AN MARKETING REPORT ON

SUBMITTED TO BRAHMACHARI WADI TRUST INSTITUTE OF BUSINESS ADMINISTRATION (AHMEDABAD)

SUBMITTED BY :- PATEL HARSH R. S.Y.B.B.A ROLL NO :- 2078 ACADEMIC YEAR:-2011-12

Preface
In todays Globalize world, where cutthroat competition is prevailing in the Market, theoretical knowledge is not enough, besides these one needs to have practical knowledge, which would help an individual in his future career activities. The main objective of the practical knowledge at this Level of BBA is to develop a bias student as a supplement to the theoretical study of the Management subjects in general. Industrial training helps to gain real life experience about the Industrial Environment, Business Practices. The theoretical knowledge and concreted ideas are the enough background for his career development but the practical training is also having equal contribution for the purpose. It is true to say Practice Made Man Perfect. The individual training has the importance in the management education, because it aims at improving the education level by giving it a practical direction and by making it socially and individually relevant. The students however prepare the report on this training, which enable them to develop corporate skills through onsite experience.

Acknowledgement
First, I would like to express my sincere gratitude to Claris. For providing enough information and getting co-operation from its personnel especially. The information provided by them is very much useful for the preparation of this report. In addition, I wish to place on record my profound sense of gratitude and heart felt respect to our director Prof. Bhaumik Nayak and Institute for providing me all the facilities to make the visit for more learning oriented. I am extremely happy to express my deep sense of gratitude and respect to my major advisor and professors for their valuable guidance and creative suggestions during my project work.

INDEX
NO. 1 2 SR NO. Preface Acknowledgment PARTICULAR PAGE NO 2 3

SECTION-1
CHEP-1
1.1 1.2 1.3 1.4 1.5 1.6 1.7

Introduction to Organisation
General Information About company History Of Company Management structure & Board of Directors Mission & Vision List of products and brands market by organization Corporate social responsibilities FUTURE PLANS 5 6 7 7 8 12 13 15 15 16

CHEP 2
2.1 2.2 2.3

Industry information
Industry Trends Pharmaceutical Market Pharmaceutical Industry in India

SECTION-2
CHEP 3
3.1 3.2

Introduction to Marketing management

Definition of marketing 4Ps of marketing in brief 18 18

CHEP-4
4.1 4.2 4.3 4.4 4.5 4.6

Product Strategy
List of product categories List of brands under each product categories Branding decisions Product Lines Product mix Product varities 20 21 23 24 24 25 43 43 46 47 48 51 52 52 54 55

CHEP-5
5.1 5.2

Pricing strategy
Definition of price Factors Affecting Price

CHEP-6
6.1 6.2 6.3

Place strategy
Meaning of distribution Levels of dist. Channels Flows of channels

CHEP-7
7.1 7.2 7.3

Promotion strategy
ADVERTISING SALES PROMOTION PERSONAL SELLING

CHEP-8
8.1 8.2

Conclusion and findings

Conclusion BIBLIOGRAPHY

Chapter-1 Introduction to Organization

Name of Company Address of Company : : Claris Lifesciences ltd. Village: Chacharwadi, Vasna Taluka: Sanand City:Ahmedabad State:Gujarat Pincode:382213

History
Having established its presence in India in 1999, Claris continues to grow from strength to strength with every passing year. Claris enjoys market leadership across several products and categories in India including Propofol, Parenteral Nutrition and Infusions. The company continuously endeavors to support upgrade of medical care in the country with the introduction of breakthrough new products and technologies. It has several firsts to its credit including

The revolutionary new anesthetic propofol under brand name Profol Oral glutamine under brand nameGlutammune Triple chamber CAPD system Trisafe Triple chamber nutrition system with parenteral route administration TNA Peri

Claris customer base in India includes institutions, large corporate hospitals and nursing homes. In line with its commitment to the cause of critical care in the country, Claris remains at the forefront of efforts towards medical education including participation in several national and international congresses, supporting of training programs for young doctors, publication of scientific journals and other such initiatives.

Management structure & Board of Directors

Mission & Vision

Vision To be one of the worlds leading and most admired pharmaceutical companies in the global Generics industry. To continually create value and bring pride to our stakeholders, partners, customers and the community at large. To preserve earths most precious resource human lives. Mission A world-class organization, built on, Outstanding performance led by Entrepreneurial culture. Product quality through Emotional Pharmacopoeia. Management capability, Efficient processes and Technology. Youth, hard work and discipline.

