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A
PROJECT REPORT
On
“MARKET RESEARCH FOR AVISHAI LIFESCIENCE Pvt. Ltd.”
SUBMITTED TO,
UNIVERSITY OF PUNEIN PARTIAL FULFILLMENT OF TWO YEARS FULL TIME
MASTERS DEGREE IN BUSINESS ADMINISTRATION
(MBA)
(MARKETING)
SUBMITTED BY,
SONALI PRASAD(BATCH: 20010-12)
ROLL NO. A-39
JSPM’S KAUTILYA INSTITUTE OF
MANAGEMENT AND RESEARCH,WAGHOLI, PUNE-412207
ACKNOWLEDGEMENT
1
This seems to be opportune moment for me to express my feelings towards all those who have untiringly helped me in the completion of my project work. I would like to place on record deepest sense of gratitude to my guide.
Mr. Abhijeet Ghorpade (Regional Business Head, Avishai Life science Pvt. Ltd.) & Mr. Nithin Athare (Regional Manager, Avishai Life Science Pvt. Ltd.) has given this challenging opportunity and his precious time to show my efficiency and efforts. Also thanks for their valuable guidance, endearing attitude, motivation and sharing friendly rapport.
The very outset I take the opportunity to express my deepest gratitude and heartily thank to Mrs. Prabha Sharma (Director, KIMR, Wagholi, Pune ) and my project guide Mr. Yuvraj Vaidya, for their valuable guidance from the day one and encouraging me time to time.
Last but not least, I extremely appreciate the benevolence to all the Executives of the Avishai and my Friends who have helped me in achieving the desire result.
D E C L A R A T I O ND E C L A R A T I O N
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I, the undersigned, Miss. Sonali Prasad do here by declare that the project report
entitled “Market research for Avishai Lifescience Pvt. Ltd” is a research work made
for “Avishai Lifescience Pvt. Ltd, Pune” genuine and benefited work presented by me
under the guidance internal project guide.
The empirical findings in this project report are based on the data collected by me. The
matter presented in this report is not copied from any source. I understand that any such
copy is liable to the punishment in way the university authority deems fit.
The work has not been submitted for the award of any degree or diploma earlier to University of Pune, Pune or any other universities.
The Project Report is submitted to Pune University, in the partial fulfillment of the
Master’s Degree course in Business Administration.
Date: Signature
Place: Pune
(SONALI PRASAD)
PREFACE
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Corporate world is operating in an environment that is turbulent and ever changing. In this environment information is crucial to compete successfully in the market, where the market research plays an important role as it provides various information about the market to the company and facilitates strategic decision-making so that the organization may achieve its objectives.
CONTENTS
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Sr. No. Contents Page No.
1 Executive summary
2 Objectives and scope of the project
3 Company Profile
4 Product Profile
5 Theoretical Background
6 Research Methodology
7 Data Analysis and Interpretation
8 Observations
9 Limitations of the project
10 Conclusion and Suggestions
11 Annexure
12 Bibliography
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EXECUTIVE SUMMARY
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EXECUTIVE SUMMARY
TITLE OF THE PROJECT:
“Market research for ‘Juwel’ at Avishai Life science pvt. ltd.”
AREA OF SURVEY:Various part of Pune city such as Pimpri, chinchwad, Akurdi, Nigdi, Bhosri, Morwadi, Kalewadi etc.
The Need of the Study:The project was undertaken at Avishai Life science.
1. To identify the awareness and increase in sale of avishai products.2. To know the demand of Juwel in the Pune market.3. To know its market in comparison with its competitors.
Brief about the Project:
The Project was undertaken at Avishai marketing division, Pune area and done in two phases. In first phase a survey was carried out to identify and create the brand awareness of Avishai medicines.
In second phase a survey was done to analyze the sales and availibilty
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OBJECTIVES AND SCOPE OF STUDY
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OBJECTIVES
Following are the objectives of the project:-
1. To study the awareness of Avishai in the market.
2. To analyses the sale of the product in PCMC area.
3. To identify the target market and competitor’s for Juwel.
4. To take feedback on the price
5. To identify the competitors
6. To know the reasons or the problem faced by Avishai.
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INTRODUCTION TO PHARMA INDUSTRY
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INTRODUCTION TO THE INDUSTRY
PHARMA INDUSTRY OVERVIEW-
The Indian Pharmaceutical Industry today is in the front rank of India’s 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 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 injectibles. 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.
