AN

INDUSTRIAL VISIT REPORT

ON

SUBMITTED TO

BRAHMACHARI WADI TRUST INSTITUTE

OF

BUSINESS ADMINISTRATION

(AHMEDABAD)

SUBMITTED BY: - PATEL nilesh R.

S.Y.B.B.A

ROLL NO: - 2083

ACADEMIC YEAR:-2011-12

1

P reface

In today’s Globalize world, where cutthroat competition is prevailing in the Market,

theoretical knowledge is not enough, besides these one needs to have practical knowledge,

which would help an individual in his future career activities.

The main objective of the practical knowledge at this Level of BBA is to develop a

bias student as a supplement to the theoretical study of the Management subjects in general.

Industrial training helps to gain real life experience about the Industrial Environment,

Business Practices.

The theoretical knowledge and concreted ideas are the enough background for his

career development but the practical training is also having equal contribution for the

purpose. It is true to say “Practice Made Man Perfect”.

The individual training has the importance in the management education, because it

aims at improving the education level by giving it a practical direction and by making it

socially and individually relevant. The students however prepare the report on this training,

which enable them to develop corporate skills through onsite experience.

2

A cknowledgement

First, I would like to express my sincere gratitude to Claris. For providing enough

information and getting co-operation from its personnel especially. The information provided by

them is very much useful for the preparation of this report.

In addition, I wish to place on record my profound sense of gratitude and heart felt

respect to our director Prof. Bhaumik Nayak and Institute for providing me all the facilities to

make the visit for more learning oriented.

I am extremely happy to express my deep sense of gratitude and respect to my major advisor and

professors for their valuable guidance and creative suggestions during my project work.

3

CH.NO. Particular PG.NO.

PART= 1

1 Introduction of organization

-Name and Address of corporate & registered office 7- Address of plant 7- History of organization 8- Management structure & Board of Directors 11- Mission & Vision 11- List of products and brands market by organization 12- Production process 16- Corporate social responsibilities 17- Future plans 18

PART= 2

2 Industry information- Size and structure of industry 20- Major players and their relative market share 21- Nature of competition 22

PART= 3

3 Introduction to Marketing management

- Definition of marketing 24- 4Ps of marketing in brief 24

Tables of Content

4

4 Product Strategy

- List of product categories 26- List of brands under each product categories 27- Branding decisions 29- Product Lines 30- Product mix 30- Product verities 31

PART= 5

5 Pricing strategy- Definition of price 49- Factors considered while deciding price 50

6 Place strategy

5

6

- Meaning of distribution 52- Means of transportation 52- Levels of dist. Channels 53- Flows of channels 54

7 Promotion strategy- Definition of promotion 56- Advertising decisions 57- Sales promotion tools 58- Personal Selling 58

8 Conclusion 60

9 Bibliography 61

CHAPTER= 1

Introduction to Organization

Chapter-1: Introduction to Organization

7

Name of Company : - Claris Lifesciences ltd.

Address of Company : - Claris Corporate Headquarters,

Near Primal Railway Crossing,

Ellis Bridge

City: Ahmadabad

State: Gujarat

Pin code: 380006

Email ID:ipo.corp@clarislifesciences.com

Web Url:http://www.clarislifesciences.com

Address of plant : - Village: Chacharwadi, Vasna

Taluka: Sanand

City: Ahmadabad

State: Gujarat

Pin code: 382213

8

HISTORY

Having established its presence in India in 1999, Claris continues to grow from strength to

strength with every passing year.

Claris enjoys market leadership across several products and categories in India including

Propofol, Parenteral Nutrition and Infusions. The company continuously endeavors to support

upgrade of medical care in the country with the introduction of breakthrough new products and

technologies. It has several firsts to its credit including 

The revolutionary new anesthetic propofol under brand name Profol™

Oral glutamine under brand name Glutammune™

Triple chamber CAPD system Trisafe™

Triple chamber nutrition system with Parenteral route administration – TNA Peri™

Claris’ customer base in India includes institutions, large corporate hospitals and nursing homes.

In line with its commitment to the cause of critical care in the country, Claris remains at the

forefront of efforts towards medical education including participation in several national and

international congresses, supporting of training programs for young doctors, publication of

scientific journals and other such initiatives

9

1999:- Inauguration of first international office in Brazil. Clarion I, the first

Manufacturing facility with 3 production line

2002:- Received the WHO GMP certificate for our Clarion I manufacturing facility Reached

Rs. 1 billion mark in sales turnover.

