A

Project Report
On
B2B SALES AND DISTRIBUTION IN HEALTHCARE
Sponsored by
WRIG NANO SYSTEMS (INDORE M.P.)

Submitted To:
Dr DY Patil Vidyapeeth

In Partial fulfilment of degree in

Master of Business Administration

Submitted by
SALMAN KHAN
PRN No/ Roll No. 170501136
Internal Guide’s Name: VATSALA MANJUNATH
Global Business School and Research Centre
Tathawade
Pune 411033

Batch 2017-2019

I
 GLOBAL BUSINESS SCHOOL & RESEARCH CENTRE
Dr DY Patil Vidyapeeth
Pune 411 033

CERTIFICATE
This is to certify that Ms. SALMAN KHAN is a Bonafide student of
the MBA programme of this Global Business School & Research
Centre, for the academic year 2017 - 2019 having M.B.A PRN Roll
No170501136 has completed her Summer Industrial Project titled A
STUDY ON B2B SALES & DISTRIBUTION IN HEALTH CARE
as partial fulfilment of the Master of Business Administration
Course.
The Project has been checked for plagiarism in the specified
software (iThenticate) by DPU, under supervision of the Research
Centre, GBS&RC and it is (3 %) within specified allowable limit.

Course Coordinator:
[Vatsala Manjunath]

Research Director:
[Dr Kunal Bhattacharya]

Director:
[Dr Amol Gawande]

Examined by: 1) ____________________ 2) ___________

Date:

II
III
 DECLARATION

It is hereby declared that all the facts and figures included in the Dissertation is a result of
my own research and investigations including formal analysis of the entire project work
and the same has not been previously submitted to any examination of this University or
any other University.
The material borrowed from another source and incorporated in the Thesis has been duly
acknowledged and/or referenced.
I understand that I myself could be held responsible and accountable for plagiarism, if any,
detected later on.
This declaration will hold good and in my wise belief with full Consciousness.

Date: Signature of the Student

Place: Pune 411033

IV
 Plagiarism Screen shot

Student Internal Guide Dr (Col) Kunal Bhattacharya DrAmolGawande

Professor Research Director

V
 ACKNOWLEDGEMENT

I, SALMAN KHAN, undersigned express my sincere, gratitude to following persons who

helped me in completing the project work.
I thank Director DR. AMOL GAWANDE of GBS&RC and
My Project Guide: PROF VATSALA MANJUNATH for helping me in my project work
I thank to ADARSH GUPTA, State Head of the WRIG NANO SYSTEMS (INDORE
M.P.)
Other Doctors/officers / persons who helped me my Project are as “B2B SALES AND
DISTRIBUTION IN HEALTHCARE”. Without their valuable guidance this project
would not have been completed etc.

Thank any other persons, family members, friends and colleagues from whom I was
inspired.

Date: Signature:
Place: Pune 411 033 Salman khan

VI
 TABLE OF CONTENT

Ser Item Page No

No

1 Cover page I
2 College certificate II
3 Company certificate III
4 Declaration by student IV
5 Plagiarism screenshot V
6 Acknowledgement by student VI
7 Table of Content VII
8 Index VIII
9 List of Figure/ Graphs IX
10 Summary of Report X
11 Chapter 1:Introduction 1
12 Chapter 2:Litreture Review 6
13 Chapter 3: Company Profile & Industry background 8
14 Chapter 4: Research Methodology 15
15 Chapter 5:Data Analysis & Interpretation 16
16 Chapter 6:Findings,Suggestion,Conclusion 27
17 Bibliography (Books, Journals ,Research work) 32
18 Reference (Website) 33
19 Annexure(A to D) -
Appx -A-Questionnaires 34
Appx-B- Limitation of the study 38
Appx-C-Cost of the Project 39
Appx-D-Map of the company 40

VII
 INDEX

Sr. Content Page

1. Introduction
1.1 Introduction 1
1.2 Market Size 1
1.3 Investment 1
1.4 Government Initiatives 2
1.5 Road Ahead 3
1.6 objective 5
2. Literature review
2.1 Technical journals of the project work 6
3. Company Profile
3.1 Introduction 8
3.2 Company Product (TrueHB Meter) 8
3.3 Technical performance extract of TrueHB meter 11
3.4 Mission 12
3.5 Strategies of the company 12
3.6 Team members of the company 12
3.7 Partners of the company 13
4. Research Methodology
4.1 Aim, Research design, Population, Exclusion & inclusion criteria, 15
Data collection, Sample size, sampling technique
5 Data Analysis
5.1 pie charts and bar charts & Interpretation 16
6 Findings , Suggestions & Conclusions
6.1 Findings 27
6.2 Suggestions 30
6.3 Conclusions 31

VIII
 List of Figure
Fig. No. Tittle of figure Page
3.1 True HB feature 9

3.2 Convenience True HB 10

3.3 Cases When TrueHB can be used 10

3.4 Technical performance extract of TrueHB meter 11

3.5 Effect of Ambient Temperature on Readings 11

5.1 Respondent of wring Nano system 16

5.2 Product Quality 18

5.3 Product Quality 19

5.4 Rating of product 20

5.5 Rating scheme of company 21

5.6 percentage of respondent experienced product and services of 22

Alok industry

5.7 rate the visibility of the product hemoglobin meter in the market 23

5.8 rate the duration of time in which delivery in conducted by the 24

teams

5.9 rate the training session conducted by the sales team 25

5.10 recommend the company to another doctors/hospitals? 26

IX
 Summary of the report
Healthcare has become one of India‟s largest sectors - both in terms of revenue and
employment. Healthcare comprises hospitals, medical devices, clinical trials, outsourcing,
telemedicine, medical tourism, health insurance and medical equipment. The Indian
healthcare sector is growing at a brisk pace due to its strengthening coverage, services and
increasing expenditure by public as well private players.

