A

SUMER TRAINING PROJECT REPORT

ON

DISTRIBUTION OF PIRAMAL
HEALTHCARE PRODUCTS IN MARKET IN
RETAIL

SUBMITTED IN THE PARTIAL FULFILLMENT OF THE REQUIREMENT

OF THE DEGREE
OF
BACHELOR OF BUSINESS ADMINISTRATION
(AFFILATED TO CH. CHARAN SINGH UNIVERSITY MEERUT UTTAR PRADESH)

(SESSION 2015-16)
SUBMITTED TO: BY:Ms. Sweety Arora
(Faculty of BBA)

SUMITTED
HIMANSHU TYAGI
BBA

VIth Sem.
Roll.

No. - 6047526

H.L.M COLLEGE OF MANAGEMENT

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11th KM. Stone Delhi Meerut Road Ghaziabad

Ph. 0121- 2679214, Mob. - 09999310384

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DECLARATION

I hereby declare that the project, which is being presented in this report, entitled
CRITICAL SURVEY ON PIARAMAL HEALTHCARE LTD of PIARAMAL
HEALTHCARE LTD Are authentic records of my own work during the period of four
weeks

This information is given by me in this report is exclusively for concerned organization

and would not be submitted by me anywhere else.

HIMANSHU TYAGI
Roll No. - 6047526

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ACKNOWLEDGEMENT
Success is any endeavor, calls for cooperation and guidance from seniors &
colleagues. This was aptly bought to me while undergoing my research work for
the project. It is impossible to thank the people who have helped me prepare my
project, but I would like to take the opportunity to express my profound gratitude
and indebtedness to the following.
Last but not the least the cooperation and my deep gratitude to Mrs.
(Faculty, Member of H.L.M) & all the of my seniors and my friends for providing
me all implicit and expel licit support during the project.

(Himanshu Tyagi)

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PREFACE
Researcher have a great pleasure on doing his research work and in preparing this report
on the topic CRITICAL SURVEY ON PIARAMAL HEALTHCARE LTD PRODUCT
in PIARAMAL HEALTHCARE LTD Food Industries Pvt. Ltd. DELHI.
This project report has been extremely updated in the light of evidence collected from
market survey at DELHI.
This survey was conducted to know about the interest of people towards the Product.
What customer accept and wants more change in PIARAMAL HEALTHCARE LTD
Product along with the retailers remark on selling of PIARAMAL HEALTHCARE LTD
Products position in market. The survey was conducted in different parts of INDIA. Such
as DELHI.
At the end of the report the researcher has come with finding and suggestion with regard
to the problems that researcher feels the company is facing today in the market, despite
this, the researcher has also tried to include all the available in for with him in this report
in a very arranged and systematic manner. All the information, which is provide in this
report, by the researcher, not use in any other discipline. All the information is true and
reliable.

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CONTENTS

CHAPTER 1
INTRODUCTION

7-9

INDUSRITAIL PROFILE

10-23

COMPANY PROFILE

24-26

CHAPTER 2
ABOUT THE TOPIC

27-28

OBJECTIVE

29

TOP MENAGEMENT TEAM

30-31

INVESTORS

32-33

MANUFACTURING

34-35

AWARDS AND ACHIEVEMENT

36-38

CHAPTER 3
PRODUCTS

39-65

MAKING STRATIGIES

66-68

FIELD FORCE

69-79

CHAPTER 4
GROWTH

80-90

CHAPTER 5
PROJECT PLAN

92

MARKET SARVEY

93-95

SAMPLING

96-100

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PROCEDURE OF DATA COLLECTION

101-104

PURPOSE OF SALE PROMOTION

105-111

COMPANY POLICY FOR MARKETING

112-117

DATA ANALYSIS

118-121

SWOT ANALYSIS

121-124

CHAPTER 6
CONCLOSION

125-126

ANNEXURE

127-130

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INTRODUCTION
Piramal Enterprises is an Indian pharmaceutical and health care company, which is
a part of Piramal Group. Headquartered in Mumbai. The company has offices in
Mumbai, Hyderabad and Bangalore.[2] and other global locations like USA, UK,
Canada, Sri Lanka and China.

The Company has products, technology and manufacturing partnerships with

leading global innovator pharmaceutical companies. With assets across North
America, Europe and Asia, Piramal Enterprises is also one of the largest custom
manufacturing companies across the World.[3]

Recently, the UN Conference on Trade and Developments World Investment

Report 2011 ranked Piramal Enterprises' CMO (contract manufacturing) business
vertical as number five in the top 10 pharmaceutical contract manufacturers
worldwide; and was awarded the number one position amongst all Indian
CMOs[4].[5]
Piramal Enterprises agreed to buy a 5.5% stake in Vodafone India for Rs.3,007
crore ($618 million), taking the total stake of the cash-rich drug manufacturer in the
mobile telecom firm to 11%.[6][7]
It recently bought regenerative medical device, BST-CarGel from BioSyntech,
Canada. They also set up a new company called Piramal Imaging, when they
acquired the molecular imaging arm from Bayer pharma in Berlin, Germany.[8]
Piramal Enterprises announced its Q4 and annual results for FY2012 on 3rd May
2012. Total operating income for the quarter was 688.1 crores. Income from
Investments for the quarter was 39.1 crores and Operating Profit (OPBITDA) was
Rs 150.0 crores

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In our daily life OTC Product plays a vital role. These products are those products
which are essentially needed by everyone. These are many types of OTC products
in our daily needs, such as vitamins, minerals, micro-nutrients, antioxidants, amino
acids, ginseng ,Daily lotion, soap etc and many more.
The food category in OTC has been attracting lost of attention recently with a slew
of launches by RANBAXY. (REVITAL), But in Indian context, the Indian market
divided into two parts: Urban
Ruler
The food category in OTC has attracting lost of attention recently with a slew
of launches by HLL, MANKIND,P&G and others. This category has 18 major
brands in its aggregation.
After years of growth derived primarily from the urban markets, the OTC
companies have now realized that India lies in its rural village so much. So that
rural marketing has become the latest marketing mantra of most OTC majors.
It is clear that rural markets have caught the eyes of OTC marketers and it is
being targeted through experiments in a big way.
After all these years with wide arrays of consumer insights at hand for the
urban market, why is this urge of OTC companies to enter the uncharted temitory
of rural India. To begin with it all about the sheer size does matter when it come to
OTC products over 70% of Indias 1 billion plus population lives in around
627,000 villages in rural areas. This simply shows the great potentially rural India
has to bring the much-needed volumes and help the OTC companies to tank upon
the volume driven growth.

