Report Wid Exec Summary

8/8/2019 Report Wid Exec Summary

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SURVEY REPORT

STUDY OF RETAIL CHEMISTS PERCEPTION OFMEDICAL REPRESENTATIVES

SAMPLE SIZE (N=1220)

CONDUCTEDON 15TH & 22NDJULY 2009

COMPILED & SUBMITTED BY :

ANERI SHAH

KRUTI PATEL

KUNWAR KHURANA

MAHIMA MISHRA

NIMITT DESAI

PROTITI BAGCHI

SACHIN SHARMA

VIVEK GOEL

YADURAJ SUDHANSHU SHARMA

A SURVEYCARRIEDOUTBYTHESTUDENTSOF FIRST YEAR, MBA- PHARMACEUTICALS

MANAGEMENT, SECTION B, NMIMS, MUMBAI, ASAPARTOFTHECOURSEWORKLISTENINGTO STAKEHOLDERS


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ACKNOWLEDGEMENTS

WE WISHTOTHANK OUR PROFESSORS, DR. (PROF.) TARUN GUPTA (CHAIRMAN,

PHARMACEUTICALS MANAGEMENT AND SENIOR PROFESSOR, MARKETING, SBM,

NMIMS, MUMBAI) AND MRS. SAVITA CHARIFORDATAANALYSIS.

WEALSOTHANKALLOURRESPONDENTS (RETAIL CHEMISTS) LOCATEDINTHEVARIOUS

ZONES OF MUMBAI FORTHEIRTIME AND CO-OPERATION, WHICH ENABLED USTOSUCCESSFULLYCOMPLETETHEPROJECTANDCOMPILETHISREPORT.

THE SURVEY WAS CARRIED OUT BY STUDENTS OF FIRST YEAR MBA

(PHARMACEUTICALS MANAGEMENT), SECTION B, NMIMS, MUMBAI, 2009-2010.

INDEX PAGE NUMBER


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A. EXECUTIVE SUMMARY 4

B. RESEARCH METHODOLOGY 6

C. SAMPLE BREAK-UP (ZONE WISE) 7

D. SAMPLE BREAK-UP (NO. OFYEARSISBUSINESSLOCATION) 9

Q.

1

WHICHCOMPANYMEDICALREPRESENTATIVESVISITYOUMOSTREGULARLY? 12

Q.

2

HOWMANYTIMESINAMONTH, DOTHESECOMPANYREPRESENTATIVESVISITYOU? 18

Q.

3

WHENCOMPANYREPRESENTATIVESVISITYOUWHATDOTHEYDO? 23

Q.

4

WHICHCOMPANYSREPRESENTATIVESDONOTVISITYOUREGULARLY? 28

Q.

5

WHICHCOMPANYSREPRESENTATIVESDONOTVISITATALL? 34

Q.

6

WHATDOYOULIKEABOUTTHESECOMPANYS REPRESENTATIVES? 44

Q.

7

WHICHSTOCKISTSVISITYOUMOSTREGULARLY? 54

Q. HOWOFTENDOTHESESTOCKISTSVISITYOU? 64


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8

Q.

9WHENSHOULDAREPRESENTATIVEVISIT YOU? WHATISYOURPREFERREDTIME?

70

H. ANNEXURE : QUESTIONNAIRE 85

EXECUTIVE SUMMARY

Q.1 WHICHCOMPANYMEDICALREPRESENTATIVESVISITYOUMOST

REGULARLY?

Acording to the findings of the survey top three companies in terms of regularity in

visiting chemists are:

(1) CIPLA

(2) MANKIND

(3) RANBAXY

18% of the chemists said that medical representatives of CIPLA are the most regular.

9% of the chemists said that medical representatives of MANKIND are among the

most regularly visiting representatives.

8% of the chemists said that medical representatives of RANBAXY are among the

most regularly visiting representatives. 7% of chemists responded for FDC and 6% of the chemists responded for GSK.

QUESTION 2.HOWMANYTIMESINAMONTH, DOTHESECOMPANY

REPRESENTATIVESVISITYOU?


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Cipla Representatives got maximum response under 0 to 4 calls 77% (509/657).

Mankind Representatives got maximum response under 0 to 4 calls 73% (235/334).

Ranbaxy Representatives got maximum response under 0 to 4 calls 77% (219/285).

FDC Representatives got maximum response under 0 to 4 calls 81% (206/254).

GSK Representatives got maximum response under 0 to 4 calls 80% (174/217).

Q-3WHENCOMPANYREPRESENTATIVESVISITYOUWHATDOTHEYDO?

34% retailers out of total responses said that medical representatives enquire about

their companys product movement.

19% retailers said that medical representatives give information of the launch of new

product.

17% retailers said that medical representatives enquire whether Doctor has prescribed

their companys product or not.

10% retailers said that a medical representative gives information regarding theproduct.

5% retailers enquire about the product availability.

Q 4. Which companys representatives do not visit you regularly?

8.16% (214) chemists said that Medical Representative of GSK do not visitregularly.

5.76% (151) chemists said that Medical Representative of Cipla do not visit

regularly.

54% (1403) chemists responses for irregular visits of Medical Representative

are for just 20 companies out of 215 companies in total sample size.

7.16% (199) chemists do not answer to this question.


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2% retailers liked that the medical representatives checked the availability of

products.

1% retailers liked that the medical representatives enquired about their products.

1% retailers appreciated the medical representatives services.

1% retailers liked that the medical representatives helped in clearing the expired

product stocks.

1% retailers appreciated the medical representatives dressing sense.

1% retailers liked that the Hard-working nature of medical representatives.

1% retailers appreciated the presentation skills of medical representatives.

0.5% retailers liked that the Co operative nature of medical representatives.

0.2% retailers gave other answers like medical representatives from Gujarat

Maharashtra, Orissa are preferred, and that they would like ladies medical

representatives and that the medical representatives spoiled the market by supplying

directly to Doctors.

Q 7. Which stockists visit you most regularly?

MEHER DISTRIBUTORS is amongst the top 10 stockists, as per chemist

responses, in all the zones except the NM ZONE.

Zone wise, the stockists with maximum no. of responses are:

CM - MEHER DISTRIBUTORS

ES - JALARAM DISTRIBUTORS

NM - MAKVIS DISTRIBUTORS

SM - MEHER DISTRIBUTORS WS - MEHER DISTRIBUTORS

TH - SHWETA

MAXIMUM NO. OF CHEMIST RESPONSES were from WS ZONE (1818).

LOWEST NO. OF CHEMIST RESPONSES were from SM ZONE (178)


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Q 8. How often do these stockists visit you?

Stockists visiting the chemists most regularly in a week are :-

Makvis Distributors

Parikh Pharma

Doshi Brothers

Mahadev Agency

Mangal Distributors

Lakshmi Distributors

S P Shah

Manohar Medical

Kamal P V Pharma

Deep Pharma

Ganesh Agency

Crystal

In general, most of the stockists visit the chemist 2-3 days in a week.

