PART-I

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COMPANY HISTORY

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COMPANY HISTORY

Cipla is the 2nd largest pharmaceutical company in India in terms of retail sales.

Cipla manufactures an extensive range of pharmaceutical &personal care products

and has presence in over 170 countries across the world. Cipla’s product range

include Pharmaceuticals, and animal Health care products’ OTC, Bulk Drugs, Flavours and

Agrochemicals Cipla also provides a host of consulting service such as preparation of products

and material specifications, evaluation of existing production facilities to meet GMP, definition

of appropriate plant size and technologies etc.

The origins of Cipla can be traced back to 1935, when Dr Khwaja Abdul Hamied set up "The

Chemical, Industrial and Pharmaceutical Laboratories Ltd", popularly known by the acronym

Cipla, in a rented bungalow, at Bombay Central. Cipla was registered as a public limited

company on August 17, 1935. Cipla's first product was launched into the market in 1937. In

1940, during the Second World War when the drug supplies were cut off, Cipla started

producing fine chemicals. In 1944, Cipla bought the premises at Bombay Central to build a

modern pharmaceutical laboratory. In 1946, Cipla's product for hypertension, Serpinoid, was

exported to the American Roland Corporation. In 1952, Cipla set up first research division for

attaining self- sufficiency in technological development. In 1960, Cipla started operations at

second plant at Vikhroli, Mumbai. In 1968, Cipla manufactured ampicillin for the first time in

India. In 1976, Cipla launched medicinal aerosols for asthma.

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In 1982, Cipla's fourth factory became operational at Patalganga, Maharashtra. In 1984, Cipla

developed anti-cancer drugs, vinblastine and vincristine in collaboration with the National

Chemical Laboratory, Pune. In 1991, Cipla pioneered the manufacture of the antiretroviral drug,

zidovudine.

In 1994, Cipla's fifth factory began commercial production at Kurkumbh, Maharashtra. In 1997,

Cipla launched transparent Rotahaler, the world's first such dry powder inhaler device. In 2000,

Cipla became the first company, outside the USA and Europe to launch CFC-free inhalers. In

2002, Cipla Goa.

In set up four state-of-the-art manufacturing facilities set up in 2003, Cipla launched TIOVA

(Tiotropium bromide), a novel inhaled, long-acting anticholinergic bronchodilator. In 2005,

Cipla set up a state-of-the-art facility for manufacture of formulations at Baddi, Himachal

Pradesh.

July 4, 1939 was a red-letter day for Cipla, when the Father of the Nation, Mahatma Gandhi,

honoured the factory with a visit. He was "delighted to visit this Indian enterprise", he noted

later. From the time Cipla came to the aid of the nation gasping for essential medicines during

the Second World War, the company has been among the leaders in the pharmaceutical industry

in India.

On October 31, 1939, the books showed an all time high loss of Rs 67,935. That was the last

time the company ever recorded a deficit. In 1942, Dr Hamied's blueprint for a technical

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industrial research institute was accepted by the government and led to the birth of the Council of

Scientific and Industrial Research (CSIR), which is today the apex research body in the country.

Dr. Yusuf K. Hamied is a gifted entrepreneur of the Indian pharmaceutical industry. Apart

from being an accomplished scientist, he combines great business acumen and intellect to

strike the right balance between business considerations and social and humanitarian

goals. He is currently the Chairman and Managing Director of Cipla Limited, which is

renowned both locally and internationally for its high standards, quality, efficacy and

affordability of medicines.

Born on 25 th July 1936 , Dr. Hamied obtained Ph.D in Organic Chemistry from

Cambridge University. In the same year, he joined Cipla as a Research Officer. He was

appointed as its Managing Director in 1976 and Chairman in the year 1989.

Dr. Hamied has been primarily responsible in the introduction, for the first time in India,

of over 30 bulk drugs and their formulations. He is considered a pioneer of bulk drug

industry in India and has a number of research papers and international patents to his

credit. From a humble beginning, Cipla under the guidance of Dr. Hamied is now ranked

as a leader in the domestic pharmaceutical industry. The company's turnover in 2004-

2005 has exceeded Rs. 2300 crores of which 40% is exports. Cipla today manufactures

and markets a wide range of medicines not only for the local market but also for export to

150 countries worldwide.

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Dr. Hamied has pioneered and led the global fight against HIV and AIDS. Cipla was the

first to offer the triple drug cocktail, Triomune, that can transform the life of an HIV

positive patient at a fraction of the international cost. He had been instrumental in setting

up a palliative care for cancer patients in Pune during the 1990's. This centre follows a

unique family care modal, which offers free of cost, comfort and care to terminally ill

cancer patients.

The recognitions received by Cipla under the leadership of Dr. Y. K. Hamied include two

Chemexcil Awards for exports (1979 and 1982), Sir P. C. Ray Award for development of

indigenous technology (1983) and a National Award from the Department of Science and

Technology, Government of India for successful commercialization of publicly funded R

& D was conferred on Dr. Hamied. In 2002, he received another Lifetime Achievement

award from Express Pharma Pulse. Dr. Hamied was elected a Fellow of Christ's College,

Cambridge, UK in 2004.

Cipla is born

In 1935, he set up The Chemical, Industrial & Pharmaceutical Laboratories, which came

to be popularly known as Cipla. He gave the company all his patent and proprietary

formulas for several drugs and medicines, without charging any royalty. On August 17,

1935, Cipla was registered as a public limited company with an authorised capital of Rs 6

lakhs.

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The search for suitable premises ended at 289, Bellasis Road (the present corporate

office) where a small bungalow with a few rooms was taken on lease for 20 years for Rs

350 a month.

Cipla was officially opened on September 22, 1937 when the first products were ready for

the market. The Sunday Standard wrote: "The birth of Cipla which was launched into the

world by Dr K A Hamied will be a red letter day in the annals of Bombay Industries. The

first city in India can now boast of a concern, which will supersede all existing firms in

the magnitude of its operations. India has lagged behind in the march of science but she is

now awakening from her lethargy. The new company has mapped out an ambitious

programme and with intelligent direction and skillful production bids fair to establish a

great reputation in the East. "

Mahatma Gandhi visits Cipla

Mahatma Gandhi visits Cipla (July 4th 1939)

July 4, 1939 was a red-letter day for Cipla, when the Father of the Nation, Mahatma Gandhi,

honoured the factory with a visit. He was "delighted to visit this Indian enterprise", he noted

later. From the time Cipla came to the aid of the nation gasping for essential medicines during

the Second World War, the company has been among the leaders in the pharmaceutical industry

in India

On October 31, 1939, the books showed an alltime high loss of Rs 67,935. That was the

last time the company ever recorded a deficit.

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In 1942, Dr Hamied's blueprint for a technical industrial research institute was accepted

by the government and led to the birth of the Council of Scientific and Industrial

Research (CSIR), which is today the apex research body in the country.

In 1944, the company bought the premises at Bombay Central and decided to put up a

"first class modern pharmaceutical works and laboratory." It was also decided to acquire

land and buildings at Vikhroli. With severe import restrictions hampering production, the

company decided to commence manufacturing the basic chemicals required for

pharmaceuticals.

In 1946, Cipla's product for hypertension, Serpinoid , was exported to the American

Roland Corporation, to the tune of Rs 8 lakhs. Five years later, the company entered into

an agreement with a Swiss firm for manufacturing foromycene.

