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MSRIM ,BANGALORE

CHAPTER-1

INTRODUCTION

TO THE

INDUSTRY



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Executive Summary

Industry Analysis

With over 25 million people around the world in contact lenses, there is not much of asurprise that eye care has developed an industry for itself. New advances, new companies,and new brands making its presence felt in stores and eye care all over the world. What arethe best contact lenses to match your personal requirements? The answer of this question isquite straightforward. Keep in mind that only your eye care professional can tell you what isideally suited for you, but here are some new advances in eye care that will help you stayinformed when it‟s time to make your decision. Eye care value sales reached Rs257 millionin 2009. Growth in eye care has been driven by the rising incidence of dryness and infectionin urban areas, caused by polluted air and heavy usage of computers. Rising consumerawareness of the effectiveness of eye care products has also driven growth. Euro-monitorInternational's Eye Care Products in India report offers a comprehensive guide to the size andshape of the market at a national level. It provides the latest retail sales data 2005-2009,

allowing you to identify the sectors driving growth. Forecasts to 2014 illustrate how themarket is set to change.

Eye Care in India

The cost different for most eye care procedures vary as high as 8-10 times from that of USAand UK.

Some of the treatments available are: Eye Lasik Refractive Packages Lasik Eye Surgery Eye Care Treatment Lasik Treatment Refractive Surgery India Laser Refractive Surgery Refractive Eye Correction Package Natural Eye Care Treatment Vision and Eye Care

Eye Refractive Care Packages



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Porter‟s Five Forces Analysis of the Steel Industry and Firm level Capabilities Analysis

Competition in the industry

Indian companies need to attain the right product-mix for sustained future growth. Corecompetencies will play an important role in determining the future of many Indian eye careindustry in the post product-patent regime after 2010. Indian companies, in an effort toconsolidate 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.

Potential of new entrants into industryThe threat of new entrants into the eye care industry is very low because of the high costsrequired to enter the industry. Even though the economies of scale for production may not bevery significant, other barriers to entry are highi. To develop new drugs is a very costly and

timely process that requires a lot of research and development. Along with high R&D costs,the heavy regulation of the eye care industry is another barrier to entry. All drugs and



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chemicals used need to be approved by the Food and Drug Administration (FDA), and whenthe drugs are not approved the time and money used to develop them is lost by the firm. Thestandards are very strict, starting with preclinical testing by the FDA, then clinical (human)testing and finally the firm applies to the FDA for final approvalii. Another regulation present

is that of patents, which generally last about 20 years, and these products are protected by thefirm that created them. Patents are a huge barrier for new firms trying to enter the market andare very discouraging. The established firms have differentiated from one another andconstructed strong brand names with loyal customers, making it hard for new companies tobuild up a brand name. The established firms have large budgets to spend on marketing touphold their brand, just another cost necessary for a new entrant iii.

Power of suppliers

It is essential to identify the suppliers for the eye care industry. The suppliers could be a widevariety of the providers such as the raw materials and intermediates, the manufacturing andproduction plants, the overseas head offices who supply finished product, the local co-marketing partners who supply product or third party suppliers anywhere along the supplychain. Also, labor can be considered as a supplier to industry. Depending on the department,for example the clinical research departments, the suppliers can be the patients in clinicaltrials, the investigators or the study staff who provide the data. Internal labor can also beanother significant supplier to the department. All suppliers provide different levels of threat.It is not easy for the eye care industry to change suppliers even when they threaten towithhold supply. Labor can also be the significant supplier because labor holds immense

power when inquiring for more compensation or reducing quality by working fewer hours.In the eye care industry, each supplier holds a certain level of power to be a threat, but it isnot too high. Eye care companies usually own manufacturing plants so that suppliers cannotcharge unreasonable prices on their own and it is doubtful they will make threats to take theirbusiness somewhere else. Labor is not only a threat in the eye care industry, but also in mostindustries. Thus, the threat from suppliers in the eye care industry is not consideredsignificantly bigger than that in other industries as long as there is no considerable threatfrom the raw material suppliers.

Power of customers

Major consumers in the eye care industry include doctors, patients, hospitals, drug stores, andeye carecists. There are several significant indicators of the threat of buyers in the eye careindustry; they include the number of buyers, product differentiation, and product significanceof a buyer‟s final costiv. Buyers do not pose a big threat to the eye care industry becausefirms spend most of their research and development on new patent drugs.Since the industryhas many buyers, and given that competition normally occurs among consumers (e.g.competition among hospitals or drug stores); the power of buyers in terms of the number of buyers in the industry is relatively small. Although big retail stores like Wal-Mart do possesssome bargaining power in the industry, they do not pose as big a threat in the eye careindustry as they do in other industries. However, the eye care industry does consist of a lot of

players and thus, buyers are able to choose among many similar products. In order to combatthis problem, individual eye care companies invent new drugs that they then patent to keep up



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their competitiveness. Although products are branded, buyers are able to purchase accordingto their own preferences because of the similarity of products. More often than not, individualconsumers prefer generic to brand name drugs, since generic drugs are cheaper. Big hospitalsor drug stores can pressure individual eye care companies to lower prices as they purchase

large quantities and have a higher bargaining power. If a particular eye care company is notwilling to lower its price, big hospitals or drug stores are able to look for another firm willingto lower prices. However, if a certain eye care company owns the patent to a specific drug, itmonopolizes the market for that specific drug and it becomes the price setter. To a lot of consumers, drugs are necessities. Although hospitals do not have to have every drug tooperate, patients prefer hospitals to be able to supply their medications if they are having in-patient services. As a result, costs of drugs might not be the most expensive item on ahospital bill, but its importance definitely plays a role in a patient‟s decision on whether to

stay in that particular hospital. Losing a patient to another hospital is a great loss. Of course,hospitals can always choose to carry similar drugs from different eye care companies; soagain, successfully developing a patent drug will really serve as an advantage for a specificeye care company.

Threat of substitute products The five forces have an important effect on how profitable the eye care industry will be.Suppliers do affect the profitability of companies in the eye care industry, but because theyare an element of the market they affect everyone and are not a significant force. Many firmsnow own their own manufacturing plants, so their profits are not influenced very much bysuppliers. When buyers have a high bargaining power they are able to put pressure on firmsto lower prices, but buyer‟s power for eye care firms, especially ones that have patenteddrugs, is relatively low. This also goes along with the affects of substitutes, because buyersswitching from expensive brand names to generic brands are significantly lowering prices

and profitability, but a firm with a patent on its new drug is not affected by generic drugs.The threat of alternative medicine substitutes is also low and does not seem to affectprofitability. Since the barriers to entry make it hard for new firms to enter the market, thisforce also does not affect profitabilityv. Forces all effect profitability differently, and industryrivalry is intense in this industry and has a large effect on profitability. Firms in the eye caremarket need to be aware of all five forces in order to be profitable and keep a competitiveadvantage.



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CHAPTER-2

INTRODUCTION TO

THE COMPANY



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Introduction

Centre for Sight (CFS) is one of India‟s leading Superspeciality Eye Care Centres. It isheaded by its Medical Director, Dr. Mahipal S. Sachdev, a renowned ophthalmic surgeonwho has many National and International awards to his credit. A Padmashree also stands forhim by the Government of India for the excellence and achievements manifested by him.

