stockists survey report

[N=130]

SURVEY REPORT

A SURVEY ON STOCKIST PERCEPTION OF PHARMACEUTICAL

COMPANIES IN MUMBAI

SAMPLE SIZE [N=130]

Conducted on 12TH August 2009

COMPILED & SUBMITTED BY:

Elton Fernandes

Kunwar KhuranaNeha SethNitender YadavPrerana GidwaniShambhavee Sankholkar

A Survey carried out by students of First Year,MBA- Pharmaceuticals Management, Section-

B, NMIMS, Mumbai,As a part of the coursework

“ LISTENING TO STAKEHOLDERS ”

1

[N=130]

ACKNOWLEDGEMENTS:

We wish to thank our Professors, Dr (Prof.) Tarun Gupta (Professor Emeritus at School of Business Management; Chairman, Pharmaceuticals Management NMIMS, Mumbai) and Mrs. Savita Chari for data analysis.

We also thank all our respondents (Stockist’s) located in the various zones of Mumbai for their time and co-operation, which enabled us to successfully complete the project and compile this report.

The survey was carried out by all students of the First year MBA-Pharmaceuticals Management, Section-B, NMIMS, Mumbai.

2

[N=130]

INDEX

SR.NO CONTENTS PAGE NO.

A. EXECUTIVE SUMMARY 4

B. RESEARCH OBJECTIVE 7

C. SAMPLE BREAK-UP 8

1. Zone Wise 8

D. QUESTIONS 9-39

Q.1 How long have you been functioning as a stockist? 9

Q.2 How many companies are you dealing with at present? 12

Q.3 How many persons are working with you at present? 15

Q.4 According to you, which are the top 5 pharma companies? 18

Q.5As per your information, which pharma company is performing the best

at present?23

Q.6 According to you, which companies give you the best services? 26

Q.7 Which company does not run out of stocks? 30

Q.8 According to you, which company’s field force is the most effective? 33

Q.9 How many salesmen and deliverymen do you have at present? 37

F. Annexure : List of Stockist’s 40

G. Annexure : Questionnaire 42

3

[N=130]

Executive Summary

1.

27% of the stockist’s have been functioning since the past 21-30 years. 19% of the stockist’s have been functioning since the past 16-20 years. 15% of the stockist’s have been functioning since the past 11-15 years. 12% of the stockist’s have been functioning for >40 years. 11% of the stockist’s have been functioning since the past 6-10 years.

2.

20% of stockist’s deal with 21 – 25 companies. 13% of the stockist’s deal with 11- 15 companies. 12% of the stockist’s deal with 6- 10 companies. 10% of stockist’s deal with 31 – 35 companies. 10% of stockist’s deal with 36 – 40 companies. 9% of the stockist’s deal with 26 – 30 companies. 8% of the stockist’s deal with 16 – 20 companies.

3.

23% of the stockist’s have up to 16-20 employees at present. 17% of the stockist’s have up to 11-15 employees. 15% of the stockist’s have up to 6-10 employees. 13% of the stockist’s have up to 21-25 employees. 7% of the stockist’s have up to 26-30 employees. 5% of the stockist’s have up to 31-35 employees.

4.

Ranbaxy, Cipla and GSK was perceived as the top company by 9% stockist’s surveyed.

Sun Pharma was perceived as top company by 6% stockist’s surveyed. Pfizer was perceived as top company by 5% stockist’s surveyed. Sanofi Aventis was perceived as top company by 4% stockist’s surveyed. Nicholas Piramal was perceived as top company by 4% stockist’s

surveyed. Torrent was perceived as top company by 3% stockist’s surveyed. DRL was perceived as top company by 3% stockist’s surveyed.

5.

4

[N=130]

21% of the stockist’s surveyed had an opinion that the pharma company having the best performance at present was Cipla. This is in line with ORG IMS ranking.

10% of the stockist’s surveyed felt that GSK was the pharma company having the best performance at present. Current ranking is 2.

10% of the stockist’s surveyed felt that Sun pharma was performing the best at present. Present ranking is 5.

9% of the stockist’s surveyed felt that Mankind was performing the best at present.

7% of the stockist’s surveyed felt that Sanofi Aventis was performing the best at present.

