A REPORT ON THE STUDY DONE DURING SUMMER INTERNSHIP PROGRAM AT LUPIN LTD.

SUBMITTED AS A PART OF OFSUMMER INTERNSHIP PROGRAM OF M S RAMAIAH INSTITUTE OF MANAGEMENT

TITLE- TOTAL SHARE OF SALES OF LUPIN RESPIRA IN THE TRANS GOMATI REGION, LUCKNOW.

GUIDED BY- Mr. Sanjeev verma (AREA MANAGER)

SUBMITTED BY- URVASHI SRIVASTAVA

Declaration
I hereby declare that this project report titled ‘Sales of Lupin Respira & competitor inhalers’ is the result of my work at Lupin Ltd. as part of my Summer Internship Program. To the best of my knowledge and belief, this report is original, except for the referenced material, and has not been submitted to any educational institution for the award of any degree or diploma.

-URVASHI SRIVASTAVA

PREFACE In the present dynamic corporate world, the importance of management is being increasingly felt and in this regard various premier institutions are rendering their services. M S Ramaiah Institute of Management too has been engaged in furthering the course of management education an inbuilt part of the PGDM (Autonomous) curriculum is 8 weeks summer internship in some reputed corporate houses. In this regard we were fortunate enough to be taken up as a summer trainee by Lupin Ltd. Lucknow. The project that was assigned to me was “Sales trend of Lupin Limited of Respira market in Lucknow and status of various products”. We were placed in marketing and sales Department of the organization under the supervision of Mr. Sanjeev Verma, Area Sales Manager.

URVASHI SRIVASTAVA

ABSTRACT

Lupin has entered Indian Asthma market on 30th July, 2004. The pharma division of Indian Regional Formulation (IRF) announced the launch of Lupin’s antiasthma range. Lupin started with Esiflo , Budamate 100, 200, Salbair-B , Salbair-I and Salbair in August 2004 and Bendate , Budamate 400 and Esiflo 500 in February- March 2005 . Lupin also launch the methylprednisolone molecules under the brand name Sterio in May-June,2007 it has completed its inhalation range and become comprehensive respiratory company in the world with anti TB , Asthma , anti COPD, AR and respiratory antibiotic product port-folio.

ACKNOWLEDGEMENT

My sincere thanks to Mr. Sanjeev Verma, Area Sales Manager, LUPIN LTD., Lucknow. Without whose guidance and whole hearted encouragement it would not be possible for me to complete this project. I am thankful to Mr. Praveen Singh, Medical Executive , Lupin Lucknow and Mr.Tondon for their cooperation.

I am indeed indebted and grateful to our faculty guide Prof. Jayashree Kowtal and Prof. Mauah Dixit for their esteem guidance.

TABLE OF CONTENT

1. 2. 3. 4. 5. 6. 7. 8.

Company profile Product profile An introduction about Asthma Main objectives of the project Tools and techniques adopted List of asthma prescribers Research methodology Analysis Location1- Gomtinagar Location2- Indiranagar Location3- Mahanagar Location4- Nishatganj Location5-Niralanagar

COMPANY PROFILE

About Lupin Headquartered in Mumbai , Lupin Ltd. Is a leading pharmaceutical company with a strong research focus . It has a program for developing New Chemical Entities. The company has a state-of-the-art Research and Development center in Pune . The company is a leading global player in Anti-TB, Cephalosporins (anti-infectives) and Cardiovascular drugs (prils and statins) and has a notable presence in the areas of diabetology, NSAIDs and Asthma. During FY 2011, Lupin’s domestic business recorded sales of `15,734 million as compared to `13,502 million last year, a growth of 17%. Lupin pharmaceuticals, Inc. is the U.S wholly owned subsidiary of Lupin Limited, which is among the top five pharmaceutical companies in India. Through its sales and marketing headquarters in Baltimore , Maryland , Lupin pharmaceuticals is dedicated to delivering high-quality , affordable generic medicines trusted by healthcare professionals and patients across geographies. Safe Harbor Statement under the U.S Private Securities Litigation Reform Act of 1995: This release contains forward – looking statements that involve known and unknown risks, uncertainties and other factors that may cause actual results to be materially different from any future results, performance or achievements expressed or implied by such statements. Many of these risks, uncertainties and other factors

include failure of clinical trials, delays in development, registration and product approvals, changes in the competitive environment, increased government control over pricing, fluctuations in the capital and foreign exchange markets and the ability to maintain patent and other intellectual property protection. The information presented in this release represents management’s expectations and intentions as of this date. Lupin expressly disavows any obligation to update the information presented in this release.

