SANDEEP KUMAR SINGHPGDM (MARKETING) 4TH SEM

PRESENTATION ON 1.RANBAXY

2.UNINOR 3.DELL

4.A.C NIELSON 5 .DLF

1/21/2011 Sandeep kumar singh PGDM MARKETING 4th sem

INDUSTRY PROFILE

• The Indian Pharmaceutical Industry today is in the front rank of India’s science-based industries .

• The Indian Pharma Industry is estimated to be worth $ 4.5 billion, growing at about 8 to 9 percent annually.

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

• Several Indian pharmaceutical companies have acquired companies in the US and Europe and many others .

COMPANY PROFILE

• Ranbaxy Laboratories Limited, India's largest pharmaceutical company

• Ranked 8th amongst the global generic pharmaceutical companies

• The Company has a global footprint in 49 countries, world-class manufacturing facilities in 11 countries and serves customers in over 125 countries.

• For the year 2008, the Company recorded Global Sales of US $ 1,682 Mn,

• R&D has a pool of over 1,200 scientists engaged in research.

INTRODUCTIONOBJECTIVES:-• To study the overview of Indian Pharmaceutical

Market. • To study the culture of Ranbaxy Lab. • To find out the promotional strategies used by Ranbaxy

with respect to ‘Histac’ tab. • To find out various promotional strategies used by

Ranbaxy to acquire market share .• To study the competitors of ‘Histac ’ in pharma

market. • To study the perceptions of Doctors on sales of ‘Histac’

SALES PROMOTION

Definition:- Sales promotion can be defined as an activity taken up

to boost the sales of a product.

Purpose of Sales promotion:-• Encourage the customers to try a new product.• Attract new customers • Encourage the customers to use the product or service

and make them brand loyal.

SWOT ANALYSIS

STRENGTHS• Low cost of production.

• Efficient technologies for large number of Generics.

• Large pool of skilled technical manpower.

WEAKNESS• Low technology level of

Capital Goods of this section.

• Very low key R&D.

• Very low level of Biotechnology for New Drug Discovery Systems

SWOT ANALYSIS cont…

OPPORTUNITY• Growing attention for health.

• New therapy approaches.

• Globalization

• Growing incomes.

• New diagnoses and new social diseases.

THREATS• High Cost of discovering new

products and fewer discoveries.

• Stricter registration procedures.

• High entry cost in newer markets.

• High cost of sales and marketing.

MISSION & VISION STATEMENT OF RANBAXY LAB.

MISSION:-

“To become a research based international pharmaceutical company”.

VISION:-

• Achieving customer satisfaction is fundamental to our business. • Provide product and service of the highest quality.

• Manage our operation with high concern for strategy and environment. • Be a responsible corporate citizen.

RANITIDINE-150mg

• Ranitidine-150 mg is commonly used in treatment of Peptic Ulcer Disease (PUD) and Gastro Esophageal Reflux Disease (GERD).

• HISTAC:- ‘HISTAC’ is a product name of Ranbaxy Brand

which is made up from ‘Ranitidine-150mg’ molecule

COMPETITORS OF ‘HISTAC’ tab.PRODUCT NAME COMPANY

ZINETAC GSK

ULTAC CIPLA

ULFAST SUN PHARMA

RANATAC J.B.CHEMECALS

ZORAN DR. REDDY

UNINOR

INTRODUCTION Uninor is a new mobile operator

Joint venture between Telenor (67.25%) and Unitech Group (32.75%)

Started Mobile services in December 2009

8th nation-wide mobile operator

Presently available in 13 telecom circles

PARENT COMPANIES

TELENOR

Telenor was founded in 1855

The 6th largest mobile phone operator

Telenor Group has invested Rs 6135.63 crores

PARENT COMPANIES

UNITECH

Unitech Group is India’s second largest real estate investment company

Based in New Delhi and ranks 1484 in Forbes Global 2000 companies,32nd in India.

SWOT ANALYSIS

Strengths

• Joint venture between world’s 6th largest telecom company and India’s 2nd largest real estate company.

• Least capital investment

• Least number of employees.

• The more you talk, the lower the price gets.

• Different segmentation strategy as compared to competitors.

• Use of real young people in promotion instead of any role model.

Weakness

• It has still not launched post paid schemes.

• Late entrant in the market.

• Still in the initial stage of product life cycle.

Opportunities

• With rising individual saving rate with 9% growth rate, and expected increase in market size by 500 million in 2010(almost double).

