Marketsurveyonazithromycinandamoxicillinwithclavulanicacid 101028062144 Phpapp02

Report on Market Survey of Azithromycin
and Amoxicillin with Clavulanic Acid
For
Troikaa Pharmaceutical Ltd.
Prepared By
Mitesh Shah (Roll No. 31)
Stevens Business School, Batch 2009 - 2011
Under guidance of
Ms. Gayatri Yadav (Senior Executive-PMT, Troikaa Pharmaceutical Ltd)
Dr. Raashid Saiyed (Professor, Stevens Business School)

INDUSTRY INTERNSHIP PROGRAM CERTIFICATE
Date: 23/08/10
Dr. Himani Joshi
Assistant Professor & IIP Coordinator
Stevens Business School
Near Khatrej,
Gandhinagar 382721
Dear Sir / Madam:
Sub: Industry Internship Program Certificate
This is to certify that Mr. Mitesh J Shah of your institute has satisfactorily completed industry Internship
Program in our Company from 1st July 2010 to 15th August 2010.
During the period of the Program, he was given on-the-job training covering various areas/given tasks
and responsibility comprising market survey on Azithromycin and Amoxicillin with Clavulanic acid.
He has completed and submitted the Research Report on Market Survey on Azithromycin and Amoxicillin
with Clavulanic acid on 23rd August 2010.
He has presented the Research Report in proper form before company official concerned on 16 th August
2010.
______________________
(Signature)
Ms. Gayatri Yadav
Senior Executive - PMT

DECLARATION
I, Mitesh J Shah, student of Post Graduate Program - Pharma of Stevens Business School,
Gandhinagar here by declare that the project work entitled “Market survey on Azithromycin and
Amoxicillin with Clavulanic Acid” submitted to the Troikaa Pharmaceuticals Limited, India,
Ahmedabad, is a record of an original work done by me and this project work is submitted in the partial
fulfillment of the requirements for Industrial Internship Program of PGP – Pharma of Stevens Business
School.
This project is a result of culmination of my sincere efforts. This report has not been submitted
to any other University or Institute for the award of any degree or diploma.
I declare that this submitted work is done solely by me and to the best of my knowledge. I have
tried at my level best to collect precise detail to provide useful information to the company.
I also declare that all the information collected from various sources has been duly
acknowledged in this project report.
Mitesh J Shah (Roll No. 31)
PGP (Pharma)
Stevens Business School

ACKNOWLEDGEMENTS
Here, I take this opportunity to humbly express my gratitude to all those concerned with my
project entitled “Market Survey of Azithromycin and Amoxicillin with Clavulanic Acid”. I would like to
share the success of my project amongst the person who has directly and indirectly helped me to
complete this project.
I am extremely thankful to Mr.Ketan Patel (MD), for providing me and opportunity to work with
Troikaa Pharmaceutical, Ahmedabad. My sincere thanks to Ms. Gayatri Yadav (Senior Executive - PMT,
Troikaa Pharmaceutical), for her perseverance, co-operation and constant help and guidance
throughout the project, which helps me to increase my knowledge and professional skills in innovative
manner. I am also thankful to entire Troikaa Pharmaceutical team for giving me the co-operative and
friendly support for the project.
In providing concrete shape of my project, there are numerous people who have taken part. I
take this opportunity to express my deep sense of gratitude and hearty thanks to my Professor Dr.
Raashid Saiyed, Stevens Business School for providing me his valuable suggestions and remarks to
complete this project. His extensive knowledge of subject and the way, he imparted the same to me has
enabled me to develop the project cohesive manner.
I would like to express my heartiest thanks to my family, parents and sister to extend their help
as and when required. I would like to thank my friends for their support during my project.
Mitesh J Shah (Roll No. 31)

EXECUTIVE SUMMARY
The main objectives of my project entitled “Market survey on Azithromycin and Amoxicillin with
Clavulanic acid” are
1) To find out in which indication doctors prescribe Azithromycin, Amoxicillin with Clavulanic Acid
and Amoxicillin with Clavulanic acid sustain release 1 gm tablet.
2) To find out market share of these molecules in Ahmedabad Medicine market.
3) To find out pricing, promotional schemes given to chemist for top 15 brands of these molecules
and substitute brands of these molecules at retail level.
To conduct survey, personal interview was selected as a methodology for all three sample units;
retailers, doctors and dealers.
According to my market survey, I found out that indications for Azithromycin are Pneumonia –
particularly legionnaires, Chlamydia trachomatis, Donovanosis, Chaneroid & urethritis, Dry cough, Throat
pain and difficulty in deglutination. While indication for Amoxicillin and Clavulanic Acid are Skin & sof
tissue infection, Intra abdominal & gynecological sepsis, Urinary tract, biliary & respiratory tract infection
and Gonorrhea. There are makeable differences between the pricing of different brands of same
molecule for same strength. Most prefer substitute brand for Azithromycin at retail level is Azithral from
Alembic pharmaceutical while for Amoxicillin and Clavulanic combination, most prefer substitute brand
at retail level is AUGMENTIN DUO from GSK. Market leader for Azithromycin is Azithral from Alembic
pharmaceutical with more than 19% market share while for Amoxicillin and Clavulanic Acid, market
leader is AUGMENTIN DUO from GSK with more than 27% market share. Maximum promotion scheme
given to chemist for Azithromycin is 25% by Cipla pharmaceutical on its brands of AZEE and AZIMAX.
While for Amoxicillin and Clavulanic acid combination, maximum promotional scheme to chemist is 20%
which is given by GSK on Augmentin Duo, Alkem on Clavam, Alembic on Megaclav, Dr. Reddy’s on Clamp
and Zuventus on Augpen.
INDEX
Sr. No. Particular Page No.

1 Acknowledgement 01
2 Executive summary 02
3 Introduction 06
3.1 Industry analysis 06
3.1.1 Market share of top 10 Pharma company in world 06
3.1.2 Sales growth of top pharmaceutical companies, 2006-2008 07
3.1.3 R & D costs, % of total revenues 07
3.1.4 Indian pharmaceutical industry 09
3.1.4.1 Industry trend 09
3.1.4.2 Pharmaceutical drugs trends 10
3.1.4.3 Challenges 10
3.1.4.4 Protection of patents 10
3.1.4.5 Government initiatives 11
3.1.4.6 Pharmaceutical export 11
3.1.4.7 Key players in Indian pharmaceutical industry 13
3.1.4.8 India's domestic pharmaceutical market (12 14
months ended January 2009)
3.1.4.9 Future scenario 15
3.1.4.10 Regulatory Framework 15
3.1.4.11 Responsibilities 17
3.1.4.12 DPCO (Drug Price control Order) 17
3.1.4.13 CAPEXIL 19
3.2 Company analysis 20
3.2.1 Mission 20
3.2.2 Current situation 20
3.2.3 Management Team 20
3.2.4 Organization structure 21
3.2.5 Human resource at Troikaa Head office – Bolakdev, 25
Ahmedabad
3.2.6 Product Range 26
3.2.7 Research and Development 33
3.2.8 Challenges and competition 33
3.2.9 Innovative Technologies 34
3.2.10 Accreditations 34
3.2.11 International Business 34
3.2.12 Expansion plans 35
4 Internship project details 36
4.1 Title 36
4.2 Research objectives 36
4.3 Research methodology 36
4.4 Sampling design 36
4.5 Data Analysis 37
4.5.1 To find out in which indication doctors prescribe 37
Azithromycin and amoxicillin with Clavulanic acid
4.5.1.1 Indications in which doctors prescribe 37
Azithromycin
4.5.1.2 Indications in which doctors prescribe Amoxicillin 37
with Clavulanic acid
To find out in which indication doctors prescribe
4.5.2 Amoxicillin with Clavulanic acid Extended release 1 37
gm tablet
4.5.2.1 Indication for Amoxicillin with Clavulanic Acid 37
extended release 1gm tablet
To find out market share of top 15 brands of
4.5.3 Azithromycin and Amoxicillin with Clavulanic acid 38
in Ahmadabad medicine market
4.5.3.1 Market share of top 15 brands of 250mg 38
Azithromycin
4.5.3.2 Market share of top 15 brands of 500mg 40
Azithromycin
4.5.3.3 Market share of top 15 brands of Amoxicillin 42
625mg with Clavulanic acid
875mg with Clavulanic Acid
4.5.4 To find out pricing of top 15 brands of 48
Azithromycin and Amoxicillin with Clavulanic acid
4.5.4.1 Pricing for Azithromycin 48
4.5.4.2 Pricing for Amoxicillin with Clavulanic Acid 49
4.5.5 To find out substitute brands of Azithromycin and 50
Amoxicillin with Clavulanic acid at retail level
4.5.5.1 Substitute brand for Azithromycin Molecule at 50
retail level
4.5.5.2 Substitute brand for Amoxicillin with Clavulanic 51
acid
4.5.6 To find out promotional schemes given to chemists 52
4.5.6.1 Promotional schemes given to chemists for 52
Azithromycin Molecule
4.5.6.2 Promotional schemes given to chemists for 53
Amoxicillin with Clavulanic acid Molecule
4.6 Limitation of survey 54
5 Conclusion 55
6 Recommendations 56
7 Bibliography 57
8 Annexures 60
8.1 Research Proposal 61
8.2 Questionnaire 63
8.3 Market Share 70
8.4 List of Doctors 73
8.5 List of Dealers 74
8.6 List of Retailer 75
9 Reflective note on Internship 78
3.1) INDUSTRIAL ANALYSIS
3.1.1) MARKET SHARE OF TOP 10 PHARMA COMPANY IN WORLD [7, 10]
Mark Market
et
Net income/ share
Total Revenues share
Rank Company Country (loss) Employees on
(USD millions) on
(USD millions) bases
bases
of NI
of TR
1 Johnson & United 63,747.00 12,949.00 118,700 16.24 17.31
Johnson States
2 Pfizer United 48,296.00 8,104.00 81,800 12.31 10.83
States
3 GlaxoSmithKli United 44,654.00 8,438.60 99,003 11.38 11.28
ne Kingdom
4 Roche Switzerland 44,267.50 8,288.10 80,080 11.28 11.08
5 Sanofi-Aventis France 42,179.00 5,636.70 98,213 10.75 7.53
6 Novartis Switzerland 41,459.00 8,195.00 96,717 10.57 10.95
7 AstraZeneca United 31,601.00 6,101.00 65,000 8.05 8.15
Kingdom
8 Abbott United 29,527.60 4,880.70 68,838 7.52 6.52
Laboratories States
9 Merck United 23,850.30 7,808.40 55,200 6.08 10.44
States
10 Wyeth United 22,833.90 4,417.80 47,426 5.82 5.90
States
392,415.30 74,819.30
Source: 2009 Annual Reports of the companies
 The majority of the largest pharmaceutical companies are not diversified. They are either
concentrated exclusively on pharmaceutical products (Eli Lilly and AstraZeneca are good
examples with virtually 100% of their revenues coming from sales of pharmaceutical products)
or, although they develop and manufacture other health care products, they still have
pharmaceutical divisions as the core of their business that provide more than 50% of their
revenues. Other products manufactured by these companies usually include medical devices,
nutritional products, consumer healthcare products and products for animal health. Only two
out of these 15 major pharmaceutical companies have revenues from sales of pharmaceutical
products that are lower than 50% of their total sales.
 These companies are world giants Johnson & Johnson (which besides pharmaceutical products
manufactures consumer goods and medical devices) and Bayer which has only about 15% of its
revenues from the sales of pharmaceutical products.
3.1.2) SALES GROWTH OF TOP PHARMACEUTICAL COMPANIES, 2006-2008[7, 10]
2005 2006 2007 2008 2009

