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EXECUTIVE SUMMERY

Claris Lifesciences Ltd., a pharmaceutical company having its presence in 76 countries is


based in Ahmedabad, Gujarat, India. It primarily concentrates on the parenteral drugs and
drug delivery system. Having established its presence since 1991, it has achieved market
leadership in many parental

My project as Claris was concerned with finding out the potential of Injectable molecule
which Claris wanted to introduce in its generic Injectable segment. I worked under the
marketing department where in at the onset I was given a thorough orientation of the
organization, its unique business model where in individual entrepreneurship and corporate
governance go hand in hand, some of their well established products, their work culture and
rules and regulations were informed to me.

My work comprised of preparation of questionnaire, defining my target market, sample size.


My target market comprised of Chemists and Medical shop owners where in I required one to
one interaction hence by collecting information. Further for the collection of the secondary
information I referred various company sources, articles of Pharma industry and drug
directories.

During the course of my project I had an encouraging practical experience and a chance to
learn the practical aspect of the pharmaceutical industry and the corporate world on the
whole.

Putting my experiences in to words, “Business school is about theory while Business is all
about action.”

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OBJECTIVES

To find out the opportunity for new injectable drugs which Company do not have and for
which,

 There is high future potential in mid to long term and currently less
competitors.

 There is good movement in injectable drugs market.

 Acceptability is high

 To find out new or expected strength for the existing injectable drugs
as well as new drugs.

 Competitor scenario

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INTERODUCTION

 Pharmaceutical industry

Pharmaceutical Industry in India is one of the largest and most advanced among the
developing countries. It provides employment to millions and ensures that essential drugs at
affordable prices are available to the vast population of India. Indian Pharmaceutical Industry
has attained wide ranging capabilities in the complex field of drug manufacture and
technology. From simple pain killers to sophisticated antibiotics and complex cardiac
compounds, almost every type of drug is now made indigenously.

Indian Pharma Industry is playing a key role in promoting and sustaining development in the
vital field of medicines. Around 70% of the country's demand for bulk drugs, drug
intermediates, pharmaceutical formulations, chemicals, tablets, capsules, orals and vaccines
is met by Indian pharmaceutical industry. A number of Indian pharmaceutical companies
adhere to highest quality standards and are approved by regulatory authorities in USA and
UK.

Indian Pharmaceutical sector is highly fragmented with more than 20,000 registered units
and is very top heavy. The leading 250 pharmaceutical companies control 70% of the market
with market leader holding nearly 7% of the market share. There are also 5 Central Public
Sector Units that manufacture drugs. These units produce complete range of pharmaceuticals,
which include medicines ready for consumption by patients and about 350 bulk drugs, i.e.,
chemicals having therapeutic value and used for production of pharmaceutical formulations.
India is largely self-sufficient in case of formulations. More than 85% of the formulations
produced in the country are sold in the domestic market. Some life saving, new generation
under-patent formulations are imported, by MNCs, which they market in India. Over 60% of
India's bulk drug production is exported. The balance is sold locally to other formulators.

Pharmaceutical Industry in India has been de-licensed and industrial licensing for most of the
drugs and pharmaceutical products has been done away with. Manufacturers are now free to
produce any drug duly approved by the Drug Control Authority. Indian pharmaceutical
industry got a major boost with the signing of General Agreement on Tariffs and Trade in
January 2005 with which India began recognizing global patents. After recognizing the

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global patent regime the Indian Pharma market became a sought after destination for foreign
players.

India holds the lion's share of the world's contract research business as activity in the Pharma
market continues to explode in this region. Over 15 prominent contract research
organizations (CROs) are now operating in India attracted by her ability to offer efficient
R&D on a low-cost basis. Thirty five per cent of business is in the field of new drug
discovery and the rest 65 per cent of business is in the clinical trials arena. India offers a huge
cost advantage in the clinical trials domain compared to Western countries. The cost of hiring
a chemist in India is one-fifth of the cost of hiring a chemist in the West.

The future of Indian pharmaceutical sector looks extremely positive. Indian Pharma
companies are vying for the branded generic drug space to register their global presence.
Several Indian pharmaceutical companies have acquired companies in the US and Europe
and many others are raising funds to do so. For example, Ranbaxy acquired Romania's
Terapia, Ethimed NV of Belgium and GSK's generic business Allen SpA in Italy. Dr Reddy's
acquired German generic drug maker Betapharm. Companies like Glenmark Pharma, Lupin,
Aurobindo and Jubilant Organosys are on the lookout for lucrative acquisitions.
(Source:www.worldpharmanews.com)

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Injectable Drug Market in India

In India , the injectable market has shown significant growth with large potential for more.
The moving annual total in the domestic market for injectables was Rs 5,631.10 crores for
the year-ended-December-2008.

Injectable antibiotics market in particular has witnessed strong growth, the injectable
antibiotics market in India has shown robust growth in the last 4-5 years mainly because of
the introduction of high-end antibiotic brands at higher prices and the subsequent
proliferation of generic versions of many of the leading high-end antibiotic brands.

The domestic injectable antibiotics market is worth $425 million and has been growing at a
CAGR of 21 per cent in the last three years. The domestic market is likely to slow down a bit
and the expected CAGR in the next 5 years is likely to be 16 per cent taking the estimated
market value of injectable to $900 million.

The generic injectables segment that most Indian companies focus on is getting a boost from
government-sponsored healthcare programmes and private insurers. Injectables using small
molecules represent 25% of the market and are estimated to be at $35 billion of world
market, growing at 11%. Most generic injectables use small molecules which comprise 65%
of sales and are focused on oncology and cardiovascular. Monoclonal antibodies and
bioengineered vaccine injectables are expected to grow faster than the market.
(Source:www.pharmaworld.com)

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Non-prescription drugs
They may be sold “over the counter” since they are judged to be safe for use without
medical supervision.

Prescription drugs
They are considered to be unsafe for use except under medical supervision, therefore ,they
are dispensed only on a physician’s prescription.

GENERIC DRUGS

A generic drug is a drug which is produced and distributed without patent protection. The
generic drug may still have a patent on the formulation but not on the active ingredient.

