OBJECTIVES & PURPOSE

Objectives:
1. To Discover What's Going On
To learn about what motivates survey respondents and what's important to them.
2.

To Provide An Opportunity To Discuss Key Topics With Your Target Population To

allows forever insight into survey products, and can shed light on topics related to
selling & satisfactory level /effectiveness within a larger context.

3. To Provide a Benchmark To provide a "snapshot" of target population and their

attitudes about survey products. & To establish a baseline from which we can compare
whether target population attitudes and perceptions relative to the survey problem are getting
better or worse over time.
4. To check out the reflect of the strategic objectives and goals of organization.
5. To find out That Whether there is any change or improvement in the performance of
selling growth of medicines.

PURPOSE:
In a rapidly changing society, health caring & distemper daily routine, is not only
acting that is desirable but also an activity that an organization must commit Market to, if it is
to maintain a viable and knowledgeable work force. The survey contains a number of
techniques that can be used to promote a product (or service) to a potential customer and
also establish and maintain an active dialogue . Market survey is a process of learning: how to
grow up a sequence of programmed activities. It is application of improvement & further rise,
by getting information of the actual position of firm-itself, & of its competitors in the Market.
The question to be asking, compile useful information about customers (likes, dislikes,
wants, needs and expectations) so that the collated information can be later analysed and the
findings used to improve on future marketing campaigns, services and/or products.
Know Retailing Tracking Service is To Knows unique service, to assist clients to track
the sales performance of retailing products by all competition brands, Market surveys provide
accurate information and analysis support for clients to improve the channel strategy,
evaluation and promote the sales performance.
The success of those young and leading companies lies on the fact that they could grasp
the
minor
market
changes
very
quickly;
The success of those famous companies with long history lies on the fact that they could hold
the
sense
of
market
development
in
time.
To Know Consulting, would like to lead us to discover those facts, we think more for our
clients, and with more action too

Introduction to the Industry

The Indian pharmaceutical industry addresses domestic and global markets through goods
and services that encompass finished drug dosages (Formulations), Active Pharmaceutical
Ingredients (API), Research and Development (R&D), and related contract services.
The domestic market comprises manufacture and sales of various
formulations and APIs. The global market consists of export of formulations, APIs, and
outsourcing services related to R&D and manufacturing, also known as Contract Research
and Manufacturing Services (CRAMS).
Domestically, major revenue sources are the production and sales of Active
Pharmaceutical Ingredients and generic drugs. Most of the drugs sold in India are generic
formulations. Manufacturers preference for generic drugs is attributable to the low cost of
research and the absence of an enforceable product patent regime prior to 2005. With more
than 24,000 companies, the Indian pharmaceutical market is highly fragmented. This market
which in 2006 reached revenues of $ 6.2 B and is growing at a compound annual growth
rate (CAGR) of 13.5% -- is projected to reach $ 10.3 B in revenues by 2010. Contributing
factors to industry growth include increasing population, an increasing consumer base
especially in the middle and upper income brackets, the need for improved healthcare
infrastructure, and Indian companies reverse-engineering skills. Among the major identified
therapeutic segments, the bulk of Indian pharmaceutical sales is attributable to anti-infective
drugs (18%), gastro-intestinal drugs (11%), and cardiovascular drugs (10%).
India also is the destination for a large and growing volume of outsourced
production and R&D by Multinational Pharmaceutical Companies (MPCs). Key factors that
make India an attractive outsource include its lower costs of production and R&D, the highest
number of plants certified by the US FDA outside the US (75), and highly skilled
professionals. The services of these Indian companies include Contract Manufacturing
Organizations (CMOs),
Contract Research Organizations (CROs) and other related services. The
Indian pharmaceutical outsourcing market shows a healthy CAGR of 37.6% and is expected
to increase from $ 929 M in 2006 to $ 3.33 B by 2010.
Indias share in the global pharmaceutical outsourcing industry is expected to
increase from 1.8% (in 2006) to 4.4% (in 2010). The various advantages offered by the Indian
pharmaceutical outsourcing industry are attracting global investment on a scale that will spur
the growth of the Indian pharmaceutical industry as a whole.

Indian pharmaceutical industry addresses domestic and global markets

The Indian pharmaceutical industry addresses the needs of two broad categories of market
domestic and global.
Domestic revenue is generated through sales and promotion of various drug categories.
These include:
* Ethical drugs (available only with written instructions from a doctor to a pharmacist)
1
* Over-the-Counter (OTC) drugs
2
* Active Pharmaceutical Ingredients (APIs).
Global market needs are met with services that include:
1
*Outsourced R&D and manufacturing services, also known as Contract Research And
Manufacturing Services (CRAMS), implemented by Contract Manufacturing Organizations
(CMO) and Contract Research Organizations (CRO).
2
*Manufacturing and sale of generics and APIs for the overseas market
*Drug discovery/modification

Exhibit 1: Market for the Indian pharmaceutical industry (1)

Exhibit 2: Industry growth between 20002010(E) (in $ B)

(2)

Exhibit 3: Area-wise sales and growth rates in 2006

(3)

EX -1, 2, 3
THE COMPETITION
The level of competition in very high in Acute segment on day to day basis however the
degree of competition in not as much as high in Chronic therapy area on day to day basis. As
doctor has to prescribe drug for a long time in chronic cases and patient is suppose to
consume it without any change of brand. While in acute cases doctor is changing brands on
day to day basis.

Pharmaceutical Company Business Strategies

One of the constants of pharmaceutical company strategy over the past decade has
been increasing scale. Only by growing larger are companies able to afford the Considerable
costs of drug development and distribution.
Within this broad approach at least two business models are discernable:
(i) Super Core Model involving the search for, and distribution of a small number of
Drugs from Chronic Therapy Area that achieve substantial global sales. The success of
this model depends on achieving large returns from a small number of drugs in order to
Pay for the high cost of the drug discovery and development process for a large number
of patients. Total revenues are highly dependant on sales from a small number of drugs.
(ii) Core Model in which a larger number of drugs from Acute Therapy Area are
Marketed to big diversified markets. The advantage of this model is that its success is not dependant on
sales of a small number of drugs.