Pfizer 8.6% 11.3% 38.5% 17.4% 18.2%
Johnson & Johnson 9.1% 12.3% 15.3% 13.1% 13.7%
Merck 4.9% 8.5% -56.6% 2.0% 3.2%
Bristol-Myers Squibb 5.6% 0.3% 15.4% -7.2% 10.7%
Wyeth 2.8% 4.3% 8.7% 9.5% 9.7%
Eli Lilly 0.9% -4.0% 13.6% 10.1% 12.9%
Abbott 6.3% 8.6% 11.3% 0.0% 9%
Schering-Plough 1.3% 4.3% -18.1% -0.7% 2.6%
Source: calculations, data used from Annual Reports of the companies
3.1.3) R&D COSTS, % OF TOTAL REVENUES [7, 10]
Total Total Total Total

revenue 2006 revenue 2007 revenue 2008 revenue 2009
2006 2007 2008 2009
Pfizer 44,028 16.5% 46,346 16.1% 46,364 16.7% 48,296 14.6%
Johnson & Johnson 58,137 11.1% 61,197 10.9% 60,560 11.2% 63,747 11.0%
Merck 29,881 5.1% 31,545 5.2% 32,860 14.6% 34,230 17.5%
Bristol-Myers Squibb 56,315 11.8% 27,995 12.2% 29,780 10.9% 31,366 12.9%
Wyeth 19,370 13.4% 20,607 14.3% 21,920 13.2% 22,833 14.2%
Eli Lilly 17,225 19.4% 18,132 19.4% 19,360 18.7% 20,378 19.4%
Abbot 25,083 9.7% 26,404 8.3% 28,090 8.3% 29,577 8.6%
Schering-Plough 18,226 13.4% 19,390 14.0% 20,194 17.6% 21,482 19.4%
Source: calculations, data used from Annual Reports of the companies
 For leading pharmaceutical companies, investments in research and development are crucially
important for survival and prosperity; not surprisingly the pharmaceutical industry is
characterized by a very high level of R&D cost as percent of total revenues. So far as it usually
takes a long time to develop a new medicine (usually 10-15 years), and there is a high level of
uncertainty whether this particular R&D project will be successful, many companies have a
policy of investing in R&D an approximately stable share of company revenue. As for the case of
U.S. pharmaceutical companies I calculated profitability and liquidity ratios for non-US
pharmaceutical companies (provided in Table 5 and chart).
 Several factors are worth mentioning. First, both GlaxoSmithKline and AstraZeneca that
underwent large-scale merger processes showed pretty stable financial performance during the
last few years that indirectly says something positive about successful completion of their
restructuring initiatives. It is too early to make any conclusions regarding the results of the
merger of Sanofi-Synthelabo and Aventis. Although the company reported -8.3% ROA in 2009 in
comparison with 21.6% during the previous year this sharp decline is mainly caused by
accounting treatment of transactions related to the merger: expensing total acquired R&D of
Aventis (total negative effect of 5,046 million EUR), and accounting of inventories (total negative
effect of 342 million EUR afer tax).
 Second, losses of Roche 2007 to a significant extent can be explained by the legal settlements
with U.S. direct customers in the vitamin case, as well as sale of the Vitamins and Fine Chemicals
Division. Finally, Bayer showed much lower results than other companies in this group. Partially
this can be explained by much lower share of the highly profitable pharmaceutical business in its
total sales.
3.1.4) INDIAN PHARMACEUTICAL INDUSTRY
“The Indian pharmaceutical industry is a success story providing employment for millions and ensuring
that essential drugs at affordable prices are available to the vast population of this sub-continent.”
-Richard Gerster
 The pharmaceutical industry in India is among the most highly organized sectors. This industry
plays an important role in promoting and sustaining development in the field of global medicine.
Due to the presence of low cost manufacturing facilities, educated and skilled manpower and
cheap labor force among others, the industry is set to scale new heights in the fields of
production, development, manufacturing and research.
 In 2008, the domestic Pharma market in India was expected to be US$ 10.76 billion and this is
likely to increase at a compound annual growth rate of 9.9 per cent until 2010 and subsequently
at 9.5 per cent till the year 2015.
3.1.4.1) INDUSTRY TREND
 The Pharma industry generally grows at about 1.5-1.6 times the Gross Domestic Product growth.
 Globally, India ranks third in terms of manufacturing Pharma products by volume.
 The Indian pharmaceutical industry is expected to grow at a rate of 9.9 % till 2010 and afer that
9.5 % till 2015.
 In 2007-08, India exported drugs worth Rs 302 billion in to the US and Europe followed by
Central and Eastern Europe, Africa and Latin America.
 The Indian vaccine market which was worth Rs 27,930 million in 2007-08 is growing at a rate of
more than 20%.
 The retail pharmaceutical market in India is expected to cross Rs 500-550 billion by 2012.
 The Indian drug and pharmaceuticals segment received foreign direct investment to the tune of
Rs 60 billion from April 2000 to December 2008.
3.1.4.2) PHARMACEUTICAL DRUGS TRENDS
 Anti-Diabetic Drugs and those for cardiovascular diseases are expected to see the fastest growth
in 2011. Cardiovascular patients will increase to 251 million in 2010, with the greatest rate of
growth forecast for the US market.
 This is due to the changes in demographics and lifestyle that will boost the cardiovascular sales.
However, the growth rates will be limited by continued patent expiries for major products and
due to the lack of novel therapies.
 The anti-hypertensive drugs will dominate the global cardiovascular market with a market share
of nearly 50%.
3.1.4.3) CHALLENGES
Every industry has its own sets of advantages and disadvantages under which they have to work; the
pharmaceutical industry is no exception to this. Some of the challenges the industry faces are:
• Regulatory obstacles
• Lack of proper infrastructure
• Lack of qualified professionals
• Expensive research equipments
• Lack of academic collaboration
• Underdeveloped molecular discovery program
• Divide between the industry and study curriculum
3.1.4.4) PROTECTION OF PATENTS
• Generic drugs manufacturers represent a significant threat to research-based

pharmaceutical companies. For example, Schering-Plough’s Claritin patent expired in 2002;
as the result of generic drug competition, sales of Claritin by Schering-Plough declined from
Rs 134.4 billion in 2001 to Rs 75.6 billion in 2002 and to Rs 15.54 billion in 2003.
• Moreover, generic drugs manufacturers sometimes start production of patent-protected

drug analogues even before a patent expires. Although research-oriented companies in
many cases are able to protect their patents, they do suffer from lost revenues.
• Therefore, protection of patents is one of the key conditions necessary for further
development of the pharmaceutical industry. At the same time, non-efficient legislation that
does not provide the necessary level of patent protection is one of the factors that hamper
expansion of “Big Pharma” companies to the developing countries.
3.1.4.5) GOVERNMENT INITIATIVES
The government of India has undertaken several including policy initiatives and tax breaks for the growth
of the pharmaceutical business in India. Some of the measures adopted are:
 Pharmaceutical units are eligible for weighted tax reduction at 150% for the research and
development expenditure obtained.
 Two new schemes namely, New Millennium Indian Technology Leadership Initiative and the
Drugs and Pharmaceuticals Research Program have been launched by the Government.
 The Government is contemplating the creation of SRV or special purpose vehicles with an
insurance cover to be used for funding new drug research
 The Department of Pharmaceuticals is mulling the creation of drug research facilities which can
be used by private companies for research work on rent
3.1.4.6) PHARMACEUTICAL EXPORT
• Export has become an important driving force for growth in this industry with more than 50
% revenue coming from the overseas markets.
• For the financial year 2008-09 the export of drugs is estimated to be $8.25 billion as per the
Pharmaceutical Export Council of India, which is an organization, set up by the Government
of India. A survey undertaken by FICCI, the oldest industry chamber in India has predicted
16% growth in the export of India's pharmaceutical growth during 2009-2010.
• The pharmaceutical industry has been witnessing a transformation in the recent past. Earlier,
the industry followed a product centric approach, with manufacturing aimed towards
fulfilling the domestic demand, while exports were largely confined to supplying APIs &
intermediates to the less regulated markets. Further, the contribution of services has been
miniscule in the total revenues of the pharmaceutical industry.
2009 2011
Industry Industry
Service 10% Product 90% Service 12% Product 88%
Domestic 32% Export 58% Domestic 38% Export 62%
• Presently, services account for only 10 percent of the total revenues of the Indian
pharmaceutical industry. However, it is estimated to increase up to 12 per cent by 2011 due
to continuous spurt in clinical research outsourcing, coupled with increase in discovery and
preclinical research activities.
• The contribution of exports to the total product revenues in 2009 was 68 percent. However,
moving at a high CAGR of 4 percent, contribution of export revenues would surpass the
share of the domestic market in the total revenue mix.
• By 2011, exports would contribute 62 percent to the total product revenues. Further,
unlocking of US$ 80 billion revenues patent expiry during 2008 – 2009 would present
significant opportunities for generic players, especially the Indian companies who would be
among the first to capitalize on this opportunity.
3.1.4.7) KEY PLAYERS IN INDIAN PHARMACEUTICAL INDUSTRY
There are several national and international pharmaceutical companies that operate in India. Most of
the country's requirements for pharmaceutical products are met by these companies. Some of them are
briefly described below:
• Ranbaxy Laboratories Limited is the biggest pharmaceutical manufacturing company in

India. The company is ranked at the 8th position among the global generic pharmaceutical
companies and has presence in 48 countries including world class manufacturing facilities in
10 countries and serves to customers from over 125 countries. Ranbaxy Laboratories 2009-
2010 Q3 Net Profit Results showed a profit of Rs 116.6 crore as compared to Rs 394.5 crore
deficits, recorded during the corresponding period last fiscal.
• Dr. Reddy's Laboratories manufactures and markets a wide range of pharmaceuticals both in
India and abroad. The company has 60 active pharmaceutical ingredients to manufacture
drugs, critical care products, diagnostic kits and biotechnology products. The company has 6
FDA plants that produce active Pharma ingredients and 7 FDA inspected and ISO 9001 and
ISO 14001 certified plants. Dr. Reddy's Q1 FY10 result shows the revenues of the company at
Rs. 18,189 million which is up by 21%. During this quarter the company introduced 24 new
generic products, applied for 22 new generic product registrations and filed 4 DMFs.
• Cipla is an Indian pharmaceutical company renowned for the manufacture of low cost anti
AIDS drugs. The company's product range comprises of anthelmintics, oncology, anti-
bacterials, cardiovascular drugs, antibiotics, nutritional supplements, anti-ulcerants, anti-
asthmatics and corticosteroids. Cipla also offers other services like quality control,
engineering, project appraisal, plant supply, consulting, commissioning and know-how
transfer, support. For the financial year 2008-09 the company registered an increase of 22%
in sales and other income over the previous year.
• Nicholas Piramal is the second largest pharmaceutical healthcare company in India. The
brands manufactured by the company include Gardenal, Ismo, Stemetil, Rejoint, Supradyn,
Phensedyl and Haemaccel. Nicholas Piramal has entered into join ventures and alliances
with several international corporations like Cheissi, Italy; IVAX Corp; UK, F. Hoffmann-La
Roche Ltd., Allergan Inc., USA etc.
• Glaxo Smithkline (GSK) is a United Kingdom based pharma company; it is the world's second
largest pharmaceutical company. The company's portfolio of pharma products consist of
central nervous system, respiratory, oncology, vaccines, anti-infectives and gastro-
intestinal/metabolic products among others. On November 2009, the FDA had announced
that the H1N1 vaccine manufactured by GSK would join the list of the four vaccines
approved.
• Zydus Cadila also known as Cadila Healthcare is an Indian pharmaceutical company located
in Gujarat. The company's 1QFY2010 results show the net sales at Rs880.3cr which is higher
than the estimated Rs773cr. The net profit was Rs124.8cr which was increase of 39%; the
increase was on account of higher sales and improvement in the OPM.
3.1.4.8) INDIA'S DOMESTIC PHARMACEUTICAL MARKET (12 MONTHS ENDED

JANUARY 2009)
Company Size ($ Billion) Market Share (%) Growth Rate (%)

Total Pharma Market 6.9 100.0 9.9
Cipla 0.36 5.3 13.4
Ranbaxy 0.34 5.0 11.5
Glaxo Smithkline 0.29 4.3 -1.2
Piramal Healthcare 0.27 3.9 11.7
Zydus Cadila 0.24 3.6 6.8
Source: ORG IMS
3.1.4.9) FUTURE SCENARIO
With several companies slated to make investments in India, the future scenario of the pharmaceutical
industry in looks pretty promising. The country's pharmaceutical industry has tremendous potential of
growth considering all the projects that are in the pipeline. Some of the future initiatives are:
 According to a study by FICCI-Ernst & Young India will open a probable Rs 336 billion market for
MNCs selling expensive drugs by 2015.
 The study also says that the domestic Pharma market is likely to reach Rs 840 billion by 2015.
 The Minister of Commerce estimates that Rs 266 billion will be invested in the domestic
pharmaceutical sector.
 Public spending on healthcare is likely to raise from 7 per cent of GDP in 2007 to 13 per cent of
GDP by 2015.
 Dr Reddy's Laboratories has tied up with GlaxoSmithKline to develop and market generics and
formulations in upcoming markets overseas.
 Lupin, a Mumbai based pharmaceutical company is looking to tap opportunities of about Rs

