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A

Project
On
Market Research On Health Care Products In Hetero
Drugs Limited.

A project report submitted in partial fulfillment for the award of the degree of
Bachelor Of Business Administration (2014-2017).

Under the guidance of

Prof.D.Surekha Thakur
Faculty Guide & Coordinator

Summer Assignment Project

Submitted By:

Karan Tiwari
Enrollment No: A30606414062

Amity Global Business School

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Hyderabad DECLARATION

I Karan Tiwari student of BBA 2014-2017 Semester III bearing Enrollment No:
A30606414062 hereby declare that this project report entitled Market Research
On Health Care Products in Hetero Drugs Limited is carried out by me towards
partial fulfillment.
The findings of the report are based on the information collected by me and
have not been submitted earlier to any other university or institutions.

Date:

Place: Hyderabad
Signature

Karan Tiwari
(Enrollment no: A30606414062)

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ACKNOWLEDGEMENT

It is indeed a great pleasure and proud privilege to present this project work.
I contemplate it as a great privilege to express our profound respects, deep sense
of gratitude to Dr. P. Prasada Rao, Director General, Amity Global Business
School, Hyderabad for giving me an opportunity to do my Summer Assignment
Project in Hetero Drugs Limited.
My sincere thanks to Prof.D.Surekha Thakur, Faculty Guide and CoordinatorSummer Assignment Project for her constant guidance and supervision
throughout the project.

Karan Tiwari
Enrollment No: A30606414062
BBA-Semester-III

Amity Global Business School


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Hyderabad

CERTIFICATE

This is to certify that Mr. Karan Tiwari student of BBA Batch 2014-2017
Semester III bearing Enrollment no: A30606414062 has completed his Summer
Assignment Project under my supervision and guidance as a partial fulfillment.

Signature

Prof. D. Surekha Thakur


(Faculty Guide)

Date:
Place: Hyderabad

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Index
S.No
1
2
3

4
5

Contents
Executive Summary
Objectives Of The Study
Research Methodology
Source of Data
Methods of Collection
Sampling Design
Limitations Of The Study
Literature Review
Chapter 1:
Introduction to Market Research On Health Care
Products In Hetero Drugs Limited.
Chapter 2:
Hetero Drugs Limited A Detailed Profile
Chapter 3:
Comparative Analysis of Hetero Drugs Limited
with Dr. Reddys Lab Ltd.
Chapter 4:
Data Analysis And Interpretation
Chapter 5:
Findings, Learnings & Conclusions
Annexure
Questionnaire.
Bibliography

Page No.
6
7
8

9
10
14
20

36
54
74
78
79
83

Executive Summary
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This report provides an analysis and evaluation of the current and prospective
profitability, liquidity and financial stability of Outdoor Equipment
Ltd. Methods of analysis include trend, horizontal and vertical analyses as well
as ratios such as Debt, Current and Quick ratios. Other calculations include rates
of return on Shareholders Equity and Total Assets and earnings per share to
name a few. All calculations can be found in the appendices. Results of data
analysed show that all ratios are below industry averages. In particular,
comparative performance is poor in the areas of profit margins, liquidity, credit
control, and inventory management.
The report finds the prospects of the company in its current position are not
positive. The major areas of weakness require further investigation and remedial
action by management. Recommendations discussed include:
improving the average collection period for accounts receivable

improving/increasing inventory turnover

reducing prepayments and perhaps increasing inventory levels


The report also investigates the fact that the analysis conducted has
limitations. Some of the limitations include:
forecasting figures are not provided nature and type of company is not
known nor the current economic conditions data limitations as not
enough information is provided or enough detail i.e. monthly details not
known results are based on past performances not present

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Objective of The Study

To identify the impact of sales in the market by using promotional

strategies of Hetero Drugs Limited.


To study the influence of schemes offered by firm on sales.
To know the brand loyalty of Hetero Drugs Limited.
To know the customer perception on Hetero Drugs
To know the customer satisfaction on HeteroDrugs
To estimate the factors influencing the Service users in Hetero Drugs.
To know the brand image among the customers/Patients.
To know the brand awareness among the customers/Patients.
To know the market share (Product value) of the Hetero Drugs Limited.

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Research Methodology
I have review literature about the company and its operations .
Research Design:
A research design is considered as the frame work or plan for a study
that guides and helps the collection and analysis of the data. A sound research
is the basis of success of any formal research. It is said to be the blue print of
the study conducted.
Sources of Data:
Primary data was collected from the customers who are in HETERO
GROUP in Hyderabad city. Secondary data was collected from the company
brochures and company websites.
Methods of Data Collection:
The method adopted to elicit information from customers is structured
questionnaire that contains close, open ended questions. The reason for
choosing the questionnaire method is primarily due to the qualitative nature of
the study.
Survey:
Wide range of information about customer opinion, perception, and
expectation is gathered through survey from Hyderabad city.

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Limitation of Study

1. As The Most of the Customers Were village background, give


In Correct Information.
2. The Time Period Of Project Is 45 Days.
3. Though The Customers Wanted To Give Information They
could not Give As It with personal reasons.
4. The Accuracy Of The Answers Depends Upon The Mode Of
Interest Of Respondents.
5. Though the customers wanted to give information they could
not, as they are in busy in work with patient in hospital.
6. The accuracy of the answers depends upon the mode of
interest of respondents.
7. The opinions of the sample may or may not depict the exact
opinions of the total population.

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Literature Review

Innovation in Healthcare Delivery Systems: A Conceptual


Framework
(By: Mr. Norman G. Einspruch, University of Miami, 2010)
The healthcare industry has experienced a proliferation of innovations aimed at
enhancing life expectancy, quality of life, diagnostic and treatment options, as
well as the efficiency and cost effectiveness of the healthcare system.
Information technology has played a vital role in the innovation of healthcare
systems.
Despite the surge in innovation, theoretical research on the art and science of
healthcare innovation has been limited. One of the driving forces in research is a
conceptual framework that provides researchers with the foundation upon which
their studies are built
. This paper begins with a definition of healthcare innovation and an
understanding of how innovation occurs in healthcare. A conceptual framework
is then developed which articulates the intervening variables that drive
innovation in healthcare.
Based on the proposed definition of healthcare innovation, the dimensions of
healthcare innovation, the process of healthcare innovation and the conceptual
framework, this paper opens the door for researchers to address several
questions regarding innovation in healthcare.
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Development of a Model for Healthcare Service Quality:


An Application to the Private Healthcare Sector in Egypt
(By: Dr Ingy Mohamed Fikry Farid, Maastricht School of Management, 2008)
While quality in tangible goods has been thoroughly described and measured by
marketers, quality of services has yet a lot to be done. Accurate measurement of
service quality as perceived by patients has yet to reach a consensus for
healthcare organizations. To this day for the healthcare service market in Egypt
and the Arab world, there is a need for a healthcare service quality model that
takes into consideration a complete coverage of the dimensions that consumers
use in evaluating healthcare service quality. The research to be conducted will
focus on service quality, patient satisfaction and intentions to return, and the
consumer role in the medical service encounter.
The main objective of this research was to formulate and empirically
investigate a fully tested and applicable healthcare service quality model that
encompasses the criteria consumers use in evaluating healthcare in Egypt for
private sector hospitals.
Also, research aims to provide a valid and reliable scale with which healthcare
providers can use for measurement of the service quality in their organizations.
The current research was composed of two phases. The first phase aimed to
develop the model and questionnaire through a secondary data gathering
process, qualitative interviews with experts and Egyptian patients and a pilot
study. The second phase was a full-fledged quantitative survey to test and verify
the model and the scale developed for the Egyptian market.
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Health Care Marketing: The Theory of Planned Behavior


Applied to Patients Choice between Private and Public
Providers in the Portuguese Health Care System.
(By: Mr. Filipa Monteiro Ferreira, Universidade Nova de Lisboa, 2011)
The Portuguese health care system has been evolving throughout the last 35
years with two relevant facts: the public sector has progressed with
improvement in all relevant OECD indicators; the private sector has been
widened and reinforced. In this framework, it is important to understand how
patients intention and behavior are built, so health care organizations in both
sectors (public and private) can improve their health care provision (particularly
in health care marketing), invest and develop those areas that might become
sustainable competitive advantages. The most established theory of social
psychology explaining human behavior will be applied: Theory of Planned
Behavior (TPB). Within this conceptual approach, attitude toward the behavior,
subjective norm, perceived behavior control, habit and past experience
evaluation (satisfaction on the private and public sectors) will be analyzed in
explaining the intention to go to the private sector. As the health care system is
not homogeneous across the private and public sectors, five models will be
tested in the areas that have been identified with distinct supplies: general
practice,

specialist

consultation,

emergency,

ambulatory

surgery

and

hospitalization.

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Marketing a Health Care Product to Different


Industry

(By: Olle Persson, Lulea University of Technology, 2008)


This thesis aims to study the marketing for a health care company towards other
industries and what marketing tools that are most effective. It consists of
marketing a product on a new market and what the company needs to focus on.
The study also includes the limitations that might occur when being a small
company on this market. We found the subject highly relevant to our education
when we are studying International Business where Marketing is our main
subject.
First this study will introduce the problem which will be then followed by the
relevant theories concerning the subject. After that, we have introduced the
approaches and methods used for this study. Lastly, the empirical data will be
collected and analyzed in order to answer our purpose and research questions.
In this thesis we conducted a case study on the company HLR I NORR which is
in the planning of launching a product towards potential customers. To gather
the information needed we interviewed three other companies relevant to the
research.
This study has found that the marketing theories concerning situation analysis
can be applicable for this industry. However, some of the parts in analysis have
proven to be less important than others. This study also found out that there are
marketing tools that are more useful than others. Based on the conclusion we
have conducted implications of management for HLR I. NORR.
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Chapter 1
Introduction to
Market Research On Health Care
Products In Hetero Drugs
Limited.

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Introduction to The Study


Market Analysis
The goal of a market analysis is to determine the attractiveness of a market and
to understand its evolving opportunities and threats as they relate to the
strengths and weaknesses of the firm.
David A. Aaker outlined the following dimensions of a market analysis:
Market size (current and future)
Market growth rate
Market profitability
Industry cost structure
Distribution channels
Market trends
Key success factors
Market Size
The size of the market can be evaluated based on present sales and on potential
sales if the use of the product were expanded. The following are some
information sources for determining market size:
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government data
trade associations
financial data from major players
customer surveys

Market Growth Rate


A simple means of forecasting the market growth rate is to extrapolate historical
data into the future. While this method may provide a first-order estimate, it
does not predict important turning points.
Important inflection points in the market growth rate sometimes can be
predicted by constructing a product diffusion curve. The shape of the curve can
be estimated by studying the characteristics of the adoption rate of a similar
product in the past.
Ultimately, the maturity and decline stages of the product life cycle will be
reached. Some leading indicators of the decline phase include price pressure
caused by competition, a decrease in brand loyalty, the emergence of substitute
products, market saturation, and the lack of growth drivers.

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Market Profitability
While different firms in a market will have different levels of profitability, the
average profit potential for a market can be used as a guideline for knowing
how difficult it is to make money in the market.
Michael Porter devised a useful framework for evaluating the attractiveness of
an industry or market. This framework, known as Porter's five forces, identifies
five factors that influence the market profitability:
Buyer power
Supplier power
Barriers to entry

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Threat of substitute products


Rivalry among firms in the industry

Industry Cost Structure


The cost structure is important for identifying key factors for success. To this
end, Porter's value chain model is useful for determining where value is added
and for isolating the costs.
The cost structure also is helpful for formulating strategies to develop a
competitive advantage. For example, in some environments the experience
curve effect can be used to develop a cost advantage over competitors.

Distribution Channels
The following aspects of the distribution system are useful in a market analysis:
Existing distribution channels - can be described by how direct they are to
the customer.
Trends and emerging channels - new channels can offer the opportunity
to develop a competitive advantage.
Channel power structure - for example, in the case of a product having
little brand equity, retailers have negotiating power over manufacturers
and can capture more margins.
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Market Trends
Changes in the market are important because they often are the source of new
opportunities and threats. The relevant trends are industry-dependent, but some
examples include changes in price sensitivity, demand for variety, and level of
emphasis on service and support. Regional trends also may be relevant.
Key Success Factors
The key success factors are those elements that are necessary in order for the
firm to achieve its marketing objectives. A few examples of such factors
include:
Access to essential unique resources
Ability to achieve economies of scale
Access to distribution channels
Technological progress
It is important to consider that key success factors may change over time,
especially as the product progresses through its life cycle.
market is any one of a variety of different systems, institutions, procedures,
social relations and infrastructures whereby persons trade, and goods and
services are exchanged, forming part of the economy. It is an arrangement that
allows buyers and sellers to exchange things.[1] Markets vary in size, range,
geographic scale, location, types and variety of human communities, as well as
the types of goods and services traded. Some examples include local farmers
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markets held in town squares or parking lots, shopping centers and shopping
malls, international currency and commodity markets, legally created markets
such as for pollution permits, and illegal markets such as the market for illicit
drugs.

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Chapter 2
Hetero Drugs Limited A Detailed
Profile

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HETERO DRUGS LIMITED

About The Company:


Hetero is a research based global pharmaceutical company focused on
development, manufacturing and marketing of Active Pharmaceutical
Ingredients (APIs), Intermediate Chemicals & Finished Dosages. Ever since its
establishment in 1993, Hetero showed a tradition of excellence and deep sense
of commitment in developing cost effective processes to offer wide range of
affordable drugs.
Hetero is building on the strengths of vertical integration in discovery research,
process chemistry, API manufacturing, formulation development and
commercialization. Hetero is a leading international supplier with a rich
portfolio of over 200 products from wide range of therapeutic categories both in
active pharmaceutical ingredients and finished dosages.
Heteros manufacturing facilities are GMP compliant meeting global standards
in terms of infrastructure and systems. Majority of them are approved by the
various regulatory authorities of USFDA, WHO-Geneva, Australian TGA,
Spanish agency of medicines & health care products, ANVISA-Brazil, IDANetherlands etc.,
With full-fledged marketing capabilities, the company has been able to market
its products in over 138 countries across the globe.

