Yogesh Final Report

8/4/2019 Yogesh Final Report

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SUMMER INTERNSHIP REPORT

ON

INDIAN PHARMA IN GLOBAL CONTEXT AND MARKET SURVEY OF

ANTIOXIDENT, OFLOXACIN, CEFIXIN, CEFUROXIMEIN

RAZKEN BIO-LABS

SUBMITTED IN PARTIAL FULFILLMENT OF

Degree of

Master of Business Administration (General)

2010-12

Submitted by

YOGESH SINGH

Department of Management Studies

JAMIA HAMDARD

NEW DELHI

SIP COORDINATOR EXTERNAL SUPERVISOR

Dr. RESHMA NASREEN MR. KANWAL RATTAN


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CERTIFICATE

This is to certify that the project study titled Indian Pharma in Global Context and

Market Survey of four Molecules is a bonafied work carried out by Mr.Yogesh Singh

in partial fulfillment of the requirement for the award of Master of Business

Administration accredited by NAAC (A body set up by UGC) as A Grade University

under our guidance and direction.

Internal Guide : . Dr. Reshma Nasreen

External Guide : Mr. kanwal rattan (chairman)(RAZKEN BIO-LABS)


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ACKNOWLEDGEMENT

I acknowledge with gratitude the opportunity given to me by razken bio lab to work with

them. I really appreciate the confidence shown by entrusting me with this project. A

project of this nature required a lot of understanding about the organization and its

various nuances of working. In this regard, I would like to mention some people who

have been of constant support in my endeavor.

I would like to extend my heartfelt appreciation to Mr. Kanwal Rattan (Chairman) for

giving me the opportunity to do my summer internship project in his organization.

.

I feel great pleasure in expressing my regards and profound sense of gratitude to myfaculty guide Dr. RESHMA NASREEN for giving me inspiration, guidance and support

for the progress of this report.

I would like to thank the others chemist and doctors for their opinions by participating in

the survey that has helped me in bringing out this project to fruition.

Finally, I would also like to thank all my dear friends for their kind cooperation, advice

and encouragement during the long and arduous task of preparing this report and carrying

out the project.

At last but not the least, who are always at the top of my heart, my dear family members

whose blessings, inspiration and encouragement have resulted in the successful

completion of this project.

Yogesh Singh

MBA General (2009-11)

Jamia Hamdard University


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I have a great pleasure on doing my research work and in preparing this report on the

topic assigned to me by Razken Bio-Labs.

This project report has been extremely updated in light of evidence collected from market

survey at Ghaziabad.

A proper formatting of the report done and overall layout of the entire has also been

improved for marketing all the information providing clearer and accessible. It is a matter

of great satisfaction from the researchers point of view that this project report is

exhaustive when considered with the period of conducting the research.

In the end of the report the researcher has come with findings and suggestions with

regard to the problems that he feels the company is facing today in the market, despite

this, the researcher has also tried to include all the available information with him in this

report in a very arranged and systematic manner.

Prepared a SWOT analysis for company products for checking the positioning of there

products.

EXECUTIVE SUMMARY


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INTRODUCTION OF REPORTS

This report has been prepared with an overall motive of knowing the market potential of

Razken Bio-Labs.

Taking in view of the competition faced with other pharma companies has made a

competitive study.

The preliminary data as well as secondary data was collected and the way of judgmental

sampling consists of finding and recommendation as made by the surveyor.


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OBJECTIVE OF THE PROJECT

1) To gain knowledge about the product positioning of razken bio lab.

2) To know about the awareness level of Dealer towards new product of razken bio

lab.

3) To study the distribution system.

4) To know about the customer(chemist) response about the product.


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ABOUT RAZKEN BIO-LABS

Established in the year 2004, Razken Bio-Labs today is among India's research and

technology oriented pharmaceutical companies. Razken Bio-Labs has emerged as a

leading player in domestic markets, with widely accepted and efficacious drugs and

formulations. The company has developed leading brands in Anti-infective, Pain &

Inflammation, Cough, anti-biotic, anti-oxidants and Biotechnology segments.

Razken Bio-Labs has an active multi-disciplinary R&D programme largely focused on

developing innovative technologies and New Drug Discovery. The company has a team

of over 15 medical analyst engaged in new drug discovery research and has several new

chemical entities in the field of sepsis and anti-infective.


