In partial Fulfillment of the requirement of

Master of Business Administration

Submitted by:
Narendra Singh Rawat
E.N.05609-50025

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 CONTENTS
Certificate
Acknowledgement
Preface

Introduction
• About the Company
• Distribution Network

Research Methodology
• Research Methodology
• Objectives of the study
• Analytical Framework
• Limitations

Analysis & Interpretation

• Results & Discussion
• SWOT Analysis

Conclusion
• Findings
• Suggestions

Annexes
• Questionnaire
• Board of Directors
• Performance of the company

Bibliography

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 Authentication Certificate
This is to certified that the work done in connection with the Project Report
on “TO IDENTIFY THE FUTURE PROSPECTS OF IND SWIFT LTD. (A
PHARMA COMPANY) BASED UPON TOP 20 PHARMA BRANDS”, Submitted
to Vardhman Mahaveer Open University, Kota in partial fulfillment of
Master of Business Administration is a faithful record of work carried out
by me under the supervision and able guidance of Mr. Virendra Sharma,
Manager Finance, M/s Secure Meters Ltd., (H.P.). No part of this project
has been submitted else ware for any Degree or Diploma Course.

Exclusively I undertake the techniques and observations embodied in this

work.

Narendra Singh Rawat

E.N.05609-50025
VMOU,KOTA

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 Acknowledgement
This project has been made possible through the direct and indirect co-
operation of various persons for whom I wish to express my appreciation and
gratitude.

The completion of this project and my success in the same is gratefully

credited to my project guide and advisor, Mr. Virendra Sharma, Manager
Finance, M/s Secure Meters Ltd., (H.P.) for providing me all the possible
help and other valuable suggestions.

I am also grateful to Mr. S. K. Kaushik, Manager (P&A) Ind-Swift Ltd.,

Parwanoo and all the staff Members for their support and for providing an
opportunity and congenial environment to work with them.
I also owe a profound intellectual debt to numerous authors whose ideas and
contributions have shaped my thinking on this subject.

All the chemists who responded favorably to the questionnaire and spared
time out of their busy schedule to grant personal interviews deserve my
special thanks.

My grateful thanks go to my family for their moral support.

Many who helped me during this endeavor will always be remembered by the
gratefully.

NARENDRA SINGH RAWAT

05609-50025, MBA
VMOU,KOTA

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 PREFACE
Mr A.K. Jain started pharmaceutical company In 1986 with a business insight
fast moving market required fast moving organization i.e. continuously
refreshed with new talents. Its very important for the company to answer
these critical question as where has one organization been? Where it is now?
What to do for giving these answers to these questions? Market projections
provide new identity to an organization. For answering these questions, it is
necessary to conduct natural surveys, as providing an answer to these
questions is a joint effort of both the company and its customers. Keeping
this in view I was assigned a project “To identify the future prospects of
Ind-Swift Ltd., based upon on the top 20 pharmaceutical brands”. I
conducted survey to accomplish the given assignment and to seek more
information like the top Pharma Company, cost of the top pharma brand etc.
The Project Report is being divided in to several parts.

Part one contained the introduction of the company under study. This part
highlights the history of the company; its distribution network etc. part two
includes research methodology which to focuses on the sample size, method
of data collection (questionnaire prepared for data collection), research
methodology used and limitations of the study. It also includes SWOT
analysis of Ind-Swift Ltd.

Next part includes analysis and interpretation that covers the theme of the
project. Different methods like weight age method; percentage method has
been used for analysis. This part also throws light on the top brands
strengths and weaknesses, and it also answers the other objectives of the
study. Succeeding part includes the finding and suggestions keeping in view
strengths and weaknesses noticed during my survey. The main flaw found
was that MR’s do not frequently visits the chemists and the doctors.

Last part of the project report contains the Annexure and Bibliography.
Annexure includes the questionnaire and other bar charts etc.

NARENDRA SINGH RAWAT

05609-50025, MBA
VMOU,KOTA

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 About the company

Ind Swift Group, a legendary forename in the world Class Pharmaceutical

Industry who has broaden its horizons by plucking profound & sparkling
footprints on multifarious diversified fronts, whilst going steadily and
surely, scripting a success story filled with enviable milestones and
pioneering breakthroughs and has subsequently emergent as a group with
an annual turn over of 1000 Crore.

Ind–Swift Ltd. was established in 1986 at Parwanoo and there by started

activities on loan bases. There after the company took the marketing of
products manufactured by M/s Ind- Swift (P) Ltd & M/s Mukur Tormulation
company (P) Ltd. Due to the growing demand and higher acceptability of the
products, company has installed manufacturing facilities of its own. The
marketing network is backed by experience of Mr. Anil K. Jain along with Mr.
N.R. Munjal. Both directors are also well experienced in Pharmaceutical
Administration and production.

The products of the company are sold in vast Indian market. The company
has an established network and a chain of office at Delhi, Chandigarh,
Panchkula, Indore, Jaipur, Hyderabad & Lucknow. The Company’s products
enjoy good reputation as reflected by the rise in sales & profitability.

Ind Swift Laboratories Ltd. is a company promoted by Ind Swift Ltd. in joint
venture with Punjab State Industrial Development Corp. Ltd., which primarily
manufactures intermediate & bulk drugs. At present Ind Swift Labs Ltd.is
producing latest active pharmaceuticals ingredients like clarithromycin,
fexofebadine & Atrovastatin. Roxithromycin & clarithromycin granules are
main stay of company, leading Indian companies like Cipla, Sun, Lupin &
Glermark are its major domestic clients.

Ind. Swift Laboratories Ltd.which came in commercial production in 1997 has

strong international presence. Already most of its products are exported to
European, Asian and other developing countries including Switzerland, Italy,
Germany, Netherlands and Belgium.

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Ind. Swift Laboratories is preparing for USFDA approval for Clarithromycin
so as to tap International market. Anin, Stemin, Neurophen, Suprox, Cozy,
Phena & Neurophen drops are some of the well-known brands of the
company.

The wonder success of the company was the introduction of Clari” DT

(Clarithromycin dispersible tablet under NOVEL DRUG DELIVERY SYSTEM)
for the first time in Pharma market. Ind Swift is the only company in India
which modified the release system of this macrolide antibiotic.

ORGANISATIONAL STRUCTURE-IND SWIFT GROUP

Ind Swift group, as pharmaceutical business model is one of India's largest

manufacturer of high growth multi segment pharmaceutical finished dosage
forms and API's (Active Pharmaceutical Ingredients).

Manufacturing of Pharmaceutical finished dosage are carried out at 7 state-

of-the art manufacturing facilities which are second to the none are duly
certified and approved by WHO GMP, spread over an area of 12, 00, 000 sq.
ft. with manufacturing capacities confirming to stringent TGA/MHRA
approvals; possessing an installed capacities of 3 billion units comprising
tablets, capsules, Ointments, Injectable, Liquids & Dry Syrup (all latest
formulations with a marketing network.

Our API section has spread over an area of 7 Lac sq. ft, carried out at 3
different state-of-th-art units approved by USFDA and E.U regulatory
authorities with a marketing network spread over in 40 countries viz.
Europe/USA/Middle East possessing 2 patented molecules with 11 molecules
in offing It possesses 50% exports percentage. Ind Swift entered into bulk
drugs with its own Research and Development facility and laboratories at
Derabassi. Later on, those units got USFDA approval and got the process
patents for Clarithromycin for US and allied markets and further five more
patent drugs await clearance for the moment. A joint venture with Iran has
also been signed for the manufacturing of Clarithormycin with construction
underway and will start operations by the end 2008. The company has
offices and supplies pharma drugs not only in India but overseas as well.