Centre For Sight, since its inception in 1996 has always strived to offer the very best to theophthalmic patients and has been in the forefront of delivering specialized eye care servicesfor various disorders of the eye

Within a short span, Centre For Sight has become an icon of dynamic progress in the field of ophthalmology. With THIRTEEN Centres running in Delhi, Faridabad, Gurgaon, Agra,Jodhpur, Ludhiana or Moradabad, CFS is well on course to be the largest eye care serviceprovider across North IndiaSafety, Expertise and Technology. These are the three words that describe what you canexpect from Centre For SightCentre For Sight stands apart due to its state of the art equipment and infrastructure andpersonalized patient care. CFS extends its services to all of the ophthalmic specialtiesincluding Refractive Procedures (Vision Correction Procedures), Cataract, Glaucoma, VitreoRetinal services, Uvea, Cornea, Squint, Paediatric Ophthalmology, Neuro- Ophthalmology,Oculoplasty and tumours, Opticals and Vision Aids, Contact Lens and Comprehensive EyeCheck up.Centre For Sight has more than 35 renowned Ophthalmologists in its panel who have made amark in their respective fields. All of them have received superspecialized training fromprestigious institutions like R.P. Centre AIIMS, Arvind Eye Care Centre, Shankar Netralaya,L V Prasad Eye Institute, Guru Nanak Eye Centre etc. The ophthalmologists of CFS havereceived several National and International recognitions for their achievements andhumanitarian contributions in the field of ophthalmology.Centre For Sight uses the cutting edge technique of Phacoemulsification with a foldable lensimplant for cataract surgeries. We use the latest generation Phaco machine – Signature andMillenieum by AMO and Stellaris by B&L. In most cases it is a „no injec tion – no stitch – no

pad‟ surgery leading to very quick visual recovery and rehabilitation resulting in „walk in – walkout‟ cataract surgery. Centre For Sight is a pioneer in the field of laser vision correction procedures (LASIK). Wetake immense pride in introducing the “INTRALASE-FEMTO SECOND LASER”

technology in India, infact we are the very first eye care centre to do so in South Asia. This isthe same revolutionary technology that is used by NASA and the US AIR FORCE to rectifyRefractive errors of its astronauts and fighter pilots.

Centre For Sight is recognized by the Central Govt. Health Scheme (CGHS), Delhi Govt.

Health Scheme (DGHS) and registered by the Directorate of Health Services, National

Capital Region, New Delhi. We are on the panel of reputed public sector undertakings like

GAIL (India) Pvt. Ltd ,Oil India,DERC, UGC, CPCB, Mother Dairy, ECHS, Indian Airlines,

Seema Suraksha Bal



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Punjab & Sind Bank, MTNL, etc. We are also empanelled with Multinational Corporates likeEscorts JCB, Jet Airways,Taj Palace, Oberoi, Global Healthline 98.4 , Hero Honda,Hindustan Lever Ltd, Bennett, Coleman & Co. Ltd. etc, reputed Insurance Companies and a

majority of the TPAsWe are also empanneled with Embassy of United States, High Commission of Pakistan,Bangladesh, Japan and New Zealand.CFS because of its philosophy of developing into a leading institution in Ophthalmology inNorth India has been continuously attracting faculty members and senior consultants fromprestigious institutions over the last few years and at Centre for Sight our association to work as a group has enhanced the quality and promptness of services through various means. It hashelped us in increasing utilization of the capital-intensive infrastructure-cutting edgetechnology and manpower superiority. Together our group has joined hands to deliver themost furnished eye care to all the strata of the society. Our eminent faculty has not onlyimparted the best services to the patients through super specialized care of various diseasesthrough referrals within our group but have also made a significant contribution in trainingothers and in imparting teachings through various programs of DNB and fellowship.

Keeping in line with Corporate Social Responsibility and the fact that irrespective of thedemographic divide, clear vision should be made available to one and all; CFS is an active

partner in the „Motiyabind Mukti Abhiyan‟, a Charity Cataract Surgery Program of the Delhi

Government. At Centre For Sight, every individual‟s condition is given the respect and timeit deserves and a personalized experience is created. The patient is given full freedom and isinvolved in making the treatment choice for himself. From basic line of diagnostic andtherapeutic services to complex operative procedures, all activities are carried out under one

roof at Centre for SightIt is the Dedication, Professionalism and Perseverance that make Centre for Sight a preferred

destination for Quality Eye care not only for Indian Citizens but also for foreign

internationals. Infact Centre for Sight is emerging in a big way in the field of Medical

Tourism.

Centre For Sight believes that “Every Eye Deserves the Best” because best things in life

are Priceless…

Vision

“To establish the most preferred brand of Super Specialized world class eye care facilities in

and around India by 2020.”

Mission

“Centre for Sight is committed to deliver best quality care with personalized touch and

cutting edge technology, to enhance patient satisfaction and provide continual improvement

in our services.”



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Quality Policy & Objectives

To provide quality of care that exceeds the patient‟s expectations.

To adhere to operational protocols of institute, in order to reduce errors and enhance patient

safety.

To comply with all statutory and regulatory requirements.

To promote on the job training to improve skills and competence of the staff.

To ensure health and safety of the staff members.

In keeping with our philosophy “every eye deserves the best”, we at Centre for Sight have

always strived to offer the very best to the ophthalmic patients and have been in the forefront

of delivering specialized eye care services for various disorders of the eye. CFS extends its

services to all ophthalmic specialties including Refractive Procedures (Vision Correction

Procedures), Cataract, Glaucoma, Vitreo Retinal services, Uvea, Cornea, Squint, Paediatric

Ophthalmology, Neuro- Ophthalmology, Oculoplasty and tumours, Opticals and Vision Aids,

Contact Lens and Comprehensive Eye Check up.

Centre for Sight boasts of a team of more than 60 renowned ophthalmologists. All of them

have received super specialized training from prestigious institutions like R.P. Centre AIIMS,

Aravind Eye Hospital, Sankara Nethralaya, L V Prasad Eye Institute, Guru Nanak Eye Centre

etc. The ophthalmologists of CFS have received several National and International

recognitions for their achievements and humanitarian contributions in the field of

ophthalmology.

In keeping with our Corporate Social Responsibility and the belief that irrespective of the

demographic divide, clear vision should be made available to one and all; CFS is an active

partner in the „Motiyabind Mukti Abhiyan‟, a Charity Cataract Surgery Program of the Delhi

Government. At Centre for Sight, every individual‟s condition is given the respect and time it

deserves and a personalized experience is created. The patient is given full freedom and is

involved in making the treatment choice for himself. From basic line of diagnostic and

therapeutic services to complex operative procedures, all activities are carried out under one

roof.

It is the Dedication, Professionalism and Perseverance that make Centre for Sight a

preferred destination for Quality Eye care not only for Indian Citizens but also for foreign

nationals.



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Marketing:

Centre for Sight has always kept pace with the changing technology and has adopted it for thepatient's benefit. We are equipped with the state-of-the-art Stellaris, Signature and Infinitisystems: The latest generation phacoemulsification machines.