2003:- Manufacturing facility approved by INVIMA, Colombia and ANVISA, Brazil

2004:- Commercial production started at Clarion II manufacturing facility

2005:- Clarion I manufacturing facility approved by the MHRA, UK Received first product

Registration from MHRA, UK. The Company received its first regulated market order

From the Netherlands. Filed 6 ANDAs with the USFDA.

2006:- First Carlyle Ventures III invested Rs. 905.04 million in Equity Shares and convertible

Preference shares in our Company.

2007:- The USFDA granted approval of our Company’s sterile injectables manufacturing

facility

In Clarion I. Received Gold Award in India Manufacturing Excellence Awards from

Frost & Sullivan Received Gujarat Logistics Award.

2008:- Received approval for 4 ANDAs in the USA Commenced own sales and marketing

Activities in the USA. Launch of a range of infusion products in non-PVC bags in India.

Received Gold Award in India Manufacturing Excellence Awards from Frost &

Sullivan Received Indian Drug Manufacturers' Association Quality Excellence Award.

10

2009:- One of our Company’s non-resident Subsidiaries entered into a business arrangement

With Pfizer Asia Contract Operations Pte. Ltd. for the marketing and supply of specific

Sterile injectables in certain regulated markets. Received Gold Award in India

Manufacturing Excellence Awards from Frost & Sullivan Received Indian Drug

Manufacturers' Association Quality Excellence Award

2010:- Received a letter from the USFDA in relation to the registration of our aseptic

Manufacturing line. Launched IPO and listed securities on BSE.

11

Management structure & Board of Directors

Mission & Vision

Vision

To be one of the worlds’ leading and most admired pharmaceutical companies in the global

Generics industry.

To continually create value and bring pride to our stakeholders, partners, customers and the

community at large.

To preserve earth’s most precious resource… human lives.

Mission A world-class organization, built on,

Outstanding performance led by Entrepreneurial culture.

Product quality through Emotional Pharmacopoeia.

Management capability, efficient processes and Technology. 

12

Youth, hard work and discipline.

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

LIST OF PRODUCTS AND BRANDS MARKET BY ORGANIZATION

Anesthesia

- Bupivacaine Injection

- Ketamine Injection

- Propofol Intravenous Anesthesia

- Midazolam Injection BP

- Lidocaine Injection IP

- Thiopentone Sodium for Injection IP

- MCT LCT Propofol

NUTRITION

Enteral Nutrition

L-Glutamine Powder

Nutritionally Balanced Enteral Diet

Parenteral Nutrition

Parenteral Amino Acid Solution

Parenteral Fat Emulsion

Parenteral Nutrient Admixture

Total Nutrient Admixture

13

Parental Trace Elements

Combination Nutrition Pack

Combination Nutrition Pack

Glutamine I. V.