Dr Yusuf Hamied, the founder's son, returned with a doctorate in chemistry from

Cambridge and joined Cipla as an officer in charge of research and development in 1960.

In 1961, the Vikhroli factory started manufacturing diosgenin. This heralded the

manufacture of several steroids and hormones derived from diosgenin.

The founder passes away

The whole of Cipla was plunged into gloom on June 23, 1972 when Dr K A Hamied

passed away. The Free Press Journal mourned the death of a "true nationalist, scientist

and great soul…. The best homage we can pay to him is to contribute our best in the

cause of self-reliance and the prosperity of our country in our fields of endeavour."

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milestones

2000

Cipla became the first company, outside the USA and Europe to launch CFC-free inhalers – ten

years before the deadline to phase out use of CFC in medicinal products.

  2002

Four state-of-the-art manufacturing facilities set up in Goa in a record time of less than twelve

months.

 2003

Launches TIOVA (Tiotropium bromide), a novel inhaled, long-acting anticholinergic

bronchodilator that is employed as a once-daily maintenance treatment for patients with chronic

obstructive pulmonary disease (COPD).

Commissioned second phase of manufacturing operations at Goa.

  2005

Set-up state-of-the-art facility for manufacture of formulations at Baddi, Himachal Pradesh.

  2007

Set-up state-of-the-art facility for manufacture of formulations at Sikkim.

 

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Board of Directors

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Founder

Dr. K.A. Hamied

(1898-1972)

Chairman & Managing Director

Dr. Y.K. Hamied

 

Joint Managing Directors

Mr. M.K. Hamied

Mr. Amar Lulla

 

Non-Executive Directors

Mr. V.C. Kotwal

Dr. H.R. Manchanda

Mr. S.A.A. Pinto

Mr. M.R. Raghavan

Mr. Ramesh Shroff

Mr. Pankaj Patel

Code of Conduct

As required under revised Clause 49 of the Listing Agreement the following code of conduct has

been approved by the Board of Drectors and is applicable to the Directors and Senior

Management of the Company.

1. Ethical conduct

All directors and senior management employees shall deal on behalf of the Company with

professionalism, honesty, integrity as well as high moral and ethical standards. Such conduct

shall be fair and transparent and be perceived to be as such by third parties.

2. Conflict of interest

Any director or senior management employee of the Company shall not engage in any

business, relationship or activity, which might detrimentally conflict with the interest of the

Company

3. Transparency

All directors and senior management employees of the Company shall ensure that their

actions in the conduct of business are totally transparent except where the needs of business

security dictate otherwise. Such transparency shall be brought about through appropriate

policies, systems and processes

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4. Legal compliance

All directors and senior management employees of the Company shall at all times ensure

compliance with all the relevant laws and regulations affecting operations of the Company.

They shall abreast of the affairs of the Company and be kept informed of the Company's

compliance with relevant laws, rules and regulations. In the event that the implication of law

is not clear, the course of action chosen must be supported by eminent legal counsel whose

opinion should be documented

5. Rightful use of company’s assets

All the assets of the Company both tangible and intangible shall be employed for the purpose

of conducting the business for which they are duly authorized. None of the assets of the

Company should be misused or diverted for personal purpose

6. Cost consciousness

All the directors and senior management employees of the Company should strive for

optimum utilization of available resources. They shall exercise care to ensure that costs are

reasonable and there is no wastage. It shall be their duty to avoid ostentation in Company

expenditure.

7. Confidential information

All directors and senior management employees shall ensure that any confidential

information gained in their official capacity is not utilized for personal profit or for the

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advantage of any other person. They shall not provide any information either formally or

informally to the press or to any other publicity media unless specifically authorized to do so.

They shall adhere to the provisions of SEBI (Prohibition of Insider Trading) Regulations,

1992.

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PRODUCT

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PRODUCT

Pharmaceuticals: Cipla manufactures anabolic steroids, analgesics/antipyretics, antacids,

anthelmintics, anti-arthritis, anti-inflammatory drugs, anti-TB drugs, ant allergic drugs,

anticancer drugs, antifungal, antimalarials, antispasmodics, antiulcerants, immunosuppressant’s

etc.

Animal Health Care Products: These include: aqua products, equine products, poultry

products, products for companion animals, and products for livestock animals.

OTC: These include: child care products, eye care products, food supplements, health drinks,

life style products, nutraceuticals & tonics, skin care products, and oral hygiene products.

Flavour & Fragrance: Cipla manufactures a wide range of flavours, which are used in foods

and beverages, fruit juices, baked goods, and oral hygiene products. Cipla fragrances have wide

ranging applications such as in personal care products, laundry detergents and room fresheners.

MAJOR ACHIEVEMENTS OF CIPLA

Manufactured ampicillin for the first time in India.

Lauched etoposide, a breakthrough in cancer chemotherapy, in association with

Indian Institute of Chemical Technology

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Launches transparent Rotahaler, the world's first such dry powder inhaler

device.

Launches transparent Rotahaler, the world's first such dry powder inhaler device.

Became the first company, outside the USA and Europe to launch.

CFC-free inhalers

MILESTONE OF CIPLA

1935

Dr K A Hamied sets up "The Chemical, Industrial and Pharmaceutical Laboratories Ltd." in a

rented bungalow, at Bombay Central.

 

1941

As the Second World War cuts off drug supplies, the company starts producing fine chemicals,

dedicating all its facilities for the war effort.

 

1952

Sets up first research division for attaining self-sufficiency in technological development.

 

1960

Starts operations at second plant at Vikhroli, Mumbai, producing fine chemicals with special

emphasis on natural products.

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1968

Cipla manufactures ampicillin for the first time in the country.

 

1972

Starts Agricultural Research Division at Bangalore, for scientific cultivation of medicinal plants.

 

1976

Cipla launches medicinal aerosols for asthma.

1980

Wins Chemexcil Award for Excellence for exports.

 

1982

Fourth factory begins operations at Patalganga, Maharashtra.

 

1984

Develops anti-cancer drugs, vinblastine and vincristine in collaboration with the National

Chemical Laboratory, Pune. Wins Sir P C Ray Award for developing inhouse technology for

indigenous manufacture of a number of basic drugs.

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GLOBAL PRESENCE

Exports for the financial year ended March 31, 2008 amounted to more than Rs. 21,000

million. Cipla exports raw materials, intermediates, prescription drugs, OTC products and

veterinary products. Cipla also offers technology for products and processes. Technical

know-how/fees received during the year 2007-08 amounted to about Rs. 1500 million.

Cipla's manufacturing facilities have been approved by the following regulatory

authorities:

Food and Drug Administration (FDA), USA

Medicines and Healthcare products Regulatory Agency (MHRA), UK

Therapeutic Goods Administration (TGA), Australia

Medicines Control Council (MCC), South Africa

National Institute of Pharmacy (NIP), Hungary

Pharamaceutical Inspection Convention (PIC), Germany

World Health Organisation (WHO) Department of Health, Canada

State Institute for the Control of Drugs, Slovak Republic ANVISA, Brazil

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Cipla products are bought by over 170 country located in the following regions

As required under revised Clause 49 of the Listing Agreement the following code of conduct has

been approved by the Board of Directors and is applicable to the Directors and Senior

Management of the Company.

1. Ethical conduct

All directors and senior management employees shall deal on behalf of the Company with

professionalism, honesty, integrity as well as high moral and ethical standards. Such conduct

shall be fair and transparent and be perceived to be as such by third parties.