A generic must contain the same active ingredients as the original formulation. According to
the U.S. Food and Drug Administration (FDA), generic drugs are identical or bioequivalent
to the brand name counterpart with respect to pharmacokinetic and pharmacodynamic
properties. By extension, therefore, generics are identical in dose, strength, route of
administration, safety, efficacy, and intended use.
In most cases, generic products are available once the patent protections afforded to the
original developer have expired. When generic products become available, the market
competition often leads to substantially lower prices for both the original brand name product
and the-generic-forms.

BRANDED DRUGS

A Branded Drug has a trade name and is drug manufactured by a well established
pharmaceutical company, protected by a patent. It cannot be produced or sold by any other
company. A brand name will be simpler than the generic name.
(Source: Elements of Pharmacology
book)

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WHAT IS INJECTABLE DRUG?

An Injection (often referred to as a "shot") is an infusion method of putting liquid into the
body, usually with a hollow needle and a syringe which is pierced through the skin to a
sufficient depth for the material to be forced into the body. An injection follows a Parenteral
route of administration, that is, administered other than through the digestive tract

Administration involving a needle or syringe occurs with several drug routes. These routes
are referred to as parentaral. Care must be taken to maintain asepsis with all injections and
injection sites. Intramuscular medications are injected into the muscle. All intramuscular
injections involve the practice of land marking, or identifying anatomical markers that
indicate the correct injection site and avoid damage to bone or nerves. Subcutaneous
injections are administered under the skin. Insulin is a common medication that is usually
given subcutaneously. Intradermal medications are used much less frequently than
subcutaneous or intramuscular injections. They are injected into the skin. Intravenous
medications are given through an intravenous line into the vein. These medications may be
mixed with a large amount of solution that is being infused, given in a small solution through
a port in the intravenous tubing (bolus), or attached in smaller infusion containers to the
larger infusion.

In all cases of administration with a needle or syringe, rotation of injection sites is required to
prevent damage to tissue. It is also important that the size of the needle is selected based on
the thickness of the medication to be given and the depth of the injection, while maximizing
the patients level of comfort during insertion. Needle sticks with contaminated needles are a
hazard to both health professional and patient. Care is taken to dispose of needles and
syringes rapidly in impervious containers. Protective systems that sheath the needle after use
are commonly used to prevent inadvertent needle sticks. Injectable or Intravenous (IV)
therapy is very common practice in hospitals; up to 80% of Hospitalized patients receive IV
therapy at some point during their stay in the hospital. Fluids, medications, blood and blood
products and nutrition can all be given by the IV Route which can be either peripheral or
central. IV fluids are administered to restore Hemodynamic stability and to restore fluid and
electrolyte balance. Hence, they are potentially life-saving in many situations.
(Source: www.pharmafocussia.com)

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TYPE OF INJECTIONAL ROUTE

 Intravenous (into a vein) e.g. many drugs, total Parenteral nutrition

 Intra-arterial (into an artery), e.g. vasodilator drugs in the treatment of vasospasm


and thrombolytic drugs for treatment of embolism

 Intramuscular (into a muscle), e.g. many vaccines, antibiotics, and long-term


psychoactive agents. Recreationally the colloquial term 'muscling' is used.

 Intracerebral (into the cerebrum) direct injection into the brain. Used in experimental
research of chemicals and as a treatment for malignancies of the brain.

 Intracardiac (into the heart), e.g. adrenaline during cardiopulmonary resuscitation (no
longer commonly performed)

 Subcutaneous (under the skin), e.g. insulin, a slang term for this method of
administration is skin popping (usually done with recreational drugs)

 Intraosseous infusion (into the bone marrow) is, in effect, an indirect intravenous
access because the bone marrow drains directly into the venous system. This route is
occasionally used for drugs and fluids in emergency medicine and pediatrics when
intravenous access is difficult.

 Intradermal, (into the skin itself) is used for skin testing some allergens, and also for
mantoux test for Tuberculosis

 Intrathecal (into the spinal canal) is most commonly used for spinal anesthesia and
chemotherapy

 Intraperitonial, (infusion or injection into the peritoneum) e.g. peritoneal dialysis

 Intravesical infusion is into the urinary bladder.

(Source: Elements of Pharmacology book)

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About Claris Lifesciences Ltd.
 VISION

To be one of the worlds’ leading and most admired pharmaceutical companies in the global
Generics industry.

 BUSINESSES

• Anesthesia

• Plasma Volume Expanders & Blood Products

• Clinical Nutrition

• Renal and Transplant

• Oncology

• Anti infectives

• Infusion therapy

• Pharmaceutical Generics

 MARKET PRESENCE:

• Presence in 76 countries across Latin America, Europe, Gulf, Africa, CIS, Central
Asia and Asia- Pacific

• Subsidiary companies, laboratories, office infrastructure

• Grass root marketing and brand building

• Supplier to aid agencies

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 MANUFACTERING

• World class facilities designed to manufacture aqueous and lipid emulsion products
across various drug delivery systems.

• Bags

PVC/Non-PVC – single bags

Multi-chamber bags

Double bag systems

• Glass containers

Bottles

Vials

Ampoules

• Aseptic manufacturing

Liquid form

Oral Form

 New /Future technologies

• Lyophilization

• Prefilled syringes

Glass

• Liposomal technology

Cytotoxic

• Soft gelatin capsules

• Blow-Fill-Seal.

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Emotional Pharmacopoeia
The company's philosophy is based on Emotional Pharmacopoeia. A pharmacopoeia
is a document, which gives various guidelines about making a product. Different countries
like USA, UK, INDIA have their own pharmacopoeia. We have gone one step ahead and
made an emotional pharmacopoeia, which means every time you make, release or market a
product, the first question you should ask is “Can we use it on our dearest ones?” If your
heart says yes, with 100% confidence about its quality, you can accept the product and make
it available to save lives of patients across the world.
(Source: clarislifesciences.com)

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RESEARCH DESIGN

This design consist of sample of Retailers in East zone of Ahmedabad, to understand the
movement of Injectable molecules.

Sample Selection :Randomly on convenience basis.