Achieved in a manner of fairness, honesty and corporate responsibility.

List of products and brands market by organization

Anesthesia NUTRITION
Enteral Nutrition Bupivacaine Injection Ketamine Injection Propofol Intravenous Anesthesia Midazolam Injection BP Lidocaine Injection IP Thiopentone Sodium for Injection IP

MCT LCT Propofol

Parenteral Nutrition

L-Glutamine Powder Nutritionally Balanced Enteral Diet

Parenteral Amino Acid Solution Parenteral Fat Emulsion Parenteral Nutrient Admixture Total Nutrient Admixture Parental Trace Elements Combination Nutrition Pack Combination Nutrition Pack Glutamine I. V.

 PLASMA VOLUME EXPANDERS BLOOD PRODUCTS ANTI-INFECTIVES Quinolone

Ciprofloxacin IV Ofloxacin IV Levofloxacin IV Meropenem for Injection Normal Immunoglobulin Pentastarch/Hetastarch Tetrastarch Low Molecular Weight Dextran

Oxazolidinone

Linezolid IV

Anti-fungal

Fluconazole Injection

Aminoglycoside

USP Clindamycin Phosphate for Injection

Nitroimidazole

Metronidazole IV Metronidazole + Dextrose Injection

 RENAL & TRANSPLANT

Transplant Therapy

Peritoneal Dialysis

Cyclosporine Sirolimus Mycophenolate Mofetil Multiorgan Perfusion System Tacrolimus

Medicines

Double Bag CAPD System Triple Chamber CAPD System

ONCOLOGY

Phosphate Binders Recombinant Human Erythropoietin Essential Amino Acids Cation exchange resin Vitamin D3 Iron Sucrose Alpha Ketoanalogue Tablet Parenteral Amino Acids Solutions

Pegylated Liposomal Doxorubicin Injection

Docetaxel Injection Gemcitabine Injection L-asparaginase Injection

Granulocyte Colony Stimulating Factor-Filgrastim

Recombinant Human Erythropoietin Alfa

10

 INFUSION THERAPY
SELECT INJECTABLES
Ringer Lactate Solution Sodium Chloride & Glucose Intravenous Infusion Mannitol Intravenous Infusion Nutrient replenishers Combination of Dextrose & Sodium Chloride Multiple Electrolyte & Dextrose Injection G Multiple Electrolytes and Dextrose Injection M Multiple Electrolytes and Dextrose Injection P Multiple Electrolytes and Dextrose Injection E Sodium Chloride Intravenous Infusion
Advanced Next Generation Closed Infusion System

Heparin Sodium Injection Metoclopramide Diclofenac sodium Tramadol Frusemide Ondansetron Dopamine Dobutamine Iron Sucrose Injection

11

Corporate social responsibilities

Claris Lifesciences is an international pharmaceutical company, in the business of manufacturing and marketing of high end injectables with focus on New Drug Delivery Systems for treatment of critical illnesses and diseases.

With emphasis on Research, Technology and Quality, Claris offers a range of unique products and delivery systems in bottles, vials, ampoules, pre-filled syringes, non-PVC/PVC bags and oral dosage forms. The company's strength lies in its know-how and expertise in manufacturing and marketing injectable products.

Driven by a team of scientists, pharmaceutical experts and management professionals, Claris is powered by a combination of Vision, R&D capabilities, Technological know how, International standards and Manufacturing expertise.

The company's range of products and delivery systems extends across Enteral and Parenteral Nutrition, Anaesthesia, Blood Products and Plasma Volume Expanders, Anti-infectives, Dialysis and Transplant, Cardiac Care, Infusion Therapy as well as Medical Disposables and Equipment.

Claris enjoys Market Leadership in India. Globally, the company operates in more than 76 countries, through its subsidiaries, offices and marketing/distribution network, and a diverse customer profile covering institutions, major corporate hospitals and international aid agencies.

