PART-I

1

COMPANY PROFILE
2

COMPANY PROFILE

HISTORY OF CIPLA
Cipla is the 2nd largest pharmaceutical company in India in terms of retail
sales. Cipla manufactures an extensive range of pharmaceutical &personal
care products and has presence in over 170 countries across the world.
Ciplas product range include harmaceuticals! and animal "ealth care products
#$C! %ul& 'rugs, (lavours and )grochemicals Cipla also provides a host of
consulting service such as preparation of products and material specifications!
evaluation of existing production facilities to meet *+! definition of appropriate
plant si,e and technologies etc.
$he origins of Cipla can -e traced -ac& to 1./0! when 'r 1hwa2a )-dul "amied set
up 3$he Chemical! Industrial and harmaceutical 4a-oratories 4td3! popularly &nown
-y the acronym Cipla! in a rented -ungalow! at %om-ay Central. Cipla was registered
as a pu-lic limited company on )ugust 17! 1./0. Cipla5s first product was launched
into the mar&et in 1./7. In 1.60! during the 7econd 8orld 8ar when the drug
supplies were cut off! Cipla started producing fine chemicals. In 1.66! Cipla -ought
the premises at %om-ay Central to -uild a modern pharmaceutical la-oratory. In
1.69! Cipla5s product for hypertension! 7erpinoid! was exported to the )merican
:oland Corporation. In 1.02! Cipla set up first research division for attaining self;
sufficiency in technological development. In 1.90! Cipla started operations at second
plant at <i&hroli! +um-ai. In 1.9=! Cipla manufactured ampicillin for the first time in
India. In 1.79! Cipla launched medicinal aerosols for asthma.
/

In 1.=2! Cipla5s fourth factory -ecame operational at atalganga! +aharashtra. In
1.=6! Cipla developed anti;cancer drugs! vin-lastine and vincristine in colla-oration
with the >ational Chemical 4a-oratory! une. In 1..1! Cipla pioneered the
manufacture of the antiretroviral drug! ,idovudine.
In 1..6! Cipla5s fifth factory -egan commercial production at 1ur&um-h!
+aharashtra. In 1..7! Cipla launched transparent :otahaler! the world5s first such dry
powder inhaler device. In 2000! Cipla -ecame the first company! outside the ?7) and
@urope to launch C(C;free inhalers. In 2002! Cipla *oa.
In set up four state;of;the;art manufacturing facilities set up in 200/! Cipla launched
$I#<) A$iotropium -romideB! a novel inhaled! long;acting anticholinergic
-ronchodilator. In 2000! Cipla set up a state;of;the;art facility for manufacture of
formulations at %addi! "imachal radesh.
Culy 6! 1./. was a red;letter day for Cipla! when the (ather of the >ation! +ahatma
*andhi! honoured the factory with a visit. "e was 3delighted to visit this Indian
enterprise3! he noted later. (rom the time Cipla came to the aid of the nation gasping
for essential medicines during the 7econd 8orld 8ar! the company has -een among
the leaders in the pharmaceutical industry in India.
#n #cto-er /1! 1./.! the -oo&s showed an all time high loss of :s 97!./0. $hat was
the last time the company ever recorded a deficit. In 1.62! 'r "amied5s -lueprint for a
technical industrial research institute was accepted -y the government and led to the
6

-irth of the Council of 7cientific and Industrial :esearch AC7I:B! which is today the
apex research -ody in the country.
'r. Dusuf 1. "amied is a gifted entrepreneur of the Indian pharmaceutical
industry. )part from -eing an accomplished scientist! he com-ines great
-usiness acumen and intellect to stri&e the right -alance -etween -usiness
considerations and social and humanitarian goals. "e is currently the Chairman
and +anaging 'irector of Cipla 4imited! which is renowned -oth locally and
internationally for its high standards! Euality! efficacy and afforda-ility of
medicines.
%orn on 20 th Culy 1./9 ! 'r. "amied o-tained h.' in #rganic Chemistry
from Cam-ridge ?niversity. In the same year! he 2oined Cipla as a :esearch
#fficer. "e was appointed as its +anaging 'irector in 1.79 and Chairman in
the year 1.=..
'r. "amied has -een primarily responsi-le in the introduction! for the first
time in India! of over /0 -ul& drugs and their formulations. "e is considered a
pioneer of -ul& drug industry in India and has a num-er of research papers and
international patents to his credit. (rom a hum-le -eginning! Cipla under the
guidance of 'r. "amied is now ran&ed as a leader in the domestic
pharmaceutical industry. $he company5s turnover in 2006;2000 has exceeded
:s. 2/00 crores of which 60F is exports. Cipla today manufactures and
mar&ets a wide range of medicines not only for the local mar&et -ut also for
export to 100 countries worldwide.
'r. "amied has pioneered and led the glo-al fight against "I< and )I'7.
Cipla was the first to offer the triple drug coc&tail! $riomune! that can
0

