A SUMMER TRAINING PROJECT REPORT ON

COMPARATIVE STUDY OF ZENSAR PHARMACEUTICALS

For the partial fulfillment of Master of Business Administration Program

UNDER THE GUIDANCE OF Dr. Vinitendra Pratap Singh (HOD, MBA)

SUBMITTED BY : Mohammad Shairan MBA IIIrd Sem.

B.N. College of Engineering & Technology, Lucknow (Affiliated to Gautam Buddh Technical University) Session: 2011-2012

TABLE OF CONTENT
ACKNOWLEDGEMENT OBJECTIVES & SCOPE OF THE STUDY PART- I Introduction Company Profile Services/Products provided by the company Introduction to the topic Analysis of the topic Part- II

Research Methadology

Findings Graphs Data Analysis Limitations Conclusions Suggestions & Recommendations Bibliography Appendix

ACKNOWLEDGEMENT
Like most endeavors, preparing this project was a collaborative effort. I owe a great debt to many individuals who helped me in successful completion of this project. I would like to express my sincere gratitude to COMPANY NAME for giving me an opportunity to complete my summer internship program in their esteemed organization. I would not have completed this journey without the help, guidance and constant support and co-operation of certain people who acted as guides and friends along the way, I would like to express my deepest and sincere thanks to Dr. UPAMA Mishra ( Director , B.N. College of Engineering & Technology) , Dr. Vinitendra Pratap Singh ( H.O.D. , M.B.A. Department), and for their invaluable guidance and help. The project could not have been completed without their support and guidance. In this connection I would like to express my gratitude to my parents and friends who were constant source of inspiration during my summer training project report. At last I thank to Almighty for giving me the power to complete this project successfully. Mohammad Shairan MBA IInd year

OBJECTIVE OF STUDY
The key objectives of the Study are as follows:

To assess the build up in brand health of Zensar and the impact of the communication to answer the questions Is the advertising creating awareness and saliency for the brand?

Is advertising being noticed? Is the message been picked up and comprehended? Is the brand been integrated with the message?

Is the brand communication created a favorable disposition for the brand?

COMPANY PROFILE
Ranbaxy, a leading name in pharma and healthcare has recently started a new initiative in OTC drugs, with a focus to take advantage of the growing Rs 3000 crore OTC market in India. This new division is called Ranbaxy Global Consumer Healthcare. Some of the erstwhile schedule H brands that have been transferred to the OTC umbrella include Zensar, Pepfiz, Garlic Pearls and Gesdyp. Zensar enjoys the flagship brand status among the switch brands The OTC brand of Zensar is being supported with a TV ad campaign involving three creatives. Spends have been made on both C&S and Doordarshan channels. The Brand Zensar is a comprehensive daily food supplement that has a balanced combination of vitamins, minerals & ginseng. Zensar was launched in 1989 as a prescription drug. The drug was promoted as a product for energy enhancement, anti-stress and fighting fatigue, which emanated from its key ingredient Ginseng. However with the market dynamics changing with the rise of anti oxidant category in prescriptions, prescription share of Zensar dropped through the nineties. The brand however retained its volumes owing to consumers buying it over the counter. In 1999, it was taken off Schedule H of the drug controllers and became an OTC product. Its currently classified as a food supplement.

Key markets for Zensar include lower population strata towns and rural markets as well. The Category The category, Adult Health Supplements, consists of Zensar, Becosule, other vitamin capsules, Spirulina, Brahmi and Ashwagandha poppables from Himalaya and other OTX drugs. (Drugs pushed by the Chemist, even if not prescribed the doctor) While Zensar faces competion from these drugs, the penetration of these brands is lowand occasional/ need based use is predominant. Therefore the marketing task would be category creation, rather than fighting for share from other players. Usage of these drugs is usually linked to rejuvenation, energy enhancement, anti oxidant and anti stress benefits. In terms of pricing, Becosule is a cheaper alternative to Zensar. RGCH would now like to track the impact of the TV campaign and other marketing activity on brand health and build up of associations with the brand in consumer minds.

INDIAN PHARMACEUTICAL COMPANY

The Indian pharmaceutical industry is a success story providing employment for millions and ensuring that essential drugs at affordable prices are available to the vast population of this sub-continent. The Indian Pharmaceutical Industry today is in the front rank of Indias 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 $ 4.5 billion, growing at about 8 to 9 percent annually. It ranks very high in the third world, in terms of technology, quality and range of medicines manufactured. From simple headache pills to sophisticated antibiotics and complex cardiac compounds, almost every type of medicine is now made indigenously. The Indian Pharmaceutical sector is highly fragmented with more than 20,000 registered units. It has expanded drastically in the last two decades. The leading 250 pharmaceutical companies control 70% of the market with market leader holding nearly 7% of the market share. It is an extremely fragmented market with severe price competition and government price control. The pharmaceutical industry in India meets around 70% of the country's demand for bulk drugs, drug intermediates, pharmaceutical formulations, chemicals, tablets, capsules, orals and injectibles. There are about 250 large units and about 8000 Small Scale Units, which form the core of the

pharmaceutical industry in India (including 5 Central Public Sector Units). These units produce the complete range of pharmaceutical formulations, i.e., medicines ready for consumption by patients and about 350 bulk drugs, i.e., chemicals having therapeutic value and used for production of pharmaceutical formulations Following the de-licensing of the pharmaceutical industry, industrial licensing for most of the drugs and pharmaceutical products has been done away with. Manufacturers are free to produce any drug duly approved by the Drug Control Authority. Technologically strong and totally self-reliant, the pharmaceutical industry in India has low costs of production, low R&D costs, innovative scientific manpower, strength of national laboratories and an increasing balance of trade. The Pharmaceutical Industry, with its rich scientific talents and research capabilities, supported by Intellectual Property Protection regime is well set to take on the international market.

ADVANTAGES
Competent workforce: India has a pool of personnel with high managerial and technical competence as also skilled workforce. It has an educated work force and English is commonly used. Professional services are easily available.

Cost-effective chemical synthesis: Its track record of development, particularly in the area of improved cost-beneficial chemical synthesis for various drug molecules is excellent. It provides a wide variety of bulk drugs and exports sophisticated bulk drugs.

Legal & Financial Framework: India has a 53 year old democracy and hence has a solid legal framework and strong financial markets. There is already an established international industry and business community. Information & Technology: It has a good network of world-class educational institutions and established strengths in Information Technology. Globalisation: The country is committed to a free market economy and globalization. Above all, it has a 70 million middle class market, which is continuously growing. Consolidation: For the first time in many years, the international pharmaceutical industry is finding great opportunities in India. The process of consolidation, which has become a generalized phenomenon in the world pharmaceutical industry, has started taking place in India THE GROWTH SCENARIO India's US$ 3.1 billion pharmaceutical industry is growing at the rate of 14 percent per year. It is one of the largest and most advanced among the developing countries. Over 20,000 registered pharmaceutical manufacturers exist in the country. The domestic pharmaceuticals industry output is expected to exceed Rs260 billion in the financial year 2002, which accounts for merely 1.3% of the global pharmaceutical sector. Of this, bulk drugs will account for Rs 54 bn
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(21%) and formulations, the remaining Rs 210 bn (79%). In financial year 2001, imports were Rs 20 bn while exports were Rs87 bn. STEPS TO STRENGTHEN THE INDUSTRY Indian companies need to attain the right product-mix for sustained future growth. Core competencies will play an important role in determining the future of many Indian pharmaceutical companies in the post product-patent regime after 2005. Indian companies, in an effort to consolidate their position, will have to increasingly look at merger and acquisition options of either companies or products. This would help them to offset loss of new product options, improve their R&D efforts and improve distribution to penetrate markets. Research and development has always taken the back seat amongst Indian pharmaceutical companies. In order to stay competitive in the future, Indian companies will have to refocus and invest heavily in R&D. The Indian pharmaceutical industry also needs to take advantage of the recent advances in biotechnology and information technology. The future of the industry will be determined by how well it markets its products to several regions and distributes risks, its forward and backward integration capabilities, its R&D, its consolidation through mergers and acquisitions, comarketing and licensing agreements Current demand in the Indian pharmaceutical sector stands at about $4 to $5 billion, and is forecast to increase at an annual rate of 15 - 20% in the future. Nevertheless, average per capita expenditure on pharmaceuticals in India is
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only $3 -- compared to $412 in Japan, $222 in Germany and $191 in the US. This is due in part to the prevalence of alternative healing methods in India, such as ayurvedic medicine and homeopathy, but also because prices for drugs have been kept artificially low by the Indian government. In fact, India's pharmaceutical industry is one of the most highly regulated industries in the country. Price controls have a strong effect on profitability in the industry, and weak patent protection poses a long-term threat to investment in India's drug market. Foreign firms also find it difficult to operate in India due to arbitrary Bureau of Industrial Cost and Pricing (BICP) pricing changes, arbitrary local FDA decisions, high import duties (about 42%) and complex import procedures. However, while the pharmaceutical sector in India wills most likely stay regulated in the short term, there are plans for reform. The sheer size and growth of India's domestic pharmaceutical industry is making it increasingly difficult for the government to regulate prices for every single firm, and pressure from the World Trade Organization is also speeding up discussions within the national government to improve patent protection. As a result, foreign pharmaceutical firms can expect improved market opportunities in India's enormous drug market over next several years

