 respectively. But this expansion did not true sufficient and a new works came up at Naini (Allahabad) in 1961 &Seoni in 2000. Today company manufacture over 700 Ayurvedic medicines in well equipped modern factories at Kolkata, Patna, Jhansi, Nagpur and Naini and are operating in every nook and corner of the country through Baidyanath 5 well equipped factories. Much before mankind learnt about lifesciences, much before any other discipline of medicine could even be conceived, one discipline of lifescience had evolved into a complete treatise on prevention and cure of human elements.

More than 5000 years ago, in India originated a science by the name Ayurveda - `Ayus` meaning life and Veda meaning dealing in essence,for thethe maintenance of physical, mental, social and spiritual health of an individual.

A life science that aimed at prevention as much as cure, it soon came to find favour in whole of Asia as well as Middle East, Turkey, Greece and Egypt.

Ayurveda is an understanding of the remedial powers of nature and all Ayurvedic formulations are made from extracts of herbs, fruits, seeds, roots, gum, flowers and latex.It is only with the advent of synthetic chemicals that we come to hear of side effects and after effects, something that Ayurvedic formulations do not suffice for. While many may find it surprising, Ayurveda which we know today, is essentially the same science that reached its summit thousand of years ago. It must also be a revelation to most that the text of this treatise is a well researched account of remedial powers of nature on our planet, preserved in Atharvaveda, one of the five holy books of Hindu descent, PanditRamnarayan Sharma an illustrious practitioner of Ayurveda, made a small beginning by starting the manufacture of Ayurvedic medicines at BaidyanathDham in Bihar in the year 1918, and then pioneered a large scale production of Ayurvedic formulations at-:(1)Kolkata in 1921

(2) Patna in 1940

( 3) Jhansi in 1941

(4) Nagpur in 1942

(5) Allahabad in 1958.under the flagship of Shree BaidyanathAyurvedBhawan and this expansion did not prove sufficient and a new works came up at Baddi (Solan) H.P. in the year 1995, New plants now exist at Barotiwala (H.P.) Kashipur (U.K.) and Seoni (M.P.).

Ayurveda had truly entered the new age with the advent of modern methodologies that allow for Pharmacognocy and clinical research, and Baidyanath since added a new dimension to this ages old science by standardizing old formulations and evolving newer ones.

Today, Baidyanath produces the largest range of Ayurveda products with over 700 formulations, sold at over 1,00,000 retail outlets, catering to over 50,000 practitioners. Backed with decades of experience, modern infrastructural facilities, state-of-the-art technology and quality human resource, Baidyanath continues to live the role it had assumed decades age, that of a true heir to the legacy of Ayuveda.

Production Facilities: For the best in Ayurveda

Shree BaidyanathAyurvedBhawan (P) Ltd. is engage in manufacturing over 700 formulations that meet ever increasing demands for Baidyanath products. State-of-the-art technology, a well trained man power and standard practices ensure that Baidyanath products deliver the goodness of Ayurveda. The products are manufactured in frontline machines, packed in automatic plants, untouched by hand in stable packaging. All the production facilities function as per the GMP Standards that ensure that nothing is left to chance when it comes to harnessing the power of Ayurvda.

Quality hallmark of Baidyanath

Despite standard manufacturing practices conforming to GMP's each Baidyanath product passes through stringent quality tests to ensure that nothing but the very best is offered to our customers and decades old relation of trust remains intact. In fact quality control measures are adopted right from the stage of purchase of raw material ,to its processing and finally packing. All the production facilities of Baidyanath have Quality Control Departments that adhere to rigorous and standard quality test practices to ensure that the products sent to the market are of top quality.

Product Profile: Specializing in every segment

The Baidyanath product profile comprises over 700 OTC and prescription drugs which makes it one of the largest range of products to be offered by any Company in the Health Care segment. The popularity of Baidyanath products, specially in the OTC category, can be gauged by the fact that products like BaidyanathChyawanprash, Madhumehari, Shankhapushpietc have become household names. Prescription drugs and formulations on the other hand find equal favour with over 50,000 practitioners of Ayurveda nationwide.

R & D: Responding to newer challenges

R&D has always been a key activity at Baidyanath and dedicated researchers are busy evolving newer formulations as well as improving upon the existing ones. The R&D wing currently makes the most of a well qualified team that includes ten doctorates, other scientists and technical staff. At present the research areas include single and multiple ingredient herbal health care products and health supplements. Baidyanath also publishes a monthly research journal 'SachitraAyurved' which chronicles the latest findings of the R&D wing and keeps the Ayurved fraternity abreast with the latest in the field by including various articles of medical interest.

With the setting up of an exclusive research wing Baidyanath Research Foundation, Baidyanath is all set to break newer grounds. The research activity at BRF is currently focusing on single herb, active ingredient and cultivation of herbs.Herbal research centres have been established all over india including a high altitude research station at Narura in Sirmour Himachal.

