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SURVEY REPORT
A SURVEY ON DOCTOR’S PERCEPTION OF:
SAMPLING PRACTICES BY THE PHARMACEUTICAL INDUSTRY
SAMPLE SIZE (N) = 750
Conducted on: 26th AUG & 2nd SEP 2009
COMPILED & SUBMITTED BY:
Akanksha Bajaj
Dhananjay Patel
Kailash Khatod
Sampada Mudgalkar
Shikha Sharma
Shweta Itkyal
A Survey carried out by students of First Year,
MBA- Pharmaceuticals Management, Section- B, NMIMS, Mumbai, as a part of the coursework
“ LISTENING TO STAKEHOLDERS”
N=750
ACKNOWLEDGEMENTS:
We wish to thank our Professors, Dr (Prof.) Tarun Gupta (Chairman, Pharmaceuticals Management, Emeritus at School of Business Management, NMIMS, Mumbai) and Mrs. Savita Chari for data analysis.
We also thank all our respondents (Doctors) located in the various zones of Mumbai for their time and co-operation, which enabled us to successfully complete the project and compile this report.
The survey was carried out by all students of the First year MBA-Pharmaceuticals Management, Section-B, NMIMS, Mumbai.
Page 2
N=750
Index
Sr. No. Contents Page
No.
I. Executive Summary 4-24
II. Research Objective 25
1. Sample Break-up (Years of practice Wise) 26
2. Sample Break-up (Zone Wise) 27-28
3. Sample Break-up (Specialisation Wise ) 29
4. Sample Break-up (Gender Wise) 30
Q.1
Would you say that the samples given by Pharmaceutical Companies are: Adequate/Not Adequate/More than Adequate andIf Adequate please tell us what you mean by it?
31-35
Q.2How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion?
36-44
Q.3 How important is sampling for you? 45-50
Q.4 What do you think is the real purpose of sampling? 51-55
Q.5What kinds of products according to you should be sampled
regularly?56-62
Q.6Which company is doing the best sampling and name the product? And why do you say, this is the best?
63-87
Q.7Is there an ideal way of sampling that a company could follow?
88-94
Q.8 What would you like to have instead of samples? 95-101
III Conclusion 102
IV Annexure: List of Doctors 103-135
V Annexure: Questionnaire 136-138
Page 3
N=750
EXECUTIVE SUMMARY:
Q.1) Would you say that the samples given by Pharmaceutical Companies are: Adequate/Not Adequate/More than Adequate and
If Adequate please tell us what you mean by it?
Consultants: (217)
30% of consultants said that it was tough to say what adequate
amount of sampling is.
19% of consultants said that samples given as per the
requirement of the doctor are adequate.
17% of consultants said that if a complete dose for a patient is
given as samples then the samples are adequate.
8% of the total number of consultants said that if samples are
good enough to give to poor patients then they are adequate.
7% of the total number of the consultants said that the samples
sufficient to acquaint the consultant with the new product are
adequate.
General Practitioners: (115)
34% of general practitioners said that it was tough to say what
adequate amount of sampling is.
15% of general practitioners said that the samples sufficient to
acquaint the general practitioner with the new product are
adequate.
Page 4
N=750
14% of general practitioners said that if the complete dose for a
patient is given then the samples are adequate.
14% of the total number of general practitioners said that the
samples given as per the requirement of the doctor are
adequate.
9% of the general practitioners said that the samples good
enough to be given to poor patients are adequate.
Page 5
N=750
Q.2) How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion?
Consultants: (545)
23% of the consultants said that samples should be given once a
month, out of them;
o 5% were Gynaecologists
o 4% were MD doctors
o 3% were MS doctors
o 3% were Paediatricians
o 2% were Orthopaedics
o 2% were Cardiologists
o 2% were ENT specialists
14% of the consultants said that samples are not necessary, out
of them;
o 3% were MD doctors
o 2%were Gynaecologist s
o 2%were Paediatricians
o 1%were MS doctors
o 1% were Cardiologists
o 1% were Dermatologists
o 1%were ENT specialists
o 1%were Orthopaedics
o 1% were Nephrologists
o 1% were Urologists
Page 6
N=750
11% of the consultants said that samples should be given twice a
month, out of them;
o 2% were Paediatricians
o 2% were Gynaecologists
o 2% were MD doctors
o 2% were Orthopaedics
o 1% were Dermatologists
9% of the Consultants said that samples should be given once a
week.
7% of the consultants said that samples should be given as per
Doctor’s requirements.
5% of the consultants said that samples should be given by
Medical Representatives in every visit.
3% of the consultants said that frequent sampling is required if the
product is new.
3% of the consultants said that samples should not be given very
frequently.
7% of the consultants gave responses that are grouped under
others.
Page 7
N=750
General Practitioners: (291)
27% of the general practitioners said that samples must be given once a month.
12% of the general practitioners said that samples are not necessary.
10% of the general practitioners said that samples must be given twice a month.
10% of the general practitioners said that samples must be given in every visit of the Medical Representatives.
9% of the general practitioners gave responses that are grouped under others.
7% of the general practitioners said that samples must be given as per the Doctor's requirement.
5% of the general practitioners said that products moving fast in the market and currently under promotion products should not be given regularly.
3% of the general practitioners said that samples should be given once a week.
Page 8
N=750
Q.3) How important is sampling for you?
Consultants: (629)
57% of the consultants think that the sampling practices are
important, out of them;
o 14% were Gynaecologists
o 10% were MD doctors
o 10% were Paediatricians
o 6 % were MS
o 4 % were Orthopaedics
o 4 % were Dermatologists
o 3 % were Cardiologists
o 3 % were ENT specialists
o 1 % were Diabetologist
o 1 % were Neurologists
o 1 % were Oncologists
32% of the consultants think that the sampling practices are not
important, out of them;
o 7% were MD doctors
o 6% were Gynaecologists
o 3% were Paediatricians
o 3% were MS doctors
o 3% were Orthopaedics
o 3% were Cardiologists
Page 9
N=750
o 3% were ENT specialists
9% of the consultants think that sampling practices are very
important.