Following cataract surgery an artificial lens (intraocular lens) is implanted into the eye. At

Centre for Sight, we offer a wide array of intraocular lenses (IOL) to suit every patient‟s

individual needs.Brand promotion:- it is necessary for the new center to exist In thatlocation which is already a brand image in the North region (delhi)the activities done to promote the brand as follows

Co-branding with as follows

1. Chemist

2. Doctor

3. Spiritual areas

4. Optimist

Auto branding:- as per the large population of Agra the no of

auto is about 10000 so to target 1/4th

of the segment we start

auto branding , better way to communicate with the moving

people

Public sectors:- the agra police is larger public sector in the area

so v arrange a free eye camp as per the authorities

By the traffic control board of the city permitted us to dispatch

our advertisement on the barriers including the information of

rules and regulation of traffic police

Activities

1. Meeting with chemist

2. Meeting with optimist

3. Tour visits

4. Business development training with phrma companies



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Advertisement

Media

the times of India

navrathan times

danik jagran

danik bhaskar

local advertisement

local news paper adds

radio big fm 92.7

local tv add

pamphlets

our brand image

social networking:- to promote the brand we also available with

social networking as follows:-

facebook

orkut

twitter

hi5



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COUSTOUMER:- in our organization our customer are inthe form of patients of eye related disease which were

reached us in the following ways by the referral of chemist

by the referral of doctor

by the referral of optum

advertisement

camps activates

personal contacts

beauty parlor apartments

defense colony

by telephonic calls

offer coupons

exisisting brand image of main center

emplaments

Product portfolio Products: As our organization is the eye care industries so ourproducts mainly services but some features we form them as aproducts

lasik:- is a type of refractive surgery for correcting

myopia,hyperopia and astigmatism the alternatives to wearing

corrective eye glasses and contact lenses cataract surgery

1. foldable lenses

2. nonfoldable lenses

zyoptix 100(Bausch+lomb)

LASIK



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LASIK surgery is performed as an outpatient procedure in the comfort and convenience of the laser surgical suite. The entire vision correction procedure takes less than 20 minutes andboth eyes are done in the same sitting . The procedure is performed using topical anesthesia

(eye drops). Some patients report a slight, post-operative discomfort that can usually bealleviated with medications. Patients see a dramatic improvement in their vision within thefirst day. Most patients return to their normal activities within a day or twoStep by StepThe LASIK procedure takes a few minutes to complete, and the procedure is relativelypainless. Patients are always amazed at the ease of this procedure because of speed andcomfort. Only topical anesthetic drops are used to numb the eye for the procedure. An eyelidholder or a lid speculum is inserted to prevent blinking while the drops eliminate the reflex toblink

Step 1

A suction ring is placed on the eye to secure the eye and maintain pressurewithin the eye while the corneal flap is created. A microkeratome, anautomated microsurgical instrument similar in design to a carpenter's plane,is used to create a thin corneal flap which remains hinged beneath the uppereyelid.

The corneal flap is 120 to 160 microns thick, about 30% the corneal thickness which istypically about 550 microns. Patients do not feel or see the cutting of the corneal flap, which

takes only a few seconds. Corneal "flap making" has been researched and developed for 40years, providing us with a long history of safety and stability.

Step 2

The corneal flap is then laid back and the inner stromal layers of the cornealasered with the patient's prescription. An ultraviolet light from the excimerlaser reshapes the internal cornea with an accuracy of 1/2000th of amilimetre.

For reshaping the cornea, the corneal surface is ablated with the help of a pre-programmed

excimer laser. This changes the refractive power of the cornea, thus eliminating the refractiveerror of the eye.

Step 3

The corneal flap is then repositioned and the flap and interface rinsed. Oncethe procedure is completed, the surgeon will wait 2 to 3 minutes to ensurethe corneal flap has fully re-adhered.



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At this point, patients can blink normally and the corneal flap remains secured in position bythe natural adherence within the cornea. While it is possible to dislodge the corneal flapduring the first day or two by physically rubbing the eye, this event is actually quite rare.

After the first week, LASIK patients can resume their full activities.Since the protective layer remains intact with LASIK, no bandage or contact lens is required.However, a protective eye shield is normally recommended for a day. LASIK patients areplaced on an antibiotic and anti-inflammatory drop regimen for about 1 week. They also needto instill artificial tears for a couple of months. Patients are able to travel by air immediatelyand exercise after 1 week.LASIK is generally considered the method of choice by using the Excimer Laser forcorrecting refractive errors. Another popular technique is Photo Refractive Keratectomy orPRK. LASIK, however allows faster post-operative recovery of vision, requires less follow-up, and allows the patient to be more comfortable faster. There are specific indications to optfor PRK in some patients.

Are you a candidate for LASIK?

Generally, a candidate is over 18 years old and has healthy corneas. Candidates must nothave had a significant increase in their prescription in the last 12 months.The criteria that surgeons use to determine eligibility vary. The following set of questions isdesigned to alert patients to conditions that surgeons will evaluate on a case-by case basis.Click here to check your eligibility.

What can you expect from LASIK? The primary goal of refractive surgery is to reduce your dependence on visual aids.

Can LASIK cure reading glasses too? A method known as Monovision whereby one eye is left slightly myopic and the othercorrected for distance, allows people to perform most functions including reading and longdistance viewing with great success.

Will I have perfect vision after surgery? Will I still need my glasses? Every patient‟s vision improves after LASIK, though to differing degrees depending upon the

initial spectacle or contact lens correction.. Patients with high initial correction may requirereading glasses or a thin pair of glasses for activities such as night driving. We urge you tolook at LASIK not as an alternative to perfect eyesight, but as a procedure that reduces your

dependence on glasses or contact lenses.

What are the long term effects of the LASIK procedure? The Excimer laser procedure has been prevalent in many countries worldwide since the early1980s. Many clinical studies conducted to study the long term effects of this procedure havecome up with the same conclusion – that there are no long term effects on the integrity of theeye.

Can I go blind? LASIK is the second most frequently performed surgery in the entire field of medicine since2000, having been performed on more than 17 million patients worldwide. With adequate

care, right equipment and trained personnel chances of serious complication is extremelyremote.



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Is the procedure painful? Not at all. Post-operatively, you may feel a slight grittiness in the eyes, which may last a few

hours.

When can I get back to work? Usually, you can be back at your desk, performing your routine tasks, the very next day.

Are there any side effects? Your vision may fluctuate for a few days after surgery. You may notice some glare aroundlights at night. Your vision in the evening will not be as sharp as your vision during the day.These are temporary and usually pass off with time.

How long does the effect of LASIK last? The effect is permanent.

Are all laser procedures the same? There are two laser procedures used to correct refractive errors – PRK and LASIK. Theseprocedures differ vastly, though. In PRK, the procedure is done over the surface of thecornea. In LASIK, surgery is performed under the protection of a flap of corneal tissue,which has tremendous advantages in patient comfort, predictability and safety.What are the powers it can correct?

Myopia : minus 1 to minus 15 diopters.Hyperopia : plus 1 to plus 6 diopters.

Astigmatism : upto 6 diopters.

Advantages of LASIK

No injection

No prolonged medication

No elaborate surgery

Totally an out patient procedure

Treatment over within 10 minutes

Normal activities can be resumed the next day

Permanent, once in life time treatment

Minimum recurrence of power

Both eyes treated at the same time

The cost of lasik procedure is Rs.22,000/- for both the eyes.



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Cataract Services

Centre for Sight was one of the first eye care centres in India to introduce the Crystalensaccommodating IOL technology to its patients. Crystalens HD is the only FDA approvedaccommodating IOL and has been designed to move within the eye so that most patients willbe able to see at all distances (near, intermediate and distance) without the need for glasses. Refractive Surgery Services

Centre for Sight is a pioneer in the field of laser vision correction procedures (LASIK). Wetake immense pride in introducing the “ INTRALASE-FEMTO SECOND LASER” technology

in India. In fact. We were the very first eye care centre to introduce the blade-free Intralasetechnology in South Asia. This is the same revolutionary technology that is used by NASAand the US AIR FORCE to rectify refractive errors of its astronauts and fighter pilots.Cornea Services

The Cornea Service at Centre for Sight is dedicated to the medical and surgical

treatment

Keratoconus Clinic

Centre for Sight offers the latest technology for the treatment of keratoconus and ectatic

corneal disorders. From Pentacam Scheimpflug imaging to C3R to Intacs, we strive to offerthe best.