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RAZKEN BIO-LAB CORPORATE MISSION

"Pursuit of growth with excellence in the field of pharmaceuticals and healthcare"

Profitability through:

Quality of products and services

Increasing investment in R & D

Competent scientific and managerial manpower

RAZKEN BIO-LAB BUSINESS PHILOSOPHY

Creating value by understanding and communicating with our customers and business

partners.

RAZKEN VISION

To be the most admired Pharmaceutical company in India.


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Review of literature

Survey conduct by RANCOS specializes in Industry intelligence and creative

solutions.

Indian Generics Drug Market to be Privileged from Patent Expiries

According to our new report, Booming Generics Drug Market in India, the Indiangeneric drugs market has posted an impressive growth pattern over the last few years.Currently, the Indian pharmaceutical market is fully dominated by generic drugs and in

the near future, this scenario is likely to remain the same. In FY 2010, the share ofgeneric drugs in the overall pharmaceutical market was estimated to be around 79.2% andby FY 2013, the share is likely to escalate to around 80.5%.

We have found that generic drugs developed by India are now distributed and sold inseveral parts of the globe that, in turn, has augmented the demand for Indian genericdrugs. With the key drugs going off-patents in the coming future, which also include blockbusters, there is an immense opportunity for Indian generics manufacturers tostrengthen their market share in countries, such as the US, Europe, and Japan.

The report, Booming Generics Drug Market in India, covers almost all the key aspects

of the Indian generic drugs market and investigates the current trends that may impact themarket performance. It provides an effective insight into the past market statistics, currentdevelopments, and future outlook. The report illustrates the key opportunities for Indiangenerics manufacturers in different parts of the world and presents the content throughreliable statistics.

The report is an outcome of an extensive research and prudent analysis of the Indiangenerics market that evaluates all the necessary market drivers and their features. Thereport also presents a detailed overview of the regulatory system concerned with theIndian pharmaceutical and generics market. While forecasting the key areas in the report,our analysts used reliable methods and techniques that sought to establish a more realisticoutlook. Overall, the report is meant to provide clients with an effective source ofknowledge and statistics that will help in making investment decisions.

RNCOS specializes in Industry intelligence and creative solutions for contemporary business segments. Our professionals study and analyze the industry and its variouscomponents, with comprehensive study of the changing market behavior. Our accuracyand data precision proves beneficial in terms of pricing and time management that assistthe consultants in meeting their objectives in a cost-effective and timely manner.


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The world has witnessed a sharp increase in the demand for cost-effective generic drugsin a decade. In such a scenario, Indias rise as a generic destination is the blessing for people in under developed countries or patients looking for cheap medicines. Strongsupply of anti retroviral drugs to African countries by Indian drug manufacturers is a casein point. The after-impact of economic slowdown did not influence the Indian generics

sector, and the growth phenomenon continued to remain stable. In future also, factors likepatent expiries, investment, and private sector participation will boost the sector and it isestimated that generic drugs market will grow at a CAGR of around 17% between FY2011 and FY 2013.

Our team of research has found that regions like US, Europe, Japan, and Africa offerimmense opportunities to Indian drug manufacturers who already hold a 10.5% share inthe US generics market in 2010. Countries in the European and African regions are alsothe prime consumers for Indian generics medicines. Moreover, an increasing number ofFDA, WHO approved plants and agreements between big pharma and domestic genericplayers all indicate towards improved perception of India as a generics hub.

The Indian generics drug market is surrounded by some key developments that offer hugeopportunities as well as threat. Increasing influence of foreign multinationals has becomea cause of concern for authorities and market players. At the same time, patent expiriesmay turn out to be a growth booster. Government support, in such a case, can become animportant factor. There are some key trends that have been impacting marketdevelopment and the report has analyzed them in a prudent manner.

The report, Booming Generics Drug Market in India provides an insight into thegenerics drug market in India and analyzes growth in the sector revenue. It addressesseveral issues that are of concern and come up with probable solution. The report

provides forecast for key areas and uses proper methods and base for the same. Theregulatory environment has also been discussed so that clients may acquaint themselveswith the government role in the Indian generics sector. Last but not the least, thedescription, key developments, and strength-weakness analysis of the active marketplayers add value to the overall analysis.

http://your-story.org/indian-generics-drug-market-to-be-privileged-from-patent-

expiries-262467/


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INDIAN PHARMACEUTICAL INDUSTRY:

The Indian pharmaceutical industry is a success story providing employment for

millions and ensuring that essential drugs at affordable prices are available to the vast

population of this sub-continent.

