Final Project

A

PROJECT REPORT

On

“MARKET RESEARCH FOR AVISHAI LIFESCIENCE Pvt. Ltd.”

SUBMITTED TO,

UNIVERSITY OF PUNEIN PARTIAL FULFILLMENT OF TWO YEARS FULL TIME

MASTERS DEGREE IN BUSINESS ADMINISTRATION

(MBA)

(MARKETING)

SUBMITTED BY,

SONALI PRASAD(BATCH: 20010-12)

ROLL NO. A-39

JSPM’S KAUTILYA INSTITUTE OF

MANAGEMENT AND RESEARCH,WAGHOLI, PUNE-412207

ACKNOWLEDGEMENT

1

This seems to be opportune moment for me to express my feelings towards all those who have untiringly helped me in the completion of my project work. I would like to place on record deepest sense of gratitude to my guide.

Mr. Abhijeet Ghorpade (Regional Business Head, Avishai Life science Pvt. Ltd.) & Mr. Nithin Athare (Regional Manager, Avishai Life Science Pvt. Ltd.) has given this challenging opportunity and his precious time to show my efficiency and efforts. Also thanks for their valuable guidance, endearing attitude, motivation and sharing friendly rapport.

The very outset I take the opportunity to express my deepest gratitude and heartily thank to Mrs. Prabha Sharma (Director, KIMR, Wagholi, Pune ) and my project guide Mr. Yuvraj Vaidya, for their valuable guidance from the day one and encouraging me time to time.

Last but not least, I extremely appreciate the benevolence to all the Executives of the Avishai and my Friends who have helped me in achieving the desire result.

D E C L A R A T I O ND E C L A R A T I O N

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I, the undersigned, Miss. Sonali Prasad do here by declare that the project report

entitled “Market research for Avishai Lifescience Pvt. Ltd” is a research work made

for “Avishai Lifescience Pvt. Ltd, Pune” genuine and benefited work presented by me

under the guidance internal project guide.

The empirical findings in this project report are based on the data collected by me. The

matter presented in this report is not copied from any source. I understand that any such

copy is liable to the punishment in way the university authority deems fit.

The work has not been submitted for the award of any degree or diploma earlier to University of Pune, Pune or any other universities.

The Project Report is submitted to Pune University, in the partial fulfillment of the

Master’s Degree course in Business Administration.

Date: Signature

Place: Pune

(SONALI PRASAD)

PREFACE

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Corporate world is operating in an environment that is turbulent and ever changing. In this environment information is crucial to compete successfully in the market, where the market research plays an important role as it provides various information about the market to the company and facilitates strategic decision-making so that the organization may achieve its objectives.

CONTENTS

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Sr. No. Contents Page No.

1 Executive summary

2 Objectives and scope of the project

3 Company Profile

4 Product Profile

5 Theoretical Background

6 Research Methodology

7 Data Analysis and Interpretation

8 Observations

9 Limitations of the project

10 Conclusion and Suggestions

11 Annexure

12 Bibliography

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EXECUTIVE SUMMARY

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EXECUTIVE SUMMARY

TITLE OF THE PROJECT:

“Market research for ‘Juwel’ at Avishai Life science pvt. ltd.”

AREA OF SURVEY:Various part of Pune city such as Pimpri, chinchwad, Akurdi, Nigdi, Bhosri, Morwadi, Kalewadi etc.

The Need of the Study:The project was undertaken at Avishai Life science.

1. To identify the awareness and increase in sale of avishai products.2. To know the demand of Juwel in the Pune market.3. To know its market in comparison with its competitors.

Brief about the Project:

The Project was undertaken at Avishai marketing division, Pune area and done in two phases. In first phase a survey was carried out to identify and create the brand awareness of Avishai medicines.

