28
SUN PHARMA By Alok yadav [email protected] ©

Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

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Page 1: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

SUN PHARMA

By Alok yadav yalokincom copy

GROUP MEMBERS

ALOK

SACHIN

SACHITI

PRIYANKA

DHANASHREE

RAHUL

NAGENDR A

YAMINI

BHAKTI

ARCHANA

Alok yadav yalokincom copy

AGENDACOMPANY PROFILE

OBJECTIVE

Research Methodolog

y

Research DesignANALYSIS

FINDINGS

Suggestion

Alok yadav yalokincom copy

COMPANY PROFILE

Alok yadav yalokincom copy

COMPANY PROFILEbull Company Name- Sun Pharmaceutical Industries Limitedbull bull CountryTerritory- Indiabull bull ProductsServices-bull Sun manufactures both pharmaceuticals and active pharmaceutical

ingredients (API) in essence ingredients to be used in finished pharmaceutical products Its products are in several therapeutic areas including psychiatry neurology cardiology diabetology gastroenterology respiratory and orthopedics

bull bull Business Type- Pharmaceuticalsbull

Continuedbull Industry Focus-bull Its products are in several therapeutic areas including psychiatry neurology

cardiology diabetology gastroenterology respiratory and orthopedics

bull Geographic Markets- Worldwide

17 manufacturing plants in 3 continents

bull No of Employees- 8000 (2008)

bull Annual Sales Range (INR)- Rs 1185 crore (2009)

bull Year Established- 1983

bull Legal RepresentativeCEO- Dilip S Shanghvibull bull bull

OBJECTIVE

Alok yadav yalokincom copy

Objectives of study

To study the overview of Indian Pharmaceutical Market To study the brand awareness of sun Pharma drugs To know consumer behavior about the product of sun Pharma To find out various promotional strategies used by sales

representatives To study the competitors and compare their products To study the perceptions of Doctors on sales of sun Pharma drugs To study the concept test survey of new drug To study the market share of sun Pharma To evaluate the Key Brand Performance

bull

Research Methodology

Alok yadav yalokincom copy

Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines

Physician survey

questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Research Design

Alok yadav yalokincom copy

Research Design1 Sampling Technique Non probability sampling

(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)

2 Sample Unit Doctors pharmacist sales representatives patients

3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)

4 Method Direct interview through questionnaire

5 Data analysis method Graphical method

6 Area of survey Mumbai City

7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm

bull bull

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 2: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

GROUP MEMBERS

ALOK

SACHIN

SACHITI

PRIYANKA

DHANASHREE

RAHUL

NAGENDR A

YAMINI

BHAKTI

ARCHANA

Alok yadav yalokincom copy

AGENDACOMPANY PROFILE

OBJECTIVE

Research Methodolog

y

Research DesignANALYSIS

FINDINGS

Suggestion

Alok yadav yalokincom copy

COMPANY PROFILE

Alok yadav yalokincom copy

COMPANY PROFILEbull Company Name- Sun Pharmaceutical Industries Limitedbull bull CountryTerritory- Indiabull bull ProductsServices-bull Sun manufactures both pharmaceuticals and active pharmaceutical

ingredients (API) in essence ingredients to be used in finished pharmaceutical products Its products are in several therapeutic areas including psychiatry neurology cardiology diabetology gastroenterology respiratory and orthopedics

bull bull Business Type- Pharmaceuticalsbull

Continuedbull Industry Focus-bull Its products are in several therapeutic areas including psychiatry neurology

cardiology diabetology gastroenterology respiratory and orthopedics

bull Geographic Markets- Worldwide

17 manufacturing plants in 3 continents

bull No of Employees- 8000 (2008)

bull Annual Sales Range (INR)- Rs 1185 crore (2009)

bull Year Established- 1983

bull Legal RepresentativeCEO- Dilip S Shanghvibull bull bull

OBJECTIVE

Alok yadav yalokincom copy

Objectives of study

To study the overview of Indian Pharmaceutical Market To study the brand awareness of sun Pharma drugs To know consumer behavior about the product of sun Pharma To find out various promotional strategies used by sales

representatives To study the competitors and compare their products To study the perceptions of Doctors on sales of sun Pharma drugs To study the concept test survey of new drug To study the market share of sun Pharma To evaluate the Key Brand Performance

bull

Research Methodology

Alok yadav yalokincom copy

Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines

Physician survey

questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Research Design

Alok yadav yalokincom copy

Research Design1 Sampling Technique Non probability sampling

(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)