Human Resource: The best for the best

Baidyanath take pride in a 2000 strong work force that comprises professionals working in various capacities across various branches in their respective areas of work. It is this quality human resource that has made Baidyanath what it is today. Underlining the importance of Human Resource, the Organisation believes in investing handsomely in one of the most valuable of its assets. Today, the Baidyanath family comprises 1700 skilled workers, 150 marketing professionals, 25 research professionals and 125 management professionals that work in integrity towards achieving a common goal of taking Shree BaidyanathAyurvedBhawan towards greater heights.

Affiliations and Associations: Harmony in Business

Shree BaidyanathAyurvedBhawan (P)Ltd.has strong ties in the pharmaceutical industry owing to an open and progressive outlook. The organization believes in working towards the common goal of the industry and that of the nation at large. In order to ensure the highest quality standards of Raw Materials, the Company promotes Medicinal Plant, Cultivation at large scale on its own and also in Collaboration with local farmers. A few of the esteemed associates of the Organisation are:

Siddhayu Ayurvedic Research Foundation (P) Ltd., NagpurBaidyanath Research Foundation, New DelhiCamp Himalaya (Progressive Farmers Association)AyurvedantaPvt. Ltd., New DelhiShree Sharma AyurvedMandir, Datia

A responsible corporate citizen

That a corporate entity of the size and repute of Baidyanath has a responsibility towards the society and the nation is well understood by us at Baidyanath. The Organisation has been extending financial assistance to institutions, research centers and hospitals as well as scholarship to students with a view to encourage research and development in the field of Ayurveda.

The Organisation has also been awarding a cash prize of Rupees One Lac to the author of the best paper or book on Ayurved through Pt. Ram Narayan Vaidya Research Trust.

Also The Rani Laxmibai Public School at Jhansi, a school run solely by the Organisation has the reputation of being one of the best schools in the region. In other parts of the country such as Rajasthan and Uttar Pradesh, the Organisation is supporting various schools where more than 10,000 students are studying.

The Organisation also organizes various sports tournaments and few of them such as the Pt. Ram Narayan Sharma Memorial All India Baidyanath Gold Cup Hockey Tournament, Pt.Ram Narayan Sharma Athletic Meet and Baidyanath Golf Tournament have become known annual events keenly looked forward to by the sportsmen in the country.

Free medical camps are organised all over India Where our specialist doctors examine patients and distribute free medicines.

CHARACTRISTICS OF BODY TYPE

For a better understanding of your Ayurvedic constitution and to cross-check the results of the test, listed below are the principal physical and psychological characteristics of persons with predominantly single dosha constitutions.

VATA

Physically such people are either very tall or very short, non- muscular, with thin and bony limbs and have a quick gait with short fast steps. Skin is generally thin, darkish and cool. The hair is thin, dark, coarse and either kinky or curly. The face is usually long and angular, often with an underdeveloped chin. The neck is thin and scrawny. Nose is small and narrow. May be long, crooked or asymmetrical also. Eyes tend to be small, narrow or sunken, dark brown or gray in color, with dull luster. The mouth being small, with thin, narrow or tight lips. Teeth are irregular, protruding, or broken, set in receding gums. And while the voice is weak, low or cracked, speech is fast with interruptions.

Vata people have restless minds and weak memories. They avoid confrontation. Have active and sensitive natures and express themselves through sport and creative pursuits.

Likely to be artistic and creative with a good imagination, they will sometimes overindulge in pleasures. And are sexually the most active. Fearful, worrisome and anxious they are into questioning, theorising and over-analysis. Often dissatisfied with and unable to sustain friendships, they spend money quickly, often on trifles. With light, interrupted sleep of 5-7 hours a day.

Factors that increase vata

Exposure to cold , no routine in your life, eating to much dry, frozen or leftover food, or food with bitter, pungent or astringents taste. Fasting, too much traveling, too much or inappropriate exercise, suppressing naturalurges, abdominal surgery.Not oiling the skin.

PITTA

A moderately well developed physique with mascular limbs and a purposeful, stable gait of medium speed. With a loud, strong voice and precise, convincing speech. The skin is fair, soft, and lustrous, warm, and tends to burn easily in the sun has freckles, many moles, and a tendency to rashes. And the bodies are hot and sweaty.

Characterised by fine and soft, either fair or reddish hair that tends to gray soon. Face is heart-shaped, often with a pointed chin. While the neck is proportionate and of average size. A neat, pointed, and average sized nose matches the average sized eyes that are either light blue, light gray or hazel in color, with an intense luster which get red in summer or after bathing. The mouth being medium, with average lips and medium-sized, yellowish teeth.