General Practitioners: (335)
62% of general practitioners think that the sampling practices are
important.
25% of general practitioners think that the sampling practices are
not important.
11% of general practitioners think that the sampling practices are
very important.
Page 10
N=750
Q.4) What do you think is the real purpose of sampling?
Consultants: (686)
23% consultants think that the real purpose of sampling is to
create awareness about the product.
21% consultants think that real purpose of sampling is as brand
reminder.
20% consultants think that the real purpose of sampling is to test
the quality and efficacy of the product.
16% consultants think that the real purpose of sampling is to help
the poor and the needy patients.
4% consultants think that the real purpose of sampling is for
launch of new products.
General Practitioners: (335)
26% general practitioners think that the real purpose of sampling
is to test the quality and efficacy of a product.
25% general practitioners think that the real purpose of sampling
is to create awareness about the product.
17% general practitioners think that the real purpose of sampling
is as a brand reminder.
12% general practitioners think that the real purpose of sampling
is to help the poor and the needy patients.
Page 11
N=750
Q.5) What kinds of products according to you should be
sampled regularly?
Consultants: (846)
20% of the consultants said that Antibiotics should be sampled.
13% of the consultants said that Nutraceuticals should be
sampled.
12% of the consultants said that commonly used medicines
should be sampled.
9% of the consultants said that all products should be sampled.
9% of the consultants said that new products should be
sampled.
6% of the consultants said that Analgesics should be sampled.
6% of the consultants said Lifestyle drugs should be sampled.
6% of the consultants said drugs grouped under others should
be sampled.
General Practitioners: (427)
22% of the General Practitioners said that Antibiotics should be
sampled.
12% of the General Practitioners said that Nutraceuticals
should be sampled.
11% of the General Practitioners said that commonly used
medicines should be sampled.
9% of the General Practitioners said that all Products should be
sampled.
Page 12
N=750
7% of the General Practitioners said that other medicines
should be sampled.
6% of the General Practitioners said that each of the new
products should be sampled.
5% of the General Practitioners said that speciality and lifestyle
drugs should be sampled.
Page 13
N=750
Q.6) Which company is doing the best sampling and name the product? And why do you say, this is the best?
Q.6 (a) Which company is doing the best sampling?
Consultants: (492)
15% consultants said that all companies do best sampling.
9% consultants said that no company does best sampling.
9% consultants found it difficult to answer, which company
does the best sampling.
8% consultants did not answer the question.
8% consultants said that Cipla does the best sampling.
7% consultants said that GSK does the best sampling.
6% consultants said that Mankind does the best sampling.
5% consultants did not remember which company does the
best sampling.
4% consultants said that Ranbaxy does the best sampling.
2% consultants said that Sun Pharma does the best
sampling.
2% consultants said that DRL does the best sampling.
2% consultants said that FDC does the best sampling.
General Practitioners: (258)
16% of general practitioners said that Mankind does the best
sampling.
Page 14
N=750
13% of general practitioners said that all companies do good
sampling.
10% of general practitioners have opinion that no company
does the best sampling.
7% of general practitioners found it difficult to answer which
company does the best sampling.
7% of general practitioners said Cipla does the best sampling.
7% of general practitioners said that FDC does the best
sampling.
5% of general practitioners said GSK does the best sampling.
Page 15
N=750
Q.6. (b) and name the product?
Consultants: (252)
65% consultants gave responses that are grouped under
others.
4% consultants said that GSK does best sampling for
Augmentin.
3% consultants said that said Mankind does best sampling for
Moxikind CV.
3% consultants said that said that Elder does best sampling for
Shellcal.
2% consultants said that said that FDC does best sampling for
Zifi.
2% consultants said that said that Emcure does best sampling
for Orofer XT.
General Practitioners: (145)
62% general practitioners gave unique responses which are
grouped under others.
7% general practitioners said that best sampling is done by
Mankind for Moxikind CV
3% general practitioners said that Mankind does best sampling
for all of its products.
Page 16
N=750
3% general practitioners found it difficult to answer the
question.
3% general practitioners said that Mankind does best sampling
for Mahacef.
3% general practitioners said that Mankind does best sampling
for Neurokind.
3% general practitioners said that FDC does best sampling for
its product Zifi.
Page 17
N=750
Q.6 (c) And why do you say, this is the best?
Consultants: (223)
24% consultants said that giving samples regularly is best
sampling.
12% consultants said that if sampled products are good and
effective then it is best sampling.
11% consultants said that giving lot of samples is best
sampling.
9% consultants said that giving adequate samples is best
sampling.
9% consultants said that giving samples on demand is best
sampling.
6% consultants said that sampling frequently is best
sampling.
General Practitioners: (131)
38% general practitioners said that giving samples regularly is
best sampling.
11% general practitioners said that giving lot of samples is best
sampling.
8% general practitioners said that sampled products are good
and effective, that’s why it’s best sampling.
Page 18
N=750
8% general practitioners said that giving adequate samples is
best sampling.
4% general practitioners said that if Medical Representatives
are good and regular then sampling done is best.
4% general practitioners said that giving samples frequently is
best sampling.
3% general practitioners said that sampling economic brands is
best sampling.
3% general practitioners said that providing sample on demand
is the best sampling.
Page 19
N=750
Q.7) Is there an ideal way of sampling that a company could follow?
Consultants: (579)
14% of the consultants said that full course of samples should
be given.
13% of the consultants said that samples should be given on
doctor’s request.
10% of the consultants said that there is no ideal way of
sampling
6% of the consultants said that the current way is the ideal way
of sampling.
5% of the consultants said that companies should be regular in
sampling.
5% of the consultants said that they feel nothing in particular
about ideal ways of sampling.
3% of the consultants said that they can’t say about the ideal
ways of sampling.
