A STUDY ON

Effectiveness of distribution channel (wholesaler to retailer to customer) of Intas Pharmaceuticals Pvt. Ltd.
(Conducted on behalf of Krishna Medical Agencies) (From 5th January, 2009 to 5th March, 2009) A Project Report submitted in partial fulfillment of the requirements For the award of the degree of

BACHELOR OF BUSINESS ADMINISTRATION TO VEER NARMAD SOUTH GUJARAT UNIVERSITY, SURAT Submitted by:
SAVALIYA PRADIP P. T.Y.B.B.A (SEM-VI) ROLL NO: 100

Under the guidance of

Ms.SWATI DUDHATRA

Submitted to
THE INCHARGE PRINCIPAL PROF.V.B.SHAH INSTITUTE OF MANAGEMENT& R.V.PATEL COLLEGE OF COMMERCE (ENG. MED.), V.L.SHAH COLLEGE OF COMMERCE (GUJ. MED.), R.K.SHAH WOMENS ARTS COLLEGE. AMROLI (SURAT)

MARCH 2009

-: ACKNOWLEDGEMENT :I am very much delighted to present the project work entitledEFFECTIVENESS OF DISTRIBUTION CHANNEL (wholesaler to retailer to customer) OF INTAS PHARMACEUTICALS PVT. LTD. I thanks to I/c Principal Ms. Shehnaz. R. Sheikh of Prof.V.B.Shah Institute of Management & R.V. Patel College of Commerce, V.L.Shah College of commerce, and R.K.Shah womens art college for giving me an opportunity for project works at Krishna medical agencies. I also thankful my project guide who guide me in entire project work Ms.Swati Dudhatra. With great pleasure I express my deep sense of gratitude to Mr. Ramesh Nakarani (Owner of Krishna medical agencies) for his Coordination and help in accomplishing my project at this moment. I am also very much thankful to all those who support me during the deed of the project. I am also thankful to my friends who supported me during The project work. Above all I express my heartful thanks to GOD Almighty, Without his grace nothing would have been possible.

SAVALIYA PRADIP PRAVINBHAI

T.Y.B. B.A (SEM-6) ROLL -NO-100

-:PREFACE:I undertake writing this report of the specialization report because we all are of the few students who are presently undertaking education in the spare of bachelor of business administration which covers total business activities.

As a student of management, I must be encouraged by the growth and rapid development taken place in the FMCG sector. In India, management is growing body. Keeping in mind the ever development field of management and great demand for marketing in our country, the university has arranged specialized programs in many fields of management. Thus this is our moral and obligatory duty to take this part of our studies with great enthusiasm and seriousness and give it a due importance.

The report gives information about Effectiveness of distribution channel (wholesaler to retailer to customer) of Intas Pharmaceuticals Pvt. Ltd. The report contains graphical representing & interpretations with each graph and charts. For the preparation of this report I have used cluster method for our survey. This training proved to be an experience which is required to become a true student of business administration.

I hope this report will help both the evaluator as well as readers.

SAVALIYA PRADIP P.

DECLARATION

I, Savaliya Pradip Pravinbhai, here by declare that the project report entitled Effectiveness of distribution channel (wholesaler to retailer to customer) of Intas Pharmaceuticals Pvt. Ltd. Under the guidance of Ms.SWATI DUDHATRA submitted in partial fulfillment of the requirements for the award of the degree of Bachelor of Business Administration to Veer Narmad South Gujarat University, Surat is my original work- research study carried out during 5th January, 2009 to 5th March, 2009 and not submitted for the award of any other degree/diploma/fellowship or other similar titles or prizes to any other institution/organization or university by any other person.