Sample Size : 137


Sampling procedure : Area sampling (Cluster sampling)

Data Collection Methods

Primary Data : By one-to-one discussion and questionnaire with retailers.

Secondary data : Internet, Company sources, Magazines.

Research Instruments : Questionnaire

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Scheduling

The research is completed within the time span of eight weeks starting from 20th May .The
schedule is presented here week wise.

Weeks Starting date Work done


1st 20th May Training about the Products

2nd 27th May Designing the questionnaire

3rd 3rd June Survey

4th 10th June Survey

5th 17th June Survey

6th 24rd June Survey

7th 1st July Analysis of the data

8th 8th July Presenting the results

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DATA ANALYSIS AND FINDING (BASED ON
POTENTIAL)

Molecules AVERAGE Quantity POTENTIAL(Rs.)


MRPs (Monthly)
Amoxicillin + Clavulanic Acid 141.90 1647.00 220472.62

Amikacin Sulphate 61.27 2677.00 161506.23

Pantoprazole 58.42 1590.00 92967.00

Ondansetron 26.59 3381.00 89129.48

Multivitamin Infusion 13.79 3940.00 54146.16

Diclofenac Sodium 9.74 4210.00 41084.25

Tramadol 27.98 830.00 23266.38

Vitamin B-Complex 4.24 4455.00 18955.85

Amoxicillin 19.02 945.00 18675.00

Ranitidine 3.23 5475.00 17439.15

Ampicillin 250 mg + 13.47 1355.00 16886.50


Cloxacillin 250 mg

Calcium Gluconate 34.67 350.00 12280.00

Ampicillin 1 g + Salbactum 109.44 109.00 11902.50


0.5 g

Gentamicin 7.14 1565.00 11483.43

Frusemide 29.98 353.00 10550.76

Dexamethasone 7.14 1012.00 7245.16

Artesunate 217.00 25.00 5285.00

Atropin Sulphate 10.92 427.00 4557.33

Metoclopramide 6.78 505.00 3410.75

Chloroquine Phosphate 5.07 574.00 2838.45

Matoclopramide 6.70 182.00 1244.80

Daizapam 5.00 5.00 25.00


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*Potential is the product of average MRP of different brands for particular molecule and the
quantity sold (monthly) for that molecule.

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5 MOLECULES WITH HIGEST POTENTIAL
Molecules POTENTIAL(Rs.) % SHARE
Amoxicillin + Clavulanic Acid 220472.62 36 %

Amikacin Sulphate 161506.23 26 %

Pantoprazole 92967.00 15 %

Ondansetron 89129.48 14 %

Multivitamin Infusion 54146.16 9%

Graph shows the relation between molecules and their potentials. Amoxicillin + Clavulanic
acid has the highest potential while other molecules follow it up.

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Graph shows the percentage share of 5 Molecules having the highest potential. Amoxicillin +
Clavulanic acid has the highest percentage share while other molecules follow it up.

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MOLECULES – AREA - TOTAL
Sr.No Molecules Name of Area Potential (Rs.)
1 Amoxicillin + Clavulanic Acid Meghani nagar 108811.67

Maninagar 68409.00

C.T.M 19327.95

Kankaria 16340.00

BAPUNAGAR 6004.00

VASTRAL 1580.00

Amoxicillin + Clavulanic Acid Total 220472.62

2 Amikacin Sulphate Meghani nagar 58442.50

Maninagar 40439.43

BAPUNAGAR 35877.50

Kankaria 8139.80

ODHAV 7367.50

C.T.M 4762.50

Amraiwadi 3492.50

VASTRAL 2984.50

Amikacin Sulphate Total 161506.23

3 Pantoprazole Meghani nagar 38045.00

Maninagar 34528.00

BAPUNAGAR 8656.55

Kankaria 6591.35

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C.T.M 2234.35

ODHAV 1490.00

Amraiwadi 1421.75

Pantoprazole Total 92967.00

4 Ondansetron Maninagar 25766.00

BAPUNAGAR 24957.83

Meghani nagar 24899.00

C.T.M 4765.00

Kankaria 3529.50

VASTRAL 1979.65

ODHAV 1642.50

Amraiwadi 1590.00

Ondansetron Total 89129.48

5 Multivitamin Infusion Meghani nagar 19966.48

Maninagar 19578.43

BAPUNAGAR 5173.80

Amraiwadi 3544.98

Kankaria 3132.07

VASTRAL 1377.50

ODHAV 772.90

C.T.M 600.00

Multivitamin Infusion Total 54146.16

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AREA – MOLECULES - POTENTIAL

AREA MOLECULES POTENTIAL (Rs.)


Amraiwadi
Multivitamin Infusion 3544.98
Amikacin Sulphate 3492.50
Ondansetron 1590.00
Pantoprazole 1421.75
Ranitidine 1089.00
Diclofenac Sodium 1087.50
Frusemide 793.20
Vitamin B-Complex 727.50
Dexamethasone 320.85
Metoclopramide 138.00
Chloroquine Phosphate 68.56

Potential of Molecules in Amraiwadi area. In which Multivitamin Infusion has the


highest potential while other molecules follow it up.
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 Potential of different molecules in Bapunagar area.

AREA MOLECULES POTENTIAL (Rs.)


Amikacin Sulphate 35877.50
Ondansetron 24957.83
Pantoprazole 8656.55
Diclofenac Sodium 8055.00
Tramadol 6698.13
Amoxicillin + Clavulanic Acid 6004.00
Multivitamin Infusion 5173.80
Ranitidine 4592.05
Vitamin B-Complex 3090.00
BAPUNAGAR Artesunate 1120.00
Dexamethasone 863.81
Metoclopramide 749.50
Ampicillin 250 mg + Cloxacillin 250 mg 672.50
Amoxicillin 595.00
Calcium Gluconate 360.00
Gentamicin 345.95
Chloroquine Phosphate 233.40
Atropin Sulphate 75.00
Daizapam 25.00

Potential of Molecules in Bapunagar area.Amikacin Sulphate has the highest potential while
other molecules follow it up.

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 Potential of different molecules in C.T.M area.

AREA MOLECULES POTENTIAL (Rs.)


