PROJECT

INTRODUCTION AND
RATIONALE OF THE TOPIC CHOSEN
INTRODUCTION

Wockhardt is global, pharmaceutical and Biotechnology Company that has grown by

leveraging two powerful trends impacting the world of medicine- Globalization and
Biotechnology. Established nearly four decades ago, Wockhardt Limited today is a
research and technology oriented pharmaceutical company ranked amongst the top 10
companies in India. Wockhardt has emerged as a leading player in domestic as well as
international market.

The Company has a market capitalization of over US$ 1 billion and an annual turnover
of US$ 650 million. Wockhardt’s pace of growth and momentum permeates every
mindset, system and technology within the organization.

Wockhardt today, is distinguished by a strong and growing presence in the world’s

leading markets, with more than 65% of its revenue coming from Europe and the United
States. Wockhardt’s market presence covers formulations, biopharmaceuticals, nutrition
products, vaccines and active pharmaceutical ingredients (APIs)

In my project, I may learn the “Prescription behavior of Dermatologists in Barielly

region.” This project report is the result of eight week market survey and practical
experience in the region of Barielly .My project is able to answer the entire question,
which directly or indirectly related to my project title. .

While doing this research I have learned so many things that I am not able to write here
but one can feel and take advantage of such type of such type of practical exposer. This
project catalyses myself and open third eye for achieving market-oriented goal.
The horizon of pharma industry is very big and contains a range of different brands of
medicines. Being a Bio-graduate (botany, chemistry) , my interest lies in pharma
industry. This summer training really help me to know the pharma market very closely.
After analyzing the market of derma medicines ,I found that there are so many
companies running parallel and giving tough competition to each Other. Besides
Wockhardt, companies like RANBAXY, SUN PHARMA, CIPLA, CADILA, INTAS,
ZYDUS CADILA AND MICRO-GRATIA etc. are performing well.

And I really glad that by doing the research in Wockhardt Pharmaceutical. I learnt so
many things or knowledge of pharma sector. I found a confidence in myself.
RATIONALE OF THE TOPIC CHOSEN
OVERVIEW OF INDIAN PHARMA INDUSTRY
The first Indian pharmaceutical company, Bengal Chemicals and Pharmaceutical Works,
which still exists today as one of 5 government-owned drug manufacturers, appeared in
Calcutta in 1930. For the next 60 years, most of the drugs in India were imported by
multinationals either in fully-formulated or bulk form. The government started to
encourage the growth of drug manufacturing by Indian companies in the early 1960s, and
with the Patents Act in 1970, enabled the industry to become what it is today. This patent
act removed composition patents from food and drugs, and though it kept process patents,
these were shortened to a period of five to seven years. The lack of patent protection
made the Indian market undesirable to the multinational companies that had dominated
the market, and while they streamed out, Indian companies started to take their places.
They carved a niche in both the Indian and world markets with their expertise in reverse-
engineering new processes for manufacturing drugs at low costs. Although some of the
larger companies have taken baby steps towards drug innovation, the industry as a whole
has been following this business model until theier present. .
In 2002, over 20,000 registered drug manufacturers in India sold $9 billion worth of
formulations and bulk drugs. 85% of these formulations were sold in India while over
60% of the bulk drugs were exported, mostly to the United States and Russia. Most of the
players in the market are small-to-medium enterprises; 250 of the largest companies
control 70% of the Indian market. Thanks to the 1970 Patent Act, multinationals
represent only 35% of the market, down from 70% thirty years ago.
Most pharma companies operating in India, even the multinationals, employ Indians
almost exclusively from the lowest ranks to high level management. Mirroring the social
structure, firms are very hierarchical. Homegrown pharmaceuticals, like many other
businesses in India, are often a mix of public and private enterprise. Although many of
these companies are publicly owned, leadership passes from father to son and the
founding family holds a majority share.

In terms of the global market, India currently holds a modest 1-2% share, but it has been
growing at approximately 10% per year. India gained its foothold on the global scene
with its innovatively-engineered generic drugs and active pharmaceutical ingredients
(API), and it is now seeking to become a major player in outsourced clinical research as
well as contract manufacturing and research. There are 74 U.S. FDA-approved
manufacturing facilities in India, more than in any other country outside the U.S, and in
2005, almost 20% of all Abbreviated New Drug Applications (ANDA) to the FDA are
expected to be filed by Indian companies. Growth in other fields notwithstanding,
generics is still a large part of the picture. London Research Company Global Insight
estimates that India’s share of the global generics market will have risen from 4% to 33%
by 2007.
ABOUT PATENT
As it expands its core business, the industry is being forced to adapt its business model to
recent changes in the operating environment. The first and most significant
change was the January 1, 2005 enactment of an amendment to India’s patent law
that reinstated product patents for the first time since 1972. The legislation took
effect on the deadline set by the WTO’s Trade-Related Aspects of Intellectual
Property Rights (TRIPS) agreement, which mandated patent protection on both
products and processes for a period of 20 years. Under this new law, India will be
forced to recognize not only new patents but also any patents filed after January 1,
1995[2]. Indian companies achieved their status in the domestic market by
breaking these product patents, and it is estimated that within the next few years,
they will lose $650 million of the local generics market to rightful patent-holders.
In the domestic market, this new patent legislation has resulted in fairly clear
segmentation. The multinationals narrowed their focus onto high-end patients
who make up only 12% of the market, taking advantage of their newly-bestowed
patent protection. Meanwhile, Indian firms have chosen to take their existing
product portfolios and target semi-urban and rural populations.
The new patent regime to have taken effect at a time when Indian companies had recently
started to aggressively pursue global opportunities, so it is not clear whether the
flurry of international activity surrounding the enactment date is a result of the
change in legislation. Mergers, acquisitions and alliances have been taking place
on an unprecedented scale, most notably with companies in the U.S. and Europe.
As stated in The Hindu Business Line, “In the last 10-odd months, the Indian
pharma industry has possibly seen the single largest number of global transactions
in its 50-year history.” These transactions provide Indian companies with access
to foreign markets and facilitate the process of seeking regulatory approval for
new products, which can be quite daunting for a company that only has operations
on Indian soil.

New Product development

Companies are also starting to adapt their product development processes to the new
environment. For years, firms have made their ways into the global market by
researching generic competitors to patented drugs and following up with litigation to
challenge the patent. This approach remains untouched by the new patent regime and
looks to increase in the future. However, those that can afford it have set their sights on
an even higher goal: new molecule discovery. Although the initial investment is huge,
companies are lured by the promise of hefty profit margins and the recognition as a
legitimate competitor in the global industry. Local firms have slowly been investing more
money into their R&D programs or have formed alliances to tap into these opportunities.

Small firms of industry

As promising as the future is for a whole, the outlook for small and medium enterprises
(SME) is not as bright. The excise structure changed so that companies now have to pay a
16% tax on the maximum retail price (MRP) of their products, as opposed to on the ex-
factory price. Consequently, larger companies are cutting back on outsourcing and what
business is left is shifting to companies with facilities in the four tax-free states -
Himachal Pradesh, Jammu & Kashmir, Uttaranchal and Jharkhand.