Marketing approaches of Super Core Model

In pharmaceutical market there has been a significant shift from Acute towards Chronic
Therapy area. Chronic segments are driving the growth of the market as leading prescribes in
these segments are specialists as opposed to general practioners.This is evident from high
growth rates achieved by firms like Sun Pharma, Dr.Reddys laboratories and Dabur Pharma
Ltd. Who have focused on these segments
For marketing of these types of products -companies require more and more skilled
field force to develop good rapport with their direct customer (doctor). Moreover field force
should have good product knowledge and USP of their products over other so as to convince
doctors and PULL the demand for their products i.e. from Doctor to Retailer to Stockist to
CFA to company.

CORE CUSTOMER
(Doctor)

END-CUSTOMER
(Patient)

NONCORE
CUSTOMER
(Retailer)

CUSTOMER
(Stockist)

CUSTOMER
(C & FA)

Fig. -Pull System Working In Chronic Therapy Segment

Also it is interesting to note that since this is a pull system demand is being pulled in to
the market so generally representatives place product orders from their stockist on the basis
of following formula:
CLOSING STOCK * 2 OPENING STOCK= ORDER

Normally there are absolutely no chances of dumping of goods at stockist and retailer level is
yet reported also payment recovery of companies is also very good.

OF THE
ORGANIZATION
7

Dr. Reddys Laboratories Ltd. trading as Dr. Reddy's, founded in 1984 by Dr. K.
Anji Reddy, has become Indias second biggest pharmaceutical company, had worked in the
publicly-owned Indian Drugs and Pharmaceuticals Ltd. Reddy's manufactures and markets a
wide range of pharmaceuticals in India and overseas. The company has more than 190
medications ready for patients to take, 60 active pharmaceutical ingredients for drug
manufacture, diagnostic kits, critical care and biotechnology products.

Dr. Reddys Laboratories Ltd.

Type

Public

Founded

1984

Headquarters
Key people

Hyderabad, Andhra Pradesh, India

Anji Reddy, Chairman
GV Prasad, CEO

Industry

Pharmaceuticals

Revenue

$21.2Billion (DEC2012)

Net income

$3.4 Billion (DEC2012)

Employees

9,000

Website

www.drreddys.com

We are
An Integrated Global Pharmaceutical Company

Strategy
Leverage industry leading science & technology, product
Offering, And customer service with execution excellence.

Founded in 1984 by
entrepreneur scientist Dr.
K Anji Reddy

Vision:
To become a discovery led global pharmaceutical
Company

Purpose
Providing affordable and innovative medicines for healthier lives.

Dr. Reddys (betapharm) receives

preliminary results on AOK
tender in Germany.
betapharm has been tentatively
offered 8 products in different
regions of Germany covering the

As a fully integrated pharmaceutical company, its purpose is to

provide affordable and innovative medicines through our three core businesses:

Pharmaceutical Services and Active Ingredients, comprising our

Active Pharmaceuticals and Custom Pharmaceuticals businesses;

Global Generics, which includes branded and unbranded generics;

Proprietary Products, which includes New Chemical Entities (NCEs), Differentiated

Formulations, and Generic Biopharmaceuticals.

Its products are marketed globally, with a focus on India, US, Europe and
Russia. Dr. Reddys conducts NCE research in the areas of metabolic disorders,
cardiovascular
indications,
anti-infectives
and
inflammation.
Its strong portfolio of businesses, geographies and products gives us an edge

in an increasingly competitive global market and allows us to provide affordable medication to

people across the world, regardless of geographic and socio-economic barriers.

Global Presence:
Focus on US, Germany, India and Russia

Wholly-owned subsidiaries in the USA, UK, Russia, Brazil, New Zealand, Turkey and
Mexico

Joint Ventures in China, South Africa and Australia

Representative Offices in 16 countries

3rd party Distribution setups in 23 countries

Going Forward

Focus on consistent earnings & profitable growth

10

Build leadership position in Global Generics and Pharmaceutical Services & Active
Ingredients

Create levers of growth for future through Proprietary Products

BUSINESS SUMMARY

11

Dr. Reddys Laboratories Limited, together with its subsidiaries, operates as a

pharmaceutical company. The company focuses on formulations, active pharmaceutical
ingredients and intermediates, generic drugs, critical care products, biotechnology products,
custom pharmaceutical services, and drug discovery. It conducts research in the areas of
cancer, diabetes, metabolic disorders, cardiovascular diseases, inflammation, and bacterial
infection. In addition, the company involves in contract manufacturing of generic prescription
and over-the-counter products for branded and generic companies in the United States.
Dr. Reddys offers central nervous system, pain management,
gastrointestinal, respiratory, anti-infective, urology, womens health, spasticity, and alimentary
tract related generics finished dosages. It markets its products in India, Russia, the United
States, United Kingdom, Germany, South Africa, Brazil, China, Kazakhstan, Uzbekistan,
Ukraine, Belarus, Vietnam, Romania, Venezuela, and Myanmar. The company has a codevelopment and commercialization agreement with Denmark based Rheoscience A/S for
the development and commercialization of Balaglitazone/DRF 2593, a partial PPAR-gamma
agonist for the treatment of type 2 diabetes; an agreement with ClinTec International for the
development of an anti-cancer compound, DRF 1042; collaboration with the National Cancer
Institute in Maryland; an agreement with Argenta Discovery Limited for the joint development
and commercialization of a novel approach to the treatment of chronic obstructive pulmonary
disease; and an agreement with 7TM Pharma for the drug discovery collaboration on
selected drug targets. Dr. Reddys Laboratories Limited was founded in 1984 and is
headquartered in Hyderabad, India.

Integrated Business Model:

12

TO BE MAKE

23/35

Infrastructure:

PSAI: 8 USFDA inspected facilities(6 in India, 1 in Mexico and 1 in UK); 3 Technology

Development centers (2 in India and 1 in UK)

Global Generics: 7 Formulations plant (6 in India, 1 in US)

One biologics development center

One Integrated Product Development facility

Top Brands and Products:

13

Top Brands & Products

GERMANY

INDIA

RUSSIA

NORTH AMERICA
(Products)

SIMVAS

NISE

OMEZ

Sumatriptan AG

ALENDR

OMEZ

CIPROLET

Fexofenadine

OMEPRA

STAMLO

NISE

Glimepiride

OXYCOD

STAMLO BETA

ENAM

Oxaprozin

TRAMAD

ATOCOR

KETOROL

Ondansetron

RAMHCT

OMEZ-D

EXIFINE

Meprobamate

IBUPRO

RAZO

CETRINE

Divalproex Spr. Capsules

GABAPE

ENAM

Simvastatin

RAMIPR

MINTOP

Finasteride

BISOPR

CLAMP

Ciprofloxacin
Tizanadine

The products in molecule Atorvastation & Telmisartan to be researched;

14

Of
Dr Reddys:

Atocor R

15

Telsartan 20

16

Research Methodology:
Research Mythology of the project work means how the research has been carried
out. The project is based on the market and consumers behavior of medicine products. What
is the market share of different brands? What is the market size of medicine products in the
home appliances market?