12

FUTURE PLANS
Accepted by international regulatory authorities including USFDA, MHRA (UK), TGA (Australia), NAM (National Agency for Medicine) Finland, GCC (Gulf Co-operation Council), ANVISA (Agencia Nacional de Vigilancia Sanitaria) Brazil, INVIMA (Instituto Nacional de Vigilancia de Medicamentos Y Alimentos) Colombia, to name a few India Manufacturing Excellence Awards from The Economic Times and Frost & Sullivan for 3 consecutive years viz. 2007, 2008 and 2009. IDMA Quality Excellence Award for 4 years. Certified for WHO GMP and ISO 9001:2000

13

Chapter-2 Industry information

14

The global pharmaceutical market research has been done by many companies and almost all of the market reports indicate a significant growth of pharma market in 2010-2011. The forecasting indicates pharmaceutical market growth of about 4 - 6% in 2010-2011. The established markets, including the US, UK, and Japan, together account for 30% of the global demand for pharmaceutical excipients.

Pharmaceutical Industry Trends- Global Scenario

If present industry overview is taken into consideration then the global pharmaceutical market in 2010 is projected to grow 4 - 6% exceeding $825 billion. The global pharmaceutical market sales is expected to grow at a 4 - 7% compound annual growth rate (CAGR) through 2013. This industry growth is driven by stronger nearterm growth in the US market and is based on the global macroeconomy, the changing combination of innovative and mature products apart from the rising influence of healthcare access and funding on market demand. Global pharmaceutical market value is expected to expand to $975+ billion by 2013. Different regions of the world will influence the pharmaceutical industry trends in different ways.

Asia Pacific Pharmaceutical Market

The pharma market world over will experience significant shifts. Asia-Pacific region will emerge as the fastest growing pharmaceutical market over the recent past. The reason for this positive shift can be attributed to the low costs and favorable regulatory environment. This region has experienced important developments regarding contract manufacturing, especially in generics and APIs. Increased R&D activities in the region has helped Asia-Pacific pharmaceutical industry to achieve an estimated market size of around US$ 187 Billion in 2009. Here, the pharmaceutical industry is expected to grow at a CAGR of around 12.6% during 2010-2012. It can, in fact, become the global API production hub in next few years. pharmaceutical sales are growing at a fast rate in India, China, Malaysia, South Korea and Indonesia due to the rising disposable income, several health insurance schemes (that ensures the sales of branded drugs), and intense competition among top pharmaceutical companies in the region (that has boosted the availability of low cost drugs). Chinas pharmaceutical market will continue to grow at a 20+ % annually, and will contribute 21% of overall global growth through 2013. India - 3rd Largest Producer of Pharmaceuticals Across the World- is already a US$ 8.2 Billion pharmaceutical market. The Indian pharmaceutical industry is further expected to grow by 10% in the year 2010.

15

Pharmaceutical Industry in India

The Indian Pharma Industry has been performing exceptionally well with turnover rising from about Rs. 10 crore (US$ 2 million) in 1948 to a healthy Rs. 1,17,000 crore (US$ 26 billion) in 2010. Pharma exports are booming at Rs. 62,500 crore (US$ 13.9 billion), with formulation exports at US$ 5.8 billion and APIs at Us$ 8.1 billion. The country ranks 3rd worldwide by volume of production and 14th by value thereby accounting for around 10% of worlds production by volume and 1.5% by value. This speaks volumes for our quality and competitive prices.There are over 10,500 manufacturing units in India acroos 3000+ pharma companies making it an intensely competitive market. Maharashtra with 1928 formulation units and 1211 API units is the heart of the Indian Pharmaceutical Industry, closely followed by Gujarat with 1129 and 397, West Bengal with 694 and 62, Andhra Pradesh with 472 and 98, Tamil Nadu with 472 and 98 units and other states accounting for the other units. The industry provides employment to over 42 lakh persons directly and indirectly. Over 60,000 formulations, covering almost every therapeutic segment is made available to ensure abundant availability of common medicines at most reasonable and comparatively lowest prices in the Indian market. The competition in the market is intense, with the presence of about 6 to 200 brands per molecule, putting pressure on companies to bring down the prices. Of around 1200 inhouse R&D centers recognized by DSIR, the major work involved is in drugs and Pharma sectors with a set-up of about 200 approved inhouse R&D. By some estimates, global R&D spends may touch US$ 100 billion by 2012, which will be around 10% of Pharma market that time. If outsourcing is done from Indian companies, the share can be 1-3% of the figure, which could be between US$ 1 billion-3 billion. About a third of total R&D investment by the global Pharma industry, estimated at US$ 40-50 billion, could be made in India over the next 10 years. Contract research in India is growing at an annual rate between 20% to 25%. Clinical trials represent 65% of this market and new drug discovery makes up the remaining 35%. India enjoys many comparative advantages over its neighbours, including an educated workforce that speaks English, the worlds largest democracy and second largest population, the world's tenth largest economy, a sophisticated IT sector, and a young, entrepreneurial class that is eager to take advantage of the countrys ongoing economic liberalizations. The middle class totals 350 million people, which is larger than the entire U.S. population. By 2020, 47% of Indians will be between the ages of 15 and 59, compared with 35% now. It is estimated that by 2023, India will have over 500 million employable population. The working-age populations of the U.S. and China are projected to shrink. India is thus destined to have the world's largest pool of workers and consumers. CVS disorders are expected to emerge as the biggest killers in India by 2015. India already is the diabetic capital of the world. Naturally, therapeutic segments like antiulcerants, antihypertensives, CVS & CNS drugs are showing growth rates of 2530%. With greater awareness towards preventive aspects of health & campaigns by the government, the consumption of vaccines has increased. Increase in literacy, exposure to various media, availability of information about the new therapies will create more awareness of the drugs and eventually result in increased consumption of the drugsin India.
16