As SMEs wrestled with the tax structure, they were also scrambling to meet the July 1
deadline for compliance with the revised Schedule M Good Manufacturing Practices
(GMP). While this should be beneficial to consumers and the industry at large, SMEs
have been finding it difficult to find the funds to upgrade their manufacturing plants,
resulting in the closure of many facilities. Others invested the money to bring their
facilities to compliance, but these operations were located in non-tax-free states, making
it difficult to compete in the wake of the new excise tax.
Challenges before industry
All of these changes are ultimately good for the Indian pharmaceutical industry, which
suffered in the past from inadequate regulation and large quantities of spurious
drugs. They force the industry to reach a level necessary for global
competitiveness. However, they have also exposed some of the inadequacies in
the industry today. Its main weakness is an underdeveloped new molecule
discovery program. Even after the increased investment, market leaders such as
Ranbaxy and Dr. Reddy’s Laboratories spent only 5-10% of their revenues on
R&D, lagging behind Western pharmaceuticals like Pfizer, whose research budget
last year was greater than the combined revenues of the entire Indian
pharmaceutical industry. This disparity is too great to be explained by cost
differentials, and it comes when advances in genomics have made research
equipment more expensive than ever. The drug discovery process is further
hindered by a dearth of qualified molecular biologists. Due to the disconnect
between curriculum and industry, pharmas in India also lack the academic
collaboration that is crucial to drug development in the West.

Research and Development programme

Both the Indian central and state governments have recognized R&D as an important
driver in the growth of their pharma businesses and conferred tax deductions for
expenses related to research and development. They have granted other
concessions as well, such as reduced interest rates for export financing and a cut
in the number of drugs under price control. Government support is not the only
thing in Indian pharma’s favor, though; companies also have access to a highly-
developed IT industry that can partner with them in new molecule discovery.
Labor force

India’s greatest strengths lie in its people. India also boasts a cheap, well-educated,
English-speaking labor force that is the base of its competitive advantage. Although
molecular biologists are in short supply, there are a number of talented chemists who are
equally as important in the discovery process. In addition, there has been a reverse brain-
drain effect in which scientists are returning from abroad to accept positions at lower
salaries at Indian companies. Once there, these foreign-trained scientists can transfer the
benefits of their knowledge and experience to all of those who work with them. India’s
wealth of people extends benefits to another part of the drug commercialization process
as well. With one of the largest and most genetically diverse populations in any single
country, India can recruit for clinical trials more quickly and perform them more cheaply
than countries in the West. Indian firms have just recently started to leverage. Indian
companies spend the highest amount of money on R&D.

Introduction of VAT, a big trigger

The pharma industry will benefit as most leading companies currently pay a weighted
average sales tax of 8 to 12 percent. A 4 percent VAT, pharma sector could gain 4-8 per
cent as the industry expects that medicines are likely to be levied a VAT of 4 per cent.
Companies with strong brands such as Sun Pharma, Cipla, GSK and Pfizer are likely to
benefit more as they would have relatively greater pricing power. Also, some companies
may choose to pass on part or entire savings to grab prescription share and boost sales.
LITERATURE REVIEW AND
PROBLEM FORMULATION

REVIEW OF LITERATURE
Raveesh Agarwal
The project entitled “Prescription behaviourt of dermatologist” . This study provides a
deep knowledge about the prescription of dermatologist. It gave an insight that the
doctors prefers which company’ drug, why they are prescribing these drugs, what are the
main salts (composition of drugs) etc.
It also provides a comparative study of Wockhardt products, their composition and others
similar features with the competitor’s products like Ranbaxy Ltd., Dr.Reddy’s Lab, Intas
Pharmaceuticals, Cipla Ltd., Panacia Biotech etc.
On the basis of feedback through questionnaire and observation i find out that there is
close competition between these companies. As each of them is increasing their quality
and type of products everyday and doctors are very enthusiastic towards these products.

Lundin,D.
I examine whether the choice made by physician concerning what drug version-trade-
name or generic to prescribe is subject to moral hazard. I use a data set containing
information on exactly what drug and what version was prescribed at a particular patient
visit to the physician. The result indicate that physician’s habit and tastes acquired by
patients are important. But cost also matter patients having to pay large sum out-of-
pocket are less likely to have trade-name versions prescribed them patients getting most
of costs reimbursed. This indicates moral hazard.

Puneet Manchanda
Marketing Letters 21 Dec, 2
 PROBLEM FORMULATION

We know that the Indian Pharmaceuticals Industry today is in the front rank of India’s
science-based industries with wide ranging capabilities in the complex drug manufacture
and technology. This project gave us an organizational exposure. A highly organized
sector, estimated to be worth $ 4.5 billion, growing at about 8 to 9 percent annually.

The study on the prescription behavior of the Dermatologist in Bareilly provided an

insight knowledge about the current Derma market i.e. which type of antifungal,
antiallergic are available in market & which brands are making a potential market in
given target market.
 Therefore, it is very important to know the prescription behaviour of
the doctors that what they prescribe in the market in their specialization by which we
could easily forecast our company target & can raise our sells in different medical
sectors.

The problem arises in front of manager of the company is that the sales of their product is
declining in Barielly and he wants to know the major factors responsible for this.

Manager also wants to know about the combination of molecules

used by different company, so accordingly they renovate their existing product and
innovate new product to capture the pharma market of Barielly.

TOP TEN COMPANIES OF INDIA

Top Ten Companies in Indian Market in terms of MARKET CAPITALISATION

 Glaxo
Dr. Reddy 11% Wockhrdt Ranbaxy
12% 6%
Nicholus Cipla
Sun Pharma 4% Dr. Reddy
6%
Pfizer Glaxo
Cipla Other 3% Wockhrdt
17% 13% Novartis Sun Pharma
3% Nicholus
Aventis Pfizer
3% Novartis
Ranbaxy Aventis
35%

MAJOR INDIAN PLAYERS OF PHARMAINDUSTRY

1. RANBAXY LABORATORIES

India's largest pharmaceutical company is ranked among the top 10 generics manufacturers
worldwide and aiming to be in the top five with sales of $5 billion by 2012. However, with
the firm's recent moves to increase its size through the inorganic route, it is seen as aiming
to establish itself as the world's number three generics producer much sooner. It has
manufacturing operations in seven countries, a ground presence in 46 nations and sells its
products in over 100 countries. Ranbaxy has three state-of-the-art research facilities at
Gurgaon, near New Delhi - R&D Centers I and II focus on the development of generics
and novel drug delivery systems research, while the new R&D Centre III is dedicated to
new drug discovery research. The Ranbaxy has set up a global alliance with

GlaxoSmithKline in the area of drug discovery and development. Two research programs,
one in the area of anti-infectives and another, in the asthma segment, are now in progress.
 2. CIPLA

India's second-largest drug manufacturer was originally established in 1935 as The

Chemical, Industrial and Pharmaceutical Laboratories. Until 2000 its business was
primarily domestic, but exports, to more than 150 countries, accounted for 45 percent of its
fiscal year 2005 sales, giving it what is probably the Indian industry's most geographically-
diversified export base say analysts at SKKI, who add that Cipla “has established itself as
the partner of choice for generic companies globally.”

At the end of December 2005, Cipla signed the largest product development and
manufacturing agreement in the country, when it agreed a global deal with German
manufacturer Boehringer Ingelheim for the development and supply of the firm’s
hypertension drug Micardis (telmisartan).The firm also announced at year-end that it
planned to launch the first generic version of Roche’s Tamiflu (oseltamivir), which is
recommended for use against the H5N1 strain of avian flu. In 2004, Cipla took over from
GlaxoSmithKline as India's leading drug manufacturer in terms of retail sales (although,
including vaccines and institutional sales, GSK still has the leading share, at just under 6.5
percent).