8400 million in the US oral contraceptives market.
 Due to the low cost of R&D, the Indian pharmaceutical off-shoring industry is designated to turn
out to be Rs 105 billion opportunity by 2012.
3.1.4.10) REGULATORY FRAMEWORK
The Indian pharmaceutical industry has a multi-level hierarchical regulatory institutional framework. Two
ministries of the Government of India play a major role in regulating the pharmaceutical sector in the
country. Each of these ministries deals with different aspects of regulations and works independently.
These are:
1. Ministry of Health & Family Welfare (MoHFW)
2. Ministry of Chemicals and Fertilizers (MoC&F)

INDIAN REGULATORY FRAME WORK
The Govt. of India
Ministry of Health and Family Welfare Ministry of Chemicals and Fertilisers
Depart of Health (The

prevention of Food & National
Adultration Act, The Pharmaceutical Pricing
Drugs & Cosmetic Act Authority (NPPA) (The
1940, The Tobaco Control Essential Commodities
Act Act)
Central Drugs Standards

Control Organisation
(CDSCO) / drugs Drug Price Control Order
controller General of (DPCO)
India (Drug approval,
Quality, Clinical Trials)
3.1.4.11) RESPONSIBILITY
•Drug controller General of India

•Expert Committies
Central •Responsibilities:
Goverment •Broad Policy Issues
•State Drug Authorities

•State Drug Controller Food & Drug Inspectors
•Responsibilities:
State •Licencing & monitoring of manufacturing, Legal cell, Spurious drug monitoring,
Goverment Pharmacies
•3 joint Drug Controllers, 2 Deputy Drug controllers, 6 assistant Drug controllers, 50

Drug Inspectors, 5 Technical Experts, 1 Administrative Officer, 1 Accounts Officer
•Responsibilities
Central Drug •Regulatory affairs & environment, New drugs & clinical trials, Biological &
Administration Biotechnology products, Pharmacovigilance, Medical devices & diagnostics,
Imports, Organizational services, Training & empowerment, Quality control affairs,
Legal & consumer affairs
3.1.4.12) DPCO (DRUG PRICE CONTROL ORDER)
 The Drugs Price Control Order (DPCO), 1995 is an order issued by the Government of India under
Section 3 of the Essential Commodities Act, 1955 to regulate the prices of drugs.The Order inter
alia provides the list of price controlled drugs, procedures for fixation of prices of drugs, method
of implementation of prices fixed by Government and penalties for contravention of provisions
among other things.
 For the purpose of implementing provisions of DPCO, powers of the Government have been
vested in the National Pharmaceutical Pricing Authority (NPPA). Drugs are essential for health of
the society. Drugs have been declared as essential and accordingly put under the Essential
Commodities Act. Only 74 out of 500 commonly used bulk drugs are kept under statutory price
control. All formulations containing these bulk drugs either in a single or combination form fall
under the price control category. However, the prices of other drugs can be regulated, if
warranted in public interest.
DPCO FORMULA
Calculation of retail price of formulation:
The retail price of a formulation shall be calculated by the Government in accordance with the following
formula namely:
R.P. = (M.C. + C.C. + P.M. + P.C.) x (1 + MAPE/100) + ED.
Where,
 "R.P." means retail price;
 "M.C." means material cost and includes the cost of drugs and other pharmaceutical aids used
including overages, if any, plus process loss thereon specified as a norm from time to time by
notification in the Official Gazette in this behalf;
 "C.C." means conversion cost worked out in accordance with established procedures of costing
and shall be fixed as a norm every year by notification in the Official Gazette in this behalf;
 "P.M." means cost of the packing material used in the packing of concerned formulation,
including process loss, and shall be fixed as a norm every year by, notification in the Official
 Gazette in this behalf;
 "P.C." means packing charges worked out in accordance with established procedures of costing
and shall be fixed as a norm every year by notification in the Official Gazette in this behalf;
 “MAPE" (Maximum Allowable Post-manufacturing Expenses) means all costs incurred by a

manufacturer from the stage of ex-factory cost to retailing and includes trade margin and margin
for the manufacturer and it shall not exceed one hundred per cent for indigenously
manufactured Scheduled formulations;
 “E.D." means excise duty
Provided that in the case of an imported formulation, the landed cost shall form the basis for fixing its
price along with such margin to cover selling and distribution expenses including interest and importer's
profit which shall not exceed fify percent of the landed cost.
[11]
3.1.4.13) CAPEXIL
 CAPEXIL, a non-profit making organization, was setup in March 1958 by the Ministry of
Commerce, Government of India to promote export of Chemical and Allied Products from India.
And since then has been the voice of Indian business community. With the headquarter at
Kolkata, and regional offices at New Delhi, Mumbai, Kolkata and Chennai, CAPEXIL has more
than 3500 members across the country. One of the fascinating aspects of CAPEXIL is the
overwhelming variety of products it deals with.
 CAPEXIL is an ardent advocate of exporters to the Government and the primary focus is to
provide export assistance to its member exporters.
 CAPEXIL sends trade delegation to all major and developing markets around the world,
showcases Indian exports all over the world through exhibitions, fairs.
 CAPEXIL can help the sourcing needs of an importer anywhere in the world, and also the selling
needs of Indian exporters. CAPEXIL is an ISO 9001: 2000 certified organization.
CAPEXIL OFFERS A FULL RANGE OF SERVICES TO INDIAN EXPORTERS AND
FOREIGN IMPORTERS
 Information gateway and helping hand for exporters
 An interface between the government and the members regarding trade and policy related
matters
 Dissemination of trade enquiries
 Participation in national workshops, organizing seminars/buyer-seller meets
 Preparation of relevant market reports
 Analysis of Indian export trend across country, product or other parameters
 Valuable resource of global trade data
 Disbursement of grants through various market assistance programmes
 Conducting training programmes on international trade
 Access to most competent officers dedicated to quality service
3.2) COMPANY OVERVIEW
Troikaa Pharmaceuticals, which started its business as a small-scale unit during 1983 and is now growing
at over 40 %, with its key focus on Pharmaceuticals and Nutraceuticals.
3.2.1) MISSION
“We aim to achieve a prominent position in the Pharmaceutical Industry, recognition by the medical
profession and admiration from the society. We strive to meet the demands of our goals by specifically
focusing on the basic fundamentals of excellence - Innovation, Quality & Service. The quest for excellence
encompasses all aspects of business.”
3.2.2) CURRENT SITUATION
Troikaa's manufacturing facilities are state-of-the-art and are certified by the World Health Organization
(WHO) for following Good Manufacturing Practices. Troikaa has the capability to manufacture high
quality Critical Care Injectables, Tablets and Topical preparations. The manufacturing facilities are at Thol,
an industrial area that is 25 kilometers from Ahmedabad. For sustaining its growth, Troikaa
commissioned one more state-of-the-art manufacturing plant at Dehradun, Uttaranchal in May 2006.
Turnover of Troikaa Pharmaceutical Ltd for last year is around Rs 6688 million.
3.2.3) MANAGEMENT TEAM

Mr. Rajni V. Patel, Chairman
The company is promoted by Mr. Rajni V. Patel, one of the few pharmacy graduates, of the first batch of
L. M. College of Pharmacy, Ahmedabad in 1950.
Mr. Ketan R. Patel, Managing Director
Mr. Ketan Patel, has more than 25 years in the Pharma industry. He is an innovator, entrepreneur and
pharmacist. For his excellence in the academic area, he has received gold medals both at the graduate
and post graduate levels. Mr. Patel's passion for innovation has been in the area of Novel Drug Delivery,
wherein he has several patents to his credit. Mr. Patel also extends his services to the Centre for
Innovation, Incubation and Entrepreneurship at IIM-Ahmedabad by invitation, as a mentor to aspiring
entrepreneurs."
Mr. Milan R. Patel, Joint Managing Director
Mr. Milan R. Patel is the Joint Managing Director. He is a Chemical Engineer with specialization in process
controls and automation. He has in-depth experience of pharmaceutical manufacturing and quality
control operations.
3.2.4) ORGANIZATION STRUCTURE
ORGANIZATION CHAT
MEDICAL SERVICE DEPARTMENT
IN – HOUSE MANUFACTURING
THIRD PARTY MANUFACTURING
VP SALES AND MARKETING
VP Sales and Marketing
General Manager General Manager General Manager General Manager
Division 2
Sales Manager Sales Manager Sales Manager Sales Manager

South
Zonal Business Zonal Business Zonal Business Zonal Business

Manager 1 Manager 2 Manager 3 Manager 4
Regional Regional Regional Regional Regional

Business Business Business Business Business
Manager 1 Manager 2 Manager 3 Manager 4 Manager 5
Business Business Business Business Business

Executive 1 Executive 2 Executive 3 Executive 4 Executive 5
PRODUCT MANAGEMENT TEAM
INTERNATIONAL MARKETING TEAM

3.2.5) HUMAN RESOURCE AT TROIKAA PHARMACEUTICAL
Managing Director Mr. Ketan Patel
Joint Managing Director Mr. Milan Patel
Finance and Purchase department Medical service

accounting  MBA + B. Pharm – 1 HR department
MBA finance -1
 CA -1  B. Pharm – 4 MBA marketing – 2  MBA HR – 3
 MBA  Gradates  Gradates
Finance – B. Pharma - 6 (B.Com, BBA) - 5
Domestic Marketing International Business
Ph. D (marketing) – 1  Ph. D (marketing) – 2

 MBA Finance – 4
MBA Finance – 2
 MBA + B. Pharm – 5
MBA + B. Pharm – 6  MBA marketing – 3
 Gradates (B.Com,
MBA marketing – 15 BBA) - 7
Marketing Customer Marketing Customer relationship

administration relationship administration
MBA marketing – 2 MBA marketing – 3 MBA marketing – 1 MBA marketing – 1
Gradates (B.Com, Gradates (B.Com, Gradates (B.Com, Gradates (B.Com,