About the founder:


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Dr. Bandi Parthasaradhi Reddy


"Where the future started yesterday........ works a day ahead of future...."
Dr. Bandi Parthasaradhi Reddy, Chairman & Managing Director of Hetero
group is academically endowed with a Post Graduate and Doctoral degrees with
distinction in the field of synthetic chemistry. Prior to founding of Hetero Drugs
Limited, Dr. B.P.S Reddy had a stint in leading pharmaceutical companies as the
head of the Research & Development division. His sharp analysis and ability to
synthesize various chemical compounds lead to the discovery of new processes,
cost effective schemes for manufacturing of various pharmaceutical products.
During the said period Dr.B.P.S Reddy has the credit of introducing many new
molecules for the first time in Indian pharmaceutical market.
A visionary the world knows as Dr. B.P.S.Reddy, is the driving force behind this
growing pharmaceutical phenomenon called HETERO. Dr.B.P.S.Reddys
dream child, Hetero was born in the year 1993 as a small API unit. Today, 17
years later, the name is synonymous with leadership in pharmaceuticals with
more than 18 manufacturing units and 8000 employees. An entity that is grown
in stature by virtue of its combined strength in research, manufacturing and
marketing.
Dr. B.P.S.Reddy steered Hetero towards the forefront of global pharmaceutical
industry with his vision to be recognized as an aggressive company that
combines its strength of R&D and manufacturing with definite advantages in
terms of cost and chemistry with a strong emphasis on quality of the products.

Forward looking statements:


Leading the way in medical research and development23 | P a g e

Medical-link provides many great features like custom slider and a medical
appointment form

Mission
Bringing prosperity into rural families of India through co-operative efforts and
providing customers the best of medicines and "To reach top 20 pharmaceutical
companies in next 5 years ".

Vision
To be recognized as an innovative pharmaceutical company by satisfying the
needs of the Customers, Doctors and Chemists.
To achieve this by giving the best to our customers with world class health
products, those are a benchmark for quality in the industry.
We are committed to enhanced prosperity and the empowerment of the farming
community through our unique "Relationship Farming" Model.
To be a preferred employer by nurturing entrepreneurship, managing career
aspirations and providing innovative avenues for enhanced employee prosperity.
Hetero Slogan:
When you are healthy, we are healthy
When you are happy, we are happy
We live for your "HEALTH & HAPPINESS"

Awards & Accolades


Hetero has been scaling new heights on a continual basis. These achievements
have been the result of concerted efforts on the part of different functions within
the organisation to achieve the organizational goal of being a leader.
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In its path to success, Hetero has seen many a milestone being crossed and
achieved many awards on various fronts. Awards for exemplary work in R&D
and marketing are just a few to name.
A track of few events that saw Hetero reaching its Zenith of glory are :
2009
Top Pharmexcil Gold Patent award.
Top Pharmexcil Outstanding Export Performance award in Drugs and
Pharmaceuticals.
2006
Chemexil Trishul export award for outstanding export performance 2001
Excellence & National Integration award in recognition of the efforts for
excellence with affairs connected with educational specialties and
creating teaching skills besides promoting harmony at all levels in the
college.
1999
Highest exporter award against stiff competition from internationally
recognized domestic competitors.

Corporate Social Responsibility is our commitment


Hetero Group always believes in the concept of giving back to the society to
uplift the living standards in the surrounding society as one of the prime
responsibilities and always took the lead. The Group is committed for
implementation of various CSR initiatives and contributes substantially to the
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cause.

Environment Protection:
Completed One Million Plantation Programme.
Taking up Plantation in the surrounding Schools.
Completed Plantation in newly acquired 15 acres land and a total of
25000 Nos. of saplings made.
Provided substantial amount to the industrial association for the
development of infrastructure and environment in Kazipally IDA.
Provision of Biomass Pellets for cooking purpose in place of LPG gas.
Social Welfare Programs:
Hetero recognizes its obligations towards the society and as a socially
responsible organization, we strive to take care of the less privileged sections of
our society. We extend our expertise to transform the lives of our people and
make a difference to the society. In this initiative, Hetero has adopted few
villages for their overall development.
Education
Sports
Medical
Rural Development

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1) Education:
Hetero assists in setting up of schools for children in the vicinity of the plants,
where there is no access to education facilities, providing financial assistance to
the poor students who have promising academic record and adopts schools for
the following support:
Infrastructure: Construction and renovation of schools, classrooms,
libraries, provision of amenities like class room benches, tables and
chairs, sanitation facilities and constructing compound walls for the
surrounding schools.
Distribution of booksand reading materials to the school libraries along
with books and uniforms to the school going children.
2) Sports:
Sponsors athletes from various educational institutions to participate in National
and International level competitions, organises sports camps and events in many
villages.
3) Medical:
Hetero conducts periodical medical camps at various locations in socially
backward areas to provide timely medical assistance to the needy. Hetero also
contributes for the construction of health centres and has liberally donated
medicines to the Government of India, Government of A.P. and to various
Hospitals.
4) Rural Infrastructure:
Hetero adopts villages, for all round development of infrastructure, like roads,
drainages, sanitation, electricity, sponsors religious activities & constructions
and provides safe drinking water facilities, with the installation of R.O. water
purification systems.
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Heteros contribution to HIV treatment:


Hetero brings in its philosophy of universal access to medicines at affordable
prices in underdeveloped and developed markets. The dimension of our
research of any product starts with the philosophy of How to make the product
accessible to patients who need it.
Unlimited needs can be met by having a Cost effective process which gives
scope to a huge number of patients in line with Hereros vision of alleviation of
the suffering of millions of people who need access to medicines and Hetero is
committed to their well being.
Hetero is committed to supply affordable medicines to people living with
HIV/AIDS and various other neglected diseases around the world. With more
than 30 ARV molecules and combinations approved by WHO and USFDA and
many more in the pipeline, we have been one of the first companies to have
received WHO approval since 2003 and since then we have been developing
products for 1st line, 2nd line and 3rd line ARVs.
It is our endeavor to supply to all middle income, low income, least developed
and Sub-Saharan African countries by ensuring wide spread registration, and
commercializing newly licensed products by filing with FDA or WHOPQ
within 18 months of signing a license agreement. We ensure that these
medicines are not only accessible but also affordable. By virtue of participating
in CHAI ceiling price agreement, we have publicly made available the price
information on the ARV formulations.
We work closely with all international agencies and have dialogues on current
capacities, discontinuation of products etc. so that the international community
is well informed on all the aspects of continuous supply of products. We also
participate in forecasting and consultative meeting with the international
agencies.
Access:
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By our consistent efforts, approximately 2.2 million patients in the generic