Despite the fact that the stockist MEHER has been the most common response,

its Visits per Week is only 2-3 days.

10 chemists, of the total surveyed, had not given any response to the question.

Q 9. When should a representative visit you? What is yourpreferred time?

653 out of 1221 respondents (52%) said that they prefer visiting the Medical

Representatives in the afternoon between 2pm to 6pm.

235 respondents(19%) said that they prefer visiting the Medical Representatives

between 10am to 2pm 157 respondents(13%) said that they prefer visiting the Medical Representatives

anytimei.e no time preference.

107 respondents(9%) said that they prefer visiting the Medical Representatives after

6 in the evening.


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81 respondents(6%) said that they prefer visiting the Medical Representatives

before 10am.

Other comments include Medical Representatives should visit once in a week,

should provide information on phone and should not visit which constitutes 15 of

the total respondents(1%).


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RESEARCH METHODOLOGY

A STRUCTUREDQUESTIONNAIREFORTHESTUDYSUBJECTS (RETAILCHEMISTS) WASDESIGNEDWITHIN

THESCOPEOFTHEGIVENOBJECTIVES. MUMBAIWASDIVIDED INTO 6 ZONES. WITHINEACHZONE,RETAILCHEMISTSWEREINTERVIEWEDFROMDIFFERENTAREAS.

ZONE WISE SAMPLE DISTRIBUTION

(N=1220)

ZONES COVERED:

ZONE SUBURBS

CENTRAL MUMBAI(CM) PAREL, DADAR, MAHIM,MATUNGA, SION, LOWER PAREL,

WADALA,VT, ELPHINSTONEROAD.

EASTERN

SUBURBS(ES)

CHEMBUR, GHATKOPAR, BHANDUP,

MULUND, VIKROLI, POWAI,CURREYROAD

NAVI MUMBAI(NM) VASHI, NERUL, JUINAGAR,SANPADA, TURBHE

SOUTH MUMBAI(SM) GRANT ROAD, CHARNI ROAD,MARINE LINES, BYCULLA, MUMBAI

CENTRAL.WESTERN

SUBURBS(WS)

GOREGAON, JOGESHWARI,

SANTACRUZ, BORIVALI, BANDRA,

KHAR, ANDHERI, MALAD,

DAHISAR, KANDIVALI, VILE


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PARLE,WORLI.

THANE(TH) THANE, VIRAR, MIRA ROAD,

DOMBIVALI

, VASAI

, NALASOPARA

,VIRAR, BHAYANDER.

SR

NO.

ZONE NO. OF

RESPONDEN

TS

PERCENTAGE OF

RESPONDENTS

1 WESTERN

SUBURBS(WS

)

627 51%

2 CENTRAL

MUMBAI(CM)

217 18%

3 THANE(TH) 120 10%

4 EASTERN

SUBURBS(ES)

108 9%

5 NAVI

MUMBAI(NM)

83 7%

6 SOUTH

MUMBAI(SM)

65 5%


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SAMPLE BREAK UP

NUMBER OF YEARS IN BUSINESS AT THE PRESENT

LOCATION

(N = 1220)NO. OF YEARS OF

BUSINESS AT THE

PRESENT LOCATION

NO. OF RETAILERS PERCENTAGE OF

RETAILERS

>5 YEARS 335 27%

6-15 YEARS 446 37%

16-20 YEARS 130 11%

20-30 YEARS 176 14%

30-40 YEARS 71 6%

40-50 YEARS 35 3%


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Q-1

WHICHCOMPANYMEDICALREPRESENTATIVESVISIT

YOUMOSTREGULARLY?

N = 1220

DUETOMULTIPLERESPONSES,TOTAL RESPONSES = 3660


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RESPONSES FOR TOP 30 COMPANIES:

SR.

NO.

RESPONSES (COMPANY

NAMES)

TOTAL

RESPONSES-

3660

PERCENTAGE

OFRESPONSES

1 CIPLA 663 18.11%

2 MANKIND 336 9.18%

3 RANBAXY 291 7.95%

4 FDC 259 7.08%5 GSK 220 6.01%

6 NICHOLAS PIRAMAL 119 3.25%

7 DRL 111 3.03%

8 LUPIN 108 2.95%

9 SUN PHARMA 103 2.81%

10 GLENMARK 90 2.46%

11 PFIZER 63 1.72%


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12 TORRENT 63 1.72%

13 ARISTO 59 1.61%

14 INTAS 58 1.58%

15 ZYDUS CADILA 54 1.48%

16 MACLEODS 52 1.42%

17 ALKEM 48 1.31%

18 EMCURE 46 1.26%

19 NOVARTIS 36 0.98%

20 USV 31 0.85%

21 ALEMBIC 27 0.74%

22 IPCA 27 0.74%

23 MICRO LABS. 26 0.71%24 UNICHEM 26 0.71%

25 ELDERPHARMA 23 0.63%

26 SANOFI AVENTIS 23 0.63%

27 FRANCO INDIA 15 0.41%

28 GENIX PHARMA 15 0.41%

29 LYKA 15 0.41%

30 MEDLEY 14 0.38%


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31 COMPANIESWITH

VERYLESSRESPONSES*

426 11.63%

32 DNA 214 6%

TOTAL 3660 100%

*COMPANIES WITH LESS RESPONSES INCLUDE:

ALEMBIC ABBOTT HIMALAYA CENTAUR FOURRTS FIRST HORIZON

IPCA MEGHA ZUVENTUS EAST INDIA INGA MAESTRO

PHARMA

MICRO

LABS

DWD HETERO

PHARMA

CFL MERIDIAN MODI MUNDI

UNICHEM WIN

MEDICARE

AJANTA INDIGO SANDOZ MOLECULE

ELDER

PHARMA

MERCK INDICHEM WALLACE SHREYA SERDIA

SANOFI

AVENTIS

ASTRA

ZENECA

PANACEA

BIOTECH

WANVORY SWITZERA SUNWAYS


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FRANCO

INDIA

INDOCO PDPL ALLERGAN WYETH SYSTOPIC

GENIX MAYER

VITA BITIC

SIGMA

PHARMA

BLUE

CROSS

BOMBAY

TABLETS

TABLET INDIA

LYKA PHARMED UNIVERSAL

PHARMA

CACHET

PHARMA

COXWIN TATA MERIND

MEDLEY GERMAN

REMEDIES

ALBERT

DAVID

CHARAK

PHARMA

ELAN

PHARMA

WOCKHARDT

DABUR HELIOS

PHARMA

NEON A P

PHARMA

ASTHAMED TDPL

ELI

LILLY

J & J THEMIS WALTER

BUSHNEL

BAYER TWILIGHT

APEX FULFORD ARIHANT

PHARMA

BAXTER

PHARMA

ZANDU NIDHI

PHARMA

INTERPRETATION:

FROMTHEABOVERESULTSITISINFERREDTHATTOPTHREECOMPANIES

INTERMSOFREGULARITYINVISITINGCHEMISTSARE:

(1) CIPLA

(2) MANKIND(3) R ANBAXY


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18% OFTHECHEMISTSSAIDTHATMEDICALREPRESENTATIVESOF

CIPLAARETHEMOSTREGULAR.


