M.B.

A PROGRAM
(AUTONOMUS)
KOLKATA.

Submitted To: Prof. Dr. Sutapa Chatterjee

Subject Topic: Retail Audit(Importance of Retailers)

Submitted BY :HERA
Date:
Semester : 6thsem
Department of HR
For the Academic Year 2021 - 2023
Institute of Engineering & Management
Y-12, Salt Lake, Sector-V, Kolkata-700091
Affiliated To:

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 Maulana Abul Kalam Azad University of Technology
BF-142, Salt Lake, Sector I, Kolkata-700064

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 ACKNOWLEDGEMENT
We should like to take this opportunity to extend our gratitude to the following revered persons
without whose immense support, completion of this project wouldn’t have been possible.

We are sincerely grateful to our Guide Prof. Dr. Sutapa Chatterjee of the HR Department, IEM
Kolkata, for her constant support, significant insights and for generating in us a profound interest for
this subject that kept us motivated during the entire duration of this project.

We would also like to express our sincere gratitude to Prof. Dr. Satyajit Chakrabarti (Director,
IEM), Prof. Anupam Bhattacharya (Principal-Management, IEM) and Prof. Dr. Sujit Dutta,
(HOD of Management) and other faculties of Institute of Engineering & Management, for their
assistance and encouragement.
Last but not the least, we would like to extend our warm regards to our families and peers who have
kept supporting us and always had faith in our work.

Rohan Sarker
Reg.No:
HR Dept. of Management
Institute of Engineering & Management, Kolkata

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 GUIDELINES FOR REPORT PREPARATION

The research work / study / problem is undertaken by HERA. [2nd Year MBA – Marketing & HR]
from IEM Salt Lake (Kolkata). A detailed analysis is provided in the report.

SN Contents Page
No.
1 Introduction 6-7
2 Industry / Company overview 8-9
3 Review of Literature/ Brief Background 10-13
4 Research Methodology 14-23
5 Data Analysis and findings 24-38
6 Conclusions 39-41
7 Recommendations & Limitations of the project 42-44
8 Bibliography 45-46
9 Appendices 47

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Executive summary
Himalaya health care are scattered throughout the world with its outlets. It started the out
let in vijayapur 4years back i.e. on 22 Feb 2005. Presently it is trying to increasing the promotion
strategy to create rush for customer at shop. At the end of every day the conversion ratio is
calculated. The present conversation ratio is good.

This research titled “importance of Himalaya outlets in Vijayapur” helps to understand the
number of customer visiting the store and bill made by them. A project tittle is to distribution
level of Himalaya and the level of retail outlets service to customers. Means customer study had
done their occupation. Income level, plans made before visiting the store, factors influence them
to visit, media from that customer influenced, habit of visiting store, habit of buying behavior,
Himalaya outlet positioned in the minds of customer, satisfaction and expectation from Himalaya
outlets the research was carried out as per the steps of market research process. To meet the
objectives primary research was undertaken. The data collection approach adopted was
experimental research. The instrument used for data collection was questionnaire.

The target was the people who are the customers of Himalaya. With a sample size of 100
respondents. The tables and charts were used to response into meaningful information to get the
most out of the collection data. Based on those the inferences have been drawn with peer
supportive data. Most of the people choose modern retail outlet because they can purchase all
necessities needed for life under one roof. The customers are shifting from one retail outlet to
other because of difference in offer given by retail outlets.

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AYURVEDA- AN INTRODUCTION:

The word 'Ayurveda' comes from the word 'ayur' meaning 'life' and the word 'veda'
meaning 'to know'. Ayurveda means 'the science of life', and is a medical system practiced in
India, Sri Lanka and Nepal.

Ayurveda's mythological origins, though, are attributed to the Indo-European Nasatya or

Aswins, twin physicians of the gods of the ancient Indo-European pantheon. Four thousand year
old references to the Nasatya are found in the now extinct, Hurrian and Hittite languages in
Turkey, and in the Sanskrit language in India. Ayurveda is considered the upaveda or accessory
Veda to the Atharva Veda. The four Vedas are the world's oldest literary documents in an Indo-
European language.

