A PROJECT REPORT ON Comparison Between Various Brands Of Insulin Available In Market & Measuring Retailer Perception About Brands Of InsulinMade By CADILLA DIABETES CARE LTD. IN CADILLA DIABETES CARE LTD PUNE, MAHARASHTRA SUBMITTED BY BIJAYA KUMAR SAMAL MMM,3RD SEM. UNIVERSITY OF PUNE IN PARTIAL FULFILLMENT OF MASTER DEGREE IN MARKETING MANGEMENT (2005-2007) TO SURYADATTA INSTITUTE OF MANAGEMENT AND INFORMATION RESEARCH (SIMIR),PUNE-30 MAHARASHTRA DECLARATION I, Bijaya Kumar Samal, a student of SURYADATTA INSTITUTE OF MANAGEMENT AND INFORMATION RESEARCH, PUNE do hereby declare that the following documental project report titled “Comparison between Various Brands of Insulin Available in Market & Measuring Retailer Perception about Brands of Insulin Made by Cadilla Diabetics Care Ltd.” At “Cadilla Diabetes Care Ltd, Pune, Maharashtra, is a genuine work done by me and the content enclosed has not been submitted for the award of other degree or diploma in the university. With great pleasure I represent my project and hope that it will become useful to all its readers. BIJAYA KUMAR SAMAL MMM (3rd SEMESTER) Acknowledgements The satisfaction and euphoria that accompany the successful completion of any task would be incomplete without the mention of the people who made it possible and constant guidance and encouragement of them heads all efforts with success. I would take this opportunity to thank my Company Guide, Mr. Rajnish Shah, Area Business Manager, Pune who guided me through the whole project and also smoothened most hurdles that I faced during the course of the project. I am also very thankful to Mrs. Satinder, Sales Manager, Maharashtra and Marketing Executive for pune Mr.Amit Bansal who has been there throughout the project dealing with my numerous queries and ensuring that the required be done. I would like to say thanks the Director of my institute Mr.S.B.Chordia for helping me in this project work project work. I am also thankful to my project guide Prof. Reena Dhar help in this project work. Last but not the least, thanks to all the people who have in some way or other helped me through the course of the project. BIJAYA KUMAR SAMAL MMM (3rd SEMESTER) EXECUTIVE SUMMARY As per the curriculum of MMM I have to do a summer project in an organization for 50 days. I was appointed by “ Cadilla Diabetes Care Ltd” , Pune for my project work. The objective of the project was to Comparison between Various Brands of Insulin Available in Market & Measuring Retailer Perception about Brands of Insulin Made by Cadilla Diabetics Care Ltd.. I started my project work under the guidance of Area Sales Manager Mr.Rajnish shah. During the project work I have targeted the retailers covering the geographical location of pune like Sinhagad Road, Deccan Gymkhana, Ganesh Khind, Bibewadi, Swargate, Pune station, D.P.road, Koregaon Park. And collected the required data and asked valuable questions by using formal set of questionnaire with face to face interaction. I have also collected some data from various books and websites. I collected and required data from the respondent the supervision of the ASM of the company for pune. Maximum care was taken during the analysis and interpretation of the collected data to ensure reliability and accuracy. Various statistical tools, charts and graph are also used to present the fact in an attractive way. The total project report is prepared with the help of computer using various applications like MS Word, Excel etc., which help in preparing the report conveniently and economically. with in the specific period and the analysis and interpretation is carried out under 1 EXPLANATION OF THE TOPIC .CHAPTER-1 INTRODUCTION -11. • • Will there be a demand for my product or service ? What should be the ideal price of my offering . Understanding consumer behavior and knowing customer is never simple. market research should ideally be the starting point of any marketing exercise. without researching the potential market is as sensible as setting out to sell sand in the Sahara Desert.ideas or experiences to satisfy the needs and desires. In other words.use and dispose of goods and services . promotion or distribution of a product or service.one that ensures that I earn the maximum profit ? • Should I place my product only in urban markets or distribute even in the rural areas ? -2- . Customer behavior studies how individuals. at every stage of the marketing process.buy.Marketing plays the crucial role from planning. It