Chapter-3 Introduction To Marketing management

17

Definition of marketing :Marketing can be define as a process of creating , communating & delivering value to the target customer

4Ps of marketing in brief :-

PRODUCT
Quality Veriety Style & Design Labling Brand Guarantee & W arantee Pac k aging P r i n a r y S e co n d e r y

Price
List p ric e Disc o unt Allo w a n c es

Place
Distributio n Chennel Transp o r t Coverage Assortment

Promotion
Ad v e r t i s e m e n t S a l e s Pr o m o ti o n Pu b l i c i ty E v e n ts & E x p e r i e n c e

18

Chapter-4 Product Strategy

19

Product
Product is any thing that can be offered to a Market for attention, acquisition, use or consumption that might satisfy a want or need. Product Policy and strategy is the corner stone of Marketing Mix. If the Product fails to satisfy the consumer demand, no additional cost on any of other ingredients of the Marketing will improve the Product performance in the Market. Products are the Building Blocks of the Marketing plan. A company while consider its product it has to consider some factors related to Product like Variety, Quality, Features, Brand Name, Packaging, Sizes, Services, Warranties etcProduct Quality is most important for the Company. For the Quality improvement, TQM (Total Quality Management) is necessary.

List of product categories :-

Anesthesia Nutrition Plasma volume expanders Blood products Anti-infectives Renal & transplant Oncology Infusion therapy
Select injectables

20

List of brands under each product categories :-

Anesthesia Bupivacaine Injection Ketamine Injection Propofol Intravenous Anesthesia Midazolam Injection BP Lidocaine Injection IP Thiopentone Sodium for Injection IP MCT LCT Propofol

NUTRITION Enteral Nutrition L-Glutamine Powder Nutritionally Balanced Enteral

Diet Parenteral Nutrition Parenteral Amino Acid Solution Parenteral Fat Emulsion Parenteral Nutrient Admixture Total Nutrient Admixture Parental Trace Elements Combination Nutrition Pack Combination Nutrition Pack Glutamine I. V.

PLASMA VOLUME EXPANDERS

Pentastarch/Hetastarch Tetrastarch Low Molecular Weight Dextran

BLOOD PRODUCTS Normal Immunoglobulin ONCOLOGY Pegylated Liposomal Doxorubicin

Injection Docetaxel Injection Gemcitabine Injection L-asparaginase Injection Granulocyte Colony Stimulating Factor-Filgrastim Recombinant Human Erythropoietin Alfa

ANTI-INFECTIVES Quinolone Ciprofloxacin IV Ofloxacin IV Levofloxacin IV Meropenem for Injection

Oxazolidinone
Linezolid IV

Anti-fungal

Fluconazole Injection Clindamycin Phosphate for Injection

USP

Aminoglycoside Nitroimidazole

Metronidazole IV Metronidazole + Dextrose Injection

21

 RENAL & TRANSPLANT Transplant Therapy Cyclosporine Sirolimus Mycophenolate Mofetil Multiorgan Perfusion System Tacrolimus
Peritoneal Dialysis

INFUSION THERAPY Ringer Lactate Solution Sodium Chloride & Glucose

Double Bag CAPD System Triple Chamber CAPD System

Medicines

Phosphate Binders Recombinant Human Erythropoietin Essential Amino Acids Cation exchange resin Vitamin D3 Iron Sucrose Alpha Ketoanalogue Tablet Parenteral Amino Acids Solutions