accessible countries are receiving high quality and affordable medicines. We
have dedicated manufacturing facilities with huge capacities to cater to and
meet the requirements of countries with high HIV/AIDS prevalence rates.
However, it has been our constant attempt to reach out to the maximum number
of patients, knowing that still millions are deprived of access to treatment and
have been working closely with the international communities with continuous
scale up.
Milestones:
We would also like to highlight the fact that Hetero has started the development
of pediatric products in spite of the low volumes. This shows the commitment
of Hetero in treating patients. Another highlight is the fact that Hetero has
developed and brought into the markets a number of FDCs to match the WHO
preferred regimes.
1. Hetero has been supplying ARVs to approximately 2.5 million
patients across 125 countries.
2. Hetero is one of the largest manufacturers and suppliers of ARV
formulations and APIs both in Indian and Overseas markets. We
are a vertically integrated and cost effective ARVs supplier for
many donor programs with strong pipelines of 2nd and 3rd line
ARVs.We also supply our quality APIs to various other
formulation manufacturers.
3. Hetero as a company values Intellectual property and we had
signed agreements with various MNCs to make the HIV medicines
more affordable.
4. Hetero is committed to develop and commercialize appropriate
pediatric FDCs as per WHO preferred regimens.

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5. Hetero is dedicated towards its mission to make medicines


affordable and reachable with various partners we work with, like
SCMS, UNICEF, PAHO, CHAI, IDA FOUNDATION and WHO.
We continue to strive and stretch our abilities to make the lives of
HIV patients much better and last longer.
6. We have built adequate capacities and assure of continuous
supply to various donors and procurement agencies with shorter
lead times.
7. We commercialize the newly licensed products by filing with
FDA and WHO within 18 months of signing a license.
8. We submit the files to register ARV products in all the lower and
middle income countries within 12 months of receiving WHO and
FDA approvals.
9. Hetero created capacities for further expansion in ARVs so that
Hetero can contribute to the aggressive goals set by MDG to treat
15mn patients by 2015.

Active Pharmaceutical Ingredients

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Hetero is one of the largest manufacturer and supplier of Active Pharmaceutical


Ingredients (APIs) catering to the ever increasing requirements of the global
pharmaceutical market.
The infrastructure available with Hetero for manufacturing of Active
Pharmaceutical Ingredients and the intermediate chemicals is one of the best,
with State-of-the- Art facilities designed to meet the global standards and
cGMPs.
With 11 API manufacturing facilities in operation, Hetero has been able to
manufacture more than 200 APIs, and supply to different markets. 6 of the API
facilities are approved by USFDA, TGA, EU, PMDA, KFDA and WHO.
Hetero is a trusted supplier of several APIs in wide range of therapeutic
categories and the largest supplier of complete range in antiretroviral products.
Hetero also has dedicated facility for manufacturing of Oncology products.
Biotechnology
Hetero is focusing on the development and manufacturing of bio-generics for
domestic and international markets.
Product Pipeline
five biosimilars are in the various stages of development. Two products are
expected to be commercialized in India for oncology and nephrology
indications by 2011-12.

Finished Dosages
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Hetero has world-class facilities for manufacturing wide range of finished


dosages.
As a leading innovation-driven corporation, Hetero is developing a growing
portfolio of pharmaceutical products to meet some of the world's most urgent
medical needs. Today Hetero is manufacturing product portfolio of over 200
products in major therapeutic areas, with an emphasis on antiretroviral, gastrointestinal, cardiovascular, antidepressants/antipsychotics, ant diabetics, pain
management, anti-infective, dermatology and oncology. Hetero has
Four finished dosage manufacturing facilities, out of which two are
USFDA, approved facilities.
Dedicated Oncology facility
Offers
1. Injectables
2. Solid/Liquid oral dosages
3. Ointments
4. Soft gelatine capsules
Process R&D
HRF has developed process for 150 plus molecules for various markets. The
R&D team actively involved in process development, scaling-up technology
transfer and associates with manufacturing team throughout life cycle of
product.HRF has always been emphasizing to ensure that the processes being
adopted for the products are cost effective and safe.

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Alliances / Partnerships
At Hetero, we value alliances/partnerships. Hetero has developed productive
alliances and partnerships that advance our capacity to develop innovative
medicines at lower costs. Our collaborations have produced strong, enduring
partnerships and yielded consistent success in the market place. A glance at our
track record highlights some of our achievements while illustrating the diversity
among our partners and the products. Hetero is regarded as one of the best
companies in the world to work for, and generations of Hetero employees have
sustained a culture that values excellence, integrity, and respect for people.

Research & Development


Research & Development is the foundation of Heteros philosophy of
developing cost-effective, high quality and safe medicines to society. Hetero
Research Foundation is one of the most innovative, productive, and respected
scientific research organizations which are recognized by the Department of
Science & Technology, Government of India.Hetero Research Foundation
(HRF) has a team of over 400 dedicated scientists working in the areas of
Process, Analytical and Discovery Research. R & D centre conforms to
international standards and has advanced equipment for both basic and applied
research.

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Analytical R&D
Analytical research at HRF is equipped to conduct complete physical and
chemical characterization of APIs/ NCEs. Further, the team is well versed with
regulatory filings and has vast experience in documentation. The infrastructure
includes advanced instruments like LC-MS-MS, GC-MS, NMR, Powder XRD
apart from several HPLC systems.
Global Presence
Hetero exports its products across different regions USA, Canada, Europe,
Japan, Latin America, Africa, Middle East, Far East, Australia, Russia & CIS, in
the world and is catering to the requirements of around 138 countries in the
world.
Marketing Offices

India
M/s. Hetero Drugs Limited

M/s. Hetero Drugs Limited,

7-2-A2, Hetero Corporate

607/608, 6th Floor,

Industrial Estates. Sanath Nagar

Matharu Arcade,

Hyderabad 500 082. A.P. India

Subhash Road, Vileparle (E)

Tel:

Mumbai 57. M.H. India.

+91-40-23704923 / 24 / 25 / 26 /

Tel: +91-22-66910809

27 / 28

Fax: +91-22-26845709

+91-40-23707171 / 7272 / 7744


Fax: +91 40 23714250 / 2370 4926

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USA
Camber Pharmaceuticals Inc.,

Invagen Pharmaceuticals Inc.

1031 Centennial Avenue,

7 Oser Avenue, Hauppauge

Piscataway

New York - 11788

New Jersey 08854. U.S.A.

Tel: 001-631-951-4908

Tel: 001-732-529-0430

Tel: 001-631-231-3233

Fax: 001-723-562-8788

Russia

Europe

Hetero Drugs Limited

Hetero Europe S.L.

Str. Obrucheva, H.No. 4, Korpus 3,

Viladecans Business Park

Office 4

Edificio Brasil

119421, Moscow. Russia

Catalunya 83-85

Tel / Fax: +7 (495) 937-85-02

08840 Viladecans - Barcelona


Spain
Tel: +34 93 647 60 70
Fax: +34 93 647 60 75

China
Hetero Drugs Limited

China.