3. Dr REDDY'S LABORATORIES
Dr Reddy's Laboratories is an emerging global pharmaceutical and biotechnology
company, which was founded by Chairman Anji Reddy in 1984. It operates in over 60
countries, although India and the USA each accounts for around a third of the firm's total
sales. The company is already strongly present in most of the world's biggest less-
regulated markets, such as Russia, China, Brazil and South Africa.. Dr Reddy's is also an

innovator in the use of venture capital to maintain cash-flow for R&D, having
received$57 million from ICICI Venture Funds to support ANDA filings for 18 months
 beyondFY2005 for royalties from sales in the USA. Dr Reddy's made history in February
when it entered the German branded generics market, the world's second-largest after the
USA, not through building a business organically there but with the purchase of
Betapharm, Germany's fourth-largest generics manufacturer, for $570 million. This is the
largest overseas acquisition by an Indian pharmaceutical company so far.

4. AUROBINDO PHARMA

Aurobindo Pharma manufactures generics and APIs in the antibiotic, antiretroviral,

cardiovascular, central nervous system, gastroenterological and anti-allergy fields, and
markets them in over 100 countries. In the quarter ended December 31, 2005, it reported
sales up 28 percent to $93.1 million over the same quarter of 2004, with sales of
formulations rising 125 percent. The firm filed 10 ANDAs and 13 DMFs in the USA in the
quarter, with 70 filings in other markets, bringing its total number of formulation filings
to364.In January 2006, Aurobindo reported that the U.S. FDA had granted tentative
approval for its antiretroviral Nevirapine Oral Suspension 50 mg/5 ml, qualifying the
product under President George W Bush's Emergency Plan for AIDS Relief (PEPFAR)
program. Also in January, the World Health Organization announced the inclusion of
Aurobindo's Nevirapine oral suspension 50mg/5ml and Stavudine for oral solution 1mg/ml
in its Pre-qualification list - both are used as a part of first-time line treatment in pediatric
AIDS.

5. NICHOLAS PIRAMAL
Nicholas Piramal is the flagship company of Piramal Enterprises (PEL), one of India's
largest diversified business houses. It was formed in 1988 when PEL acquired Nicholas
Laboratories (NPIL) a small formulations company, from Sara Lee. For third-quarter
FY2006 (ended December 31, 2005) the firm reported net sales of $78.3 million, up
9.2percent on the second quarter, and consolidated sales were up 17.3 percent at $89.5
million. However, net profit plummeted 69.9 percent to $5.2 million, due to lower sales of
the firm's leading brand, the controversial promethazine /codeine phosphate/ephedrine
cough suppressant Phensedyl, which has been widely abused, and the withdrawal of two
valdecoxib brands - Vah and Valto - plus a foreign exchange loss of £468,000.NPIL's
strategy of opting out of early-stage generic exports, which differentiates it from most
leading Indian firms, enables it to steer clear of IP challenges and focus on partnering with
global firms. Generally, contract manufacturing organizations operate only in certain
segments (e.g., intermediates, APIs or formulations), but NPIL is seeking to join the rank
of the few players offering the entire spectrum of services.

5. LUPIN

Lupin is one of the world's largest manufacturers of APIs and finished

formulations for TB, bacterial infections and cardiovascular disease. Its
products are sold in more than 50countries For third-quarter 2006 (ended
December 31, 2005), the firm reported gross sales up 51 percent to $98.9
million, with exports up 56 percent (boosted by U.S. launches) at $46.3 million
and domestic sales rising 47 percent to $51.9 million For the nine months to
end-December, sales rose 34 percent to $274.7 million, with net profit up 112
percent to $29.5 million.

8. ZYDUS CADILA
Zydus Cadila is India's fifth largest pharmaceutical company. Cadila was
founded in 1952and, following restructuring, the Zydus Cadila Group was
established in 1995. For the quarter ended December 2005, the firm reported
net profits up 36.1 percent at $8.8 million, with total income a head 17
percent at $85.5 million. The group has reported year-on-year growth of 138
percent for its exports of formulations. During the quarter, the group received
approvals for ribavirin capsules, promethazine tablets and tentative approval
for gatifloxacin Tablets from the U.S. FDA. Then on February24, 2006, the
FDA granted tentative approval for sertraline (generic version of Pfizer's
Zoloft). The company had already received approval from the French
regulatory agency to market sertraline capsules in the French market
Chairman and managing director Pankaj Patel is aiming for Zydus Cadila to
be a top 10global generic company by 2010, deriving half its revenues from
international business, with growth led by Europe, the USA and then its other
markets. Alliances and joint ventures with MNCs will be a central driver of
growth for the group, both internationally where it already has arrangements
with Mayne pharma, Mallinckrodt and GSK and in India, where it has tie-up
with Altana, Schering AG and Boehringer Ingelheim. Zydus Cadila has
received 10 generic approvals so far.

9. SUN PHARMA
 Sun Pharma, established in 1983, makes specialty pharmaceuticals and APIs for use in
chronic therapy areas such as cardiology, psychiatry, neurology, and gastroenterology,
diabetes and respiratory conditions, sold in 26 markets worldwide. Its income for the
quarter ended December 31, 2005 was $103.2 million compared with $73 million in the
like, year-earlier period, and total nine-month income was $295.8 million. In February
2006, the firm announced the demerger of its innovative R&D programs to a new
company which it has set up for this purpose. Around 25 percent-40 percent of R&D
spend, which represents10 percent-11 percent of its sales, is accounted for by innovative
R&D.

10. WOCKHARDT

The overseas ambitions of this Mumbai-based pharmaceutical and biotechnology-based

company have already been covered elsewhere in this report, but in mid-March 2006
Wockhardt announced that it had received approval from its shareholders to raise up to
$800 million, in one or more tranches, to fund further foreign purchases. Noting his
company’s “well-known” ability to create value through acquisitions, Chairman Habil
Khorakiwala said the move would “empower us to seize global opportunities quickly.” The
stockholders also authorized an increase in the company's Foreign Institutional Investment
cap to 49 percent. Europe has now overtaken India as Wockhardt's largest market but the
USA is its fastest growing, and it is widely forecast that much of the $800 million will be
used to fund U.S. purchases. Wockhardt's U.S. business grew more than 50 percent in the
year to December 31.
In February, SSKI India analysts forecast a 16 percent CAGR in Wockhardt's consolidated
annual revenues to 2007, mainly led by an export-driven improvement in gross margins.
“Increased proportion of sales from U.S. generics and biogenerics, where we believe
realizations could be superior, will also contribute to the expansion in overall gross
margins,” they added.

2005, with six products launched there in the period, while European sales of formulations
(the firm’s biggest market) rose 15 percent. Indian business was up 10 percent and the
firm’s biotechnology sales surpassed $10 million. Overall, net profits were up 20 percent
for the year $57.6 million, with consolidated sales rising 13 percent to $316.5 million.

SWOT ANALYSIS

 STRENGTHS

 Cost Competitiveness

 Well Developed Industry with Strong Manufacturing Base.

 Access to pool of highly trained scientists, both in India and

abroad.
 Strong marketing and distribution network

 Rich Biodiversity.