In second phase a survey was done to analyze the sales and availibilty

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OBJECTIVES AND SCOPE OF STUDY

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OBJECTIVES

Following are the objectives of the project:-

1. To study the awareness of Avishai in the market.

2. To analyses the sale of the product in PCMC area.

3. To identify the target market and competitor’s for Juwel.

4. To take feedback on the price

5. To identify the competitors

6. To know the reasons or the problem faced by Avishai.

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INTRODUCTION TO PHARMA INDUSTRY

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INTRODUCTION TO THE INDUSTRY

PHARMA INDUSTRY OVERVIEW-

The Indian Pharmaceutical Industry today is in the front rank of India’s science-based

industries with wide ranging capabilities in the complex field of drug manufacture and

technology. A highly organized sector, the Indian Pharma Industry is estimated to be

worth $ 4.5 billion, growing at about 8 to 9 percent annually. It ranks very high in the

third world, in terms of technology, quality and range of medicines manufactured. From

simple headache pills to sophisticated antibiotics and complex cardiac compounds, almost

every type of medicine is now made indigenously.

Playing a key role in promoting and sustaining development in the vital field of

medicines, Indian Pharma Industry boasts of quality producers and many units

approved by regulatory authorities in USA and UK. International companies associated

with this sector have stimulated, assisted and spearheaded this dynamic development in

the past 53 years and helped to put India on the pharmaceutical map of the world.

The    Indian   Pharmaceutical   sector   is highly   fragmented   with more than 20,000

registered units. It has   expanded   drastically in   the last   two decades.  The  leading

250 pharmaceutical  companies  control  70%  of  the  market  with  market leader 

holding  nearly 7%  of  the market  share. It is an extremely fragmented market with

severe price competition and government price control.

The   pharmaceutical    industry in   India   meets around 70% of the country’s demand

for bulk drugs, drug intermediates, pharmaceutical formulations, chemicals, tablets,

capsules, orals and injectibles.  There are about 250 large units and about 8000 Small

Scale Units,  which  form  the  core  of  the  pharmaceutical industry  in  India  (including 

5  Central  Public  Sector  Units).  These  units  produce the  complete  range  of 

pharmaceutical  formulations,  i.e.,  medicines  ready  for consumption  by  patients  and 

about  350  bulk drugs,  i.e.,  chemicals  having therapeutic  value   and   used   for  

production  of pharmaceutical formulations.

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Following the de-licensing of the pharmaceutical industry, industrial licensing for most of

the drugs and pharmaceutical products has been done away with. Manufacturers are free

to produce any drug duly approved by the Drug Control Authority. Technologically

strong and totally self-reliant, the pharmaceutical industry in India has low costs of

production, low R&D costs, innovative scientific manpower, strength of national

laboratories and an increasing balance of trade. The Pharmaceutical Industry, with its rich

scientific talents and research capabilities, supported by Intellectual Property Protection

regime is well set to take on the international market.

ADVANTAGE IN INDIA

Competent workforce: India has a pool of personnel with high managerial and technical

competence as also skilled workforce. It has an educated work force and English is

commonly used. Professional services are easily available.

Cost-effective chemical synthesis: Its track record of development, particularly in the

area of improved cost-beneficial chemical synthesis for various drug molecules is

excellent. It provides a wide variety of bulk drugs and exports sophisticated bulk drugs.

Legal  &  Financial  Framework:  India  has  a  53  year  old  democracy     and     hence

has a solid legal framework and strong financial markets. There is already an established

international industry and business community.

Information & Technology: It has a good network of world-class educational

institutions and established strengths in Information Technology.

Globalization: The country is committed to a free market economy and globalization.

Above all, it has a 70 million middle class market, which is continuously growing.

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Consolidation: For the first time in many years, the international pharmaceutical industry

is finding great opportunities in India. The process of consolidation, which has become a

generalized phenomenon in the world pharmaceutical industry, has started taking place in

India.

THE GROWTH SCENARIO

India's US$ 3.1 billion pharmaceutical industry is growing at the rate of 14 percent per

year. It is one of the largest and most advanced among the developing countries.

Over 20,000 registered pharmaceutical manufacturers exist in the country.  The domestic

pharmaceuticals industry output is expected to exceed Rs. 260 billion in the financial year

2009, which accounts for merely 1.3% of the   global pharmaceutical sector. Of this, bulk

drugs will account for Rs 54 billion (21%) and formulations, the remaining Rs 210 bn

(79%). In financial year 2009, imports were Rs 20 billion   while exports were Rs. 87

billion.