Amoxicillin + Clavulanic Acid 19327.95
C.T.M
Ondansetron 4765.00
Amikacin Sulphate 4762.50
Amoxicillin 3120.00
Pantoprazole 2234.35
Atropin Sulphate 900.00
Multivitamin Infusion 600.00
Ranitidine 495.00
Ampicillin 250 mg + Cloxacillin 250 mg 285.00

Potential of Molecules in C.T.M area.Amoxicillin + Clavulanic acid has the highest potential
while other molecules follow it up.

 Potential of different molecules in Kankaria area.

AREA MOLECULES POTENTIAL (Rs.)

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Kankaria Amoxicillin + Clavulanic Acid 16340.00
Amikacin Sulphate 8139.80
Pantoprazole 6591.35
Ondansetron 3529.50
Multivitamin Infusion 3132.07
Diclofenac Sodium 2058.00
Amoxicillin 1700.00
Vitamin B-Complex 1041.25
Tramadol 847.50
Frusemide 753.00
Ranitidine 733.70
Ampicillin 250 mg + Cloxacillin 250 mg 595.00
Gentamicin 530.00
Dexamethasone 427.80
Metoclopramide 207.00
Atropin Sulphate 198.75

Chloroquine Phosphate 184.80

Potential of Molecules in Kankaria area. Amoxicillin + Clavulanic acid has the highest
potential while other molecules follow it up.

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 Potential of different molecules in Maninagar area.

AREA MOLECULES POTENTIAL(Rs.)


Maninagar Amoxicillin + Clavulanic Acid 68409.00
Amikacin Sulphate 40439.43
Pantoprazole 34528.00
Ondansetron 25766.00
Multivitamin Infusion 19578.43
Diclofenac Sodium 12991.33
Ampicillin 1 g + Salbactum 0.5 g 8382.50
Calcium Gluconate 7140.00
Amoxicillin 7055.00
Tramadol 6841.75
Ampicillin 250 mg + Cloxacillin 250 mg 5610.00
Vitamin B-Complex 5522.50
Ranitidine 4774.80
Frusemide 4427.52
Gentamicin 3065.08
Dexamethasone 2245.95
Atropin Sulphate 2073.75
Metoclopramide 1518.00
Artesunate 1120.00

Chloroquine Phosphate 1093.67

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 Potential of different molecules in Meghani nagar area.

AREA MOLECULES POTENTIAL(Rs.)


Meghani nagar Amoxicillin + Clavulanic Acid 108811.67
Amikacin Sulphate 58442.50
Pantoprazole 38045.00
Ondansetron 24899.00
Multivitamin Infusion 19966.48
Diclofenac Sodium 14643.25
Ampicillin 250 mg + Cloxacillin 250 mg 8514.00
Tramadol 8314.00
Vitamin B-Complex 7599.50
Gentamicin 6989.00
Amoxicillin 6205.00
Calcium Gluconate 4600.00
Ranitidine 4566.60
Ampicillin 1 g + Salbactum 0.5 g 3520.00
Frusemide 3372.24
Dexamethasone 2994.60
Atropin Sulphate 1191.83
Matoclopramide 1168.00
Chloroquine Phosphate 1152.42

Metoclopramide 345.00

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 Potential of different molecules in Odhav area.

AREA MOLECULES POTENTIAL(Rs.)


ODHAV Amikacin Sulphate 7367.50
Artesunate 3045.00
Diclofenac Sodium 1812.50
Ondansetron 1642.50
Pantoprazole 1490.00
Multivitamin Infusion 772.90
Ranitidine 759.00
Frusemide 753.00
Ampicillin 250 mg + Cloxacillin 250 mg 535.00
Vitamin B-Complex 495.00
Tramadol 282.50
Dexamethasone 178.25
Metoclopramide 96.00
Matoclopramide 76.80
Gentamicin 62.90

Chloroquine Phosphate 52.80

Potential of molecules in Odhav area. Amikacin Sulphate has the highest potential while
other molecules follow it up.

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 Potential of different molecules in Vastral area.

AREA MOLECULES POTENTIAL (Rs.)


VASTRAL Amikacin Sulphate 2984.50
Ondansetron 1979.65
Amoxicillin + Clavulanic Acid 1580.00
Multivitamin Infusion 1377.50
Ampicillin 250 mg + Cloxacillin 250 mg 675.00
Gentamicin 490.50
Vitamin B-Complex 480.10
Frusemide 451.80
Diclofenac Sodium 436.67
Ranitidine 429.00
Metoclopramide 357.25
Tramadol 282.50
Dexamethasone 213.90
Calcium Gluconate 180.00
Atropin Sulphate 118.00

Chloroquine Phosphate 52.80

Potential of Molecules in Vastral area. Amikacin Sulphate has the highest potential while
other molecules follow it up.

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MOLECULE – HOSPITALS - POTENTIALS

MOLECULE HOSPITALS POTENTIAL(Rs.)


Civil Hos 108811.67

L.G.Hospital 71026.50
Doctor's House 19327.95
Amoxicillin+ Clavulanic
Doctor 13722.50
Acid
House,R'St
Kakdiya Hos 6004.00
Matruchhaya 1580.00

Hospital wise potential of Amoxicillin+Clavulanic Acid. Civil Hospital shows the highest
potential among all the hospitals.

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 Potential of Amikacin Sulphate in different Hospitals.

MOLECULE HOSPITALS POTENTIAL (Rs.)


Civil Hos 58442.50
L.G.Hospital 40015.20
Kakdiya Hos 35877.50
AMIKACIN SULPHATE Doctor House,R'St 12056.53
Dr.House ODHAV 7367.50
Doctor's House 4762.50
Matruchhaya 2984.50

Hospital wise potential of Amikacin Sulphate. Civil Hospital shows the highest potential
among all the hospitals.

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 Potential of Pantoprazole in different Hospitals.

MOLECULE HOSPITALS POTENTIAL (Rs.)

Civil Hos 38045.00

L.G.Hospital 35368.23

Pantoprazole Kakdiya Hos 8656.55

Doctor House,R'St 7172.88

Doctor's House 2234.35

Dr.House ODHAV 1490.00

Hospital wise potential of Pantoprazole. Civil Hospital shows the highest potential among all
the hospitals.