For accomplishing this research, I collected primary data by conducting survey

through distributing questionnaires & taken data based on my observation.

This research report consists of the information and analysis in context of the
research topic which includes the following 6 chapters:

CHAPTER 1 Is an Introduction part which deals with introduction of the topic,

scenario in the World & India. It includes Aims & Objectives of the study gives the
purpose of the project and scope deals with the uses from this project, and at last it
describes about the constraints in the study of research.

CHAPTER 2 Is Literature Review; this chapter give the list of books, journals and
research paper which has been referred for the study of this project and, in specific
this literature review explains the part of that book or journal which has been
utilized for the project. This will have the detail of author, year of publication, title
of the project and portion of the material used.

CHAPTER 3 Is Profile of the company. In this chapter the whole detail of the
industry and company has been elaborated. That is, it contains its vision and mission
of the company, their code of conducts and Specialties available in the Industry.

CHAPTER 4 This chapter describes the research methodology. This part deals with
the core part of this project work. This chapter has explained the method of research
use that is primary or secondary, then type of research design, in this project
observation method is used, amount of sample considers during the research and
data collected for the research.

X
CHAPTER 5 is Data analysis of the project. In this Chapter the data collected from
the research is analysed to find out the solution. This part deals with the chart and
graph which is drawn from the collected data. This chart and graph give clear
explanation of data collected. This made the study easy.

CHAPTER 6 is the last chapter of the project which describe the findings from
analysis of data collected, then give the recommendation for the problem which are
faced by the customers.

XI
 CHAPTER 1
1.1 Introduction
Healthcare has become one of India‟s largest sectors - both in terms of revenue and
employment. Healthcare comprises hospitals, medical devices, clinical trials,
outsourcing, telemedicine, medical tourism, health insurance and medical equipment.
The Indian healthcare sector is growing at a brisk pace due to its strengthening
coverage, services and increasing expenditure by public as well private players.
Indian healthcare delivery system is categorised into two major components - public
and private. The Government, i.e. public healthcare system comprises limited secondary
and tertiary care institutions in key cities and focuses on providing basic healthcare
facilities in the form of primary healthcare centres (PHCs) in rural areas. The private
sector provides majority of secondary, tertiary and quaternary care institutions with a
major concentration in metros, tier I and tier II cities.
India's competitive advantage lies in its large pool of well-trained medical professionals.
India is also cost competitive compared to its peers in Asia and Western countries. The
cost of surgery in India is about one-tenth of that in the US or Western Europe.
1.2 Market Size
The healthcare market can increase three fold to Rs.8.6 trillion (US$ 133.44 billion) by
2022.
India is experiencing 22-25 per cent growth in medical tourism and the industry is
expected to double its size from present (April 2017) US$ 3 billion to US$ 6 billion by
2018. Medical tourist arrivals in India increased to 1.07 million in January 2018 from
0.98 million in January 2017.
There is a significant scope for enhancing healthcare services considering that
healthcare spending as a percentage of Gross Domestic Product (GDP) is rising. Rural
India, which accounts for over 70 per cent of the population, is set to emerge as a
potential demand source.
In 2017, the Government of India has provided grant-in-aid for setting up of AYUSH
educational institutions in States and Union Territories.
1.3 Investment
The hospital and diagnostic centres attracted Foreign Direct Investment (FDI) worth
US$ 4.99 billion between April 2000 and December 2017, according to data released by
the Department of Industrial Policy and Promotion (DIPP). Some of the recent
investments in the Indian healthcare industry are as follows:

1
 a) India and Cuba have signed a Memorandum of Understanding (MoU) to
increase cooperation in the areas of health and medicine, according to Ministry
of Health and Family Welfare, Government of India.
b) Fortis Healthcare has approved the de-merger of its hospital business with
Manipal Hospital Enterprises. TPG and Dr. Ranjan Pal could invest Rs. 3,900
crores (US$ 602.41 million) in Manipal Hospital Enterprise.

1.4 Government Initiatives

Some of the major initiatives taken by the Government of India to promote Indian
healthcare industry are as follows:

a) India's first ever 'Air Dispensary', which is based in a helicopter, will be

launched in the Northeast and the Ministry of Development of Northeast
Region (DONER) has already contributed Rs 25 crore (US$ 3.82 million)
for its funding.
b) The Intensified Mission Indradhanush (IMI) has been launched by the
Government of India with the aim of improving coverage of immunization in
the country and reaches every child under two years of age and all the
pregnant women who have not been part of the routine immunization
programmer.
c) The Union Cabinet approved setting up of National Nutrition Mission
(NNM) with a three-year budget of Rs 9,046.17 crore (US$ 1.40 billion) to
monitor, supervise, fix targets and guide the nutrition related interventions
across the Ministries.
d) The Government of India aims to increase the total health expenditure to 2.5
per cent of Gross Domestic Product (GDP) by 2025 from the current 1.15
per cent.
e) Mr. J P Nadda, Union Minister of Health and Family Welfare, Government
of India, launched initiatives such as LaQshya, for Labor Room Quality
Improvement, a mobile application for safe delivery, and operational
guidelines for obstetric high dependency units (HDUs) and intensive care
units (ICUs).