Intravenous Infusion Mannitol Intravenous Infusion Nutrient replenishers Combination of Dextrose & Sodium Chloride Multiple Electrolyte & Dextrose Injection G Multiple Electrolytes and Dextrose Injection M Multiple Electrolytes and Dextrose Injection P Multiple Electrolytes and Dextrose Injection E Sodium Chloride Intravenous Infusion Advanced Next Generation Closed Infusion System

SELECT INJECTABLES Heparin Sodium Injection Metoclopramide Diclofenac sodium Tramadol Frusemide Ondansetron Dopamine Dobutamine Iron Sucrose Injection

22

Branding :A brand can be defined as the name , term , sign , symbol , logo , design or a combination of them intended to identify the goods & services of the marketers & to differential to them from the competitor.

Branding decisions :Hear two decision related to brand. 1. Not to brand 2. Branding

1) Not to brand :Hear In this decision company can not give name to product.

2) Branding :Hear In this decision company can give name to product. In present many company enter in the market and sell the product , so brand is useful to differenciate marketer or company , if company can not give name to dose not work in market long time because without name customer can not identify the product. STRETIGES OF BRAND :1) Individual name 2) Blanket family name 3) Corporate name combined with individual name [dual brand name] 4) Separate family name for separate product

COMPANY FOLLOW STRATAGIES

THE

INDIVIDUAL

NAME

IN

BRANDING

23

Product Lines :Product line can be known as group of homogeneous products that have same usage pattern , similar characteristics , falls under similar price range and distributed to similar distribution channel. Hear two Product lines related to brand. 1) Product line stretching 2) Product line filling

1) Product line stretching :Product line stretching takes place when company extend its product line beyond the current range of product. Or in other word company move one target segment to other target segment.

Product line stretching are three types :1) Down ward line stretching 2) Up ward line stretching 3) Two way line stretching

2) Product line filling :Product line filling is a strategy to extend the product line here, marketer doesnt change the target segment and he keeps on adding more products in the current segment only.

Product mix :Product Mix can be known as combination of all the products line or sum total of all the products offered by company to customers

Product mix has four elements :1) 2) 3) 4) Product mix width Product mix length Product mix depth Product mix consistency

24

Product varities: Anesthesia

Bupivacaine Injection

Product BUPICAN BUPICAN HEAVY

Strength 0.5%

Features Longer acting local anaesthetic Duration of action is 2-3 hours Protein bound to greater extent as compare to other local anaesthetic Can be used for surgery, diagnosis & analgesia

Presentation 4 ml glass ampoule 20 ml glass vial

25

MCT LCT Propofol

Product Profol Spiva

Strength 10 mg / ml

Features

Less pain on site of injection Faster metabolism of Lipid Less lipid overload Suitable IV anesthetic agent for Pediatric and Obese / Hyperlipidemic patients

Presentation 10 / 20 / 50 ml in glass vial

Propofol Intravenous Anesthesia

Product Strength PROVIVE / 10 mg / ml PROFOL / Prosafe

Features

Smooth and rapid induction Rapid and clear headed recovery Minimal psychomotor impairment Minimal post-operative nausea & vomiting No theater pollution

Presentation 10 / 20 / 50 / 100 ml in glass vial

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 NUTRITION
Enteral Nutrition

L-Glutamine Powder

Product Strength Glutammune NA

Features Sugar free granules Easily soluble and free flowing granules Convenient pack size Available in Lemon Flavour / Flavour Free

Presentation 6 sachets of 15g each in primary carton

Parenteral Nutrition

Parental Trace Elements

Product Strength CELECEL 5 Zinc, Copper, Chromium, Manganese & Selenium

Features Contains Trace elements as per RDA

Presentation 3 ml Vial

27

Combination Nutrition Pack

Product Strength Features CELEMIX 5% Amino acids & Non-protein Energy - 650 5% kcal sorbitol (750 ml) Total Energy - 800 kcal with 20% Proteins - 37.5 g fat emulsion (250 Nitrogen - 5.43 g ml) Provides proteins, carbohydrates & fats simultaneously Can be infused peripherally Convenient to administer and monitor

Presentation bottle-bottle combination(1000ml)

