A PROJECT REPORT ON Comparative Analysis For Veterinary Products Of Bliss Infusions And Surgicals [Link].

UNDERTAKEN AT Bliss Infusions & Surgicals Pvt Ltd. SUBMITTED BY Dimpal Pramod Chaudhari M.B.A (Marketing) (2011-2012)

SUBMITTED TO UNIVERSITY OF PUNE In Partial Fulfillment of the degree for Master In Business Administration (M.B.A) PROJECT GUIDE Sachin Pachorkar NDMVPS Institute Of Management Research & Technology (I.M.R.T), Gangapur Road, Nashik-422002
1

Acknowledgement

This project is an attempt to share my experience and learning during the two month of my project with Bliss Infusions & Surgicals [Link]., Nashik. This report would not have been possible without the support and guidance that I have received for various people at different stages of the project . I would like to express my profound gratitude and sincere thanks to Mr. Sagar Mundada for giving me this opportunity to work with Bliss Infusions & Surgicals [Link] . I would like to express my special thanks to Mr. Hemant Sonawane for guiding me throughout the project. It indeed has given invaluable exposure in Field Work . I also express my sincere gratitude to my respected Prof. Sachin R. Pachorkar for his kind Co-operation and Invaluable Guidance. I would like to express my thanks in no less measure to the whole staff of Bliss Infusions & Surgicals Pvt. Ltd. Nashik, to support me during the project and for their kind co-operation .

Date:

Dimpal Pramod Chaudhari (M. B. A. Marketing) IMRT College,Nashik

DECLARATION
This is to declare that I, Dimpal Pramod Chaudhari, student of Management of Business Administration (2011-2012), I.M.R.T. NASHIK, have given original data and information to the best of my knowledge in the project report titled Comparative Analysis For Veterinary Products Of Bliss Infusions And Surgicals [Link]. under the guidance of our college director [Link] and that, no part of this information has been used for any other assignment but for the partial fulfillment of the requirement towards the completion of the said course.

I have prepared this report independently and I have gathered all the relevant information personally. I have prepared this project for M.B.A. for the year 2011-2012.

I also agree in principle not to share the vital information with any other person outside the organization and will not submit the project report to any other university.

Date : Place :

Dimpal Pramod Chaudhari MBA-II (Marketing)

INDEX
CHAPTER NO. CHAPTER TITLE Introduction 1.1 Object of the project 1.2 Selection of the topic for the study 1.3 Objectives of the study 1.4 Research methodology 1.5 Scope of the study 1.6 Limitations of the study 1.7 Rationale of the study PAGE NO.

1.

6 7 8 9 18 19 20

2.

Profile Of The Organisation 2.1 Background and history of the organisation 2.2 Organisation flow chart 2.3 Products offered by the organisation

22 25 27

3.

Analysis And Interpretation Of Data 3.1 Topic under study 3.2 Presentation of the information 3.3 Analysis and interpretation of data

33 48

4.

Conclusion Of The Study

68

5. 6.

Recommendations & Suggestions

70

Appendices 6.1 Questionnaire 6.3 Bibliography

72 77

CHAPTER - 1

INTRODUCTION

1.1

OBJECT OF THE PROJECT

Summer training is an integral part of the MBA program, which commences in the first week of May and extends to about fifty to sixty days. For a young management student, the two months of the summer training is most wonderful experience. The objective of this exercise is to get a firsthand experience to the realities of business world and gain an insight into the working of the corporate world and develop our management skills.

The summer training gives an opportunity: To apply management theory to practical situations. To understand the complexities of the organizational life. To become aware of our strengths and weakness as potential Manager.

We are required to complete the project of the fullest satisfaction of the organization concerned and submit a detailed report to top management. I personally feel that summer project is a very important aspect for a complete MBA program and two months of summer training have been experience for me.

1.2

SELECTION OF THE TOPIC

Topic selection is the one of the important aspects of the project. It decides the course of action to be followed. The Topic selection should be such that it helps in understanding the marketing concepts clearly. My topic was given by the company itself. The Topic of my project was Comparative Analysis For Veterinary Products Of Bliss Infusions And Surgicals [Link]. This covers all thing related to the topic.

The topic was Dealers and Veterinary Doctors Oriented so I surveyed Dealers of various Veterinary Infusions and Surgicals brands in Nasik as well as Veterinary Doctors in Nasik and nearby area to collect all information regarding topic of the Project.

1.3

OBJECTIVES OF THE STUDY

To find out awareness about BLISS INFUSIONS & SURGICALS [Link]. In Nasik city. To study market position of VETERINARY PRODUCTS OF BLISS with its competitors. To know competitors of VETERINARY PRODUCTS OF BLISS in market. To critically evaluate injectable range of BLISS

To find out the Satisfaction level of Doctors and Dealers for BLISS INFUSIONS & SURGICALS.

1.4 RESEARCH METHODOLOGY

Research methodology is a way to systematically solve the research problem. When we talk about research methodology we not only talk about research but also consider the logic behind the methods we use in the context of our research study and explain why we are using a particular method or technique why we are not using other so that result are capable of being evaluated either by researcher himself or by others. A marketing research can be defined as the systematic design, collection, analysis, and reporting of data and findings relevant to a specific marketing situation facing the company. Research methodology means the methods carried out to study the problem, analyzing it and represents the findings of the problem and give some suggestion regarding the problem. The need of the marketing research has grown in past few decades with growth in the quantum and sophistication of competition on one hand, and the customers ability, with rising incomes, to use choice criteria other than the lowest price on the other hand. Marketing research is no longer regarded as merely a large company activity, but increasingly being seen as an essential tool for corporate survival. The relevance of marketing research in Indian markets will increase multifold as the economy opens up in the coming decades. As markets evolve and competition intensifies, marketing research will be needed more than ever for effective and speedy decision-making, in order to:

 reduce the cost of wrong decisions, reduce time-to-market when getting there ahead of competition is critical for survival and growth, and find ways of keeping the customers.

Every Research is based on a standard sequence that determines its initialization, flow and completion.

RESEARCH PROCESS

RESEARCH

OBJECTIVES

RESEARCH DESIGN

SOURCE OF DATA

DATA COLLECTION

DATA ANALYSIS

10

1) RESEARCH OBJECTIVE:
The main objective behind the project is to find out market position awareness about Veterinary Products of Bliss Infusions & Surgicals [Link]. and to find competitors of Veterinary Products of Bliss as well as Collecting suggestions to increase selling level.