is usually said that if marketing would be a train.selling. Market research provides the answers to all the questions that generally occupy the minds of marketers.be it related to pricing. So customer becomes the king of the present globe. To know the customer psychology market research is carried out for any existing as well as new entrants in the field of marketing. Conducting any marketing exercise . groups and organization select.research. then market research would be the locomotive.to the satisfaction of consumer. Really marketing is changing from “Selling the product” to “Creating a customer”. It has become a crucial part for any organization to conduct market survey/. The most important thing is to forecast where customers are moving and to be in front of them. and still hoping that the bullet hits the bulls eye. unless you don't mind risking your hard-earned money and precious time on activities that might not get you the results you want. In order to know the customers reaction about this product as well as getting information about the competitors and their strategy a market survey was conducted by me. it is tough for the new entrants to face their challenges. ignoring market research before marketing is synonymous with firing a shot in a pitch dark room. Simply put. I would like to do research on consumer behavior to gain more knowledge to attract the minds of consumer.• • • What should be the preferable media to promote my offering ? Would it be better if I replaced the pale green packets with bright yellow ones ? Is the fourfold growth in my sales figures a consequence of our latest television commercial ? • • How satisfied are our customers with the after sales services we provide ? What image comes to the minds of consumers when the hear our company's name ? It's really crucial to understand your target market before undertaking any marketing exercise. So. I want to be part of Cadilla Diabetics Care Ltd.2 REASONS FOR SELECTING THE TOPIC As the consumer is the king of current market. In the insulin market there are a handful of competitors. They are playing in this field for last long 10 years. -3- . 1. 1. . Organization can get to know its position in the competitive market. Organization can be able to know about its competitors. Organization can get to know what the real needs of consumers are.3 IMPORTANCE OF THE TOPIC TO THE COMPANY Organization can be able to know about its customer demand and can plan accordingly. organization gives more emphasis to a particular customer groups. Organization can know about the target customer by which. CHAPTER-2 INDUSTRY PROFILE -5- . -6- specifications of USFDA. including many 'Firsts in India'. MCA & MCC. Diversified operations encompass Hospital Disposables & Instrumentation. Phytochemistry.Cadila Pharmaceuticals over the last 53 years has grown to the size and status of integrated pharmaceutical company. TGA. World's First manufacturer of Immuvac. Incorporated in 1951 as a quality pharmaceuticals manufacturer in India.2. pool. Our studies are used for registration of products not only in India but also in Brazil. Analytical Research. 2. Diagnostics. Novel Drug Delivery. Softgel. A host of 'Biotech' products launched. Vaccines. Active Pharmaceutical Ingredients. Specialty Chemicals. New Drug Discovery. Biotechnology.1 HISTORY OF THE COMPANY Cadilla pharmaceuticals limited is One of India’s most reputed. The distilled wisdom and competence of the group. Telecommunications. Tech savvy pharmaceutical companies focusing on areas – Formulations (Human & Veterinary). South Africa and other European countries. . Pharma Machinery.2 MILESTONES Today. We offer services to research-based companies of all sizes in all major sectors of pharmaceuticals. Immunoglobulins – the entire gamut of a Company. manned by a 150-strong scientists' Strong Formulations Development base. built to the exacting One of the best R & D set-ups in the country. Plant Tissue Culture.a unique Immunomodulator. Travel & Leisure. Research based. encompassing over five decades has branched out into various spheres. Biosynthesis. Cadila is proud of its achievements — State-of-the-art formulations manufacturing facility. Genetic Engineering. ISO 9002 approved Bulk Actives (APIs) manufacturing facility. With keeping pace with the changes Cadilla pharmaceuticals has diversified its core business of medicine to other business as follows facilities for contract research. For us at Cadila. Hospital