Pittas have an intellectual and precise disposition due to a very alert, focused mind. Sharp and knife-like in anger, they are irritable, jealous and aggressive by nature. Discriminating and judgmental, they are articulate, learned and proud. With a developed sense of responsibility, they can take decisions and organise affairs well. Argumentative, but with a sense of humor, their selectively excellent memory makes them fast learners. Moderately passionate in their sexual pursuits, they spend moderately, usually on luxuries.

Factors that increase pitta

Exposure to heat, eating too much red meat, salt, spicy or sour foods. Indigestion and irregularity of meals. Exercising at midday, Drugs especially antibiotics.Too much intellectual work/thinking. Alcohol, Fatigue .Anger, Hate fear, emotion.

KAPHA

A thick, broad, well-developed frame and large, long limbs go well with a pleasant, deep and resonant voice with low, slow, rhythmic speech. The skin is usually thick, oily, pale or white and cold. Plentiful, thick, wavy, blusterous and generally brown hair is set on a large, rounded and full face. The neck is solid, with a near tree-trunk quality. A large, rounded nose and large, attractive, blue or light brown in color eyes are found in a mouth that is large with big, full lips. Teeth too are big and white and set in strong gums.

Kapha predominated people are calm, steady, considerate - stable, patient personalities they are slow to anger. Not easily provoked, once angry they do not calm down easily. They are honorable, true to their word and avoid lies. Loyal, forgiving and understanding, they can be lethargic, even lazy, if not driven by others. Learning may be slow but memory will be strong. Excellent in logical analysis, they take time before reaching conclusions. Long hours of deep sleep and a strong, enduring sex drive come naturally. While they do save money, it does get spent on food. And there can at times be an element of dullness, given that a kapha mind is usually too content to seek fresh mental stimulation.

Factors that increase kapha

Exposure to cold , eating too much sweet ,meat ,fats, cheese, milk, ice cream, yogurt, fried food, excessive use of salt. Excessive intake of water , taking naps after meals, doing nothing, sedative and tranquilizers, doubts, greed, and possessiveness.

REMEDIES VATA PITTA KAPHA

FoodWarm, well cooked food. Sweet, sour and salty tastesWarm to cool rather than steaming hot. Sweet ,bitter and astringent tastes.Decreased quantities of warm food. Pungent, bitter and astringent tastes. To be taken earlier than 10 am and not later than 6 pm. Healthy Kapha types should observe fast one day per week.

Oil MassageWith calming and warming oils such as Mahanarayan Oil or with Rhuma oil.With cooling oils such as chandanbalaLaxadi oilWith stimulating oils such as punarnavadi oil and srigopal oil.

ExerciseModerate exercise such as yoga, walking and light weights.Moderate exercise which may include jogging, swimming, Yoga, cycling and weight liftingRegular and vigorous.

Herbal Dietary supplementsAshwagandha, shatavari, haritaki, Guggul, Trikatu.Haritaki, Bhumiamla, Chyavanprash, surakta, sitopladichuran,Guggul, sitopladichuran, trikatu, chyavanprash,.

PRODUCT LIST OF BAIDYANATHBHASMAAbhrakbhasmaAkikbhasmaHajrulayhudabhasmaHaritalbhasmaJaharmohraKhataibhasmaKaravaPishtiKantalohabhasmaKukkutandatwakbhasmaMadhuMandoorbhasmaMotibhasmaVangabhasma

YashadbhasmaPrawalbhasmaShankhbhasmaShringabhasmSphatikbhasmaTankan bhasmaTrivangbhasmaSwarnamakshikbhasmaKUPIPAKWA RASAYANAChandrodayaMallaSindoorPoornaChandrodayaRajatasindoorRasSindoorSamirpannagRasTal SindoorSwarnarajbangeshwarVyadhiharanRasayanaSiddaMakardhwaj

SWARANA GHATITBangeshwarRasBrihatBasantkusumagarRasBasantmaltiRasBasantatilakRasBrahmiBatiChatiurbhujaRasChaturmukhaRasChintamaniChaturmukhaRasGarbhachintamaniRasHemgarbhaRasKumar KalyanRasMadhumehariYogMahalkshmivilasRasMahamrugankRasMkardhwjGuggulMrigankRasRasrajRasShwaschintamaniRasSiddhamakardhwaj sp.SomnathRas

SutikabharanRasSutshekharRasSuwarnabhupatiRasMalinibasantRasYogendraRas

RAS - RASAYANAAmeerRasAgnikumarRasAgnisandeepanRasAmvatariRasAnandbhairavRasBalarkRasBalrogantRasBolbaddhaRasChandrakalaRasChandramrutRasChousatprahariRasEkangvirRasGandhakRasayanaGangadharRas