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MARKET STRUCTURE OF THE INDIAN PHARMACEUTICAL INDUSTRY The Indian pharmaceutical industry is highly fragmented -- there are now more than 20,000 domestic manufacturers of end-use pharmaceuticals, particularly because of the industry's low capital requirement and the lack of product patents. Only about 300 of these are in the organized sector. This structure causes intense competition, especially in the bulk drug markets, with profitability falling as demand expands. For value purposes, drugs in India are generally classified into two categories -- bulk drugs and formulations. Due to India's low overhead costs, bulk drugs comprise the largest sector in the country's pharmaceutical market. Indias bulk drug sector also makes up about 6% of the international bulk drug market. Drug intermediates are used as raw materials for the production of bulk drugs, which are either sold directly or retained by companies for the production of formulations. Formulations can be subdivided into generic drugs and branded or "ethical" drugs, the latter of which are made under process patent and sold under a separate brand name. Expected short-term growth for the two types of drugs has been 20% for bulk drugs and 15% for formulations. The import of finished pharmaceuticals is almost negligible, and confined to very specific types like anti-cancer drugs. In 1994, the import of drugs, pharmaceuticals and intermediates was estimated at $450 million, and included the following: antibiotics, penicillin and its salts, erythromycin and its preparations, vitamins and provitamins, vaccines (polio, human and

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veterinary), preparations containing insulin, caustic and other hormones, and tetracycline and its preparations. Essential drugs comprised of antibiotics, antibacterial, anti-TB, anti-parasitic, and cardiovascular constitute a major portion of turnover of the industry. Indian companies dominate this class of drugs with a market share of 71%. Multinational companies are reluctant to enter these markets as most of them are under government price controls.

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ABOUT THE ZENSAR Zensar Technologies (Zensar) is a globally renowned software services company that specializes in providing a complete range of Software Services and Solutions. Zensar is ranked amongst India's Top 20 Software Services Companiesby National Association of Software and Services Companies (NASSCOM) and is also recognized by the Department of Scientific and Industrial Research (DSIR) for its robust in-house Research and Development practices and an acknowledged leader in Innovation. The Software services range from the traditional to the transformational Enterprise Product Implementation and Hosting, Business Intelligence and Data Warehousing, Collaboration and Knowledge Management Services, Business Process Outsourcing and Optimization, Remote Infrastructure Management and Testing, and the entire range of Software Application Planning, Portfolio Building, Development, Migration and Support. Zensar is the world's first enterprise-wide SEI CMM Level 5 Company and enjoys a strong presence in the United States, Europe, Africa, Middle East and Asia-Pacific regions.To service Global Customers, Zensar has Delivery Centers in Pune and Hyderabad in India, China, Japan and the UK. With 6000+ associates, 400+ customers and 14 nationalities operating in more than 20 global locations, Zensar helps transform Global Corporations.

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Zensar encourages challenging of opinion, of mindsets and a young and vibrant culture of innovation and experimentation. It consciously focuses on building diversity into the system whether it is of gender, region, nationality, background, learning or education, and then in creating a framework for a confluence of these different ideas, cultures and experiences to make an authentic global organisation that delivers value to its customers. At Zensar individual thinking, creativity, innovation and flexibility are celebrated and through that enormous diversity seeps in a 'world culture' for Zensar to become true transformation partners to global corporations driven by a set of core organisational values - that being the only place for homogeneity! Using the Global Delivery Model in integrating global talent including customer capabilities, embedding frameworks for service delivery, and by creating the necessary go-to-market front ends, Zensar demonstrates business value for its customers! This enables a true customer proximal model by requirements being captured by a consultant at their end with localized and business specific capabilities and the luxury of global sourcing and 24X7X365 support and disaggregated software development that leverages talent across nations. ZENSAR VALUABLE CLIENTS Towards creating value to its customers business, Zensar has built and consolidated a comprehensive portfolio of services in IT and BPO, lending a wide range of benefits from cost arbitrage, to unmatched quality, differentiated value to a holistic strategic partnership with its customers; and further lending a significant advantage by offering models to customers that

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best suit their business needs traversing the context areas down to the core focus areas of the customer. Zensar enjoys enduring relationships with global leaders like Cisco, Assurant, Danaher Corporation, Electronics Arts, iSelect and Logitech, among several others. Zensar's customers are spread across various industry segments like Manufacturing, Retail, Banking and Insurance, High-Tech manufacturing and Connected Services. Zensar has also forged strategic technology partnerships with global technology leaders such as IBM, Microsoft, Sun Microsystems and Oracle. These partnerships enable Zensar to leverage its core competencies, ensuring comprehensive and state-of-theart business solutions to its customers.

ZENSAL EXPERTISE The Company offers industry and business consulting with industry focused teams in Retail, Manufacturing, Banking, Insurance, Energy and Utilities, Media and Connected Services (Government, Education and Healthcare), bringing in best practices culled from individual and combined experiences. Zensar's decision enabling services lend velocity to the customer's business by process and technology consulting that help corporations make better decisions. The services include enablers like business intelligence and data warehousing, content and collaboration management, and knowledge management. The Business Process Outsourcing and Optimisation (BPO2) based services of Zensar as the name suggests involves process execution and optimisation to help businesses perform at optimum levels by making

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continuous improvements possible. The services in this space span from accounts payable, receivables, telesales, helpdesk support, to Knowledge Process Outsourcing on the higher end. Our IT Enabling Services help companies design, develop, implement and test applications whether packaged or even custom-built to enable their business processes. Zensar has a strong engagement with Oracle being their platinum partner with a 1300+ consultants team; and in the SAP space offering focused templatised solutions in key verticals of dairy, textile, pharma, manufacturing and IT/operations and being the largest partner in certain key segments and markets. Our teams bring a strong blend of functional business skills and technology or package-specific expertise to help make swift implementations possible with minimal risk rendering maximum value. Zensar's IT Support Services help companies focus on their core of aligning IT to business needs while letting us take care of the operational maintenance, fixes and day-to-day support of their applications and technology infrastructure.

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Our Vision Transformation partners to global corporations.

Our Values Customer Sovereignty Our customers are the reason for our existence. We anticipate their needs and endeavor to meet and surpass their expectations. Passion For Excellence We strive to attain individual and team excellence through a spirit of continuous learning, lofty standards, new ideals and a commitment to high levels of achievement. Continuous Innovation We aspire to seek and create a 'new way.' We will continuously reengineer our processes and mindsets and encourage individual creativity and improvisation in all our actions. Transparency and Integrity We will nurture a culture of spontaneity and mutual trust. Impeccable ethics and morals will be the cornerstone of all our interactions and relationships. People Orientation We will accord empathy, respect and dignity to every Zensarian. We will create an environment where every committed and capable member of the

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organization is given ample rewards and opportunities for growth. Social Responsibility We will recognize, abide by and add value to the social environment, while embracing our responsibilities as a good corporate citizen in every country we operate. GLOBAL DELIVERY PLATFORM Zensars Global Delivery Platform (GDP) provides collaborative solution delivery across shores and enterprises seamlessly. The Platform combines mature off-shoring processes, which emulates industry best practices and a community of intellect across the globe that spans multiple business domains using Zensars proprietary Solution Blueprint ( SBP) . SBP enables Zensars global delivery platform where capabilities of software professionals across geographies can be leveraged without physically bringing them under one roof. Using SBP these talented professionals will essentially focuses on designing whereas SBP would handle the routine software code to generation activity. The global delivery platform thus significantly reduces people dependence and technology bondage to deliver agile, flexible and future-proof solutions on demand. Zensars SBP enabled, unique GDM is virtual, and defies the traditional need for brick and mortar structures to service customers. These solutions are provided to customers on an Opti-Shore Delivery Model, often tailored to suit individual customer requirements. The GDP provides our customers with flexibility, a choice of differentiated services, access to a global expertise pool, new business channels and provides software that is standardized and built to last. The GDP also provides access
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to world class business and application modeling using a distributed and collaboration environment enabling Zensar to seamlessly deliver IT-Enabled Services and Solutions from global locations