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STEPS TO STRENGTHEN THE INDUSTRY

Indian companies need to attain the right product-mix for sustained future growth. Core

competencies will play an important role in determining the future of many Indian

pharmaceutical companies in the post product-patent regime after 2005. Indian

companies, in an effort to consolidate their position, will have to increasingly look at

merger and acquisition options of either companies or products. This would help them to

offset loss of new product options, improve their R&D efforts and improve distribution to

penetrate markets.

Research   and   development   has   always   taken    the   back   seat   amongst   Indian

pharmaceutical companies. In order to stay competitive in the future, Indian companies

will have to refocus and invest heavily in R&D.

The Indian pharmaceutical industry also needs to take advantage of the recent advances in biotechnology and information technology. The future of the industry will be determined by how well it markets its products to several regions and distributes risks, its forward and backward integration capabilities, its R&D, its consolidation through mergers and acquisitions, co-marketing and licensing agreements

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COMPANY PROFILE

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COMPANY PROFILE

There are two ways to live life; one as though nothing is a miracle, the other is as though evrything is a miracle: ALBERT EINSTEIN(1879-1955).

Indian pharmaceutical market is likely to triple by 2015.

Rural india will account for nearly one third of consumption growth over the next two decades, therefore rural market penetration is important because of huge untapped market, increasing disposable incomes of households, increasing awareness and willingness to pay for healthcare. Need is to shift focus from market share to market creation and adopt new and different business model, sustain product access, strengthen sales and marketing capabilities.

A new star is born “Avishai life science Pvt. Ltd.”

Avishai meaning gift from God, a company incorporated in January, 2010 with the objective of reaching out to extra urban markets and provide quality brands and unmatched quality services.

Purpose would be to create and retain life time customers by building on a differential business module and foster Enterpreniual spirit.

Our success formula would be to, live like a Lion in a town; rather than a mouse in a city, and have colleagues with competence, consistency and character. Team work would be key to corporate governance and to get things done.

MISSION:

To provide integrity and reliability in the services rendered to medical fraternity in particular and to our entire society in general. Service unmatched by competitors.

To encourage creativity and innovation, this will be the natural extension of our enthusiasm to be ahead of our competition in extra urban market.

CORE VALUES:

Customer and quality focus: Prospect, Brands and Services. Passion for Performance and Progress. Speed & Simplicity: Simple and Effective Operative Process. Establish Trust with Candor, Transparency and Credit Reward and Recognition: Inspire and Celebrate success.

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VISION:

To deliver sustainable value to patients and other stake holders, by fostering an enduring customer relationship and creating a focused and agile business team.

Avishai is a unichem based company. Only the production activity is carried out in unichem. Whereas all the activities such as research and development, labeling, packaging and marketing is done by Avishai.

For Avishai quality is the most important and an integral part for its success.

“The best advertisement is a good product.”

Quality isn’t something that can be argued into an article or promised. It must be put there. If it isn’t put there, the finest sales talk in the world won’t act as a substitute.

STATEWISE DEPLOYMENT:-

State Budgeted TM RBH BH/SH Grand TotalMaharashtra/Goa/Karnataka

36 7 1 44

Chhatisgarh/M.P 8 1 1 10Jharkhand 8 1 0 9Bihar 15 3 1 19U.P East 10 2 1 13Orissa 8 2 0 10West Bengal 16 2 1 19Total 101 18 5 124

FUTURE SALE:-

Sale to be built up with every span.

Rs. Crs. Span1 Span1 Span1All India Total 3.6Cr 4.2Cr 4.2Cr

ACHIEVEMENTS:

The biggest achievement is to earn 2.5 crore in the first 100 days. Also the biggest achievement is to earn 3crore from the single product

“Alizwel” in the first year. One of the block buster product. All territories and market to surpass 1lac plus by end of span1 Have improvised focus on Block Buster Brands and establish them.

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Increased productivity through optimum coverage and quantitative & qualitative work standards.

Increased productivity by enhancing availability in markets represented. Have provided and implement innovative marketing strategy and service

which optimizes In-Clinic performance and thereby Doctor’s Productivity and Contribution.