MANKINDAREAMONGTHEMOSTREGULARLYVISITING

REPRESENTATIVES.


RANBAXYAREAMONGTHEMOSTREGULARLYVISITING

REPRESENTATIVES.

7% OFTHECHEMISTSSAIDTHATMEDICALREPRESENTATIVESOF FDC

AREAMONGTHEMOSTREGULARLYVISITINGREPRESENTATIVES.

6% OFTHECHEMISTSSAIDTHATMEDICALREPRESENTATIVESOF GSK

AREAMONGTHEMOSTREGULARLYVISITINGREPRESENTATIVES.

6% OFTHECHEMISTSDIDNOTGIVEANSWERTOTHISQUESTION.

ZONE WISE DISTRIBUTION

Responses for Each


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COMPANIES CM

(CENTRAL

MUMBAI)

ES

(EASTERN

SUBURBS)

NM

(NAVI

MUMBAI)

SM

(SOUTH

MUMBAI)

TH(THANE) WS(WESTER

N SUBURBS)

CIPLA (663) 87 55 51 36 34 400

MANKIND

(336)

44 36 16 26 18 200

RANBAXY

(291)

37 17 20 23 19 175

FDC (259) 32 31 14 7 8 167

GSK (220) 18 19 11 9 10 150

NICHOLAS

PIRAMAL

(119)

12 8 16 7 3 73

DRL (111) 14 10 9 7 9 62

LUPIN (108) 15 6 5 5 5 72

SUN

PHARMA

(103)

20 8 2 11 5 57

GLENMARK

(90)

15 2 9 3 3 58

CENTRAL MUMBAIDISTRIBUTION


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EASTERN SUBURBS:


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NAVI MUMBAI:

SOUTHERN MUMBAI:


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WESTERN SUBURBS:

QUESTION 2.

HOWMANYTIMESINAMONTH, DOTHESE

COMPANYREPRESENTATIVESVISITYOU?


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(N = 1220)

DUETOMULTIPLERESPONSES, TOTAL NO. OF RESPONSE = 3422


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S.NO. NAMEOFCOMPANIES NO. OFRESPONSES PERCENTAGE

(OUTOFTOTAL

RESPONSES)

AVERAGEVISITS (PER

MONTH)

1 CIPLA 663 18.11% 4.20

2 MANKIND 336 9.18% 4.36

3 RANBAXY 291 7.95% 4.19

4 FDC 259 7.08% 3.99

5 GSK 220 6.01% 3.86

6 NICHOLAS PIRAMAL 119 3.25% 5.05

7 DRL 111 3.03% 5.39

8 LUPIN 108 2.95% 4.31

9 SUN PHARMA 103 2.81% 4.74

10 GLENMARK 90 2.46% 3.58

11 PFIZER 63 1.72% 3.89

12 TORRENT 63 1.72% 3.70

13 ARISTO 59 1.61% 4.32

14 INTAS 58 1.58% 4.53

15 ZYDUS CADILLA 54 1.48% 3.80

16 MACLEODS 52 1.42% 4.37

17 ALKEM 48 1.31% 4.08

18 EMCURE 46 1.26% 4.93

19 NOVARTIS 36 0.98% 2.97

20 USV 31 0.85% 4.00

21 ALEMBIC 27 0.74% 5.22

22 IPCA 27 0.74% 4.44

23 MICRO LABS 26 0.71% 4.77


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24 UNICHEM 26 0.71% 4.42

25 OTHER COMPANIES 520 15.19% 3.18

OTHERCOMPANIES HAVING LOW(LESSTHAN 25) RESPONSES:

NUMBEROF COMPANIES LISTEDIN TABLE = 159

ELDER PHARMAGERMANREMEDIES

WALLACE ELANPHARMA BIOCHEMAERANPHARMA

ABBOTTPANACEABIOTECH

FOURRTSLABORATORIES

SERDIA HELIOS PHARMAARIHANTPHARMA

ASTRA ZENECA CENTAUR SWITZERA WOCKHARDT MEERIT ORGANICSBAXTERPHARMA

BIOLOGICALCHEMICALEVENS

GENBIRDMARTINANDHARRYS

PLETHICO VALTERPOSTER EVERGREEN

BIOLOGICAL ETHICAL GENETEX MENDOR PLUS PHARMA VISION PHARMAMANAVPHARMA

BRITISH BIOLOGICALS GERDERMA MIRIDONS PREMIER WARRENPHYTOPHARMA

CAMLIN LTD. GLADEOUS MITOCH PRESNES WELCOME TRUE LIGHTCHEMOSYN LTD. GROUP PHARMA NAVO PHARMA PROTON WOMENCARE ERIS PHARMA

CISTOVEC GUFIC NEPROD RAMAN PHARMA YASHPHARMA LEOLIFE

COLLINS INFLUX NESTLE RAPTAKOS ZANDU PARKDEVIS

DWD SIGMA PHARMA MERIDIAN SYSTOPICJOHNSON &JOHNSON

ASTROPHARMA

DYOTA NUMENDUS JAGAT NEW MED SANATH PHARMA ZEE LABS THEMIS

E MERCK JEEVANPRASH NIDHI PHARMA SERUM ZUVENTIS TWILIGHT

ELECON PHARMA KNOLL PHARMA NOMED SHERINGPLUORD FORTISAETASPHARMA

ENTODKOVINHEALTHCARE

OLYMPUS TALENT MARINDIAN BALL

FRANCO INDIA ZUVENTUS ALLERGAN IPCA ELI LILLY AMIL PHARMA

GENIX PHARMA HETERO PHARMA BLUECROSSMAESTROPHARMA

FULFORDANGLOFRENCH

INDOCO CFL WYETH AGIO NEON BAYER

LYKA AJANTA CACHET PHARMA MODI MUNDI GENO AP PHARMA

MAYERVITA BITICSEAST INDIAPHARMA

BOMBAY TABLET ALCOMEDWALTERBUSHNELL

BERJENZUVINTUS

MEDLEY INDICHEM CHARAKPHARMA MOLECULE H & H APEX

MEGHA HERBALS PDPL INGA SUNWAYS JENBURKT ASTHAMED

MERCKUNIVERSALPHARMA

SANDOZ TABLET INDIA KHANDELWAL ATORPHARMA

PHARMED INDIGO COXWIN BAIDYANATH ZYMEX BIOCON

SANOFI AVENTIS HIMALAYA WANVORY FIRST HORIZON DABUR

WIN MEDICARE ALFRED DAVID SHREYA TATA MERIND MAXO CHEM

ERAPHARMA LEKAR OZONE TDLP PLDL


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TABLE SHOWING THE NUMBER OF CALLS