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ACHIEVEMENTS
Zensar is committed to meet customers' needs and expectations by delivering competitive IT and Business Process Outsourcing solutions. This sentiment is evident from our continuous perseverance to accredit ourselves with globally recognised industry standards and the awards we are bestowed with by various global institutions Golden Peacock Award for CSR - 2011 Zensar Technologies has been selected as the winner of Golden Peacock Award for Corporate Social Responsibility for the year 2011 by the Awards Jury, under the Chairmanship of Justice P N Bhagwati, former Chief Justice of India and Member, UN Human Rights Commission. The Golden Peacock Awards are recognized worldwide as the hallmark of corporate excellence because of their independence, integrity, transparency and thorough and open application process. The Golden Peacock is a very prestigious and wellknown award in the field of CSR in India. International Association of Outsourcing Professionals Zensar Technologies was recognized by the International Association of Outsourcing Professionals (IAOP) among the Top 100 Global Outsourcing Companies - 2008, 2009, 2010, and 2011. Zensar was also ranked in several group categories - Best 20 Leaders by Industry Focus Financial Services, Retail, Manufacturing and Industry Specific Services IAOP 2011.

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Named in Global Services 100 list - 2010 Zensar has been recognized as an organization that has reacted well to changing demands and markets via their career development strategies and has implemented change management initiatives at its best

Ranked among top 20 IT exporters in India by NASSCOM Zensar Technologies has been ranked among the top 20 IT Services Exporters for the year 2009-10 by the National Association of Software and Services Companies (NASSCOM) of India

Investment in People Award 2010 Zensar Technologies was awarded the Asia Responsible Entrepreneurship Awards (AREA) Investment in People Award 2010 in New Delhi on the 20th of November, 2010 by Enterprise Asia, a non-governmental organization in pursuit of entrepreneurship development across the region. Founded by entrepreneurs for entrepreneurs, the organization is supported by a panel of prominent industry and government leaders who truly believe in the mission of championing entrepreneurship in Asia. AREA recognizes and honors Asian Businesses for championing sustainable and responsible entrepreneurship

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CNBC TV 18 International Trade Award-2007, 2008, 2009 In appreciation of its outstanding contribution to Indian trade CNBC-TV 18 has honored Zensar with The Exporter of the Year Award for three years continuously for wealth creation in India's international trade community Winner of FICCI's CSR Special Jury Commendation Award Zensar has been awarded the 'Special Jury Commendation' Award by the President of India, Dr. A.P.J Abdul Kalam for the outstanding commitment and contribution to Nation Building through CSR efforts. Employer Branding Awards 2007-2008 Zensar has been recognized as an organization that has reacted well to changing demands and markets via their career development strategies and has implemented change management initiatives at its best Recognised by the BBB Zensar has been recognised by the BBB and has received the BBB online reliability seal. Zensar is now part of core group of businesses that support ethical business practices and integrity in the market place Trailblazer of the Year Award for Best HR Practices-2006 In recognition of the outstanding contributions and achievements, particularly in the field of Human Resource & Development, the National HRD Network honored us with the Trailblazer of the Year Award from NHRD for Best HR Practices for 2006Zensar has also been recognized for its

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unique HR practices by the Madhya Pradesh government which recently conferred the Golden Edge Award for Best HR practices for 2006 Corporate Governance Business Award-2006 For its unique contribution to the society, Zensar won the Corporate Governance Business for Social Responsibility Award for 2006, which was presented by Bombay Stock Exchange in association with Times Now

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SERVICES OFFER IT Process Consulting Why do 2 out of 3 Software Projects (66%) fail to deliver within Time, Cost and Quality parameters? How will streamlining processes of IT infrastructure and service management achieve cost benefits; at the same time improve SLA compliance too? How to identify and alleviate risk and regulatory non-compliance using industry accepted Governance framework? Why Business-IT alignment is still the CIOs top priority? These are some of the acute problems faced by organizations today, with one common thread binding them all - immature process. It is the prime cause for inefficiencies and ineffectiveness. It leads to duplication of work, inconsistency, lack of common goal, inability to scale up, silo focus, lack of measurement and improvement and many more. We, at Zensars ITPC (IT Process Consulting) practice, help you to simplify, optimize and thus improve maturity of the underlying processes. Our focus is on - delivering solutions targeted at enhancing productivity - improve service and project delivery - cost optimization - alignment with industry recognized frameworks/standards using process solutions ITPC helps you to achieve the above challenges. This is accomplished using our proven methodology ProZEN across the areas of IT Service Management

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(ITSM), Software Engineering and Quality Assurance, Process Optimization and IT Governance. SERVICES OFFERING

Source:www.zensar.com IT Service Management: To manage IT services and systems Software Engineering: For maturity of software development and maintenance Process Optimization: To achieve best out of your process IT Governance: To gain efficiency, control, compliance and business alignment

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BEST PRACTICES Best practices we use are

IT Infrastructure Library (ITIL) by OGC Capability Maturity Model Integrated (CMMI) by SEI People Capability Maturity Model (PCMM) by SEI Microsoft Operations Framework (MOF) by Microsoft Control Objective for IT (COBIT) by ISACA PMBOK by PMI Six Sigma and Lean ISO 20000, 27000 and 38500 Business Process Management Suite by OMG SCAMPI and Goal-Question-Indicator-Measurement by SEI

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Source:www.zensar.com

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MARKET METHODOLOGY: Our Methodology ProZEN is the cornerstone for being able to deliver a consistent experience to all our customers. It is flexible to suit your need.

Source:www.zensar.com ProZEN is a structured yet flexible methodology at each stage, meaning you can engage us for one or all of the distinct services depending on your needs. What makes ProZEN unique is the detailed attention it provides for an end to end process solution while maintaining / retaining customer centricity.

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VALUE POSITION

Holistic, more complete view Our "Multimodal" process improvement provides more flexibility and agility. We can leverage the differentiating features of each model Efficiency Effective & efficient execution using rigor of world class Project Management built in ProZEN methodology Effectiveness Our Assessments, coupled with benefit realization analysis help you identify the low hanging fruits and long term actions that are tightly linked with business needs and priorities Acceleration Leveraging our own IP and considering your existing initiatives give you quicker turn around. Business Benefit Realization Our structured approach for Organization Change Management speeds up the adoption rate of the new process and ensures business gain Cost Advantage We leverage our offshore team to provide you virtual consultancy very cost effectively.

Our Consultants Depth and breadth of our consulting team will provide unsurpassed value to you. We have qualified consultants certified in - ITIL Managers (EXIN), CISA (ISACA), 6 Sigma Black Belts, PMP, IDS-Scheer ARIS, SCAMPI(B) Lead Appraiser and many more.
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Impact Sourcing Despite the uncertain economic outlook and cash flow pressure, Zensar believes that the current market conditions can provide new opportunities for organizations that are already outsourcing, or planning to outsource, their processes and function to reap significant financial and non-financial benefits in the immediate future. Impact Sourcing is a unique methodology that will help drive high performance in the near and long term to organizations. Impact Sourcing assures 10 % cost savings within 10 months by deploying a best-of-breed COBIT framework & ITIL methodologies to generate a future roadmap tailored for organizations to meet their optimization needs. We can bring rigour and discipline to existing business functions and drive value by fixing distressed and winding processes reducing risk in complex contracts, and forming partnerships. We help our clients to formulate and implement strategies, reduce costs, increase efficiency, drive innovation and expand into new markets with immediate effect to costs Benefits Strong lineage in helping organizations create a comprehensive optimization plan Phased approach helps organizations identify the 'cost culprits' Best practices helping organizations benchmark with the industry Domain expertise, technology and process capabilities coupled with strong focus on quality deliverables provide added benefits to the customers in their optimization initiatives. Information Architecture Services

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IA is the art and science of organizing and labeling websites, intranets, online communities and software to support usability The Information Architecture Institute At Zensars IA CoE we constantly strive to ensure the right blend of this art and science is achieved every time we deliver our IA services which allow users to achieve their goals efficiently and effectively. Our Usability and IA services work in unison to provide an unmatched level of user comfort and content positioning by leveraging the rich experience of our IA architects and Knowledge Strategists. IA as we perceive is about the approach/methodology that effectively structures the unstructured The IA Practice focuses on the following Service lines:

Business case development Business Solution Map Information needs analysis Information structure and page layouts Creating controlled vocabularies and metadata Search engine optimization Enhancing content management systems Best Fit Technology Implementation-Information Storage, Access & Delivery Platform

SOFTWARE SERVICES
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We help enterprises expand their businesses by Custom Application development and implementation services that are capable of performing across multiple platforms and infrastructures. Cost-effectiveness and strong delivery capabilities in Agile and Waterfall Methodologies are at the focus of our application development and maintenance strategy. Our matured application development services encompass all the phases of Software Development Life Cycle (SDLC), starting from translating business needs into project requirements through implementation and post-production user support. With a rich experience of providing cost effective and quality custom application development services and solutions capable of consistent performance, Zensar can provide rapid adaptation- with minimal interruptions in the current processes and has worked with a Fortune 500 clientele worldwide.