RICHARD GERSTER

The Indian Pharmaceutical Industry today is in the front rank of Indias science-based

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

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

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

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

simple headache pills to sophisticated antibiotics and complex cardiac compounds,

almost every type of medicine is now made indigenously.

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

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

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

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

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

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

units. It has expanded drastically in the last two decades. The leading 250 pharmaceutical

companies control 70% of the market with market leader holding nearly 7% of the market


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share. It is an extremely fragmented market with severe price competition and

government price control.

The pharmaceutical industry in India meets around 70% of the country's demand for bulk

drugs, drug intermediates, pharmaceutical formulations, chemicals, tablets, capsules,

orals and injections. There are about 250 large units and about 8000 Small Scale Units,

which form the core of the pharmaceutical industry in India (including 5 Central Public

Sector Units). These units produce the complete range of pharmaceutical formulations,

i.e., medicines ready for consumption by patients and about 350 bulk drugs, i.e.,

chemicals having therapeutic value and used for production of pharmaceutical

formulations.

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

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

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

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

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

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

scientific talents and research capabilities, supported by Intellectual Property Protection

regime is well set to take on the international market.


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ADVANTAGE INDIA

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

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

commonly used. Professional services are easily available.

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

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

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

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

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

international industry and business community.

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

institutions and established strengths in Information Technology.

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

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

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

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

become a generalized phenomenon in the world pharmaceutical industry, has started

taking place in India.


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THE GROWTH SCENARIO

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

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

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

pharmaceuticals industry output is expected to exceed Rs320 billion in the financial year

2010, which accounts for merely 1.3% of the global pharmaceutical sector. Of this, bulk

drugs will account for Rs 67 bn (21%) and formulations, the remaining Rs 253 bn (79%).

In financial year 2009, imports were Rs 40 bn while exports were Rs107 bn.

STEPS TO STRENGTHEN THE INDUSTRY

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

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

pharmaceutical companies in the post product-patent regime . Indian companies, in an

effort to consolidate their position, will have to increasingly look at merger and

acquisition options of either companies or products. This would help them to offset loss

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

markets.

Research and development has always taken the back seat amongst Indian

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

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


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The Indian pharmaceutical industry also needs to take advantage of the recent advances

in biotechnology and information technology. The future of the industry will be

determined by how well it markets its products to several regions and distributes risks, its

forward and backward integration capabilities, its R&D, its consolidation through

mergers and acquisitions, co-marketing and licensing agreements.

DOMESTIC & EXTERNAL TRADE

The Indian pharmaceutical industry is highly regulated. The Government controls prices

of a large number of bulk drugs and formulations. Profit margins of players vary widely

in both domestic and export sales due to many factors.

DOMESTIC TRADE

More than 85% of the formulations produced in the country are sold in the domestic

market. India is largely self-sufficient in case of formulations. Some life saving, new

generation under-patent formulations continue to be imported, especially by MNCs,

which then market them in India. Overall, the size of the domestic formulations market is

around Rs160bn and it is growing at 10% p.a.


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EXPORTS

Over 60% of Indias bulk drug production is exported. The balance is sold locally to

other formulators. Indias pharmaceutical exports are to the tune of Rs87bn, of which

formulations contribute nearly 55% and the rest 45% comes from bulk drugs. In financial

year 2010, exports grew by 21%. Indias pharmaceuticals imports were to the tune of

Rs40.3bn in FY2010. Imports have registered a CAGR of only 2% in the past 5 years.

Import of bulk drugs have slowed down in the recent years.

The exports of Pharmaceuticals during the year 2003-04 were Rs 49780 million. From a

meager Rs 46 crores worth of Pharmaceuticals, Drugs and Fine Chemicals exports in

1980-81, pharmaceutical exports has risen to approximately Rs 6152 Crores (Prov.2003-

04), a rise of 11.91% against the last year exports. Amongst the total exports of India, the

percentage share of Drugs, Pharmaceuticals and Fine Chemicals during April-October

(2008-2009) was 6.1%, an increase of 11.2%.


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FUTURE PROSPECTS

As per WTO, from the year 2005, India will grant product patent recognition to all new

chemical entities (NCEs) i.e., bulk drugs developed then onwards. The Indian

Government's decision to allow 100 percent foreign direct investment into the drugs and

pharmaceutical industry is expected to aid the growth of contract research in the country.

