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Summer Internship Project

Oct 25, 2014

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A REPORT ON THE STUDY DONE DURING SUMMER INTERNSHIP PROGRAM AT LUPIN LTD.

SUBMITTED AS A PART OF OFSUMMER INTERNSHIP PROGRAM OF M S RAMAIAH INSTITUTE OF MANAGEMENT

TITLE- TOTAL SHARE OF SALES OF LUPIN RESPIRA IN THE TRANS GOMATI REGION, LUCKNOW.

GUIDED BY- Mr. Sanjeev verma (AREA MANAGER)

SUBMITTED BY- URVASHI SRIVASTAVA

DeclarationI hereby declare that this project report titled Sales of Lupin Respira & competitor inhalers is the result of my work at Lupin Ltd. as part of my Summer Internship Program. To the best of my knowledge and belief, this report is original, except for the referenced material, and has not been submitted to any educational institution for the award of any degree or diploma.

-URVASHI SRIVASTAVA

PREFACE In the present dynamic corporate world, the importance of management is being increasingly felt and in this regard various premier institutions are rendering their services. M S Ramaiah Institute of Management too has been engaged in furthering the course of management education an inbuilt part of the PGDM (Autonomous) curriculum is 8 weeks summer internship in some reputed corporate houses. In this regard we were fortunate enough to be taken up as a summer trainee by Lupin Ltd. Lucknow. The project that was assigned to me was Sales trend of Lupin Limited of Respira market in Lucknow and status of various products. We were placed in marketing and sales Department of the organization under the supervision of Mr. Sanjeev Verma, Area Sales Manager.

URVASHI SRIVASTAVA

ABSTRACT

Lupin has entered Indian Asthma market on 30th July, 2004. The pharma division of Indian Regional Formulation (IRF) announced the launch of Lupins antiasthma range. Lupin started with Esiflo , Budamate 100, 200, Salbair-B , Salbair-I and Salbair in August 2004 and Bendate , Budamate 400 and Esiflo 500 in February- March 2005 . Lupin also launch the methylprednisolone molecules under the brand name Sterio in May-June,2007 it has completed its inhalation range and become comprehensive respiratory company in the world with anti TB , Asthma , anti COPD, AR and respiratory antibiotic product port-folio.

ACKNOWLEDGEMENT

My sincere thanks to Mr. Sanjeev Verma, Area Sales Manager, LUPIN LTD., Lucknow. Without whose guidance and whole hearted encouragement it would not be possible for me to complete this project. I am thankful to Mr. Praveen Singh, Medical Executive , Lupin Lucknow and Mr.Tondon for their cooperation.

I am indeed indebted and grateful to our faculty guide Prof. Jayashree Kowtal and Prof. Mauah Dixit for their esteem guidance.

TABLE OF CONTENT

1. 2. 3. 4. 5. 6. 7. 8.

Company profile Product profile An introduction about Asthma Main objectives of the project Tools and techniques adopted List of asthma prescribers Research methodology Analysis Location1- Gomtinagar Location2- Indiranagar Location3- Mahanagar Location4- Nishatganj Location5-Niralanagar

COMPANY PROFILE

About Lupin Headquartered in Mumbai , Lupin Ltd. Is a leading pharmaceutical company with a strong research focus . It has a program for developing New Chemical Entities. The company has a state-of-the-art Research and Development center in Pune . The company is a leading global player in Anti-TB, Cephalosporins (anti-infectives) and Cardiovascular drugs (prils and statins) and has a notable presence in the areas of diabetology, NSAIDs and Asthma. During FY 2011, Lupins domestic business recorded sales of `15,734 million as compared to `13,502 million last year, a growth of 17%. Lupin pharmaceuticals, Inc. is the U.S wholly owned subsidiary of Lupin Limited, which is among the top five pharmaceutical companies in India. Through its sales and marketing headquarters in Baltimore , Maryland , Lupin pharmaceuticals is dedicated to delivering high-quality , affordable generic medicines trusted by healthcare professionals and patients across geographies. Safe Harbor Statement under the U.S Private Securities Litigation Reform Act of 1995: This release contains forward looking statements that involve known and unknown risks, uncertainties and other factors that may cause actual results to be materially different from any future results, performance or achievements expressed or implied by such statements. Many of these risks, uncertainties and other factors