Disposables including Fiberglass Casting Tape for the first time in India Diagnostics Laboratory Chemicals Pharmaceutical Machinery Manufacturing Animal Health Formulations & Feed Supplements Agro Business : Plant Tissue Culture and Bio-fertilizers. Leadership in Domestic Marketing and Distribution Management. and the only thing that really matters. Leader in Indian Generics Market. USFDA approvals for Fluoxetine & Ethambutol manufacturing facilities. scale greater heights. Significant global presence. Cadila Pharmaceuticals is all set to create new records. focusing on research. Travel Business Strategic Business Alliances with world-leaders Today. offering Asia's only manufacturer of 'SULFOLANE' (Tetramethylene Sulfone). It has created new world-class production and R&D facilities. -7- . this is the only true benchmark of excellence. and meeting global standards. new process innovations leading to patents. DIVERSIFICATIONS As change is the only eternal truth. The Company always places the common man at its core – who should be able to access and afford our medicines anywhere in the world. products and services across the globe." 2. Mozambique and Franco fone countries. Latvia. to be a global player. Zimbabwe. Our human resources will continue to be the most valuable asset in this pursuit of leadership and the prime driving force for our growth. Mauritius. Sudan. Zambia. including the developed countries. we shall be amongst the most admired companies in India. Georgia. Nigeria. Ukraine. through excellence in technology. to become highly competent professionals and technology based. IVC. Kenya. Lithuania.2. Our aim. By the turn of this decade. RDC. Kazakhstan. Belarus.4 GEOGRAPHICAL OPERATION Existing CIS – Russia. Moldova. based on world-class research and development. healthier tomorrow. We shall provide total customer satisfaction and achieve leadership in chosen markets. Armenia. We shall seek joint ventures with partners who are major players in their country or region. We are responsible to the society.3 VISION AND MISSION OF THE COMPANY VISION "Our vision is to be a leading pharmaceutical company in India and to become a significant global player by the turn of the decade. will lead to the establishment of operations in the key markets of the world. We shall be good corporate citizens and will be driven by high ethical standards in our practices.our driving force." MISSION "We strive for a happier. Tanzania. Uganda. Cameroon. Uzbekistan Africa – SA. Ethiopia. -8- . We aspire to enrich our people . veterinary formulations and pharmaceutical machinery manufacturing. CIS Countries. . Central and South-East Asia. Nigeria. Japan. Kenya. South-East Asia/Pacific – Sri Lanka. Maldives.D. Hungary. Middle East and Europe. Vietnam. Thailand. Besides a significant presence in the Americas. Iran. Mexico Far East – Japan. West Indies. Bahrain. Myanmar. Oceanic Countries. Australia. New Zealand. bulk actives. Egypt. Our business revolves around the exports of formulations. Dominican Republic. the company has offices in USA. Maldives. France Bulgaria Latin America – Brazil. Africa. Taiwan Middle East –Oman. joint ventures. Macau. Syria North America – USA. Russia. Iraq. Fiji. The International SBU plans to expand operations to more than 100 countries by 2010. South Korea Future Plans Saudi Arabia Angola Estonia Czech Republic Romania Slovakia Slovenia Bosnia Croatia Yugoslavia Albania Chile Venezuela Columbia Paraguay Hong Kong China Jordan Lebanon 2. strategic alliances. Kazakhstan and Ukraine. Papua New-Guinea. As part of our strategy. we have wholly owned subsidiaries. hospital disposables. Philippines.5 INTERNATIONAL BUSINESS In line with the vision to be significant global player by 2010 A. Cadila Pharmaceuticals is fast emerging as a true Indian multinational. Yemen. Canada Europe – Denmark. own marketing offices in 4 countries and have significant presence in over 46 countries across the globe. contract manufacturing. Singapore.. Japan. located 50 km from Ahmedabad. MCC-South Africa. More such collaborations are underway to expand supply chain network and facilitate extensive market coverage. TGA-Australia. amidst lush green lawns and thick foliage. 2000-01 and Niryat Shree Award from FIEO. picturesque surroundings. globally 2. This SBU has been honored with the Chemexcil Award.