Place: AMROLI Signature Date: (Savaliya Pradip Pravinbhai) (T.Y.B.B.A-VI) (RO LL NO-100)

PROF.V.B.SHAH INSTITUTE OF MANAGEMNET & R.V.PATEL COLLEGE OF COMMERCE (ENG. MED.) V.L.SHAH COLLEGE OF COMMERCE ( GUJ. MED.) R.K.SHAH WOMENS ARTS COLLEGE,AMROLI

CERTIFICATE OF THE FACULTY GUIDE

This is certifying that the project report entitled A STUDY ON THE EFFECTIVENESS OF DISTRIBUTION CHANNEL (wholesaler to retailer to customer) OF INTAS PHARMACEUTICALS PVT. LTD. SURAT (Conducted on behalf of Krishna Medical Agencies, Surat) submitted in partial fulfillment of the requirement for the award of the degree of BACHELOR OF BUSINESS ADMINISTRATION to VEER NARMAD SOUTH GUJARAT UNIVERSITY, SURAT is record of bonafide research work carried

out by SAVALIYA PRADIP PRAVINBHAI under my supervision and guidance.

(Ms.Swati Dudhatra) (Ms. Shehnaz R. Sheikh) Lecture in Management I/c Principal

-: Contents :-

No. 1. 2. 3. 4. 5. 6. 7. 8. 9.

Chapter Introduction of Industry and Company Theoretical Background Problem Identification Research Methodology Data Analysis Testing of Hypothesis Findings Suggestions Appendix

Sign.

Chapter:-1
Introduction of Pharmaceuticals Industry

The modern era of the pharmaceutical industryof isolation and purification of compounds, chemical synthesis, and computer-aided drug designis considered to have begun in the 19th century, thousands of years after intuition and trial and error led humans to believe that plants, animals, and minerals contained medicinal properties. The unification of research in the 20th century in fields such as chemistry and physiology increased the understanding of basic drug-discovery processes. Identifying new drug targets, attaining regulatory approval from government agencies, and refining techniques in drug discovery and development are among the challenges that face the pharmaceutical industry today. The continual evolution and advancement of the pharmaceutical industry is fundamental in the control and elimination of disease around the world. The oldest records of medicinal preparations made from plants, animals, or minerals are those of the early Chinese, Hindu, and Mediterranean civilizations. Pharmaceutical science improved markedly in the 16th and 17th centuries. In 1546 the first pharmacopoeia, or collected list of drugs and medicinal chemicals with directions for making pharmaceutical preparations, appeared in Nurnberg, Ger. Previous to this time, medical preparations had varied in concentration and even in constituent. The next great advance in the development of drugs for treatment of infections came in the 1930s, when it was shown that certain azo dyes, which contained sulfonamide groups, were effective in treating streptococcal infections in mice. One of the dyes, known as Prontosil, was later found to be metabolized in the patient to sulfanilamide, which was the active antibacterial molecule. In 1933 Prontosil was given to the first patient, an infant with a systemic staphylococcal infection. The infant underwent a dramatic cure. In subsequent years many derivatives of sulfonamides, or sulfa drugs, were synthesized and tested for antibacterial and other activities.

Welcome to Indian Pharmaceutical Association

Indian Pharmaceuticals Association (IPA) is the premier professional association of pharmacists in India, with a member base of over 10000, spread across the length & breadth of the nation. IPA operates in India through 17 state branches & more than 33 local branches. The members represent various facets of pharmaceutical profession viz. Industry, regulatory, community pharmacy, hospital pharmacy & education. IPA is also activity associated in managing several academic programs. IPA is affiliated with international pharma associations like FIP, FAPA, CPA, AAPS, IPSF & WHO, for carrying out various collaborative professional activities which include organizing training programs for professionals from industry, academics, regulatory & practice, making representations to the authorities on matters of professional interest & working towards constantly upgrading the standards of professional services offered by the pharmacists.

