Summer Training Report Abhi

ACKNOWLEDGEMENT
Having being given this golden opportunity for expressing my great sense of gratitude to KEE PHARMA for providing me a chance to undertake my summer training. With special thanks to MR. PRAVIN KUMAR (VICEPRESIDENT) and who deeply guided me through project guide MR. S.B. AGGARWAL, who gave me their prestigious and valuable guidance as well as time and also their integrated support and company operation to undergo through this training successfully and prepare this report. His academic excellence, enhanced interest, scholar ly suggestion and affable temperament have been the source of inspiration and motivation which helped me to complete this research work. With an open heart my thanks to all the staff members of KEE PHARMA for their valuable support and co operation. Also my special thanks to faculty guide for his valuable supervision in completion of this project report. Without his guidance & supervision this project would not have been successful. Last but not least my thanks from the core of my heart to my parents for the moral support and encouragement they gave me as and when required for the completion of this project.
EXECUTIVE SUMMARY
This is a project to find the use of haemostats in vertinary sector and the awareness of Revici among the vertinary doctors. The studywas conducted in the market with the help of Doctors & Chemists.Facts & figures given have been derived from the questionnaire designed for the purpose of questioning the doctors. The key findings are: 100% Vertinary doctors use haemostat.99.1% doctors use Revici . About 50% of total use of haemostats , Revici is used. Next to Revici is Botrophase & Streptocorm . Haemostats are more used in summer , so there is more sale in April-July. Based on the above findings, some corrective measures have been recommended.Some of the important ones are -To increase its sales , it should increase its Promotion. Do more frequent visits to doctors. Do some direct sale to doctors.Should also do parallel promotion to doctors as well as retailers All efforts were made to conduct this study , as it was intended to help management in decision making.All the information & findings are presented in a simplified manner & chronological order. Graphs & tables have been included where ever required.
TABLE OF CONTENT
S. No.
1. 2.
3. 4. 5. 6. 7. 8. 9. 10.
CONTENTS
PHARMACEUTICAL INDUSTRY COMPANY PROFILE MOLECULE DESCRIPION RESEARCH METHODOLOGY OBJECTIVE ANALYSIS FINDINGS RECOMMENDATION REFERENCES ANNEXURES
PAGE NO.
PHARMACE T CAL
TRY
MARKET
M ti
OF PHARMACE T CAL PRODUCT
of pharmaceutical product i quite different from consumer goods & indi idual
goods.Pharma product does not reach directl to a consumer from manufacturer.Patient have to purchase those medicines which are being prescribed by the doctor, so consumer cant decide of his own, it is doctor who occupies a decisive position.
Secondly pharmaceutical product is technical in nature & is marketed only after a deep Clinical response & trails. Hence the method to promote medicines is totally different from other consumer goods.More or less everybody goes by the doctors recommendation.So it is again doctor whose role is significant in the sale of medicine.
It is primarily because of the reasons lots of creative marketing take place in pharma industry & the promotional strategies used to promote pharmaceutical products are y y Personal selling through medical representative Literature
y y y y
Symposium Image Advertisement in medical journal Direct mailing(Courier)
Personal selling through medical reps.-Medical Representative promote the products as per the plan of the company with special emphasis on the products which have maximum sale potential in a particular doctor. They use persuasion technique for getting prescription from doctors by detailing the product feature to the doctors. The detailing of products create needs & wants in the mind of doctor. Moreover they have to see whether product is with retailer or not & provide feedback collected from market about the product so that he may drew an---
--action plan for the future to have more & more sale of the product. Medical Reps. are assigned with the target in a particular territory.
Limitation-Usually more than 20-25 M.R. visit a doctor every day. Sometimes the doctors are overloaded with the information from the various companies, so they may not to re call a product.
Literatures- Another promotional technique used frequently because of scientific orientations of products is literature or visual adds. Since must have proven efficiency, safety & efficacy before put in for the consumption of human beings. Literature are incorporate all necessary information about the product including earlier product trial reports.In other way, we can call it print advertising.
5
Symposium- Symposium are arranged regularly or periodically for the doctors of one region or other is provide the necessary platform on which doctors can inter communicate with one-another. Therefore bringing more confidence to the product. It also provide opportunity to discuss aspects about the product, clinical trials and other relatively allied information.
Limation- The disadvantage of this method is that it is expensive & it is not always possible to invite all those people who can play major role in the medical profession.
Image-A company can built its good image in the eyes of doctors by quality products, through organizing conferences & free medical camp for poor section of the society.
Advertisement- Though companies can not advertise as much their products but legally they can promote in medical journals & magazines which doctor generally reads.
Limitation-The disadvantage is that journals have limited circulation so it cant become very much reliable source.
Direct mailing- This is unique method followed by marketing people. In this marketing people of a company send material to doctors by direct mailing.
Advantages-Simple system of sending regularly all the concerned information to medical professional. It is less time consuming .It is less expensive than sending through M.R.s feedback can be taken by mailing a simple questionnaire. Depending upon feedback action can be taken.
Limitations-All the doctors may not be covered by this method. Process of feedback is show & un-reliable.
Front Line Pharma Industries in India:y KEE PHARMA Ltd. y Cipla y Wockhardt y Pfizer y AstraZeneca y Aventis y Merck y Novartis y Sanofi -Synthelab. y Roche and many more. y Dr. Reddys lab. ltd
GLOBAL PHARMACEUTICAL INDUSTRY