-9- Alliances exist with regional majors in the form of International marketing. worldwide. EU GMP. MHRA-UK. the Plant’s standards and facilities can match any other. the commercial capital of Gujarat.6 MANUFACTURING EXCELLENCE Pursuant to its corporate philosophy of striving for continuous improvement and betterment. Seven ‘zones of cleanliness’ have been defined and adhered to. as per the 1997 GMP guidelines of the European Union. USFDA. for the year 2001-02. . ANVISABrazil. ISO 9002 and Japanese GMP is a value-addition to the International SBU in flexing its muscles in the overseas arena. Spread over 44 acres of verdant. joint ventures and contract manufacturing. An ultramodern formulations manufacturing facility conforming to the exacting standards of WHO-GMP. Some of the salient features of the design concepts: No wood or asbestos component. the Company has re-located its manufacturing operations at the state-of-theart plant at Dholka. while carving a niche for Indian Pharmaceuticals exports. the new locale is the most envied pharmaceutical installation in the Asian sub-continent. Cadila Pharmaceuticals continues to make a difference in the lives of millions. Truly unique in every sense of the term. With its basic philosophy of giving the best to the world at an affordable price. FFS machines. 100. flow direction etc. collators. Conformation of each processing stage with US Federal Standard 209E class of cleanliness. etc. packing material and finished good stores. 200 million. Respective zones. Capsules. The Plant is equipped with modern high-speed machines and integrated packaging lines to be cost efficient. USA. multi-station tablet presses. The complex also houses its own full-fledged R&D center. humidity. 1. filtration.000. Environment-friendly VAHP chillers. Liquid Orals. 10.000 with respect to room air changes. Each zone has separate AHUs (Air Handling Units). Rigvent heat extraction devices and Natural Skylit system in raw material. Isolated and dedicated production facilities for B-Lactum and Cephalosporin dosage forms. Tablets. particle count. high speed vial/ampoule filler/sealers are some of the examples. Brevetti visual inspection machines.000. pressure. Dry Syrups. Sachets etc. dehumidification unit and dust extraction systems.The plant—with high capacities and scope for future expansion—is capable of manufacturing all dosage forms viz. to avoid crosscontamination. 100. Extensive use of non-fill devices. viz. particle counts. . -10- Segregation of every critical processing activity in each zone. areas and even uniforms marked with specific colours of the rainbow (‘Indradhanush’ in the vernacular). set up at a cost of Rs. Aseptic Liquid and Solid preparations. Air environment conditioned in each area with respect to temperature. to ensure total segregation. Zero-discharge Effluent Treatment Plant constructed using technology from Advent Integrated System. Today CPL’s products are available across the country. The Company's consistent efforts in brand building have resulted in Cadila Pharmaceuticals' being one of the most reputable names with the medical fraternity and among patients. this cell offers primarily a basic product basket comprising Oral antidiabetics. 2.-11- 2. 37318 pharmacies and a field force of over 1. serviced by 25 C&S agents. Sulphonylureas. Cadila’s strategic perceptions have consistently given the organization a distinct edge over the competition. . By timely launch of new. Named “Pharma Diabetology” with the theme “Sweetness of Living”. viz. 1900 wholesalers. Biguanides. CPL intends to create a distinct identity in the Indian Diabetic care market by promoting the theme of “Sweetness of Living” through unique customer friendly promotional strategies. Polfa markets insulins since 1924 and offers Insulins in various Pharmacokinetic forms such as Chromatographically Purified and Highly Purified preparations. Poland. even in remote pockets. technologically advanced molecules. MARKETING OF THE DIABETES DIVISION CPL has a dedicated Diabetology Portfolio. Combination drugs and Insulins.CPL has already entered into a technology transfer agreement for Insulin with M/S. Polfa Tarchomin.7 MARKETING OF THE COMPANY The Company's marketing strength lies in a thorough market watch and study of health conditions the world over.300 employees. -122.8 ORGANIZATION STRUCTURE OF CADILLA DIABETES CARE LTD. VICE PRESIDENT DGM SM SM SM ABM ABM ABM ABM ABM ABM ABM ME ME ME ME ME ME ME ME ME ME . ft. Cadila Pharmaceuticals taps the best scientific talent in the country and has collaborations with more than 30 leading R&D .9 QUALITY CONTROL If one were to seek out a single word that embodies the spirit of the company. 