transform the life of an "I< positive patient at a fraction of the international
cost. "e had -een instrumental in setting up a palliative care for cancer patients
in une during the 1..05s. $his centre follows a uniEue family care modal!
which offers free of cost! comfort and care to terminally ill cancer patients.
$he recognitions received -y Cipla under the leadership of 'r. D. 1. "amied
include two Chemexcil )wards for exports A1.7. and 1.=2B! 7ir . C. :ay
)ward for development of indigenous technology A1.=/B and a >ational )ward
from the 'epartment of 7cience and $echnology! *overnment of India for
successful commerciali,ation of pu-licly funded : & ' was conferred on 'r.
"amied. In 2002! he received another 4ifetime )chievement award from
@xpress harma ulse. 'r. "amied was elected a (ellow of Christ5s College!
Cam-ridge! ?1 in 2006.
CIPLA IN NEWS-:
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/0 )pril!
200=
20 +arch!
200=
01 Canuary!
200=
2=
>ovem-er!
2007
00 #cto-er!
2007
06
7eptem-er!
2007
01
7eptem-er!
2007
2= )ugust!
2007
2= )ugust!
2007
20 )ugust!
2007
22 )ugust!
2007
21 )ugust!
2007
7
CiplaG #verseas sales a -ooster
Cipla scores a generic win over :oche
Cipla maintains >o.1 position in Indian m&t
)ward for the (or-es )sia5s H%est ?nder ) %illionI 4istJ
17 Indian firms in (or-es5 list of top )sian cos -elow K1 -n
Indian pharma industry L Coming out of the shadows
)nti;)I'7 -lit, sees pharma firms loc&ed in ugly -attle
Ciplas drug included in ?7 anti;)I'7 initiative
Cipla to replace all products with C(C ahead of deadline
Cipla plans :s .00;cr capacity expansion
Cipla notice to ?7 >*# on )I'7 drug
Cipla launches emergency contraception ta-let
Cipla in tal&s with $hai govt for "I< drugs supply
(irst fixed;dose! triple com-ination paediatric )I'7 drug approved under @():
Aresident5s @mergency rogram for )I'7 :eliefB
)I'7 drug not sold in )frica! says Cipla
Ciplas response to the advertisement issued -y )I'7 "@)4$"C):@ (#?>')$I#>
on )ugust .! 2007 in various newspapers
Cipla edges :an-axy in India mar&et
Cipla launches estradiol transdermal spray in India
$he presence of Indian generic manufacturers in the ):< segment of low and middle
income countries
Cipla ; organic growth and alliances pave the way for new products
India5s Cipla in tal&s to )lly with *eneric companies in Capan
Cipla launches cut;price ,anamivir in India
Cipla receives International $rade )wards 2009 for outstanding exporter of the year.
Cipla launches anti;malaria glo-al initiative

CIPLAS PRODUCT INCLUDES
Pharmaceutca!"G Cipla manufactures ana-olic steroids! analgesicsMantipyretics!
antacids! anthelmintics! anti;arthritis! anti;inflammatory drugs! anti;$% drugs! ant
allergic drugs! anticancer drugs! antifungal! antimalarials! antispasmodics!
antiulcerants! immunosuppressants etc.
A#ma! Hea!th Care Pr$%uct": $hese includeG aEua products! eEuine products!
poultry products! products for companion animals! and products for livestoc&
animals.
OTC: $hese includeG child care products! eye care products! food supplements!
health drin&s! life style products! nutraceuticals & tonics! s&in care products! and
oral hygiene products.
F!a&$ur ' Fra(ra#ce: Cipla manufactures a wide range of flavours! which are
used in foods and -everages! fruit 2uices! -a&ed goods! and oral hygiene products.
Cipla fragrances have wide ranging applications such as in personal care products!
=