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2. Conflict of interest

Any director or senior management employee of the Company shall not engage in any business,

relationship or activity, which might detrimentally conflict with the interest of the Company.

 

3. Transparency

All directors and senior management employees of the Company shall ensure that their actions

in the conduct of business are totally transparent except where the needs of business security

dictate otherwise. Such transparency shall be brought about through appropriate policies,

systems and processes.

4. Legal compliance

All directors and senior management employees of the Company shall at all times ensure

compliance with all the relevant laws and regulations affecting operations of the Company.

They shall abreast of the affairs of the Company and be kept informed of the Company's

compliance with relevant laws, rules and regulations. In the event that the implication of law is

not clear, the course of action chosen must be supportedby eminent legal counsel whose opinion

should be documented.

5. Rightful use of company’s assets

All the assets of the Company both tangible and intangible shall be employed for the purpose of

conducting the business for which they are duly authorized. None of the assets of the Company

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should be misused or diverted for personal purpose.

 

6. Cost consciousness

All the directors and senior management employees of the Company should strive for optimum

utilization of available resources. They shall exercise care to ensure that costs are reasonable and

there is no wastage. It shall be their duty to avoid ostentation in Company expenditure.

COMPANY GROWTH STRATEGY

Development of innovative drug delivery systems for new and existing active drug substances

continued to be an integral part of the Company's growth strategy. Work on new medical devices,

mainly in the area of respiratory medicine, progressed rapidly, as did its inhaled insulin

project.The Company has developed a unique transdermal delivery system. It has already

launched a spray patch for testosterone and another for estradiol. Other new developments

include a novel dry powder inhaler device and a unique single-action single-dose inhaler device.

Cipla has entered into a research agreement with Avestha Gngraine Technologies Private

Limited, Bangalore with the objective of working on a collaborative biopharmaceuticals

development programme. The partnership will focus on the development of range of biosimilar

products for autoimmune disorders, cardiovascular diseasesandca.

Drug Pricing:-

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The government's drug pricing policy has a direct bearing on the health of the domestic

pharmaceutical industry. We understand that the policy is being looked into by a Group of

Ministers (GOM) and we hope that, instead of arbitrary drug control measures, the GOM would

let free and fair competition determine drug prices.This will enable all Indians to have access to

affordable healthcare.

OPPORTUNITIES:-

Domestic Markets:-

In the domestic arena, Cipla continued to maintain its leadership position. Again, the focus was

not only on consolidating its existing brands but also on introducing new products and dosage

forms. The Company will aim to increase its penetration and coverage for increasing its market

share further.

International Markets:-

International business is a major thrust area for future growth. Cipla's strategic plans include

partnerships and agency arrangements which will optimise the opportunities in the international

arena. Presently,in the U.S. alone, Cipla has partnerships with nine companies for over 125

products.The Company has filed over 100 Drug Master File (DMF) registrations in the U.S. and

over 85 in Europe.

Already, Cipla has more than 5000 approvals for formulations in South and Central America, the

Middle East and Africa.

COMMUNITY CARE:-

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Over the years, Cipla has initiated several programmes to fulfil its corporate social responsibility

(CSR). Cipla has provided affordable medicines for HIV/AIDS, malaria, second-line TB and

other diseases. The Company's anti-AIDS drugs are sold in more than 102 countries, as per data

collected by World Health Organisation (WHO) and the Clinton Foundation. One out of every

three HIV patients in the world receiving treatment is on an anti-AIDS drug manufactured by

Cipla.

Cipla has one of the largest portfolios of anti-malarial drugs and supplies more than 20 million

anti-malarial treatments worldwide. Cipla has also partnered with Schistosomiasis Control

Initiative (a public health programme by the Imperial College of London) for the control of the

second most prevalent tropical disease in Africa after malaria. In keeping with the Company's

continuous endeavour towards the treatment of neglected diseases (usually diseases of the Third

World), Cipla has been working with Drugs For Neglected Diseases Initiative (DNDi), a Geneva-

based research organisation and Medecins Sans Frontieres (MSF), an independent humanitarian

medical aid agency, to develop new drugs for malaria and leishmaniasis (kala azar).

Cipla has also joined hands with the Clinton Foundation to support its worldwide paediatric

HIV/AIDS initiative. This programme covers more than 45,000 infected children. The Company

has provided subsidised drugs, estimated to be worth USD 3 million.

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As of date, the Cipla Foundation's Palliative Care and Training Centre in Pune has provided

comfort and solace to more than 5200 patients. Cipla also provides medicines to treat over a

million poor,aged patients in slums and villages. For this work, Helpage India has felicitated the

Company with the Silver Plate Award 2005-2006.

In addition, the Company continued to support the promotion of education and community

welfare, both directly and through its charitable trusts.

Research & Development

1. Specific areas in which R&D work is carried out:

The focus of the Company's R&D efforts was on the following areas:

i. Development of new drug formulations for existing and newer active drug substances,

ii. Development of agrotechnology, genetics and biotechnology for cultivation of medicinal

plants and isolation of active ingredients from plant materials.

iii. Development of new drug delivery systems for existing and newer active drug substances as

also newer medical devices.

iv. Patenting of newer processes/newer products/newer drug delivery systems/newer medical

devices/newer usage of drugs for both local and international markets.

v. Development of new innovative technology for the manufacture of existing APIs and their

intermediates.

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vi. Development of new products, both in the area of APIs as well as formulations, specifically

for export.

vii. Development of methods to improve safety procedures, effluent control, pollution control,

etc.

viii. Projects to develop APIs and formulations jointly with overseas companies,

ix. Development of products related to the indigenous system of medicines.

2. Some of the major benefits derived as a result of R&D include:

i. Successful commercial scale up of several new APIs and formulations.

ii. Development of new drug delivery systems and devices.

iii. Improved processes and enhanced productivity in both APIs and formulations.

3. Future plan of action :

The Company will continue its R&D efforts in the various areas indicated in (1) above. The

major thrust would be on developing new products and delivery systems.

Cipla products and its competitors For which I surveyed

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Cipla Product Major Competitor’s product

Urimax Dyna press, Veltam, tamflow,

Tamcontin, Contiflow

Urimax-d Dutas t ,cotiflow d, veltam plus

Ston-1 potrate, Kmac, Kcit, noculi

Terol la Bi-spec, Roliten, Torq sr

Alfusin Flotral ,Alfoo

Alfusin-d Afdura

Urivoid uroto

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Technology Services

Consulting - preparation of product and material specifications evaluation of existing

production facilities to meet GMP definition of appropriate plant size and technology.

Project appraisal - financial and economic evaluations feasibility studies.

Engineering - design of plant layout basic and detail engineering blue prints for civil

engineering works.

Plant supply - supply of plant equipment supervision of erection and start up.

Commissioning - overall works supervision supervision of erection and start up.

Quality control - Development of analytical method establishment of quality control

guidelines according to GMP quality control manuals.

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Flavours & Fragrances  

Cipla Fragrances have a variety of applications ranging from personal care products to laundry

detergents and room fresheners.

Global Presence

Exports for the financial year ended March 31, 2009 amounted to more than Rs. 27,500 million.

Cipla exports raw materials, intermediates, prescription drugs, OTC products and veterinary

products. Cipla also offers technology for products and processes. Technical know-how/fees

received during the year 2008-09 amounted to about Rs. 2200 million .