BBA) - 6
BBA) - 5 BBA) - 6 BBA) - 2
3.2.6) PRODUCT RANGE
PRODUCT DETAIL FOR TROIKAA PHARMACEUTICAL

Source: SSA JUNE 2010 DATA
Val in Crs & Units in 000's
Molecule_Desc BRANDS PROD_LNCH MAT JUN'10 MAT JUN'10
MS%
IPM 0 43822.975929 1.000000
TROIKAA PHARMACEUTICAL LTD 66.8805408 0.0015262
ATORVASTATIN CALCIUM SALT 199909 512.606065 0.011697
LESSKAA 201002 0.236499 0.000005
AMOXICILLIN TRIHYDRATE 0 313.138782 0.007146
OPTIMOX 200101 0.000000
OFLOXACIN 199008 292.699677 0.006679
TROFLOX 200301 0.004931 0.000000
PARACETAMOL 0 285.898169 0.006524
XYPAR 200909 1.302597 0.000030
XYKAA RAPID 201003 0.166829 0.000004
XYTROY 201004 0.013138 0.000000
XYFIX 201006 0.000125 0.000000
DICLOFENAC SODIUM SALT 0 238.258054 0.005437
DYNAPAR AQ 200206 12.175299 0.000278
DYNAPAR 199901 6.187815 0.000141
AMIKACIN SULFATE 0 202.324307 0.004617
MIKAJECT 200101 0.251494 0.000006
MIFEPRISTONE 200202 202.007366 0.004610
MIFABORT 200804 0.967557 0.000022
CEFOTAXIME SODIUM SALT 196904 193.040360 0.004405
TROYCEF 200101 0.014964 0.000000
IBUPROFEN + PARACETAMOL 0 190.941359 0.004357
IBUPAR 200206 0.000000
RAMIPRIL 199406 180.310689 0.004115
RAMICARD 200112 0.043421 0.000001
LOSARTAN POTASSIUM SALT 199806 178.691451 0.004078
ZYLTAN 200112 0.209140 0.000005
HYDROCHLOROTHIAZIDE + 199812 170.867927 0.003899
LOSARTAN POTASSIUM SALT
ZYLTAN H 200308 0.261057 0.000006
NIMESULIDE + PARACETAMOL 198108 156.326608 0.003567
NIMPAR 200211 0.000763 0.000000
NIMESULIDE 0 154.896580 0.003535
NIMEKA 200110 0.000136 0.000000
ALPRAZOLAM 0 149.882343 0.003420
TROYCALM 200112 0.000000
ATENOLOL 0 146.722320 0.003348
MS%
TENSICARD 199901 0.025920 0.000001
TELMISARTAN 200211 145.335106 0.003316
TELMIKAA 200809 0.775841 0.000018
CALCIUM CARBONATE + 0 142.513256 0.003252
COLECALCIFEROL
TROYCAL 199901 0.229754 0.000005
DICLOFENAC SODIUM SALT + 0 138.378729 0.003158
PARACETAMOL
DYNAPAR 200101 2.714747 0.000062
HYDROCHLOROTHIAZIDE + 200309 132.831858 0.003031
TELMISARTAN
TELMIKAA-H 200809 0.584220 0.000013
CEFTRIAXONE DISODIUM + 200406 130.005915 0.002967
SULBACTAM SODIUM SALT
TROYAXONE-S 201003 0.035800 0.000001
CEFOPERAZONE SODIUM SALT + 200005 120.637640 0.002753
SULBACTAM SODIUM SALT
TROYPERAZONE- 201003 0.034854 0.000001
S
ENOXAPARIN SODIUM 199706 119.737027 0.002732
TROYNOXA 200710 3.778641 0.000086
ARTEMOTIL 199708 92.117284 0.002102
TROYTHER 200405 0.285141 0.000007
ARTEKAA 201006 0.000282 0.000000
ATORVASTATIN CALCIUM SALT + 200404 91.323354 0.002084
FENOFIBRATE
FENO-TG-PLUS 200506 0.557747 0.000013
MECOBALAMIN 200105 89.755448 0.002048
NUROTROY 200912 0.134309 0.000003
TROYNURON 200912 0.047514 0.000001
ACETYLSALICYLIC ACID + 198809 86.817897 0.001981
CLOPIDOGREL BISULFATE
ANTIPLATT PLUS 200408 0.230983 0.000005
ROSUVASTATIN CALCIUM SALT 200309 83.279616 0.001900
ROSUKAA 201005 0.068930 0.000002
NITROGLYCERIN 198705 76.117326 0.001737
MYONIT 200101 4.952889 0.000113
NITROGESIC 200112 0.556641 0.000013
DILTIAZEM HYDROCHLORIDE 198708 71.718500 0.001637
DILTIGESIC 200705 1.866362 0.000043
NANDROLONE DECANOATE 198107 68.631240 0.001566
MYOBOLIN 200101 0.004314 0.000000
FOLIC ACID 199002 67.252981 0.001535
FOLIKAA 200301 0.003769 0.000000
MS%
ATORVASTATIN CALCIUM SALT + 200404 66.800831 0.001524
EZETIMIBE
LESSTROL EZ 200506 0.125182 0.000003
LESSKAA-EZ 201002 0.051652 0.000001
MEROPENEM TRIHYDRATE 200201 58.743960 0.001340
TROYPENEM 200912 0.218761 0.000005
MECOBALAMIN + PREGABALIN 200609 54.033745 0.001233
TROYNURON-PG 200907 0.111837 0.000003
NUROTROY-PG 201005 0.008118 0.000000
CYPROHEPTADINE 0 52.353088 0.001195
HYDROCHLORIDE
CYHEP 201004 0.000741 0.000000
MISOPROSTOL 200112 50.977425 0.001163
MISOTROY 200808 0.169040 0.000004
AMLODIPINE BESILATE + 200004 50.764652 0.001158
LOSARTAN POTASSIUM SALT
ZYLTAN-AM 200308 0.097009 0.000002
MAGNESIUM HYDROXIDE + 199609 48.874393 0.001115
PARAFFIN OIL
MAGNAFIN 200112 0.003658 0.000000
METHYLERGOMETRINE MALEATE 198611 48.547756 0.001108
LERIN 200101 0.007357 0.000000
CEFTAZIDIME 0 44.558424 0.001017
FORTACEF 200101 0.075338 0.000002
TRIAMCINOLONE ACETONIDE 197202 40.515190 0.000925
TESS 200101 3.539965 0.000081
FOLIC ACID + MECOBALAMIN + 200308 34.783217 0.000794
PYRIDOXINE HYDROCHLORIDE
TROYNURON 200904 1.161179 0.000026
NUROTROY 200903 1.088748 0.000025
AMIODARONE HYDROCHLORIDE 0 34.603003 0.000790
EURYTHMIC 200101 0.559172 0.000013
VITAMIN E ACETATE 198805 34.563430 0.000789
AQUA EQ 200403 0.000000
LOPERAMIDE HYDROCHLORIDE 0 34.459451 0.000786
TROPAMIDE 200301 0.003975 0.000000
CARVEDILOL 199810 33.881257 0.000773
CARDINORM 200112 0.042805 0.000001
ORLISTAT 200507 33.836634 0.000772
TROYSLIM 200612 0.944841 0.000022
ORLITROY 200612 0.306239 0.000007
ISOXSUPRINE HYDROCHLORIDE 0 32.904926 0.000751
UDILAN 200101 0.659738 0.000015
MS%
MAGALDRATE + SIMETICONE 0 31.353680 0.000715
NCA 199901 0.007426 0.000000
ACETYLSALICYLIC ACID 0 31.333419 0.000715
SPRINTAS 0 31.309111 0.000714
LIDOCAINE HYDROCHLORIDE 0 30.880080 0.000705
XYNOVA 200903 0.008066 0.000000
FENOFIBRATE 200004 29.695920 0.000678
FENO-TG 200406 0.905429 0.000021
FENOCARD 200403 0.002206 0.000000
HEPARIN SODIUM SALT 197305 28.587542 0.000652
CATH-FLUSH 200101 0.060635 0.000001
NUPARIN 200101 0.027858 0.000001
TROYHEP 201004 0.027277 0.000001
DICLOFENAC DIETHYLAMINE 0 26.066060 0.000595
DYNAPAR 199901 2.335865 0.000053
HYDROCORTISONE SODIUM 0 18.756659 0.000428
SUCCINATE
HYDROCORTISON 200101 0.009517 0.000000
E
CETIRIZINE HYDROCHLORIDE +
PARACETAMOL + 199808 16.305467 0.000372
PHENYLPROPANOLAMINE
HYDROCHLORIDE
TERIZINE-PLUS 201004 0.009200 0.000000
ASCORBIC ACID 0 15.864393 0.000362
SITRUS-LA 200106 0.303276 0.000007
TROFEROL 200205 0.005123 0.000000
AZATHIOPRINE 198806 14.656749 0.000334
TRANSIMUNE 200908 0.010772 0.000000
UBIDECARENONE 200011 12.191030 0.000278
RECHARJE 200805 0.126845 0.000003
GLUCOSAMINE SULFATE 199908 11.216770 0.000256
CARTILAMINE 200101 0.393062 0.000009
LOSARTAN POTASSIUM SALT + 200204 10.599097 0.000242
RAMIPRIL
RAMIZYL 200406 0.000010 0.000000
VANCOMYCIN HYDROCHLORIDE 199807 8.429188 0.000192
VANCOTROY 201005 0.005192 0.000000
RABEPRAZOLE SODIUM SALT
DYNAPAR PPI 200610 0.002880 0.000000
ALENDRONIC ACID SODIUM SALT 199711 8.035890 0.000183
BIFOSA 200101 0.861922 0.000020
MS%
CHONDROITINSULFURIC ACID + 200003 7.765596 0.000177
GLUCOSAMINE SULFATE
CARTILAMINE- 200101 0.650610 0.000015
FORTE
OCTREOTIDE ACETATE 199809 6.750363 0.000154
OCTOTIDE 200911 0.053932 0.000001
PROPOFOL 199810 6.663653 0.000152
TROYPOFOL 200904 0.285469 0.000007
KETAMINE HYDROCHLORIDE 0 5.736350 0.000131
KETAMAX 200101 0.026880 0.000001
DOBUTAMINE HYDROCHLORIDE 199611 5.681393 0.000130
DOBUCIN 200101 0.951578 0.000022
BUPIVACAINE HYDROCHLORIDE 0 5.497566 0.000125
BUPITROY 200911 0.009403 0.000000
SOYA ISOFLAVONES 200206 5.352522 0.000122
PHYTOGEN 200206 0.000273 0.000000
ACICLOVIR SODIUM SALT 199008 5.346163 0.000122
VIR 200101 0.102257 0.000002
THIOCOLCHICOSIDE
DYNAPAR-MR 200903 1.284445 0.000029
RITODRINE HYDROCHLORIDE 199602 4.803806 0.000110
RITODINE 200101 0.015396 0.000000
MIDAZOLAM HYDROCHLORIDE 199704 4.408929 0.000101
BENZOSED 200101 0.119093 0.000003
ATRACURIUM BESILATE 199203 4.157743 0.000095
TROYCURIUM 200910 0.095175 0.000002
HEPARIN 200101 3.979119 0.000091
NUPARIN 200101 0.279226 0.000006
HYDROCHLOROTHIAZIDE +
LOSARTAN POTASSIUM SALT + 200308 3.743662 0.000085
RAMIPRIL
RAMIZYL-H 200406 0.000000
PYRIDOSTIGMINE BROMIDE 199408 3.729749 0.000085
TROSTIGMIN 200903 0.034046 0.000001
VITAMIN E 199608 3.667860 0.000084
AQUA-E 200202 0.001038 0.000000
CHROMIUM + COLECALCIFEROL +
FOLIC ACID + NICOTINAMIDE +
PANTOTHENIC ACID CALCIUM
SALT+ PYRIDOXINE 200108 3.661580 0.000084
HYDROCHLORIDE + RETINOL +
RIBOFLAVIN + THIAMINE
HYDROCHLORIDE + VITAMIN E
MS%
RECHARJE PLUS 200108 3.661580 0.000084
OXYBUTYNIN HYDROCHLORIDE 199811 3.259504 0.000074
OXYBUTIN 200101 0.000000
CALCITRIOL + CALCIUM + ZINC 200607 3.225528 0.000074
SULFATE
TROYCAL CT 200806 1.197782 0.000027
DOPAMINE HYDROCHLORIDE 0 2.242898 0.000051
DOPAMINE 200101 0.286056 0.000007
DOPACIN 200910 0.119345 0.000003
SERENOA REPENS EXTRACT 200009 2.039510 0.000047
NORMAPROST 200101 0.205917 0.000005
EZETIMIBE 200312 1.902212 0.000043
MIBE 200506 0.000162 0.000000
AMOXICILLIN SODIUM SALT 199606 1.610596 0.000037
OPTIMOX 200101 0.017117 0.000000
NICOTINIC ACID 200011 1.440034 0.000033
NIATROY 201004 0.001817 0.000000
AMLODIPINE BESILATE + 200403 1.287568 0.000029
ATORVASTATIN CALCIUM SALT
LESSTROL-AM 200408 0.000000
PRALIDOXIME CHLORIDE 199512 1.190347 0.000027
NEOPAM 200101 0.180968 0.000004
BENFOTIAMINE + FOLIC ACID +
INOSITOL + MECOBALAMIN + 200704 1.167363 0.000027
PYRIDOXINE HYDROCHLORIDE+
THIOCTIC ACID
NUROTROY-AL 200906 0.190063 0.000004
TROYNURON-AL 200912 0.176909 0.000004
CHOLINE SALICYLATE 200012 1.143080 0.000026
TESS CS 201005 0.003801 0.000000
VALETHAMATE BROMIDE 198702 1.081273 0.000025
OSDIL 200101 0.007531 0.000000
OMEPRAZOLE MAGNESIUM SALT 200009 1.016300 0.000023
OMEZOLE 200201 0.011515 0.000000
ETHACRIDINE LACTATE 198609 0.970169 0.000022
ABORTIL 200101 0.001048 0.000000
ADENOSINE 199708 0.887984 0.000020
TACHYBAN 200101 0.009288 0.000000
UBIDECARENONE + VITAMIN E 200011 0.669855 0.000015
RECHARGE 200101 0.612440 0.000014
BATROXOBIN 200101 0.568008 0.000013
REPTILASE 200101 0.568008 0.000013
MS%
BORON + CALCIUM CARBONATE +
COLECALCIFEROL + COPPER + 200603 0.484584 0.000011
MAGNESIUM+ MANGANESE +
SOYA ISOFLAVONES + ZINC
TROYCAL PLUS 200603 0.484584 0.000011
ISOFLURANE 200304 0.440092 0.000010
ISOTROY 200912 0.023544 0.000001
DOCOSAHEXANOIC ACID +
EICOSAPENTAENOIC ACID + 199807 0.439329 0.000010
VITAMIN E ACETATE
AQUA-E OMEGA 200310 0.001771 0.000000
SOLU-E 200703 0.000000
PANCURONIUM BROMIDE 198310 0.430847 0.000010
PANURON 200101 0.009864 0.000000
SUXAMETHONIUM CHLORIDE 200007 0.401556 0.000009
SUCCINYL 200101 0.000000
CHOLINE
SELENIUM + UBIDECARENONE + 200706 0.384581 0.000009
VITAMIN E ACETATE
RECHARJE FORTE 200706 0.384581 0.000009
ASCORBIC ACID +
COLECALCIFEROL + COPPER
SULFATE + MANGANESE SULFATE
+ NICOTINAMIDE+ PANTOTHENIC 200703 0.269549 0.000006
ACID CALCIUM SALT + RETINOL
ACETATE + RIBOFLAVIN +
UBIDECARENONE + VITAMIN E
MITO PLUS 200703 0.269549 0.000006
POLIDOCANOL 200502 0.223656 0.000005
TROYDOCA 200909 0.000871 0.000000
LIDOCAINE 199709 0.143975 0.000003
XYNOVA 200903 0.031690 0.000001
FENTANYL CITRATE 199810 0.104798 0.000002
TROFENTYL 200101 0.104798 0.000002
ROFECOXIB 198809 0.077436 0.000002
ROFEZ 200101 0.000000
NALOXONE HYDROCHLORIDE 200101 0.057779 0.000001
NARCOTAN 200101 0.050026 0.000001
NITROPRUSSIDE SODIUM SALT 200101 0.054660 0.000001
PRUSIDE 200101 0.006884 0.000000
APROTININ 199709 0.048874 0.000001
HAEMAPROT 200511 0.006058 0.000000
MS%
ARMENIACA VULGARIS OIL +
CALOTROPIS GIGANTEA +
CAMPHOR + CURCUMA LONGA + 200609 0.019516 0.000000
PONGAMIA PINNATA+ SOLANUM
XANTHOCARPUM EXTRACT
HERBAVATE 200609 0.019516 0.000000
CHLORZOXAZONE + DICLOFENAC 200112 0.006996 0.000000
SODIUM SALT
ADMOL-MR 200112 0.002351 0.000000
BORON + CALCIUM CARBONATE +
COLECALCIFEROL + COPPER + 200101 0.002382 0.000000
MAGNESIUM+ MANGANESE +
ZINC
TROYCAL-FORTE 200101 0.002382 0.000000
CAFFEINE + CHLORAMPHENICOL +
PARACETAMOL + 200404 0.001420 0.000000
PHENYLPROPANOLAMINE
HYDROCHLORIDE
HISTANIL 200404 0.001420 0.000000
DROPERIDOL 200101 0.000000
DROPEROL 200101 0.000000
SELENIUM DIOXIDE + 200704 0.000000
UBIDECARENONE + VITAMIN E
MITO 200704 0.000000
3.2.7) RESEARCH AND DEVELOPMENT
 Troikaa is crowned with the prestigious Department of Scientific and Industrial Research (DSIR),
National Award for R & D efforts in Industry (2008), for developing Dynapar AQ 75mg/1ml.
 It spends around 20% of its profit for research and development of new molecules and Novel
drug delivery system.
3.2.8) CHALLENGES AND COMPETITION
 Troikaa Pharmaceutical mainly focuses on Novel Drug Delivery Systems (NDDS). The company
firmly believes in providing superior therapeutic benefits by improvising the formulations
through Innovative Technologies.
3.2.9) INNOVATIVE TECHNOLOGIES
 The company's strength lies in its research and formulation development, which has resulted in
the development of proprietary technology platforms like Aquatech (painless administration of
drugs), Lipisol (enables oily formulation to become water miscible), Matrix (sustained release of
small amounts of active ingredient over an extended period of time from the tablet), etc.
 It is through constant R&D that the company could develop Dynapar AQ 1 ml, which is the
world's first ever painless diclofenac injection. The company enjoys patent of Dynapar 1 ml, the
only 1 ml Diclofenac injection, in more than 20 countries; other countries would soon follow.
(Patent filed in 99 countries).
3.2.10) ACCREDITATIONS
 WHO - GMP
 ISO 9001:2000
 DRDE (Defense Research & Development Establishment)
 DSIR (Department of Scientific & Industrial Research): Recognition of In-house R & D Unit.
 Troikaa is crowned with the prestigious DSIR National Award for R & D efforts in Industry (2008)
Group-1: Physical & Biological Sciences, for developing Dynapar AQ 75mg/1ml - The only
75mg/1ml Diclofenac Injection.
 FGI (Federation of Gujarat Industries) conferred Award for Excellence in recognition of innovative
approach in development of Dynapar AQ 75mg/1ml.
3.2.11) INTERNATIONAL BUSINESS
 Troikaa Pharmaceutical products are exported to more than 60 countries and this list continues
to grow month afer month. The company has more than 350 registrations worldwide and this
number will increase to 750 in next 12 months.
3.2.12)EXPANSION PLANS
 Troikaa Pharmaceutical has signed a MOU with Government of Gujarat during Vibrant Gujarat
Global Investor Summit 2009. Troikaa will be establishing a project under Biotechnology, Anti-
cancer / Hormones and Steroids in an area spanning 65 acres land at Sanand District,
Ahmedabad, Gujarat.
 The company has chalked out plans to invest Rs.141 crores with the object of expanding its
manufacturing capacity as well as to set up state-of-the-art facilities for various Novel Drug
Delivery Systems.
 The size of the domestic sales team will be increased from the present 750 to about 2000 by the
year 2012. Troikaa will also set up a facility to manufacture biotechnology products. Their R&D
centre is accredited by Department of Scientific and Industrial Research (DSIR) affiliated to The
Ministry of Science and Technology.
4) INTERNSHIP PROJECT DETAILS
4.1) TITLE
 Research Proposal for Market Survey of Azithromycin and Amoxicillin with Clavulanic Acid
4.2) RESEARCH OBJECTIVES
1) To find out in which indication doctors prescribe Azithromycin and Amoxicillin with Clavulanic
Acid.
2) To find out in which indication doctors prescribe Amoxicillin with Clavulanic acid extended
release 1 gm tablet.
3) To find out pricing of top 15 brands of these molecules.
4) To find out substitute brands of these molecules at retail level.
5) To find out market share of top 15 brands of these molecules in Ahmedabad Medicine market.
6) To find out promotional schemes given to chemists.
4.3) RESEARCH METHOD
Data required Data Source Data collection tool