6% of the stockist’s surveyed felt that Ranbaxy was performing the best at present.

6.

9% of the stockist’s said that Cipla provides them the best service. 9% of the stockist’s said that Sanofi Aventis provides them the best

service. 8% of the stockist’s said that all companies provide them the best service. 7% of the stockist’s said that GSK provides them the best service. 7% of the stockist’s said that Ranbaxy provides them the best service. 5% of the stockist’s said that Sun Pharma provides them the best service. 4 % of the stockist’s said that Pfizer provides them the best service.

7.

18% of the stockist’s said all companies go out of stock. 12% of the stockist’s said all companies have sufficient stock. 10% of the stockist’s said Cipla does not run out of stocks. 7% of the stockist’s said Sanofi Aventis does not run out of stocks. 6% of the stockist’s said GSK does not run out of stocks. 4 % of the stockist’s said Ranbaxy does not run out of stocks. 3% of the stockist’s said that Alkem and DRL does not run out of stock.

8.

10% stockist’s said that Sun Pharma has the most effective field force.

5

[N=130]

10% stockist’s said that Cipla has the most effective field force. 7% stockist’s said that Mankind has the most effective field force. 7% stockist’s said that Sanofi Aventis has the most effective field force. 6% stockist’s said that GSK has the most effective field force. 5% stockist’s said that Ranbaxy has the most effective field force. 4% stockist’s said that FDC has the most effective field force. 3 % stockist’s said that All Companies have effective field force.

9.

Salesmen

45% of stockist's have salesmen in the range of 6 to 10 persons. 33% of stockist’s have salesmen in the range of upto 5 persons.

Deliverymen

37% of stockist’s have deliverymen in the range of 6 to 10 persons. 35% of stockist’s have delivery men in the range of upto 5 persons.

Research Objective

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[N=130]

The objective for the survey is to listen to the stockist’s and to understand their perception on the pharmaceutical companies.

Research Methodology

A structured questionnaire for the study subjects (Stockist’s) was designed within the scope of given objectives. Mumbai was divided into 6 zones. Within each zones, Stockist’s were interviewed from different areas.

The zones and areas covered are as follows :

ZONE SUBURBS

Western SuburbsSantacruz, VileParle, Andheri, Jogeshwari, Goregaon, Malad, Kandivli, Borivali, Dahisar.

South Mumbai Princess Street, Marine Lines.

Eastern Suburbs Ghatkopar, Mulund,Vikhroli, Bhandup.

Central Mumbai Mahim, Matunga, Dadar, Lower Parel, Parel, Sewree, Wadala.

Navi Mumbai Vashi, Sanpada.

Thane Bhayandar, Vasai Road, Thane.

7

[N=130]

SAMPLE BREAK –UP[N=130]

ZoneNo. of Stockist’s

[N=130]Percentage

Western Suburbs 47 36%Eastern Suburbs 25 19%South Mumbai 20 15%

Central Mumbai 20 15%Thane 11 8%

Navi Mumbai 7 5%

36%

15%19%

15%

5% 8%

ZONE-WISE DISTRIBUTION(N = 130)

WS - 47SM - 20ES - 25CM - 20NM - 7TH - 11

Q.1

8

[N=130]

HOW LONG HAVE YOU BEEN FUNCTIONING AS A

STOCKIST?

[N = 130]

Q1. How long have you been functioning as a stockist?[N=130]

9

[N=130]

Sr No.

Number of functional years of Stockist’s

Number of Stockist’s

[130]Percentage

1. Upto 5 9 7%

2. 6-10 14 11%

3. 11-15 19 15%

4. 16-20 25 19%

5. 21-30 35 27%

6. 31-40 13 10%

7. >40 15 12%

Number of functional years of stockists

Upto 5 yrs 6-10 yrs 11-15 yrs 16-20 yrs 21-30 yrs 31-40 yrs >40 yrs0

5

10

15

20

25

30

35

40

9

14

19

25

35

1315

No. of stockists

10

[N=130]

Interpretation:

27% of the stockist’s have been functioning since the past 21-30 years.



12% of the stockist’s have been functioning for >40 years.


10% of the stockist’s have been functioning since the past 31-40years.

7% of the stockist’s have been functioning since the past 5 years.