2 Sample Unit Doctors pharmacist sales representatives patients

3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)

4 Method Direct interview through questionnaire

5 Data analysis method Graphical method

6 Area of survey Mumbai City

7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm

bull bull

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 3: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

AGENDACOMPANY PROFILE

OBJECTIVE

Research Methodolog

y

Research DesignANALYSIS

FINDINGS

Suggestion

Alok yadav yalokincom copy

COMPANY PROFILE

Alok yadav yalokincom copy

COMPANY PROFILEbull Company Name- Sun Pharmaceutical Industries Limitedbull bull CountryTerritory- Indiabull bull ProductsServices-bull Sun manufactures both pharmaceuticals and active pharmaceutical

ingredients (API) in essence ingredients to be used in finished pharmaceutical products Its products are in several therapeutic areas including psychiatry neurology cardiology diabetology gastroenterology respiratory and orthopedics

bull bull Business Type- Pharmaceuticalsbull

Continuedbull Industry Focus-bull Its products are in several therapeutic areas including psychiatry neurology

cardiology diabetology gastroenterology respiratory and orthopedics

bull Geographic Markets- Worldwide

17 manufacturing plants in 3 continents

bull No of Employees- 8000 (2008)

bull Annual Sales Range (INR)- Rs 1185 crore (2009)

bull Year Established- 1983

bull Legal RepresentativeCEO- Dilip S Shanghvibull bull bull

OBJECTIVE

Alok yadav yalokincom copy

Objectives of study

To study the overview of Indian Pharmaceutical Market To study the brand awareness of sun Pharma drugs To know consumer behavior about the product of sun Pharma To find out various promotional strategies used by sales

representatives To study the competitors and compare their products To study the perceptions of Doctors on sales of sun Pharma drugs To study the concept test survey of new drug To study the market share of sun Pharma To evaluate the Key Brand Performance

bull

Research Methodology

Alok yadav yalokincom copy

Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines

Physician survey

questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Research Design

Alok yadav yalokincom copy

Research Design1 Sampling Technique Non probability sampling

(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)

2 Sample Unit Doctors pharmacist sales representatives patients

3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)

4 Method Direct interview through questionnaire

5 Data analysis method Graphical method

6 Area of survey Mumbai City

7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm

bull bull

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 4: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

COMPANY PROFILE

Alok yadav yalokincom copy

COMPANY PROFILEbull Company Name- Sun Pharmaceutical Industries Limitedbull bull CountryTerritory- Indiabull bull ProductsServices-bull Sun manufactures both pharmaceuticals and active pharmaceutical

ingredients (API) in essence ingredients to be used in finished pharmaceutical products Its products are in several therapeutic areas including psychiatry neurology cardiology diabetology gastroenterology respiratory and orthopedics

bull bull Business Type- Pharmaceuticalsbull

Continuedbull Industry Focus-bull Its products are in several therapeutic areas including psychiatry neurology

cardiology diabetology gastroenterology respiratory and orthopedics

bull Geographic Markets- Worldwide

17 manufacturing plants in 3 continents

bull No of Employees- 8000 (2008)

bull Annual Sales Range (INR)- Rs 1185 crore (2009)

bull Year Established- 1983

bull Legal RepresentativeCEO- Dilip S Shanghvibull bull bull

OBJECTIVE

Alok yadav yalokincom copy

Objectives of study

To study the overview of Indian Pharmaceutical Market To study the brand awareness of sun Pharma drugs To know consumer behavior about the product of sun Pharma To find out various promotional strategies used by sales

representatives To study the competitors and compare their products To study the perceptions of Doctors on sales of sun Pharma drugs To study the concept test survey of new drug To study the market share of sun Pharma To evaluate the Key Brand Performance

bull

Research Methodology

Alok yadav yalokincom copy

Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines

Physician survey

questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Research Design

Alok yadav yalokincom copy

Research Design1 Sampling Technique Non probability sampling

(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)

2 Sample Unit Doctors pharmacist sales representatives patients

3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)

