CHAPTER 1.

Introduction

1
PHARMA INDUSTRY PROFILE

The pharmaceutical industry is the world’s largest industry due to worldwide revenues of
approximately US$2.8 trillion. Pharma industry has seen major changes in the recent years
that place new demands on payers, providers and manufacturers. The pharmaceutical industry
is a knowledge driven industry and is heavily dependent on Research and Development for
new products and growth.

The Indian pharmaceutical industry currently tops the chart amongst India's
science-based industries with wide ranging capabilities in the complex field of drug
manufacture and technology. A highly organized sector, the Indian pharmaceutical
industry is estimated to be worth $ 4.5 billion, growing at about 8 to 9 percent annually. It
ranks very high amongst all the third world countries, in terms of technology, quality and the
vast range of medicines that are manufactured. It ranges from simple headache pills to
sophisticated antibiotics and complex cardiac compounds; almost every type of medicine is
now made in the Indian pharmaceutical industry.

The Indian pharmaceutical sector is highly fragmented with more than 20,000
registered units. It has expanded drastically in the last two decades. The Pharmaceutical and
Chemical industry in India is an extremely fragmented market with severe price
competition and government price control. The Pharmaceutical industry in India meets
around 70% of the country's demand for bulk drugs, drug intermediates, pharmaceutical
formulations, chemicals, tablets, capsules, orals and injectibles. There are approximately 250
large units and about 8000 Small Scale Units, which form the core of the pharmaceutical
industry in India (including 5 Central Public Sector Units).

India being a global pharma player has tremendous potential for growth and has
following advantages:

 Competent workforce: India possesses a skilful work force with high managerial and
technical competence.

- Cost-effective chemical synthesis: The track record for development, particularly in

the area of improved cost-beneficial chemical synthesis for various drug molecules
is excellent.

2
 Legal & Financial Framework: India is a democratic country with a solid legal
framework and strong financial markets. There is already an established international
industry and business community.

 Information & Technology: It has a good network of world-class educational

institutions and established strengths in Information Technology.
Globalization: The country is committed to a free market economy and globalization.
Above all, it has a 70 million middle class market, which is constantly growing.

 Consolidation: After many years, the international pharmaceutical industry has

discovered great opportunities in India. The process of consolidation, which has
become a popular phenomenon in the world pharmaceutical industry, has started
taking place in the Indian pharmaceutical industry as well. The Indian pharmaceutical
industry which is worth US $ 3.1 billion is growing at the rate of 14 percent per
annum.

 The Growth Scenario: Over 20,000 India's US$ 3.1 billion pharmaceutical
industry is growing at the rate of 14 percent per year. It is one of the largest
and most advanced among the developing countries.

Over 20,000 registered pharmaceutical manufacturers exist in the country. The

domestic pharmaceuticals industry output is expected to exceed Rs260 billion in the
financial year 2002, which accounts for merely 1.3% of the global pharmaceutical
sector. Of this, bulk drugs will account for Rs 54 billion (21%) and formulations, the
remaining Rs 210 billion (79%). In financial year 2001, imports were Rs 20 billion
while exports were Rs87 billion.

3
Company Profile

 Jubilant Organosys is an integrated Pharma and Life Sciences Company and is one
of the largest Custom Research and Manufacturing Services (CRAMS) companies and
a leading manufacturer of Active Pharmaceutical Ingredients (API) in India,
delivering products and services to the global life science industry by leveraging our
R&D expertise, knowledge-driven operation and global scale manufacturing
capacities.

 The Company's business operations are organized into three distinct business
divisions:

a) Pharmaceutical and Life Science Chemicals

b) Performance Chemicals and

c) Industrial Chemicals.

 Each business comprises of profit centers with a range of products that service
industries like pharmaceuticals, agrochemicals, construction, packaging/paper, food
& beverages and textiles.            
 

 Jubilant Life Sciences has a strong R&D focus and has significantly invested into
building this function into a key global competitive advantage. The Company's R&D
efforts are directed towards the development of application-specific products that
have large commercial potential, both in the domestic and international market. The
Company provides Life Sciences products and services across the value chain, serving
its customers globally. With 11 world-class manufacturing facilities and a team of ~
6000 multicultural people across the globe, the Company is committed to deliver
value to its customers spread across 65 countries.