Introduction of Company

Overview
Intas derives its competitive edge from successful and strategic moves it has made in the areas of manufacturing, R & D, biotechnology and global operations. The current decade has witnesses Intas fortifying its presence in the segments of CNS, Cardiovascular, Diabetology, Gastroenterology, Urology and Pain management It has ventured successfully into high-growth areas of Animal Health Care, Oncology and Biotechnology to augment its base Its state-of-the-art manufacturing facility for Cytotoxic products is one of its kind in the entire Asia-Pacific region Through strategic investment in the manufacturing capabilities. It has the regulatory approval of agencies like FDA, MHRA, TGA, ANVISA and MCC. A modern manufacturing facility set up at Dehradun (Uttarakhand, North India) has fuether synergized the manufacturing capabilities to meet the increasing deman Intas has its presence in 42 countries worldwide and has made successful forays into contract manufacturing and contract marketing tie-ups across the world

History
Glorious history of innovations 1970s Founded by the visionary, Hasmukh Chudgar in 1976, Intas set off on its glorious journey by establishing a small unit at vasta, near Ahmedabad, to cater to the need of the chronic segments like Neurology and psychiatry. 1980s Intas spread its wings into the mainstream of the Pharma market by launching divisions to cater to the needs of Gastroenterologists, Neurologists and Psychiatrists. 1990s Intas ventured into the overseas markets of Southeast Asia and the African continent. Intas had already taken off in the domestic market owing to the companys phenomenal progress in Gastroenterology and Cardiology segments. A stake-of-the-art manufacturing unit at Matoda, on the outskirts of Ahmedabad, added further impetus to the companys upward momentum. 2000-05 The European venture further consolidated the companys position in the Internatiional market. Rated as one of the best in the Asia-Pacific region, facility for cytotoxic products with barrier isolation technology was set up at Matoda. This period also witnessed Intas launching the 1st r-DNA Biotech product for cancer chemotherapy at Moraiya, Gujarat. A technologically advanced manufacturing facility was commissioned at Dehradun in 2005.

2006 Intas shares its place with the top 20 players in the Indian Pharma industry (Source: ORG IMS Report, May 2007). 2007 Intas manufacturing facility at Matoda received USFDA accereditation.

Vision - Mission Values

Vision of Intas company: To become a leading global healthcare organization driven by people, research and technology. Mission of Intas company: Contributing towards better healthcare through innovation. Maximizing value for our stakeholders and customers. Values of Intas company: Innovation: Create an environment that fosters creativity & openness to new ideas leading to advancement in skills, technology and processes. Customer Delight: Achieve excellence in companys products and services to exceed customer expectations and build long term relationships. Ownership & Collaboration: Own and deliver companys commitments as a team. Strive for collaborative efforts, nurturing mutual respect and transparency.

Performance Focus: Determined to achieve companys business objectives and explore opportunities for accelerating growth. Care For Society: Be responsible Corporate citizens and consciously commit to social and environmental causes.

Milestones
1976 Intas Vastva unit set up by companys founder Hasmukh Chudgar 1980 Incorporated and moved ahead with the concept of ethical promotion 1984 Started all India marketing operations for the Neurology and Psychiatry products 1989 Established Gastroenterology division with the launch of Ciza 1995 Set up and ultra modern manufacturing facility at Matoda 1996 Secured MHRA and TGA approvals for the MAtoda facility 1998 Forayed into Cardiology and Diabetology with the launch of Suprima Division 2000 Expansion of the Matoda factory to cater to its ever growing needs

2004 Intas attained the position of the fastest growing pharmaceutical company in India amongst the top companies (Source: ORG IMS Report) 2005 Launch of the 1st bio-pharmaceutical formulation in Oncology Neukine from Gujarat Received the award of fastest growing mid-sized company by Express Pharma Pulse Grossed Rs. 1000 Mn turnover from European operations Commenced production of cytotoxic products at Matoda 2006 Commenced commercial production at the DEhradun manufacturing facility Accomplished backward integration process by starting API production 2007 Intas manufacturing facility at Matoda received USFDA accreditation

Chapter:-2 Theoretical Background

Distribution (or place) is one of the four elements of marketing mix. An organization or set of organizations (go-betweens) involved in the process of making a product or service available for use or consumption by a consumer or business user. The other three parts of the marketing mix are product, pricing, and promotion.

