1

SURVEY REPORT

STUDY OF RETAIL CHEMIST’S PERCEPTION OF

MEDICAL REPRESENTATIVES

SAMPLE SIZE (N=1220)

CONDUCTED ON 15 & 22 JULY 2009

TH ND

COMPILED & SUBMITTED BY:

ANERI SHAH
KRUTI PATEL
KUNWAR KHURANA
MAHIMA MISHRA
NIMITT DESAI
PROTITI BAGCHI
SACHIN SHARMA
VIVEK GOEL
YADURAJ SUDHANSHU SHARMA

A SURVEY CARRIED OUT BY THE STUDENTS OF FIRST YEAR, MBA- PHARMACEUTICALS

MANAGEMENT, SECTION B, NMIMS, MUMBAI, AS A PART OF THE COURSEWORK “LISTENING
TO STAKEHOLDERS”
 2

ACKNOWLEDGEMENTS

WE WISH TO THANK OUR PROFESSORS, DR. (PROF.) TARUN GUPTA (CHAIRMAN,

PHARMACEUTICALS MANAGEMENT AND SENIOR PROFESSOR, MARKETING, SBM,
NMIMS, MUMBAI) AND MRS. SAVITA CHARI FOR DATA ANALYSIS.

WE ALSO THANK ALL OUR RESPONDENTS (RETAIL CHEMISTS) LOCATED IN THE VARIOUS

ZONES OF MUMBAI FOR THEIR TIME AND CO-OPERATION, WHICH ENABLED US TO

SUCCESSFULLY COMPLETE THE PROJECT AND COMPILE THIS REPORT.

THE SURVEY WAS CARRIED OUT BY STUDENTS OF FIRST YEAR MBA

(PHARMACEUTICALS MANAGEMENT), SECTION B, NMIMS, MUMBAI, 2009-2010.

INDEX PAGE NUMBER

 3

A. EXECUTIVE SUMMARY 4

B. RESEARCH METHODOLOGY 6

C. SAMPLE BREAK-UP (ZONE WISE) 7

D. SAMPLE BREAK-UP (NO. OF YEARS IS BUSINESS LOCATION) 9

Q. WHICH COMPANY MEDICAL REPRESENTATIVES VISIT YOU MOST REGULARLY? 12

1

Q. HOW MANY TIMES IN A MONTH, DO THESE COMPANY REPRESENTATIVES VISIT YOU? 18

2

Q. WHEN COMPANY REPRESENTATIVES VISIT YOU WHAT DO THEY DO? 23

3

Q. WHICH COMPANY’S REPRESENTATIVES DO NOT VISIT YOU REGULARLY? 28

4

Q. WHICH COMPANY’S REPRESENTATIVES DO NOT VISIT AT ALL? 34

5

Q. WHAT DO YOU LIKE ABOUT THESE COMPANY’S REPRESENTATIVES? 44

6

Q. WHICH STOCKISTS VISIT YOU MOST REGULARLY? 54

7

Q. HOW OFTEN DO THESE STOCKISTS VISIT YOU? 64

 4

Q. 70
9
WHEN SHOULD A REPRESENTATIVE VISIT YOU? WHAT IS YOUR PREFERRED TIME?

H. ANNEXURE : QUESTIONNAIRE 85

EXECUTIVE SUMMARY

Q.1 WHICH COMPANY MEDICAL REPRESENTATIVES VISIT YOU MOST

REGULARLY?

➢ Acording to the findings of the survey top three companies in terms of regularity in
visiting chemists are:
(1) CIPLA
(2) MANKIND
(3) RANBAXY

➢ 18% of the chemists said that medical representatives of CIPLA are the most regular.
➢ 9% of the chemists said that medical representatives of MANKIND are among the
most regularly visiting representatives.
➢ 8% of the chemists said that medical representatives of RANBAXY are among the
most regularly visiting representatives.
➢ 7% of chemists responded for FDC and 6% of the chemists responded for GSK.

QUESTION 2.HOW MANY TIMES IN A MONTH, DO THESE COMPANY

REPRESENTATIVES VISIT YOU?
 5

 Cipla Representatives got maximum response under 0 to 4 calls 77% (509/657).

 Mankind Representatives got maximum response under 0 to 4 calls 73% (235/334).
 Ranbaxy Representatives got maximum response under 0 to 4 calls 77% (219/285).
 FDC Representatives got maximum response under 0 to 4 calls 81% (206/254).
 GSK Representatives got maximum response under 0 to 4 calls 80% (174/217).

Q-3WHEN COMPANY REPRESENTATIVES VISIT YOU WHAT DO THEY DO?

➢ 34% retailers out of total responses said that medical representatives enquire about
their company’s product movement.
➢ 19% retailers said that medical representatives give information of the launch of new
product.

➢ 17% retailers said that medical representatives enquire whether Doctor has prescribed
their company’s product or not.

➢ 10% retailers said that a medical representative gives information regarding the
product.

➢ 5% retailers enquire about the product availability.

Q 4. Which company’s representatives do not visit you regularly?

➢ 8.16% (214) chemists said that Medical Representative of GSK do not visit
regularly.
➢ 5.76% (151) chemists said that Medical Representative of Cipla do not visit
regularly.
➢ 54% (1403) chemists’ responses for irregular visits of Medical Representative
are for just 20 companies out of 215 companies in total sample size.
➢ 7.16% (199) chemists do not answer to this question.
 6

➢ 2.20% (53) chemists said that no company’s Medical Representative visits to

them regularly.

Q 5. Which company’s representatives do not visit at all?

• 6.2% chemists said that medical representatives of GSK do not visit at all.
• 4.4% chemists said that medical representatives of Pfizer do not visit at all.
• 4.1% chemists said that medical representatives of Cipla do not visit at all.

Q 6. What do you like about these companies representatives?

➢ 24% retailers out of total responses said that they like that the medical representatives
give information about their products and new launches.

➢ 18% retailers said that they did not like anything about the medical representatives.

➢ 12% retailers did not answer.

➢ 11% retailers appreciated the medical representatives regularity

➢ 6% retailers said that they like when the medical representatives give information
about schemes.

➢ 6% retailers said that they like when the medical representatives give gifts and free
samples.
➢ 5% retailers liked that medical representatives facilitated their sales.

➢ 5% retailers appreciated the communication skills of the medical representatives.

➢ 4% retailers liked the Approach of the medical representatives.

➢ 3% retailers appreciated the behavior of the medical representatives.

 7

➢ 2% retailers liked that the medical representatives checked the availability of

products.

➢ 1% retailers liked that the medical representatives enquired about their products.
➢ 1% retailers appreciated the medical representatives services.

➢ 1% retailers liked that the medical representatives helped in clearing the expired
product stocks.

➢ 1% retailers appreciated the medical representatives dressing sense.

➢ 1% retailers liked that the Hard-working nature of medical representatives.

➢ 1% retailers appreciated the presentation skills of medical representatives.

➢ 0.5% retailers liked that the Co operative nature of medical representatives.

➢ 0.2% retailers gave other answers like medical representatives from Gujarat,
Maharashtra, Orissa are preferred, and that they would like ladies medical
representatives and that the medical representatives spoiled the market by supplying
directly to Doctors.