 The Company is well recognized as a ‘Partner of Choice’ by leading life sciences

companies worldwide. The Company's revenues for FY 2010 stood at US$ 813
million. Moving forward, in order to create a focused Life Sciences Entity, the

4
 Company’s name is changed from Jubilant Organosys Ltd. to Jubilant Life Sciences
Ltd., effective Oct 1, 2010. 

Brief Profile of Jubilant Pharmaceuticals -

Headquarters
- Noida ( U.P. ) , India
Industry Type
- Pharmaceuticals Public
Company
Status
- Operating

Company Size
- 1001-5000 employees

2010 Revenue
- US$ 813 Mn.

Founded
- 1978

Website
- www.jubl.com

Common Job Titles

Manager - 14 %

Research Scientist - 13 %

Research Associate - 7%

Senior Engineer - 4%

Group Leader - 3%

5
OBJECTIVE OF THE PROJECT

This report was undertaken in order to

1. For the comparative study of different brand products & characteristics such as
company, price, packaging, composition.
2. Find movement of different brands of products in different regions of Noida city.
3. Analyze market trend and find market potential for the product of the company-
JUBINIM.

SCOPE OF THE PROJECT :

 The study is expected to bring light to find out the percentage share of different
brands of product in Noida region.

 The study helps to analyze the current competition for market and gives position of all
market players.
 It can help Jubilant Pharmaceutical to reset its marketing strategies to achieve a
greater market share for these product categories.
 It will also help to improve the overall productivity and to enhance the value of the
company.
 It will help to improve product quality by helping R & D department to develop
innovative products in order to suite the new era requirement. It will also help to
decide upon pricing and packaging strategies through competitor analysis.

6
CHAPTER 2: BUSINESS DESCRIPTION OF COMPANY

7
BUSINESS DESCRIPTION of Jubilant Organosys

 Jubilant Organosys Limited - The Group's principal activity is to manufacture and

sale of organic chemicals. The Group operates through three segments:
Pharmaceuticals and Life Science Chemicals which includes active
pharmaceuticals ingredients, dosage Forms, regulatory affairs, drug discovery &
development services, chemistry services, clinical research, custom research &
manufacturing services (CRAMS) and food polymers; Industrial Products segment
includes organic intermediates, agri and animal nutrition products, specialty gases
and Performance Polymers includes industrial products for tiers, textiles and
coatings; and consumer products for woodworking solutions.

 During the year, the Group acquired balance 20% equity interest in Belgium based
pharmaceutical companies, namely; Pharmaceuticals Services Incorporate N.V and
PSI Supply N.V.

 Jubilant Organosys Ltd (Jubilant) is the India’s largest manufacturer and exporter of
speciality chemicals and currently exports more than 30 different products to over 50
countries.

MISSION OF JUBLIANT ORGANOSYS

 “Jubilant’s mission is to develop an environment for efficient and sustained

innovation for collaborators and employees in addition to protecting and respecting
intellectual property’’

 With superior technologies, world class talent and cutting-edge research, they are
committed to delivering high quality, cost effective solutions to aid their customers in
the process of drug discovery.

8
VISION OF JUBILANT ORGANOSYS

9
 SUBSIDERIES OF JUBILANT ORGANOSYS

Jubilant Biosys
Jubilant Pharmaceutical
Jubilant Clinsys
Jubilant Chemsys

Subsidieries

a ) Jubilant Biosys

Jubilant Biosys is an innovative bio-informatics and chemo-informatics service provider,

which started its operations in November 2003. The company has made significant inroads
into the global market place and has entered into multiple engagements with leading R&D
and pharmaceutical organizations. Jubilant Biosys currently has more than 32 international
customers, of which seven are pharmaceutical companies and eight are in the biotechnology
sector.

b ) Jubilant Pharmaceuticals

Jubilant Pharmaceuticals is the European subsidiary of Jubilant Organosys Ltd. (India),

specialists in the R&D and production of API's and finished dosage form products.