2) RESEARCH DESIGN:
A Research Methodology is the arrangement of condition of collection and analysis of data in a manner that aims combine relevance to the research purpose with economy in procedure. Research design is nothing but the master plan for actual research. It comprises a series of prior decisions. Master plan for a research is as follows 1) Questionnaire designing with the help of marketing manager 2) A discussion of the Questionnaire with the regional manager. 3) Allotting different area to different days for a research. 4) Conclusion.

Generally there are three types of research design: Exploratory research Descriptive research Casual research

11

 Type of Research : The type of research used in this project study is Descriptive research. Descriptive research aims at fact findings and more often is based on surveys. The purpose is to describe the present state of affairs of the topic of study. Here I have tried to find out the current status of Veterinary Products of Bliss into the Nasik market.

3) SOURCE OF DATA :
Data collection involves a field force or staff that operates either in the field, as in the case of personal interviewing (in-home, mall intercept, or computer -assisted personal interviewing), from an office by telephone (telephone or computer-assisted telephone interviewing) , or through mail (traditional mail and mail panel surveys with prerecruited households). Proper selection, training, supervision, and evaluation of the field force help minimize data-collection errors Data can be collected from two important sources Primary Data Secondary Data

Primary Data
Primary data are time consuming. But it gives accurate result it the sample is effectively selected. The data used is not outdated. There are several methods of collecting data, important ones are:12

 Observation method Interview method Through questionnaire Through schedules

Secondary Data The data which have already been collected by someone else and
which have already passed through the statistical process is known as secondary data. It can be collected through books, magazines, newspapers, and company publications, websites.

4) DATA COLLECTION :
Primary Data : Primary data was collected by Questionnaire method. In my project I used the survey method of collection of data. I had surveyed Veterinary Doctors and Dealers in Nasik. There was a proper questionnaire which was made and used.

13

 Secondary Data : The Sources of secondary data are : Companys Profile Publication Manuals Pamphlets Distributors Manuals
SAMPLING TECHNIQUES: These are the techniques used to decide the type and size of the Samples used for the data collection. Samples are collected by simple random method.

Sample type & Size: Area of Sampling: This is the area from where the samples are selected. We had selected following areas in Nasik. 1. Ashok Stambh 2. College road 3. Gole Colony 4. Nasik road 5. Mahatma nagar 6. Trimbak road
14

 Sampling Unit : Doctors (Veterinary) and Dealers were Chosen as sampling unit. Some Doctors are Government Employees and some are Private Practionors. CATEGORY Govt. Employee Private Practionor SAMPLE SIZE 25 5

Sample size : Sample size taken was 30 Veterinary doctors and 6 Dealers suggested by company for survey. Sampling Procedure : For this vet Doctors and dealers of particular areas were given visit for gathering information.

5) DATA ANALYSIS :
Data preparation includes the editing, coding, transcription, and verification of data. Each questionnaire or observation form is inspected, or edited, and, if necessary, corrected. Number or letter codes are assigned to represent each response to each question in the questionnaire. The data from the questionnaires are transcribed or key-punched on to magnetic tape or disks or inputted directly into the computer. Verification ensures that the data from the original questionnaires have been accurately transcribed, while data analysis, guided by the plan of data analysis, gives meaning to the data that have been collected.
15

METHOS OF DATA INTERPRETATION:

Data interpretation means arranging the collected the proper manner and representing the information by using following tools of data interpretation.

1. TABLE: Table normally consists of rows and columns in which parameters and reading are arranged in format.

2. GRAPHS: Graphs representing the information in two i.e. X axis & Y axis.

6 5 4 3 2 1 0 Category Category Category Category 1 2 3 4

Series 1 Series 2 Series 3

CHART: The pie charts are the tool of interpretation, which representing information in the segments. It differentiates between the data by varying colors.
16

Sales
1st Qtr 2nd Qtr 3rd Qtr 4th Qtr

Report Preparation and Presentation : The entire project should be documented in a written report which addresses the specific research questions identified, describes the approach, the research design, data collection, and a data analysis procedure adopted, and presents the results and the major findings. The findings should be presented in a comprehensible format so that they can be readily used in the decision making process. In addition, an oral presentation should be made to management using tables, figures, and graphs to enhance clarity and impact. For these reasons, interviews with experts are more useful in conducting marketing research for industrial firms and for products of a technical nature, where it is relatively easy to identify and approach the experts.

17

1.5

SCOPE OF THE STUDY

It is a Marketing research project to study the usage and attitude of Doctors towards Veterinary products of Bliss. It consists of understanding of Doctors behavior while prescribing. Under this project the researcher had tried to find out both the dealer preferences for various schemes as well find out the sale of various brands by collecting information from dealers and customers to be targeted for the sector. In Automobile market it is also important to influence the customers while in a purchase decision. The project also provides the essential suggestions given by Doctors. Also provides information about area of their dissatisfaction, so as to achieve the good market share. The project will also enable the company in improving the promotional activities to capture the good and huge market share. This product also helps the company to know whether they are lagging to their competitors and what to do more to increase the sales and make customers awareness.
18

1.6 LIMITATIONS OF THE STUDY

Time duration: The time duration for conducting the research was very short; due to this one could not do justice for market survey. sample size: There is limited number of Veterinary Doctors in Nasik. The sample size was restricted to certain number only. Response from interviewer: Some of the respondents were not providing the information correctly. Scope : The project is related only to the Veterinary products of Bliss. Analysis : Study is dependent majorly on the perception of the Doctors and thus the sample set of mind while being surveyed can prove to be very important.

Data collection : The sample set is always short of time and thus wants to rapidly go through the questions.

19

1.7

RATIONALE OF THE STUDY

UTILITY TO ORGANISATION :

Research study is a very important step in the success of marketing strategies and programs. It is the key factor for the analysis of consumer needs their perceptions etc. It helps organization to design and develop marketing strategies relating to pricing, packaging and distribution. It supplies valuable data to the manager to formulate long term marketing Strategies for decision making.

UTILITY TO RESEARCHER :

As a researcher, I got the opportunity to work with Bliss Infusions & Surgicals [Link]. I got an experience to face the market condition. I realized that, as company does not have Medical Representatives for Veterinary products, Doctors do not get update of products also some doctors are unaware of Bliss. In the project, I also understand the importance of promotional activities.