STATE WISE CONTRIBUTION:

0-30%; 6%

30-60%; 45%60-80%; 36%

80-100%; 13%

CUSTOMERS COVERAGE PLAN:

Doctor List: 2011-2012

This Doctor List would include total 75 doctors having total calls and expected business as follows:

For Territory Manger

Class Number Of Doctor’s

Number Of Visits per month

Number of Calls per month

Expected Business(Per Doctor-per Month)

Platinum 5 4 20 10,000Gold 20 3 60 5000Silver 50 2 100 500

Total Number 180

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of Calls:

In addition to this Every Business Head and Regional Head should have minimum 20 Titanium doctors giving business above Rs. 20,000/-per month.

75 doctors are divided as follow:

Gynecologist-25

Top General Physician-30

Physician-10

Others-10

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PRODUCT PROFILE

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PRODUCT PROFILE:

I. NUTRACEUTICALS:

a) JUWEL :- It is a comprehensive every day food supplement that has a balanced mixture of vitamins, minerals and ginseng. Ginseng is a herbal extract, normally used to added energy and well being. Juwel , is balanced mixture rejuvenates and strengthens body organs and helps maintain excellent health.It is a combination of Ginseng, multivitamin with minerals softgels.DOSAGE: - Just one capsule a Day.

b) MECHIKO :- It is a combination of methylcobalamine, Alpha lipoic acid, Vitamin B6, Benfothiamine, folic acid. BENEFITS: It is used as a treatment for diabetic neuropathy, also used as an antioxidant and energy booster, and increases production of RBC.

c) LOCOMO :- It is the combination of pregabalin 75mg, methylcobalamine 750mcg, alpha lipoic acid 100mg, folic acid 75mg, vitamin B6 1.5mg.BENEFITS: It basically helps to overcome painful neuropathy, It reduces glucose level and helps in diabetic neuropathy, and relieves neurological symptoms like pain tingling.DOSAGE: - 1 capsule/day.

d) CASELLZ :- It is composed of Calcium carbonate 1250mg, magnesium hydroxide 216mg,(eq to elemental monohydrate)100mg, Zinc sulphate monohydrate 11mg, (Eq to elemental zinc)4mg, Vitamin D3.BENEFITS: It helps to build and maintain healthy bones and strong teethalso used by the body to help and maintain muscles, bones nerves and also energy metabolism and protein synthesis. Reduces incidences of PIH and enhances absorption of calcium.DOSAGE: - 1 tablet/day.

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e) ALIZWEL:- It is a comprehensive combination of multi vitamin, minerals, Anti Oxidants with zinc also include

Lycopene Preparation USP (6%) 15 mg Calcium Ascorbate USP 50 mg Green tea Extracts (60% eq to polyphenol) 150 mg Beta Carotene (30% Dispersion) 10 mg Refined Wheat Germ Oil BP 25 mg Zinc Sulfate Monohydrate USP 27.45mcg Selenium Dioxide monohydrate USP 75 mcg Ubidecarenone BP (Coenzyme Q-10) 10 mg Docosahexaenoic Acid 60 mg Omega 3 Marine Triglycesde providing 90 mg

Ecosapentaenoic acid BENEFITS: Lycopene reduces oxidative stress to improve vascular compliances.There is 51% reduction in PIH and IUGR.Helps in improving quality of life.DOSAGE: - 1 capsule/day 10ml/day

f) NU APLEZ :- It is used for post natal care, general weakness, fatigue and anaemia.It is a combination of:-Ferrous Ammonium Citrate 110mgFolic Acid IP 1.5mgVitamin B12 IP 15mcgPyridoxine hydrochloride IP 1.5mgSorbitol Sol 70% 10%w/vBENEFITS: - Ensures faster and consistent hemoglobin rise Assist overcome weakness, fatigue and anaemia.DOSAGE: - 10ml/day.

g) APLEZ : - It is a combination:-Ferrous Fumarate 300mg (equal to 100mg of elemental iron)Folic Acid IP 1.5mgVitamin B6, B12, & Vit. CZincBENEFITS: - Enhance faster and consistent Haemoglobin.

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Postnatal care, general weakness, Malaise. Convalescence, Post Accident Trauma, Anaemia.