NAMEOFTHE

COMPANY

0 TO

4

CALLS

%AGE

5 TO

8

CALLS

%AGE9 TO 12

CALLS%AGE

13 TO

16

CALLS

%AGE

MORE

THAN

16

CALLS

%AGETO

CA

CIPLA 509 77.47% 110 16.74% 21 3.20% 7 1.07% 10 1.52% 6

MANKIND 245 73.35% 74 22.16% 9 2.69% 3 0.90% 3 0.90% 3

RANBAXY 219 76.84% 49 17.19% 7 2.46% 5 1.75% 5 1.75% 2

FDC 206 81.10% 34 13.39% 8 3.15% 3 1.18% 3 1.18% 2

GSK 174 80.18% 29 13.36% 5 2.30% 3 1.38% 6 2.76% 2

NICHOLAS

PIRAMAL84 56.00% 52 34.67% 6 4.00% 5 3.33% 3 2.00% 1

DRL 73 66.97% 21 19.27% 7 6.42% 4 3.67% 4 3.67% 1

LUPIN 77 72.64% 23 21.70% 4 3.77% 1 0.94% 1 0.94% 1

SUN PHARMA 65 65.66% 28 28.28% 2 2.02% 3 3.03% 1 1.01% 9

GLENMARK 67 77.01% 18 20.69% 2 2.30% 0 0.00% 0 0.00% 8


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INTERPRETATION

CIPLA REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 77%

(509/657).

MANKIND REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 73%

(235/334).

RANBAXY REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 77%

(219/285).

FDC R

EPRESENTATIVES

GOT

MAXIMUM

RESPONSE

UNDER

0TO

4CALLS

81%(206/254).

GSK REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 80%

(174/217).

NICHOLAS PIRAMAL REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4

CALLS 56% (84/150).

DRL REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 67%

(73/109).

LUPIN REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 72%

(77/106).

SUN PHARMA REPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS

65% (65/99).

GLENMARKREPRESENTATIVESGOTMAXIMUMRESPONSEUNDER 0 TO 4 CALLS 77%

(67/87).


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Q-3

WHENCOMPANYREPRESENTATIVESVISITYOU

WHATDOTHEYDO?

N=1220

DUE TO MULTIPLE RESPONSES, TOTAL NO. OF RESPONSES =2047


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SR. NORESPONSES OF THE

RETAILERS

NUMBER

OF

RESPONSES

(N=2047)

PERCENTAGE

OF RESPONSES %

1.ENQUIREABOUTPRODUCT

MOVEMENT.700 34.2%

2.INFORMABOUTLAUNCHOF

NEWPRODUCT.

370 18.07%

3.ENQUIREABOUT DOCTOR'S

PRESCRIPTION.350 17.09%

4.GIVESINFORMATION

REGARDINGTHEPRODUCT.197 9.42%

5. ENQUIREABOUTPRODUCTAVAILABILITY.

105 5.12%

6. TELLNEWSCHEMES. 86 4.20%

7.ENQUIREABOUT

COMPETITOR'SPRODUCT.80 4%

8. TAKESORDER. 25 1.22%

9.HELPSINREMOVINGEXPIRED

PRODUCTSTOCKS.23 1.22%

10. OTHERS 51 2.46%


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CONDUCTS

SURVEYOFTHEIR

COMPANYSPRODUCT.

12 0.58%

ENQUIRE

REGARDINGNEW

DOCTORS.

11 0.53%

KEEPSEXTRA

STOCKS. 10 0.48%

ENQUIREABOUT

HOWEFFECTIVE

STOCKISTSARE.

10 0.48%

SOLVESPROBLEM. 4 0.20%

GIVES GIFTS. 4 0.20%

11.

UNSPECIFICRESPONSESLIKE

CHATS , LOOKSHEREAND

THERE , DOTIMEPASS ,BRIBES

AGAINSTTHECOMPETITORS

PRODUCT

.

30 1.5%

12. DIDNOTANSWER. 30 1.5%

TOTAL 2047 100%


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INTERPRETATIONS:

34% RETAILERSOUTOFTOTALRESPONSESSAIDTHATMEDICAL

REPRESENTATIVESENQUIREABOUTTHEIRCOMPANYSPRODUCT

MOVEMENT.

19% RETAILERSSAIDTHATMEDICALREPRESENTATIVESGIVE

INFORMATIONOFTHELAUNCHOFNEWPRODUCT.

17% RETAILERSSAIDTHATMEDICALREPRESENTATIVES

ENQUIREWHETHERDOCTORHASPRESCRIBEDTHEIRCOMPANYS

PRODUCTORNOT.

10% RETAILERSSAIDTHATAMEDICALREPRESENTATIVEGIVES

INFORMATIONREGARDINGTHEPRODUCT.

5% RETAILERSENQUIREABOUTTHEPRODUCTAVAILABILITY.


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QUESTION 4

WHICHCOMPANYSREPRESENTATIVESDONOTVISITYOUREGULARLY?

N = 1220

MULTIPLE RESPONSES=2623


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N=1220

TOP 20 IRREGULAR COMPANIES

SR.NO NAMEOF RESPONSE RESPONSE

(NO.)

RESPONSE

(%)

1 GSK 214 8.16%

2 CIPLA 151 5.76%

3 SUN PHARMA 95 3.62%

4 RANBAXY 94 3.58%

5 PFIZER 89 3.39%

6 TORRENT 89 3.39%

7 LUPIN 75 2.86%8 DRL 66 2.52%

9 ZYDUS CADILA 65 2.48%

10 GLENMARK 60 2.29%

11 NOVARTIS 56 2.13%

12 NICHOLAS PIRAMAL 50 1.91%

13 HIMALAYA 43 1.64%

14 ALEMBIC 42 1.60%


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15 INTAS 41 1.56%

16 FDC 40 1.52%

17 ALKEM 36 1.37%

18 SANOFI AVENTIS 34 1.30%

19 USV 33 1.26%

20 MICRO LABS 30 1.14%


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N=1220

ZONEWISE DISTRIBUTIONOF TOP 20 IRREGULAR COMPANIES

NAMEOF

COMPANIES

WS TH SM NM ES CM TOTAL

RESPONSES

(NO.)