A classic ayurvedic text, that parallels the time frame of the Atharva Veda, is the
Charaka Samhita. Written in the Indus Valley area around 1000 B.C.E. (Before the Common
Era) in Sanskrit, it is a treatise on general medicine. This strongly suggests the probability that
ayurveda, though of pan Indo-European origins earlier, had begun to evolve into a distinct entity
within the subcontinent by the first millennium B.C.E.

Ayurveda's lasting influence in the non Indo-European sphere began after the rise and
spread of Buddhism in the 6th century B.C.E. Buddhist monks introduced Ayurveda to China,
Tibet, Korea, Mongolia and Sri Lanka, leaving a lasting legacy in their medical systems.

More recently, the German translation of an ayurvedic text that dates back to less than
1000 B.C.E., the Susruta Samhita, contributed to modern medicine the discipline of plastic
surgery. Susruta mentions eight branches in ayurveda - General medicine, Surgery, ENT and Eye
diseases, Toxicology, Psychiatry, Pediatrics, Gynecology, Sexology and Virility.

The Himalaya Drug Company, since 1930, has blended ayurvedic expertise with
modern medical research methodology, to extend the science of ayurveda to produce
scientifically verified herbal solutions.

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HISTORY OF HIMALAYA:

Eighty years ago, on a visit to Burma, Himalaya’s founder, Mr. M. Manal, saw restless
elephants being fed with a root to pacify them. The plant from which this was taken is Rauwolfia
serpentina. Fascinated by the plant's effect on elephants, he had it scientifically evaluated. After
extensive research, Serpina, the world’s first anti-hypertensive drug, was launched in 1934.

This legacy of researching nature forms the foundation of Himalaya’s operations.

Himalaya uses the tools of modern science to create pharmaceutical-grade ayurvedic products.
We have pioneered research that has converted Ayurveda’s herbal tradition into a complete
range of proprietary formulations dedicated to healthy living and longevity. Today, these
products have found acceptance with medical fraternities and serve the health and personal care
needs of consumers in 67 countries.

 ISO 9001: 2000 certification awarded for design, manufacture and

marketing of herbal health care products. .
 Himalaya celebrates seventy-five years.

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COMPANY PROFILE:

 The Beginnings . . . making of an Indian multinational

The Himalaya Drug Company was founded in 1930 by Mr. M. Manal with a clear
vision to bring Ayurveda to society in a contemporary form and to unravel the mystery behind
the 5,000 year old system of medicine. This included referring to ancient ayurvedic texts,
selecting indigenous herbs and subjecting the formulations to modern pharmacological,
toxicological and safety tests to create new drugs and therapies.

Eighty years ago, on a visit to Burma, Mr. Manal saw restless elephants being fed with
a root to pacify them. The plant from which this was taken is Rauwolfia serpentina. Fascinated
by the plant's effect on elephants, he had it scientifically evaluated. After extensive research,
Serpinaâ, the world's first anti-hypertensive drug, was launched in 1934.

The legacy of researching nature forms the foundation of Himalaya's operations.

Himalaya has pioneered the use of modern science to rediscover and validate ayurveda's secrets.
Cutting edge technology is employed to create pharmaceutical-grade ayurvedic products. As a
confirmation that Himalaya is dedicated to providing the highest quality and consistency in
herbal care, the Company was awarded an ISO 9001:2000 certification in 2003.

Since its inception, the company has focused on developing safe, natural and
innovative remedies that will help people lead richer, healthier lives. Today, Himalaya products
have been endorsed by 300,000 doctors around the globe and consumers in 67 countries rely on
Himalaya for their health and personal care needs.

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AYURVEDA AT HIMALAYA:

Ayurveda or the 'Science of Life' is an ancient, holistic system for diagnosis and
treatment, perhaps the oldest system of medicine known to humanity. Fundamental to Ayurveda
is the use of well-balanced combinations of plants and other agents in synergistic formulas.

At Himalaya, we have pioneered the use of modern science to rediscover and validate
Ayurveda's secrets. We employ cutting edge research to create pharmaceutical-grade Ayurvedic
products. Natural, effective and safe, these products have helped thousands of people live
healthier, richer lives. Our focus is on wellness; on helping people get healthy and stay healthy.