PLASMA VOLUME EXPANDERS

Pentastarch/Hetastarch

Tetrastarch

Low Molecular Weight Dextran

BLOOD PRODUCTS

Normal Immunoglobulin

ANTI-INFECTIVES

Quinolone

Ciprofloxacin IV

Ofloxacin IV

Levofloxacin IV

Meropenem for Injection

Oxazolidinone

Linezolid IV

Anti-fungal

Fluconazole Injection

14

Amino glycoside

Clindamycin Phosphate for Injection USP

Nitromidazole

Metronidazole IV

Metronidazole + Dextrose Injection

RENAL & TRANSPLANT

Transplant Therapy

Cyclosporine

Sirolimus

Mycophenolate Mofetil

Multiorgan Perfusion System

Tacrolimus

Peritoneal Dialysis

Double Bag CAPD System

Triple Chamber CAPD System

Medicines

Phosphate Binders

Recombinant Human Erythropoietin

Essential Amino Acids

Cation exchange resin

Vitamin D3

Iron Sucrose

Alpha Ketoanalogue Tablet

Parenteral Amino Acids Solutions

ONCOLOGY

15

Pegylated Liposomal Doxorubicin Injection

Docetaxel Injection

Gemcitabine Injection

L-asparagines Injection

Granulocyte Colony Stimulating Factor-Filgrastim

Recombinant Human Erythropoietin Alfa

INFUSION THERAPY

Ringer Lactate Solution

Sodium Chloride & Glucose Intravenous Infusion

Mannitol Intravenous Infusion

Nutrient replenishes

Combination of Dextrose & Sodium Chloride

Multiple Electrolyte & Dextrose Injection – G

Multiple Electrolytes and Dextrose Injection – M

Multiple Electrolytes and Dextrose Injection – P

Multiple Electrolytes and Dextrose Injection – E

Sodium Chloride Intravenous Infusion

Advanced Next Generation Closed Infusion System

SELECT INJECTABLES

Heparin Sodium Injection

Metoclopramide

Diclofenac sodium

Tramadol

Frusemide

Ondansetron

Dopamine

Dobutamine

Iron Sucrose Injection

16

17

Brief Detail of Production Process

The Production Department of Claris is having the latest technology for the

Efficient production process. There are many workers in the production department for the packing process & arranging finished goods. The content of goods is filled in the bottles by machines in a computerized manner. So there are supervisors for each machine.

The production includes various huge liquid containers in which the ingredients are sterilized, mixed & filled in the bottles/bags. There are specific closed areas for these manufacturing containers. In those areas the temperature is maintained as per the requirements of production process.

So, the supervisors have to use safety gadgets like mask, cap, apron, shoes, glows, etc. These gadgets keep the supervisor safe from the negative effects caused by the temperature & chemicals. Not only for the safety of the supervisors but also for the production’s cleanliness are these gadgets being used there?

There are machines from which the liquid product is filled in the bottle/bag from itself in queue. The employees command the machines for it. There are machines which do the sealing process of the bottles/bags.

After the completion of Filling & Sealing process, the bottle/bags are been sent to the department where the details of the product are printed on it.

After all these processes, the finished goods are arranged & packed in the boxes by the workers. The packed boxes are being sent to the storage department in the box-containers.

18

CORPORATE SOCIAL RESPONSIBILITIES

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

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

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

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

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

19

FUTURE PLANS

Accepted by international regulatory authorities including USFDA, MHRA (UK), TGA

(Australia), NAM (National Agency for Medicine) Finland, GCC (Gulf Co-operation

Council), ANVISA (Agencies National de Vigilance Sanitaria) Brazil, INVIMA (Institute

National de Vigilance de Medicaments Y Aliments) Colombia, to name a few

India Manufacturing Excellence Awards from The Economic Times and Frost & Sullivan for

3 consecutive year’s viz. 2007, 2008 and 2009.

IDMA Quality Excellence Award for 4 years.

Certified for WHO GMP and ISO 9001:2000

20

Chapter-2

Industry

Information

21

Chapter-2: Industry Information

The global pharmaceutical market research has been done by many companies and

almost all of the market reports indicate a significant growth of pharmacy market in 2010-2011.

The forecasting indicates pharmaceutical market growth of about 4 - 6% in 2010-2011. The

established markets, including the US, UK, and Japan, together account for 30% of the global

demand for pharmaceutical excipients.

Pharmaceutical Industry Trends- Global Scenario

If present industry overview is taken into consideration then the global pharmaceutical

market in 2010 is projected to grow 4 - 6% exceeding $825 billion. The global pharmaceutical

market sales are expected to grow at a 4 - 7% compound annual growth rate (CAGR) through

2013. This industry growth is driven by stronger near-term growth in the US market and is based

on the global macro economy, the changing combination of innovative and mature products apart

from the rising influence of healthcare access and funding on market demand. Global

pharmaceutical market value is expected to expand to $975+ billion by 2013. Different regions

of the world will influence the pharmaceutical industry trends in different ways.

Asia Pacific Pharmaceutical MarketThe pharmacy market world over will experience significant shifts. Asia-Pacific region

will emerge as the fastest growing pharmaceutical market over the recent past. The reason for

this positive shift can be attributed to the low costs and favorable regulatory environment. This

region has experienced important developments regarding contract manufacturing, especially in

generics and APIs. Increased R&D activities in the region have helped Asia-Pacific

pharmaceutical industry to achieve an estimated market size of around US$ 187 Billion in 2009.

Here, the pharmaceutical industry is expected to grow at a CAGR of around 12.6% during 2010-

2012. It can, in fact, become the global API production hub in next few years.

pharmaceutical sales are growing at a fast rate in India, China, Malaysia, South Korea

and Indonesia due to the rising disposable income, several health insurance schemes (that

ensures the sales of branded drugs), and intense competition among top pharmaceutical

companies in the region (that has boosted the availability of low cost drugs). China’s

pharmaceutical market will continue to grow at a 20+ % annually, and will contribute 21% of

22

overall global growth through 2013. India - 3rd Largest Producer of Pharmaceuticals Across the

World- is already a US$ 8.2 Billion pharmaceutical market. The Indian pharmaceutical industry

is further expected to grow by 10% in the year 2010.