laundry detergents and room fresheners.
MA)OR ACHIE*EMENTS OF CIPLA
+anufactured ampicillin for the first time in India.
4auched etoposide! a -rea&through in cancer chemotherapy! in
association with Indian Institute of Chemical $echnology
4aunches transparent :otahaler! the world5s first such dry powder
inhaler device.
4aunches transparent :otahaler! the world5s first such dry powder inhaler
device.
%ecame the first company! outside the ?7) and @urope to launch.
C(C;free inhalers
MILESTONE OF CIPLA
.

+,-.
'r 1 ) "amied sets up 3$he Chemical! Industrial and harmaceutical 4a-oratories
4td.3 in a rented -ungalow! at %om-ay Central.

+,/+
)s the 7econd 8orld 8ar cuts off drug supplies! the company starts producing fine
chemicals! dedicating all its facilities for the war effort.

+,.0
7ets up first research division for attaining self;sufficiency in technological
development.

+,12
7tarts operations at second plant at <i&hroli! +um-ai! producing fine chemicals with
special emphasis on natural products.

+,13
Cipla manufactures ampicillin for the first time in the country.

+,40
7tarts )gricultural :esearch 'ivision at %angalore! for scientific cultivation of
medicinal plants.

+,41
Cipla launches medicinal aerosols for asthma.
+,32
8ins Chemexcil )ward for @xcellence for exports.

+,30
(ourth factory -egins operations at atalganga! +aharashtra.

+,3/
'evelops anti;cancer drugs! vin-lastine and vincristine in colla-oration with the
>ational Chemical 4a-oratory! une. 8ins 7ir C :ay )ward for developing inhouse
technology for indigenous manufacture of a num-er of -asic drugs.
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5LO6AL PRESENCE
@xports for the financial year ended +arch /1! 200= amounted to more than :s.
21!000 million. Cipla exports raw materials! intermediates! prescription drugs!
#$C products and veterinary products. Cipla also offers technology for
products and processes. $echnical &now;howMfees received during the year
2007;0= amounted to a-out :s. 1000 million.
Cipla5s manufacturing facilities have -een approved -y the following regulatory
authoritiesG
(ood and 'rug )dministration A(')B! ?7)
+edicines and "ealthcare products :egulatory )gency A+":)B! ?1
$herapeutic *oods )dministration A$*)B! )ustralia
+edicines Control Council A+CCB! 7outh )frica
>ational Institute of harmacy A>IB! "ungary
haramaceutical Inspection Convention AICB! *ermany
8orld "ealth #rganisation A8"#B 'epartment of "ealth! Canada
7tate Institute for the Control of 'rugs! 7lova& :epu-lic )><I7)! %ra,il
11

C7!a 7r$%uct" are 8$u(ht 89 $&er +42 c$u#tr9 !$cate% # the :$!!$;#( re($#"
CODE OF CONDUCT
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)s reEuired under revised Clause 6. of the 4isting )greement the following code of
conduct has -een approved -y the %oard of 'irectors and is applica-le to the 'irctors
and 7enior +anagement of the Company.
+< Ethca! c$#%uct
)ll directors and senior management employees shall deal on -ehalf of the Company
with professionalism! honesty! integrity as well as high moral and ethical standards.
7uch conduct shall -e fair and transparent and -e perceived to -e as such -y third
parties.
0< C$#:!ct $: #tere"t
)ny director or senior management employee of the Company shall not engage in
any -usiness! relationship or activity! which might detrimentally conflict with the
interest of the Company.

-< Tra#"7are#c9
)ll directors and senior management employees of the Company shall ensure that
their actions in the conduct of -usiness are totally transparent except where the needs
of -usiness security dictate otherwise. 7uch transparency shall -e -rought a-out
through appropriate policies! systems and processes.
/< Le(a! c$m7!a#ce
)ll directors and senior management employees of the Company shall at all times
ensure compliance with all the relevant laws and regulations affecting operations of
the Company. $hey shall a-reast of the affairs of the Company and -e &ept informed
of the Company5s compliance with relevant laws! rules and regulations. In the event
that the implication of law is not clear! the course of action chosen must -e
supported-y eminent legal counsel whose opinion should -e documented.
.< R(ht:u! u"e $: c$m7a#9" a""et"
)ll the assets of the Company -oth tangi-le and intangi-le shall -e employed for the
purpose of conducting the -usiness for which they are duly authori,ed. >one of the
assets of the Company should -e misused or diverted for personal purpose.