Title of the Study

Duration of the Project

Market Survey of Pharmaceutical products

1 Feb to 15 Feb, 2013 (Total 15 days)

Defining the Research Objectives:The Research objective need to be clearly defined in order, so that the research is useful &
the purpose of research is to be successful & do not misguiding the fact & findings.

17

The objectives Of the study were as follows:1) Profiling the retailers for their perceptions regarding various brands in relation to selected
factors.
2) Evaluating various parameters in consumer perceptions through wholesalers, distributers,
retailers.
3) Evaluating the effectiveness of proper sales promotion and advertisements.

Relating to Researcher about to study:

1) T

he researcher must be aware about his/her objective of the project.

2) The researcher must know about his/her project as well as know how to gather the
knowledge and information which are related to the topic.
3) Pseudo information regarding project should be avoided, solid proof & justification must be
taken under consider.
4) The researcher must point-out the obstacles and threats very carefully.

18

Type of Research:
Research is a careful investigation or enquiring specially through search of new facts in any
branch of knowledge.
Research methodology is a way to systematically solve the research problem generally
adopted by a researcher in studying his research problem along with the behind them.
There are mainly three types of research design1. Exploratory
2. Descriptive
3. Causal
This is an exploratory research. Exploratory research is done when we are not aware of the
problem clearly, find it out, and suggest possible solution.
This research required exploring into many aspects of the effectiveness of the selling of the
organization-brands after launching them, till yet at present time and thus finding out the level
of the customer satisfaction.

Sampling Technique:
Usually, the population is too large for the researcher to attempt to survey all the members. A
small but carefully chosen sample can be used to represent the population. The sample
reflects the characteristics of the population from which it is drawn.
Sampling technique, which has been chosen in this research work, is stratified sampling.

19

Sample Size
Sample size has been taken as 130 Retail Medical shops (expecting wholesalers) in Jaipur
city, in its 13 different areas.

Method of selecting a sample:To save money and time, method of sampling was activated by the researcher in the form of
an experiment. Minimum 10 medical shops were selected for the sample of research out of
all Medical shops in even- each of particular area of Jaipur city. At the time of selection of
samples this fact was kept in mind that the Medical shop should be fully representing the
following variables:1). The duration of the established school.
2) Environment of the surroundings of the shop, & also, the level of colonilization of that
particular area, i.e. whether it is: posh area or unexploited area.
3). The occupation of the people living near by
4). The form of the achievement of the reorganization of that Medical shop

Data Sources
Data or facts are the raw materials with which a result functions. Data is the foundation of all
the researches. Data can be classified into two:
1. Primary data
2. Secondary data
In this research work primary data has been collected by schedule survey. Schedule survey is
the
Systematic way of gathering data from the respondents through a questionnaire. It involves
the questioning of respondents through a questionnaire. It involves the questioning of
respondents to secure the desired information using data collection instrument called

20

questionnaire. A questionnaire is a formal list of questions to be answered in the survey. The

questions may be asked verbally in written responses and may be given in either form.
Secondary sources have been collected through:
1) In house- documents
2) Company website
3) Published articles
4) Magazines
5) Past records

Research Instruments:Schedule was used as research instrument. In the schedule; some questions were close
ended in nature and some were open-ended question.

Research Method
All those types of methods were selected, which were very easy and more convenient. When
the appropriate method was selected for research, also knew that how to use these methods
in specific manner and as well as keep the limitation in mind.

Selection area:All areas divided in category wise. Similarly, as research is divided according to territory wise.

Research plan:
What was actually did? Two Molecules: Atorvastatin &: Telmisaren, combination with
Amlodipine & Hydrochlorothiazide were asked to each of Medical shop & asked for in its
leading brands, selling of which are being in a maximum quantity at that one shop, & asked
for other related information. So, thereby, it will be necessary to know well these molecules
first:

21

Atorvastatin
Generic Name: Atorvastatin
Pronunciation : Attah-var-state-in
TradeName : Arpitor, astin, atchol, atchol-ASP
Atheart, atherochek, atocor, atorec, atorfit, atoril, atorin, Atorlip (Cipla),
atorva, atosa-150, atrolar, atstat, attor, atvas, avas, avastin,
aztor, cardistat, carduo, cholecheck, cholestat.
Why it is prescribed (Indications): this acts by competitively inhibiting HMGCA
reductase,an enzyme involved in cholesterol biosynthesis.
When it is to be taken : initially 10 mgs daily and the dosage may go up to 80 mgs daily.
How it should be taken: Take this medication by mouth, usually once daily or as directed by
your doctor.Use this medication regularly in order to get the most benefit from it.
.
Special Instruction :
Patients should be advised to report promptly unexplained muscle pain,tenderness
weakness, particularly if affected by maliase or weakness.
Side Effects :
Abdominal pain,nausea,vomitting.
Other Precautions:
Contrindicated in pregnancyand breast feeding.May be used with caution in the case of old
age.

22

TELMISSARTEN
USES: This drug is used to treat high blood pressure (hypertension). This drug works by
blocking the hormone angiotensin thereby relaxing blood vessels, causing them to widen.
High blood pressure reduction helps prevent strokes, heart attacks, and kidney problems.

OTHER USES: This drug may also be used to treat congestive heart failure and to help
protect the kidneys from damage due to diabetes.

HOW TO USE: Take this medication by mouth, usually once daily or as directed by your
doctor. You may take this drug with or without food. Use this medication regularly in order to
get the most benefit from it.

SIDE EFFECTS: You may experience dizziness, lightheadedness, blurred vision, or back
pain as your body adjusts to the medication. If any of these effects persist or worsen, notify
your doctor or pharmacist promptly

PRECAUTIONS: Before using this medication, tell your doctor or pharmacist your medical
history, especially of: kidney disease, liver disease, high blood levels of potassium, heart
problems, severe dehydration (and loss of electrolytes such as sodium), diabetes (poorly
controlled).

