SURVEY REPORT

A SURVEY ON DOCTOR’S PERCEPTION OF: SAMPLING PRACTICES BY THE PHARMACEUTICAL INDUSTRY
SAMPLE SIZE (N) = 750

Conducted on: 26th AUG & 2nd SEP 2009

COMPILED & SUBMITTED BY: Akanksha Bajaj Dhananjay Patel Kailash Khatod Sampada Mudgalkar Shikha Sharma Shweta Itkyal

A Survey carried out by students of First Year, MBA- Pharmaceuticals Management, Section- B, NMIMS, Mumbai, as a part of the coursework

“LISTENING TO STAKEHOLDERS”

N=750

ACKNOWLEDGEMENTS:

We wish to thank our Professors, Dr (Prof.) Tarun Gupta (Chairman, Pharmaceuticals Management, Emeritus at School of Business Management, NMIMS, Mumbai) and Mrs. Savita Chari for data analysis.

We also thank all our respondents (Doctors) located in the various zones of Mumbai for their time and co-operation, which enabled us to successfully complete the project and compile this report.

The survey was carried out by all students of the First year MBA-Pharmaceuticals Management, Section-B, NMIMS, Mumbai.

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N=750

Index
Sr. No. I. II. 1. 2. 3. 4.

Contents
Executive Summary Research Objective Sample Break-up (Years of practice Wise) Sample Break-up (Zone Wise) Sample Break-up (Specialisation Wise ) Sample Break-up (Gender Wise) Would you say that the samples given by Pharmaceutical Companies are: Adequate/Not Adequate/More than Adequate and If Adequate please tell us what you mean by it? How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion? How important is sampling for you? What do you think is the real purpose of sampling? What kinds of products according to you should be sampled regularly? Which company is doing the best sampling and name the product? And why do you say, this is the best? Is there an ideal way of sampling that a company could follow? What would you like to have instead of samples? Conclusion Annexure: List of Doctors Annexure: Questionnaire

Page No. 4-24 25 26 27-28 29 30 31-35

Q.1

Q.2 Q.3 Q.4 Q.5 Q.6 Q.7 Q.8 III IV V

36-44 45-50 51-55 56-62 63-87 88-94 95-101 102 103-135 136-138

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N=750

EXECUTIVE SUMMARY:

Q.1) Would you say that the samples given by Pharmaceutical Companies are: Adequate/Not Adequate/More than Adequate and If Adequate please tell us what you mean by it? Consultants: (217)

30% of consultants said that it was tough to say what adequate amount of sampling is.

19% of consultants said that samples given as per the requirement of the doctor are adequate.

• 17% of consultants said that if a complete dose for a patient is given as samples then the samples are adequate. • 8% of the total number of consultants said that if samples are good enough to give to poor patients then they are adequate. • 7% of the total number of the consultants said that the samples sufficient to acquaint the consultant with the new product are adequate. General Practitioners: (115)

34% of general practitioners said that it was tough to say what adequate amount of sampling is.

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N=750

• 15% of general practitioners said that the samples sufficient to acquaint the general practitioner with the new product are adequate.

• 14% of general practitioners said that if the complete dose for a patient is given then the samples are adequate. • 14% of the total number of general practitioners said that the samples given as per the requirement of the doctor are adequate.

9% of the general practitioners said that the samples good enough to be given to poor patients are adequate.

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N=750

Q.2) How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion? Consultants: (545)

23% of the consultants said that samples should be given once a month, out of them;
o

5% were Gynaecologists

o 4% were MD doctors o 3% were MS doctors
o o o o •

3% were Paediatricians 2% were Orthopaedics 2% were Cardiologists 2% were ENT specialists

14% of the consultants said that samples are not necessary, out of them; o 3% were MD doctors

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N=750
o o o o o o o o o

2%were Gynaecologist s 2%were Paediatricians 1%were MS doctors 1% were Cardiologists 1% were Dermatologists 1%were ENT specialists 1%were Orthopaedics 1% were Nephrologists 1% were Urologists

11% of the consultants said that samples should be given twice a month, out of them; o 2% were Paediatricians o 2% were Gynaecologists o 2% were MD doctors o 2% were Orthopaedics o 1% were Dermatologists

• 9% of the Consultants said that samples should be given once a week.

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N=750

7% of the consultants said that samples should be given as per Doctor’s requirements.

5% of the consultants said that samples should be given by Medical Representatives in every visit.

• 3% of the consultants said that frequent sampling is required if the product is new. • 3% of the consultants said that samples should not be given very frequently.

7% of the consultants gave responses that are grouped under others.

General Practitioners: (291) • 27% of the general practitioners said that samples must be given once a month. • 12% of the general practitioners said that samples are not necessary. • 10% of the general practitioners said that samples must be given twice a month. • 10% of the general practitioners said that samples must be given in every visit of the Medical Representatives.

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N=750

• 9% of the general practitioners gave responses that are grouped under others.

• 7% of the general practitioners said that samples must be given as per the Doctor's requirement.

5% of the general practitioners said that products moving fast in the market and currently under promotion products should not be given regularly.

• 3% of the general practitioners said that samples should be given once a week.

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N=750

Q.3) How important is sampling for you? Consultants: (629)

57% of the consultants think that the sampling practices are important, out of them;
o

14% were Gynaecologists

o 10% were MD doctors
o

10% were Paediatricians

o 6 % were MS
o o o o

4 % were Orthopaedics 4 % were Dermatologists 3 % were Cardiologists 3 % were ENT specialists

o 1 % were Diabetologist
o o •

1 % were Neurologists 1 % were Oncologists

32% of the consultants think that the sampling practices are not important, out of them; o 7% were MD doctors
o

6% were Gynaecologists

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N=750
o

3% were Paediatricians

o 3% were MS doctors
o o o

3% were Orthopaedics 3% were Cardiologists 3% were ENT specialists

• 9% of the consultants think that sampling practices are very important.

General Practitioners: (335)

62% of general practitioners think that the sampling practices are important. 25% of general practitioners think that the sampling practices are not important. 11% of general practitioners think that the sampling practices are very important.

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N=750

Q.4) What do you think is the real purpose of sampling? Consultants: (686)

23% consultants think that the real purpose of sampling is to create awareness about the product. 21% consultants think that real purpose of sampling is as brand reminder. 20% consultants think that the real purpose of sampling is to test the quality and efficacy of the product. 16% consultants think that the real purpose of sampling is to help the poor and the needy patients. 4% consultants think that the real purpose of sampling is for launch of new products.

General Practitioners: (335)

26% general practitioners think that the real purpose of sampling is to test the quality and efficacy of a product.

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N=750

25% general practitioners think that the real purpose of sampling is to create awareness about the product. 17% general practitioners think that the real purpose of sampling is as a brand reminder. 12% general practitioners think that the real purpose of sampling is to help the poor and the needy patients.

Q.5) What kinds of products according to you should be sampled regularly? Consultants: (846) • 20% of the consultants said that Antibiotics should be sampled. • 13% of the consultants said that Nutraceuticals should be sampled.

12% of the consultants said that commonly used medicines should be sampled.

• •

9% of the consultants said that all products should be sampled. 9% of the consultants said that new products should be sampled.

• 6% of the consultants said that Analgesics should be sampled. • 6% of the consultants said Lifestyle drugs should be sampled. • 6% of the consultants said drugs grouped under others should be sampled.
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N=750

General Practitioners: (427) • 22% of the General Practitioners said that Antibiotics should be sampled. • 12% of the General Practitioners said that Nutraceuticals should be sampled. • 11% of the General Practitioners said that commonly used medicines should be sampled. • 9% of the General Practitioners said that all Products should be sampled.

• 7% of the General Practitioners said that other medicines should be sampled. • 6% of the General Practitioners said that each of the new products should be sampled.

5% of the General Practitioners said that speciality and lifestyle drugs should be sampled.

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N=750

Q.6) Which company is doing the best sampling and name the product? And why do you say, this is the best?

Q.6 (a) Which company is doing the best sampling? Consultants: (492) • 15% consultants said that all companies do best sampling. • 9% consultants said that no company does best sampling.

9% consultants found it difficult to answer, which company does the best sampling.

• 8% consultants did not answer the question. • 8% consultants said that Cipla does the best sampling. • 7% consultants said that GSK does the best sampling.

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N=750

• 6% consultants said that Mankind does the best sampling.

5% consultants did not remember which company does the best sampling.

• 4% consultants said that Ranbaxy does the best sampling. • 2% consultants said that Sun Pharma does the best sampling. • 2% consultants said that DRL does the best sampling. • 2% consultants said that FDC does the best sampling.

General Practitioners: (258) • 16% of general practitioners said that Mankind does the best sampling. • 13% of general practitioners said that all companies do good sampling. • 10% of general practitioners have opinion that no company does the best sampling.

7% of general practitioners found it difficult to answer which company does the best sampling.

• 7% of general practitioners said Cipla does the best sampling.

7% of general practitioners said that FDC does the best sampling.

• 5% of general practitioners said GSK does the best sampling.

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N=750

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N=750

Q.6. (b) and name the product? Consultants: (252) • 65% consultants gave responses that are grouped under others.

4% consultants said that GSK does best sampling for Augmentin.

• 3% consultants said that said Mankind does best sampling for Moxikind CV. • 3% consultants said that said that Elder does best sampling for Shellcal. • 2% consultants said that said that FDC does best sampling for Zifi.

2% consultants said that said that Emcure does best sampling for Orofer XT.

General Practitioners: (145) • 62% general practitioners gave unique responses which are grouped under others. • 7% general practitioners said that best sampling is done by Mankind for Moxikind CV • 3% general practitioners said that Mankind does best sampling for all of its products.

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N=750

• 3% general practitioners found it difficult to answer the question. • 3% general practitioners said that Mankind does best sampling for Mahacef. • 3% general practitioners said that Mankind does best sampling for Neurokind. • 3% general practitioners said that FDC does best sampling for its product Zifi.

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N=750

Q.6 (c) And why do you say, this is the best? Consultants: (223) • 24% consultants said that giving samples regularly is best sampling. • 12% consultants said that if sampled products are good and effective then it is best sampling. • 11% consultants said that giving lot of samples is best sampling. • 9% consultants said that giving adequate samples is best sampling. • 9% consultants said that giving samples on demand is best sampling. • 6% consultants said that sampling frequently is best sampling.

General Practitioners: (131)

38% general practitioners said that giving samples regularly is best sampling. 11% general practitioners said that giving lot of samples is best sampling.

• 8% general practitioners said that sampled products are good and effective, that’s why it’s best sampling.

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N=750

8% general practitioners said that giving adequate samples is best sampling.

• 4% general practitioners said that if Medical Representatives are good and regular then sampling done is best. • 4% general practitioners said that giving samples frequently is best sampling. • 3% general practitioners said that sampling economic brands is best sampling. • 3% general practitioners said that providing sample on demand is the best sampling.

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N=750

Q.7) Is there an ideal way of sampling that a company could follow? Consultants: (579) • 14% of the consultants said that full course of samples should be given. • 13% of the consultants said that samples should be given on doctor’s request. • 10% of the consultants said that there is no ideal way of sampling • 6% of the consultants said that the current way is the ideal way of sampling. • 5% of the consultants said that companies should be regular in sampling. • 5% of the consultants said that they feel nothing in particular about ideal ways of sampling. • 3% of the consultants said that they can’t say about the ideal ways of sampling. • 3% of the consultants said that ideal way would be to aid samples with literature. • 3% of the consultants said that samples are required only for new products.

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N=750

• 3% of the consultants said that companies should be patient oriented. • 24% consultants gave responses which are grouped under others General Practitioners: (309) • 15% of the general practitioners said that full course should be given as samples.

9% of the general practitioners said that samples must be given only on doctor’s request

• 14% of the general practitioners said that there is no ideal way of sampling • 7% of the general practitioners said that current way is the ideal way of sampling. • 5% of the general practitioners said that companies must be regular in sampling. • 5% of the general practitioners said that they feel nothing particular about the ideal ways of sampling. • 3% of the general practitioners said that they cannot say anything about the ideal way of sampling. • 3% of the general practitioners said that companies must aid samples with literature.