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With its 70-year record of impeccable quality, Cipla is a trusted name in over 170

countries. Cipla's extensive range of pharmaceutical and personal care products have

brought health and happiness to millions of people the world over – combining

technology and quality with affordability.

Cipla now provides a range of innovative Flavours, which bring a unique taste sensation

to foods and beverages, and fragrances that deliver the right olfactive signal.

Cipla Flavours are used widely across the food and beverages and pharmaceutical

industry from fruit juices and medicinal liquids to baked goods and oral hygiene

products.

Cipla's manufacturing facilities have been approved by the following regulatory authorities:

Food and Drug Administration (FDA), USA

Medicines and Healthcare products Regulatory Agency (MHRA), UK

Therapeutic Goods Administration (TGA), Australia

Medicines Control Council (MCC), South Africa

National Institute of Pharmacy (NIP), Hungary

Pharamaceutical Inspection Convention (PIC), Germany

World Health Organisation (WHO) Department of Health, Canada

State Institute for the Control of Drugs, Slovak Republic ANVISA, Brazil

Vesigard: Selective Effective Distinctive

Overactive bladder is a symptom-defined condition characterized by urinary urgency, with or

without urgency incontinence, usually with urinary frequency and nocturia. Antimuscarinics are

recommended as 1 st line therapy for OAB.

Antimuscarinics act by competitively blocking musacrinic receptors. There are 5 types of

receptors M 1 ,M 2 ,M 3 ,M 4 and M 5 . M 3 receptors are responsible for detrusor muscle

contractions.

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In vitro studies using human recombinant muscarinic receptor subtypes show that darifenacin has

greater affinity for the M 3 receptor than for the other known muscarinic receptors (9- and 12-

fold greater affinity for M 3 compared to M 1 and M 5 , respectively, and 59-fold greater affinity

for M 3 compared to both M 2 and M 4 ). Due to the M 3 selectivity, darifenacin is not

associated with cognitive adverse events. This is important specially while selecting

antimuscarinics for the treatment of older patients.

Composition

Vesigard 7.5 Extended-Release Tablets

Each tablet contains:

Darifenacin hydrobromide….. 7.5 mg

Vesigard 15 Extended-Release Tablets Each tablet contains:

Darifenacin hydrobromide….. 15 mg

Indications

Vesigard extended-release tablets are indicated for the treatment of overactive bladder with

symptoms of urge urinary incontinence, urgency and frequency

Dosage and Administration

The recommended starting dose of Vesigard extended-release tablets is 7.5 mg once daily.

Based upon individual response, the dose may be increased to 15 mg once daily, as early as 2

weeks after starting therapy.

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Vesigard extended-release tablets should be taken once daily along with any liquid. They may

be taken with or without food, and should be swallowed whole and not chewed, divided or

crushed.

Available as:

Vesigard – 7.5

Strip of 10 tablets

Vesigard – 15

Strip of 10 tablets

Highlights:  

Highest M 3 selectivity

Established long term efficacy and safety over 2yrs

Dose titration improves compliance by giving flexibility of dosing

Improves Quality of Life

Established Cardiovascular and CNS safety

Preferred in elderly patients with OAB

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Combace: Worlds First Preservative Free Ace Combination

Ocular inflammation and infection often coexist and the clinician is always in search of a

medication, which offers efficacy, tolerance and convenience. Combination of antibiotic-steroid

exerts efficacy in resolving both infection and inflammation. Steroids are to be used preserve

normal structure of involved tissues while antibiotic component reduces risk of infection. Thus a

combination of corticosteroid and antibacterial strikes a favorable balance.

Combace is a fixed dose combination of gold standard steroid (Prednisolone acetate l) and ace

bactericidal (Moxifloxacin), which is preservative free.

Generally most of the commercially available ophthalmic formulations have benzalkonium

chloride ( BAK ) as the preservative which reduces corneal epithelial cell integrity, compromises

the epithelial barrier, impairs and delays corneal healing, causes a loss of goblet cells , reduces

tear function and decreases Tear Film Break Up Time (TBUT). In short it its cytotoxic and

ultimately chronic exposure leads to dry eyes.

Advantages of being preservative free:

Can be used efficiently in individuals hypersensitive to BAK

For patients prone to dry eye, blepharitis or other ocular surface disorders.

Maintains health and integrity of the ocular surface

Effective , soothing and well tolerated

Absence of BAK makes a significant difference for preference as prophylaxis for cataract

or refractive surgery.

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Montair FX: For an Active, Non-Sedative Day in AR

Allergic Rhinitis (AR) is a common disease worldwide, affecting about 10–50% of the

population. It exacts a toll on a patient's quality of life, cognitive and learning functions,

decision-making and self-perception and, if left untreated, can contribute to co-morbidities,

including asthma, sinusitis and otitis media with effusion or the development of nasal polyps.

MONTAIR FX is a combination of an antileukotriene montelukast 10 mg with the second

generation antihistamine fexofenadine 120 mg.

Montelukast is a selective and orally active leukotriene receptor-antagonist that inhibits CysLT 1

with 24-hour action. It has been shown to decrease the number of eosinophils in the blood of

patients with AR, suggesting a decrease in the inflammation and improvement in daytime and

night-time symptoms as well as to improve the disease-related quality of life.

Fexofenadine hydrochloride, a second-generation antihistamine, is the pharmacological

metabolite of terfenadine and a potent and selective antagonist of peripheral H 1 -receptors. It

has an early onset of action as compared to levocetirizine, and causes a significantly higher

reduction in the wheal size after 3 to 6 hours when compared to desloratadine. Fexofenadine is as

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effective as the popular antihistamine, cetirizine, but it lacks the sedating effects associated with

cetirizine. This is because of its inability to cross the blood–brain barrier. Fexofenadine is also

superior to loratadine in improving nasal congestion, ocular symptoms and the quality of life for

patients with AR.

The combination of montelukast and fexofenadine has been shown to be superior to

monotherapy in a randomized, double-blind, multicentred, prospective study with 275 adult

patients in terms of reduction in nasal obstruction, nasal resistance as well as in daily symptoms

and also offered higher patient satisfaction.

Thus with the introduction of MONTAIR FX , there opens up another treatment option for

patients with AR who want complete control along with no sedation.

ROKFOS: Infusing life into Bones

Osteoporosis is a progressive systemic disease resulting in increased bone fragility and

susceptibility to fractures at vertebral and nonvertebral sites.

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Therapeutic adherence is a key factor influencing the effectiveness of treatment in chronic

diseases where the effects of the therapy can only be seen after a long-term application of drugs

or are subjectively not perceived at all.

The situation is even more complicated in chronic asymptomatic diseases like hypertension or

osteoporosis.

Once yearly dosing with Zoledronic acid is a new alternative in the therapy of osteoporosis and

represents an important step towards an improvement in the adherence to treatment.

Cipla introduces ROKFOS , once yearly Zoledronic acid 5 mg for the management of

osteoporosis.

ROKFOS is indicated for:

Treatment and Prevention of post-menopausal osteoporosis. of post-menopausal

osteoporosis

Treatment to increase bone mass in men with osteoporosis.

Treatment of Paget's disease of the bone.

Prevention & treatment of glucocorticoid induced osteoporosis.

The recommended dose is a single intravenous infusion of 5 mg Zoledronic acid administered

once a year given over no less than 15 minutes. However, for prevention of postmenopausal

osteoporosis, the recommended dose is a 5 mg infusion given once every 2 years intravenously

over no less than 15 minutes.