23

Total Sample Area:-

24

Analysis the data:-

The last but one step in the process of research is to extract pertinent findings from the
collected data. The researcher tabulated the data and then applied all statistical methods &
graphic methods. This helps in proper analyzing the collected information and data so that
the researcher not gets misguided and any problem occurs the research work.

Present the findings:-

The conclusion & recommendation which are collected should be presented in the systematic
manner. T

his is the last step is research process is to present the findings to the relevant

parties.
So, that the researcher in the last, represents the final interpretation and gives his
suggestions and observations.

Scope of the research:-

Basically, the scope was to become familiar about various brands & its selling rate at the
door of medical shops and to gain knowledge regarding how to manage surveys, research &
other programmes for selling of products.

In the project, the researchers do study all about areas where company was dealing
previously. Therefore the researcher reviewing the past events and model building at all the

25

areas and analyzing where the company should be adapt the appropriate selling devise as a
way to enhance the coverage of the area and do more and more publicity to secure market
share in order to compete its competitors.

Significance of the study:-

Every research is conducted to fulfill certain objectives. These objectives fulfill some
purposes and which are significant for further research work and researcher. The most
significant at the study is the researcher highlights the SWOT and limitation and also suggest
to company adapt appropriate selling tools which are helpful for the publicity and customer
awareness as well as build a brand image of particular company in the eyes of customers.

Significance for researcher:-

The companyee after this research can easily take decision that where selling of its brands is
more effective.

And, know that how to eliminate these weak points. It can think other

beneficial options, provided by the researcher.

Significance for the researcher:-

This research is more beneficial for researcher to increase his knowledge, ability, and skills.
This research also provides an additional experience in the field of research and this
research get a chance to exposure in the MBA Curriculum.

26

DIAGRAM OF RESEARCH METHOLOGY

DEFINING RESEARCH PROBLEME

REVIEW THE LITERATURE

FORMULATES HYOTHESIS

DESIGN RESEARCH

COLLECT DATA

ANALYSE DATA

INTERPRET AND REPORT

27

DATA ANALYSIS:Table no: 1

Area: Shastri Nagar

Atorvastatin
Quantity(Strip)

Name of Medicine
Atorfit
Atorlip (Cipla) (cipla)
Atorva
Attorzem
Tgtor
Tonact
Zivast (FDC)
Total

09
41
16
06
10
01
05
88

Percentage
10.22
46.59
18.18
06.81
11.36
01.36
5.68
100.00

28

interpretation: There are 41 Strip is the maximum quantity of medicineAtorlip (Cipla) & Atocor is found absent.

29

Table: 2
Area: Shastri Nagar
Telmisartan * Amlodipine
* Hydrochlorothiazide

Name of Medicine

Quantity(Strip)

Percentage

Losar

15

10.56

Telista (Lupin)

20

14.08

Tellzee H

20

14,08

Telma AM

08

05.63

Telma H

27

19.01

Telma M

30

21.12

Telma D

04

2.81

Telma 20,40

03

1.42

Telsar H

05

3.52

Serta

10

7.04

Total

142

100.00

30

Interpretation: There are 30 Strip is the maximum quantity of medicineTelma M & Telsartan is found absent.

Table no: 3

Area: Rajapark
Atorvastatin
Quantity(Strip)

Name of Medicine

Percentage

Atofit

30

7.69

Aztor
Amlopress
Amlovass
Atocor
Atormac
Atorlip (Cipla)
Atorva
Lipicure

07
12
12
19
04
48
79
12

1.79
3.07
3.07
4.87
1.02
12.30
20.25
3.07
31

Monotorva
Storvas
Tgtor
Tonact
Xtor
Zblock

06
40
13
50
03
45

1.53
10.25
3.33
12.82
0.76
11.53

Zivast
Total

10
390

2.56
100.00

Interpretation: There are 79 strip is the maximum quantity of medicineAtorva & 19 strip is of Atocor.

32

Table: 4
Area: Raja park
Telmisartan * Amlodipine
* Hydrochlorothiazide

Name of Medicine

Quantity(Strip)

Percentage

Cresar H

03

0.90

Telday H
Telday AM
Telista (Lupin) H
Telma H (Glenmark)
(Glenmark)
Telma (plane)
Telma M
Telma AM
Telmikind H
Telsar
Telsartan
Terista
Total

05
09
11
151

1.5
2.70
3.30
45.34

01
30
60
15
39
06
03
333

0.30
9.00
18.01
4.50
11.71
1.8
0.9
100.00

33

Interpretation: There are 151 strips is the maximum quantity of medicineTelma H & 06 strips are of Telssartan.

34

Table: 5
Area : Malviya Nagar
Name of Medicine

Atorvastatin
Quantity(Strip)

Percentage

Atorva

363

31.02

Atorlip (Cipla)
Atorvast
Atorsave
Atocor
Attor
Azitor
Ecosprin
Lipicule
Storvas
Tgtor
Tonact
Trika
Zivast

56
20
20
40
50
20
147
22
150
69
113
60
40

4.76
1.71
1.71
3.40
4.27
1.70
12.56
1.87
12.76
5.87
9.61
5.10
3.40

Total

1170

100.00

35

Interpretation: There are 363 strip is the maximum quantity of medicineAtorva & 40 strips is of Atocor.

36

Table:6
Malviya Nagar
Telmisartan * Amlodipine
* Hydrochlorothiazide

Name of Medicine

Quantity(Strip)

Percentage

Crysar H

25

2.91

Tazloc 10
Talday
Telma AM
Telma H
Telma 40
Telma AH
Telsartan
Telista (Lupin)
Telsar
Telmistate
Tonact

10
10
32
382
2
30
10
180
170
05
01

1.16
1.16
3.73
44.57
0.23
3.50
1.16
21
19.83
0.58
0.11

Total

857

100.00

37

Interpretation: There are 382 strips is the maximum quantity of medicineTelma H & 10 strips are of Telssartan.

38

Table: 7
Area: Aadarsh Nagar
Name of Medicine

Atorvastatin
Quantity(Strip)

Percentage

Atormac

05

1.08

Atorsave
Atorfit
Atocor
Atorlip (Cipla)
Atorva
Azerva
Storvas
Tgtor
Tonact
Zivast
Total

23
75
56
116
111
02
21
16
12
25
462

4.97
16.23
12.12
25.10
24.02
0.43
4.54
3.46
2.60
5,41
100.00

39

Interpretation: There are 111 strips is the maximum quantity of medicineAtorva & 56 strips of Atocor.