20

CHAPTER - 2

PROFILE OF THE ORGANISATION

21

2.1 BACKGROUND AND HISTORY

OF THE ORGANISATION

GENERAL
Name Of The Company : Bliss Infusions & Surgicals [Link].

Incorporation

The Company is incorporated Under Indian Companies act 1956 in 1984.

Registered Office

BLISS HOUSE vise mala Canada corner Nasik-422005.

Telephone No.

0253-311572 / 573134

Fax

0253-573134

Mobile

9822046393

Constitution

PVT Limited company Under Indian companies act 1956.

22

COMPANY PROFILE

BLISS was promoted by [Link] Mundada in 1984. [Link] Mundada himself is a pharmacy graduate and approved by Maharashtra government Food and Drug Administration in various faculties related to Injection / Intravenous Fluids / Liquids Oral preparations manufacturing and testing equipped by well experienced experts in the field of Pharmaceutical manufacturing. BLISS promoted in November 1984 is engaged in Manufacture and sales of Injection / Intravenous Fluids / Liquid Oral preparations. BLISS has its production facilities at Nasik about 180 kms. From Mumbai. Our plat is situated at BLISS INFUSIONS AND SURGICALS PVT . LTD . Plot No-104 , 19th street , M.I.D.C. Satpur , Nashik-422007. The machinery used in the plant is of latest design as per the GMP made of stainless steel. The manufacturing area is provided for all the sections as per the GMP. BLISS Nasik has become Indias first Intra Venous Fluids manufacturing company to the awarded the prestigious ISO 9002 certification for quality system i.e.. mode for quality assurance in production installations and servicing. The certificate is awarded by certifying body American Quality Assessors (AQA) Columbia , U.S.A. which has more than 10,000 ISO certification over 50 countries to its credit. BLISS has full fledged quality control Laboratory with up to date analytical and testing instruments and equipments. The production and quality control lab is headed by well qualified and competent managers duly approved by Food and Drug Administration of Maharashtra. The manufacturing facilities are spread over an area of 15,000 [Link]. and facilities for manufacturing and testing of products are available. The company employs about 60 dedicated employees. The Pharmaceutical activities are carried out under License from Food and Drugs Administration Maharashtra, covered by license No. 809 , NKD-02 , NKD-53. We are registered with Directorate of Industries Government of Maharashtra as a small scale Industrial Unit with their letter number 11/16/004048/PMT/SSI/Dt-24/24/02/1987 .
23

Amongst various other customers , BLISS has to its credit prestigious names like Indian security press , Gujarat and Maharashtra government (for veterinary supplies) , Maharashtra state electricity board , etc. BLISS has been already dealing with most of the leading institutions and hospitals in Maharashtra and have registered our name in their supplier list. B.S.T. No-S-1 422001 , and C.S.T No.422001 central excise code No is CEX/NSK/IRF/98. The companys customer base includes all types of doctors , hospitals , nursing institutions , homes , government supplies , institutions , medical stores who are in immediate medical attention. BLISS is already dealing with many leading institutions and doodh sangh. They are on Rate contract with Department of Animal Husbandry Government of Maharashtra for supplying theirVeterinary Products to various Zilla Parishads for Veterinary Dispensaries . The scope of company covers Manufacturing and sales of Injections, Intravenous fluids, Oral Medicinal Preparations.

24

2.2 ORGANISATION FLOW CHART

MR. RAJGOPAL MUNDADA CEO

MANAGER MKT

MANAGEMENT REPRESENTATIVE

MANAGER MFG

FIELD MKT STAFF

DEPUTY MANAGER IVS

DEPUTY MANAGER INJ

DEPUTY MANAGER LQD

DEPUTY MANAGER QAD

DEPUTY MANAGER DES

25

MKT

MARKETING

MFG

MANUFACTURING

IVS

INTRAVENOUS

INJ

INJECTION

LQD

LIQUID

QAD

QUALITY ASSURANCE DEPARTMENT

DES

DESPATCH

26

2.3 PRODUCTS OFFERED BY THE

ORGANISATION

INFUSIONS
A) CARBOHYDRATES :1) Dextrose Injection 5% , 10% . 2) Dextrose 25% Injection 25ml , 100ml , 500ml. 3) Invertin (Invert sugar) 10% .

B) CARBOHYDRATES WITH ELECTROLYTES :1) 5% Dextrose in 0.9% Sodium Chloride. 2) Alkolyte E with 5% Dextrose . 3) Alkolyte M with 5% Dextrose . 4) Alkolyte P with 5% Dextrose . 5) Alkolyte G with 5% Dextrose . 6) Normal Saline with 10% Invert sugar. 7) BLR (5% Dextrose with Ringer Lactate Inj) .

C) ELECTROLYTES :-

1) Sodium Chloride 0.9% . 2) Compound Sodium Lactate Inj. (Ringer Lactate Injection) .

D) DIURETIC :1) Mannitol Injection 10% , 20% .

27

E) OTHERS :1) Alkomezole Inj (Metronidazole 0.5% I.P) . 2) Alkomezole D (Metronidazole 0.5% , In Dextrose 5% I.P)

INJECTABLE RANGE
A) B-COMPLEX RANGE :1) Alkoplex Inj 10ml, 30ml, (Vitamin-B , Complex Inj.) 2) Alkoplex Inj 10ml. (B Complex Inj with Acid.) 3) Alkovit Inj 10ml. (Vitamin B-1 , B-6 , B-12 Inj.) 4) Cynocobalamin Inj. 10ml , 30ml.

B) ANTIBIOTICS :1) Oxytetracycline Inj (30ml, 50ml,100 ml). 2) Gentamicine Inj (2ml, 10ml, 30ml).

C) OTHER INJECTABLE RANGE :1) Calblis 12 Inj 15ml (Calcium Gluconolactobionate with Vitamin B12). 2) Diazepam Inj. 10ml. 3) Calcium Gluconate Inj. I.P 10ml 4) Paracetamol Inj. I.P 10ml, 30ml. 5) Lignocaine hydrochloride Inj. (Alkain-2%) 30ml . 6) Blisanalgin Inj 30ml. 7) Alkoran Inj. 3ml, 30ml (Diclofenac Sodium Inj.). 8) Lignocaine Hydrochloride with Adrenaline Inj. (DENTOX) 30ml. 9) 2% Lignocaine Inj. 30ml. 10) Phenaramine Maleate Inj 30ml. 11) Chlorphenaramine Maleate Inj. B.P 10ml, 30ml. 12) Dexamethasone Sodium Phosphate Inj. I.P 2ml, 10ml.
28

13) Metoclopramide Inj. I.P 10ml. 14) Chloroquine Phosphate Inj. I.P 10ml. 15) Atropine sulphate Inj. 1ml, 10ml.