11

[N=130]

Q.2

HOW MANY COMPANIES ARE YOU DEALING WITH

AT PRESENT?

(N=130)

12

[N=130]

Q2. How many companies are you dealing with at present?[N=130]

Table: Number of Companies

Sr No.

No. of CompaniesNo of responses

[N=130]Percentage

1. 1 to 5 4 3%2. 6 to 10 15 12%3. 11 to 15 17 13%4. 16 to 20 11 8%5. 21 to 25 26 20%6. 26 to 30 12 9%7. 31 to 35 13 10%8. 36 to 40 13 10%9. 41 to 45 4 3%

10. 46 to 50 5 4%11. 51 to 55 3 2%12. 56 to 60 5 4%13. 71 to 80 2 2%

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INTERPRETATION:

20% of stockist’s deal with 21 – 25 companies.

13% of the stockist’s deal with 11- 15 companies.

12% of the stockist’s deal with 6- 10 companies.



9% of the stockist’s deal with 26 – 30 companies.

8% of the stockist’s deal with 16 – 20 companies.

14

[N=130]

Q.3

HOW MANY PERSONS ARE WORKING WITH

YOU AT PRESENT?

[N= 130]

15

[N=130]

Q3.How many persons are working with you at present?[N=130]

Sr No.

Number of personsNumber of Stockist’s

[N=130]Percentage

1.0-5 4 3%

2.6-10 19 15%

3.11-15 22 17%

4.16-20 30 23%

5.21-25 17 13%

6.26-30 9 7%

7.31-35 7 5%

8.36-40 9 7%

9.41-45 2 2%

10.46-50 5 4%

11.51-55 0 0%

12.56-60 2 2%

13.61-65 1 1%

14.More than 65 3 2%

16

[N=130]

Interpretation:

23% of the stockist’s claimed to have 16-20 employees at present.

17% of the stockist’s claimed to have 11-15 employees.





17

[N=130]

Q.4

ACCORDING TO YOU, WHICH ARE THE TOP 5

PHARMA COMPANIES IN THE INDUSTRY?

[N = 130]

Multiple Responses = 62918

[N=130]

Q4. According to you, which are the top 5 Pharma Companies in the industry?

[N=130]

Sr. No. ResponsesNo of Responses

[N=629]Percentage

1 Ranbaxy 55 9%

2 Cipla 54 9%

3 GSK 54 9%

4 Sun Pharma 39 6%

5 Pfizer 32 5%

6 Sanofi Aventis 28 4%

7 Nicholas Piramal 24 4%

8 Torrent 18 3%

9 DRL 17 3%

10 Lupin 15 2%

11 Alkem 14 2%

12 Mankind 14 2%

13 Novartis 12 2%

14 Astra Zeneca 11 2%

15 USV 11 2%

16 Wockhardt 11 2%

17 FDC 10 2%

18 Glenmark 10 2%

19 Intas 10 2%

20 Zydus Cadila 9 1%

19

[N=130]

Other 89 companies with less(less than 9) number of responses are:

Name of the CompanyNo. of

ResponsesName of the Company

No. of Responses

Abbott 8 Dabur 2

Elder Pharma 8 Eli Lilly 2

Emcure 8 Franco India 2

Ipca 6 Fulford 2

Macleods 6 Hetero Pharma 2

Unichem 6 J B Chemicals 2

Aristo 5 Khandelwal Laboratories 2

Himalaya 5 Lyka 2

Jhonson & Jhonson 5 Merck 2

PDPL 4 Merind 2

East India Pharma 3 Midas Care 2

German Remedies 3 Mitoch Pharma 2

Indoco 3 Raptakos 2

Medley 3 Serdia 2

Micro Labs 3 Shreya 2

Pharmed 3 Solvay 2

Wyeth 3 Sunways 2

Albert David 2 Themis 2

Alembic 2 Universal Pharma 2

Anglo French 2 Zandu 2

Bayer 2 Zuventus 2

Biological Evans 2 Aimil Pharma 1

Charak Pharma 2 Ajanta 1

20

[N=130]