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Also, the rural market has been growing steadying over the years and is now
bigger than the urban market for OTCs (53% share of the total market) with an
annual size in value terms currently estimated at around 50,000 cores. It is a
definite boom in disguise for the who have already reached the platen of their
business curve in urban Indian and are desperately seeking new ways to increase
sales.
According to the NCARE (National Council For Economic Research)
projections, the number of middle and high-income households in rural India is
expected to grow from 80 million to 111 million by 2007. In urban India, the same
is expected to grow from 46 million to 59 million. Thus the absolute size of rural
India is expected to be double that of urban India.
It becomes amply clear that rural India has to the hot target in future for OTC
companies as it presents a plethora of opportunities, all waiting to be hamessed.
Many of the OTC companies are already busy formulating their rural marketing
strategy to top the potential before competition catches up all bigger in the
industries be it HLL, Marico, Colgate-Palmolive or Ranbaxy are showing deep
interest in rural India.
The biggest mistake a OTC company can make while entering the rural India
is to treat it as an extension to the existing urban market. And it is not surprising to
commit such a folly when almost all the marketing hotshots devising rural
strategies have enjoyed an urban life style and can more easily connect to the urban
mindset. But there is a vast difference in the lifestyles of the rural and urban
consumers. The kind of choices that an urban customer typically has 2-3 brands to
choose from whereas the urban one has a plethora of choices.
Even greater challenge lies in terms of the vast differences in the rural areas,
which severely limits the marketers ability to segment, target and position his
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offerings. The population is dispersed to such an extent that 90% of the rural
population is concentrated in villages with population of less than 2000.
One more gray area that needs to be probed into is the importance of retailer
in rural trade. Rural consumers brand choices are greatly restricted and this is
where the retailer comes into picture. The rural customer generally goes to the same
retailer to buy goods. Naturally there is a very strong bonding in terms of trust
between two. Also with low education levels of rural sector the rural buying
behavior is such that the consumer does not ask for the things explicitly by brand
but like PILA WALA SABUN DENA or SAR DARD KI GOLI DENA.
Now in such a scenario the brand becomes subservient to the retailer and he pushes
whatever brand fetches him and greatest returns. Thus, as there is a needed to
understand the rural consumer, similarly need is there ton study the retailer as he is
a chief influence in the buying decision.
For OTC companies with years of experience in the urban landscape the
transition to rural area poses some serious problems. It is not easy to level the
approaches currently being followed for the urban segment and formulate whole
new strategies. Some of the major hurdles in tapping the rural markets can be
summarized as: High initial market development expenditure.
Mass communication and sales promotion difficulties.
Low per capita income and social, economic and cultural backwardness of
the rural masses as compared to urban segment
Low level of exposure to different product categories and products brands.
Inadequate infrastructure with highly dispersed and thinly populated markets
leading to sales and distribution problems.
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 Inability of the small rural retailer to carry stock without adequate credit
facility.
Till recently most OTC companies used to treat rural markets as a
homogeneous mass without segmenting them into target markets and positioning
brands appropriately. However it is beyond doubt that the treat rural market are not
dumping grounds for low-end products basically designed for an urban audience.
The winning strategy instead is to focus on their core competency such as
technological expertise to design specific products for the rural economy. The most
remarkable example in this context is the launch of which has transformed the
rural market considerably as packaging in smaller units and lesser-priced packs
increases the products affordability. Also companies like HLL and Nestle who
have adopted this strategy have benefited tremendously.
Another case is of Mankind with its Preganews of low priced and
conveniently packaged Products becoming a great success story in rural market.
Companies also need to change the profile to their brand managers, as they
are usually urban bread MBA fed on a staple diet of western marketing principles
and are alien to the rural India. A step in this direction like hiring managers from
the Institute Of Rural Management Anand) could probably go a long way in
improving the situation along with the cultural dynamics, the needs and latent
feeling of the people have to be well understood before launching products in rural
segments. Marketers would do well to first understand this and then designing
products accordingly. For example- VINNI has launched Fogg, a Deo, which is
based on the consumer insight, that rural mothers prefer Deo rather than perfume
for their youngest.
Another very important factor than needs to be looked at is the proliferation
of superior products. Rural masses are illiterate people and they identify a product
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by its packaging (colour, visuals, size etc.), so it is becomes very easy for
counterfeit products to eat into the market share of established reputed brands. The
retailer also gets a larger profit on selling the counterfeits rather than the genuine
products and hence is biased towards fakes. Branded such as Lifeboy, Detol, etc.,
which are doing the round of rural markets, pose considerable challenge to rural
marketers.
Companies would also do well to have a proper sales and distribution
network. In terms of sheer reach the companies can gain significant competition
advantages as the rural market is highly fragmented and the brand needs to be on
the shop shelf before it can be sold.
Company should also make sure that the price of their products are not
pushed up because of channel of middleman who are neither did not require nor
add any value to the product.
OTC companies must include the use of traditional media for creating
awareness about their products in the rural markets. The needs for unconventional
media arise, as the mass media is to glamorous, interpersonal and unreliable for a
rural customer. The traditional media on the other hand with its effective reach,
powerful input and personalized communication system will help in realizing the
goal. Besides this when advertisement is couched in entertainment it goes down
easily with the villager.
The advantage of traditional media which make to the powerful marketing
communication channel are, accessibility is high, it involves more than one sense,
interest arousal capability is high and minimum cost.
OTC companies will have to really gain inroads in the rural in order to
achieve double-digit growth target in future.

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Name of the OTC companies:

1. Mankind Pharma Ltd.
2. Ranbaxy Laboratories Ltd
3. K.S.
4. GlaxoSmithKline Pharmaceuticals Ltd
(GSK) .
5. PIARAMAL HEALTHCARE LTD
.
6. Zydus Cadila.
7. Alkem Laboratories.

8. Pfizer India
9. Wockhard
10.The UB Group
11. Paras Pharmaceuticals Ltd
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12.Hamdard (Wakf) Laboratories

KEY FINDINGS
Advertising in Products category rise by 39% in 2013 compared to 2012.
Product advertisement on television is pretty seasonal with the spends packing
in the first and last quarter each year.
Rambaxy and Mankind products top the advertiser with nearly 68% of the
advertising in this category in 2013.
Product advertiser prefer advertising in drama ( soap, feature films, comedies)
which make up 25% of the spends in this category in 2013.
First have a look at the trend of advertising in the Product category on television
advertising in year 2013 as compared to year 2013.

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Looking in the above graph that shows the trend of advertising in the Products
category on the television one can see ther is a rise in advertising in this category
from 2013 onwards,. The graph shows the indexed spends of the Products category
on the television advertising since 2000..

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Advertising in Product category is expected to be quite sesaonal.

The graph confirms that Product advertising on television is pretty seasonal with
the spends packing in the first and the last quarter each year. Other advertiser is
Rambaxy ., Lancer Products, Dukes Products and PIARAMAL HEALTHCARE
LTD

Are there any particular programs genres, which Product advertisers prefer? Let's
look at the chart below for answers.

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The graph makes it clear that drama /soap, feature film and comedies make up for
nearly 20%,news make up for nearly 20%,action thiler make up for nearly
10%,programs 25%,cricket 3%,and movie 10% of the television advertisement
spends in the Product category in 2012. 12% of the spends in the television medium
in this category.

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COMPANY PROFILE
Piramal Enterprises Limited, formerly Piramal Healthcare Limited, is engaged in pharmaceutical
business, including its research and development. Its pharmaceutical business consists of
manufacturing and sale of own and traded bulk drugs and formulations. Its business segments are
Pharmaceuticals and Other. Product Portfolio includes a range of Inhalation Anesthetics like
Sevoflurane, Halothane, Isoflurane and Enflurane, Intravenous Anesthetics like Propofol,
Regional Anesthetics like Bupivacaine, Muscle Relaxants like Atracurium and Plasma Volume
Expanders like Polygeline. Its include brands like Saridon, Lacto Calamine, i-Pill, Supractiv. On
April 16, 2012, it acquired the molecular imaging development portfolio of Bayer Pharma AG. In
June 2012, it acquired Decision Resources Group. During the fiscal year ended March 31, 2012
(fiscal 2012), it acquired 11% stake in Vodafone India Limited. As of March 31, 2012, it had
strong pipeline of 17 drugs with 11 drugs in clinical trials phase.

As a globally integrated healthcare company, we are committed to original drug discovery to

fight diseases, and aspire to provide novel, affordable drugs in India and across the world. The
Company set up a state-of-the-art research centre in Goregaon, Mumbai in 2004 and embarked
upon an ambitious programme to discover and develop new chemical entities (NCEs) in select
therapeutic areas, including Cancer, Inflammation, Diabetes / Metabolic Disorders and Infectious
Diseases. Piramal Life Sciences Limited (PLSL) which has been an independent Company since
2007, has leveraged Indias bio-diversity and vast pool of knowledge in traditional medicine to
source new drug leads, and pursued dedicated medicinal chemistry efforts to discover NCEs to
treat unmet medical needs. The Company is also taking herbal medication to the world by
applying modern science and clinical validation techniques while preserving the holistic
properties of natural medicine.

As an independent research-driven Company since 2007, PLSL made significant progress, with
an R&D pipeline having several molecules in different phases of development. The development
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projects of this pipeline would need strong financial support going forward, given increasing
spend on clinical trials. Hence, the Board of PLSL approved the scheme of de-merger of the NCE
Research Unit of PLSL into Piramal Healthcare Limited. Recently, the NCE Research unit
demerged from Piramal Life Sciences Limited and merged into Piramal Healthcare Limited. The
promising approach to develop and market herbal based medicines continues to be pursued

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About the topic

In this report, researchers topic is Market survey and Sales promotion of PIARAMAL
HEALTHCARE LTD Product in the allotted regions (Central Delhi). There are many methods of
survey and a number of techniques of sales promotion.
Three factors are usually considered when surveys are classified into different types:

The general survey design

The data collection method

The technology for data acquisition

Researchers survey was face to face interaction with shopkeeper and distributors of the allotted
regions. In the researchers survey, researcher went to shop to shop and told to every shopkeeper
about his project report topic and they allowed him to ask the questions, which are related to the
project, such as, Are they selling PIARAMAL HEALTHCARE LTD Product? What brand of
Product they are selling? What is the demand of the PIARAMAL HEALTHCARE LTD Product
in their area? Etc.
Sales promotion techniques play a very important role in increasing the demand of every
product. Sales promotion techniques provide many important and effective tools to the
management to increase its products demand.
Hence, sales promotion, a key ingredient in marketing companies, consists of a diverse
collection of incentive tools, mostly short term, designed to stimulate quicker or greater purchase
of particular products or service by consumer or the trade.