28

 PLASMA VOLUME EXPANDERS

Pentastarch/Hetastarch

Product HESTAR200 HESTAR450

Strength 3% / 6% / 10% 6%

Features Expansion duration 1-2.5 hours, 3-4 hours, 4-8 hours

Presentation 500 ml in PE bottle and UniBag 500 in PE bottle and UniBag

Expansion duration 6-8 hours

Tetrastarch

Product TetraHES

Strength 6%

Features Duration of Volume Expansion: 46 hours Volume Expansion: 100 %

Presentation 500 ml in UniBag

29

Low Molecular Weight Dextran

Strength MICROSPAN 10%

- 40

Product

Features 10% w/v Dextran-40 in 0.9% normal saline (isotonic)

Presentation 500 ml in PE bottle

10%
MICROSPAN - 40

10%
MICROSPAN - 40 10%

10% w/v Dextran-40 in 0.9% normal saline (isotonic) 10% w/v Dextran-40 in 5% Dextrose (isotonic) 10% w/v Dextran-40 in 5% Dextrose (isotonic) 500 ml in PE bottle

MICROSPAN - 40

30

 BLOOD PRODUCTS
Normal Immunoglobulin

Product Strength NORGLOBIN IVIG 5% Human (5% Normal Protein immunoglobuline)

Features All four subtypes of IgGs are components in the product and the proportion is similar to that of human normal plasma subclass. Purity > 98% (IgGs molecule are 100% monomer) IgG content > 50 g/L Only trace amount of LgA. PKA content < 25 IU/ml Adverse reactions having known are less than 0.1% Two effective & secure virus inactivation process : Pasteurization (600C for 10 hours) and low pHincuba tion

Presentation 5 g in 100 ml glass bottle

31

 ANTI-INFECTIVES Quinolone
Ciprofloxacin IV

Product Ciprox / Ciproquin

Strength Features Each 100 ml contain Broad spectrum aerobicidal Ciprofloxacin - 200 quinolonez mg water for injection q.s.

Presentation 100 ml PE bottle

Nitroimidazole

Metronidazole IV

Product Metris / Tenaflox

Strength 0.5%

Features Potent anaerobicidal

Presentation 100 ml PE Bottles

32

 Oxazolidinone

Linezolid IV

Product Linezox

Strength Each 100 ml contains Linezolid 200 mg Water for injection 9.5

Features Unique mechanism of action Lack of cross-resistance with existing antimicrobials A spectrum of activity that includes clinically important pathogens Excellent activity against enterococcal isolates Absolute bioavailability is 100% No development of resistance in vitro

Presentation 300 ml PE bottle

33

 RENAL & TRANSPLANT

Transplant Therapy

Cyclosporine

Product CYRIN Softgeletin capsules

Strength Cyclosporine USP 10 mg / 25 mg / 50 mg / 100 mg

Features Small globule size, more bio-availability Stringent quality tests during manufacturing process With unique HLB system Alcohol have for better

Presentation 5 capsule / strip 6 strips / box

34

Peritoneal Dialysis

Double Bag CAPD System

Product Bi Safe system

Strength 1.36%, 2.27%, 3.86% w/v of dextrose anhydrous

Features Complete integrated disconnect CAPD system Filled bag attached with empty drain bag to provide flush before fill facility.

Presentation 2000 ml in bag

Medicines

Phosphate Binders

Product CALBIN

Strength 667 mg

Features Phosphate binding capacity is double as compared to calcium carbonate

Presentation 10 tablets/strip 10 strips/box

35

 ONCOLOGY
Injection Pegylated Liposomal Doxorubicin

Product LIPEG

Strength 20mg

Features

Presentation 10 ml vial

Docetaxel Injection

Product NEUDOC

Strength 20mg 80mg 120mg

Features

Presentation 7.5 ml vial 15 ml vial 20mg vial

36

Gemcitabine Injection

Product JEMCITA

Strength 200mg 1000mg

Features

Presentation 15ml vial 50mg vial

37

 INFUSION THERAPY

Sodium Chloride & Glucose Intravenous Infusion

Product DNS

Strength Features Each 100ml Technology : contains: Latest (AFFS) - no human Sodium Chloride 0.9 touch / contamination. g Crown protector cap : Glucose Anhydrous Protects the nipple from pressure. 5.0 g