The distribution channel Frequently there may be a chain of intermediaries; each passing the product down the chain to the next organization, before it finally reaches the consumer or end-user. This process is known as the 'distribution chain' or the 'channel.' Each of the elements in these chains will have their own specific needs, which the producer must take into account, along with those of the allimportant end-user.

Channels A number of alternate 'channels' of distribution may be available:

Selling direct, such as with an outbound sales force or via mail order, Internet and telephone sales Agent, who typically sells direct on behalf of the producer Distributor (also called wholesaler), who sells to retailers Retailer (also called dealer or reseller), who sells to end customers Advertisement typically used for consumption goods

Distribution channels may not be restricted to physical products alone. They may be just as important for moving a service from producer to consumer in certain sectors, since both direct and indirect channels may be used. Hotels, for example, may sell their services (typically rooms) directly or through travel agents, tour operators, airlines, tourist boards, centralized reservation systems, etc. There have also been some innovations in the distribution of services. For example, there has been an increase in franchising and in rental services - the latter offering anything from

televisions through tools. There has also been some evidence of service integration, with services linking together, particularly in the travel and tourism sectors. For example, links now exist between airlines, hotels and car rental services. In addition, there has been a significant increase in retail outlets for the service sector. Outlets such as estate agencies and building society offices are crowding out traditional grocers from major shopping areas.

Channel members Distribution channels can thus have a number of levels. Kotler defined the simplest level, that of a direct contact with no intermediaries involved, as the 'zero-level' channel. The next level, the 'one-level' channel, features just one intermediary; in consumer goods a retailer, for industrial goods a distributor. In small markets (such as small countries) it is practical to reach the whole market using just one- and zero-level channels. In large markets (such as larger countries) a second level; a wholesaler for example, is now mainly used to extend distribution to the large number of small, neighborhood retailers or dealers. In Japan the chain of distribution is often complex and further levels are used, even for the simplest of consumer goods. In Bangladesh Telecom Operators are using different Chains of Distribution, especially 'second level'. In IT and Telecom industry levels are named "tiers". A one tier channel means that vendors IT product manufacturers (or software publishers) work directly with the dealers. A one tier / two tier channel means that vendors work directly with dealers

and with distributors who sell to dealers. But the most important is the distributor or wholesaler.

The internal market Many of the marketing principles and techniques which are applied to the external customers of an organization can be just as effectively applied to each subsidiary's, or each department's, 'internal' customers. In some parts of certain organizations this may in fact be formalized, as goods are transferred between separate parts of the organization at a `transfer price'. To all intents and purposes, with the possible exception of the pricing mechanism itself, this process can and should be viewed as a normal buyer-seller relationship. The fact that this is a captive market, resulting in a `monopoly price', should not discourage the participants from employing marketing techniques. Less obvious, but just as practical, is the use of `marketing' by service and administrative departments; to optimize their contribution to their `customers' (the rest of the organization in general, and those parts of it which deal directly with them in particular). In all of this, the lessons of the non-profit organizations, in dealing with their clients, offer a very useful parallel.

Channel Decisions

Channel strategy Product (or service)<>Cost<>Consumer location

Channel motivation

It is difficult enough to motivate direct employees to provide the necessary sales and service support. Motivating the owners and employees of the independent organizations in a distribution chain requires even greater effort. There are many devices for achieving such motivation. Perhaps the most usual is `incentive': the supplier offers a better margin, to tempt the owners in the channel to push the product rather than its competitors; or a competition is offered to the distributors' sales personnel, so that they are tempted to push the product. Dent defines this incentive as a Channel Value Proposition or business case, with which the supplier sells the channel member on the commercial merits of doing business together. He describes this as selling business models not products.