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OBJECTIVE

The main objective of this report is to find out the selling of PIARAMAL HEALTHCARE LTD
Biscuit in the allotted regions (Rampur, Bareilly, Moradabad and Chandusi) and also find out,
where the sale of PIARAMAL HEALTHCARE LTD Biscuit is high and also where the sales of
this biscuit is low? And what are the reasons behind that? Also this report include, why the sale of
PIARAMAL HEALTHCARE LTD decline in some regions.
Researcher found that in Rajender place, the sale of PIARAMAL HEALTHCARE LTD
Biscuit is quite well in comparison to Central Delhi regions.
Hence the main objective of this report is to find out the actual market condition and to
know the people awareness towards the PIARAMAL HEALTHCARE LTD Biscuit through the
market survey and the sales promotion techniques.
Top Management Team
1. Mr. Ajay G. Piramal
Chairman
2. Dr. Swati Piramal
Vice Chairperson
3. Ms. Nandini Piramal
Executive Director
4. Mr. Vijay Shah
Executive Director & Chief Operating Officer
5. Mr. Rajesh Laddha
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Chief Financial Officer

6. Mr. Vivek Sharma
Head, Critical Care Division
View Profile

PHL's Investor Section.

This section gives our shareholders, potential investors and the investment community financial
facts such as the latest financial results, detailed annual reports, analysts presentations, financial
history and stock information. The information provided on this section of the company website
is historical content only. Such information was valid only for the date of its publication.
For any further financial information please contact:
Institutional Investors/Analysts Investor Relations Team: investor.relations@piramal.com
Individual and Other Investors Leonard D'souza, Company Secretary: leonard.dsouza@piramal.com

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Manufacturing Facilities
Our state-of-the-art manufacturing facilities strategically located across the globe produce quality
medicines at affordable prices. Our Hyderabad plant is the only one in India to have USFDA
approval for the entire facility.

It is also accredited and approved by MCA of UK, TGA of Australia and the European and
Canadian Drug Authorities, and our Pithampur plant is accredited by reputed organizations like
Allergan, Novartis, Solvay and IVAX, amongst others.

AWORDS AND ACHIEVEMENT

Piramal Healthcare:
Piramal Healthcare was listed as global leader by S&P Global Challengers List of 2006

Piramal Healthcare emerged in Forbes Best Under A Billion List of 2003 and 2004 in
succession

Forbes 2005 List of Best Small Asian Companies ranked Piramal Healthcare as a high
value achiever

Fortune 500 ranked Piramal Healthcare in the top-50 largest corporations across India in
year 2011.

UN Conference on Trade and Developments World Investment Report 2011 ranked

Piramal Healthcare as No. 5 in the top 10 pharmaceutical contract manufacturers
worldwide; and awarded it No. 1 position amongst all Indian CMOs.

Mr Ajay Piramal, Chairman, Piramal Group has received notable recognitions and held
several posts, some of which are mentioned below:

Awarded Entrepreneur of the Year Award of UK Trade & Investment Council (2006)

Ernst & Young's Entrepreneur of the Year (2004) in the Healthcare & Life Sciences
category

CEO of the Year Award by World Strategy Forum in 1999; Rotary International
(District 3140) Certificate of Appreciation and Four Way Test Award in 2001.

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India Innovator of the Year 2008 Award by CNBC TV 18

Kriyasheel global achievers award in 2010.

Chairman of the Board of Governors of Indian Institute of Technology, Indore.

Member, Board of Deans Advisors, Harvard Business School (HBS), Boston.

Dr Swati Piramal, Director Strategic Alliances and Communications is also the recipient
of several noteworthy titles and awards. Some of them are highlighted below:

Dr. Piramal has received the highest award, Chevalier de lOrdre National du Merite
(Knight of the Order of Merit) in 2006, from the French President, Mr. Jacques Chirac.

Awarded one Indias highest civilian awards, the Padma Shri in 2012 for her extensive
contribution to the scientific world.

Awarded the BMA Management Woman Achiever of the Year Award (2004-05).

Nominated one of the 25 most powerful women in India, eight times in succession, from
2003 till 2011.

Recipient of the Lakshmipat Singhania-IIM, Lucknow National Leadership Award, in

the category of Young Leader in the field of Science and Technology, for the year 2006,
from the Prime Minister of India.

Dr. Piramal has received the Chemtech Pharma Award for Outstanding Contributions in
PHARMA + biotech Industries.

Received the Rajiv Gandhi Award for Outstanding Woman Achiever by Rajiv Gandhi
Foundation, 2007.

Received distinguished Scientist Oration 2008 by Ministry of Science & Technology on

National Technology Day

Dr Swati Piramal has been the first woman to be elected as President of ASSOCHAM
2010-2011 in 87 years of the history of chambers.

The Honourable President of India conferred a distinguished award upon Dr. Swati
Piramal, President of ASSOCHAM, in recognition of her contribution towards promoting
Corporate Governance in October 2009.

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Dr. Swati Piramal received the Global Empowerment Award in UK, at the London Hilton.
May 2010.

Vellore Institute of Technology presented Dr. Piramal with the Distinguished Industrialist
Award, for her outstanding contributions to the Pharmaceutical Industry in India. August
2010.

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LIST OF PRODUCT

1. SARIDON
2. LACTO CALAMINE
3. LACTO CALAMINE SUN SHIELD
4. POLYCROL
5. IPIL
6. ICAN
7. ISURE
8. COMPLETE
9. TRIACTIVE
10. WORKS
11. TETMOSOL
12. ITCHMOSOL
13. JUNGLE MAGIC

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SARIDON

BAYER HEALTHCARE BROKE GROUND WITH THE REFORMULATION OF ITS

ANALGESIC BRAND SARIDON: THE STIMULATING EFFECTS OF CAFFEINE
AND PROPYPHENAZONE ARE ADDED TO THE TRUSTED ACTIVE INGREDIENT
IN MOST PAIN RELIEVERS, PARACETAMOL. THIS TRIPLE ACTION SOLUTION
IS SET TO RELIEVE PAIN FROM SEVERE HEADACHES AND PERSISTENT
CONDITIONS SUCH AS MENSTRUAL DISCOMFORT, POSTOPERATIVE AND
RHEUMATIC PAIN, AND FLU-ASSOCIATED FEVER AND PAIN IN AS FAST AS 15
MINUTES.
SARIDON PHOTO CREDIT: MIMS.COM

PARACETAMOL AND THE NSAID (NON-STEROIDAL ANTI-INFLAMMATORY

DRUG) PROPYPHENAZONE ARE KNOWN NON OPIOIDS, A CLASS OF
MEDICATIONS USED IN MANAGING ALL KINDS OF PAIN FOUND AT THE
BOTTOM RUNG OF THE PAIN LADDER. THE PAIN LADDER WAS DEVELOPED
BY THE WORLD HEALTH ORGANIZATION TO DETERMINE AND MANAGE
PAIN IN A STEPWISE MANNER.
SARIDON, THE HEADACHE SPECIALIST, DELIVERS QUICK AND LONGLASTING RELIEF FROM PAIN
THROUGH ITS POTENT FORMULATION.
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FROM SARIDON
WHO ORIGINALLY DEVISED THIS SYSTEM TO DESCRIBE CANCER PAIN, BUT
HAS ALLOWED IT TO EVOLVE TO ENCOMPASS ALL THAT IS MEDICALLY
NECESSARY TO ADDRESS PAINFROM THE HOUSEHOLD, OVER-THECOUNTER DRUGS TO STRONG OPIOIDS THAT NEED A PHYSICIANS
PRESCRIPTION.
SARIDON PHOTO CREDIT: WHO.INT