They are a totally backward integrated service and product provider for
generic pharmaceutical companies who wish to excel in first-to-market generics with a
commitment to market-competitive prices during the entire term of the Supply Agreement.
Its core business and capabilities are situated in the below areas:

 Out-licensing with supply of fully in-house developed generics, covering a wide range
of therapeutic areas

10
 Regulatory Services such as MRP & DCP filings, compilation of e-CTD dossiers, etc
 Manufacturing site transfers with production at the in-house EU-GMP approved plant
in Roorkee, India
 Clinical research at the in-house facility in Delhi, India

c ) Jubilant Clinsys

Jubilant Clinsys is a therapeutically focused clinical research organization headquartered in

Bedminster, New Jersey. It provide pharmaceutical, biotechnology and medical device
companies with a broad range of clinical research services in support of Phase I-IV drug and
device development, including project management, clinical monitoring, scientific and
medical support, investigator and patient recruitment, site management, biostatistics, data
management, drug safety, quality assurance, regulatory affairs, and medical writing.

d ) Jubilant Chemsys

Jubilant Chemsys is the wholly-owned subsidiary of Jubilant Life Sciences a global

pharmaceutical company engaged in collaborative research, development and manufacturing
partnerships with pharmaceutical companies worldwide.

Jubilant Chemsys offers medicinal chemistry services for global pharmaceutical and biotech
companies. Jubilant Chemsys is located in NOIDA - a suburb of New Delhi.

11
CHAPTER 3: JUBLIANT PHARMACEUTICALS

&

LIFE SCIENCE CHEMICALS

Jubilant Pharmaceuticals & Life Science Chemicals:

 This division caters to the life sciences industry comprising mainly of

Pharmaceuticals, Agrochemicals and Food & Feed.
 It currently contributes around 28% of the revenues (FY 09) and will be the key
growth driver for the company, with the acquisition of Max India’s API unit. This
division has the highest margins and currently accounts for 43% of the total PBIT (FY
09).

 This division comprises of 4 units, viz :

a) Pharmaceuticals—API:

12
o Jubilant acquired the API unit of Max India located at Nanjangud (near Mysore,
Karnataka) in Sept’02 for a total consideration of Rs 699 mn (including transaction
related expenses of Rs 68 mn). This business is a natural extension of its speciality
chemicals business and also fits in its strategy of increasing contribution from high
value added products. In fact, pharmaceutical sector is the largest end user of Jubilant
products, and addition of API portfolio will help in developing deeper relationships
with its existing customers, as well as adding new customers.
o Currently, Carbamazepine is its largest product and accounts for over 30% of sales.
Jubilant is the second largest manufacturer of this product globally and is a major
supplier to Novartis, which holds the patent for this particular API and formulation.
The manufacturing facility has USFDA approval for this drug.
o Other major products include Oxcarbamazepine, Citalopram, Azithromycin,
Roxithromycin, Tramadol and Pinavarium Broniide.
o It has a portfolio of 10 products in therapeutic segments of Central Nervous System
(CNS), Anti-infective & Gastro-Intestinal (GI). The company plans to expand the
current product portfolio, as well as enter high growth therapeutic categories like
Cardiovascular and diabetes.
o The company has also identified exports as the major thrust area, and as a result has
decided to go for Drug Master Filings (DMF) for some of its products. Exports
currently account for around 40% of sales (FY 09) with Europe being the largest
market followed by U.S and Australia.

b) Advance Intermediates for Pharmaceuticals and Agrochemicals:

o Jubilant is currently the world’s second largest manufacturer of Pyridines bases and
its derivatives, after Reilly Industries, Inc., U.S.
o Jubilant has a competitive advantage because of complete backward integration,
which helps it in sourcing its key raw materials like acetaldehyde and formaldehyde.
o It has also undertaken capacity expansion as this unit has been identified as high
growth segment and its thrust is to develop value added products and exports.
o Exports have been consistently growing and currently accounts for over 50% of this
unit’s revenues.