RESPO

(%

GSK 11

5

12 14 16 20 37 214 8.1

%

CIPLA 87 13 9 10 13 18 151 5.7

%

SUN PHARMA 48 7 8 7 10 15 95 3.6

%

RANBAXY 56 4 4 6 12 12 94 3.5

%

PFIZER 52 10 2 7 11 7 89 3.3

%TORRENT 46 3 2 12 12 14 89 3.3

%

LUPIN 42 4 1 5 10 13 75 2.8

%

DRL 26 3 4 2 9 22 66 2.5

%

ZYDUS CADILA 41 5 0 1 4 14 65 2.4

%

GLENMARK 34 3 1 4 9 9 60 2.2


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%

NOVARTIS 36 4 0 3 5 8 56 2.1

%

NICHOLAS PIRAMAL 29 3 2 3 5 8 50 1.9%

HIMALAYA 27 0 5 2 2 7 43 1.6

%

ALEMBIC 26 1 4 2 4 5 42 1.6

%

INTAS 17 3 1 6 4 10 41 1.5

%

FDC 20 5 5 2 2 6 40 1.5

%

ALKEM 24 2 0 2 4 4 36 1.3

%SANOFI AVENTIS 21 2 3 2 3 3 34 1.3

%

USV 22 0 5 1 0 5 33 1.2

%

MICRO LABS 20 1 1 1 2 5 30 1.1

%

MANKIND 21 2 0 1 1 4 29 1.1

%


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37

OTHER RESPONSE

OTHER RESPONSES RESP

ONSE(RAN

GE)

RESPON

SE(%)

RESPONSESLIKE MICRO

LABS,IPCA,ABBOTT,EMCURE,FRANCO

INDIA,ARISTO,EMCURE,UNICHEMAND MERCK

30

TO

21

10%

RESPONSESLIKE EAST INDIAPHARMA,WOCKHARDT,INDOCO,GERMAN

REMEDIES,RAPTAKOS, MAYER VITA BITICS,ASTRA

ZENECA,SHREYA,ELDER,DWD,LYKAAND MEGHA

HERBAL

20TO

11

7.25%

RESPONSESLIKEGENO,JOHNSON &

JOHNSON,KHANDELWAL,SERDIA,THEMIS,CFL,CENT

AUR,BAYER,UNIVERSAL,AJANTA,ELANPHARMA,APEX,TABLET INDIA,WYETH,ZUVENTUS

AND PDPL.

10

TO 7

5.41

%

RESPONSESLIKE

BIOCHEM,BICON,BLUECROSS,CONCEPT

PHARMA,FOURRTS,FULFORD,GROUP PHARMA,INDO

CHEM,MODI MUNDI,RPG LIFE

SCIENCES,AGLOMED,ALBERT DAVID,CACHET

PHARMA,CHARAKPHARMA,GALDERMA,H&H,INGA

PHARMA,PANACEA BIOTECH,WIN MEDICARE,B.E

BIOLOGICAL,CIBA NOVA,ELI LILLY,GEN-X,INDIGO,J

B CHEMICAL,JENBURKT,MAESTRO

6 TO

4

6.25

%


38/71

38

PHARMA,MYTOK,NOVA NORDISK,NULIFE,RELIENCE

LIFE SCIENCES,SOLVAY,TATA MERIND,UNIQUE

PHARMA

RESPONSESLIKE CAMLIN

PHARMA,DABUR,DEY'S,GUFIC,HELIOS,JAGAT,KIRTI,

OZONE,PARKDAVIS,PHARMA

PLUS,PHARMED,SANDOZ,SERUM,TTK,VED

PHARMA,WANBAURY,WARREN,AMIL,AYUR,BOMBAY

PHARMA,BOOTS,EMERCK,IND-SWIFTETC.

3 TO

2

3.74

%

OTHER COMPANIES 3.20

%

DNA 199 7.60

%

NO COMPANY 53 2.02

%

ALLCOMEREGULARLY, MANYCOMPANIESCOME 35 1.30

%

RESPONSESLIKE OUTOFSIGHTOUTOFMIND, WE

ARENOTBOTHERED, IFTERRITORYISVACANT, IF

SALEISNOTGOODANDDONOTHAVEGOODSALE.

6 0.23

%

GENERIC, LOCALAND NEWCOMPANIES 5 0.19%

INTERPRETATION:-


39/71

39

8.16% (214) CHEMISTSSAIDTHAT MEDICAL

REPRESENTATIVEOF GSKDONOTVISITREGULARLY.

5.76% (151) CHEMISTSSAIDTHAT MEDICAL

REPRESENTATIVEOF CIPLADONOTVISITREGULARLY.54% (1403) CHEMISTS RESPONSESFORIRREGULAR

VISITSOF MEDICAL REPRESENTATIVEAREFORJUST 20

COMPANIESOUTOF 215 COMPANIESINTOTALSAMPLE

SIZE.

7.16% (199) CHEMISTSDONOTANSWERTOTHISQUESTION.

2.20% (53) CHEMISTSSAIDTHATNOCOMPANYS

MEDICAL REPRESENTATIVEVISITSTOTHEMREGULARLY.


40/71

40

Q.5

WHICHCOMPANYSREPRESENTATIVESDONOT

VISITATALL?

N=1220

DUE TO MULTIPLE RESPONSES, TOTAL

RESPONSES=2341


41/71

41

COMPANIES HAVINGLARGERESPONSES:

SR.NO NAME OF THE

COMPANIES HAVINGLARGE RESPONSES

NUMBER

OF RESPONSES

PERCENTAGE

OF RESPONSES

1. GSK 146 6.2%

2. PFIZER 104 4.4%

3. CIPLA 97 4.1%

4. TORRENT PHARMA 80 3.4%

5. SUN PHARMA 71 3.0%

6. SANOFI AVENTIS 55 2.5%

7. RANBAXY 49 2.1%

8. UNICHEM 42 1.8%

9. GLENMARK 41 1.8%

10. NOVARTIS 40 1.7%

11. DRL 37 1.6%

12. LUPIN 35 1.5%


42/71

42

COMPANIES HAVING LESS RESPONSES:

SR.

NO.

NAMESOF COMPANIESHAVING

LESS RESPONSES

RANGEOF

THE

RESPONSE

TOTAL NO.