Pharmaceutical Industry in India

The Indian Pharma Industry has been performing exceptionally well with turnover rising

from about Rs. 10 core (US$ 2 million) in 1948 to a healthy Rs. 1,17,000 core (US$ 26 billion)

in 2010. Pharma exports are booming at Rs. 62,500 core (US$ 13.9 billion), with formulation

exports at US$ 5.8 billion and APIs at Us$ 8.1 billion.

The country ranks 3rd worldwide by volume of production and 14th by value thereby

accounting for around 10% of world’s production by volume and 1.5% by value. This speaks

volumes for our quality and competitive prices. There are over 10,500 manufacturing units in

India across 3000+ pharmacy companies making it an intensely competitive market. Maharashtra

with 1928 formulation units and 1211 API units is the heart of the Indian Pharmaceutical

Industry, closely followed by Gujarat with 1129 and 397, West Bengal with 694 and 62, Andhra

Pradesh with 472 and 98, Tamil Nadu with 472 and 98 units and other states accounting for the

other units. The industry provides employment to over 42 lakh persons directly and indirectly.

Over 60,000 formulations, covering almost every therapeutic segment is made available to

ensure abundant availability of common medicines at most reasonable and comparatively lowest

prices in the Indian market. The competition in the market is intense, with the presence of about

6 to 200 brands per molecule, putting pressure on companies to bring down the prices. Of around

1200 in–house R&D centers recognized by DSIR, the major work involved is in drugs and

Pharma sectors with a set-up of about 200 approved in–house R&D.

By some estimates, global R&D spends may touch US$ 100 billion by 2012, which will

be around 10% of Pharma market that time. If outsourcing is done from Indian companies, the

share can be 1-3% of the figure, which could be between US$ 1 billion-3 billion. About a third of

total R&D investment by the global Pharma industry, estimated at US$ 40-50 billion, could be

made in India over the next 10 years. Contract research in India is growing at an annual rate

between 20% to 25%. Clinical trials represent 65% of this market and new drug discovery makes

up the remaining 35%.

23

India enjoys many comparative advantages over its neighbors, including an educated

workforce that speaks English, the world’s largest democracy and second largest population, the

world's tenth largest economy, a sophisticated IT sector, and a young, entrepreneurial class that

is eager to take advantage of the country’s ongoing economic liberalizations. The middle class

totals 350 million people, which is larger than the entire U.S. population. By 2020, 47% of

Indians will be between the ages of 15 and 59, compared with 35% now. It is estimated that by

2023, India will have over 500 million employable populations. The working-age populations of

the U.S. and China are projected to shrink. India is thus destined to have the world's largest pool

of workers and consumers. CVS disorders are expected to emerge as the biggest killers in India

by 2015. India already is the diabetic capital of the world. Naturally, therapeutic segments like

antiulcer ants, antihypertensive, CVS & CNS drugs are showing growth rates of 25-30%. With

greater awareness towards preventive aspects of health & campaigns by the government, the

consumption of vaccines has increased. Increase in literacy, exposure to various media,

availability of information about the new therapies will create more awareness of the drugs and

eventually result in increased consumption of the drugs in India.

24

Chapter-3 Introduction

To

Marketing management

Ch.-3: Introduction to Marketing management

25

Definition of marketing:-

“Marketing can be define as a process of creating, communating & delivering value to the target customer”4Ps of marketing in brief:-

26

PRODUCT

Quality

Veriety

Style & Design

Labling

Brand

Guarantee & WaranteePackagingPrinarySecondery

Chapter-4

Product Strategy

27

Chapter-4: Product Strategy

P roduct Product is any thing that can be offered to a Market for attention, acquisition, use or

consumption that might satisfy a want or need.

Product Policy and strategy is the corner stone of Marketing Mix. If the Product fails to

satisfy the consumer demand, no additional cost on any of other ingredients of the Marketing

will improve the Product performance in the Market. Products are the Building Blocks of the

Marketing plan.

A company while consider its product it has to consider some factors related to Product like

Variety, Quality, Features, Brand Name, Packaging, Sizes, Services, Warranties etc…Product

Quality is most important for the Company. For the Quality improvement, TQM (Total Quality

Management) is necessary.