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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.
ADVANTAGE IN 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.
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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.
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 Rs. 260 billion in the financial year
2009, which accounts for merely 1.3% of the global pharmaceutical sector. Of this, bulk
drugs will account for Rs 54 billion (21%) and formulations, the remaining Rs 210 bn
(79%). In financial year 2009, imports were Rs 20 billion while exports were Rs. 87
billion.
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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 after 2005. 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.
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
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COMPANY PROFILE
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COMPANY PROFILE
There are two ways to live life; one as though nothing is a miracle, the other is as though evrything is a miracle: ALBERT EINSTEIN(1879-1955).
Indian pharmaceutical market is likely to triple by 2015.
Rural india will account for nearly one third of consumption growth over the next two decades, therefore rural market penetration is important because of huge untapped market, increasing disposable incomes of households, increasing awareness and willingness to pay for healthcare. Need is to shift focus from market share to market creation and adopt new and different business model, sustain product access, strengthen sales and marketing capabilities.
A new star is born “Avishai life science Pvt. Ltd.”
Avishai meaning gift from God, a company incorporated in January, 2010 with the objective of reaching out to extra urban markets and provide quality brands and unmatched quality services.
Purpose would be to create and retain life time customers by building on a differential business module and foster Enterpreniual spirit.
Our success formula would be to, live like a Lion in a town; rather than a mouse in a city, and have colleagues with competence, consistency and character. Team work would be key to corporate governance and to get things done.
MISSION:
To provide integrity and reliability in the services rendered to medical fraternity in particular and to our entire society in general. Service unmatched by competitors.
To encourage creativity and innovation, this will be the natural extension of our enthusiasm to be ahead of our competition in extra urban market.
CORE VALUES:
Customer and quality focus: Prospect, Brands and Services. Passion for Performance and Progress. Speed & Simplicity: Simple and Effective Operative Process. Establish Trust with Candor, Transparency and Credit Reward and Recognition: Inspire and Celebrate success.
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VISION:
To deliver sustainable value to patients and other stake holders, by fostering an enduring customer relationship and creating a focused and agile business team.
Avishai is a unichem based company. Only the production activity is carried out in unichem. Whereas all the activities such as research and development, labeling, packaging and marketing is done by Avishai.
For Avishai quality is the most important and an integral part for its success.
“The best advertisement is a good product.”
Quality isn’t something that can be argued into an article or promised. It must be put there. If it isn’t put there, the finest sales talk in the world won’t act as a substitute.
STATEWISE DEPLOYMENT:-
State Budgeted TM RBH BH/SH Grand TotalMaharashtra/Goa/Karnataka
36 7 1 44
Chhatisgarh/M.P 8 1 1 10Jharkhand 8 1 0 9Bihar 15 3 1 19U.P East 10 2 1 13Orissa 8 2 0 10West Bengal 16 2 1 19Total 101 18 5 124
FUTURE SALE:-
Sale to be built up with every span.
Rs. Crs. Span1 Span1 Span1All India Total 3.6Cr 4.2Cr 4.2Cr
ACHIEVEMENTS:
The biggest achievement is to earn 2.5 crore in the first 100 days. Also the biggest achievement is to earn 3crore from the single product
“Alizwel” in the first year. One of the block buster product. All territories and market to surpass 1lac plus by end of span1 Have improvised focus on Block Buster Brands and establish them.
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Increased productivity through optimum coverage and quantitative & qualitative work standards.
Increased productivity by enhancing availability in markets represented. Have provided and implement innovative marketing strategy and service
which optimizes In-Clinic performance and thereby Doctor’s Productivity and Contribution.