Name of the CompanyNo. of

ResponsesName of the Company

No. of Response

s

Allergan 1 MSD 1

Amil Pharma 1 Nagarjuna 1

Amrutanjan 1 Neon 1

Ashwin Pharma 1 New life 1

Ator Pharma 1 Novo Nordisk 1

Baxter 1 Organon 1

BD 1 Paras 1

Blue Cross 1 Phyto Pharma 1

Cachet 1 Protec 1

Claris 1 Reckitt Benckiser 1

Concept 1 Reliance 1

D K Sandhu Brothers 1 Roche 1

Elan Pharma 1 RPG Life Sciences 1

Fortis 1 Sandoz 1

Fourrts Laboratories 1 Siba 1

Genix Pharma 1 Systopic 1

Hamdard 1 Trica 1

Heinz India 1 TTK Healthcare 1

Hitech 1 Baidyanath 1

JVK Labs 1 Venus International 1

Knoll Pharma 1 Wipro 1

Mayer Vita Bitics 1

Interpretation:

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Ranbaxy was perceived as the top company by 9% stockist’s surveyed.

Cipla was perceived as the top company by 9% stockist’s surveyed.

GSK was perceived as top company by 9% stockist’s surveyed.

Sun Pharma was perceived as top company by 6% stockist’s surveyed.

Pfizer was perceived as top company by 5% stockist’s surveyed.

Sanofi Aventis was perceived as top company by 4% stockist’s surveyed.

Nicholas Piramal was perceived as top company by 4% stockist’s

surveyed.

Torrent was perceived as top company by 3% stockist’s surveyed.

DRL was perceived as top company by 3% stockist’s surveyed.

Q.522

[N=130]

ACCORDING TO YOU, WHICH COMPANY IS

PERFORMING THE BEST AT PRESENT?

[N=130]


23

[N=130]

Q5. According to you, which company is performing the best at present?[N=130]

Sr. No. Name of CompanyNumber of Responses

[N=163]Percentage

1. Cipla 35 21%

2. GSK 17 10%

3. Sun Pharma 16 10%

4. Mankind 15 9%

5. Sanofi Aventis 11 7%

6. Ranbaxy 10 6%

7. FDC 6 4%

8. Abbott 5 3%

9. Astra Zeneca 4 2%

10. DNA 4 2%

11. Lupin 4 2%

12. Pfizer 4 2%

13. Intas 3 2%

14. Alkem 2 1%

15. All the companies 2 1%

16. Biological Evans 2 1%

17. Hetro Pharma 2 1%

18. Johnson & Johnson 2 1%

19. Macleods 2 1%

20. Nicholas Piramal 2 1%

o ther 15 companies having 1 response each are:

24

[N=130]

Baidyanath Elder Meyer Vitabiotics Torrent

Becton Dickinson Emcure Novartis Wockhardt

Charak Pharma Glenmark PDPL Zydus Cadila

DRL Ipca Reckitt Benckiser

Interpretation:

21% of the stockist’s surveyed had an opinion that the pharma company

having the best performance at present was Cipla.

10% of the stockist’s surveyed felt that GSK was the pharma company

having the best performance at present.

10% of the stockist’s surveyed felt that Sun pharma was performing the

best at present.

9% of the stockist’s surveyed felt that Mankind was performing the best at

present.

7% of the stockist’s surveyed felt that Sanofi Aventis was performing the

best at present.

6% of the stockist’s surveyed felt that Ranbaxy was performing the best

at present.

25

[N=130]

Q.6

ACCORDING TO YOU, WHICH PHARMA

COMPANY PROVIDES YOU THE BEST

SERVICE?

(N=130)


26

[N=130]

Q6. According to you, which pharma company provides you the best service?

[N=130]

Table: Names of companies giving best service

Sr No. Name of CompanyNo of Responses

[N=225]Percentage

1. Cipla 21 9%

2. Sanofi Aventis 20 9%

3.All companies give good

service17 8%

4. Ranbaxy 16 7%

5. GSK 15 7%

6. Sun Pharma 12 5%

7. Pfizer 8 4%

8. Alkem 7 3%

9. Lupin 7 3%

10. FDC 7 3%

11. Astra Zeneca 7 3%

12. Abbott 7 3%

13. Nicholas Piramal 6 3%

14. DRL 6 3%

15. USV 3 1%

16. Zydus Cadila 3 1%

17. Mankind 3 1%

Companies with 2 or less responses:

27

[N=130]

Biological Evans (2)