D) EYE/EAR DROPS :1) Alkomicin Drops 5ml. (Gentamicine Sulphate Drops). 2) Chlorphenicol Opthalmic Drops. 3) Alkoflox Drops (Ciprofloxacin Eye/Ear Drops). 4) Alkosol 2% (2% Hydroxy Propyl Methyl Cellulose).

E) AMPOULES :1) Atropine Sulphate Inj. 2) Adrenaline Injection. 3) Ascorbic Acid Injection. 4) Ranitidine Injection. 5) Calcium Gluconate Injection. 6) Algomet Injection (Methyl Agrometrine Maleate).

29

 SYRUPS
SYRUP Paramol syrup Prozin syrup Blifen suspension Alkozol MF Suspension Alkonol Suspension Metnor D Suspension Co-trimexazole Suspension Erythromycin syrup Nim Suspension Alkohist plus 60 ml 100 ml Nimesulide 50 mg Dextromethorphen HCL I.P 5 mg + Pseudophedrine HCL I.P 30 mg + Ammonium Chloride I.P 50 mg + Menthol I.P Abrosoal Expectorant 100 ml Salbutamol I.P 1 mg + Bromhexine HCL I.P 30 mg + Guiafenesine I.P 50 mg + Menthol I.P 500 mcg Alkohist Expectorant 100 ml Chlorphenirimine Maleate I.P 2 mg + Ammonium Chloride I.P 104 mg + Sodium Citrate I.P 50 mg + Menthol I.P 0.87 mg
30

VOLUME 60 ml 60 ml 60 ml

CONTENTS Paracetamol 125 mg Paracetamol 125 mg + Promethazine 5mg Ibuprofen 100 mg + Paracetamol 125 mg

60 ml

Furazolidine 30 mg + Metronidazole 100mg

30 ml

Naldixic acid 150 mg + Metronidazole 100mg

30 ml

Norfloxacin 100mg + Metronidazole 100mg

60 ml

Trimethoprim 40mg + Sulphamethoxazole 200 mg

60 ml

Erythromycin Estolste erythromycin 100 mg

Bicalvit syrup

200 ml

Vitamin D3 (cholecelciferol) I.P 200 LU + Vitamin B12 I.P 2.5 mcg + Calcium Phosphate I.P 0.24 gm + (equivalent to 0.21 gm (Ca3(PO4)2)

Alkozit syrup

200 ml

Vit B1 HCL I.P 5 mg + Vit B2 I.P 205 mg + Vit B6 HCL I.P 1.5 mg + Niacinamide I.P 50 mg + D-Panthenol I.P 5 mg + Vit B12 I.P mcg + Zinc Sulphate I.P 16 mg

Alkoplex syrup

100 ml

Vitamin B Complex syrup

31

CHAPTER - 3

DATA ANALYSIS AND INTERPRETATION

32

3.1

TOPIC UNDER STUDY

PREFACE

Pharmaceutical marketing is mainly based on Personal selling i.e. through Medical Representative who is responsible to move the product from manufacturer to customer by meeting personally and the main duty of him is to give all the information about the product. The company Bliss Infusions & Surgicals [Link] has also keeps Medical Representatives For their products but the company does not keep MR for their Veterinary products. The company wants to know its competitors products position along with their products market share in Pharmaceutical market specially following products: Alkoplex Inj. Cynovite Inj. Alkopyrin Inj. Alkomicine Inj. Avomet Inj. Oxytetracycline Inj. Blistropin Inj. Calbomil

So the project was carried out for understanding the market share for the above mentioned Veterinary products in Nasik city. For the study title , Comparative Analysis For Veterinary Products Of Bliss Infusions And Surgicals [Link]. Around 30 doctors (Veterinary) and 6 dealers were interviewed. In this research, survey method was used and survey was conducted in different areas of Nasik city. Primary data has been collected from Veterinary Doctors and dealers by visiting them and filling questionnaire in different area, Secondary data has been collected through Internet,articles,newspapers etc.

33

Questions in the questionnaire are based on Veterinarians and dealers awareness about veterinary products, factors which doctors and dealers consider while ordering these products, pattern of ordering, competitors products etc. During this project,it was found that the performance of vet products of Bliss was not up to the mark also customers do not get updates for products from the company. And company Bliss Infusion & Surgicals [Link] has to improve their marketing so that necessary information about product is made available to doctors and dealers.

34

3.2 THE INDIAN

PHARMACEUTICAL MARKET

The Indian pharmaceutical market is highly competitive and remains dominated by low priced, domestically-produced generics. Despite having the second largest population in the world and a growing middle class with high healthcare expectations, India accounts for less than 2% of the world pharmaceutical market in value terms. In one of the world's better performing economies, spending on pharmaceuticals accounts for less than 1% of GDP and average per capita spending remains one of the lowest levels in the region. Indias biopharmaceutical sector is currently experiencing double digit growth and this is expected to continue, driven by the vaccines market. Growth drivers include education and increased awareness of disease prevention, increases in disposable income and government participation in immunisation programmes. Continued growth is also expected in the diagnostic and therapeutic segments, including cancer and diabetes. India is already known as the diabetic capital of the world and the number of diabetes patients in India is expected to grow to 70 million by 2025. Cancer therapies are also lucrative for many Indian companies due to highly unmet need, increased awareness and the comparative affordability of domestically produced drugs. 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
35

drug manufacture and technology. 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. Playing a key role in promoting and sustaining development in the vital field of medicines, Indian Pharma Industry boasts of quality producers and many units approved by regulatory authorities in USA and UK. International companies associated with this sector have stimulated, assisted and spearheaded this dynamic development in the past 53 years and helped to put India on the pharmaceutical map of the world.