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N=750

28% of the general practitioners gave responses which were grouped as others.

Q. 8) What would you like to have instead of samples? Consultants: (664)

34% consultants wanted nothing instead of samples, out of them;
o o o o

4% were MD doctors 4% were Paediatricians 3% were Gynaecologists 2% were ENT specialists

o 2% were Orthopaedics
o o o o

2% were Dermatologists 1% were Cardiologists 1 % were Diabetologists 1% were Urologists

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N=750
o o

1% were Neurologists 1% were Oncologists

• 21% consultants wanted to know the product details. • 19% consultants wanted academic material. • 9% consultants said that there is no substitution for samples. • 8% consultants would accept gifts. • 6% consultants wanted latest medical journals.

3% consultants wanted the pharmaceutical companies to sponsor the medical conferences.

3% consultants wanted pharmaceutical companies to support CME.

• 3% consultants preferred proper advertising of the product.

2% consultants wanted just a reminder of the product. samples

• 2% consultants would like medical instruments instead of • 2% consultants preferred anything that would help patients. • 1% consultants wanted frequent visits.

1% consultants said that it depends on the company what they want to give instead of samples.

General Practitioners: (334)
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N=750

• 24% general practitioners wanted nothing instead of samples. • 18% general practitioners preferred product details. • 18% general practitioners wanted academic material. • 10% general practitioners would accept gifts instead of samples. • 8% general practitioners said that there can be no substitution for samples. • 4% general practitioners preferred proper advertising of the product.

3% general practitioners wanted pharmaceutical companies to support CME.

• 3% general practitioners wanted medical instruments. • 3% general practitioners wanted just a reminder of the product. • 2% general practitioners wanted only frequent visits. • 1% general practitioners said it depends on company what they want to give instead of samples.

1% general practitioners wanted medical journals instead of samples.

• 1% general practitioners want anything that would help patients.

1% general practitioners want pharmaceutical companies to sponsor conferences.

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N=750

Research Objective
The objective for the survey is to listen to the Doctors and to understand their Knowledge, Perception and Attitude on Sampling Practices by Pharmaceutical Industry.

Research Methodology
A structured questionnaire for the study subjects (Doctors) was designed within the scope of given objectives. Mumbai was divided into 6 zones. Within each zones, doctors were interviewed from different areas.

The zones and areas covered are as follows:
ZONES Western Suburbs South Mumbai Eastern Suburbs Central Mumbai SUBURBS Dahisar, Borivali, Kandivli, Malad, Goregaon, Jogeshwari, Andheri, Vile Parle, Santacruz, Bandra, Elphinston Road. Churchgate, Grant road, Peddar Road, Warden Road, CST Mulund, Bhandup, Ghatkopar, Chembur, Kurla,Powai. Dadar, Mahim, Matunga, Sion, Parel, Lower Parel, Wadala, Byculla,Kanjur marg,Lalabaug. Thane, Dombivali, Bhayander, Vasai, Virar Vashi, Nerul, Belapur,Seawoods

Thane Navi Mumbai

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N=750

YEARS OF PRACTICE WISE SAMPLE BREAKUP Sample size (N=750)

Consultants Years of Practice Number of Percentage Consultants of (492) Consultants 3 42 74 88 68 83 63 34 15 13 9 1% 9% 15% 18% 14% 17% 13% 7% 3% 3% 2%

General Practitioners Number of Practitioners (258) 12 22 27 29 27 50 38 34 11 4 Percentage of Practitioners 5% 9% 10% 11% 10% 19% 15% 13% 4% 2%

Less than 1 yr 1 to 5 6 to 10 11 to 15 16 to 20 21 to 25 26 to 30 31 to 35 36 to 40 41 to 45 46 to 50

ZONE WISE SAMPLE BREAKUP
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N=750

Sample Size (N=750)

Number of General Practitioners=258

Zones Western Suburbs (WS) Central Mumbai (CM) Eastern Suburbs (ES) South Mumbai (SM) Thane (TH) New Mumbai (NM)

Number of Respondents (258) 106 53 37 22 22 18

Percentage of Respondents 41% 21% 14% 9% 9% 7%

Number of Consultants=492

Number of Respondents Zones (492) Western Suburbs (WS) Eastern Suburbs (ES) Central Mumbai (CM) Thane (TH) South Mumbai (SM) New Mumbai (NM) 198 89 75 55 41 34

Percentage of Respondents 40% 18% 15% 11% 8% 7%

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N=750

Zone Wise Distribution Sample Size N=750

SM ES 9% CM Th NM 17% WS

41%

17%

7%

10%

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N=750

SPECIALISATION WISE SAMPLE BREAKUP Number of Consultants= 492 Number of General Practitioners=258

Sr.N o 1 2

Specialisation General Practitioners (GP) Consultants: Gynaecologist (GYN) MD Medicine (MD) Paediatricians(PDT) MS Surgery (MS) Orthopaedic (ORT) Dermatologist (DMT) Cardiologist (CRD) ENT Diabetologist (DBT) Psychiatrist (PSY) Neurologist (NEU) Oncologist (ONC) Urologist (URO) Nephrologist (NEP)

Number of Doctors (N=750) 258 492 101 96 72 48 42 34 33 31 13 7 6 4 3 2

Percentage of Doctors 34% 66% 14% 13% 10% 6% 6% 4% 4% 4% 2% 1% 1% 1% 1% 1%

GENDER-WISE SAMPLE BREAK UP:
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N=750

Sample size (N=750)

Gender Male Female Total

Number of Doctors 534 216 750

Percentage of Doctors 71% 29% 100%

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N=750

Q1.
Would you say that the samples given by Pharmaceutical Companies are: • Adequate • Not Adequate • More than Adequate and, If Adequate please tell us what you mean by it?

Sample size (N) =750

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N=750

Q.1) Would you say that the samples given by Pharmaceutical Companies are: • Adequate • Not Adequate

More than Adequate Sample Size (N=750)

Samples are Adequate Not Adequate More than adequate Other responses

Doctors Response (N=750) 332 281 100 37

Percentage of Responses 44% 38% 13% 5%

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N=750

5% 13%

44%

Adequate Not Adequate More than adequate Other responses

38%

If adequate then what do you mean by it? Total Responses= 332

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N=750

Sr. No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14

Doctors Response (332) Tough to say Adequate to acquaint the doctor with new product A complete dose for the patient Samples given as per the requirement of the doctor Good enough to give to poor patients. Whatever they give is adequate Doctor does not accept samples Samples given as per the needs of doctor’s family and friends. Varies from company to company Depends on medicine Adequate in terms of numbers 1,2,5,10,20 Samples given once a week Adequate in amount so that samples are not wasted. Others*

General Practitioners (115) No. % 39 18 16 16 10 4 3 3 1 1 1 3 34% 15% 14% 14% 9% 4% 3% 3% 1% 1% 1% 3%

Consultants (217) No. 65 16 38 41 18 2 3 2 3 8 7 5 10 % 30% 7% 17% 19% 8% 1% 1% 1% 1% 4% 3% 2% 5%

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N=750

If adequate then what do you mean by it? Interpretations: Consultants: (217)
• 30% of the total number of consultants said that it was tough to say as to what is adequate amount of sampling. • 19% of the total number of consultants said that samples given as per the requirement of the doctor are adequate. • 17% of the total number of consultants said that if a complete dose for a patient is given as samples then the samples are adequate. • 8% of the total number of consultants said that if samples are good enough to give to poor patients then they are adequate. • 7% of the total number of the consultants said that the samples sufficient to acquaint the consultant with the new product are adequate.

General Practitioners: (115)

34% of the total number of general practitioners said that it was tough to say as to what is adequate amount of sampling.

15% of the total number of general practitioners said that the samples sufficient to acquaint the general practitioner with the new product are adequate.

14% of the total number of general practitioners said that if the complete dose for a patient is given then the samples are adequate.

14% of the total number of general practitioners said that the samples given as per the requirement of the doctor are adequate.

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N=750

9% of the general practitioners said that the samples good enough to be given to poor patients are adequate.

If adequate then what do you mean by it?

Others Responses*:
• Sufficient amount of those samples are given which are not affordable to poor.

Samples which are not prescribed are given in large amounts.

• Good quality samples are lacking. • Samples are provided irregularly.

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N=750

Q.2 How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion?

Sample Size (N) =750 Multiple Responses = 836

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N=750

How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion? Number of Consultants= 492 Number of responses given by Consultants = 545

Sr.No Consultants Response 1 Once a month Gynaecologists MD MS Paediatricians Orthopaedics Cardiologists ENT specialists Dermatologists Diabetologists Psychologists Neurologists Oncologists 2 Samples are not necessary MD Gynaecologists Paediatricians MS Cardiologists

Number of Responses (545) 127 29 23 15 14 11 10 9 8 4 2 1 1 74 18 10 9 8 8

Percentage Of Responses 23% 5% 4% 3% 3% 2% 2% 2% 1% 1% 1% 1% 1% 14% 3 2 2 1 1

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N=750

Dermatologists ENT Specialists Orthopaedics Nephrologists Urologists 3 Twice a month Paediatricians MD Gynaecologists Orthopaedics Dermatologists MS ENT Cardiologists 4 5 6 Once a week As per the Doctor's requirement In every visit of Medical Representatives Frequent sampling is required if the product is new Regularly Not very frequently Need samples for poor patients It is company's choice Give samples only once when the product is newly launched Once in 2 months

8 6 2 2 1 61 12 11 11 11 8 3 3 2 51 39 27

1 1 1 1 1 11% 2% 2% 2% 2% 1% 1% 1% 1% 9% 7% 5%

7 8 9 10 11 12 13

17 10 17 17 11 9 4

3% 2% 3% 3% 2% 2% 1%
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N=750

14 15 16 17 18 19 20 21 22 23 24 25 26

Once in 3 months Thrice a month Frequency varies from product to product Need samples as brand reminders

5 5 4 4

1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 7%

They must give samples enough 4 for one full course Require samples for personal use No need of sampling No particular frequency Twice a week Frequent sampling of costly products Depends on number of patients Thrice a week Others* 4 4 3 2 4 1 2 38

How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion?

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N=750

Interpretations: Consultants: (545)

23% of the consultants said that samples should be given once a month, out of them;
o o o o o o o

5% were Gynaecologists 4% were MD doctors 3% were MS doctors 3% were Paediatricians 2% were Orthopaedics 2% were Cardiologists 2% were ENT specialists

14% of the consultants said that samples are not necessary, out of them;
o o o o o o o o o o

3% were MD doctors 2%were Gynaecologists 2%were Paediatricians 1%were MS doctors 1% were Cardiologists 1% were Dermatologists 1%were ENT specialists 1%were Orthopaedics 1% were Nephrologists 1% were Urologists

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N=750

11% of the consultants said that samples should be given twice a month, out of them;
o o o o o

2% were Paediatricians 2% were Gynaecologists 2% were MD doctors 2% were Orthopaedics 1% were Dermatologists

9% of the Consultants said that samples should be given once a week.

• 7% of the consultants said that samples should be given as per Doctor’s requirement.

5% of the consultants said that samples should be given by Medical Representatives in every visit. 3% of the consultants said that frequent sampling is required if the product is new. 3% of the consultants said that samples should not be given very frequently.

• 7% of the consultants gave responses that are grouped under others*.

How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion? Number General Practitioners= 258
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N=750

Number of responses given by General Practitioners= 291
Sr. Doctors Response No. 1 Once a month 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 Samples are not necessary Twice a month In every visit of Medical Representatives As per the Doctor's requirement Regularly Once a week Frequent sampling is required if the product is new It is company's choice Not very frequently Once in 2 months Need samples for poor patients Give samples only once when the product is newly launched Once in 3 months Thrice a month Frequency varies from product to product 1 Need samples as brand reminders They must give samples enough for one full course Require samples for personal use No need of sampling No particular frequency Twice a week Depends on number of patients Others* No. of Responses (291) 77 34 28 29 19 13 9 8 5 5 5 3 3 3 3 3 3 3 2 2 2 3 1 26 Percentage Of Responses 26% 12% 10% 10% 6% 5% 3% 3% 2% 2% 2% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 9%

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N=750

How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion? Interpretations: General Practitioners: (291)

27% of the general practitioners said that samples must be given once a month. 12% of the general practitioners said that samples are not necessary. 10% of the general practitioners said that samples must be given twice a month.