Our People contribute to

 in the During FY 2011, the Company augmented its field

force to around 4,000 medical representatives with a view to create specialty sales and marketing teams focused on niche therapy segments and high value, high reach products. Replete with up-to-date medical and technical knowledge the field force has emerged as a qualitative differentiator marketplace.

 Providing value based services which include interconnectivity between computers.  Providing a continuous retail feedback to benchmark standards of service.  Effective route management techniques, for better utilization of scarce retailer time.  Separate field force for small nursing homes and medium sized hospitals.  Informing stock outs to the chemist, so that patients are not inconvenienced.

PRODUCT PROFILE OF LUPIN RESPIRA

BUDAMATE 10 0 TRANSCAPS BUDAMATE 20 0 TRANSCAPS BUDAMATE 40 0 TRANSCAPS BUDAMATE 10 0 HFA TRANSHALER BUDAMATE 20 0 HFA TRANSHALER BUDAMATE 40 0 HFA TRANSHALER BUDATE 100 TRANSCAPS (DPI) BUDATE 100 HFA TRANSHALER (MDI) BUDATE 200 TRANSCAPS (DPI) BUDATE 200 HFA TRANSHALER( MDI) BUDATE 400 TRANSCAPS (DPI)

Formoterol Fumarate 6 mcg + Budesonide 100 mcg Formoterol Fumarate 6 mcg + Budesonide 200 mcg Formoterol Fumarate 6 mcg + Budesonide 400 mcg Formoterol Fumarate 6 mcg + Budesonide 100 mcg Formoterol Fumarate 6 mcg + Budesonide 200 mcg Formoterol Fumarate 6 mcg + Budesonide 400 mcg

DRY POWDER ICS+LABA DRY POWDER ICS+LABA DRY POWDER ICS+LABA METERED DOSE ICS+LABA METERED DOSE ICS+LABA METERED DOSE ICS+LABA

Budesonide 100 mcg

DRY POWDERED ICS

Budesonide 100 mcg

METERED DOSE ICS

Budesonide 200 mcg

DRY POWDERED ICS

Budesonide 200 mcg

METERED DOSE ICS

Budesonide 400 mcg

DRY POWDERED ICS

BUDATE FORT E TRANSPULE

Budesonide 1mg per 2ml

NEBULISED STERIOD NEBULISED STERIOD DRY POWDER ICS+LABA DRY POWDER ICS+LABA DRY POWDER ICS+LABA METERED DOSE ICS+LABA METERED DOSE ICS+LABA INCS NEBULIZEDANTICHOLIN ERGIC BRONCHODIALATOR INCS

BUDATETRANS Budesonide 0.5mg per 2ml PULE ESIFLO 100 TRANSCAPS ESIFLO 250 TRANSCAPS ESIFLO 500 TRANSCAPS ESIFLO 125 HFA TRANSHALER ESIFLO 250 HFA TRANSHALER FLUTIFLO Salmeterol Xinafoate 50 mcg + Fluticasone Propionate 100 mcg Salmeterol Xinafoate 50 mcg + Fluticasone Propionate 250 mcg Salmeterol Xinafoate 50 mcg + Fluticasone Propionate 500 mcg Salmeterol Xinafoate 25 mcg + Fluticasone Propionate 125 mcg Salmeterol Xinafoate 25 mcg + Fluticasone Propionate 250 mcg Fluticasone Propionate 50 mcg each spray Ipratropium Bromide 250 mcg/per ml Mometasone Furoate 50 mcg in each spray Levo-Salbutamol 50 mcg