OF

RESPONSES

% OF

RESPONSE

1 HIMALAYA, INTAS, NICHOLAS

PIRAMAL, IPCA

30 TO 35 153 6.5%

2 ASTRA ZENECA, ARISTO, CADILA,

ALKEM, ALEMBIC, MERCK,

SYSTOPIC, ABBOTT

20 TO 30 285 12.17%

3 FDC, THEMIS, EMCURE, BAYER,

ELDER, J&J, MANKIND, GENO,

CENTAUR, RAPTAKOS

10 TO 20 317 13.5%

4 AJANTA PHARMA, MODI MUNDI,

CONCEPT, IGNA, SANDOZ,

SOLVAY, CAMLIN, DABUR

LESSTHAN

10

342 14.6%

5 AMRUTANJAN, DALES, MEGA,

EVERCURE, VION, ERA, MARK,

CERTIA, COSME, ERA PHARMA

ONLY ONE

RESPONSE

62 2.6%


43/71

43

NUMBEROFTHECHEMISTSWHOSAIDTHAT ALL COMPANIES VISIT THEM

ARE: 58

NUMBERSOFTHECHEMISTSWHODIDNTREPLY(DNA):327

COMPANY NO. OF RESPONSES FOR RESPECTIVE ZONE

CM

ZONE

ES

ZONE

SM

ZONE

TH

ZONE

WS

ZONE

NM

ZONE

GSK 20 15 13 8 71 19

PFIZER 26 13 3 2 57 3

ZONE NO. OF RESPONSES

CM 410

ES 224

NM 158

SM 124

TH 151

WS 1274

TOTAL 2341


44/71

44

CIPLA 14 8 6 4 61 4

TORRENT

PHARMA

17 6 4 10 34 9

SUNPHARMA

8 10 3 3 38 9

SANOFI

AVENTIS

9 5 4 1 32 4

RANBAXY 9 5 3 2 24 6

UNICHEM 1 7 0 0 34 0

GLENMAR

K

5 7 1 1 25 2

NOVARTIS 7 5 2 2 24 0

DRL 3 5 2 2 23 2

LUPIN 8 6 2 2 16 1


45/71

45

INTERPRETATION:

6.2% CHEMISTSSAIDTHAT MEDICALREPRESENTATIVESOF GSKDONOTVISITAT

ALL.

4.4% CHEMISTSSAIDTHATMEDICALREPRESENTATIVESOF PFIZERDONOTVISITAT

ALL. 4.1% CHEMISTSSAIDTHATMEDICALREPRESENTATIVESOF CIPLADONOTVISITATALL


46/71

46

Q-6

WHATDOYOULIKEABOUTTHESECOMPANYS

REPRESENTATIVES?

N=1220

DUE TO MULTIPLE RESPONSES, TOTAL RESPONSES =

1748


47/71

47


48/71

48

S.N

O.

RESPONSES TOTAL

RESPONSES

PERCENTAGE

OF

RESPONSES

(%)1 GIVEINFORMATIONABOUTTHEIR

PRODUCTSANDNEWLAUNCHES

418 24

2 DONOTLIKEANYTHING 307 18

3 DNA 205 12

4 REGULARITY 185 11

5 GIVEINFORMATIONABOUTTHEIR

SCHEMES

111 6

6 GIVEGIFTANDFREESAMPLES 99 6

7 FACILITATESALES 85 5

8 GOODCOMMUNICATIONSKILLS 83 5

9 APPROACH 64 4

10 BEHAVIOUR 46 3

11 AVAILABILITYOFPRODUCTS 35 2

12 ENQUIRYABOUTTHEIR

PRODUCTS

25 1

13 HELPINREMOVING EXPIRED

PRODUCTSTOCKS

20 1

14 GOOD SERVICE 17 1

15 DRESSINGSENSE 13 1

16 HARD-WORKING 13 1


49/71

49


50/71

50

INTERPRETATION:

24% RETAILERS OUT OF TOTAL RESPONSES SAID THAT THEY

LIKE THAT THE MEDICAL REPRESENTATIVES GIVE INFORMATION

ABOUTTHEIRPRODUCTSANDNEWLAUNCHES.

18% RETAILERS SAID THAT THEY DID NOT LIKE ANYTHING

ABOUTTHEMEDICALREPRESENTATIVES.

12% RETAILERSDIDNOTANSWER.

11% RETAILERS APPRECIATED THE MEDICAL REPRESENTATIVES

REGULARITY

6% RETAILERS SAID THAT THEY LIKE WHEN THE MEDICAL

REPRESENTATIVESGIVEINFORMATIONABOUTSCHEMES.

6%RETAILERS

SAID

THAT

THEY

LIKE

WHEN

THE

MEDICAL

REPRESENTATIVESGIVEGIFTSANDFREESAMPLES.

5% RETAILERS LIKED THAT MEDICAL REPRESENTATIVES

FACILITATEDTHEIRSALES.


51/71

51

5% RETAILERS APPRECIATED THE COMMUNICATION SKILLS OF

THEMEDICALREPRESENTATIVES.

4% RETAILERS LIKED THE APPROACH OF THE MEDICAL

REPRESENTATIVES.

3% RETAILERS APPRECIATED THE BEHAVIOR OF THE MEDICAL

REPRESENTATIVES.

2% RETAILERS LIKED THAT THE MEDICAL REPRESENTATIVES

CHECKEDTHEAVAILABILITYOFPRODUCTS.


ENQUIREDABOUTTHEIRPRODUCTS. 1% RETAILERS APPRECIATED THE MEDICAL REPRESENTATIVES

SERVICES.


HELPEDINCLEARINGTHEEXPIREDPRODUCTSTOCKS.

1% RETAILERS APPRECIATED THE MEDICAL REPRESENTATIVES

DRESSINGSENSE.


52/71

52

1% RETAILERS LIKED THAT THE HARD-WORKINGNATURE OF

MEDICALREPRESENTATIVES.

1% RETAILERS APPRECIATED THE PRESENTATION SKILLS OF


0.5% RETAILERS LIKED THAT THE CO OPERATIVENATURE OF


0.2% RETAILERS GAVE OTHER ANSWERS LIKE MEDICAL

REPRESENTATIVES FROM GUJARAT, MAHARASHTRA, ORISSA

AREPREFERRED, ANDTHATTHEYWOULDLIKELADIESMEDICAL

REPRESENTATIVES AND THAT THE MEDICAL REPRESENTATIVES

SPOILEDTHEMARKETBYSUPPLYINGDIRECTLYTO DOCTORS.

Q7

WHICHSTOCKISTSVISITYOUMOSTREGULARLY?

TOTAL RESPONDENTS: 1220


53/71

53

DUE TO MULTIPLE RESPONSES, TOTAL RESPONSES:

3550

TOTAL STOCKISTS IDENTIFIED: 257

SERIAL NO. NAMEOF STOCKIST NO. OF

RESPONSES

PERCENTAGEOF RESPONSES

1 MEHER 251 7%

2 VIJAY PHARMA 178 5%

3 AMRITLAL & BROTHERS 128 4%

4 P D DOSI 128 4%

5 S K PHARMA 106 3%

6 WELCOME AGENCY 97 3%

7 PARIKH PHARMA 90 3%

8 CHIMANLAL 83 2%

9 MANGAL DISTRIBUTORS 76 2%

10 JHALARAM DISTRIBUTORS 74 2%

11 PRABHAT 74 2%

12 KISHORE DISTRIBUTOR 68 2%

13KUMAR BROTHERS 66 2%

14 EASTERN PHARMA 62 2%

15 SAHIB SINGH 57 2%

16 SHWETA 57 2%


54/71

54

17 S M C 54 2%

18 DOSHI BROTHERS 53 1%

19 MAKVIS DISTRIBUTORS 52 1%

20 ATOR DISTRIBUTOR 50 1%


55/71

55

SERIAL

NO.