2
 f) In March 2018, the Union Cabinet of India approved the continuation of
National Health Mission with a budget of Rs 85,217 crore (US$ 13.16
billion) from 1st April 2017 to 31st March 2020.
g) In April 2018, the Government of India approved to sign Memorandum of
Understanding (MoU) with the medical agencies of BRICS countries for
cooperation in the field of medical products.
h) In April 2018, the Government of India apprised the signing of
Memorandum of Agreement (MoA) between India and World Health
Organization to facilitate in improving public health in India
i) In May 2018, the Government of India approved financial outlay of Rs
14,832 crores (US$ 2.30 billion) for FY2017-18 to FY2019-20.
j) In May 2018, the Government of India approved Rs 1,103 crore
(US$ 170.14 million) for setting up All India Institute of Medical Sciences
(AIIMS) in Deoghar, Jharkhand.
k) In June 2018, the Ministry of Health and Family Welfare signed an
Memorandum of Understanding (MoU) with the Norwegian Ministry of
Foreign Affairs through the Norway India Partnership Initiative (NIPI) from
2018-2020, the cooperation is aligned with National Health Policy 2017.

1.5 Road Ahead

India is a land full of opportunities for players in the medical devices industry. India‟s
healthcare industry is one of the fastest growing sectors and in the coming 10 years it is
expected to reach $275 billion. The country has also become one of the leading
destinations for high-end diagnostic services with tremendous capital investment for
advanced diagnostic facilities, thus catering to a greater proportion of population.
Besides, Indian medical service consumers have become more conscious towards their
healthcare upkeep.
Indian healthcare sector is much diversified and is full of opportunities in every segment
which includes providers, payers and medical technology. With the increase in the
competition, businesses are looking to explore for the latest dynamics and trends which
will have positive impact on their business.

3
India's competitive advantage also lies in the increased success rate of Indian companies
in getting Abbreviated New Drug Application (ANDA) approvals. India also offers vast
opportunities in R&D as well as medical tourism. To sum up, there are vast
opportunities for investment in healthcare infrastructure in both urban and rural India.

4
 1.6 OBJECTIVE
Objective is an important part of any research. Creating an objective of your research
will lead to generate possible or relevant data for your research. Objective is something
which have to find out in your research and gives you a goal of the research

1. To intensify the quality of decision making.

2. To understand the market capacity and demand for the product
3. To improve the image of the product in the minds of the doctors by changing
their perception towards the product.

5
 CHAPTER 2
2.1 LITERATURE REVIEW

1. Intense global competition is pushing companies to go to market using a

multichannel strategy in which they sell their products through two or more channels of
distribution (Webb and Hogan, 2002). The popularity of the multichannel strategy can
be witnessed through the increasing number of companies adopting it for different
reasons; to increase market share, to cut costs down, to cover different marketing
segments, or to meet difference in consumer behaviors (Sa Vinhas & Anderson, 2005).
In their attempt to do so, however, decision makers are trapped in a dilemma. From one
side, they are obliged to introduce new channels or new channel members that meet new
trends in consumer buying behaviors and, from the other side, they are faced with
„channel conflict‟ generated as a result of adding of these new channels, especially from
old traditional distributors. Adopting a multichannel strategy has become a must-be for
companies to have different advantages that include: increased reach ,maximized
profits, increased customers' exposure and access to a marketer's offerings, increased
sales volume and increased market presence (Sharma & Mehrotra, 2007). Sharma &
Mehrotra (2007) proposed a model for “Choosing an optimal channel mix in multi-
channel environments”. They proposed a multi-channel strategy process of six steps: (1)
Develop strategic multi-channel objectives. (2)Understand customer and channel touch
points to leverage advantage. (3)Undertake a review of industry structure and channel
options.(4)undertake channel usage pattern.(5)review channel economy.(6)develop an
integrated channel management strategy

2. However, there might be possible location-specific or industry-specific limitations.

Moreover, the framework has proved to be useful in improving the selection of the
intermediary in marketing channel. Use of the term "design" as it applies to the
marketing channel varies widely. Therefore, before proceeding further we will define
more precisely what we mean by design as it applies to the marketing channel: Channel
design refers to those decisions involving the development of new marketing channels
where none had existed before, or to the modification of existing channels. Selection
decisions may or may not be the result of channel design decisions. One common
reason for selection, independent of channel design decisions, is to replace channel
members that have left the channel -either voluntarily or otherwise (Rosenbloom, 2004).
There are some models in designing the marketing channel but there are few methods
specially designed for selection of intermediary in marketing channel.