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Value Proposition Use of home grown Solution BluePrint (SBP) framework during various phases of application development

Use of Global Delivery Model Focus on using re-usable components and tools reducing cycle time and costs Alliances with reputed technology firms (Microsoft GOLD certified partner, Oracle Certified partner) Knowledge acquisition and retention using CMMI processes

Application Support & Maintenance In the software lifecycle, nearly 70% of the cost goes into Application Support & Maintenance activities. Research suggests that large enterprises spend an average of 73% of their IT budget on Application Maintenance of existing system. Clearly, Application Management presents high potential for cost savings in global enterprises. Zensar's expertise in Application support and maintenance has seen a long list of partnerships with fortune 500 customers for more than a decade, Zensar offers a cost effective solution to customers through

Focus on performance measures and continuous improvement besides Service Level Agreements (SLAs) Timely resolution of issues and root cause analysis of each issue Established support matrix offering Help Desk services and

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Multi-level maintenance process using a Corrective, Preventive, Adaptive & Perfective approach

Best Practices

Continuous improvement in application support and maintenance services with objective of lowering Total Cost of Ownership (TCO) Established practice focusing on defining / improving processes Feedback of lessons learned from projects to practice for wider implementation Generating knowledge repository of issues / resolution for future references.

Value Proposition Experience in supporting mission critical / business critical application for fortune 500 customers

Decade long relationship with most of our customers Single window for providing application maintenance and support with infrastructure management Providing continuous improvement against industry standards and benchmark Binding SLA framework with Critical Service Level (CSL) and Quality Process Processes in line with ISO 9000 Standards and the SEI-CMMI framework

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User Experience Solutions

Low conversion rates on your ecommerce site? High transaction failures on your net banking site? Poor user experience could be the barrier to your websites success Click the button below for a FREE Assessment of your site Zensars User Experience team helps you create positive and impactful experiences for your users. We design simple and effective interfaces for software applications, products, websites or mobiles

Best Practices Some best practices we ensure in our approach to any project

Involve end users in the design process, to the extent possible Use lo-fidelity prototyping extensively to set the tone for the UI requirements Encourage iterative mode of prototyping to get it right! Our HTML aligns with W3C priority 1 accessibility guidelines Use informal methods of usability testing to give users a comfort feeling

Value Proposition

User adoption is at highest levels - successful products/applications Supporting mission critical / business critical application for fortune 500 customers Providing continuous improvement against industry standards and benchmark

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Application Migration & Modernization

Studies show that over 70% applications of the world are still on Mainframe and Legacy systems, and most businesses are in a desperate need to modernize and upgrade their IT applications environment. Zensar's Application Migration, Re-engineering & Modernization services help customers to modernize and migrate from older platforms to newer ones with minimum risks. Zensar has effectively modernized legacy applications by improving operational efficiency, reducing the cost of doing business and improving information assets. We have a proven track record of successfully modernizing large mission-critical mainframe and legacy system projects for Fortune 500 clients.

Embedded Software: Embedded Software in Zensar is focused on design and development in the areas of computing systems(PC's and Servers), Networking and Datacom, Peripherals, Storage devices and systems, Mobile and multimedia applications & systems. We also specialize in development of automated testing tools for hardware and software products and systems in the systems and embedded software space. Completing the entire ecosystem of embedded software services there is a verification and validation of products and systems for specification conformance, performance and inter-operability. Our

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host

of

embedded

software

services

applies

to

Product

Conceptualization and Development, Design Verification, Mass Production and Maintenance. Product Engineering

Zensar has a template based approach to implement processes in rapid product life cycles. Innovations like Solution BluePrint help in improving productivity, creating value and leading to a model driven approach to software product engineering services. Zensar during its long experience in providing software product engineering services has worked closely with ISVs like Informix, Microsoft and Fujitsu. With development experience in multiple products and components ranging from back end retailing solution, story creation product, middleware components and drivers for database, Zensar also has implementation experience in creating a language independent platform independent - database independent programming library for its customers. With product development life cycle being highly changeable and time to market increasingly becoming shorter, mechanisms like agile development and the iterative models are essential component in software product engineering services at Zensar. This learning has also led to advanced services around technology refresh and on-demand models (SaaS). With our metrics driven approach, we can set performance targets, measure the performance and consistently show improvement. The extended team approach gives complete visibility and control to the customer. Our methodology involves a phased approach:]

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Independent Testing Services

Dont let cost of poor quality burn your margins. Adopt independent testing! Software testing plays a pivotal role in program assurance. The impact of the cost of poor quality is experienced only after systems go into production and is rarely considered before or during program implementation. Software testing has evolved into a very mature discipline and is a vital business-enabling function within any organization undertaking critical transformation programs. Software testing plays a crucial role in program assurance activities, helps achieve lean IT operations, provides business enablement and also control the Total Cost of Ownership (TCO). Zensar has setup a Testing Centre of Excellence to drive the adoption of a disciplined approach towards testing from a quality control and assurance perspective. Our processes and frameworks assist in the extremely efficient conduct of software testing. Enabled by organization level baselines and best practices, Zensars testing practice focuses on end user needs. Our test lab services incubate new solutions to meet emerging industry trends and with a plethora of both licensed and open source tools, we are able to suggest the most appropriate solution bases on customer needs.

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Service Offerings

Methodology Our investment in building reusable test assets translates into immediate benefits to the customer, in terms of increased efficiency and shorter time to market. Our ready made test assets in Oracle Applications, Insurance, Retail domains provide head start in testing projects.

Standardized test and defect management processes are followed Reusable test artifacts are created and managed Improvements are driven by metrics data gathering and analysis

Best Practices Our test lab is involved in tool based technology development and has indigenously developed the following tools/frameworks:
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Robust, extensible Test Automation Framework (450 reusable functional libraries) Pre-Processor to reduce automation tool licenses for script development Tzen - Zensar's Test Management Tool (Platform independent, Cost effective, Fully customizable, Extendible, Integration possibilities with Open Source Testing Tool Mantis) Risk Based Testing methodology Automated test case generation from use cases using Zensars SBP (Solution Blueprint)

Value Proposition Ready availability of certified testing practitioners for deployment with customer projects

State of the art test lab with licensed (IBM, HP etc), Open Source (OpenSTA, Jameleon) tools Ready made Test automation framework supporting Oracle Apps, Java, .Net and Web applications for a head start IP solutions 'Automation Preprocessor' for immediate implementation in test automation without application software being available Testing team with domain knowledge in Financial and Insurance Services, Retail, Manufacturing, Energy and Utilities, Shipping, Logistics and Oracle Applications Zensar's own test management tool (TZen) for productivity improvements

41

Insurance In today's scenario, Insurers face issues like globalization, growing demand for web based services, regulatory demands, security threats and outsourcing. We understand the needs of the industry and offer Innovative Solutions which are unique, optimal and customer focused. Through a unique blend of domain knowledge, technology and robust processes we have successfully provided solutions to our leading Insurance Customers who faced challenges like

Demanding business need for new, innovative applications in the shortest possible time Striking balance between new technology adoption and the legacy environments Long term plan for Application Integration, re-engineering and retirement Application and infrastructure maintenance Availability of skilled resources Managing dynamic regulatory compliances in the legacy environment

42

Service Offerings for Insurance We provide end-to-end IT services and solutions helping insurers in achieve operational excellence, exceed customer expectations, faster time-to-market, while driving their top-line revenue growth.