• Approximately 10-15 million mobile connections are being added every month.

• Micro segmentation strategy in rural markets adopted by the company.

• Falling handset prices and tariff rates.

• Increasing network distribution.

THREATS

• Competitors like Airtel, Reliance, BSNL, Vodafone

• Extensive Government regulations through TRAI as regards

• Introduction of new services.

• Bloodbath in the market due to price war.

Targeting

• The company is targeting for 8% market share in India by 2018.

• The country will have over 1.2 billion customers by 2018 as against 540 million now.

• Break-even in 3 years.Positive operating cash flow within 5 years in India.

• Targeting youth as well as all the ambitious people.

• First priority is to roll out across the country;

Dude You Are Getting A DELL

DELL, Inc.

KEYPERSON AT DELL

Michael S. DellFounder of Dell ComputerYoungest CEO in worldLeft college to focus on his Business in 1985Now CEO and Chairman of DELLPursuing his degree in medicineHave a hobby of building computers

Background and origins

Founded in 1984 with a capital of 1000 dollars. 1985 produced first computer of its own

design. Changed its name to Dell computer corporation

in 1988. In 1987 started the first international

operations. In 1992, included in Forbes 500 list.

In 1996, Dell started selling through website. 1999, Dell overtook Compaq to become the largest

seller of PC’s in US. In 2002, introduced Dell brand printers. In 2003, changed its named to Dell, Inc. In 2004, Michael Dell stepped down as CEO and Kevin

Rollins was asked to take his seat. Dell appeared on 1st place of “the most admired

companies” in Fortune 500’s list. In 2006, Dell Acquired Alienware. In 2007, Kevin Rollins resigned. Michael Dell became

the CEO once again.

Dell at Fortune 500

Rank Revenues Profit Year ($ millions) ($ millions) 33 61,101.0 2,478.0 200934 61,133.0 2,947.0 200834 57,095.0 2,614.0 200725 55,908.0 3,572.0 2006

1/21/2011

Dell head quarters Round Rock, Texas

DELL BOARD OF DIRECTORS1. James W. Breyer Finance2. William H. Gray, III Governance and Nominating (Chair); Leadership Development and Compensation3. Judy C. Lewent Finance (Chair), Audit

MAJOR ACHIEVEMENTS

• Introduced fastest computer in 1986• Its has lowest price among all other • business globally• Open office in London in June 1987• Introduced in Li-ON battery in 1993• AMD mpu firstly used by DELL• www.dell.com is launched in june 1994

MAJOR SETBACKS

• First setback experienced in year 1984• When huge stock of 256k memory chip

become useless• OLYMPIC series got huge failure• Potentially affected batteries were sold with

Laptops in 2006

DELL PRODUCTS

• Laptops and Minis •Desktop Computers•Printers and Ink •Televisions•Software(Anti-Virus and security, Business and Office, Operating Systems, etc,)•Allienware•Gaming PC and Console •Digital Cameras & CamCorder•Desktop Accessories(Keyboard, speakers,headphones, headset, adapters e.t.c)•GPS (vehicle, phone, outdoor)•Handhelds & Phones•Memory(Dell memory, memory sticks, memory upgrades)•Laptop accessories(cases, mice, keyboards, adapters, batteries, etc;)•Mp3 players•Networking (adapters,routers,wireless/wifi, etc)

DELL SERVICES

THE NEW STRATEGY

•For 2 decades, Dell was known as a company who manufactures and sells hardware.•Took drastic measures to increase the profitability.•Masterminded the change in entire product line-up.•Simplify-IT.•Streamlined how IT is acquired, maintained or scaled.•Started CFI.

SWOT Analysis of

• Strengths 1.World's largest PC maker 2.one of the best known brands 3.cuts out the retailer 4.customer's own specification 5.relatively cheap labour 6.keep track of your delivery

• Weaknesses 1. a huge range of products and components

from many suppliers from various countries.

2. computer maker not computer manufacturer making DELL unable to switch supply.

• Opportunities 1. diversification strategy by introducing

many new products to its range. 2making and selling low-cost, unbranded

low-price computers to PC retailers in the United States

• Threats 1. competitive rivalry that exists in the PC

market globally. 2. new entrants to the market pose potential

threats. 3. exposed to fluctuations in the World

currency markets (Changes in exchange rates)

Conclusion: Dell's commitment to customer value, to being

direct, to operating responsibly and, ultimately, to winning continues to differentiate it from other companies.