3% of the consultants said that ideal way would be to aid
samples with literature.
3% of the consultants said that samples are required only for
new products.
3% of the consultants said that companies should be patient
oriented.
24% consultants gave responses which are grouped under
others
Page 20
N=750
General Practitioners: (309)
15% of the general practitioners said that full course should be
given as samples.
9% of the general practitioners said that samples must be
given only on doctor’s request
14% of the general practitioners said that there is no ideal way
of sampling
7% of the general practitioners said that current way is the
ideal way of sampling.
5% of the general practitioners said that companies must be
regular in sampling.
5% of the general practitioners said that they feel nothing
particular about the ideal ways of sampling.
3% of the general practitioners said that they cannot say
anything about the ideal way of sampling.
3% of the general practitioners said that companies must aid
samples with literature.
28% of the general practitioners gave responses which were
grouped as others.
Q. 8) What would you like to have instead of samples?
Page 21
N=750
Consultants: (664)
34% consultants wanted nothing instead of samples, out of
them;
o 4% were MD doctors
o 4% were Paediatricians
o 3% were Gynaecologists
o 2% were ENT specialists
o 2% were Orthopaedics
o 2% were Dermatologists
o 1% were Cardiologists
o 1 % were Diabetologists
o 1% were Urologists
o 1% were Neurologists
o 1% were Oncologists
21% consultants wanted to know the product details.
19% consultants wanted academic material.
9% consultants said that there is no substitution for samples.
8% consultants would accept gifts.
6% consultants wanted latest medical journals.
3% consultants wanted the pharmaceutical companies to
sponsor the medical conferences.
Page 22
N=750
3% consultants wanted pharmaceutical companies to support
CME.
3% consultants preferred proper advertising of the product.
2% consultants wanted just a reminder of the product.
2% consultants would like medical instruments instead of
samples
2% consultants preferred anything that would help patients.
1% consultants wanted frequent visits.
1% consultants said that it depends on the company what they
want to give instead of samples.
General Practitioners: (334)
24% general practitioners wanted nothing instead of samples.
18% general practitioners preferred product details.
18% general practitioners wanted academic material.
10% general practitioners would accept gifts instead of
samples.
8% general practitioners said that there can be no substitution
for samples.
4% general practitioners preferred proper advertising of the
product.
3% general practitioners wanted pharmaceutical companies to
support CME.
3% general practitioners wanted medical instruments.
Page 23
N=750
3% general practitioners wanted just a reminder of the product.
2% general practitioners wanted only frequent visits.
1% general practitioners said it depends on company what they
want to give instead of samples.
1% general practitioners wanted medical journals instead of
samples.
1% general practitioners want anything that would help
patients.
1% general practitioners want pharmaceutical companies to
sponsor conferences.
Page 24
N=750
Research Objective
The objective for the survey is to listen to the Doctors and to understand their Knowledge, Perception and Attitude on Sampling Practices by Pharmaceutical Industry.
Research Methodology
A structured questionnaire for the study subjects (Doctors) was designed within the scope of given objectives. Mumbai was divided into 6 zones. Within each zones, doctors were interviewed from different areas.
South Mumbai Churchgate, Grant road, Peddar Road, Warden Road, CST
Eastern Suburbs
Mulund, Bhandup, Ghatkopar, Chembur, Kurla,Powai.
Central MumbaiDadar, Mahim, Matunga, Sion, Parel, Lower Parel, Wadala,
Byculla,Kanjur marg,Lalabaug.
Thane Thane, Dombivali, Bhayander, Vasai, Virar
Navi Mumbai Vashi, Nerul, Belapur,Seawoods
Page 25
N=750
YEARS OF PRACTICE WISE SAMPLE BREAKUP
Sample size (N=750)
Years of Practice
Consultants General Practitioners
Number of Consultants
(492)
Percentage of Consultants
Number of Practitioners (258)
Percentage of Practitioners
Less than 1 yr
3 1% - -
1 to 5 42 9% 12 5%
6 to 10 74 15% 22 9%
11 to 15 88 18% 27 10%
16 to 20 68 14% 29 11%
21 to 25 83 17% 27 10%
26 to 30 63 13% 50 19%
31 to 35 34 7% 38 15%
36 to 40 15 3% 34 13%
41 to 45 13 3% 11 4%
46 to 50 9 2% 4 2%
ZONE WISE SAMPLE BREAKUP
Page 26
N=750
Sample Size (N=750)
Number of General Practitioners=258
ZonesNumber of Respondents
(258)Percentage of Respondents
Western Suburbs (WS) 106 41%
Central Mumbai (CM) 53 21%
Eastern Suburbs (ES) 37 14%
South Mumbai (SM) 22 9%
Thane (TH) 22 9%
New Mumbai (NM) 18 7%
Number of Consultants=492
ZonesNumber of Respondents
(492)
Percentage of Respondents
Western Suburbs (WS) 198 40%
Eastern Suburbs (ES) 89 18%
Central Mumbai (CM) 75 15%
Thane (TH) 55 11%
South Mumbai (SM) 41 8%
New Mumbai (NM) 34 7%
Page 27
N=750
Zone Wise Distribution
Sample Size N=750
Page 28
N=750
SPECIALISATION WISE SAMPLE BREAKUP
Number of Consultants= 492
Number of General Practitioners=258
Sr.No SpecialisationNumber of Doctors
(N=750)Percentage of
Doctors
1 General Practitioners (GP) 258 34%
2 Consultants: 492 66%
Gynaecologist (GYN) 101 14%
MD Medicine (MD) 96 13%
Paediatricians(PDT) 72 10%
MS Surgery (MS) 48 6%
Orthopaedic (ORT) 42 6%
Dermatologist (DMT) 34 4%
Cardiologist (CRD) 33 4%
ENT 31 4%
Diabetologist (DBT) 13 2%
Psychiatrist (PSY) 7 1%
Neurologist (NEU) 6 1%
Oncologist (ONC) 4 1%
Urologist (URO) 3 1%
Nephrologist (NEP) 2 1%
GENDER-WISE SAMPLE BREAK UP:
Page 29
N=750
Sample size (N=750)
Gender Number of Doctors Percentage of Doctors
Male 534 71%
Female 216 29%
Total 750 100%
Page 30
N=750
Q1.