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R & D (Research & Development)
Ind Swift is known for it's reverse engineering ability with highly focused R &
D capabilities (duly approved by Department of Science & Technology, Govt. of
India) and is equipped with state-of-the-art equipment, facilities and talented
pool of scientists and Researchers.
• A well accepted expertise in NDDS, in India and the world over.

• A US patent for Clarie OD, with a market size of US$ 300 million.

• Another patent for Fexofenadine ODT with a market size of US$ 2.5
billion.

• Development of 10 new molecules with a market size of US$ 6 billion.

Ind Swift's efforts and achievements in taste masking of macrolides was
India's first......... and remains the only feat of its kind in the country. The R
&D department is also involved in creating international opportunities and
alliances for CRAMS business, contributing significantly to the Company's
profitability. It also offers complete support to international partners for
preparing and filing dossiers for finished dosages. By taking giant strides on
roads less traveled, Ind-Swift has become one of India's fastest growing
pharmaceutical companies.

Our R & D's Achievement

Its pioneering R & D efforts have led to the creation and introduction of
blockbuster drugs like:
• Atrovastatin – One of the most effective cholesterol lowering drugs
with an estimated market size of US$ 12 billion.

• Nitazoxanide – a wonder, one of its kind anti-diarroheal with a market

of US$ 6 billion.

• Pioglitazone – an anti-diabetic drug ranked among the first five in its

Therapeutic segment.

• Arthrill – an herbal wonder for the treatment of Arthritis.

• Anaproct – an ayurvedic product providing relief from piles within 24

hours with no allopathic cometitor.

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Ind-Swift has strategic R&D and manufacturing alliances with companies in
the United Kingdom, Turkey and Iran.

In formulations front, Ind Swift proud of its multifarious achievements viz.

Neurophen forte, a composition of Ibuprofen & Acetamenofen. Ind Swift is
the company to give this composition to the country for the first time.
Another formulation i.e. Suprox SR, a composition of Isoxprine Hel, sustained
release tablets was first time launched in India in tablet form. Mouth
dissolving tablets technology was introduced for the first time in India by Ind
Swift. The company today stands second in the north in pharmaceutical
sector.

It is an honour to add here that we are among the top 500 fortune companies
of India and have been ranked at No. 35 by IMS/ORG in Pharmaceutical
industry & possess a portfolio of 650 products with presence in high growth
therapeutic segments of Cardiology, Diabetology, Anti depressant, anti-
allergic, Anti- infective, Neurology & Oncology with a nation wide distribution
network comprising 1200 marketing professional working with 12 marketing
divisions, 50 offices in India, 3000 super stockists and stockists.

Our sparkling footsteps on diversification front are as under mentioned:-

Infrastructures: Ind Swift has radianced up in infrastructures business in

the name and style of “Ind Swift Infrastructures and developers Ltd, and has
come up with a multi crore project named “Regalia Towers”, of course a
society with 2 bedroom /3 bedroom flats and penthouses owing a mystique
which is exemplary in itself which not only reflects a diversified
transformative spell to infrastructures front but a unique state of art with
the best of specifications also. In infrastructures, Ind Swift plans to be
emergent with motels & Resorts project in the upcoming phases.

Publishing & Packagings: Ind Swift by virtue of its strong business acumen
has also put a step in the field of publications also in the name and style of
Mansa Print & Publishers Ltd's which has hovered over the industry within a
very short span by coming up with Aluminum Division in 2007 wherein the
manufacturing & printing of various type of packaging material viz. Aluminium
collapsible tubes, mono cartons etc is undertaken and now will add a new
feather in ISL's cap by launching a separate unit for PE, Lami tubes and PET
bottles. Not only this it further proposes to come up with a stationary unit

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for which the building has already been constructed. The total plan will
increase Mansa's sale by 200%.

Another project for Injunction moulding has also been proposed. Both these
plants have a total layout plan out of Rs. 40 crore.

Media & Publication: Ind Swift has focused up in media & publication sector
under the name “Ind Swift Communications Pvt. Ltd” with its illustrious and
infomercial journals as “Pharmabuzz”, “Trendz”, ADI (Drug Index), Agrovet
and further proposes to come up with General magazines and tabloids.

Software Development: Ind Swift has also entered into IT & software with
their initial projects of developing web portals, search engines optimizations,
website development, software & ERP systems development. Its initial portals
which are already on air are OTC mart.com, buysweethome.com, painting
&photographs.com, doctorsonline.com & ayurvedaherbs.com.

Our sparkling footsteps on diversification in Education front are under-

mentioned:-

Swift Institute:Our Swift Institute is exclusively diverse from the plenteous

private educational institutions cropping up in North India, having world class
infrastructure, faculty, laboratories and other facilities. To initiate with, we
have instituted six months Industrial Training Courses in Pharmaceutical
Sciences, for Operator Level Training which has enabled the 10th or 10+2
students to start a career in the booming Pharma industry & until now we have
already trained and placed more than 400 students at Ind Swift which we feel
contributes a lot to the skilled manpower starving industry.

Swift Fundamental Research Education : SFRE (Swift Fundamental

Research Education ) is a society made under the banner of Ind Swift which
has recently laid an another step on the diversification spree and has forayed
up with a Pharmacy college at Rajpura with the name & style of “Swift School
of Pharmacy”, and is a unique state of art with the best of specifications also.
With this new venture of IND SWIFT, we have been ranked as the pioneers in
this part of the country having a solid pharmaceutical industrial background to
come up with our own Pharmacy & Nursing institute. The institute will be
operational from current session year 2008-2009 with an intake of 60
students in the field of Pharmacy and Nursing each, in the first year by virtue

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of its high resourcefulness and know-how and will provide quality education to
one and all, aspiring careers in the field of Pharmacy.

We manifest to be imminent with Engineering, Architecture, Management,

Hotel Management, General Management, Schools of Dentistry, Ayurveda
Physiotherapy and Medical Technology and finally a Medical College with its
functioning operational by 2010-11 under the budget of Rs. 250 Crore with a
specific target on Medical Tourism.

Domestic Marketing:The company's new division “diagnosis” dealing in medical

equipments & devices thereby focusing personal health care was launched in
December 2007 and has reflected promising performance & is growing leaps
and bounds from the first month of its launch which has given utmost
confidence to the company to get the aggrandized sales and contribution not
in the current year but in the forthcoming years as well. Not only this, the
division projects to achieve a business objective of 10 crores with impressive
contribution to ISL and possesses a strategy of adding up few other specialty
products in the existing range of personal health care & Academic Body model
series.

Another division launched by your company is “Animal Health Care” which is an

absolutely new concept with outsourced marketing and has proved out to be an
individual profit center.

Apart from struggling uphill for the current range of products our Ethical
marketing have introduced those products during the year which are
monopolistic in nature viz. Cirrholiv which has proved out to be a remedy in
Hepatitis and other liver disorders. Other brands introduced by your company
during the year are Topclav 625, Emtee 25 and Timcol Eye Drops.

In Generics, your company emerged as the 2nd rank Pharma Generic company
and has attained the fame of featuring its few brands (Amyclox, Swimox,
Oxo, Swiflox and Cafzone (already achieving the sales growth over 25 crore)
as the top brands in Generics. Company's brand Swimox has been enlisted
among leading brands in ORG IMS and Amyclox leads the que among top 300
brands of the industry.

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Annual growth for the company during the year is 36.73%.