35

VANLID 250: Hands down Victory against MRSA

Staphylococcus aureus ( S. aureus) is an important pathogen that frequently causes clinical

disease in children. A wide array of illnesses can be caused by this common pathogen ranging

from non-invasive skin infections to severe, life-threatening sepsis. Additionally, as

antibacterials have been used to eradicate S. aureus , it has developed resistance to these

important therapeutic agents. Growing bacterial resistance means that what were once effective

and inexpensive treatments for infections caused by these bacteria are now being seriously

questioned.

Methicillin-resistant S. aureus (MRSA) has become an increasing problem in pediatric patients

over the past decade. A new type of staphylococcus, usually termed community-acquired MRSA

(CA-MRSA), which is resistant to fewer antibiotics compared to the HA-MRSA, has also

emerged in the paediatric age group.

Vancomycin was introduced in 1958 and has been a useful antibiotic for about 50 years. The

recent advent of MRSA has provided a renaissance for this glycopeptide. Over the years,

36

vancomycin has become the mainstay of MRSA infection therapy and thus, is the primary

therapeutic option in severe, life-threatening invasive MRSA infections.

Several literatures have shown vancomycin to be clinically and microbiologically (including the

resistant Gram-positive organisms) consistently very effective across all infections caused by

presumed or documented resistant Gram-positive pathogens across all paediatric age groups,

including neonates. Vancomycin is well-tolerated and safe in paediatric patients including in the

critically ill neonates.

VANLID 250 is India's First vancomycin I.V. with the right strength of 250 mg for paediatric

patients. VANLID 250 is a chromatographically purified and lyophilized product.

VANLID 250 is indicated for the treatment of staphylococcal infections like lower respiratory

tract infections (like pneumonia), septicaemia, skin and soft tissue infections and osteomyelitis.

It is also indicated for treatment of endocarditis caused by Staphylococci, Streptococcus

viridans* or Streptococcus bovis* and Enterococci (e.g. E. faecalis ),** and Diphtheroids , for

the treatment of early-onset prosthetic valve endocarditis caused by Staphylococcus epidermidis

or diphtheroids $ and as prophylaxis against endocarditis in patients at risk from dental or

surgical procedures.

In paediatric patients, the usual I.V. dosage of 10 mg/kg per dose is recommended every 6 hours

(total daily dosage 40 mg/kg of body weight). In neonates and young infants, an initial dose of

15 mg/kg is suggested, followed by 10 mg/kg every 12 hours in the first week of life and every 8

hours thereafter until 1 month of age. Longer dosing intervals may be necessary in premature

infants. Each dose should be administered over a period of at least 60 minutes.

37

Parenteral form of vancomcin can be administered orally for treatment of antibiotic-associated

pseudomembranous colitis produced by C. difficile and Staphylococcal enterocolitis.

Orally, VANLID 250 I.V. can be administered using 40 mg/kg body weight in three or four

divided doses for 7–10 days. The total daily dose should not exceed 2 g.

Dosage adjustment must be made in patients with impaired renal function.

*Vancomycin alone or in combination with an aminoglycoside

**Vancomycin only in combination with an aminoglycoside

$ Vancomycin in combination with either rifampin or an aminoglycoside or both

VC 15: Healthy Skin Expert

Vitamins such as A, C and E are naturally present in human skin. These vitamins are part of a

complex system of enzymatic and non-enzymatic antioxidants that protect the skin from harmful

reactive oxygen species. However, the skin is subjected to substantial environmental free radical

38

stress from sunlight, pollution and smoking, all of which deplete the dermal stores of naturally

occurring antioxidants. To replenish these losses, vitamins should be applied topically on the

skin.

Vitamin C (L-ascorbic acid) is the body's major aqueous phase antioxidant and is vital for life.

Oral supplementation with Vitamin C does little to increase skin concentration because active

transport of vitamin C from the gastrointestinal tract is limited. Therefore, topical application of

vitamin C is the preferred method to increase its presence in the skin.

Vitamin C is an excellent antioxidant that sequentially donates electrons, thereby neutralizing

free radicals present in the aqueous compartment of the cell. Along with its antioxidant property

it has also got photoprotective, depigmenting and anti-inflammatory properties. Vitamin C also

provides the additional advantages of replenishing vitamin E and stimulating dermal collagen

synthesis, a major target in chronic photoaging.

VC 15 contains L-ascorbic acid at a concentration of 15%. It is a stable formulation with a pH of

2.7. VC 15 promises to be non-irritating and non-comedogenic. It is available in a bottle of 15 ml

along with a dropper.

VC 15 is indicated for photodamaged/ aging skin, melasma/ hyperpigmentation, acne and acne

scars and post procedure inflammation.

39

Properties supporting clinical uses of topical vitamin C (VC 15)  

Clinical Uses Properties

Photodamaged/Aging skin

•  Dry skin

•  Dull complexion, rough texture

•  Fine lines and deep wrinkles

•  Age spots

Moisturization

Photoprotection and antioxidant

Collagen synthesis and antioxidant

Depigmentation and photoprotection

Melasma/hyperpigmentation Depigmentation and photoprotection

Acne and acne scars Antioxidant, anti-inflammatory and collagen synthesis

Post-procedure inflammation Antioxidant and anti-inflammatory

VC 15 should be used once daily in the morning. With the help of the dropper, take 7 to 10 drops

of VC 15 onto your fingertips. Then, dab the serum onto your face and neck and gently massage

until it is completely absorbed.

VC 15 should be used within one month after opening the bottle.

ENTAVIR: Persistent Efficacy in Treating Chronic Hepatitis B

Chronic hepatitis B is a worldwide public health challenge, approximately 2 billion people

worldwide have been infected by hepatitis B virus, and more than 350 million are chronic

carriers.

40

The primary goal in chronic hepatitis B treatment is to reduce serum HBV DNA level to the

lowest possible level (undetectable) and thereby decrease the risk of developing liver cirrhosis

and liver cancer.

Entecavir (ETV), a guanosine nucleoside analogue, is a potent and selective inhibitor of hepatitis

B virus replication with around 94% patients continuing to remain HBV DNA undetectable and

80% patients with normalization of liver enzymes at the end of 5 years of continuous entecavir

therapy. Entecavir resistance is rare in nucleoside-naïve patients, around 1.2% after 6 years of

treatment. It is recommended as a first line treatment in lamivudine-naïve chronic hepatitis B

patients.

Long-term entecavir therapy leads to potent suppression of HBV DNA, normalization of ALT

and improvement in liver histology with accompanying regression of fibrosis, including those

with advanced fibrosis or cirrhosis at baseline. Recent studies have shown that entecavir has also

been successful in preventing acute liver failure in patients of acute hepatitis B and progression

to chronic hepatitis B. It can also be safely and effectively used in HBV infected patients pre or

post renal transplant without any renal compromise.

ENTAVIR (entecavir) is a film coated tablet for oral use and is available in two dose strengths

of 0.5 mg and 1.0 mg which have specific indications in patients of chronic hepatitis B as

mentioned below.

ENTAVIR tablets are indicated for the treatment of chronic hepatitis B virus infection in

adults(= 16 years of age ) with evidence of active viral replication and either evidence of

persistent elevations in serum aminotransferases (ALT or AST) or histologically active disease.

41

ENTAVIR tablets should be administered on an empty stomach (at least 2 hours after a meal

and 2 hours before the next meal).