STATE WISE CONTRIBUTION:
0-30%; 6%
30-60%; 45%60-80%; 36%
80-100%; 13%
CUSTOMERS COVERAGE PLAN:
Doctor List: 2011-2012
This Doctor List would include total 75 doctors having total calls and expected business as follows:
For Territory Manger
Class Number Of Doctor’s
Number Of Visits per month
Number of Calls per month
Expected Business(Per Doctor-per Month)
Platinum 5 4 20 10,000Gold 20 3 60 5000Silver 50 2 100 500
Total Number 180
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of Calls:
In addition to this Every Business Head and Regional Head should have minimum 20 Titanium doctors giving business above Rs. 20,000/-per month.
75 doctors are divided as follow:
Gynecologist-25
Top General Physician-30
Physician-10
Others-10
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PRODUCT PROFILE
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PRODUCT PROFILE:
I. NUTRACEUTICALS:
a) JUWEL :- It is a comprehensive every day food supplement that has a balanced mixture of vitamins, minerals and ginseng. Ginseng is a herbal extract, normally used to added energy and well being. Juwel , is balanced mixture rejuvenates and strengthens body organs and helps maintain excellent health.It is a combination of Ginseng, multivitamin with minerals softgels.DOSAGE: - Just one capsule a Day.
b) MECHIKO :- It is a combination of methylcobalamine, Alpha lipoic acid, Vitamin B6, Benfothiamine, folic acid. BENEFITS: It is used as a treatment for diabetic neuropathy, also used as an antioxidant and energy booster, and increases production of RBC.
c) LOCOMO :- It is the combination of pregabalin 75mg, methylcobalamine 750mcg, alpha lipoic acid 100mg, folic acid 75mg, vitamin B6 1.5mg.BENEFITS: It basically helps to overcome painful neuropathy, It reduces glucose level and helps in diabetic neuropathy, and relieves neurological symptoms like pain tingling.DOSAGE: - 1 capsule/day.
d) CASELLZ :- It is composed of Calcium carbonate 1250mg, magnesium hydroxide 216mg,(eq to elemental monohydrate)100mg, Zinc sulphate monohydrate 11mg, (Eq to elemental zinc)4mg, Vitamin D3.BENEFITS: It helps to build and maintain healthy bones and strong teethalso used by the body to help and maintain muscles, bones nerves and also energy metabolism and protein synthesis. Reduces incidences of PIH and enhances absorption of calcium.DOSAGE: - 1 tablet/day.
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e) ALIZWEL:- It is a comprehensive combination of multi vitamin, minerals, Anti Oxidants with zinc also include
Lycopene Preparation USP (6%) 15 mg Calcium Ascorbate USP 50 mg Green tea Extracts (60% eq to polyphenol) 150 mg Beta Carotene (30% Dispersion) 10 mg Refined Wheat Germ Oil BP 25 mg Zinc Sulfate Monohydrate USP 27.45mcg Selenium Dioxide monohydrate USP 75 mcg Ubidecarenone BP (Coenzyme Q-10) 10 mg Docosahexaenoic Acid 60 mg Omega 3 Marine Triglycesde providing 90 mg
Ecosapentaenoic acid BENEFITS: Lycopene reduces oxidative stress to improve vascular compliances.There is 51% reduction in PIH and IUGR.Helps in improving quality of life.DOSAGE: - 1 capsule/day 10ml/day
f) NU APLEZ :- It is used for post natal care, general weakness, fatigue and anaemia.It is a combination of:-Ferrous Ammonium Citrate 110mgFolic Acid IP 1.5mgVitamin B12 IP 15mcgPyridoxine hydrochloride IP 1.5mgSorbitol Sol 70% 10%w/vBENEFITS: - Ensures faster and consistent hemoglobin rise Assist overcome weakness, fatigue and anaemia.DOSAGE: - 10ml/day.
g) APLEZ : - It is a combination:-Ferrous Fumarate 300mg (equal to 100mg of elemental iron)Folic Acid IP 1.5mgVitamin B6, B12, & Vit. CZincBENEFITS: - Enhance faster and consistent Haemoglobin.
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Postnatal care, general weakness, Malaise. Convalescence, Post Accident Trauma, Anaemia.