DOSAGE: - 1 capsule/day

h) PROWISE : -It is a combination of:-Whey protein DHAEPAVitamins(C, A, E, B1, B2, B3, B6, D3, B9, B12)BENEFITS: - Soya Protein: Contains all the amino acids essential to human nutrition DHA: Enhances and improve visual acuity & cognitive development essential for pre & post natal brain development.DHA & EPA: Enhance quality of life Lower risk of premature death.

II. Women health

a) CLIYER: -It is a combination of:Clindamycin Phosphate 100mgClotimazole 100mgLactic acid bacillus 1.5 B.SBENEFITS: - Clindamycin Phosphate: Highly effective in treatment of bacterial vaginosis Reduce prematurity 7 late miscarriages.Clotimazole: Broad spectrum anti-fungal activity Offers complete relief from candiasis symtoms.Lactic acid bacillus: Normalies vaginal flora

Enhances immunityPrevents relapse or recurrence.

b) BLUMAX: -It is the combination of:Ashwagandha 4.17 gmMusta 4.17 gmGajapippali 4.17 gmLodhra 4.17 gmKasis 4.17 gm

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BENEFITS: -It is the total bust care formula. Helps in solving the problem of mastalgia, sagging, tenderness, development, firming & toning.Contains no hormones, no estrogen and has no adverse reactions.

III. GASTROINTESTINAL

a) GOLDILOC-D: -It is the combination of:Rabeprazole sodium (as enteric coated pellets) 20mgDomperidone 30mgBENEFITS: Is indicated for the relief of symptoms of dyspepsia, GERD, Nausea associated with acid peptic disorders Post operative nausea and vomiting chronic gastritis

b) TOPZYME: -It is the combination of:Fungal diastase 40mgCinnamon oil 250mcgCaraway oil 500mcgCardamom oil 500mcgBENEFITS:Improve digestion, promotes good healthDelicious pineapple flavor to improve compliance.

c) AXEPIL: - It is the combination of:Patha, Sunthi, Yavani, Bilvamajja, Nagkesar, Chitrak.BENEFITS: Relieves pain, stop the bleeding, helps avoid surgical intervention and ensures complete recovery.DOSAGE: 2 tablets 2-3 times in a day before meals.

IV. ANTIBIOTIC: -

a) AMORY: -

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It is the combination of: Amoxycillin Trihydrate 500 mg Clavulanate Potassium 125 mgBENEFITS:Empirical treatment, resistant pathogens, extended activity against K. Penumonia & B. Fragilis, well tolerated and high cure rate.DOSAGE: 1 tablet/day

b) AURIZ: -It is the combination of:Azithromycin Dihydrate 500mgBENEFITS:One of the best antibiotic with proven result. More effective against certain gram negative bacteria particularly Haemophilus influenza.DOSAGE: As directed by physician.

c) CEFIREZ:It is the combination of Cefixime 200mg.Cefixime, is oral cephalosporin, kill bacteria by interfering in the synthesis of the bacterial cell wall.Cefirez, provides the advantage of most powerful third generation oral cephalosporinDOSAGE:Cefirez, is usually taken once a day or every 12 hours (twice a day) for 5-14 days.

d) Orindaz:It is the composition of:Ofloxacin 200mgOrindazole 500mgBENEFITS: In Diarrhoea, Dysentry, & GastroenteritisDOSAGE: As directed by physician.

e) OFENZ: -It is the combination of ofloxacin USP 200mg.BENEFITS:100% Success Rates including resistant casesHigh tissue penetrationSignificant post antibiotic effect

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DOSAGE: As directed by the physician.

THEOROTICAL BACKGROUND

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RESEARCH METHODOLOGY

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RESEARCH METHODOLOGY

1. Nature of research –Descriptive

2. Research approach- Sample survey

3. SAMPLE SIZE – 100 No.

4. Method of research – Questionnaire

5. Research Instrument - Random Sampling

6. Findings

7. Suggestions

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RESEARCH METHODOLOGY

Research methodology is a way to systematically solve the research problem. It might

be understood as a science of studying how research is done systematically &

scientifically. In it we study the various steps that are generally adopted by a researcher

in studying his research problem along with the logic behind them.