Q 7. Which stockists visit you most regularly?

• MEHER DISTRIBUTORS is amongst the top 10 stockists, as per chemist
responses, in all the zones except the NM ZONE.
• Zone wise, the stockists with maximum no. of responses are:
○ CM - MEHER DISTRIBUTORS
○ ES - JALARAM DISTRIBUTORS
○ NM - MAKVIS DISTRIBUTORS
○ SM - MEHER DISTRIBUTORS
○ WS - MEHER DISTRIBUTORS
○ TH - SHWETA
• MAXIMUM NO. OF CHEMIST RESPONSES were from WS ZONE (1818).
• LOWEST NO. OF CHEMIST RESPONSES were from SM ZONE (178)
 8

Q 8. How often do these stockists visit you?

➢ Stockists visiting the chemists most regularly in a week are :-
➢ Makvis Distributors
➢ Parikh Pharma
➢ Doshi Brothers
➢ Mahadev Agency
➢ Mangal Distributors
➢ Lakshmi Distributors
➢ S P Shah
➢ Manohar Medical
➢ Kamal
➢ P V Pharma
➢ Deep Pharma
➢ Ganesh Agency
➢ Crystal
➢ In general, most of the stockists visit the chemist 2-3 days in a week.
➢ Despite the fact that the stockist – MEHER has been the most common response,
its Visits per Week is only 2-3 days.
➢ 10 chemists, of the total surveyed, had not given any response to the question.

Q 9. When should a representative visit you? What is your

preferred time?
• 653 out of 1221 respondents (52%) said that they prefer visiting the Medical
Representatives in the afternoon between 2pm to 6pm.
• 235 respondents(19%) said that they prefer visiting the Medical Representatives
between 10am to 2pm
• 157 respondents(13%) said that they prefer visiting the Medical Representatives
anytimei.e no time preference.
• 107 respondents(9%) said that they prefer visiting the Medical Representatives after
6 in the evening.
 9

• 81 respondents(6%) said that they prefer visiting the Medical Representatives

before 10am.
• Other comments include Medical Representatives should visit once in a week,
should provide information on phone and should not visit which constitutes 15 of
the total respondents(1%).
 10

RESEARCH METHODOLOGY
A STRUCTURED QUESTIONNAIRE FOR THE STUDY SUBJECTS (RETAIL CHEMISTS) WAS DESIGNED WITHIN

THE SCOPE OF THE GIVEN OBJECTIVES. MUMBAI WAS DIVIDED INTO 6 ZONES. WITHIN EACH ZONE,

RETAIL CHEMISTS WERE INTERVIEWED FROM DIFFERENT AREAS.

ZONE WISE SAMPLE DISTRIBUTION

(N=1220)
ZONES COVERED:
ZONE SUBURBS
CENTRAL MUMBAI(CM) PAREL, DADAR, MAHIM,
MATUNGA, SION, LOWER PAREL,
WADALA,VT, ELPHINSTONE ROAD.

EASTERN CHEMBUR, GHATKOPAR, BHANDUP,

SUBURBS(ES) MULUND, VIKROLI, POWAI,
CURREY ROAD
NAVI MUMBAI(NM) VASHI, NERUL, JUINAGAR,
SANPADA, TURBHE
SOUTH MUMBAI(SM) GRANT ROAD, CHARNI ROAD,
MARINE LINES, BYCULLA, MUMBAI
CENTRAL.
WESTERN GOREGAON, JOGESHWARI,
SUBURBS(WS) SANTACRUZ, BORIVALI, BANDRA,
KHAR, ANDHERI, MALAD,
DAHISAR, KANDIVALI, VILE
 11

PARLE,WORLI.

THANE(TH) THANE, VIRAR, MIRA ROAD,

DOMBIVALI, VASAI, NALASOPARA,
VIRAR, BHAYANDER.

SR ZONE NO. OF PERCENTAGE OF

NO. RESPONDEN RESPONDENTS
TS
1 WESTERN 627 51%
SUBURBS(WS

)
2 CENTRAL 217 18%
MUMBAI(CM)
3 THANE(TH) 120 10%
4 EASTERN 108 9%
SUBURBS(ES)
5 NAVI 83 7%
MUMBAI(NM)
6 SOUTH 65 5%
MUMBAI(SM)
 12

SAMPLE BREAK UP
NUMBER OF YEARS IN BUSINESS AT THE PRESENT
LOCATION

(N = 1220)
NO. OF YEARS OF NO. OF RETAILERS PERCENTAGE OF
BUSINESS AT THE RETAILERS
PRESENT LOCATION

>5 YEARS 335 27%

6-15 YEARS 446 37%

16-20 YEARS 130 11%

20-30 YEARS 176 14%

30-40 YEARS 71 6%

40-50 YEARS 35 3%

<50 YEARS 27 2%

TOTAL 1220 100%

 13

Q-1
WHICH COMPANY MEDICAL REPRESENTATIVES VISIT
YOU MOST REGULARLY?

N = 1220
DUE TO MULTIPLE RESPONSES,TOTAL RESPONSES = 3660
 14

RESPONSES FOR TOP 30 COMPANIES:

TOTAL PERCENTAGE
S R. RESPONSES (COMPANY RESPONSES- OF RESPONSES
NO . NAMES) 3660

1 CIPLA 663 18.11%

2 MANKIND 336 9.18%

3 RANBAXY 291 7.95%

4 FDC 259 7.08%
5 GSK 220 6.01%
6 NICHOLAS PIRAMAL 119 3.25%
7 DRL 111 3.03%
8 LUPIN 108 2.95%
9 SUN PHARMA 103 2.81%
10 GLENMARK 90 2.46%
11 PFIZER 63 1.72%
 15

12 TORRENT 63 1.72%
13 ARISTO 59 1.61%
14 INTAS 58 1.58%
15 ZYDUS CADILA 54 1.48%
16 MACLEODS 52 1.42%
17 ALKEM 48 1.31%
18 EMCURE 46 1.26%
19 NOVARTIS 36 0.98%
20 USV 31 0.85%
21 ALEMBIC 27 0.74%
22 IPCA 27 0.74%
23 MICRO LABS. 26 0.71%
24 UNICHEM 26 0.71%
25 ELDER PHARMA 23 0.63%
26 SANOFI AVENTIS 23 0.63%
27 FRANCO INDIA 15 0.41%
28 GENIX PHARMA 15 0.41%
29 LYKA 15 0.41%
30 MEDLEY 14 0.38%
 16

31 COMPANIES WITH 426 11.63%

VERY LESS RESPONSES*

32 DNA 214 6%
TOTAL 3660 100%

*COMPANIES WITH LESS RESPONSES INCLUDE:

ALEMBIC ABBOTT HIMALAYA CENTAUR FOURRTS FIRST HORIZON
IPCA MEGHA ZUVENTUS EAST INDIA INGA MAESTRO
PHARMA
MICRO DWD HETERO CFL MERIDIAN MODI MUNDI
LABS PHARMA
UNICHEM WIN AJANTA INDIGO SANDOZ MOLECULE
MEDICARE
ELDER MERCK INDICHEM WALLACE SHREYA SERDIA
PHARMA
SANOFI ASTRA PANACEA WANVORY SWITZERA SUNWAYS
AVENTIS ZENECA BIOTECH
 17