RESEARCH & DEVELOPMENT

Looking at the current scenario where the pharmaceutical majors are engaged
in the advancement of R & D, we have been competent enough to work out on
non infringing processes, Novel Drug Delivery Systems, dossiers, stability data
profiling, conceptualization of new molecules (and therefore a nmber of
product combination have been developed and are ready to be launched by our
marketing divisions). Your company's R&D is involved in creating international
opportunities and alliances for CRAMS (specially contract Research) to make
it contribute 30% of profits. Till date two major contracts were signed an
have been delivered. We are hopeful to attain more contracts on product
development and stability data profiling. Apart from this, we are applying
invincible efforts to get approvals for a Bio-equivalence centre which will
further strengthen the basket of R&D. To strengthen the CRAMS business to
the exquisite level, your company is tying up with various academic institutes.

By virtue of the hard endeavors of R&D all through the year, unique
combinations/NDDS of single molecule are around the corner and awaiting
launch by this year. Apart from this, R&D is emphasizing on a major area
which is cost Reduction. More than 5% of total revenues have been planned to
spend on the company's R&D and the same will be continued in the
forthcoming years as well.

New Manufacturing Facilities:

Apart from its existing plants in tax exempted zone of J&K and Baddi, duly
certified and approved by WHO GMP, your company has successfully
commissioned another Manufacturing facility at the same tax exempted zone
and green plains of Baddi during the year. This new manufacturing facility
inaugurated in August 2007, is for soft Gelatin Encapsulation with an annual
capacity of 36 Crore and will not only make us almost self sufficient in soft
gelatin manufacturing but will unquestionably dedicated a bit of spare
capacities for contract manufacturing as well.

Company's manufacturing unit at Parwanoo has also been upgrades as per

WHO Standards.

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Company's Global Business Unit (GBU) at Derabassi has got MHRA & TGA
approval.

These new facilities will augment the company's efforts to tap the regulated
markets and strengthen the company's growing CRAMS business which is
expected to accounts for 30-40% of its bottom line over the next four years.
Your company has been certified for ISO 9000:2001 also during the year.

Quality Control Department

The main functions of quality department are as under:-

- Approval of raw materials

- Monitoring of manufacturing process
- Approval of finished products
- Documentation of technical information

The company is having strong quality control department at every

manufacturing facility. These quality control units are well equipped with
sophisticated analytical instruments.

DISTRIBUTION NETWORK

Ind-Swift’s distribution channel, beyond the apparent reality of business, it

reaches far corners of the country, supported by a network 29 C&F Agents
who cater to the needs of the 600 authorized stockiest. These stockiest
ensure company’s products availability at approximately 60000 retail outlets
with a strong filled of 300 market professionals. Company’s products are
prompted over by 50000 highly qualified doctors.

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.

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 RESEARCH METHODOLOGY

Title: To identify the future prospects of Ind-Swift Ltd. based on the top
20 Pharmaceutical brands.

Objectives of the study:

• To find out the top 20 Pharma Brands in the region of Shimla,
Solan, Parwanoo, Kalka and Chandigarh.
• To identify the top leading pharmaceutical brands.
• To identify the name of the top pharma company.
• To study the brand equity (Image) in terms of the company
products by survey method
• To identify future prospects of Ind-Swift Ltd. if it plans to
launch the same product, which is on the top.
• To find out the pricing of the leading pharma brands.

Research Methodology:
When we talk about research methodology. We do not only talk about
research method that we use in context of research study. We also evaluate
why we are using a particular method. The techniques used should be such
that the research is capable of being evaluated by the researcher as well as
by others.

Sampling unit
The geographical area proposed by the company for the study was Solan,
Shimla, Parwanoo, Kalka & Chandigarh. Chemists were the unit of survey
because the study required Retail Audit.

Size of sample
Sample of 78 chemists out of 306 chemists were taken for the study. This
comes to 25% of the total chemists population in the target area.

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Sampling Procedure
The project is an effort to evaluate /study with respect to sale of drugs in
Chandigarh, Solan, Kalka, Parwanoo and Shimla cities. A list of all chemists
for each of the selected cities was obtained from the distributors of the
area. Samples of 78 chemists were chosen randomly out of 306 chemists
with at least 25% of the total chemists from each city. The breakup of 78
chemists according to Solan, Shimla, Kalka, Parwanoo and Chandigarh region
has been given below:
Area Total Population Sample Size
Solan Approx 30 25% of 30= 8
Shimla Approx 35 25% of 35= 9
Kalka Approx 35 25% of 35= 9
Parwanoo Approx 06 25% of 06= 2
Chandigarh Approx 200 25% of 200=50

Data Collection
Using both primary and secondary data did data collection

Primary Data:
Interviewing the chemists of the assigned area in order to get complete
information the chemists were subjected to a questionnaire collected
primary data.

Secondary Data :
- Company’s Catalogue
- Annual reports of the Company.
- Internet (www.indswift.com)
- Newspapers
- IDR (Indian Drug Review)

Research Instruments:
Questionnaire is used for conducting a survey. Questionnaire is having both
open ended and close-ended questions.
Close-ended questions are chosen because there are easy to interpret and
tabulate. Open-ended questions are asked to know the customers perception
regarding pharmaceutical brands.

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Assumptions of the study :
- Sample is representative of the existing chemists in the market.
- Respondents have responded correctly.

Analytical Framework:
The results were interpreted first by giving weight age to the different
pharma brands ranked by chemists and then average is calculated to find out
20 top pharma brands. For the purpose of analysis, weights are given to the
assigned to various ranks. Hence highest weight is given to the item that is
being ranked 1st by using weight age method, and the least weight to the
item having lowest rank.

e.g. weight age method.

CHEMIST-1
There are five Brands:
Name of top 5 brands Ranking by Chemist Weight
Ciplox 1 5
Zevit 2 4
Becousules 3 3
Corex 4 2
Benadryl 5 1

CHEMIST-2

Name of top 5 brands Ranking by Chemist Weight

Ciplox 1 5
Becousules 2 4
Crocin 3 3
Zevit 4 2
Benadryl 5 1

METHOD
According to 1st and 2nd Chemist Ciplox is No 1 and Weight age given to brand
which is 1st is 5. Similarly according to 1st chemist and 2nd Chemist zevit is
No-2 and No-4 respectively.

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To Calculate weight age

For ciplox : 5+5 = 5

2

For Zevit : 4+2 = 3

2

For Becosules : 3+4 = 3.5

2

Now the brand with highest weight age will be ranked No.1

- Ciplox is Number 1
- Becosules is Number 2
- Zevit is Number 3

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 LIMITATIONS
• The survey was restricted to the cities of Solan , Kalka
,Parwanoo, Shimla and Chandigarh so environmental differences if
any could none affected the study.
• Errors due to the biased nature of certain respondents in likely
to affect the results.
• Respondents may not be willing to take keen interest.

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 1) TOP 20 PHARMACEUTICAL BRANDS
Table No. 1 (I) indicating the top 20 pharmaceutical brands at Solan

S.NO Top 20 Brands Name of Cost per Tab Disease

Company or Bottle
(Rs.)
1 Ciplox 500 mg Cipla 7.8 Antibiotic
2 Becosules Pfizer .85 Vitamins
3 Zevit SKB .88 Vitamins+Zn
4 Novamox 250 Cipla 3 .6 Antibiotic
5 Crocin 500 mg SKB .63 Antipyretic
6 Envas 5 mg Cadila 2.06 Blood Pressure
7 Ocid 20 mg Cadila 3.98 Gastric Ulcer
8 Zinetac 150 mg Galxo .71 Antacid
9 Flexon Aristo .81 Analgesic+Antibiotic
10 Norflox 400mg Cipla 4.7 UTI
11 Nimulid100mg Panacea 2.9 Analgesic+
Antipyretic
12 Cobadex Glaxo 1.05 B Complex
13 Tenolol 50 mg IPCA 1.57 Blood Pressure
14 Benadryl100 Parke 32.41 Cough Syrup
ml Davis
15 Roxid 150 mg Alembic 11 Antibiotic
16 Perinorm 10 mg IPCA .10 Antiametic
17 ISMO 20 mg Boehringe 2.47 Gastric Molility
Mannheim
18 Novaclox Cipla 5.5 Antibiotic
19 Voveran 50 mg Novaritis .91 Analgesic
20 Gelusil 171 ml Parke 24.66 Antacid
Davis

Conclusion :

Based upon the various responses of the chemists it was concluded that the
top most brand in Solan town is Ciplox (500 mg.), of Cipla costing Rs. 7.85/
per tablet.