At Himalaya, research begins with raw herbs chosen from traditional texts and from
observations and experiences of indigenous plants. Our team of herbalists study texts, both
traditional and scientific, exhaustively for relevant data. A few herbs of promising activity are
short-listed. Polyherbal formulations of these short-listed herbs are made in order to provide a
wider scope of pharmacological and cosmetic activity. Multicentered, double-blind trials
according to WHO criteria further assist in scientifically validating the formulations.

In the 1930's, Himalaya developed a pioneering experimental herb farm, which grew
rare endangered herbs for commercial use. The company today has in addition to this an
unparalleled database of dedicated herb suppliers, an herbarium, an agrotech division and a
nursery.

The standardization of herbal medicine is a more daunting challenge than the processes
used for allopathic medicine. The tabletting of ayurvedic medicine is more arduous, with
multiple granulating, processing and coating variables. Today, Himalaya's manufacturing unit
has the largest coating capacity in Asia.

Researching Ayurveda and capturing its benefits in formulations, has been the hallmark
of Ayurveda at Himalaya. Using modern research methodology and manufacturing practice,
Himalaya has made available to people all over the world, an alternate method of treatment,
which has no known side effects.

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OVERVIEW:

 Himalaya's commitment to the community is part of our core values. Our mission is to
make a positive difference to the communities in which we operate.

 We believe that every human being has a fundamental right to a good quality of life. This
involves access to health, education, a clean environment and freedom from poverty.

 Through our several community initiatives, which include programs aimed at ensuring
better health, education, sustainable development and economic empowerment, we do
our best to bring happiness to the lives of people who are marginalized and poor.

 Our social philosophy is very simple - if we want to prosper as a business we need to

ensure that the community prospers with us. By investing in the community we are
investing in our business.

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LEVEL OF DISTRIBUTION CHANNEL:

a) Zero level distribution channels

e.g. Direct marketing,

MANUFACTURER CONSUMER

b) First level distribution channel

e.g. Retailers

MANUFACTURER RETAILERS CONSUMERS

c) Second level distribution channel

e.g. Wholesalers, Retailers

MANUFACTURER WHOLESALER RETAILER CONSUMER

d) Third level distribution channel

e.g. Broker, Wholesaler, Retailer

MANUFACTURER BROKER WHOLESALER RETAILER CONSUMER

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 >>> The company adopts third level of distribution channel. The manufacturer i.e.
Himalaya Drug Company sends the its product to the C&F of the respective state, which works
as a broker between the manufacturer and the whole seller. The whole seller meets the demand
of retailer i.e. chemist in the Pharma segment. Then in last the chemist fulfill the demand of the
end consumer based on the prescription generated by the doctors and on the basis of customers
own wish.

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RESEARCH METHODOLOGY

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RESEARCH DESIGN:
 The researcher prepared research design that states the conceptual structure within which
the study should be conducted and the studies descriptive in nature. The researcher used
descriptive study to describe the awareness among the doctors and chemist with regard to
HIMALAYA, its demand, efficiency, brand image and its features.

SAMPLING:
 According to Crisp the fundamental idea of sampling is that, “If a small number of items
or a whole (called a universe or population) the sample will tend to have the same
characteristics and to have them in approximately the same proportion as the universe.
 Sampling is an essential part of all scientific procedures. The researcher collected and
summarized the data more quickly through sampling. Sampling gives the researcher
scope for collecting more accurate information.

SAMPLING UNIT:
 The researcher selected the sampling unit as respondents who are retailers or dealer of
Himalaya at different chemist stores of Vijayapur.

SAMPLING SIZE:
 The researcher has taken 100 in case of chemist as the sample size for collecting accurate
information and the researcher feels that it is large enough to depict the universe.

SAMPLING METHOD:
 It is quite impossible to meet one and all or to collect the information from the whole
population. Therefore the researcher has adopted the non probability sampling method.
Under this method the sampling units are selected according to the convenience of the
researcher.