FRANCO INDOCO PDPL ALLERGAN WYETH SYSTOPIC

INDIA
GENIX MAYER SIGMA BLUE BOMBAY TABLET INDIA
VITA BITIC PHARMA CROSS TABLETS
LYKA PHARMED UNIVERSAL CACHET COXWIN TATA MERIND
PHARMA PHARMA
MEDLEY GERMAN ALBERT CHARAK ELAN WOCKHARDT
REMEDIES DAVID PHARMA PHARMA
DABUR HELIOS NEON AP ASTHAMED TDPL
PHARMA PHARMA
ELI J&J THEMIS WALTER BAYER TWILIGHT
LILLY BUSHNEL
APEX FULFORD ARIHANT BAXTER ZANDU NIDHI
PHARMA PHARMA PHARMA

INTERPRETATION:
➢ FROM THE ABOVE RESULTS IT IS INFERRED THAT TOP THREE COMPANIES
IN TERMS OF REGULARITY IN VISITING CHEMISTS ARE:
(1) CIPLA
(2) MANKIND
(3) RANBAXY
 18

➢ 18% OF THE CHEMISTS SAID THAT MEDICAL REPRESENTATIVES OF

CIPLA ARE THE MOST REGULAR.
➢ 9% OF THE CHEMISTS SAID THAT MEDICAL REPRESENTATIVES OF
MANKIND ARE AMONG THE MOST REGULARLY VISITING
REPRESENTATIVES.
➢ 8% OF THE CHEMISTS SAID THAT MEDICAL REPRESENTATIVES OF
RANBAXY ARE AMONG THE MOST REGULARLY VISITING
REPRESENTATIVES.
➢ 7% OF THE CHEMISTS SAID THAT MEDICAL REPRESENTATIVES OF FDC
ARE AMONG THE MOST REGULARLY VISITING REPRESENTATIVES.
➢ 6% OF THE CHEMISTS SAID THAT MEDICAL REPRESENTATIVES OF GSK
ARE AMONG THE MOST REGULARLY VISITING REPRESENTATIVES.
➢ 6% OF THE CHEMISTS DID NOT GIVE ANSWER TO THIS QUESTION.

Responses for Each

Company

ZONE WISE DISTRIBUTION

 19

CM ES NM SM TH(THANE) WS(WESTER
COMPANIES (SOUTH N SUBURBS)
(CENTRAL (EASTERN (NAVI MUMBAI)
MUMBAI) SUBURBS) MUMBAI)

CIPLA (663) 87 55 51 36 34 400

MANKIND 44 36 16 26 18 200
(336)
RANBAXY 37 17 20 23 19 175
(291)
FDC (259) 32 31 14 7 8 167
GSK (220) 18 19 11 9 10 150
NICHOLAS 12 8 16 7 3 73
PIRAMAL
(119)
DRL (111) 14 10 9 7 9 62
LUPIN (108) 15 6 5 5 5 72
SUN 20 8 2 11 5 57
PHARMA
(103)
GLENMARK 15 2 9 3 3 58
(90)

CENTRAL MUMBAI DISTRIBUTION

 20

EASTERN SUBURBS:
 21

NAVI MUMBAI:

SOUTHERN MUMBAI:
 22

WESTERN SUBURBS:

QUESTION 2.

HOW MANY TIMES IN A MONTH, DO THESE

COMPANY REPRESENTATIVES VISIT YOU?
 23

(N = 1220)

DUE TO MULTIPLE RESPONSES, TOTAL NO. OF RESPONSE = 3422

 24

S.NO. NAME OF COMPANIES NO. OF RESPONSES PERCENTAGE AVERAGE VISITS (PER

MONTH)
(OUT OF TOTAL
RESPONSES)

1 CIPLA 663 18.11% 4.20

2 MANKIND 336 9.18% 4.36

3 RANBAXY 291 7.95% 4.19

4 FDC 259 7.08% 3.99

5 GSK 220 6.01% 3.86

6 NICHOLAS PIRAMAL 119 3.25% 5.05

7 DRL 111 3.03% 5.39

8 LUPIN 108 2.95% 4.31

9 SUN PHARMA 103 2.81% 4.74

10 GLENMARK 90 2.46% 3.58

11 PFIZER 63 1.72% 3.89

12 TORRENT 63 1.72% 3.70

13 ARISTO 59 1.61% 4.32

14 INTAS 58 1.58% 4.53

15 ZYDUS CADILLA 54 1.48% 3.80

16 MACLEODS 52 1.42% 4.37

17 ALKEM 48 1.31% 4.08

18 EMCURE 46 1.26% 4.93

19 NOVARTIS 36 0.98% 2.97

20 USV 31 0.85% 4.00

21 ALEMBIC 27 0.74% 5.22

22 IPCA 27 0.74% 4.44

23 MICRO LABS 26 0.71% 4.77

 25

24 UNICHEM 26 0.71% 4.42

25 OTHER COMPANIES 520 15.19% 3.18

OTHER COMPANIES HAVING LOW(LESS THAN 25) RESPONSES:

NUMBER OF COMPANIES LISTED IN TABLE = 159
GERMAN AERAN
ELDER PHARMA WALLACE ELAN PHARMA BIOCHEM
REMEDIES PHARMA
PANACEA FOURRTS ARIHANT
ABBOTT SERDIA HELIOS PHARMA
BIOTECH LABORATORIES PHARMA
BAXTER
ASTRA ZENECA CENTAUR SWITZERA WOCKHARDT MEERIT ORGANICS
PHARMA
BIOLOGICAL CHEMICAL MARTIN AND
GENBIRD PLETHICO VALTER POSTER EVERGREEN
EVENS HARRYS
MANAV
BIOLOGICAL ETHICAL GENETEX MENDOR PLUS PHARMA VISION PHARMA
PHARMA
PHYTO
BRITISH BIOLOGICALS GERDERMA MIRIDONS PREMIER WARREN
PHARMA
CAMLIN LTD. GLADEOUS MITOCH PRESNES WELCOME TRUE LIGHT
CHEMOSYN LTD. GROUP PHARMA NAVO PHARMA PROTON WOMEN CARE ERIS PHARMA
CISTOVEC GUFIC NEPROD RAMAN PHARMA YASH PHARMA LEOLIFE
COLLINS INFLUX NESTLE RAPTAKOS ZANDU PARK DEVIS
JOHNSON & ASTRO
DWD SIGMA PHARMA MERIDIAN SYSTOPIC
JOHNSON PHARMA
DYOTA NUMENDUS JAGAT NEW MED SANATH PHARMA ZEE LABS THEMIS
E MERCK JEEVANPRASH NIDHI PHARMA SERUM ZUVENTIS TWILIGHT
AETAS
ELECON PHARMA KNOLL PHARMA NOMED SHERING PLUORD FORTIS
PHARMA
KOVIN
ENTOD OLYMPUS TALENT MARINDIAN BALL
HEALTHCARE
FRANCO INDIA ZUVENTUS ALLERGAN IPCA ELI LILLY AMIL PHARMA
MAESTRO ANGLO
GENIX PHARMA HETERO PHARMA BLUE CROSS FULFORD
PHARMA FRENCH
INDOCO CFL WYETH AGIO NEON BAYER
LYKA AJANTA CACHET PHARMA MODI MUNDI GENO AP PHARMA
EAST INDIA WALTER BERJEN
MAYER VITA BITICS BOMBAY TABLET ALCOMED
PHARMA BUSHNELL ZUVINTUS
MEDLEY INDICHEM CHARAK PHARMA MOLECULE H&H APEX
MEGHA HERBALS PDPL INGA SUNWAYS JENBURKT ASTHAMED
UNIVERSAL
MERCK SANDOZ TABLET INDIA KHANDELWAL ATOR PHARMA
PHARMA
PHARMED INDIGO COXWIN BAIDYANATH ZYMEX BIOCON
SANOFI AVENTIS HIMALAYA WANVORY FIRST HORIZON DABUR
WIN MEDICARE ALFRED DAVID SHREYA TATA MERIND MAXO CHEM
ERA PHARMA LEKAR OZONE TDLP PLDL
 26