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Table No. 1 (ii) showing the top 20 pharmaceutical brands at Parwanoo

S.No Top 20 Brands Name of Cost per Disease

Company Tab or
Bottle
(Rs.)
1 Ciplox 500 mg Cipla 7.85 Antibiotic
2 Becosules Pfizer .85 Vitamins

3 Novamox 500 mg Cipla 3 .6 Antibiotic

4 Alprnx 0.25 mg Torrent .81 Tranquillizer
5 Disprin Reckitt Colman .25 Analgestic
6 Zevit Smithkline .88 Vitamins + Zn
Beecham
7 Nimulid 100 mg Panacea 2.9 Analgesic+Antipyretic
8 Ibugesic 400 mg Cipla .62 Analgesic
9 Zinetac 150 mg Glaxo .71 Gastric Ulcer
10 Benadrl 100 ml Parke Davis 32.41 Cough Syrup
11 Ocid 20 mg Cadila 2.06 Gastric Ulcer
12 Envas 5 mg Cadila 2.06 Blood Pressure
13 Liv 52 100 ml Himalaya Drugs 31 For liver
14 Ampicillin 250 mg Ranbaxy 3.08 Antibiotic
15 Norflox 400 mg Cipla 4.7 UTI
16 Asthalin 200 mg Cipla 66.61 Asthamatic
17 Glycodin 50 ml Alembic 19.50 Cough Syrup
18 Gelusil MPS Parke Davis 24.66 Antacid
19 Stemetil 5 mg Rhone Poulenc .90 Antiemetic+
Antimigrain
20 Althrocin 250 mg Alembic 4.4 For URTI

Conclusion:
Based upon the various responses of the chemists it was concluded that the
top most brand in Parwanoo town is Ciplox (500 mg.), of Cipla costing
Rs.7.85/ per tablet.

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Table No. 1 (iii) indicating the top 20 pharmaceutical brands at Shimla

S. Top 20 Brands Name of Cost per Disease

No. Company Tab or
Bottle
(Rs.)
1 Becosules Pfizer .85 Vitamins
2 Brufen 400 mg Knoll .62 Analgesic
3 Crocin 500 mg Smithkline .63 Analgesic+
Beecham Antipyretic
4 Ciplox 500 mg Cipla 7.85 Antibiotic
5 Zinetac 150 mg Glaxo 0.71 Gastric Ulcer
6 Nimulid 100 mg Panacea 2.9 Analgesic+
Antipyretic
7 Zevit, Digene SKB/Knoll 2.64/.63 Vitamins +Zn/
Antacid
8 Revital Ranbaxy 5.95 Vitamins
9 Benadryl 100 ml Parke Davis 32.41 Cough Syrup
10 Disprin, Septran RC/Wellcome .25/.77 Antipyretic/ Sulpha
80/400 antibiotic
11 Gelusil Parke Davis 24.66 Antacid
12 Novamox 250 mg Cipla 3.6 Antibiotic
13 Anacin Geoffrey .60 Analgesic+Antipyretic
Manners
14 Saridon Nicholas Piramal .91 Analgesic
15 Tenolol 50 mg IPCA 1.57 Blood Pressure
16 Evion 400 mg E. Merck 2.21 Vitamin E
17 Norflox 400 mg Cipla 4.7 For UTI
18 Gramogyl Stancare 4.5 Antidiass hoeal
19 Ocid 20 50 mg Cadila 3.98 Gastric Ulcer
20 Enhacin 228.5 mg Stancare 10.83 For LRTI

Conclusion :
Based upon the various responses of the chemists it was concluded that the
top most brand in Shimla town is Becosules of Pfizer costing Rs. 0.85/ per
tablet. My survey reveals the fact that the medicines consumed in this
particular town is comparatively different from other regions. This may be
because of its different climatic conditions.

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Table No. 1 (iv) showing the top 20 pharmaceutical brands at
Chandigarh

S. Top 20 Brands Name of Cost per Disease

No. Company Tab or
Bottle
(Rs.)
1 Ciplox 500 mg Cipla 7.85 Antibiotic
2 Becosules Pfizer .85 Vitamins
3 Ocid 20 mg Cadila 6.98 Gastric Ulcer
4 Benadryl 100 ml Parke Davis 32.41 Cough Syrup
5 Asthalin Inhaler Cipla 66.61 Antibiotic
200 mg
6 Ciprobid 500 mg Cadila 6.67 Antibiotic
7 Gelusil 171 ml Parke Davis 24.66 Antacid
8 Combiflam Hoechst Marion .71 Analgesic
Roussel
9 Asthalin Syrup Cipla 11.92 Anti Asthamatic
100 ml
10 Alesid Cipla 2.5 Antiallergic
11 Ibugesic 400 mg Cipla .62 Analgesic
12 Zevit SKB 2.64 Vitamins+Zn
13 ISMO 20 Boehringer 2.47 Gastric Motility
Mannhein
14 Revital Ranbaxy 5.95 Multivitamins
15 Norflox 400 mg Cipla 4.7 For UTI
16 Novamox 250 mg Cipla 3.66 Antibiotic
17 Voveran 50 mg Novartis 0.91 Analgesic
18 Ciplox TZ Cipla 9.5 G. Infection
19 Digene Knoll .63 Antacid
20 Envas 5 mg Cadila 2.06 Blood Pressure

Conclusion :
Based upon the various responses of the chemists it was concluded that the
top most brand in Chandigarh town is Ciplox (500 mg), of Cipla costing Rs.
7.85/ per tablet.

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Table No. 1 (v) showing the top 20 pharmaceutical brands at Kalka

S. Top 20 Brands Name of Cost per Disease

No. Company Tab or
Bottle
(Rs.)
1 Amplopress AT Cipla 2.5 B.P.
2 Ciplox TZ Cipla 9.5 Antibiotic
3 Becosules Pfizer 0.85 Multivitamin
4 Novamox Cipla 3.66 Antibiotic
5 Zevit SKB 2.6 Multivitamin
6 Ocid 20 Cadila 3.9 Ulcer
7 Zinetac Glaxo 0.71 For Ulcer
8 Alrid Cipla 3.5 Anti Allergic
9 Novaclox Cipla 5.5 Antibiotic
10 Megadol Alembic 1.2 Analgesic
11 Norflox TZ Cipla 3.9 Antibiotic
12 Envas 5 mg Cadila 2.06 For B.P.
13 Nimulid Panacea 2.9 Analgesic
14 Glycodin Alembic 19.50 Cough Syrup
15 Betnovate N 20 Glaxo 16.53 Anti Fungal
gm
16 Anhacin Stancare 10.83 For LRTI
17 Avil 25 mg Hoechst 0.20 Anti Allergic
18 Voveran Novaritis 0.91 Analgesic
19 Wysolone Wyeth 0.61 Anti Allergic
20 Gelusil 171 ml Parke Davis 24.66 Gastric Ulcer

Conclusion :
Based upon the various responses of the chemists it was concluded that the
top most brand in Kalka town is Amlopress AT, of Cipla costing Rs. 2.50 per
tablet.