Technology transfer to 100 percent Indian subsidiaries of MNCs is expected only in

2015.

Indian pharmaceutical interests in making a mark on the global scene got a boost when

Dr. Reddy's licensed two of its anti-diabetic molecules to Novo Nordisk and when

Ranbaxy licensed its Novel Drug Delivery System (NDDS) of ciprofloxacin to Bayer.

MNCs in India faced the problem of having a very high DPCO coverage, weakening their

bottom lines as well as hindering their growth through the launch of new products. DPCO

coverage is expected to be diluted further in the near future benefiting the MNCs. New

legislation is also expected in the OTC segment increasing the number of brands in the

Over the Counter (OTC) segment.

The Indian pharmaceutical industry is also getting increasingly U.S. FDA compliant to

harness the growth opportunities in areas of contract manufacturing and research. Indian

companies such as Ranbaxy, Sun Pharma, and Dr. Reddy's are increasingly focusing on

tapping the U.S. generic market, projected to be around $18 billion by 2004.


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RESEARCH & DEVELOPMENT

Research and Development Is the key to the future of pharmaceutical industry. The

pharmaceutical advances for considerable improvement in life expectancy and health all

over the world and is the result of a steadily increasing investment in research. There is

considerable scope for collaborative R & D in India. India can offer several strengths to

the international R & D community. These strengths relate to availability of excellent

scientific talents who can develop combinatorial chemistry and new synthetic molecules.

R & D in the pharmaceutical industry in India is critical to find answers for some of the

diseases peculiar to a tropical country like India and also for finding solutions for unmet

medical needs. Industrial R & D groups can carry out limited primary screening to

identify lead molecules or even candidate drugs for further in vivo screening, pre-clinical

pharmacology, toxicology, animal and human pharmacokinetics and metabolic studies

before taking them up for human trials. In such collaborations, harmonized standards of

screening can be assured following established good laboratory practices.

The R & D expenditure by the Indian pharmaceutical industry is around 1.9% of the

industrys turnover. This obviously, is very low when compared to the investment on R &

D by foreign research-based pharma companies. They spend 10 - 16% of the turnover on

R & D. However, now that India is entering into the Patent protection area, many

companies are spending relatively more on R & D.


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When it comes to clinical evaluation at the time of multi-center trials, India would

provide a strong base considering the real availability of clinical materials in diverse

therapeutic areas. Such active collaboration will be mutually beneficial to both partners.

According to a survey by the Pharmaceutical Outsourcing Management Association and

Bio/Pharmaceutical Outsourcing Report, pharmaceutical companies are utilizing

substantially the services of Contract Research Organizations (CROs).

Indian Pharmaceutical Industry, with its rich scientific talents, provides cost-effective

clinical trial research. It has an excellent record of development of improved, cost-

beneficial chemical syntheses for various drug molecules. Some MNCs are already

sourcing these services from their Indian affiliates.

The Pharmaceutical and Biotechnology Industry is eligible for weight deduction for R&D

expense upto 150%. These R&D companies will also enjoy tax holiday for 10 years. A

promotional research and development fund of Rs.150 crores is set up by the Government

to promote research and development in the pharmaceuticals sector.


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FIELD COVERAGE

Razken Bio-Lab has widest market coverage in Ghaziabad India, covering over most of

area of Ghaziabad territories, with a total field force of 7 medical representatives spread

over five customer-oriented divisions.

MARKETING DIVISION

Mega Brands (raziclav 625)

Super Specialities (ofloaxin)

CUSTOMER COVERAGE PER MONTH

200 doctors

25 large and medium-sized hospitals

37 nursing homes

DISTRIBUTION NETWORK


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One Branch offices

One Warehouses

10 Stockiest / Distributors

65 Retail Pharmacies

R&D OVERVIEW

Innovation rather than invention is the short-term focus of Razken Bio-Lab R&D. Razken

Bio-Lab R&D program is active in almost all facets of the business and includes:

BIOTECHNOLOGY AND BIO-PHARMACEUTICALS

NEW DRUG DISCOVERY

Pharmaceutical formulations development including Novel Drug Delivery Systems

Innovative process development for Bulk Actives using chemical, fermentation and

peptide synthesis technologies

Development of new medical nutrition products

Clinical research including Pharmacology, Toxicology and Pharmacokinetics and

Pharmacodynamics

Agrochemicals and bio-agro product

These multi-disciplinary and multi-technology R&D programmes are specifically

designed to provide Razken Bio-Lab a competitive advantage in the new patent regime.