There is no discernable statistical relationship between R&D spending levels and nearly all measures of business success including sales g rowth, gross profit, operating profit, enterprise profit, market capitalization or total shareholder return. Global Pharma Industry is reshaping the business practices and strategy by outsourcing more of the R&D functions and partnering in preclinical acti vities through drug developments. For smaller companies this is more relevant and implementing these strategies, the sooner the better. In the 21 st century Global Pharma has R&D productivity crisis. Global Pharma collaborative partnerships in the region wi ll prop up R&D pipelines by reversing the R&D productive decline. Emerging Global Pharma market is growing day by day due to the following important factors like:
y Innovation y Technology y Financial Strength y CRM y Low Cost y Fast Relief y Quality Assurance y Supply Chain Management etc.
Emerging markets like India & China will have booming domestic growth by 2012 and this is also in most of the developing countries. These developing markets commercial valuations are rising.
Key Generic Drug Markets
France Italy Japan UK Germany India US -
1.9 2.5 3.3 4.1 5.3 5.7 24.8 5.0 10.0 15.0 US$ Bn 20.0 25.0 30.0
INDIAN PHARMACEUTICAL INDUSTRY

The Indian Pharma Industry today is in the front rank of Indians Science based industries with wide ranging capabilities in the complex field of drug manufacture and technology. A highly organized sector, the Indian Pharma Industry is estimated to be worth US $ 4.5 Bn, growing at about 8 -9% annually. Playing a key role in promoting and sustaining development in the vital field of medicines, Indian Pharma Industry boasts of quality, producers and many units approved by Regulatory Authorities in USA & UK. International Pharma Industry associated with this sector have stimulated, assisted and spearheaded this dynamic development in the past 55 years. The Indian Pharma sector is highly fragmented with more than 20,000 registered units which have expanded drastically in the last two Decades. The Pharma Industry in India meets around 70% of the countrys demand for bulk drugs, drug intermediates, Pharma formulations, chemicals, tablets, capsules, orals and injections. There are about 250 large units and 8000 small scale units which form the core of Indian Pharma Industry. Indian Pharma industry is growing with a high pace. It is a booming sector not only inside Indian but also outside India. A number of players are playing their important roles in new product development by the help of research and development with new innovative ideas.
y Present size- US $ 17 bn. y Size estimated up to 2012- US $ 25 bn. y Globally, the Indian Pharma Industries ranks 4th in terms of volume and
13th in terms of value.
10
y Indian Pharmaceuticals industry has over 20,000 units. Around 260
constitute the organized sector, while others exist in the small scale sector.
y The Domestic Pharmaceutical output has increased at a compound
growth rate (CAGR) of 13.7% per annum.

y Currently the Indian Pharma industry is valued at approximately $ 8.0
billion.
y Export in the financial year 200 10-11 US $ 7 bn. y Export destination- US, Germany, Russia, UK, China and more.
FACTORS DRIVING THE INDIAN PHARMACEUTICAL INDUSTRY: (GROWTH OPPOURTUNITIES)

(A) Generic Exports and API Outsourcing
11
India is well positioned to target generic exports and API outsourcing opportunities in the regulated markets.
y Skilled work force with strong chemistry skills. y Significant and sustainable cost advantage over international peers. y Good understanding of the regulatory framework.
India has largest number of US FDA approved plants outside the US Largest number of DMF filings outside US. Indian companies are among the leading players participating in Para IV challenges.
( B) R&D Outsourcing y Skilled work force at competitive costs. y Significant progress in development of Pharma & R&D
infrastructure over last 5 years.