AVAILABLE IN DRUG STORES, BAYERS SARIDON SATISFIES THE URGENT

NEED TO MANAGE MILD TO SEVERE HEADACHES AND THE CONDITIONS
THAT HAVE BEEN MENTIONED ABOVE. THIS ALIGNS WITH THE ADVICE AND
ASSURANCE FROM WHO FOR PEOPLE WHO ARE SUFFERING HEADACHE TO
REFRAIN FROM IGNORING OR ENDURING THE CONDITION AND TO TREAT IT
RIGHT AWAY.
VISIT THEFILIPINODOCTOR.COM FOR MORE INFORMATION ON BAYER
HEALTHCARES FAST-ACTING ANALGESIC BRAND.
SARIDON TABLET CONTAINS PARACETAMOL, PROPYPHENAZONE AND
CAFFEINE. IT IS AN OVER-THE-COUNTER MEDICINE FOR THE RELIEF OF
PAIN AND FEVER.
BAYER HAS SET UP A HOTLINE 2814 5299 FOR PUBLIC ENQUIRY.AS
INVESTIGATION IS STILL ONGOING, THE DH WILL SEEK ADVICE FROM THE
DEPARTMENT OF JUSTICE ON COMPLETION OF OUR WORK ON HOW TO TAKE
THE MATTER FORWARD. WE WILL ALSO BE MONITORING THE RECALL," THE
SPOKESMAN ADDED.

CURENT MRP OF SARIDON =RS 16.5

MARGIN OF DISTRIBUTER = 10%

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RETAILER MARGIN =20%

VATS & TAX 12.5%

COMPANY GET GOOD PROFIT ON THIS PRODUCT.

LACTO CALAMINE

LACTO CALAMINE
LACTO CALAMINE IS A MORE THAN TWO DECADES OLD, EXPERT TESTED &
TRUSTED BRAND AND IS THE CHOICE OF OVER A MILLION WOMEN ACROSS INDIA
AND BEYOND. ITS UNIQUE COMBINATION OF GLYCERIN AND KAOLIN OFFERS
COMPLETE SKINSURANCE FOR THE SKIN & MAKE IT SUITABLE FOR ALL SKIN
TYPES.
LACTO CALAMINE CLASSIC LOTION WHICH IS FOR OILY TO NORMAL SKIN TYPE,
HELPS SOAK EXCESS OIL KEEPING SKIN FRESH AND HEALTHY, WITH LC ALOE
MOISTURIZER FOR DRY TO NORMAL SKIN TYPE WHICH HELPS SKIN RETAIN
MOISTURE

NATURALLY. BOTH LC CLASSIC AND ALOE MOISTURIZER ARE AVAILABLE IN

10ML, 30ML, 60ML AND 120ML PACKS.
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LACTO CALAMINE ALSO OFFERS LC DEEP CLEANSING AND MOISTURIZING FACE

WASHES, BOTH ENRICHED WITH FRUIT EXTRACTS, WHICH HELP KEEP SKIN
CLEAN, DIRT FREE AND FRESH. BOTH FACE WASHES ARE AVAILABLE IN 50ML
TUBES.
LACTO CALAMINE SIZE & MRP
LACTO CALAMINE CLASIC/OIL CONTROL 30ML :- RS 45
LACTO CALAMINE CLASIC/OIL CONTROL 60ML :- RS 70
LACTO CALAMINE CLASIC/OIL CONTROL 120ML :- RS 105
LACTO CALAMINE CLASIC FACE WASH 50ML

:- RS 48

LACTO CALAMINE ALOE/HYDRETION 30ML

:- RS 48

LACTO CALAMINE ALOE/HYDRETION 60ML

:- RS 78

LACTO CALAMINE ALOE/HYDRETION 120ML

:- RS 118

LACTO CALAMINE ALOE FACE WASH 50ML

:- RS 52

MARGINS IN LACTO
DISTRIBUTER MARGIN
LACTO CLAMINE LOTION

= 7.5%

LACTO CLAMINE FACEWASH =10%

RETAILER MARGINS
LACTO CLAMINE LOTION

= 11%

LACTO CLAMINE FACEWASH =20%

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POLYC ROL

Polycrol

A 40 years long heritage with a new avatar makes Polycrol an ideal choice in acidity. Their active
molecules works with a unique 2X

Action:
Action1: It reaches your stomach in less than 10 seconds, instantly coating it
Action2: It attacks acid from all sides, provides Xpress Relief

36 | P a g e

POLYCROL SIZE AND MRP

POLY 450ML

= RS 90

POLY 170ML

= RS 53.90

POLY 50ML

= RS 15

POLY CHEW TAB = RS 10

MARGINS ON POLY
DISTRIBUTERS = 10%

RETAILER

IPILL

37 | P a g e

= 20%

i-pill

i-pill is a single dose emergency contraceptive pill, a safe and easy way to avoid unwanted
pregnancy due to unprotected sex or contraceptive failure. To be taken orally within 12 hours and
not later than 72 hours of unprotected sex. i-pill has no long term side effects. It has been
approved by scientific and regulatory authorities as safe. One should carefully read the pack
insert when using i-pill.

MRP OF IPILL
Only one size and mrp = rs 100

MARGIN
MARGIN OF DISTRIBURERS = 10%
MARGIN OF RETAILERS
ICAN

38 | P a g e

= 20%

i-can

i-can is a one step pregnancy test kit containing 1 test device and 1 disposable dropper.
The urine sample is to be collected in a clean, dry container and dropped with the dropper on the
test device. The first urine sample of the day is preferred.
The pack insert should be thoroughly read before use. To know how to use and read test results. ican detects pregnancy in just 5 minutes.

MRP OF ICAN = RS 50

MARGINS
MARGIN OF DISTRIBUTER = 10%
MARGIN OF RETAILERS

I-SURE

39 | P a g e

= 20%

i-sure

Piramal Healthcare launches i-sure Ovulation test kit as an addition to its women's intimate range
consisting of i-pill and i-can.
i-sure Ovulation test kit detects those 2 days of the month when the chances of conception are
highest for any woman.
MRP OF ISURE = RS 499
MARGINS
MARGINS OF DISTRIBUTERS = 10%
MARGINS OF RETAILER

= 20%

SUPRA CTIVE COMPLETE

Complete

Supractive made for each segments for men and women for deferent packet
1.Supractiv Complete MEN
2.Supractiv Complete WOMEN

40 | P a g e

Supractiv Complete MEN

Supractiv Complete, designed by experts with specially selected ingredients, such as vitamins,
minerals, micro-nutrients, antioxidants, amino acids, ginseng etc., provides complete nutrition
from head to toe.

1 Tablet a day with food daily works on supporting the whole body rather than providing only a
select benefit, like energy or immunity. Prepared basis the Recommended Daily Allowance
suggested by the Indian Council of Medical Research one Supractive Complete a day provides
mental agility, immunity, heart health, stamina, vitality and muscle & bone strength.

MRP OF MEN STRIPS = RS 65

MRP OF MEN JAR

= RS 210

MARGINS
DISTRIBUTER MARGIN = 10%
RETAILER MARGINS

= 20%

Supractiv Complete WOMEN

Supractiv Complete Woman is a nutritional supplement designed to ensure that a womans body
requirements of Today and Tomorrow are well provided for.
A fully charged Today is ensured through
High Immunity with Zinc and Vitamin A
Stamina with Vitamin B-Complex
Glowing skin and shiny hair with anti-oxidants
And a beautiful Tomorrow through
Strong Bones with Vitamin D, Magnesium and Manganese and Calcium
Harmonizing Hormonal Imbalances: EPO (Evening Primrose Oil)

41 | P a g e

Fight Anemia: Folic Acid

1 Tablet a day with food daily will keep you charged today for a beautiful tomorrow. Both are
available as a strip of 8 tablets and a jar of 30 at chemists

MRP OF WOMEN STRIP = RS 60

MRP OF WOMEN JAR

= RS 210

MARGINS ARE SAME AS COMPLETE MEN

TRIACTIVE

Tri Activ
Tri Active is Indias Grade 1 Anti Bacterial Soap. Its active agent Triclosan helps fight gram
positive and gram negative bacteria that can cause problems such as skin/ throat infections,
diarrhea, typhoid and pneumonia. It keeps one active and fresh throughout the day while still
being gentle on the skin.

Availability: 35g (Rs. 10), 75g (Rs. 20), FOR SANITIZER 50ML(RS.50)

Tri-Activ hand sanitizer has been recently launched which has the USP of killing 99.9% bacteria
without the use of water.