Torrent (2) Franco India (1) Mitoch (1)

PDPL (2) Hetero Pharma (2) Heinz India (1) Novartis (1)Elder Pharma (2)

Serdia (2) Indoco (1) Others (1)

German Remedies (2)

Zandu (2) Ipca (1) Pharmed (1)

Glenmark (2) Allergan (1) JB Chemicals (1) Rexcel (1)Himalaya (2) Aristo (1) Jenburkt (1) Sandu (1)Intas (2) Ashwin Pharma

(1)Lyka Pharma (1) Win Medicare

(1)Johnson & Johnson (2)

Baxter (1) Genx Pharma (1) Wockhardt (1)

Meyer Organics (2)

Solvay Pharma (2) Macleods (1) Merck (1)

Micro Labs (2) Charak Pharma (1)

Mayer Vita Bitics (1)

Cachet (1)

Elan Pharma (1) East India Pharma (1)

Medley (1)

Interpretation:

28

[N=130]

9% of the stockist’s said that Cipla provides them the best service.

9% of the stockist’s said that Sanofi Aventis provides them the best

service.

8% of the stockist’s said that all companies provide them the best service.

7% of the stockist’s said that GSK provides them the best service.

7% of the stockist’s said that Ranbaxy provides them the best service.

5% of the stockist’s said that Sun Pharma provides them the best service.

4 % of the stockist’s said that Pfizer provides them the best service.

3% of the stockist’s said that Alkem, Lupin, Astra Zeneca, Abbott,

Nicholas Piramal, DRL provide them the best service.

1% of the stockists said that USV, Zydus Cadila, Mankind provide them

the best service.

29

[N=130]

Q.7

Which company does not run out of stocks?

[N= 130]


Q7. Which Company does not run out of stocks?[N=130]

30

[N=130]

Sr No.

Stockist’s ResponsesNumber of Responses

[N=177] Percentage

1.Cipla

18 10%

2.Sanofi Aventis

12 7%

3.GSK

11 6%

4.Ranbaxy

7 4%

5.DNA

6 3%

6.Alkem

5 3%

7.DRL

5 3%

8.Abbott

4 2%

9.Ipca

4 2%

10.Johnson & Johnson

3 1%

11.Lupin

3 1%

12.PDPL

3 1%

13.Sun Pharma

3 1%

14.All companies go out of

stock32 18%

15.All companies have

sufficient stock21 12%

Other companies which have less than 3 responses:

31

[N=130]

Aristo (2) FDC (1) Franco India (2)Intas (2) JB Chemicals (1) Nicholas Piramal (2)

Serdia (2) USV (1) Astra Zeneca (1)Hetero Pharma (1) Charak Pharma (1) Elder (1)

Biologically ethical (1) Eris Pharma (1) First Horizon (1)Solvey (1) Heinz India (1) Torrent (1)

Novartis (1) Himalaya (1) Unichem (1)Allergan (1) Meyer organics (1) Wanvory (1)

Micro Labs (2) MSD (1) Wockhardt (1)

Interpretation:

18% of the stockist’s said all companies go out of stock. 12% of the stockist’s said all companies have sufficient stock. 10% of the stockist’s said Cipla does not run out of stocks. 7% of the stockist’s said Sanofi Aventis does not run out of stocks. 6% of the stockist’s said GSK does not run out of stocks. 4 % of the stockist’s said Ranbaxy does not run out of stocks. 3% of the stockist’s said that Alkem and DRL does not run out of

stock.

32

[N=130]

Q.8

ACCORDING TO YOU, WHICH COMPANY'S FIELD

FORCE IS THE MOST EFFECTIVE?