4 Method Direct interview through questionnaire

5 Data analysis method Graphical method

6 Area of survey Mumbai City

7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm

bull bull

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 5: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

COMPANY PROFILEbull Company Name- Sun Pharmaceutical Industries Limitedbull bull CountryTerritory- Indiabull bull ProductsServices-bull Sun manufactures both pharmaceuticals and active pharmaceutical

ingredients (API) in essence ingredients to be used in finished pharmaceutical products Its products are in several therapeutic areas including psychiatry neurology cardiology diabetology gastroenterology respiratory and orthopedics

bull bull Business Type- Pharmaceuticalsbull

Continuedbull Industry Focus-bull Its products are in several therapeutic areas including psychiatry neurology

cardiology diabetology gastroenterology respiratory and orthopedics

bull Geographic Markets- Worldwide

17 manufacturing plants in 3 continents

bull No of Employees- 8000 (2008)

bull Annual Sales Range (INR)- Rs 1185 crore (2009)

bull Year Established- 1983

bull Legal RepresentativeCEO- Dilip S Shanghvibull bull bull

OBJECTIVE

Alok yadav yalokincom copy

Objectives of study

To study the overview of Indian Pharmaceutical Market To study the brand awareness of sun Pharma drugs To know consumer behavior about the product of sun Pharma To find out various promotional strategies used by sales

representatives To study the competitors and compare their products To study the perceptions of Doctors on sales of sun Pharma drugs To study the concept test survey of new drug To study the market share of sun Pharma To evaluate the Key Brand Performance

bull

Research Methodology

Alok yadav yalokincom copy

Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines

Physician survey

questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Research Design

Alok yadav yalokincom copy

Research Design1 Sampling Technique Non probability sampling

(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)

2 Sample Unit Doctors pharmacist sales representatives patients

3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)

4 Method Direct interview through questionnaire

5 Data analysis method Graphical method

6 Area of survey Mumbai City

7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm

bull bull

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 6: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Continuedbull Industry Focus-bull Its products are in several therapeutic areas including psychiatry neurology

cardiology diabetology gastroenterology respiratory and orthopedics

bull Geographic Markets- Worldwide

17 manufacturing plants in 3 continents

bull No of Employees- 8000 (2008)

bull Annual Sales Range (INR)- Rs 1185 crore (2009)

bull Year Established- 1983

bull Legal RepresentativeCEO- Dilip S Shanghvibull bull bull

OBJECTIVE

Alok yadav yalokincom copy

Objectives of study

To study the overview of Indian Pharmaceutical Market To study the brand awareness of sun Pharma drugs To know consumer behavior about the product of sun Pharma To find out various promotional strategies used by sales

representatives To study the competitors and compare their products To study the perceptions of Doctors on sales of sun Pharma drugs To study the concept test survey of new drug To study the market share of sun Pharma To evaluate the Key Brand Performance

bull

Research Methodology

Alok yadav yalokincom copy

Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines

Physician survey

questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Research Design

Alok yadav yalokincom copy

Research Design1 Sampling Technique Non probability sampling

(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)

2 Sample Unit Doctors pharmacist sales representatives patients

3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)

4 Method Direct interview through questionnaire

5 Data analysis method Graphical method

6 Area of survey Mumbai City

7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm

bull bull

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 7: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

OBJECTIVE

Alok yadav yalokincom copy

Objectives of study

To study the overview of Indian Pharmaceutical Market To study the brand awareness of sun Pharma drugs To know consumer behavior about the product of sun Pharma To find out various promotional strategies used by sales

representatives To study the competitors and compare their products To study the perceptions of Doctors on sales of sun Pharma drugs To study the concept test survey of new drug To study the market share of sun Pharma To evaluate the Key Brand Performance

bull

Research Methodology

Alok yadav yalokincom copy

Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines

Physician survey

questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Research Design

Alok yadav yalokincom copy

Research Design1 Sampling Technique Non probability sampling

(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)

2 Sample Unit Doctors pharmacist sales representatives patients

3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)

4 Method Direct interview through questionnaire

5 Data analysis method Graphical method

6 Area of survey Mumbai City

7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm

bull bull

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 8: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Objectives of study