IPNEB 15ML

MOMEFLO SALBAIR HFA TRANSHALER (MDI) SALBAIRTRAN SCAPS (DPI) SALBAIR-I TRANSCAPS (DPI) SALBAIR-I TRANSPULE

MDI BRONCHODILATOR

Levo-Salbutamol 100 mcg Levosalbutamol 100mcg+Ipratropium 40 mcg Salbutamol 2.5mg + Ipratropium500mcg for 2.5ml

DPI BRONCHODILATOR

DPI BRONCHODILATOR NEBULIZED BRONCHODILATOR NEBULIZED

SALBAIR 15ML Salbutamol 5mg/ml

BRONCHODILATOR SALBAIR-B HFA TRANSHALER (MDI) SALBAIR-B FORTE TRANSCAPS (DPI) SALBAIR-B TRANSCAPS (DPI) SALBAIR-I (MDI) SALBAIRTRAN SCAPS (DPI) SALBAIRTRAN SPULES TIATE DPI Levosalbutamol 50mcg+Beclomet ICS+SABA hasone 50mcg

Levosalbutamol100mcg+Beclome ICS+SABA thasone200mcg

Levosalbutamol 100+ Beclomethasone 100mcg Levosalbutamol 50 mcg+Ipratropium 20 mcg Levosalbutamol 50 mcg Salbutamol 2.5mg per 2.5 ml

ICS+SABA SABA + SAMA (BRONCHDIALATOR) MDI BRONCHODILATOR DPI BRONCHODILATOR DPI LAMA (ANTICHOLINERGIC BRONCHDIALATOR) MDI LAMA (ANTICHOLINERGIC BRONCHDIALATOR) DPI LAMA+LABA (BRONCHODIALATOR) MDI LAMA+LABA (BRONCHODIALATOR)

Tiotropium Bromide 18 mcg

TIATE MDI

Tiotropium Bromide 9 mcg Tiotropium Bromide 18 mcg + Formoterol Fumarate 12 mcg Tiotropium Bromide 9 mcg + Formoterol Fumarate 6 mcg

TIOMATE DPI TIOMATE MDI

AZEFLO

Azelastine Hydrochloride 140 mcg + Fluticasone Propionate 50 mcg ANTIHISTAMINE+ INCS each spray Advanced Mono-Dose Device to be used with Transcaps Montelukast Sodium Chewable INHALED DRY POWDER DRUG DELIVERY SYSTEM ANTILEUKOTRIENE

LUPIHALER TELEKAST 4m

g TELEKAST 5m g TELEKAST 10 mg

Tablets 4 mg Montelukast Sodium Chewable Tablets 5 mg Montelukast Sodium Tablets 10 mg ANTILEUKOTRIENE ANTILEUKOTRIENE

TELEKAST PLU Montelukast 10 mg + Bambuterol ANTILEUKOTRIENE + S 10 mg BRONCHODILATOR TELEKAST-L TELEKAST-L KID TELEKAST-D TELEKAST-F STERIO-4 STERIO-8 STERIO-16 AB-FLO 100 DOXIFLO 400 FORMOFLO 10 0 TRANSCAPS Montelukast 10 mg + Levocetirizine 5 mg Montelukast 4 mg + Levocetirizine 2.5 mg Montelukast 10 mg + Doxofylline 400 mg SR Montelukast 10mg + Fexofenadine 120mg ANTILEUKOTRIENE + ANTIHISTAMINE ANTILEUKOTRIENE + ANTIHISTAMINE ANTILEUKOTRIENE + BRONCHODILATOR ANTILEUKOTRIENE+ANT IHISTAMINE

Methyl Prednisolone Tablets 4 mg ORAL STEROID Methyl Prednisolone Tablets 8 mg ORAL STEROID Methyl Prednisolone Tablets 16 mg Acebrophylline Cap 100 mg Doxofylline tablets 400 mg Formoterol Fumarate 6 mcg + Fluticasone Propionate 100 mcg ORAL STEROID ANTIINFLAMMATORY , MUCOREGULATOR BRONCHODILATOR DRY POWDER ICS+LABA