Would you say that the samples given by Pharmaceutical Companies are:
Adequate Not Adequate More than Adequate and,
If Adequate please tell us what you mean by it?
Sample size (N) =750
Q.1) Would you say that the samples given by Pharmaceutical Companies are:
Page 31
N=750
Adequate Not Adequate More than Adequate
Sample Size (N=750)
Samples are Doctors Response (N=750)Percentage of
Responses
Adequate 332 44%
Not Adequate 281 38%
More than adequate 100 13%
Other responses 37 5%
If adequate then what do you mean by it?
Page 32
N=750
Total Responses= 332
Sr. No.
Doctors Response(332)
General Practitioners
(115)
Consultants(217)
No. % No. %
1 Tough to say 39 34% 65 30%
2Adequate to acquaint the doctor with new product
18 15% 16 7%
3A complete dose for the
patient16 14% 38 17%
4Samples given as per the requirement of the doctor
16 14% 41 19%
5Good enough to give to
poor patients.10 9% 18 8%
6Whatever they give is
adequate4 4% 2 1%
7Doctor does not accept
samples3 3% - -
8Samples given as per the needs of doctor’s family
and friends.3 3% 3 1%
9Varies from company to
company1 1% 2 1%
10 Depends on medicine 1 1% 3 1%
11Adequate in terms of numbers 1,2,5,10,20
1 1% 8 4%
12Samples given once a
week- - 7 3%
13Adequate in amount so
that samples are not wasted.
- - 5 2%
14 Others* 3 3% 10 5%
Page 33
N=750
If adequate then what do you mean by it?
Interpretations:
Consultants: (217)
30% of the total number of consultants said that it was tough to say as to
what is adequate amount of sampling.
19% of the total number of consultants said that samples given as per
the requirement of the doctor are adequate.
17% of the total number of consultants said that if a complete dose for a
patient is given as samples then the samples are adequate.
8% of the total number of consultants said that if samples are good
enough to give to poor patients then they are adequate.
7% of the total number of the consultants said that the samples sufficient
to acquaint the consultant with the new product are adequate.
General Practitioners: (115)
34% of the total number of general practitioners said that it was tough to
say as to what is adequate amount of sampling.
15% of the total number of general practitioners said that the samples
sufficient to acquaint the general practitioner with the new product are
adequate.
14% of the total number of general practitioners said that if the complete
dose for a patient is given then the samples are adequate.
14% of the total number of general practitioners said that the samples
given as per the requirement of the doctor are adequate.
9% of the general practitioners said that the samples good enough to be
given to poor patients are adequate.
Page 34
N=750
If adequate then what do you mean by it?
Others Responses*:
Sufficient amount of those samples are given which are not affordable to poor.
Samples which are not prescribed are given in large amounts. Good quality samples are lacking. Samples are provided irregularly.
Page 35
N=750
Q.2
How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion?
Sample Size (N) =750
Multiple Responses = 836
Page 36
N=750
How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion?
Number of Consultants= 492
Number of responses given by Consultants = 545
Sr.No Consultants ResponseNumber of Responses(545)
Percentage Of Responses
1 Once a month 127 23%
Gynaecologists 29 5%
MD 23 4%
MS 15 3%
Paediatricians 14 3%
Orthopaedics 11 2%
Cardiologists 10 2%
ENT specialists 9 2%
Dermatologists 8 1%
Diabetologists 4 1%
Psychologists 2 1%
Neurologists 1 1%
Oncologists 1 1%
2 Samples are not necessary 74 14%
MD 18 3
Gynaecologists 10 2
Paediatricians 9 2
MS 8 1
Cardiologists 8 1
Page 37
N=750
Dermatologists 8 1
ENT Specialists 6 1
Orthopaedics 2 1
Nephrologists 2 1
Urologists 1 1
3 Twice a month 61 11%
Paediatricians 12 2%
MD 11 2%
Gynaecologists 11 2%
Orthopaedics 11 2%
Dermatologists 8 1%
MS 3 1%
ENT 3 1%
Cardiologists 2 1%
4 Once a week 51 9%
5 As per the Doctor's requirement 39 7%
6In every visit of Medical Representatives
27 5%
7Frequent sampling is required if the product is new
17 3%
8 Regularly 10 2%
9 Not very frequently 17 3%
10 Need samples for poor patients 17 3%
11 It is company's choice 11 2%
12Give samples only once when the product is newly launched
9 2%
13 Once in 2 months 4 1%
Page 38
N=750
14 Once in 3 months 5 1%
15 Thrice a month 5 1%
16Frequency varies from product to product
4 1%
17Need samples as brand reminders
4 1%
18They must give samples enough for one full course
4 1%
19Require samples for personal use
4 1%
20 No need of sampling 4 1%
21 No particular frequency 3 1%
22 Twice a week 2 1%
23Frequent sampling of costly products
4 1%
24 Depends on number of patients 1 1%
25 Thrice a week 2 1%
26 Others* 38 7%
How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion?
Page 39
N=750
Interpretations:
Consultants: (545)
23% of the consultants said that samples should be given once a
month, out of them;
o 5% were Gynaecologists
o 4% were MD doctors
o 3% were MS doctors
o 3% were Paediatricians
o 2% were Orthopaedics
o 2% were Cardiologists
o 2% were ENT specialists
14% of the consultants said that samples are not necessary, out
of them;
o 3% were MD doctors
o 2%were Gynaecologists
o 2%were Paediatricians
o 1%were MS doctors
o 1% were Cardiologists
o 1% were Dermatologists
o 1%were ENT specialists
o 1%were Orthopaedics
o 1% were Nephrologists
o 1% were Urologists
Page 40
N=750
11% of the consultants said that samples should be given twice a
month, out of them;
o 2% were Paediatricians
o 2% were Gynaecologists
o 2% were MD doctors
o 2% were Orthopaedics
o 1% were Dermatologists
9% of the Consultants said that samples should be given once a
week.