 To find out in which indication doctors prescribe Azithromycin
and Amoxicillin with Clavulanic Acid. Doctors Questionnaire
 To find out in which indication doctors prescribe Amoxicillin
with Clavulanic acid Sustain release 1 gm tablet.
 To find out market share of top 15 brands of these Dealers Questionnaire
molecules in Ahmedabad Medicine market.
 To find out pricing of top 15 brands of these molecules.
 To find out substitute brands of these molecules at retail Chemists Questionnaire
level.
 To find out promotional schemes given to chemists.
4.4) SAMPLING DESIGN
 Sample units : Chemists, Dealers, doctors

 Sample size : 150
 Retailer : 100
 Dealer : 25
 Doctors : 25
 Sampling process : Convenience Sampling
4.5) DATA ANALYSIS
4.5.1) TO FIND OUT IN WHICH INDICATION DOCTORS PRESCRIBE

AZITHROMYCIN AND AMOXICILLIN WITH CLAVULANIC ACID.
4.5.1.1) INDICATIONS IN WHICH DOCTORS PRESCRIBE AZITHROMYCIN
Indication
 Pneumonia – particularly legionnaires

 Chlamydia trachomatis
 Donovanosis
 Chaneroid & urethritis
Mostly used
 Dry cough
 Throat pain
 Difficulty in deglutination
4.5.1.2) INDICATIONS IN WHICH DOCTORS PRESCRIBE AMOXICILLIN WITH

CLAVULANIC ACID
Indication
 Skin & sof tissue infection

 Intra abdominal & gynecological sepsis
 Urinary tract , biliary & respiratory tract infection
 Gonorrhea
4.5.2) TO FIND OUT IN WHICH INDICATION DOCTORS PRESCRIBE AMOXICILLIN

WITH CLAVULANIC ACID EXTENDED RELEASE 1 GM TABLET.
4.5.2.1) Indication for Amoxicillin with Clavulanic Acid extended release 1gm tablet
 Skin & sof tissue infection

 Intra abdominal & gynecological sepsis
 Urinary tract , biliary & respiratory tract infection
 Gonorrhea
There is no difference between the indications of Amoxicillin with Clavulanic acid tablet and it’s
extended release tablet.
4.5.3) TO FIND OUT MARKET SHARE OF TOP 15 BRANDS OF AZITHROMYCIN

AND AMOXICILLIN WITH CLAVULANIC ACID IN AHMADABAD MEDICINE
MARKET
4.5.3.1) MARKET SHARE OF TOP 15 BRANDS OF 250MG AZITHROMYCIN
Azithromycin - 250 mg
Sr Company Brand name Strength Total strips per Market
no. name month share (%)
1 Alembic Azithral 250mg 1599 19.84
2 Cadila Zycin 250mg 1090 13.53
(lesante)
3 Unison Uthral 250mg 1035 12.84
4 Cipla Azee 250mg 800 9.93
5 Ipca Azibact 250mg 770 9.55
6 Torrent Macrotar 250mg 680 8.44
7 Mankind Zady 250mg 645 8.00
8 Wockhardt Aziwok 250mg 535 6.64
9 Blue cross Azibest 250mg 285 3.54
(gold cross)
10 Helios Ronin 250mg 285 3.54
11 Cipla Azimax 250mg 95 1.18
12 Fdc (lumina) Zathrin 250mg 90 1.12
13 Ipca Azifast 250mg 75 0.93
14 Indoco (spade) Atm 250mg 60 0.74
15 Sanofl aventis Rulide-az 250mg 15 0.19
Total 8059 100
Market share of top 15 brands of 250mg
Azithromycin
ATM
ZATHRIN 1%
RONIN (HELIOS) (FDC)
4% 1% AZIFAST RULIDE-AZ (SANOFL
AZIBEST (BLUE AZIMAX (IPCA) AVENTIS)
CROSS) 1% 1% 0%
AZIWOK 3%
(WOCKHARD)
7% AZITHRAL (ALEMBIC)
ZADY 20%
(MANKIND)
8% ZYCIN (CADILA)
13%
AZIBACT (IPCA) UTHRAL (UNISON)
MACROTAR 10% AZEE (CIPLA) 13%

(TORRENT) 10%
8%
FINDING:
From the graph, we can find that the market leader for 250mg Azithromycin in Ahmadabad market is
Azithral belongs to Alembic Pharmaceutical which has approximate 20% market share. Second brand is
Zycin from Cadila pharmaceutical and Uthral from Unison which have cover 13% market share each.
While Azee from Cipla pharmaceutical and Azibact from IPCA have covered around 10% market share
each.
4.5.3.2) MARKET SHARE OF TOP 15 BRANDS OF 500MG AZITHROMYCIN
Azithromycin - 500mg


(lesante)
4 Cipla Azee 500mg 1125 10.66
9 Sanofl Aventis Rulide-az 500mg 668 6.33

(gold cross)
Total 10557 100.00

Market share of top 15 brands of 500mg
Azithromycin
ZATHRIN (FDC)
RONIN (HELIOS) 1% AZIFAST (IPCA)
ATM
3% (INDOCO) 1%
AZIBEST (BLUE CROSS) AZIMAX
4% (CIPLA) 1%
RULIDE-AZ (SANOFL 1%
AVENTIS)
6% AZITHRAL (ALEMBIC)
AZIWOK
19%
(WOCKHARD)
7%
ZYCIN (CADILA)
13%
ZADY
(MANKIND) UTHRAL (UNISON)

7%
12%
AZEE (CIPLA)
MACROTAR 11%
(TORRENT)
7%
AZIBACT (IPCA)
7%
FINDING:
From the graph, we can find that the market leader for 500mg Azithromycin is Azithral from Alembic
Pharmaceutical which has covered around 19% of Ahmedabad medicine market. Second one is Zycin
from Cadila Pharmaceutical with 13% market share and third brand is Uthral from Unison with 12%
market share.
4.5.3.3) MARKET SHARE OF TOP 15 BRANDS OF AMOXICILLIN 625MG WITH
CLAVULANIC ACID
Amoxicillin with Clavulanic acid - 625mg

no. name month share in %
1 Gsk Augmentin 625mg 948 32.38
duo
2 Mankind Moxikind-cv 625mg 620 21.17
3 Cipla Advent 625mg 235 8.03
4 Alkem Clavam 625mg 181 6.18
5 Ranbaxy Enhacin 625mg 135 4.61