To study the overview of Indian Pharmaceutical Market To study the brand awareness of sun Pharma drugs To know consumer behavior about the product of sun Pharma To find out various promotional strategies used by sales

representatives To study the competitors and compare their products To study the perceptions of Doctors on sales of sun Pharma drugs To study the concept test survey of new drug To study the market share of sun Pharma To evaluate the Key Brand Performance

bull

Research Methodology

Alok yadav yalokincom copy

Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines

Physician survey

questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Research Design

Alok yadav yalokincom copy

Research Design1 Sampling Technique Non probability sampling

(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)

2 Sample Unit Doctors pharmacist sales representatives patients

3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)

4 Method Direct interview through questionnaire

5 Data analysis method Graphical method

6 Area of survey Mumbai City

7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm

bull bull

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 9: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Research Methodology

Alok yadav yalokincom copy

Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines

Physician survey

questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Research Design

Alok yadav yalokincom copy

Research Design1 Sampling Technique Non probability sampling

(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)

2 Sample Unit Doctors pharmacist sales representatives patients

3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)

4 Method Direct interview through questionnaire

5 Data analysis method Graphical method

6 Area of survey Mumbai City

7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm

bull bull

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 10: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Research Methodologybull PRIMARY DATA SOURCESbull 1048766 Observation method andbull 1048766 Experimentbull SECONDARY SOURCEbull 1048766 Internetbull 1048766 Newspaperbull 1048766 Magazines

Physician survey

questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Research Design

Alok yadav yalokincom copy

Research Design1 Sampling Technique Non probability sampling

(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)

2 Sample Unit Doctors pharmacist sales representatives patients

3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)

4 Method Direct interview through questionnaire

5 Data analysis method Graphical method

6 Area of survey Mumbai City

7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm

bull bull

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 11: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Research Design

Alok yadav yalokincom copy

Research Design1 Sampling Technique Non probability sampling

(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)

2 Sample Unit Doctors pharmacist sales representatives patients

3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)

4 Method Direct interview through questionnaire

5 Data analysis method Graphical method

6 Area of survey Mumbai City

7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm

bull bull

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 12: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Research Design1 Sampling Technique Non probability sampling

(A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected)

2 Sample Unit Doctors pharmacist sales representatives patients

3 Sample size 30 respondents (Age ranging Between 15 yrs to 65 yrs)

4 Method Direct interview through questionnaire

5 Data analysis method Graphical method

6 Area of survey Mumbai City

7 Timing of survey 900 am to 1230 pm and 500 pm To 1000 pm

bull bull

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 13: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

ANALYSIS

Alok yadav yalokincom copy

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 14: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Analysis of the study-Doctor

bull Q) Which companies drugs do you prescribe use

Sun Pharma19

cipla16

Ranbaxy24

GlaxoSmithK-line11

Zydus Cadila10

Alkem Labora-tories

6

Nicholas Pi-ramal14

Drug prescription INFERENCE Only 19 doctors prescribe sun Pharma drug as compared to 24 of Ranbaxy

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 15: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Analysis of the study-Doctor

bull Q) Which brands of sun Pharma can you think of

Glucored35

Pantocid 9Gemer

4

Pantocid-D 39

None of these14

Brands

Glucored

Pantocid

Gemer

Pantocid-D

None of these

INFERENCE Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 16: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Analysis of the study-Patient

bull Q) How familiar are you with Sun Pharma Product

I have never heard of name

47

I have heard of name but never buy their prod-

ucts23

I buy their products oc-

casionally20

I buy their product on

regular basis10

I have never heard of name

I have heard of name but never buy their products

I buy their products occasionally

I buy their product on regular basis

INFERENCE Majority of the patients were not aware of the drugs of sun Pharma

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 17: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Analysis of the study Pharmacist

bull Q) Which of the following drugs of sun Pharma are highly prescribedsold

Pantocid41

Azotor9

Glucored35

Gemer9

Susten3

Repace H3

Pantocid

Azotor

Glucored

Gemer

Susten

Repace H

INFERENCE The pantocid and the Glucored are the top brands of sun Pharma

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 18: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

FINDINGS

Alok yadav yalokincom copy

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 19: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

OUR FINDINGSDOCTORS

bull Only 19 of the doctors prescribe

the drugs of sun Pharma

75 of the doctors were able to recall only two drugs of sun Pharma

( pantocid amp glucored )