3. Higher commission rates have diminishing returns in terms of motivating agents to

devote more time to a principal (Heggde & Kumar, 2011). Personal contacts in the form
of visits by the principal have a significant positive effect on motivation (Anderson et
al., 1987). Resellers often complain that their suppliers don‟t provide enough training
and support (Cespedes, 1988). Delegation has no impact on channel profit (Couglan,
1989). Selection criteria and recruitment tools such as thoroughness, Importance, and
success are used by the Channel Managers, thoroughness and performance may be
improved by according greater importance to managing distribution activities (Coviello,

6
1989). Manufacturer support programs are related positively, though weakly to
distribution intensity, when a manufacturer provides many support programs, retailers
may have some incentive to join and remain in the channel system. Manufacturer
coordination efforts are related inversely though weakly to distribution intensity, when
close coordination is needed manufacturers are likely to limit distribution to reduce
potential difficulties in channel operations and foster a supportive atmosphere in their
exchange relationships. Retailer investment significantly weakens the inverse
relationship between manufacturer coordination efforts and distribution intensity

4. Recommendation is when the source sets increased targets for the channel partner by
asking him to change certain behavior and operations. If manufacturers and retailers are
allowed to define their own pricing decision variable then 1) Manufacturers are
indifferent about choosing among absolute prices and absolute margins and percentage
margins but 2) the retailers chooses percentage margins (Tyagi, 2005). Boundary
personnel (salespeople) had a significant positive effect on relative dealer satisfaction
with the relationship. This link is a key factor in effective communication
(Gassenheimer et al., 1996). Help the sales representative develop skills in working with
middlemen to improve distribution management (Hardy & Magrath, 1988).

7
 CHAPTER 3
COMPANY PROFILE

3.1 Introduction
Wrig Nanosystems, a medical technology startup founded by an IIT Delhi graduate, has
raised Rs 15 crore in funding from Flipkart Cofounders, Sachin and Binny Bansal,
former Ranbaxy and Fortis promoters Malvinder and Shivinder Singh, investment firm
Round-Glass Partners‟ Gurpreet Singh and others.

The startup has developed a mobile phone-sized device to measure hemoglobin in a few
minutes, called TrueHB Hemometer. The Delhi-based startup, founded by 30-year-old
Ambar Srivastava, will use the funding to commercialize and further develop the
product. The funding has been raised from Avendus Wealth Management‟s HNI clients.
Avendus Wealth Management was the advisor on the round.
"We specialize in miniaturizing medical devices, like Swiss watchmakers who
miniaturized big wall clocks to pocket and wrist size. So, the access and time taken to
use the devices gets democratized," said Srivastava. The startup plans to develop more
devices for "tests which are most frequently done in path labs", he said. Wrig started
selling TrueHB in December last year, and has sold over 4,000 units till now.

The device, which costs Rs. 3,000-12,000, has been purchased by healthcare chains like
Max and Fortis, besides the governments of Madhya Pradesh, Uttar Pradesh,
Uttarakhand and Himachal Pradesh, who are using it for their public health initiatives.
Several individual patients suffering from illnesses like kidney failure and thalassemia
are also using the device. "I believe that the developing world needs indigenous
solutions, which fit the needs of the consumers and the market," said Flipkart‟s Binny
Bansal.

3.2 Company product (TrueHB meter)

The TrueHB Hemometer System is intended to be used for the quantitative
measurement of hemoglobin in fresh capillary whole blood samples taken from the
forearm, upper arm, hand, thigh, calf, or fingers. The TrueHB Hemoglobin Monitoring
System is intended for use outside the body (in vitro diagnostic use) by healthcare
professionals and individuals. It should not be used for diagnosis of diseases or for on
new-borns.

8
The TrueHB Hemometer System is based on the principle of reflectance photometry. A
drop of blood is applied to the strip. It disperses within the hydrophilic mesh. The
hemoglobin is extracted out from the RBC and, with the help of reagents present in the
Fig. 3.1 True HB feature

High
Quick on Precision
the spot Portable
results

Intelligent
Robust self

TrueHB
strips accessing
Hardware

Features
High Shelf
life of Ease of use
strips

Ergonomic
High
ally
memory
Designed
High
Battery life

strip, is converted into a complex. The optical reflectance is measured which is

inversely proportional to the concentration of hemoglobin in the blood sample.

9
 Fig. 3.2 Convenience True HB

Fig. 3.3 Cases When TrueHB can be used

PICA
Anaemia
COOLEY'S and kidney
ANAEMIA disease
ANAEMIA AND
HAIR LOSS

RESTLESS LEG
SYNDROME

10
3.3 Technical performance extract of TrueHB meter

Fig. 3.4 Technical performance extract of TrueHB meter

Fig. 3.5 Effect of Ambient Temperature on Readings

11
3.4 Mission
We believe in concrete step by step development at maximum possible pace. We
strongly believe in the concept of inclusion and mutual win-win of all stakeholders. For
achieving accelerated growth, we practice associations and partnerships with credible
and honest associates. To win and maintain trust and credibility of our stakeholders, we
persistently stay committed to honesty & dedicated hard-work, coupled with
professionalism of highest order.

3.5 Strategies of the company

Corporate Governance –

We believe a tiger, however young, always roars and never barks! Right from the
inception, Wrig has believed in setting up a systematic organizational setup having best
practices of corporate governance in place. We believe in laying down each business
process in a structured, well though and transparent manner. With a fair amount of
understanding of inconvenient bureaucratic complexities associated with defined &
organized business processes, we design our processes with optimum balance between
structure and comfort. The underlying intent behind putting special endeavors in right
corporate governance remains to create a global organization of the future, i.e. a
matured tiger!

Growth Strategy –

We believe in concrete step by step development at maximum possible pace. We

strongly believe in the concept of inclusion and mutual win-win of all stakeholders. For
achieving accelerated growth, we practice associations and partnerships with credible
and honest associates. To win and maintain trust and credibility of our stakeholders, we
persistently stay committed to honesty & dedicated hard-work, coupled with
professionalism of highest order.