• •

• 10% of the general practitioners said that samples must be given in every visit of the Medical Representatives

9% of the general practitioners gave responses that are grouped under others.. 7% of the general practitioners said that samples must be given as per the Doctor's requirement. 5% of the general practitioners said that products moving fast in the market already and currently under promotion products should not be given regularly. 3% of the general practitioners said that samples should be given once a week.

How frequently would you like a company to give you sample of a product that is moving fast in the market already and currently under promotion? *Other Responses:

10-15 bottles a month for poor people as the drugs are becoming At consultant level samples are not given to patients, unlike GP’s.

more costly.

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N=750
• • • •

Couple of times in a week, if the product is prescribed. Depends on Medical Representative. Depends on turnover of the company. Do not expect any samples because patients do not have value Detailing is more important than sampling. If not frequent other company's product could take place of that product

when given free.
• •

so maintain. • In Rainy season- 3-4 times. • More quantity advisable.

No question of frequency, it’s just to introduce the drug.

• Provide more of technical details like seminars, CME rather than samples.
• • • • •

Required according to the patients. Samples are not for business. Samples not to be given as bribe. Samples which are not moving should be given for promotion. The product if already in pen so no need of samples (convinced about We are not based on the pharmaceutical companies. Not interested in samples, have own dispensing. Whatever told by the MR is not sufficient so, the samples are necessary.

product) but want samples if it is a product of advanced research.
• • •

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N=750

Q.3 How important is sampling for you?

Sample Size (N) = 750 Multiple Responses = 964

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N=750

How important is sampling for you? Number of Consultants = 492 Number of responses given by Consultants = 629

Page 49

Sr.No 1.

Consultants Response Important: For helping the needy patients. For testing the quality and efficacy of the product. As a reminder of the brands. For testing of new products only. Only if sufficient quantity of required products is given. For creating awareness about the product amongst the doctors. For personal use. As a starter pack No specified reason. Building rapport with the doctor Not Important: Responses like; Not important at all(153), Detailing only (2), I don’t like it(3) etc. Given by: MD Gynaecologists Paediatricians MS Orthopaedics Cardiologists ENT specialists Dermatologists Diabetologists Psychologists Urologists Nephrologists Oncologists Neurologists

Number of Percentage of Responses Responses (629)N=750 361 92 63 51 48 20 18 10 4 54 1 57% 15% 10% 8% 8% 3% 3% 2% 1% 9% 1%

2.

199

32%

43 35 22 19 19 17 17 9 6 4 3 2 2 1

7% 6% 3% 3% 3% 3% 3% 1% 1% 1% 1% 1% 1% 1%

3.

Very Important: Responses like; Sampling is very important(4), It is a must.

58

9%

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N=750

How important is sampling for you? Interpretations: Consultants: (629)

57% of the consultants think that the sampling practices are important. 32% of the consultants think that the sampling practices are not important, out of them;
o o o o o o o

7% were MD doctors 6% were Gynaecologists 3% were Paediatricians 3% were MS doctors 3% were Orthopaedics 3% were Cardiologists 3% were ENT specialists

9% of the consultants think that sampling practices are very important.

Page 51

N=750

How important is sampling for you? Number of General Practitioners=258 Number of responses given by General Practitioners = 335

Page 52

N=750

Sr.No. 1.

Doctors Response Important: For helping the needy patients For testing the quality and efficacy of the product As a reminder of the brands For testing of new products only. Only if sufficient quantity of required products is given For creating awareness about the product amongst the doctors For personal use No specified reason Not Important: Responses like; It’s not important (75) Hardly matters, Has no effect, It is not important as practice does not depend on it Very Important: Responses like; It is very important as it is useful for both company and doctor, Extremely important Others: Responses like; 20% - for the products whose margin and availability is low, have to buy for own use, know the products, it’s like getting a gift when you come to see the doctor, should be purposeful, They should give expensive medicines.

No. of Responses (335) 209 61 49 25 28 6 8 7 25

Percentage of Responses 62% 18% 15% 7% 8% 2% 2% 2% 7%

2.

84

25%

3.

36

11%

4.

6

2%

Page 53

N=750

How important is sampling for you? Interpretations: General Practitioners: (335)

62% of the general practitioners think that the sampling practices are important. 25% of the general practitioners think that the sampling practices are not important. 11% of the general practitioners think that the sampling practices are very important.

Q.4

Page 54

N=750

What do you think is the real purpose of sampling?

Sample Size (N) = 750 Multiple Responses = 1025

Page 55

N=750

What do you think is the real purpose of sampling? Number of Consultants= 492 Number of responses given by Consultants = 686 What do you think is the real purpose of sampling?
Sr. No. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. Consultants Response To create awareness about the products. Brand reminder. To test the quality and efficacy of the products. To help the poor and the needy patients. For launch of new products only. For personal use. To be used as a Starter dose for the patients. For Increasing the sales of the product. As a means of indirect bribing to the doctors. For building rapport with the doctor. No purpose served. Don’t Know DNA Other responses like; Availability with chemists, Cost effectiveness(2), Depends upon medicines, Dumping near expiry date products, It’s not at all important. No. of Responses (686) 160 142 140 112 25 24 18 12 10 7 4 5 4 Percentage of Responses 23% 21% 20% 16% 4% 3% 3% 2% 1% 1% 1% 1% 1%

14.

23

3%

Interpretations:
Page 56

N=750

Consultants: (686)

23% consultants think that the real purpose of sampling is to create awareness about the product. 21% consultants think that real purpose of sampling is as brand reminder. 20% consultants think that the real purpose of sampling is to test the quality and efficacy of the product. 16% consultants think that the real purpose of sampling is to help the poor and the needy patients. 4% consultants think that the real purpose of sampling is for launch of new products.

What do you think is the real purpose of sampling? Number of General Practitioners= 258
Page 57

N=750

Number responses given by General Practitioners = 335
Sr. No 1. 2. 3. 4. 5. 6. 7. 8. Doctors Response To test the quality and efficacy of the products. To create awareness about the products. Brand reminder. To help the poor and the needy patients. For launch of new products only. For Increasing the sales of the product. For personal use. No. of Responses (339) 88 84 59 40 14 11 7 7 7 6 3 Percentage of Responses 26% 25% 17% 12% 4% 3% 3% 3% 3% 2% 1%

As a means of indirect bribing to the doctors. For building rapport with the 9. doctor. To be used as a Starter dose for 10. the patients. 11. No purpose served. Other responses like; Companies make profit, For emergency use, Nothing, 12. Regular visits, The samples are not given regularly, The company does not give antibiotics. 13. DNA

11

3%

2

1%

What do you think is the real purpose of sampling?

Page 58

N=750

Interpretations: General Practitioners: (335)

26% general practitioners think that the real purpose of sampling is to test the quality and efficacy of a product. 25% general practitioners think that the real purpose of sampling is to create awareness about the product. 17% general practitioners think that the real purpose of sampling is as a brand reminder. 12% general practitioners think that the real purpose of sampling is to help the poor and the needy patients.

Page 59

N=750

Q. 5

What kinds of products according to you should be sampled regularly?

Sample Size (N) = 750 Multiple Responses = 1273

Page 60

N=750

What kinds of products according to you should be sampled regularly? Number of Consultants= 492 Number of responses given by Consultants = 846
Sr.N o 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 Consultants Response Antibiotics Nutraceuticals Commonly used medicines All Products New Products Analgesics Lifestyle Products Speciality Products Samples are not Required Expensive Products As desired by the company DNA Anti-inflammatory Cosmetic Products Antacids As desired by the doctor Products for poor patients Samples for doctors personal use Others No. of Responses (846) 171 107 103 74 67 54 49 33 31 22 21 13 10 9 8 8 7 6 53 Percentage of Responses 20% 13% 12% 9% 9% 6% 6% 4% 4% 2% 2% 1% 1% 1% 1% 1% 1% 1% 6%

Page 61

N=750

What kinds of Products according to you should be sampled regularly? Other responses include: Doctor’s Responses Haematinics Antihistamines Antifungals Antiallergic Antiinfectives Antioxidants Antibacterials Antitubercular Antivirals Antimalarial Antiemetics Antiepilectics Dispersable tablets Antirheumatics Anticonvulsants Antiplatelets Antithelmintics Ecosprin Tablets Losartan Ointments Vaccines Symptomatic Drugs General comments like: Chemists say that product is not available Competitive products Drugs for emergency use Full course should be given Old drugs are sometimes combined, so information on that is required UP doctors run their practices on samples Number of responses ( 53) 9 5 4 4 3 2 2 2 2 1 1 1 1 1 1 1 1 1 1 1 1 1 7 2 1 1 1 1 1

Page 62

N=750

What kinds of products according to you should be sampled regularly? Interpretations: Consultants: (846)
• • •

20% of the consultants said that Antibiotics should be sampled. 13% of the consultants said that Nutraceuticals should be sampled. 12% of the consultants said that commonly used medicines should be sampled.

• • • • •

9% of the consultants said that all products should be sampled. 9% of the consultants said that new products should be sampled. 6% of the consultants said that Analgesics should be sampled. 6% of the consultants said Lifestyle drugs should be sampled. 6% of the consultants said that drugs grouped under others should be sampled.

Page 63

N=750

Page 64

N=750

What kinds of products according to you should be sampled regularly? Number of General Practitioners = 258 Number of Responses given by General Practitioners=427

Sr.No. 1. 2.

Doctors Response Antibiotics Nutraceuticals Calcium Supplements Iron Supplements Calcium and Iron Supplements Others: Dietary Supplements Commonly used medicines Cough and Cough Syrups Antipyretics Fever Others: Nausea All Products New Products Analgesics Speciality Products like Antitubercular, Chronic drugs etc. Lifestyle Drugs Antihypertensive Ant diabetics Blood pressure Drugs Cardiac No Samples Required As desired by the company

No. of responses (427) 92 53 11 8 6 28 47 13 7 3 24 39 25 23 23 22 11 3 3 3 18 11

Percentage of Responses 22% 12% 3% 2% 1% 7% 11% 3% 2% 1% 6% 9% 6% 5% 5% 5% 3% 1% 1% 1% 4% 3%

3.

4. 5. 6 7. 8.

9. 10.

Page 65

N=750

11. 12. 13. 14. 15. 16. 17. 18.

Expensive Products Cosmetic products As desired by the doctor Antacids Anti-inflammatory For Poor Patients For doctors personal use DNA Others: Antimalarials Antiallergic Antispasmodic Antivirals Antioxidants Antirheumatics Antiplatelets Antiemetic Drops

10 7 6 5 4 4 1 5 32 11 5 4 3 2 2 2 1 1

2% 2% 1% 1% 1% 1% 1% 1% 7% 3% 1% 1% 1% 1% 1% 1% 1% 1%

19

Page 66

N=750

What kinds of products according to you should be sampled regularly? Interpretations: General Practitioners: (427)

22% of the General Practitioners said that Antibiotics should be sampled.

12% of the General Practitioners said that Nutraceuticals should be sampled.

11% of the General Practitioners said that commonly used medicines should be sampled.

9% of the General Practitioners said that all Products should be sampled.

7% of the General Practitioners said that other medicines should be sampled.

6% of the General Practitioners said that each of the new products should be sampled.

5% of the General Practitioners said that speciality and lifestyle Drugs should be sampled.

Page 67

N=750

Page 68

N=750

Q.6 Which company is doing the best sampling and name the product? And why do you say, this is the best?

Sample Size (N) =750

Page 69

N=750

Q.6 (a)
Which Company Does the Best Sampling?