GarbhapalRasJawaharmogaraKafakartriRasKamdudhaRasKasturibhairavRasKrumikutharRasLaghumaliniRasLakshmivilasRasLaghusutshekharMuktapanchamrutRasNityanandRasPradrantakRasPraptaplankeshwarRasRambanRasRasmanikyaRasRaspeepriRasShwaskutharRasSmritisagarRasPeeyushvalliRasTalkeshwarRasVatgjankushRas

VatkulantakRasTribhuwankirtiRasTarkeshwarRasUnmadgajRasLOHA MANDURDhtriLohNavayasLohPradrantkLohPunarnawadiMandurSaptanrutLohShilajitwadiLohTapyadiLoh no 1ShothriLoh

TABLETS ( BATI )AgnitundibatiAmarsundaribatiArogyavardhnibatiBrahmibatiChandnadibatiChandraprabhabati

ArshoghnibatiChtrikadibatiEladibatiJatiphladibatiKankayanabatiKanthsudharakbatiKarpuradibatiKutajghanbatiLashunadibatiLavangadibatiMahashankhbatiMakardhwajbatiPrabhakarbatiRaj batiSanjivanibatiSanshmanibatiSarivadibatiSarpagandhabati

PARPATIBolparatiPanchamrutparatiRasparatiShwetparatiGUGGULUGokshuradigugguluKaishoregugguluKanchanargugguluLaxadigugguluMahayograjgugguluPunarnvadigugguluRasnadigugguluSaptavishdigugguluSinhnathgugguluTriphalagugguluYograjgugguluSaptavishdigugguluTrayodashangagugguluCHURNAAshwagandhichurna

AvipttikarchurnaBilwadichurnaChopchinyadichurnaDhatupaushtikchurnaLavanbhaskarchurnaLavangadichurnaMahasudarshanchurnaPanchasakarchurnaPradrantakchurnaShatavaryadichurnaSitopaladichurnaTalisadichurnaAVALEHA MODAK PAKAugastharitakiBadampakChitrakharitakiChyawanprash (ord.)Chyanprash(spe.)Chyanprash (sugar free)EarandpakDadimavaleha

DrakshvlehaVasavlehaShakkhapushpisyp.MusalipakSuparipak

MEDICATED OILArend oilBilva oilBrahmi oilchabdan oilchandanbalalakshdi oilIrimedadi oilJatyadi oilKashisadi oilKshar oilKshirbala oilLavang oilMahabhrungraj oilMahachandanandi oilMahalakshadi oil

Mahamash oilMahanarayana oilMahavishgarbha oilNeelgiri oilNeem oilNirgundi oilPrasarini oilPunaranvadi oilPoganbadam oilSaptgun oilShankhpushpi oilShrigopal oilSomraji oilTuvarak oilAnu oilVishnu oil

SCENTED OILAmalakesh oilBrahmiamala oilMahabhrungraj oil

GHRUTAAshwagandadighrutaBrahmighrutaPanchatiktghrutaPhalakalyanghrutaTriphalaghruta

ASAVA- ARISHTAAbhayarishtaspe,AmrutarishtaArjunarishtaArvindasavAshokarishtaAshwagandharishtaBabulatishta

BalarishtaBhringrajasavChandnasavDashmularishtaDraksharishtaDrakshasavJirkadyarishtaKaknasavKhadirarishtaKumariasavKatujarishtaLohasavMuktakarishtaPanchasavPatrangasavPiplyasavPunarnavarishtaRohitkarishtaSaptarishtaSarswatarishtaUshirasav

VasarishtaVidangasav

KWATH (KADHA)Balantkadha no. 1Balantkadha no. 2Balantkadha no. 3DashmulkadhaDevdarvyadikadhaMahamanjishthadikadhaMaharsnadikadhaMahasudarshankadhaPthyadikadhaPunarnavadikadhaBhunimbadikadhaMANJANDantmanjanlalBaidyanathlal tooth pest & so many others products

Chapter 6 IMPORTANCEOFADVERTISING

IMPORTENCE OF ADVERTISINGResearch in advertising is done in order to produce better advertisements that are more efficient in motivating customers to buy a product or a service.The research can be based on a particular advertising campaign or can be more generalized and based on how advertisements create an effect on peoples mind. Lots of Approaches are involved to go about conducting an advertising research like economical, psychological, demographical and sociological. When designing an advertisement for a particular product many things should be researched like where it should be displayed, whether the advertisement can be printed in newspapers or magazines or broadcasted on television or radio or published on the Internet. Many methods are undertaken to collect relevant information. The research itself is of two kinds, syndicated and customized. Syndicated research is a single research done by the company that is available to other companies as well. Customized research is research based on certain criteria and is done for a particular company and its results are available to only that company. Pre-testing or copy testing is a type of customized research that determines the in-market efficiency of an advertisement before it is released or before the final production. The more the pre-testing is done the more likely that it will be a successful advertisement and each pre-testing should be applied number of times. This can done by studying the level