INTRODUCTION ASTHMA Asthma, originally a Greek word, means to breathe with mouth open. It attacks all age groups but often starts in childhood. It is a common chronic inflammatory disease of the airways characterized by variable and recurring symptoms, reversible airflow obstruction, and bronchospasm. It varies in frequency from person to person. Chronic inflammation leads to an increase in airway or bronchial hyper responsiveness with recurrent episodes of wheezing, coughing and shortness of breath (night) widespread, Variable and often reversible airflow limitation bronchoconstriction, mucus plugs, swelling of airway walls. Asthma is a chronic ailment in which inflammation of the airways, or bronchi, affects the way air enters and leaves the lungs, thereby disrupting breathing. When allergens or irritants come into contact with the inflamed airways, the already sensitive airways tighten and narrow, making it difficult for the person to breathe. Progressively severe symptoms can lead to an asthma attack. In asthma attacks, the overproduction of mucus lining the airways further narrow the airways, limiting oxygen intake and making it more difficult to breathe. Asthma affects 5 million children in the United States and 15 million people total. Currently, there is no cure, but there are medications and lifestyle changes that can

help alleviate the symptoms so that one can lead a productive life. Medications that provide long-term relief include corticosteroids, beta agonists, leukotriene modifiers, Cromolyn, and Nedocromil. Depending on the symptoms, doctors may prescribe various dosages to help control asthma symptoms. Asthma is a commonly occurring condition which can be serious and life threatening if not dealt properly. Life need not stop if doctor determines that a person has asthma. With the correct medications, lifestyle accommodations, and proper treatment, a person can live a healthy and active life.

SYMPTOMS The symptoms associated with asthma differ from person to person. Common symptoms of asthma include     Wheezing Shortness of breath Chest tightness Coughing use of accessory muscles

Symptoms are often worse at night or in the early morning, or in response to exercise or cold air. Some people with asthma only rarely experience symptoms, usually in response to triggers, whereas other may have marked persistent airflow obstruction.

CLASSIFICATION

Asthma is clinically classified according to the frequency of symptoms, forced expiratory volume in 1 second (FEV1), and peak expiratory flow rate. Asthma may also be classified as atopic (extrinsic) or non-atopic (intrinsic), based on whether symptoms are precipitated by allergens (atopic) or not (non-atopic).

CAUSES

Asthma is caused by environmental and genetic factors. The early exposure to allergens or irritants is thought to be an important cause of asthma. Heredity also plays a role in predisposing certain groups of the population to the chronic condition. The allergens that can trigger an asthma attack include animal allergy, pollen, mold and dust. Irritants like cigarette smoke, air spray products and perfumes, and changes in the weather can also trigger attacks. Sulphur dioxide, respiratory infections, exercise and hyperventilation are some other triggers of asthma. The best way to minimize the attacks is to avoid the triggers. Changing bed and pillow covers frequently, avoiding mold, staying away from pets, and avoiding the outdoors during windy days are some of the lifestyle changes a person can make to eliminate the triggers.

Types of asthma patients     Intermittent Mild persistent Moderate persistant Severe persistant

HOW COMMON IS ASTHMA

 The prevalence of asthma has increased significantly since the 1970’S.  300 million people were affected worldwide  In 2009 asthma caused 250,000 deaths globally.  It is estimated that asthma has a 7-10% prevalence worldwide.