1< C$"t c$#"c$u"#e""
)ll the directors and senior management employees of the Company should strive for
optimum utili,ation of availa-le resources. $hey shall exercise care to ensure that
costs are reasona-le and there is no wastage. It shall -e their duty to avoid ostentation
1/

COMPANY 5ROWTH STRATE5Y
'evelopment of innovative drug delivery systems for new and existing active drug
su-stances continued to -e an integral part of the Company5s growth strategy.
8or& on new medical devices! mainly in the area of respiratory medicine!
progressed rapidly! as did its inhaled insulin pro2ect.$he Company has developed
a uniEue transdermal delivery system. It has already launched a spray patch for
testosterone and another for estradiol. #ther new developments include a novel
dry powder inhaler device and a uniEue single;action single;dose inhaler device.
Cipla has entered into a research agreement with )vestha *ngraine $echnologies
rivate 4imited! %angalore with the o-2ective of wor&ing on a colla-orative
-iopharmaceuticals development programme. $he partnership will focus on the
development of range of -iosimilar products for autoimmune disorders!
cardiovascular diseasesandca.
Dru( Prc#(:-
$he government5s drug pricing policy has a direct -earing on the health of the
domestic pharmaceutical industry. 8e understand that the policy is -eing loo&ed
into -y a *roup of +inisters A*#+B and we hope that! instead of ar-itrary drug
control measures! the *#+ would let free and fair competition determine drug
prices.$his will ena-le all Indians to have access to afforda-le healthcare<

OPPORTUNITIES:-
D$me"tc Mar=et":-
In the domestic arena! Cipla continued to maintain its leadership position. )gain! the
focus was not only on consolidating its existing -rands -ut also on introducing new
16

products and dosage forms. $he Company will aim to increase its penetration and
coverage for increasing its mar&et share further.
I#ter#at$#a! Mar=et":-
International -usiness is a ma2or thrust area for future growth. Cipla5s strategic plans
include partnerships and agency arrangements which will optimise the opportunities
in the international arena. resently!in the ?.7. alone! Cipla has partnerships with nine
companies for over 120 products.$he Company has filed over 100 'rug +aster (ile
A'+(B registrations in the ?.7. and over =0 in @urope.
)lready! Cipla has more than 0000 approvals for formulations in 7outh and Central
)merica! the +iddle @ast and )frica.
COMMUNITY CARE:-
#ver the years! Cipla has initiated several programmes to fulfil its corporate social
responsi-ility AC7:B. Cipla has provided afforda-le medicines for "I<M)I'7!
malaria! second;line $% and other diseases. $he Company5s anti;)I'7 drugs are sold
in more than 102 countries! as per data collected -y 8orld "ealth #rganisation
A8"#B and the Clinton (oundation. #ne out of every three "I< patients in the world
receiving treatment is on an anti;)I'7 drug manufactured -y Cipla.
Cipla has one of the largest portfolios of anti;malarial drugs and supplies more than
20 million anti;malarial treatments worldwide. Cipla has also partnered with
7chistosomiasis Control Initiative Aa pu-lic health programme -y the Imperial College
of 4ondonB for the control of the second most prevalent tropical disease in )frica after
malaria. In &eeping with the Company5s continuous endeavour towards the treatment
of neglected diseases Ausually diseases of the $hird 8orldB! Cipla has -een wor&ing
with 'rugs (or >eglected 'iseases Initiative A'>'iB! a *eneva;-ased research
10

organisation and +edecins 7ans (rontieres A+7(B! an independent humanitarian
medical aid agency! to develop new drugs for malaria and leishmaniasis A&ala a,arB.

Cipla has also 2oined hands with the Clinton (oundation to support its worldwide
paediatric "I<M)I'7 initiative. $his programme covers more than 60!000 infected
children. $he Company has provided su-sidised drugs! estimated to -e worth ?7' /
million.