29
 2) TOP TEN PHARMACEUTICAL
COMPANIES
Table 2 (i) indicating the ranking of top ten leading pharmaceutical
companies in Solan, Parwanoo, Kalka, Shimla, Chandigarh area as responded
by the chemists.

TOWN/ SOLAN PARWANOO KALKA SHIMLA CHANDIGARH

RANK
1 GLAXO CIPLA CIPLA SKB CIPLA
2 RANBAXY RANBAXY CADILA RANBAXY RANBAXY
3 CIPLA GLAXO RANBAXY CIPLA GLAXO
4 CADILA SKB GLAXO PFIZER CADILA
5 NOVARTIS PFIZER LYKA GLAXO NOVARITIS
6 PFIZER CADILA PFIZER CADILA PFIZER
7 SKB NOVARTIS NOVARTIS NOVARTIS SKB
8 ALEMBIC PARKE DAVIS SKB PARKE ALEMBIC
DAVIS
9 PARKE LYKA PARKE LYKA PARKE DAVIS
DAVIS DAVIS
10 LYKA ALEMBIC ALEMBIC ALEMBIC LYKA

Conclusion :
From the above analysis its concluded that CIPLA enjoys a good brand image
at Chandigarh, Kalka, Parwanoo whereas in Solan GLAXO is on the top and
in Shimla Smithkline Beecham is leading.

30
 3) VIEWS OF CHEMISTS REGARDING
THE COMPETENCE OF THE TOP
PHARMACEUTICAL COMPANY
Table 3 (i) indicating the general perception of the chemists regarding Top
Pharma Company at Solan

Attributes Q & C. E & A All Others

Chemists
Number 1 4 1
Percentage 17% 66% 17%

Number

Q & C. E & A
All
Others
17% 17%

66%

Where

Q is for Quality
A is for Availability
C.E. is for Cost Effectiveness
N is for New Product Information

31
Table 3 (ii) indicating the general perception of the chemists regarding Top
Pharma Company at Kalka

Attributes Q & C. E & A All Others

Chemists
Number 1 5 1
Percentage 14% 72% 14%

Number

14% 14%
Q & C. E & A
All
Others
72%

Where

Q is for Quality
A is for Availability
C.E. is for Cost Effectiveness
N is for New Product Information

32
Table 3 (iii) indicating the general perception of the chemists regarding Top
Pharma Company at Parwanoo

Attributes Q & C. E & A All Others

Chemists
Number - 2 -
Percentage - 100% -

Number

0%
0%
Q & C. E & A
All
Others

100%

Where

Q is for Quality
A is for Availability
C.E. is for Cost Effectiveness
N is for New Product Information

33
Table 3 (iv) indicating the general perception of the chemists regarding Top
Pharma Company at Shimla

Attributes Q & C. E & A All Others

Chemists
Number 2 4 1
Percentage 29% 57% 14%

Number

14%
29%
Q & C. E & A
All
Others
57%

Where

Q is for Quality
A is for Availability
C.E. is for Cost Effectiveness
N is for New Product Information

34
35
Table 3 (v) indicating the general perception of the chemists regarding Top
Pharma Company at Chandigarh

Attributes Q & C. E & A All Others

Chemists
Number 10 26 4
Percentage 25% 65% 10%

Number

10%
25%
Q & C. E & A
All
Others
65%

Where

Q is for Quality
A is for Availability
C.E. is for Cost Effectiveness
N is for New Product Information

Conclusion :
Maximum Majority of the chemists replied that the company, which is on
the top, was having the entire attributes mentioned questionnaire.

36
37
 4) Weaknesses of the Top Company
Table No. 4 (i) indicating that whether there is any weakness in the top
pharmaceutical company

Response / Town Yes No

Solan 16% 84%
Parwnaoo - 100%
Kalka - 100%
Chandigarh 10% 90%
Shimla 15% 85%

100% 100%
84% 90% 85%
Yes
No
16% 10% 15%
0 0
h
oo

a
n

la
wn

ar
lk
la

im
na

Ka
To

ig
So

Sh
nd
rw

ha
Pa

Conclusion:
Maximum of the chemists does not find any weakness in the top
Company but few chemists mentioned that

• Company does not easily entertain breakage

• Expiry time is short
• High product range therefore high investment is needed.

38
 5) Ind Swift's Awareness
Table No. 5 (i) indicating the awareness of the chemists regarding Ind Swift
Ltd.

Response / Town Yes No

Solan 84% 16%
Parwnaoo 100% -
Kalka 100% -
Chandigarh 100% -
Shimla 100% -

Yes No
1.2 100% 100% 100% 100%
1 84%
0.8
0.6
0.4
16%
0.2 - - - -
0
h
a
oo

la
n

lk

ar
la
w

im
na

Ka
To

So

ig

Sh
rw

nd
Pa

ha
C

Conclusion:
Based on various responses it has been concluded that Ind-Swift is
recognized well.

39
 6) Availability of Ind-Swift products
Table No. 6 (i) indicating the availability of Ind Swift's product in areas
under study

Response / Town Yes No

Solan - 100%
Parwnaoo 50% 50%
Kalka 100% -
Chandigarh 57% 43%
Shimla 77% 23%

120
100 100
100
77
80
57
60 50 50
43
40
23
20

0
Solan Parwanoo Kalka Chandigarh Shimla

Conclusion :
It is concluded that Ind Swift products are recognized well at Chandigarh,
Shimla & Kalka but the chemists at Solan don't keep Ind Swift's Products as
they are not aware of the same perhaps due to non launching of the
products.

40
 7) Strengths of Ind Swift
Table No.7 (i) shows the strengths of Ind Swift

Town/ Solan Parwanoo Kalka Shimla Chandigarh

Attribute
Quality 16% - 50% 57% 50%
C.E. - - - 29% 20%
A - - - - -
Q & C.E. - 50% 50% - -
Q & A - - - - -
C.E. & A - - - - -
Others - - - - 30%
Not Replied 84% 50% - 14%

90%
84%

80%

70%

60% 57% 50%

50% 50% 50% 50%

50%

40%

29% 30%
30%

20%
20% 16%
14%

10%

- - - - - - - - - - - - - - - - - - - - - - - - - - - -
0%

Quality C.E. A Q & C.E. Q&A C.E. & A Others Not Replied

Where
C.E. stands for Cost Effectiveness
Q stands for Quality
A stands for availability
Conclusion:
Based on various responses it is found that Ind Swift is having good quality
products & are Cost Effective. At Solan Chemists did not replied as of non-
launching of Ind Swift products.

41
 8) Weakness of Ind Swift
Solan

100% of chemists did not reply this question: perhaps due to non-launching of
Ind Swift Products.

Parwanoo

• 50% of the chemists in Parwanoo replied that the services provided are not good,
remaining.

• 50% did not responded to the question.

Kalka

• 100% Chemists replied that Medical Representative do not visit frequently.

Shimla

• 70% of chemists replied MR's visit once in 3 months

30% replied doctors do not prescribe Ind Swift's medicines.

Chandigarh

• 60% replied that MR's visit are not frequent and out of this 22% has also said
that doctors are not satisfied may be that is why doctors do not prescribe.

• 40% replied no advertising is done on T.V.

Conclusion :
Based on various comments it is find that the main weakness is that MR's
are not making frequent calls to doctors as well as to chemists.