List of product categories:-

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

28

List of brands under each product categories:-

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

NUTRITION Enteral Nutrition

L-Glutamine Powder Nutritionally Balanced Enteral Diet

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

PLASMA VOLUME EXPANDERS Pentastarch/Hetastarch Tetrastarch Low Molecular Weight Dextran

BLOOD PRODUCTS Normal Immunoglobulin

ANTI-INFECTIVES Quinolone

Ciprofloxacin IV Ofloxacin IV Levofloxacin IV Meropenem for Injection

Oxazolidinone Linezolid IV

Anti-fungal Fluconazole Injection

Amino glycoside Clindamycin Phosphate for Injection USP

Nitromidazole Metronidazole IV

ONCOLOGY Pegylated Liposomal Doxorubicin Injection Docetaxel Injection Gemcitabine Injection L-asparagines Injection Granulocyte Colony Stimulating Factor-Filgrastim Recombinant Human Erythropoietin Alfa

29

Metronidazole + Dextrose Injection RENAL & TRANSPLANT

Transplant Therapy

Cyclosporine Sirolimus Mycophenolate Mofetil Multiorgan Perfusion System Tacrolimus

Peritoneal Dialysis

Double Bag CAPD System Triple Chamber CAPD System

Medicines

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

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

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

30

Branding : -

“A brand can be defined as the name, term, sign, symbol, logo, design or a combination

of them intended to identify the goods & services of the marketers & to differential to

them from the competitor.”

Branding decisions : -

Hear two decisions related to brand.

1. Not to brand2. Branding

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

2) Branding :- Hear In this decision company can give name to product. In present many

company enter in the market and sell the product , so brand is useful to

differentiate marketer or company , if company can not give name to dose

not work in market long time because without name customer can not

identify the product.

STRETIGES OF BRAND:-

1) Individual name

2) Blanket family name

3) Corporate name combined with individual name [dual brand name]4) Separate family name for separate product

COMPANY FOLLOW THE INDIVIDUAL NAME IN BRANDING STRATAGIES

31

Product Lines:-

“Product line can be known as group of homogeneous products that have same usage

pattern, similar characteristics, and falls under similar price range and distributed to

similar distribution channel.”

Hear two Product lines related to brand.

1) Product line stretching

2) Product line filling

1) Product line stretching :-

Product line stretching takes place when company extends its product line beyond the

current range of product. Or in other word company move one target segment to other

target segment.

Product line stretching are three types:-

1) Down ward line stretching

2) Up ward line stretching

3) Two way line stretching

2) Product line filling :-

Product line filling is a strategy to extend the product line here, marketer doesn’t

change the target segment and he keeps on adding more products in the current

segment only.

Product mix:-

“Product Mix can be known as combination of all the products line or sum total of all the

Products offered by company to customers”

Product mix has four elements:-

1) Product mix width

2) Product mix length

3) Product mix depth

4) Product mix consistency

32

Product verities:-

Anesthesia

- Bupivacaine Injection

 Product  Strength  Features  PresentationBUPICAN

BUPICAN HEAVY 

0.5%   Longer acting local anesthetic Duration of action is 2-3 hours Protein bound to greater extent as compare

to other local anesthetic Can be used for surgery, diagnosis &

analgesia  

4 ml glass ampoule 20 ml glass vial  

33

- MCT LCT Propofol

 Product  Strength  Features  PresentationProfol Spiva 

10 mg / ml   Less pain on site of injection

Faster metabolism of Lipid

Less lipid overload

Suitable IV anesthetic agent for Pediatric  and Obese / Hyperlipidemic patients  

10 / 20 / 50 ml in glass vial  

- Propofol Intravenous Anesthesia

 Product  Strength  Features  PresentationPROVIVE / PROFOL / Prosafe 

10 mg / ml   Smooth and rapid induction

Rapid and clear headed recovery

Minimal psychomotor impairment

Minimal post-operative nausea & vomiting

10 / 20 / 50 / 100 ml in glass vial  

34

No theater pollution  

NUTRITION

Enteral Nutrition

L-Glutamine Powder

Product  Strength  Features  PresentationGlutammune  NA   Sugar free granules

Easily soluble and free flowing granules

Convenient pack size Available in Lemon Flavour /

Flavour Free  

6 sachets of 15g each in primary carton  

Parenteral Nutrition

Parental Trace Elements

Product  Strength  Features  PresentationCELECEL 5 

Zinc, Copper, Chromium, Manganese & Selenium  

Contains Trace elements as per RDA  

3 ml Vial  

35

Combination Nutrition Pack

 Product  Strength  Features  PresentationCELEMIX  5% Amino acids &

5% sorbitol (750 ml) with 20% fat emulsion (250 ml)  