)s of date! the Cipla (oundation5s alliative Care and $raining Centre in une has
provided comfort and solace to more than 0200 patients. Cipla also provides
medicines to treat over a million poor!aged patients in slums and villages. (or this
wor&! "elpage India has felicitated the Company with the 7ilver late )ward
2000;2009.

In addition! the Company continued to support the promotion of education and
community welfare! -oth directly and through its charita-le trusts.
Re"earch ' De&e!$7me#t
$he focus of the Company5s :&' efforts was on the following areasG
i. 'evelopment of new drug formulations for existing and newer active drug
su-stances! ii. 'evelopment of agrotechnology! genetics and -iotechnology for
cultivation of medicinal plants and isolation of active ingredients from plant materials.

iii. 'evelopment of new drug delivery systems for existing and newer active drug
su-stances as also newer medical devices.
19

iv. atenting of newer processesMnewer productsMnewer drug delivery systemsMnewer
medical devicesMnewer usage of drugs for -oth local and international mar&ets.
v. 'evelopment of new innovative technology for the manufacture of existing )Is
and their intermediates.
vi. 'evelopment of new products! -oth in the area of )Is as well as formulations!
specifically for export.
vii. 'evelopment of methods to improve safety procedures! effluent control!
pollution control! etc.
viii. ro2ects to develop )Is and formulations 2ointly with overseas companies!
ix. 'evelopment of products related to the indigenous system of medicines.

0< S$me $: the ma>$r 8e#e:t" %er&e% a" a re"u!t $: R'D #c!u%e:
< Succe"":u! c$mmerca! "ca!e u7 $: "e&era! #e; API" a#% :$rmu!at$#"<
ii. 'evelopment of new drug delivery systems and devices.
iii. Improved processes and enhanced productivity in -oth )Is and formulations.
-< Future 7!a# $: act$# G
$he Company will continue its :&' efforts in the various areas indicated in A1B
a-ove. $he ma2or thrust would -e on developing new products and delivery
systems<

17

1=

C7!a 7r$%uct" a#% t" c$m7ett$r" :$r ;hch I "ur&e9e%
C7!a Pr$%uct Ma>$r C$m7ett$r" 7r$%uct
?rimax 'yna press! <eltam! tamflow!
$amcontin! Contiflow
?rimax;d 'utas t !cotiflow d! veltam
plus
7ton;1 potrate! 1mac! 1cit! noculi
$erol la %i;spec! :oliten! $orE sr
)lfusin (lotral !)lfoo
)lfusin;d )fdura
?rivoid uroto

1.

O6)ECTI*ES
20

O6)ECTI*ES
Prmar9 O8>ect&e:
$o find out sales volume of urological drugs vis;N;vis competitor
$o find out doctors who prescri-es competitor product
7uggestion for the company from retailers
Sec$#%ar9 O8>ect&e:
$o increase their mar&et share -y approaching to doctors who prescri-e
competitors product.
$o have a good image in the eyes of retailers.
21

RESEARCH METHODOLO5Y

22

RESEARCH METHODOLO5Y
+< Re"earch Pr$ce""
1.(ormulation of the o-2ective of the study of the pro-lem
'esigining method for data data collection.
7electing the method si,e.
Collecting the data
:eporting and interpretation the finding
rocessing and analy,ing the data
(ind the conclusion
4imitation of study
Re"earch De"(#; ) Re"earch De"(# is simply the framewor& or plan of a study
that is used as guide in collecting and analy,ing the data. It is a -lueprint that is
followed in completing a study.
H) research design is the plan! structure and strategy of investigation conceived so
as to o-tain answers to research Euestions and to control varianceI.
$he research carried out is a %e"cr7t&e re"earch where the purpose is to go through
an intensive study of the target segment.
7ample design;I have done my survey in *ha,ia-ad and some of the selected
areas of >oida .
2/

Sam7!e tech#?ue";$he data has -een collected through random sampling from
the retailers of *ha,ia-ad and >oida.
U#&er"e S@e-
$he universe is the entire group of items the researcher wishes to study.
7ince my survey was confined to -e done in *ha,ia-ad and >oida. $his universe
si,e having a sample of 120 respondents.
+<DATA COLLECTION METHOD:

Prmar9 %ata G I have used primary data collection method to get
the response from the respondents.
Data C$!!ect$#
Collection of data through well framed Euestionnaire.
$hrough direct interaction.