Researcher also need to understand the assumptions underlying various techniques they

need to know the criteria by which they can decide that certain techniques & procedures

will be applicable to the certain problems and other will not.

The scope of research methodology is wider than that of research method. Thus when

we talk of research methodology we will not only talk of the research method but also

consider the logic behind the methods we use in the context of our research study and

explain why we are using a particular method or techniques and why we are not using

others so that the research result are capable of being either by researcher himself or

others. Why a research study undertaken, how the research problem has been

undertaken, how the research problem has been define, in what way and why the

hypothesis has been formulated. What data have been collected and what particular

method has been adopted why particular techniques of data collections has been used

and a host of similar other questions are usually answered when we talk of research

methodology concerning a research problem or study.

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In research methodology, research process, research design, sampling design method of

data collection is used in this project.

RESEARCH PROCESS

Research process consist of action or steps necessary for effective carry out research and

the desired of this steps-

1. Formulating the Research problem- The best way of understanding the problem

is to discuss it with ones own colleagues or with those having some expertise in the

matter.

2. Extensive Literature Survey- After formulating the problem a brief summery of

its should be written down. At this function research should undertake extensive

literature survey concerned with the problem.

3. Development of working hypothesis- After extensive literature survey,

researcher should state in clear terms the working hypothesis.

4. Preparing the research design- The research problem has bee formulated in

clear cut terms. The researcher will be required to prepare a research design. Basically

there are three types of research design.

- Exploratory research design.

- Descriptive research design.

- Hypothesis testing design.

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5. Determining the sample designs- All the items under consideration in any field

of inquiry constitute a universe or population. There are two types of sampling method

are used to design sample.

- Random sampling

- Non random sampling

RESEARCH DESIGN

A research design is the arrangement of conditions for collection and analysis in a

manner that aims to combine relevance to research purpose in economy in procedure.

In this research project descriptive research design are designed. Because descriptive

research studies are those studies which are concerned which describing the

characteristics of particular individual or a group.

And it is used as-

- Formulating the objective of the studies.

- Designing the methods of data collective

- Selecting the sample

- Collecting the data

- Processing and analyzing the data

- Reporting the finding

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SAMPLE DESIGN

To prepare sampling design we should follow these points.

1. Type of universe

2. Sampling unit

3. Source list

4. Size of the sample

5. Parameters of interest

6. Budgetary constraint

7. Sampling procedure

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METHOD OF DATA COLLECTION

In this research project simple questionnaire method are used. Questionnaire method is

that method where a questionnaire is gives to the person which is concerned with the

topic and request to fill up this questionnaire.

A questionnaire consists of a number of questions printed in a definite order on a form.

ADVANTAGE OF QUESTIONNAIRE METHOD

1. There is low cost when the universe is large and is widely spread geo graphically.

2. It is free from the bias of interviewer.

3. Large sample can be made use of and thus the

4. Respondent has adequate time to give well thought answers.

Marketing research has become most important tool for decision making in the field of

marketing due to the following reasons.

Marketing is a media to fill the gap between products and consumers.

Business environment is changes very rapidly which needs to continuous

modification and improvement.

It provides correct and reliable information about customer, competitors and ones

own activities to the manager, so that the huge amount spent on marketing

activities to be utilized properly.

Since modern business is customer oriented, it (MR) provides the producer a

systematic and analytical approach based on assessment on customer

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requirements, which helps the producer in maximization of net profit by

producing such products that fulfill the customer’s utmost level of satisfaction.

Thus marketing research is a systematic gathering, recording and analysis of data about

the problem facing the company. It helps the marketing manager to develop and analyze

new information, which is further helpful in developing marketing strategy. Now it can

be said that marketing research covers a very wide variety of activities ranging from

analysis of marketing potential and market share to studies of customers satisfaction and

purchase intention.

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COLLECTION OF DATA

DATA SOURCE: The various source of information can be broadly divided into two

categories.