A.C NIELSONMARKET RESEARCH COMPANY

• The Nielsen Company (erstwhile ACNielsen) was established in the United States in 1923 by Arthur C. Nielsen, Sr., one of the founders of the modern marketing research industry. Among many innovations in consumer-focused marketing and media research, Mr. Nielsen was responsible for creating a unique retail-measurement technique that gave clients the first reliable, objective information about competitive performance and the impact of their marketing and sales programs on revenues and profits. Nielsen information gave practical meaning to the concept of market share and made it one of the critical measures of corporate performance.

• Mr. Nielsen also founded the business known today as Nielsen Media Research, the global leader in television audience measurement and other media research services.

• ACNielsen opened its first international office in the UK in 1939 and, after World War II, progressively expanded its operations in Western Europe, Australia and Japan. The company increased its presence in Asia Pacific in 1994 by acquiring Survey Research Group, and in the Middle East and Africa in the late 1990s through the acquisition of AMER World Research.

•In 2001, ACNielsen became part of VNU, a world leader in marketing information, media measurement and information and business media.

•In 2003, VNU announced a new organisational structure for VNU Marketing Information (MI), its largest business group, to address evolving client needs and to create an enhanced platform for accelerated growth.

•ACNielsen is also sister company to Nielsen//NetRatings. which measures Internet and digital media audiences, and Nielsen BuzzMetrics which measures Consumer-Generated Media.

• IMS Health and ACNielsen ORG-MARG entered into a joint venture on the 1st of January 2004, aligning their health care information business operations in India, bringing together the two organizations’ global expertise and strong local presence to deliver a broader array of actionable, strategic solutions to the pharmaceutical market.

• In 2005, ACNielsen initiated their MVP (Media Voice Panel) program. Panel members carry an electronic monitor that detects the digital station and program identification codes hidden within the TV and radio broadcasts they are exposed to. At night, members place the monitor in a cradle that sends the collected data through the home's electrical wiring to a relay device that transmits it by phone, making it one of the first practical uses of electrical wiring as a home network. With an approximately one week notice to members, the MVP program ended on March 17, 2008.

In 2007, the owner VNU changed its name to "The Nielsen Company;

LEADERSHIP..Our leadership team blends wide experience in consumer marketing, marketing research, and business information management with a shared dedication to outstanding client service

Where we are

• Nielsen’s operations span more than 100 countries. Headquartered in New York, our major regional business centres are located in Schaumburg, Illinois; Wavre, Belgium; Hong Kong; Sydney, Australia; Buenos Aires, Argentina; and Nicosia, Cyprus.

What We Do• Nielsen offers an integrated suite of market information gathered from

a wide range of sources, advanced information management tools, sophisticated analytical systems and methodologies, and dedicated professional client service to help our clients find the best paths to

growth.• Clients work with our services to:• Measure their market performance• Analyse market dynamics• Diagnose and solve marketing and sales problems, and• Identify and capture growth opportunities• Our people work closely with clients to help them choose the right set

of information and services and use it to make the best possible decisions.

•Industry Expertise

• Whatever your business needs, Nielsen professionals have the knowledge and expertise across a variety of industry sectors, built over more than 80 years addressing clients' business issues and delivering consumer insights to support our clients' growth.

• Advertising• Automotive• Consumer Package Goods• Financial Services• Government & Social• Media• Online• Retailing• Telecommunications• Travel & Tourism

• Our people work closely with clients to help them choose the right set of information and services and use it to make the best business decisions.

http://en.wikipedia.org/wiki/File:DLF_logo.svg

• HISTORY• STRUCTURE• VISION, MISSION & VALUES• MILESTONE• AREA OF WORK• BUSINESS• FINANCIAL SUMMARY• FUTURE STRATEGIES

logo

• The pyramid symbol and the mission line 'Building India’ is collectively referred to as the DLF Logo.

• The company's name is represented in black capital letters. The typeface represents the solidity of the enterprise; emphasizes accountability, responsibility as being a strong and integral part of the Group's ethos.

• The words ’BUILDING INDIA’, is in capitals like the company’s name, and at once conveys DLF’s mission and vision. It is an intrinsic reflection of the Group’s commitment and its 60-year heritage.

summary

• Delhi Land and Finance(DLF) is the India’s biggest real estate developer in term of revenues, earnings, market capitalization and developable area. based in New Delhi, India.