In the short term, Razken Bio-Lab R&D is aimed at providing new products in India and


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technology-based pharmaceutical bulk active and dosage forms for other markets. In the

longer-term, Razken Bio-Lab R&D strategy is to discover a series of new drugs,

especially in the field of anti-infective, antibiotics and anti-bacterial.

R&D ORGANISATION

Our new R&D centre employs about 15 research scientists, of which over a 10 are PhDs.

Several of them are Indians who relocated themselves in India after many years of

experience in USA and Europe.

PHARMA RESEARCH

Razken Bio-Lab pharmaceutical formulation development concentrates substantially on

developing products based on our patented Novel Drug Delivery Systems. Nine products

are under various stages of development in the areas of cardiology, gastroenterology,

neurology, endocrinology and allergy. Some of these products, like Kaizem CD, a unique

once-daily cardiac drug used in treatment of Angina, have already been launched in the

Indian market by other brand. As and when we receive registrations in various markets,

these products will also be exported globally. The technology for this product as well as

two other technologies for Novel Drug Delivery Systems has been patented in the US,

Europe and other countries. New novel drug deliveries under development include not

only oral systems, but also parenteral systems such as depots and implants for peptide

and biotechnology drugs.

PROCESS DEVELOPMENT FOR BULK ACTIVES

Razken Bio-Lab has research and manufacturing capabilities in all major routes of bulk

active synthesis including chemical, fermentation and peptide synthesis. Razken Bio-Lab


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has developed several innovative chemical processes, especially based on choral

chemistry, for bulk actives, several of which are sold nationally. Now substantial effort is

concentrated on developing new processes for bulk actives requiring fermentation and

peptide synthesis routes.

BIOTECHNOLOGY RESEARCH

Biotechnology is Razken Bio-Lab R&D thrust area. This science is viewed by global

experts as the 'pharmaceutical technology' of the future, and Razken Bio-Lab has a very

strong commitment to this field

NEW DRUG DISCOVERY

The most ambitious of our R&D is the New Drug Discovery Program, which we

embarked upon year ago. Our research is concentrating on discovering new antibiotics

and anti-infective especially for the infections predominant in the third world.

MEDICAL NUTRITION RESEARCH

As pioneers in the field of medical nutrition in India, Razken Bio-Lab research has

supported this effort in a big way. Various products for Parenteral Nutrition, Clinical

Nutrition and Pediatric Nutrition have been developed and successfully commercialized.

Several other products, especially disease specific clinical nutrition products, specialized

pediatric nutrition products and health foods are under various stages of development.


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PEPTIDE RESEARCH

Razken Bio-Lab R&D is active on two fronts on this area. We have a dedicated team

developing various bulk actives using peptide synthesis technologies.

MAJOR PLAYER

At Razken Bio-Lab, we are not only alert to the immense potential of 'future', but have

already let it take shape in our dreams, in our plans and in our activities.

GAINING FUTURE IN DOMESTIC FORMULATION

In the domestic markets we have maintained our number one position for brands proof

400mg, 800mg, proof oz, antoday, xtra-di-mr, razit etc. Our new generation

fluoroquinolone flunzo has now gained the good spot. We are consolidating our

leadership position in fluid therapy segment and expanding our activities in cardiac

specialities ,medical nutrition and bio-pharmaceuticals.

BRAIN POWER ON THE RISE

On the research front, we have filed for three patents in India involving technology for

producing controlled-release dose forms. We have stepped up new molecule research to

take full advantage of the Post-2010 patent regime.


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FUTURE BELONGS TO US

we believe that competition for tomorrow is not market share, but opportunity share. We

have not just grabbed opportunities, but are creating new ones for ourselves and

translating them into reality.


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RESEARCH METHODOLOGY

Research methodology is a systematically approach to solve the research problem. It may

be understood as a science of studying how research is done scientifically. It is necessary

for the researcher to know not only the research methods/techniques but also the

methodology. Researchers also need to understand the assumptions underlying various

techniques and they need to know the procedure applicable to certain problems. All this

means that it is necessary for the researcher to design his methodology for his problem as

the same may differ from problem to problem. Thus, when we talk of research

methodology we only talk of the research methods but also consider the logic behind the

methods and explain why we are using a particular method or techniques and why we are

not using other so that research results are capable of being evaluated either by the

researcher himself or by other.

