CADILLA

THE WORLD OF INJECTABLE

PRODUCTS
 Objectives
• The objectives of the study form the basis for work &
provide a yardstick for evaluation and fulfillment of the
project. The major objectives of the study are:
• To analyze the market potential of the injectable range
in Chandigarh, Lucknow and Ajmer.
• To analyze the major market players and close
competitors in injectable market.
• To identify the major customers of the Injectable
products & that of CADILLA.
• To analyze the market share of the company
 Hypothesis
• Hypothesis 1: CHANDIGARH, LUCKNOW and
AJMER is having good potential for injectable
products.
 
• Hypothesis 2: The doctors are purchasing
Injectable range of products depending on PRICE.

• Hypothesis 3: Private hospitals are a major

customer for Injectable products of CADILLA.
 Technique used
• Convenience Sampling technique to get a preliminary sense of how people feel about the
topic in question.
 
• ii) A sample was taken for the purpose of achieving the research objective.
 
• a) Sampling Unit: The Retailers at CHANDIGARH, AJMER and LUCKNOW are surveyed for the
study.
 
• b) Sample size: A sample of 50 Retailers at CHANDIGRAH, AJMER and LUCKNOW were taken.
 
• c) Sampling Technique: The samples were selected through Random Sampling Method.
 
• d) Research Instrument: A structured Questionnaire was used as an instrument. It was
carefully developed & debugged before circulating into the field. There are both closed end
questions & open-end questions.
 About CADILLA
• CADILLA is one of the fast growing names in quality products
established in 2007. It has acquired a great success in its previous
endeavours & has won the lion’s share in Northern markets of
India. They are now pursuing their corporate mission of spreading
business in other parts of the country. They have launched
themselves initially in the injectable market of Northern regions,
as it is the most potential market of the country.
 
• QUALITY & REASONABLE PRICE are the two essential factors to
succeed in this era of cut-throat competition. They make every
effort to see to it that their merchandise shall be of a quality that
will merit the confidence of our customers.
 What CADILLA constitues ?
• LAND & BUILDING:

• RAW MATERIALS / SUPPLIERS:

• TRANSPORT

• MAN POWER:

• MARKETING & SELLING ARRANGEMENTS:

 What else CADILLA offers?
• 1) CADILLA Injectables ensure optimization of standard as per Export G. M.
P. ( Good Manufacturing Practices).
 
• 2) CADILLA Provides Safety with affordable price along with 1st Quality
Ampoules & Vials USP Type - I.

• 3) Self Sealing (Automatic Air Sealing) Butyl / Latex Rubber Plugs qualify
more than 10 - 15 pricks.

• 4) A. R. Grade Imported Raw Material, ensure 100% Drug assay to IP /BP /

USP Standards.
 
• 5) High precision test like H. P. L. C
 Products offered
1) Inj. DEFINIT

2) Inj. GENTLE

3) Inj. DXM

4) Inj. A ‘D’ LOC

 Following injections are also available:

• 1) INJ. DEXTROSE 25%

25 ml Ampoule
A bundle of energy

• 2) ATROPINE SULPHATE
0.6 mg/ml – 1ml ampoule / 10ml Vial.
Rope in the life with ASCENT BIOCARE’s Atropine

• 3) INJ. SODIUM BICARBONATE

7.5 % - 10 ml Ampoules
•
 
 Continued…..
• 4) INJ. ADRENALINE BITRATRATE INJ.
1ml Ampoule
Keep the heart beating

• 5) INJ. AMINOPHYLLINE
25 mg / ml – 10 ml Ampoules
Clear the airway with ASCENT BIOCARE’s Aminophylline

• 6) INJ. CYNOCOBALAMIN
500mcg/ml – 30 ml Vial
 Interpretations
• COMPANIES SUPPLYING INJECTABLES
CLOSE COMPETITORS
CUSTOMERS OF INJECTABLES
HOSPITALS USING INJECTABLES
MARKET SHARE
FACTORS INFLUENCING DEMAND
MAJOR CUSTOMERS OF CADILLA
KEY FEATURES OF CADILLA’S INJECTABLES
Suggestions to improve CADILLA Sales
Analyzing Strengths and Weaknesses
 MARKET PERFORMANCE OF CADILLA:

• CADILLA is enjoying the major share of injectable market in

CHANDIGARH,AJMER and LUCKNOW.
• The injectable products of CADILLA with greater demand are Ondansetron,
Diclofenac Sodium , Ranitidine, Gentamicin Sulphate , etc. The other
products find a movement as being ordered along
with the key products.
• In these three places private hospitals are found to be the major hospitals
with maximum consumption of Injectable products.
• The major customers of injectables products are General Practitioners,
gynecologists & general surgeons. The customers of CADILLA are General
Practitioners.
• The customers purchase the products depending upon price & quality. These
are the same features that influence the demand of CADILLA products
 STRATEGY EMPLOYED
· Doctors are frequently visited as per the tour programme prepared.
 
New customers are approached through a complete detailing of the company products & with promotional aids like
pamphlets, brochures and visual aids & also samples.
·
New and old users are presented with motivational gifts & attractive offers. There is a friendly relationship built with
the customers.
·
Various schemes are launched seasonally to keep the flow of orders maintained at all seasons.
·
Price discounts are offered on bulk purchases, frequent users & timely payment, etc.
·
The middle men are motivated through price – off offers, quantity off offers, gift etc. they are also given festive offers.
·
Bonanza offers are offered to middle men on achievement of annual targets achieved.
·
The representatives are offered schemes like incentives on achievement of sales target.
·
The representatives are provided with training programmes to develop their knowledge & personality.
 CONCLUSIONS
• 1) As observed from the injectable market share graph 72% of sample feels
the share of injectable range at three cities BELOW 50%. The maximum share
is of tablet & capsules. This contradicts our HYPOTHESIS -1, that malegaon is
having good potential for injectable products.
•  
• 2) In case of injectables PRICE plays an important role for retention & to
convince the customers. As injectable is directly administered in to the blood,
QUALITY is another major factor. Thus,this proves our HYPOTHESIS -2 that
doctors purchase injectables depending on PRICE.
•  
• 3) CADILLA products provides service to many hospitals in three cities. But as
observed, Government hospitals has the greatest demand for CADILLA
products. This proves our HYPOTHESIS -3 that Government hospitals are a
major customer of CADILLA products .
 CONTINUE…
• 4) CADILLA products suffers from the problem of not meeting the
demand on time .AS suggested by majority of retailers, the
organization can improve its sales volume if it maintains a regular
supply of products to meet the demands.
•  
• 5) The sales promotion practiced & special benefits provided to
the retailers at Government hospitals & by the competitors are the
same.
•  
• 6) The major sales volume of CADILLA depends upon only on a
small range of its products. Thus, many products have reached
decline or non-moving stage.
 RECOMMENDATIONS
• 1) It may be useful to prepare a long term plan &
follow it up.
• 2) Explore new product lines. R& D efforts have to
be specially streamlined for it. It must also go for
manufacture of tablets, capsules & syrups to
outstand all close competitors.
• 3) To meet demand a proper production plan must
be formulated. The yearly requirements must be
listed and accordingly production synchronized.
 SOME MORE
• 4) CADILLA can practice many new schemes to
motivate customers & channel members.
• 5) The price structure must be revised to
attract more prospects.
• 6) And as suggested by retailers regular supply
must be maintained.
 QUESTIONAIRE
• 1. Name of the party:
• 2. Name of the retailer:
• 3. Address of the party:
• 4. Experience in the business:
• 5. Range of expertise:
• 6. Do you sell injectable range of products?
• 7. Which company’s injectable range you sell?
• 8. Who are the major customers of the injectable range?
• 9. Which are the major hospitals that you serve?
• 10. Which doctors prescribe injectable products?
• 11. According to you which molecule is moving faster in the market?
• 12. Which company enjoys the major share in injectables?
• 13. Market share of the injectable products in your territory:
 SOME MORE
• 14. What are the factors that influence the demand of the product?
• 15. Do you use injectable range of products manufactured by
CADILLA ?
• 16. Which molecule of CADILLA is in greater demand?
• 17. Who are the major customers of CADILLA products?
• 18. Which Hospital has greater demand of CADILLA products?
• 19. What are the features of CADILLA products that encourage its
• demand?
• 20. What are the benefits provided by other companies?
• 21. Any suggestions to increase the sale volume of CADILLA
products?
THANK YOU