include failure of clinical trials, delays in development, registration and product approvals, changes in the competitive environment, increased government control over pricing, fluctuations in the capital and foreign exchange markets and the ability to maintain patent and other intellectual property protection. The information presented in this release represents managements expectations and intentions as of this date. Lupin expressly disavows any obligation to update the information presented in this release.

Our People contribute to

in the During FY 2011, the Company augmented its field

force to around 4,000 medical representatives with a view to create specialty sales and marketing teams focused on niche therapy segments and high value, high reach products. Replete with up-to-date medical and technical knowledge the field force has emerged as a qualitative differentiator marketplace.

Providing value based services which include interconnectivity between computers. Providing a continuous retail feedback to benchmark standards of service. Effective route management techniques, for better utilization of scarce retailer time. Separate field force for small nursing homes and medium sized hospitals. Informing stock outs to the chemist, so that patients are not inconvenienced.

PRODUCT PROFILE OF LUPIN RESPIRA

BUDAMATE 10 0 TRANSCAPS BUDAMATE 20 0 TRANSCAPS BUDAMATE 40 0 TRANSCAPS BUDAMATE 10 0 HFA TRANSHALER BUDAMATE 20 0 HFA TRANSHALER BUDAMATE 40 0 HFA TRANSHALER BUDATE 100 TRANSCAPS (DPI) BUDATE 100 HFA TRANSHALER (MDI) BUDATE 200 TRANSCAPS (DPI) BUDATE 200 HFA TRANSHALER( MDI) BUDATE 400 TRANSCAPS (DPI)

Formoterol Fumarate 6 mcg + Budesonide 100 mcg Formoterol Fumarate 6 mcg + Budesonide 200 mcg Formoterol Fumarate 6 mcg + Budesonide 400 mcg Formoterol Fumarate 6 mcg + Budesonide 100 mcg Formoterol Fumarate 6 mcg + Budesonide 200 mcg Formoterol Fumarate 6 mcg + Budesonide 400 mcg

DRY POWDER ICS+LABA DRY POWDER ICS+LABA DRY POWDER ICS+LABA METERED DOSE ICS+LABA METERED DOSE ICS+LABA METERED DOSE ICS+LABA

Budesonide 100 mcg

DRY POWDERED ICS

Budesonide 100 mcg

METERED DOSE ICS

Budesonide 200 mcg

DRY POWDERED ICS

Budesonide 200 mcg

METERED DOSE ICS

Budesonide 400 mcg

DRY POWDERED ICS

BUDATE FORT E TRANSPULE

Budesonide 1mg per 2ml

NEBULISED STERIOD NEBULISED STERIOD DRY POWDER ICS+LABA DRY POWDER ICS+LABA DRY POWDER ICS+LABA METERED DOSE ICS+LABA METERED DOSE ICS+LABA INCS NEBULIZEDANTICHOLIN ERGIC BRONCHODIALATOR INCS

BUDATETRANS Budesonide 0.5mg per 2ml PULE ESIFLO 100 TRANSCAPS ESIFLO 250 TRANSCAPS ESIFLO 500 TRANSCAPS ESIFLO 125 HFA TRANSHALER ESIFLO 250 HFA TRANSHALER FLUTIFLO Salmeterol Xinafoate 50 mcg + Fluticasone Propionate 100 mcg Salmeterol Xinafoate 50 mcg + Fluticasone Propionate 250 mcg Salmeterol Xinafoate 50 mcg + Fluticasone Propionate 500 mcg Salmeterol Xinafoate 25 mcg + Fluticasone Propionate 125 mcg Salmeterol Xinafoate 25 mcg + Fluticasone Propionate 250 mcg Fluticasone Propionate 50 mcg each spray Ipratropium Bromide 250 mcg/per ml Mometasone Furoate 50 mcg in each spray Levo-Salbutamol 50 mcg