Majority of the doctors who

prescribe the drugs of sun Pharma prescribe it daily

The doctors consider the quality as

the Main constrain while prescribing the drug

About 92 of the doctors have

internet excess and they would like to receive about the information about the new drugs

62 of the doctors read ldquoTimes Of

Indiardquo and ldquoMumbai mirrorrdquo

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 20: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

OUR FINDINGS

PATIENTS

During the survey it was found that still there are 75 patients have not heard of sun Pharma

Lake of Awareness in consumers (patients) Many people are not aware about brands of sun Pharma

bull

There is lack of Sales Promotional Activities

Majority of the patients who

know about sun Pharma have heard it in news paper

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 21: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

OUR FINDINGS

PHARMACISTS Only 3 of the pharmacist

think of sun Pharma when they think of pharmaceutical industry

All the pharmacist sells the drugs of the sun Pharma

Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

The pantocid and the glucored are the top selling drugs of the sun Pharma

The supply chain of the sun Pharma is very effective

Majority of the pharmacist are satisfied with the incentives

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 22: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

OUR FINDINGS

SALES REPRESENTATIVES (MRS) No regular sales

representatives in certain areas so the pharmacist cannot have the access about new drugs

Majority of Sales representatives visit the doctors in 1-15 days

Majority of the Sales representatives use the quality of the products to convince the doctors

bull Sales representatives gives various free samples incentives and gifts

bull Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 23: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Suggestions amp Recommendations

Alok yadav yalokincom copy

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 24: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Suggestions amp Recommendations

First and foremost sun Pharma should take proper action in order to

Improve promotion and marketing because only 19 of the doctors prescribe the drugs of sun Pharma

Majority of the doctors and pharmacist were able to recall only the two drugs while sun Pharma comes up with 25-30 drugs every year so it needs to promote the other brands too

As the majority of the drugs are

prescribed by specialist the specialist should be targeted for the marketing of drugs for certain disease

bull Majority of the doctors have the internet access they should be send information about new drugs through mails

bull Majority of the doctors read

ldquoTimes Of Indiardquo and ldquoMumbai mirror ldquo

bull So these news papers should be used for advertising

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 25: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Suggestions amp Recommendations

bull Many patients have not heard the names of the name of sun Pharma

bull So it should come up with new innovative marketing methods

bull bull Only 3 of the pharmacist thinks of

sun Pharma when they think of sun Pharma so the awareness needs to be increased

bull The sales representatives should have good communication skill and good knowledge about the new drugs

bull bull Increase the free samples of the new

drugs

bull Some of the innovative methods could be likendash Celebrating doctors birthdayndash Celebrating marriage anniversaryndash Doing seminars for the new

development in the field of medical science

ndash Online advertisementndash Talk about the strength of your

brandndash Increase the frequency of the

sales representative in certain areas

ndash Give free DVDndash Week end trip for doctorsndash Organizing quiz competition for

college studentsndash Tie up with certain hospitals

bull bull

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 26: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Appendices

Alok yadav yalokincom copy

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
Page 27: Marketresearchonsunpharmalimited 12756435696876 Phpapp01 110824140644 Phpapp02

Appendices

Physician survey questionnaire

Pharmacist Questionnaire

Patient Questionnaire

Sales representative Questionnaire

Presentation slides

Alok yadav yalokincom copy

THANK YOU

Alok yadav yalokincom copy

  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU
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  • Slide 1
  • GROUP MEMBERS
  • AGENDA
  • Slide 4
  • COMPANY PROFILE
  • Continued
  • Slide 7
  • Objectives of study
  • Slide 9
  • Research Methodology
  • Slide 11
  • Research Design
  • Slide 13
  • Analysis of the study-Doctor
  • Analysis of the study-Doctor (2)
  • Analysis of the study-Patient
  • Analysis of the study Pharmacist
  • Slide 18
  • OUR FINDINGS
  • OUR FINDINGS (2)
  • OUR FINDINGS (3)
  • OUR FINDINGS (4)
  • Slide 23
  • Suggestions amp Recommendations
  • Suggestions amp Recommendations (2)
  • Slide 26
  • Appendices
  • THANK YOU