42
 9) Future prospects of Ind Swift

Table 9 (i) showing that future prospects of Ind Swift in the area under
study

Response Yes No
Town (Favourable) (Unfavourable)
Solan 83% 17%
Parwnaoo No Comments No Comments
Kalka 100% -
Shimla 100% -
Chandigarh 100% -

1.2
1
0.8
Yes (Favourable)
0.6
0.4 No (Unfavourable)
0.2
0
h
wn

oo

la
lka

ar
la

im
na
To

So

Ka

ig
Sh

nd
rw
Pa

ha
C

43
Solan :
83% of the Chemists agreed for the launch of same product which is on the
top but they were ignorant of the company's strength therefore they had no
further suggestions to make & 17% of the respondents were totally unaware
of Ind Swift.

Parwanoo :
100% of chemists had no comments to make.

Kalka :
Although in Kalka 20% of the chemists had positive attitude but the only
problem according to them was lack of visits paid by MR's to the doctors
and to chemists where as 80% believed that if doctors will prescribe then
Ind Swift has bright future prospects.

Shimla :
Although in Shimla a company enjoys a good image but still on account of lack
of Medical Representatives visits to doctors & chemists the sales are
hampered.

Chandigarh :
Even in Chandigarh the response of the 90% of chemists was synonymous
with that of Kalka as they had no qualms selling it' and 10% of chemists said
that they should pay quality visits more often to various doctors.

Conclusion:
On the basis of the various responses it is concluded that Ind Swift
definitely enjoys a good image in the market and has the expertise and the
presence to compete and win but the company needs to gear up its activities
and be more proactive in its approach. It should engage in extensive
communication and promotional schemes to inform various doctors and
chemists about its products and performances.

44
 10) Ranking Based Upon Particular
Attributes
Table 10 (i) showing the survey analysis of quantity, services and
prices of Ind Swift products at Solan :

Very Bad Bad Fair Good Very Good Not Replied

Quality - - - 16% - 84%
Price - - - - - 100%
Services - - - - - 100%

100%
100%
1.20

84%
1.00
0.80 Quality
0.60 Price
0.40 Services
16%

0.20
-
-
-

-
-
-

-
-
-

-
-

-
-
-

-
Very Bad Fair Good Very Not
Bad Good Replied

45
Table 10 (ii) showing the survey analysis of quantity, services and
prices of Ind Swift's products at Shimla :

Very Bad Bad Fair Good Very Good Not Replied

Quality - - - - 85% 15%
Price - - - - 71% 29%
Services 14% 57% 29% - - -

0.9 85%
0.8 71%
0.7
57%
0.6 Quality
0.5
Price
0.4 29% 29%
0.3 Services
0.2 14% 15%
0.1 0 0 00 0 0 0 00 0 0
0
Very Bad Fair Good Very Not
Bad Good Replied

46
Table 10 (iii) showing the survey analysis of quantity, services and
prices of Ind Swift's products at Kalka :

Very Bad Bad Fair Good Very Good Not Replied

Quality - - 15% 85% - -
Price - - 100% - - -
Services - 58% 42%- - - -

1.2
100%
1 85% Very Bad
0.8 Bad
58% Fair
0.6
Good
0.4 Very Good
0.2 15%
Not Replied
0 0 0 0 0 0 0 0 0 0 0 0 0 0
0
Quality Price Services

47
Table 10 (iv) showing the survey analysis of quantity, services and
prices of Ind Swift products at Chandigarh :

Very Bad Bad Fair Good Very Good Not Replied

Quality - - 23% 72% 5% -
Price - - 85% 15% - -
Services - 85% 15% - - -

1 85% 85%
0.8 72%
Quality
0.6
Price
0.4 23%
15% 15% Services
0.2 000 00 0 5%0 0 000
0
d

ir
d

d
d
d
Fa
Ba

Ba

oo

lie
oo

ep
G

G
ry

R
ry
Ve

Ve

ot
N

48
Table 10 (v) showing the survey analysis of quantity, services and
prices of Ind Swift products at Parwanoo :

Very Bad Bad Fair Good Very Good Not Replied

Quality - - 50% - - 50%
Price - - 50% - - 50%
Services - 50% - - - 50%

0.6
50% 50%
50% 50%
50%
50%
0.5
0.4 Quality
0.3 Price
0.2 Services
0.1
0 0 0 0 0 0 0 0 0 0 0 0
0
Very Bad Bad Fair Good Very Not
Good Replied

Conclusion :
Based on various responses it is concluded that the Quality & Prices of Ind
Swift's products are comparatively good but the services (Sales Call) needs
improvement.

11) Position of Ind Swift

49
Table 11 (i) indicating the Position of Ind Swift's Laboratories
Limited, according to the chemists of Solan, Kalka, Chandigarh,
Shimla, Parwanoo :

Position/ Introduction Growing Mature Decline Not Replied

Town
Solan 66% 17% - - 17%
Parwanoo - 50% - - 50%
Chandigarh 20% 80% - - -
Kalka 29% 71% - - -
Shimla 15% 85% - - -

90% 85%
80%
80% 71%
70% 66% Solan
60% 50% 50% Parwanoo
50%
Chandigarh
40% 29%
30% Kalka
20%
20% 15% 17% 17%
Shimla
10% 0 - - - - - - - - - - - - -
0%
Introduction Growing Mature Decline Not Replied

Conclusion :
Based upon the responses given by the chemists in towns under survey its
clear that Ind Swift is in growing stage. As the company is enjoying a good
image in the market, therefore it should spend money on promotion &
distribution to capture a dominant position.

SWOT ANYALSIS

50
STRENGTHS

• Regular Market Expansion

• Futuristic
• Wide Distribution Network
• Innovative Packaging
• New Product Development
• Multibrand Strategy
• Vast Experience in Export Market
• Access to New technology
• Ensuring product quality
• USFDA (United States Food and Drug Authority) Approved
• Strong R & D

WEAKNESS

• Less Advertising and media Coverage

• Inadequacy of Sale support
• Communication Gap

OPPORTUNITY

• Hugh market Potential

• Addition to existing product line
• Government is promoting Pharma and IT industry.

THREATS

• Competition

51
1. Top brand at

52
Town Top Brand
Solan Ciplox 500 mg
Chandigarh Ciplox 500 mg
Kalka Amlopress AT
Parwanoo Ciplox 500 mg
Shimla Becosules

2. Top Pharma Company is CIPLA

3. Based on the analysis is was established that cost of top leading brand
(i.e Ciplox) is Rs. 7.85/- per tablet therefore Rs. 78.50 per strip.

4. Ind Swift enjoys a good brand image. The launch of the new product
will be successful, provided the company gear up its various
communication and promotional activities.

5. Although the Ind Swift holds a good image in the mind of customer
but still it is not reaping maximum returns. It is definitely competent
in terms of quality and price still results are not optimum. The
company should imbibe in its marketing strategy, the concept of
RELATIONSHIP MARKETING.

6. The Medical Representatives are not resorting to time management

therefore the company is not reaping the maximum profits.

53
54
 SUGGESTIONS

1. Role of Field Officer Force during new product launch :

• Company should do RCPA (Retail Chemists Product Audit) &

select right doctors for particular product through RCPA.

• Company should make new products available at every retailer

(Counter) who is attending prescription of these particular
doctors.

• Medical Representatives should call the doctors in the right

frequency according to his convenience.

• After every call, Medical Representatives should confirm the

prescription from the chemists where product is available.

2. Company should timely inform chemists about their new product

launch.