HOW IS ASTHMA DIAGNOSED

There is currently not a precise physiologic, immunologic, histologic test for diagnosing asthma. The diagnosis is usually made based on the pattern of symptoms (airways obstruction and hyper responsiveness) and/or response to therapy (partial or complete reversibility) over time. The main ways used to diagnose asthma are

1.History - Family history - Persistent dyspnea - Unexplained cough - Wheezing

2. Investigation - Chest x-ray - Sputum and blood eosinophilia - Skin tests 3. Pulmonary function test A) Spirometry

B) Peak expiratory flow rate

A) Spirometry measures the amount and rate of air a person breathes in order to diagnose illness or determine progress in treatment. -It is used to measure FEV1 and FVC values. - FVC (Forced Vital Capacity) is the total air expired after maximal inspiration (4600 ml). - FEV 1 (Forced Expiratory Volume in 1 second) is the volume of air expelled in 1 second after maximal inspiration. - FEV1/ FVC ratio is reduced in obstructive airway disease. - Severity of asthma is graded by FEV1 and PEFR values.

B) Peak Expiratory Flow rate(PEFR) -It is easiest and most commonly preferred. -Maximum speed at which air can move through the airways during a forced expiration after maximum inhalation. -Measured speed at which air can move through the airways during a forced expiration after maximum inhalation. -Measured with help of a peak flow meter.

-Normal peak flow rates, for males is 600 to 800L/min -Normal peak flow rates for females is 400 to 600L/min -Peak flow should be measured twice a day. -Peak flow varies according to age, sex, and height. -Diurnal peak flow variation of a patient with asthma is more than 20%

Asthma Management

-A specific, customized plan for proactively monitoring and managing symptoms should be created. -Prevent exposure to allergens, testing to assess the severity of symptoms, and the usage of medications. -The treatment plan should be written down and adjusted according to changes in symptoms. -The most effective treatment for asthma is identifying triggers, such as cigarette smoke, pets, or aspirin, and eliminating exposure to them. If trigger avoidance is insufficient, medical treatment is recommended. -Avoid adverse effects from asthma medications. -Prevent development of irreversible airflow limitation. -Prevent asthma mortality.

CONTROL OF ASTHMA

Experts are struggling to understand why the rate world-wide is, on an average , rising by 50% every decade and baffled by isolated incidents involving hundreds of people who suffer from allergies such as high fever but who had never had asthma, suddenly being struck down by asthma attacks so severe they needed emergency hospital treatment. Although asthma cannot be cured, it can be controlled. Various ways to control asthma are-

Lifestyle modification

 Avoidance of triggers is a key component of improving control and preventing attacks. The most common triggers include allergens, smoke (tobacco and other), air pollution, nonselective beta-blockers, and sulfite-containing foods.  Cigarette smoking and second hand smoke (passive smoke) in regard to people with asthma causes problems in effectiveness of management medications such as steroid/corticosteroid therapies.

Medications  Medications used to treat asthma are divided into two general classes: quick-relief medications used to treat acute symptoms;

and long-term control medications used to prevent further exacerbation.

 Glucocorticoids are the most effective treatment available for long term control. Inhaled forms are usually used except in the case of severe persistent disease, in which oral steroids may be needed. Inhaled formulations may be used once or twice daily, depending on the severity of symptoms.

 The most effective management of asthma is preventing airway inflammation.

ASTHMA TREATMENT

Steroid and salbutamol inhalers that ensure quick action, least side effects are commonly used by patients. Some new drugs and something called immune therapy are also being prescribed by physicians. Anti IgE therapy is a big breakthrough, while an anti CD4 therapy has been also proved effective. But the latest is gene therapy. Inhalers are, however, expensive and involve some complicated methods. Unless a patient knows how to use them, things will be worse.

-Inhaled steroids are potent anti-inflammatory drugs are the Most preferred preventers. -Proper use of inhaled drugs (both “relievers’’ and “preventers’’) can lead to effective control of asthma. -A patient needs regular “preventer therapy”, if he needs to take his reliever on a daily basis. -The emphasis in asthma treatment is on long term preventive therapy to reduce the inflammation.