Application

Development & Maintenance Services We offer cost effective solutions using our dual shore, onshore, near shore, offshore delivery methodologies. Backed by our strong processes for Application Support, Development and Legacy Transformation, our core competencies lie in the functional areas of

New Business and Underwriting Systems Policy Administration and Claims Processing Agency Management Systems Insurance Distribution Channel Management Web enablement/Development of websites Development of front-end applications to Legacy Systems

43

Finance and Accounting Regulatory Compliance

Testing Services We provide end-to-end testing services to the Insurance Industry to ensure faster time-to-market by utilizing our test assets like library of test cases for the Insurance Industry, automation of test scenarios, and host of in-house developed tools. Our suites of testing services include functional testing, operational acceptance testing, security testing and performance testing. Consultancy Services We provide consultancy in the areas of Enterprise Architecture, Design Architecture, Data Migration, Usability Engineering for B2B/B2C websites, Offshore Advisory services, Packaged Solution and Process implementation services. We also provide IT staff augmentation services to Insurers who look for specific skills and profiles. Business Intelligence Having provided end-to-end BI solutions for several Global Insurance Organizations, we have been able to develop the expertise required to help Insurance companies achieve performance excellence with custom-made BI Insurance Solutions. Our solutions encompass every critical function that needs monitoring to improve the overall productivity and profitability of an Insurance Organization. These industry centric solutions, along with our Strategic Business Intelligence Framework provide the BI Excellence, which is the key to Enterprise Performance Management. Zensar's Business

44

Intelligence and Data Warehousing Solutions for the Insurance Industry include Channel & Product Profitability, Underwriting and Claims Intelligence, Broker and Delegated Billing Entities Intelligence, Finance, Sales Force Performance Management and Customer Service Analytics Banking Banking and Financial Services Practice at Zensar is built on the strength of four core competencies - Domain, Process, Technology and Innovation. The practice is boosted by a myriad of activities like industry research and trends, tools evaluation, continuous process optimization, innovation leading to intellectual property, publishing white papers and capturing experiences in the form of best practices and case studies. Zensar's Banking and Financial Services Practice addresses the needs of clients by leveraging its rich industry experience and deep technology expertise. Our highly qualified team engages with clients to help them implement sustainable business strategies while maintaining cost efficiencies and thereby, gain competitive advantage in their marketplaces. Through a network of alliances and partnerships, we provide true end-to-end business transformation services to our clients. Service Offerings in Banking The bouquet of our service offerings cut across various horizontals like application development, modernization and migrations, support and maintenance and high-end consulting in major industry segments including Retail Banking, Private Banking and Wealth Management, Capital Markets, Compliance and Risk Management

45

Innovative Framework - Solution Blue-Print (SBP) SBP is an in-house developed technology framework that facilitates and simplifies the development and maintenance of software thus reducing costs and improving productivity through process automation

Significant ROI is realized by the utilization and reuse of pre-built models from the Enterprise Repository Solution BluePrint are platform agnostic, thus enabling the development of multi-platform deployable solutions whenever needed

Global Distributed Delivery Model

Process innovation fueled by an impeccable track has resulted in Zensar's providing for

record for

providing solutions to both public sector and the private sector globally Global Delivery Platform (GDP) and thus collaborative solution delivery across shores and

46

entities seamlessly. This also enables Zensar to provide solutions to customer on "Opti-shore delivery model" geographies, often tailored to suit requirements.

across multiple

individual customer

Lower cost of implementation /maintenance, faster time-to-market, ready pool of trained and qualified professionals, and flexible staffing with increased agility for ramp-up/down

Functionality Readiness Matrix Overview

Helps client achieve set targets of time-to-Market for the Product/Service offering Facilitates risk based testing and gives client optimum Quality in given time Assurance of reliable application roll out mitigating risk to Brand Image and Business (Revenue) Opportunity without compromising Quality Strike balance between Time and Quality with optimum cost Identification of Functional Reliability and Business Risks Goal/Target setting for mitigating identified risks, test completeness and defect resolution Continuous data feeds from external processes like Test Status Reports, Traceability Matrix, Defect Status reports, Project Management Plans etc for decision making (Dynamic and periodical) Providing Client and Project management with a "big picture" view of status
47

Energy and Utilities Energy and Utilities (E & U) practice of Zensar possesses deep domain expertise and exposure to Global Utility markets backed by 15 years of hands on experience in the Industry's core technologies. E & U practice has participated in the regulation and deregulation journey of the energy markets and is actively assisting customers in achieving their goals and objectives. E & U practice has acquired, expertise in the entire value chain of Energy & Utilities industry's upstream, mid-stream, down-stream sectors and back office operations with cumulative experience of 150+ projects and over15000+ person years. Upstream

Transmission Outage and Generation Availability, Asset Management and Maintenance Inventory Control Fuel management

Midstream

Network Analysis, MIMS Balancing Mechanism Integrated Energy Management BETTA Mains Risk Priority Management SCADA GIS

Downstream

Emergency Meter Work

48

Job Issue System Demand Derivation system Field Force Device Replacement, Connections work management & AMR, Market Intelligence & Provision of Information

Back Office Operations

Knowledge Management Enterprise Collaboration EUC Applications Infrastructure Management ERP

Service Offerings Energy and Utilities practice has been providing the following services in Analyzing and implementing regulatory and de regulatory changes, Legacy Systems, Business process alignment and IT system improvements, Rapid Application development to drive business benefits, Regulatory reporting , Program Assurance, Performance management, Application separation, and consolidation due to deregulation or mergers and Acquisition, System Integration and Green IT services We specialize in Advanced Meter Management and Energy trading with our framework based solution, for prototype and POC based implementation. We have local market experts as partners for European and Indian markets.

49

Best Practices Market Study: Understanding of the history, back ground , impacts and future of regulations and de-regulations in UK. Participated in handling innumerous IT system impacts due to regulation and de-regulations

FOMSA Exit (Front office system separation) SOMSA Exit (System Operation Systems separation) Separation of IDNs and Interface building (Black water Program) Connection unbundling Regulatory reporting (Market Information provisioning projects) Participation in RGTA / BETTA / TMA programs implementation.

Value Proposition

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Framework based development for Energy Trading

Innovative way of bridging the gap between Industry and service providers through Market based Advisory Councils. Partnership with leading Utilities domain and market experts in Europe to bring the Industry best practices and IT services together. http://www.ucpartners.eu/ Energy and Utilities practice specializes in providing cutting edge technology solutions in Automatic Meter Management (AMM), Asset and Work Management , Energy Trading, Balancing Mechanism, Field Force Automation, SOA based Energy Trading framework to implement flexibility, re-usability and competitive strategy and Integration of systems and processes to get STP.

Manufacturing Globally manufacturing companies are undergoing a change. With rising customer expectations and increasing competition generating pressure on margins, companies are being pushed to innovate on new products and services with increased operational complexity. Companies cannot be run in the traditional way anymore. In this competitive market only whose who control costs , invest on product innovation and reduce time to market will surge ahead. We believe that IT can be an enabler to create the culture change to drive companies in that direction. We leverage on our range of solutions and services to engage with the customer to be a true 'Transformation Partner'.

51

With 200+ experienced consultants in different streams have engaged in 50 over projects of diverse complexities. Our engagement ranges from many fortune 500 companies engaged with us for long periods upto 8-10 years which is deep and matured and also includes SMEs for quick short cycle implementations as well. We deliver enterprise class solution core to manufacturing and supply chain and around all related services which are extremely critical to make an IT enablement most effective as an end to end partner.

Consulting Services (Consulting Practice) To help device IT enablement strategy based on organization's IT readiness and future growth plans so IT can be used as true business transformation tool.

Oracle ERP - Manufacturing and Supply Chain Implementation SAP - Implementation Solution in manufacturing and supply chain space Product Development Manufacturing Operations Demand Driven Supply Chain - Demantra Supply Chain Management Reverse Logistics - Service Supply Chain Business intelligence / Enterprise performance Management

In manufacturing and supply chain space

Customer Operations

52

Improving customer experience in B2B , B2C and B2E mode by deploying internal and external portals

Supply Chain Integrations

SOA and EAM - The initial pitch should be a business pitch without too much technology.