TABLE SHOWING THE NUMBER OF CALLS

0 TO 5 TO 13 TO
MORE
NAME OF THE 9 TO 12 THAN TOTAL
4 %AGE 8 %AGE %AGE 16 %AGE %AGE
COMPANY CALLS 16 CALLS
CALLS CALLS CALLS
CALLS

CIPLA 509 77.47% 110 16.74% 21 3.20% 7 1.07% 10 1.52% 657

MANKIND 245 73.35% 74 22.16% 9 2.69% 3 0.90% 3 0.90% 334

RANBAXY 219 76.84% 49 17.19% 7 2.46% 5 1.75% 5 1.75% 285

FDC 206 81.10% 34 13.39% 8 3.15% 3 1.18% 3 1.18% 254

GSK 174 80.18% 29 13.36% 5 2.30% 3 1.38% 6 2.76% 217

NICHOLAS
84 56.00% 52 34.67% 6 4.00% 5 3.33% 3 2.00% 150
PIRAMAL

DRL 73 66.97% 21 19.27% 7 6.42% 4 3.67% 4 3.67% 109

LUPIN 77 72.64% 23 21.70% 4 3.77% 1 0.94% 1 0.94% 106

SUN PHARMA 65 65.66% 28 28.28% 2 2.02% 3 3.03% 1 1.01% 99

GLENMARK 67 77.01% 18 20.69% 2 2.30% 0 0.00% 0 0.00% 87

 27

INTERPRETATION
 CIPLA REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 77%
(509/657).
 MANKIND REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 73%
(235/334).
 RANBAXY REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 77%
(219/285).
 FDC REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 81%
(206/254).
 GSK REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 80%
(174/217).
 NICHOLAS PIRAMAL REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4
CALLS 56% (84/150).

 DRL REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 67%

(73/109).

 LUPIN REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 72%

(77/106).

 SUN PHARMA REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS

65% (65/99).

 GLENMARK REPRESENTATIVES GOT MAXIMUM RESPONSE UNDER 0 TO 4 CALLS 77%

(67/87).
 28

Q-3
WHEN COMPANY REPRESENTATIVES VISIT YOU
WHAT DO THEY DO?

N=1220

DUE TO MULTIPLE RESPONSES, TOTAL NO. OF RESPONSES =2047

 29

NUMBER
RESPONSES OF THE OF PERCENTAGE
SR. NO
RETAILERS RESPONSES OF RESPONSES %
(N=2047)

ENQUIRE ABOUT PRODUCT

1. 700 34.2%
MOVEMENT.

INFORM ABOUT LAUNCH OF

2. 370 18.07%
NEW PRODUCT.

ENQUIRE ABOUT DOCTOR'S

3. 350 17.09%
PRESCRIPTION.

GIVES INFORMATION
4. 197 9.42%
REGARDING THE PRODUCT.

ENQUIRE ABOUT PRODUCT

5. 105 5.12%
AVAILABILITY.

6. TELL NEW SCHEMES. 86 4.20%

ENQUIRE ABOUT
7. 80 4%
COMPETITOR'S PRODUCT.
8. TAKES ORDER. 25 1.22%
HELPS IN REMOVING EXPIRED
9. 23 1.22%
PRODUCT STOCKS.

10. OTHERS 51 2.46%

 30

• CONDUCTS
SURVEY OF THEIR
12 0.58%
COMPANY’S
PRODUCT.

• ENQUIRE
REGARDING NEW 11 0.53%
DOCTORS.
• KEEPS EXTRA
10 0.48%
STOCKS.

• ENQUIRE ABOUT
HOW EFFECTIVE 10 0.48%
STOCKISTS ARE.

• SOLVES PROBLEM. 4 0.20%

• GIVES GIFTS. 4 0.20%
UNSPECIFIC RESPONSES LIKE
CHATS , LOOKS HERE AND
11. THERE , DO TIME PASS ,BRIBES 30 1.5%
AGAINST THE COMPETITOR’S
PRODUCT.

12. DID NOT ANSWER. 30 1.5%

TOTAL 2047 100%
 31

INTERPRETATIONS:

➢34% RETAILERS OUT OF TOTAL RESPONSES SAID THAT MEDICAL

REPRESENTATIVES ENQUIRE ABOUT THEIR COMPANY’S PRODUCT
MOVEMENT.
➢19% RETAILERS SAID THAT MEDICAL REPRESENTATIVES GIVE
INFORMATION OF THE LAUNCH OF NEW PRODUCT.

➢17% RETAILERS SAID THAT MEDICAL REPRESENTATIVES

ENQUIRE WHETHER DOCTOR HAS PRESCRIBED THEIR COMPANY’S
PRODUCT OR NOT.

➢10% RETAILERS SAID THAT A MEDICAL REPRESENTATIVE GIVES

INFORMATION REGARDING THE PRODUCT.

➢5% RETAILERS ENQUIRE ABOUT THE PRODUCT AVAILABILITY.

 32

QUESTION – 4

WHICH COMPANY’S REPRESENTATIVES DO NOT VISIT

YOU REGULARLY?

N = 1220

MULTIPLE RESPONSES=2623
 33

N=1220

TOP 20 IRREGULAR COMPANIES

SR.NO NAME OF RESPONSE RESPONSE RESPONSE
(NO.) (%)
1 GSK 214 8.16%
2 CIPLA 151 5.76%
3 SUN PHARMA 95 3.62%
4 RANBAXY 94 3.58%
5 PFIZER 89 3.39%
6 TORRENT 89 3.39%
7 LUPIN 75 2.86%
8 DRL 66 2.52%
9 ZYDUS CADILA 65 2.48%
10 GLENMARK 60 2.29%
11 NOVARTIS 56 2.13%
12 NICHOLAS PIRAMAL 50 1.91%
13 HIMALAYA 43 1.64%
14 ALEMBIC 42 1.60%
 34

15 INTAS 41 1.56%
16 FDC 40 1.52%
17 ALKEM 36 1.37%
18 SANOFI AVENTIS 34 1.30%
19 USV 33 1.26%
20 MICRO LABS 30 1.14%
 35

N=1220

ZONE WISE DISTRIBUTION OF TOP 20 IRREGULAR COMPANIES

NAME OF WS TH SM NM ES CM TOTAL RESPONSES

COMPANIES RESPONSES (%)

(NO.)