Primary source

Secondary source

Primary source: Sources from where first hand information is gathered directly are called

PRIMARY DATA. In case of the above study, companies provided primary only used for

collecting data

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DATA COLLECTION METHOD

The following method is widely used for collecting data:-

Questionnaire

In the above-mentioned method, questionnaire methods were mainly used for the

undertaken topic. Survey method was mostly used for collecting data through

Questionnaire study with the helped of the framed questionnaire. regarding survey a detailed

study are conducted which is consists of areas covering of all the aspects of corporate sector,

this survey is also includes the detail understanding of all the competitive brands of

Ranbaxy Volini through the framed questionnaire to understand the physiology of the

competitors, further, an study will be conducted of own walk in different companies to

identify the hidden opportunities in the near by areas, according to the need and permission

of the very organization on behalf on which I was appointed for the survey.

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DATA ANALAYSIS AND

INTERPRETATION

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QUESTIONNAIRE

1) Are you aware of Avishai Life Science Pvt Ltd.Yes No

Sr. No. Particulars Response Percentage

1 Yes 65 65%

2 No 35 35%

Total 100

12%

88%

Percentage0-30% 30-60%

Interpretation:

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65% of the chemists are aware of Avishai lifescience whereas only 35% of chemist are unaware of it.

2) Do you sell the avishai product?Yes No

Sr. No. Particulars Response Percentage

1 Yes 55 55%

2 No 45 45%

Total 100

12%

88%

Percentage0-30% 30-60%

Interpretation:

From the above chart it is clear that 55% of the market consume the product of Avishai, whereas 45% of the chemists do not sell it.

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3) Which product do you sell the most?

Sr. No. Product name Response Percentage

1 Alizwel 28 28%

2 Nu-Aplez Syp/Caps

15 15%

3 Auriz 14 14%

4 Orindaz 16 16%

5 Juwel 16 16%

6 Amory 07 7%

7 Others 04 4%

Total 100

68%

12%

20%

Chart TitlePrescription Medical representative AdvertisementQuality

Interpretation:

From the above chart it represents that the product alizwel is going well in the market 28% of the chemist sell this product also 15% Nu-Applez is being sold in the market, 14% auriz, 16% Orindaz, 16% juwel, 7% amory and 4% of the other product are sold in the market.

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4) How many prescriptions do you get in a day?1. 0-22. 2-53. 5-104. More than 10

Sr. No No. Of Prescription

Response Percentage

1 0 9 9%

2 15 45 45%

3 5 - 10 30 30%

4 More than 10 6 6%

Total 100

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5) Is the product is available to you on time?1) Always2) Sometimes 3) Never

Sr. No. Availability Response Percentage

1 Always 75 75%

2 Sometimes 20 20%

3 Never 5 5%

Total 100

52%

4%

43%

PercentageHigh price Product quality Heavy competition

Interpretation:

The above chart represents that 75% chemist says that the product is available always on time, whereas 20% says that only sometimes the product is available on time and only 5% says it is never on time. Availability is more.

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6) Do you think that advertisement affects the sale of medicines?1) 0-30%2) 30-60%3) 60-80%4) 80-100%

Sr. No Affects on sale Response Percentage

1 0-30% 6 6%

2 30-60% 45 45%

3 60-80% 36 36%

4 80-100% 13 13%

Total 100

6%

45%36%

13%

Percentage0-30% 30-60% 60-80% 80-100%

Interpretation:

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The above chart represent that 45% chemist agree that 30-60% sale is affected by the advertisement, whereas 13% thinks that only 0-30% sale is affected by the advertisement.

7) Reason behind the sale of juwel?1) Prescription2) Medical representative3) Advertisement4) Quality

Sr. No. Reason Response Percentage

1 Prescription 68 68%

2 Medical representative 12 12%

3 Advertisement 0 0%

4 Quality 20 20%

Total 100

68%

12%

20%

PercentagePrescription Medical representativeAdvertisement Quality

Interpretation:

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The above chart represent that the sale of juwel is more because of prescription whereas 20% is due to its good quality and 12% is due to the efforts of MR. And 0% sale is because of advertisement.

8) What are the drawbacks of avishai products?1) High price2) Product quality3) Heavy competition4) Lack of promotion

Sr. No. Drawbacks Response Percentage

1 High price 48 48%

2 Product quality 4 4%

3 Heavy competition 40 40%

4 Lack of promotion 8 8%

Total 100

Percentage

High priceProduct qualityHeavy competitionLack of promotion

Interpretation:

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The above chart represent that the main problem that avishai is facing

is due to heavy competition and the high price of the product. Only 8%

and 4% population says that the problem is due to lack of promotion

and low quality.