7% of the consultants said that samples should be given as per
Doctor’s requirement.
5% of the consultants said that samples should be given by
Medical Representatives in every visit.
3% of the consultants said that frequent sampling is required if the
product is new.
3% of the consultants said that samples should not be given very
frequently.
7% of the consultants gave responses that are grouped under
others*.
Page 41
N=750
How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion?
Number General Practitioners= 258
Number of responses given by General Practitioners= 291
Sr.No.
Doctors ResponseNo. of Responses
(291)
Percentage Of
Responses
1 Once a month 77 26%
2 Samples are not necessary 34 12%
3 Twice a month 28 10%
4In every visit of Medical Representatives
29 10%
5 As per the Doctor's requirement 19 6%
6 Regularly 13 5%
7 Once a week 9 3%
8Frequent sampling is required if the product is new
8 3%
9 It is company's choice 5 2%
10 Not very frequently 5 2%
11 Once in 2 months 5 2%
12 Need samples for poor patients 3 1%
13Give samples only once when the product is newly launched
3 1%
14 Once in 3 months 3 1%
15 Thrice a month 3 1%
16Frequency varies from product to product
3 1%
117
Need samples as brand reminders
3 1%
18They must give samples enough for one full course
3 1%
19Require samples for personal use
2 1%
Page 42
N=750
20 No need of sampling 2 1%
21 No particular frequency 2 1%
22 Twice a week 3 1%
23 Depends on number of patients 1 1%
24 Others* 26 9%
How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion?
Interpretations:
General Practitioners: (291)
27% of the general practitioners said that samples must be given once a month.
12% of the general practitioners said that samples are not necessary.
10% of the general practitioners said that samples must be given twice a month.
10% of the general practitioners said that samples must be given in every visit of the Medical Representatives
9% of the general practitioners gave responses that are grouped under others..
7% of the general practitioners said that samples must be given as per the Doctor's requirement.
5% of the general practitioners said that products moving fast in the market already and currently under promotion products should not be given regularly.
3% of the general practitioners said that samples should be given once a week.
Page 43
N=750
How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion?
*Other Responses:
10-15 bottles a month for poor people as the drugs are becoming more
costly.
At consultant level samples are not given to patients, unlike GP’s.
Couple of times in a week, if the product is prescribed.
Depends on Medical Representative.
Depends on turnover of the company.
Do not expect any samples because patients do not have value when given
free.
Detailing is more important than sampling.
If not frequent other company's product could take place of that product so
maintain.
In Rainy season- 3-4 times.
More quantity advisable.
No question of frequency, it’s just to introduce the drug.
Provide more of technical details like seminars, CME rather than samples.
Required according to the patients.
Samples are not for business.
Samples not to be given as bribe.
Samples which are not moving should be given for promotion.
The product if already in pen so no need of samples (convinced about
product) but want samples if it is a product of advanced research.
We are not based on the pharmaceutical companies.
Not interested in samples, have own dispensing.
Whatever told by the MR is not sufficient so, the samples are necessary.
Page 44
N=750
Q.3
How important is sampling for you?
Sample Size (N) = 750
Multiple Responses = 964
Page 45
N=750
How important is sampling for you?
Number of Consultants = 492
Number of responses given by Consultants = 629
Sr.No Consultants ResponseNumber of Responses
(629)
Percentage of Responses
1. Important: 361 57%
For helping the needy patients. 92 15%
For testing the quality and efficacy of the product.
63 10%
As a reminder of the brands. 51 8%
For testing of new products only.
48 8%
Only if sufficient quantity of required products is given.
20 3%
For creating awareness about the product amongst the doctors.
18 3%
For personal use. 10 2%
As a starter pack 4 1%
No specified reason. 54 9%
Building rapport with the doctor 1 1%2. Not Important :
Responses like;Not important at all(153),Detailing only (2),I don’t like it(3) etc.
3. Very Important: Responses like;Sampling is very important(4),It is a must.
58 9%
4. Others:Responses like;In case of emergency (2),Rather decrease the cost in the MRP.
7 1%
5. DNA 4 1%
Page 47
N=750
How important is sampling for you?
Interpretations:
Consultants: (629)
57% of the consultants think that the sampling practices are
important.
32% of the consultants think that the sampling practices are not
important, out of them;
o 7% were MD doctors
o 6% were Gynaecologists
o 3% were Paediatricians
o 3% were MS doctors
o 3% were Orthopaedics
o 3% were Cardiologists
o 3% were ENT specialists
9% of the consultants think that sampling practices are very
important.
Page 48
N=750
How important is sampling for you?
Number of General Practitioners=258
Number of responses given by General Practitioners = 335
Sr.No. Doctors ResponseNo. of
Responses (335)
Percentage of
Responses
1. Important: 209 62%
For helping the needy patients 61 18%
For testing the quality and efficacy of the product
49 15%
As a reminder of the brands 25 7%
For testing of new products only. 28 8%
Only if sufficient quantity of required products is given
6 2%
For creating awareness about the product amongst the doctors
8 2%
For personal use 7 2%
No specified reason 25 7%
2.Not Important :Responses like;It’s not important (75)Hardly matters,Has no effect,It is not important as practice does not depend on it
84 25%
3. Very Important: Responses like;It is very important as it is useful for both company and doctor,Extremely important
36 11%
4. Others:Responses like;20% - for the products whose margin and availability is low,have to buy for own use,know the products,
6 2%
Page 49
N=750
it’s like getting a gift when you come to see the doctor,should be purposeful,They should give expensive medicines.