2. The slogan “Cadila for Quality” that was deeply etched into every logo of the Company. A special Quality Management Division spearheads the concept of Total Quality Management. and subsequently into the minds of millions. it is apparent right from the moment you step into the premises. is adhered to with utmost dedication as it was years ago. A centralized Quality Control & Analytical Research Laboratory has been set up to meet the domestic and international quality standards. recognized by the Department of Science & Technology. The Company has expanded operations by building further on already existing set-up by investing in new premises. are manned by a 150-strong scientists’ pool.-132. to include modern. state-of-the-art amenities.10 R&D Spread over 45. in the numerous facets ingrained and internalized into the company’s ethos. One of the few companies in the country carrying out collaborative research.000 Sq. area. Government of India. an integration of all functions with built-in quality. Cadila’ R & D facilities. centers in India. CHAPTER-3 SCOPE OF THE PROJECT . Cadilla Diabetes Care . To have a good experience of Pharma market.1 RESEARCH OBJECTIVES It includes following two objectives Primary objective Secondary objective Primary Objectives To study the retailer perception about the brands of insulin made by To study the competitors position in the insulin market . . by Cadilla Diabetes care. Secondary Objectives To know about how many consumers aware about brands of insulin made To impart a good impression with the staff members.-153. Free vial for Juvenile patients. HUMSTARD 30/70(Premixed Human Insulin) HUMARAP(Soluble Human Insulin) HUMANEXT-N(Human Insulin NPH) INSUMET SR 500 INSUMET SR 1000 3. Western zone.e. door step delivery with keeping in mind the cold chain maintenance. North Zone. publishing of magazine called as “SUBAH” which gives details about the symptoms of disease. of diabetes patients in eastern zones are very low. South Zone.-163.3 PLACE Cadilla Diabetes care Ltd is working at 3 zones i. 3. patient education programs. cares to be taken.2 PRODUCTS OF CADILLA DIABETES CARE LTD. .4 PROMOTION In order to make presence its products among Doctors and patients various promotional activities like Diabetes detection camps. The reason for not selecting the eastern region is that according to ORG-MARG report the no. And spending business over there will not be beneficial for a new entrant like Cadilla so it has not spread its business over there. CHAPTER-4 RESEARCH METHODOLOGY . 2. 1.-184. . Two surveys are made. Descriptive studies and among the descriptive studies mainly survey method is used. Research design includes the following.1 RESEARCH DESIGN A Research design is the arrangement of conditions for collection and analysis of data in manner that aims to combine relevance to the research purpose with economy in procedure. Area group Occupation 4.2 SAMPLING DESIGN Sample is designed by taking consideration of around 150 respondents The respondents are chosen according to the following parameters. To aware the retailer about brands of insulin made by cedilla diabetes care ltd.3 TIME PERIOD OF STUDY The time period of the study was for 50 days. 4. To know the retailer perception about brands of insulin available in market. 4 SAMPLING AREA The area where sampling was done is • • • • • • Sinhagad Road. following two sources of data collection is used. . Primary data Secondary data Primary data are collected from the following sources Questionnaire method Interview method These methods are used with customers to acquire the real information.-194. Bibewadi Hadapsar Pune station Koregaon park Deccan gym khana 4. which is current and effective. and it helps a lot in the planning and selling.5 DATA COLLECTION For carrying out the study. 4. more information about consumer perception about .6 SECONDARY DATA ARE COLLECTED FROM THE FOLLOWING SOURCES. 