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 Potential of Ondasetron in different Hospitals.

MOLECULE HOSPITALS POTENTIAL (Rs.)


L.G.Hospital 27023.50
Kakdiya Hos 24957.83
Civil Hos 24899.00
Ondansetron
Doctor's House 4765.00
Doctor House, R'St 3862.00
Matruchhaya 1979.65
Dr.House ODHAV 1642.50

Hospital wise potential of Ondasetron. L.G. Hospital shows the highest potential among all
the hospitals.

 Potential of Multivitamin Infusion in different Hospitals.

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MOLECULE HOSPITALS POTENTIAL (Rs.)
L.G.Hospital 23800.93
Civil Hos 19966.48
Kakdiya Hos 5173.80
Multivitamin Infusion
Doctor House,R'St 2454.55
Matruchhaya 1377.50
Dr.House ODHAV 772.90
Doctor's House 600.00

Hospital wise potential of Multivitamin Infusion. L.G.Hospital shows the highest potential
among all the hospitals.

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Competitors’ Scenario

Sr.No. Molecules Brands Companies

Augmentin GSK

Boostim SVIZERA H. CARE


Amoxicillin +
1
Clavulanic Acid
Clavam ALKEM

Moxclav REXCEL

Mikacin ARISTO

Amizec ZEE LAB

2 Amikacin Sulphate
Mikastar DISCOVERY
MANKIND

Amicin BIOCHEMIST

Pan 40 ALKEM

3 Pantoprazole Pantodac CADILA

Pantop ARISTO

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4 Ondansetron Emeset CIPLA

Ondem ALKEM

Periset IPCA

Vomikind MANKIND

Zofar SUN

Stean STRONCH

Vomiset INDI PHARMA

Ontic CORONA

Eldervit ELDER

Vitcofol FDC

MVI USV

Multivitamin
5 Optinuron LUPIN
Infusion

Nurokind MANKIND

Nervic UNIMARCK

Nervizen UNIMARCK

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Schemes for molecules in particular area and potential of
Molecules under that scheme :

Sr.No Molecules Name of Area Scheme POTENTIAL


(Rs.)

1 Amoxicillin + Meghani nagar Net 8835.00


Clavulanic Acid (No Scheme) 99976.67

Meghani nagar Total 108811.67

Maninagar Net 474.00

(No Scheme) 67935.00

Maninagar Total 68409.00

C.T.M (No Scheme) 19327.95

C.T.M Total 19327.95

Kankaria (No Scheme) 16340.00

Kankaria Total 16340.00

BAPUNAGAR (No Scheme) 6004.00

BAPUNAGAR Total 6004.00

VASTRAL (No Scheme) 1580.00

VASTRAL Total 1580.00

Amoxicillin + 220472.62
Clavulanic Acid Total

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2 Amikacin Sulphate Meghani nagar 1+1 5080.00

2+1 3337.50

3+1 3175.00

5+1 3810.00

(No Scheme) 43040.00

Meghani nagar Total 58442.50

Maninagar 10+2 3579.60

10+4 11294.20

5+1 6821.20

5+1/2 635.00

(No Scheme) 18109.43

Maninagar Total 40439.43

BAPUNAGAR 10+4 635.00

22+11 3810.00

3+1 952.50

5+1/2 1270.00

(No Scheme) 29210.00

BAPUNAGAR Total 35877.50

Kankaria 10+1 635.00

5+1/2 1789.80

(No Scheme) 5715.00

Kankaria Total 8139.80

ODHAV 10+2 952.50

10+4 1587.50

11+10 1905.00

(No Scheme) 2922.50

ODHAV Total 7367.50

C.T.M 3+1 952.50

(No Scheme) 3810.00


36
3 Pantoprazole Meghani nagar (No Scheme) 38045.00

Meghani nagar Total 38045.00

Maninagar (No Scheme) 34528.00

Maninagar Total 34528.00

BAPUNAGAR 10+1 1188.70

(No Scheme) 7467.85

BAPUNAGAR Total 8656.55

Kankaria (No Scheme) 6591.35

Kankaria Total 6591.35

C.T.M 5+1 284.35

(No Scheme) 1950.00

C.T.M Total 2234.35

ODHAV 5+1 870.00

(No Scheme) 620.00

ODHAV Total 1490.00

Amraiwadi (No Scheme) 1421.75

Amraiwadi Total 1421.75

Pantoprazole Total 92967.00

37
4 Ondansetron Maninagar 10+1 6620.00

5+1 2510.00

9+1 1255.00

(No Scheme) 15381.00

Maninagar Total 25766.00

BAPUNAGAR 4+1 600.00

(No Scheme) 24357.83

BAPUNAGAR Total 24957.83

Meghani nagar 9+1 960.00

(No Scheme) 23939.00

Meghani nagar Total 24899.00

C.T.M 5+1 805.00

(No Scheme) 3960.00

C.T.M Total 4765.00

Kankaria (No Scheme) 3529.50

Kankaria Total 3529.50

VASTRAL 10+4 287.50

4+1 113.25

5+1 1020.00

(No Scheme) 558.90

VASTRAL Total 1979.65

ODHAV 10+1 113.00

4+1 680.00

4+2 396.50

(No Scheme) 453.00

ODHAV Total 1642.50

Amraiwadi (No Scheme) 1590.00

Amraiwadi Total 1590.00

38
Ondansetron Total 89129.48

5 Multivitamin Infusion Meghani nagar 10+1 387.50

20+1 1346.40

25+1 435.25

(No Scheme) 17797.33

Meghani nagar Total 19966.48

Maninagar 10+1 329.40

20+1 2470.50

(No Scheme) 16778.53

Maninagar Total 19578.43

BAPUNAGAR (No Scheme) 5173.80

BAPUNAGAR Total 5173.80

Amraiwadi (No Scheme) 3544.98

Amraiwadi Total 3544.98

Kankaria (No Scheme) 3132.07

Kankaria Total 3132.07

VASTRAL (No Scheme) 1377.50

VASTRAL Total 1377.50

ODHAV (No Scheme) 772.90

ODHAV Total 772.90

C.T.M (No Scheme) 600.00

C.T.M Total 600.00

39
ANALYSIS AND FINDING (BASED ON VOLUME)

MOLECULES Quantity (Monthly)