Sec$#%ar9 %ata: Collected data from the Internet.
26

L"t $: *"t#( Reta!AMe%ca! St$re:
Me%ca! St$re A%%re""
'evil 7hree +edico <ashundhara
7hree 1rishna +edical "ospital <ashundhara
7urya +edical "ospital <ashundhara
:a2 +edios <ashundhara
<ashundhara +edicos <ashundhara
<ee;<ee Chemist <ashundhara
%havana <ashundhara
7hree "ari >ursing "ome atel >agar
*lo-e +edicine oint atel >agar
$yagi +edical 7tore atel >agar
%ala2i +edical atel >agar
4o&priya "ospital +aliwara Chau&
1alara +edical 7tore +aliwara Chau&
<erma +edico, +aliwara Chau&
:ana +edico, +aliwara Chau&
7an2ay +edical 7tore +aliwara Chau&
'iscount harmacy +aliwara Chau&
radeep +edical 7tore +aliwara Chau&
20

7arvodaya "ospital 1avi >agar
+edicine oint 1avi >agar
$he Chemist Corner 1avi >agar
?pchar +edico, 1avi >agar
*ha,ia-ad +edical 1avi >agar
ra&ash +edical 7tore 7hastri >agar
7an2eevan +edical 7tore 7hastri >agar
7upreme +edico, 7hastri >agar
7hivam +edical 7tore 7hastri >agar
Dash +edical 7tore 7hastri >agar
Dash +edical 7tore 7hastri >agar
:adhi&a +edical 7tore 7hastri >agar
%havana +edical 7an2ay >agar 7ec2/
7hivam "ospital :a2 >agar
+arigold Chemist :'C :a2nagar
*uardian harmacy :'C :a2nagar
1rishna +edico, :'C :a2nagar
%ala2i +edical 7an2ay >agar 7ec2/
7hyam "ospital 7ec.0 :a2 >agar
*argi "ospital 7ec.0 :a2 >agar
Cai %havani +edical *andhi >agar
7uper +edical 7tore *andhi >agar
+ehta +edical *andhi >agar
"arsh +edical *andhi >agar
%hagwati +edical *andhi >agar
29

>eE )m-e +edical *andhi >agar
Dashoda "ospital >ehru >agar
8adhwa +edical >ehru >agar
?ttam +edical >ehru >agar
)grawal +edical 7tore #ld %us 7tand
+ehra 7 7ons #ld %us 7tand
>agar +edicine 7tore #ld %us 7tand
7hu-h +edical 7tore #ld %us 7tand
)rihant +edical 7tore #ld %us 7tand
7ona +edical 7tore 7an2ay Colony +ohan >agar
*anesh +edical 7tore 7an2ay Colony +ohan >agar
'atta +edical 7tore )rthala +ohan >agar
4axmi +edical 7tore )rthala +ohan >agar
)mit +edical 7tore )rthala +ohan >agar
)nanad +edical 7tore )rthala +ohan >agar
>arinder +ohan "ospital )rthala +ohan >agar
)m-e "ospital :a2endra >agar 7hahi-a-ad
+.1. +edical :a2endra >agar 7hahi-a-ad
%rother +edical :a2endra >agar 7hahi-a-ad
7hree Ci +edico, :a2endra >agar 7hahi-a-ad
7eg +edico, :a2endra >agar 7hahi-a-ad
1amal +edical :a2endra >agar 7hahi-a-ad
ratap +edical 4a2pat >agar 7hahi-a-ad
Dugal +edical 4a2pat >agar 7hahi-a-ad
erfect +edical 4a2pat >agar 7hahi-a-ad
27