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 DATA COLLECTION:
 The researcher collected only primary data among druggist of Himalaya at different
chemist stores to find out the level of awareness of Himalaya among different Ayurvedic
medicines, its demand based on prescription and its features in various angles.
 Secondary data was collected using internet and books.

PRIMARY DATA:
 The data collected for a purpose or for a particular problem in original known as primary
data. The researcher adopted various methods to obtain the first hand information. The
chemist are considered a main source of information as they can furnish important and
original information regarding demand of Himalaya drug based on prescription
generated by doctors its efficiency and its features.

SECONDARY DATA:
 Secondary data means data that are already available researcher collected data from the
published sources. The various sources for obtaining secondary data are internet and
libraries.

3.3 METHOD OF DATA COLLECTION:

 As survey is best suited for descriptive research the researcher gathered information
directly from individual respondents through personal interviews and questionnaire
methods. The interview is structured where the researcher asked questions in a sequence
and prescribed manner. Therefore the researcher to learns about the respondent’s
awareness of Himalaya and there is lesser degree of inaccuracy in survey method.

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 QUESTIONNARIE
 The researcher collected the primary data through an effective tool known as
questionnaire. It consists of fifteen questions printed in a definite order and the
researcher followed the prescribed sequence of these fifteen specific questions and it is
referred to as structured. The structured questionnaire consists of both open-ended and
close-ended type questions. The researcher used the main tool “Questionnaire so that
easy comparison is possible because of same questions to the respondents

SURVEY METHOD:
 Survey method helps in finding out information on attitudes, feelings, beliefs, past and
intended behaviors, knowledge, personal characteristics and on the descriptive items.
They also provide evidence of association. This has been found to be the appropriate
methodology for these reasons and therefore is chosen for the purpose of this research.

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METHODOLOGY:

1. FIELD WORK
When the project on perception of chemist and users of Himalaya. the main parameters
to be looked upon were arrived at. After arriving at the main points for analysis the operational
area of the study was derived taking the following into consideration.
a) Area of survey
b) Type and location of retailer
c) and retailer service to customers
It was also decided to have the survey at different retailers of Golagumbaz road B.L.D.E. Road,
Siddeshwar road and Meenakshi chowk.

3.4 DATA COLLECTION:-

Data’s were collected in the questionnaire format not on a particular date but taking
into consideration ordinary working days. I have collected at different market areas like near
Golagumbaz road B.L.D.E. Road, Siddeshwar road and Meenakshi chowk, independent druggist
at various locations.

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SAMPLE DESIGN:-

The following question involves sampling

1. Should we take a census or a sample?
2. What kind of sample should we take?
3. What size should the sample
be? Steps in sample planning
Define Census vs. Sample
Sample size
Estimate cost of sampling
Execute sampling process
Operationally, sample design is the heart of sample planning. Specification of sample
design which includes the method of selecting individual members, involves both theoretical and
practical (e.g., cost, time, labor involved, and organization) considerations.

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DATA INTERPRETATION

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 1. Do you deal in Himalaya Product?

Table 1: Chemist who deals in Himalaya-

Response %

Yes 98

No 02

Sales
YesNo

2%

98%

Interpretation: Among 100 chemist in the different area of my project region 98 chemist were
selling products of Himalaya Drug Company, and only 2 were not having the Himalaya product
at the time of my survey. This shows that Himalaya is highly reputed in Pharma sector, and it has
good demand in the market.

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 2. How do rate the Himalaya Drug Company?

Table 2: Rating of Himalaya Drug Company-

Category %

Best in class 60

Good 18

Moderate 15

Not Good 7

Himalaya Rating
70

60

50

40

30 Himalaya Rating

20

10

0
Best in Class Good Moderate Not Good

Interpretation: 60% of the chemist has rated Himalaya best among the available Ayurvedic
medicines, while only 7% said that it is not good. The chemist who rated Himalaya not good are
mostly in the rural areas. They may say this because of low selling.

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 3. How do you rate the product efficiency?