NAMEOF STOCKIST NO. OF

RESPONSES

PERCENTAGEOF

RESPONSES

21 HEMANT DISTRIBUTORS 50 1.41%

22 GENERAL DRUG 50 1.41%

23 K K PHARMA 47 1.32%

24 GANESH AGENCY 46 1.30%

25 DEEP PHARMA 44 1.24%

26 CRYSTAL 42 1.18%

27 SION SAVLA 42 1.18%

28 SUGDHA 41 1.15%

29 MAHADEV AGENCY 38 1.07%

30 SIDDHARTH 38 1.07%

31 SHREE ARIHANT 37 1.04%

32 WEST COAST 35 0.99%

33 SUBURBAN DISTRIBUTORS 34 0.96%

34 LAKSHMI DISTRIBUTORS 33 0.93%

35 KAMAL 32 0.90%

36 KISHORE ENTERPRISE 27 0.76%

37 RAHUL DISTRIBUTORS 26 0.73%

38 JAY VIJAY 25 0.70%

39 R K 25 0.70%

40 RATHOD 24 0.68%


56/71

56

41 NAIK 23 0.65%

42 PHARMA ASIA 23 0.65%

43 P V PHARMA 22 0.62%

44 JYOTI 21 0.59%

45 SAFE LIFE DISTRIBUTORS 21 0.59%

46 S P SHAH 20 0.56%

47 ARPIT PHARMA 19 0.54%

48 MANOHAR MEDICAL 18 0.51%

49 SUNDARLAL 18 0.51%

50 ARIHANT DISTRIBUTORS 17 0.48%

INTERPRETATION:

TOTALOF 238 STOCKISTSAREIDENTIFIEDFROMTHE

3550 RESPONSES.7% OFTHERESPONSESWEREFOR MEHER

DISTRIBUTORS.

5% OFTHERESPONSESWEREFOR VIJAY PHARMA.


57/71

57

ZONE WISE DISTRIBUTION OF TOP 20 STOCKISTS (ACCORDING TO CHEMIST RESPON

CM ES NM SM WS TH TOTAL NO. OF

RESPONSES

MEHER DISTRIBUTORS 73 12 0 27 123 16

VIJAY PHARMA 2 0 0 0 176 0

AMRITLAL AND BROTHERS 0 0 0 0 128 0

P D DOSI 4 0 0 12 112 0

S K PHARMA 16 35 0 1 54 0

WELCOME AGENCY 49 10 16 3 19 0

PARIKH PHARMA 2 0 2 0 86 0

CHIMANLAL 10 2 0 0 66 5

MANGAL DISTRIBUTORS 7 1 47 3 18 0

JHALARAM DISTRIBUTORS 19 46 6 0 3 0

PRABHAT 4 0 0 2 68 0

KISHORE DISTRIBUTORS 45 3 0 3 17 0

KUMAR BROTHERS 35 7 0 4 20 0

EASTERN PHARMA 2 2 0 0 58 0

SAHIB SINGH 5 0 0 15 37 0

SHWETA 0 0 0 0 21 36

S M C 1 0 0 0 53 0

DOSHI BROTHERS 25 4 0 19 5 0

MAKVIS DISTRIBUTORS 0 0 52 0 0 0

ATOR DISTRIBUTORS 0 0 0 1 49 0


58/71

58

TOP 10 STOCKIST, AS PER CHEMIST

RESPONSES, IN CM ZONE

NAME OF STOCKIST TOTAL NO. RESPONSES

MEHER DISTRIBUTORS 73

WELCOME AGENCY 49

KISHORE DISTRIBUTORS 45

KUMAR BROTHERS 35

DOSHI BROTHERS 25

SHREE ARIHANT 21

RAHUL DISTRIBUTORS 20

CRYSTAL 19

JALARAM DISTRIBUTORS 19

SUBHDHA 18

TOP 10 STOCKIST, AS PER CHEMISTRESPONSES, IN ES ZONE

NAME OF STOCKIST NO. OF RESPONSES



59/71

59

S K PHARMA 35

SHAH AND SAVLA 29

LAKSHMI AGENCY 22

SUBURBAN DISTRIBUTORS 15

P. VISHRAM DISTRIBUTORS 13

SAFELIFE PHARMACEUTICALS 12


WELCOME DISTRIBUTORS 10

SANTOSH DISTRIBUTORS 7


RESPONSES, IN NM ZONE


MAKVIS DISTRIBUTORS 52

MANGAL DISTRIBUTORS 47

GANESH AGENCY 46

MAHADEV AGENCY 37

MANOHAR AGENCY 18

WELCOME DISTRIBUTORS 16

RAJ KAMAL ENTERPRISES 9


NIKITA AGENCY 5


60/71

60

RUSHAB DISTRIBUTORS 4


RESPONSES, IN SM ZONE



GENERAL DRUG DISTRIBUTOR 25

DOSHI BROTHERS 19

DOSHI BROTHERS 17

SAHIB SINGH 15

P D DOSI 12

CRYSTAL 11

KUMARBROTHERS 4

RAJ PHARMA 4KAILASKPHARMA 3


RESPONSES, IN WS ZONE



VIJAY PHARMA 176

AMRITLAL AND BROTHERS 128

P D DOSI 112


61/71

61

PARIKH PHARMA 86

PRABHAT 68

CHIMANLAL 66

EASTERN PHARMA 58

S K PHARMA 54

S M C 53


RESPONSES, IN TH ZONENAME OF STOCKIST NO. OF RESPONSES

SHWETA 36

KAMAL 32

R K PHARMA 20

NAIK 19

SIDDHARTH 19

K K PHARMA 18

PHARMA DESAI AGENCY 18


ARPIT PHARMA 13

AMI PHARMA 12


62/71

62

INTERPRETATION:-

MEHER DISTRIBUTORS ISAMONGSTTHETOP 10STOCKISTS, ASPERCHEMISTRESPONSES, INALLTHEZONES

EXCEPTTHE NM ZONE.

ZONEWISE, THESTOCKISTSWITHMAXIMUMNO. OF

RESPONSESARE:

CM- MEHER DISTRIBUTORS

ES - JALARAM DISTRIBUTORS

NM- MAKVIS DISTRIBUTORS

SM- MEHER DISTRIBUTORS

WS- MEHER DISTRIBUTORS

TH - SHWETA

MAXIMUM NO. OF CHEMIST RESPONSES

WEREFROM WS ZONE (1818).

LOWEST NO. OF CHEMIST RESPONSES WERE

FROM SM ZONE (178)


63/71

63

Q8.HOWOFTEN

DOTHESE

STOCKISTSVISITYOU?