Recommended Dosage

Compensated Liver Disease

The recommended dose of entecavir for chronic hepatitis B virus infection in nucleoside

treatment-naïve adults and adolescents 16 years of age and older is 0.5 mg once daily.

The recommended dose of entecavir in adults and adolescents (at least 16 years of age)

with a history of hepatitis B viremia while receiving lamivudine or known lamivudine or

telbivudine resistance mutations rtM204I/V with or without rtL180M, rtL80I/V, or

rtV173L is 1 mg once daily.

Decompensated Liver Disease

The recommended dose of entecavir for chronic hepatitis B virus infection in adults with

decompensated liver disease is 1 mg once daily.

Dosage adjustment is recommended for patients with creatinine clearance less than 50 mL/min,

including patients on hemodialysis or continuous ambulatory peritoneal dialysis (CAPD).

The optimal duration of treatment with entecavir for patients with chronic hepatitis B virus

infection and the relationship between treatment and long-term outcomes such as cirrhosis and

hepatocellular carcinoma are unknown.

42

Prednisolone acetate: Gold standard steroid

It is the most potent topical ophthalmic corticosteroids with highest anti-inflammatory activity

compared to other ophthalmic steroids.

It has highest aqueous humor concentration (of 669.9 ng/ml) compared to other ophthalmic

steroids with a clinical cure rate of 68%, treating external ocular inflammatory conditions of the

eye.

Moxifloxacin: First USFDA approved BAK free topical ophthalmic quinolone.

 Moxifloxacin has

Faster kill speed thus ensures complete eradication of bacteria

Broad Spectrum activity : Improves Gram +ve activity, maintained Gram –ve activity

Activity against non tuberculous Mycobacteria, Chlamydia trachomatis.

Good solubility at physiological pH.

Higher the solubility, higher the concentration, higher the penetration in stroma and

anterior chamber.

Absence of BAK makes a significant difference for preferring an antibiotic as prophylaxis

for cataract or refractive surgery

43

Indications

Combace ophthalmic suspension is indicated for steroid-responsive inflammatory ocular

conditions for which a corticosteroid is indicated and where bacterial infection or a risk of

bacterial ocular infection exists.

Ocular steroids are indicated in inflammatory conditions of the palpebral and bulbar conjunctiva,

cornea and anterior segment of the globe where the inherent risk of steroid use in certain

infective conjunctivitis is accepted to obtain a diminution in edema and inflammation. They are

also indicated in chronic anterior uveitis and corneal injury from chemical radiation, or thermal

burns, or penetration of foreign bodies. The use of a combination drug with an anti-infective

component is indicated where the risk of infection is high or where there is an expectation that

potentially dangerous numbers of bacteria will be present in the eye.

The combination can also be used for post-operative inflammation and any other ocular

inflammation associated with infection.

Dosage and Administration

Shake well before use

One or two drops of Combace instilled into the conjunctival sac(s), every 4 to 6 hours. During

the initial 24 to 48 hours, the dosage may be increased to 1 or 2 drops every two hours.

Frequency must be decreased gradually or warranted by improvement in clinical signs.

Care should be taken not to discontinue the therapy prematurely

44

Combace Highlights:  

World's first Preservative free antibacterial-steroid combination

Fast acting and long lasting

No Corneal Toxicity, since BAK is absent

Can be used effectively and safely in patients with Ocular Surface disorders

Safe and well tolerated, hence increase in compliance may be seen

Currently the use of ß-lactamase inhibitors is the most successful strategy to restore the efficacy

of ß-lactam antibiotics. Accumulating experience with ß-lactam/ß-lactamase inhibitor

combinations has resulted in a better appreciation of their role in clinical practice. Importantly,

they are indicated for the empirical treatment of a variety of infections, particularly against

mixed infections involving anaerobes and against certain multi-resistant pathogens responsible

for nosocomial infections. When compared with more conventional regimens, ß-lactam/ß-

lactamase inhibitor combinations are relatively well tolerated and are at least as efficacious if not

superior. The available oral formulations also provide convenient outpatient or step-down

therapy against susceptible pathogens.

45

The formulation of cefixime and clavulanic acid in CLACENT is one of example of ß-lactam/ß-

lactamase inhibitor combinations product.

Cefixime, is an orally active third generation cephalosporin (beta lactam antibiotic) with in vitro

antibacterial activity against most important lower respiratory pathogen. The drug is active

against Haemophilus influenzae, Moraxella catarrhalis , penicillin susceptible Streptococcus

pneumoniae, Streptococcus pyogenes and many Enterobacteriaceae.

Cefixime is distinguished by its 3-hour elimination half life which permit twice daily or in many

instances once daily administration.

Several trial have established the clinical efficacy of the drug in patients with lower respiratory

tract infection ( LRTI ).In comparative studies cefixime had similar efficacy to amoxicillin plus

clavulanic acid ,cefaclor, cefalexin, cefuroxime axetil and clarithromycin. Cefixime also have a

role as the oral component of intravenous to oral switch therapy.

In common with cephalosporins such as cefotaxime and beta lactam agent like latamoxef

cefixime is stable to hydrolysis by a wider range of beta lactamases than cephalexin, cephradine

and cefadroxil and beta lactamase stability was similar to that of ceftizoxime.

However, cefixime was found to be ineffective against bacteria which produces ESBL enzyme

and resistance is seen in such types of bacteria.

Clavulanic acid was the first clinically useful ß-lactamase inhibitor to be described in the

literature, and is an irreversible ‘suicide' inhibitor of intracellular and extracellular ß-lactamases,

demonstrating concentration-dependent and competitive inhibition. It has a high affinity for the

46

class A ß-lactamases. This wide range of ß-lactamases, which includes the plasmid-mediated

TEM and SHV enzymes, is found frequently in members of the Enterobacteriaceae,

Haemophilus influenzae and Neisseria gonorrhoeae . The chromosomally mediated ß-lactamases

of Klebsiella pneumoniae , Proteus mirabilis , Proteus vulgaris , Bacteroides fragilis and

Moraxella catarrhalis are also inhibited, as are the extended-spectrum ß-lactamases. The

frequency of ß-lactamase mediated resistance has continued to rise over the years, but the

majority of clinically significant ß-lactamases are inhibited by clavulanate.

Clavulanate is a highly effective inhibitor of extended-spectrum ß-lactamases (ESBLs)

Oxyimino-cephalosporin–clavulanate combinations are active in vitro against most ESBL-

producing Escherichia coli and Klebsiella spp. isolates at ≤ 1–2 mg/L .

Clavulanic acid penetrates into periplasm of pathogens rapidly so as to intercept the, ß -

lactamase before all labile antibiotics has been destroyed. Also, clavulanic acid was shown to be

synergistic with a number of penicillins and cephalosporins that are readily hydrolyzed by

plasmid-mediated ß-lactamases.

Excellent protection was afforded to beta lactam antibiotic when clavulanic acid was added to

gram-negative, gram-positive, and anaerobic organisms initially resistant to this labile antibiotic.

The extended spectrum ß-lactamases, for example, despite hydrolyzing penicillins, all

generations of cephalosporins, and in some cases monobactams, remain susceptible to ß-

lactamase inhibitors, so where pathogens that produce these enzymes are a particular problem, ß-

lactam/ ß-lactamase inhibitor combinations may be extremely useful.