Sample Size (N) =750

Page 70

N=750

Which company does the best sampling? Number of Consultants=492 Number of responses given by consultants=492

Sr. No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25

Consultants Response

No. of responses (492) 73 42 42 37 35 29 24 19 11 11 9 7 6 6 6 6 5 5 4 4 3 3 3 3 3 58 38

All companies No company Difficult to answer Cipla GSK Mankind Don't remember Ranbaxy Sun Pharma DRL FDC Lupin Pfizer Intas Elder Pharma Emcure Sanofi Aventis Galderma Macleods Torrent Abbott Microlabs Aristo Novartis Zuventis *Others having less than 3 26 responses 27 DNA

Percentage of responses 15% 9% 9% 8% 7% 6% 5% 4% 2% 2% 2% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 12% 8%

Page 71

N=750

Which company does the best sampling?
*Other responses (<3): (Total=58) Nicholas Piramal (2) Alkem (2) Glenmark (2) Pharmed (2) Geno (2)

Unichem (2)

Systopic (2)

Gracewell (2)

Franco India (2) German Remedies (2) Depends on MR of the company (1) Cachet Pharma (1) Hetero (1) Medley (1) Astra Zeneca (1) Burroughs welcome (1) Endoco (1)

Wyeth (2) I don't take samples (2) H&H (1) Indian companies do better than MNCs (1) Indoco (1) Ipca (1) Medrich (1) Meyer Organics (1) Micronova (1)

USV (2)

Lederele (2)

Alembic (2) Middle sized companies do the best (1) Panacea Biotech (1) Shreya Pharma (1) Small companies (1) Soluniks (1) Solvay (1)

UCB (2)

Swizera (1)

Win Pharma (1)

Wockhardt (1) Yash Pharma (1) Zydus Cadilla (1) Sunways (1)

Page 72

N=750

Which company does the best sampling?

Interpretations: Consultants: (492)
• • •

15% consultants said that all companies do best sampling. 9% consultants said that no company does best sampling. 9% consultants found it difficult to answer, which company does the best sampling.

• 8% consultants did not answer the question. • 8% consultants said that Cipla does the best sampling. • 7% consultants said that GSK does the best sampling. • 6% consultants said that Mankind does the best sampling. • 5% consultants do not remember which company does the best sampling. • 4% consultants said that Ranbaxy does the best sampling.
• • •

2% consultants said that Sun Pharma does the best sampling. 2% consultants said that DRL does the best sampling. 2% consultants said that FDC does the best sampling.

Page 73

N=750

Which company does the best sampling? Number of General Practitioners=258 Number of Responses given by General Practitioners=258

Page 74

N=750

Sr. No. 1 2 3 4 5 6 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29

Doctors Response Mankind All companies do good sampling No company does best sampling Difficult to say Cipla FDC GSK Do not remember Ranbaxy Lupin Sun Pharma Nicholas Piramal DRL Pfizer Himalaya Abbott Alkem Depends on MR of the company Franco India German Remedies Glenmark Macleods Merck Torrent Unichem Wyeth Other single responses DNA

No. of Responses (258) 40 34 26 18 17 17 12 9 9 5 4 4 3 3 3 2 2 2 2 2 2 2 2 2 2 2 20 12

Percentage of Responses 16% 13% 10% 7% 7% 7% 5% 3% 3% 2% 2% 2% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 8% Page 75 5%

N=750

Other responses: (Total=20)
Sanofi Aventis Cachet Pharma DWD Hetero Major 4 to 5 companies Mayer Vita Bitics Medley Medsun Park Davis PDPL Pharmed RPG Labs

I don't take samples

Microlabs

Sandoz

Intas Systopic

Otsira USV

Serum Institute

Page 76

N=750

Which company does the best sampling? Interpretations: General Practitioners: (258)
• • •

16% of general practitioners said that Mankind does the best sampling. 13% of general practitioners said that all companies do good sampling. 10% of general practitioners have opinion that no company does the best sampling. 7% of general practitioners found it difficult to answer, which company is doing best sampling. 7% of general practitioners said Cipla does the best sampling. 7% of general practitioners said that FDC does best sampling. 5% of general practitioners said GSK does the best sampling.

• • •

Page 77

N=750

Q.6 (b)
Name the Product? Sample Size (N) =750

Page 78

N=750

Name the Product? Number of Consultants=492 Number of responses given by Consultants=246 *Other responses: (Total=159)
No. of Percentage Sr. All products Consultants OZ Fynal Response Digene (Abbott) Budecort of (Cipla) responses No. (Geno) (Mankind) (246) responses Gluconom Calcium All diabetes product (Franco) 1 Augmentin (GSK) 9 4% (Lupin) carbonate 2 Moxikind CV (Mankind) 8 3% (Cipla) 3 Shellcal (Elder) 7 Glycinorm Calligraff all products (Intas) 3% (Ipca) 4 Difficult to (Unichem) answer 6 2% Glycodin calutide (Cipla) All Respiratory Products (Cipla) 5 Can't remember (Cipla) 4 2% (Alembic) 6 Orofer XT (Emcure) 4 2% Glymet dolopar Cant remember Allegra (Sanofi 7 do not remember (GSK) 2% (Microlabs) (Hetero) 4 Aventis) 8 Zifi 4 2% Haematinic (FDC) Dompan Cant remember Ameril (Aventis) (Win Pharma) (Cipla) (Medley) (Shreya Pharma) 9 Ciplox 3 1% hifen (GSK) Cardace Amlong A (Microlabs)1% 10 Atorvastatin Cipla) 3 (Sanofi Aventis) 11 Cetaphil (Golderma) 1% Hifenac (Intas) Doronex Ceftriaxone 3 Amlopraciti (Cipla) 12 Neurokind (Mankind) 3 1% (Pfizer) (Lupin) Ibuprofen products (GSK) Doxinate Cetil - Odi (Lupin) Amlopress AT (Cipla) 13 All 2 1% (Swizera) 14 Voveran (Novartis) 2 1% Influvac Enterogermine Cipcal (Cipla) Amlosafe (Aristo) 15 All Products (Sun Pharma) 2 1% (Solvay) (Sanofi Aventis) 16 Amoxikind (Mankind) 2 Insulin Erflur (FDC) Ciplactin (Cipla) Antibiotics1% (Pfizer) 17 Calpol (GSK) 2 1% (Macleod) Iron Ceftum (GSK) Plus Febrex Ciprocal 2 Antibiotics and 18 1% supplements (Endoco) (Pharmed) 2 Antihistaminics (DRL) 19 Fevago (Cipla) 1% Iron tablet Feonat (GSK) Citax (Zuventus) Antibiotics, 20 Lupinox (Lupin) 2 1% (Cipla) antacids,anti21 Magnex (Pfizer) 2 histamines,gel-tonics 1% Isotroin (Cipla) feronia Claribid Anti-diabetics 22 Neosporin (GSK) 2 1% (Emcure) (Panacea 2 (Mankind) 23 Rabium (Intas) 1% Biotech) 24 Omez (DRL) 2 1% Lathoprost Ferrium-XT Clavan (Alkem) Antihypertensives 25 *Other responses 159 65% (Sunways) (Emcure) (Cipla) 26 DNA Lcin Nectera Flemiclav Coba-CBZ 5 Aug-Pel 2% (GSK) (FDC) (Cipla)

Page 79

N=750

Levofloxacin (Mankind) Lomolet (Yash Pharma) Macox plus (Macleods) Meftal P Microcef (Micronova) Miliclav Syrup (Glenmark) Monosef (Mankind) Moxclav (Ranbaxy) Mumfer xt (Glenmark) Naturogest (Germen Remedies) neutraceuticals (Mankinds) New launch product (Ranbaxy) Nexito (Sun Pharma) Nicegel (DRL)

Flexilor (GSK) Flora (Mankind) Forvite (Lederele) Gas-X, Simethicone Globac – XT (GermanReme dies) Scalp (Gracewell) Solvin, Salmodin Sparfloxacin (Torrent) starpressXL 50 Statins (Ranbaxy) Suncross (Ranbaxy) Supremox+ (Ranbaxy)

cosmoceuticals (Galderma) Crestor (Cipla)

Autrin (Lederle Pharma) B-lift (Wockhardt)

Diabetic products BP Med (Emcure) (USV) calcimax (Meyer Organics) Calcitrol (Cipla) Zady (Mankind) Zanocin (Ranbaxy) Zathrine (Macleods) Zefrich (FDC) Ziminic (Nicholas Piramal) Zobactin (GSK) Supracal (Pharmed) Tagon (Intas) Vomikind (Mankind) Vozet (GSK) Wellose(torrent) Xona (Alkem) Xyzal (UCB) Razo (DRL) Refzil O Mahacef (Mankind) Vitcofol (FDC)

Cepoderm (Ranbaxy) Dolokind (Mankind) Cefkind (Mankind) Cobadex (GSK) inhalants (Cipla) Parit (GSK) Zadro (FDC) Zenflox (Mankind) Zentel (GSK) 4D (Novartis) Abtibiotics (Ranbaxy) Acnesol Gel (Systopic)

Sustain (Sun Pharma) Tab Alfoo (DRL) Nucoxia (Zydus targocid (Sanofi Cadilla) Aventis) Nutrolin B Telmisartan (Cipla) (DRL) Obgyn (Abbott) they give iron tablets Oliza (Intas) Thiocolchichosi ne Omez (DRL) Topgraph (GSK) Osteocalcium tozomac

Page 80

N=750

(GSK) Otrin (Wyeth) Pamaginc P-Cef (DRL) Pentakind (Mankind) Phenolip (Cipla) Rabeprazol (DRL)

(Macleods) trabical (Medrich) Tugain (Cipla) Tuspel-Plus (Indoco) Unimise (Cipla) Venusia (DRL) (Cachet Pharma)

(Ranbaxy) Repace (Sun Pharma) Revital Salpitak (Sun Pharma) All products (Abbott) All (Gracewell)

Acuvin tablet (Nicholas Piramal) Adaferin (Galderma) Advent (Cipla) All (Ranbaxy) Volix (Ranbaxy)

Page 81

N=750

Page 82

N=750

Name the Product? Interpretations: Consultants: (252)
• • •

65% consultants gave responses that are grouped under others. 4% consultants said that GSK does best sampling for Augmentin. 3% consultants said that said Mankind does best sampling for Moxikind CV. 3% consultants said that said that Elder does best sampling for Shellcal. 2% consultants said that said that FDC does best sampling for Zifi. 2% consultants said that said that Emcure does best sampling for product Orofer XT.

• • •

Page 83

N=750

Name the Product?
Number of General Practitioners=258 Number of Responses given by General Practitioners=145 Sr. No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 Doctors Response Moxikind CV (Mankind) All products (Mankind) Difficult to answer Mahacef (Mankind) Neurokind (Mankind) Zifi (FDC) Cifran (Ranbaxy) Vitcofol (FDC) Cannot remember (Mankind) Cepoderm (Ranbaxy) Ciplox (Cipla) Dolokind (Mankind) Liv 52 (Himalaya) Zoxan (FDC) Other responses DNA No. of Responses (145) 10 5 5 4 4 4 3 3 2 2 2 2 2 2 90 5 Percentage of Responses 7% 3% 3% 3% 3% 3% 2% 2% 1% 1% 1% 1% 1% 1% 62% 3%

Page 84

N=750

Name the Product?
Other responses: (Total=90)

Page 85

Acebrofact (Germen Remedies) Acucal (Sun Pharma) AF150 (Systopic) AKT3 (Lupin) Aldcef (Torrent) All products (GSK) All products (Nicholas Piramal) Alu-Alu (GSK) Amlokind (Mankind) Amoxicillin (Wyeth) Amplopress 80 (Cipla) Anafontin (Nicholas Piramal) antibiotics (Cipla) Antihypertensives (Lupin) All products (Lupin) Ascoril (Glenmark) Asthalin (Cipla) Atorvastatin (Hetero) Econorm (DRL) Erox (Microlabs) Evion (Merck) Fexin (GSK) finecef (Nicholas Piramal) All products (FDC) Leon (DRL)

Benadryl (Pfizer) Big companies don’t give samples Calcium tablets,antibiotics Can't remember (Cipla) Cant remember (Unichem) Cavit (Cachet Pharma) Cefkind (Mankind) Ciprin (Cipla) Cobadex (GSK) Combiflam (Sanofi Aventis) Crimalax (FDC) Depends upon the personal relationships with companies Dexorange (Franco India) DNA (Mankind) DNA (Pfizer) DNA (Unichem) Do not compare do not remember (GSK) Syrup Dilo-BM (GSK) Taximo (Alkem) texakind (Mankind) Tonact (Cipla) Vibact (USV) Voveran (Novartis) Sporidex (Ranbaxy)

Monotrade (Sun Pharma)
N=750

Moxbro (DWD)

Neurobia (Merck) Nupenka DSR (Macleods) Obimet (Abbott) Oflo-DM (Sun Pharma) Omeprazole (FDC) Ovacare (Medley) Parit (GSK) Pdmox (PDPL) Permed (Medsun) Poridex-ab (Ranbaxy) Primolut-N (German Remedies) Protusa plus (Abbott) Rabicep D (Cipla) Rabid-D (Cipla) Sharkoferrol (Parke Davis) some protein powders,analgesics Gemifloxacin (Lupin) Give samples to their family and not doctors Good quality products I prescribe I don't remember (Ranbaxy) Indocole (Intas) Inhalants (Cipla) 86 Page Zadro (FDC)

N=750

Name the Product? Interpretations: General Practitioners: (145)

62% general practitioners gave unique responses which are grouped under others. 7% general practitioners said that best sampling is done by Mankind for Moxikind CV 3% general practitioners said that Mankind does best sampling for all of its products. 3% general practitioners found it difficult to answer the question. 3% general practitioners said that Mankind does the best sampling for Mahacef. 3% general practitioners said that Mankind does the best sampling for Neurokind. 3% general practitioners said that FDC does best sampling for its product Zifi.