4.8 RESEARCH LIMITATIONS The retailer some often does not provide actual information required for the I had very less time to do research. which will facilitate effective communication. The questionnaire includes open-ended questions and proper care was taken to minimize ambiguity. A research instrument should avoid bias and also develop a device. References Readymade data Booklets -20 Internet Seminars News paper & magazines 4. While preparing the questionnaire. The questionnaire that the researcher used contatined the total of 7 questions for collecting relevant and required facts and opinions from the respondents. almost all attention for retailers was given. In order to get the information through questionnaire. personal interview method is adopted as it helped both purpose of getting the information and some vital additional information with the respondents expressed while to researcher.7 DESIGNING OF QUESTIONNNAIRE A questionnaire is the most common research instrument. that is the reason why I could not get project work. which may not be forming ideal sample size. CHAPTER-5 DATA ANALYSIS AND DATA INTERPRETATION . I had done research upon a small number of respondents. Preparing and organizing the raw data. Explaining why difference exists. In the present study data was stored and tabulated in both absolute numbers as well as percentages and presented in bivariate and multivariate data to obtain more meaningful conclusions. .-22- Analysis has been done through the following steps. Summarizing the data contained in the categories. Making recommendations. Determining whether significant differences exist between categories. -23Q.AWARENESS OF RETAILER ABOUT THE BRANDS OF INSULIN MADE BY CADILLA DIABETES CARE LTD.33 16.OF RETAILERS 125 25 150 PERCENTAGE 83. Yes TABLE AWARENESS SAYING YES SAYING NO TOTAL GRAPH A A E E A O TT EB A D WR N S B U H R N 10 4 10 2 10 0 8 0 6 0 4 0 2 0 0 N .66 100 . Quarrel you aware about the brands of insulin made by Cadilla diabetes care ltd.O O F R T IL R EA E S P RE TG E C NA E S Y GY S A IN E S Y GN A IN O No NO. 66 15 53 20 .66 66.66 60 26.VARIOUS BRANDS OF INSULIN AVAILABLE AT RETAILERS COUNTER TABLE NAME OF BRANDS OF INSULIN HUMAN MIXTARD HUMAN ACTRAPID HUMAN INSULIN WOSULIN INSUCARE HUMSTARD 30/70 HUMAN MIXTAT GRAPH PERCENTAGE OF RETAILERS STOCKING THESE 66.INTERPRETATION From the above graph we can conclude that most of the retailers are aware about the brands of insulin made by Cadilla Diabetes Care ltd. -242. Humstard 30/70 has a percentage of 53. Human Mixtard and Human actrapid made by Novo Nordisk has a good presence over the retailers counter followed by Human Insulin made by Elililly having a percentage of 60. The other brands like tousling made by Wockhardt. insuacare made by Ranbaxy. .e. While Cadilla brand i.BAD OI SL AA AL RNS FNUI V I BE N L A R A ES ONE T E I R CUTR T L PRE EC NA E TG O F RA E I T L ES R SOK T CI N G T EE H S 7 0 6 0 5 0 4 0 3 0 2 0 1 0 0 1 2 3 4 5 6 7 I SL S NUI N Sre2 ei s Sre1 ei s -25INTERPRETTATION From the previous graph we came to know that the Brand of Insulin i.e. Humamixtat made by USV has a low percentage of presence at retailers counter. 5 .5 25 25 12.OF BRANDS 3 2 2 1 PERCENTAGE 37.-263.PRICE OF BRANDS OF INSULIN AVAILABLE IN MARKET TABLE PRICE RANGE 110-130 130-150 150-170 170 &above GRAPH NO. PRICE OF VARIOUS BRANDS No.66 .&PERCENTAGE 40 30 20 10 0 37.NO. Other brands of insulin available in the market fall under the price range of 130-150 and 150-170.e. There is one brand of insulin i. Cadilla brands of insulin falls under this category. -27Q.5 1 Series1 Series2 110-130 130-150 150-170 170 and above PRICE INTERPRETATION From the above graph we concluded that 3 brands having a percentage of 37.66 15.5 falls under the price range of 110-130.33 18.5 25 3 2 2 25 12. 525.OF VIALS SOLD PER MONTH TABLE VIALS RANGE 0-10 10-20 20-30 30-40 40 & above GRAPH NO OF RETAILERS 56 24 19 23 28 PERCENTAGE 37. Novo Rapid “Flex pen” made by Novo Nordisk has the highest price range of Rs.33 16 12. 66 23 15.66 Series1 Series2 56 INTERPRETATION: From the above graph we can conclude that the no.S 30 20 10 0 0-10 10-20 20-30 RANGE 30-40 40 & above 37. of retailers selling vials range 010 are maximum and also retailers selling higher range 0f 40 and above have also a good portion in the survey. -28Q.33 24 16 19 12.33 28 18. REASONS FOR HIGH SALES OF BRANDS TABLE REASONS PRICE PROMOTION AVAILABILITY GRAPH PERECNTAGE OF RETAILERS 40 60 60 .VIALS RANGE 60 50 40 No. -29Q. Because as these are life saving drugs the price factor doesn’t affect its high sales. While price has a little effect on popularity.REASONS OF HIGH SALES 70 PERCENTAGE OF RESPONDENTS 60 50 40 30 20 10 0 PRICE PROMOTION FACTORS AVAILABILITY Series1 INTERPRETATION From the above graph it is concluded that out of various factors of popularity promotion and availability plays a major role. POSSIBILTY OF BRAND SWITCHING BY RETAILER TABLE RESPONDENTS SAYING YES SAYING NO GRAPH NO 