 Competencies in Chemistry and process development

 WEAKNESSES

 Low investments in innovative R&D and lack of resources to compete

with MNCs for New Drug Discovery Research and to commercialize
molecules on a worldwide basis.

 Low medical expenditure and healthcare spend in the country.

 Production of spurious and low quality drugs tarnishes the image of

industry at home and abroad.

 Shortage of medicines containing psychotropic substances. There are

4000 such brands of medicines that fall under the Narcotics Drugs and
Psychotropic Substances (NDPS) Act, 1985.Under a clause of this Act, the
retailer has to sign the consignment note provided by the stockist. The police
check this note regularly to prevent these medicines getting diverted to the
drug mafia and they can arrest the retailer if the signatures are under suspect.
To protest against this clause, the retailers have stopped stocking these
medicines, some of which is life saving.
OPPORTUN
ITIES

 Significant export potential.

 Licensing deals with MNCs for NCEs and NDDS.

 Marketing alliances to sell MNC products in domestic market.

 Contract manufacturing arrangements with MNCs

 Potential for developing India as a centre for international
clinical trials

 Niche player in global pharmaceutical R&D.

 Supply of generic drugs to developed markets.

THREATS

 • Product patent regime poses serious challenge to domestic

industry unless it invests in research and development.

 • R&D efforts of Indian pharmaceutical companies hampered

by lack of enabling regulatory requirement. For instance, restrictions
on animal testing outdated patent office.

 • Drug Price Control Order puts unrealistic ceilings on product

prices and profitability and prevents pharmaceutical companies from
generating investible surplus.

 • Lowering of tariff protection

 The new MRP based excise duty regime threatens the existence of many
small scale pharma units, especially in the states of Andhra Pradesh and
Maharashtra that were involved in contract manufacturing for the larger,
established players..
 Wockhardt is a global, pharmaceutical and biotechnology company that has grown by
leveraging two powerful trends impacting the world of medicine - globalization and
biotechnology.

The Company has a market capitalization of US$ 1.3 billion and an annual turnover of over US$
300 million. Wockhardt’s pace of growth and momentum permeates every mindset, system and
technology within the organization.

Wockhardt today, is distinguished by a strong and growing presence in the world’s leading
markets, with half of its revenue coming from Europe and the United States. Wockhardt’s market
presence covers formulations, biopharmaceuticals, nutrition products, vaccines and active
pharmaceutical ingredients (APIs).

The Company has its headquarters in India, and has

 10 manufacturing plants in India and UK,

 Subsidiaries in US, UK and Brazil,
 Majority-owned companies in South Africa and Mexico
 Marketing offices in Africa, Russia, Central and South East Asia.
Wockhardt has a strong track record in acquisition management, with three successful acquisitions
in the European market. These acquisitions have strengthened Wockhardt’s position in the high-
potential markets of UK and Germany, and have expanded the global reach of the organization.

Established nearly four decades ago, Wockhardt Limited today is a research and technology
oriented pharmaceutical company ranked amongst the top 5 in India. Wockhardt has emerged as a
leading player in domestic as well as international markets, with widely accepted and efficacious
drugs and formulations. The company has developed leading brands in Anti-infective, Pain &
Inflammation, Cough, Psychiatry, Medical nutrition and Biotechnology segments.

Wockhardt has an active multi-disciplinary R&D programmed involving over 300 scientists
largely focused on developing innovative technologies and New Drug Discovery. The company
has a team of over 90 scientists engaged in new drug discovery research and has several new
chemical entities in the field of sepsis and anti-infectives.

Company Highlights

o 24th largest wealth creator.

o Ranked amongst the 50 most valuable companies in India.

o Rated among the Top 10 emerging Corporates in India (Economic
Times, 1999)
o Wockhardt employs 2700 people of which more than 1300 constitute
the field force covering 1, 50,000 Doctors.
o 35% of total sales come from International Business.
o Listed on Bombay Stock Exchange, National Stock Exchange and on
Luxembourg Stock Exchange.
 o R&D programme rated among the top 3 in the country with R&D
spend of 7% of sales - one of the highest in the country.
o Managed by the "Best" Board of Directors in the pharmaceutical
industry (Source: Business Today, May, 1997 survey.)

Wockhardt Business Philosophy

Creating value by understanding and communicating with our

customers and business partners

Wockhardt

To be the most admired Pharmaceutical Company in India.

 Wockhardt Advantage

Wockhardt’s manufacturing facilities in India and UK have the approval

of major regulatory bodies, including US FDA and UK's MHRA, with
capabilities for both Finished Dosage Formulations and APIs. The output
includes
Steriles (Injectables)
 Biopharmaceuticals
 Orals (Tablets & Liquids)
 Topicals (Creams & Ointments).Wockhardt is a partner of choice for
manufacturing, having entered into manufacturing alliances with leading
pharmaceutical and biotechnology majors, including:
Astra Zeneca Lab Aguettant
Aventis Amylin
Schering-Plough Eisai
Cell Therapeutics

A key growth driver at Wockhardt is its state-of-the-art, multi-disciplinary research

capability backed by a team of 400 skilled scientists. Consistent efforts have resulted in six
breakthrough biotechnology products, 150 patent filings and a pipeline of promising new
molecules.

Wockhardt Corporate Mission

Pursuit of growth with excellence in the field of pharmaceuticals and healthcare”

Profitability through:

1. Quality of products and services

2. Increasing investment in R & D
3. Competent scientific and managerial manpower.

COMPANY MISSION

Wockhardt is eyeing markets in Europe, particularly the UK, as part of its growth
strategy. The company has as a strong brand presence through various tie-ups with
leading healthcare insurance providers in the UK. The next few years will witness the
expiry of many patents in Europe, thereby creating a large potential for generics.
Wockhardt is aiming to tap a larger pie of this potential market.
The company is planning to increase its focus on speciality nutrition products as their
demand is increasing in Europe.With an enhanced understanding of customer needs,
Wockhardt is focusing on tapping the market requirement for nutritional products. It has
placed great emphasis on the research to be conducted in producing improved nutritional
products.
 Contract Manufacturing

Wockhardt also undertakes contract manufacturing in the UK, which helps the company
to increase its revenue from its UK operations. CP Pharmaceuticals, acquired in 2003,
strengthened the contract-manufacturing capabilities of the company. It has a contract-
manufacturing relationship with Amylin Inc. for Exenatide, which is a medication for
diabetes.
Company Vision

To become the most admired pharmaceutical company in India with leadership in market
share, research and profits by:

1. Building distinctive sales and marketing capabilities.

2. Evolving from licensing to global launch of own patented products.

3. Inculcating a high performance culture.
4. Being the partner of choice.
5.Always adhering to “our values” based on Wockhardt obligations as trustees of
, employees, shareholders and society.
6.Wockhardt shall pursue world class standards in their People, Products, Processes,
Partnerships and Performance.
7. Encouraging innovation and Nurturing Intellectual Capital.
8. Wockhardt seek quantum growth to lead in the domestic Market and enhance our
International presence.
 Chairman's Profile

Habil Khorakiwala

Mr. Habil Khorakiwala, the Chairman of Wockhardt Limited, founded the company in the
early 1960s. Under his dynamic leadership, Wockhardt has emerged as a leading
biotechnology and pharmaceutical company, driven by research and global strategies.
Today, Wockhardt has an annual turnover of US$ 285 million, and a market capitalisation
of $ 1.3 billion. Mr. Khorakiwala leads a team of 4,000 employees based in India, UK,
Germany, USA, and in emerging markets.