• •

Page 87

N=750

Q.6 (c) Why do you say this is the best?

Sample Size (N) =750

Page 88

N=750

Why do you say this is the best? Number of Consultants=492 Number of responses given by consultants=223
Sr. No. 1 2 3 4 5 6 7 8 9 10 11 Consultants Response They give samples regularly Their products are good and effective They give a lot of samples They give adequate samples Give samples whenever asked They give samples frequently Because MRs are good and regular They give the sample for full course Their brands are economic Cannot say or do not remember They give samples for poor and needy patients No. of Responses (223) 53 27 24 20 19 14 9 7 5 4 4 Percentage of Responses 24% 12% 11% 9% 9% 6% 4% 3% 2% 2% 2%

Page 89

N=750

12 13 14 15 16 17 18 19

They post the samples to home or clinic address They sample costly products Samples come in attractive packing They give samples of products which are prescribed heavily, very useful and commonly used They give samples at every visit They give samples backed by scientific studies and information They provide samples for personal use Other single responses

4 4 4 3 3 2 2 15

2% 2% 2% 1% 1% 1% 1% 7%

Why do you say this is the best? Other responses: (Total=15)

Because they do not talk rubbish Good technology Have good relation with them They come to interior areas System of asking which product is required then accordingly sending it via courier

Because company is established and good They do aggressive promotion Good sampling They give samples of new products As they don’t give samples

The samples are fresh and not near expiry They are generic products, patients prefer good company product, good brand name They are the only one who give samples They make us feel better by giving pens, gifts

Page 90

N=750

Why do you say this is the best? Interpretations: Consultants: (223)
• 24% consultants said that giving samples regularly is best sampling.

12% consultants said that if sampled products are good and effective then it is the best sampling.

• 11% consultants said that giving lot of samples is best sampling. • 9% consultants said that giving adequate samples is best sampling. • 9% consultants said that giving samples on demand is best sampling. • 6% consultants said that sampling frequently is best sampling.

Page 91

N=750

Why do you say this is the best?
Number of General Practitioners=258 Number of Responses given by General Practitioners=131 Sr. No 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 Doctors Responses They give samples regularly They give a lot of samples They give adequate samples Their products are good and effective Because MRs are good and regular They give samples frequently Their brands are economic Give samples whenever asked for They give samples backed by scientific studies and information They give samples of products which are prescribed heavily, very useful and commonly used Cannot say or do not remember Because company is established and good They do aggressive promotion Action is fast All companies are good Because of use and getting results Because they give the same sample that is available in the market They give the samples for full course They give samples for poor and needy patients They post the samples to home or clinic They give samples at every visit Good sampling Good Sampling since new company. Have many products, they give stethoscopes, torch. They are No. of Responses (131) 50 14 11 10 5 5 4 4 3 3 2 2 2 1 1 1 1 1 1 1 1 1 1 1 Percentage of Responses 38% 11% 8% 8% 4% 4% 3% 3% 2% 2% 2% 2% 2% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1%

Page 92

N=750

25 26 27 28 29

keeping watch on their sales man They provide samples for personal use Only remember this as good samples Can check and then prescribe They approach only qualified doctors. They change promotion every 3 months

1 1 1 1 1

1% 1% 1% 1% 1%

Page 93

N=750

Why do you say this is the best? Interpretations: General Practitioners: (131)

38% general practitioners said that giving samples regularly is best sampling. 11% general practitioners said that giving lot of samples is best sampling. 8% general practitioners said that sampled products are good and effective, that’s why it’s best sampling. 8% general practitioners said that giving adequate samples is best sampling. 4% general practitioners said that if Medical Representatives are good and regular then sampling done is best. 4% general practitioners said that giving samples frequently is best sampling. 3% general practitioners said that sampling economic brands is best sampling. 3% general practitioners said that providing sample on demand is the best sampling.

Page 94

N=750

Q.7 Is there an ideal way of sampling that a company could follow?

Sample size (N) =750 Multiple responses = 888

Page 95

N=750

Is there an ideal way of sampling that a company could follow? Number of Consultants= 492 Number of responses given by Consultants= 579
Sr. No 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 Consultants Response Full course should be given On doctors request No ideal way Current way is the ideal way Be regular in sampling Nothing particular Be patient oriented Cannot say Aid samples with literature Only for new products Through postal services Should not dump the products Companies shouldn’t waste money on packaging Given as a reminder MR should give samples directly to the patients No need of sampling Sample only expensive products Not through posts Others* No. of Responses (579) 79 77 58 34 27 26 20 17 17 19 10 13 10 10 8 6 5 3 140 Percentage of Responses 14% 13% 10% 6% 5% 5% 4% 3% 3% 3% 2% 2% 2% 2% 1% 1% 1% 1% 24%

Page 96

N=750

Is there an ideal way of sampling that a company could follow? Interpretations: Consultants: (579)
• •

14% of the consultants said that full course of samples should be given. 13% of the consultants said that samples should be given on doctor’s request. 10% of the consultants said that there is no ideal way of sampling 6% of the consultants said that the current way is the ideal way of sampling. 5% of the consultants said that companies should be regular in sampling. 5% of the consultants said that they feel nothing in particular about ideal ways of sampling. 3% of the consultants said that they can’t say about the ideal ways of sampling. 3% of the consultants said that ideal way would be to aid samples with literature. 3% of the consultants said that samples are required only for new products. 3% of the consultants said that companies should be patient oriented. 24% consultants gave responses which are grouped under others*

• •

• •

Is there an ideal way of sampling that a company could follow?
Page 97

N=750

Number of General Practitioners = 258 Number of responses given by General Practitioners = 309
No. of Responses (309) 45 27 42 23 17 14 10 9 5 10 5 6 3 3 1 2 87 Percentage of Responses 15% 9% 14% 7% 6% 5% 3% 3% 2% 3% 2% 2% 1% 1% 1% 1% 28%

Sr.No 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17

Doctors Response Full course should be given On doctors request No ideal way Current way is the ideal way Be regular in sampling Nothing particular Can’t say Aid samples with literature Only for new products Through postal services Should not dump the products Companies shouldn’t waste money on packaging Be patient oriented Given as a reminder No need of sampling Not through posts Others*

Is there an ideal way of sampling that a company could follow?

Page 98

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Interpretations: General Practitioners: (309)

15% of the general practitioners said that full course should be given as samples. 9% of the general practitioners said that samples must be given only on doctors request 14% of the general practitioners said that there is no ideal way of sampling 7% of the general practitioners said that current way is the ideal way of sampling. 5% of the general practitioners said that companies must be regular in sampling. 5% of the general practitioners said that they feel nothing particular about the ideal ways of sampling. 3% of the general practitioners said that they cannot say anything about the ideal way of sampling. 3% of the general practitioners said that companies must aid samples with literature. 28% of the general practitioners gave responses which are grouped under others*.

*Other responses:

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• "We are not beggars" • The companies should appoint Internal Agency for sampling, which can be coordinated through the Medical Representatives.

They can give coupons or stickers, which can be given to patients and retailers, can give concession to them.

• They should sample only to allopathic doctors and not to others like BAMS, BHMS, etc. • Use different packaging other than Aluminium foil so that the tablets or capsules don’t get spoiled. • Sampling should be done with smiling faces.

Product should be promoted according to seasons.

• Cocktail dinners.

Companies should maintain a helpline where doctors can ask for samples if they need.

• Depends upon relations with the doctor. • Detail, keep the product and leave. • Don’t like meeting MR's, its waste of time. • Donate samples to charitable hospitals. • Give brand names which are easier for patients to understand and remember and for doctors to know the chemical composition. • Give discount coupons for drugs to doctor which can be given to patients. • It’s like carrying a gift while going to meet someone. • Nicely packed boxes should be given. • No peer comparison

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• Only one real market like sample. • Regulations should be implicated. • Sampling is done; it should not be flavoured because the quality of CME goes down. • Should be given to receptionist followed by a note to doctor. • Should keep samples with retailers we know so poor ones can go there. • Should take signature of doctor. • Solve dosage related queries.

Sometimes same MR represents another company after few months, this confuses doctors. Company should take care of such issues.

Page 101

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Q. 8 What would you like to have instead of samples? Sample size (N) = 750 Multiple Responses = 998

Page 102

N=750

What would you like to have instead of samples? Number of Consultants=492 Number of Responses given by Consultants=664
Sr.No. 1. Consultants Responses Nothing: MD Paediatricians Gynaecologists ENT specialists Orthopaedics Dermatologists Cardiologists Diabetologists Urologists Oncologists Neurologists Product details Academic materials No substitution for samples Gifts Medical journals Sponsor conferences CME Advertising Just a reminder Medical instruments Anything that helps patients Frequent visits Depends on company DNA Others No. of Responses (664) 147 24 24 22 19 14 12 10 8 2 2 1 139 100 63 52 40 21 17 13 13 12 11 7 6 2 21 Percentage of Responses 22% 4% 4% 3% 3% 2% 2% 2% 1% 1% 1% 1% 21% 15% 9% 8% 6% 3% 3% 2% 2% 2% 2% 1% 1% 1% 3%

2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16.

What would you like to have instead of samples?
Page 103

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Interpretations: Consultants: (664)

22% consultants wanted nothing instead of samples, out of them;
o o o o o o o o o o o

4% were MD doctors 4% were Paediatricians 3% were Gynaecologists 2% were ENT specialists 2% were Orthopaedics 2% were Dermatologists 1% were Cardiologists 1 % were Diabetologists 1% were Urologists 1% were Neurologists 1% were Oncologists

• • •

21% consultants wanted to know the product details. 15% consultants wanted academic material. 9% consultants said that there is no substitution for samples. 6% consultants wanted latest medical journals. 3% consultants wanted the pharmaceutical companies to sponsor the medical conferences. 3% consultants wanted pharmaceutical companies to support CME. 2% consultants preferred proper advertising of the product. 2% doctors wanted just a reminder of the product. 2% doctors preferred anything that would help patients. 1% consultants wanted frequent visits.

• 8% consultants would accept gifts.
• •

• 3% consultants gave responses grouped under others*.
• •

• 2% consultants would like medical instruments instead of samples
• •

Page 104

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1% consultants said that it depends on the company what they want to give instead of samples.