y Focus on early stage processes for NCEs, NDDS, clinical trials,
process re-engineering and dedicated manufacturing.
A combination of strong chemistry skills, regulatory capabilities and quality manufacturing has positioned India favorably to capitalize on the global pharmaceutical opportunity.
INDIAN PHARMA MARKET SIZE
12
The Indian domestic Pharma market, which consistently grew at 9.5 percent CAGR in the last five years, is poised to accelerate at 13.6 percent between 20062011 to touch the market size of $9.48 billion by 2010 from present level of little over $ 5.7 billion, according to a paper published by The Associated Chambers of Commerce and Industry of India (ASSOCHAM) and Cygnus. The Paper on Indian Pharma Industry Quest for Global Leadership gives reasons for this growth, emphasizing that indigenous Pharma market is expected to be largely driven by new product launches, especially new branded drugs by foreign firms in next 4 years. The growth rate thus is likely to reach its peak by 2011 12, after which it may stagnate with a few new product launches, adds ASSOCHAM and Cygnus paper. Between 2000 and 2005, domestic Pharma industry grew at a CAGR of about 9.5 % and touched the market size at $5.13 billion by March 2005. However, towards March 2006, the growth rate jumped to 11 percent to hit the market size of $5.7 billion, further adds the Paper, forecasting that it will hover around 13.6 percent between 2006 12 to take up Indian domestic Pharma market size at $ 9.48 billion by 2012. The paper points out that indigenous Pharma market in value terms accounts for 1 percent of global Pharmaceutical market and 8 percent in volume terms. Market growth before 2005 of domestic Pharma industry was primarily driven by a number of new product launches by both Indian and foreign company. The Indian market started to attract a number of foreign players with the implementation of product patent in January 2005. The FDI in Pharma industry is estimated at $172 million during 2005 06, recording a CAGR of 62.6 percent during the period beginning 2002 06.
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According to estimates, contract research and manufacturing (CRAMS) market in India was valued at $532.10 million in 2005, of which contract manufacturing accounted for 84 percent of the total market, w hile the remaining 16 percent was accounted by contract research excluding clinical trials. Both the segments of CRAMS have registered a robust growth of over 40 percent in 2005 over the previous year. According to ASSOCHAM President, Mr. Anil K. Aggarwal with recent CRAMS agreements, ASSOCHAM estimates that the clinical trial market in India will be $200 million by 2007 and $1 billion by 2010. The contract manufacturing market is expecte d to reach $ 900 million by 2012 . On clinical trials, the paper comments that in 2005, the industry for clinical trials in India was $100 million. This market is growing at an accelerated pace. India offers a lot of advantages in the clinical trials domain such as cost advantage compared to Western countries. The paper draws out a comparison on the advantages offered by India and US in CRAMS and clinical trials domain. According to the paper the cost of hiring a medicinal chemist in the US is very high, approximately $250,000 300,000 per year. The US Pharma industry employs roughly 50,000 chemists. Indian discovery research outfits charge global Pharma companies around $60,000 per chemist, which is roughly one -fifty of what the Pharma companies pay abroad. So it is a winwin situation the overseas Pharma saves about 50 percent cost and the Indian company makes it about 50 percent margin. Commenting on the future trends, the ASSOCHAM Chief said, that some of the major trends that are expected in the future include mergers and acquisitions in the industry; new product launc hes by MNCs and Indian companies; in-licensing of patented products by Indian companies to launch
14
them in the Indian market and increase in the number of contract research organizations. The paper highlights that major pharmaceutical companies in India ar e the main R&D investor in the country. The R&D spend (capital and current) of these major companies has grown at CAGR of 38 percent during the period 200001 to 200506. In 200506, the R&D expenditure of 50 major companies totaled $495.19 million growing at a rate of 26 percent over the previous year. The higher growth rate is attributed to product patent implementation in the country in January 2005.
COMPANY PROFILE
15
HEAD OFFICE:
KEE PHARMA Limited, A-1 Community Centre Naraina Industrial Area Phase-2 New delhi-110028, INDIA Tel: +91.11.414147, 41417748, 41417749, 41417750 Fax: +91.11.25893497 www.keepharma.com Email: customercare@keepharma.com
16
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OVERVIEW
Kee Pharma Limited is a well-established Delhi based Pharmaceutical Company that was started in 1957 by Mr. C.R. Motihar. Today, KPL has a 300 strong work force that is made up of professional and dynamic individuals working together as a team to ensure that KPL is an efficient and professionally run organisation. Kee Pharma is an Innovative, Dynamic and Caring organisation. We strive to provide the best that modern medicine has to offer be it new dosage forms, revolutionary Pharmaceutical Molecules or Biotechnologically engineered cures. Innovative attitude to life drives us to always look for a better and more effective cure. Our Dynamism allows us to cross our nations boundaries and forage into the global market to find these cures. Our Caring outlook makes us ensure that these cures are available to the people of India through an effective and extensive distribution network and careful pricing. Being a well established 52-year-old company, we have our feet firmly planted on the ground. We know the importance of Quality, Purity and Effectiveness of medicine. Above all else, we know what it takes to achieve all three and we make sure that we do Every person at Kee Pharma understands the importance of quality, purity and effectiveness and in this understanding, knows at the very bottom of his or her heart that - Life mattersPeople matter
DIVISION
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KPL is made up of two SBUs Kee Pharma, Kee Biogenetics a. Kee Pharma This is the oldest division of the company which deals mainly in prescription and life saving drugs. In this division, the doctor segments that are visited and to whom the products are promoted are the Gynecological, Orthopedic, Dentist, and Surgeon and General Practitioner segments. Hence the entire range of Kee Pharmas products is aimed at these three segments of doctors, thus enabling us to concentrate our efforts and provide these segments with the best and latest in allopathic healthcare. The products that are promoted in this division are Revici Inj., Salsol and Diser. b. Kee Biogenetics KPL felt the need to introduce safer and more efficient treatments for life threatening diseases and conditions. The company felt that biogenetics, bein g the future of modern medicine would be able to provide new and sometimes improved cures to treat existing illnesses. Keeping this objective in mind, Kee Biogenetics was launched in 1999. This division was launched with two products 1 Melagenina Plus means substance generating melanin, pigment which colors skin. Melagenina is lipoprotein of low molecular weight by nature, stimulating the synthesis of melanocytes, which producemelanin. 2 Realfa 2B a Recombinant Interferon which is mainly indicated in Oncology and Gastroenterology (Hepatitis B and Hepatitis C) Kee Biogenetics is constantly exploring the global pharmaceutical market for new and revolutionary products. At present we are very excited about the imminent launch of Erythropoietin and Heparin (Delta and Enoxi).
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COMMITMENT TO QUALITY
To us at Kee Pharma, providing quality healthcare is of utmost importance and we have taken our quality assurance department to the highest level of efficiency possible. Over the years, KPL has established itself in the Indian Pharma market as a company that is reliable, safe and above all else, committed to producing only the highest quality drugs. Apart from conforming to the FDAs Primary regulations such as CGMP & Standards of Compendias, our manufacturing facilities also confirms to strict WHO GMP regulations and holds a license for the same. In addition to these stringent & standard regulations, our Quality Assurance Departments has developed exhaustive methods to ensure the Quality, Safety, Purity and Effectiveness of the Pharmaceutical dosage forms being manufactured by us.
FUTURE PLANS
At present KeePharma is looking forward to opening a new production facility which is currently under development as per the revised schedule (CGMP). This production unit will have state of the art equipments and will follow the latest manufacturing techniques for the in-house production of Oral and Parenteral dosage forms. On the export front, Kee Pharma is in the process of registering its drugs in SriLanka, Nepal, Iraq & Bangladesh and we are confident that we will have our products available in these mar kets by the end of the year 2005 and have achieved it. Kee Pharma is in the growth stage and will reach upto 100 crore business within 5 year s.
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QUALITY POLICY
To us at Kee Pharma, providing quality healthcare is of utmost importance and we have taken our quality assurance department to the highest level of efficiency possible. Over the years, KPL has established itself in the Indian Pharma market as a company that is reliabl e, safe and above all else, committed to producing only the highest quality drugs. Apart from conforming to the FDAs Primary regulations such as CGMP & Standards of Compendias, our manufacturing facilities also confirms to stricts WHO GMP regulations and holds a license for the same. In addition to these stringent & standard regulations, our Quality Assurance Departments has developed exhaustive methods to ensure the Quality, Safety, Purity and Effectiveness of the pharmaceutical dosage forms being manu factured by us.
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MOLECULE DESCRIPION
HAEMOSTATS
Hemorrhage is excessive bleeding & occurs when blood vessels are damaged during surgery or injury.
The process of arresting bleeding is called Haemostasis. The agent which helps in this process is a Haemostat. Homeostasis comprises of 4 events.
Vasoconstriction When bleeding occurs due to damaged blood vessel, platelets present in blood come together to the site of injury. They become sticky and release
"SEROTONIN", which constricts (narrows) the blood vessel, thereby reducing blood flow.
Platelet Plug formation Platelets attract themselves at the damaged site. They release many substances mainly ADP (Adenosine Diphosphate) and this quickly attracts more platelets to this site. This accumulation of platelets quickly forms a temporary seal called 'platelet plug'. Thus, blood loss through vascular opening is stopped. Coagulation It is a complex process which involves many factors. It is described in a simplified manner as given below: Thromboplastin is liberated from the damaged tissues and damaged platelets.
This converts inactive Prothrombin, in the presence of Ca ions (Ca++) into Active thrombin .Thrombin converts soluble fibrinogen in the presence of Ca++ into insoluble fibrin .These are protein fibers that form a mesh where blood cells get entrapped and thus form a blood clot.
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Clot Dissolution
Once the blood clot is formed, clot retraction starts. Plasminogen present in blood is activated to form plasmin which brings about lysis of fibrin clot thereby causing clot dissolution.
REVICI INJECTION
COMPOSITION Each 5 ml contains: Alcohol USNF 0.26 g (n-Butanol) Citric Acid I.P. 0.0025 g Physiological saline soln. 3.1 ml Water for injection I.P. q.s.
REVICI is named after its inventor Dr.Emanual Revici of USA.