Thus CLACENT offers:

47

1. Greater activity against both gram positive & gram negative pathogens including high

beta lactamase enzyme producers

2. Excellent protection to beta lactam antibiotics from both intracellular & extracellular beta

lactamase enzymes

3. Synergistic effect as result of complementary binding to penicillin binding proteins

(PBPs)

4. High Beta lactamase stability with minimal resistances

5. Favorable pharmacokinetic properties with good distribution into most of the respiratory

tissues.

6. Well tolerated safety profile

7. Enhanced patient compliance as once to twice daily dosage adequate to treat infection

CLACENT is indicated for the treatment of:

Respiratory tract infections – Bronchitis, Bronchiectasis, Pneumonia

ENT Infections – Chronic Maxillary Sinusitis, Chronic Otitis Media

Urinary tract infections – Acute uncomplicated and complicated urinary tract infection

DOSAGE AND METHOD OF ADMINISTRATION

Adults and Children over 10 Years : One tablet twice daily

8. The usual course of treatment is 7 days. This may be continued for up to 14 days if

required.

48

PART-II

49

INTRODUCTION TO THE TOPIC

50

INTRODUCTION TO THE TOPIC

The project is all about the study of observations, Trend, Future project problems and

comparative growth rate, PAT sales turn over and few ratios around ten.

market research

To undertake marketing effectively, businesses need information. Information about customer

wants, market demand, competitors, distribution channels etc.

Marketers often complain that they lack enough marketing information or the right kind, or have

too much of the wrong kind. The solution is an effective marketing information system.

The information needed by marketing managers comes from three main sources:

(1) Internal company information

E.g. sales, orders, customer profiles, stocks, customer service reports etc

(2) Marketing intelligence

This can be information gathered from many sources, including suppliers, customers,

distributors. Marketing intelligence is a catch-all term to include all the everyday information

about developments in the market that helps a business prepare and adjust its marketing plans. It

51

is possible to buy intelligence information from outside suppliers (e.g. Mintel, Dun & Bradstreet,

Mori) who set up data gathering systems to support commercial intelligence products that can be

profitably sold to all players in a market.

(3) Market research

Management cannot always wait for information to arrive in bits and pieces from internal

sources. Also, sources of market intelligence cannot always be relied upon to provide relevant or

up-to-date information (particularly for smaller or niche market segments). In such

circumstances, businesses often need to undertake specific studies to support their marketing

strategy - this is market research.

52

RESEARCH METHODOLOGY

53

RESEARCH METHODOLOGY

The first phase of the project involves collection of data from the sites of an organization.

Secondary data collection is from P&L Accounts and Balance Sheets published in the year wise

annual reports of the organization.

The methodology to be followed here is;

Preparation of numeric data tables with data of accounting year wise factors of ratios

along with calculating ratios.

Graphical presentation of the ratios indicating changes.

Interpretation with the help of numeric and graphical presentation.

Opinion based on results of the analysis with conclusion.

1.Research Process

1.Formulation of the objective of the study of the problem

Desigining method for data data collection.

Selecting the method size.

Collecting the data

Reporting and interpretation the finding

Processing and analyzing the data

Find the conclusion

Limitation of study

54

Research Design- A Research Design is simply the framework or plan of a study that is used as

guide in collecting and analyzing the data. It is a blueprint that is followed in completing a study.

“A research design is the plan, structure and strategy of investigation conceived so as to obtain

answers to research questions and to control variance”.

The research carried out is a descriptive research where the purpose is to go through an

intensive study of the target segment.

Sample design-I have done my survey in Ghaziabad and some of the selected areas of

Noida .

Sample techniques-The data has been collected through random sampling from the retailers of

Ghaziabad and Noida.

Universe Size-

The universe is the entire group of items the researcher wishes to study.

Since my survey was confined to be done in Ghaziabad and Noida. This universe

size having a sample of 120 respondents.

1.DATA COLLECTION METHOD:

Primary data : I have used primary data collection method to get the

response from the respondents.

Data Collection

Collection of data through well framed questionnaire.

Through direct interaction.

Secondary data: Collected data from the Internet.

55

OBJECTIVES

56

OBJECTIVES

Primary Objective:

To find out sales volume of urological drugs vis-à-vis competitor

To find out doctors who prescribes competitor product

Suggestion for the company from retailers

Secondary Objective:

To increase their market share by approaching to doctors who prescribe competitor’s

product.

To have a good image in the eyes of retailers.

57

DATA ANALYSIS AND

INTERPRETATION

58

DATA ANALYSIS AND INTERPRETATION

Bar chart showing the sales of Urimax in various region of Ghaziabad

Urimax Veltam Tamflow Contiflow Tamcontin Dyna press113 47 15 18 7 33

59

urimaxveltamtamflowcontiflowtamcontindyna press

Pie chart showing the sales of urimax in in Gandhi nagar area of vis-à-vis its competitor

Urimax Urispas15 5

60

urimaxurispas

Pie chart showing the sales of Urimax in kavi nagar in Ghaziabad vis-à-vis its competitor

UrimaxDyna press Urispas

164 85 10

61

urimaxdyna pressurispas

Pie chart showing the sales of Urimax in Maliwara Chowk area of Ghaziabad vis-à-vis its Competitor

Urimax Veltam54 16

62

urimaxveltam

Pie chart showing the sales of Urimax in modinagar area of Ghaziabad vis-à-vis its competitor

Urimax Urispas80 20

Pie chart showing the sales of Urimax in Mohan nagar area of Ghaziabad vis-avis

63

urimaxurispas

its competitor

Urimax VeltamTamflo

wContiflo

wTamconti

n41 17 3 28 3

64

urimaxveltamtamflowcontiflowtamcontin

Pie chart showing the sales of Urimax in Patel nagar area of Ghaziabad vis-à-vis its

competitor

Urimax Veltam62 17

65

urimaxveltam

Pie chart showing the sales of Urimax in raj nagar area of Ghaziabad vis-à-vis its

competitor

Urimax Contiflow10 10

66

urimaxcontiflow

Pie chart showing the sales of Urimax in Pratap vihar area of Ghaziabad vis-à-vis its Competitor

Urimax Veltam62 11

67

urimaxveltam

Pie chart showing the sales of Urimax in Shastri nagar of Ghaziabad vis-à-vis its

competitor

Urimax Urisol Flodart70 15 35

68

urimaxurisolflodart

Pie chartshowing the sales of Urimax in vijay nagar area of Ghaziabad vis-à-vis its competitor

max VeltamDyna press

Tam flow Tamcontin

Conti flow Flodart Urisol Urispas

678 108 118 18 10 56 35 15 19

69

urimaxveltamdyna presstam flowtamcontinconti flowflodarturisolurispas

Bar chart showing the sales of Urimax-D in various region of Ghaziabad

Urimax-dVeltam

plusDutas

tContiflow-

d63 22 29 4

pie chart showing the sales of Urimax-d in Kavinagar area of Ghaziabad vis-à-vis

70

urimax-dveltam plusdutas tcontiflow-d

its competitor

Urimax-d

Veltam plus

15 3

Pie chart showing the sales of Urimax -d in Maliwara chowk area of Ghaziabad vis-à-vis its competitor

71

urimax-dveltam plus

Urimax-dVeltam

plusDutas

tContiflow

-dFlodart

plus15 1 0 0 0

Pie chart showing the sales of Urimax-d in mohan nagar area of Ghaziabad vis-à-vis its competitor