Page 105

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What would you like to have instead of samples? Number of General Practitioners= 258 Number of Responses given by General Practitioners= 334

Sr.No 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15

Doctors Response Nothing Product details Academic materials Gifts No substitution for samples Advertising CME Medical instruments Just a reminder Frequent visits Depends on company Medical journals Anything that helps patients Sponsor conferences *Others

No. of Responses (334) 80 61 59 32 27 14 11 11 8 6 5 5 3 3 9

Percentage of Responses 24% 18% 18% 10% 8% 4% 3% 3% 2% 2% 1% 1% 1% 1% 3%

What would you like to have instead of samples?
Page 106

N=750

Interpretations: General Practitioners: (334)
• • • • •

24% general practitioners wanted nothing instead of samples. 18% general practitioners preferred product details. 18% general practitioners wanted academic material. 10% general practitioners would accept gifts instead of samples. 8% general practitioners said that there can be no substitution for samples. 4% general practitioners preferred proper advertising of the product. 3% general practitioners wanted pharmaceutical companies to support CME. 3% general practitioners wanted medical instruments. 2% general practitioners wanted just a reminder of the product. 2% general practitioners wanted only frequent visits. 1% general practitioners said it depends on company what they want to give instead of samples. 1% general practitioners want medical journals instead of samples. 1% general practitioners want anything that would help patients. 1% general practitioners want pharmaceutical companies to sponsor conferences.

• •

• 3% general practitioners gave responses grouped under others*.
• • •

• • •

Page 107

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What would you like to have instead of samples? *Others Responses:
• • • • • • •

Subsidized rates of medicines (3). Can’t think (3). Awareness camps for health check-ups for the poor (2). Medical camps for blood donation (2). More patients (2). Any service (1). Empty boxes will do as companies give one or two tablets which go Feedback forms (1). Free shares of the company (1). Good planner (1). Household tips (1). Ice-creams (1). Ideal situation to give medicines (1). Software to manage samples (1). That company has to innovate (1). This is a personal question (1). Make to the point conversation (1). We do not promote companies (1). Whatever doctor wants (1).

waste (1).
• • • • • • • • • • • •

Page 108

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CONCLUDING REMARK 1. 31% of the doctors could not define what they mean by adequate samples, while 32% believed that complete doses as per the doctor’s requirement are adequate. 2. 37% of the doctors said that the samples of a product which is currently under promotion and moving fast in the market should be given once a month, while only 20% of the doctors feel that sampling of these products is not required. Sampling thus is considered an essential part of pharmaceutical companies’ promotional tool. 3. 59% of the doctors find sampling practices important, while 29% of the doctor’s said that sampling is not important. 4. According to the doctors the real purpose of sampling is to create awareness about the product (24%), for testing of drugs (22%) and as brand reminders (20%) 5. 21% of the doctors said that antibiotics should be sampled most regularly, while 13% said that Nutraceuticals and 12% said commonly used medicines should be sampled more frequently. 6. 36% of the doctor’s could not specify which company does the best sampling, while many doctors who specified the company, could not relate the products name with the company’s but 40% answered that giving good and effective samples regularly is the best sampling technique. 7. Ideally, a company should give full courses of samples on doctor’s request only (26%), while nearly 11% of the doctors feel there is no ideal way of sampling.

Page 109

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8. 36% of the doctors want product details or academic literature, while 23% of the doctors said that they want nothing instead of samples.

Page 110

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Doctors’ List: Sr No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 Doctors Name Dr. Meenakshi Doshi Dr. Ritesh Sanghvi Dr. S.M. Jain Dr. Amin Mohd Momin Dr. Jignesh Patel Dr. Mahambare Dr. Alimchandani Dr. Rekha Lanjekar Dr. Mehta Dr. Pramod Jain Dr. Pravinkumar Vaja Dr.Nilesh Trivedi Dr. Narendra Kumar Dr. M Lakhani Dr.Sheela Rathod Dr. Gupta Dr. Parag Agrawat Dr.V.S.Gokhale Dr.Bharat Parikh Dr. Anil Makran Dr. Madhavi Kotain Dr. Sanjay Prabhu Dr.Sangeeta Bhende Dr.Kiran Shinde Specialization GYN DBT ENT ORT MD PDT ENT DMT DMT MS GNP GNP GNP GNP GNP GNP GYN GNP CRD GYN GNP PDT GNP GYN
Page 111

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25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49

Dr. Harish G. Shetty Dr. Vijay Y.Patil Dr. Manish H.Shah Dr. Kaustabh D.Kulkarni Dr. Parag C.Ajmera Dr. Haresh C. Timbadia Dr. Bhavna Asher Dr. Govind S.Sharma Dr. Sharad M.Mehta Dr. Smita Vora Dr. Dilip J.Vora Dr. Sammer Arlekar Dr. Vilas D. Gujar Dr. Mahendra A Shah Dr. jasmine Patel Dr. Umesh Dr. Jigisha Shah Dr. Rajesh Shah Dr. Sudhir R Padhye Dr. S.H.Doshi Dr. Jayesh J.Gala Dr. Bhavini J Gala Dr. Vividh Makwana Dr. Ami Sanghvi Dr. Gopal P. Acharya

GYN ORT MS GYN CRD DMT PSY GNP GNP GNP GNP GNP GNP GNP GNP GNP GYN GYN MS MD ORT GNP ORT DBT GNP

Page 112

N=750

50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 65 66 67 68 69 70 71 72 73 74 75

Dr. Uday Dhople Dr. Nitin K.Shah Dr. Sanjay.F.Fernands Dr. K. Krishna Kumari Dr. Bhagwan Aidasani Dr. Shaheen Kalsekar Dr. L.H Bhandarkar Dr. A K Kazi Dr. S I Kazi Dr. K D Prabhu Dr. Manju Mandal Dr. Barkat Ansari Dr. Laleen Hamid Tole Dr. Babulal M Shah Dr. S S Tunkiwala Dr. Bhanu Bangera Dr. Kiran C Mhatre Dr. Dipti K Mhatre Dr. S R Azmi Dr. C S Kambli Dr. Nalini A Deb Dr. Jyotsna Jadhav Dr. Arun Bhute Dr. Lal A V Dr. S G Punjabi Dr. Prashant Patel

PDT GNP DMT GYN GNP PDT GNP GNP GNP GNP GNP GNP GNP GNP GNP GNP MD GYN MD GNP GNP GNP MS GNP GNP GNP

Page 113

N=750

76 77 78 79 80 81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97 98 99 100 101

Dr. Sandeep P. Kher Dr. Jyoti Kher Dr. G. M. Bhatia Dr. Manish Y. Shirsat Dr. Prashant P. Melmane Dr. Rajeev A. Thacker Dr. Suchitra J. Nadkarni Dr. C.M. Ashtekar Dr. N. H. Tandon Dr. Sudha M. Lokeshwar Dr. Dominic F. D'Silva Dr. Suresh Poojary Dr. Vijaya U. Dr. M. R. L. Sujatha Dr. V. K. Subramaniam Dr. Uma Venkateshwaran Dr. S. R. Dube Dr. Biswajeet Naidu Dr. Sudha N. Tandon Dr. Rajesh Subramaniam Dr. Sushma H. Bhansali Dr. Kaushal Chhatrapati Dr. C. S. Vartak Dr. Meenesh Juvekar Dr. B. K. Acharya Dr. Shaunak A. Ajinkya

DBT GYN ORT DBT GNP MS GYN CRD CRD PDT PDT ENT GYN DMT URO PDT GNP ORT GYN PDT GYN CRD MS ENT MS PSY

Page 114

N=750

102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 117 118 119 120 121 122 123 124 125 126 127

Dr. Vishal Chopra Dr. Hemang Nanavati Dr. Mahesh Chandwani Dr. Nishad Telang Dr. Pradnya Parulekar Dr. M.I. Lalwani Dr. Charulata Dudaney Dr. B.S. Shetty Dr. Reshma Rafi Dr. Pravin Sajnani Dr. Nishita Sheth Dr. Amarish Warty Dr. Dipak Dal Dr. Jayaprakash Hebbar Dr. Carlton Pereira Dr. Prashant Khandgave Dr. Sundeep Amberkar Dr. Amit Desai Dr. Vasavada Dr. Pandit Dr. Rahul Dr. Sanjay Shah Dr. Vandana Shetty Dr. Shama Ramdurgkar Dr. Sunil Vaswani Dr.Hansa K Naik

DBT GNP GNP ORT GYN GYN DMT GNP GYN GNP DMT GYN ORT GNP ENT PDT DBT MS ORT GNP GNP PDT GYN ENT GNP MD

Page 115

N=750

128 129 130 131 132 133 134 135 136 137 138 139 140 141 142 143 144 145 146 147 148 149 150 151 152 153

Dr.Krishna kumari Dr.Purvi shah Dr.Ajit K Shetty Dr.P R Shah Dr. A R Kamath Dr.Charu S Darira Dr.K G Kulkarni Dr.Srikant M Badwe Dr.Krutika Patani Dr.Bimal Shah Dr.Sudhir Shetty Dr.Nandkishore M Verma Dr.M N Zope Dr.A V Dashaputre Dr. Rajani Shankar Dr.Rajiv S Tungare Dr. M. P Chheda Dr. Monappa Moolya Dr. Atul Puranik Dr. sujit Pramanik Dr. Gita Kowshik Dr. Apurva Patel Dr. Tushar Agarwal Dr. S R Shenoy Dr. Aparna Phadke Dr. Ritesh R Shetty

GNP DMT MD GNP GNP GNP MD MS MD MD MD MS GNP MD MD MD GNP GNP MS GNP GNP MS MS GNP GYN MD

Page 116

N=750

154 155 156 157 158 159 160 161 162 163 164 165 166 167 168 169 170 171 172 173 174 175 176 177 178 179

Dr. Bhupen Desai Dr. Amul Shah Dr. B M Netrawala Dr. Kirti Upadhyay Dr. Kumud Mehta Dr. Esaf Dr. G P Kasbekar Dr. Madhukar Rele Dr. Pratit Samdani Dr. Heman Shah Dr. Kusum Zaveri Dr. Prakash Patil Dr. Kiran Patil Dr. Azmi Dr. Rajendra Dave Dr. A S Daptardar Dr. Dilip Kulkarni Dr. Urmila Parmar Dr. Narendra Shah Dr. Varsha Thakkar Dr. Narendra Sharma Dr. Vasanti Rane Dr. Pawar tarachand Dr. Jyoti Saigaonkar Dr. Kamal Saroj Dr. Mahendra Kelkar

MD DMT GNP NEP PDT GNP PDT GNP PDT DMT GYN GNP GNP URO MS GNP ORT GNP GNP PDT ENT GNP GNP GYN MD PDT

Page 117

N=750

180 181 182 183 184 185 186 187 188 189 190 191 192 193 194 195 196 197 198 199 200 201 202 203 204 205

Dr. Asha Karkhanis Dr. Nayana Dedhia Dr. C. S. Rawal Dr. Pradip Hivalekar Dr. Arun Jain Dr. Satish Kamat Dr. Amir Panjwani Dr. Pavan Agarwal Dr. Santosh Thakur Dr. Sanjay Kinare Dr. Manoj Naik Dr. Makarand Deolalikar Dr. Swati Dr. Ramesh Vagholkar Dr. Rajashree Mane Dr. Priya Dr. Lalita Deodhar Dr. Alaka Godbole Dr. Anagha Kinare Dr. Umesh Borwankar Dr. Amin Shah Dr. Ajit Sawant Dr. Ritu Sheth Dr. Prafull Lokhande Dr. Ajay Gujjar Dr. Pankaj Dutt

GYN MD ENT MD MD ONC ORT PDT MD GYN DBT CRD ORT ORT MD GYN GYN GYN GYN MD ORT URO ENT MD MS PDT

Page 118

N=750

206 207 208 209 210 211 212 213 214 215 216 217 218 219 220 221 222 223 224 225 226 227 228 229 230 231

Dr. Manish Gandhi Dr. Suraj Pandya Dr. Geeta Gujjar Dr. Prashant Jadhav Dr. Pankaj Ahire Dr. Kalpesh Shah Dr. Bipin mehta Dr. Alka Parekh Dr. Rekha Shah Dr. Sangeeta Dr. V. M. Chheda Dr. Nkunj Panwala Dr. I. P. Velani Dr. Sanjay Navelkar Dr. Ajay Thakkar Dr. Kiran Doshi Dr. Dhiren Shah Dr. Mita Shah Dr. Khushal Savla Dr. Deepak Patel Dr. Dipti Shah Dr. Deodas Shah Dr. Ramesh Shah Dr. Dinesh Shah Dr. Subhash Oroskar Dr. Neera Parmar