Non-protein Energy - 650 kcal

Total Energy - 800 kcal Proteins - 37.5 g Nitrogen - 5.43 g Provides proteins,

carbohydrates & fats simultaneously

Can be infused peripherally Convenient to administer and

monitor  

bottle-bottle combination(1000ml)  

36

PLASMA VOLUME EXPANDERS

Pentastarch/Hetastarch

Product  Strength  Features  PresentationHESTAR-200

HESTAR-450 

3% / 6% / 10%

6%  

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

Expansion duration 6-8 hours  

500 ml in PE bottle and UniBag

500 in PE bottle and UniBag 

Tetrastarch

 Product  Strength  Features  PresentationTetraHES  6%   Duration of Volume

Expansion: 4–6 hours Volume Expansion: 100 %  

500 ml in UniBag  

37

Low Molecular Weight Dextran

 Product  Strength  Features  PresentationMICROSPAN - 40

MICROSPAN - 40

MICROSPAN - 40

MICROSPAN - 40 

10%

10%

10%

10%  

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

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

10% w/v Dextran-40 in 5% Dextrose (isotonic)

10% w/v Dextran-40 in 5% Dextrose (isotonic)  

500 ml in PE bottle

500 ml in PE bottle

 

38

BLOOD PRODUCTS

Normal Immunoglobulin

Product  Strength  Features  PresentationNORGLOBIN IVIG(5% Normal immunoglobulin) 

5% Human Protein  

All four subtypes of IgGs are components in the product and the proportion is similar to that of human normal plasma subclass.

Purity > 98% (IgGs molecule are 100% monomer)

IgGs content > 50 g/L Only trace amount of LgA. PKA content < 25 IU/ml Adverse reactions having known

are less than 0.1% Two effective & secure virus

inactivation process : Pasteurization (600C for 10 hours) and low pHincuba tion  

5 g in 100 ml glass bottle  

39

ANTI-INFECTIVES

Quinolone

Ciprofloxacin IV

Product  Strength  Features  PresentationCiprox / Ciproquin 

Each 100 ml contain Ciprofloxacin - 200 mgwater for injection q.s.  

Broad spectrum aerobicidal quinolonez

 

100 ml PE bottle  

Nitromidazole

Metronidazole IV

 Product  Strength  Features  PresentationMetris / Tenaflox 

0.5%   Potent anaerobicidal   100 ml PE Bottles  

40

Oxazolidinone

Linezolid IV

 Product  Strength  Features  Presentation

Linezox  Each 100 ml contains

Linezolid 200 mg

Water for injection

9.5  

Unique mechanism of action

Lack of cross-resistance with

existing antimicrobials

A spectrum of activity that

includes clinically important

pathogens

Excellent activity against

enterococcal isolates

Absolute bioavailability is

100%

No development of resistance

in vitro  

300 ml PE bottle  

41

RENAL & TRANSPLANT

Transplant Therapy

Cyclosporine

Product  Strength  Features  PresentationCYRINSoftgeletin capsules 

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

Small globule size, more bio-availability

Stringent quality tests during manufacturing process

With unique HLB system Alcohol have for better  

5 capsule / strip6 strips / box  

42

Peritoneal Dialysis

Double Bag CAPD System

 Product  Strength  Features  PresentationBi Safe system  

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

Complete integrated disconnect CAPD system

Filled bag attached with empty drain bag to provide flush before fill facility.  

2000 ml in bag  

Medicines

Phosphate Binders

 Product  Strength  Features  PresentationCALBIN  667 mg   Phosphate binding capacity is double as compared to calcium carbonate  10 tablets/strip10 strips/box  

43

ONCOLOGY

Pegylated Liposomal Doxorubicin Injection

 Product  Strength  Features  PresentationLIPEG  20mg     10 ml vial  

Docetaxel Injection

 Product  Strength  Features  PresentationNEUDOC  20mg

80mg120mg  

  7.5 ml vial15 ml vial20mg vial  

44

Gemcitabine Injection

Product  Strength  Features  PresentationJEMCITA  200mg

1000mg    15ml vial

50mg vial  

45

INFUSION THERAPY Sodium Chloride & Glucose Intravenous Infusion

 Product  Strength  Features  PresentationDNS  Each 100ml

contains:Sodium Chloride 0.9 gGlucose Anhydrous 5.0 g  

Technology: Latest (AFFS) - no human touch / contamination. Crown protector cap: Protects the nipple from pressure.  