Monitoring and managing channels In much the same way that the organization's own sales and distribution activities need to be monitored and managed, so will those of the distribution chain. In practice, many organizations use a mix of different channels; in particular, they may complement a direct sales force, calling on the larger accounts, with agents, covering the smaller customers and prospects.

Chapter:-3 Problem Identification

CONCEPT OF PROBLEM:The first step in research is formulating a research problem. It is most important stage in applied research as poorly defined problems will not yield useful results. It is rightly said that a problem is the half-solved. It is difficult to lay down any concise prescription for recognizing problem. A person with an inquisive nature and the necessary background would recognize a problem or an opportunity in less time than another who lacks these qualities. Once the researcher has identified two or more than two problems or opportunity, the next question he should be concerned with iswhich of the problem is to be selected? A research problem, in general, refers to some difficulty which a researcher experiences in the context of either a theoretical or practical situation and wants to obtain a solution for the same. We can, state the components of the research problem as under: [1] There must be an individual or a group which has some difficulty or the problem.

[2] There must be some objectives to be attained at. If one wants nothing, one cannot have a problem. [3] There must be alternative means (or the courses of action) for obtaining the objective one wish to attain. This means that there must be at least two means available to a researcher for if he has no choice of means, he cannot have a problem.

SCOPE OF THE STUDY:For the study we are going to approach marketing, sales department & retail medical stores etc. I have selected the subject entitle Effectiveness of distribution channel (wholesaler to retailer to customer) of Intas Pharmaceuticals Pvt. Ltd. And my scope is limited only to the Surat city and has not considered the entire Surat city due to the time limitation of two months. For the study we are going to approach marketing, sales department & retail medical stores etc.

OBJECTIVE OF THE STUDY:I have selected the particular topic Effectiveness of distribution channel of Intas Company in order to study the satisfaction of retail medical stores towards efficiency of distribution channel.

On the basis of this study the Intas company comes to know about the fulfillment of retail medical stores towards distribution channel and can also know which type of facilities expect from them and what retail stores feel about Intas company.

Objectives: To know the timely availability of the products of company. To know the unnecessary transportation cost. To know the satisfaction by the channel of distribution. Significance of study: To control on unnecessary cost in transportation. To improve transport facilities. To provide products on timely.

LIMITATION OF THE STUDY:-

During my entire projects study I tried my best to make my research study and my report qualitative but during my project work the following limitations were faced by me:

1. 2.

Time period allowed for the study i.e. two months was very short. It may happen that some respondent gave wrong data.

3. 4.

While survey many respondent did not gave response. With in two months, it is hard to cover large area.

Chapter:-4 Research Methodology

Meaning of Research:Research in common parlance refers to a search for knowledge. One can also define research as a scientific and systematic search for pertinent information on a specific topic. In fact, research is an art of scientific investigation. The advanced learners dictionary of Current English lays down thy meaning of the research as: A careful investigation or inquiry especially through search for new facts in any branch of knowledge Redman and Mory define the research as A systematized effort to gain new knowledge Research comprises defining and redefining problems, formulating hypothesis or suggested solutions;

collecting, organizing, evaluating date; making deductions and researching conclusions.

MARKETING RESEARCH:Marketing Research is the function which links the consumer, customer and the public to the marketer through informationinformation used to identify and define the marketing opportunities and problems; generate, refine and evaluate marketing actions; monitor marketing performance; and improve understanding of market as a process. Marketing research specifies the information required to address these issues; designs the method for collecting information; manages and implements the data collection process; analyses the results; and communicates the findings and their implications. My marketing Research is on Brand awareness. However, there are also some limitations of marketing research like it is not exact science and is too faulty and superficial in industry.