13
o Pyridine & its derivatives are used in world’s leading formulations like Omeprazole,
Lansoprazole,Fexofenadine, Loratidine, Gleevec, Rosigletazone, Nevirapine and
Imidaclprid among many others.
o The product range include -
 Pyridines,
 Alpha picoline, beta picoline & gamma picoline,
 2 Cyano pyridines, 3 Cyano pyridines & 4 Cyano pyridines.
o The company’s client list is also very impressive including:
 Sygenta, Dobfar, Glaxo, Ciba Geigy, BASF, Quimica, Arch, Exterodial, Teva
in the export market and
 Aventis, Ranbaxy, Dr. Reddy, Orchid Pharma and Aurobindo Pharma in the
domestic market.

c) CRAMS:

o Under this unit, it manufactures chemical intermediates and works closely with
customers (mainly global players) during the development and scale-up phases as
well as undertakes research for them. The company has the quantitative capability to
produce even small lots (milligram, grams and kilograms) as well as huge quantity
(tonnes) as per the client’s requirements. The ultimate objective is to enter into long
term supply agreements with global players.
o Jubilant offers a range of Fine Chemicals, which are value-added organic molecules
based on Pyridine chemistry. It has developed an expertise in the manufacture of six-
member heterocyclic having one nitrogen atom and their derivatives, having the
pyridine and piper dine moiety.
o The company has well equipped lab, pilot plant facilities and analytical testing
facilities.
o The product range includes:

Fine Chemicals:
 Lutidines, Collidines, Amino Pyridines;
 Pyridine quartarized salts like Pyridine hydrobromide and Pyridine
hydrochloride;
 Salts of Pyridine, Picolines & Lutidines Acetyl Pyridines;

14
  Piperidine, Methyl Piperidines, Dimethyl Piperidines and tri-ethyl phosphate.
o Other Products:
 Chlormequat Chloride, which is a plant regulator, used in agriculture to
increase the yield of the crop.
o Jubilant is largest exporter of chlormequat Chloride from India and its prime markets
are France, Belgium, Ireland & U.K.
o Major clients of fine chemicals:
 Ranbaxy, Dr.Reddy’s, Aurobindo & Hetero Drugs in the domestic market and
 Solvay, Sanofi Synthelabo, Aventis, BASF, Eli Lily, Sygenta, etc in the
international market.

( d ) Nutrition:

o Jubilant is amongst the leading manufacturer of Vitamin B (Niacin & Niacinamide).

This is basically used as an ingredient in Pharmaceuticals, OTC Vitamins as well as
for human food enrichment and nutrition products. Global Vitamin B market,
currently estimated at 28,000 MT, is growing at around 6% p.a. and is available in
two grades, viz i) USP grade for human consumption which account for 1/3rd of
global market and ii) Feed grade for mixing with animal feed which accounts for
2/3rd of the global market. The company currently exports its products to US and
plans to introduce it in the European markets soon.

o Jubilant Animal Nutrition Products unit manufactures and markets animal feed
additives for the poultry, cattle and aquaculture industries. Its product range includes
Cereal-based choline chloride (all grades), other choline salts, Vitamins and trace
minerals premixes and Toxin binders. Jubilant has 6th largest manufacturing capacity
in the world for cholines, and is completely integrated thereby ensuring steady
supplies and stringent control over quality of the end-product. It is leader in domestic
market with 90% market shares, whereas on global basis it accounts for just 1.33% in
the 2.53 Lac MT (expected to grow at 2-2.5% p.a) choline chloride market, where
Akzo Nobel (Netherlands) is the dominant player. The company is developing various
formulations of choline chloride, such as encapsulated Choline chloride for the
livestock segment.

15
 o Jubilant currently exports its choline chloride to various countries such as U.K
(Whyte Chemical), Brazil (Sannoh), Germany (Helm AG), Belgium, Italy, Australia,
S.Africa & Korea.