Ranitidine 5475.00
Vitamin B-Complex 4455.00

Diclofenac Sodium 4210.00


Multivitamin Infusion 3940.00

Ondansetron 3381.00
Amikacin Sulphate 2677.00

Amoxicillin + Clavulanic Acid 1647.00


Pantoprazole 1590.00

Gentamicin 1565.00
Ampicillin 250 mg + Cloxacillin 250 mg 1355.00

Dexamethasone 1012.00
Amoxicillin 945.00

Tramadol 830.00
Chloroquine Phosphate 574.00

Metoclopramide 505.00
Atropin Sulphate 427.00

Frusemide 353.00
Calcium Gluconate 350.00

Matoclopramide 182.00
Ampicillin 1 g + Salbactum 0.5 g 109.00

Artesunate 25.00
Daizapam 5.00

40
Graph shows the relationship between molecules and quantity sold per month. Ranitidine has
the highest quantity sold while Vitamin B-Complex, Diclofenac Sodium, Multivitamin
Infusion, Ondasetron and others follow it up respectively.

41
5 MOST MOVEBLE MOLECULES (In terms of Quantity
sold per month)

MOLECULES Sum of Quantity (Monthly)

Ranitidine 5475.00

Vitamin B-Complex 4455.00

Diclofenac Sodium 4210.00

Multivitamin Infusion 3940.00

Ondansetron 3381.00

Graph shows the relationship between molecules and quantity sold per month. Ranitidine has
the highest quantity sold while Vitamin B-Complex, Diclofenac Sodium, Multivitamin
Infusion, Ondasetron follow it up respectively.

42
Percentage share of Molecules in terms of Quantity (Monthly). Ranitidine has the highest
percentage (In terms of Quantity) while Vitamin B-Complex, Diclofenac Sodium,
Multivitamin Infusion, Ondasetron and others follow it up respectively.

43
MOLECULES – AREA - QUANTITY
MOLECULE AREA QUANTITY (MONTHLY)
Maninagar 1535.00
Meghani nagar 1440.00
BAPUNAGAR 1430.00
Ranitidine
Amraiwadi 330.00
ODHAV 230.00
Kankaria 230.00
C.T.M 150.00
VASTRAL 130.00
Ranitidine Total 5475.00

Quantity sold (monthly) of Ranitidine in different areas. Highest quantity of Ranitidine is


sold in Maninagar while Meghani nagar, Bapunagar, Amraiwadi and other areas follow it up
respectively.

44
Total quantity of Vitamin B-Complex in different areas.

MOLECULE AREA QUANTITY (MONTHLY)


Meghani nagar 1780.00
Maninagar 1285.00
Vitamin B-Complex BAPUNAGAR 735.00
Kankaria 245.00
Amraiwadi 180.00
ODHAV 120.00
VASTRAL 110.00
Vitamin B-Complex Total 4455.00

Quantity sold (monthly) of Vitamin B-Complex in different areas. Highest quantity of


Vitamin B-Complex is sold in Meghani nagar while Maninagar, Bapunagar, Kankaria and
other areas follow it up respectively.
45
Total quantity of Diclofenac Sodium in different areas.

MOLECULE AREA QUANTITY (MONTHLY)

Meghani nagar 1505.00


Maninagar 1325.00

Diclofenac Sodium BAPUNAGAR 825.00


Kankaria 210.00

ODHAV 190.00
Amraiwadi 110.00

VASTRAL 45.00
Diclofenac Sodium Total 4210.00

Quantity sold (monthly) of Diclofenac Sodium in different areas. Highest quantity of


Diclofenac Sodium is sold in Meghani nagar while Maninagar, Bapunagar, Kankaria and
other areas follow it up respectively.

Total quantity of Multivitamin Infusion in different areas.


46
MOLECULE AREA QUANTITY (MONTHLY)
Meghani nagar 1620.00
Maninagar 1185.00
BAPUNAGAR 460.00
Multivitamin Infusion
Kankaria 215.00
Amraiwadi 210.00
VASTRAL 100.00
ODHAV 90.00
C.T.M 60.00
Multivitamin Infusion Total 3940.00

Quantity sold (monthly) of Multivitamin Infusion in different areas. Highest quantity of


Multivitamin Infusion is sold in Meghani nagar while Maninagar, Bapunagar, Kankaria and
other areas follow it up respectively.

Total quantity of Ondasetron in different areas.

47
MOLECULE AREA QUANTITY (MONTHLY)
BAPUNAGAR 1245.00
Maninagar 885.00
Meghani nagar 760.00
Ondansetron
C.T.M 175.00
Kankaria 120.00
VASTRAL 81.00
ODHAV 65.00
Amraiwadi 50.00
Ondansetron Total 3381.00

Quantity sold (monthly) of Ondasetron in different areas. Highest quantity of


Ondasetron is sold in Bapunagar while Maninagar, Meghani nagar, C.T.M and
other areas follow it up respectively.

MOLECULES – HOSPITALS – QUANTITY


Total quantities (monthly) sold of Ranitidine according to Hospitals.
48
MOLECULE HOSPITAL QUANTITY

L.G.Hospital 1695.00

Civil Hos 1440.00

Ranitidine Kakdiya Hos 1430.00

Doctor House,R'St 400.00

Dr.House ODHAV 230.00

Doctor's House 150.00

Matruchhaya 130.00

Ranitidine Total 5475.00

Quantity sold (monthly) of Ranitidine in different Hospitals. Highest quantity of Ranitidine


sold in L.G.Hospital nearby area while other Hospitals follow it up.

49
Total quantities(monthly) sold of Vitamin B-Complex according to Hospitals.

MOLECULE HOSPITAL QUANTITY

Civil Hos 1780.00

L.G.Hospital 1540.00
Vitamin B-Complex
Kakdiya Hos 735.00

Doctor House,R'St 170.00

Dr.House ODHAV 120.00

Matruchhaya 110.00

Vitamin B-Complex Total 4455.00

Quantity sold (monthly) of Vitamin B-Complex in different Hospitals. Highest quantity of


Vitamin B-Complex sold in Civil Hospital nearby area while other Hospitals follow it up.