THE RESEARCH PROCESS:The Marketing research process involves a number of interrelated activities which dont rigidly follow a particular

sequence. Followings are the various steps in the research methodology process:

[1] Formulating the research problem. [2] Choice of research design. [3] Determining sources of data. [4] Designing data collection forms. [5] Determining sampling design and sampling size. [6] Organizing and conducting the field survey. [7] Processing and analyzing the collected data. [8] Preparing the research report.

RESEARCH DESIGN:Research design is the plan, structure and strategy of investigation conceived so as to obtain answers to research questions and to control variance. The definition consists of three important terms plan, structure and strategy. The plan is an outline of the research but structure of the research is a more specific outline and the strategy shows how the research will be carried out.

TYPES OF RESEARCH DESIGN:Research design can be grouped in three board categories:

[1] Exploratory Research:In the case of exploratory research, the focus is on the discovery of ideas. In a business where sales have been declining for the past few months, the management may conduct exploratory research to find the most likely cause. An exploratory study is generally based on the secondary data that are readily available since the objective of the research is to generate new ideas, respondents should be given sufficient freedom to express themselves. [2] Descriptive studies:Descriptive studies are undertaken in many circumstances. When the researcher is interested in knowing the characteristics of certain groups such as age, sex, occupation then a descriptive study may be necessary in other use, when researcher is interested in knowing the proportion of the people in a given population who have behaved in a particular manner. The descriptive studies are factual and very simple. It is also well structured. Descriptive studies can be divided into two categories cross sectional and longitudinal. Cross sectional study is concerned with a sample of elements i.e. field studies and

surveys while longitudinal studies are based on panel data and panel methods which is a sample of respondents who are reinterviewed from time to time. [3] Causal Designs:A causal design investigates the cause and effect relationship between two or more variables. The design of causal research is based on reasoning along well tested lines. The method of agreement and the method of differences are use in causal research formulated by john mill.

TYPES OF DATA COLLECTION:There are mainly two types of data collection method:

[1] Primary data:Data which are collected at first hand is primary data for collecting primary data, There are four methods i.e. observation method, laboratory experiment method, field

experiment method and survey method. From that I select survey method. For survey, Questionnaire is necessary which consists the various questions relating with the research. The questionnaire should be designed well so the study become easy. Questionnaire survey can be done through personal interview, telephonic interview and mail questionnaire method. [2] Secondary data:Any data which have been gathered earlier for some other purpose are secondary data in the hands of the data in the hands of the marketing researcher. Thus, primary data collected by one person may become the secondary data for another. Secondary data saves the time, cost and resources of the researcher. But secondary data should not be outdated. The sources of the secondary data are accounting records, sales force reports, internal experts, other responds of company and government publications, nonegovernment and organizations publications etc.

SAMPLING PLAN & METHOD:I) Sampling unit:-

The target population is every one in the population has equal chance of sampling. The survey was conducted in Surat city & is done in three zones of city. II) Sampling size:-

P = 80% z = 1.96 n = Sample size

Q = 20% e = error = 0.05

n = P*Q (z/e) 2 n = 0.80 x 0.20(1.96/0.05) 2 = 0.16(39.2)2 = 245.84 So, randomly 250 samples. III) Sampling Method:It indicates how the sample units are selected. Here I have selected retail medical stores to know effectiveness of distribution channel and I have to do survey on the retail medical stores.

Chapter:-5 Data Analysis

Chart No.-1 Respondents age

Responses 18-25 26-35 Above 36 Total

No. of respondent 30 175 45 250

Percentage 12 70 18 100

Comment: A) 30 respondents, out of 250, are of the age Between 1825 year. B) 45 respondents, out of 250, are of the age Between 2635 year. C) 175 respondents, out of 250, are of the age above 36 year.

Chart No.-2 Retailers are selling Intas products or not?

Answers Respondent Percentage

Yes 241 96.4

No 9 3.6

Comment: Above chart indicates that majority of respondents are selling Intas products and 9 respondents out 250 are not selling Intas products.

