Merck Sharp & Dohme (MSD), India

- A Comprehensive Organizational Study

Group 12:
Abhishek Sonane Kruthika M Madhvendra Kumar Robin John Yogesh Gaur

Agenda

Merck & Co. - An Overview

Indian Pharmaceuticals Industry An Overview

MSD India ~1800 employees

MSD in India
Vision for India Scientific research for unmet clinical needs

India growth story

Product positioning Not much direct competition Priced to be affordable. E.g. Genovia R&D in India Just clinical research Primarily a marketing and sales organization

Marketing products in India

Competitive strategy

Outlook in India Reach out to patients Sparsh Reach out to doctors Educational initiatives Interaction with the government Customer and Collaborator Learning Written documentation by Territory Sales managers

Organizational Structure

Organizational Structure contd.

Organizational Structure contd.

Organizational Structure contd.

Organizational Culture

Organizational Culture contd.

Mission Culture
NEEDS OF THE ENVIRONMENT
External Flexible Stability

STRATEGIC FOCUS

Adaptive Culture

Mission Culture

Clan culture
Internal

Bureaucratic Culture

Organizational Culture contd. s

Power & Control

Beliefs & Values

Higher standards of ethics Improving quality of life through scientific excellence Customer is king

Environment - Institutionalism

POOR RURAL WOMENFOLK WELLCOME TRUST SPARSH

ICMR FOGSI HOSPITALS

Innovation

3 Pronged Strategy

Strategic Alliances

Conclusion MSD India in a nutshell The Road Ahead

Target: Top 5 by 2015