y
n-Butanol exerts an increased muscular contraction on the muscular walls ofthe bleeding vessels and thus brings about stoppage of the acute haemorrhage. n-Butanol inhibits enzymes like proteolyt ic enzyme present in plasmin and delays retraction of blood clots. In addition it acidifys the site of damage, thereby preventing the condition of alkalosis. Alkalosis of the blood vessels causes excessive bleeding
23
and pain. Hence, Revici also acts as an analgesic .
Citric Acid, which is a rich source of Vitamin-C, helps in
capillary integrity and increases resistance to haemorrhage.Since revici is in injectable form, it reaches unchanged to the site of action. It is metabolised mainly in the liver by enzyme dehydroxygenase. The metabolites do not have any harmful action and are excreted in urine.
SAFETY OF REVICI REVICI injection has the highest safety margin because of higher therapeutic index (75-100) Hence, very high dosages as & when required can be given to achieve the result. Therapeutic index is the ratio between LD50 & ED50. LD50: Lethal dose - a dose at which alteast 50 % of the selected group die. ED50: Effective dose - a dose at which alteast 50 % of the selected group shows the effect of the drug.
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INDICATIONS
o o o o o
External & internal haemorrhages All surgical procedures Dentistry Pre & post operative haemorrhages Obstetrics & Gynaecology -> Metrorrhagia -> Dysfunctional uterine bleeding -> Post-partum haemorrhage -> Haemorrhage associated with IUCD.
DOSAGE 1 ampoule of 5 ml 3 times daily or as & when required.
CONTRAINDICATIONS No contraindications are known so far but it should be used with caution in patients with severe hepatic dysfunction.
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REVICI-E
COMPOSITION Revici E 250 Tablets Each Tablet Contains Ethamsylate 250 mg
Revici E 500 Tablets Each Tablet Contains Ethamsylate 500 mg Revici-E brings about platelet aggregation by inhibiting prostacycline synthetase thereby increasing capillary integrity & decreasing capillary permeaility .Thus haemorrhage is stopped.
INDICATIONS Prevention and treatment of capillary hemorrhage associated with haematemesis, haemoptysis, melena, haematuria, epistaxis, menorrhagia, metrorrhagia, and postpartum hemorrhage.
DOSAGE & ADMINISTRATION Adults 500 mg t.i.d. Children: 250 mg t.i.d.
CONTRAINDICATIONS Hypersensitivity to the drug, pregnancy, lactation.
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PRODUCTS OF KEE PHARMA