Room 2803, Jinfeng Building,

Tel: 0086-25-86750600

No.19, Zhongyang Road,

Fax: 0086-25-86750900

Nanjing, 210008

M.P: 0086-13851643108

35 | P a g e

Thailaand

UAE

Hetero (Thailand) Limited


1350/138-139th Airong Tower.
10th Floor, Patthanakan Road,
Kwaeng Suanluang, Khet Suanluang
Bangkok. 10250 Thailand.
Tel: +662 713 7620
Fax: +662 713 7621
Egypt
Pharmed Healthcare
49 Amman St., Dokki,
Giza 12311, Egypt
Tel: +20-2-37611242
Fax: +20-2-37611247

Hetero Fzco
Office No. 4a 521, East Wing,
Dubai Airport Free Zone,
Dubai - U.A.E
Tel: +971 4 2045510
Fax: +971 4 2045511

36 | P a g e

Chapter 3
Comparative Analysis of Hetero
Drugs Ltd with Dr. Reddys Lab
Limited.

COMPARTIVE ANALYSIS

Every Company has a rival who is equal in ranks, values and has same
allegations. The company that can successfully give competition to the vast
product line and consumer base is only Dr. Reddys Laboratories.

Company Overview:

Dr. Reddy's Laboratories, is an Indian multinational pharmaceutical company


based in Hyderabad, Telangana, India. The company was founded by Anji
Reddy, who previously worked in the mentor institute, Indian Drugs and
Pharmaceuticals Limited, of Hyderabad, India. Dr. Reddy's manufactures and
markets a wide range of pharmaceuticals in India and overseas. The company
has over 190 medications, 60 active pharmaceutical ingredients (APIs) for drug
manufacture, diagnostic kits, critical care, and biotechnology products.

Dr. Reddy's began as a supplier to Indian drug manufacturers, but it soon started
exporting to other less-regulated markets that had the advantage of not having to
spend time and money on a manufacturing plant that would gain approval from
a drug licensing body such as the U.S. Food and Drug Administration (FDA).

By the early 1990s, the expanded scale and profitability from these unregulated
markets enabled the company to begin focusing on getting approval from drug
regulators for their formulations and bulk drug manufacturing plants in moredeveloped economies. This allowed their movement into regulated markets such
as the US and Europe. In 2014, Dr. Reddy Laboratories was listed among 1200
of India's most trusted brands according to the Brand Trust Report 2014, a study
conducted by Trust Research Advisory, a brand analytics company.

By 2007, Dr. Reddy's had six FDA plants producing active pharmaceutical
ingredients in India and seven FDA-inspected and ISO 9001 (quality) and ISO
14001 (environmental management) certified plants making patient-ready
medications five of them in India and two in the UK.

In 2010, the family-controlled Dr Reddy's denied that it was in talks to sell its
generics business in India to US pharmaceutical giant Pfizer, which had been
suing the company for alleged patent infringement after Dr Reddy's announced
that it intended to produce a generic version of atorvastatin, marketed by Pfizer
as Lipitor, an anti-cholesterol medication. Reddy's was already linked to UK
pharmaceuticals multinational Glaxo Smithkline.

Analysis of Market Research on Health Care Products


a) Global Generics
Branded Generics: We seek to have a portfolio that is strongly differentiated
and offers compelling advantages to doctors and patients.
Unbranded Generics: We aim to ensure that we deliver first to market products
to our customers, including pharmacy chains and distributors, and that they
have high product availability from us combined with low inventories, resulting
in superior inventory turns while addressing the customers needs.

b) Pharmaceutical Services and Active Ingredients


Our product offerings are geared to offer intellectual property and technologyadvantaged products to enable launches ahead of others at competitive prices.
In the area of services, we aim to offer niche product service capabilities,
technology platforms, and competitive cost structures to innovator companies.

Global Generics Segment


During the year ended March 31, 2009, we re-organized our worldwide finished
dosages businesses to focus on certain key geographies and gradually exited
some very small, distributor driven markets. This move represented an
important new focus to consolidate and grow our presence in the key
geographies where we already had a considerable presence.

Today, we are one of the leading generic pharmaceutical companies in the


world. With the integration of all the markets where we are selling generics
pharmaceuticals into our Global Generics segment, our front-end business
strategies in various markets and our support services in India are increasingly
being developed with a view to leverage our global infrastructure.

c) Proprietary Products
Differentiated Formulations: Our emerging Differentiated Formulations
portfolio, which consists of new, synergistic combinations as well as
technologies that improve safety and/or efficacy by modifying
pharmacokinetics of existing medicines, is focused on significant clinically
unmet needs. We are also investigating new indications for existing medicines.
New Chemical Entities (NCEs): We are also focused in the discovery,
development and commercialization of novel small molecule agents in
therapeutic areas such as bacterial infections, metabolic disorders and pain and
inflammation.

Analysis on Execution Excellence (Building Blocks):


Lean Manufacturing Eliminating waste and reducing cycle time, with a focus
on capacity constrained resources.
Quality by Design Building quality into all processes and using quality tools
to eliminate process risks.
Principles of the Theory of Constraints We apply these principles primarily in
supply chain and product development. This ensures high availability with low
inventory through a pull-based logistics system. It also ensures speed in product
development through critical chain project management.
Leadership Development - Developing leaders, as well as enhancing leadership
behavior across the organization.

SRATEGIC GROUPS IN THE INDIAN PHARMA


INDUSTRY

Generics

Market Research and Strategies by Dr. Reddys Lab

Analysis on Healthcare reforms and reference pricing


The Russian governments prioritization plan for the pharmaceutical market is
making a transition from a largely out-of pocket market to the western European
model of centralized reimbursements. In January 2005, Russias federal drug
supply system was introduced with the objective of subsidizing medicine
expenditures for sectors of the population with low income or certain categories
of illnesses.
The initial budget provided approximately 10% of the population with statefunded benefits for medicine expenditures. In late 2007, the Russian
government decentralized the DLO and split it into two components. The first
component, known as the 7 nosologies program, remains centralized and covers
expensive treatments for patients with certain severe chronic diseases.
The second component, known as the ONLS program, involves regional
purchasing and covers the medicines reimbursed for patients who are designated
members of vulnerable groups, such as children, pregnant women, veterans and
the elderly. During the year ended March 31, 2010, the Russian government
announced a reference pricing regime, pursuant to which a price freeze on
certain drugs categorized as essential was implemented effective as of April
2010. Pharmaceutical companies have had to register maximum import prices
for approximately 5,000 drugs on a list of Essential and Vital Drugs.

REVENUE DISTRIBUTION IN GEOGRAPHICAL MIX


DR. REDDY'S LAB

RUSSIA & CIS; 19; 19%

ROW; 6; 6%

NORTH AMERICA; 45; 45%

INDIA; 18; 18%

EUROPE; 12; 12%

ROW
INDIA

NORTH AMERICA
RUSSIA & CIS

EUROPE

Marketing research process by Hetero Drugs Limited.