Jubilant Pharmaceuticals fact sheet

 Incorporated in 1993
 Based in Gent – Belgium
 Subsidiary of Jubilant Organosys since 2004
 Broad-spectrum services and products provider to pharmaceutical marketing
companies in Europe
 Knowledge-based company with excellent track record in national MA’s, MRP’s and
DCP procedures.

- Moving up the Pharmaceutical Value Chain

Generic
Product
s
Regulat
ory
Services
Discove
ry
Services
APIs
CRAMS
Perform
ance
Organic Chemica
Intermed ls
iates
1980-85 1985-90 1990-95 1995-2000 2000-2003 2004

 Core business

 Jubilant Pharmaceuticals is a totally backward integrated service and product provider

for generic pharmaceutical companies.

16
 Our core business and competences are:

 Out-licensing with supply of fully in-house developed generics.

 Manufacturing site transfers with production at the in-house facility.

 Regulatory Services

- Clinical research at the in-house facility in Delhi, India

 Backward integration

 Perfect synergism from API development up to supply of the finished dosage form,
guaranteeing reliability in quality and timing
 Benefits of backward integration

 Strong R&D and manufacturing capacities at Jubilant India

 Jubilant Pharmaceuticals as the single contact point in Europe for licensing,

registration and supply

17
  Qualitative supply of dosage form products

 Competitive pricing throughout the entire supply term

JUBILANTS FACILITIES

 API : In-house API formulation & production

 R&D Formulation :

o Plain dosage forms

o Added-value
o Controlled and sustained release

 BE studies : In-house Clinical center

 In-house Regulatory Affairs expertise

 In-house production of pharmaceutical

dosage forms

 In-house GDP logistics with GMP certification :

o EU release

MAJOR PRODUCTS IN MARKET

Product Description - Jubinim are nimesulide tablets 100 mg.

 Nimesulide is a relatively COX-2 selective, non-steroidal anti-inflammatory drug

(NSAID) with analgesic and antipyretic properties. Its approved indications are the
treatment of acute pain, the symptomatic treatment of osteoarthritis and primary
dysmenorrhoea in adolescents and adults above 12 years old.

Product Description - Jurab-DM are rebeprzole capsules I.P .

 Rabeprazole belongs to a class of antisecretory compounds that suppress gastric acid

secretion by inhibiting the gastric H + /K+ ATPase at the secretory surface of the
gastric parietal cell. Rabeprazole has been characterized as a gastric proton pump

18
 inhibitor. Rabeprazole blocks the final step of gastric acid secretion. In gastric parietal
cells, rabeprazole is protonated, accumulates, and is transformed to an active
sulfenamide.
 Domperidone is a dopamine antagonist with anti-emetic properties.
Studies in man have shown oral domperidone to increase lower esophaegeal pressure
improve antroduodenal motility and accelerate gastric emptying. There is no effect on
gastric secretion.

Product Description - Indications:

 Tifolic is indicated in nausea and vomiting during pregnancy.

 Doxylamine acts by competitively inhibiting histamine at H1 receptors. It also has

substantial sedative and anti cholinergic effects.

 Pyridoxine HCL is involved in the production of haemoglobin in red blood cells and
neurotransmitters like serotonin. B6 is required for the metabolism of MSG.

 Pyridoxine HCL is shown to:

- Increase serotonin levels in the brain.

- Improve energy production in the body.

Product Description –

 Ofloxacin is a fluoroquinolone antibiotic medicine used in adults to treat certain

infections caused by certain germs called bacteria. It is not known if ofloxacin is safe
and works in people under 18 years of age. Children less than 18 years of age have a
higher chance of getting bone, joint, or tendon (musculoskeletal) problems such as
pain or swelling while taking ofloxacin.

 Sometimes infections are caused by viruses rather than by bacteria. Examples include
viral infections in the sinuses and lungs, such as the common cold or flu. Antibiotics
including ofloxacin do not kill viruses.

Product Description –

19
  Omeprazole is a proton pump inhibitor used in the treatment of dyspepsia, peptic
ulcer disease (PUD), gastro esophageal reflux disease (GORD/GERD),
laryngopharyngeal reflux (LPR), and Zollinger-Ellison syndrome.