Management style:

Mr. Khorakiwala advocates a customer-centric approach that has filtered down to every
decision and action in Wockhardt. His signature style is much evident in the management
processes at Wockhardt : an open culture, participative management practices, innovation,
continuous improvement, speedy response, empowerment of individuals and enjoyment of
one’s job and contribution to the community - all hallmarks of Wockhardt's culture.

Industry-level representation:

• Vice-President of FICCI (Federation of Indian Chambers of Commerce &

Industry).
• President of the Indian Pharmaceutical Alliance (IPA), the organisation of research-
based pharmaceutical companies in India
• Panel member of the National Manufacturing Competitiveness Council, a high-
level think-tank established by the Government of India.

Accolades received:
 • Ernst & Young Entrepreneur of the Year Award in Healthcare & Life sciences
(Year 2004).
• The Giants 2003 Award for outstanding contribution to business and industry.
• Lifetime Achievement Award by the International Medical Integration Council
in 2003.
• Award for ‘Excellence as Top CEO’ for the year 2002 from the Institute of
Marketing & Management (IMM), New Delhi.
• Lifetime Achievement Award by the Indian Analytical Instruments Association
(ANACON) for his ‘Contributions in Research and Industry’.
• Shiromani Vikas Award for his ‘Outstanding and Inspiring Contribution towards
National Development’ in 1992, at the hands of Mother Teresa.

Educational qualifications:

• A Masters degree in Pharmaceutical Science from Purdue University, USA.

• An Advanced Management Programme from Harvard Business School,
USA.
 Board of Directors
Wockhardt Limited

Habil Khorakiwala
Chairman

Felipe B Alfonso Shekhar Datta

Director Director

Dr. Abid Hussain Bharat Patel

Director Director

R A Shah Lalit Kumar

Alternate Director Executive Director
 Heads of Wockhardt’s International Subsidiaries

Georg Cubuk Arthur Maher Sirjiwan Singh

Managing Director President Managing Director
esparma, Germany Wockhardt USA Inc. Wockhardt UK Ltd.

RESEARCH AND DEVELOPMENT:

Recombinant Biopharmaceuticals

Wockhardt has developed comprehensive ‘concept-to-market’ strengths in all facets of

recombinant biotechnology. These include gene-cloning, development of production
strains, expertise in all three major expression systems, purification, downstream
processing and testing.

Wockhardt’s prowess in biotechnology is evident in its success in developing six

biopharmaceutical products.

Product Indication
Erythropoietin Severe Anaemia in the case cancer
and chronic renal failure
Recombinant Human Insulin Diabetes

Hepatitis B Vaccine Hepatitis B

Interferon alpha 2B Antiviral

Granulocyte Colony Growth Factor
Stimulating Factor (G-CSF)
Glargine Long Acting Insulin Analog
 Company Background

Wockhardt Limited India, established in 1960, is a leading pharmaceuticals and

biotechnology company based in India. The company offers products and services
formulations, nutritional products and vaccines, active pharmaceutical ingredients, and
biopharmaceuticals. It had approximately 3500 employees as on 31 December 2005, of
which about 500 employees were working overseas. Wockhardt is the only Indian
pharmaceutical company to be given the ‘SuperBrand’ award by the international body
‘The SuperBrand Council’. Wockhardt has manufacturing alliances with many leading
pharmaceutical companies, such as Aventis, Amylin and Astra Zeneca.

It has manufacturing plants in India and the UK, which are certified under USA’s FDA
and UK’s MHRA. Wockhardt has a strong global presence with subsidiaries in Brazil,
the UK and the USA. The company also has marketing offices in Africa, Russia, and
Central and South East Asia. The company’s overseas business witnessed a CAGR of 45
per cent during the period 1995-2005. The company is listed on the Bombay Stock
Exchange and the National Stock Exchange. It is also listed on the Luxemburg Stock
Exchange. In 2005, the company had consolidated revenues of US$ 324 million. Europe
is most critical to the company’s business, contributing about 41 per cent of the total
revenues in 2005.
 Wockhardt Revenue Break-up by Geography: 2005

Rest of the world USA

11% 11%
USA
Europe India
37% India
41%
Europe
Rest of the world

fig.5

Wockhardt Limited in the UK

Wockhardt Limited UK is a fully owned subsidiary of Wockhardt Limited, India. It is

one of the top 10 generic companies in the UK.The company is also ranked as the
second-largest hospital generic supplier in the UK.Wockhardt Limited UK had revenues
in excess of US$ 91.2 million in 2005. Wockhardt Limited UK was formed with the
merger of Wallis Laboratory and CP Pharmaceuticals. Wallis Laboratory and CP
Pharmaceuticals were acquired by Wockhardt Limited in 1997 and 2003, respectively.
Wockhardt Limited gained the following advantages from this acquisition:

• CP Pharmaceuticals provided a manufacturing base for pharmaceuticals.

• Wallis Laboratory provided the base for the manufacturing and marketing of medicines
and personal care products.

Wockhardt Limited UK operates through various business divisions - Retail and Hospital
Medicines, Private Label Medicines, Oral Healthcare, Contract Manufacturing and
Export. In the case of the oral healthcare division, products are sold under Wockhardt's
own brand (Confident brand) as well as under private labels. From 2005, Wockhardt
Limited UK has begun undertaking the production of Esparma GmbH, a subsidiary of
Wockhardt Limited in Germany, which had been outsourced earlier. Esparma GmbH
Outsources about 40 per cent of its production to Wockhardt Limited UK.Therefore, the
current in-house production facilitates Wockhardt to reduce costs and provide a better
control on its complete value chain.
Factors for Success

Value Buy-outs

The company has been acquiring companies to facilitate its entry into a segment or for
tapping a particular geography. This has facilitated the company to penetrate into desired
markets. One of the key strategies adopted by Wockhardt was to buy loss-making
companies and turn them around. It acquired Wallis Laboratory, a loss-making
manufacturer and distributor of over-the-counter drugs, for US$ nine million in 1998 and
made it profitable.
Future Plans
Wockhardt is eyeing markets in Europe, particularly the UK, as part of its growth
strategy. The company has as a strong brand presence through various tie-ups with
leading healthcare insurance providers in the UK. The next few years will witness the
expiry of many patents in Europe, thereby creating a large potential for generics.
Wockhardt is aiming to tap a larger pie of this potential market. The company is planning
to increase its focus on specialist nutrition products as their demand is increasing in
Europe. With an enhanced understanding of customer needs, Wockhardt is focusing on
tapping the market requirement for nutritional products. It has placed great emphasis
On the research to be conducted in producing improved nutritional products.

Contract Manufacturing
Wockhardt also undertakes contract manufacturing in the UK, which helps the company
to increase its revenue from its UK operations. CP Pharmaceuticals, acquired in 2003,
strengthened the contract-manufacturing capabilities of the company. It has a contract-
manufacturing relationship with Amylin Inc. for Exenatide, which is a medication for
diabete
Focus on Research and Development

Research and Development (R&D) has been the key focus of Wockhardt. It has applied
for around 150 patents and has filed around 22 new drug applications. Wockhardt has
invested approximately 7.4 per cent of its revenue on R&D, which is showing results in
terms of market gain. The company has a skilled workforce to work on its R&D projects.
However, Wockhardt does not only focus on generic products but also on value-added
Segments. This has helped the company to tap the largest generic market in Europe, i.e.,
the UK.