• The DLF Group was founded by Raghuvendra Singh in 1946.

• It has a 62 year of track record of sustainable growth, customer satisfaction, and innovation.

• The company is currently headed by Kushal Pal Singh.

history

• The DLF Group was founded in 1946. It develop some of the first residential colonies in Delhi such as Krishna Nagar.

• In 1970s & 1980s DLF purchased 3000 acrers of land from farmers in Gurgaon for $2000 per acre.

• 1999, DLF started its first A-Grade office spaces for rent in Gurgaon.

• The started building world-class office building, appartments, golf courses, shopping malls, 5 star hotels and a private expressway linking Gurgaon to Delhi Airport.

About the chairman• Dr. Kushal Pal Singh, is the chairman of the Board of DLF

Limited, India’s largest real estate company with a pan India presence in over 30 cities across 18 states.

• Dr. Singh’s pioneering role as real estate developer and corporate leader who has transformed the urban landscape of the country by setting new standards in the housing and urban development scenario and creating world class infrastructure to attract unprecedented level of foreign and domestic investment inflows, generating new employment opportunities and changing lifestyles.

• He is the recipient of numerous awards and honors. The most prestigious of which is the Padma Bhushan Awards, conferred to him by The Government of India on 26th January 2010.

VISION, MISSION & VALUESDLF VisionTo contribute significantly to building the new India and

become the world’s most valuable real estate company.DLF MissionTo build world class real –estate concepts across six business

lines with the highest standards of professionalism ,ethics ,quality and customer service

DLF Values• Sustained efforts to enhance customer value and quality• Ethical and professional service.• Compliance and respect for all community , environmental

legal requirements.

milestone

Area of work

business

houses

• DLF pioneered townships and group housing in India.• Introduced the super-luxury, luxury and mid-income. • Trusted brand with superior execution track record.• Around 477msf available at present for potential

development.• Of this, over 80% development to be in super-metros

and metros.

offices• DLF is the founder and pioneer of “Grade A –office leasing

market” in India.• Offers a well balanced mix of commercial office space

including IT/ITES facilities, multi-tenant corporate office buildings and integrated commercial complex.

• 164msf of developable area.• Steady state achieved to deliver 12msf on an annual basis.• Customer mix changing from IT/ITES MNCs to Indian

Corporate with increasing volumes.• Continue to leverage location advantages and deep

customer relationship to enter new geographies.

Retail

• DLF enjoys the benefits of a portfolio of premium locations across the country and rush by large retailers.

• DLF envisages to introduce a new retail infrastructure to cater to shopping malls and commercial centers across all segment and all places in India.

• DLF has plans for delivering 1msf of luxury malls, 4msf of shopping malls and 3msf of neighborhood malls annually.

• Current developable land resources marked for retail stands at 92msf.

Golf courses

• One of the landmark creations of DLF, it been ranked as the best in the country and amongst the leading golf courses in Asia.

• It has played host to some of the most prestigious national and international tournaments like Hero Honda Indian Open, BILT Skins, DLF Masters, DLF Women Indian Open and the Johnnie Walker Classic.

• The Club House, designed in true colonial style, offers a lounge and locker rooms; a well-stocked pro shop; a bar and restaurant; masseurs, steam and sauna; snooker and pool tables, a delightful sun-deck with fabulous views of the landscape.

Corporate strategy

• Business organised on vertical basis: homes, office, retail, hotels etc, each independent of the other.

• Same structure is followed not only at the corporate level, but flows down to the regional/level.

• With core business reaching stable operating performance, focus is to aggressively ramp up new business like hotels, infrastructure, SEZs, etc.

• The compensation structure within the mid/ senior level employees allows for participation in the success of various project/businesses

• -base salary-30% with a 70% variable component linked to the KRAs, overall through stock options.

Marketing strategy and promotion

SWOT ANALYSIS

STRENGTH

DLF has very good market share about 50%• Brand value• Huge supplier base fixed material cost• A well stablished and firm base in north India

WEAKNESS

• External allocation of large contracts become difficult.

• Lack of clearly define process and proccedure for construction and its management

OPPOURTUNITIES

• Expansion of bussiness in other part of india• It can invest in power generation projects like

hydroelectric and wind power

THREATS

• LONG TERM MARKET INSTABILITY IN MARKET• INCREASING LABOUR COST AND

COMPETITORS• COMPETITOR MAY TRY TO MAKE MORE MARKET

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Questions

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