How important is sampling for you?
Interpretations:
General Practitioners: (335)
62% of the general practitioners think that the sampling practices
are important.
25% of the general practitioners think that the sampling practices
are not important.
11% of the general practitioners think that the sampling practices
are very important.
Page 50
N=750
Q.4
What do you think is the real purpose of sampling?
Sample Size (N) = 750
Multiple Responses = 1025
Page 51
N=750
What do you think is the real purpose of sampling?
Number of Consultants= 492
Number of responses given by Consultants = 686
Sr.No.
Consultants ResponseNo. of Responses
(686)
Percentage of
Responses
1.To create awareness about the products.
160 23%
2. Brand reminder. 142 21%
3.To test the quality and efficacy of the products.
140 20%
4.To help the poor and the needy patients.
112 16%
5. For launch of new products only. 25 4%
6. For personal use. 24 3%
7.To be used as a Starter dose for the patients.
18 3%
8.For Increasing the sales of the product.
12 2%
9.As a means of indirect bribing to the doctors.
10 1%
10. For building rapport with the doctor. 7 1%
11. No purpose served. 4 1%
12. Don’t Know 5 1%
13. DNA 4 1%
14.
Other responses like;Availability with chemists,Cost effectiveness(2),Depends upon medicines,Dumping near expiry date products,It’s not at all important.
23 3%
What do you think is the real purpose of sampling?
Interpretations:
Page 52
N=750
Consultants: (686)
23% consultants think that the real purpose of sampling is to
create awareness about the product.
21% consultants think that real purpose of sampling is as
brand reminder.
20% consultants think that the real purpose of sampling is to
test the quality and efficacy of the product.
16% consultants think that the real purpose of sampling is to
help the poor and the needy patients.
4% consultants think that the real purpose of sampling is for
launch of new products.
What do you think is the real purpose of sampling?
Number of General Practitioners= 258
Page 53
N=750
Sr.No
Doctors ResponseNo. of Responses
(339)
Percentage of
Responses
1.To test the quality and efficacy of the products.
88 26%
2.To create awareness about the products.
84 25%
3. Brand reminder. 59 17%
4.To help the poor and the needy patients.
40 12%
5. For launch of new products only. 14 4%
6.For Increasing the sales of the product.
11 3%
7. For personal use. 7 3%
8.As a means of indirect bribing to the doctors.
7 3%
9.For building rapport with the doctor.
7 3%
10.To be used as a Starter dose for the patients.
6 2%
11. No purpose served. 3 1%
12.
Other responses like;Companies make profit,For emergency use,Nothing,Regular visits,The samples are not given regularly,The company does not give antibiotics.
11 3%
13. DNA 2 1%
Number responses given by General Practitioners = 335
What do you think is the real purpose of sampling?
Page 54
N=750
Interpretations:
General Practitioners: (335)
26% general practitioners think that the real purpose of
sampling is to test the quality and efficacy of a product.
25% general practitioners think that the real purpose of
sampling is to create awareness about the product.
17% general practitioners think that the real purpose of
sampling is as a brand reminder.
12% general practitioners think that the real purpose of
sampling is to help the poor and the needy patients.
Page 55
N=750
Q. 5
What kinds of products according to you should be sampled regularly?
Sample Size (N) = 750
Multiple Responses = 1273
Page 56
N=750
What kinds of products according to you should be sampled regularly?
Number of Consultants= 492
Number of responses given by Consultants = 846
Sr.No Consultants ResponseNo. of
Responses(846)
Percentage of Responses
1 Antibiotics 171 20%
2 Nutraceuticals 107 13%
3Commonly used medicines
103 12%
4 All Products 74 9%
5 New Products 67 9%
6 Analgesics 54 6%
7 Lifestyle Products 49 6%
8 Speciality Products 33 4%
9 Samples are not Required 31 4%
10 Expensive Products 22 2%
11As desired by the company
21 2%
12 DNA 13 1%
13 Anti-inflammatory 10 1%
14 Cosmetic Products 9 1%
15 Antacids 8 1%
16 As desired by the doctor 8 1%
17 Products for poor patients 7 1%
18Samples for doctors personal use
6 1%
19 Others 53 6%
Page 57
N=750
What kinds of Products according to you should be sampled regularly?
Other responses include:
Doctor’s Responses Number of responses ( 53)
Haematinics 9Antihistamines 5Antifungals 4Antiallergic 4Antiinfectives 3Antioxidants 2Antibacterials 2Antitubercular 2Antivirals 2Antimalarial 1Antiemetics 1Antiepilectics 1Dispersable tablets 1Antirheumatics 1Anticonvulsants 1Antiplatelets 1Antithelmintics 1Ecosprin Tablets 1Losartan 1Ointments 1Vaccines 1Symptomatic Drugs 1General comments like: 7Chemists say that product is not available
2
Competitive products 1Drugs for emergency use 1Full course should be given 1Old drugs are sometimes combined, so information on that is required
1
UP doctors run their practices on samples
1
Page 58
N=750
What kinds of products according to you should be sampled regularly?
Interpretations:
Consultants: (846)
20% of the consultants said that Antibiotics should be sampled.
13% of the consultants said that Nutraceuticals should be sampled.
12% of the consultants said that commonly used medicines should be
sampled.
9% of the consultants said that all products should be sampled.
9% of the consultants said that new products should be sampled.
6% of the consultants said that Analgesics should be sampled.
6% of the consultants said Lifestyle drugs should be sampled.
6% of the consultants said that drugs grouped under others should be
sampled.
Page 59
N=750
What kinds of products according to you should be sampled regularly?