Telmisartan * Amlodipine
* Hydrochlorothiazid

Name of Medicine

Quantity(Strip)

Percentage

Olmizest

35

15.98

Telma AM
Telma H
Telma A
Telista (Lupin) H
Telsar
Telsartan
Telpress
Telvas H
Total

08
105
10
26
14
07
04
10
219

03.65
47.94
4.57
11.87
6.39
3.19
1.83
04.57
100.00

40

Table: 8
Area: Aadarsh Nagar

Interpretation: There are 105 strips is the maximum quantity of medicineTelma H & 07 strips are of Telssartan.

41

Table: 09
Area: SMS Hospital
Name of Medicine

Atorvastatin
Quantity(Strip)

Percentage

Atocor

54

6.23

Atorva
Atormac
Atorfit
Atorlip (Cipla)
Atlip
Astil
Aztor
Estin
Lipicure
Storvas
Tgtor
Tonact
Xtor
Total

297
60
70
93
10
20
60
30
43
30
30
10
60
867

34.26
6.92
8.07
10.73
1.15
2.31
6.92
3.46
4.96
3.46
3.46
1.15
6.92
100.00

42

Interpretation: There are 297 strips is the maximum quantity of medicineAtorva & 54 strips are of Atocor.

43

Table: 10
Area: SMS Hospital
Telmisartan * Amlodipine
* Hydrochlorothiazide

Name of Medicine

Quantity(Strip)

Percentage

Cresar

10

2.96

Semondas
Telday
Telma
Telmisar
Telista (Lupin)
Telpress
Telsar
Telsartan
Teripath

10
13
127
5
53
10
70
37
3

2.96
3.85
37.57
1.48
15.68
2.96
20.71
10.94
0.89

Total

338

100.00

44

Interpretation: There are 127 strips is the maximum quantity of medicineTelma & 37 strips are of Telssartan.

Name of Medicine

Atorvastatin
Quantity(Strip)

Percentage

Atocor

36

5.72

Atorva
Atorlip (Cipla)
Atorfit
Atormac
Aztor
Evas
Lipikind
Lipicure
Modilip
Storvas
Tgtor
Tonact
Zivast
Total

159
205
20
40
41
06
30
05
07
37
10
27
06
629

25.28
32.59
3.18
6.36
6.51
0.96
4.77
0.79
1.11
5.88
1.59
4.29
0.96
100.00

45

Table: 11
Area: Khatipura, Jhotwara

Interpretation: There are 205 strips is the maximum quantity of medicineAtorlip (Cipla) & 36 strips are of Atocor.

46

Table: 12
Area: Khatipura, Jhotwara
Telmisartan * Amlodipine
* Hydrochlorothiazide

Name of Medicine

Quantity(Strip)

Percentage

Telma

160

37.65

Telista (Lupin)
Telzee
Telsar
Tozar
Telsartan
Total

140
15
45
15
50
425

32.94
3.53
10.59
3.53
11.76
100.00

47

Interpretation: There are 160 strips is the maximum quantity of medicineTelma & 5o strips are of Telsartan.

48

Table :13
Area: C-Scheme
Name of Medicine

Atorvastatin
Quantity(Strip)

Percentage

Amlopress

03

0.15

Atofit
Aten
Atorva (Zydus)
Atorlip (Cipla)
Atocor
Aztor
Ecosprin
Lesstoral
Lipicure
Storvas
Tgtor
Tonact
Xtor
Total

06
03
295
66
50
300
03
10
190
351
345
60
345
2027

0.3
0.15
14.54
3.26
2.47
14.80
0.15
0.49
9.37
17.32
17.02
2.96
17.02
100.00

49

Interpretation: There are 351 strips is the maximum quantity of medicineStorvas & 50 strips are of Atocor.

Telmisartan * Amlodipine
* Hydrochlorothiazide

Name of Medicine

Quantity(Strip)

Percentage

Moamladase

50

3.70

Olmser
Telmica
Telmessarten
Telsartan
Telsar
Telista (Lupin)
Telma (Glenmark)
Total

100
04
03
186
322
176
510
1351

7.40
0.3
0.22
13.77
23.83
13.03
37.75
100.00

Table :14
50

Area: C-Scheme

Interpretation: There are 510 strips is the maximum quantity of medicineTelma & 186 strips are of Telssartan.

Table :15
51

Area: Vaishali Nagar

Name of Medicine

Atorvastatin
Quantity(Strip)

Percentage

Atorva

150

51.72

Atocor
Atorfit
Atorlip (Cipla)
Atorsave
Atormac
Lipicure
Storfib
Tgtor
Tonact
Total

37
02
47
02
13
05
02
07
25
290

12.77
0.69
16.21
0.69
4.48
1.72
0.69
2.41
8.62

52

Interpretation: There are 150 strips is the maximum quantity of medicineAtorva & 37 strips are of Artocor.

53

Table: 16
Area: Vaishali Nagar
Telmisartan * Amlodipine
* Hydrochlorothiazide

Name of Medicine

Quantity(Strip)

Percentage

Tazloc

06

1.93

Telday H
Telma H (Glenmark)
Telista (Lupin)
Telmica
Telsar H
Teliact
Telvas
Tonact H
Total

04
167
23
10
52
16
06
27
311

1.29
53.69
7.40
3.22
16.72
5.14
1.93
8.68
100.00

54

Interpretation: There are 167 strips is the maximum quantity of medicineTelma H & Telssartan is found absent.

55

Table :17
Area: Johri Bajar, Choura Rasta
Name of Medicine

Atorvastatin
Quantity(Strip)

Percentage

Atocor

07

1.4

Atorfit
Atorva
Atorlip (Cipla)
Fibator
Lipikind
Storvas
Tgtor
Tonact
Total

10
221
68
05
24
20
20
126
501

2.00
44.11
13.57
1.00
4.79
3.99
3.99
25.15
100.00

56

Interpretation: There are 221 strips is the maximum quantity of medicineAtorva & 07 strips are of Atocor.

57

Table :18
Area: Johri Bajar, Choura Rasta
Telmisartan * Amlodipine
* Hydrochlorothiazide

Name of Medicine

Quantity(Strip)

Percentage

Cretan

10

3.27

Olmezast
Telma
Telsartan
Telvas
Telmakind
Telista (Lupin)
Telmissarten
Tolale
Total

50
179
08
08
08
33
07
03
306

16.34
58.50
2.61
2.61
2.61
10.79
2.29
0.98
100.00

58

Interpretation: There are 179 strips is the maximum quantity of medicineTelma & 08 strips are of Telsartan.