72

urimax-dveltam plus

Urimax-d

Veltam

plusDutas

tContiflo

w-d6 4 4 15

73

urimax-dveltam plusdutas tcontiflow-d

Pie chart showing the sales of urimax-d in Old bus stand area of Ghaziabad vis-à-vis its competitor

Urimax-d Veltam plus

2 36

74

urimax-dveltam plus

Pie chart showing the sales of urimax-d in Shastri nagar area of Ghaziabad vis-à-vis its competitor

Urimax-d Flodart plus17 35

75

urimax-dveltam plus

Pie chart showing the sales of Urimax-d in Vijay nagar area of Ghaziabad vis-à-vis its

competitor

Urimax-d Veltam plus

Contiflow-d Dutas-t Flodart plus

170 70 19 33 35

76

urimax-dveltam pluscontiflow-ddutas-tflodart plus

Pie chart showing the sales of Urimax-d in Ghaziabad vis-à-vis its competitor

Ston-1 Potrate Kmac Kcit Noculi9 14 7 9 4

77

ston-1potratekmackcitnoculi

Pie chart showing the sales of ALFUSIN in modi nagar area of Ghaziabad vis-à-vis its

competitor

Alfusin Flotral5 12

78

alfusinflotral

Bar chart showing the sales of Terol la in various region of Ghaziabad

Terol la Roletin7 5

79

terol laroletin

Pie Chart showing the sales of TEROL LA in Maliwara chowk area of Ghaziabad vis-à-vis its

competitor

Terol la Roletin7 22

80

terol laroletin

Pie chart showing the sales of TEROL LA in Nehru nagar area of Ghaziabad vis-à-vis its competitor

Terol la RolitenTorq

sr14 27 85

81

terol larolitentorq sr

Pie chart showing the sales of Gandhi Nagar area of Ghaziabad vis-à-vis its competitor

Urivoid Urotone2 1

82

urivoidurotone

Pie chart showing the sales of URIVOID in Modinagar area of Ghaziabad vis-à-vis its competitor

Urivoid Urotone1 2

83

urivoidurotone

Pie chart showing the sales of URIVOID in Nehru nagar area of Ghaziabad vis-à-vis its competitor

UrivoidUroton

e8 3

84

urivoidurotone

Pie chart showing the sales of URIVOID in Ghaziabad vis-à-vis its competitor

Alfusin Flotral Alfoo58 173 33

85

alfusinflotralalfoo

Pie chart showing the sales of ALFUSIN -D in Noida vis-à-vis its competitor

Ston-1 Potrate Kmac Kcit Noculi68 4 101 4 5

86

ston-1potratekmackcitnoculi

Pie chart showing the sales of TEROL LA in Noida vis-à-vis its competitor

urimax contiflow veltam943 304 315

87

urimaxcontiflowveltam

Pie chart showing the sales of URIMAX in Noida vis-à-vis its competitor

urimax-d veltam pluscontiflow

d dutas- t169 5 3 152

88

urimax-dveltam pluscontiflow ddutas- t

Pie chart showing the sales of URIMAX -D in Noida vis-à-vis its competitor

urivoid urotone6 2

89

urivoidurotone

FINDINGS

90

FINDINGS

Urimax(Cipla) is the market leader in comparison to its competitors and the major

competitors are Dyna press, Veltam, Contiflow and Flodart.

Urimax-D (Cipla)is the market leader in comparison to its competitors and the major

competitors are Veltam Plus, Dutas-T and Flodart Plus.

Ston-1(Cipla) is the market leader in comparison to its competitors and the major

competitors are Potrate, Kcit and Kmac respectively in Ghaziabad but in Noida Kmac is

the market leader.

Our product Terol La(Cipla) is least sold in comparison to its competitors and the market

leaders are Torq sr and Roliten respectively in Ghaziabad but the story is different in

Noida where Terol la is market leader and Roliten is its competitor.

Urivoid (Cipla)is the market leader in comparison to its competitor and the major

competitor is Urotone.

Flotral is the market leader and our product Alfusin(Cipla) is at the second place in terms

of sales.

Alfusin –D(Cipla) is market leader and it has got no competitor as such.

91

CONCLUSION

92

CONCLUSION

This was the first time I was in market so it was a great experience for me to work a great

company like cipla. during this project I came to know how to convince other person and what is

the ground reality of market and how it is different from classroom sessions.During this I also

knew about where the drugs are sold mostly and how retailers play vital role in the sales of

particular brand of product on their counter and how medical representative works in the market

effectively and efficiently. After the project I come to know various players of the pharma

industry and how it works.Cipla have majority of market share in Ghaziabad and Noida in

“Urological Drugs”. Cipla is well known brand so it has got a very positive image in the minds

of retailers and consumers as well.

93

LIMITATIONS

94

LIMITATIONS

1.Non cooperative behavior of the retailers.

2.No response during peak hours.

3.Data was very scattered so it was very difficult to conclude the result.

4.Things are based on the retailer’s response so any false information may change the

result of the study.

5.Medical representatives play a very vital role in the sales of medicines.

6.Gift and other package provided by companies to the doctors encourage them to

prescribe the particular brand.

95

RECOMMENDATIONS

96

RECOMMENDATIONS

Brief counseling works better than simple advice to quit

Counseling with self-help materials offered by a trained clinician to the retailers can

improve cessation rates

advertisement and free health campaigning will help

Encourage the patient

Anticipate problems or barriers

Express willingness to help

Ask about concerns or difficulties

the continuing introduction and implementation of tobacco-control policies will

accelerate, further encouraging people to stop smoking, in turn increasing the use of

smoking cessation products

regular training and advice should be conducted for the retailers whenever there is a

negative feedback or report

97

BIBILIOGRAPHY

98

BIBILIOGRAPHY

Web Sites:

www.iloveindia.com

www.google.com

Books:

C.R.Kothari Research Methodology

Philip Kotler Marketing

News paper:

The Economic Times

99

QUESTIONAIRE

100

QUESTIONAIRE

Survey for sales of cipla as compared to competitor

Name of shop :

Area

Date:

1. DO you have urimax(cipla)?

(a)yes (b) No (c)No stock

2.Could you please tell me the sales of urimax?

3.which of the following brands do you have?

(a) Veltam (b)Dyna press (c)Tamcontin

(d)Tamflow (e)Contiflow (f)Any other

4. Could you please tell me the sales of above products?

5.DO you have urimax-d (cipla?

(a)yes (b) No (c)No stock

6.Could you please tell me the sales of urimax-d?

101

7.which of the following brands do you have?

(a)Dutas t (b)contiflow d (c)veltam plus

(d)Any other

8.Could you please tell me the sales of ston 1?

9.Which of the following brands you have?

(a)potrate (b) kmac (c)kcit

(d)noculi (e)Any other

10.Do you have Alfusin (cipla)?

(a)yes (b) No (c)No st

11.Could you please tell me the sales of Alfusin?

12.Which of the following brands you have?

(a)flotral (b)alfoo (c)Any other

13.Do you have Alfusin-d (cipla)?

(a)yes (b) No (c)No stock

14.Which of the following brands you have?

(a)afdura (b)Any other

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15.Do you have urivoid(cipla)?

(a)yes (b) No (c)No stock

16.Which of the following brands you have?

(a)urotone (b)Any other

17.Do you have terol la(cipla)?

(a)yes (b) No (c)No stock

18.Could you please tell me the sales of terol la?

19.Which of the following brands you have?

(a)roliten (b)Any other

103