Number of General Practitioners = 258
Sr.No. Doctors ResponseNo. of
responses (427)
Percentage of Responses
1. Antibiotics92 22%
2. Nutraceuticals 53 12%
Calcium Supplements 11 3%
Iron Supplements 8 2%
Calcium and Iron Supplements 6 1%
Others: Dietary Supplements 28 7%3. Commonly used medicines 47 11%
Cough and Cough Syrups 13 3%
Antipyretics 7 2%
Fever 3 1%
Others: Nausea 24 6%
4. All Products 39 9%
5. New Products 25 6%
6 Analgesics 23 5%7. Speciality Products like Anti-
tubercular, Chronic drugs etc.23 5%
8. Lifestyle Drugs 22 5%
Antihypertensive 11 3%
Ant diabetics 3 1%
Blood pressure Drugs 3 1%
Cardiac 3 1%
9. No Samples Required 18 4%
10. As desired by the company 11 3%
Number of Responses given by General Practitioners=427
11. Expensive Products 10 2%
12. Cosmetic products 7 2%
Page 60
N=750
13. As desired by the doctor 6 1%
14. Antacids 5 1%
15. Anti-inflammatory 4 1%
16. For Poor Patients 4 1%
17. For doctors personal use 1 1%
18. DNA 5 1%
19
Others: 32 7%
Antimalarials 11 3%
Antiallergic 5 1%
Antispasmodic 4 1%
Antivirals 3 1%
Antioxidants 2 1%
Antirheumatics 2 1%
Antiplatelets 2 1%
Antiemetic 1 1%
Drops 1 1%
What kinds of products according to you should be sampled regularly?
Page 61
N=750
Interpretations:
General Practitioners: (427)
22% of the General Practitioners said that Antibiotics should be
sampled.
12% of the General Practitioners said that Nutraceuticals should be
sampled.
11% of the General Practitioners said that commonly used medicines
should be sampled.
9% of the General Practitioners said that all Products should be
sampled.
7% of the General Practitioners said that other medicines should be
sampled.
6% of the General Practitioners said that each of the new products
should be sampled.
5% of the General Practitioners said that speciality and lifestyle Drugs
should be sampled.
Page 62
N=750
Q.6
Which company is doing the best sampling and name the product? And why do you say, this is
the best?
Sample Size (N) =750
Page 63
N=750
Q.6 (a)
Which Company Does the Best Sampling?
Sample Size (N) =750
Page 64
N=750
Which company does the best sampling?
Number of Consultants=492
Number of responses given by consultants=492
Sr. No.
Consultants ResponseNo. of responses
(492)
Percentage of
responses1 All companies 73 15%2 No company 42 9%3 Difficult to answer 42 9%4 Cipla 37 8%5 GSK 35 7%6 Mankind 29 6%7 Don't remember 24 5%8 Ranbaxy 19 4%9 Sun Pharma 11 2%
62% general practitioners gave unique responses which are grouped
under others.
7% general practitioners said that best sampling is done by Mankind for
Moxikind CV
3% general practitioners said that Mankind does best sampling for all of
its products.
3% general practitioners found it difficult to answer the question.
3% general practitioners said that Mankind does the best sampling for
Mahacef.
3% general practitioners said that Mankind does the best sampling for
Neurokind.
3% general practitioners said that FDC does best sampling for its
product Zifi.
Page 80
N=750
Q.6 (c)
Why do you say this is the best?
Sample Size (N) =750
Why do you say this is the best?
Number of Consultants=492
Number of responses given by consultants=223
Page 81
N=750
Sr. No.
Consultants ResponseNo. of Responses
(223)
Percentage of
Responses
1 They give samples regularly 53 24%
2 Their products are good and effective 27 12%
3 They give a lot of samples 24 11%
4 They give adequate samples 20 9%
5 Give samples whenever asked 19 9%
6 They give samples frequently 14 6%
7 Because MRs are good and regular 9 4%
8 They give the sample for full course 7 3%
9 Their brands are economic 5 2%
10 Cannot say or do not remember 4 2%
11They give samples for poor and needy patients
4 2%
12They post the samples to home or clinic address
4 2%
13 They sample costly products 4 2%
14 Samples come in attractive packing 4 2%
15They give samples of products which are prescribed heavily, very useful and commonly used
3 1%
16 They give samples at every visit 3 1%
17They give samples backed by scientific studies and information
2 1%
18They provide samples for personal use
2 1%
19 Other single responses 15 7%
Why do you say this is the best?
Other responses: (Total=15)
Because they do not Because company is The samples are fresh
Page 82
N=750
talk rubbish established and good and not near expiry
Good technologyThey do aggressive
promotion
They are generic products, patients prefer good company product,
good brand name Have good relation with them
Good samplingThey are the only one
who give samplesThey come to interior
areasThey give samples of
new productsThey make us feel better
by giving pens, giftsSystem of asking which
product is required then accordingly
sending it via courier
As they don’t give samples
Why do you say this is the best?
Interpretations:
Consultants: (223)
24% consultants said that giving samples regularly is best sampling.
Page 83
N=750
12% consultants said that if sampled products are good and effective
then it is the best sampling.
11% consultants said that giving lot of samples is best sampling.
9% consultants said that giving adequate samples is best sampling.
9% consultants said that giving samples on demand is best sampling.
6% consultants said that sampling frequently is best sampling.
Page 84
N=750
Why do you say this is the best?
Number of General Practitioners=258
Number of Responses given by General Practitioners=131
Sr. No
Doctors ResponsesNo. of Responses
(131)
Percentageof
Responses1 They give samples regularly 50 38%2 They give a lot of samples 14 11%3 They give adequate samples 11 8%4 Their products are good and effective 10 8%5 Because MRs are good and regular 5 4%6 They give samples frequently 5 4%7 Their brands are economic 4 3%8 Give samples whenever asked for 4 3%
9They give samples backed by scientific studies and information
3 2%
10They give samples of products which are prescribed heavily, very useful and commonly used
3 2%
11 Cannot say or do not remember 2 2%
12Because company is established and good
2 2%
13 They do aggressive promotion 2 2%14 Action is fast 1 1%15 All companies are good 1 1%16 Because of use and getting results 1 1%
17Because they give the same sample that is available in the market
1 1%
18 They give the samples for full course 1 1%
19They give samples for poor and needy patients
1 1%
20They post the samples to home or clinic
1 1%
21 They give samples at every visit 1 1%22 Good sampling 1 1%23 Good Sampling since new company. 1 1%24 Have many products, they give
stethoscopes, torch. They are 1 1%
Page 85
N=750
keeping watch on their sales man
25They provide samples for personal use
1 1%
26 Only remember this as good samples 1 1%27 Can check and then prescribe 1 1%28 They approach only qualified doctors. 1 1%
29They change promotion every 3 months
1 1%
Page 86
N=750
Why do you say this is the best?