Growth Scenario in 2010 India's pharmaceutical industry is now the third largest in the world in terms of volume. Its rank is 14th in terms of value. Between September 2008 and September 2009, the total turnover of India's pharmaceuticals industry was US$ 21.04 billion. The domestic market was worth US$ 12.26 billion. This was reported by the Department of Pharmaceuticals, Ministry of Chemicals and Fertilizers. As per a report by IMS Health India, the Indian pharmaceutical market reached US$ 10.04 billion in size in July 2010. A highly organized sector, the Indian Pharma Industry is estimated to be worth $ 4.5 billion, growing at about 8 to 9 percent annually. Know more out this in our article onIndian Pharmaceutical Industry- Future Trends Also check out Pharmaceutical Market Trends 2010 Leading Pharmaceutical Companies In the domestic market, Cipla retained its leadership position with 5.27 per cent share. Ranbaxy followed next. The highest growth was for Mankind Pharma (37.2%). Other leading companies in the Indian pharma market in 2010 are

Sun Pharma (25.7%) Abbott (25%) Zydus Cadila (24.1%) Alkem Laboratories (23.3%) Pfizer (23.6 %) GSK India (19%) Piramal Healthcare (18.6 %)

36

PHARMACEUTICAL MARKETING
In todays business scenario the organization cannot survive successfully without the efficient marketing becomes the central function of every organization, it is helpful for identifying, stimulating & satisfying the customer needs & increases the overall profitability of the organization. The marketing is concern with the product planning ,product development, product change, pricing, packaging, advertising, sales promotion & markrt reaserch. Pharmaceutical marketing is a unique type of marketing. In pharmaceutical selling a company has to be dependent on one or more factors irs indirect customer i.e. the doctors for this reason pharmaceutical selling is called indirect selling. It is having three intermediates i.e. 1) Medical Representatives 2) Chemist / Stokiest. 3) Doctors Therefore for the sales of pharmaceutical product there should be the proper combination between these three intermediates. In most of the pharmaceutical campnies M.R is the person who promotes the products to doctors, M.R.s job is to visit doctors, chemist & stockiest. He has to create the demand for companys product. VARIOUS METHODS OF PHARMACEUTICAL PROMOTION : 1) By Ethical promotion through doctors - Medical Representative - Direct mailing to doctors - Conferences / Seminars - Sales promotion / Incentives
37

2) Non Ethical promotion through media amongst public - Media advertising - Personnel selling through representatives to chemist - Sample to public

ROLE OF MARKETING IN THE BUSINESS OF PHRMACEUTICALS : 1) As pharmaceutical products are non-durable consumer products the pharmaceutical marketing is different from consumer product marketing. 2) Marketing of pharmaceuticals is a way of thinking how the companies have to identify their target customers. 3) Marketing pharmaceutical is helpful for the companies to make the strategies and policies for new products. 4) Pharmaceutical marketing starts long before the firm has a product & it goes long way even after the customer has bought the product, the whole intentionis to offer maximum values to the price paid. 5) In case of consumer marketing the goods are sold to the customers but in case of pharmaceutical marketing the product has to be promoted to the doctors. 6) In case of pharmaceutical marketing very limited number of medias can be used for promoting their products as compared to the consumer marketing. 7) Product accepted by doctors,chemist & patient depends upon the quality of the product & effectiveness of the product as such no compromise can be done on the basis of health problems.

38

INTRODUCTION TO VETERINARY INDUSTRY

According to consumer surveys, the veterinarian ranks across the United States as one of the most respected career paths. Veterinarians are encouraged to take an oath in which they swear to use their knowledge and skills for the overall benefit of society through protecting the health needs of every species of animal and also environmental protection, food safety, and public health. Many of today's veterinarians are dedicated to working long difficult hours to live out this oath in their respective practices. There are many personal attributes that contribute to a successful career in veterinary medicine, the most important being a scientific mind, good communication skills, and management experience. Having a scientific mind consists of having an inquiring mind and a keen sense of observation. A career in veterinary medicine means a lifelong pursuit in scientific learning, so an interest in the biological sciences is a must and a genuine love and understanding of animals is crucial. Good communication skills are vital because veterinarians should be able to meet, talk, and work well with a variety of personalities and characters. Compassion is essential for success in the career field because they will be working directly with their animal client's human owners, who most likely have strong bonds with their pets. Many of the fields within the career require the veterinarians to manage other employees and businesses as a whole. These positions are made more rewarding and simpler if one has a background in basic management or leadership positions. As in the human health field, veterinary medicine (in practice) requires a diverse group of professionals to meet the needs of patients. In the year 2006, veterinarians held about 62,000 jobs.
39

According to the American Veterinary Medical Association, about threequarters of veterinarians were employed in either an individual or group practice. The remainder was employees in other settings, including colleges of veterinary medicine, medical schools, research laboratories, animal food companies, and pharmaceutical companies. The Bureau of Labor Statistics reports that around 1,400 civilian veterinarians are employed by the United States federal government, mainly in the Department of Agriculture, Department of Health and Human Services, and Department of Homeland Security. State and local governments also employ veterinarians. Employment is expected to increase more than average and much faster in comparison to other career options, ensuring job opportunities in the field of veterinary medicine. It has been stated that this expected increase is near 35% over the next decade; it is a direct result of the increase of certain pet populations, such as cats, and the increased amount of pet owners willing to purchase pet insurance, which then increases the amount of treatment that the owner is willing to fund. Additionally, modern veterinary medicine has caught up to human medicine in many areas such as cancer treatment, preventative dental care, hip replacements, transplants, and blood transfusions. These medical advances have encouraged pet owners to take advantage of these new medical possibilities, likewise increasing the need for veterinary care because of the increased demand. One other area of increased demand for veterinarians in seen in the continued support for public health and food and animal safety, Centers for Disease Control and Prevention (CDC) national disease control programs, and biomedical research on human health problems.

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PRODUCTS FOR PROJECT AND AND THEIR INFORMATION

1) PRODUCT NAME : Alkoplex Inj.

Description : Vitamin B complex injection Composition : Vitamin B-1 Vitamin B-2 Vitamin B-6 Nicotinamide D-panthenol Chlorobutol(As preservative) Water for Inj. I.P Q.S. I.P I.P I.P I.P I.P 10 mg 0.5 mg 1 mg 25 mg 3 mg

PACKING SIZE : 30 ml

41

2) PRODUCT NAME : Cynovite Inj.

Description : Vitamin B-12 Inj.

Composition :

Cyanocobalamine Benzyl Alcohol (As preservative) Water for Inj.

I.P I.P I.P

500 mcg 2% w/v Q.S.

PACKING SIZE : 30 ml

3) PRODUCT NAME : Oxytetracycline Inj.

Description : Oxytereacycline Inj.

Composition : Oxytetracycline (Equivalent to Anhyrous Oxytetracycline) Propylene Glycol I.P 50 mcg

PACKING SIZE : 10 ml and 100 ml

42

4) PRODUCT NAME : Alkopyrin Inj.