Corneal topographic analysis

At Centre for Sight, we offer the latest corneal imaging modalities: the Pentacam

Scheimpflug imaging system and the Orbscan slit scanning technology to map and diagnose

even the earliest cases of keratoconus.

Corneal collagen crosslinking

Corneal collagen crosslinking, CXL or C3R is a relatively new form of therapy for

keratoconus patients. It involves treating the cornea with high concentrations of vitamin B

(Riboflavin). This is followed by exposure to UV light. The treatment induces cross linkage

of corneal collagen fibers at the molecular level. This treatment is aimed at arresting the



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further progression of keratoconus by strengthening the corneal architecture. It also aids in

better contact lens fitting in these patients and reduces the need for major surgeries like

corneal transplantation.

of problems involving the Cornea and Ocular surface.

Glaucoma Services

A watery fluid known as aqueous humor fills the spaces in the front one third of the eye. This

fluid nourishes the cornea and the lens and gives the front of the eye its form and shape. The

aqueous humor is continually produced by the ciliary body and drains through channels

located in the trabecular spaces of the angle of the eye. In a normal eye the rate of productionshould be balanced by an equal rate of drainage. This keeps the pressure inside the eye

(intraocular pressure) stable. In some individuals, with advancing age, these channels get

blocked; disrupting the outflow of this fluid. This results in raised pressure within the eye.

This raised pressure then starts damaging the optic nerve. The optic nerve carries the signals

of sight from the eye to brain, thus making vision possible. Damage caused to the Optic

Nerve leads to decrease in the field of vision and sight. This condition is

called GLAUCOMA or KALA MOTIA.

Retina and Uveitis Services

Centre for Sight has a team of proficient retina specialists for the medical and surgical

management of retinal diseases such as retinal detachment, diabetic retinopathy and age

related macular degeneration.

Centre for Sight at Gurgaon has been developed as a state of the art Retina Institute which

boasts of a team of prominent vitreoretinal surgeons and is equipped with the latest

technology to manage even the most complex vitreo-retinal diseases. CFS Gurgaon was the

first centre in India to be installed with the Stellaris PC which offers cutting edge technology

to perform even the most complex vitreo-retinal procedures without the need for sutures.

Know more about common retinal diseases



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Paediatric Ophthalmology and Squint

“Eye care in children is different from adults”

Eye doctors for children are distinctive and trained differently because the type of eye

diseases that affect children are different from adults and require different kind of instruments

to diagnose and treat.

Although any eye disease that affects an adult can affect a child‟s eye; most common eye

diseases seen in children are Squinting of eyes, Refractive error, Lazy eye disease, Wateringfrom the eye, Developmental or Congenital Cataract, Eye allergies, Eye injuries, Retinopathy

of Prematurity (ROP) and uncommonly Tumors.

Oculoplasty, Aesthetics and Oncology

Ophthalmic plastic surgery or 'Oculoplasty' is the branch of ophthalmology that deals not onlywith the diseases of the eye, but also important structures around the eyes like eyelids, eyebrows,orbit and the tear system which are vital to the normal appearance and function of our eyes.Common conditions needing ophthalmic plastic surgery:

Ophthalmic plastic surgery helps correct abnormalities of eyelids like:

Drooping of the lids (ptosis)

In-turning (entropion) of lid margin

Out-turning (ectropion) of lid margin.

Lid deformities resulting from trauma.

Problems related to excessive watering from the eyes.

Patients who suffer paralysis attack often have difficulty in eyelid closure, which can also be

dealt effectively.

Aesthetic Surgery:

Our eyes are by far considered by many to be the most important feature on our face. Overtime,their beauty can be greatly reduced by ageing, creases and eyebags. The aesthetic aspect of ophthalmology deals with rejuvenation and enhancement of facial features with the help of various surgical and non surgical methods.

Aesthetics:



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Botox for various cosmetic and functional problems

Fillers (Restylane) for periocular hollows and depressions

Surgery to correct loose eyelid skin or eye bags (Blepharoplasty)

Correction of sagging eyebrows: Brow lift

Cosmetic Fat transfer procedures

Treatment of scars

Oncology: Types of Tumors Managed

Eyelid tumors

Conjunctival tumors

Ocular surface tumorsIris tumors

Ciliary body tumors

Choroidal tumors

Orbital tumors

Optic nerve tumors

Retinal tumors including Retinoblastoma

A tie up with a medical-radiation oncologist is arranged for patients needing chemotherapy and

radiotherapy for comprehensive management of cancer patients.

Neuro- Ophthalmology

Neuro-ophthalmology is the sub-speciality of ophthalmology that deals with diseases related

to the optic nerve and the brain.

Some common diseases that a neuro-ophthalmologist may see include optic neuritis

(inflammation of the optic nerve), optic neuropathy, papilledema (optic disc edema), ocular

myasthenia gravis, brain tumors affecting vision, idiopathic intracranial hypertension or

pseudo tumor cerebri, unexplained visual loss, headaches and double vision.

We, at Centre for Sight, are equipped with the latest electrophysiology machines (VER, ERG,

and multifocal ERG) to diagnose and monitor these complex disorders.

Contact Lens and Low Vision Aids

Contact lens are devices made of medical grade plastic materials used mainly for correction

of refractive error. They offer a more active spectacle free life, greater cosmestic



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acceptability, better & clearer images, lack of misting and a wider field of view than

spectacles. The contact lens clinic at Centre for Sight provides contact lens trial, fitting and

dispensing for cases ranging from simple refractive errors to complex corneal surfaces such

as post-transplant eyes and patients with keratoconus.

Low vision evaluation is a process that helps to assess the visual needs of a person with low

vision. An ophthalmologist or optometrist, who specializes in low vision, performs a

comprehensive visual function evaluation using special charts. After thorough examination.

Optimum use of vision

The low vision devices required and their usage.

The best adaptation to home, school, the workplace and nearby surroundings.

Optical Outlets

Centre for Sight has its own in-house opticals chain: “Optix”. We offer an extensive selection

of frames – traditional and designer for all ages and to suit every budget.

The facilities include:

A wide variety of non branded and major branded frames including Tommy Hilfiger, Versus,

Gucci, Police, Guess, Versace, D&G, Hugo Boss, Carrera etc.

High standard of craftsmanship. Latest technology with Quality aids. Free adjustments, nose

pads and repairs on any eye wear purchased at the Opticals.

You can find us in:

Safdarjung Enclave

Gurgaon

Preet Vihar

Rajouri Garden

Faridabad

Okhla

Ludhiana

Jodhpur

Moradabad

Pharmacy



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With the increasing demand, the pharmacy at Centre for Sight was established in February

2007, which has now grown in its size as well as contents. The pharmacy functions during the

regular hospital hours of 9.00 AM to 6.00 PM.

The facilities include

All commonly used drugs to meet the demand.

Fully computerized transactions.

Appropriate drug pricing.

Computerized inventory control system.

Patient Procedures

Inpatient Surgical Procedures at Centre for Sight:

The various Surgical Procedures carried out at Centre for Sight are mentioned below.