Table 3: Product Efficiency-

Category % Response

Best in Class 30

Good 28

Immediate Response 12

Slow Response 30

Product Efficiency
35

30

25

20

15 Series 1

10

0
Best in Class Good Immediate Slow Response
Response

Interpretation: 30% of the chemist said that Himalaya gives good result in the long time, and its
effectiveness is good comparing to other competitors in the market. 30% chemist during the
survey said that it responses slowly. Because Himalaya is a Ayurvedic medicine and it is
recommended for long use by the medical practitioners or doctors. Although it responses slowly
it is effective for life time or long time.

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 4. Why do you like Himalaya product literature?

Table 4: Product Literature-

Category % Response

Easy to Understand 23

Highly Knowledgeable 20
Both easy to understand and
knowledgeable 35

Tough to understand 16

Not adequate knowledge 6

Product Literature
Product Literature

35

23
20
16

Easy to Highly Both Tough to Not adequate

understand Knowledgeable Understandable Understand knowledge
and Knowledgeable

Interpretation: 35% chemist told that product literature given inside the is easy to understand
and provide sufficient knowledge about the product. A common man cans also the use of product
and its combination by reading the literature.

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 5. Are you satisfied with the behaviour of the Himalaya people?

Table 5: Satisfaction level with the behaviour of Himalaya People-

Category % Response

Very much 72

Yes 20

Not Good 8

Satisfaction level with behaviour

Not Good 8%

Yes 20%

Very Much 72%

Interpretation: Most of the chemist i.e.72% are highly satisfied with the behaviour of
representative of Himalaya. Only 8% were not satisfied with the behaviour of Himalaya people.
Not satisfied chemists had special demand which can’t be fulfilled. This shows that executives of
Himalaya are highly trained and they are very effective in the field.

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 6. What is the mode of demand made by the customers for Himalaya drugs?

Table 6: Demand Type-

Demand Type %

Prescription Based 65

Own Demand 18

Suggestion Based 17

Demand Type

70
60
50
40
30
20
10 Demand Type
0

Prescription Based
Own Demand
Suggestion Based

Interpretation: During the survey chemist told that more than 65% demand is based on the
prescription made by doctors, and 17% Himalaya were sold on the suggestion asked from the
chemist itself by the customers.

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 7. What is the demand of product?

Table 7: Demand of Himalaya Product-

Demand of Himalaya %

High Selling 29

Low Selling 16

Average Selling 55

Selling of Himalaya

60

50

40

30
Selling of Himalaya

20

10

High Selling Low Selling Average Selling

Interpretation: 55% of the chemist told that Himalaya is average selling product at their
chemist shop. Since Himalaya product is mainly used for long term effect and it is prescribed by
the doctors mainly in the critical diseases. 29% of the chemist told that it is high selling product
at their shop. Chemist shops nearby a doctor clinic are noted as the high seller of the Himalaya
product, mainly near a physician.

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 8. What are the products you deal mostly?

Table 8: Products the chemist mostly deal-

Product %

Liv- 52 36

Bonnisam 11

Cystone 25

Rumalaya Forte 28

Selling

40
35

30

25

20 Selling
15

10

0
Liv- 52 Bonnisam Cystone Rumalaya Forte

Interpretation: Chemist told that 36% was Liv-52 among the Himalaya drugs they sale. 28%
was Rumalaya Forte in the Himalaya group.

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 9. Among all these selling which Himalaya product is high?

Table 9: Closest competitor of Himalaya-

Competitor %

Dabur 36

Baidyanath 30

Zandu 30

Himani 04

Closest Competitor
40

35

30

25

20 Closest Competitor
15

10

0
Dabur Baidyanath Zandu Himani

Interpretation: 36% of the chemist the told that Dabur is the closest competitor to the
Himalaya. Only 4% recommended Himani as the competitor for the Himalaya. Other two major
competitor for the Himalaya is the Baidyanath and Zandu.

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 10. Show your satisfaction level as being a Himalaya product dealer.