[N=130]

MULTIPLE RESPONSES=154

33

[N=130]

Q. 8 According to you, which company’s field force is the most effective?[N=130]

Sr.no. Name of companyNumber of responses[n = 154]

Percentage

1.Sun Pharma 15 10%

2.Cipla 15 10%

3.Mankind 11 7%

4.Sanofi Aventis 11 7%

5.GSK 9 6%

6.Ranbaxy 7 5%

7.FDC 6 4%

8.Nicholas Piramal 6 4%

9.DRL 5 3%

10.Pfizer 5 3%

11.Astra Zeneca 4 3%

12.Lupin 4 3%

13.All are effective 4 3%

14.Abbott 3 2%

15.Macleods 3 2%

34

[N=130]

16.USV 3 2%

17.Glenmark 3 2%

18.Micro Labs 2 1%

19.Franco India 2 1%

20.German Remedies 2 1%

21.Ipca 2 1%

22.PDPL 2 1%

23.Alkem 1 1%

24.Aristo 1 1%

25.Biological Ethical 1 1%

26.Baxter 1 1%

27.Charak Pharma 1 1%

28.Elan Pharma 1 1%

29.Elder Pharma 1 1%

30.Genx 1 1%

31.Hetero Pharma 1 1%

32.Himalaya 1 1%

33.Indoco 1 1%

35

[N=130]

34.Intas 1 1%

35.J R Morrison 1 1%

36.Meyer Vitabiotics 1 1%

37.Medley 1 1%

38.Meerit Organics 1 1%

39.Megha Herbals 1 1%

40.MSD 1 1%

41.Novartis 1 1%

42.Parenteral Drugs 1 1%

43.Serdia 1 1%

44.Sunways 1 1%

45.Torrent 1 1%

46.Zandu 1 1%

47.Zydus Cadila 1 1%

48.Catchet 1 1%

49.None are Effective 1 1%

50.DNA 1 1%

51.Others 2 1%

36

[N=130]

It’s their concern 1 Could be anyone, depends on the field

force.1

Total 154 100%

Interpretation:

10% Stockist’s said that Sun Pharma has the most effective field force.

10% Stockist’s said that Cipla has the most effective field force.

7% Stockist’s said that Mankind has the most effective field force.

7% Stockist’s said that Sanofi Aventis has the most effective field force.

6% Stockist’s said that GSK has the most effective field force.

5% Stockist’s said that Ranbaxy has the most effective field force.

4% Stockist’s said that FDC has the most effective field force.

3 % Stockist’s said that All Companies have effective field force.

37

[N=130]

Q.9

HOW MANY SALESMEN AND DELIVERY MEN DO YOU HAVE AT PRESENT?

[N = 130]

38

[N=130]

Q9. How many Salesmen and Delivery men do you have at present?

[N=130]

Salesmen

Sr.No. Responses of stockist’s(No. of salesmen)

[N=130]

No. of responses[N=130]

Percentage

1. Upto 5 43 33%

2. 6 to 10 59 45%

3. 11 to 20 23 18%

4. 21 to 30 2 2%

5. Confidential 3 2%

Interpretation

45% of stockist's have salesmen in the range of 6 to 10.

33% of stockist’s have salesmen in the range of upto 5.

18% of stockist’s have salesmen in the range of 11 to 20.

2% of stockist’s have salesmen in the range of 21 to 30.

2% of stockist’s said it’s confidential information.

39

[N=130]

Deliverymen

Sr.No. Responses of Stockist’s(No. of delivery men)

No. of Responses[N=130]

Percentage of Responses

1. Upto 5 45 35%

2. 6 to 10 48 37%

3. 11 to 20 29 22%

4. 21 to 30 4 3%

5. 31 to 40 1 1%

6. DNA 3 2%

Interpretation:

37% of stockist’s have deliverymen in the range of 6 to 10.

35% of stockist’s have delivery men in the range of upto 5.

22% of stockist’s have delivery men in the range of 11 to 20.



2% of stockist’s did not answer the question.

40

[N=130]

Annexure: List of Stockist’s

Sr No. Name of the Stockist1 D.Jamnadas.Co2 A.P.Enterprise3 Evershine4 GS Distributors5 Jalaram Distributors6 Kalpana corporate7 Keshavlal raichand and sons8 Mangal Distributors9 V V pharma

10 Rathore distributors11 Pharma Agency12 Kamal Medico Pvt. Ltd.13 R. J. Distributors Pvt. Ltd.14 Kaysons Distributors15 Mangal Medical Agency16 P.S. Distributors17 Asiad Agency18 Mangal Marketing19 Laxmidas Dahyabhai & Co.20 Indian Drug Distributors21 Jay Pharma22 Balubhai Agencies23 BA Brothers24 General Drug Distributors25 Avni Pharma26 Diamond Pharma Agency27 Hasmukh Agency28 Hansa Agencies29 K K Pharma30 Arihant Medical & General Stores31 Shri Arihant Distributors32 Shreeji Distributors33 Abhi Trader34 M.D. Pharmaceuticals35 S. Sunderlal Pharma Pvt.Ltd36 Keshavlal & Co.37 Navdeep Agencies38 Premji Vishram & Co39 Sevantilal Kantilal & Co