42 | P a g e

TRIACTIVE 35g

= Rs. 10

TRIACTIVE 75g

=Rs. 20

TRIACTIVE HANDSANITIZER 50ML = RS.50

MARGINS
DISTRIBUTER MARGINS = 10%
RETAILER MARGINS

= 20%

WORKS

Workz

First Line of Defense:

India's first and only Zinc lozenge, Workz on cold and cough, contains Amla (vitamin-C) that
kills germs & Zinc for immunity.

43 | P a g e

To be taken every 4 hours, Workz forms "your first line of defense" against cold and cough. Step
into your local chemist or general store to avail of Workz at just Re. 1

44 | P a g e

MARGINS
DISTRIBUTER MARGIN = 10%
RETAILER MARGIN

= 20%

TETMOSOL

Tetmosol
Tetmosol is a medicated soap that fights higher order skin problems like Scabies, Urticaria,
Itching and rashes. It can be used every day as a bathing soap to prevent these problems from
occurring as well. Over the last several years the brand has been the trusted choice for many
across India and beyond. The brand is available across leading chemist outlets.
Composition
Monosulfiram 5% w/w
TFM: 75%
MRP OF TETMOSOL = RS 28.5
MARGINS
DISTRIBUTER MARGIN = 10%

45 | P a g e

RETAILER MARGIN

= 20%

ITCHMOSOL

Itchmosol

Itchmosol is a specially formulated cream which contains an active Anti-Bacterial and AntiFungal agent to treat a wider spectrum of infections. It also contains Clobetasol which helps
relieve inflammation and itch. Itchmosol Cool gives fast relief and is effective in Jock Itch and
infection between toes and fingers.

Directions to use:
Apply the cream on the affected area once or twice daily.
Other Information:
For external use only
To be kept in a cool dry place.

MRP OF ITCHMOSOL

46 | P a g e

ITCHMOSOL CREAM 4G

= RS.10

ITCHMOSOL CREAM 15G

= RS.40

ITCHMOSOL COOL 25G

= RS.45

MARGINS
DISTRIBUTER MARGIN = 20%
RETAILER MARGIN

= 10%

JUNGLE MAGIC

Jungle Magic
Piramal Healthcare known for its expertise in creating and building sustainable brands has
conceptualized the Jungle Magic range by using natural fruity fragrances that will appeal and
attract children.
"Jungle Magic aims to act as a vitalizing perfume for children since it contains traces of
essential oils known to help increase concentration and alertness and helps refresh the young
mind. The products are dermatologic ally child-tested to be nonirritant and are presented in a
unique animal shaped bottle in order to connect with the target audience.
47 | P a g e

Jungle Magic range is available in green apple, strawberry, chocolate and orange fragrances,
targeted at children of the age group of 5 - 10 years, the perfume range is available in three
variants denoting the three unique characters Crawly (Caterpillar), Doggy (Dog) and Penggy
(Penguin)

MRP OF JUNGLE FOR ALL FLAVOUR = RS.250

MARGINS
DISTRIBUTER MARGIN = 10%
RETAILER MARGINS

48 | P a g e

= 20%

During making strategies company should also concentrate on Various Important Points -

1. Company should to know how to develop a results-driven marketing plan.

2.

Proven methods for performing low-cost market research that generates repeat business.

3. How to create a profit-producing marketing budget.

4.

Planning of their advertising budget.

5. Launching a retail-advertising program.

6. Choosing advertising media and determining which will produce the most cost-effective
results.

7. Create advertising that builds product awareness among the peoples.

8.

Time to time evaluating advertising results.

9.

Locating and acquiring new customers.

10. How to expand their market.

49 | P a g e

11. Developed and quantify sales goals and sales projections.

12. How to get valuable free publicity with press releases.

13. Using signage as an effective marketing tool, selling on consignment, selling through
mail order, selling through independent sales agents.

14. Company should to know how to set their optimal, competitive prices. Because price
setting is very important factor.

50 | P a g e

51 | P a g e

CHENNEL OF DISTRIBUTION BY FIELD FORCE

1.
2.
3.
4.
5.
6.

NSM (NATIONAL SALES MANAGER)

ZSM (ZONAL SALES MANAGER)
ASM (AREA SALES MANAGER)
SO
(SALES OFFECIER)
TSO (TERRITORY SALES OFFECIER)
DISTRIBUTER SALE MEN & SUPPLY MEN

52 | P a g e

NSM
NATIONAL SALE MANAGER
HE IS THE PERSON WHO HAS AUTHORITY TO DRIVE SCEAME IN THE
MARKET, DIVIDE THE TARGETS ACCORDING THE ZONE.
HE HAS ONLY GIVES THE TARGETS.HE HAS RESEARCH ABOUT THE PRODUCT,

53 | P a g e

ZBM
ZONAL BUSINESS MANAGER
He is the part of opration for sale execute the sale make the strategies for market to distribute the
product and operates all the Acquire quality business customers to contribute towards the
Organizations acquisition targets for Gross Adds
Product sale focus all brands
Acquisitions from competition and new entrants in the
Market. Responsible for generating revenue by cross and up selling products and services directly
to the existing
Whilst developing strong relationships to ensure sensitivity to the customers needs and that all
Piramal healthcare commands the
Largest share of wallet.
Zonal Sales Team Leader
Expected End Results
(List the expected end results that
Achieved in order to fulfill the job purpose)
Supporting Activities ( The Key activities undertaken to achieve the desired
End results

54 | P a g e

ABM
AREA BUSINESS MANAGER
The Area Manager is solutions-oriented position that uses consultative sales techniques,
training and tools to
Provide the Area Manager with every opportunity for success.
He has to motivate his team to achieve their targets with systematically.
He has taken reports by their SOS and done targets day by day.
He is Responsible for New Business Development via prospecting, qualifying, selling and
closing
He is Manage client relationship through all phases of the sales cycle
He Provide a consultative solutions sales process to prospects
He conducts one-on-one and group sales presentations
He Provide account management to an existing territory
He is Responsible for tracking customer information, forecasts and reports
He Develop and maintain prospect and customer list based on strategic marketing data and
other

He has sources for sales leads in our system

ASM REPORT TO THE ZBM BY DAY END AND MONTH END

55 | P a g e

SO
SALES OFFICER
He is manage for sale and handle his TSOS, Distributers and also manage his market he decide
that how targets divided according his TSOS. Targets divided according TSOS markets
done targets by day by day by which no problem create in the end of the month.
He is leader of his territory.
He is sale his product in the markets book product.
Working style
Joint working with their TSOS push and pull his sale and achieve his targets
To learn his TSOS how increase his sales
Solve their problem
Manage all thinks about sales
HE IS THE LEADER OF HIS TERITORRY AND LEAD HIS TERITORRRY
SO REPORT TO THE ASM BY DAY END OR MONTH END
TSO
TERRITORRY SALES OFFICER
He is book the product in markets do merchandising in market build relation with retailer for sale
product.
Go market according his beat every day every TSOS has covered six beats for a weak, they has
done six different days for different beats.
He covered his beat weakly wise.
Like
56 | P a g e

Mon

: Chandni chowk

Tuesday

: Regerpura

Wed

: Sitaram bazar

Thru

: Jama majid

Fri

: Dariyaganj

Sat

: Multani danda

By doing that he has do same market 4 or 5time in a month TSOS give the order to the
Distributer which he book in the market
He is the FRONT LINE of the company
HE IS REPORT TO THE SO BY DAY END DAILLY BASSES

57 | P a g e

DISTRIBUTER
TSOS give order to the distributer and distributer distribute the order in the market and collect
the money, he has also gives the 7 days credit in the markets he has giving better service to the
market
He has work for company and getting profit by invest his investment.
Company has also give credit to the distributer.
Distributer giving his order to company according his product stock and SALES OFFICER.