Mumbai: Pharmaceutical and biotechnology major Wockhardt Limited has signed an in-
licensing agreement with the US-based Advanced Biotechnologies Inc to market a
patent-protected product to treat scars.

Kelocote is a unique silicone gel for scars arising from accidents, burns, surgery and acne
as well as skin disorders such as dermatitis and varicella. It is also useful in treating
keloids, which are fibrous growths formed over healed wounds. Kelocote is available as
an easy-to-apply gel form with self-drying action.
While clinical trials on Indian patients are in progress, clinical data from various
countries has already proven its efficacy and cost-effectiveness. Kelocote is currently
marketed in North America, Europe, Australia and South-East Asia. Wockhardt plans to
launch Kelocote in India in the third quarter of 2007.

Scars are a common but under managed problem. More than 100 million people acquire
new scars each year in developed countries alone. Abnormal scars can be aesthetically
distressing, disfiguring as well as psychologically disabling.

Last year, Wockhardt entered into an in-licensing deal with LSI of UK for Vitix, a
patented product for the management of vitiligo (leucoderma) and with Crawford
Healthcare of UK for Viticolor, a camouflage gel for vitiligo-affected skins.

Wockhardt Limited is an internationally approved pharmaceutical and biotechnology

company having a strong and innovative research and development programme.
Wockhardt has made four successful acquisitions in Europe, where it employs 850
people. It has a wholly owned subsidiary in the US. Europe and the US together account
for over half of Wockhardt’s sales.
Wockhardt is committed to cater to unmet medical needs of Indian patients," Wockhardt
chairman Habil Khorakiwala said. "We will soon introduce a patented gel – Kelocote – to
treat scars and keloids arising from accidents, burns, surgery and acne."
BUSINESS
Wockhardt’s 2001 sales of Rs6.49bn consisted of formulations (73%), Bulk Drugs (23%)
and others (4%). Exports contributed 25% of sales. Apart from that the company
subsidiary, Wallis Laboratories in UK clocked sales of Rs910bn (for the year ended June
30, 2001). The Company is also in the business of export of Agro-chemicals. Sales for
this segment were Rs49mn (0.8% of turnover).
 Therapeutic break up of sales

Therapeutic Category % of branded sales

Anti Infective 22
Pain Management 21
Cough Management 7
Corticosteroids 5
Nutraceuticals 21
Psychotropics 6
Cardiac 4
Oncology 1
Diabetic 1
Vaccine 9
Others 3

Domestic business

Domestic markets account for more than 65% of Wockhardt’s turnover. In 2001, branded
sales grew by 12% to Rs4bn. Wockhardt’s Freshness Index; (i.e. sales from new products
launched in last 5 years) has moved up from 32% in the year 2000 to 36% in 2001.

tt TT

C
 ABOUT MAIN TOPIC

The main topic of my study is “Prescription behavior of Dermatologists in Barielly

region. In this project, the main objective is to know about the prescriptions given by
Dermatologists to their patients.

So, I visited several chemists of Barielly region and asked about the
prescription they got by the doctors. I have taken 15 sample areas into consideration
And sample size is 150 in which 139 are chemists and 11 are doctors.

For the fulfillment of research objective I required primary data from the
chemists. So, for this purpose I had used the most popular tool of primary data collection
i.e., Questionnaire and Observation. In this questionnaire I contain both structured and
unstructured questions.

The research problem is to find out the names of the medicines mostly prescribed
by dermatologists in Barielly region and the factors affecting their prescription behavior
i.e., less price of medicines, availability of medicines, quality of medicines and
company’s approach.

Now, the next step I had taken is “Data Collection”. After that I had visited different
medical store to collect primary data and after that visit to some doctors to know the
prescribing behavior.
 OBJECTIVES AND
RESEARCH METHODOLOGY
 OBJECTIVES OF THE RESEARCH

The marketing environment is changing at an accelerating rate, so the need for real time
market information is greater than any time in past. So the companies conduct the
marketing research to get such information.
Without objective, a man is like a rolling stone. Same as without objective, a project has
no value. The main objective of this research is given below –

1. Primary objective of the research is to know the “Prescription behavior of

Dermatologists in Barielly region.”
2. To know the factors that affects the prescription behavior of Dermatologists of
Barielly.
3. To know the contribution of medicines related to Dermatology to the pharma
industry.
4. To know the leading companies and leading brands in the field of derma in
Barielly
5. To know about the different circumstances of dermatology division.
6. To know the relation between chemist and Doctors.
7. To know about the role of price while selling or buying medicines.
 OVERVIEW OF THE RESEARCH MEHODOLOGY

Research methodology is a way to systematically solve the research problem. It may be

understood as “ a science of studying how research is done scientifically. In it , we study
the various steps that are generally adopted by a researcher in studying his research
problem along with the logic behind them.

Research methodology has many dimensions and research methods do constitute a part of
the Research methodology.

The scope of Research Methodology is wider than that of Research Methods .Thus, when
we talk of the research methodology we not only talk of the research methods but also
consider the logic behind the methods we use in context of our research study and explain
why we are using a particular method or technique and why we are not using others so
that the research results are capable of being evaluated either by the researcher himself or
by others.
Why a research study has been undertaken, what data have been collected and what
particular method has been adopted, why particular technique of analyzing data has been
used and a host of similar other question are usually answered when we talk of research
methodology concerning a research problem or study
.
 PURPOSE OF CARRYING OUT A RESEARCH

The purpose of carrying out a research is to discover answers to the questions through the
application of scientific procedures. The main aim of research is to find out the truth
which is hidden and which has not been discovered as yet. Though each research study
has its own specific purpose, we may think of research objectives as falling into a number
of the following broad categories:

1)- To gain familiarity with a phenomenon or to achieve new insights into it.

2) - To portray accurately the characteristics of a particular individual, situation or a

group.

3) - To determine the frequency with which something occurs or with which it is

associated with something else.

4) - To test a hypothesis of a casual relationship between variables.

PROCESS USED IN THE RESEARCH

The research methodology for completing the project involves the source for collecting
the data in order to obtain the objective of project.

Research Design
My research is descriptive and exploratory in nature because I have used primary and
secondary both the data.
The source involves collecting data from primary sources.

1)- PRIMARY DATA COLLECTION

For primary data collection I did the market survey in the entire region of Barielly

SAMPLE SURVEY

In sample survey, a defined set of population is covered. My sample survey consists 125
sample sizes. The sample survey consists of the following step –
A) - Selection of the survey area

My sample area was Barielly, which was decided by my company WOCKHARDT.

B) - Selection of sampling scheme

The sampling technique used in this project is Simple random sampling.

 B) - Sources used for data collecion
The questionnaire is the principal instrument for electing information from the sample of
the respondents. The effectiveness of the questionnaire as the device for electing the
desired information depends on its length, the type of question and the wording of the
questions. The questionnaire, which I used in this project, is both open ended and and
Close ended type of questionnaire.
Since the quality of questionnaire is an important bearing on the result of market
Survey, I had gone through a pilot survey and then modified in light of solving some
difficulties noted in the questionnaire.