Presentation 500 / 1000 ml

Mannitol Intravenous Infusion

Product 20M

Strength Features Each 100ml contains Technology Mannitol 0.20 g Latest (AFFS) - no human touch /contamination. Metabolism Rapidly metabolised in liver and excreted by kidney, without toxic metabolites

Presentation 100 / 350 ml

38

Nutrient replenishers

Product Strength Features 5D/10D/25D Each 100 ml Technology : contains: Latest (AFFS) - no human Glucose eq. to touch / contamination. Glucose Anhydrous Crown protector cap : 5/10/25.0 g Protects the nipple from pressure. Water for Injection I.P. - q.s

Presentation 500/1000 ml (for 5D/10D) 100 ml(for 25D)

39

 SELECT INJECTABLES

Heparin Sodium Injection

Product HEPAREN / ARAPIN / ANTICLOT

Strength 1000 IU 5000 IU 25000 IU

Features Good clinical efficacy

Presentation 5 ml Glass vial

Metoclopramide

Product EMINIL / REMETIN

Strength 5 mg / ml

Features Presentation Older & trusted drug 2 ml glass Peristaltic as well as anti- ampoule emetic agent Used after anti cancer medication & diabetic gastroparesis Useful to prevent PONV

40

Diclofenac sodium

Product DFLAM

Strength 25 mg / ml

Features Used to relieve pain, tenderness, stiffness, inflammation. NSAID also used in anti allergic preparations. Its potency is greater than indomethacin & naproxen.

Presentation 3 ml glass ampoule

41

Chapter-5 Pricing strategy

42

Price
INTRODUCTION :The amount of money charged for a product or service, or the sum of the values that consumers exchange for the benefits of having or using the product or service. In simple words, Price is what customers pay to get the product. Pricing governs the very feasibility of any Marketing programmes because it is the only element in the Marketing Mix, which accounts for demand as well as Income or Revenue. All the other elements of the Marketing Mix are cost elements. This P of Marketing Mix includes, List of Price Discount Allowances Payment Period Credit terms While manufacturer decide the price of the Product, he also consider the Price of the Competitors.

Definition :Price is the exchange value at producer or service always express in money

Factors Affecting Price: Wheather: Role of weather in rice production is immense. Temperature, rainfall and soil moisture are the important parameters that determine the crop condition. Further, natural calamities can also affect crops. Markets keep watch of these developments.

Minimum Support Price: Changes in the minimum support prices (MSP) by the government also have immense impact on the price of rice.
43

 Government policies: Exchange rates, Fiscal policies, Export incentives and export promotion also influence price.

Consumption: Rice consumption depends on two factors - population and income. Lets take for example Asia. Rice is the staple food of Asia. Low-income groups consume more rice according to the per capita income increase. But as the income increases, there arrives a point when the consumption starts to dip. Income growth and reduction in population result in a low consumption of rice.

Seasonal cycles: Seasonal cycles are present in rice cultivation. Price tends to be lower as harvesting progresses and produce starts coming into the market. At the time of sowing and before harvesting price tends to rise in view of tight supply situation.

Demand: Import demands as well as domestic demand. Breakthrough in the technology may increase the productivity and would lead to more supply. This may bring some softness in the price.

44

Chapter-6 Place strategy

45

Place
Place includes company activities that make the product available to target consumers. To sell the product in the Market Place is necessary. It is also known as the Distribution Channels. Producers sell their products in the Market by two ways, Direct Marketing and Indirect Marketing. In the Direct Marketing there is nothing like Channel. The producers directly sell the product to the final Customer, while in the Indirect Marketing there are number of inter-mediatory between the producer and the potential customers. This P, which is Place, includes following: Channels Coverage Assortment Location Inventory Transportation

46

DISTRIBUTION CHENNAL :1 WAY CHENNAL :MANUFACTURER HOSPITAL CUSTOMER

In Claris Company Sold the Medicine to the hospital and hospital give to consumer.

2 WAY CHENNAL :MANUFACTURER MADICAL REPRESENTIVE DOCTOR CUSTOMER

In Claris Company Sold the Medicine by the Madical Representive to the doctor and they give to consumer.

47

Flows of channels :PHYSICAL FLOW :SUPPLIER TRANSPORTER WARE HOUSE MANUFACTUR ER TRANSPORT WARE HOUSE HOSPITALS CUSTOMER

In Physical Flow Claris buy the raw material to the supplier. This raw material is storage in ware house and after they produce the final goods and they sell the good to the hospital by the help of transport service. And final goods or medicine use by the consumer.