CHAPTER. 4 MARKETING RESEARCH

20
MARKETING RESEARCH FOR PHARMA PRODUCTS

o The pharmaceutical industry is highly complex. The technologies leading to

drug discovery and development are at the limits of human knowledge. The
huge size of the companies and the complexities of their processes and
technologies presents many organizational and management challenges. The
development and management of the distribution system is highly costly.

 Marketing Research

Marketing research is the function that links the consumer, customer, and public to
the marketer through information

• used to identify and define marketing opportunities and problems;

• generate, refine, and evaluate marketing actions;

• Monitor marketing performance; and improve understanding of marketing as a

process.

21
 "Marketing research is about researching the whole of a company's marketing
process," i.e. marketing research into the elements of the marketing mix,
competitors, markets, and everything to do with the customers.”

THE MARKETING RESEARCH PROCESS

It has 11 steps which are as follows:

• Step One: Establishing the Need for Marketing Research

• Step Two: Defining the Problem
• Step Three: Establishing Research Objectives
• Step Four: Determining Research Design
• Step Five: Identifying Information Types and Sources
• Step Six: Determining Methods of Accessing Data
• Step Seven: Designing Data Collection Forms
• Step Eight: Determining Sample Plan and Size
• Step Nine: Collecting Data
• Step Ten: Analyzing Data
• Step Eleven: Preparing and Presenting the Final Research Report

ADVANTAGES OF MARKETING RESEARCH

•  It indicates opportunities for products and market development, a company can
then decide on the production, sales and production plans after identifying the
opportunities.
• It provides a basis for sound, market led decision making by providing
information to reduce uncertainty.
• May help to reduce risk of new product development
• Marketing research enables an organist ion to match their products or services to
the requirements of the consumers or market.
• Research enables advertising to be tested during a campaigns development or
prior to launch to ensure its effectiveness, and after launch to measure the success
of the media used. 
•  It also provides objective explanation for success and failure in the market.

22
CHAPTER.5 RESEARCH METHODOLOGY

23
RESEACH METHODS

Research is systematic, critical and self critical enquiry which aims to contribute to the
advancement of knowledge. It is the systematic method consisting of enunciating the
problem, formulating a hypothesis, collecting the facts or data, analyzing the facts and
reaching certain conclusions either in the form of solutions towards the concern problems or
in certain generalization of some theoretical formulation.

The goal of the research process is to produce new knowledge, which takes three
main forms:

 Exploratory research, which structures and identifies new problems

 Constructive research, which develops solutions to a problem
 Empirical research, which tests the feasibility of a solution using empirical evidence

Research can also fall into two distinct types:

 Primary research

24
  Secondary research

Research is often conducted using the hourglass model Structure of Research. The hourglass
model starts with a broad spectrum for research, focusing in on the required information
through the methodology of the project (like the neck of the hourglass), then expands the
research in the form of discussion and results.

Research Design for the project work:

Data Source:

Primary data was collected with the help of questionnaire from which questions were asked
to the chemist, and data was collected in a tabular format used for Analysis and research

The method applied to achieve the above mentioned targets was:

The main source of secondary data for this project was the information from various
information Media

 Reference books
 Magazines
 Internet browsing
 Company's Guide
 Company's Broscher
 Company's Leaflet
 Company's Record File
 other employee of the Company

25
  Internet
 CIMS
 MIMS

CHAPTER.6 RESEARCH ANALYSIS

26
 Total Sales of Different brand in the region under survey:

Average no. of unit

Sr. no. Brand name Total no. of units sold sold/chemist(approx.
)

Jubinim
1. 493 05

Nise
2. 824 08

Nimulid
3. 280 03

Nicip
4. 343 04

27
 Jubinim tablet
Market Share of different Brands

Region I: Sector 21A, 32, 55A; Vidhyachal Marg.

28
 JUBINIM
23%

Nicip jubinim
14% nise
nimulid
nicip
Nimulid others
13%
NIise
36%

Region II: Sector 23 , 24 , 52; Tulsi Marg ; Noida ( U.P. )

29
 Others
7%
JUBINIM
Nicip
15% 27%
jubinim
nise
Nimulid nimulid
nicip
10%
others

Nise
41%

Region III: Sector 52, 53 ,61, Ashok Marg ; Noida (U.P.)