Description : Paracetamol Inj.

Composition :

Paracetamol Benzyl Alcohol (As preservative) Water for Inj.

I.P I.P I.P

75 mg 1.5% v/v Q.S.

PACKING SIZE : 30 ml

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5) PRODUCT NAME : Alkomicine Inj.

Description : Gentamicin Sulphate Inj.

Composition :

Gentamicin Sulphate (Equivalent to Gentamicin Base) Methyle Paraben (As preservative) Propyl Paraben (As preservative) Water for Inj.

I.P

40 mg

I.P I.P I.P

0.18% w/v 0.02% w/v Q.S.

PACKING SIZE : 30 ml and 20 ml.

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6) PRODUCT NAME : Avomet Inj.

Description : Ivermectin Inj. 1%

Composition :

Ivermectin

I.P

1% w/v

PACKING SIZE : 30 ml

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7) PRODUCT NAME : Calbomil

Description : Calcium Borogluconate I.P.

Composition :

Calcium Borogluconate Equivalent Calcium (as Calcium Gluconate ) Boric Acid Chlorocresool

I.P I.P

25% w/v 1.854% w/v

I.P I.P

4.25% w/v 0.1% w/v

PACKING SIZE : 30 ml

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8) PRODUCT NAME : Blistropin Inj.

Description : Atropine Sulphate Inj.

Composition :

Atropine Sulphate Phenol (As preservative) Water for Inj.

I.P I.P I.P

1 mg 0.5% w/v Q.S.

PACKING SIZE : 30 ml

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ANALYSIS OF DOCTORS QUESTIONNAIRE

1) Awareness of Bliss Infusions & Surgicals [Link].
ANSWER YES NO [Link] DOCTORS 26 4

NO. OF DOCTORS
30 26 25 20 15 10 5 0 YES NO 4

Source : Primary Data

INTERPRETATION : To know market position of Bliss products, a survey has conducted of 30 Doctors. 1. It is found that 26 Doctors aware of Bliss Infusions & Surgicals [Link]. 2. And only 4 Doctors unaware of Bliss Infusions & Surgicals [Link].

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2) [Link] Doctors using bliss products

ANSWER YES NO [Link] DOCTORS 24 2

[Link] DOCTORS USING BLISS PRODUCTS

24 25 20 15 10 5 0 YES NO 2

Source : Primary Data

INTERPRETATION : 1. From the above chart it is interpretated that from 26 Doctors who are aware of Bliss, 24 Doctors are using Bliss products. 2. And only 2 Doctors are not using Bliss products.

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3) [Link] Doctors using following products of Bliss

PRODUCT Alkoplex Inj. Cynovite Inj. Alkopyrin Inj. Alkomicine Inj. Avomet Inj. Oxytetracycline Inj. Blistropin Inj. Calbomil [Link] DOCTORS 24 11 9 7 5 13 9 9

PRODUCTS USED BY [Link] DOCTORS

9 24 Alkoplex Inj. Cynovite Inj. Alkopyrin Inj. Alkomicine Inj. 13 11 5 7 9 Avomet Inj. Oxytetracycline Inj. Blistropin Inj. Calbomil

Source : Primary Data 50

INTERPRETATION : 1. From the above pia chart it is interpreted that 24 Doctors are using Alkoplex Inj. Alkoplex Inj. Is the most preferable product of Bliss. 2. 11 Doctors are using Cynovite Inj., 9 Doctors are using Alkopyrin Inj., 7 Doctors are using Alkomicine Inj., 5 Doctors are using Avomet Inj.,13 Doctors are using Oxytetracycline Inj., 9 Doctors are using Blistropin Inj., 9 Doctors are using Calbomil.

4) No. of Doctors using other parallel Brands product

PRODUCTS Intas Pfizer Sarabhai / Zydus Aqrovet May & Baker Wockhardt Concept Pharma Alembic Pharmaceuticals Others

[Link] DOCTORS 12 10 13 3 10 5 8 10

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[Link] DOCTORS USING OTHER BRANDS

10

12

8 Intas 10 5 Pfizer Sarabhai/Zydus May & Baker Wockheardt 10 3 13 Concept Pharma Alembic Pharmaceuticals Others

Source : Primary Data

INTERPRETATION : 1. From the above pia chart it is interpretaed that Sarabhai / Zydus Aqrovet is the most preffered Brand. 2. And some Doctors are prefer to use Other Brands like Indian immunologocals, Ranbaxy, Mankind, Brihans, Modern Lab, Intervet, Vetoquinol etc. 3. 12 Doctors are using products of Intas, 10 Doctors are using products of Pfizer, 13 Doctors are using products of Sarabhai/ Zydus Aqrovet, 3 Doctors are using products of May & Baker, 10 Doctors are using products of Wockhardt, 5 Doctors are using products of Concept Pharma, 8 Doctors are using products of Alembic Pharmaceuticals, 10 Doctors are using Others Brands products.

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5) Reasons of using above mentioned brands Answer :

Answers given by doctors (veterinary) are as follows : 1. Most of the doctors around 23 doctors said that Pfizer, Intas, Wockhardt, Sarabhai/Zydus Aqrovet Brands have good results, quality and effectiveness. 2. Many doctors said that [Link] of these Brands are visit them regularly. 3. These Brands are Big Brands. 4. Some doctors said that they prefer these products because of cost efficiency.

6) Factors which Doctors look in a product while using a product

FACTORS Availability Price Factor Result/Quality Brand Name Attractive schemes Any Other

YES 28 13 29 16 5 2

NO 2 17 1 14 25 -

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[Link] DOCTORS PREFERRING BECAUSE OF FOLLOWING FACTORS

30 25 20 15 10 5 5 0 2 1 2 13 17 16 14 YES NO 28 29 25

Source : Primary Data

INTERPRETATION : 1. From the above chart it is observed that most of the doctors prefer because of Availability and Result/Quality. 2. It is also interpreted that Price factor and Attractive schemes are not so important for Doctors. 3. Many Doctors use products only because of their Big Brand. 4. 28 Doctors are prefer because of availability and 29 Doctors are prefer because of result/quality.