IPNEB 15ML

MOMEFLO SALBAIR HFA TRANSHALER (MDI) SALBAIRTRAN SCAPS (DPI) SALBAIR-I TRANSCAPS (DPI) SALBAIR-I TRANSPULE

MDI BRONCHODILATOR

Levo-Salbutamol 100 mcg Levosalbutamol 100mcg+Ipratropium 40 mcg Salbutamol 2.5mg + Ipratropium500mcg for 2.5ml

DPI BRONCHODILATOR

DPI BRONCHODILATOR NEBULIZED BRONCHODILATOR NEBULIZED

SALBAIR 15ML Salbutamol 5mg/ml

BRONCHODILATOR SALBAIR-B HFA TRANSHALER (MDI) SALBAIR-B FORTE TRANSCAPS (DPI) SALBAIR-B TRANSCAPS (DPI) SALBAIR-I (MDI) SALBAIRTRAN SCAPS (DPI) SALBAIRTRAN SPULES TIATE DPI Levosalbutamol 50mcg+Beclomet ICS+SABA hasone 50mcg

Levosalbutamol100mcg+Beclome ICS+SABA thasone200mcg

Levosalbutamol 100+ Beclomethasone 100mcg Levosalbutamol 50 mcg+Ipratropium 20 mcg Levosalbutamol 50 mcg Salbutamol 2.5mg per 2.5 ml

ICS+SABA SABA + SAMA (BRONCHDIALATOR) MDI BRONCHODILATOR DPI BRONCHODILATOR DPI LAMA (ANTICHOLINERGIC BRONCHDIALATOR) MDI LAMA (ANTICHOLINERGIC BRONCHDIALATOR) DPI LAMA+LABA (BRONCHODIALATOR) MDI LAMA+LABA (BRONCHODIALATOR)

Tiotropium Bromide 18 mcg

TIATE MDI

Tiotropium Bromide 9 mcg Tiotropium Bromide 18 mcg + Formoterol Fumarate 12 mcg Tiotropium Bromide 9 mcg + Formoterol Fumarate 6 mcg

TIOMATE DPI TIOMATE MDI

AZEFLO

Azelastine Hydrochloride 140 mcg + Fluticasone Propionate 50 mcg ANTIHISTAMINE+ INCS each spray Advanced Mono-Dose Device to be used with Transcaps Montelukast Sodium Chewable INHALED DRY POWDER DRUG DELIVERY SYSTEM ANTILEUKOTRIENE

LUPIHALER TELEKAST 4m

g TELEKAST 5m g TELEKAST 10 mg

Tablets 4 mg Montelukast Sodium Chewable Tablets 5 mg Montelukast Sodium Tablets 10 mg ANTILEUKOTRIENE ANTILEUKOTRIENE

TELEKAST PLU Montelukast 10 mg + Bambuterol ANTILEUKOTRIENE + S 10 mg BRONCHODILATOR TELEKAST-L TELEKAST-L KID TELEKAST-D TELEKAST-F STERIO-4 STERIO-8 STERIO-16 AB-FLO 100 DOXIFLO 400 FORMOFLO 10 0 TRANSCAPS Montelukast 10 mg + Levocetirizine 5 mg Montelukast 4 mg + Levocetirizine 2.5 mg Montelukast 10 mg + Doxofylline 400 mg SR Montelukast 10mg + Fexofenadine 120mg ANTILEUKOTRIENE + ANTIHISTAMINE ANTILEUKOTRIENE + ANTIHISTAMINE ANTILEUKOTRIENE + BRONCHODILATOR ANTILEUKOTRIENE+ANT IHISTAMINE

Methyl Prednisolone Tablets 4 mg ORAL S