MAIN OBJECTIVES OF THE PROJECT

Lupin has entered the Indian asthma market on 30th July 2004.The pharma division of Indian Region Formulations (IRF) announced the launch of lupin’s anti-asthma range.Lupin started with esiflo, budamate 100,200, Salbair-B,Salbair I in august 2004. It launched Budate, Budamate 400, and Esiflo 500 in feburary-march 2005.Sterio was launched in May-june 2007. It has a major range of anti-asthma medicines. Some other giants in the pharma sector are companies like Cipla, German remedies and Macleods. Products of Cipla, Foracort 200 DPI and Seroflo 100 DPI have gained an edge in the market. Therefore the main objectives of the project are To estimate the sales of Lupin Ltd’s products in the Trans Gomti region.  To estimate the percentage share of Lupin’s sales in the market.  To estimate the sales of the companies- Cipla, German Remedies and Macleods.  To understand the major competitors of Lupin in the respira market.  To find the main prescribers of Lupin’s products in the Trans Gomti region.

TOOLS AND TECHNIQUES ADOPTED

 Personal interview with the retailers.

 Questionnaires

 A survey was conducted in important areas in Trans Gomati region for which 35 retailers were surveyed.

LIST OF THE RETAILERS SURVEYED
Column1 Column2 NAME OF THE RETAILER SAI MEDICAL STORE GOMTI MEDICAL STORE SHIVAM MEDICAL STORE SHAKUN MEDICAL STORE NIRALA MEDICAL STORE MANGAL MEDICAL STORE FINE MEDICAL STORE DAVA GHAR NEW OM MEDICAL STORE PHARMACOSE VIJAY MEDICAL STORE SANTOSH MEDICAL STORE BARKHA MEDICAL STORE MAMTA MEDICAL STORE MAHI MEDICAL STORE PARAMOUNT MEDICAL STORE BALAJI MEDICAL STORE TRIVENI MEDICAL STORE DIPANSHU MEDICAL STORE BHATIA MEDICAL STORE PHONE.NO. 9648231637

9936582247

2787102

9839130738

9839346800

2788430 9839974996

9919197000

MADHU MEDICAL STORE GAURAV MEDICAL STORE SUMITRA MEDICAL STORE PANDEY MEDICAL STORE DEEP MEDICAL STORE SANTOSH MEDICAL STORE MUDIT MEDICAL STORE PURI MEDICAL STORE PAVITRA MEDICAL STORE AMAR MEDICAL STORE PRATAP MEDICAL STORE SUDHA MEDICAL STORE VIKAS MEDICAL STORE

2396564

2303614 4005183 9415677770

LIST OF THE TOP PRESCRIBERS OF PRODUCTS OF LUPIN RESPIRA

Column1 Column2 DR.NAME 1 DR.ARVIND MISHRA DR.SANDEEP 2 CHAUDHARY-RML 3 DR.S.N.GUPTA 4 DR.DR.V.P.SINGH(PAED) DR.DR.R.K.SAXSENA5 ST.JOSESF 6 DR.RAVI LELE(PAED) 7 DR.H.N.TRIPATHI

Column3 LOCATION GOMTINAGAR GOMTINAGAR GOMTINAGAR GOMTINAGAR GOMTINAGAR GOMTINAGAR GOMTINAGAR INDIRA NAGAR INDIRA NAGAR INDIRA NAGAR INDIRA NAGAR INDIRA NAGAR INDIRA NAGAR INDIRA NAGAR MAHANAGAR MAHANAGAR MAHANAGAR MAHANAGAR MAHANAGAR

8 DR.B.P.SINGH 9 DR.B.S.BHANDARI 10 DR.D.P.BHATNAGAR 11 DR.C.G.AGARWAL 12 DR.PULAK MEHROTRA 13 DR.A.K.SRIVASTAVA 14 DR.RAKESH JALOTA 15 16 17 18 19 DR.D.P.BHATNAGAR DR.B.P.SINGH DR.SURYA KANT DR.R.A.S.KUSHWAHA DR.G.K.SINGH(PAED)

20 DR.RAJIV MEGAN 21 DR.GOVIND SWAROOP 22 DR.O.P.VERMA 23 24 25 26 27 28 29 DR.B.P.SINGH DR.C.G.AGARWAL DR.RAKESH JALOTA DR.GOVIND SWAROOP DR.RAJIV MAGON DR.ARUN SHARMA DR.RAJIV AWASTHI

MAHANAGAR MAHANAGAR MAHANAGAR NISHATGANJ NISHATGANJ NISHATGANJ NISHATGANJ NISHATGANJ NISHATGANJ NISHATGANJ

RESEARCH METHODOLOGY

A survey was conducted in Trans Gomti region to gather the information of the products of Lupin Respira. For the purpose survey forms were used. A questionnaire was prepared to achieve to the objective of the product for the medical stores. The medical stores were asked to give information regarding Major selling brands in quantity.  Major prescribers.