Table 10: Satisfaction of Himalaya dealer-

Category Highly Satisfied Satisfied Neutral Dissatisfied

Price 15 37 40 8
35 40 17 18
Margin
15 30 55 -
Discounts
22 55 16 7
Gifts

Reason of Satisfaction

Chart Title
60

50

40
Highly Satisfied
Satisfied
30 Neutral Dissatisfied

20

10

0
Price Margin Discounts Gifts

Interpretation: Reasons for satisfaction of the chemist depend upon the location, size, and
availability of doctor near the chemist shop and mainly upon the nature and personality of the
chemist. They are highly satisfied with the margin and discounts given by the company to them.

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 11. Show your satisfaction level of Himalaya with a comparison with its closest competitors.

Table 11: Satisfaction level of Himalaya with its competitors-

Company Highly Satisfied Satisfied Neutral Dissatisfied

Himalaya 60 20 05 15

Dabur 70 10 03 17

Baidyanath 38 25 11 26

Zandu 25 50 05 20

Himani 15 11 60 14

Chart Title
70

60

50
Highly Satisfied
40 Satisfied Neutral Dissatisfied
30

20

10

0
Himalaya Dabur Baidyanath Zandu Himani

Interpretation: The closest competitor to Himalaya is Dabur. 70% of the chemist are highly
satisfied and 10% were satisfied with their business of Dabur. While 60 % of chemist are highly
satisfied and 20% were satisfied with the business of Himalaya.

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 12. Which age group is your effective customer?

Table 12: Effective customer with respect to age group-

Age Group % Customer

0 – 20 17

21 – 40 15

41 – 60 33

61 - Above 35

Classificationof customer based on the age

group
40
35
30
25
20
15

Classificationof customer based

on the age group

10
5
0

0-20 21-40 41-60 61-Above

Interpretation: According to the chemist customer asking for the Himalaya medicines are
mainly in the age group of 61 & above with a percentage of 35. Customers among the age
group of 41-60 are on 2nd position with a contribution of 33%.

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 13. What is the efficiency of Himalaya product (in rupees/month) of Himalaya product?

Table 13. Efficiency of Himalaya Products in Rupees per Month

Earning of Himalaya Outlets

Products %
<25000 30%
25000-50000 42%
50000-100000 10%
1,00000 & above 8%

Outlets %
45%42%
40%
35%
30% 30%
25%
20%
15%
10% 10% Outlets %
5% 8%
0%

<2500025000-50000 50000-1000001,00000 &

above

Interpretation : According to the survey 30% of retail sell below 25000 Rs. 42% Retailers are
25000-50000, 10% Retailers are 50000-100000 and only 8% are Retail outlet are above.

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 14. Who is your closest competitor among

these? Table No 14: Closest Competitors

Name of brands Cometitors %

Dabur 36%
Baidyanath 12%
Zandu 6%
Himani 46%

Cometitors %
50% 46%
45%
40%
36%
35%
30%
25%
20%
Cometitors %

15%12%
10% 6%
5%
0%
DaburBaidyanathZanduHimani

Interpretation : Himani 46% and Dabur 36% of Competition to Himalaya Products and
Remaining Brands are Baidyanath and Zandu 12% and 6% to competition with Himalaya
Products.

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 15. Which age group of customer visit frequently?

Table 15: frequently visiting customers age group

Age Group % Customer

0 – 20 17

21 – 40 15

41 – 60 33

61 - Above 35

Classificationof customer based on the age

group
40
35
30
25
20
15
10
5
0

0-20 21-40 41-60 61-Above

Interpretation: According to the chemist customer asking for the Himalaya medicines are
mainly in the age group of 61 & above with a percentage of 35. Customers among the age
group of 41-60 are on 2nd position with a contribution of 33%.

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FINDINGS OF THE STUDY:-

 98% of the Retailer deals in the Himalaya product.

 60% Retailer recommend it best among the available Ayurvedic medicines.

 30% Retailer told Himalaya is best in term of effectiveness than other available
medicines.

 35% Retailer told that product literature provided with Himalaya is very easy to
understand and gives sufficient knowledge about the product. It helps them to know and
understand the combination of the products.

 72% Retailer s are highly satisfied with the behaviour of executives of the Himalaya.
They help them and clarify their doubts if any to the maximum possible extent. This
shows that executives at Himalaya are highly and effectively trained.