HR Strategy –

Our human resource is our indispensable and invaluable asset. We believe in going
extra miles to facilitate a productive, creative and healthy environment to our
employees. We believe in practicing participative management in decision making
process and actively practice innovation management. We make sure that our
employees are rightly valued, amply rewarded and well respected in all possible
dimensions of their professional lives.

3.6 Team members of the company

Ambar Srivastava –

12
An engineer to the core, Ambar is the founder and Managing Director at Wrig
Nanosystems Pvt. Starting the company in a humble manner, Ambar has been
successful in developing new technology products and products. He is responsible for
various responsibilities at Wrig, including product development, strategic & financial
planning and managing day to day operations.

Dr. Veena Koul –

A professor at Center for Biomedical Engineering of Indian Institute of Technology,

Delhi, Dr. Koul is a technical advisor at Wrig Nanosystems. She has been working in
the synthesis and characterization of interpenetrating macro- hydrogels and
nanoparticles and clinical diagnostics for over 25 years.

Dr. Manas Fuloria –

A versatile and successful entrepreneur in true sense, Manas is a general advisor at Wrig
Nanosystems. A talented achiever, Manas is an expert in the area of technology and
operations management. In the last two decades, his wide international experience has
made him an expert in Mergers & Acquisitions and fund raising in Technology and IT
sector.

Mr. Pankaj Kakkar –

Pankaj is a seasoned senior executive who has worked with top three healthcare
companies of the world. He is the Chief Executive officer at Wrig Nanosystems Pvt.
Limited. In the last two decades, Pankaj has managed teams globally and worked in
India, US and Europe.

3.7 Partners of the company

Wrig partner‟s new ventures, innovators, organizations and researchers in systematic

innovation & product development endeavors by complementing their efforts with
following expertise –

Electronic Systems Designing

Analog and digital hardware designing

PCB designing and prototype manufacturing & testing

Firmware, software and GUI development

Production planning, design for manufacturing and quality assurance & calibration test
jigs development for mass scale manufacturing

Bill of material optimization

Optics Simulation & Designing

Design and integration of optical modules

13
Plastic Optics

LED lighting and fibre optics

Integration and miniaturization of optical, electronic and mechanical systems

Mass production through suitable international vendors

Biochemistry, Microbiology & Immunology

Effectively coupling the knowledge of biochemistry, microbiology and immunology

with other sciences

Identifying biological system design parameters

Wet lab experimentation for optimizing concentrations, in-vitro biological reactions and
other analysis

Modelling and simulation of biological systems

Product Designing

Laying down design concept on paper through surveys and research

Implementing concept into a design using CAD softwares

Analysis of mechanical systems through computer simulations for their strength,

material usage, weight, color, fitments and economy

Simulation and analysis of material flow and finish in case of plastic products

Mass Manufacturing Automation

Designing scalable and economical mass manufacturing process

Designing special purpose machines, wherever necessary

Machines and assembly‟s development through suitable international vendors,

workshops and tool rooms.

14
 CHAPTER 4

4.1 RESEARCH METHODOLOGY

AIM:-

To intensify the quality of decision making. To understand the market capacity and
demand for the product. To improve the image of the product in the minds of the
doctors by changing their perception towards the product.

RESEARCH DESIGN:-

Primary Research

Descriptive Research

POPULATION:-

Minimum age group is taken 18-50 years

The sample is taken from the WRIG NANO SYSTEMS (INDORE M.P.)
The Consumers who are visited in Wrig Nano system comes under this study.

EXCLUSION & INCLUSION CRITERIA:-

Customers those who have given responses comes under this study

DATA COLLECTION:-

Data collected from customers of Wrig Nano system, (Indore m.p)( from 16th may to
16th july)

SAMPLE SIZE:

The sample size is 100 customers. Overlooking 100 customers

SAMPLING TECHNIQUE:

Simple random sampling technique is used in these study. In comes under Probability
Sampling.

In this sampling technique each member of the Employees has an equal chance of
being including in the sample.

In measurement scales we are using questionnaire . We are formulating some

questions and taken feedback from the deciding sample.

In Questionnaire the respondent chooses different object stimulant and according to

their response we are formulating the data.

15
 CHAPTER 5

5.1 DATA ANALYSIS & INFERENCE

As healthcare professionals and providers, you know a lot of factors and hard work are
involved in providing the best possible treatment and care. Collecting feedback from
patients and employees to improve healthcare is just one factor, but this shouldn't be
hard work. Our survey simplifies the process and we need to test our machine so we test
over some patients to check the accuracy and take the feedback of doctors. This is our
ready-made survey to check the demand of the product in the market. asking healthcare
employees and practitioners to feedback and provide suggestions on the service
company deliver will help identify areas needing improvement. Happy, empowered and
motivated customers lead to healthcare professionals dedicated to providing the best
care possible.

Q1. what are the products you want Wrig Nanosystems offers you in coming
months?

Response No of Responses

CBC checkup machine 118

Glucometer 32

Blood pressure machine 22

Crytine checkup machine 3

Fig 5.1 Respondent of wring Nano system

140
118
120
100
80
60
40 32
22
20
3
0
CBC machine glucometer blood pressure Crytine meter
meter
no. of Responses

16
Inference

Out of 175 respondents, 118 responses are for CBC machine checkup. As CBC report
tells the whole problem including the hemoglobin report. Most of the doctors don‟t
want to waste their time in checking the hemoglobin they just want a whole CBC report
which is easier for them for the treatment. 32 people want a glucometer machine also
who likes the company as well. Blood pressure machine is the third machine which is
needed in the market according to my research and 22 people want it. Crytine is not a
needy product because crytine need a whole CBC report so this is not a needy product.