Haemostasis
Revici-->>
Proven Efficacy, Unmatched Safety.
Revici-E -->> the "Time Trusted" Capillary Haemostat.
Gynecology Nt-Natal MP -->> Micronized to Give Ante Natal Care Nt-Natal Injections -->> Gives Ante-Natal Care. Clopreg Tablets -->> The Ray of Hope in Infertility Ze-spas -->> For Zero Spasm
Pain & Inflammation
Dolocide - K -->> Dolocide - KP -->> Dolocide Plus - Gel -->> Dolocide - MR -->> Diser - Tablets -->> Serato-M-Forte -->>
Winning move for painless Mobility. Winning move for painless Mobility. Winning move for painless Mobility. Winning move for painless Mobility Double Power Anti-Inflammatory Analgesic. Anti-inflammatory Power that helps to Heal
Bone & Joint Disorder Calfa - Plus -->> Builds Bones Stronger. EstroAct -->> Revolution in Postmenopausal Osteoporosis
Antibiotics Bicidal Plus -->> Tough on pathogens, gentle on GI Tract. The Outstanding Quinolone that outshines others. Bidoflox -->> Bidoflox -OZ -->> Comprehensive Antibacterial Coverage. G-80 Injection -->> the Easiest Way to Prescribe Gentamicin
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Other Products Kenuron -->> "The Power to Recharge Neurons" NC-Derm -->> Right Combination for Right Results. Extended Relief, Convenient to use. Salsol -->> Biohep -->> Normalises Liver Function. Biopank -->> More than an Enzyme. Nimbola -->> The Easiest way to Prescribe Neem's Virtues.
RESEARCH-METHOLODOGY
y y y y y
EXPLAROTARY RESEARCH SAMPLING SIZE 110 SOURCE OF DATA PIMARY DATA COLLECTION TOOL PERSONAL VISIT METHOD F DATA COLLECTION INTERVIEW , QUESTIONNAIRE, SURVEY
TOOLS & TECHNIQUES OF ANALYSIS OF DATA TABLES , PIE-CHART
OBJECTIVE
The objective of the project was to find the scope of haemostat in veterinary sector and the awareness of Revici among them.
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ANALYSIS
Visited to doctors in Delhi area. There I checked that at what percentage the brands of KPL are prescribed by the Doctors. Positive response came from most of the Doctors. They were appreciating the quality of KPL Brands. Prepared a Questionnaire and took interview of veterinary doctors. And received the following data
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SURVEY ON HAEMOSTATS
DATE SL. NO. 1 FREQUENCY DOSAGE FORM Both REVICI Tablet + Injection OTHER PRODUCT ANY OTHER INFORMATION 30-40 ( Injection + Tablet ) 10-20 ( Injection + Tablet )Injetions are used because not able to feed tablets(orally) to pets at home
09.05.11
Daily
Streptocorm
2 10.05.11
Weekly
Injection
Injection
cotroderm
Weekly
Both
Tablet + Injection
Chromostat
30-40 ( Injection + Tablet )
4 12.05.11 5
Daily
Mostly Injection
Tablet + Injection
Streptocorm , Cannil
60-70 Injection , 20-30 Tablets
Daily
Mostly Injection
Tablet + Injection
Chrome , Striptovit
20-30 ( Injection + Tablet ) Bleeding cases mostly in summer
13.05.11
Daily
Mostly Injection
Tablet + Injection
Streptocorm
7 16.05.11 8
Daily
Mostly Injection
Tablet
Pexakind
300-320 Injections (10ml injection)
Weekly
Injection
Injection
Streptocorm , Botrophase
30-40 Injections , Injetions are used for instant relief
9 17.05.11 10
Daily
Mostly Injection
Tablet + Injection
40-50 Injections
Daily
Both
Tablet
Chrome , Striptovit , Cotrosod
11 18.05.11 12
Weekly
Both
Tablet + Injection
Botrophase
Weekly
Mostly Injection
Tablet + Injection
31
20.05.11
13
Daily
Mostly Injection
Tablet + Injection
Botrophase
20-25 Injections , 20 -30 Tablets
23.05.11
14
Daily
Mostly Injection
Tablet + Injection
Streptocorm
More than 600 Injections (5ml injections), Mostly Revici
27.05.11
15
Daily
Injection
Injection
Streptocorm
30-40 Injections
31.05.11
16
Daily
Injection
Botrophase
30-40 Injection Not interested in any other product
02.06.11
17
Daily
Both
Tablet + Injection
About 50 ( Injection + Tablet ) , Satisfied with Revici only
18
Daily
Injection
Injection
40-50 Injections
03.06.11
19
Weekly
Injection
Injection
Adinochrome
20-25 Injections
20
Daily
Both
Tablet + Injection
Botrophase
04.06.11
21
Weekly
Both
Tablet + Injection
Chromostat , Botrophase
22 07.06.11 23
Weekly
Both
Tablet
Weekly
Both
Tablet
08.06.11
24
Weekly
Injection
Injection
Chrome , Chromostat , Botrophase
10-20 ( Injection + Tablet )Bleeding cases mostly between April-July
09.06.11
25
Daily
Mostly Injection
Tablet
Chromastat , Botrophase
200-300 Injections
32
11.06.11
26
Daily
Both
Tablet + Injection
Streptocorm , Chrome
40-60 Injections
15.06.11
27
Weekly
Both
Tablet + Injection
Chromostat
16.06.11
28
Weekly
Mostly Injection
Tablet + Injection
Botrophase
30-40 Injections
18.06.11
29
Daily
Both
Tablet + Injection
Botrophase
30 20.06.11 31
Daily
Both
Tablet + Injection
Botrophase
Weekly
Mostly Injection
Tablet + Injection
Botrophase , Streptocorm
32
Daily
Injection
Injection
Streptocorm
21.06.11
33
Daily
Mostly Injection
Tablet + Injection