 65% of the total sales for the Himalaya is made through the doctors prescription. 17% of
the sale is made through the Retailer suggestion to their customer.

 55% Retailer recommended Himalaya as a average selling medicine, while 29%

recommend it as a high selling Ayurvedic medicine.

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  Approx all the products of Himalaya have good demand in the market. But during my
project period Liv-52 has higher selling among Himalaya product with a share of 36%,
because during the summer people faces a lot of stomach related problem. Cystone has
share of 25%. It’s demand is also very high in summer due problem of water loss and
kidney stone.
 36% Retailer recommended Dabur as the closest competitor for the Himalaya. 30%
recommended for Zandu and same percentage for the Baidyanath. A very few i.e.4% has
recommended Himani as the competitor for the Himalaya.

 Satisfaction to the Retailer mainly depend on 4 factors i.e. price, margin, discount
&gifts. 40% Retailer was satisfied with the margin given to them and 35% were highly
satisfied with the margin. 15% Retailer was highly satisfied with the discounts given to
them while 30% were satisfied with the discount.

 60% Retailer was highly satisfied with their business of Himalaya, while in the case of
Dabur 70% was highly satisfied. This may be because of availability of more products
within the Dabur range.

 The most for the Himalaya products are within the age group of 61 & above with a share
of 35%. People of age group were also close with a share of 33%.

 There is significant difference between the age group of customers and efficiency of the
Retailer (revenue/month) from the Himalaya. It shows sale of medicines does not have
any relation with the age of the customers.

 Null hypothesis is rejected in the case of policies of Himalaya for the Retailer . It shows
Retailer does not look for any significant policy from the company side. They main
priority is margin given to them on their sales. They generally look for the profit only.

 98% customers highly satisfied with retailers service.

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SUGGESTION:

 Himalaya should organize campaign for general awareness of end consumers, because
the consumers demand for the medicines based on the suggestions and on their own wish
or knowledge.

 Himalaya should organize free medical checkup camps over a fixed duration of time.
This will help in the fulfillment of corporate social responsibility. This will also help in
creating a brand image in the consumers mind.

 Himalaya should also target market in remote areas. Because in remote areas people
generally use medicines based on their own knowledge or on the Retailer suggestion.

 The company can lure the Retailer with some gifts or some special offer by achieving a
fixed sales target. In villages or in the less developed area Retailer are generally treated
as a doctor. They can suggest their customer for the Himalaya.

 The executives of the company should also target the doctor in the remote areas or
villages, whether they are MBBS or not.

 The executives should be always in touch with doctors who are not prescribing Himalaya
or, not the core doctors for the company. The executives should try to motivate them by
giving exiting gift to them or, having a facility of good commission on sales made
through them.

 The doctors should be provided with gifts which will fit and look good on their table.
This will make recall to them about Himalaya when they make prescription. This will
also motivate them towards the Himalaya.

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  Himalaya can organize camps in the school or colleges for the general awareness about
the Ayurveda. This will make people aware about the benefits of Himalaya and motivate
for the use of Ayurvedic medicines.

 Himalaya should also enter in the surgical products. Because the demand of the surgical
products is increasing day by day. This will create a business base and market
opportunity for the Himalaya. The will surely get benefit of having a brand name.

 Himalaya should also try to get opportunity in the general medicines, i.e. fever, pain, etc.
People having interest in Ayurveda will get a good option for themselves and company
will have a great customer base.

 Himalaya should take suggestion from the doctors side for the new medicines in Doctors
Meet Programme (DMP).

 Himalaya can sponsor the programmes which are directly related to doctors, or which
serves the doctors. This will motivate them and make them to feel good towards the
Himalaya. Eg- Lions club, Rotary club, etc.

.
CONCLUSION:

Himalaya Drug Company is the oldest Ayurvedic drug manufacturing company in the
India. It deals in both Pharma and FMCG (cosmetics) both. In the available Pharma range
Himalaya is the most reputed company.