17
Q2. how would you rate the quality of the product in comparison to other company
products?

Responses Number of Responses

Excellent 5

Good 58

Average 84

Bad 28

Fig 5.2 the quality of the product in comparison to other company products

number of responses
excellent
Bad 3%
16%
Good
33%

Average
48%

Inference

Out of 175 people only 5 people take the product excellent and only those who give me
order. Only 58 people told the quality of product is good but due to some reasons they
didn‟t purchase like financial issue or no use like reasons. 84 people said the quality is
normal as neither good nor bad as they are not sure about the company and about the
product. 28 people also reject the product badly as they are not at all interested.

18
Q3. Which of the following word you use to describe our product? (choose only
one)

Responses Number of Responses

Value for money 46

Superior quality 30

Reliable and cheap 40

Overpriced 24

Waste material 35

Fig 5.3 Product Quality

Chart Title

46
40
35
30
24

NUMBER OF RESPONSES

value for money superior quality reliable and cheap

overpriced waste material

Inference

According to the feedback taken from the doctors, the value for money have high
responses in the market because product is valuable for them in terms of treatment.
Reliable and cheap is the second highest response which doctors had given as price is
reasonable for them to purchase. Some doctors give feedback about the product as a
waste material because according to them their ti no need of the product in the market.
For some doctors‟ price is high so they give overpriced as a response and for some
quality is good in terms of accuracy.

19
Q4. How would you rate the value for money of the product?

Responses Number of Responses

Great value 46

Normal value 95

Poor value 34

Fig 5.4 Rating of Product

number of Responses
Poor value, 34, Great value, 46,
20% 26%

normal value, 95,

54%

Inference

According to data, the Responses get are mostly normal. 95 people are not clear about
the value of the product in terms of uses. 46 people saw the product as a value for
money product as it is easy to carry and easy to use. Rest 34 people saw the product as a
poor value because the product is unknown in the market.

20
Q5. How would you rate the schemes of the company?

Responses Number of Responses

Highly Satisfactory 23

Satisfactory 104

Same as others 28

Dissatisfactory 18

Highly Satisfactory 2

Fig 5.5 Rating Scheme of Company

NUMBER OF RESPONSES
Highly Satisfactory Satisfactory Same as others Dissatisfactory Highly Satisfactory2

120
104
100

80

60

40
28
23
18
20
2
0
Number of Responses

Inference

According to the data, mostly people are satisfied with the schemes offered by the
company as the schemes are cheap for them. 23 people are highly satisfied with the
schemes as these are profit making schemes for them. Rest 18 are dissatisfied with the
schemes as these are not worth for them.

21
Q6. How would you rate the quality of the activities conducted by the team?

Responses Number of responses

Highly Satisfactory 32

Satisfactory 68

Same as others 25

Dissatisfactory 39

Highly dissatisfactory 11
Fig 5.6 Quality of activities

number of responses
80

70
68
60

50

40
39
30
32
20 25

10
11
0
Number of Responses

Highly Satisfactory Satisfactory Same as others Dissatisfactory Highly dissatisfactory

Inference

Mostly people are satisfied with the service provided by the team around 68 people
accept the service and 32 people are highly satisfied with the work done by team. Others
reject the service or ignore it, according the data.

22
Q7. How would you rate the visibility of the product hemoglobin meter in the
market?

Responses Number of responses

Easily available 15

Slightly available 58

Hard to find 72

unavailable 30

Fig 5.7 rate the visibility of the product hemoglobin meter in the market

30 15

58
72

Easily available slightly available

hard to find unavailable

Inference

According to data hemoglobin meter is slightly available in the market, some

enterprises give this information that this type of meter is not in a demand and very few
people uses I due to his improper accuracy. Doctors face difficulty in finding this
product due to unavailability of the product. 30 people said they never see this product
before and this product is unavailable in the market.

23
Q8. How would you rate the duration of time in which delivery in conducted by the
teams?

Responses Number of responses

Highly Satisfactory 0

Satisfactory 1

Same as others 1

Dissatisfactory 3

Highly dissatisfactory 0

Fig 5.8 rate the duration of time in which delivery in conducted by the teams

0, 0%
1, 20%
3, 60% 1, 20%

highly satisfactory satisfactory same as others

dissatisfactory highly dissatisfactory

Inference
According to data, there are 5 orders which company get from an intern in their
internship and from this, 3 clients are dissatisfied with the delivery because of late
delivery to them. One doctor is satisfied as the delivery is done on a next day due to
some luck chance. And one doctor didn‟t bother about the delivery he just wants a
product no matter at what time.