4 box (injection) , regular user of revici , interested to know more
34
Daily
Both
Tablet + Injection
Botrophase
35 22.06.11 36
Daily
Mostly Injection
Tablet + Injection
Streptocorm
Weekly
Mostly Injection
Tablet + Injection
Chromostat
37 23.06.11 38
Daily
Injection
Injection
Bottophase
More than 30 injections , use mostly in surgery
Daily
Both
Tablet + Injection
Chromostat , Chrome
33
39
Weekly
Both
Tablet + Injection
40 24.06.11 41
Daily
Injection
Injection
Ethemsale , Botrophase
These days bleeding cases are more (in summer)
Weekly
Both
Tablet + Injection
42
Daily
Mostly Injection
Tablet + Injection
25.06.11
43
Monthly
Both
Tablet + Injection
Streptocorm
44
Daily
Both
Tablet + Injection
45
Weekly
Mostly Injection
Tablet + Injection
Streptocorm
27.06.11
46
Weekly
Injection
Injection
Adinochrome
47
Weekly
Both
Tablet + Injection
48
Daily
Both
Tablet + Injection
Streptocorm
28.06.11
49
Daily
Mostly Injection
Tablet
Pexakind
200 Injection
50
Weekly
Both
Tablet + Injection
29.06.11
51
Daily
Injection
Injection
Streptocorm,Botrophase, Ethemsalate
30-40 Injection
34
52
Weekly
Both
Tablet + Injection
Botrophase
53
Weekly
Both
Tablet + Injection
Streptocorm
54
Daily
Both
Tablet + Injection
Chromostat
30.06.11
55
Weekly
Injection
Injection
cotroderm
10-20 Injection
56
Weekly
Both
Tablet + Injection
57
Weekly
Both
Tablet + Injection
Botrophase , Chromostat
58 01.07.11 59
Daily
Injection
Injection
Botrophase , Ethemsalate
40-50 Injections
Daily
Both
Tablet + Injection
Botrophase
60
Weekly
Both
Injection
61
Daily
Mostly Injection
Tablet + Injection
Chrome , Cotrosod
62 02.07.11 63
Weekly
Injection
Injection
Ethemsale
10-20 Injection
Daily
Both
Tablet + Injection
Striptocorm
64
Weekly
Injection
Injection
cotroderm
10-20 Injection
35
65
Daily
Both
Tablet + Injection
Chromostat , Chrome
66 04.07.11 67
Daily
Injection
Injection
Daily
Mostly Injection
Tablet + Injection
Streptocorm
68
Daily
Mostly Injection
Tablet + Injection
Botrophase
69
Weekly
Mostly Injection
Tablet + Injection
70 05.07.11 71
Daily
Mostly Injection
Tablet + Injection
Daily
Mostly Injection
Tablet + Injection
72
Weekly
Mostly Injection
Tablet + Injection
Botrophase
73
Daily
Both
Tablet + Injection
Streptocorm
06.07.11
74
Daily
Mostly Injection
Injection
Chromostat
75
Weekly
Injection
Injection
Botrophase , Chromostat , Chrome
10-20 Injection
76 07.07.11 77
Daily
Both
Tablet + Injection
Botrophase
Daily
Both
Injection
Botrophase
36
78
Daily
Mostly Injection
Tablet + Injection
Streptocorm , Chrome
79
Weekly
Both
Tablet + Injection
Chromostat
80 08.07.11 81
Weekly
Injection
Injection
Adinochrome
20-30 Injection
Weekly
Mostly Injection
Tablet + Injection
82
Weekly
Mostly Injection
Tablet + Injection
83
Weekly
Mostly Injection
Tablet + Injection
84 09.07.11 85
Weekly
Mostly Injection
Tablet + Injection
Daily
Injection
Injection
Streptocorm
30-40 Injection
86
Daily
Both
Tablet + Injection
Botrophase
87
Daily
Both
Tablet + Injection
Botrophase
88 11.07.11 89
Daily
Both
Tablet + Injection
Botrophase
Daily
Mostly Injection
Tablet + Injection
About 100 ( Injection + Tablet )
90
Daily
Injection
Injection
Streptocorm
30-40 Injections
37
91
Weekly
Injection
Injection
Chromostat , Chrome
10-20 Injections
92
Daily
Both
Tablet + Injection
Botrophase
93
Daily
Both
Tablet + Injection
Pexakind
About 150 Injections
12.07.11
94
Daily
Injection
Injection
30-40 Injections
95
Daily
Injection
Injection
Chromostat
20-30 Injections
96
Weekly
Injection
Injection
cotroderm
10-20 Injections
97
Daily
Mostly Injection
Tablet
Chromostat
98
Daily
Both
Tablet + Injection
Botrophase
13.07.11
99
Daily
Mostly Injection
Tablet + Injection
About 100 Injections
100
Monthly
Mostly Injection
Tablet + Injection
Streptocorm
101
Daily
Injection
Injection
Botrophase , Ethemsalate
40-50 Injections
102 14.07.11 103
Weekly
Both
Tablet + Injection
Daily
Both
Tablet + Injection
38
104
Daily
Both
Tablet + Injection
Chromostat , Chrome
105
Weekly
Injection
Injection
Chromostat
10-20 Injections
106
Daily
Both
Tablet + Injection
Botrophase , Chromostat
107
Daily
Injection
Injection
Cannil
30-40 Injectios
108 15.07.11 109
Weekly
Both
Tablet + Injection
Adinochrome
Daily
Both
Tablet + Injection
Striptovit
110
Weekly
Mostly Injection
Tablet + Injection
39
WEEKLY REPORT
STRE PTO COR M
WEEK
TOTAL VISIT
REVIC I
BOTR OPHA SE
CHRO MOST AT
CHR OME
STRIPT OVIT
PEXA KIND
COTR OSOD
CAN NIL
COTRO DERM
ADINOC HROME
ETHAS ALE
15
15
20
20
22
22
13
12
10
24
24
TOTAL
110
109
50
42
19
11
40
No of Doctors Using Different Hemostats
ADINOCHROME, COTROSOD, 2 COTRODERM, 4 4 PEXAKIND, 3 CANNIL, 4 ETHASALE, 7 STRIPTOVIT, 3 CHROME, 11
CHROMOSTAT, 19
REVICI, 109
STREPTOCORM, 42
BOTROPHASE, 50
41
KEE PHARMA AWARENESS AM NG VETERINAR DOCTORS:
INDUSTRY AWARENESS
0%
KEE PHARMA AWARE
UNAWARE
100%
PRODUCT AWARENESS
1%
USE REVICI
DON'T USE REVICI
42
LIST OF DOCTORS VISITED:

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. Dr. Rajeev Ranjan Sinha Dr.Rahul Verma Dr. Anil Sood Dr. Pradeep Rana Dr. Jyoshna Dr. Mukesh Kumar Dr. Ajay Sood Dr. Gautam Unny Dr. Saurabh Manish Saxena Dr. A.K. Kumar Dr. Jitender Jappal Dr. Kumar Dr. Vikas Sharma Dr. Pritam Dr. Vikas Dr. Vinod Sharma Dr. R.T. Sharma Dr. Inder Singh Kothari Dr. Sandeep Sidana Dr. Sasank Dr. S. Kumar Dr. Prabhjyot Triguna Dr. Abhay Triguna Dr. RajKumar Singh Dr. S.M. Yadav Dr. Satish Kumar Verma Dr. Verma
43
28. 29. 30. 31. 32. 33. 34. 35. 36. 37. 38. 39. 40. 41. 42. 43. 44. 45. 46. 47. 48. 49. 50. 51. 52. 53. 54. 55.
Dr. Chanchal Bhatacharya Dr. Satish Kumar Bhudhiraja Dr. Vikas Dr. Jappal Dr. Jappal Dr. Kumar Dr. Dinesh Dr. Dinesh Dr. Inder Singh Dr. Inder Singh Dr. Mangol Dr. Anand Dr. Bharat Bhusan Dr. Vinay Chhabra Dr. Vinod Sharma Dr. Pushpa Dr. Mukesh Kumar Dr. Gupta Dr. Singh Dr. Sandeep Sidana Dr. Bhatia Dr. Rajeev Ranjan Sinha Dr. Goyle Dr. Chaudhary Dr. Ghansyam Das Dr. Gandhi Dr. Arun Kumar Dr. Triguna
44
56. 57. 58. 59. 60. 61. 62. 63. 64. 65. 66. 67. 68. 69. 70. 71. 72. 73. 74. 75. 76. 77. 78. 79. 80. 81. 82. 83.
Dr. Bajaj Dr. Kumar Dr. Nagpal Dr. Arun Kumar Agarwal Dr. Nitin Bhatia Dr. Anand Dr. Kharb Dr. Shahi Dr. Rahul Dr. Bhupendra Dr. Choudhary Dr. Seth Dr. Vaishal Bhatt Dr. V. Kumar Dr. Rajesh Kapuria Dr. Smriti Dr. S. K. Choudhary Dr. M. L. Sharma Dr. Neelam Singh Dr. Didar Singh Dr. Satish Kumar Dr. Ramdeep Chaggar Dr. Rajendra Kumar Anand Dr. Vinay Chhabra Dr. Geeta Dr. Jappal Dr. Jappal Dr. Jappal
45
84. 85. 86. 87. 88. 89. 90. 91. 92. 93. 94. 95. 96. 97. 98. 99. 100. 101. 102. 103. 104. 105. 106. 107. 108. 109. 110.
Dr. Jappal Dr. Vikas Dr. Ramdeep Chaggar Dr. Ramdeep Chaggar Dr. Ramdeep Chaggar Dr. Rana Dr. Vinay Kumar Chhabra Dr. M. Mishra Dr. Gagan Dr. Ram Swarup Sharma Dr. Anoop Kumar Gupta Dr. Sharma Dr. Ranjeet Kharb Dr. Chaggar Dr. Sharma Dr. Mahesh Dr. Mann Dr. Subhash Dr. Aniwel Dr. Vikas Dr. Rahul Dr. Verma Dr. Shah Dr. Kumar Dr. Dayal Dr. S. Kumar Dr. Chaudhary
46
FINDINGS
y 100% Veterinary doctors use haemostat. y 99.1% doctors use REVICI. y About 50% of total use of haemostats , REVICI is used. y Next to REVICI is BOTROPASE & STREPTOCORM. y Haemostats are more used in summer, so there is more sale in April-July. y Some doctors are interested in direct purchase from company.
47
RECOMMENDATION
y To increase its sales, it should increase its Promotion. y More frequent visits to doctors. y Direct sale to doctors. y Parallel promotion to doctors as well as retailers.
48
REFERENCES
Primary Data:
y Veterinary Doctors y Veterinary Hospitals
Secondary Data:
y www.keepharma.com y www.pharmaceutical-drug-manufacturers.com y CIMS
49
ANNEXURE
QUESTIONNAIRE:
DATE:_____________ NAME OF DOCTOR:_____________ AREA:____________
Time of data collection in 24 hr clock time:_____________________________
1. Are you using haemostats ?
Yes:_______
No:_______
2. Which brand you are using?
3. If you are informed about any other haemostat with better features, will you use it? Yes:_________ No:________
4. Which dosage form you use:a. Tablet b. Injection
5. Frequency of using haemostat
a.Daily
b. Weekly
c. Monthly
6. Quantity of haemostat a.0-10 b.10-20 c. 20-30 d. more than 30
50
NAME:____________________
SIGNATURE:_____________
51