of attention the customers have, motivation, brand linkage, communication and entertainment. Flow of emotions and flow of attention are broken down and studied individually. The results are applied on the advertisement that is still being developed to recognize the weak points and replace them. A reliable feedback loop can guide the researchers, client and the agency to work in harmony. Tests should be applied during the storyboard stage of ad making. This is an early stage and the results are highly predictive. During this process images are selected and used as integrated campaign print ad.Post-testing or ad tracking studies are either syndicated or customized. Studies are done over a period of time or continuously. The in-market research is done to understand a brands linkage, performance, awareness, and preference along with product attitudes and usage. They are done by, conducting interviews either on phone or Internet. Testing the finished advertisement provides the confidence and gives an idea whether it is following the strategy. All the above studies should facilitate the clients advertisement development make the end product easier to achieve. The study should contain rational information having not only surface knowledge but also provide deep in-sight that will open window to a customers mind. The customer, too, should provide precise information based on facts and not based on imaginary thinking and self-delusion. He should be able to explain the role of advertisement in the whole marketing plan. Working in vacuum doesnt get the desired result. The basis is to provide in-depth understanding about the consumers for improving on the advertisement techniques and other marketing decisions. The traditional methods of qualitative and quantitative techniques have been improved to analyze the information with goodinsight. s The rapidly changing likes and needs of the customers are difficult to track, but should be studied in order to increase the quality of advertisement. The changes are because of the huge number of options offered to them by the market.

MARKETING STRATEGIES PromotionThe promotional policy of company sticks to conventional inputs such as. Wall Painting Banner Picture Sticker Dangler Spot selling News Paper The news paper advertisement has increased the sales of Sundari Sakhi in maturity phase also. Many retailers believe that without news paper advertisement its not possible to get immediate market response of high level retailers also believe that if news paper advertise stopped by company the sale will decreased.Baidyanath is amongst the top Banner and Poster campaigner company in Nagpur city the field personnel putting efforts for banner and poster placement in the various part of the city.With respect to chyavanprash No poster or Banner is provided to field personnel field staff working with small stickers and dangler for promotion of Sundari sakhi.

SWOT analysis of Sundari Sakhi Strength Brand Name of Baidyanath Excellent Banner and poster campaign Strong marketing networkMost preferred Brand

Weakness As compare to other companies low preference by doctors Complicated replacement policies. Retailers not promoting products on their level. Fluctuating prices. Schemes by stockist are not uniform. Lack of training to field force in terms of product knowledge.

Opportunities Expanding market and growing purchasing power of consumer.

Threats Introduction of Quality products by competitors. Competitors offering better services and schemes. Some competitors targeting the Products of Baidyanath extensively. Competitors such as Sandu Building bonds with Doctors.

Area covered in LucknowArea coveredNo. Of stores

East 56

West60

Central23

North26

South 47

Market share of Sundari Sakhi and competitors brand

The Marketing Mix

ProductPlace

TargetMarket

PricePromotion

The firm attempts to generate a positive response in the target market by blending these four marketing mix variables in an optimal manner. A Summary Table of the Marketing MixThe following table summarizes the marketing mix decisions, including a list of some of the aspects of each of the 4Ps.

Summary of Marketing Mix DecisionsProductPricePlacePromotion

Functionality Appearance Quality Packaging Brand Warranty Service/Support List price Discounts Allowances Financing Leasing options Channel members Channel motivation Market coverage Locations Logistics Service levels Advertising Personal selling Public relations Message Media Budget

A. Baidynath SELLING PROCESS Baidynath product process of selling starts from stockiest. C&FA dose not have any process to play in the process of selling of dabur foods products. They are just Clearing & Forwarding Agents they store the manufacturing products and then supply it to stockiest. Stockiest pay the money to Baidynath product through demand draft. Stockiest further sells the products to retailers. Retailer finally sells the products to consumers. MARKETING HOW Baidynath IS USING MIXProductAppearance: Baidynath tries to make its products appear very attractive.Quality: Quality of the product is really unmatchable as it is tested number of times and its products are processed using very advanced machinery and technology.

Packaging: Baidynath products packaging is done in such a way that its juices does not get expired before 6 months inspite of perishable products.Brand: Baidynath itself is a very reputed and well known brand in the market and its Real juice is also known all over India.Warranty: Baidynath as such does not gives any warranty but if there is any problem in its products before expiry then they replace the product.Service/Support: Baidynath productsprovide full support to its stockiest, retailers and consumers, what so ever the problem is.Price List price: Baidynath decide its price according to its competitors and the price structure is different for retailers and stockiest. Discounts: There are different discounts for retailers, stockiest and consumer from time to time.