59

Table :19

Name of Medicine

Atorvastatin
Quantity(Strip)

Percentage

Atorva

110

22.63

Atocor
Atorsave
Aztor
Atorlip (Cipla)
Storvas
Tonact
Xtor
Total

06
30
30
20
100
40
100
486

1.23
6.17
6.17
4.12
20.58
8.23
20.58
100.00

Area: Santokba Durlabhji Memorial Hospital

60

Interpretation: There are 110 strips is the maximum quantity of medicineAtorva & 06 strips are of Atocor.

61

Table: 20
Area: Santokba Durlabhji Memorial Hospital
Telmisartan * Amlodipine
* Hydrochlorothiazide

Name of Medicine

Quantity(Strip)

Percentage

Telma

250

52.08

Telista (Lupin)
Telpress
Telsartan
Telsar
Total

20
40
30
140
480

4.17
8.33
6.25
29.17
100.00

62

Interpretation: There are 250 strips is the maximum quantity of medicineTelma & 30 strips are of Telssartan.

63

Table :21

Name of Medicine

Atorvastation
Quantity(Strip)

Percentage

Atorva

135

28.78

Atorlip (Cipla)
Atocor
Attor
Atriest
Aztor
Ecosprin
Lipicure
Ozovs
Storvas
Tgtor
Tonact
Zivast
Total

70
50
28
05
11
03
03
09
53
20
32
50
469

14.93
10.66
5.97
1.07
2.35
0.64
0.67
1.92
11.30
4.26
6.82
10.66
100.00

Area: Sanganer

64

Interpretation: There are 135 strips is the maximum quantity of medicineAtorva & 50 strips are of Atocor.

65

Table: 22
Area: Sanganer
Telmisartan * Amlodipine
* Hydrochlorothiazide

Name of Medicine

Quantity(Strip)

Percentage

Telday

5.38

Telma AM
Telma H
Telista (Lupin)
Telpress
Total

25
50
08
05
93

26.88
53.76
8.60
5.38
100.00

66

Interpretation: There are 50 strips is the maximum quantity of medicineTelma H & Telssartan is found absent.

67

Table: 23
Area: Mansarovar

68

Atorvastatin
Quantity(Strip)

Name of Medicine
Atorlip (Cipla)
Atorva
Atocor
Attor
Atofast
Atorfit
Aztor
Lipivas
Storvas
Tonact
Tgtor
Xtor
Total

190
246
30
76
60
70
55
54
110
46
91
90
1258

Percentage
15.10
19.55
2.38
6.04
4.77
5.56
4.37
4.29
8.74
3.66
7.23
7.15
100.00

69

Interpretation: There are 246 strips is the maximum quantity of medicineAtorva & 30 strips are of Atocor.

Table: 24
Area: Mansarovar

70

Telmisartan * Amlodipine
* Hydrochlorothiazide

Name of Medicine
Tonact
Telma
Telista (Lupin)
Telsar
Telsartan
Telmenor
Terista
Total

Quantity(Strip)
60
273
85
55
196
75
50
794

Percentage
7.56
34.38
10.70
6.93
24.69
9.45
6.30
100.00

71

Interpretation: There are 273 strips is the maximum quantity of medicineTelma & 196 strips are of Telssartan.

Table: 25

Name of Medicine
Aten 25,50
Atende
Atocor
Atorva
Tonact
Total

Atorvastatin
Quantity(Strip)
03
03
05
36
06
53

Percentage
5.66
5.66
9.44
67.92
11.32
100.00

Area: Vidhyadhar Nagar

72

Interpretation: There are 36 strips is the maximum quantity of medicineAtorva & 05 strips are of Atocor.

73

Table :26
Area: Vidhyadhar Nagar
Telmisartan * Amlodipine
* Hydrochlorothiazide

Name of Medicine
Telma H
Telmlopress L
Total

Quantity(Strip)
30
03
33

Percentage
90.91
9.09
100.00

74

Interpretation: There are 30 strips is the maximum quantity of medicineTelma H & Telssartan is found absent.

75

SWOT ANALYSIS:-

SWOT

STRENGTH

WEAKNESS

OPPOUNITY

THREAT

The overall evaluation of a company strengths, weakness, opportunities and threats is

called SWOT analysis. It involves monitoring the external & internal marketing environment.
The study covers information on the business structure,
areas of operation, products and services offered by the company. It comprises SWOT
analysis, Key Ratios, and financials that aid investors in gaining an insight into the company's
performance.

76

The report is based on extensive research using data available from credible publications,
trade journals, industry associations and the company sources.

Strength:Wholly owned subsidiaries in US and Europe

Joint ventures in China and South Africa
Markets pharmaceutical products in 115 countries
Partnerships with global pharmaceutical companies like Novartis, NOVO Nordisk, etc.
Strong product portfolio
Manufacture and market over 250 medicines targeting a wide range of therapies
Wide range of anti-cancer drugs developed
Over 100 APIs developed
Six New Chemical Entities(NCE
Low cost base
Contributes to companys high profit margin of around 34% of sales
Partnerships with key players in the market keeps its cost base down
Research Driven & Global Talent
Expertise in developing innovative product formulations
6120 employees worldwide including 951 scientists in which 323 are dedicated towards new
drug discovery research

Other some special strength:

Ability to build & sustain Mega Brands
7 brands among Top 300 brands
77

Omezachieves sales of Rs 100 crsper annum

Strong equity with GPs / CPs
55 70% of our Top 10 molecules are prescribed by GPs/CPs
16% of GPs / CPs prescribe more than 4 of our products per prescription
Ability to establish new brands despite late launches in the market
Leon (38 5th rank), Niltan (33 7th rank), Z&D (13 3rd rank), Pecef (47 11th rank),
Telsartan (11 3rd rank)
Emerging leadership presence in niche areas
Dental, oncology & dermatology

*Why do we believe we will succeed? *

*Financial Snapshot
*The Last decade
Achieved scale and global presence FY00

Figure 4: Global genericsGeographical break-up

Dr reddys expecting the US generics business to grow at a 10% CAGR over FY09-11. We
Expect the company to keep building momentum in the US generics business with
Interesting, complex and difficult-to-make products like Fondaparinux (sales of $200 Million
as per IMS, expected approval in 2008), for which it has a marketing tie-up With Alchemia,
and Omeprazole Mg OTC, where Dr Reddys is the sole FTF .