$ina +edico, 4a2pat >agar 7hahi-a-ad
:.). +edico, 4a2pat >agar 7hahi-a-ad
)m-a +edical 4a2pat >agar 7hahi-a-ad
>ew "ind +edical 7hyam ar& 7hahi-a-ad
>aamdhari +edical 7hyam ar& 7hahi-a-ad
<i&ash +edico, 7hyam ar& 7hahi-a-ad
$yagi +edical 7hyam ar& 7hahi-a-ad
:ahul +edico, 7hyam ar& 7hahi-a-ad
*upta +edical 7an2ay >agar 7ec2/
4alit +edical 7an2ay >agar 7ec2/
Chaudhari +edical 7an2ay >agar 7ec2/
1arti&ey +edical 7an2ay >agar 7ec2/
7an2eev medical 7an2ay >agar 7ec2/
?ttam +edical >ehru >agar
?ttam "ospital <i2ay >agar
7hivali& +edical 7tore <i2ay >agar
7hishodiya +edical 7tore <i2ay >agar
1rishna +edical 7tore <i2ay >agar
%havana +edical 7tore ratap <ihar
7harma +edical 7tore +odinagar
*anesh +edical +odinagar
'eep +edical Chopla +odinagar
)&shay +edical Chopla +odinagar
+u&esh +edical Chopla +odinagar
$anisha +edical 7tore Chopla +odinagar
2=

<ats +edical 7tore Chopla +odinagar
4alit +edical 7tore Chopla +odinagar
"arsh +edical 7tore Chopla +odinagar
*oel %andhu +edical 7tore Chopla +odinagar
>ational +edical 7tore Chopla +odinagar
>ew Indian +edical 7tore Chopla +odinagar
4o&priya "ospital Chopla +odinagar
Classic +edical 7tore >ear +etro "ospital >oida
7aaras +edical 7tore >ear +etro "ospital >oida
*uardaian harmacy <inaya& "ospital 7ec1. >oid
1ailash "ospital 7ec27 >oida
ra&ash "ospital 7ec/2 >oida
"oney +edico, 7ec/0 >ear 7ura-hi "ospital
*a"hu#%har
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Ch$;= =a&#a(ar
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42 1 +1/ +. +3 . /3 10 1- ++- .+ +2 +2 ./
2.


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A!:u"#-% A:%ura
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112

11/

RESULT AND
FINDIN5S
RESULTS AND FINDIN5S
116

?rimaxACiplaB is the mar&et leader in comparison to its
competitors and the ma2or competitors are 'yna press! <eltam!
Contiflow and (lodart.
?rimax;' ACiplaBis the mar&et leader in comparison to its
competitors and the ma2or competitors are <eltam lus! 'utas;$
and (lodart lus.
7ton;1ACiplaB is the mar&et leader in comparison to its competitors
and the ma2or competitors are otrate! 1cit and 1mac respectively
in *ha,ia-ad -ut in >oida 1mac is the mar&et leader.
#ur product $erol 4aACiplaB is least sold in comparison to its
competitors and the mar&et leaders are $orE sr and :oliten
respectively in *ha,ia-ad -ut the story is different in >oida where
$erol la is mar&et leader and :oliten is its competitor.
?rivoid ACiplaBis the mar&et leader in comparison to its competitor
and the ma2or competitor is ?rotone.
(lotral is the mar&et leader and our product )lfusinACiplaB is at the
second place in terms of sales.
)lfusin P'ACiplaB is mar&et leader and it has got no competitor as
such.
110

DOCTORS WHERE WE NEED TO PAY ATTENTION

DOCTOR NAME LOCATION
'r. an&a2 :ohella 1rishna hospital
<ashundhara
'r.an&a2 *arg <ashundhara
'r.7.1.Cain +aliwara chow&
'r.)nupam %ansal +aliwara chow&
'r.1amlesh mehra #ld %us 7tand
'r.7.2indal #ld %us 7tand
'r.C.+.*oyal >arinder +ohan
"ospital!+ohan
>agar
'r.>.1.7oni *andhi >agar
'r.:avi pra&ash 7harma *andhi >agar
'r.)shutosh mohan *andhi >agar
'r.7an2eev )garwal *andhi >agar
'r.'eepa& sharma ratap <ihar
'r.1.prasad ratap <ihar
119

'r.<.1.)garwal +odi >agar
'r.)vdhesh $omar +odi >agar
ATTA SEC< +3FNOIDAG
':. 7. C)I78)4 "D7ICI)>
':. *?4)% *?$) "D7ICI)>
':. 1.C. 7##' "D7ICI)>
':. 7)>C@@<
+)>*)4) "D7ICI)>
':. :)<I>':) 1?+): "D7ICI)>
':. ):<I>' *):* "D7ICI)>
':.1?4'@@ 1")$:I "D7ICI)>
':. 7.'@78)4 *D)>)C#4#*I7$
NITHARI SEC< -+
':. 7. *?$) "D7CI)> & 7?:*@#>
': . :)+@7" 1?+): *@>@:)4 "D7ICI)>
':. .C. C")?'"):I *@>@:)4 "D7ICI)>
117

':.$.:. 1)4:) *@>@:)4 "D7ICI)>
':. +)>I7" <)I7" "D7CI)>
':.<.. 7I>*" *@>@:)4 &4@:#7C#IC 7?:*@#>
11=

LIMITATIONS
11.