This study was conducted by following methods:

1. Research Design

2. Sampling Design

3. Data Collection

4. Survey area

5. Sampling size

6. Interpretation of the report

1. RESEARCH

Research in common parlance refers to a search for knowledge. One can also defineresearch as a scientific and systematic search for pertinent information on a specific

topic. The meaning of research is a careful investigation or inquiry especially through

search for new facts in any branch of knowledge. Redman and mory define research

as a Systematized effort to gain new knowledge. Some people consider research as


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movement, a movement from the known to the unknown. According to Cliforrord

Woody research comprises and redefining problems.

SIGNIFICANCE OF RESEARCH

All progress is born of inquiry. Doubt is often better than overconfidence. For leads

it to inquiry and inquiry leads to invention is a famous Hudson Maxim in context of

which the significance of research can well be understood. Increased amounts of

research make progress possible. Research inculcates scientific and inductive thinking

and it promotes the development of logical habits of thinking and organization.

Research has its special significance in solving various operational and planning

problems of business and industry. Operations research and market research along

with than one way, in taking business decisions. Market research is the investigation

of the structure and development of a market for the investigation of the structure and

development of a market for the purpose is equally important for social scientists in

studying social relationships and in seeking answers to various social problems. In

our case the research is descriptive research.

2. RESEARCH DESIGN

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

in a manner that aims to combine relevance to the research purpose with economy in

procedure. A research design in purely and simply the frame work on plan for a study

that guides the collection and analysis of the data. Anticipation and Formulating

hypothesis or suggested solutions collecting, organizing and evaluating data; making


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deductions and reaching conclusions: and at last carefully testing the conclusions to

determine whether they fit the formulating hypothesis.

Importance of Descriptive Research

(i) These are able to describe the characteristics of certain groups

(ii) Specific predictions are possible

(iii) Can study relationship between two or more variables.

A descriptive investigation in characterized by its formal and rigid nature.

Formulations of specific hypotheses supported by statistical inference techniques are

a necessity in such investigations. These designs need definite specifications. But

descriptive research cannot identify cause and effect relationship.

Descriptive designs can be divided in two main categories:-

(i) Case Method

(ii) Statistical Method

3. SAMPLING DESIGN

Sampling is the process of obtaining information about in entire population by

examining only a part of it. Sampling is used for a variety or reasons such as:

(i) Sampling can save time and money.

(ii) Sampling may enable more accurate measurements.

(iii) Sampling remains the only way when population contains

infinitely many members.

(iv) Sampling only remains the only choice when a test involves the

destruction of the item under study.

Sampling methods are divided:

1. Probability Sampling

2. Non-probability sampling.


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In my research probability sampling is used. Again in probability sampling, simple

random sampling is used. This sampling is stratified system.

OBJECTIVE OF RESEARCH

The purpose of research is to discover answer to questions through the application of

scientific procedures. The main aim of research is to find out the truth which has not been

discovered as yet. Through each research study had its own specific purpose. We may

think of research objective as falling into a number of following broad groupings:

1. To gain familiarity with phenomenon or to achieve new insights into it.

2. To portray accurately the characteristics of a particular individual, situation or a

group.

3. To determine the frequency with which something occurs or with which it is

associated with something else.

4. To test a hypothesis of a causal relationship between variables.

Specifications are the main characteristics in a research design. Marketing research

design can classified on the basis of the fundamentals objectives of the research.


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RESEARCH DESIGN IN CASE DESCRIPTIVE RESEARCH

These designs are used for some definite purpose. A number of marketing research

studies are based on such designs. It is focused on the accurate description of the

variables present in the problem.

These designs try to find a complete and accurate description of a problem situation by

proving specific methods for selecting the sources of information are the procedure for

collection data from the these sources. The data is collected in such a manner that the

ambiguous nature of cause and effect relationship in the phenomenon in reduced to

maximum extent. These designs are able to reduce the basis in the data collecting

process, minimize the expenditure and increase the accuracy in prediction. These designs

are guided by initial hypotheses and are developed to determine the frequency with which

something occurs or how two variables very together.


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METHOD OF DATA COLLECTION

Data collection methods are generally two types:

(a) Primary data

(b) Secondary data

(a) Primary Data: The primary data are those which are collection afresh and for

the first and thus happen to be original in character. The primary data is

collected in the process of questionnaire and interview of the outlets.