78

Weakness:High amount of revenues from overseas India - a rich source of Active Pharmaceutical
Ingredients (APIs), hence major source of revenue is exports of APIs. May loose out to
western world, especially Europe, where currency is much more stable than the Indian Rupee
Over-reliance on partnerships In order to compete effectively in global markets,
strategic partnerships required to develop products.
Lack of resources similar to US and Europe based competitors to develop a drug to
marketing stage Generic drugs smallest focus Smallest portion of revenues from generics at
around 20% Lack of patent legislation in India harms sales of its products
.

Dr Reddy's Labs: Hold/Buy on weakness:

AFTER a US court ruled in favour of the pharma major, Pfizer, in its case against
Dr. Reddy's, the domestic stock market's reaction to the verdict was as swift, as it was telling.
(News of the verdict filtered in over a weekend; hence the delay in the impact on the stock
price.) The case was for the launch of a variant of Pfizer's blockbuster anti-hypertensive,
Norvasc, by Dr. Reddy's.
The Dr. Reddy's stock, which had run up on expectations
that it would emerge successful in the on-going litigation with Pfizer, fell off a cliff,
shedding as much as Rs 200 in intra-day trading. The sheer magnitude of the

79

drop is a reflection of the earnings upside factored into the stock price, as the
market had anticipated a positive outcome. The stock has since remained rangebound and now trades at about Rs 1010.

Figure 1: Stock performance of large-cap Pharma companies post Betapharm acquisition

Dr Reddy's significantly under performed its peers

as profitability from Betapharma continued to trend
Down.

The stock has underperformed the broader market and its peers, as the Betapharm
Acquisition in Germany was hit by: (1) regulatory change in the German Generics
Market; and (2) supply issues from the key supplier. While the latter is being Addressed by
Dr Reddys, and more production has been shifted to India, the Regulatory change has
meant that the German Generics market is now closer to the US generic market (lower
margins, more competition, and reduced brand advantage) And margins could structurally
come down
Table 27: Core business P/E for major pharma companies

Key risks:
Sharp slowdown in branded generics markets.
Continued weakness in German generics market
The company pursuing acquisitions even as Betapharm has not yet stabilized

80

Opportunities:(About Core business P/E for major pharma companies in Table 1 )

Medium-term catalysts that could propel the share price forward:
Continued strong growth in branded generics (India, CIS) and North
America.
Margins' improvement in the generics business.
Improvement in the German business (lower-than-expected price declines).
Possible out-licensing deals in the NCE pipeline.
Partnerships with global pharma companies on bio-similar (this could
reduce R&D expenses for the company and allow it to scale up).

Opportunities:Take a drug all the way to market

Take a molecule from its pipeline all the way to the market place cost-effectively market
Buy back of the integrated drug development company from ICICI Ventures and Citigroup
Domestic Generic drugs market
In another 4-6 years, many product patents obtained after the 2004 legislation will go off
providing an opportunity to the company increase its domestic footprint in Generics

81

The striking feature of the company's operations since then has been its steady move up
from the high risk bulk drugs business into the more profitable formulations (drugs in
consumable form) business. Along the way, Dr. Reddy's has built expertise in both basic and
process research. At the moment, Dr. Reddy's is the most successful domestic
pharmaceutical company in basic research.

Dr Reddy's Labs: Hold/Buy on opportunities:

In the above case, In the backdrop of this development, we recommend that investors
continue to retain their holdings of the stock and use price declines to buy into Dr. Reddy's.
The downside risk from the current level appears to be minimal, now that the court
proceedings pertaining to amlodipine launch are out of the way and have put an end to the
uncertainty surrounding the launch. However, market-related weakness can drag the stock
down. Such declines could be the right opportunity to enter what is one of the better patentchallenge plays available today.

82

Dr Reddys Laboratories: Buy

The strong product pipeline, presence in key markets of North America, Russia and India and
the reduced uncertainty about the German, Betapharm business are positives for the company.

The finished dosage facility at HyderabadExpecting to maintain a healthy growth rate this year

Investors with a long-term horizon can consider buying the stock of Dr Reddys Laboratories
(DRL) given its strong product pipeline, strengthening presence in key markets such as North
America, Russia and India and the reduced uncertainty about the fortunes of its German
business, Betapharm.

83

Threats:Needs to gain FDA approval for all sources and products Products have to pass strict FDA
trials before going to market, which can be costly and time consuming.
This may delay the company entry to particular markets which affects revenue Competition
from US and European Companies
Based in lucrative markets e.g. Novartis, Merck & Co Revenues running into billions which
dwarfs Reddys annual turnover Litigation charges .
Reddys lost the case against Pfizer for the use of generic form of Norvasc drug. Legal cost
$10m and also loss of market opportunity.
Heightened concerns about profitability of German generics business of Betapharm

84

Dr Reddy's scrip rises despite Pfizer `threat'

Much as we are sanguine about Dr. Reddy's rich pipeline of products for the US market,
launch of these drugs may happen either in the latter part of the calendar year or in the early
part of the next. And, the courts ruling in favour of Dr. Reddy's will decide whether these
launches will take place.
Not with standing, market whispers about Pfizer's reported plans to sue the US Food and
Drug Administration (FDA) for approving Dr Reddy's Laboratories' new drug application for
AmVaz (Amlodipine Maleate), the stocks of the Indian pharma major rose by a significant
margin of 8.1 per cent to close at Rs 1418.40 on the NSE on Tuesday.
Following announcement by Dr Reddy's that it has become the first pharmaceutical company
in India to receive FDA approval for a NDA for AmVaz, the stock price of the company rose
from the closing rate of Rs 1,311.95 on Monday to touch the day's high of Rs 1464.70 to
close at Rs 1418.40, representing an increase of Rs 106.45.
However, there were market murmurings indicating that Pfizer may queer the pitch for Dr
Reddy's launch of AmVaz in the US by taking legal recourse. Agency reports quoted Pfizer
spokesperson as saying that the US FDA had "overstepped its authority in allowing a copycat
drug of Dr Reddy's into the market."
Pfizer is reported to have claimed that AmVaz was a hypertensive drug version of Pfizer's
Norvasc. Pfizer, the reports said, believes that approval of Dr Reddy's application "improperly
relies on confidential information Pfizer had submitted to the FDA to gain approval for
Norvasc."