24
Q9. How would you rate the training session conducted by the sales team?

Responses Number of responses

Highly satisfied 22

Satisfied 67

Same as others 34

Dissatisfied 24

Highly dissatisfied 12

No training provided 16

Fig 5.9 rate the training session conducted by the sales team

80
67
70
60
50
40 34
30 22 24
20 16
12
10
0

Inference

According to data, 67 people are satisfied with the training provided to them before
selling to them then also they didn‟t purchase due to some issues they have. 22 people
are highly satisfied and 34 people just say nothing about the training but the rest all are
either dissatisfied or company didn‟t provide training to them. 36 people are dissatisfied
with the training and 16 people are those who didn‟t saw training conducted by the sales
team

25
Q10. How likely you would recommend the company to another
doctors/hospitals?

Responses Number of Responses

Extreme likely 45

Very likely 68

Somewhat likely 34

Not so likely 18

Not at all 10
Fig 5.10 recommend the company to another doctors/hospitals?

Chart Title
80

70
68
60

50

40 45

30 34
20
18
10
10
0
number of responses

extreme likely very likely somewhat likely not so likely not at all

Inference
According to data, doctors want to recommend the product to other doctors and
hospitals. 68 people will like to recommend and 45 people are extremely likely to
recommend the product to other doctors. 34 people didn‟t say anything as they can
recommend also or not also. 18 people are those who somewhat didn‟t like the product
so they won‟t recommend the product and 10 people are those who didn‟t like the
product at all so they wouldn‟t like to recommend to anyone.

26
 CHAPTER 6:

FINDINGS, SUGGESTION, CONCLUSION

6.1 FINDINGS
An action Plan is a detailed plan outlining actions needed to reach one or more goals.
Alternatively, action plan is defined as “sequence of steps that must be taken or
activates that must be performed well fir a strategy to succeed”

Action plan include all the work done in the internship by an intern. the process used to
execute the plan from a starting point i.e. to find the doctor to the end point i.e. the
feedback from the doctor or sales is the total work done by an intern. there are various
stages in the work done which plays an important role separately during the internship
and every stage is a step by step process and dependent upon the previous task done.

First Stage – Found the potential of the market for the number of doctors in that
area

 the first stage defines the research over the market potential and the observation
of the market capabilities over such product.
 Finding the number of doctors to whom product can be sold becomes the target
market.
 Creating the list of the doctors and calculate the sampling unit for the product
 Understanding the behavior of people due to different culture, language,
environment, habit and their preferences over other products.

Second Stage – Call the doctors for the appointment and then meeting them at a
scheduled time

 the second stage defines the process of calling and taking the appointments from
the doctors
 convincing skills over phone while talking to doctors for an appointment should
be good so that appointment can easily be cracked
 as doctors are busy with their work so the time they gave for an appointment you
should be available at that time for further process

Third Stage - After prior appointment did detailing to the doctors regarding the
product specification

 After meeting them then the third step starts which is the detailing to the doctors

27
  This include the convincing skills over one to one conversation with the doctors
and this should be proper enough to crack the sales
 While convincing them this include various things to do like Demo which is

provided to the doctors. The demo provided to them include three steps:

- First is to switch on the meter by two times click and right a code of your strip
box. Then place a test strip in the test zone
- Second is to open a lancet, place a niddle in it and pinch it after that apply a
single drop of blood sample on the test zone of the test strip
- The third step is to wait for less than a minute for hemoglobin content of sample
to be displayed in g/Dl. After that take out the niddle and strip and then destroy
it.

Fourth Stage – taking Feedback and outcomes from them

 The fourth and last stage is to take feedback from the doctors about the service
provided to them which could help the intern in their further process
 Every order take place increases the sales and the market share of the company
and make a product visible in the market.

28
 If the order take place, then place the order as soon as possible so that time of
delivery could be managed
 The outcomes came from the review provide some learning to the intern which is
helpful for him in his career
 Every feedback is valuable for the company so provide each and every feedback
of the doctor to the manager to whom you have to report daily or weekly.

29
6.2 SUGGESTIONS

 The product visibility in the market that product is not at all available in the
market as no one knows about this product.

 Doctors had a negative thinking about the product. They don‟t want to purchase
it as according to them product is not valuable for them

 Doctors running their small clinics don‟t want to invests a single penny on such
type of product which is unknown in the market.

 The basic and the most important observation in the internship is the language
problem had to face.

 People don‟t know neither Hindi nor English. Some Receptionist in the hospitals
knows only Gujrat language which was a biggest challenge for an intern.

 According to doctors, Delivery was not on time as company was not on a large
scale and due to heavy orders company was not able to provide the products
timely.
 Observation was the pathology labs have their own machine which is easier for
them to check hemoglobin of the patients and which is accurate also.

 Blood banks have their own responsibilities over patients and they can‟t take
risk over it that‟s they want a full accurate HB so they use a proper machine in
respect of a normal meter.

 None of the enterprises want to take the distributorship of the product due to
unavailability of the product as product is new in the market but one had taken
and distribute the products to the doctors.

30
6.3 CONCLUSION

After studying & analyzing B2B sales and distribution in Healthcare market the
following
Conclusion made:

 Most of the doctors don‟t want to waste their time in checking the hemoglobin
they just want a whole CBC report which is easier for them for the treatment.

 People want a glucometer machine also who likes the company as well. Blood
pressure machine is the third machine which is needed in the market according
to my research and people want it.

 Hemoglobin meter is slightly available in the market, some enterprises give this
information that this type of meter is not in a demand and very few people uses
due to his improper accuracy. Doctors face difficulty in finding this product due
to unavailability of the product.

 According to data, the Responses get are mostly normal. people are not clear
about the value of the product in terms of uses. So people should know the
product as a value for money product as it is easy to carry and easy to use.

 People are dissatisfied with the training because people didn‟t saw proper
training conducted by the sales team.