PDT GNP GYN MS ORT PDT GNP PDT GNP GNP GNP GNP GNP ENT ORT CRD MD PDT MS CRD PSY MS GNP CRD DBT GNP

Page 119

N=750

232 233 234 235 236 237 238 239 240 241 242 243 244 245 246 247 248 249 250 251 252 253 254 255 256 257

Dr. Kedar Toraskar Dr. Rustom F Chinwalla Dr. Jayesh M Ranawat Dr. Z A Parkar Dr. Ashiq S Patel Dr. Chavan A R DR. Anil Raysoni Dr. D B Vakharia Dr. G M U Mascarenhas Dr. Rupam Shantilal Oza Dr. M A Hoosein Dr. Shabbir M Baldiwala Dr. Rashida A Merchant Dr. Rajesh K Tripathi Dr. Sofi Saifee Bapai Dr. Raja A Modak Dr. Ramesh R Dedhia Dr. A V Shenoy Dr. Rajesh J Tiwari Dr. S S Kallianpur Dr. Rafique A Monghal Dr. Farid A Ansari Dr. J J Jain Dr. Sumathi Bhaskar Dr. Mohd. Shamin Dr. Poornima Wagle

MD ENT DMT ORT MS CRD GNP GNP GNP GNP DMT CRD GNP GNP GNP PDT GNP GNP MD GNP GNP ORT MD GNP GNP GYN

Page 120

N=750

258 259 260 261 262 263 264 265 266 267 268 269 270 271 272 273 274 275 276 277 278 279 280 281 282 283

Dr.Anil Khandge Dr. Samant Dr. Harbhajansingh Sekhon Dr.Bhairavi Surve Dr.Vaishali Jani Dr.Vijayalaxmi Shah Dr.Hermunit Sangha Dr. Noshir Daruwala Dr. Mehrosh Sidhwa Dr. Madhav Tembe Dr. J. N. Apte Dr. Pravin Dave Dr. Paresh Joshi Dr. Kothary Dr. V. K. Vijay Dr. N. C. Joshi Dr. Vaijayanti Mahajan Dr. V. M. Divekar Dr. Alka Shah Dr. Smita B. Dhruva Dr. Suhas S. Gholkar Dr. Anand S. Purandare Dr. (Mrs.)Vaidehi A. Sabnis Dr. J. V. Pandav Dr. (Mrs.) Indra Mordia Dr. Satishchandra P. Kale

CRD ORT PDT GNP GNP PDT PDT PDT GNP GNP GNP GNP GNP GNP GNP GNP GNP GNP GNP PDT NEU MD GYN GNP PDT ORT

Page 121

N=750

284 285 286 287 288 289 290 291 292 293 294 295 296 297 298 299 300 301 302 303 304 305 306 307 308 309

Dr. Bakul Dhruva Dr. Bhavin N. Desai Dr. Sanjay B. Londhe Dr. Umesh M. Thakker Dr. Sheela Vadakepat Dr. N. R. Sheth Dr. Mervyn S. Abreo Dr. L. C. Jain Dr. M. V. Shingala Dr. Dhaval D. Shah Dr. Jagdish Arawandekar Dr. Nilesh I. Gautam Dr. Bimal Shah Dr. Amar G. Anvekar Dr. Ravindra Bankapur Dr. V.D. Tadwalkar Dr. Mrs. Sabrina A. Mhapankar Dr. Abhijat Sanghvi Dr. Mrs. P.R. Chakra Dr. Abhay G. Uppe Dr. Chandan Saha Dr. Praveen Gopinath Dr. Kavita Nagarkar Gupta Dr. Ashok P. Bhandari Dr. Mrs. Anita R Soans Dr. G. S. Nanda

CRD PDT ORT CRD GNP GNP GNP CRD GNP ENT MD CRD ENT PDT DBT GNP GYN GNP GNP MD GNP GNP GNP GNP GNP GNP

Page 122

N=750

310 311 312 313 314 315 316 317 318 319 320 321 322 323 324 325 326 327 328 329 330 331 332 333 334 335

Dr. Sushma H. Bhansali Dr. Mrs. Jyotsna V. Deo Dr. Shouvik Deb Dr. Upma Srivastava Dr. J J Jain Dr. Chhaya P. Vaja Dr. Sushil Kr. Chauhan Dr. Iravati M .Bhide Dr. Yezdi S. Jasoomari Dr. Vinod L. Desai Dr. Pradip S. Yesaji Dr.Tanmay R. Amladi Dr. Sonal Oswal Dr. G S Mahajan Dr. Jeevan Jain Dr. Narendra S. Shah Dr. Alan D. Alappat Dr. (Mrs.) S. S. Kapadia Dr. Laxmikant H. Rupapara Dr. Ronak P. Shah Dr. Prashant Gangal Dr. Ketan K. Mehta Dr. G. S. Hathi Dr. Manoj Rajani Dr. B. R. Agrawal Dr. K. B. Makwana

GYN DMT MS GNP MD MD MD MD GNP GNP MD MD GNP GNP GNP GNP GNP GNP GNP GNP PDT DBT PDT NEU PSY GNP

Page 123

N=750

336 337 338 339 340 341 342 343 344 345 346 347 348 349 350 351 352 353 354 355 356 357 358 359 360 361

Dr. Ramesh Nair Dr. (Mrs.) Ranjan Maniar Dr. Pradip M. Kapadia Dr. Harshad P. Ghatalia Dr. Ashok J. Jain Dr. Sunil V. Shah Dr. G. H. Bulchandani Dr. (Mrs.) Sushma Kaul Dr. Snehprabha A. Mehta Dr. Pradip J. Joshi Dr.Shilpa Gupte Dr.Renu L. Wallicha Dr.Adam K. Memon Dr.M.Naseem Qureshi Dr.S.C.Rao Dr.Nimish Mehta Dr.B.N.Shah Dr.Rajan Jain Dr.Prashant Pradhan Dr.Leela S.Ajgaonkar Dr.K.V.Chaudhari Dr.Nitul S.Shah Dr.Shashikant Mehta Dr.Diwakar Dr.Haritosh K.Velankar Dr.Anita Sobti

GNP GYN GNP GNP GNP MD DMT GNP GNP GNP GYN GYN GNP GNP ENT DMT PDT MS GNP GYN PDT GNP GNP PDT ENT GYN

Page 124

N=750

362 363 364 365 366 367 368 369 370 371 372 373 374 375 376 377 378 379 380 381 382 383 384 385 386 387

Dr.Deepak P.Govekar Dr.Sarita S.Bhagwat Dr.Sudhr S.Joshi Dr.Piyush Prabhat Dr.Mahesh Patil Dr. J J Kalyani Dr. P D Sherlekar Dr. Ajit Patkar Dr. Arvind Yalgi Dr. B N Walunj Dr. Sandeep Patil Dr. Khushal Visaria Dr. Satyen Bhavsar Dr. Rajesh Gaikwad Dr. Bharat Manek Dr. Sachin Dalal Dr. Padmaja Kirtane Dr. Sanjay Shah Dr. Satish Nair Dr. D R Jhaveri Dr. Praful Haria Dr. Sugato Thakur Dr. Radha Balaji Dr. Vivek Jadnav Dr. Prakash Shah Dr. Shubhada A. Gupta

ORT PDT ENT GYN DMT GNP GNP GNP GNP GNP GYN GNP CRD MD MD GYN GYN MD PDT GNP ORT ENT PDT ENT MD GYN

Page 125

N=750

388 389 390 391 392 393 394 395 396 397 398 399 400 401 402 403 404 405 406 407 408 409 410 411 412 413

Dr. Mamta Jagiasi Dr. N Y Khankar Dr. Anil Jagiasi Dr. Surekha Waghmare Dr. R. N. Kamath Dr. B R Kadam Dr. Sachin M Elamkar Dr. Jaydip Khedekar Dr. P V Deo Dr. K. R. Maredia Dr. Jayanti kamat Dr Manish Acharya Dr. (Mrs.) Vidya kamath Dr. Faisal Shaikh Dr. Jawahar Mansukhani Dr. Ashish Parulekar Dr. Nargis Quereshi Dr. Mrunalini Sheth Dr.Jagdish Arawandekar Dr. Rinkoo Shaikh Dr. Nilesha Chitre Dr. Pradip Shriyan Dr. Shailesh Kangutkar Dr. Ubaidullah Shaikh Dr. Gayatri Deshpande Dr. Prakash Rai

GYN GNP PDT GYN GNP GNP ENT ORT GNP GNP MD GNP PDT GNP MD GYN MD MD CRD DMT GYN MS ENT PDT MD MD

Page 126

N=750

414 415 416 417 418 419 420 421 422 423 424 425 426 427 428 429 430 431 432 433 434 435 436 437 438 439

Dr. G S Khan Dr. B.J Damania Dr. Rekha Villkhoo Dr. (Mrs.) Nilima Naik Dr. Zinal Dr. Ajay Randive Dr. Ajay Doiphode Dr. B.J Jain Dr. Pravina Gandhi Dr. Z. N Quraishi Dr. Pranav Sheth Dr. Bhaskar Makhecha Dr. M. Surana Dr. Agaskar Dr. Ravindra Paranjpe Dr. Dhimant Mody Dr. Nilesh Shah Dr. Meena Makecha Dr. Lalita Bhatt Dr. Falguni Shah Dr. Alpana Sowani Dr. Tushar Shah Dr. Parimal Jariwala Dr. K. Shah Dr. Dinesh Pandye Dr. Atul Desai

GNP ENT GYN MD PDT ORT ENT CRD GYN GNP GNP GNP GNP GNP MS GNP GNP DMT GNP DMT DBT GYN MD GYN GNP GNP

Page 127

N=750

440 441 442 443 444 445 446 447 448 449 450 451 452 453 454 455 456 457 458 459 460 461 462 463 464 465

Dr. Dilip Shah Dr. Hansa Kothary Dr. Pankaj Makwana Dr. Neha Dalal Dr. R. Mehta Dr. K. Kollare Dr. R. Shah Dr. Neeta Mehta Dr. Savita Davare Dr. A. Thakur Dr. Sameer Shaikh Dr. Nita goyal Dr. shinghan.H.S Dr. A.B.Oke Dr. Shobhana lele Dr. Pradeep Goud Dr. S. R. Talathi Dr. P.R.Agarawal Dr.Madhuri Patel Dr. Nikita.Lad Dr. Arvind Patel Dr. M.K.Siddhiki Dr. Vashisht Maniar Dr. Siju Pillai Dr. Sanket Rao Dr. Sujata pol

GNP GYN GNP DMT GNP CRD ENT GNP MD ORT ORT MD GNP GNP GNP GNP GNP GNP MD MD GNP GNP MD MD MD GNP

Page 128

N=750

466 467 468 469 470 471 472 473 474 475 476 477 478 479 480 481 482 483 484 485 486 487 488 489 490 491

Dr. Amit Nikam Dr.Sneha Sathe Dr. Saumya Bulurn Dr. Pradnya Supe Dr. Vijaya Wane Dr. S.R.Khatkhate Dr. Avinash Desai Dr. Sam Batliwala Dr. Nirmal Jain Dr. Neha Borgharkar Dr. Prakash Kakodkar Dr. Tilakdas Shetty Dr. M.R.Bhatt Dr. Tejas Purandare Dr. Vinit Samdani Dr. Dilip Kelkar Dr. Nimesh Mehta Dr. Babita Patke Dr. Shantaram Prabhu Dr. Shubhangi Nevgi Dr. Satyavati Yadav Dr. Piyush Gavai Dr. Ashok Palvia Dr. Sunil Shetty Dr. Rohit Shah Dr. Sheetal Murudkar

MD GYN GYN GYN MD GNP PDT MD GNP GNP GYN MS GNP GYN PDT GNP DMT GYN GNP GNP CRD ORT MD ORT ORT GNP

Page 129

N=750

492 493 494 495 496 497 498 499 500 501 502 503 504 505 506 507 508 509 510 511 512 513 514 515 516 517