(b) Secondary Data : The secondary data are those which have already been

collected by someone else and which have already been passed through the

statistical process. In my research the secondary data collected from the

records. The other data was collected from research report.

5. Tools And Techniques :

The data was collected through questionnaire method personal interview and

sampling method. Again the research is descriptive type.

6. Survey Area

The research is done in the Ghaziabad.

7. Sample Size :

The sample size I had covers approx. 65 retailers.

8. Interpretation of the report

After the data been collected the researcher turns to the task of analyzing them.

The analysis of the data is done by the guidance of the Faculty Member of the


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Institute and a senior executive and manager of the company. The data are

analyzed by graphical and tabular form. After the analysis the results found out.

After the analysis the result are found out. Then the personal recommendation is

given to the company. After all the above the conclusion is given.


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INSTRUMENT & TECHNIQUES USED

TECHNIQUE APPLIED QUESTIONNAIRE

The questionnaire was chosen to be researcher instrument for the purpose of the

collection of the primary data, it was the consist of the primary data. It was to consist of a

set of questions that was to be presented to the respondents for this answers.

PREPARATION OF THE QUESTIONNAIRE

In preparing the questionnaire care was taken with regards to the questions, the wordings

of the questions the wording of the questions and the sequencing of the questions. Each

question was checked to determine that it contributed to the research objective.

A step-by-step approach in the making the questionnaire

LISTING ALL THE POINTS EXHAUSTIVELY

Giving due consideration to the need and objective of the study, firstly it was necessary to

determine the information required from the respondents then all the relevant points in

the terms of the level of awareness, opinions, attitudes, like dislike, performances, reason

etc. where listed down.


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DECIDING UPON TYPES OF QUESTION TO BE RANKED

Normally type of questions to be asked from the respondents.

Q. Brand name of medicines of this molecule which you have (specify).

DEVELOPMENT OF THE FINAL QUESTIONNAIRE

After taking the care of all above mentioned stage of the questionnaire development, the

final questionnaire was prepared. And the same questionnaire was used in the study of

collection of the required information.

DETERMINING THE SAMPLE DESIGN

All the item under consideration in any field of inquiry constitute a Universe or

Population a complete enumeration of all the items in the population known as a census

inquiry. It can be presumed that in such on inquiry when all the items are covered no

element of change it left and highest accuracy is obtained but in practice this may not be

true. Even the slightest element of bias in such an inquiry will get larger as the number of

observation increases.

Thus sample random sampling procedure was selected for the consumer buying

behaviour where reach and every item in the population has an equal chance of inclusion

in the sample and each one of the possible samples, in case of finite universe has the

same probability of being selected.


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[A] Closed ended question containing all the possible answers were to as be asked and

the respondents was to make a choice among them under this category the following

types of question were performed to the respondents.

DICHOTOMUS

Question offering two answer choice for example:

Q. Do you have antoxid?

a. Yes [ ] b. No [ ]

MULTIPLE CHOICE

Question offering three or more answer choice for example

Q. Do you have these medicines

a. Antoxide [ ] b. Riconia [ ]

c. Ricovid [ ] d. Winofit [ ]

[B] OPEN ENDED QUESTIONS

Which medicines you have in antioxidant molecule?


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TYPES OF THE PRODUCTS:

y OFLAXCIN

y CEFIXIME

y COUGH SYRUP

y CEUFUROXIME

These are the few products of Razken Bio-Labs which have a high demand in present

market.

Research Methodology:

A survey was conducted to know the market position of these products.

Both QUESTIONNAIRE AND SAMPLING METHOD was adopted to conduct this

survey.


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A questionnaire is a formalized set of questions for obtaining information from

respondents. It is a structured technique for data collection that consists of a series of

questions, written or verbal, that a respondents answer.

A set of 10 questions was made to conduct the survey among the chemist.

1. Do you know about Razken Bio-Labs

2. How many products of Razken Bio-Labs do you have?

YES=40

62%

NO=25

38%


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3. How do you promote the product of Razken Bio-Labs?

4. As per you are the products of Razken Bio-Labs really effective as compared to

products of other brands?

0

1

2

3

4

5

6

7

8

9

10

NUMBER OF PRODUCT

SELF=35

DOCTOR=20

OTHER=10

YES=40

NO-25


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5. Are the customers satisfied with the price of this product?