Interpretations:
General Practitioners: (131)
38% general practitioners said that giving samples regularly is best
sampling.
11% general practitioners said that giving lot of samples is best
sampling.
8% general practitioners said that sampled products are good and
effective, that’s why it’s best sampling.
8% general practitioners said that giving adequate samples is best
sampling.
4% general practitioners said that if Medical Representatives are good
and regular then sampling done is best.
4% general practitioners said that giving samples frequently is best
sampling.
3% general practitioners said that sampling economic brands is best
sampling.
3% general practitioners said that providing sample on demand is the
best sampling.
Page 87
N=750
Q.7
Is there an ideal way of sampling that a company could follow?
Sample size (N) =750
Multiple responses = 888
Page 88
N=750
Is there an ideal way of sampling that a company could follow?
Number of Consultants= 492
Number of responses given by Consultants= 579
Sr.No
Consultants ResponseNo. of Responses
(579)
Percentage of
Responses
1 Full course should be given 79 14%
2 On doctors request 77 13%
3 No ideal way 58 10%
4 Current way is the ideal way 34 6%
5 Be regular in sampling 27 5%
6 Nothing particular 26 5%
7 Be patient oriented 20 4%
8 Cannot say 17 3%
9 Aid samples with literature 17 3%
10 Only for new products 19 3%
11 Through postal services 10 2%
12 Should not dump the products 13 2%
13Companies shouldn’t waste money on packaging
10 2%
14 Given as a reminder 10 2%
15MR should give samples directly to the patients
8 1%
16 No need of sampling 6 1%
17 Sample only expensive products 5 1%
18 Not through posts 3 1%
19 Others* 140 24%
Page 89
N=750
Is there an ideal way of sampling that a company could follow?
Interpretations:
Consultants: (579)
14% of the consultants said that full course of samples should be given.
13% of the consultants said that samples should be given on doctor’s
request.
10% of the consultants said that there is no ideal way of sampling
6% of the consultants said that the current way is the ideal way of
sampling.
5% of the consultants said that companies should be regular in
sampling.
5% of the consultants said that they feel nothing in particular about ideal
ways of sampling.
3% of the consultants said that they can’t say about the ideal ways of
sampling.
3% of the consultants said that ideal way would be to aid samples with
literature.
3% of the consultants said that samples are required only for new
products.
3% of the consultants said that companies should be patient oriented.
24% consultants gave responses which are grouped under others*
Is there an ideal way of sampling that a company could follow?
Page 90
N=750
Number of General Practitioners = 258Number of responses given by General Practitioners = 309
Sr.No Doctors ResponseNo. of Responses
(309)
Percentage of
Responses1 Full course should be given 45 15%
2 On doctors request 27 9%
3 No ideal way 42 14%
4 Current way is the ideal way 23 7%
5 Be regular in sampling 17 6%
6 Nothing particular 14 5%
7 Can’t say 10 3%
8 Aid samples with literature 9 3%
9 Only for new products 5 2%
10 Through postal services 10 3%
11 Should not dump the products 5 2%
12 Companies shouldn’t waste money on packaging
6 2%
13 Be patient oriented 3 1%
14 Given as a reminder 3 1%
15 No need of sampling 1 1%
16 Not through posts 2 1%
17 Others* 87 28%
Is there an ideal way of sampling that a company could follow?
Page 91
N=750
Interpretations:
General Practitioners: (309)
15% of the general practitioners said that full course should be given as
samples.
9% of the general practitioners said that samples must be given only on
doctors request
14% of the general practitioners said that there is no ideal way of
sampling
7% of the general practitioners said that current way is the ideal way of
sampling.
5% of the general practitioners said that companies must be regular in
sampling.
5% of the general practitioners said that they feel nothing particular
about the ideal ways of sampling.
3% of the general practitioners said that they cannot say anything about
the ideal way of sampling.
3% of the general practitioners said that companies must aid samples
with literature.
28% of the general practitioners gave responses which are grouped
under others*.
*Other responses:
Page 92
N=750
"We are not beggars"
The companies should appoint Internal Agency for sampling, which can be coordinated through the Medical Representatives.
They can give coupons or stickers, which can be given to patients and retailers, can give concession to them.
They should sample only to allopathic doctors and not to others like BAMS, BHMS, etc.
Use different packaging other than Aluminium foil so that the tablets or capsules don’t get spoiled.
Sampling should be done with smiling faces.
Product should be promoted according to seasons.
Cocktail dinners.
Companies should maintain a helpline where doctors can ask for samples if they need.
Depends upon relations with the doctor.
Detail, keep the product and leave.
Don’t like meeting MR's, its waste of time.
Donate samples to charitable hospitals.
Give brand names which are easier for patients to understand and remember and for doctors to know the chemical composition.
Give discount coupons for drugs to doctor which can be given to patients.
It’s like carrying a gift while going to meet someone.
Nicely packed boxes should be given.
No peer comparison
Only one real market like sample.
Page 93
N=750
Regulations should be implicated.
Sampling is done; it should not be flavoured because the quality of CME goes down.
Should be given to receptionist followed by a note to doctor.
Should keep samples with retailers we know so poor ones can go there.
Should take signature of doctor.
Solve dosage related queries.
Sometimes same MR represents another company after few months, this confuses doctors. Company should take care of such issues.