Key numbers and distributers networks

58 | P a g e

59 | P a g e

BRANDWISE GROWTH OF COMPANY LAST 3YEARS

Saridon

Brand : Saridon

Units - In Strips Primary

Year

May

April

June

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

2010-11

122569

116850

92697

299177

324863

373996

223827

479520

309182

268928

251180

428490

3291279

2011-12

357720

237720

160335

159360

303840

341957

178820

306060

296060

212400

192900

151050

2898222

2012-13

306125

281320

295200

187600

281600

1351845

Total

786414

635890

548232

646137

910303

715953

402647

785580

605242

481328

444080

579540

7541346

LACTOCALAMINE

Brand : Lacto Classic

Brand : Lacto 10ML
Year
2010-11

April
1269

60 | P a g e

May
-248

June
234

July
1348

August
-160

Sept
200

Oct
749

Nov
89

Dec
-118

Jan
779

Feb
-40

March
588

Total
4690

2011-12

473

875

788

480

-120

-193

-99

-83

240

2361

2012-13

66

-400

-160

-59

-553

1335

-175

949

2136

261

80

556

89

-217

696

200

588

6498

Total

Brand : Lacto 30
ML
Year

April

May

June

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

2010-11

22838

8667

6830

9018

11480

9136

10500

13210

9072

28585

15353

25776

170465

2011-12

41066

10873

30848

23041

13736

14731

7770

17440

10116

15702

16157

10082

211562

2012-13

33010

25188

14520

13520

9377

95615

Total

96914

44728

52198

45579

34593

23867

18270

30650

19188

44287

31510

35858

477642

Brand : Lacto 60
ML
Year

April

May

June

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

2010-11

23038

12589

10099

9775

14445

11537

13756

11801

20200

25515

18491

15941

187187

2011-12

13485

22084

19520

14046

5460

8363

16626

20550

10067

20475

16570

14226

181472

2012-13

32232

33304

18895

2785

23472

110688

Total

68755

67977

48514

26606

43377

19900

30382

32351

30267

45990

35061

30167

479347

Brand : Lacto 120

ML
Year

April

May

June

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

2010-11

18384

7096

5664

6422

7456

9727

6553

6072

1074

17674

10386

10176

106684

2011-12

12608

11859

9840

10612

6199

4439

19760

16909

5994

15782

15860

13807

143669

2012-13

27143

17466

12999

12560

8861

79029

Total

58135

36421

28503

29594

22516

14166

26313

22981

7068

33456

26246

23983

329382

Brand : Lacto Aloe

Brand : Lacto 10ML
Year

April

May

June

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

2010-11

-2363

-9579

140

720

-360

480

-1763

389

-32

-150

-860

31

-13347

2011-12

85

443

382

-806

240

-733

-200

-241

-40

-870

2012-13

-216

-180

-40

-175

-611

Total

-2494

-9316

482

-86

-295

480

-2496

389

-232

-391

-900

31

-14828

Brand : Lacto 30
ML
Year

April

61 | P a g e

May

June

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

2010-11

6250

7070

10949

3485

2560

4130

2403

8010

6778

17368

2580

22040

93622.9

2011-12

12683

10035

20896

14520

9446

11587

3366

15383

1358

8968

6931

6615

121788

2012-13

10462

18321

8715

7383

5310

50191

Total

29395

35426

40559.9

25388

17316

15717

5769

23393

8136

26336

9511

28655

265602

May

June

Brand : Lacto 60 ML
Year

April

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

2010-11

10620

7469

13842

4295

1981

5457

4773

15060

7056

10805

10279

8066

99703

2011-12

3700

8640

11160

8782

4122

4537

16665

10381

6348

10834

6066

4068

95303

2012-13

15714

9552

14553

9930

7959

57708

Total

30034

25661

39555

23007

14062

9994

21438

25441

13404

21639

16345

12134

252714

Brand : Lacto 120 ML

Year

April

May

June

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

2010-11

5738

4906

7993

3360

504

2067

9381

5340

1907

6725

5847

3026

56794

2011-12

6062

5750

6130

6100

3076

3125

8555

10356

4875

10187

5224

3628

73068

2012-13

8301

6767

3328

5320

5273

28989

Total

20101

17423

17451

14780

8853

5192

17936

15696

6782

16912

11071

6654

158851

62 | P a g e

LACTOCLAIMINE

LACTO CALAMINE SUN SHIELD

Brand : LC Sun Shield (Dry to Normal Skin)
Year
2010-11

April
0

May
0

June
0

July
0

August
0

Sept
0

Oct
0

Nov
0

Dec
0

Jan
0

Feb
0

March
0

Total
0

2011-12

2012-13

9132

9132

Total

9132

9132

Sept
0

Oct
0

Nov
0

Dec
0

Feb
0

Brand : LC Sun Shield (Oily to Normal Skin)

Year
2010-11

April
0

May
0

June
0

July
0

August
0

Jan

March
0

Total
0

2011-12

2012-13

9204

9204

Total

9204

9204

63 | P a g e

POLYCROL

Brand : Polycol 170 ML

Year

April

May

June

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

2010-11

10920

21804

1387

26840

2087

2320

10185

1360

2200

6595

985

993

87676

2011-12

5000

2800

2000

2466

3000

2001

1914

5886

4240

2357

2953

3127

37744

2012-13

5684

4375

4654

4289

3172

22174

Total

21604

28979

8041

33595

8259

4321

12099

7246

6440

8952

3938

4120

147594

Brand : Polycrol 450ML

Year

April

May

June

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

2010-11

40

60

60

80

20

20

20

20

320

2011-12

-12

40

40

20

88

2012-13

-19

-19

Total

28

41

60

80

60

20

40

40

20

389

April

May

June

July

2010-11

1000

6100

1470

-50

21970

7290

3135

40915

2011-12

12169

6388

2600

1478

2900

1851

2562

9398

4786

1297

17800

657

63886

2012-13

319

4484

-260

270

-1485

3328

12488

10872

2340

1748

1415

2851

8662

10868

4736

23267

25090

3792

108129

Brand : Polycrol 50+20% ML

Year

Total

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

Brand : Polycrol 100 ML

Year

April

64 | P a g e

May

June

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

2010-11

2400

5955

610

100

2000

750

700

12515

2011-12

1610

600

400

-163

150

25

720

226

-80

200

-47

3641

2012-13

-320

125

-169

-18

-95

-477

Total

1290

725

231

-181

55

2400

5980

1330

326

1920

950

653

15679

Brand : Polycrol Tablets

Year

April

May

June

July

2010-11

10530

3550

750

3400

2205

555

20990

2011-12

1848

960

1300

1892

1000

845

300

1290

600

-984

12130

1500

22681

2012-13

148

950

-216

250

100

1232

Total

1996

1910

1084

2142

1100

845

10830

4840

1350

2416

14335

2055

44903

IPILL

65 | P a g e

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

April

May

June

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

58240

32815

42343

43170

37905

51880

44590

53630

48480

61700

114920

24120

613793

61260

44078

38780

63660

62890

54686

4784

41900

48772

41295

33740

41940

537785

57278

54318

51855

46660

50645

260756

176778

131211

132978

153490

151440

106566

49374

95530

97252

102995

148660

66060

1412334

Brand :

TETMOSOL

April

May

June

66 | P a g e

July

August

Sept

Oct

Nov

Dec

Jan

Feb

March

Total

9841

6144

90655

64896

10920

21552

105040

5760

4416

90048

3264

48576

461112

98532

18326

22679

78370

21455

46423

43821

24344

69549

54262

6840

42702

527303

68895

43764

31536

102480

20544

267219

177268.06

68234

144870

245746

52919

67975

148861

30104

73965

144310

10104

91278

1255634

67 | P a g e

68 | P a g e

PROJECT PLAN

Project plan is very necessary in order to complete the project in due course of time to
minimize the chance of delay that is why, researcher plan the basis of PERT (i.e. Program,
Evaluation, and Review Technique).
Through project plan researcher could complete the project in a specified to the project
that is since 1-06-2012 to 14-08-2012.

MARKET SURVEY
Survey is the part of the researchers survey. Also this is the primary technique of the data
collection. Survey is classified into different types. The important classification of the survey
as follows:

The general survey design.

The data collection method.

The technology for data acquisition.

Perhaps the most important division, however, is that between longitudinal survey and
cross-sectional survey.
In longitudinal surveys, data are collected more than ones from the same sampling
units, at more or less regular intervals, whereas in cross-sectional surveys, data are collected
only once.

69 | P a g e

In longitudinal surveys data may be collected the same way each time, or the data
collection method may vary. A panel survey is a special type of longitudinal survey.
Statistical Finlands best known personal panel survey is the labor force survey.
While the best-known business panel survey is the Consumer Price Index Survey.
It is important to make a distinction between the mode of administration of data
collections and the technology applied in data acquisition. In the administration modes one
distinguishes whether interviewers are used (interviewer administration) or whether
respondents are to answer by themselves (self-administration).
In the interviewer-administration mode interviewers readout the questions and mark
down the responses interviews may be conducted either by telephone or face to face.
Researchers survey conducted through face to face interaction with the shopkeeper and
with the distributors.