Marketing Effort / Marketing Control:
The company wants to design and put in to action the marketing mix that
will best achieves its objectives in its target markets.
Market Trends
Changes in the market are important because they often are the source of new
opportunities and threats. The relevant trends are industry-dependent, but some
examples include changes in price sensitivity, demand for variety, and level of
emphasis on service and support. Regional trends also may be relevant.
Key Success Factors
The key success factors are those elements that are necessary in order for the
firm to achieve its marketing objectives. A few examples of such factors
include:
Access to essential unique resources
Ability to achieve economies of scale
Access to distribution channels
Technological progress
It is important to consider that key success factors may change over time,
especially as the product progresses through its life cycle.

Market is any one of a variety of different systems, institutions, procedures,


social relations and infrastructures whereby persons trade, and goods and
services are exchanged, forming part of the economy. It is an arrangement that
allows buyers and sellers to exchange things.[1] Markets vary in size, range,
geographic scale, location, types and variety of human communities, as well as
the types of goods and services traded. Some examples include local farmers
markets held in town squares or parking lots, shopping centers and shopping
malls, international currency and commodity markets, legally created markets
such as for pollution permits, and illegal markets such as the market for illicit
drugs.
In mainstream economics, the concept of a market is any structure that allows
buyers and sellers to exchange any type of goods, services and information. The
exchange of goods or services for money is a transaction. Market participants
consist of all the buyers and sellers of a good who influence its price. This
influence is a major study of economics and has given rise to several theories
and models concerning the basic market forces of supply and demand. There are
two roles in markets, buyers and sellers.

A Bloomberg Terminal displays live trading data from financial markets


Financial markets facilitate the exchange of liquid assets. Most investors prefer
investing in two markets, the stock markets and the bond markets. NYSE,
AMEX, and the NASDAQ are the most common stock markets in the US.
Futures markets, where contracts are exchanged regarding the future delivery of
goods are often an outgrowth of general commodity markets.
Currency markets are used to trade one currency for another, and are often used
for speculation on currency exchange rates.
The money market is the name for the global market for lending and borrowing.
Prediction markets are a type of speculative market in which the goods
exchanged are futures on the occurrence of certain events. They apply the
market dynamics to facilitate information aggregation.
A market can be organized as an auction, as a private electronic market, as a
commodity wholesale market, as a shopping center, as a complex institution
such as a stock market, and as an informal discussion between two individuals.
Markets of varying types can spontaneously arise whenever a party has interest
in a good or service that some other party can provide. Hence there can be a
market for cigarettes in correctional facilities, another for chewing gum in a
playground, and yet another for contracts for the future delivery of a
commodity. There can be black markets, where a good is exchanged illegally
and virtual markets, such as eBay, in which buyers and sellers do not physically
interact during negotiation. There can also be markets for goods under a
command economy despite pressure to repress them.
In economics, a market that runs under laissez-faire policies is a free market. It
is "free" in the sense that the government makes no attempt to intervene through

taxes, subsidies, minimum wages, price ceilings, etc. Market prices may be
distorted by a seller or sellers with monopoly power, or a buyer with
monopsony power. Such price distortions can have an adverse effect on market
participant's welfare and reduce the efficiency of market outcomes. Also, the
level of organization or negotiation power of buyers, markedly affects the
functioning of the market. Markets where price negotiations meet equilibrium
though still do not arrive at desired outcomes for both sides are said to
experience market failure.

Comparative Financial Analysis of HFIL and Reliance Fresh

The Equity Research Report presented below is based on a Fundamental


Analysis of Hetero Drugs Limited and Dr. Reddys Lab Limited.

DR. REDDYS LAB


Dr. Reddy's is a leading pharmaceutical company in the country with presence
across the value chain. While the global generics business accounted for 69% of
total revenues in FY12, the PSAI business (Pharmaceutical Services and Active
Ingredients - PSAI) contributed 29% to sales. The balance was contributed by
proprietary products. In February 2006, Dr. Reddy's acquired the German
company Betapharm for US$ 570 m to mark its foray into the German generics
market. Company has its operation in Russia & is ranked 12th in terms of
market share.
HETERO DRUGS LIMITED
Hetero Drugs Limited is one of the leading players in the Indian pharmaceutical
market having a presence in both the domestic and international markets. In the
international markets, the company had adopted the strategy of competing
directly in the generics market and also focusing on contract manufacturing. On
the contract manufacturing front, Hetero Drugs has signed a deal with Dr.
Reddys for supply of drugs in emerging markets.

HETERO DRUGS LTD.


DR. REDDYS LAB

P/E (TT
M)
P/BV
Dividend
Yield

DR.
REDDY
S LAB

HETER
O
DRUGS
LTD.

DR.
REDDYS
LAB/HETER
O DRUGS
LTD.

X
X

33.4
5.1

24.6
8.8

136.00%
57.60%

0.7

3.3

20.80%

DR.
REDDY
S LAB

HETER DR. REDDYS


O LAB/HETER
DRUGS
O DRUGS
LTD.
LTD.
15-Mar

CURRENT VALUATONS

FINANCIALS
EQUITY SHARE DATA

15-Mar
High
Low

Rs
Rs

3,662
2,250

1,763
872

207.70%
258.00%

Sales per share

Rs

881.8

422.5

208.70%

Earnings per share

Rs

137.1

56.2

244.00%

Cash flow per share

Rs

181.7

70.2

258.80%

Dividends per share

Rs

20

12

166.70%

Dividend yield

0.7

0.9

74.30%

Book value per share

Rs

578.3

207.6

278.50%

Shares outstanding

170.38

204.75

83.20%

ESOP

Bonus/Rights/Conversio
ns
Price / Sales ratio

3.4

3.1

107.50%

Avg. P/E ratio

21.6

23.4

91.90%

P/CF ratio

16.3

18.8

86.70%

Price / Book Value ratio

5.1

6.3

80.60%

%
Rs
m

14.6

21.4

68.30%

503,643

269,758

186.70%

`000

19.9

13.2

150.70%

Total wages/salary

Rs
m

29,446

12,085

243.70%

Avg. sales/employee

Rs
Th

7,565.70

6,564.00

115.30%

Avg. wages/employee

Rs
Th

1,482.90

916.9

161.70%

Avg. net
profit/employee

Rs
Th

1,176.60

873

134.80%

150,233

86,513

173.70%

2,741

554

494.80%

152,974

87,067

175.70%

34,936

17,599

198.50%

7,599

2,873

264.50%

1,082

679

159.40%

28,996

14,601

198.60%

-397

0.00%

42

0.00%

-104

0.00%

5,632

2,636

213.70%

23,364

11,506

203.10%

Dividend payout
Avg. Mkt. Cap
No. of employees

INCOME DATA

Minority Interest

Rs
m
Rs
m
Rs
m
Rs
m
Rs
m
Rs
m
Rs
m
Rs
m

Prior Period Items

Rs
m

Net Sales
Other income
Total revenues
Gross profit
Depreciation
Interest
Profit before tax

Extraordinary Inc (Exp)


