1. SUN PHARMA By Alokyadavyalok@in.com ©

2. GROUP MEMBERS Alok yadav yalok@in.com ©

3. AGENDA Alokyadavyalok@in.com ©

4. COMPANY PROFILE Alokyadavyalok@in.com ©

5. COMPANY PROFILE Company Name:-Sun Pharmaceutical Industries Limited Country/Territory:-India Products/Services:- Sun manufactures both pharmaceuticals and active pharmaceutical ingredients (API), in essence, ingredients to be used in finished pharmaceutical products. Its products are in several therapeutic areas, including psychiatry, neurology, cardiology, diabetology, gastroenterology, respiratory, and orthopedics Business Type:- Pharmaceuticals

6. Continued.. Industry Focus:- Its products are in several therapeutic areas, including psychiatry, neurology, cardiology, diabetology, gastroenterology, respiratory, and orthopedics. Geographic Markets:- Worldwide. 17 manufacturing plants in 3 continents. No. of Employees:- 8000 (2008) Annual Sales Range (INR):- Rs. 1185 crore(2009) Year Established:- 1983 Legal Representative/CEO:-Dilip S. Shanghvi

7. OBJECTIVE Alokyadavyalok@in.com ©

9. To study the brand awareness of sun Pharma drugs.

10. To know consumer behavior about the product of sun Pharma.

11. To find out various promotional strategies used by sales representatives.

12. To study the competitors and compare their products.

13. To study the perceptions of Doctors on sales of sun Pharma drugs.

14. To study the concept test survey of new drug.

15. To study the market share of sun Pharma.

16. To evaluate the Key Brand Performance.

17. Research Methodology Alokyadavyalok@in.com ©

18. Research Methodology PRIMARY DATA SOURCES 􀂾 Observation method, and 􀂾 Experiment SECONDARY SOURCE 􀂾 Internet 􀂾 Newspaper 􀂾 Magazines

19. Research Design Alokyadavyalok@in.com ©

20. Research Design 1. Sampling Technique: Non probability sampling (A non probability sampling technique is that in which each element in the population does not have an equal chance of getting selected) 2. Sample Unit: Doctors, pharmacist, sales representatives, patients 3. Sample size: 30 respondents (Age ranging Between 15 yrs to 65 yrs) 4. Method: Direct interview through questionnaire. 5. Data analysis method: Graphical method. 6. Area of survey : Mumbai City. 7. Timing of survey : 9.00 am to 12.30 pm and 5.00 pm To 10.00 pm

21. ANALYSIS Alokyadavyalok@in.com ©

22. Analysis of the study-Doctor Q) Which companies drugs do you prescribe / use? INFERENCE: Only 19% doctors prescribe sun Pharma drug as compared to 24% of Ranbaxy.

23. Analysis of the study-Doctor Q) Which brands of sun Pharma can you think of? INFERENCE: Glucored and pantocid were the brands of sun Pharma that many doctors were able to recall.

24. Analysis of the study-Patient Q) How familiar are you with Sun Pharma. Product? INFERENCE: Majority of the patients were not aware of the drugs of sun Pharma.

25. Analysis of the study Pharmacist Q) Which of the following drugs of sun Pharma are highly prescribed/sold? INFERENCE: The pantocid and the Glucored are the top brands of sun Pharma.

26. FINDINGS Alokyadavyalok@in.com ©

31. All the pharmacist sells the drugs of the sun Pharma

32. Majority of the pharmacist were able to recall only the two drugs of sun Pharma(pantocid and glucored)

33. The pantocid and the glucored are the top selling drugs of the sun Pharma

34. The supply chain of the sun Pharma is very effective

36. Majority of Sales representatives visit the doctors in 1-15 days.

37. Majority of the Sales representatives use the quality of the products to convince the doctorsSales representatives gives various free samples, incentives and gifts Many Sales representatives think as the pharmaceutical companies are very competitive it is very difficult to capture the market.

38. Suggestions & Recommendations Alokyadavyalok@in.com ©

40. Improve promotion and marketing because only 19% of the doctors prescribe the drugs of sun Pharma.

42. Majority of the doctors have the internet access they should be send information about new drugs through mails. Majority of the doctors read “Times Of India” and “Mumbai mirror “ So these news papers should be used for advertising.

43. Suggestions & Recommendations Many patients have not heard the names of the name of sun Pharma So it should come up with new innovative marketing methods. Only 3% of the pharmacist thinks of sun Pharma when they think of sun Pharma so the awareness needs to be increased The sales representatives should have good communication skill and good knowledge about the new drugs Increase the free samples of the new drugs Some of the innovative methods could be like Celebrating doctors birthday Celebrating marriage anniversary Doing seminars for the new development in the field of medical science Online advertisement. Talk about the strength of your brand. Increase the frequency of the sales representative in certain areas. Give free DVD Week end trip for doctors. Organizing quiz competition for college students. Tie up with certain hospitals.

44. Appendices Alokyadavyalok@in.com ©

46. Pharmacist Questionnaire.

47. Patient Questionnaire.

48. Sales representative Questionnaire.