50
Total quantities (monthly) sold of Diclofenac Sodium according to Hospitals.

MOLECULE HOSPITAL QUANTITY

Civil Hos 1505.00

L.G.Hospital 1440.00
Diclofenac Sodium
Kakdiya Hos 825.00

Doctor House,R'St 205.00

Dr.House ODHAV 190.00

Matruchhaya 45.00

Diclofenac Sodium Total 4210.00

Quantity sold (monthly) of Diclofenac Sodium in different Hospitals. Highest quantity of


Diclofenac Sodium sold in Civil Hospital nearby area while other Hospitals follow it up.

51
Total quantities (monthly) sold of Multivitamin Infusion according to Hospitals.

MOLECULE HOSPITAL QUANTITY

Civil Hos 1620.00

L.G.Hospital 1450.00

Multivitamin Infusion Kakdiya Hos 460.00

Doctor House,R'St 160.00

Matruchhaya 100.00

Dr.House ODHAV 90.00

Doctor's House 60.00

Multivitamin Infusion Total 3940.00

Quantity sold (monthly) of Multivitamin Infusion in different Hospitals. Highest quantity of


Multivitamin Infusion sold in Civil Hospital nearby area while other Hospitals follow it up.

Total quantities of Ondasetron according to Hospitals.

52
MOLECULE HOSPITAL QUANTITY

Kakdiya Hos 1245.00

L.G.Hospital 930.00

Ondansetron Civil Hos 760.00

Doctor's House 175.00

Doctor House,R'St 125.00

Matruchhaya 81.00

Dr.House ODHAV 65.00

Ondansetron Total 3381.00

Quantity sold (monthly) of Ondasetron in different Hospitals. Highest quantity of Ondasetron


sold in Kakdiya Hospital, Bapunagar nearby area while other Hospitals follow it up.

COMPETITORS’ SCENARIO

53
Sr. No. MOLECULES BRANDS COMPANIES
Aciloc CADILA
Rantac J.B.C
1 Ranitidine
Zantac Dr. REDDY
Ranitin TORRENT
Nerobion MERCK
Vitamin B-Complex Polybion MERCK
2
Vitneurin GSK
Dainapar TROIKAA
Diclonec LUPIN
Vovaran NOVARTIS
3 Diclofenac Sodium Dicloran J.B.C
Diclozecic TORRENT
Emeset CIPLA
Ondem ALKEM
Periset IPCA
Vomikind MANKIND
Zofar SUN
4 Ondansetron Stean STRONCH
Vomiset INDI PHARMA
Ontic CORONA
Emset CIPLA
Vitcofol FDC
MVI USV
Optinuron LUPIN
5 Multivitamin Infusion Nurokind MANKIND
Nervic UNIMARCK
Nervizen UNIMARCK
Eldervit ELDER

Schemes for molecules in particular area and quantity being


sold under those schemes:
QUANTITY
MOLECULES AREA SCHEME (MONTHLY)

54
No Scheme 825.00
10+1 530.00
Maninagar
20+1 140.00
9+1 40.00
Maninagar Total 1535.00
No Scheme 1150.00
20+1 110.00
Meghani nagar
5+1/2 100.00
10+1/2 80.00
Meghani nagar Total 1440.00
No Scheme 1050.00
BAPUNAGAR
20+1 380.00
BAPUNAGAR Total 1430.00
No Scheme 245.00
Ranitidine
15+1 30.00
Amraiwadi
20+1 30.00
5+1 25.00
Amraiwadi Total 330.00
No Scheme 215.00
ODHAV
10+2 15.00
ODHAV Total 230.00
No Scheme 150.00
Kankaria 20+1 50.00
9+1 30.00
Kankaria Total 230.00
C.T.M No Scheme 150.00
C.T.M Total 150.00
10+1 70.00
VASTRAL
No Scheme 60.00
VASTRAL Total 130.00
Ranitidine Total 5475.00

55
No Scheme 1630.00
Meghani nagar 20+1 100.00
10+1/2 50.00
Meghani nagar Total 1780.00
No Scheme 750.00
Maninagar
20+1 535.00
Maninagar Total 1285.00
No Scheme 435.00
10+1 160.00
BAPUNAGAR
Vitamin B-Complex 20+2 120.00
20+1 20.00
BAPUNAGAR Total 735.00
No Scheme 165.00
Kankaria
20+1 80.00
Kankaria Total 245.00
Amraiwadi No Scheme 180.00
Amraiwadi Total 180.00
ODHAV No Scheme 120.00
ODHAV Total 120.00
VASTRAL No Scheme 110.00
VASTRAL Total 110.00
Vitamin B-Complex Total 4455.00

56
No Scheme 1275.00
10+1 130.00
Meghani nagar
Net 50.00
20+1 50.00
Meghani nagar Total 1505.00
Maninagar No Scheme 1135.00
5+1/2 100.00
10+1 90.00
Maninagar Total 1325.00
No Scheme 780.00
BAPUNAGAR
10+1 45.00
Diclofenac Sodium
BAPUNAGAR Total 825.00
No Scheme 140.00
Kankaria
10+1 70.00
Kankaria Total 210.00
No Scheme 125.00
ODHAV 9+1 55.00
10+1 10.00
ODHAV Total 190.00
No Scheme 60.00
Amraiwadi
20+2 50.00
Amraiwadi Total 110.00
VASTRAL No Scheme 45.00
VASTRAL Total 45.00
Diclofenac Sodium Total 4210.00

57
No Scheme 1400.00
20+1 120.00
Meghani nagar
10+1 50.00
25+1 50.00
Meghani nagar Total 1620.00
No Scheme 1015.00
Maninagar 20+1 150.00
10+1 20.00
Maninagar Total 1185.00
Multivitamin Infusion BAPUNAGAR No Scheme 460.00
BAPUNAGAR Total 460.00
Kankaria No Scheme 215.00
Kankaria Total 215.00
Amraiwadi No Scheme 210.00
Amraiwadi Total 210.00
VASTRAL No Scheme 100.00
VASTRAL Total 100.00
ODHAV No Scheme 90.00
ODHAV Total 90.00
C.T.M No Scheme 60.00
C.T.M Total 60.00
Multivitamin Infusion
Total 3940.00