(stancare)
6 Ranbaxy Moxclav-bd 625mg 133 4.54
(rexcel)
7 Fdc (lumina) Flemiclav 625mg 126 4.30
8 Piramal hc Fightox 625mg 107 3.65
9 Alembic Megaclav 625mg 105 3.59
10 Intas Megamentin 625mg 97 3.31
11 Cadila (le Symbiotik-xl 625mg 86 2.94

sante)
12 Abbort Nuclav duo 625mg 62 2.12
13 Dr. Reddy Clamp 625mg 39 1.33
14 Novartis Curam 625mg 36 1.23
15 Zuventus Augpen 625mg 18 0.61
Total 2928 100.00

Market share of top 15 brands of Amoxiciilin
625mg with Clavulanic acid
CURAM (NOVARTIS)
CLAMP (DRL) 1%
SYMBIOTIK-XL 1%
(CADILA) NUCLAV
3% AUGPEN (ZUVENTUS)
FIGHTOX DUO
MEGAMENTIN 1%
(PIRAMAL (ABBORT)
HC) 3% 2%
MEGACLAV
4% (ALEMBIC)
FLEMICLAV 4%
AUGMENTIN DUO
(FDC)
4% (GSK)
MOXCLAV- 32%
BD
(RANBAXY)
5%
ENHACIN MOXIKIND-CV
(RANBAXY) (MANKIND)
5% 21%
CLAVAM (ALKEM)
6%
ADVENT (CIPLA)
8%
FINDING
From the graph, we can find that around 61% market of 625mg Amoxicillin with Clavulanic acid
combination is covered by only 3 brands in which 32% market is covered by Augmentin Duo which is
belong to GSK and 21% market is covered by Moxikind-cv from Mankind Pharmaceutical and 8% market
is covered by Advent from Cipla Pharmaceutical.
CLAVULANIC ACID
Amoxicillin with Clavulanic acid

duo

(stancare)

sante)
Total 2447 100.00

Market share of top 15 brands of Amoxicillin
MEGACLAV
(ALEMBIC)
3%
CLAMP (DRL)
CURAM (NOVARTIS)
4% SYMBIOTIK- 1% XL AUGPEN
MOXCLAV-BD 1%
(CADILA)
(RANBAXY)
3%
ENHACIN 4%
(RANBAXY) AUGMENTIN DUO
5% (GSK)
FLEMICLAV 27%
(FDC)
5%
CLAVAM
(ALKEM)
6%
MOXIKIND-
CV
NUCLAV DUO
(MANKIND)
(ABBORT) 10%
6%
FIGHTOX MEGAMENTIN
(PIRAMAL HC) (INTAS)
8% 9%
ADVENT (CIPLA)
8%
FINDING
From the graph, we can find that market leader for 875mg Amoxicillin with Clavulanic acid combination
is Augmentin Duo with 27% market share in Ahmedabad. Second one is Moxikind from Mankind with
10% market share and third one is Megamentin from Intas pharmaceutical with 9% market share. Here
Advent from Cipla pharmaceutical and Fightox from Piramal Healthcare are on 4 th position with 8%
market share each.
CLAVULANIC ACID

no. name month share
duo

(rexcel)
(stancare)

sante)
Total 1422 100.00
* ALKEM CLAVAM 1000MG AMOXICILLIN + 62.5MG 174 STRIPS PER

– XR CLAVULANIC AACID MONTH
Market share of Top 15 brands of Amoxicillin
MEGAMENTIN NUCLAV
FLEMICLAV (INTAS) DUO
2% AUGPEN (ABBORT)
(FDC) SYMBIOTIK-XL CLAMP (DRL) CURAM
(ZUVENTUS) 1%
3% 2% (NOVARTIS)
(CADILA) MEGACLAV
2% 1%
FIGHTOX (ALEMBIC) 0%
(PIRAMAL HC) 2%
5%
ENHACIN
(RANBAXY)
5% AUGMENTIN DUO
MOXCLAV- (GSK)
38%
BD
(RANBAXY)
8%
MOXIKIND-CV
(MANKIND)
10% CLAVAM (ALKEM)
ADVENT (CIPLA)
10% 11%
FINDING
From the graph, we can find that Augmenting duo from GSK is the market leader with 38% market share
while the second one is Clavam from Alkem Pharmaceutical with 11% market Share. Here their is huge
gap between market share of market leader and his first competitor. Advent from Cipla pharmaceutical is
on 3rd position with 10% market share. Here Clavam-XR is only available as extended release tablet with
1000mg Amoxicillin and 62.5mg Clavulanic Acid and it is more preferred by physicians in compare to
Clavam tablet.
4.5.4) TO FIND OUT PRICING OF TOP 15 BRANDS OF AZITHROMYCIN AND
AMOXICILLIN WITH CLAVULANIC ACID
4.5.4.1) PRICING FOR AZITHROMYCIN
For Azithromycin
Sr. Brand Company name Price for 250mg Price for 500mg
name Azithromycin in Rs Azithromycin in Rs
Per strip (6 Per strip (3 Per
tablets per Per tablet tablets per
tablet
strip) strip)
1 Azithral Alembic 85 14.17 85 28.33
2 Zycin Cadila (le sante) 63.1 10.52 63.1 21.03
3 Uthral Unison 42.75 7.13 42.75 14.25
4 Azee Cipla 59 9.83 59 19.67
5 Azibact Ipca 52 8.67 52 17.33
6 Macrotar Torrent 72 12.00 72 24.00
7 Zady Mankind 51 8.50 43.5 14.50
8 Aziwok Wockhardt 84.25 14.04 84.25 28.08
9 Azibest Blue cross (gold cross) 53.4 8.90 52.4 17.47
10 Ronin Helios 68 11.33 65 21.67
11 Azimax Cipla 58.85 9.81 58.85 19.62
12 Zathrin Fdc (lumina) 54 9.00 53 17.67
13 Azifast Ipca 55 9.17 55 18.33
14 Atm Indoco (spade) 81 13.50 77 25.67
15 Rulide-az Sanofl Aventis 70 11.67 70 23.33

4.5.4.2) PRICING FOR AMOXICILLIN WITH CLAVULANIC ACID
Sr. Brand name Company for 625mg Amoxicillin For 875mg Amoxicillin For 1000mg Amoxicillin
name with Clavulanic acid with Clavulanic acid with Clavulanic acid
Per strip Per Per strip Per Per strip Per tablet
tablet tablet
Augmentin 241.2 (6 tabs 219.58 (4 230.5 (4
1 Gsk 40.2 tabs per 54.86 tabs per 57.625
duo per strip)
strip) strip)
113 ( 6 tabs 149.7 (6 160 ( 6 tabs
2 Moxikind-cv Mankind 18.83 tabs per 24.95 26.67
per strip) per strip)
strip)
170 (6 tabs 204.5 (4 240 (4 tabs
3 Advent Cipla 28.33 tabs per 51.13 60
strip)
199 ( 10 tabs 249.5 (10 290 (10 tabs
4 Clavam Alkem 19.9 tabs per 24.95 29
per strips) per strip)
strip)
Ranbaxy 176 (8 tabs 509.10 (10 280 ( 4 tabs
5 Enhancin 22 tabs per 50.91 70
(stancare) per strip) per strip)
strip)
Ranbaxy 402.99 (10 249.6 (6 192 (4 tabs
6 Moxclav-bd tabs per 40.3 tabs per 41.6 48
(rexcel) per strip)
strip) strip)
Fdc 94 ( 6 tabs 149.4 (6 199.6 (6
7 Flemiclav 15.67 tabs per 24.9 tabs per 33.27
(lumina) per strip)
strip) strip)
71.4 ( 6 tab 113.7 (6 180 ( 6 tabs
8 Fightox tab Piramal hc 11.9 tabs per 18.95 30
strip)
240 ( 10 tabs 299.60 (10 350 (10 tabs
9 Megaclav Alembic 24 tabs per 29.96 35
strip)
210 ( 6 tabs 240 (4 tabs 279.70 (4
10 Megamentin Intas 35 60 tabs per 69.93
strip)
Cadila (le 119 ( 6 tabs 170 (6 tabs 199.70 (6
11 Symbiotik-xl 19.83 28.33 tabs per 33.28
sante) per strip) per strip)
strip)
205.9 ( 6 tabs 179.60 (4 199.6 ( 4
12 Nuclav duo Abbortt 34.32 tabs per 44.9 tabs per 49.9
per strip)
strip) strip)
13 Clamp Dr. Reddy’s 272 ( 6 tabs 45.33 310 (6 tabs 51.67 410 (6 tabs 68.33
per strip) per strip) per strip)
14 Curam Novartis 380 ( 10 tabs 38 900 (20 tabs 45 203 ( 4 tabs 50.75
per strip) per strip) per strip)
224 ( 6 tabs 281.2 (6 300 (6 tabs
15 Augpen Zuventus 37.33 tabs per 46.87 50
strip)
* CLAVAM - XR ALKEM NA NA NA NA 289.55 (10 28.95
TAB/STRIP)
4.5.5 ) TO FIND OUT SUBSTITUTE BRANDS OF AZITHROMYCIN AND
AMOXICILLIN WITH CLAVULANIC ACID AT RETAIL LEVEL
4.5.5.1) SUBSTITUTE BRAND FOR AZITHROMYCIN MOLECULE AT RETAIL LEVEL
Azithromycin
Brand name Company Frequency (out
of 100)
Azithral Alembic 87
Zady Mankind 73
Uthral Unison 61
Azee Cipla 54
Highly prefer substitute brands for

Azithromycin at retail level
90
80
70
60
50
87
40 73 61 54 FREQUENCY (OUT OF 100)
30
20
10
0
AZITHRAL ZADY ( UTHRAL ( AZEE (
(ALEMBIC) MANKIND) UNISON) CIPLA)
FINDING
From the graph, we can find that highly prefer substitute brands for Azithromycin at Retail level are
Azithral, Zady, Uthral and Azee. In which 87% retailer prefers Azithral, 73% retailer prefers Zady, 61%
retailer prefers Uthral and 54% retailer prefer Azee as substitute brands for Azithromycin.
4.5.5.2) SUBSTITUTE BRAND FOR AMOXICILLIN WITH CLAVULANIC ACID

Brand name Company Frequency (out
of 100)
Augmentin duo Gsk 93
Moxikind - cv Mankind 78
Clavam Alem 69
Enhacin Ranbaxy 47
(stancare)
Highly prefer Substitute brands of

combination of Amoxicillin with Clavulanic
Acid at Retail level
100
80
60
93 78
40 69 47 Frequency (out of 100)
20
0
AUGMENTIN MOXIKIND - CLAVAM ENHACIN

DUO (GSK) CV (ALKEM) (RANBAXY)
(MANKIND)
FINDING
From the graph, we can find that highly prefer brands by retailer for combination of Amoxicillin with
Clavulanic Acid are Augmenting Duo from GSK with 93% preference, 78% retailer prefer Moxikind-CV
from Mankind, 69% retailer prefer Clavam from Alkem Pharmaceutical and 47% retailer prefer Enhacin
belongs to Ranbaxy.
4.5.6) TO FIND OUT PROMOTIONAL SCHEMES GIVEN TO CHEMISTS
4.5.6.1) PROMOTIONAL SCHEMES GIVEN TO CHEMISTS FOR AZITHROMYCIN

MOLECULE
For Azithromycin
Sr. Brand name Company name For 250mg For 500mg

Azithromycin Azithromycin
Unit in strip In % Unit in strip In %
1 Azithral Alembic 11+1 9.09 11+1 9.09
2 Zycin Cadila (le sante) No scheme 0 No scheme 0
3 Uthral Unison No scheme 0 No scheme 0
4 Azee Cipla 4+1 25 4+1 25
5 Azibact Ipca 9+1 11.11 9+1 11.11
6 Macrotar Torrent No scheme 0 No scheme 0
7 Zady Mankind 5+1 20 5+1 20
8 Aziwok Wockhardt 10+1 10 10+1 10
9 Azibest Blue cross (gold No scheme 0 No scheme 0

cross)
10 Ronin Helios No scheme 0 No scheme 0
11 Azimax Cipla 4+1 25 4+1 25
12 Zathrin Fdc (lumina) 9+1 11.11 9+1 11.11
13 Azifast Ipca No scheme 0 No schem 0
14 Atm Indoco (spade) 9+1 11.11 9+1 11.11
15 Rulide-az Sanofl aventis No scheme 0 No scheme 0

4.5.6.2) PROMOTIONAL SCHEMES GIVEN TO CHEMISTS FOR AMOXICILLIN
WITH CLAVULANIC ACID MOLECULE
For Amoxicillin with Clavulanic acid
For 625mg For 875mg For 1000mg

Sr. Brand name Company name Amoxicillin with Amoxicillin with Amoxicillin with
Clavulanic acid Clavulanic acid Clavulanic acid
Unit in strip In % Unit in In % Unit in In %
strip strip
1 Augmentin Gsk 5+1 20 5+1 20 5+1 20
duo
2 Moxikind-cv Mankind 11+1 9.09 11+1 9.09 11+1 9.09
3 Advent Cipla 9+1 11.11 9+1 11.11 9+1 11.11
4 Clavam Alkem 5+1 20 5+1 20 5+1 20
5 Enhancin Ranbaxy No scheme 0 No 0 No 0
(stancare) scheme scheme
6 Moxclav-bd Ranbaxy No scheme 0 No 0 No 0
(rexcel) scheme scheme
7 Flemiclav Fdc (lumina) 9+1 11.11 9+1 11.11 9+1 11.11
8 Fightox tab Piramal hc No scheme 0 No 0 No 0
scheme scheme
9 Megaclav Alembic 5+1 20 5+1 20 5+1 20
10 Megamentin Intas No scheme 0 No 0 No 0
scheme scheme
11 Symbiotik-xl Cadila (le sante) No scheme 0 No 0 No 0
scheme scheme
12 Nuclav duo Abbortt No scheme 0 No 0 No 0
scheme scheme
13 Clamp Dr. Reddy’s 5+1 20 5+1 20 5+1 20
14 Curam Novartis No scheme 0 No 0 No 0
scheme scheme
15 Augpen Zuventus 5+1 20 5+1 20 5+1 20
* CLAVAM – ALKEM NA NA NA NA 5+1 20
XR
4.6) LIMITATIONS OF SURVEY
 This survey is conducted in limited area in Ahmadabad.