C) - Collection of data as per questionnaire

In order to answer the questions listed in questionnaire data may be obtained from
secondary or primary source. In this project, the source of data collection is primary. In
primary. In primary source, respondent may be interviewed personally, telephonically or
by mail for obtaining information. I used personal interview because personal interview
ensure a high rate of response.
D) – Sample size
The number of outlets visited medical stores is 125. Data so collected was analyzed in
order to come to various conclusions.

2. SECONDRY DATA COLLECTION

To know more about company’s detail and medicines detail, Internet and CIMS (hand
book of medicines) was very helpful. I have got different information about pharma
industry and Wockhardt Pharmaceutical from Google, Fundoo etc. and know more about
the molecules of medicines from CIMS (hand book).
 ANALYSIS AND
INTERPRETATION OF DATA
 DERMATOLOGY

1. Contribution of medicines related to Dermatology to the Pharma

industry.

Contribution of medicines related to Dermatology to pharma

industry

Average
27%

Good
50%
Outstanding
5%

Excellent
18%

Contribution of Dermatology is good in pharma industry and gives average revenue.

2. Generally how many prescription you got in a week by
Dermatologists?

Percentage of weekly prescription by Dermatologists

above 100
9%

60-100
14%

0-30
30-60 59%
18%

Mostly 1-30% prescriptions they got because dermatologists are fewer in Barielly.

The retailers placed near Dermatologists has got more prescription than others
 1. Mostly which type of problem occurs in Dermatology?

Problems occur in Dermatology

All of the above

Acne
18%
23%

Dark circles
11%
Fungal infection
28%

Skin rashes
20%

Problem generally seen according to my research is Fungal infection. Acne problems are
seen but not more than fungal infections. The percentage of Skin rashes is very less in
comparison to above problems and percentage of dark circles is very low.

Thus it is necessary to focus more on these areas because it gives more revenue
to the company.
4. Main medicines prescribed by the doctors for the recovery of skin
problem?

Top Ten Medicines in dermatology at Ghaz iabad (by sales)

Cetz ine
7% B etnes ol
18%
Celes tone
14%

S ofradex Levoc et
9% 15%
S ofram y c in Levoc iz
9% 7%
Fluk a
Futop
7% Futop c ream
5%
9%

Brand name Company Composition

Betnesol GSK Betmethasone

Levocet Hetero HC Levocetrizine
Celestone Fulford Betametasone
Sofradex Sanofi Aventis Desonide
Soframysin Sanofi Aventis Framycetin
Futop cream Cosme HC Fusidic acid
Fluka Cipla Fluconazone
Levociz. Systopic Levocetrizine
Cetzine GSK Cetrizine
Futop B Cosme HC Fusidic acid
 5. Why do the doctors prescribe these medicines?

Factors affecting Dermatologists in Ghaziabad

less price
results
5%
14%

company's
availability
approach
33%
16%

quality
32%

Doctors concentrate mostly on availability because product should have available in

markets so that it is easy for doctor and patient both. Quality is another major factor that
doctors taking into consideration because doctor is always loyal to their patients and
wants always better quality product. Company’s approach is important because by that
doctor come to know about the product.

Result is also focusing point because when product is good, doctors necessarily
prescribe it. Focus on less price is too much less.
CONCLUSIONS/FINDINGS &
RECOMMENDATION/SUGGESTIONS
CONCLUSION

 During the market survey I found that the products of Wockhardt related to
dermatology are very less in demand because of less calls or visits of MRs to
doctors and chemists.

 Ointments of Novartis, Alkem, Ranbaxy, Sanofi Aventis etc. are more in demand
in Barielly.

 Antibiotics of Micro, GSK, Unichem, FDC, Hetero HC, Microlabs etc. are more
in demand in Barielly.

 Dermatological products of GSK, Hetero HC, Fulford, Sanofi Aventis, and

Cosme HC etc. are leading by sales in Barielly market.

 Now, the recent finding about Dermatology is that “Dermatology shifts towards
Cosmetology”.

 The demand of Dermatological products is very low in comparison to other

products.

 Other product market like Orthopaedic has very huge potential so it is very
necessary to invest more and more in this field.

 Quality of the medicine is the one of the major factor that affects the prescription
behavior of doctors, so it is profitable for Wockhardt to manufacture good quality
medicines.

 The next major factor is “the availability of medicines”. To lead in the pharma
market, it is necessary that your product is available widely because doctor
prescribes only those products that are available in market.

 Company’s approach is also a factor that affects the doctor’s behavior because if
he don’t know about the product then it is not possible for him to prescribe that
product.

 As India is PRICE sensitive country, so it is good to slightly down the price of the
products and give margins to the CHEMISTS.
 SUGGESTIONS

As per as concern with the market, every company including pharma are putting all
the effort for making their brand more popular and effective due to very tough
competition among competitors. In such type of tough competition, it is very
necessary to take effective decision at right time.

The market position of WOCKHARDT is not good in the area of Orthopaedics and
Dermatology .If we consider survey report then it is very much clear that other
companies like RANBAXY, ALDER, MICRO, ALKEM, GLAXO, EMCURE etc.
having good market share in Barielly.

And in Dermatology, GSK, Hetero HC, Systopic, Fulford, Sanofi Aventis,

Cosme, Cipla etc. are the leading companies and having good market share in
dermatology.

Now a day’s, local companies are growing very fast and making similar type of
brands. The margins on those brands are very high but the quality of drug is very poor

But according to my survey analysis, doctor, chemists and patients, all the three are
quality conscious. Availability of medicines also affecting their behavior.

So, avoiding all the problems, Wockhardt should have to produce quality based
effective drug. If the drug is 100% effective, no doubt that customer will come again
and again for our brands.

For making effective drugs, our Research and Development department should hi-
tech, so company should spend more and more on R&D.
 LIMITATIONS

Every project has its own limitations. Same as my project has some limitations, which is
given below-

 Some retailers were not interested to give the answer.

 All brands were not available in all medical stores.

 There was no demand for the Wockhardt’s product related to Dermatology in the
pharma market of Barielly.

 Chemists were feeling too much stress while giving information about medicines

 Many chemists were not aware about the medicines.

 The best experience is the corporate culture. I n the field of marketing I got to
know that there is no specific timing. If you can achieve the target, you do
anything with the rest time.

 How to approach the peoples, getting the feedback was a experience for me. Here
I know that book knowledge and field work are very different.

 In the field of marketing I found a person with good interpersonal skills,

humorous face and ready to whatever be the target can do well. It’s easy for the
people who are positive in there attitude.

 Doing the field work at 43-45 degree centigrade was bit difficult for me.
.
 Keeping you cool and charming before approaching any retailer after walking for
3 to 4 km was difficult but was a great experience.
REFERENCES/ BIBLIOGRAPHY
BIBLIOGRAPHY

BOOKS
1. Marketing Research
Author – N. K. Malhotra
2. Marketing Management
Author – Philip Kotler

MAGAZINE
Drug Today

WEBSITES

1. www.wockhardt.com
2. www.cppharma.co.uk
3. www.esparma.de
4. www.indiainfoline.com
5. www.pharmabiz.com
6. www.biospectrumasia.com
7. www.medicinenet.com
8. www.wikipedia.org
APPENDIX
 Questionnaire
“Prescription behavior of Dermatologists in
Ghaziabad”

Name of Medical Store- …………………………………

Name of respondent- …………………………………….
Sex- Male Age- Female
Age ……
Place- ……………………………………
…………………………………

1. What is the contribution of medicines related to Dermatology to the

pharma
industry?