3. Constant feed back will provide the outside and inside view of the
company, for this the Company should conduct survey on regular basis,
so that it is abreast of changing needs & demands of the customer.

4. Company should take certain steps to improve their services.

5. By spending money on promotion and distribution, Ind Swift can

capture a dominant position.

55
6. For promoting their products, Company should advertise though
appropriate media like Television, Newspapers.

7. Company should try to reduce communication gap with Medical

Representatives and they should provide training to their Medical
Representatives so that they can fulfil expectations of the customers
by improving on their sales call.

8. Company has bright future prospects of launching new products, which

are on the top, so the company can go for this.

9. Company should start generic production again even thought it is less

profitable on account of competition but this will definitely enhance
the company's images.

10. Time management will give the company a boost that will last for a
longer time.

56
57
 Vardhman Mahaveer Open University,
Kota (Raj.)
Department of Management Studies, MBA
(Marketing)
Survey Based on Top Pharmaceutical
Brands
Questionnaire
Dear Respondent,

Here are given certain questions to know your views regarding various
pharmaceutical brands.You are requested to spare some of your
precious time in filling up this questionnaire.

1) a) Name of Medical Store :

b) Name of Chemist :
c) Address :

2) Please fill in the most popular pharmaceutical brands being

determined by quantum of sales from your shop.

S. No. 20 Most Popular Name of the Cost per Disease/Alime

Pharma Brands Company Tablet (in Rs.) nt
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.

58
3) Please rank the following ten companies as per their reputatuion giving rank No.
1 to the most reputed company, rank No. 2 to next most reputed and so on till
10.

a) Cipla f) Novartis

b) Ranbaxy g) SmithKline Beecham

c) Glaxo h) LYKA

d) Cadila i) Parke Davis

e) Pfizer j) Alembic

4) Please tick among the following attributes that you have considered while
positioning the top company.

• Quality

• Cost Effective

• Availability

• New Product Information

• Consumer Preference

• All

Any other, Please Specify …….

5) Do you find any weakness in the above-mentioned top company ?

• Yes

• No
If yes, what are those?
•
•

59
6) Are you aware of Ind Swift

• Yes

• No

7) Do you keep Ind Swift products ?

• Yes

• No

8) According to you what are the strengths Ind Swift

• Quality

• Cost Effective

• Availability

• Sales Call

• All

9) According to you what are the weaknesses of Ind Swift

•
•
10) Will you stock a new pharmaceutical product from Ind Swift if it is in the same
category as that of most selling pharma product you have, give reasons ?
• Yes
• No

11) What are the future prospects of Ind Swift based on the following ?

Attribute Very good Bad Fair Good Very Good

Price

Quality

Service

60
12) How can you differ Ind Swift products from other pharmaceuticals products?
Please Explain.

13) Can you explain the diversion of Ind Swift should be in which particular type of
medicine category?

14) Can you suggest the improvement areas by which the growth of the company will
achieve peak position?

15) Write few words about the marketing strategies, MR contacts, behavior, doctors
view, which can help to draw a conclusion about the company reputation.?

61
 BOARD OF DIRECTORS

A K Jain
Chairman

S R Mehta
Managing Director

Dr. G. Munjal
Joint Managing Director

N R. Mujal
Director

V.K Mehta
Director

Company Secretary
Nitin Bansal

Auditors
J K Jain & Associates
Chartered Accountants
Chandigarh

Bankers
Punjab National Bank
State Bank of India

Registered Office
781, Ind. Area,
Phase - I, Chandigarh

Corporate Office Works

493-494, Sector -35 Plot No. 23, Sector - 2,
Chandigarh Parwanoo, Distt. Solan (HP)
Plot No. 173, Sector 2
Parwanoo, Distt. Solan (HP)
123 Industrial Area, Phase-II
Panchkula (Haryana)

62
 PERFORMANCE OF THE COMPANY
PROFIT AFTER TAX

Table A indicating the performance of the company based upon profit after
tax

Year 2003-04 2004-05 2005-06 2006-07 2007-08

Profit 226.96 269.46 241.39 325.12 525.26
% increase - 18.72% - 34.68% 61.65%

600
500
400
Profit
300
% increase
200
100
0
2003-04 2004-05 2005-06 2006-07 2007-08

63
Dividend Percentage

Table B indicating the performance of the company based upon

Dividend Percentage
Year 2003-04 2004-05 2005-06 2006-07 2007-08
Dividend 18% 22% 25% 25% 20%
% increase - - - 50% 33%

60%
50%
40%
Dividend
30%
% increase
20%
10%
0%
2003-04 2004-05 2005-06 2006-07 2007-08

64
65
 BIBLIOGRPAHY

• Company’s Catalogue

• Last five year (1995-2000) Annual report of the company

• Intrnet (www.indswift.com)

• Newspapers

• IDR (Indian Drug Review)

• Research Methodology by C.R. Kothari

66
67
TO IDENTIFY THE FUTURE PROSPECTUS OF A PHARMACEUTICAL
COMPANY BASED UPON THE TOPP 20 PHARMA BRANDS

In Partial Fulfilment of the requirement of Master of Business Administration. IGNOU

Anil Garg

I.N.
000648588

68
2

Aunthentication Certificate

This is to certified that the work done in connection with the Project Report on "TO
IDENTIFY THE FUTURE PROSPECTUS OF IND SWIFT LTD (A PHARMA
COMPANY) BASED UPON THE TOP 20 PHARMA", submitted to India Gandhi
National Open University, New Delhi in partial fulfilment of Master of Business
Administration is a faithful record of work carried out by me under the supervision and
able guidence of Sh. Sunil K. Goel, MBA, Academic counseller, IGNOU, study centre
(1103), Solan (H.P.) No part of this project has been submitted elseware for any degsee
ordiploma course.

The techniques and obsevations embodies in this work were undertaken exclusively by
me.

69
CLS Dt.

Sunil Goel

Acknowledgement

This project has been made possible through the direct and indirect Cooperation of
various persons for whom I wish to express my appreciation and gratitude.

The completion of this project and my success in the same is gratefully credited to my
project guide and advisor, Mr. Sunil K. Goel, Academic Counselor, IGNOU Study

70
Centre, Solan (1103) for providing me all the possible help and other valuable
suggestions.

I am also grateful to Mr. S.K. Kaushik, Manager (P & A), Ind Swift Ltd., Parwanoo
and all the staff members for their support and for providing an opportunity and
congenial environment to work with them.

I also owe a profound intellectual dept to numerous authors whose ideas and contribution
have shaped my thinking on this subject.

All the chemists who responded favourably to the questionnaire and spared time out of
their busy schedule to grant personal interviews dserve my special thanks.

My grateful thanks go to my family for their moral support.

Many who helped me during this endeavor will always be remembered by me gratefully.

ANIL GARG
000648588, MBA

IGNOU Study Centre, Solan

PREFACE

71
Mr. A.K. Jain started pharmaceutical company in 1986 with a business insight. Fast
moving market requires fast moving organisation i.e. continuously refreshed with new
talents. Its very important for the company to answer these critical questions as where
has one organisation been ? Where it is now ? What to do for giving these answers to
these questions ? Market projections provide new identity to an organisation. For
answering these questions, it is necessary to conduct natural surveys, as providing an
answer to these question is an joint effort of both the company and its customers.
Keeping this in view I was assigned a project " TO IDENFIFY THE FUTURE
PROSPECTS OF IND SWIFT LTD. BASED UP ON THE TOP 20
PHARMACEUTICAL BRANDS". I conducted a survey to accomplish the given
assignment and to seek more information like the Top Pharma Company, cost of top
pharma brand etc. The project report is being divided into several parts.