BPO service in Supply Chain

Healthcare and Life Sciences The healthcare and life sciences industry is seeing a rapid change across the globe due to evolving research programs, technology advancement and upcoming business models and frameworks. The entire gamut of the healthcare & life sciences sector has become very data intensive, owing to the mandatory and stringent regulatory enforcements leading to multiple challenges in terms of providing more affordable treatment and better patient care. The pressure to maintain huge volumes of data and the importance to ensure accuracy and reliability of the data repository requires companies to utilize technology in order to address the increasing demand of the industry. Zensar Technologies helps healthcare and life sciences organizations to increase operational efficiencies, reduce administrative and delivery cost, and enhance patient health and wellness through patient-centric processes and inter-operable methods. Interoperability is the key between various service offerings. Through proven technologies, industry best practices, and global delivery capabilities, we provide high-quality healthcare and life sciences support solutions. By

53

leveraging our experience, we have developed technical expertise in providing services like data integration and warehousing, business intelligence and enterprise collaboration solutions, domain-specific frameworks and business models, process outsourcing and many more. Life Sciences We help in structuring your processes as you embark on your success story of innovation from Molecule to Market.

Share our expertise - Our industry experts continuously keep an eye on the industry standards & government regulations Leverage our experience Our years of experience can prove to be immensely beneficial in optimizing the lead times by accelerating the product release process Trust our confidence We have become proficient in understanding the support requirements in the drug development processes, and thus offer customized services for workflow management, tracking & traceability, innovative marketing and design packages

54

INSURANCE
Insurance In today's scenario, Insurers face issues like globalization, growing demand for web based services, regulatory demands, security threats and outsourcing. We understand the needs of the industry and offer Innovative Solutions which are unique, optimal and customer focused. Through a unique blend of domain knowledge, technology and robust processes we have successfully provided solutions to our leading Insurance Customers who faced challenges like

Demanding business need for new, innovative applications in the shortest possible time Striking balance between new technology adoption and the legacy environments Long term plan for Application Integration, re-engineering and retirement Application and infrastructure maintenance Availability of skilled resources Managing dynamic regulatory compliances in the legacy environment

55

Service Offerings We provide end-to-end IT services and solutions helping insurers in achieve operational excellence, exceed customer expectations, faster time-to-market, while driving their top-line revenue growth. Banking Banking and Financial Services Practice at Zensar is built on the strength of four core competencies - Domain, Process, Technology and Innovation. The practice is boosted by a myriad of activities like industry research and trends, tools evaluation, continuous process optimization, innovation leading to intellectual property, publishing white papers and capturing experiences in the form of best practices and case studies. Zensar's Banking and Financial Services Practice addresses the needs of clients by leveraging its rich industry experience and deep technology expertise. Our highly qualified team engages with clients to help them implement sustainable business strategies while maintaining cost efficiencies and thereby, gain competitive advantage in their marketplaces. Through a network of alliances and partnerships, we provide true end-to-end business transformation services to our clients. Energy and Utilities Energy and Utilities Energy and Utilities Energy and Utilities (E & U) practice of Zensar possesses deep domain expertise and exposure to Global Utility markets backed by 15 years of hands on experience in the Industry's core technologies. E & U practice has

56

participated in the regulation and deregulation journey of the energy markets and is actively assisting customers in achieving their goals and objectives. E & U practice has acquired, expertise in the entire value chain of Energy & Utilities industry's upstream, mid-stream, down-stream sectors and back office operations with cumulative experience of 150+ projects and over15000+ person years. Upstream

Transmission Outage and Generation Availability, Asset Management and Maintenance Inventory Control Fuel management

Midstream

Network Analysis, MIMS Balancing Mechanism Integrated Energy Management BETTA Mains Risk Priority Management SCADA GIS

Downstream

Emergency Meter Work Job Issue System Demand Derivation system Field Force Device Replacement, Connections work management & AMR,
57

Market Intelligence & Provision of Information

Back Office Operations

Knowledge Management Enterprise Collaboration EUC Applications Infrastructure Management ERP

58

MANUFACTURING

Manufacturing Globally manufacturing companies are undergoing a change. With rising customer expectations and increasing competition generating pressure on margins, companies are being pushed to innovate on new products and services with increased operational complexity. Companies cannot be run in the traditional way anymore. In this competitive market only whose who control costs , invest on product innovation and reduce time to market will surge ahead. We believe that IT can be an enabler to create the culture change to drive companies in that direction. We leverage on our range of solutions and services to engage with the customer to be a true 'Transformation Partner'. With 200+ experienced consultants in different streams have engaged in 50 over projects of diverse complexities. Our engagement ranges from many fortune 500 companies engaged with us for long periods upto 8-10 years which is deep and matured and also includes SMEs for quick short cycle implementations as well. We deliver enterprise class solution core to manufacturing and supply chain and around all related services which are extremely critical to make an IT enablement most effective as an end to end partner.

SAP
Zensar offers innovative and cost effective Manufacturing solutions in SAP. The pre-configured industry solution mySAP All-in-One for the

59

Manufacturing Industry, addresses typical business challenges prevailing in this segment. A more focused pre-configured offering OBTEngg is an integrated solution that covers complete business processes needs of the Manufacturing industry like Machine Building, Fabrication, Component Manufacturing OEM, Component Manufacturing Replacements and Design and Development. Both these solution has enable us to offer high quality solution at affordable costs on a fixed time and cost basis. As a one-stop SAP Solution Provider, ZensarOBT offers turnkey solution consisting of SAP Licenses, Computer Hardware, Implementation, and Annual Maintenance to all its clientele. OBTEngg, offers comprehensive business functionalities with a ready-to-use reporting system, which also complies with regulatory principles. The solution can be implemented in little over 75 days, which means Faster Return on Investment. OBTEngg reduces the implementation time drastically while maintaining all the required functionality. Typical features of this product include:

Integrated Solution for Design, Pilot launch and stabilization. Variant configuration to facilitate complex product manufacturing. Complete solution of contract manufacturing. Quality assurance and monitoring based on customer and Vendor specific quality plans. SPC monitoring for process improvements. On-line OEE and NEE calculation for quick and effective feedback for the management to take necessary improvement measures.

60

Preventive and Break down maintenance of machineries and Production resource tools. Effective solutions with Document management system coupled with Manufacturing change management for Monitoring design changes. Export management system with all the statutory documents required.

Business Intelligence The Manufacturing world's most critical need is the ability to get a single enterprise view of end to end enterprise information from vendors/ suppliers to customers in order to fuel the realization of investments made in information technology. Our BIDW practice provides custom-made solutions for the manufacturing industry, with a special focus on High Tech, Consumer Electronics and Traditional Manufacturing corporations. Having provided end-to-end BI solutions for several Global Manufacturing Conglomerates, we have developed the expertise required to help Manufacturing companies achieve performance excellence in an increasingly challenging and complex industry scenario. Our solutions for this sector encompass every mission critical function that needs monitoring to improve the overall profitability of the Manufacturing Organisation. These industry centric solutions, along with our Strategic Business Intelligence Framework provide the BI Excellence, which is the key to Enterprise Performance Management. Zensar's Business Intelligence & Data Warehousing Solutions for the Manufacturing Industry include, Inbound Logistics, Planning and Production, Sales and Marketing,Finance, Human Resources and After Sales Services.

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Over The Counter Products

India continues to hold a significant pharmaceutical market potential, not least due to its large and rapidly expanding population. Prescription drugs account for around two-thirds of the total market, with over-the-counter (OTC) products likely to benefit from the liberalisation of retail channels anticipated during the forecast period. Generics represent less than 40% of the market by value, although intellectual property (IP) regime shortcomings allow for the production and use of counterfeit drugs. India's imports of medicines are expected to overtake its exports, resulting in a trade deficit of US$300mn by 2010, although foreign acquisitions by large domestic generic manufacturers will boost exports of cheaper drugs. The Indian drug sector remains highly competitive, with the state pricing policy continuing to stifle growth and the new drug patent law set to increase foreign company activity. BMI expects the pharmaceutical sector to grow by some 8% in 2006, behind the country's major Asian rival, China. Sales are likely to exceed US$15.2bn by 2010, with annual growth at around 9%. The growth of 'civilisation' diseases, boosted by changing demographics and rising healthcare expectations, will simulate the need for cardiovascular, neurological, metabolic and cancer drugs in particular. The treatment of infective diseases, especially hepatitis and HIV/AIDS, will necessitate supplies from abroad, while simultaneously encouraging local research and development (R&D) activities in this direction. Expected liberalisation of over-the-counter (OTC) medicine sales channels will in the short term result in shrinking profits, but in the longer term boost the sector's performance. However, the expected