DOSAGE: - 1 capsule/day
h) PROWISE : -It is a combination of:-Whey protein DHAEPAVitamins(C, A, E, B1, B2, B3, B6, D3, B9, B12)BENEFITS: - Soya Protein: Contains all the amino acids essential to human nutrition DHA: Enhances and improve visual acuity & cognitive development essential for pre & post natal brain development.DHA & EPA: Enhance quality of life Lower risk of premature death.
II. Women health
a) CLIYER: -It is a combination of:Clindamycin Phosphate 100mgClotimazole 100mgLactic acid bacillus 1.5 B.SBENEFITS: - Clindamycin Phosphate: Highly effective in treatment of bacterial vaginosis Reduce prematurity 7 late miscarriages.Clotimazole: Broad spectrum anti-fungal activity Offers complete relief from candiasis symtoms.Lactic acid bacillus: Normalies vaginal flora
Enhances immunityPrevents relapse or recurrence.
b) BLUMAX: -It is the combination of:Ashwagandha 4.17 gmMusta 4.17 gmGajapippali 4.17 gmLodhra 4.17 gmKasis 4.17 gm
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BENEFITS: -It is the total bust care formula. Helps in solving the problem of mastalgia, sagging, tenderness, development, firming & toning.Contains no hormones, no estrogen and has no adverse reactions.
III. GASTROINTESTINAL
a) GOLDILOC-D: -It is the combination of:Rabeprazole sodium (as enteric coated pellets) 20mgDomperidone 30mgBENEFITS: Is indicated for the relief of symptoms of dyspepsia, GERD, Nausea associated with acid peptic disorders Post operative nausea and vomiting chronic gastritis
b) TOPZYME: -It is the combination of:Fungal diastase 40mgCinnamon oil 250mcgCaraway oil 500mcgCardamom oil 500mcgBENEFITS:Improve digestion, promotes good healthDelicious pineapple flavor to improve compliance.
c) AXEPIL: - It is the combination of:Patha, Sunthi, Yavani, Bilvamajja, Nagkesar, Chitrak.BENEFITS: Relieves pain, stop the bleeding, helps avoid surgical intervention and ensures complete recovery.DOSAGE: 2 tablets 2-3 times in a day before meals.
IV. ANTIBIOTIC: -
a) AMORY: -
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It is the combination of: Amoxycillin Trihydrate 500 mg Clavulanate Potassium 125 mgBENEFITS:Empirical treatment, resistant pathogens, extended activity against K. Penumonia & B. Fragilis, well tolerated and high cure rate.DOSAGE: 1 tablet/day
b) AURIZ: -It is the combination of:Azithromycin Dihydrate 500mgBENEFITS:One of the best antibiotic with proven result. More effective against certain gram negative bacteria particularly Haemophilus influenza.DOSAGE: As directed by physician.
c) CEFIREZ:It is the combination of Cefixime 200mg.Cefixime, is oral cephalosporin, kill bacteria by interfering in the synthesis of the bacterial cell wall.Cefirez, provides the advantage of most powerful third generation oral cephalosporinDOSAGE:Cefirez, is usually taken once a day or every 12 hours (twice a day) for 5-14 days.
d) Orindaz:It is the composition of:Ofloxacin 200mgOrindazole 500mgBENEFITS: In Diarrhoea, Dysentry, & GastroenteritisDOSAGE: As directed by physician.
e) OFENZ: -It is the combination of ofloxacin USP 200mg.BENEFITS:100% Success Rates including resistant casesHigh tissue penetrationSignificant post antibiotic effect
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DOSAGE: As directed by the physician.
THEOROTICAL BACKGROUND
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RESEARCH METHODOLOGY
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RESEARCH METHODOLOGY
1. Nature of research –Descriptive
2. Research approach- Sample survey
3. SAMPLE SIZE – 100 No.
4. Method of research – Questionnaire
5. Research Instrument - Random Sampling
6. Findings
7. Suggestions
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RESEARCH METHODOLOGY
Research methodology is a way to systematically solve the research problem. It might
be understood as a science of studying how research is done systematically &
scientifically. In it we study the various steps that are generally adopted by a researcher
in studying his research problem along with the logic behind them.
Researcher also need to understand the assumptions underlying various techniques they
need to know the criteria by which they can decide that certain techniques & procedures
will be applicable to the certain problems and other will not.