GSK 11 12 14 16 20 37 214 8.16

5 %
CIPLA 87 13 9 10 13 18 151 5.76
%
SUN PHARMA 48 7 8 7 10 15 95 3.62
%
RANBAXY 56 4 4 6 12 12 94 3.58
%
PFIZER 52 10 2 7 11 7 89 3.39
%
TORRENT 46 3 2 12 12 14 89 3.39
%
LUPIN 42 4 1 5 10 13 75 2.86
%
DRL 26 3 4 2 9 22 66 2.52
%
ZYDUS CADILA 41 5 0 1 4 14 65 2.48
%
GLENMARK 34 3 1 4 9 9 60 2.29
 36

%
NOVARTIS 36 4 0 3 5 8 56 2.13
%
NICHOLAS PIRAMAL 29 3 2 3 5 8 50 1.91
%
HIMALAYA 27 0 5 2 2 7 43 1.64
%
ALEMBIC 26 1 4 2 4 5 42 1.60
%
INTAS 17 3 1 6 4 10 41 1.56
%
FDC 20 5 5 2 2 6 40 1.52
%
ALKEM 24 2 0 2 4 4 36 1.37
%
SANOFI AVENTIS 21 2 3 2 3 3 34 1.30
%
USV 22 0 5 1 0 5 33 1.26
%
MICRO LABS 20 1 1 1 2 5 30 1.14
%
MANKIND 21 2 0 1 1 4 29 1.11
%
 37

OTHER RESPONSE
OTHER RESPONSES RESP RESPON
ONSE SE(%)

(RAN
GE)

RESPONSES LIKE MICRO 30 10%

LABS,IPCA,ABBOTT,EMCURE,FRANCO TO

INDIA,ARISTO,EMCURE,UNICHEM AND MERCK 21

RESPONSES LIKE EAST INDIA 20 7.25
PHARMA,WOCKHARDT,INDOCO,GERMAN TO %
REMEDIES,RAPTAKOS, MAYER VITA BITICS,ASTRA 11
ZENECA,SHREYA,ELDER,DWD,LYKA AND MEGHA
HERBAL
RESPONSES LIKEGENO,JOHNSON & 10 5.41
JOHNSON,KHANDELWAL,SERDIA,THEMIS,CFL,CENT TO 7 %
AUR,BAYER,UNIVERSAL,AJANTA,ELAN

PHARMA,APEX,TABLET INDIA,WYETH,ZUVENTUS
AND PDPL.

RESPONSES LIKE 6 TO 6.25

BIOCHEM,BICON,BLUECROSS,CONCEPT 4 %
PHARMA,FOURRTS,FULFORD,GROUP PHARMA,INDO
CHEM,MODI MUNDI,RPG LIFE
SCIENCES,AGLOMED,ALBERT DAVID,CACHET
PHARMA,CHARAK PHARMA,GALDERMA,H&H,INGA
PHARMA,PANACEA BIOTECH,WIN MEDICARE,B.E
BIOLOGICAL,CIBA NOVA,ELI LILLY,GEN-X,INDIGO,J
B CHEMICAL,JENBURKT,MAESTRO
 38

PHARMA,MYTOK,NOVA NORDISK,NULIFE,RELIENCE
LIFE SCIENCES,SOLVAY,TATA MERIND,UNIQUE
PHARMA

RESPONSES LIKE CAMLIN 3 TO 3.74

PHARMA,DABUR,DEY'S,GUFIC,HELIOS,JAGAT,KIRTI, 2 %
OZONE,PARK DAVIS,PHARMA
PLUS,PHARMED,SANDOZ,SERUM,TTK,VED
PHARMA,WANBAURY,WARREN,AMIL,AYUR,BOMBAY
PHARMA,BOOTS,EMERCK,IND-SWIFT ETC.
OTHER COMPANIES 3.20
%
DNA 199 7.60
%
NO COMPANY 53 2.02
%
ALL COME REGULARLY, MANY COMPANIES COME 35 1.30
%
RESPONSES OUT OF SIGHT OUT OF MIND, WE
LIKE 6 0.23
ARE NOT BOTHERED, IF TERRITORY IS VACANT, IF %
SALE IS NOT GOOD AND DO NOT HAVE GOOD SALE.

GENERIC, LOCAL AND NEW COMPANIES 5 0.19

%

INTERPRETATION:-
 39

➢8.16% (214) CHEMISTS SAID THAT MEDICAL

REPRESENTATIVE OF GSK DO NOT VISIT REGULARLY.
➢5.76% (151) CHEMISTS SAID THAT MEDICAL
REPRESENTATIVE OF CIPLA DO NOT VISIT REGULARLY.
➢54% (1403) CHEMISTS’ RESPONSES FOR IRREGULAR
VISITS OF MEDICAL REPRESENTATIVE ARE FOR JUST 20

COMPANIES OUT OF 215 COMPANIES IN TOTAL SAMPLE

SIZE.

➢7.16% (199) CHEMISTS DO NOT ANSWER TO THIS

QUESTION.

➢2.20% (53) CHEMISTS SAID THAT NO COMPANY’S

MEDICAL REPRESENTATIVE VISITS TO THEM REGULARLY.
 40

Q.5
WHICH COMPANY’S REPRESENTATIVES DO NOT
VISIT AT ALL?

N=1220
DUE TO MULTIPLE RESPONSES, TOTAL
RESPONSES=2341
 41

• COMPANIES HAVING LARGE RESPONSES:

SR.NO NAME OF THE NUMBER PERCENTAGE
COMPANIES HAVING
OF RESPONSES OF RESPONSES
LARGE RESPONSES

1. GSK 146 6.2%

2. PFIZER 104 4.4%
3. CIPLA 97 4.1%
4. TORRENT PHARMA 80 3.4%
5. SUN PHARMA 71 3.0%
6. SANOFI AVENTIS 55 2.5%
7. RANBAXY 49 2.1%
8. UNICHEM 42 1.8%
9. GLENMARK 41 1.8%
10. NOVARTIS 40 1.7%
11. DRL 37 1.6%
12. LUPIN 35 1.5%
 42

• COMPANIES HAVING LESS RESPONSES:

SR. NAMES OF COMPANIES HAVING RANGE OF TOTAL NO. % OF
NO. LESS RESPONSES THE OF RESPONSE
RESPONSE RESPONSES
1 HIMALAYA, INTAS, NICHOLAS 30 TO 35 153 6.5%
PIRAMAL, IPCA
2 ASTRA ZENECA, ARISTO, CADILA, 20 TO 30 285 12.17%
ALKEM, ALEMBIC, MERCK,
SYSTOPIC, ABBOTT
3 FDC, THEMIS, EMCURE, BAYER, 10 TO 20 317 13.5%
ELDER, J&J, MANKIND, GENO,
CENTAUR, RAPTAKOS
4 AJANTA PHARMA, MODI MUNDI, LESS THAN 342 14.6%
CONCEPT, IGNA, SANDOZ, 10
SOLVAY, CAMLIN, DABUR
5 AMRUTANJAN, DALES, MEGA, ONLY ONE 62 2.6%
EVERCURE, VION, ERA, MARK, RESPONSE
CERTIA, COSME, ERA PHARMA
 43

