WOCKHARDT

Presented By:

Chadan Ahire
Hemant More
Manoj Udmale
Pankaj Chandak
Dinesh Kulkarni

Company
LOGO
 Agenda

1.
1.Company
CompanyIntroduction
Introduction

2.
2. Major
Major Competitors
Competitors

3.
3. Objective
ObjectiveOf
Of The
TheStudy
Study

4.
4. Distribution
DistributionModel
Model

5.
5. Research
Research Methodology
Methodology

6.
6. Reference
Reference
 Wockhardt Introduction
A pharmaceutical and biotechnology company headquartered in Mumbai,
India.

Manufacturing plants in India, UK, Ireland, France and US.-Subsidiaries in

US, UK, Ireland and France.-

Founded by Habil Khorakiwala in the early 1960s.-

First company outside of the US and Europe to manufacture

recombinant human insulin.

7 Brands amongst top 300 Brands in the Industry

Ranked 10th amongst all the Diabetes Companies in India and within
Insulin it ranked 6th All India

Ranked 3rd in Indian Pain Management Market

Europe Business:
NO.1 Branded Generic Company in ireland with 30% Market Share
 Different Segments

Anti-Infectives

Cardiology

Dermatology

Pain Management

CNS

Respiratory

Nutrition
 Top Products

DIABETOLOGY NEPHROLOGY

Wosulin (Recombinant Insulin) Wepox(Recombinant

Mopaday (Oral antidiabetic) Erythropoietin)

Glimaday ( Oral antidiabetic)

PAIN MANAGEMENT NUTRITION

Proxyvon Methycobal
Dexolac
Farex , PROTINEX

NEURO-PSHYCHIATRY COUGH THERAPY

Spasmo-Proxyvon Zedex
Libotryp Bro-Zedex
 WOCKHARDT NUTRITION

 Infant Nutrition
 Pre and Post Natal Nutrition
 Adult Nutrition
 Child Nutrition

Protinex JR. Mama Protinex Protinex Original Farex

Protinex Protinex Diabetes Care Protinex Total

 Major Competitors

PROTINEX

GRD
Zudus cadila B-PROTIN
BB

COMPLAIN
HEINZ
Competitors

ENSURE
Abbott
HORLICKS
GSK

`The Most Trusted Brand title (conducted by Readers Digest) for the year 2009
 Objective of the study

CUSTOMER PROFILE MOVEMENT OF BRAND

AVAILABILITY MARGIN OF PROFIT

DISTRIBUTION NETWORK PROMOTIONAL STRATEGY

PRICE OBSERVATION SCHEMES

 Distribution Model

Manufacturing Unit

Central Warehouse

Consignee Depot
C & F Agent
Agent

Stockiest- 4000

Catering to over 1.2

lakh Retail Outlets
 Customer Profile

1. Mama Protinex : Obst & Gynaecologists

Physicians

2. Protinex Diabetes Care : Diabetologists

Consultant Physicians

3. Protinex Junior : General Physicians, Paediatricians

4. Protinex Total : General Physicians

5. Protinex Original : General Physicians

 Protinex Distribution

1. General Trade Rx Generation

2. Organized Trade Modern Trade

Reliance Fresh D-Mart

( Direct Supply) HyperCity Retail
Big-Bazar
3. Price off- Retail Trade
Stock Clearance

4. E- Commerce: www.healthcart.com
 Key Brand Activities

 DRY SAMPLING : Sachet to Consumer ( Trial Sample)

 WET SAMPLING : Milk + Protein = to taste ( Purchase Trigger)

Protinex print media campaign - Times of India, Dianik Jagran

magazines Kumudam, Sananda

Magazine sampling activity was done with Readers Digest and Mens Health.

Mama Protinex : Femina, Womens Era, etc (Education consumer during pregnancy)
“Celebrate Motherhood and a ready recknor booklet on pregnancy”

key strategic initiative : “ Protein Education at the consumer level “

www.myprotinex.com - Consumer Contact Program leading to brand Trial

Banner and Merchandising, In-Shop Promotion, Shelf Space, CEL

 Price & Schemes Observation

GRD ENSURE B- PROTIN

PROTINEX
200gm 400gm 200gm
400gm

MRP: 333 MRP: 173 MRP:408 MRP: 175

Retail: 310 Retail: 138 Retail: 385 Retailer: 150

Dist.:290 Dist.:125 Dist: 325 Dist. 127

Scheme : NA
Scheme: 8+1 Scheme: NA Scheme: NA
Reliance Fresh
300.00
 Research Methodology

• Method : Primary & Secondary Research

• Sample Size : Retailers – 25 Distributors - 04

• Area Covered : Navi Mumbai

• Research Tool : Structured Questionnaire containing open

and close ended questions

• Method of Data Collection: Personal Interview

 Retailer Questionnaire

1. How much stock of Protinex do you keep at your shop?

A- 2-3

2. Which is main indication for which Protinex is prescribed”

A- Immunity & Strength , Growth(infant)

3. How much Margin does company offers for Protinex?

A- 10-15%

4. Does Company provides any scheme for Protinex?

A- NO

5.Can you recall Competitor of Protinex?

A- GRD(Zydus Cadila) Ensure ( Abbott)
B-Protien (BB)
 Stockiest Questionnaire

1. Which are the High Protein Nutrition Supplement available at your stock?
A- 1. Protinex 2. B-Protein

2.What is inventory you maintain for Protinex?

A- 150-200

3 What is the frequency that you dispatch an order of Protinex/day?

A-4

4. Does Company offer any promotional shemes for Protinex?

A- NO

5. Does Company provides any credit policy and what it is?

A- Yes, 2 Weeks

6. Which are other top competitor brands of Protinex and its Sales/Week?
A- GRD, Ensure, B-Protein and 3-5/week
 Reference

www.myprotinex.com

www.wockhardt.co.in