Others JUBIINIM
18% 18%
jubinim
nise
Nicip
nimulid
15%
nicip
Nimulid others
Nise
10% 39%

30
Region IV: Sector 34, 35, 51 Phase I Golf Marg; Noida ( U.P.)

Others JUBINIM
15% 18%

jubinim

Nicip nise
19% nimulid
nicip

Nise others
Nimulid
34%
14%

31
 JUBINIM TABLET

Monthly sales - Market share analysis of different brands in the overall region

Others
14% JUBINIM
22%

Nicip
15%

Nimulid
12%
Nise
37%

Result:-
NISE ( Dr. Reddy’s ) is market leader with the 37 % share in the region under survey
followed by JUBINIM ( Jubilant Pharma ) has the 22 % , NICIP have a 15% , NIMULID
is 12% followed by market share of 14% for other players in the market .

32
Competitive Analysis

Competitor brands were analyzed by knowing their company, price and formulation from the
respondent chemist. Few brands were found in the market region under survey and some of
them were found through internet search.

Formul
Sl. no. Brand Company Content MRP
Ation

Rs./-
1.
Tab 10
NISE Dr. Reddy’s Nimesulide 100 mg
per strip

Panacea
2. NIMUL Tab 10
Nimesulide 100 mg
ID Biotech per strip

NICIP
3. (generic Tab 10
Cipla Nimesulide 100mg
per strip
)

33
CHAPTER 7 SWOT ANALYSIS FOR JUBILANT
ORGANOSYS

34
SWOT ANALYSIS FOR JUBILANT ORGANOSYS

 SWOT-analysis is done to understand the external and internal environment of the

organization. SWOT, which is acronym for strength, weakness, opportunity and
threats is also known by SWOT-analysis. Though such an analysis, is strength and
weakness exist within an organization can be matched with the opportunity and
threats operating in environment, so that an effective strategy can be formulated. An
effective organizational strategy, therefore, is one that capitalizes on the opportunity
through the use of strength and neutralizes the threats by minimizing the impact of
weakness. Below is the SWOT- analysis of Jubilant Organosys Pvt. Ltd.

Strengths:

 Jubilant strength has been to tap every available opportunity to move up the value
chain and de risk its business model. While doing this, it has gradually built up global
size capacities, in order to take advantage of economies of scale and compete with
global peers.

 Jubilant manufacturing capacities are also completely integrated, there by bringing

down its average cost of production and providing the much-needed flexibility for
product mix.

 Jubilant is one of the few chemical companies in India, having strong focus on R&D.
This has helped the company develop a very strong portfolio of niche products
finding application for specific users or user industry.

Weakness:

 It is felt that the contribution of Organic Intermediates division at 45% is still very
high which includes its Acetyls range of products. The realisations of these products
have been very volatile (domestic as well as exports) in the past, affecting the margins
of the company. Also, the profitability of this division is heavily dependent on the
prices of its key raw material-Molasses.

35
Opportunities:

 I consider the acquisition of Max India’s API unit as an excellent opportunity for the
company to take a foothold in the promising pharma sector. The company has the
opportunity to tap the regulated markets, as branded drugs with annual sales of more
than US$ 50 billion are going off-patent by 2007. In fact, the company plans to
expand its R&D team to tap this opportunity, as well as file around 2-3 DMF’s (Drug
Master Filings) .

 There is huge potential to scale up its Pyridine and Picoline based derivatives
segment, where manufacturing processes and technologies are still evolving. Jubilant
has an early mover advantage in this segment and also the benefits of complete
backward integration ensuring stringent control over its raw materials. It has
consistently launched new products and this segment is currently amongst the largest
forex grosser for the company.

Threats:

 Molasses & Alcohol still accounts for the major portion of the overall cost. I expect
the company to easily absorb around 12-14% jump in molasses prices (also built in
projections), as the contribution of speciality products (incl. exports) are increasing
replacing commodity products in the overall turnover.