 The findings in this study are purely dependent on the answers of the respondents.
 The information recorded is based on the opinion and reactions of the respondents as on
the date of research.
5) CONCLUSION
5.1 Indication
5.1.1 Azithromycin is mostly used for throat infection, dry cough and difficulty in deglutination.
5.1.2 Combination of Amoxicillin with Clavulanic Acid is mostly used for Urinary tract, biliary &
respiratory tract infection.
5.2 Amoxicillin with Clavulanic Acid extended release 1gm tablet is also prescribe for the same
indication of Amoxicillin with Clavulanic acid combination.
5.3 There is marketable price difference between the brands of same molecules for same strength.
Uthral from Unison is the cheapest brand compare to all other brands of Azithromycin. Fightox
from Piramal Healthcare is the cheapest compare to all other brands of 625mg Amoxiciilin with
Clavulanic Acid and 857mg Amoxicillin with Clavulanic Acid while Moxikind-CV is the cheapest
brand compare to all other brands of 1000mg Amoxicillin with Clavulanic Acid.
5.4 Most prefer substitute brand for Azithromycin at retail level is Azithral from Alembic
pharmaceutical while for Amoxicillin and Clavulanic acid combination, most prefer substitute
brand at retail level is AUGMENTIN DUO from GSK.
5.5 Market leader for Azithromycin molecule for 250mg as well as 500mg strength is Azithral which
is brand of Alembic pharmaceutical and Market leader for Amoxicillin with Clavulanic Acid
combination is Augmentin Duo from GSK in strength of 625mg, 875mg and 1000mg Amoxicillin.
In Extended release tablet only Clavam – XR is available with 1000mg Amoxicillin and 62.5mg
Clavulanic Acid. Clavam – XR is brand of Alkem pharmaceutical.
5.6 In Azithromycin, maximum margin to retailer is 25% given by Cipla pharmaceutical on AZEE and
AZIMAX. In Amoxicillin with Clavulanic Acid combination, maximum margin to retailer is 20%
given by GSK on Augmentin Duo, on Clavam and Clavam-XR by Alkem pharmaceutical, on
Megaclav by Alembic Pharmaceutical, on Clamp by DRL and on Augpen by Zuventus.
6) RECOMMENDATION
 From the findings 4.5.3.1, 4.5.3.2, 4.5.6.1 of this report, I recommend Troikaa pharmaceutical Ltd
that if they want to enter in the Azithromycin molecule market than they have to keep packing
size 6 tablet per strip for 250mg strength and 3 tablet per strip for 500mg strength and have to
provide 25% margin to chemist to give good competition to market leader.
 From the findings 4.5.3.3 – 4.5.3.5, 4.5.6.2 of this report, I recommend that there is only one
player in Amoxicillin with Clavulanic Acid 1000mg Extended release tablet and so it can be
potential market for Troikaa Pharmaceutical Ltd if they enter in this market providing 20%
margin to chemist with price of Rs 289 for 10 tablet per strip.
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th
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8) ANNEXURE
ANNEXURE 8.1) RESEARCH PROPOSAL
Research Proposal for Market Survey of

Azithromycin and Amoxicillin with
Clavulanic Acid
For
Troikaa Pharmaceutical
Prepared By
Mitesh Shah (Roll No. 31)
Under guidance of
Ms. Gayatri Yadav (Product Executive, Troikaa Pharmaceutical)
Dr. Raashid Saiyed (Professor, Stevens Business School)

TITLE
 Research Proposal for Market Survey of Azithromycin and Amoxicillin with Clavulanic Acid
RESEARCH OBJECTIVES
1. To find out in which indication doctors prescribe Azithromycin and Amoxicillin with
Clavulanic Acid.
2. To find out in which indication doctors prescribe Amoxicillin with Clavulanic acid Sustain
release 1 gm tablet.
3. To find out pricing of available brands of these molecules.
4. To find out substitute brands of these molecules at retail level.
5. To find out market share of top 15 brands of these molecules in Ahmedabad Medicine
market.
6. To find out promotional schemes given to chemists.
RESEARCH METHOD
Data required Data Source Data collection tool

 To find out in which indication doctors prescribe Azithromycin
and Amoxicillin with Clavulanic Acid. Doctors Questionnaire
 To find out in which indication doctors prescribe Amoxicillin
with Clavulanic acid Sustain release 1 gm tablet.
 To find out pricing of available brands of these molecules.
 To find out substitute brands of these molecules at retail Chemists Questionnaire
level.
 To find out promotional schemes given to chemists.
 To find out market share of top 15 brands of these molecules Dealers Questionnaire
in Ahmedabad Medicine market.
SAMPLING DESIGN
 Target population : Chemists, Dealers, doctors

 Sampling techniques : Convenience Sampling
 Total sample size : 150
 Retailer : 100
 Dealer : 25
 Doctors : 25
TIME SCALE
Sr. No. Function Days
1 Finalize objectives 1st to 5th July 2010

2 Derive research objectives 6th to 15th July 2010
3 Develop questionnaire 16th and 17th July 2010
4 Pilot test and revise questionnaire 18th and 19th July 2010
5 Administer questionnaire 20th to 28th July 2010
6 Enter data into computer 29th July to 2th August 2010
7 Analyze data 3th July to 6st August 2010
8 Submit to guide and await for feedback 7th to 9th August 2010
9 Revise draf and format for submission 10th to 13th August 2010
10 Print and bind 14th August 2010
11 Submission 15th August 2010
RESOURCES
 Transportation expenses for market survey for fill up of questionnaire.

 Stationary expenses for printing of questionnaire and report and binding of report.
REFERENCES
 Research Methods for Business Students (3 rd Edition) by Mark Saunders, Philip Lewis and Adrian
Thornhill (2007), Dorling Kindersley (India) Pvt Ltd, New Delhi
 Marketing: An Introduction (7th Edition) by Armstrong and Philip Kotler (2005), Dorling
Kindersley (India) Pvt Ltd, New Delhi.
PROPOSAL APPROVED BY
Company Guide: __________________________________________
Academic Guide: __________________________________________

ANNEXURE 8.2) QUESTIONNAIRE
Doctors
Objective: To find out in which indication doctors prescribe Azithromycin and amoxicillin with
Clavulanic acid both.
Question 1: For which indication doctors prescribe Azithromycin?
Answer 1:
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
Question 2: For which indication doctors prescribe Amoxicillin with Clavulanic acid?
Answer 2:
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
Objective: To find out in which indication Amoxicillin with Clavulanic Acid 1gm Sustain Release
medicine is prescribe.
Question 3: For which indication doctors prescribe Amoxicillin with Clavulanic acid 1gm Sustain
release medicine?
Answer 3:
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
Chemists
Objective: To find out pricing of top 15 brands of Azithromycin and Amoxicillin with Clavulanic
acid
For Azithromycin:
Sr. Brand Name Company Name Price for 250mg Price for 500mg
Azithromycin per Strip Azithromycin per Strip
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
For Amoxicillin with Clavulanic acid:
Price for 625mg Price for 875mg Price for 1000mg

Sr. Brand Name Company Amoxicillin with Amoxicillin with Amoxicillin with
Name Clavulanic acid per Clavulanic acid per Clavulanic acid per
Strip Strip Strip
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
Objective: To find out substitute brands of Azithromycin and Amoxicillin with Clavulanic acid at
retail level.
Question 1: Which brand chemist suggest in absence of physicians prescribes brands of

Azithromycin and Amoxicillin with Clavulanic acid?
Answer 1:
For Azithromycin: 1) _______________________________________
2) _______________________________________
3) _______________________________________
For Amoxicillin with Clavulanic acid: 1) _______________________________________
2) _______________________________________
3) _______________________________________
Objective: To find out promotional schemes given to chemists.
Question 2: What are the schemes given by dealer to chemist for particular brands?
Answer 2:
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
Dealer
Objective: To find out market share of top 15 brands of Azithromycin and Amoxicillin with
Clavulanic acid in Ahmadabad medicine market.
Question 1:
For Azithromycin:
Sr. Brand Company Number of strips for 250mg Number of strips for 500mg
Name Name Azithromycin per week Azithromycin per week
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
For Amoxicillin with Clavulanic acid:
Number of strips for 625mg Number of strips for 875mg Number of strips for
Sr. Brand Company 1000mg Amoxicillin
Name Name Amoxicillin with Clavulanic Amoxicillin with Clavulanic with Clavulanic acid
acid per week acid per week
per Strip
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
Personal Information
 Name of Chemist store / Dealer / Doctor:
 Qualification of Doctors:
 Address:
 Nearer Area:
ANNEXURE 8.3) MARKET SHARE
Azithromycin - 250 mg
(lesante)
4 Cipla Azee 250mg 800 9.93
(gold cross)
Total 8059 100
Azithromycin - 500mg
(lesante)
4 Cipla Azee 500mg 1125 10.66
(gold cross)
Total 10557 100.00
Amoxicillin with Clavulanic acid - 625mg
duo
(stancare)
(rexcel)
sante)
Total 2928 100.00

duo
(stancare)
sante)
Total 2447 100.00
no. name month share
duo
(rexcel)
(stancare)
sante)
Total 1422 100.00
* ALKEM CLAVAM - 1000MG AMOXICILLIN + 62.5MG 174 STRIPS PER

XR CLAVULANIC AACID MONTH
ANNEXURE 8.4) LIST OF DOCTORS
DOCTORS NAMES
SR. NO. DOCTOR NAME SPECIALIZATION AREA
1 Dr.Kirit C Shah MD Maninagar