Refractive Surgery

Custom Vue Individualized LASIK

iLasik (Custom Vue with Intralase)

Epi LASIK

Phakic IOL (ICL) implantation

Refractive lens exchange

Cataract Surgery

Phacoemulsification cataract surgery

MICS

SICS and conventional cataract extraction

Retinal surgery

Pars Plana Vitrectomy

Scleral Buckling

Diabetic Vitrectomy Vitreo Retinal Surgery with Silicon Oil



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Intravitreal injections

Silicon Oil Removal

Buckle Removal

Scleral fixation of intraocular lens (Secondary IOL)

Glaucoma Surgery

Trabeculectomy with/without Mitomycin C

Phacoemulification with IOL + Trabeculectomy Glaucoma drainage devices

Trabeculotomy

Squint Surgery

Oculoplasty Procedures

Syringing & Probing Chalazion

Electroeopilation

Dacryocystorhinostomy (DCR)

Ptosis surgery

Entropion surgery

Ectropion surgery

Enucleation with/without implant

Evisceration with/without implant

Mucous Membrane Grafting

Fornix Formation

Tarsorrhaphy

Orbitotomy

Dermoid Cyst Excision

Lid Repair

Lid Reconstruction

Canalicular Repair

Botox Injection



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Corneal Transplantation Penetrating Keratoplasty (PK) + Cataract Extraction with IOL

Therapeutic Keratoplasty

Lamellar Keratoplasty

Descemet‟s Stripping Automated Endothelial Keratoplasty

Anterior Stromal Puncture (ASP) + BCL

Tissue Adhesive + BCL

EDTA Chelation

Intacs

Collagen crosslinking (C3R/CXL)

PTK – Phototherapeutic Keratoplasty

Pteryguim Excision + Conjuctival Autograft

Ocular surface neoplasia excision with/ without graft

Out Patient Procedures at Centre for Sight Consultation Follow – up – Visits

Diagnostic & Therapeutic Procedures

Schirmers Test

Applanation Tonometry

Refraction

Fluorescein Staining

Punctal plugs insertion

Corneal Topography & Pachymetry ( Pentacam & Orbscan)

Visual Fields

Squint Work up

Fundus Fluroescein Angiography

ICG

Examination under Anaesthesia

Fundus Photography

CCT (Pachymetry)

Ultrasound B – Scan

Diurnal Variation

ECG



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Synoptophore Exercise

Nd Yittrium – Aluminium – Garnet (YAG) Capsulotomy

Nd YAG Synecholysis / Sweeping

Nd YAG Iridotomy

Green Laser Trabeculoplasty

Green (Fd – Nd – YAG ) Laser

Barrage Laser

Retinal Cryoprexy

Cyclo Cryoprexy

Diode laser cyclophotocoagulation

Trans Pupillary Thermo Therapy (TTT) Photo Dynamic Thermo Therapy (PDT)

Retinopathy of Prematurity Laser

Posterior Sub Tenon Injection

Intra ocular Lens Power

Nerve Fibre Analyzer

Specular Microscopy

Optical Coherence Tomography (OCT)

Non Contact Tonometer Contact lens fitting

Refractive Surgery Lasik: Laser Vision Correction

LASIK or Laser in situ Keratomileusis reshapes the cornea by using a laser beam to alter its

curvature. It corrects vision by altering the refractive power of the eye by producing acalculated change in the curvature of the cornea. The image of the outside world in now forced

sharply.

The procedure is relatively simple and comfortable. Eyes of the patient are made numb by

instilling anesthetic eye drops. Using an instrument called microkeratome a thin flap of

corneal tissue is raised. The excimer Laser then reshapes the cornea by removing a

predetermined precise amount of tissue from inner cornea. The corneal flap is then

repositioned back where it bonds without the need of stitches.

.



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Blade-Free Lasik: (iLASIK (CustomVue With Intralase)

. For people who are seeking an alternative to the traditional LASIK incision (with blades) or

who may be afraid to have a blade cut their cornea, the state of the art femtosecond laser,

Intralase, is now available for the laser vision correction.

Centre for Sight is a pioneer in the field of laser vision correction procedures (LASIK). We

take immense pride in introducing the “INTRALASE-FEMTO SECOND LASER”

technology in India. In fact we are the very first eye care centre to do so in South Asia. This

is the same revolutionary technology that is used by NASA and the US AIR FORCE to

rectify Refractive errors of its astronauts and fighter pilots.

SuPHAKIC Intraocular lenses – Hope for Thin Corneas

What are Implantable Collamer Lenses (ICL)?

Implantable collamer lenses (ICL) are a type of phakic intraocular lens. Phakic intraocular

lenses, or phakic lenses, are specialized lenses made of plastic or silicone material, which are

implanted into the eye permanently to reduce a person's dependence on glasses or contact

lenses. They are called as Phakic lenses as they are implanted into the eye without removing

the eye's natural lens. The phakic lens is inserted through a small incision and placed just in

front of or just behind the irirface Ablation: Epilasik- Hope for Thin Corneas

The treatment options for Cataract? Surgery is the only course of treatment for cataract. There are options available for cataractsurgery:.

Conventional Cataract surgery or Extra Cataract Extraction (ECCE)

Requires a incision of 10 - 12 mm

The cloudy eye lens is removed in one piece

A hard plastic lens is implanted

Multiple Stitches are required

Final glass prescription could take even upto 10 weeks



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Small incision cataract Surgery (SICS)

Requires a smaller incision of 5 mm Cataract is removed manually and foldable intraocular lens (IOL) is

implanted

No stitches

Heals fast

Micro incision Cataract surgery (PHACOEMULSIFICATION)

Requires a very small incision of about 2 mm

Cataract is emulsified into small pieces by an ultrasonic probe and a

foldable IOL is implanted.

Walk-in ,Walk-out procedure

Stitch less, bloodless, painless surgery

IOLs There are different types of lenses:



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Monofocal IOL:

With these IOL implants, the patient has good distant vision but will need

reading glasses for near work. These can be with regular or aspheric surface.

The aspheric design IOL gives provide better contrast and improved quality of

night vision.

Multifocal IOL:

These premium IOLs are designed to give good distant, intermediate and near

vision. They are designed with multiple concentric rings or other unique in-built

features that allow objects at varying distances to be brought into focus. These

lenses reduce the patient's dependence on glasses for routine activities

Toric Lenses:

These have cylindrical power incorporated in the lens and can correct theastigmatism (cylindrical power) upto 6 diopters in glasses.

Accommodative Lenses:

Crystalens, the only FDA approved accommodative lens is now available in

India. This latest technology allows the lens to move back and forth, allowing it

to bring into focus objects at varying distances (near, intermediate and far). This

lens remains free from the side effects of glares, haloes and ghost images whichmay sometimes be reported with multifocal IOLS.

squints treatment:

Optics (Spectacles)Occlusion (Patching)Orthoptics (Eye Exercises)Operation (Surgical Correction)



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Dr. Mahipal S. Sachdev has written several articles for various English as well as HindiNewspapers. The articles are published in the newspapers like Times of India, Hindustan

Times, The Tribune, Navbharat Times, Dainik Jagaran, Punjab Kesari etc. The Tribune,newspaper publishes the articles written by Dr. Mahipal S Sachdev, fortnightly. Some of thechosen articles are available at the links below.