Tax
Profit after tax

Rs
m
Rs
m
Rs
m

Gross profit margin

23.3

20.3

114.30%

Effective tax rate

19.4

18.1

107.60%

Net profit margin

15.6

13.3

116.90%

BALANCE SHEET DATA


Rs
Current assets
m
Rs
Current liabilities
m

118,767

42,267

281.00%

68,213

32,649

208.90%

33.7

11.1

302.70%

x
Day
s
Day
s
Rs
m
Rs
m
Rs
m
Rs
m
Rs
m
Rs
m

1.7

1.3

134.50%

62

65

96.40%

100

67

148.70%

59,060

41,501

142.30%

852

1,024

83.20%

92,735

38,861

238.60%

98,531

42,516

231.80%

14,315

11,504

124.40%

185,978

90,471

205.60%

Interest coverage

27.8

22.5

123.50%

Debt to equity ratio

0.1

0.3

53.70%

Sales to assets ratio

0.8

84.50%

Return on assets

13.1

13.5

97.60%

Return on equity

23.7

27.1

87.60%

Return on capital

26.7

27.4

97.10%

Exports to sales

49.4

32.5

152.10%

Imports to sales

6.2

144.00%

Net working cap to sales


Current ratio
Inventory Days
Debtors Days
Net fixed assets
Share capital
"Free" reserves
Net worth
Long term debt
Total assets

Exports (fob)
Imports (cif)
Fx inflow
Fx outflow
Net fx

Rs
m
Rs
m
Rs
m
Rs
m
Rs
m

74,146

28,080

264.10%

13,485

5,391

250.10%

74,870

29,666

252.40%

26,008

8,093

321.40%

48,862

21,573

226.50%

CASH FLOW
From Operations

Rs
m

25,235

9,936

254.00%

From Investments

Rs
m

-22,647

-4,647

487.30%

-4,332

-3,511

123.40%

-1,744

1,778

-98.10%

From Financial Activity


Net Cashflow

Rs
m
Rs
m

CHAPTER-4
DATA INTERPRETATION AND
ANALYSIS

DATA INTERPRETATION AND ANALYSIS:

The purpose of the data analysis and interpretation phase is to transform the
data collected into credible evidence about the development of the intervention
and its performance.

The most important part in Data Interpretation is Data Collection.


The purpose of the data analysis and interpretation phase is to transform the
data collected into credible evidence about the development of the intervention
and its performance.

There were 18 Questions that were asked to complete the Objectives


specified. All the answers are combined and represented in Pictorial Form for
uncomplicated and instantaneous understanding.

1. Do you know about Pharma industry In general?


a. Yes
b. No
No Of Respondents

Percentage

Yes

78%

No

22%

INTERPRETATION:
78% of the people responded that they know about Pharma industry and
22% of They dont know about Pharma industry.
2. Are you enrolled in Hetero Pharma industry?
a. Yes
b. No
No Of Respondents

Percentage

Yes

51%

No

49%

INTERPRETATION:
51% of the respondents Enrolled in Hetero Pharma System and 49% of
the respondents are not enrolled in Hetero Pharma System.

3. What are the health cares services by Hetero Pharma?


a) Master Health Care Checkup
b) Cardiology Checkup
c) Women Health Care Checkup
e) Emergency

d) Diabetic HealthCheckup
f) Any Other

(Pls. Specify)..
No Of Respondents

Percentage (for each)

Master Health Care Checkup

85%

Cardiology Checkup

75%

Women Health Care Checkup

21%

Diabetic Health Checkup

43%

Emergency

9%

INTERPRETATION:
By observing the above table it is to be said that most of the people
doesnt know about emergence service in the Hetero and most of the
people know about Master Health Care Checkup.
4. What is the response of Management in manufacturing unit?
a. Correct response
b. In correct response

No Of Respondents

Percentage

Correct response

83%

In correct response

17%

INTERPRATATION:
Most of the respondents in hear i.e.83% said that management is giving
good response and A few i.e. 17% are not getting correct response.

5. Service of the doctors in Health care products plan system?


c. Satisfactory
d. Un satisfactory

No Of Respondents

Percentage

Satisfactory

89%

Un satisfactory

11%

INTERPRATATION:
Most of the respondents in hear i.e.89% said that Service of the doctors
satisfactory and A few i.e. 11% are not getting satisfactory service.

6. Are they providing regular information on health checkup scheme


plans?
a. Yes
b. No.
No Of Respondents

Percentage

Yes

51%

No

49%

INTERPRATATION:
51% said that they are providing regular information on health products
scheme plans and remaining are not receiving the information.

7. Are they giving Updaters about New health scheme plans?


a. Yes
b. No

No Of Respondents

Percentage

Yes

29%

No

71%

INTERPRATATION:
29% respondents are said that they are getting Updaters about New health
scheme plans and others are not getting and the organization has to
update the visitors of hospital.
8. How they are responding about your Questions in health plan
scheme?
c. Good Response
d. Average Response
e. Bad response.
No Of Respondents

Percentage

Good Response

49%

Average Response

32%

Bad response

19%

INTERPRETATION:
49% said that they are responding very well and 32% are saying its an average
response and remaining said that its bad response.

9. How Do You Feel about Services Provided Hetero, Is it?


i. Satisfactory
ii. UN Satisfactory.
No Of Respondents

Percentage

Satisfactory

78%

UN Satisfactory

22%

INTERPRETATION:
78% of the respondents are getting satisfactory with the services provided by
Hetero and a few i.e. 22% are not feeling well.

10. Opinion about Hetero Health Scheme and Medical Service?


a) Excellent.
b) Good.
c) Average.
c) Bad
No Of

Percentage

Respondents
Excellent.

11%

Good.

78%

Average.

10%

Bad

1%

INTERPRETATION:
11% Gives opinion that it is very good and 78% said that its work is good and
10% gives as average and only 1% said it is a bad.

11.How Did You Separate Hetero in the real market world?


a. By Service
b. By Emergence Service

No Of Respondents

Percentage

By Service

20%

By Emergence Service

80%

INTERPRETATION:
Hetero is very famous in its emergence services i.e. 80% of respondents

12. How do you rate Hetero?


With respect to performance
A. Poor
Options
Poor
Average
Good
V.Good
Total

b. Average

c. Good
No Of Respondents
02
15
63
20
100

d. V.good

INTERPRETATION:
63% of the people rated that performance of the Hetero is Good
20% of the people rated that performance of the Hetero is V.Good
15% of the people rated that performance of the Hetero is Average
02% of the people rated that performance of the Hetero is poor
13. The rate of Hetero With respect To Performance With respect to service
A. Poor
Options
Poor
Average
Good
V.Good
Total

b. Average

c. Good
No Of Respondents
25
40
22
13
100

d. V.good

100
90
80
70
60
50

POOR

AVERAGE

GOOD

V.GOOD

TOTAL

40
30
20
10
0
No of respondents

INTERPRETATION:
40% of the people rated that service of the Hetero is Average
25% of the people rated that service of the Hetero is poor
22% of the people rated that service of the Hetero is Good
13% of the people rated that service of the Hetero is V.Good

14. Do you feel comfort and convenient (Service) in Hetero?


A) Yes
B) No
Options
Yes
No
Total

Respondents
76
24
100

100
90
80
70
60

YES

NO

TOTAL

50
40
30
20
10
0
Respondents

INTERPRETATION:
Most of the respondents 76% are feeling comfort and convenient with
Hetero 24% of the respondents are not feeling comfort and convenient with
Hetero Comfort and Convenient of Hetero

15. How is the safety and security measure in Hetero?


A. Good
C. Excellent

b. Average

Options
Good
Average
Excellent
Total

Respondents
67
19
14
100

100
90
80
70
60
50

GOOD

AVERAGE

EXCELLENT

TOTAL

40
30
20
10
0
Respondents

INTERPRETATION:
67%of respondents feeling good with the Safety and Security Measures in
Hetero
19%of respondents feeling Average with the Safety and Security Measures in
Hetero
14%of respondents feeling Excellent with the Safety and Security Measures in
Hetero

Safety and Security Measures in Hetero.