Allowances: Special allowances are gicen to stockiest sales man if he acives his targets.Place Channel members: Channel members or business partners of Baidynath are its stockiest, retailers.Channel motivation: Channel motivation for Baidynath is pull and push strategy.Market coverage: Baidynath product distribution network that covers 175 towns and 75 thousand retail outlets making its product available to the consumers across the country at ease.Locations: Baidynath product try to cover or tries to place its products in each and every shop and every location.Advertising: Baidynath products are advertised through television, newspapers, magazine etc.Personal selling: Baidynath hardly do any personal selling except in tent shows and road shows. Same for less & more for same

Media: Media of promotion is TV, Radio, newspapers, magazine.Budget: Budget is Decided by finance team for different strategic business unit.Critique of sellingIn theory, the purpose of selling is to help a customer realize his or her goals in an economic fashion. However, in reality this is not always the case. Customers can be influenced to purchase a product or service that initially was not of interest to them. Some salespeople are trained in the art of selling customers things they don't need.\Take for example the purchasing of a car: a consumer may have a set of cars in mind (called an evoked set) that she feels match her needs, wants and budget. She may seek the advice of a salesperson given that a salesperson can help her realize the right car given those criteria. This can be a socially useful function; salespeople have specialized knowledge of products that can help consumers make an informed decision. However, a salesperson may also talk a consumer into purchasing a more expensive or perhaps larger car then she needs or can afford. In this context, the salesperson may have usefully helped the customer re-evaluate her needs, thereby establishing a new set of appropriate choices among which included the newer or large car. This again would be a helpful and useful service provided by the salesperson.

However, it is sometimes the case that

customers purchase a product or service that was not initially intended and remains an inappropriate purchase after the fact. On the other hand, the consumer in this scenario can be held partially responsible for the inappropriate purchase; indeed, "A fool and his money are soon parted." (P.T. Barnum, English proverbs)This dysfunctional behavior is encouraged by:Incentives of salespeople to increase their total number of sales, especially where retailers keep track of sales or offer commission-based salaries Incentives from the manufactures of products or the companies of service providers to salespeople to sell their products where other similar products offered by competitors are offered The incentive to sell a customer a product that is in need of being cleared out, despite the fact that a customer may be better to wait for the new product

Channel Of Distributions

Manufacturing Plant

Clearing and forwarding agent (different regions)

Stockist A Stockist B Stockist C

Retailers Retailers Retailers Retailers Retailers Retailers

CONSUMERS The above diagram it shows channel of distribution of Baidynath product, here first the products are manufactured and from Manufacturing plants the packed goods are supplied to Clearing And Forwarding Agents(C&FA) and from here the goods are then further supplied to number of Stockiest or Distributors, from here goods reaches to large number of Retailers and it is the duty of Stockiest to take orders from retailers and then supply the goods to them, this work is generally done by stockiest salesman through ready stock or by taking orders first and then placing the order. From here the goods finally reaches to Customers. Customer purchases the product from retailers.This was the basic Channel of Distribution used by Baidynath product, now I will throw light on each channel of distribution of Baidynath product.

Supply Chain Management:Supply chain management starts before physical distribution: it involves procuring the right inputs (raw materials, components and capital equipment), converting them into finished products and dispatching them to the final destinations. The supply chain perspective can help identify superior suppliers and distributors and help them improve productivity, which ultimately brings down the companys costs.A broader view sees a company at the center of a value network that includes its suppliers, its immediate customers and their end customers. The value network includes valued relations with others such as university researchers, government approval agencies and so on.

MANUFACTURING PLANT:Baidynath product has Number of products in its product line but its main area of interest or the product on which they concentrate the most is Real Juice & Coolers.Baidynath has its manufacturing plant at PATNA, JHASI, NAGPUR and NAINI.

PROCUREMENT & TRANSPORT: Getting the raw material and packaging material requirement from the production unit in charge Constant updates on the procurement of materials and transport details Production details and ingredient content information from the different personnel and coordinating this activity PACKAGING: Approval and coordination of the supply of packaging material to the production unit CLEARING AND FORWARDING AGENTA (C&FA) From manufacturing plant the stock is transported or supplied to clearing and forwarding agents. Clearing and Forwarding Agents is a third party and Baidynath gives contract to them, so company has nothing to do in building the relationship with them. Here C&FA keep or stock the goods with them. They charge Baidynath for stocking the good and even Baidynath dont mind doing so as it is a measure of cost cutting as well as there is no need for gowdowns and maintenance. C. STOCKIEST OR DISTRIBUTORS Stockiest store the products in their godowns, C&FA supplies the goods to them as per their order. Stockiest has some sales men working under him, they are known as stockiest sales man. Their work is to place the products in the market and take order from retailers and then supply goods to them. Sales man either take ready stock with them or they first take orders and then supply goods later on. There is a beat which is a schedule route of sales man, means sales man has to daily cover the route as mention in the beat. Merchandising, making products visible, pasting posters, putting banners, and seeing that goods are properly placed in the retail outlets is also the duty of stockiest sales man. Companies sales officer keeps a check on the stockiest and monthly report is also prepared which is further analyzed by ASM & ZSM. D. RETAILERS Retailers are backbone of the company as they are the one who can take the product on new heights or can bring it down to toes.