58
No Scheme 1225.00
BAPUNAGAR
4+1 20.00
BAPUNAGAR Total 1245.00
No Scheme 485.00
10+1 250.00
Maninagar
5+1 100.00
9+1 50.00
Maninagar Total 885.00
No Scheme 730.00
Meghani nagar
9+1 30.00
Meghani nagar Total 760.00
No Scheme 140.00
C.T.M
5+1 35.00
Ondansetron
C.T.M Total 175.00
Kankaria No Scheme 120.00
Kankaria Total 120.00
5+1 30.00
10+4 25.00
VASTRAL
No Scheme 21.00
4+1 5.00
VASTRAL Total 81.00
ODHAV No Scheme 20.00
4+1 20.00
4+2 15.00
10+1 10.00
ODHAV Total 65.00
Amraiwadi No Scheme 50.00
Amraiwadi Total 50.00
Ondansetron Total 3381.00

59
ASSUMPTION

 In this study it is assumed that the entire population of retailers selling different
injectable drugs is represented by the selected sample.

LIMITATION
 Survey does not include the Hospital Pharmacy.

 Quantity values are approximate and it does not indicate the actual number.

 In particular area no. of medicals responded are less than the actual no. of medicals

present in area.

 Total sample size is only 137 for East zone.

60
 CONCLUSION
Conclusion form the sample surveyed to understand the movement of most movable
Injectable molecule ;

 BASED ON POTENTIAL
From the Survey,
► Amoxicillin + Clavulanic Acid has the highest potentials, while Amikacin
Sulphate, Pantoprazole, Ondansetron, Multivitamin Infusion follow it up
respectively.

No. Molecules Potential (Rs.) Quantity(Monthly) No. of


Competitor
Brands

1 Amoxicillin + Clavulanic 220472.62 1647 4


Acid

2 Amikacin Sulphate 161506.23 2677 4

3 Pantoprazole 92967.00 1590 3

4 Ondansetron 89129.48 3381 8

5 Multivitamin Infusion 54146.16 3940 7

61
Graph shows the percentage share of 5 Molecules having the highest potential. Amoxicillin +
Clavulanic acid has the highest percentage share while other molecules follow it up.

62
BASED ON VOLUME (No. OF QUANTITY SOLD PER MONTH)

► Ranitidine has the highest no. of quantity sold per month while Vitamin B-Complex,
Diclofenac Sodium, Multivitamin Infusion, Ondansetron follow it up respectively.

Sr. MOLECULES QUANTITY POTENTIAL No. OF


No. (MONTHLY) (Rs.) COMPETITOR
BRANDS

1 Ranitidine 5475.00 17439.15 4

2 Vitamin B-Complex 4455.00 18955.85 4

3 Diclofenac Sodium 4210.00 41084.25 5

4 Multivitamin Infusion 3940.00 54146.16 8

5 Ondansetron 3381.00 89129.48 7

63
Percentage share of Molecules in terms of Quantity(Monthly). Ranitidine has the highest
percentage (In terms of Quantity) while Vitamin B-Complex, Diclofenac Sodium,
Multivitamin Infusion, Ondasetron and others follow it up respectively.

64
RECOMMANDATION

From the Report and Analysis of Data, I would suggest five molecules with respect two
different view.

 To gain the potential in new molecules, I would recommend the company to go with
the five molecules having the highest potential. They are ;

 Amoxicillin + Clavulanic Acid

 Amikacin Sulphate

 Pantoprazole

 Multivitamin Infusion

 Ondasetron respectively.

 To build up money rotation, I would suggest company to go with the molecules which
are sold in highest quantity per month. They are ;

 Ranitidine

 Vitamin B-Complex

 Diclofenac sodium

 Multivitamin Infusion

 Ondasetron respectively.

65
BIBLIOGRAPHY

 BOOKS

 Drug Today (January – March 2009)

 IDR

 Elements Of Pharmacology (By R.K.Goyal & Anita Mehta)

 WEBSITES

 www.clarislifesciences.com

 www.evaluatepharma.com

 www.pharmaceutical-technology.com

 www.pharmafocusasia.com

 www.worldpharmanews.com

 economictimes.indiatimes.com

 www.pharmainfo.com

 www.pharmaworld.com

66
ANNEXURE
 QUESTIONNAIRE
Name of Retailer: Date:
Area:

Qty Sold
S. No. Generic Name Strength Competitor Information
Per Week
Brand Name MRP Brand Name MRP Brand Name MRP Scheme
1 Amikacin Sulphate 50 mg/ml
2 Amikacin Sulphate 125 mg/ml
3 Amikacin Sulphate 250 mg/ml
4 Ampicillin 1 g + Salbactum 0.5 g
5 Amoxicillin 250 mg
6 Amoxicillin 500 mg
7 Amoxicillin + Clavulanic Acid
8 Ornidazole 5 mg/ml
9 Ampicillin 250 mg + Cloxacillin 250 mg
10 Ampicillin Sodium 500 mg
11 Meropenem
12 Gentamicin 10 mg/ml
12 Rabeprazole 20 mg
13 Ranitidine 25 mg/ml
14 Pantoprazole 40 mg/ml
15 Diclofenac Sodium 25 mg/ml
16 Ketorolac 30 mg/ml
17 Tramadol 50 mg/ml
18 Ondansetron 1 mg/ml
19 Metoclopramide 5 mg/ml
20 Dexamethasone 4 mg/ml
21 Hydrocortisone 100 mg/ml
22 Diazepam 10 mg/ml
23 Artemether 40 mg/ml
24 Artemether 80 mg/ml
25 Artesunate 60 mg/ml
26 Chloroquine Phosphate 64.5 mg
27 Frusemide 10 mg/ml
28 Multivitamin Infusion
29 Vitamin B-Complex
30 Calcium Gluconate 100 mg/ml
31 Atropine Sulphate 1 mg/ml

67