Sr No. Name of the Stockist40 Pooja Pharma

41 Prabhat Pharma42 Santacruz Medical Centre43 Prabhat Agencies44 Meher Distributors Pvt Ltd45 Chimanlal Sons46 Parikh Pharma47 Akanksha Distributors48 Simba Chemist49 Harish Distributors50 Shree Narendra Agency51 Vaishnavi Medical Centre52 P.D.Doshi53 Chaitali Distributors54 Shweta Distributors55 Nayak Distributors56 Crystal Pharma57 Desai Pharma58 Sahib Singh59 C K Reshamwala60 Jay Pharma61 S.P Shah and Sons.62 Raka and Co.63 Rasiklal Mansukhlal and Co.64 Mangal Pharma65 Rushabh Distributors66 Jalaram Enterprises67 Welcome Pharma68 Mahadev Medical Agencies69 Ganesh Agency70 Sahib Singh Agencies71 R.K Medical Agencies72 Jadavjee Goverdhandas and Co.73 Sanjivani Distributors74 Vijay Pharma75 Saroj Distributors76 A B Pharma77 Uma Medical Agency78 R.K. Sgencies

Sr No. Name of the Stockist

79Shah and Savla Pharmaceutical Distributors

80 Unity Sales Agencies81 Ashok Distributors

41

[N=130]

82 Chheda Pharmaceutical Agencies83 S.K. Pharma84 Welcome Enterprises85 Welcome Agency86 Patchems Enterprise87 Mahavir Medical Agency 88 Rajnikant Kesavlal89 Amar Distributors90 Shree Enterprise91 Om Pharma92 Swastik Pharma93 Subhada Pharma94 Subhada Enterprise95 J.K. Agencies96 Milan Medical Centre97 Vinod Enterprises98 Raj Medico99 Medico Distributors

100 Vin Pharmaceuticals101 Rasiklal Mansukhlal & sons102 Seven Hills Distributors103 P V Pharma Agency

104Pharma Deal Pharmaceutical Distributors

Sr No. Name of the Stockist105 Deep pharma

106 Kailash distributors107 S. N. Distributors108 Mehta drug agency109 C. T. Kanani & sons110 Ator Pharmaceuticals111 Amritlal and Brothers112 J. K. Distributors113 B.C. Pharma Agencies114 Makvis115 Metro Distributors116 Mehta Chemists117 Satish Pharma Pvt. Ltd.118 Laxmi Agency119 Santosh Medico Agencies120 Kaiven Distributors121 Safe Life Pharmachem Pvt. Ltd122 Royal Pharma123 Sanjay Enterprises124 S.K. Agencies125 Hasmukh Enterprise126 Suburban Distributors127 Human Care Pharmaceuticals128 Chirag Drug Distributors129 Hemant Disributors130 West Coast Agencies

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[N=130]

Annexure: Questionnaire

SVKM’s

NMIMS University

MBA, Pharmaceuticals Management, 1 st year, Section B (2009-11)

Study of Stockist perception of Pharmaceutical Companies

Good Morning / Good Afternoon / Good Evening

Q.1 How long have you been functioning as a stockist?

Q.2 How many companies are you dealing with at present?

Q.3 How many persons are working with you at present?

Q.4 According to you, which are the top 5 Pharma companies in the industry?

Q.5 As per your information, which Pharma company is performing the best at present?

Q.6 According to you, which companies give you the best services?

1.

2.

Q.7 Which company does not run out of stocks?

1.

2.

Q.8 According to you, which company’s field force is the most effective?

1.

43

[N=130]

2.

Q.9 How many salesmen and delivery men do you have at present?

Classification Data

Stockist Name: __________________________________________________________

Address: _______________________________________________________________

_______________________________________________________________________

Area : ______________________

Cell No./Land Line No.: ______________________________,_____________________

Card/Stamp:

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stockists survey report

Documents