(N = 1220)

(DUETOMULTIPLERESPONSES,TOTAL RESPONSES =

3550)


64/71

64

VISIT WISE SAMPLE DISTRIBUTION

SR.

NO.

DISTRIBUTOR NAME VISIT PER

WEEK

NO. OF

RESPONSES

1 PARIKH PHARMA 4.0 - 5.0 90

2 MAKVIS DISTRIBUTORS 4.0 - 5.0 52

3 DOSHI BROTHERS 4.0 - 5.0 53

4 MAHADEV AGENCY 4.0 - 5.0 38

5 MANGAL DISTRIBUTORS 4.0 - 5.0 75

6 LAKSHMI DISTRIBUTORS 4.0 - 5.0 33

7 S P SHAH 4.0 - 5.0 20

8 MANOHAR MEDICAL 4.0 - 5.0 18

9 KAMAL 4.0 - 5.0 32

10 P V PHARMA 4.0 - 5.0 22

11 CRYSTAL 4.0 - 5.0 42

12 GANESH AGENCY 4.0 - 5.0 46

13 DEEP PHARMA 4.0 - 5.0 44

14 SUGDHA 2.0 - 3.0 41


65/71

65

15 CHIMANLAL 2.0 - 3.0 83

16 RAHUL DISTRIBUTORS 2.0 - 3.0 26

17 PRABHAT 2.0 - 3.0 74

18 NAIK 2.0 - 3.0 23

19 SAHIB SINGH 2.0 - 3.0 57

20 EASTERN PHARMA 2.0 - 3.0 62

21 S K PHARMA 2.0 - 3.0 106

22 GENERAL DRUG 2.0 - 3.0 50

23 SUNDARLAL 2.0 - 3.0 18

24 KISHORE DISTRIBUTOR 2.0 - 3.0 68

25 SUBURBAN DISTRIBUTORS 2.0 - 3.0 34

26 PHARMA ASIA 2.0 - 3.0 23

27 K K PHARMA 2.0 - 3.0 47

28 AMRITLAL & BROTHERS 2.0 - 3.0 128

29 WELCOME AGENCY 2.0 - 3.0 97

30 VIJAY PHARMA 2.0 - 3.0 178

31 P D DOSI 2.0 - 3.0 128

32 S M C 2.0 - 3.0 54

33 SHREE ARIHANT 2.0 - 3.0 37

34 RATHOD 2.0 - 3.0 24

35 ATOR DISTRIBUTOR 2.0 - 3.0 50

36 JYOTI 2.0 - 3.0 21

37 KISHORE ENTERPRISE 2.0 - 3.0 27

38 KUMAR BROTHERS 2.0 - 3.0 66


66/71

66

39 MEHER 2.0 - 3.0 251

40 SAFE LIFE DISTRIBUTORS 2.0 - 3.0 21

41 JALARAM DISTRIBUTORS 2.0 - 3.0 74

42 SHAH & SAVLA 2.0 - 3.0 42

43 SHWETA 2.0 - 3.0 57

44 JAY VIJAY 2.0 - 3.0 25

45 R K 2.0 - 3.0 25

46 ARIHANT DISTRIBUTORS 2.0 - 3.0 17

47 HEMANT DISTRIBUTORS 2.0 - 3.0 50

48 SIDDHARTH 2.0 - 3.0 38

49 WEST COAST 2.0 - 3.0 35

50 ARPIT PHARMA 0.0 - 1.0 19

51 DNA 0.0 - 1.0 10

52 OTHERS - 2.0 - 3.0 796

THEREWERENUMBEROF OTHER

STOCKISTS (187) LIKE ANDAAGENCY, ARYAN ENTERPRISE,

ASHOK DISTRIBUTORS, ABRIDGE

BROTHERS, ACTIVE, AJAY

PHARMA, AKANKSHA PHARMA,

NAYAK, KHUSHI, ETC. FORWHOM

NUMBEROFRESPONSESWERELESS

(LESSTHAN 17).


67/71

67

INTERPRETATION:-STOCKISTSVISITINGTHECHEMISTSMOSTREGULARLYINA

WEEKARE :- MAKVIS DISTRIBUTORS

PARIKH PHARMA

DOSHI BROTHERS

MAHADEV AGENCY

MANGAL DISTRIBUTORS LAKSHMI DISTRIBUTORS

S P SHAH

MANOHAR MEDICAL

KAMAL

P V PHARMA

DEEP PHARMA

GANESH AGENCY

CRYSTAL

INGENERAL, MOSTOFTHESTOCKISTSVISITTHECHEMIST

2-3 DAYSINAWEEK.

DESPITETHEFACTTHATTHESTOCKIST MEHER HAS

BEENTHEMOSTCOMMONRESPONSE, ITS VISITSPERWEEKISONLY 2-3 DAYS.

10 CHEMISTS, OFTHETOTALSURVEYED, HADNOTGIVEN

ANYRESPONSETOTHEQUESTION.


68/71

68

Q.9

WHENSHOULDAREPRESENTATIVE

VISIT YOU? WHATISYOUR

PREFERREDTIME?

(N=1220)


69/71

69

(DUE TO MULTIPLE RESPONSES, TOTAL

NO.OF RESPONSES=1247)

PREFERRED

TIMEOFVISIT

NO. OF

RESPONDENT

S

PERCENTAGE

OF

RESPONDENTS

2PM TO

6PM

653 52%

10AM TO

2PM

235 19%

ANYTIME 156 13%

AFTER

6PM

107 9%


70/71

70

BEFORE

10AM

81 6%

OTHERS 15 1%

INTERPRETATION:

1.653 OUTOF 1221 RESPONDENTS (52%) SAIDTHATTHEYPREFERVISITINGTHE MEDICAL REPRESENTATIVESINTHE

AFTERNOONBETWEEN 2PMTO 6PM.

2.235 RESPONDENTS(19%) SAIDTHATTHEYPREFERVISITING

THE MEDICAL REPRESENTATIVESBETWEEN 10AMTO 2PM

3.157 RESPONDENTS(13%) SAIDTHATTHEYPREFERVISITING

THE MEDICAL REPRESENTATIVESANYTIMEI.ENOTIMEPREFERENCE.

4.107 RESPONDENTS(9%) SAIDTHATTHEYPREFERVISITINGTHE

MEDICAL REPRESENTATIVESAFTER 6 INTHEEVENING.

5.81 RESPONDENTS(6%) SAIDTHATTHEYPREFERVISITINGTHE

MEDICAL REPRESENTATIVESBEFORE 10AM.

6.OTHERCOMMENTSINCLUDE MEDICAL REPRESENTATIVES

SHOULDVISITONCEINAWEEK, SHOULDPROVIDEINFORMATION

ONPHONEANDSHOULDNOTVISITWHICHCONSTITUTES 15 OF

THETOTALRESPONDENTS(1%).


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71

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