• NUMBER OF THE CHEMISTS WHO SAID THAT ALL COMPANIES VISIT THEM
ARE: 58
• NUMBERS OF THE CHEMISTS WHO DIDN’T REPLY(DNA):327

ZONE NO. OF RESPONSES

CM 410

ES 224

NM 158

SM 124

TH 151

WS 1274

TOTAL 2341

COMPANY NO. OF RESPONSES FOR RESPECTIVE ZONE

CM ES SM TH WS NM
ZONE ZONE ZONE ZONE ZONE ZONE
GSK 20 15 13 8 71 19

PFIZER 26 13 3 2 57 3
 44

CIPLA 14 8 6 4 61 4

TORRENT 17 6 4 10 34 9

PHARMA
SUN 8 10 3 3 38 9

PHARMA
SANOFI 9 5 4 1 32 4

AVENTIS
RANBAXY 9 5 3 2 24 6

UNICHEM 1 7 0 0 34 0

GLENMAR 5 7 1 1 25 2

K
NOVARTIS 7 5 2 2 24 0

DRL 3 5 2 2 23 2

LUPIN 8 6 2 2 16 1
 45

INTERPRETATION:
• 6.2% CHEMISTS SAID THAT MEDICAL REPRESENTATIVES OF GSK DO NOT VISIT AT
ALL.
• 4.4% CHEMISTS SAID THAT MEDICAL REPRESENTATIVES OF PFIZER DO NOT VISIT AT
ALL.
• 4.1% CHEMISTS SAID THAT MEDICAL REPRESENTATIVES OF CIPLA DO NOT VISIT AT ALL.
 46

Q-6
WHAT DO YOU LIKE ABOUT THESE COMPANY’S
REPRESENTATIVES?

N=1220
DUE TO MULTIPLE RESPONSES, TOTAL RESPONSES =
1748
47
 48

S.N RESPONSES TOTAL PERCENTAGE

O. RESPONSES OF

RESPONSES

(%)
1 GIVE INFORMATION ABOUT THEIR 418 24
PRODUCTS AND NEW LAUNCHES

2 DONOT LIKE ANYTHING 307 18

3 DNA 205 12
4 REGULARITY 185 11
5 GIVE INFORMATION ABOUT THEIR 111 6
SCHEMES

6 GIVE GIFT AND FREE SAMPLES 99 6

7 FACILITATE SALES 85 5
8 GOOD COMMUNICATION SKILLS 83 5
9 APPROACH 64 4
10 BEHAVIOUR 46 3
11 AVAILABILITY OF PRODUCTS 35 2
12 ENQUIRY ABOUT THEIR 25 1
PRODUCTS

13 HELP IN REMOVING EXPIRED 20 1

PRODUCT STOCKS

14 GOOD SERVICE 17 1
15 DRESSING SENSE 13 1
16 HARD-WORKING 13 1
49
 50

INTERPRETATION:
➢ 24% RETAILERS OUT OF TOTAL RESPONSES SAID THAT THEY
LIKE THAT THE MEDICAL REPRESENTATIVES GIVE INFORMATION
ABOUT THEIR PRODUCTS AND NEW LAUNCHES.

➢18% RETAILERS SAID THAT THEY DID NOT LIKE ANYTHING

ABOUT THE MEDICAL REPRESENTATIVES.

➢12% RETAILERS DID NOT ANSWER.

➢ 11% RETAILERS APPRECIATED THE MEDICAL REPRESENTATIVES

REGULARITY

➢ 6% RETAILERS SAID THAT THEY LIKE WHEN THE MEDICAL

REPRESENTATIVES GIVE INFORMATION ABOUT SCHEMES.

➢ 6% RETAILERS SAID THAT THEY LIKE WHEN THE MEDICAL

REPRESENTATIVES GIVE GIFTS AND FREE SAMPLES.
➢5% RETAILERS LIKED THAT MEDICAL REPRESENTATIVES
FACILITATED THEIR SALES.
 51

➢5% RETAILERS APPRECIATED THE COMMUNICATION SKILLS OF

THE MEDICAL REPRESENTATIVES.

➢4% RETAILERS LIKED THE APPROACH OF THE MEDICAL

REPRESENTATIVES.

➢3% RETAILERS APPRECIATED THE BEHAVIOR OF THE MEDICAL

REPRESENTATIVES.

➢ 2% RETAILERS LIKED THAT THE MEDICAL REPRESENTATIVES

CHECKED THE AVAILABILITY OF PRODUCTS.

➢ 1% RETAILERS LIKED THAT THE MEDICAL REPRESENTATIVES

ENQUIRED ABOUT THEIR PRODUCTS.
➢ 1% RETAILERS APPRECIATED THE MEDICAL REPRESENTATIVES
SERVICES.

➢ 1% RETAILERS LIKED THAT THE MEDICAL REPRESENTATIVES

HELPED IN CLEARING THE EXPIRED PRODUCT STOCKS.

➢ 1% RETAILERS APPRECIATED THE MEDICAL REPRESENTATIVES

DRESSING SENSE.
 52

➢1% RETAILERS LIKED THAT THE HARD-WORKING NATURE OF

MEDICAL REPRESENTATIVES.

➢1% RETAILERS APPRECIATED THE PRESENTATION SKILLS OF

MEDICAL REPRESENTATIVES.

➢0.5% RETAILERS LIKED THAT THE CO OPERATIVE NATURE OF

MEDICAL REPRESENTATIVES.

➢ 0.2% RETAILERS GAVE OTHER ANSWERS LIKE MEDICAL

REPRESENTATIVES FROM GUJARAT, MAHARASHTRA, ORISSA
ARE PREFERRED, AND THAT THEY WOULD LIKE LADIES MEDICAL
REPRESENTATIVES AND THAT THE MEDICAL REPRESENTATIVES
SPOILED THE MARKET BY SUPPLYING DIRECTLY TO DOCTORS.

Q7
WHICH STOCKISTS VISIT YOU MOST REGULARLY?

TOTAL RESPONDENTS: 1220

 53

DUE TO MULTIPLE RESPONSES, TOTAL RESPONSES:

3550
TOTAL STOCKISTS IDENTIFIED: 257
SERIAL NO. NAME OF STOCKIST NO. OF PERCENTAGE OF RESPONSES
RESPONSES

1 MEHER 251 7%

2 VIJAY PHARMA 178 5%

3 AMRITLAL & BROTHERS 128 4%

4 P D DOSI 128 4%

5 S K PHARMA 106 3%

6 WELCOME AGENCY 97 3%

7 PARIKH PHARMA 90 3%

8 CHIMANLAL 83 2%

9 MANGAL DISTRIBUTORS 76 2%

10 JHALARAM DISTRIBUTORS 74 2%

11 PRABHAT 74 2%

12 KISHORE DISTRIBUTOR 68 2%

13 KUMAR BROTHERS 66 2%

14 EASTERN PHARMA 62 2%

15 SAHIB SINGH 57 2%

16 SHWETA 57 2%
 54

17 S M C 54 2%

18 DOSHI BROTHERS 53 1%

19 MAKVIS DISTRIBUTORS 52 1%

20 ATOR DISTRIBUTOR 50 1%
 55

SERIAL NAME OF STOCKIST NO. OF PERCENTAGE OF

NO. RESPONSES RESPONSES
21 HEMANT DISTRIBUTORS 50 1.41%
22 GENERAL DRUG 50 1.41%
23 K K PHARMA 47 1.32%
24 GANESH AGENCY 46 1.30%
25 DEEP PHARMA 44 1.24%
26 CRYSTAL 42 1.18%
27 SION SAVLA 42 1.18%
28 SUGDHA 41 1.15%
29 MAHADEV AGENCY 38 1.07%
30 SIDDHARTH 38 1.07%
31 SHREE ARIHANT 37 1.04%
32 WEST COAST 35 0.99%
33 SUBURBAN DISTRIBUTORS 34 0.96%
34 LAKSHMI DISTRIBUTORS 33 0.93%
35 KAMAL 32 0.90%
36 KISHORE ENTERPRISE 27 0.76%
37 RAHUL DISTRIBUTORS 26 0.73%
38 JAY VIJAY 25 0.70%
39 R K 25 0.70%
40 RATHOD 24 0.68%
 56

41 NAIK 23 0.65%
42 PHARMA ASIA 23 0.65%
43 P V PHARMA 22 0.62%
44 JYOTI 21 0.59%
45 SAFE LIFE DISTRIBUTORS 21 0.59%
46 S P SHAH 20 0.56%
47 ARPIT PHARMA 19 0.54%
48 MANOHAR MEDICAL 18 0.51%
49 SUNDARLAL 18 0.51%
50 ARIHANT DISTRIBUTORS 17 0.48%

INTERPRETATION:
➢TOTAL OF 238 STOCKISTS ARE IDENTIFIED FROM THE
3550 RESPONSES.
➢7% OF THE RESPONSES WERE FOR MEHER
DISTRIBUTORS.
➢5% OF THE RESPONSES WERE FOR VIJAY PHARMA.
 57

ZONE WISE DISTRIBUTION OF TOP 20 STOCKISTS (ACCORDING TO CHEMIST RESPONSES)

CM ES NM SM WS TH TOTAL NO. OF
RESPONSES

MEHER DISTRIBUTORS 73 12 0 27 123 16 251

VIJAY PHARMA 2 0 0 0 176 0 178

AMRITLAL AND BROTHERS 0 0 0 0 128 0 128

P D DOSI 4 0 0 12 112 0 128

S K PHARMA 16 35 0 1 54 0 106

WELCOME AGENCY 49 10 16 3 19 0 97

PARIKH PHARMA 2 0 2 0 86 0 90

CHIMANLAL 10 2 0 0 66 5 83

MANGAL DISTRIBUTORS 7 1 47 3 18 0 76

JHALARAM DISTRIBUTORS 19 46 6 0 3 0 74

PRABHAT 4 0 0 2 68 0 74

KISHORE DISTRIBUTORS 45 3 0 3 17 0 68

KUMAR BROTHERS 35 7 0 4 20 0 66

EASTERN PHARMA 2 2 0 0 58 0 62

SAHIB SINGH 5 0 0 15 37 0 57

SHWETA 0 0 0 0 21 36 57

SMC 1 0 0 0 53 0 54

DOSHI BROTHERS 25 4 0 19 5 0 53

MAKVIS DISTRIBUTORS 0 0 52 0 0 0 52

ATOR DISTRIBUTORS 0 0 0 1 49 0 50
 58

TOP 10 STOCKIST, AS PER CHEMIST

RESPONSES, IN CM ZONE
NAME OF STOCKIST TOTAL NO. RESPONSES

MEHER DISTRIBUTORS 73

WELCOME AGENCY 49

KISHORE DISTRIBUTORS 45

KUMAR BROTHERS 35

DOSHI BROTHERS 25

SHREE ARIHANT 21

RAHUL DISTRIBUTORS 20

CRYSTAL 19

JALARAM DISTRIBUTORS 19

SUBHDHA 18

TOP 10 STOCKIST, AS PER CHEMIST

RESPONSES, IN ES ZONE
NAME OF STOCKIST NO. OF RESPONSES
JALARAM DISTRIBUTORS 46
 59

S K PHARMA 35
SHAH AND SAVLA 29
LAKSHMI AGENCY 22
SUBURBAN DISTRIBUTORS 15
P. VISHRAM DISTRIBUTORS 13
SAFELIFE PHARMACEUTICALS 12
MEHER DISTRIBUTORS 11
WELCOME DISTRIBUTORS 10
SANTOSH DISTRIBUTORS 7

TOP 10 STOCKIST, AS PER CHEMIST

RESPONSES, IN NM ZONE
NAME OF STOCKIST NO. OF RESPONSES

MAKVIS DISTRIBUTORS 52

MANGAL DISTRIBUTORS 47

GANESH AGENCY 46

MAHADEV AGENCY 37

MANOHAR AGENCY 18

WELCOME DISTRIBUTORS 16

RAJ KAMAL ENTERPRISES 9

JALARAM DISTRIBUTORS 6

NIKITA AGENCY 5
 60

RUSHAB DISTRIBUTORS 4

TOP 10 STOCKIST, AS PER CHEMIST

RESPONSES, IN SM ZONE
NAME OF STOCKIST NO. OF RESPONSES

MEHER DISTRIBUTORS 27

GENERAL DRUG DISTRIBUTOR 25

DOSHI BROTHERS 19

DOSHI BROTHERS 17

SAHIB SINGH 15

P D DOSI 12

CRYSTAL 11

KUMAR BROTHERS 4

RAJ PHARMA 4

KAILASK PHARMA 3

TOP 10 STOCKIST, AS PER CHEMIST

RESPONSES, IN WS ZONE
NAME OF STOCKIST NO. OF RESPONSES

MEHER DISTRIBUTORS 123

VIJAY PHARMA 176

AMRITLAL AND BROTHERS 128

P D DOSI 112
 61

PARIKH PHARMA 86

PRABHAT 68

CHIMANLAL 66

EASTERN PHARMA 58

S K PHARMA 54

SMC 53

TOP 10 STOCKIST, AS PER CHEMIST

RESPONSES, IN TH ZONE
NAME OF STOCKIST NO. OF RESPONSES

SHWETA 36

KAMAL 32

R K PHARMA 20

NAIK 19

SIDDHARTH 19

K K PHARMA 18

PHARMA DESAI AGENCY 18

MEHER DISTRIBUTORS 16

ARPIT PHARMA 13

AMI PHARMA 12
 62

INTERPRETATION:-
• MEHER DISTRIBUTORS IS AMONGST THE TOP 10
STOCKISTS, AS PER CHEMIST RESPONSES, IN ALL THE ZONES

EXCEPT THE NM ZONE.

• ZONE WISE, THE STOCKISTS WITH MAXIMUM NO. OF

RESPONSES ARE:

○ CM- MEHER DISTRIBUTORS

○ ES - JALARAM DISTRIBUTORS
○ NM- MAKVIS DISTRIBUTORS
○ SM - MEHER DISTRIBUTORS
○ WS- MEHER DISTRIBUTORS
○ TH - SHWETA
• MAXIMUM NO. OF CHEMIST RESPONSES
WERE FROM WS ZONE (1818).