Lmtat$#" $: the "tu%9
1.>on cooperative -ehavior of the retailers.
2.>o response during pea& hours.
/.'ata was very scattered so it was very difficult to conclude the result.
6.$hings are -ased on the retailers response so any false information may change the
result of the study.
0.+edical representatives play a very vital role in the sales of medicines.
9.*ift and other pac&age provided -y companies to the doctors encourage them to
prescri-e the particular -rand.
120

121

CONCLUSION
122

C$#c!u"$#
$his was the first time I was in mar&et so it was a great experience for me to wor& a
great company li&e cipla. during this pro2ect I came to &now how to convince other
12/

person and what is the ground reality of mar&et and how it is different from classroom
sessions.'uring this I also &new a-out where the drugs are sold mostly and how
retailers play vital role in the sales of particular -rand of product on their counter and
how medical representative wor&s in the mar&et effectively and efficiently. )fter the
pro2ect I come to &now various players of the pharma industry and how it wor&s.Cipla
have ma2ority of mar&et share in *ha,ia-ad and >oida in H?rological 'rugsI. Cipla
is well &nown -rand so it has got a very positive image in the minds of retailers and
consumers as well.
126

120

%I%4I#*:)"D
129

6I6ILIO5RAPHY
8e- 7itesG
www.iloveindia.com
www.google.com
%oo&sG
C.:.1othari :esearch +ethodology
hilip 1otler +ar&eting
127

>ews paperG
$he @conomic $imes
12=

12.

HUESTIONAIRE
1/0

HUESTIONAIRE
7urvey for sales of cipla as compared to competitor
>ame of shop G
)rea
'ateG
1. '# you have urimaxAciplaBQ
AaByes A-B >o AcB>o stoc&
2.Could you please tell me the sales of urimaxQ
/.which of the following -rands do you haveQ
AaB <eltam A-B'yna press AcB$amcontin
1/1

AdB$amflow AeBContiflow AfB)ny other
6. Could you please tell me the sales of a-ove productsQ
0.'# you have urimax;d AciplaQ
AaByes A-B >o AcB>o stoc&
9.Could you please tell me the sales of urimax;dQ
7.which of the following -rands do you haveQ
AaB'utas t A-Bcontiflow d AcBveltam plus
AdB)ny other
=. Could you please tell me the sales of a-ove productsQ
..'o you have ston 1 AciplaQ
AaByes A-B >o AcB>o stoc&
10.Could you please tell me the sales of ston 1Q
11.8hich of the following -rands you haveQ
AaBpotrate A-B &mac AcB&cit
AdBnoculi AeB)ny other
12. Could you please tell me the sales of a-ove productsQ
1/.'o you have )lfusin AciplaBQ
AaByes A-B >o AcB>o st
16.Could you please tell me the sales of )lfusinQ
10.8hich of the following -rands you haveQ
AaBflotral A-Balfoo AcB)ny other
1/2

19.Could you please tell me the sales of a-ove productsQ
17.'o you have )lfusin;d AciplaBQ
AaByes A-B >o AcB>o stoc&
1=.Could you please tell me the sales of )lfusin;dQ
1..8hich of the following -rands you haveQ
AaBafdura A-B)ny other
20.Could you please tell me the sales of a-ove productsQ
21.'o you have urivoidAciplaBQ
AaByes A-B >o AcB>o stoc&
22.Could you please tell me the sales of urivoidQ
2/.8hich of the following -rands you haveQ
AaBurotone A-B)ny other
26.Could you please tell me the sales of a-ove productsQ
20.'o you have terol laAciplaBQ
AaByes A-B >o AcB>o stoc&
29.Could you please tell me the sales of terol laQ
27.8hich of the following -rands you haveQ
AaBroliten A-B)ny other
2=.Could you please tell me the sales of a-ove productsQ
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