500 / 1000 ml  

Mannitol Intravenous Infusion

 Product  Strength  Features  Presentation20M  Each 100ml contains

Mannitol 0.20 g   Technology 

Latest (AFFS) - no human touch /contamination.

Metabolism Rapidly metabolized in liver and excreted by kidney, without toxic metabolites  

100 / 350 ml  

46

Nutrient replenishes

 Product  Strength  Features  Presentation5D/10D/25D  Each 100 ml

contains: Glucose eq. to Glucose Anhydrous 5/10/25.0 gWater for Injection I.P. - q.s  

Technology: Latest (AFFS) - no human touch / contamination.

Crown protector cap: Protects the nipple from pressure.  

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

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SELECT INJECTABLES

Heparin Sodium Injection

Product  Strength  Features  PresentationHEPAREN / ARAPIN / ANTICLOT 

1000 IU5000 IU25000 IU  

Good clinical efficacy

 

5 ml Glass vial  

Metoclopramide

Product  Strength  Features  PresentationEMINIL / REMETIN 

5 mg / ml   Older & trusted drug Peristaltic as well as anti-emetic

agent Used after anti cancer

medication & diabetic gastro paresis

Useful to prevent PONV  

2 ml glass ampoule  

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Diclofenac sodium

 Product  Strength  Features  PresentationDFLAM  25 mg / ml   Used to relieve pain,

tenderness, stiffness, inflammation.

NSAID also used in anti allergic preparations.

Its potency is greater than indomethacin & naproxen.  

3 ml glass ampoule  

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Chapter-5

Pricing strategy

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Chapter-5: Pricing strategy

P RICE

INTRODUCTION:-

The amount of money charged for a product or service, or the sum of the values that

consumers exchange for the benefits of having or using the product or service. In simple words,

Price is what customers pay to get the product.

Pricing governs the very feasibility of any Marketing programmes because it is the only

element in the Marketing Mix, which accounts for demand as well as Income or Revenue. All the

other elements of the Marketing Mix are cost elements.

This ‘P’ of Marketing Mix includes,

List of Price

Discount

Allowances

Payment Period

Credit terms …

While manufacturer decide the price of the Product, he also consider the Price of the

Competitors.

Definition:-

“Price is the exchange value at producer or service always express in money”

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Factors Affecting Price:-

Whether :

Role of weather in rice production is immense. Temperature, rainfall and

soil moisture are the important parameters that determine the crop condition. Further,

natural calamities can also affect crops. Markets keep watch of these developments.

Minimum Support Price:  

Changes in the minimum support prices (MSP) by the government also

have immense impact on the price of rice.

Government policies:  

Exchange rates, Fiscal policies, Export incentives and export promotion

also influence price.

Consumption:  

Rice consumption depends on two factors - population and income. Let’s

take for example Asia. Rice is the staple food of Asia. Low-income groups consume

more rice according to the per capita income increase. But as the income increases, there

arrives a point when the consumption starts to dip. Income growth and reduction in

population result in a low consumption of rice.

Seasonal cycles:  

Seasonal cycles are present in rice cultivation. Price tends to be lower as

harvesting progresses and produce starts coming into the market. At the time of sowing

and before harvesting price tends to rise in view of tight supply situation.

Demand:  

Import demands as well as domestic demand.

Breakthrough in the technology may increase the productivity and would

lead to more supply. This may bring some softness in the price.

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Chapter-6 Place strategy

53

Chapter-6: Place strategy

P LACE

Place includes company activities that make the product available to target consumers.

To sell the product in the Market Place is necessary. It is also known as the Distribution

Channels.

Producers sell their products in the Market by two ways, Direct Marketing and Indirect

Marketing. In the Direct Marketing there is nothing like Channel. The producers directly sell

the product to the final Customer, while in the Indirect Marketing there are number of inter-

mediatory between the producer and the potential customers.