 Those who want to check hemoglobin on daily basis,like people those are
suffering from anemia would be advisable to go for HB meter.

31
 BIBLIOGRAPHY

BOOKS REFERS ARE:

1.Kothari CR “Research Methodology & Methods & Techniques” (3rd edition).
2. O.R. Krishna Swamy “Research methodology & statistical analysis”.
3.Michael. Bullard “A comprehensive overview of Health Insurance”.
4.Vershenay Gaurav” Insurance Laws”.
5.Patukale Kshitij “Mediclaim and Health Insurance Hardcover – Aug 2013”
6.P C James” Understanding Insurance of Health”.
7.Dr.L.P. Gupta “Health Insurance for Rich & Poor people in India”
8.Rana Devi Palhari “Essentials of Community Health”
9.Ms. Mukta Manandhar “Practical application of Community Health”
10. Charles Kenney “Transforming Healthcare: Medical Centre Pursuit of the perfect
Patient experience”

TECHNICAL JOURNALS REFERS ARE:

1. “LEVY & MELTZER” (2001) in their study “ a comparative analysis of
readership of online and print newspaper”
2. “CURRIE &GRUBER (1996) in their study “ a comparative analysis of
readership of online and print newspaper”
3. “DAVID CARD, CARLOS DOBKIN & NICOLE MAESTAS in their Study
“ a comparative analysis of readership of online and print newspaper
. 4. “DEW” (2004) in his study “ a comparative analysis of readership of
online and print newspaper

5. Aanchal Aggarwal, Nupur Kapoor and Anchal Gupta: a comparative

analysis of readership of online and print newspaper
6. , Economic and Political Weekly, Vol. XLII, Issue 06, February 10, 2007.
RESEARCH PAPER REFERS ARE
1.CLAXTON G (2002) How broadcast news Works: A Primer, The Henry J.Kaiser
Family Foundation, Institution for media, Georgetown University. [Internet, retrieved
on 2011 Aug 10].
2. PREKER AS, CARRIN G, DROR DM, JAKOB M, HSIAO W AND ARHIN D (ed.)
(2001) Role of e-news in today. A Synthetic Report, The International Bank for
Reconstruction and Development of media,

32
 Reference
1. http://www.wrignano.com/user/login?destination=node/237%23comment-form
1
2. https://en.wikipedia.org/wiki/wringnano_Hall_Clinic
3. https://www.practo.com/pune/media/ruby-
4. http://www.rubyhallmediacenter.com/
5. http://www.savap.org.pk/journals/ARInt./Vol.5(4)/2014(5.4-12).pdf
6. http://www.academia.edu/2023253/The_Evolution_and_Challenges_of_Online_
Journalism_in_India
7. https://www.ifla.org/files/assets/newspapers/Mikkeli/okonofua_gregory.pdfhttps
://www.mbaskool.com/business-concepts/marketing-and-strategy-terms/1679-e-
marketing.html
8. https://www.encyclopedia.com/finance/finance-and-accounting-magazines/e-
marketing
9. https://www.socialbeat.in/blog/digital-marketing-industry-report-2018/
10. https://www.researchgate.net/publication/303163963_Digital_Marketing_in_Ind
ian_Context

33
 ANNEXURE (A TO G)
APPX -A-QUESTIONNAIRES

Q1. what are the products you want Wrig Nanosystems offers you in coming
months?

Response

CBC checkup machine

Glucometer

Blood pressure machine

Crytine checkup machine

Q2. how would you rate the quality of the product in comparison to other company
products?

Responses

Excellent

Good

Average

Bad

Q3. Which of the following word you use to describe our product? (choose only
one)

Responses

Value for money

Superior quality

34
 Reliable and cheap

Overpriced

Waste material

Q4. How would you rate the value for money of the product?

Responses

Great value

Normal value

Poor value

Q5. How would you rate the schemes of the company?

Responses

Highly Satisfactory

Satisfactory

Same as others

Dissatisfactory

Highly Satisfactory

Q6. How would you rate the quality of the activities conducted by the team?

Responses

Highly Satisfactory

Satisfactory

Same as others

35
 Dissatisfactory

Highly dissatisfactory

Q7. How would you rate the visibility of the product hemoglobin meter in the
market?

Responses

Easily available

Slightly available

Hard to find

unavailable

Q8. How would you rate the duration of time in which delivery in conducted by the
teams?

Responses

Highly Satisfactory

Satisfactory

Same as others

Dissatisfactory

Highly dissatisfactory

Q9. How would you rate the training session conducted by the sales team?

Responses

Highly satisfied

Satisfied

Same as others

Dissatisfied

Highly dissatisfied

No training provided

Q10. How likely you would recommend the company to another doctors/hospitals?

36
Responses

Extreme likely

Very likely

Somewhat likely

Not so likely

Not at all

37
 APPX-B- LIMITATION OF THE STUDY

a. Leads generation is very difficult in this market for hemoglobin meters.

b. Random techniques is used in taking data from the consumers.

38
 APPX-C-COST OF THE PROJECT

SR.NO PARTICULARS AMOUNT

1 TRAVELLING 500

2 FOOD 500

3 INTERNET 400

4 SPIRAL BLINDING 600

5 BLACK BOOK 1000

TOTAL 3000

39
 APPX-D-MAP OF THE COMPANY

WRIG NANO SYSTEMS (INDORE M.P.)

40