However, any increase in raw material prices beyond these levels will have
an adverse impact on the margins of the company.

36
CHAPTER 8 FINDINGS

37
FINDINGS

1. During the survey it was found that most of the chemist found it difficult to
tell total exact number of units of different brands sold per month.

Tablets:

1. Percentage share of different brands in the region under survey was are as
follows:

Market share (in

Ranking Brand name %)
In region surveyed
NISE ( Dr. Reddy’s)
1. 37 %
Market leader
2. JUBINIM ( Jubilant Pharma ) 22 %
3. NICIP ( Cipla ) 15 %
4. NIMULID 12 %
5. OTHERS 14 %

38
CHAPTER 9 SUGGESTIONS

39
SUGGESTIONS

Tablets:

1. Nise (Dr. Reddy’s) which is the market leader in Tablets has pricing strategy in par
with Jubinim , its promotion with advantage will help to capture major market share
from Nise .

2. Nise has highest market share in region II (i.e. Tulsi Marg), promoting Jubinim in this
region will help achieve higher sales.

3. Content wise Jubinim is second in the market but Nise is cheaper than Jubinim, this
demands a need for change in pricing strategies of Jubinim.

4. Great sales of total capsules was observed in Region I (i.e. Vidhyachal Marg region),
hence doctors from this area should be targeted to increase sale of Jubinim Tablets.

5. Regular follow up with doctors and monitoring with the retailers in Noida region will
definitely help achieve good market share for Jubinim .

40
CHAPTER 10 CONCLUSION

41
CONCLUSION

1. On the basis of the data collected it can be concluded that NISE holds highest share in
the market.

2. The competition in product categories is more and thus JUBILANT Pharmaceuticals

can face difficulty in its promotion of products.

3. Knowing the market share of competitors, will help JUBILANT Pharmaceuticals

Limited to devise its marketing strategies to achieve a better market share in all the
product range.

4. It can be also concluded that JUBILANT Pharmaceuticals Limited can achieve a good
market share by giving more emphasis on quality products, contents, packing with
competitive price.

5. Noida region can serve as better target market for the initial launch of the new
products of the company.

6. The number of patients is increasing day by day and hence all the products of the
company has tremendous scope for increasing its sales and in turn profits for the
company.

42
CHAPTER 12 BIBLIOGRAPHY

Books:

1. Principles of Marketing – Philip Kotler, 13th edition

2. David B. Wolfe and Robert Snyder, 2003, Ageless Marketing: Strategies for reaching
the hearts and minds of new customers majority, Derompena Tarborn Financial
Publishing, USA
3. Fons Trompernaas and Peter Wooliams, 2004, Marketing Across Culture, Capston
Publishing (A Wiley company), West Sussex, England.
4. V. S. Ramaswamy and S. Namakumari, 2002, Marketing Management: Planning,
Implementation, Control, McMillan India Ltd. Publishing, New Delhi.

Websites and links:

1. www.wikipedia.com
2. http://www.researchandmarkets.com
3. www.biospectrum.com
4. www.cflpharma.com
5. CIMS, MIMS India- Database for drug information
6. www.medexperts.com
7. www.jubl.com

43
CHAPTER 12 – ANNEXURE

Questionnaire For Jubinim Tablets

Market Standing of Jubinim tablets of Jubilant Pharma

Date -

Name of the Chemist: - ……………………………………..............

Address:-…………………………………………

…………………………………………

1) Are you Aware about Jubilant Pharma? -  Yes  No

2) How much product is available in the shop? -

3) How much sale of the product in per month? -

4) Who are the competitors of the product?

Ayurvedic  Allopathic 

Competitor s company name:-

…………………………………………………………………………

5) Sale of the competitors? -

6) Price of our product? -

44
 7) Competitors price? -

8) Prescribers Doctors? - G. P.  Consultants 

……………………………………………..

……………………………………………..

9) Whether Jubinim tablets is readily available to stockiest?

 Yes  No …………………………………………………

10) Sale of the product is going to ↑  or ↓ 

45