The scope of research methodology is wider than that of research method. Thus when
we talk of research methodology we will not only talk of the research method but also
consider the logic behind the methods we use in the context of our research study and
explain why we are using a particular method or techniques and why we are not using
others so that the research result are capable of being either by researcher himself or
others. Why a research study undertaken, how the research problem has been
undertaken, how the research problem has been define, in what way and why the
hypothesis has been formulated. What data have been collected and what particular
method has been adopted why particular techniques of data collections has been used
and a host of similar other questions are usually answered when we talk of research
methodology concerning a research problem or study.
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In research methodology, research process, research design, sampling design method of
data collection is used in this project.
RESEARCH PROCESS
Research process consist of action or steps necessary for effective carry out research and
the desired of this steps-
1. Formulating the Research problem- The best way of understanding the problem
is to discuss it with ones own colleagues or with those having some expertise in the
matter.
2. Extensive Literature Survey- After formulating the problem a brief summery of
its should be written down. At this function research should undertake extensive
literature survey concerned with the problem.
3. Development of working hypothesis- After extensive literature survey,
researcher should state in clear terms the working hypothesis.
4. Preparing the research design- The research problem has bee formulated in
clear cut terms. The researcher will be required to prepare a research design. Basically
there are three types of research design.
- Exploratory research design.
- Descriptive research design.
- Hypothesis testing design.
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5. Determining the sample designs- All the items under consideration in any field
of inquiry constitute a universe or population. There are two types of sampling method
are used to design sample.
- Random sampling
- Non random sampling
RESEARCH DESIGN
A research design is the arrangement of conditions for collection and analysis in a
manner that aims to combine relevance to research purpose in economy in procedure.
In this research project descriptive research design are designed. Because descriptive
research studies are those studies which are concerned which describing the
characteristics of particular individual or a group.
And it is used as-
- Formulating the objective of the studies.
- Designing the methods of data collective
- Selecting the sample
- Collecting the data
- Processing and analyzing the data
- Reporting the finding
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SAMPLE DESIGN
To prepare sampling design we should follow these points.
1. Type of universe
2. Sampling unit
3. Source list
4. Size of the sample
5. Parameters of interest
6. Budgetary constraint
7. Sampling procedure
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METHOD OF DATA COLLECTION
In this research project simple questionnaire method are used. Questionnaire method is
that method where a questionnaire is gives to the person which is concerned with the
topic and request to fill up this questionnaire.
A questionnaire consists of a number of questions printed in a definite order on a form.
ADVANTAGE OF QUESTIONNAIRE METHOD
1. There is low cost when the universe is large and is widely spread geo graphically.
2. It is free from the bias of interviewer.
3. Large sample can be made use of and thus the
4. Respondent has adequate time to give well thought answers.
Marketing research has become most important tool for decision making in the field of
marketing due to the following reasons.
Marketing is a media to fill the gap between products and consumers.
Business environment is changes very rapidly which needs to continuous
modification and improvement.
It provides correct and reliable information about customer, competitors and ones
own activities to the manager, so that the huge amount spent on marketing
activities to be utilized properly.
Since modern business is customer oriented, it (MR) provides the producer a
systematic and analytical approach based on assessment on customer
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requirements, which helps the producer in maximization of net profit by
producing such products that fulfill the customer’s utmost level of satisfaction.
Thus marketing research is a systematic gathering, recording and analysis of data about
the problem facing the company. It helps the marketing manager to develop and analyze
new information, which is further helpful in developing marketing strategy. Now it can
be said that marketing research covers a very wide variety of activities ranging from
analysis of marketing potential and market share to studies of customers satisfaction and
purchase intention.
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COLLECTION OF DATA
DATA SOURCE: The various source of information can be broadly divided into two
categories.
