Professional Documents
Culture Documents
FLOW OF PRESENTATION
INDIA HAS DISCOVERED THE WORLD
MARKET PHARMA MARKET IN INDIA POTENTIAL OF PHARMACEUTICALS IN RURAL MARKETS GROWING OPPORTUNITIES STRATEGIES FOR RURAL MARKETING 4 Ps OF RURAL MARKET THE 4A APPROACH OTHER OPTIONS THE SPEED BREAKERS PROMISING FUTURE
exporting more pharmaceuticals than it imports. The export surplus has widened from EUR 370m to EUR 20bn. At 32% in 2006, the export ratio was about twice as high as in 1996. Up until 2015,pharmaceutical sales are expected to rise by 8% p.a.
rural share was $1.4 billion. Metros and cities major revenue generators. As a %age to the total market ,the rural market in India has evolved from 18% in 2005 to 21% in 2007
Contd.
Rural Market vs. Urban Market
RURAL MARKET
IN 2005
IN 2007 EXPECTED IN 2015
18%
21% 44%
Middle class, rural mkt to fuel pharma growth The Financial Express: September 02, 2008 The Indian pharma industry's growth rate will touch 19% from the current normal growth rate of 13%.
The incremental growth of 6.6% will be fuelled
by factors like a growing middle class (contributing 2% of the incremental growth), pricing of the pharma products (1%), untapped rural markets (2%), and marketing efficiencies (1%).
The middle class, estimated to consist around
Health Insurance
Potential
72.2% Populatio n
Rising Income
GROWING OPPORTUNITIES
Lifestyle Diseases
Spurious,
Untapped Market
P to P or P to G CONTACT
Contd..
4 Ps OF RURAL MARKET
LUPIN- Quality medicines at Affordable price Close to the people by creating AwarenessAROGYA JAGRITI MELA ,SWASTHA MELA by recruiting and developing persons of local region as MEDI- PRACHARAKS
PRODUCT PRICE
PLACE
PROMOTION
NOVARTIS 4A Approach
The more daring MNCs are meeting the challenges of
AVAILABILITY AFFORDABILITY
ATTRACTIVENESS
AWARENESS
DISTRIBUTING DRUGS
Different strategies by different companies
, pain management and GI agents. Dedicated rural field force of more than 300 people Nicolas Piramal has field force of 800 people to cater to rural market. Novartis has awareness campaign in rural areas. Ranbaxy has already a major presence.
OTHER OPTIONS
Companies can create separate marketing division to the rural marketing. Ipca was the first company to create separate division called as INTIMA. Cadilas rural division Explora has contributed around Rs 50 crore to the companys revenue. Nicholas Piramal enters rural pharma market .It has launched a pilot project in Rajasthan to take its drugs to rural areas
Contd.
Vadodara-based Alembic also established its
by tapping small towns and rural areas through its team of about 1,900 medical representatives.
Ranbaxy had setup continuous medical
push into rural markets with the launch of a new strategic business unit (SBU).
The new division Zera will take
Delivery Spread
Availability Safety Quick Relief Profit Margins and Incentive
Communication Facilities
Dispersed Market
Continued..
District Level
URBAN AREAS RURAL AREAS
Hospital Dispensary
Community Health Centre Primary Health Centre Sub-centre Village Health Guides and trained Dias
CHALLENGES
Inadequate Infrastructure Connectivity Problem Distance Local Remedies Unavailability of Stockists Lack of Proper Distribution Network
Initiative to Improve
o Efficiency o Effectiveness
o Equity
an educator and provider Each village is different in its ethnicity, values and culture. The companies would have to price their products strategically keeping in mind the spending power of villagers
PROMISING FUTURE
Significant Share of Rural Pharma Market
Emerging Rural Middle Class Improving Health Care Facilities
Government Plans
THANK YOU