9) How many prescriptions due you get in a day for juwel?

1. 0-2

2. 2-5

3. 6-7

4. More than 7

S

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.

P

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c

r

i

p

t

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n

R

e

s

p

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n

s

e

P

e

r

c

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t

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e

1 0

-

2

48

2 2

-

5

3 6

-

7

4 M

o

r

e

t

h

a

n

7

T

o

t

a

l

1

0

0

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10) Who are the target customer for juwel?

1. Men

2. Women

3. Both

4. children

Sr. No. T

a

r

g

e

t

C

u

s

t

o

R

e

s

p

o

n

s

e

P

e

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t

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50

m

e

r

1 M

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n

4

1

4

1

%

2 W

o

m

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n

3

8

3

8

%

3 B

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2

1

2

1

%

4 C

h

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l

d

r

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n

0 0

%

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T

o

t

a

l

1

0

0

41%

38%

21%

PercentageMen Women Both Children

Interpretation:

From the above graph it shows that the target customer for men is 38% women and 41% men whereas 21% says that is for men and women both. But this product is not for children.

Observation

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OBSERVATIONAccording to the data analysis of my survey the following points are shorted out by me

regarding the Avishai brand and for product juwel:

According to the research most of the chemists were aware of Avishai life science pvt. ltd. And also about its product and also its new product juwel.

Also it shows that alizwel is the block buster product for them earning highest return from it.

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From the research it shows that revital a product of Ranbaxy is the biggest competitor for juwel. As both are targeting the same market and are almost same.

Avishai product is made available to the chemist on time.

For them quality is the best advertisement.

Juwel is for men and women both but not for children.

The sales of Avishai is affected due the heavy competition from the companies like cipla, Ranbaxy, piramal and other small industries.

For juwel the whole selling is depended on the doctor’s prescription only. So doctor’s must persuaded well.

Limitations

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LIMITATIONS

Despite the possible efforts in concluding the research, they were some unavoidable

situations, which limited the scope of the project.

The study was restricted to PCMC area only

Time was the biggest constraint as all questionnaires were to be filled in person to

actual views, but all efforts were made to get information relevant to the research.

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There may be some diversions in views as some people might give false information

in questionnaire, as they might not be in filling the form.

The sample size of 100 is small so there may be difference in the reality and the

findings.

Collecting information during the working hours was also very difficult.

Suggestions

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Suggestion

1) The company should focus more on the MR activity as the whole sales are depended on it.

2) Also the company should manage is pricing strategy effectively as sales are effected due to it.

3) The company should also focus on the advertisement as a proper advertisement can boost the sale.

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4) The price of juwel as compare to its competitor’s product is much higher which again creates obstacles in its sales. Price should be maintain.

5) More and more promotion activity should be done.

Conclusion

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The project on corporate marketing gives the deep understanding of all the aspect of

corporate marketing, which covers all the key area of selling along with all the glamour

features such as brand reflecting, ambience, soothing music, staff with the apt attitude to

provide all the comfort required by the customers. I have tried my level best to cover all the

aspect of corporate marketing survey of Avishai and its product juwel along with the

competitor’s analysis. Inspite of some limitations, the project is completed covering the

detail study of marketing survey.

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Really, this project was like a challenge for me, I have accepted and

completed with the best of my efforts, knowledge and skills. The study

gives some of the conclusion, which is follows:

1) Being a new company Avishai has achieved huge success in its 1st year which is its greatest achievement.

2) It has built a brand for himself in the market with the help of its team work, determination, quality product and hard work.

3) Some of its products are doing well in the market.4) The products are liked and are accepted due to its good quality and advantage to the

customers5) Competition in the pharma market.6) Prices for some of the product are very high.7) Juwel has slow growth due to the presences of revital in the market.

8) Price is an important factor, which influences the purchase decision of the users.

9) Users are very conscious in using the pharma product.

Bibliography

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www.google.com

www.avishai.in

www.yahoosearch.com

Philip Kotler Marketing Management.

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