Chart No.-3 When retailers order for Intas products?

Reasons for demand demand is more limited stock in promotion facilities shortage will occur

respondent 6 138 48 49

percentage 2.49 57.26 19.92 20.33

Comment: Above chart indicates that majority of retailer order Intas products when its stock is limited in retail shop, and least of retailers order Intas products when its demand is more.

Chart No.-4 How many times retailers order for Intas products in a Month?
respondent 79 145 17 0 Percentage 32.78 60.17 7.05 0

2 times 4 times 5 times Daily

Comment: Above chart shows that majority of respondent order Intas products 4 times in a months and no one order Intas products daily.

Chart No.-5 Retailers get the delivery of goods timely or not?

Retailers Respondent Percentage

Yes 206 85.48

No 35 14.52

Comment: Above chart shows that Intas Pharmaceuticals Pvt. Ltd. Company provides products timely. 206 respondents out of 250 think that Intas Company delivered the goods timely.

Chart No.-6 When retailers get Intas products?

Response On ordered day After 1 day After 2 days

Respondents 59 145 37

Percentage 24.48 60.17 15.35

Comments: Above chart indicates that 145 respondents out of 250 get Intas products after 1 day, 59 respondents get on ordered day and 37 respondents get Intas products after 2 days.

Chart No.-7 Retailers can provide the Intas products timely to consumer or not?

Answers Respondent Percentage

Yes 216 89.63

No 25 10.37

Comment: The 216 respondents out of 241 can provide Intas products timely to their consumers.

Chart No.-8 Retailers are satisfied with this distribution channel of Intas Company or not?

Answers Respondent Percentage

Yes 233 96.68

No 8 3.32

Comment: This chart shows that 233 respondents out of 241 are satisfied with this distribution channel of Intas Company.

Chart No.-9 Retailers are satisfied with credit facilities or not?

Answers Respondent Percentage

Yes 237 98.34

No 4 1.66

Comment: Above chart shows that 237 respondents out of 241 are satisfied with credit facilities and 4 respondents are not satisfied.

Chapter:-6 Testing of Hypothesis

I have taken 10 samples before survey for Pilot study in which I knew through 8 respondents that distribution channel of Intas Company is effective and through 2 respondents that distribution channel of Intas Company is not effective. P = 0.80 Q = 0.20

I have taken 250 sample sizes for survey; I have known through 233 respondents Company is effective. n = 250 p = x/n = 233/250 = 0.93 that distribution channel of Intas

Statement for Hypothesis Testing

H0 = distribution channel is 80% effectiveness. H1 = distribution channel is 20% effectiveness.

Z cal. = | p-P | PQ/n = |0.93-0.80| 0.80 X 0.20/250 = 0.13/0.025 Z cal. = 5.2 Z cal.> 1.96 so, we reject null hypothesis

Chapter:-7 Findings
96.4% respondents are selling Intas products and 3.6% respondents are not selling.

57.26% respondents order for Intas products when stock of product is limited in the store and 2.49%

respondents order for same products when its demand is more in market. 60.17% respondents order 4 times for Intas products in a Month. No one order Intas products daily. 89.63% retail stores get delivery of goods timely. 60.17% retail stores get Intas products after 1 day of order. Majority of respondents can provide Intas products timely to their consumers. 96.88% retail medical stores are satisfied with this distribution channel (wholesaler-retailer-customer) of Intas.

98.34% respondents are satisfied with credit facilities.

Chapter:-8

Suggestions
I think Company should take following actions to make more effective distribution channel.

A.) Intas Company should increase the middleman or agent, so retailer can be continue in contact with company. B.) If the consignment has been damaged then Intas Company should change it as soon as possible. C.) Intas Company should provide promotional facilities to retailers.

Chapter:-9 Appendix

Web site:-

www.google.com www.intaspharma.com www.wikipedia.org