90 60 PERCENTAGE 60 40 . BRAND SWITCHING BY RETAILER NO.S WITH PERCENTAGE 100 80 60 40 20 0 1 RESPONSE 2 60 60 40 SAYING YES SAYING NO 90 INTERPRETATION From the above graph it is concluded that a good portion of retailers are able to convert the patients of other brands of insulin with brands of insulin made by Cadilla Diabetes care if possible. . The promotional activities carried out by Cadilla diabetes care ltd are a good step to establish it as a brand . In the price range it is also at rock bottom so. it can easily be popularized among the patients if price be calculated as a factor of its market position. There is an awareness about the brands of insulin made by Cadilla diabetes care among the retailers.CHAPTER-6 FINDINGS AND SUGGESTIONS -31- 6.1 FINDINGS From the project we can conclude various findings and suggestions . -326.2 SUGGESTIONS From the following suggestions are carried out: Company has to undertake aggressive marketing activities. Company should do time to time market research to know present market share. Company should try to reach extensively all over the geographical area. The promotional activities to be carried out intensively. The availability of various brands at retailer depends upon the profitability of retailer . .in the market. Company should enter in this niche market to increase total market share as well as to avoid the future competition. . CHAPTER-7 CONCLUSION -34- CONCLUSION . The promotional activities carried out at present can be done intensively to build a strong brand image among doctors.The major findings or conclusion of the project is that though a good half of retailers are aware about the brands but it needs an aggressive marketing strategy to reach all the retailer counter. retailers. patients. . .CHAPTER-8 LIMITATIONS -35- LIMITATIONS The limitations of the research project are as follows: The main limitation was the time as the project duration limited to 50 days. In some of the cases. 1-3 EXPLANATION OF THE TOPIC . Although great care is taken to ensure accuracy. Some of the respondents are scared to give answering the questions as why the researcher has to know ass these questions. While filling the questionnaire sometimes the respondents could not produce 100% accurate information because of their personal limitation. the retailers are not available all the time. Respondents were questioning authenticity of research person. there is possibility of human error and biased information provided by the sample that is assumed to be true. Few respondents were recusant while answering the questions due to their busy schedule. CONTENTS CHAPTER-1 1. so the employee appointed by them didn’t give actual results.1- INTRODUCTION ………………. 1 RESEARCH DESIGN 4.SCOPE OF THE PROJECT……………….3- REASONS FOR SELECTING THE TOPIC IMPORTANCE OF THE TOPIC TO THE COMPANY Chapter-2 - INDUSTRY PROFILE……………… 5-13 HISTORY OF THE COMPANY MILESTONES VISION AND MISSION OF THE COMPANY GEOGRAPHICAL EXCELLENCE INTTERNATIONAL BUSINESS MANUFACTURING EXCELLENCE MARKETING DIVISION OF THE COMPANY ORGANIZATION STRUCTURE OF THE COMPANY QUALITY CONTROL RESEARCH AND DEVELOPMENT CHAPTER-3 .4 SAMPLING AREA 4. 15-16 3.4 PROMOTION SCOPE CHAPTER-4 – RESEARCH METHODOLOGIES……….3 PLACE SCOPE 3.21.3 TIME PERIOD 4. 18-20 4..1.2 PRODUCT SCOPE 3.1 RESEARCH OBJECTIVE 3.5 DATA COLLECTION .2 SAMPLING DESIGN 4. .4.BIBLIOGRAPHY…………………………… 31-32 34 36 37 CHAPTER-10 .8 RESEARCH LIMITATION CHAPTER-5 – DATA ANALYSIS AND DATA INTERPRETATION… 22-29 CHAPER-6 – FINDINGS AND SUGGESTIONS………. CHAPTER-8 – LIMITATION……………………………..7 DESIGNING QUESTIONNAIRE 4.6 SECONDARY DATA SOURCE 4. 39-40 CHAPTER-9 . CHAPTER-9 .ANNEXTURE ………………………………. CHAPTER-7 – CONCLUSION …………………………. BIBLIOGRAPHY -37- BIBLIOGRAPHY . cadilapharma.com www.google.com .Kothari Marketing Management(3rd Edition) By V S Ramaswamy and S NamaKumari Websites: www.R.Reference Books: Marketing management(11th Edition) By Philip Kotler Research Methodology By C. CHAPTER-10 ANNEXTURE -39QUESTIONNAIRE Name of the chemist Contact no Address of the Chemist . Price of these brands a c e -405. a c e 3.of Vials selling per month b d 6.Reason for high sales of theses brands Price . Are you aware about the brands of insulin made by cadilla . a c e name of the brands of insulin available with you b d Name of the companies marketing these brands? b d 4.No.1. Yes no 2. If possible will you substitute brands of other insulin with brands of insulin made by cadilla? Yes No .Promotion Availability 7.