Stockiest supplies goods to retailers and tries Persuading retailers to give the brand special displays (using merchandising tools) to get affective brand presence, and arranging it in more noticeable manner. Classification of outlets in different type of markets is different according to their sales volume. TYPES OF RETAILS OUTLETS Margin of retailers is always higher than stockiest. Retailers are the one who have direct contact with the customers. Baidynath product has a distribution network that covers more than175 towns and 75 thousand retail outlets making its product available to the consumers across the country at ease. E. TYPES OF RETAIL MARKETThe retail market can be classified on the basis of magnitude of retail. SCATTERED MARKETLesser no. of outlets, and Extensive outlets

BLOCK MARKETLarge no. of retail outlets in chunk SUPER MARKET Through their superior information ,logistical systems and buying power deliver good service and immense volumes of products at attractive prices. CHAIN OUTLETSHaving more than one key outlet all across with a single control unit and central purchasing strategy.

Chapter 7DATA ANALYSIS & INTERPRETATION

A data analysis has been done over the collected data from thedealers, customers, micro-distributors, sales executives, related

Baidyanath Sundari Sakhi 1. AWARNESS LEVELProduct NameNo. Of respondantPercrntage

Sundari sanjivani3050

Hempushpa610

Sundari sakhi5275

Other1220

INTERPRETAION:It is clearly seen from above graph that (75%) of the respondant are aware of Sundari sakhi 2. PREFERRED BRAND INTERPRETAION:

3.SATISFACTION LEVEL

4. REASONS FOR SELECTING A PARTICULAR BRAND 5.HOW DID YOU COME TO KNOW ABOUT THIS BRAND.

6. UNAVAILABILITY OF PREFERRED BRAND 7. PREFERRED PACK SIZE

8. REASON TO SELECT PREFERRED PACK SIZE9. FREQUENCY OF PURCHAREQ.2 Are you satisfied with your brand?

INTERPRETAION: This analysis shows that 75% people who satisfied with this brand. Other remains 25% who dissatisfied with this brand.

RETAILER SURVEY RESULTAbout SUNDARI SAKHI

2. WHICH STOCKIEST PROVIDE THE BAIDYANATH MEDICINE

3. ARE YOU SATISFIED WITH STOCKIEST SERVICES? 4. DO YOU HAVE SUNDARI SAKHI?

5. WHAT IS MONTHLY SELLING OF SUNDARI SAKHI? 6. HOW CUSTOMOR ATTRACTED TOWARDS THE SUNDARI SAKHI?

7. HAVE YOU REGISTRED ANY COMPLAINT FROM THE CUSTMOR REGARDING THIS PRODUCT?

9. DO YOU THINK SUNDARI SAKHI WILL SUSTAIN FOR LONG TIME IN THE MARKET?

10. IMPROVED PACKAGING INCREASE THE SALE OF SUNDARI SAKHI?

11. IS THE POSTER & STICKER ARE HELPFUL IN INCREASING THE DEMAND OF THE PRODUCT? 12. ADVERTISING IN THE NEWSPAPRE & MAGZIN ARE HELPFUL IN INCREASING THE DEMAND OF THE PRODUCT?

13.. WHAT DO YOU THINK HELPED A LOT IN INCREASED SALE OF SUNDARI SAKHI?

14.. ARE YOU SATISFIED WITH FIELD FORCE OF SUNDARI SAKHI?

IN HOW MANY DAYS YOU RECIVE THE PRODUCT AFTER PLASING THE ORDER

Chapter 9FINDINGs

The findings of the data analysis are given below: Only 75% customer satisfied with brand so company has need to improve their quality which helps in 100% satisfaction of the brand.