SURVEY CONDUCTED

The duration of survey was 60 days. During the first 10days, I spent my time to collect the information for the given objectives. The next 50 days was for field work and compilation of data.

REPORT

A survey was conducted in Trans Gomti region at various locations, which includes Gomtinagar, Mahanagar, Indiranagar, Niralanagar and Nishatganj. A total 33 medical stores were interviewed and response was collected. The basic methodology was adopted by introducing questionnaires. The questionnaire that was designed is attached. To serve the purpose, retailers were asked to answer the various questions in the questionnaire. Apart from the questionnaire method, a trail to gather primary information through informal conversations with the respondents, especially the chemist was conducted.

ANALYSIS

TOTAL MARKET SHARE OF LUPIN AND ITS COMPETITORS AT VARIOUS LOCATIONS IN TRANS GOMTI

LOCATION1- GOMTI NAGAR

LUPIN CIPLA GERMAN REMEDIES MACLEOD

LOCATION 2- MAHANAGAR

LUPIN CIPLA GERMAN REMEDIES MACLEOD

LOCATION 3- INDIRANAGAR

LUPIN CIPLA GERMAN REMEDIES MACLEOD

LOCATION 4- NISHATGANJ

LUPIN CIPLA GERMAN REMEDIES MACLEOD

LOCATION 5- NIRALANAGAR

LUPIN CIPLA GERMAN REMEDIES MACLEOD

Share of different products of Lupin in its total sales

LOCATION1 – GOMTINAGAR

SALES

BUDAMATE ESIFLO SALBAIR TELECAST

LOCATION2- MAHANAGAR

SALES

BUDAMATE ESIFLO SALBAIR TELEKAST

LOCATION 3- INDIRANAGAR

Sales

BUDAMATE ESIFLO SALBAIR TELEKAST

LOCATION4- NIRALANAGAR

SALES

BUDAMATE ESIFLO SALBAIR TELEKAST

LOCATION 5- NISHATGANJ

SALES

BUDAMATE ESIFLO SALBAIR TELEKAST

THE QUESTIONNAIRE

NAME OF THE STORE CONTACT NO.

…………………….. ……………………..

1. Do you have the products of all the leading brands in antiasthma range of medicines? YES NO

2. What is the selling brand of the asthma medicines? CIPLA LUPIN GERMAN REMEDIES MACLEOD ANY OTHER

3. How many customers visit your store in a day approximately?

LESS THAN 20

20- 40 MORE THAN 40

4. How many prescriptions do you receive for Lupin? 5. How many prescriptions do you receive for other companies? 6. Are you satisfied with the margin? YES NO

7.Who are the major prescribers for Lupin?

LUCKNOW AREA MONTHLY BUSINESS MONITORING S

TERRITORY Name:FOR LUPIN RESPIRA
Inhalation Product Name Trade Units Orals and Others Product Name Trade Units

Month:-

Pr

BUDAMATE 100 DPI BUDAMATE 200 DPI BUDAMATE 400 DPI BUDAMATE 100 MDI BUDAMATE 200 MDI BUDAMATE 400 MDI ESIFLO 100 DPI ESIFLO 250 DPI ESIFLO 500 DPI ESIFLO 125 MDI ESIFLO 250 MDI TIATE DPI TIATE MDI TIOMATE DPI TIOMATE MDI SALBAIR DPI SALBAIR MDI SALBAIR B DPI SALBAIR B FORTE SALBAIR B MDI SALBAIR I DPI SALBAIR I MDI BUDATE 100 DPI BUDATE 200 DPI BUDATE 400 DPI BUDATE 100 MDI BUDATE 200 MDI FLUTIFLO N/S MOMEFLO N/S AZEFLO N/S BUDATE TRANSPULES