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CLASSIFICATION OF SURVEY METHODS

Survey Method

Telephone

Personal

home

Mail

Electroni

Home

c Home

E-mail
In
Home

Home

Mail

Computer

Interce
pt

Assisted
Personal
Interviewin

Traditiona
l

Computer
Assisted

Telephone

Telephone
Interviewing

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Mail

Mail

Intervie
w

Panel

INTERN
ETT

Sampling Plan
For marketing research, it is must to have a good and most effective sampling plan. It is very
important through which researcher could get a relevant result near to the reality. In the sampling
plan researcher have to cover the whole area which is given by the PIARAMAL HEALTHCARE
LTD, DELHI.
The sample is selected by applying some technique. The sample should ad equality
represent the universe or population. The selection of sample is called sample technique. The
survey is so conducted is called sample survey.
Selection of units (i.e. people, organization etc.) from a given target population is called as
sampling. Sampling and its study simply help the researcher to generalize the results of
consumer researcher done on a specific sample, to the whole population from which it is
selected.
In other words, a sample is a small and finite part of a statistical population, the properties
of which are analyzed studied to understand the whole population. When applied to people,
sampling can be defined as a set of respondents taken from large population for the purpose of a
survey.
A population is a group of individuals, persons, objects or items, from which are taken from
the measurement for example a population of president or professors, books or students.
Sampling enables the researcher to answer the two important questions:1. What they want to generalize to?
2. Whom they should consider as population for conducting survey?
When we sample, the units that we sample that are usually people suppliers with one or
more responses. In this sense a specific measurement value that a sampling unit supplies.
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When we analyze the responses for the entire sample that we use statistics. There is a wide
variety of statistical tools and techniques that can be used like mean, median and mode etc.

Types of sample
There are various kind of sample:1. Non random sample

The convenience sample

Judgment sample

Quota sample

Panel sample

2. Random sample

Simple random sampling

Systematic random sampling

Stratified random sampling

Cluster sampling

Multistage sampling

Purposeful sampling

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METHODS OF SAMPLING

PROBABILISTIC
SAMPLING

RANDOM
SAMPLING

NON PROBABILISTIC
SAMPLING

JUDGEMEN
T
SAMPLING

QUOTA
SAMPLING

PANEL
SAMPLING

CONVENIENC
E SAMPLING

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Procedure of Data collection

The data for the study is collected from primary sources. Researcher had collected information
strategies to retailers opinion and prepare a semi structured questionnaire with adequate care and
precautions. In this:-

Allotted beatsChandni chowk

Rajenderplace
Karolbhag
Dariyagang

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Data collection technique

Questionnaire
It is a list of questions properly selected and arranged pertaining to the investigation.
Thus the researcher prepares a questionnaire having the question regarding the project and
could get a good response from the respondents with adequate care.
Questionnaire saves the time both researcher and peoples who questions being asked.
Because it is the list of questions to gathering important information. Questionnaire is very
simple to gathering the information regarding through same people. ( In the case of this survey,
the same questions asked for different shopkeeper by the researcher) hence this questionnaire
saved the time of both the shopkeeper and the researcher.

Sales promotion technique

Sales promotion, a key ingredient, in marketing campaigns, consists of a diverse collection of
incentive tools, mostly short term, designed to stimulate quicker or greater purchase of particular
products or services by consumers or the trade.
Whereas advertising affaires a reason to buy, sales promotion offers an incentive to buy.
Sales promotion includes tools for consumer promotion (sample, coupons, cash refund
offers, prices off, premiums, prizes, patronage rewards, free trials, warranties, tie in promotions,
point of purchase displays, cross promotions, and demonstrations) trade promotion (prices off,
advertising and display allowances, and free goods) and business and sale force promotion (trade
shows and conventions, contests for sales reps, and specialty advetising).
These tools are used by most organizations, including non-profit organization. Churches, for
example, often sponsor bingo games, theater parties, testimonial dinners and raffles.
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A decade ago, the advertising to sales promotion ratio was about 60 : 40. Today in many
consumers packaged goods companies sales promotion accounts for 65 to 75 percent of the
combined budget. Sales promotion expenditures have been increasing as a percentage of budgets.
Sales promotion expenditures have been increased as a percentage of budget expenditure
annually for the last two decades. Several factors contribute to this rapid growth, particularly in
consumer markets.
Promotion is now more accepted by top management as an effective sales tool, more product
managers are qualified to use sales promotion tools, and product manager are under greater
pressure to increase current sales.
In addition, the number of brands has increased, competitors use promotion frequently,
many brands are seen as similar, consumers are more price oriented, the trade has demanded
more deals from manufactures, and advertising efficiency has declined because of rising costs,
media clutter and legal restraints.
Manufactures have to find ways to rise above the clutter for intense, by offering larger
coupon redemption values or using more dramatic point of purchase.

Purpose of sales promotion

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Sales promotion tools vary in their specific objectives. A free sample stimulates consumer trial,
whereas a free management advisory service aims at cementing a long-term relationship with a
retailer.
Sellers use incentive type promotions to attract new tries, to rewards loyal customers, and to
increase the repurchase rates of occasions users.
Sales promotion often attracts brand switchers, who are primarily looking for low price,
good value, or premiums. Sales promotions are unlikely to turn them into loyal users.
Sales promotions used in markets of high brand similarly produce a high sales response in
the short but little permanent gain in market share. In markets of high brand dissimilarity, sales
promotions can alter market share permanently.
Sales promotions enable manufacturers to adjust to short term variations in supply and
demand. They enable manufactures to test how high a list price can charge, because can always
discount it. They include consumers to try new products instead of never straying from current
once. They help the manufacturer adapt programs to different consumer segments. Consumers
themselves enjoy some satisfaction from being smart shopkeepers when they take advantages of
price specials.
Today, many marketing managers first estimate what they need to spend in trade promotion,
then what they need to spend in consumer promotion. Whatever is left they will budget for
advertisement.
The question of whether or not sales promotion weakens brand loyalty is subject to different
interpretations. Sales promotion, with its incessant prices off, coupons, deals, and premiums,
may devalue the product offering in buyers mind.
Some important findings about the sales promotion: 78 | P a g e

Sales promotion yield faster and more measurable response in sales than advertising does.

Sales promotions do not tend to yield new, long term buyers in mature market because they
attract mainly deal prone consumers who switch among brands as deals becomes available.

Loyal brand buyers tend not to changes their buying patterns as a result of competitive
promotion.

Advertising appears to be capable of depending brand loyalty.

Major decisions in sales promotion

In using sales promotion, a company must establish its objectives, select the tools, develop the
program, implement and control it, and evaluate the results.

Establishing objectives
Sales promotion objectives are derived from broader promotion objectives, which are derived
from more basic marketing objectives developed for the product.
For consumers, objectives include encouraging purchase of larger sized units, building trial
among nonusers, and attracting switchers away from competitors brand.
For retailers, objectives include persuading retailers to carry new items and higher levels of
inventory, encouraging off season buying, encouraging stocking of related items, offsetting
competitive promotions, building brand loyalty, and gaining entry into new retail outlets.

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Selecting consumer promotion tools

The promotion planner should take into account the type of market, sales promotion objectives,
competitive conditions and each tools cost effectiveness.
The main consumer promotion tools are as follows:

Sample

Coupons

Cash refund offers

Price packs

Premiums(gifts)

Frequency programs
Prizes(contests, sweepstakes, games)

Patronage awards

Free trials

Product warranties

Tie in promotions

Cross promotions

Point of purchases (POP) displays and demonstrations.

Selecting sales promotion tools.

Manufacturers use a number of trade promotion tools such asPrice off (off invoice or off list )
Allowance
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Free goods.
The companys sales force and its brand managers are often at odds over trade promotion.
The sales force says that the local retailers will not deep the companys products on the shelf
unless they receive more trade promotion money whereas the brand managers want to spend the
limited funds on consumer promotion and advertising.

Selecting business and sales force promotion tools.