This ‘P’, which is Place, includes following:

Channels

Coverage

Assortment

Location

Inventory

Transportation

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LEVELS OF DISTRIBUTION CHANNELS:-

1-Level channel:-

2-Level channel:-

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MANUFACTURER

HOSPITALS

CUSTOMER

MANUFACTURER

MEDICAL REPRSENTATIVE

DOCTOR

CUSTOMER

Flows of channels:-

PHYSICAL FLOW:-

TITLE FLOW:-

PAYMENT FLOW:-

INFORMATION FLOW:-

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SUPPLIER

TRANSPORTER WARE HOUSE

MANUFACTURER

TRANSPORT WARE HOUSE

HOSPITALS

CUSTOMER

SUPPLIER

MANUFACTURER

HOSPITALS

CUSTOMER

SUPPLIER

BANK

MANUFACTURER

BANK

HOSPITALS

CUSTOMER

SUPPLIER

TRANSPORTER WARE HOUSE

MANUFACTURER

TRANSPORT WARE HOUSE

HOSPITALS

CUSTOMER

Chapter-7

Promotion strategy

57

Chapter-7: Promotion strategy

P ROMOTION

Promotion means activities that communicate the merits of the product and persuade

target customers to buy it. In the other words, Promotion means to push forward an idea in such a

way as to gain its acceptance and approval. Promotion is any communicative activity whose

main object is to move forwards a product, service or idea in a channel of distribution.

Promotion has been defined as “Co-oriented efforts to establish channels of information

and persuasion to facilitate or foster the sale of goods or services or acceptance of ideas or point

of view.”

The following are the functions of Promotion, which play an important role in it and

through which customers aware about the product:

Advertising

Personal Selling

Sales Promotion

Publicity

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ADVERTISING: -

We can declare advertising as any paid form of non-personal presentation of ideas,

goods, or services by an identified sponsor. Advertising is the most important of all tools of

promotion. There will be hardly a field of business in which advertising is not used for sales

expansion. It is not exaggeration to say, “Modern age is the age of advertising”. It is the

foundation of modern trade and industry.

Advertising is one of the most powerful tools in marketing. Advertising is only paid

form of non-personal presentation and promotion ideas, goods or services of our identified

sponsor.

Advertising activity has to be undertaken for a company to promote tits sales. This is

possible due to the following strengths or characteristics of advertising: -

It offers planned and controlled first stage.

It can contact and influence numerous people simultaneously, quickly and at low cost per

prospect.

It can reach prospects that can’t be approached by salesman.

It is very useful to create maximum interest and offer adequate knowledge.

Generally, company prefers the print media for the advertisement but it depends on the

Product how, when, where and whom to advertise.

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SALES PROMOTION: -

Sales Promotion is an important instrument to lubricate the marketing efforts. It is an

internal part of the marketing effort. Sales Promotion is referred to activities other than

salesmanship, advertising and publicity that stimulate consumer purchasing and dealer

effectiveness. It consists of a diverse collection of innovative tools, mostly short term, designed

to structure quicker and greater purchase of particular product by consumers or dealers. In short,

where advertising offers reasons to buy, sales promotion offers incentive and motivation to buy.

Sales Promotion is defined by the American Marketing Association to mean, “Those marketing

activities other than selling advertising and publicity that stimulate consumer purchasing and

dealer effectiveness, such as display shoes and expositions, demonstration and various non-

recurrent selling efforts not in the ordinary routine”.

PERSONAL SELLING: -

Personal Selling is the process of inducing and assisting a prospective buyer to buy a commodity

or services or to favorably rely upon idea that has commercial significance with the sellers,

personal selling is highly distinctive and the only form of promotion involving is face to face

relationship or interpersonal interaction or communication between a sales person and one or

more prospective customer. As far as personal selling is concerned it is related to consumer

goods that are portable and can be easily shown to the prospective consumers as and when

required.

60

Chapter-8

Conclusion

61

Conclusion

It was a very great experience of visiting Claris Lifesciences Limited situated at Changodar GIDC,

Ahmadabad. The venture is developed in the land of 75 acres which is a very huge place. You can see

greenery all over as you enter the gate. The grass loan & trees are very well maintained over there. This

eco-friendly environment is created by the wasted water used for production. The internal & external

environment of the venture is very hygienic & healthy. We saw the production process of injectables live

which was a learning experience. The HR Head visited our students‟ group & had a great conversation

about management topics, personnel management specially & on our career in the field of management. It

was a great experience for me & our group.

Bibliography

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websites :-

WWW.clarislifesciences.com

Reference book :-

1) Marketing Management(Philip kotler)

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