16. How Is The Pricing For Hetero?
A. High
C. Reasonable

B. Low

Options
High
Low
Reasonable
Total

Respondents
56
11
33
100

100
90
80
70
60
50

HIGH

LOW

REASONABLE

TOTAL

40
30
20
10
0
Respondents

INTERPRETATION:
56% of respondents are feeling the pricing of Hetero is high
33% of respondents are feeling the pricing of Hetero is Reasonable
11% of respondents are feeling the pricing of Hetero is Low
17. Do You Think Hetero Is A Status Symbol For You?
A) Yes
B) No
Options
Yes
No
Total

Respondents
53
47
100

100
90
80
70
60

YES

NO

TOTAL

50
40
30
20
10
0
Respondents

INTERPRETATION:
53%of people feeling that Hetero Is A Status Symbol For them
47%of people feeling that Hetero does not a Status Symbol for them
The percentage of the respondents who feel Hetero as status symbol

18. How much you satisfied with Hetero.


a. Average
c. Poor
Options
Average
Good
Poor
Excellent
Total

b. Good
d. Excellent
No Of Respondents
10
58
10
22
100

100
90
80
70
60
AVERAGE

50

GOOD

POOR

40
30
20
10
0
NO OF RESPONDENTS

INTERPRETATION:
58% of respondents satisfied Good with Hetero
22% of respondents satisfied Excellent with Hetero
10% of respondents satisfied Average with Hetero
10% of respondents satisfied Poor with Hetero

EXCELLENT

TOTAL

Chapter 5
Findings, Learning And
Conclusions

Findings:
1. Most of the people are not aware of health care system in Hetero pharmacy.
2. Most of the services in Hetero pharmacy are regular services.
3. Hetero is famous for its emergency medical service and they have to develop
it.
4. Hetero has to concentrate on the patients who are coming from village back
ground because they dont know about health care plans.

5. Some of the customers\Patients are not getting the information properly so


management has to take care about the disturbance.
6. The organization has to develop in all the aspects to reach its market goals.
7. To improve its market goals the Doctors play a major role and the
organization have to gave continues training facility for them.
8. Finally for achieving the goals in the market it should concentrate in internal
and external advertising i.e. promotional activates.

Suggestions:
There is a need to improve service to customers for this purpose there
is a need to open another Branch for service in twin cities. And
provide best service.
The Company should develop the promotional Strategies like
Advertisement to capture more market.

The company needs to develop the branding strategies in a publicity


point of view, because public relations are more important than
advertisement.
The company should conduct road shows so as to get awareness in the
public about the product and services.
Improve the marketing personnel and they should give full knowledge
to the customers and retailers.
The offers should be fairer and should also necessary to bring new
models with fascinating offers.

Conclusions:
The research has brought to light various facts about customer perception on
branding. The questionnaire that was contact customers to obtain their feedback
had helped to understand customer needs and wants and their feedback is
providing to maintain better customer relationship.

1. Among the communication options about customer awareness there is


significance difference.

2. Hetero drugs are maintaining a good position in the market among its
competitors.
3. Almost customers preferring Hetero drugs, for good health services and
especially for emergency services.
4. Among the customer perceptions about Hetero drugs is significance
difference. Most of the customers feel happy and satisfied with its service.
5. Most of the customers satisfied with Emergence services by Hetro drugs.
6. Most of the customers rated the service is good.
7. Most of the respondents are feeling comfort and convenient with facilities
given by Hetero drugs.

Annexure
Questionnaire

QUESTIONNAIRE
Name

Age

Occupation

Phone

1.

Do you know about Health Care System In general?

a.

Yes

2.

Are you enrolled in Hetero drugs health care system?

b.

No

a.

Yes

b.

No

3.

What are the health care services you know in Hetero

drugs?
a.

Master Health Care Checkup

b.

Cardiology Checkup

c.

Women Health Care Checkup

d.

Diabetic Health Checkup

e.

Emergency

f.

Any Other (Pls.

Specify)

..
4.

What is the response of Management in health

products unit?
a.

Correct response

b.

In correct response.

5.

Service of the doctors in Health care checkup plan

system?
a.

Satisfactory

b.

Un satisfactory

6.

Are they providing regular information on health

checkup scheme plans?


a.

Yes

b.

No.

7.

Are they giving Updaters about New health scheme

plans?
a.

Yes

b.

No

8.

How they are responding about your Questions in

health plan scheme?


a.

Good Response

b.

Average Response

c.

Bad response.

9.

How Do You Feel about Services Provided by Hetero

drugs, Is it?
a.

Satisfactory

b.

UN Satisfactory.

10.

Opinion about Hetero drugs Health Scheme and

Service?
a.

Excellent.

b.

Good.

c.

Average.

d.

Bad

11. How Did You Separate Hetero drugs in the real


market world?
a.

By Service

b.

By Emergence Service

12. How Dou Rate Hetero.


With Respect To Performance
A. Poor

B. Average

C. Good

D. V. Good

With Respect To Service


A. Poor

B. Average

C. Good

D. V. Good

13. Do You Feel Comfort and Convenient In Hetero


A) Yes

B) No
14. How Is the Safety and Security Measures In Hetero
A. Good

B. Average

C. Excellent
15. Any Suggestions (Pls. Specify)

Bibliography

Newspapers:
The Economic Times
The Times Of India
Business Standard

Magazines:
Capital Market
Business Outlook
Business India

Other Sources:
S.No. AUTHOR NAME

REFERED BOOKS

1. PHILLIP KOTLER
Edition

2. PHILLIP KOTLAR
Millennium

3. V.S.RAMASWAMY &

Principles of Marketing 11 th
Prentice Hall India

Marketing Management
Edition.Prentice Hall India

Marketing Management -7 th

Edition
NAMAKUMARI

4. RICHARD R STILL

Millennium India Ltd.

Sales Management -5th Edition


Prentice Hall India.

5. G.C.BERI

Marketing Research -6th Edition


Tata McGraw Hill Co.Ltd.

WEB SITES
www.google.com

www. heterodrugs.com
www.heterogroup.com
www.customersopt.org
www.healtcareproducts.com