Part one contains the introduction of the company under study. This part highlights the
history of the company, its distribution network etc. Past two includes Research
Methodology which focuses on the sample size method of data collection (Questionnaire
prepared for rate collection), research methodlogy used and linistations of the study. It
also include SWOT analysis of Ind Swift Ltd.

Next part includes analysis and interpretation that covers the these of the project.
Different methods like weightage method has been used for analysis. This part also
throus light on the top brands strength and weaknesses, and it also answers the other
objections of the study.

72
 3

Succeeding past includes the findings and suggestions keeping in view strengths and
weaknesses noticed during my survey. The main flow found was that MR's do not
frequently visit the chemists and the doctors.

Last part of the project report contains the annexes and Bioliogsaphy. Annexure
includes the questionnaire and other bar charts etc.

INTRODUCTION

About the Company

Ind Swift Ltd. was established in 1986 at Parwanoo and there by started activities on loan
basis. There after the company took the Marketing of products manufacture by M/s Ind
Swift (P) Ltd. & M/s Mukur for mulations Company (P) Ltd.

- R & D strength
- Quality control Department.

Distribution Network

Ind Swift distribution chennel, beyond the apparent reality of business, it reaches for
corners of the country, supported by a network of 29 C & F agents who cater to the
needs of 600 authorised stockists. These stockists ensures company's products
availability at approximately 60,000 retail outlets with a strong field of 300 market
professionals. Company's products are promoted over by 50,000 highly qualified
doctors.

73
 4

RESEARCH METHODOLOGY

Title : To identify the future prospects of Ind Swift Ltd. based upon the top 20
pharmaceutical brands.

Objection of the study :

- To find out the top 20 pharma brands in the region of Shimla, Solan, Parwanoo,
Kalka and Chandigarh.

- To identify the top leading pharmaceutical brand.

- To identify the name of the top pharma company.

- To study the Brand Equity (Image) in terms of the companies products by survey
method.

- To identify the future prospects of Ind Swift Ltd. if it plans to launch the same
product, which is on the top.

- To find out the pricing of the leading pharma brands.

Research Methodology

When we talk about research methodology. We do not only talk about research methods
but also consider the logic behind the methods that we use in context of research study.
We also evaluate why we are using a particular method. The techniques used should be
such that the research is capable of being evaluated by the researcher as well as by others.

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Sampling Unit

The Geogsaphical area proposed by the company for the study is Solan, Shimla,
Parwanoo, Kalka & Chandigarh. Chemists were the unit of survey because the study
required Retail Audit. TB chemists out of the total 306 were taken for the study. This
comes to 25% of the total chemists population in the target area.

Size of sample

The project is an effort to evaluate/study with respect to sale of drugs in Chandigarh,

Solan, Kalka, Parwanoo and Shimla cities. A list of all chemists for each of the selected
cities was obtained from the distributors of the area. Samples of TB Chemists were
chosen randomly out of 306 chemists with at least 25% of the total chemists from each
city. The breakup of TB chemists according to Solan, Shimla, Kalka, Parwanoo and
Chandigarh region has been given below :

Area Total Population Sample Size

Solan Approx 30 25% of 30 = 8
Shimla Approx 35 25% of 35 = 9
Kalka Approx 35 25% of 35 = 9
Parwanoo Approx 6 25% of 6 = 2
Chandigarh Approx 200 25% of 200 = 50

Date Collection

Date collection was done by using both primary and secondary date.

Primary Date

Primary date was collected by interviewing the chemists of the assigned area in order to
get complete information.

Therefore in the above exemple

- Ciplox is Number 1

- Becasules is Number 2

- Zevit if Number 3

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LIMITATIONS

- The survey was restricted to the cities of Solan, Kalka, Parwanoo, Shimla &
Chandigarh, so environmental differences if any could have effected the study.

- Errors due to the biased nature of certain respondents is likely to affect the results.

- Respondents may not be wiking to take keen interest.

The chemists were subjected to a questionnaire

Secondary Data :

- Company's catalogure

- Annual Reports of the company

- Internet (www.indswift.com)

- Newspapers

- IDR (Indian Drug Review)

Research Instruments

Questionnaire is used for conducting survey. Questionnaire is having both open ended
and close-ended questions.

Close-ended questions are chosen because these are easy to interpret and tabulate. Open-
ended questions are asket to know the customer's perception regarding pharmaceutical
brands.

Assumptions of the study

- Sample is representative of the existing chemists in the market.

- Respondents have responded correctly.

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Analytical Frame Work

The results were interpreted first by giving weightage to the different pharma brands
ranked by chemists and then average is calculated to find out 20 top pharma brands. Fir
the purpose of analysis, weights are assigned to various ranks. Here highest weight is
given to the item that is being ranked Ist by using weightage method, and the least
weight to the eg. Weightage method.

CHEMIST - 1

There are five brands

Name of top 5 brands Ranking by chemists Weight

Ciplox 1 5
Zevit 2 4
Becosules 3 3
Corex 4 2
Benadryl 5 1

CHEMIST - 2

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There are five brands

Name of top 5 brands Ranking by chemists Weight

Ciplox 1 5
Becosules 2 4
Crocin 3 3
Zevit 4 2
Digene 5 1

According to Ist and 2nd chemists Ciplox is No. 1 and weightage given to brand which is
Ist is S. Similarly according to Ist chemist and 2nd chemist Zevit is No. 2 and No. 4
respectively.

To calculate weightage

For Ciplox : 5+5=5

2

For Zevit : 4+2=3

2

For Becosules : 3+4=3.5

2

Now the brand with highest weightage will be ranked No. 1

INTRODUCTION
About the Company
Ind-Swift Ltd. was established in 1986 at Parwanoo and there by started activated on loan
basis. Thereafter the company took the Marketing of product manufactured by M/S Ind-
Swift (P) Ltd & M/S Mukur Formulation Company (P) Ltd. Due to the growing demands
and higher acceptability of the product, Company has installed manufacturing facilities of
its own. The marketing network is backed up by experience of Mr. Anil K. Jain along
with Mr. N.R. Munjul. Both directors are also well experienced in Pharmaceutical
Administration and Production.

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The products of the company are sold in vast Indian market. The company has an
established network and a chain of offices at Delhi, Chandigarh, Panchkula, Indore,
Jaipur, Hyderbad & Lucknow. The Company products enjoy good reputation as
resflected by the rise in sales & profitability.

Ind Siwft Laboratories Ltd. is a company promoted by Ind Swift Ltd. in joint venture
with Punjab State Industrial Development Corporation Ltd. which primarily
manufactures intermediate & bulk drugs. At present Ind Swift Labs Ltd. is producing
latest active pharmaceuticals ingredients like clarithromycin, Fecofenadine &
Atorvastatin. Roxithromycin & Clarithromycin granules are main stay of company.
Leading Indian companies like Cipla, sun, Lupin & Glenmark are its major domestic
clients.

Ind Swift Laboratories Ltd, which came in commercial Production in 1997 has strong
international presence. Already most of its products are exported to European, Asian and
other developing countries including Switzerland, Italy, Germany, Netherlands and
Belgium.

Ind Swift Laboratories is preparing for USFDA approval for clarithromycin so as to tap
international market. Anin, Stesmin, Neurophen, Suprox, Cozy, Phena & Neurophen
drops are some of the well known brands of the company.

The wonder success of the company was the introduction of clari” D T (clarithromycin
Dispersible tablet under NOVEL DRUG DELIVERY SYSTEM) for the fuirst time in
pharma market. Ind Swift is the only company in India which modified the release
system of this macrolide antibiotic.

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