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7) Pattern of ordering the product

ORDERING PERIOD Daily Weekly Monthly According to Need [Link] DOCTORS PREFERING 3 4 6 21

[Link] DOCTORS PREFERRING

100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Daily Weekly Monthly According to need 3 4 6 21 [Link] DOCTORS PREFERRING

Source : Primary Data

INTERPRETATION : 1. 2. 3. 4. 21 Doctors are prefer to order whenever they need products. 6 Doctors are prefer to order on Monthly basis. 4 Doctors are prefer to order on weekly basis. Only 3 Doctors are prefer to order on daily basis.
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8) Suggestions from Doctors to Bliss about the following

Answer : Promotional Activities : 1. Appoint Medical Representatives for Veterinary products. 2. Samples should be given to doctors. 3. Make sales promotions. 4. Do visit doctors regularly. Product : 1. Improve quality of the products. 2. Products should be cost effective. Availability : 1. Most of the doctors i.e 19 doctors said that products should be easily available everywhere. 2. Also products should be available in rural areas. 1. 2. 3. Packing : Many doctors said that make attractive packing to products. Make available in Ampoules, PVC Pouch, 10 ml, 20 ml, 5 ml packs. Make convenient packing.

Other : 1. Product information should be given to doctors. 2. Products should be cost effective.

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ANALYSIS OF DEALERS QUESTIONNAIRE

1) [Link] Dealers who keep Veterinary products of Bliss
ANSWER YES NO [Link] DEALERS 5 1

[Link] DEALERS ARE KEEPING PRODUCTS OF BLISS

5 5 4.5 4 3.5 3 2.5 2 1.5 1 0.5 0 YES NO

[Link] DEALERS 1

Source : Primary Data

INTERPRETATION : 1. 5 Dealers are keeping products of Bliss. 2. Only 1 dealer does not keep products of Bliss.
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2) [Link] Dealers using following Bliss Products

PRODUCT Alkoplex Inj. Cynovite Inj. Alkopyrin Inj. Alkomicine Inj. Avomet Inj. Oxytetracycline Inj. Blistropin Inj. Calbomil [Link] DEALERS 3 1 0 2 1 2 2 0

PRODUCTS KEPT BY [Link] DEALERS

0 2 3 Alkoplex Inj. Cynovite Inj. Alkopyrin Inj. Alkomicine Inj. 2 1 Avomet Inj. Oxytetracycline Inj. Blistropin Inj. Calbomil 1 2 0

Source : Primary Data 58

INTERPRETATION : 1. From the above pia chart it is interpreted that 3 dealers keep Alkoplex Inj. 2. 1 dealer keep Cynovite Inj., 2 dealers keep Alkomicine Inj., 1 dealer keeps Avomet Inj., 2 dealers keep Oxytetracycline Inj., 2 dealers keep Blistropin Inj. 3. Calbomil and Alkopyrin Inj. Are not kept by any Dealer. They kept other Brands.

3) Period from which they have been a company Dealer

PERIOD Less than 2 yrs 2-4 yrs 4-6 yrs More than 6 yrs [Link] DEALERS 1 0 2 2

[Link] DEALERS
2.5 2 2 2

1.5 1 1 [Link] DEALERS

0.5 0 0 Leass than2 yrs 2-4 yrs 4-6 yrs More than 6 yrs

Source : Primary Data 59

INTERPRETATION : 1. From the above chart it is interpretated that most of the Dealers have been a Blisss dealer from more than 6 yrs. 2. Also 2 dealers have been [Link] from 4-6 yrs.

4) [Link] Dealers who are keeping other parallel Brands product

PRODUCTS Intas Pfizer Dosch Bayer Wockhardt Alembic Pharmaceuticals Others [Link] DEALERS 3 2 2 2 4 2 5

[Link] DEALERS WHO KEEP OTHER BRANDS

3 5 Intas 2 Pfizer Dosch 2 2 Bayer Wockheardt 2 4 Alembic Pharmaceuticals Others

Source : Primary Data

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INTERPRETATION : 1. Some Doctors are prefer to use Other Brands like Indian immunologocals, Ranbaxy, Mankind, Cipla, Intervet, Vetoquinol etc. 2. 3 dealers keep products of intas, 2 dealers keep products of Pfizer, 2 dealers keep products of Bayer, 2 dealers keep products of Dosch, 4 dealers keep products of Wockhadt, 2 dealers keep products of Alembic Pharmaceuticals. 3. 5 dealers keep other Brands.

5) Most selling Brands of Veterinary Products

PRODUCTS Intas Pfizer Dosch Bliss Wockhardt Others [Link] DEALERS 3 2 2 2 2 4

[Link] MOST SELLING BRANDS

4 3 Intas Pfizer 2 2 2 2 Dosch Bliss Wockheardt Others

Source : Primary Data 61

INTERPRETATION : 1. Most selling products are of Intas company.3 dealers said that Intas is the most selling Brand. 2. Following Intas Pfizer,Dosch,Bliss,Wockhardt are 2ed most selling Brand. 2 Dealers said that these products are 2ed most selling brands. 3. Some dealers said some other brands are the most selling brands like cipla Indian Immunologicals etc.

6) Reasons for above mentioned Brands for selling most

Answer : Answers given by dealers are as follows : 1. Pfizer, Intas, Wockhardt, Dosch are all Big Brands. While Bliss is a local Brand. 2. Strong availability of these Brands. 3. Wide range of veterinary products are available in these Brands. While Bliss only sales Injectables & Infusions. 4. Results of these Brands products are very good. 5. Marketing system of these Brands is good.

7) Factors which Dealers look in a product while keeping a product

FACTORS Availability Price Factor Result/Quality Brand Name Attractive schemes Any Other YES 5 2 5 4 3 1 NO 1 4 1 2 3 0

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[Link] DEALERS PREFER TO KEEP PRODUCTS BECAUSE OF FOLLOWING FACTORS

5 5 4.5 4 3.5 3 2.5 2 1.5 1 0.5 0 4 5 4 3 3 2 1 1 2 1 0 YES NO

Source : Primary Data

INTERPRETATION : 1. From the above chart it is observed that most of the dealers prefer to keep products because of Availability and Result/Quality. 2. It is also interpreted that Price factor and Attractive schemes are also important for Dealers. 3. Many Dealers keep products only because of their Big Brands. 4. 5 Dealers are prefer to keep products because of availability and Result/Quality, while 3 dealers are prefer to keep products because of Attractive schemes, 4 dealers are prefer to keep products because of Brand name 5. Some dealers are keep products because of other reasons like demand etc.