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ACKNOWLEDGEMENT

OF PHARMACE T CAL PRODUCT

Symposium Image Advertisement in medical journal Direct mailing(Courier)

GLOBAL PHARMACEUTICAL INDUSTRY

Key Generic Drug Markets

France Italy Japan UK Germany India US -

INDIAN PHARMACEUTICAL INDUSTRY

13th in terms of value.

y Indian Pharmaceuticals industry has over 20,000 units. Around 260

growth rate (CAGR) of 13.7% per annum.

FACTORS DRIVING THE INDIAN PHARMACEUTICAL INDUSTRY: (GROWTH OPPOURTUNITIES)

infrastructure over last 5 years.

process re-engineering and dedicated manufacturing.

INDIAN PHARMA MARKET SIZE

REVICI is named after its inventor Dr.Emanual Revici of USA.

and pain. Hence, Revici also acts as an analgesic .

Citric Acid, which is a rich source of Vitamin-C, helps in

DOSAGE 1 ampoule of 5 ml 3 times daily or as & when required.

DOSAGE & ADMINISTRATION Adults 500 mg t.i.d. Children: 250 mg t.i.d.

CONTRAINDICATIONS Hypersensitivity to the drug, pregnancy, lactation.

PRODUCTS OF KEE PHARMA

Proven Efficacy, Unmatched Safety.

Revici-E -->> the "Time Trusted" Capillary Haemostat.

Pain & Inflammation

TOOLS & TECHNIQUES OF ANALYSIS OF DATA TABLES , PIE-CHART

30-40 ( Injection + Tablet )

60-70 Injection , 20-30 Tablets

20-30 ( Injection + Tablet ) Bleeding cases mostly in summer

30-40 ( Injection + Tablet )

300-320 Injections (10ml injection)

30-40 Injections , Injetions are used for instant relief

Chrome , Striptovit , Cotrosod

30-40 ( Injection + Tablet )

0-10 ( Injection + Tablet )

0-10 ( Injection + Tablet )

20-25 Injections , 20 -30 Tablets

More than 600 Injections (5ml injections), Mostly Revici

30-40 Injection Not interested in any other product

About 50 ( Injection + Tablet ) , Satisfied with Revici only

20-30 ( Injection + Tablet )

0-10 ( Injection + Tablet )

0-10 ( Injection + Tablet )

0-10 ( Injection + Tablet )

Chrome , Chromostat , Botrophase

10-20 ( Injection + Tablet )Bleeding cases mostly between April-July

0-10 ( Injection + Tablet )

20-30 ( Injection + Tablet )

30-40 ( Injection + Tablet )

0-10 ( Injection + Tablet )

30-40 ( Injection + Tablet )

4 box (injection) , regular user of revici , interested to know more

30-40 ( Injection + Tablet )

30-40 ( Injection + Tablet )

0-10 ( Injection + Tablet )

More than 30 injections , use mostly in surgery

30-40 ( Injection + Tablet )

20-30 ( Injection + Tablet )

These days bleeding cases are more (in summer)

0-10 ( Injection + Tablet )

30-40 ( Injection + Tablet )

0-10 ( Injection + Tablet )

30-40 ( Injection + Tablet )

10-20 ( Injection + Tablet )