2 Dr.Mehul Shah MD Maninagar
3 Dr.Sandip I Shah MD Maninagar
4 Dr. Tulshi kedkar MD Maninagar
5 Dr. Shard Kedkar MD Maninagar
6 Dr. Nimesh Patel MD Wadaj
7 Dr. Navin patel MD Wadaj
8 Dr. Gunvan T Patel MD Wadaj
9 Dr. Jayesh Prajapati MD Wadaj
10 Dr. Hitesh Parekh MD Wadaj
11 Dr. Kamlesh Shah MD Amaraivadi
12 Dr. Subhash shah MD Amaraivadi
13 Dr. Jayant Shah MD Amaraivadi
14 Dr. Ashok Ghadhvi MD Amaraivadi
15 Dr. Vipul Patadia MD Amaraivadi
16 Dr. Navnit Shah MD Stadium
17 Dr. Bharat Shah MD Stadium
18 Dr. Madhusudan Parikh MD Stadium
19 Dr. Hiten Amin MD Stadium
20 Dr. Parag Shah MD Stadium
21 Dr. Harshad Ghandhi MD Doctor House
22 Dr. S. S Desai MD Doctor House
23 Dr.B.D joshi MD Doctor House
24 Dr. Sunil Mehta MD Doctor House
25 Dr. Jayesh Raval MD Doctor House
ANNEXURE 8.5) LIST OF DEALERS
DEALERS NAME
SR DEALER FOR DEALER FOR AMOXICILLIN
NO. AZITHROMYCIN WITH CLAVULANIC ACID
1 SHAH DIST SHAH DIST
2 V.M.DISTR SHAH & COMPANY
3 MAHESH DIST YOGI ENTERPRISE
4 NEEL DIST DESAI DEALER
5 DEEGEN REMEDIES MANISH COR.
DIST
6 UNITY AGENCY KRISHNA WHOLSELLER
7 PAYAL AGENCY RELIEF CHEMIST
8 ALPHABET DIST PRATHNA SPECIALIST
9 PARAS DIST MONO CHEMIST
10 PRABHAT DIST MANISH MEDICAL
11 KETAKI AGENCY J.J PARIKH & BROS
12 MONO CHEMIST MAHARAJA MEDICAL
13 MANISH RAJ WHOLESELLER
CORPORATION
14 J.J. PARIKH & MAHESH MEDICAL
BROTHERS
15 MAHARAJA MEDICAL SONECHA AGENCIY
DIST
16 BELA DRUG CENTRE UNITY AGENCY
17 MEDICAL AGENCY PAYAL AGENCY
18 SHAH & KHOTHARI ALPHABET DIST
BROTHERS
19 YOGI ENTERPRISE PARAS DIST.
20 DESAI MEDICAL V.M. DIST
21 SHAH & COMPANY KETKI AGENCY
22 MANISH PVT. LTD DEEGEN REMEDIES
23 KRISHNA DIST PRABHAT PHARMA
24 RELIEF CHEMIST SIMPLEX PHARMA
25 PRATHNA SPECIALITIES NEEL DIST.
ANNEXURE 8.6) LIST OF RETAILER
CHEMIST STORE
SR. NO SHOP NAME AREA
1 MAHAVIR MEDICAL STORE AMARAIVADI

2 MILAN MEDICAL STORE AMARAIVADI
3 GIRISH MEDICAL STORE AMARAIVADI
4 SHRI KRISHNA MEDICAL STORE AMARAIVADI
5 AGRIVAL MEDICAL STORE AMARAIVADI
6 GOMATI MEDICAL STORE AMARAIVADI
7 NATARAJ MEDICAL STORE AMARAIVADI
8 LATANI MEDICAL STORE AMARAIVADI
9 ARUN MEDICAL STORE AMARAIVADI
10 SEVA MEDICAL STORE AMARAIVADI
11 FINE MEDICAL STORE AMARAIVADI
12 ANIK MEDICAL STORE AMARAIVADI
13 ANERI MEDICAL STORE AMARAIVADI
14 SAHARA MEDICAL STORE AMARAIVADI
15 DEV MEDICAL STORE CTM
16 NIRAV MEDICAL STORE CTM
17 SARAL MEDICAL STORE CTM
18 RICHA MEDICAL STORE CTM
19 SHRI MEDICAL STORE CTM
20 SAGAR MEDICAL STORE CTM
21 KRISHANA MEDICAL STORE CTM
22 SHRITARI MEDICAL STORE CTM
23 ARIHANT MEDICAL STORE CTM
24 BHAGYA LAXMI MEDICAL STORE CTM
25 PADAMAVATI MEDICAL STORE CTM
26 VISAT MEDICAL STORE CTM
27 ASHIRVAD MEDICAL STORE CTM
28 AAYUSH MEDICAL STORE CTM
29 AAVKAR MEDICAL STORE CTM
30 AVADHUT MEDICAL STORE CTM
31 SARATHI MEDICAL STORE CTM
32 RAMDEV MEDICAL STORE CTM
33 KRISHANA MEDICAL STORE GURUKUL
34 SUN MEDICAL STORE GURUKUL
35 POWER MEDICAL STORE GURUKUL
36 ARPITA MEDICAL STORE GURUKUL
37 SWAGAT MEDICAL STORE GURUKUL
38 SHETH MEDICAL STORE GURUKUL
39 JASMITA MEDICAL STORE HATKESHWAR
40 BAVESH MEDICAL STORE HATKESHWAR
41 LAXMI MEDICAL STORE HATKESHWAR
42 NAYANDA MEDICAL STORE HATKESHWAR
43 AADARSH MEDICAL STORE HATKESHWAR
44 SHIV MEDICAL STORE HATKESHWAR
45 AMBICA MEDICAL STORE HATKESHWAR
46 VARDHMAN MEDICAL STORE HATKESHWAR
47 APANA MEDICAL STORE HATKESHWAR
48 CHIRAG MEDICAL STORE HATKESHWAR
49 SATYAM MEDICAL STORE HATKESHWAR
50 MADHAV MEDICAL STORE HATKESHWAR
51 MATRI MEDICAL STORE HATKESHWAR
52 BANSHIDAR MEDICAL STORE HATKESHWAR
53 SHREYASH MEDICAL STORE MANINAGAR
54 NATRAJ MEDICAL STORE MANINAGAR
55 TAPAN MEDICAL STORE MANINAGAR
56 SHRIGESH MEDICAL STORE MANINAGAR
57 NARAYAN DAS MEDICAL STORE MANINAGAR
58 ARAND MEDICAL STORE MANINAGAR
59 APOLLOW MEDICAL STORE MANINAGAR
60 JAY MEDICAL STORE MANINAGAR
61 SHRINATA MEDICAL STORE MANINAGAR
62 M.NARANDASH MEDICAL STORE MANINAGAR
63 PALAK MEDICAL STORE MANINAGAR
64 ALAP MEDICAL STORE MANINAGAR
65 GAYATRI MEDICAL STORE MANINAGAR
66 URNATI MEDICAL STORE MANINAGAR
67 SANJAY MEDICAL STORE MANINAGAR
68 DEEPAK MEDICAL STORE STADIUM
69 HET MEDICAL STORE SURDHARA
70 SHREDHA MEDICAL STORE SURDHARA
71 DIGI MEDICAL STORE SURDHARA
72 SHUVIDHA MEDICAL STORE SURDHARA
73 S K PATEL MEDICAL STORE SURDHARA
74 NEELKANTH MEDICAL STORE SURDHARA
75 UMIYA MEDICAL STORE SURDHARA
76 CHICE MEDICAL STORE THALTEJ
77 ROYAL MEDICAL STORE THALTEJ
78 MADHAV MEDICAL STORE THALTEJ
79 DECENT MEDICAL STORE THALTEJ
80 JAYDEEP MEDICAL STORE THALTEJ
81 UDAY MEDICAL STORE THALTEJ
82 LAXMI MEDICAL STORE VADAJ
83 VIJAY MEDICAL STORE VADAJ
84 GANESH MEDICAL STORE VADAJ
85 ASHIRVAD MEDICAL STORE VADAJ
86 JANAK MEDICAL STORE VADAJ
87 PRIYA MEDICAL STORE VADAJ
88 SHIV MEDICAL STORE VADAJ
89 UMIYA MEDICAL STORE VADAJ
90 OMA MEDICAL STORE VADAJ
91 MAHAVIR MEDICAL STORE VADAJ
92 NEW GAYATRI MEDICAL STORE VADAJ
93 GAYATRI MEDICAL STORE VADAJ
94 WIN MEDICAL STORE VADAJ
95 SHRADHA MEDICAL STORE VADAJ
96 DARSHAN MEDICAL STORE VADAJ
97 VARDAYNI MEDICAL STORE VADAJ
98 NANDAM MEDICAL STORE VADAJ
99 PATEL MEDICAL STORE VADAJ
100 NAVKAR MEDICAL STORE VADAJ
9) REFLECTIVE NOTE ON INTERNSHIP
My summer internship project entitled “Market survey on Azithromycin and Amoxicillin with Clavulanic
Acid” in which I have to make research proposal for this project and get approval from my faculty and
company guide. Afer getting approval from my guides, I have prepared questionnaire for chemists,
dealers and doctors to collect data which are require completing the objectives of my project. When my
questionnaire is completed and gets approved, I first make pilot survey to know the major brands
available in market for my project molecules and afer completion of my pilot survey I modified my
questionnaire. During my survey, I first select doctors to known the indications for these molecules and
than I selected dealers of these molecules and got the market share of these molecules from them. At
last, I approached chemists to know schemes given to them and price of top 15 brands of these
molecules. When I got complete market data for my project, I enter all the data to computer and start
analyzing these data and get approval from my guides. I also found the secondary data which are require
in my project. Finally, I have prepared my draf for report and afer lots of corrections final report is
prepared.
Experience provides the best of knowledge which can’t be attained in class-room teaching. The working
experience with Troikaa Pharmaceutical, Ahmedabad, was very exciting and it has created a long lasting
impression in my mind. During the market survey, I got lots of experiences. When I started my project,
first I experienced was the value of time. I experienced the corporate world and also observed how much
busy they are during the job timing and bad experience during the market survey is waiting for doctors
and dealers for long hours though I have appointment with them and when I meet them they give new
time for appointment.
Through this project report work I can better understand the different aspects like research design,
measurement and scaling techniques, questionnaire and its design, data collection, analysis and
interpretation. Through this report I can understand business research methodology in practical term.
The major emphasize of my work was to analyze the current market scenario of Azithromycin and
Amoxicillin with Clavulanic Acid. This project gave me immense opportunities to upgrade my knowledge
related to marketing field and also gave me a chance to learn and understand the strategies to be kept in
mind while launching a new product.
I am heartily thankful to Stevens Business School and Troikaa Pharmaceutical Ltd. for giving me an
opportunity to learn many facts of market.
Thank you

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Report on Market Survey of Azithromycin

and Amoxicillin with Clavulanic Acid

Troikaa Pharmaceutical Ltd.

Mitesh Shah (Roll No. 31)

Stevens Business School, Batch 2009 - 2011

Ms. Gayatri Yadav (Senior Executive-PMT, Troikaa Pharmaceutical Ltd)

Dr. Raashid Saiyed (Professor, Stevens Business School)

Dr. Himani Joshi

Assistant Professor & IIP Coordinator

Stevens Business School

Dear Sir / Madam:

Sub: Industry Internship Program Certificate

Ms. Gayatri Yadav

Senior Executive - PMT

Mitesh J Shah (Roll No. 31)

Stevens Business School

Mitesh J Shah (Roll No. 31)

Sr. No. Particular Page No.

3.1.2) SALES GROWTH OF TOP PHARMACEUTICAL COMPANIES, 2006-2008[7, 10]

2005 2006 2007 2008 2009

3.1.3) R&D COSTS, % OF TOTAL REVENUES [7, 10]

Total Total Total Total

3.1.4.1) INDUSTRY TREND

3.1.4.4) PROTECTION OF PATENTS

• Generic drugs manufacturers represent a significant threat to research-based

• Moreover, generic drugs manufacturers sometimes start production of patent-protected

3.1.4.5) GOVERNMENT INITIATIVES

3.1.4.6) PHARMACEUTICAL EXPORT

Service 10% Product 90% Service 12% Product 88%

Domestic 32% Export 58% Domestic 38% Export 62%

• Ranbaxy Laboratories Limited is the biggest pharmaceutical manufacturing company in

3.1.4.8) INDIA'S DOMESTIC PHARMACEUTICAL MARKET (12 MONTHS ENDED

Company Size ($ Billion) Market Share (%) Growth Rate (%)

 Lupin, a Mumbai based pharmaceutical company is looking to tap opportunities of about Rs

3.1.4.10) REGULATORY FRAMEWORK

1. Ministry of Health & Family Welfare (MoHFW)

2. Ministry of Chemicals and Fertilizers (MoC&F)

The Govt. of India

Ministry of Health and Family Welfare Ministry of Chemicals and Fertilisers

Depart of Health (The

Central Drugs Standards

•Drug controller General of India

•State Drug Authorities

•3 joint Drug Controllers, 2 Deputy Drug controllers, 6 assistant Drug controllers, 50

3.1.4.12) DPCO (DRUG PRICE CONTROL ORDER)

Calculation of retail price of formulation:

R.P. = (M.C. + C.C. + P.M. + P.C.) x (1 + MAPE/100) + ED.

 "R.P." means retail price;

 “MAPE" (Maximum Allowable Post-manufacturing Expenses) means all costs incurred by a

 Information gateway and helping hand for exporters

3.2) COMPANY OVERVIEW

3.2.2) CURRENT SITUATION

3.2.3) MANAGEMENT TEAM

Mr. Ketan R. Patel, Managing Director

Mr. Milan R. Patel, Joint Managing Director

3.2.4) ORGANIZATION STRUCTURE

VP Sales and Marketing

General Manager General Manager General Manager General Manager

Sales Manager Sales Manager Sales Manager Sales Manager

Zonal Business Zonal Business Zonal Business Zonal Business

Regional Regional Regional Regional Regional

Business Business Business Business Business

INTERNATIONAL MARKETING TEAM