62

price cuts will have a significant negative effect on all sectors of the industry and its commitment to local R&D and future launches, while potentially boosting trade in counterfeits. In regional terms, India will outperform a number of its neighbours, boosted by its ongoing industrial development, foreign direct investment and overseas activities. However, IP and pricing problems will continue to hinder pharmaceutical sector growth over the coming years. Indeed, the government is planning to reduce the prices of approximately 8% of all drugs sold in the country, with the most expensive treatments receiving the largest cuts. Nevertheless, BMI's adjusted Business Environment Rankings for Asia place India in sixth place, behind China. Indian firms continue to expand in advanced markets, both through outright acquisitions of overseas facilities and generic product approvals in advanced markets. Most recently, Venus Remedies has secured a deal to export its oncology products to Ukraine. International companies remain interested in the Indian market, which is developing due to population growth, as well as improvements in economic conditions and patent law. Consequently, new launches will become a more frequent occurrence. US-based Bristol-Myers Squibb has recently introduced Baraclude to meet the rising, but as yet unmet, medical need for chronic hepatitis B treatment in India. Countries covered: India India continues to hold a significant pharmaceutical market potential, not least due to its large and rapidly expanding population. Prescription drugs account for around two-thirds of the total market, with over-thecounter (OTC) products likely to benefit from the liberalisation of retail channels
63

anticipated during the forecast period. Generics represent less than 40% of the market by value, although intellectual property (IP) regime shortcomings allow for the production and use of counterfeit drugs. Indias imports of medicines are expected to overtake its exports, resulting in a trade deficit of US$300mn by 2010, although foreign acquisitions by large domestic generic manufacturers will boost exports of cheaper drugs. The Indian drug sector remains highly competitive, with the state pricing policy continuing to stifle growth and the new drug patent law set to increase foreign company activity.

BMI expects the pharmaceutical sector to grow by some 8% in 2006, behind the countrys major Asian rival, China. Sales are likely to exceed US$15.2bn by 2010, with annual growth at around 9%. The growth of civilisation diseases, boosted by changing demographics and rising healthcare expectations, will simulate the need for cardiovascular, neurological, metabolic and cancer drugs in particular. The treatment of infective diseases, especially hepatitis and HIV/AIDS, will necessitate supplies from abroad, while simultaneously encouraging local research and development (R&D) activities in this direction. Expected liberalisation of over-the-counter (OTC) medicine sales channels will in the short term result in shrinking profits, but in the longer term boost the sectors performance. However, the expected price cuts will have a significant negative effect on all sectors of the industry and its commitment to local R&D and future launches, while potentially boosting trade in counterfeits.

In regional terms, India will outperform a number of its neighbours, boosted by its ongoing industrial development, foreign direct investment and
64

overseas activities. However, IP and pricing problems will continue to hinder pharmaceutical sector growth over the coming years. Indeed, the government is planning to reduce the prices of approximately 8% of all drugs sold in the country, with the most expensive treatments receiving the largest cuts. Nevertheless, BMIs adjusted Business Environment Rankings for Asia place India in sixth place, behind China. Indian firms continue to expand in advanced markets, both through outright acquisitions of overseas facilities and generic product approvals in advanced markets. Most recently, Venus Remedies has secured a deal to export its oncology products to Ukraine. International companies remain interested in the Indian market, which is developing due to population growth, as well as improvements in economic conditions and patent law. Consequently, new launches will become a more frequent occurrence. US based Bristol-Myers Squibb has recently introduced Baraclude to meet the rising, but as yet unmet, medical need for chronic hepatitis B treatment in India Ranbaxy Q1 2007 Net Profit Rises 79% to Rs.129 Crores Operating profit before tax doubles (Rs 1,597 Mn, up 100%); Consolidated Revenues at Rs.15,644 Mn; up 23% compared to corresponding quarter.

65

Generic: VAMLO Tablet Tablet Tablet COVAMLO Tablet ASPENT Tablet STORVAS Tablet Tablet Tablet CANDESAR Tablet Tablet Tablet CASLOT Tablet Tablet Tablet Tablet Tablet 2.5 mg 5 mg 10 mg

Amlodipine 10 10 10 Ranbaxy Global Consumer Healthcare Rs: 12.45 Rs: 17.95 Rs: 34.35 Ranbaxy Global Consumer Healthcare Rs: 67.5 Ranbaxy Global Consumer Healthcare Rs: 9 Ranbaxy Global Consumer Healthcare Rs: 75 Rs: 140 Rs: 39 Ranbaxy Global Consumer Healthcare Rs: 27 Rs: 48 Rs: 80 Ranbaxy Global Consumer Healthcare Rs: 30 Rs: 9 Rs: 16 Rs: 52 Rs: 52

Generic: Amlodipine + Losartan Potassium 10 Generic: Aspirin (Low Dose) 60 mg Generic: Atorvastatin 10 mg 20 mg 5 mg Generic: Candesartan 4 mg 8 mg 16 mg Generic: Carvedilol 12.5 mg 3.125 mg 6.25 mg 25 mg 25 mg Generic: Celiprolol 10 10 10 10 10 10 10 10 10 10 10 14

66

CELIPRES Tablet Tablet CERUVIN Tablet CHERICOF LOZENGES Lozenges RACIPER Tablet Tablet STANLIP Tablet FINARA Tablet GLIMPID Tablet Tablet Tablet COVANCE Tablet Tablet

100 mg 200 mg Generic: Clopidogrel 75 mg

10 10

Ranbaxy Global Consumer Healthcare Rs: 27.7 Rs: 51.15 Ranbaxy Global Consumer Healthcare Rs: 57.6 Ranbaxy Global Consumer Healthcare Rs: 21 Ranbaxy Global Consumer Healthcare Rs: 21.9 Rs: 37.9 Ranbaxy Global Consumer Healthcare Rs: 70 Ranbaxy Global Consumer Healthcare Rs: 95.4 Ranbaxy Global Consumer Healthcare Rs: 53 Rs: 82 Rs: 103.4 Ranbaxy Global Consumer Healthcare Rs: 26 Rs: 49

10

Generic: Dextromethorphan 5 mg Generic: Esomeprazole 20 mg 40 mg Generic: Fenofibrate 160 mg Generic: Finasteride 5 mg Generic: Glimepiride 1 mg 2 mg 4 mg 10 10 10 5 10 10 10 8

Generic: Losartan Potassium 25 mg 50 mg 10 10

67

Generic: Losartan Potassium + Hydrochlorothiazide COVANCE-D Tablet Generic: Metformin RIOMET OD Tablet Tablet ROMILAST Tablet Tablet Tablet ROMILAST GRANULES Sachet 500 mg 1000 mg Generic: Montelukast 4 mg 5 mg 10 mg 4 mg Generic: ROMILAST-B Tablet Tablet Generic: Pioglitazone PIOGLAR Tablet Tablet SOCALM Tablet Tablet Tablet 15 mg 30 mg 10 10 Ranbaxy Global Consumer Healthcare Rs: 50 Rs: 80 Ranbaxy Global Consumer Healthcare Rs: 17 Rs: 45 Rs: 85 Montelukast + Bambuterol 10 10 Ranbaxy Global Consumer Healthcare Rs: 69 Rs: 104.6 10 10 10 1 Ranbaxy Global Consumer Healthcare Rs: 79.3 Rs: 98.8 Rs: 149.95 Ranbaxy Global Consumer Healthcare Rs: 5.85 10 10 Ranbaxy Global Consumer Healthcare Rs: 13 Rs: 25 10 Ranbaxy Global Consumer Healthcare Rs: 57

Generic: Quetiapine Fumarate 25 mg 100 mg 200 mg 10 10 10

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Generic: Rabies Immunoglobulin IMOGAM RABIES Vial VERORAB Vial Generic: Ramipril CORPRIL Capsule Capsule Capsule CORPRIL AM Tablet SIMVOTIN Tablet Tablet Tablet FORZEST Tablet Tablet ROLITEN Tablet Tablet 1.25 mg 2.5 mg 5 mg 10 10 10 Ranbaxy Global Consumer Healthcare Rs: 15 Rs: 40 Rs: 56.9 Ranbaxy Global Consumer Healthcare Rs: 45 Ranbaxy Global Consumer Healthcare Rs: 59 Rs: 86 Rs: 141 Ranbaxy Global Consumer Healthcare Rs: 78 Rs: 118 Ranbaxy Global Consumer Healthcare Rs: 35 Rs: 65 300 i.u. 2ml Ranbaxy Global Consumer Healthcare Rs: 3900 Ranbaxy Global Consumer Healthcare Rs: 304