Primary source
Secondary source
Primary source: Sources from where first hand information is gathered directly are called
PRIMARY DATA. In case of the above study, companies provided primary only used for
collecting data
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DATA COLLECTION METHOD
The following method is widely used for collecting data:-
Questionnaire
In the above-mentioned method, questionnaire methods were mainly used for the
undertaken topic. Survey method was mostly used for collecting data through
Questionnaire study with the helped of the framed questionnaire. regarding survey a detailed
study are conducted which is consists of areas covering of all the aspects of corporate sector,
this survey is also includes the detail understanding of all the competitive brands of
Ranbaxy Volini through the framed questionnaire to understand the physiology of the
competitors, further, an study will be conducted of own walk in different companies to
identify the hidden opportunities in the near by areas, according to the need and permission
of the very organization on behalf on which I was appointed for the survey.
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DATA ANALAYSIS AND
INTERPRETATION
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QUESTIONNAIRE
1) Are you aware of Avishai Life Science Pvt Ltd.Yes No
Sr. No. Particulars Response Percentage
1 Yes 65 65%
2 No 35 35%
Total 100
12%
88%
Percentage0-30% 30-60%
Interpretation:
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65% of the chemists are aware of Avishai lifescience whereas only 35% of chemist are unaware of it.
2) Do you sell the avishai product?Yes No
Sr. No. Particulars Response Percentage
1 Yes 55 55%
2 No 45 45%
Total 100
12%
88%
Percentage0-30% 30-60%
Interpretation:
From the above chart it is clear that 55% of the market consume the product of Avishai, whereas 45% of the chemists do not sell it.
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3) Which product do you sell the most?
Sr. No. Product name Response Percentage
1 Alizwel 28 28%
2 Nu-Aplez Syp/Caps
15 15%
3 Auriz 14 14%
4 Orindaz 16 16%
5 Juwel 16 16%
6 Amory 07 7%
7 Others 04 4%
Total 100
68%
12%
20%
Chart TitlePrescription Medical representative AdvertisementQuality
Interpretation:
From the above chart it represents that the product alizwel is going well in the market 28% of the chemist sell this product also 15% Nu-Applez is being sold in the market, 14% auriz, 16% Orindaz, 16% juwel, 7% amory and 4% of the other product are sold in the market.
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4) How many prescriptions do you get in a day?1. 0-22. 2-53. 5-104. More than 10
Sr. No No. Of Prescription
Response Percentage
1 0 9 9%
2 15 45 45%
3 5 - 10 30 30%
4 More than 10 6 6%
Total 100
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5) Is the product is available to you on time?1) Always2) Sometimes 3) Never
Sr. No. Availability Response Percentage
1 Always 75 75%
2 Sometimes 20 20%
3 Never 5 5%
Total 100
52%
4%
43%
PercentageHigh price Product quality Heavy competition
Interpretation:
The above chart represents that 75% chemist says that the product is available always on time, whereas 20% says that only sometimes the product is available on time and only 5% says it is never on time. Availability is more.
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6) Do you think that advertisement affects the sale of medicines?1) 0-30%2) 30-60%3) 60-80%4) 80-100%
Sr. No Affects on sale Response Percentage
1 0-30% 6 6%
2 30-60% 45 45%
3 60-80% 36 36%
4 80-100% 13 13%
Total 100
6%
45%36%
13%
Percentage0-30% 30-60% 60-80% 80-100%
Interpretation:
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The above chart represent that 45% chemist agree that 30-60% sale is affected by the advertisement, whereas 13% thinks that only 0-30% sale is affected by the advertisement.
7) Reason behind the sale of juwel?1) Prescription2) Medical representative3) Advertisement4) Quality
Sr. No. Reason Response Percentage
1 Prescription 68 68%
2 Medical representative 12 12%
3 Advertisement 0 0%
4 Quality 20 20%
Total 100
68%
12%
20%
PercentagePrescription Medical representativeAdvertisement Quality
Interpretation:
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The above chart represent that the sale of juwel is more because of prescription whereas 20% is due to its good quality and 12% is due to the efforts of MR. And 0% sale is because of advertisement.
8) What are the drawbacks of avishai products?1) High price2) Product quality3) Heavy competition4) Lack of promotion
Sr. No. Drawbacks Response Percentage
1 High price 48 48%
2 Product quality 4 4%
3 Heavy competition 40 40%
4 Lack of promotion 8 8%
Total 100
Percentage
High priceProduct qualityHeavy competitionLack of promotion
Interpretation:
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The above chart represent that the main problem that avishai is facing
is due to heavy competition and the high price of the product. Only 8%
and 4% population says that the problem is due to lack of promotion
and low quality.