85

Dr Reddys:
NYSE: RDY

*Exhibit 4: Market Share and Growth Rate of Key Players in the Indian Pharmaceutical
Industry
Exhibit 4 - shows that the key players of the Indian pharmaceutical market are GSK,
Ranbaxy, Cipla, Nicholas Piramal, Zydus Cadila, Sun Pharma, Alkem, Pfizer, Lupin, and

86

DRL. These ten companies account for a market share of 36.6%. GSK, the largest player,
contributes 5.2%, followed by Ranbaxy (5.1%) and Cipla (5.1%).

Findings:
After the analysis of company & all the data, the conclusion is important that there are many
barriers and hurdles between in the sell-buy channel network, so the customer unsatisfied to
the medicine, because the medicine not fulfilling the satisfaction according to there healthdemand.

The following some findings of some are showing this statement:

1. In Shastri Nagar area, There are 41 Strip is the maximum quantity of medicine- Atorlip
(Cipla) & Atocor is found absent in molecule- Atorvastatin.

In Telmisartan molecule, 30 Strip is the maximum quantity of medicine- Telma M &

Telsartan is found absent.

2 In Rajapark area, There are 79 strips is the maximum quantity of medicineAtorva & 19 strip is of Atocor in molecule Atorvastatin.

In Telmisartan molecule, 151 strips is the maximum quantity of medicine- Telma H & 06
strips are of Telssartan.

87

3 In Malviya Nagar area, There are 363 strip is the maximum quantity of medicineAtorva & 40 strips are of Atocor in molecule- Atorvastatin.

In Telmisartan molecule, 382 strips is the maximum quantity of medicine- Telma H & 10
strips are of Telssartan

4. In Aadarsh Nagar area, There are 111 strips is the maximum quantity of medicineAtorva & 56 strips of Atocor in molecule Atorvastatin.

In Telmisartan molecule,105 strips is the maximum quantity of medicine Telma H & 07 strips
are of Telssartan.

5 In SMS area, There are 297 strips is the maximum quantity of medicineAtorva & 54 strips are of Atocor in molecule- Atorvastatin.
In Telmisartan molecule, 127 strips is the maximum quantity of medicine Telma & 37 strips
are of Telssartan

6. In Khatipura-Jhotwara area, There are 205 strips is the maximum quantity of medicineAtorlip (Cipla) & 36 strips are of Atocor in molecule-Atorvastatin.
In Telmisartan molecule,160 strips is the maximum quantity of medicine- Telma & 5o strips
are of Telsartan.

7 In C Scheme area, There are 351 strips is the maximum quantity of medicine-Storvas & 50
strips are of Atocor in molecule- Atorvastatin.

88

In Telmisartan molecule, 510 strips is the maximum quantity of medicine- Telma & 186 strips
are of Telssartan.

8 In Vaishali Nagar area, There are 150 strips is the maximum quantity of medicine- Atorva
& 37 strips are of Artocor in molecule-Atorvastatin.
In Telmisartan molecule, 167 strips is the maximum quantity of medicine- Telma H &
Telssartan is found absent.

9- In Johri Bazar area, There are 221 strips is the maximum quantity of medicineAtorva & 07 strips are of Atocor in molecule-Atorvastatin.
In Telmisartan molecule, 179 strips is the maximum quantity of medicine- Telma & 08
strips are of Telsartan.

10 In Santokba Durlabhji Memorial Hospital area, There are 110 strips is the maximum
quantity of medicine- Atorva & 06 strips are of Atocor in molecule- Atorvastatin.
In Telmisartan molecule, 250 strips is the maximum quantity of medicine-Telma & 30 strips
are of Telssartan.

10. In Sanganer area There are 135 strips is the maximum quantity of medicineAtorva & 50 strips are of Atocor in molecule-Atorvastatin.
In Telmisartan molecule, 50 strips is the maximum quantity of medicine- Telma H &
Telssartan is found absent.

89

11 In Mansarovar area, In There are 246 strips is the maximum quantity of medicineAtorva & 30 strips are of Atocor in molecule-Atorvastatin.

In Telmisartan molecule, 273 strips is the maximum quantity of medicine- Telma & 196
strips are of Telssartan

12. In Vidhyadhar Nagar area, There are 36 strips is the maximum quantity of medicineAtorva & 05 strips are of Atocor in molecule- Atorvastatin.
In Telmisartan molecule, There are 30 strips is the maximum quantity of medicine-Telma H
& Telssartan is found absent.
Thus, customers according to their taste of health, demands Atorva: Telma as the best
satisfaction medicine preferably, while, Atocor & Telsartans position is being under it

90

Conclusion:
In jaipur city, Medicine brands of various types, are establishing fastly, with
increasing the Health-problems & other diseases, as the Jaipur city is going towards The
Metropolitan City. Out of them are of Cipla, Ranbaxy, Zydus Cadila, Dr reddys,
Torrent, Aristo or Sun Pharmaceuticals.

In these, Dr reddys two brands- Atocor & Telsartan in molecule : Atorvastatin

& Telmisartan with combination of- Amlodipine &Hydrochlorothiazide are not getting
whole catch up from Market demand. Afcorse, These two brands had got
reorganization

from Pharmaceutical sector in the past. Thus these are subject of

question, That how they

are Developing in present time? What is motive power,

which is working for Establishment of this brands-product? From where these

medicines are not getting prescription & why? How much is the training & educational
qualification of the working personals in the related department, who are Engage in
promote to these? Which are the distribution facilities provides to the retailers by the
that department of the company? Etc. To find out the answers to these questions, the
researcher has studied the selling of the Pharmaceutical products on Medical shops.

91

Lupin,

Recommendation and Suggestions:

The contacted Retailers during the training, offered various suggestion so as to upraise
the current position of Atocor & Telsartan in the domestic pharmaceutical market.

The suggestions are given:

Although selling rate at Dr reddys have been found effective in some areas, but
to make these rate more effective, all the things discussed above must get into care of from
now onwards. After implementing all the required changes, I am sure; company will find
MARKET SURVEY as the best TOOL for bringing all the required changes in the company for
the development.

92

Bibliography
www.drreddys.com
www.drugsupdate.com
www.medicine.com
www.nse.com
Marketing survey
Data collocation from medical shops.

Meeting Dr. of S.M.S Hospital (Dr.C.L Nawal,Dr.G.N Saxena,) with

Mr.Varun Shrivastva (M.R)

Taking help to the Mr. Vikas Tank (Area Sales Manager) of Dr. Reddy Lab.

93