• LOWEST NO. OF CHEMIST RESPONSES WERE

FROM SM ZONE (178)
 63

Q8.HOW OFTEN

DO THESE

STOCKISTS VISIT

YOU?
(N = 1220)
(DUE TO MULTIPLE RESPONSES,TOTAL RESPONSES =
3550)
 64

VISIT WISE SAMPLE DISTRIBUTION

S R. DISTRIBUTOR NAME VISIT PER NO. OF

NO. WEEK RESPONSES

1 PARIKH PHARMA 4.0 - 5.0 90

2 MAKVIS DISTRIBUTORS 4.0 - 5.0 52
3 DOSHI BROTHERS 4.0 - 5.0 53
4 MAHADEV AGENCY 4.0 - 5.0 38
5 MANGAL DISTRIBUTORS 4.0 - 5.0 75
6 LAKSHMI DISTRIBUTORS 4.0 - 5.0 33
7 S P SHAH 4.0 - 5.0 20
8 MANOHAR MEDICAL 4.0 - 5.0 18
9 KAMAL 4.0 - 5.0 32
10 P V PHARMA 4.0 - 5.0 22
11 CRYSTAL 4.0 - 5.0 42
12 GANESH AGENCY 4.0 - 5.0 46
13 DEEP PHARMA 4.0 - 5.0 44
14 SUGDHA 2.0 - 3.0 41
 65

15 CHIMANLAL 2.0 - 3.0 83

16 RAHUL DISTRIBUTORS 2.0 - 3.0 26
17 PRABHAT 2.0 - 3.0 74
18 NAIK 2.0 - 3.0 23
19 SAHIB SINGH 2.0 - 3.0 57
20 EASTERN PHARMA 2.0 - 3.0 62
21 S K PHARMA 2.0 - 3.0 106
22 GENERAL DRUG 2.0 - 3.0 50
23 SUNDARLAL 2.0 - 3.0 18
24 KISHORE DISTRIBUTOR 2.0 - 3.0 68
25 SUBURBAN DISTRIBUTORS 2.0 - 3.0 34
26 PHARMA ASIA 2.0 - 3.0 23
27 K K PHARMA 2.0 - 3.0 47
28 AMRITLAL & BROTHERS 2.0 - 3.0 128
29 WELCOME AGENCY 2.0 - 3.0 97
30 VIJAY PHARMA 2.0 - 3.0 178
31 P D DOSI 2.0 - 3.0 128
32 S M C 2.0 - 3.0 54
33 SHREE ARIHANT 2.0 - 3.0 37
34 RATHOD 2.0 - 3.0 24
35 ATOR DISTRIBUTOR 2.0 - 3.0 50
36 JYOTI 2.0 - 3.0 21
37 KISHORE ENTERPRISE 2.0 - 3.0 27
38 KUMAR BROTHERS 2.0 - 3.0 66
 66

39 MEHER 2.0 - 3.0 251

40 SAFE LIFE DISTRIBUTORS 2.0 - 3.0 21
41 JALARAM DISTRIBUTORS 2.0 - 3.0 74
42 SHAH & SAVLA 2.0 - 3.0 42
43 SHWETA 2.0 - 3.0 57
44 JAY VIJAY 2.0 - 3.0 25
45 R K 2.0 - 3.0 25
46 ARIHANT DISTRIBUTORS 2.0 - 3.0 17
47 HEMANT DISTRIBUTORS 2.0 - 3.0 50
48 SIDDHARTH 2.0 - 3.0 38
49 WEST COAST 2.0 - 3.0 35
50 ARPIT PHARMA 0.0 - 1.0 19
51 DNA 0.0 - 1.0 10
52 OTHERS - 2.0 - 3.0 796
THERE WERE NUMBER OF OTHER
STOCKISTS (187) LIKE ANDA
AGENCY, ARYAN ENTERPRISE,
ASHOK DISTRIBUTORS, ABRIDGE
BROTHERS, ACTIVE, AJAY
PHARMA, AKANKSHA PHARMA,
NAYAK, KHUSHI, ETC. FOR WHOM
NUMBER OF RESPONSES WERE LESS
(LESS THAN 17).
 67

INTERPRETATION:-
➢STOCKISTS VISITING THE CHEMISTS MOST REGULARLY IN A
WEEK ARE :-
➢ MAKVIS DISTRIBUTORS
➢ PARIKH PHARMA
➢ DOSHI BROTHERS
➢ MAHADEV AGENCY
➢ MANGAL DISTRIBUTORS
➢ LAKSHMI DISTRIBUTORS
➢ S P SHAH
➢ MANOHAR MEDICAL
➢ KAMAL
➢ P V PHARMA
➢ DEEP PHARMA
➢ GANESH AGENCY
➢ CRYSTAL

➢IN GENERAL, MOST OF THE STOCKISTS VISIT THE CHEMIST

2-3 DAYS IN A WEEK.

➢DESPITE THE FACT THAT THE STOCKIST – MEHER HAS

BEEN THE MOST COMMON RESPONSE, ITS VISITS PER
WEEK IS ONLY 2-3 DAYS.
➢10 CHEMISTS, OF THE TOTAL SURVEYED, HAD NOT GIVEN
ANY RESPONSE TO THE QUESTION.
 68

Q.9

WHEN SHOULD A REPRESENTATIVE

VISIT YOU? WHAT IS YOUR

PREFERRED TIME?

(N=1220)
 69

(DUE TO MULTIPLE RESPONSES, TOTAL

NO.OF RESPONSES=1247)

PREFERRED NO. OF PERCENTAGE

TIME OF VISIT RESPONDENT OF
S RESPONDENTS
2PM TO 653 52%
6PM
10AM TO 235 19%
2PM
ANYTIME 156 13%

AFTER 107 9%
6PM
 70

BEFORE 81 6%
10AM
OTHERS 15 1%

INTERPRETATION:
1.653 OUT OF 1221 RESPONDENTS (52%) SAID THAT THEY
PREFER VISITING THE MEDICAL REPRESENTATIVES IN THE

AFTERNOON BETWEEN 2PM TO 6PM.

2.235 RESPONDENTS(19%) SAID THAT THEY PREFER VISITING

THE MEDICAL REPRESENTATIVES BETWEEN 10AM TO 2PM

3.157 RESPONDENTS(13%) SAID THAT THEY PREFER VISITING

THE MEDICAL REPRESENTATIVES ANYTIMEI.E NO TIME

PREFERENCE.

4.107 RESPONDENTS(9%) SAID THAT THEY PREFER VISITING THE

MEDICAL REPRESENTATIVES AFTER 6 IN THE EVENING.
5.81 RESPONDENTS(6%) SAID THAT THEY PREFER VISITING THE
MEDICAL REPRESENTATIVES BEFORE 10AM.
6.OTHER COMMENTS INCLUDE MEDICAL REPRESENTATIVES
SHOULD VISIT ONCE IN A WEEK, SHOULD PROVIDE INFORMATION

ON PHONE AND SHOULD NOT VISIT WHICH CONSTITUTES 15 OF

THE TOTAL RESPONDENTS(1%).

71