72.77 98.12 127.13 155.34 207.9 263.23 80.09 160.27 198.17 215.37 302.53 98.32 302.54 105.33 295.64 11.09 62.26 27.26 43.97 97.36 12.17 145 38.39 53.09 67 165.97 226.48 116.95 124.96 140.21 216.05

45 46 47 48 49 50 51 52

TELEKAST 4 TELEKAST 5 TELEKAST 10 TELEKAST PLUS TELEKAST L TELEKAST L KID DOXIFLO DOXIFLO SYRUP

460.58 537.68 791.93 916.81 963 484.62 346.15 46.15

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 26 27 28 29 30 31

FORACORT

FORACORT

FORACORT

FORACORT FORMONIDE FORMONIDE FORMONIDE FORMONIDE SEROFLO 1 SEROFLO 2 SEROFLO 5 SEROFLO 1 SEROFLO 2 TIOVA DPI TIOVA MDI DUOVA DPI DUOVA MDI COMBIMIST DUOLIN DP AEROCORT AEROCORT AEROCORT ROTAHALE ASTHALIN D ASTHALIN M MONTAIR L MONTAIR P MONTAIR REVOLISER MY HALER METASPRA

BUDATE FORTE SALBAIR TRANSPULES SALBAIR I TRANSPULES LUPIHALER TRANSPACER-V FORMOFLO 125 MDI FORMOFLO 250 MDI FORMOFLO 100 DPI FORMOFLO 250 DPI DUOMATE DPI DUOMATE FORTE DUOMATE DPI DUOMATE FORTE TOTAL

251.42 51.04 64.71 80.76 129.04 210.38 282.8 92.21 153.98 22.5 37.02 22.5 37.02

0 TOTAL

32 33 34 35 36 37 38 39 40 41 42 43 44

FLOMIST FULLFORM FULLFORM AIRTEC FB AIRTEC FF FORACORT BUDETRAL BUDETRAL BUDETRAL FLUTRAL 10 FLUTRAL 25 FORACORT BUDETRAL TOTAL

THE MAJOR FINDINGS/ RESULTS OF THE SURVEY

From an analysis of the data pertaining to the questionnaire, the report arrived at the following conclusion-

1) According to the analysis of the questionnaire and the survey sheet CIPLA can be considered as the most preferred brand prescribed by the doctors. 2) DOCTORS’ CHOICE FOR ANTI ASTHMA RANGE LUPIN- 29% CIPLA- 60.8% MACLEOD- 8% GERMAN REMEDIES- 2.2%

RECOMMENDATION

On the basis of the analysis, following suggestions are recommended.  It is observed from the market research that the brand awareness of Lupin is better in urban areas than in rural areas. Therefore attempts should be made to make the rural population aware of asthma and antiasthma products.  It is observed that there are many well-known doctors in different locations of Trans Gomti. Many patients consult these doctors, so company should try to concentrate on these doctors for promotion of sales.  The company should try to enhance the promotion of drugs by advertising in journals. Promotion through health awareness camps can also be a good tool for brand promotion.  It is necessary for the company representatives to show the complete range of anti-asthma medicines to the physicians as well as retailers regularly by visiting and they should also know their response and feedback.

LIMITATIONS

Some of the limitations of the project are as follows-

 Lack of perfect territory knowledge due to which some areas could not be covered.

 Similar name of some medicines like Salbair B, Salbair B forte and Salbair I, created cofused the retailers and therefore some questions were answered wrongly.  Transportation was also a major problem in the area which limited the scope of the project.  The prevailing weather condition of the city was also a problem.  Some of the brands like Mankind and Sun pharma were not taken into consideration.  Due to the busy schedule of retailers, it was difficult to get proper time from them to answer all the questions.

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