Generic: Rabies Vaccine 0.5ml

Generic: Ramipril + Amlodipine 10 Generic: Simvastatin + Nicotinic acid 5 mg 10 mg 20 mg Generic: Tadalafil 10 mg 20 mg 4 4 10 10 10

Generic: Tolterodine Tartarate 1 mg 2 mg Generic: Valsartan 10 10

69

STARVAL

Ranbaxy Global Consumer Healthcare

Capsule Capsule

80 mg 160 mg

10 10

Rs: 69 Rs: 130

70

RESEARCH METHODOLOGY
Sample - Size = 100 Questionnaire Target Group SEC ABCDE Age Group : 21 + years Male and female Users of Zensar and competition brands Non users of category Minimum quotas will be ensured for
-

Zensar users Consumers who have seen Zensar advertising

1. Research Design:
A research design is a pattern or an outline of a research projects working. It is a statement of only the essential elements of a study, those that provide the basic guidelines for the details of the project. It comprises a series of prior decision that taken together provide master plans for executing a research projects. A research design serves as a bridge between what has been established i.e., the research objectives and what is to be done, in conduct of the study to relish those objectives. If there were no research design, the research would have only foggy notions as about what is to be done.

71

I have used Cross-Sectional Research of Exploratory Research . The research is of both qualitative as well as quantitative type.

2. Unit of Analysis:
Mutual Fund Advisors. Characteristics of interest: Advisors knowledge about Mutual Fund Advisors knowledge about Karvy Advisors interest in getting knowledge of Mutual Fund Advisors willingness to deal in Mutual Fund with Karvy Advisors preference in selecting tax saving instrument of investment Advisors preference in selecting dealer

INFORMATION SOURCES:
PRIMARY DATA was collected with the help of interviews with the general public and a structured questionnaire has been floated in different places to get inside knowledge of the research topic. SECONDARY DATA was collected through internet, magazines, newspapers and corporate profile.

DATA COLLECTION TOOLS:

The main methodology used was Descriptive Design, with its main tools being: Discussion Guidelines Questionnaire Personal interviews

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Data Collection Method:

I have used Survey Method to collect data. I have collected data using questionnaire. Questionnaire Plan I have used Structured Questionnaire for gathering the required data through contacting respondent personally. Type of Information: I have collected Fact, Awareness, Attitude, Future action plan and reason using questionnaire. Type of Questions: Close-ended questions or Dichotomous and Multiple Choice type are asked in the questionnaire for data collection

SAMPLE SIZE:
It could be very difficult and time consuming to collect data from whole population, so accordingly the sample size 200 has been taken through careful design and analysis, for this study purpose

73

SAMPLE COLLECTION PLACE:

Data was collected through random sampling in Lucknow city. The survey was conducted in the prominent places of Lucknow like, Rajajipuram Mall Road Chowk Jankipuram The survey was conducted between 24th to128th of July 2011 between 11:30 am to 3:00 pm. The sample size that was taken into consideration for the survey was 200 people including male and female aged between 22 to 50 years including business class, services class and professional. The survey was conducted at north, west, east and south areas. The survey was conducted at north, west, east and south areas of Lucknow city.

74

GRAPHICAL REPRESENTATION

1. Which is your preferred Format?

Capsule Liquid 90 10

Preferred Format

Capsule Liquid

The maximum respondents preferred capsule format. It is 90 % of the total respondents. Only 10% respondent are in the favour of liquid and their main reasons for favouring that it would be easier to give the children instead of capsule.

2. The medium in which the people saw the advertisement for Zensar

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Newspaper Hoarding Television Magazine Banners

9 7 70 10 4

the medium of advertisement

Newspaper Hoarding Television Magazine Banners

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3. Could you tell me please, what prompted you to use Zensar? Prescribed by Doctor Suggest by Chemist Suggest by others Self Awareness 5 17 61 17

no of people 70 60 50 40 30 20 10 0 Prescribed by Suggest by Doctor Chemist Suggest by others Self Awareness no of people

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4. Please rank following benefits according to your importance ?

Provide energy Give physical strength Provide immunity from illness Improve conentration Enhance your appetite Make you active Over all being

17 11 13 8 8 12 14

ranking
18 16 14 12 10 no of people 8 6 4 2 0

Provide energy

Improve conentration preference

Over all being

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5. Please Tell me how many capsule do you take on each occasion ? frequency of taking 1 2 3 No of people 72 20 8

frequency of taking

1 2 3

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CONCLUSION
In my project, "Comparative analysis of Zensar pharmaceuticals" which is based on my questionnaire and world of mouth/Role of chemist, user and non-user. The following arguments came to known in my research.

The main aim or purpose of consumer is energy enhancement and another general purpose of using this product as a food supplement. It comes under the antioxidant and antis tress category. It fight from fatigue and makes one active and fresh all time in the city.

The majority of its users and male, and they are come under the 25 to 45 age group. Female uses it in very real cases or can say the female are not the consumer of Zensar.

Most of the people use Zensar in two cases : 1. from general health problem and just like as weakness lack of energy specific nutrition deficiency for stress from work for body ach and second for while convalescing from illness, just like to influenza, Viral fever , hypertension, Typhoid and Tension from study related problem.

Most of consumer purchase one more on their self after the period for suggestion for which the doctor recommendation/other suggestions was over because they feel Zensar is completely reliable and they did

80

not feel the weakness and they regained strength and feel more active and energetic.

Very less number of people not purchase it after doctor's other's recommendation was over because they did not feel the need because the general health was improved and other main red was that Zensar was expensive.

Mostly people take one capsule on each very few person only take the two capsules on each. They do not purchase it on a specific time period eg. first week of month or seconds third week of the month. They purchase it as and when requied.

They take it as a good food supplement

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SUGGESTIONS TO THE COMPANY

In my research I want to suggest to the company has Zensar is not completely an OTC product but it also come under OTX Category.

Majority of Indian consumer beliefs and use health drinks eg, Milk, Fruits juice , and honey to maintain healthy body and after that they move towards the herbal products and chawanprash because they are not more aware of Ginseng, key ingredient of Zensar and after that Indian consumer moves towards the multi vitamins/minerals supplements and calcium and iron supplements.

Advertisement play an important role in awareness of Zensar in consumer foremost telivision advertising is the basic gradient of Awareness, but they also pay the attention on magazine and hoarding advertising of Zensar.

Most oftenly people buy the strip of 10 tablets and after that strip of 2 tablets but people are not interested to buy the bottle of 30 tablets.

Woman Generally not use the Zensar the company should be pay more attention on them to increase the sales volume of the Zensar.

82

Zensar faces competition from becosule other vitamin capsule , Brahmi and Aswagandha and from Himalyan and other drugs.

Some of consumer are not satisfied with the size of capsule.

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BIBLIOGRAPHY

Marketing Survey books Role of Chemist Google.com Ranbaxy.com Philips and Cotler, marketing management Word of Mouth User and non-user

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APPENDICES

QUESTIONNAIRE

Name _____________________________________ Age_______________________________________ Gender____________________________________ Marital status________________________________ No. of children_______________________________ Religion____________________________________ Language Spoken____________________________ Occupation_________________________________ Income_____________________________________ Location____________________________________ Address____________________________________ ___________________________________________

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1. Which is your preferred Format?

Capsule Liquid

2. The medium in which the people saw the advertisement for Zensar
Newspaper Hoarding Television Magazine Banners

3. Could you tell me please, what prompted you to use Zensar? Prescribed by Doctor Suggest by Chemist Suggest by others Self Awareness

4. Please rank following benefits according to your importance ? Provide energy Give physical strength Provide immunity from illness
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Improve conentration Enhance your appetite Make you active Over all being 5. Please Tell me how many capsule do you take on each occasion ? frequency of taking 1 2 3 6. What do you think is the main message as conveyed by the advertisement?
Message_______________________________________________________ ______________________________________________________________ _______________________________________________________________.

7. What do you are the key benefits of using the products/ brand?
Benefits________________________________________________________ _______________________________________________________________ _______________________________________________________________.

8. What are the different sources of information for your brands /products?

9. How have Zensar helped you?

COMMENT____________________________________________________________

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_____________________________________________________ _____________________________________________________.
10. Why will you recommend or suggest this product for other and for what purpose?
COMMENT_____________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

_____________________________________________________. These are my all Questions, Thanks for your cooperation and valuable time

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