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8) Pattern of ordering the product

ORDERING PERIOD Daily Weekly Monthly According to Need [Link] DEALERS ORDERING 1 1 1 3

[Link] DEALERS ORDERING

100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Daily Weekly Monthly According to need 1 1 1 3 [Link] DEALERS ORDERING

Source : Primary Data

INTERPRETATION : 1. 3 Dealers are prefer to order whenever they need products. 2. 1 Dealer prefers to order on Monthly basis. 3. 1 Dealers prefers to order on weekly basis. 4. 1 Dealers prefers to order on daily basis.
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9) Rating for the marketing system of Bliss

RATING Excellent Good Fair Average [Link] DEALERS RATE 0 2 1 3

[Link] DEALERS RATE

0

2 3

Excellent Good Fair Average

Source : Primary Data

INTERPRETATION : 1. From the above pia chart it is interpreted that the marketing system of Bliss is Aversge. Dealers are not happy with their marketing strategy for Veterinary products. This is because Bliss has not kept Medical Representative (MR) For their Veterinary products. 2. It is found that 2 dealers said marketing system of Bliss is Good and 1 dealer said that marketing system of Bliss is fair(Not so good).
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10) Suggestions From Dealers to Bliss about the following

Answer : Promotional Activities : 1. Appoint Medical Representatives for Veterinary products. 2. Visit dealers regularly. Product : No suggestions. Availability : 1. No suggestions. Packing : 1. No suggestions. Other : 1. Try to make good Ethical Marketing.

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CHAPTER - 4

CONCLUSION

67

CONCLUSION OF THE STUDY

According to the survey most of the Doctors are using veterinary products of Bliss. Almost all Doctors prefer Alkoplx Inj. And very Doctors prefer Avomet Inj. Of Bliss. Most of doctors prefer to use Intas and Sarabhai / Zydus Aqrovet Brands. According to doctors results of these brands are very good. Intas, Dosch, Wockhardt, Pfizer are the most selling Brands according to dealers. According to doctors and dealers these are big brands. According to the survey Availability and Result/Quality are the factors which most Doctors and Dealers look in the products while preferring the product. According to dealers the marketing system of Bliss is average. Bliss has to improve their marketing system. Doctors want Medical Representatives for veterinary products. And products should be available in rural areas. Also they want products to be available in ampoules, PVC Pouch, 10 ml, 20ml, 5 ml packs.

Finally concluded from above finding and market share of veterinary products of Bliss is Satisfied. So by implementing proper market strategy and appointing Medical Representatives, market share of veterinary products will increase more.

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CHAPTER - 5

RECOMMENDATIOS & SUGGESTIONS

69

RECOMMENDATIONS & SUGGESTIONS

Company should focus to improve their marketing strategy as well as promotion strategy by adopting good marketing strategy,company has wide scope to increase its marketing share. Medical Representative is a key person who are having the important role for the sale of the product,therefore company has to appoint M.R. for vet products to provide necessary information about products to doctors. For the effective promotion and sale of the brands schemes can motivate the doctors and dealers which is helpful for acquiring the maximum market. Schemes can be Medical literature, free samples, gifts, seminars etc. Company must take care for improving their products quality as this is the important factors for prescribing the brands. Products must be make available in rural areas. According to suggestions products should make available in ampoules, PVC Pouch etc. Also packing should be attractive. Company have to analyse the competition and potential of the molecule in the market continuously which will be helpful for making the necessary changes related to policies of the company.

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CHAPTER - 6

APPENDICES

71

6.1 QUESTIONNAIRE FOR

DOCTORS
Doctor Name : Phone No. : Q.1. Are you aware of Bliss Infusions & Surgicals [Link] ? YES NO Q.2. Do you use Veterinary products of Bliss? YES NO Q.3. If Yes,Which of the following Bliss products do you use ? Alkoplex Inj. Alkopyrin Inj. Avomet Inj. Blistropin Inj. Cynovite Inj. Alkomicine Inj. Oxytetracycline Inj. Calbomil

Q.4. Which other parallel Brands product do you use ? Intas Sarabhai/Zydus Aqrovet Wockhardt Alembic Pharmaceuticals Pfizer May & Baker Concept Pharma Others

72

Q.5. Why do you prefer the above mentioned brands ? -------------------------------------------------------------------------------------------------------------------------------------------------------------------Q.6. What factors do you look in a product while using a product ? FACTORS Availability Price Factor Result/Quality Brand Name Attractive schemes Any Other (Please Mention) YES NO

Q.7. What is the pattern of ordering the product ? a) Daily c) Monthly b) Weekly d) According to need

[Link] you like to give any suggestions to Bliss about the following? Promotional Activities Product Availability Packing Other

Stamp & Signature of Doctor :

73

QUESTIONNAIRE FOR DEALERS

Dealer Name : Phone No. : Q.1. Are you aware of Bliss Infusions & Surgicals [Link] ? YES NO Q.2. Do you keep Veterinary products of Bliss? YES NO Q.3. If Yes,Which of the following Bliss products do you keep ? Alkoplex Inj. Alkopyrin Inj. Avomet Inj. Blistropin Inj. Cynovite Inj. Alkomicine Inj. Oxytetracycline Inj. Calbomil

Q.4. How long you have been a company dealer ? Less than 2 yrs 4 6 yrs 2 4 yrs More than 6 yrs

Q.5. Which other parallel Brands product do you keep ? Intas Dosch Wockhardt Others
74

Pfizer Bayer Alembic Pharmaceuticals

Q.6. Which are the most selling Brands of veterinary products ? Intas Dosch Wockhardt Pfizer Bliss Others

Q.7. Reasons for the above mentioned brands for selling most ? ----------------------------------------------------------------------------------------------------------------------------------------------------------------Q.8. What factors do you look in a product while keeping the product ? FACTORS YES NO Availability Price Factor Result/Quality Brand Name Attractive schemes Any Other (Please Mention) Q.7. What is the pattern of ordering the product ? a) Daily c) Monthly b) Weekly d) According to need

Q.10. How do you rate the marketing system of Bliss ? a) Excellent c) Fair b) Good d) Average

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Q.11. Would you like to give any suggestions to Bliss about the following ? Promotional Activities Product Availability Packing Other

Stamp & Signature of Dealer :

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6.2 BIBLIOGRAPHY
Marketing Management - Philip Kotler (13th Edition) Pearson Publication Basics of Marketing - Dr. [Link] Nirali Publications Research Methodology - C.R. KOTHARI New Age International Publications Web sites : [Link] Encyclopedia website : [Link]

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