1. Cataract Article2. Be Smart3. Better Safe Than Sorry4. Breakthrough Innovation in Cataract Surgery5. Crossed Eyes6. Crystalens

7. Freedom From Cataract8. Freedom From Glasses-FAQS9. Glaucoma Story10. IOL Story

Customers

As the eye care industry focuses on maximizing the lifetime value of customersand physicians, customer relationship management plays an increasinglyimportant role. This study examines several top companies' CRM strategies andtactics to discover and analyze CRM best practices. From structuralinvolvement to overcoming inherent customer relationship managementchallenges, this study delves into the topics most relevant to eye care companiestoday.

Eye care Customer Relationship Management analyzes the inner-workings of

initiative development, management and improvement processes. The reportprovides companies with the necessary tools to improve their CRM programsby comparing their spending, staffing, structure, and strategies to those of topeye care companies.

PSUs Corporates TPAs Airport Authority of India Limited (AAI) Apollo Eye carecy Alankit Health Care Ltd.

Airports Economic Regulatory Authority of India (AERA)

AircelAnyuta Medinet HealthcarePvt. Ltd.

BSNL Ask4Health Apollo DKV Insurance Co.BHEL Aviva Life Insurance Bajaj Allainz Insurance Co.

http://centreforsight.net/uploads/article/Cataract%20Article.pdf

http://www.centreforsight.net/uploads/article/Be%20Smart.pdf

http://www.centreforsight.net/uploads/article/Better%20Safe%20Than%20Sorry.pdf

http://www.centreforsight.net/uploads/article/Breakthrough%20Innovation%20in%20Cataract%20Surgery.pdf

http://www.centreforsight.net/uploads/article/Crossed%20Eyes.pdf

http://www.centreforsight.net/uploads/article/Crystalens.pdf

http://www.centreforsight.net/uploads/article/Freedom%20From%20Cataract.pdf

http://www.centreforsight.net/uploads/article/Freedom%20From%20Glasses-FAQS.pdf

http://www.centreforsight.net/uploads/article/Glaucoma%20Story.pdf

http://www.centreforsight.net/uploads/article/IOL%20Story.pdf

http://www.centreforsight.net/uploads/article/IOL%20Story.pdf

http://www.centreforsight.net/uploads/article/Glaucoma%20Story.pdf

http://www.centreforsight.net/uploads/article/Freedom%20From%20Glasses-FAQS.pdf

http://www.centreforsight.net/uploads/article/Freedom%20From%20Cataract.pdf

http://www.centreforsight.net/uploads/article/Crystalens.pdf

http://www.centreforsight.net/uploads/article/Crossed%20Eyes.pdf

http://www.centreforsight.net/uploads/article/Breakthrough%20Innovation%20in%20Cataract%20Surgery.pdf

http://www.centreforsight.net/uploads/article/Better%20Safe%20Than%20Sorry.pdf

http://www.centreforsight.net/uploads/article/Be%20Smart.pdf

http://centreforsight.net/uploads/article/Cataract%20Article.pdf



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BHEL (Haridwar) B L KashyapCholamandalam MS Gen.Insurance

Bharat Petroleum Benett & Coleman (TimesGroup) Dedicated Health careServices

Central Electricity Regulatory Commission(CERC

Barons Chemicals & SystemsPvt. Ltd.

E-Meditek solutions Pvt. Ltd.

Central Government Healh Scheme (CGHS)B A Continuum Solutions PvtLtd

East West Assist Pvt. Ltd.

Central Pollution Control Board (CPCB) Baidyanath Family Health plan Ltd.

Consortium for Educational Communication(CEC)

Bridges Healthcare Federation Focus Healthcare Pvt. Ltd.

Human Resources:

In the rapidly changing management scenario, HRM has an important role to play HR is ahighlyProductive corporate asset and the overall performance of companies and corporationsdepend upon the extent to which it is effectively developed and utilized. Human resource iscertainly important even in this age of extensive use of computer technology. This is becausemachine cannot be used as a substitute for human brain which has capacity to think, assess

and react. It is correct to say that man is a power rather than man has a power. Progressivemanagements invest huge funds on training and development of human resource and thissuggests the important of human resource management and its contribution in industrial andeconomic development in India. Organizations are made of people. Their effectiveness depends on the performance of thepeople constituting them. There was a time when employees used to be considered asliability. Over the time the organizations have realized the importance of its human resourcesand they are no more being considered as liability but a valuable and strategically importantasset. The employees are partner in business. The transformation in the attitude and theoutlook towards people in organization has led to development of Personnel Management,which is now-a-days also known as Human Resource Management.

The primary purpose of Personnel Management is to contribute to the profitability andsurvival of an organization by effective Management of its total human resources. In doingso, however, it seeks to strike a balance of the macro (social justice), micro (organizationaleffectiveness), functional (personnel policies and procedures) and personal (individual goals,quality of work life) objectivesEye care industry currently employs more than three million people. In states like Karnatakaand Gujarat, eye care industry employs the largest number of people in India. The industryoffers great employment opportunities or research and other skilled workers due to the factorslike increasing eye care companies coming to India, increasing outsourcing from India. The

concept of eye care retail chains that has gained momentum in the recent years has alsocreated numerous employment opportunities in the sector.



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Operations

The key input of the hospital is the patient – the other important inputs are the skill and

knowledge of the doctors, nurses, support staff, the level of sophistication of theequipment utilised, etc. Six such stages are given below:

1. Admission2. Diagnosis

3. Treatment4. Inspection5. Control6. Discharge

These stages do not exist separately, but are interlinked. The most important elements

are lines of communication within the set up, the power balance between the differentplayers, capacity of the physical resources of the hospital and their being in workingcondition. The experience of patients depends on the final interplay of all these factors.

Finance:

The Finance & Accounts Department plays pivotal role in any organization, and is generallyconsidered to be the nerve centre of all activities, as all activities have a commercialimplication.The activities of the department can be broadly classified into the following categories:

1. Finance functions – dealing with:

The sourcing, control of funds and finances.

As well as concurrence of proposals.2. Accounts function – dealing with the preparation of financial statements.3. Legal function – compliance and adherence of various laws.4. Audit functions – compliance with company rules & regulations.5. MIS functions – providing the management with data for decision making.6. Based on the above functions, various sections are formed which deal with specific

activities.7. This is required as every single business activity taking place in an organisation has some

sort of financial implication, the effect of which is reflected in the financial statements.

Financial statement: Review of Operations and Performance:



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Particulars 31.03.2010 311)3.2009

Income from Operations and other income

Profit before Depreciation and Tax

Less: Depreciation

Profit /(Loss) before Tax

Less: Provision for Taxes

Profit / (Loss) after tax transferred to

Reserves & Surplus

(Current year) (previous year)

1397.30 1291.52

235.33 305.88

256.47 166.49

(21.14) 139.40

2.73 23.16

(23.87) 116.24

During the financial year ended 31s March 2010, the gross income from operations and otherincome amounts to Rs.1397.30 Lacs showing 8.19 % increase over the previous financialyear 31s March 2009. Due to absorption of higher amount of depreciation and overallincrease in operating cost, the company has incurred a net loss of Rs.23.87 lacs during thisfinancial year.Dividend: Your Director have not recommended any dividend for the year under review.Outlook for the current year: The possibility of opening new centres in potential areas isbeing explored.Corporate Social Responsibilities:In its role as a socially responsible corporate citizen, your Company reaches out to the needysections of the society in many ways. In line with this policy, your Company has beencontinuously organizing many free eye camps along with trust to provide free eye treatmentto peoples below the poverty line.