Dr. Atul R. Kadakia Dr. Swati A. Kadakia Dr. Gaurav Shah Dr. P.K.Patil Dr. Rachana Bhagat Dr. Swati A. Kadakia Dr. Rajendra Doshi Dr. Anil Narnolia Dr. Manisha Dr. Samnath Bami Dr. Rajani B. Gajaria Dr. Chirag Shah Dr. H.M.Solanki Dr. Suresh M. Kaul Dr. Sejal M. Mehta Dr. G.K.Nigam Dr. Pragnya Khata Dr. Nishit Dhavan Dr. Shyam Suner Dr. Vijay A. Moon Dr. Varsha Hariyani Dr. Bhavini Shah Dr. Poornima D. Kasbekar Dr. Ganesh Thakare Dr. Sanjay V. Pandya Dr. Sanjay Sharma

GNP GNP GYN GYN GYN GNP MD PDT PDT ORT MD PDT GYN MD GNP MD GNP PDT GNP MD GYN GYN GNP CRD MS CRD

Page 130

N=750

518 519 520 521 522 523 524 525 526 527 528 529 530 531 532 533 534 535 536 537 538 539 540 541 542 543

Dr. Abhijit Salve Dr. Menon Dr. Sunayana K. Hansra Dr. Goraksha Khomane Dr. Prashant Gandhi Dr. N.K Upadhyay Dr. V.G Agarwal Dr. Satish Udare Dr. P.M Jain Dr. Ashok Motwani Dr. Shabnam Mhate Dr. Ashok Tapaswi Dr. Ashok Hande Dr. Dinesh Lodha Dr. Uday Pol Dr. Samir Bhobe Dr. Prashant Athale Dr. J.M Sarkar Dr. Nishad Shah Dr. Usha Agarwal Dr. Rajeshree Dr. Aziz Mhate Dr. Shailesh Parikh Dr. Kusum Shenoi Dr. D.M Dedhia Dr. Sunil Petkar

PDT GNP GYN ONC PDT MD GYN DMT PDT ORT GNP PDT NEU PDT ENT ENT MS ORT GNP GYN GNP GNP CRD GNP MS DMT

Page 131

N=750

544 545 546 547 548 549 550 551 552 553 554 555 556 557 558 559 560 561 562 563 564 565 566 567 568 569

Dr. Ikshita Asgekar Dr. Bharti Gurnani Dr. R.A Mhate Dr. Rakesh Ghildiyal Dr. Surekha Mude Dr. Arun Bal Dr. Beheram J. Shah Dr. R. A. Kanga Dr. R. P. Jain Dr. Jayesh S. Shah Dr. Jatin H. Mehta Dr. B. R. Boob Dr. L. M. Mehta Dr. Deepali Prabhat Dr. Rajashree J. Shah Dr. P. P. Asnani Dr. Ganesh Bhagwat Dr. S. S. Chirmule Dr. Rajesh Uchil Dr. R. G. Lodha Dr. S. M. Birje Dr. Ashok Ambardekar Dr. M. W. Shiralkar Dr. P. J. Oak Dr. B. J. Vora Dr.Nupura Borkar

GYN PDT GYN NEU GYN DBT GNP GNP GNP GNP GNP MD GNP GYN GYN GNP MS MD MD GNP GNP ORT GNP NEU NEP GYN

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N=750

570 571 572 573 574 575 576 577 578 579 580 581 582 583 584 585 586 587 588 589 590 591 592 593 594 595

Dr. Kelkar Dr. Nirad Vengsarkar Dr. Manik Potwar Dr. Mehli Nazir Dr. Indur Ramchandani Dr. Monika Doshi Dr. Anand Modi Dr. Manish Mavani Dr. B.J.Damany Dr. Nayna Dastur Dr. Ujwala Lad Dr. Amrita Talwar Dr. Ashish Padhye Dr. Manjiree Mone Dr. Nihar Parekh Dr. N.A.Lalkaka Dr. Prasham Shah Dr. Sudhansu Bhattacharyya Dr. Paresh Desai Dr. Nitin Gupta Dr. Govind Ram Gurbaxani Dr. Dolly Gurbaxani Dr. Kunjal Bhatija Dr. Meena Kawatra Dr. Ajay Kantharia Dr. Prakash Shetty

CRD MS MD MS MD MD MS MD NEU MD PDT MD MD DMT PDT GNP MS MS PDT ENT MD MD GYN GNP CRD GNP

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N=750

596 597 598 599 600 601 602 603 604 605 606 607 608 609 610 611 612 613 614 615 616 617 618 619 620 621

Dr. Praveena Shah Dr. Maya Mulchandani Dr. Vishakha Shivdasani Dr. Prerna Chhugani Dr. Kekoo M.S.Kavarana Dr. Dipak Desai Dr. Avinash Agrawal Dr. Inderjit Pandit Dr. Mahesh Kharde Dr. Vasant Gosavi Dr. Jayant Jadhav Dr. Uday Joglekar Dr. Suresh Sonawane Dr. P Vinay Rao Dr. Vijay Jadhav Dr. Bharat S. Shah Dr. Devendra D. Jain Dr. Mahendra Jain Dr. Laxman N. Prabhu Dr. Vivek Kamtikar Dr. Ravindra Bijur Dr. Anil Thmebey Dr. Kewal Ranka Dr. S.D. Mishra Dr. Praveen Chedda Dr. Chetan Shetty

GNP MD GNP GNP ORT GYN GNP PDT ORT GNP ORT GYN CRD MD ENT GYN DMT GNP GNP GNP GNP GNP GNP GNP GNP PDT

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N=750

622 623 624 625 626 627 628 629 630 631 632 633 634 635 636 637 638 639 640 641 642 643 644 645 646 647

Dr. M J Jassawala Dr. Ashutoh Chaudhary Dr. Anita Sobti Dr. K S Adrianwala Dr. Sushil Nadkarni Dr. Raju Kanakia Dr. Ashok Dabir Dr. Deepak Raut Dr. Prakash Shinde Dr. Vidya Bhandary Dr. Devendra Patil Dr. Vilas Deshpande Dr. Naren Vora Dr. Kishor Tandel Dr. Jayshree Rathod Dr. Prakash Gunjikar Dr. Jagdish Vaghela Dr. Mahesh Kamble Dr. Lalita Turkar Dr. Ramesh Gujarathi Dr. Prakash Bhokarikar Dr. Shrikant Harne Dr. Medha Oak Dr. Ramesh Somnath Dr. Pramod Gangurde Dr. Ramnathan Iyer

MD MS GYN GYN MS CRD MD ENT MS GNP MS GNP GNP GNP GNP GYN GNP GNP GYN MS ENT MS MD MD CRD MD

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N=750

648 649 650 651 652 653 654 655 656 657 658 659 660 661 662 663 664 665 666 667 668 669 670 671 672 673

Dr. D.H.Nanda Dr. Sanjeev Petkar Dr. Sachin lankepillewar Dr. Sudhir Mestry Dr. R.B. Sonavdekar Dr. Revathi Iyer Dr. Ajit Oak Dr. Sachin Patil Dr. Subramaniam N Dr. Mandar Arekar Dr. Sandesha Dr. Subhash J Dr. Dharmen Punatar Dr. Nirmala Idnani Dr. Prakash Vaidya Dr. Kalika Rajesh Dr. Ambegaonkar Dr. Rajesh Patil Dr. D E Teredesai Dr. Pranali Patil Dr. Anil Mali Dr. Phalguni Thakkar Dr. Girija, S Dr. Sudarshan Dr. Ramesh Punjani Dr. Hema Shah

GNP MD MD GNP DMT GYN PDT GYN MD MD GNP CRD DBT PDT PDT PDT ORT PDT GNP DMT ORT DMT GYN MS ONC GYN

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N=750

674 675 676 677 678 679 680 681 682 683 684 685 686 687 688 689 690 691 692 693 694 695 696 697 698 699

Dr. Madhuri Dr. Sanjay Kumavat Dr. Jeevenram Dr. Jyotsna Dr. Pravin Koppikar Dr. PK Maheshwari Dr. Bharat Desai Dr. Dushyant Punwani Dr. PB Biwalkar Dr. Hiral Parikh Dr. Muzna Dr. Manish Kumar Sinha Dr. Jitesh Shetty Dr. Sunita Banerji Dr. Sunil Ullal Dr. SG Deshpande Dr. Kanthe SN Dr. Yogesh Javle Dr. Varsha Pradhan Dr. Tushar Jimulia Dr. Ashish Sharma Dr. Tushar Maniar Dr. Vidhu Khandelwal Dr. Murari Nanavati Dr. Pankaj Shroff Dr. Anita Chavan

GNP PSY ENT GYN GNP CRD GNP PDT CRD ENT GYN MS DMT GNP GNP GYN MS GNP GYN ORT MD MD GYN GYN MS GYN

Page 137

N=750

700 701 702 703 704 705 706 707 708 709 710 711 712 713 714 715 716 717 718 719 720 721 722 723 724 725

Dr. Priti Vyas Dr. Shefali Pandey Dr. Priyanka Wadhwani Dr. M.S. Nigam Dr. P.K. Agarwal Dr. Rajan TD Dr. C H Asrani Dr. Rajul A. Patel Dr. K.S. Bhagunde Dr. Amit Kulkarni Dr. Subhash Sonawala Dr. Pramila K. Aswani Dr. K. Matchavel Dr. Atul Aswani Dr. Rashmi V. Sequeira Dr. Vatsal D. Surti Dr. Pallavi Shah Dr. J.C. Mehta Dr. Ismail Dr. Ajit G. Desai Dr. Razia Contractor Dr. Sundeep S. Shah Dr. Akil Contractor Dr. Ramesh V. Desai Dr. Rekha Ambegaokar Dr. P.V. Meswani

GYN GYN GNP GNP GNP MD GNP PDT GNP PSY MD DMT MS PSY GYN PDT GNP GNP GNP CRD MS MD MS GNP GYN GNP

Page 138

N=750

726 727 728 729 730 731 732 733 734 735 736 737 738 739 740 741 742 743 744 745 746 747 748 749 750

Dr. M.D. Shah Dr. Shailesh Meswani Dr. Rahul Mishra Dr. Shrikant Jagtap Dr. T.S. Kohli Dr. Seethalakshmi Jairaj Dr. Anu Vij Dr. Sangita Shrivastava Dr. Jairaj Rao Dr. Shikha Patoria Dr. U.N. Chatterjee Dr. Mangesh Bang Dr. Kiran Godse Dr. V.A. Kotrashetti Dr. Amrita Talwar Dr. Vinod Shetty Dr. R.K.Deshpande Dr. Indur Ramchandani Dr. Armaity Amin Dr. Meeta Adhiya Dr. Monika Doshi Dr. Nirad Vengsarkar Dr. Ram Malkani Dr. Usha Saraiya Dr. Arun Venktaraman

PDT ORT MD PDT GYN GNP GYN GNP GNP PDT MS MD DMT PDT DMT PDT ONC DMT GNP GNP GYN ORT DMT GYN MS

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N=750

Doctors’ Specialization Codes:

SPECIALIZATION Gynaecologist Orthopaedic General Physician Neurologist Urologist Doctor of Medicine Master of Surgery Paediatrician Diabetologist Psychiatrist Oncologist Cardiologist Nephrologist Dermatologist

CODE GYN ORT GNP NEU URO MD MS PDT DBT PSY ONC CRD NEP DMT

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N=750

Questionnaire
SVKM’s NMIMS University MBA, Pharmaceuticals Management, 1st Year, Section B

Survey on perception of doctors on sampling in Pharma selling

Name:

Roll No.

Good Morning/ Good Afternoon/ Good Evening Doctor

Q.1 Would you say that the samples given by Pharma Companies are

Adequate

Not Adequate

More than Adequate

If adequate please tell us what you mean by it:

Q.2 How frequently would you like a company to give you samples of a product that is moving fast in the market already and currently under promotion?

Q.3 How important is sampling for you?

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Q.4 What do you think is the real purpose of sampling?

Q.5 What kinds of products according to you should be sampled regularly?

Q.6 Which company does the best sampling and name the product? And why do you say this is the best?

Q.7 Is there an ideal way of sampling that a company could follow?

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N=750

Q.8 What would you like to have instead of samples

CLASSIFICATION DATA:

Doctor’s Name:

M/F:

Specialization:

Years of Practice:

Area:

Cell No. / Tel. No.

Card or Prescription Page:

THANK YOU DOCTOR FOR YOUR VALUABLE TIME

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