Himalaya mainly beliefs and engage in ethical promotion to doctors. It helps executive
to motivate doctors for the prescription of Himalaya. It also helps executive to know the doctors
requirement in turn of prescribing the Himalaya. During the meeting they also become aware
about the competitors promotional strategy and the product available under their brand.

Chemist who deals in Himalaya herbal are highly satisfied with their business of Himalaya.
According to the chemist the customers who are consuming Himalaya are satisfied with the
result. Although it is an Ayurvedic medicine its effect is slow but it is effective for long time.
Most of the chemist rated it as a average selling medicine at their shop. Few medicines are
recognized as a very high seller at the chemist shop, eg- Liv-52, Cystone, Rumalaya Forte, etc.
Although there are several competitors for the company, the main competitor for the
organization is Dabur.

Before I conclude my project on a highly esteemed organization, I would like to

submit public opinion in this favour. The pattern of job performance and the quality of product
is highly appreciated by the consumers. I would like to congratulate entire Himalaya Drug
Company family for having gained this superb popularity, excellent impression and magnificent
image among the Ayurvedic medicines lovers. My survey reveals the facts which determine the
mile stone achievement of organization.

Finally I would conclude that project stating that the retailers and customers of Vijayapur are
satisfied with offers and they still needs good offers in future days. And the Himalaya is doing
well in terms of understanding customers expectation and providing them good offers and
products in terms fulfilling their expectation. During the project I would come to know about
differs promotion of Himalaya. What normal customer will think before entering into Himalaya.
And the different type of factors which influence customers to visit Himalaya.

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 ANNEXURE
QUESTIONNARIE

.
 QUESTIONNAIRE

Dear sir/Madam,

I am HERA KALAM MBA 4th sem student of Institute of Engineering &

ManagementY-12, Salt Lake, Sector-V, Kolkata-700091 , I am doing a survey on
retail audit on retail outlets. So i request you to fill up these questions and also
assure that the information provided by you will be kept confidential and only for
academic purpose.

1. Do you deal in Himalaya Product?

(a) Yes (b) no
2. How do rate the Himalaya Drug Company?

(a)Best in class (b) Good

(c) Moderate (d) Not good
3. How do you rate the product efficiency?

(a) Best in class (b) Good

(c) Immediate response (d) Slow response
4. Why do you like Himalaya product literature?

(a) Easy to understand (b) Highly Knowledgeable

(c) Both easy to understand & knowledgeable (d) Tough to understand
(e) Not adequate knowledge

5. Are you satisfied with the behaviour of the Himalaya people?

(a) Very much (b) Yes
(c) Not good

6. What is the mode of demand made by the customers for Himalaya drugs?
(a) Prescription by doctors (b) Own demand by the customer
(c) Suggestion by chemist

.
 7. What is the demand of product?

(a) High selling (b) Low selling

(c) Average selling`

8. What are the products you deal mostly?

(a) Liv-52 (b) Bonnisan

(c) Cystone (d) Rumalaya Forte

9. Among all these selling which Himalaya product is high?

(b) Liv-52 (b) Bonnisan

(c) Cystone (d) Rumalaya Forte

10. . Show your satisfaction level as being a Himalaya product dealer.

Factors Highly Satisfied Neutral Dissatisfied Highly

Satisfied Dissatisfied
price
Margin
Discounts
Gifts

11. Show your satisfaction level of Himalaya with a comparison with its closest competitors.

Competitors Highly Satisfied Neutral Dissatisfied Highly

Satisfied Dissatisfied
Himalaya
Dabur
Baidyanath
Zandu
Himani

.
12. Which age group is your effective customer?

(a) 0 – 20 (b) 21 – 40

(c) 41 – 60 (d) 61 and Above

13. What is the efficiency of Himalaya product (in rupees/month) of Himalaya

product? (a) <25000 (b)25000-50000

(c) 50000-100000 (d) 1,00000 & above

14. Who is your closest competitor among these?

(a) Dabur (b) Baidyanath

(c) Zandu (d) Himani

15. Which age group of customer visit frequently?

(a) 0 – 20 (b) 21 – 40

(c) 41 – 60 (d) 61 and Above

Suggestions if any:

Thank You for your kind co-operation.