Opportunities and Threats: Through there is a stiff competition in eye care, our company isreasonably doing well. It is because of the established name for quality eye care and increasein demand for eye care in the public. Utilization of IPO Proceeds along with loan and internalgenerations of funds: The Company has envisaged utilization of IPO Proceeds in respect of the following objects and up to financial year 2009-10 has utilized Rs. 4748.57 lacs towardsthe objects as detailed below:



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Sl.No Objects /

Expenditure

items Total Cost to be Estimated ActualUtilization

in FY

met from IPO Utilization 2008-09 &

2009-10

Proceeds

01 Land 1580.00 1580.00 1949.66

02 Building 1590.00 1590.00 893.29

03 Infrastructure 330.00 330.00 246.05

04 Equipments 980.00 980.00 1166.71

05 Staff quarters 75.00 75.00 75.00

06 Setting up primary

eye care unit 330.00 330.00 0.00

07 Working Capital

requirement 150.00 150.00 30.00

08 Public Issue Expenses 270.00 270.00 387.86

09 Contingencies 195.00 195.00 O00

Total 5500.00 5500.00 4748.57

Competition:The competition from the un-organized sector would be met by delivering quality eye care onpar with international standards which the un-organized sector lacks in view of constraints ininvestment to create a quality hospital. Because of increased opportunities, many privateplayers are entering into this sector. Your Company can counter this challenge by providingfocused eye care delivery and by deploying the state of the art equipments backed by panel of expert Doctors .Shortage of Skilled Manpower: Increasing demand for health care servicescombined with the aggressive expansion by the Indian private health care players is expectedto significantly increase the demand for medical professionals. Similarly there is a shortage of medical and para-medical staff. We have atalented and skilled manpower in terms of Doctors,Nurses and para-medical staff. We continue to attract talented and skilled medicalprofessionals.Capital Investment The total capital investment including the work in progressincurred up to March 2009 was Rs.988.70 lacs equipments and infrastructures. Thi capitalexpenditure was met through IPO, Internal generation as well as building loan availed from

Banks. Directors: retire by rotation at the forthcoming Annual General Meeting and beingeligible, offer themselves for re-appointment.Directors Responsibility Statement:The



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Directors confirm that II. Appropriate accounting policies have been selected and appliedconsistently, and judgments and estimates that have been made are reasonable and prudent soas to give a true and fair view of the company at the end of the financial year and of the

company for that period. Ill Proper and sufficient care has been taken for the maintenance of adequate accounting records in accordancewith the provisions of the companies Act ,1956 forsafeguarding the assets of the company and for the preventing and detecting fraud and otherirregularities.of this report.

Organizational Hierarchy -

Our Management Team

Dr Mahipal S Sachdev, Chairman & Medical Director Centre for Sight, Group of Eye Hospitals

Dr Mahipal S Sachdev did his MBBS from the prestigious apexinstitution the All India Institute of Medical Sciences, New Delhi.He pursued MD in Ophthalmology at Dr Rajendra Prasad Centerfor Ophthalmic Sciences, AIIMS, the national apex institute for

ophthalmology. He was trained in the super-specialty of Cornea,Refractive Surgery and Phacoemulsification. He was selected foradvanced training and fellowship in Cornea at the GeorgetownUniversity, Washington, USA.

Dr Sachdev has been Secretary of the Delhi Ophthalmological Society and the Chairman,Scientific Committee of All India Ophthalmological Society. Currently he is the ChairmanIntraocular Implant and Refractive Society, India.After tasting clinical stardom at a young age, Dr Sachdev groomed himself for entrepreneurialsuccess. His vision has seen Centre for Sight grow from a single eye care facility in 1996 to anetwork of eye care centres spread across North India.



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Mr. Sumeet Khanna, COO Eye care Opticals Centre for Sight, Group of Eye Hospitals

Mr. Sumeet Khanna has 17 years of experience in Retail ChainManagement. He is an MBA from Pune University withMarketing as his specialization. He started his career as aManagement Trainee with Tata Tea ltd. and has worked withseveral renowned Retail companies in India and abroad namelySpar (South Africa and Nigeria), Ebony and Guardian Eye carecy.

Mr. Ajay Jassal, Sr. VP - Business Processes and IT

Centre for Sight, Group of Eye Hospitals

Mr. Ajay Jassal is a post graduate in hospital administration fromIMS, Indore and has more than 11 years of experience in thehealthcare delivery and consulting companies like MaxHealthcare, Dr Lal Path Labs and PricewaterhouseCoopers India.While IT & BPR remains his primary interest, he has substantialexperience in developing business strategy, organization re-structuring and improving care delivery mechanisms in publichealth systems.

Mrs. Kawaljit Kaur, VP-Operations


Mrs. Kawaljit Kaur holds a degree in MHA from IHMR, Jaipur.A graduate in science honors from Delhi University. She is acertified internal auditor by TUV Rheinland in ISO 9001:2008.She is responsible for all aspects associated with hard coreoperations of entire CFS group.

Mr. Amit Kumar Singh, VP-Business Development


After completing his MBA in Hospital Management from theprestigious IHMR, Jaipur, Mr. Amit Singh joined Centre for Sightin the year 2004, and has been responsible for Hospital Branding& Public Relations, Hospital Commissioning & Operations,Projects & Consultant Acquisitions, Corporate & Trade Sales,Health Insurance.



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Mr. Sunjoo Dadroo, VP HR Centre for Sight, Group of Eye HospitalsMr. Sunjoo Dadroo, comes with 12 years of rich and extensive

expertise in Human Resource Management. He has madesignificant contribution in spearheading complete HR operationsin the Group‟s Hospital and Research Centre for MedicalSciences.He is responsible for developing and implementing Centre forSight‟s human resource strategy to support the Company‟s

business objectives.

Mr. Prateek Jain, VP - Projects & Expansions Centre for Sight, Group of Eye Hospitals

Mr. Prateek Jain holds a degree in MBA with specialization inHospital and Healthcare Management from the Institute of HealthManagement and Research (IHMR), Jaipur India.He started his career with Narayana Hrudayalaya, and has workedwith various prestigious organizations like Frost & Sullivan,Fortis Healthcare Ltd, Wockhardt Hospitals Ltd. etc.

He comes with an experience of more than 8 years in the healthcare industry covering the areaslike Growth & Business Planning, Operations, Healthcare Consulting & Project Management,developing business models & feasibility analysis for brown field & green field projects,mergers & acquisitions support, due diligence, business valuation, devising growth strategiesfor healthcare organizations etc.



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COMPETITORS IN MARKET

LOTUS EYE CARE CENTRE

VASN EYE CARE CENTRE

ARVIND EYE CARE CENTRE

MAX HOSPITAL DELHI

NETRAJYOTI EYE CARE CENTRE

TRUPATRY EYE CARE CENTRE (NOIDA)

ARTEMIS HOSPITAL (GURGAON)

LALL EYE CARE CENTRE (NOIDA)

GUPTA EYE CARE CENTRE (NOIDA)

BAJAJ EYE CARE CENTRE (GURGAON)

ARORA EYE CARE CENTRE (NCR DELHI)

Environment:



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Large area

No existing brand

Limited services

Not affordable to visit aboard country , Farrar distance

Not good image of eye hospital

Deserving

1. Student crowd

2. Defense area

3. Refinery

4. Tourism

5. Industries

Location :- Agra is middle of the north india as per the vision of

company to create a brand image necessary to create a center.