(a) Good (b)Excellent (c)Outstanding (d)Average

2. Generally how many prescription you got in a week by

Dermatologists?

……………………………………………………………………
……………………………………………………………………

3. Mostly which type of problems occurs in Dermatology?

(a)Acne (pimples) (c) Skin rashes

(b) Dark circles (d) Fungal
(e)Any specific……………

4.What are the main medicines prescribed by the doctors for the recovery of skins?

………………………………………………………………………….
………………………………………………………………………….
………………………………………………………………………….
…………………………………………………………………………..
5.Which company’s product generally prescribes by the doctors for recovery of
skin?

……………………………………………………………………………………
………………………………………………………………

6. Why do the doctors prescribe these medicines to the patients?

(a) Less price

(b) Availability of medicines
(c) Quality
(d) Company’s approach

7..Are you satisfied by services provided by these companies?

……………………………………………………………………………………
……………………………………………………………...

9.What type of side effect generally find in using these medicines?

……………………………………………………………………………………
…………..............................................................................
 Name of the outlets
CIVIL LINE
Santosh medical store

Bhavani medical store

Super medical store

Mehta medical store

Jai Ambey medical hall

Bhagwati medical store

New Gandhi Nagar

Harsh medical store

Sanjay mediccose

Uttam medicine centre

Vadhwa medical store

Shri Krishna medicose

Ram medical store

Guardian Pharmacy

RAJENDDRA NAGAR
Radhika medicose

Dheeraj medicose

V.S.medicose
Santosh medicose

Om Shai medicose
Friends’ medicose

Vinayak medicose

Apollo Pharma

Surdarshan medicose

Shai medicose

DELAPEER CHAURAHA

Mithlesh Jha medical store

Vee Vee chemist

Vasundhara medicose

Devi shree medicose

Sidharth medicose

Real medicose

Raj medicose

Sharma medicose

Karan medicose

Shri ram medicose

Sana medicose

Guardian pharmacy
SHEEL CHAURAHA
Santosh medical store

Kusum medical store

Life care chemist

Amit medicose & cosmetics

Dee Dee chemist

Varun medical store

Manish medical hall

Maa Durga medicine

Alok medical hall

Guardian pharmacy
KUHADA PEER

Varun medicose

Vikash medicose

Meenakshi chemists

Yashoda chemists

Tayal medical store

Real value medical store

Drug point

Maa Santoshi medical store

Guardian pharmacy

Chemist point
BADA BAZAR
Bansal medicose
Robin medicose
Khanna medicose
R.k.medicose

Anand medicose

D.K.medicose

Saya medicose

Brother medicose

Ambey medicose

Drug point

CHAUPLA
Sharma medicose

Shyam chemist

Keshav medicos

Safe medicos

Kamal medicos

Shri ji medicose

Bhawna medicose

Super medicose

Raj medicose

Pooja medical Hall

RAMPUR GARDEN

Shina medicose

Ramson medicose
Bharti medicose

Reshav medicose

Sidharth medicose

Parmanand medicose

Himanshu medicose

Prayag medicose

Vimal medicose

Krishna medicose

Chemist point

Pawar medicose

Nishant medicose

Jain medicose

Dev medicose

Pratap medicose

Himalaya medicose

KALI BADI

Pratap medicose

Jaggal medicose

R.S.medicose
 LISTS OF DOCTORS
1.Dr.Brijeshwer Singh

Siddhi Vinayak Hospital,Bareilly

2.Dr.Satendra Singh

K.K Hospital,A-364,Rajendra Nagar Bareilly

3.Dr. Parvendra Maheshwari

Ganga Charan Hospital,2,Rampur Garden,Bareilly

4.Dr. S.K Kaushik

Keshlata Hospital, Delapeer, Stadium road, Bareilly

5.Dr.R.G Srivastava

Srivastava Polyclinic, Bareilly

6.Dr.A.P Agarwal

Prakash Hospital, Stadium Road ,Bareilly

7.Dr.V.K Khetan

Shyamat ganj Sarvoday Hospital, Bareilly

8.Dr.Colonel Yogi

Yogi Skin Care Clinic, 3Rampur Garden,Bareilly

9.Dr.B.K.Chawala

Near Bareilly College Civil Lines ,Bareilly

10.Dr. Suresh Kumar

Sheel Chauraha,Bareilly
 New products launched during 2001

Segment Brand
Analgesic (Pain Management) Rofiz - Proxyvon – MR
Anti-anginal Nitren
Anti-bacterial Combination Floxur – TZ
Anti-bacterial Aziwok Iv
Anti-depressant Flavix - Flavix – XR
anti-diabetic Asucrose - Obax – Opam
Anti-Spasmodic Spasmonice
Cartilage Regenerator Cartiz
Erythropoietin for anaemia in
Wepox
Kidney Failure/Canver patients
Fitness Formula Winofit
Gastric Bleeding Okeron
Gastrointestinal Prokinetic Normagut
Hormone Replacement Therapy Rigold
Nerve Regenerator Methycobal
Nutritional Supplement First Food Apple. Group. Evapro
Oncology Progtase

MEDICINES MANUFACTURED BY WOCKHARDT

Medicine Name Medicine Form Strength Packaging Composition

IMMUMOD TABLET 100MG 10 TAB
IMMUMOD TABLET 500MG 10 TAB
RECUPEX SACHETS 50 GM SACH
SPASMO-PROXYVON INJECTION 10MG 2ML INJ
LOZITAN TABLET 25MG 10 TAB
CORFLO TABLET 10MG 20 TAB
KAIZEM-CD CAPSULE 120MG 7 CAPS
JOYZOL TABLET 2.5MG 10 TAB
JOYZOL TABLET 5MG 10 TAB
PHYLODAY TABLET 400MG 10 TAB
CREAM WOKADINE CREAM 5% 15GM CREAM
WOKADINE SURGICAL SCRUB SOLUTION 7.5%W/V 50ML SOL
WOKADINE SURGICAL SCRUB SOLUTION 7.5% W/V 500ML SOL
AZIWOK TABLET 250MG 6 TAB
O-POWERCEF DIS-TABLET 100MG 10 DS-TAB
PELOX INJECTION 400MG 10ML INJ
OPAM TABLET 15MG 10 TAB
NORMAGUN TABLET 2.5 MG 10 TAB
SPASMO-PROXYVON INJECTION 10 MG 30ML INJ
LOZITAN TABLET 50MG 10 TAB
PRO HDL TABLET 10MG 7 TAB
PRO HDL TABLET 20MG 7 TAB
JOYZOL TABLET 7.5MG 10 TAB
JOYZOL TABLET 10MG 10 TAB
ZLEEP TABLET 5MG 10 TAB
ZLEEP TABLET 10MG 10 TAB
OPAM TABLET 30MG 10 TAB
SPASMO-PROXYVON INJECTION 10MG 30ML INJ
O-POWERCEF DIS-TABLET 200MG 4 DT-TAB
O-POWERCEF SYRUP 50MG/5ML 30ML SYRUP
KEFSTAR TABLET 125MG 4 TAB