Companies spend billions of dollars on business and sales force promotion tools such as

Trade shows and conventions

Sales contests

Specialty advertising
These tools are used together business leads impress and reward customers and

motivate the sales force to greater efforts, companies typically develop budgets for each business
promotion tool that remain fairly constant from year to year.

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Developing the program

In planning sales promotion programs, marketers are increasingly blending several media into a
total compaign concept.
In deciding to use a particular incentive, marketers have several factors to consider. First,
they must have determined the size of the incentive. A certain minimum is necessary if the
promotion is to succeed.
Second, the marketing manager must establish conditions for participation. Incentives
might be offered to everyone or to select groups.
Third, the marketer has to decide on the duration of promotion.
Fourth, the marketer must choose a distribution vehicle for developing the promotion tools.
Fifth, the marketing manager must establish the timing of promotion.
Finally, the marketer must determine the total sales promotion budget. The cost of a
particular promotion consists of the administrative cost (printing, mailing, and promoting the
deal) and the incentive cost (cost of premium or cent off, including redemption costs), multiplied
by the expected number of units that will be sold on the deal.

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Company policy on marketing

The company policy on marketing channel is crystal clear, i.e. having agent whole seller, retailer
and the final customer there by maintaining contacts with the consumer and closer control over
the condition of the product sale.

Manufactur
e

Agent
Whole
Retailers
Consumers

The channel is a well-designed and skillfully executed plan for selling through the agent whole
seller with a good market potential (as indicate in the frequency of supply).
Factor influencing purchase decision
The basic thinking of a Biscuit Industry outlet near the commercial intense market competition
has forced the marketing people to think of new and innovative ways to influence the purchase
power of consumer.
The various influencing powers in terms of assets are: Local advertisement: Press ads, hoarding, sponsored shows, gift items.
Locality of shop :Markets or at any other good location.

Retailers push (brand insistence) :-

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Some retailers try to push the sale of a particular brand because of the incentive schemes offered
to him by the company. Thus,The customers to have that particular brand which they are selling.

Brand name:The consumers awareness has increased brand loyalty among the people, but a significant
difference is noted in various age groups and the income groups.
Product personally
This is the most essential part of the sales promotional activities. The physical appearance of the
product makes sit unique among the others. The packing of the Biscuit (which should be
attractive and change time to time), logo of the company etc.
Gift:The various schemes and gifts coupons offered by the company to the consumers inclines and
motivate them to consume the product.

Statistical treatment
Tabulation and data presentation
Data collection leads to tables for data presentation.

Data may be primary or secondary, quantitative or qualitative.

Quantitative data can measured or counted.

Variable may be dichotomous e.g. not measured but a grade.

Tabulation rules

The table should be given a clear title.

All columns should be clearly labeled.

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Where appropriate there should be clear subtitles.

A total column may be presented usually the right hand one.

A total figure at the bottom of each column is usually advisable.

Do not pack the table with too much data.

Trends in data
Measure change across the time scale e. g. percentage change increase in votes, costs, sales
profits.

Comparisons may be improved by the further use of ratios, advantages etc.

A summary table may be required to present a specific issue.

Advantages of tabulation.

Required figure may be located more easily.

Comparisons are made more easily.

Patterns may be revealed.

Easier for further computation.

Avoid double counting ambiguous headings, as too many variables in each direction.

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Statistical analysis
A judicious use of statistics in project report often considered a virtue for it contributes a great
deal towards the clarification and simplification of the material and the research results.
It provides simple tools for analyze the report. Ststistical analysis is the just like a back
bone in the research report. One may well remember that a good picture is often worth more than
a thousand words.
Statistics are usually presented in the form of tables, charts, bars and line graph and
pictograms. Such presentation should be self explanatory and complete in itself. It will suitable
an appropriate looking to the problem in hand.
In the market survey, this technique use very effectively. It saves the time and its bars and
line graphs, charts, table etc., clearly defines the answer of that question, which the researcher
wants. It helps in less paper working because one chart or bar grams covers the answers of a lot
of questions. The information which is given by with the help of tables, charts and bar grams will
point to point in a very attractive manner.
Statistical analysis also helps the researcher in given the information very quickly and a
very impressive manner. The information, which is given in the form of bar grams and table
from, will be neat and attractive.
Statistical analysis presents the logical analysis of the subject matter. Statistical analysis
reflects a structure where in the different pieces of analysis relating to the researcher problem fit
well.
Statistical analysis shows originality and it necessarily be an attempt to solve some
intellectual problem. It contributes to the solution of a problem and must add to the store of
knowledge.
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87 | P a g e

MAIN FINDINGS
The main findings of the researchers survey are:

No proper advertisements are made according to Indian culture.

Limited impression upon the consumer.

Lack of initiative from the company side from the market.

Increasing competition.

In-adequacy of post material.

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LIMITATIONS
Considering the fact that nothing is perfect in this world, every individual is bound to make
mistake at some point or other, richer is not exception for this: No information is collected through the shopkeeper.
No advertisement seen on the more TV and in the Newspapers or not in the form of
Hoarding, Banners etc.
Lack of good and attractive schemes for both distributors and shopkeepers and also for
consumers.
Company does not appoint celebrity for their products publicity.

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RECOMMENDATIONS
FROM SHOPKEEPERSIDE
1.

Company should adapted good advertisement polices and strategies.

2.

Company should concentrate on the quality of product.

3.

Company should make advertisement related to consumer felling and culture.

4.

Company should make attractive packing and change the old packing time to time.

5.

Company should hire a specific celebrity for a specific advertisement, which made of a
specific market.

6.

Company should appoint a experience staff for marketing of their products.

7.

Company should make a proper channel of communication between the management of

company and distributors or shopkeepers.

8.

Company should have a good and effective local network.

9.

Company should provide good schemes to distributors and shopkeeper and also consumers.

10. Company should arrange regular supply of the products in the market when it is demanded
by the distributors or consumers.

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91 | P a g e

SWOT ANALYSIS
STRENGTH

Team work

Willingness for hard working.

Try to overcome to their drawback.

Effective sales promotion techniques.

Giving the right commission to sales man for target achieving.

WEAKNESS

No proper advertisements are made by the company.

Distributors are not familiar with the market.

Less availability of dealers, boards etc.

Distributors are not familiar with shopkeepers.

OPPORTUNITIES

The sales may be increased if advertisements are made according to the Indian culture.
Company should get rid of the simple celebrities and should try to associate directly to
consumers.

Targeting the upper middle class for home take segments.

Retailers motivation.

Demand is not bad.

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Shopkeepers want to sale the product of the company.

THREATS

Inadequate reaches especially in some region.

Indifference among distributorship and fat dealers.

Different effective promotion schemes of competitors

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CONCLUSION
As we know that PIARAMAL HEALTHCARE LTD Food Industries Pvt. Ltd. is well established
company in OTC (Fast Moving Consumer Goods) market, but due to lack in the field of
advertisement, according to the survey of Revital, Preganews, Detol advertisement are more like
by the customer then the PIARAMAL HEALTHCARE LTD advertisement.
Company getting its more image and getting great name because company now make
more advertisement according to the customer demand.
The advertisement are familiar and easily under stable to the customer by help of open
ended question the customer committed that company has invested use amount for the
advertisement and quality.
Thus the preachers entire conclusion is that PIARAMAL HEALTHCARE LTD. Has
proved its supremacy in the market. Customers are more happy with the quality of products.
The miner drawback is that although PIARAMAL HEALTHCARE LTD spent on
advertisement of products but not to a level at which it should. Thus organization will have to
strive more piece of budget for this asset of marketing.

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ANNEXURES
Place : .
Retailing Counter : ...
Owners name : .
Address : ...
1.

Which brand of company you are selling?

Rambaxy

Mankind

Cadila

Hindustan

ITC
2.

Other

Are you selling PIARAMAL HEALTHCARE LTD product?

Yes

3.

No

If no, why?

4.

Which variety of PIARAMAL HEALTHCARE LTD product you keep in your shop?
Variety

5.

..

..

..

Customer category
High

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Medium

Low

Mix

6.

Customer demand PIARAMAL HEALTHCARE LTD product or shopkeeper sale it for its
own profit?
Customer

7.

What type of demand is here of PIARAMAL HEALTHCARE LTD product?

High

8.

Shopkeeper

Medium

Low

No demand

Any particular variety of PIARAMAL HEALTHCARE LTD product specially demanded by

customer?

9.

..

..

Steps to increase sale

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