9) How many prescriptions due you get in a day for juwel?
1. 0-2
2. 2-5
3. 6-7
4. More than 7
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e
1 0
-
2
48
2 2
-
5
3 6
-
7
4 M
o
r
e
t
h
a
n
7
T
o
t
a
l
1
0
0
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10) Who are the target customer for juwel?
1. Men
2. Women
3. Both
4. children
Sr. No. T
a
r
g
e
t
C
u
s
t
o
R
e
s
p
o
n
s
e
P
e
r
c
e
n
t
a
g
e
50
m
e
r
1 M
e
n
4
1
4
1
%
2 W
o
m
e
n
3
8
3
8
%
3 B
o
t
h
2
1
2
1
%
4 C
h
i
l
d
r
e
n
0 0
%
51
T
o
t
a
l
1
0
0
41%
38%
21%
PercentageMen Women Both Children
Interpretation:
From the above graph it shows that the target customer for men is 38% women and 41% men whereas 21% says that is for men and women both. But this product is not for children.
Observation
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OBSERVATIONAccording to the data analysis of my survey the following points are shorted out by me
regarding the Avishai brand and for product juwel:
According to the research most of the chemists were aware of Avishai life science pvt. ltd. And also about its product and also its new product juwel.
Also it shows that alizwel is the block buster product for them earning highest return from it.
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From the research it shows that revital a product of Ranbaxy is the biggest competitor for juwel. As both are targeting the same market and are almost same.
Avishai product is made available to the chemist on time.
For them quality is the best advertisement.
Juwel is for men and women both but not for children.
The sales of Avishai is affected due the heavy competition from the companies like cipla, Ranbaxy, piramal and other small industries.
For juwel the whole selling is depended on the doctor’s prescription only. So doctor’s must persuaded well.
Limitations
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LIMITATIONS
Despite the possible efforts in concluding the research, they were some unavoidable
situations, which limited the scope of the project.
The study was restricted to PCMC area only
Time was the biggest constraint as all questionnaires were to be filled in person to
actual views, but all efforts were made to get information relevant to the research.
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There may be some diversions in views as some people might give false information
in questionnaire, as they might not be in filling the form.
The sample size of 100 is small so there may be difference in the reality and the
findings.
Collecting information during the working hours was also very difficult.
Suggestions
56
Suggestion
1) The company should focus more on the MR activity as the whole sales are depended on it.
2) Also the company should manage is pricing strategy effectively as sales are effected due to it.
3) The company should also focus on the advertisement as a proper advertisement can boost the sale.
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4) The price of juwel as compare to its competitor’s product is much higher which again creates obstacles in its sales. Price should be maintain.
5) More and more promotion activity should be done.
Conclusion
58
The project on corporate marketing gives the deep understanding of all the aspect of
corporate marketing, which covers all the key area of selling along with all the glamour
features such as brand reflecting, ambience, soothing music, staff with the apt attitude to
provide all the comfort required by the customers. I have tried my level best to cover all the
aspect of corporate marketing survey of Avishai and its product juwel along with the
competitor’s analysis. Inspite of some limitations, the project is completed covering the
detail study of marketing survey.
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Really, this project was like a challenge for me, I have accepted and
completed with the best of my efforts, knowledge and skills. The study
gives some of the conclusion, which is follows:
1) Being a new company Avishai has achieved huge success in its 1st year which is its greatest achievement.
2) It has built a brand for himself in the market with the help of its team work, determination, quality product and hard work.
3) Some of its products are doing well in the market.4) The products are liked and are accepted due to its good quality and advantage to the
customers5) Competition in the pharma market.6) Prices for some of the product are very high.7) Juwel has slow growth due to the presences of revital in the market.
8) Price is an important factor, which influences the purchase decision of the users.
9) Users are very conscious in using the pharma product.
Bibliography
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www.google.com
www.avishai.in
www.yahoosearch.com
Philip Kotler Marketing Management.
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