SWOT Analysis

Indian Eye Care Industry: SWOT analysis

It is often said that the eye care sector has no cyclical factor attached to it. Irrespective of

whether the economy is in a downturn or in an upturn, the general belief is that demand for

drugs is likely to grow steadily over the long-term. True in some sense. But are there risks?



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This article gives a perspective of the Indian eye care industry by carrying out a SWOT

analysis (Strength, Weakness, Opportunity, and Threat).

Before we start the analysis let‟s look a little back in the industry‟s last six years

performance. The Industry is a largely fragmented and highly competitive with a large

number of players having interest in it. The following chart shows the breakup of the growth

(YoY) of Indian eye care industry in last six years.

*Volume growth of existing products

The SWOT analysis of the industry reveals the position of the Indian eye care industry in

respect to its internal and external environment.

Strengths:

1. Indian with a population of over a billion is a largely untapped market. In fact the

penetration of modern medicine is less than 30% in India. To put things in

perspective, per capita expenditure on health care in India is US$ 93 while the same

for countries like Brazil is US$ 453 and Malaysia US$189.

2. The growth of middle class in the country has resulted in fast changing lifestyles in

urban and to some extent rural centers. This opens a huge market for lifestyle drugs,

which has a very low contribution in the Indian markets.

3. Indian manufacturers are one of the lowest cost producers of drugs in the world. With

a scalable labor force, Indian manufactures can produce drugs at 40% to 50% of the

cost to the rest of the world. In some cases, this cost is as low as 90%.

4. Indian eye care industry posses excellent chemistry and process reengineering skills.

This adds to the competitive advantage of the Indian companies. The strength in

chemistry skill help Indian companies to develop processes, which are cost effective.

Weakness:

1. The Indian eye care companies are marred by the price regulation. Over a period of

time, this regulation has reduced the pricing ability of companies. The NPPA



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(National Eye care Pricing Authority), which is the authority to decide the various

pricing parameters, sets prices of different drugs, which leads to lower profitability for

the companies. The companies, which are lowest cost producers, are at advantagewhile those who cannot produce have either to stop production or bear losses.

2. Indian eye care sector has been marred by lack of product patent, which prevents

global eye care companies to introduce new drugs in the country and discourages

innovation and drug discovery. But this has provided an upper hand to the Indian eye

care companies.

3. Indian eye care market is one of the least penetrated in the world. However, growth

has been slow to come by. As a result, Indian majors are relying on exports for

growth. To put things in to perspective, India accounts for almost 16% of the world

population while the total size of industry is just 1% of the global eye care industry.

4. Due to very low barriers to entry, Indian eye care industry is highly fragmented with

about 300 large manufacturing units and about 18,000 small units spread across the

country. This makes Indian eye care market increasingly competitive. The industry

witnesses price competition, which reduces the growth of the industry in value term.

To put things in perspective, in the year 2003, the industry actually grew by 10.4%

but due to price competition, the growth in value terms was 8.2% (prices actually

declined by 2.2%)

Opportunities

1. The migration into a product patent based regime is likely to transform industry

fortunes in the long term. The new patent product regime will bring with it new

innovative drugs. This will increase the profitability of MNC eye care companies and

will force domestic eye care companies to focus more on R&D. This migration could



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result in consolidation as well. Very small players may not be able to cope up with the

challenging environment and may succumb to giants.

2. Large number of drugs going off-patent in Europe and in the US between 2005 to

2009 offers a big opportunity for the Indian companies to capture this market. Since

generic drugs are commodities by nature, Indian producers have the competitive

advantage, as they are the lowest cost producers of drugs in the world.

3. Opening up of health insurance sector and the expected growth in per capita income

are key growth drivers from a long-term perspective. This leads to the expansion of

healthcare industry of which eye care industry is an integral part.

4. Being the lowest cost producer combined with FDA approved plants, Indian

companies can become a global outsourcing hub for eye care products.

Threats:

1. There are certain concerns over the patent regime regarding its current structure. It

might be possible that the new government may change certain provisions of the

patent act formulated by the preceding government.

2. Threats from other low cost countries like China and Israel exist. However, on thequality front, India is better placed relative to China. So, differentiation in the contract

manufacturing side may wane.

The short-term threat for the eye care industry is the uncertainty regarding theimplementation of VAT. Though this is likely to have a negative impact in the short-term, theimplications over the long-term are positive for the industry.

CHAPTER III

DISCUSSION



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ON

TRAINING

Roles and Responsibilities

As an intern my role in the organisation basically was to built the brand image and awarenessof centre for sight (Agra) as Agra division was established in 2010 it‟s required to be

promoted among the massesI had to make a detail analysis of the present brand image scenario and make sufficientrecommendation there off:



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Develop a research plan in partnership with an academic supervisor and a supervisor

from the partner organization.

Organize monthly status meetings with their academic and partner supervisors.

Provide updates on the status of the project as required.

Ensure confidentiality of partner information as specified in the research program.

Prepare a summary report at the conclusion of the project that details the research

performed, its results and any recommendations.

Keep a daily record of hours worked and events which take place during the

internship.

Contribute to the goals and output of the organization and advance your personal and

professional goals.

Establish a timetable of performance accomplishment with input from your site

supervisor.

Recognize that theory and practice are sometimes in conflict. Theoretical paradigms

may not solve a problem that can be solved by experience in practical solutions.

Represent centre for sight as an ambassador to the outside community.

Upon completion of the internship, the intern must write a report project that will be handed

in to the internship office together with your daily diary and supervisor‟s evaluation.

In order to achieve the my objectives following actions wasfollows



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1. Market survey: in order to know the current situation in the market questionnaires

were distributed in chemist shops, among, optimist, and eye patients.

2 brand promotion: In order to

promote brand image and awareness of eye care centre the following things were done

Personnel visit were made at various firms all over the cities and presentation were

made.

Free eye camps were conduct in the city

Co branding was carried out in collaborations with the chemist as well as optimist

Co branding was carried out in collaborations with the chemist as well asoptimist.



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RESPONSIBILITIES:

Perform the basic tasks assigned to us.

Understand the policies and fundamentals of the firm.

Try to learn new things.

We have to meet the clients and gain field experience.

We have to learn about product management and learn the concepts of Product

matrix of centre for sight.

Understand the demographic details of the consumers and generate marketing

plans.

Aid in the research work in relation to the working profile.

Acquiring basic knowledge on the various techniques associated with customerapproach regarding product details.

Undertaking marketing research so that consumers can be targeted easily, this

should be done by understanding the requirements of the customers and

fulfilling them properly.

Making a list of customers who are targeted along with being properly

connected with them..



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MSRIM ,BANGALORE

CHAPTER 4

ANALYSIS OF

TASK/RESEARCH

UNDERTAKEN



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Q1 Do you have any eye- disease?

A) Yes

B) No

Do you use computer

YES 77%

NO 23%



MSRIM ,BANGALORE

Q2 Does your any of the family member have any eye deases?

1) Yes

2) No



MSRIM ,BANGALORE

Q3 Are you aware of centre for sight eye centre?

1) Yes

2) No



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Q4 From where do have you heard about the centre for sight?1) Doctor

2) Chemist

3) Optimist

4) Relatives & friends

5) Advertisement



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Q5 Which Nursing home does Doctor normally prefer?

1) Heritage Hospital2) Apollo Hospital3) Pushpanjali Hospital4) Government Hospital



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avdhesh report

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