6. What are the future prospects of these products as per you?

7. What was the behavior of Doctors about these products?

8. Which brand is the tuff competitor of Razken Bio-Labs ?

YES=55

NO=10

VERY

POOR

POOR

AVERAG

E

CADILA=24

CUREWELL=16

OTHER=25


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9. Is the product of razken bio lab is effective with respect to end customer?

10.What are your suggestions and feedback to Razken Bio- Labs?

.

Limitations

Though the present study aimed to achieve the above-mentioned objectives in full earnest

and accuracy, it was hampered due to certain limitations. Some of the limitations of this

study may be summarized as follows:-

y Getting accurate responses from the respondents due to their inherent problems

were difficult. They were partial, and refused to cooperate.

y Since we did not had the privilege to work on a large scale, so many finding and

recommendations may not be as much in tune with their ground realities as may

be considered desirable.

y Last but not the least, the time constraint faced in the project might have affected

the comprehensiveness of its findings.

yes=35

NO=30


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The other method adopted was Non-Probability Sampling Method

In this sampling method selection of unit depend upon the judgment or bias of the

researcher.

There are three types of sampling under this method:

y Convenience Sampling

y Judgmental sampling

y Quota Sampling

Convenience and Judgmental sampling has been adopted to conduct this survey.

Convenience sampling attempts to obtain a sample of convenient elements. The selection

of units is left primarily to the interviewer. It is less expensive method of sampling.

Judgmental sampling is a form of convenience sampling in which the population

elements are selected based on the judgement of the researcher. It is a low cast method

and is used frequently on in commercial marketing research projects.


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LIST OF SOME MEDICAL STORES WHERE SURVEY WAS CONDUCTED

Serial no. Name Address

1 Shiv Medical Store Shastri Nagar

2 Praveen Medical Store Kavi Nagar

3 Yashoda Hospital Nehru Nagar

4 Brij Chemist Sanjay Nagar

5 Kashi Biswanath Medicos Nayi Busti

6 Kusum Medical Store Shastri Nagar

7 Ganesh Hospital Nehru Nagar

8 Nagar Hospital Lohia Nagar

9 Prashant Medical store Shastri Nagar

10 Pankaj Medicos Nayi Busti

11 Sarvodaya Hospital Kavi Nagar

12 Subh Medical Store Mahindra Enclave

13 Sarvam Medical Store Mahindra Enclave

14 G.K Medicos Nayio Busti

15 Jai maa store Patel Nagar

16 Ad one medicos Nayi Busti

17 Bangali Medical Store Rajapur


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18 Agarwal Medicos Shastri Nagar

19 Apex Hospital Shastri Nagar

20 Amarjeet Medicos Nayi Busti

SWOT ANALYSIS.

Strength:

Generation of new concept of making drug,

Use of new technology for production,

More focus on Research and Development.

Weaknesses:

Low market coverage,

Almost new in world of medicine,

Lack of expertise.

Opportunities:

Wider area for growth,

Better future prospects,

Specific product

Threat:

Existence of big players,


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Conclusion

Both the method of survey concludes that Razken Bio-Lab has not been accepted widely

and requires time for its growth in national and international market. It is in its growth

phase has to work more on research and development process. The survey conducted

shows that most of the chemist shop recommends customers to take product of Razken

Bio-Lab which feed them more monetary benefit through greater margin provided by the

company. Its demand is increasing steadily in domestic market. There were some chemist

who has not even heard of Razken products, which clearly depicts that Razken needs lots

of promotion and advertising. Some chemist finds the product of Razken to be much

effective and worth and says that it can be a strong competitor of most of the brands

which are widely acceptable.

The survey shows that OFLAXCIN which is used to cure fever has a much demand in

domestic market, and is very effective and can prove a great competitor for most of the

existing brands. OFLAXCIN is the highest selling product of this company. Even

Doctors recommend this product to patients nowadays. They too find this product to be

effective for patients.


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BIBLIOGRAPHY

BOOKS

1. Kotler, p. (2003) marketing management 11th ad. New Jersey;prentice hall.

2. Etzel Michael j. walker Bruce j. , Stanton willanm j. , marketing11th ed.(mc graw hill)

WEBSITES

www.inpharm.com/newswww.drugfree.org

MAGZINE

1. Business world


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Documents

Yogesh Final Report