The local brands becomes weak in front of Baidnyath. it has strong & effective in compare of other, which helps the product to maintain strong image in customers mind.As the advertisement are made targeting specially in this sector because increase in competitor day by day as market grows rapidly according to my survey I found that effective advertising help to increase brand awareness & market share.Awareness of Baidnyath products in the market is very well in market.1) The customers show good preference about the product.2) Most of the customers were satisfied with price but they were not satisfied with some facilities like schemes and services.3) Most of the customers believe in other brand product to.4) The distributor of baidynath is more as compared to other Brand. So it is beneficial to our product.5) The product is placed with other product so that also most of the customer attract towards baidynath product sundari sakhi.6) Advertisement is less as compared to other. 7) As compare to other companies low preference by doctors8) Complicated replacement policies.10) Fluctuating prices.11) Lack of training to field force in terms of product knowledge.MAJOR Problem:- Today the market is of schemes & the buyers & the retailers is only happy when they have various schemes for the buyers & for themselves, but in the today's competitive market The companies are not coming up with the productive schemes, which can help them to sell the product.Schemes are not too reliable. Baidynath try to get good scheme to their customer. The Company has made its goodwill in the market, but with that there have become very much bios regarding their schemes & co-operating with the retailer. Retailer not promoting the product at that level.

Chapter 10 CONCLUSION

CONCLUSION BaidyanathSundariSakhi Syrup is an excellent herbal tonic to relieve the prolems related to menstruation and to maintain her stamina and vitality throughout the month. SundariSakhi Tablet gives extra strength and removes weakness caused due to pain and bleeding during the menstruation. Lack of adequate timely sales promotion. Scheme should NOT be given to retailer. Baidynath serving frequency is very good as compare to other segment industries. More motivation program should be arranged to the salesman. Product life cycle management, so that new and existing products can be optimally integrated into the supply chain and capacity management activities. SUNDARI SAKHI is the new estabilsed product into the market, so it has potential to increase their share in market. Sundari sakhi is good Quality product . The price is reasonable as compared to other product.

Chapter 10 SUGGESSTION

1. Another product line: The life cycle of the product has also come at the point of saturation and the risk is that it should not get out of the market. So the problem should be identified and work should be done accordingly.2. Advertisement:No. Of TV channels gives a good source of advertising venture for the product. It was understood during the project work that the ads of batteries does not come up with the spark in the minds of the buyers as the quality of the product can used by all the customers so the company should concentrate on coming up with more striking ads with good punch line or also with the humming tunes.3. Reliability:-Customers are looking forward for more reliable product with assurance which is not given by the companies to make it reliability strong & to bring up the innovation the R & D departments of the organization should concentrate "minute to majorly" in all the problems of the customers.4. Packing:- The company should think for more new & attractive packing OF SUNDARI SAKHI, which will attract the customers.

5. Schemes:-Goodwill of the company has given the organization a setback attitude of not coming up with the scheme for both retailers as well as the customers. Majorly schemes play a lot of role in selling their product.

Chapter 8 LIMITATION

Chapter 9 BIBLIOGRAPHY

Books: Marketing Management: Twelfth Edition Philip Kotler & Kevin Lane KellerWebsites: www.google.com www.baidynath.com www.tutor2u.net www.brandchannel.com www.blonnet.com www.superbrandsindia.com

Chapter 10 Annexure

BAIDYANATH AURVED BHAVAN PRS LTD. NAME OF RETAILER ................................................ ADDERES ............................................... PHONE NO. ............................................... STOCKIEST ................................................

1) DO YOU KEEP BAIDTANATH MEDICINE IN STOCK? YES...................... NO..........................2) WHICH STOCKIEST PROVIDE THE BAIDYANATH MEDICINE? ............................................................................3) ARE YOU SATISFIED WITH STOCKIEST SERVICES? YES.................... NO........................4) DO YOU HAVE SUNDARI SAKHI? YES.................... NO........................5) WHAT IS MONTHLY SELLING OF SUNDARI SAKHI? 1-2....... 2-5........ 5-10....... MORE THAN 10.........6) HOW CUSTOMOR ATTRACTED TOWARDS THE SUNDARI SAKHI?BY ADVERTISING ......................COMPANY NAME .....................MONTHLY PROBLEM ...................3. HAVE YOU REGISTRED ANY COMPLAINT FROM THE CUSTMOR REGARDING THIS PRODUCT? YES.................... NO........................8) IF YES THEN WHAT KIND OF COMPLAINT IT IS?........................................................................................10) ARE YOU SATISFIED WITH SCHEME & MARGIN OF SUNDARI SAKHI? YES .......... NO......... IMPROVE THE SCHEME.........11) WHAT ELSE YOU SUGGEST TO CUSTOMER? ..............................................................................................12) IS THERE ANY IMPACT OF PRICE CHANGES ON SALE OF SUNDARI SAKHI ? YES.................... NO........................13) DO YOU THINK SUNDARI SAKHI WILL SUSTAIN FOR LONG TIME IN THE MARKET? YES........ NO......... CANT SAY..............

14) CAN IMPROVED PACKAGING INCREASE THE SALE OF SUNDARI SAKHI? YES........ NO......... CANT SAY...........15) IS THE POSTER & STICKER ARE HELPFUL IN INCREASING THE DEMAND OF THE PRODUCT? YES........ NO......... CANT SAY..............

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