TITLE FLOW :-

SUPPLIER

MANUFACTURER

HOSPITALS

CUSTOMER

In Title Flow owner ship of the goods is go to supplier to manufacturer , manufacturer to hospital and hospital to consumer.

PAYMENT FLOW :MANUFACTUR ER

SUPPLIER

BANK

BANK

HOSPITALS

CUSTOMER

In Payment flow customer give the payment to hospital , hospital give the payment to manufacturer by the cheque or cash. manufacturer give the payment to Supplier by the cheque or cash.

INFORMATION FLOW :SUPPLIER TRANSPORTER WARE HOUSE MANUFACTUR ER TRANSPORT WARE HOUSE HOSPITALS CUSTOMER

In Information flow Information come & give two way.

48

Chapter-7 Promotion strategy

49

Promotion
Promotion means activities that communicate the merits of the product and persuade target customers to buy it. In the other words, Promotion means to push forward an idea in such a way as to gain its acceptance and approval. Promotion is any communicative activity whose main object is to move forwards a product, service or idea in a channel of distribution. Promotion has been defined as Co-oriented efforts to establish channels of information and persuasion to facilitate or foster the sale of goods or services or acceptance of ideas or point of view. The following are the functions of Promotion, which play an important role in it and through which customers aware about the product: Advertising Personal Selling Sales Promotion Publicity

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ADVERTISING: We can declare advertising as any paid form of non-personal presentation of ideas, goods, or services by an identified sponsor. Advertising is the most important of all tools of promotion. There will be hardly a field of business in which advertising is not used for sales expansion. It is not exaggeration to say, Modern age is the age of advertising. It is the foundation of modern trade and industry. Advertising is one of the most powerful tools in marketing. Advertising is only paid form of non-personal presentation and promotion ideas, goods or services of our identified sponsor. Advertising activity has to be undertaken for a company to promote tits sales. This is possible due to the following strengths or characteristics of advertising: It offers planned and controlled first stage. It can contact and influence numerous people simultaneously, quickly and at low cost per prospect. It can reach prospects that cant be approached by salesman. It is very useful to create maximum interest and offer adequate knowledge. Generally, company prefers the print media for the advertisement but it depends on the product how, when, where and whom to advertise.

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SALES PROMOTION: Sales Promotion is an important instrument to lubricate the marketing efforts. It is an internal part of the marketing effort. Sales Promotion is referred to activities other than salesmanship, advertising and publicity that stimulate consumer purchasing and dealer effectiveness. It consists of a diverse collection of innovative tools, mostly short term, designed to structure quicker and greater purchase of particular product by consumers or dealers. In short, where advertising offers reasons to buy, sales promotion offers incentive and motivation to buy. Sales Promotion is defined by the American Marketing Association to mean, Those marketing activities other than selling advertising and publicity that stimulate consumer purchasing and dealer effectiveness, such as display shoes and expositions, demonstration and various non-recurrent selling efforts not in the ordinary routine.

PERSONAL SELLING: Personal Selling is the process of inducing and assisting a prospective buyer to buy a commodity or services or to favorably rely upon idea that has commercial significance with the sellers, personal selling is highly distinctive and the only form of promotion involving is face to face relationship or interpersonal interaction or communication between a sales person and one or more prospective customer. As far as personal selling is concerned it is related to consumer goods that are portable and can be easily shown to the prospective consumers as and when required.

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Chapter-8 Conclusion and findings

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Conclusion
The Marketing visit to the Claris Life science as a wonderful visit from our collage. My visit about how an organization is run successfully. The visit was highly educational and helped one to given me an depth understanding of the marketing management cared out of Claris. I came to know about the process used for manufacturing of Medicine and different types of problems encountered in it .I understood the difficulties that is faced by management of modern companies and also studies the ways they save the difficulties and problems. Claris is a wonderful company. It is a developed company with its registered office as well as factory at Changodar plant. Claris Life Science has capered the market of Medicine. It will be leader in Medicine after some times if it continues to process in this way as it is doing now.

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BIBLIOGRAPHY
Principles of management AUTHER PUBLISHER EDITION : : : P.C. TRIPATHI & P.N. REDDY. TATA MC-GRAW & PUBLISHERS 13th EDITION

SOURCES OF INFORMATION Website : www.Clarislifescience.com

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