PROJECT REPORT

On

Pharma Marketing of

In Partial Fulfillment of the requirement for

MBA DEGREE PROGRAMME

By Kamini Kumari

Of G.B.T.U. Lucknow

(Session 2009-11)

Under the Guidance : Submitted By:Ms Ruchi Jain Manisha Sharma (Project Guide) MBA IVth Sem.

Roll No.0900170025

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ANAND ENGINEERING COLLEGE, AGRA GAUTAM BUDDH TECHNICAL UNIVERSITY,

LUCKNOWDECLARATION

I, Manisha Sharma student of ANAND ENGINEERING

COLLEGE, AGRA Masters of Business Administration,hereby

declare that I have completed Summer Internship on “Cipla” as part of

the course requirement.

I further declare that the information presented in this project is true and

original to the best of my knowledge.

Manisha Sharma MBAIVth SEM.

Date: Roll No.0900170025Place: AGRA

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ACKNOWLEDGEMENT

Behind every achievement lies a unfathomable sea of gratitude to

those who have extended their support and without whom it would never

have come into existence. To them we say our words of gratitude.

I would also like to extend my heartfelt gratitude to him for his constant

encouragement and valuable insight, guidance and facilities at all phases

of the Research.

I would also like to acknowledge the support and guidance of Ms Ruchi

Jain (Project Guide) without his help and encouragement it would have

been practically impossible to complete this project.

Last but not least I am also thankful to (Faculty HR) of ANAND

ENGINEERING COLLEGE, AGRA .

Manisha Sharma MBAIVth SEM.

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Roll No.0900170025

PREFACE

I have study and analyze the different aspects of investment

companies (mutual funds) of India and has also done the

comparative analysis Hedge Funds and their applicability in Indian

Industry related to different company’s mutual funds for the

submission of research report in college and university in the partial

fulfillment of Master of Business Administration degree program.

Today the mutual fund industry has emerged as the most

dynamic segment of the Indian financial system, thanks to the

rigorous policy initiatives of the government. Till 1987,UTI was the

only mutual fund with an investiable fund of Rs.6700 crores. The

industry has witnessed an unprecedented level of growth with the

entry of mutual funds sponsored by nationalized bank and insurance

companies in1987. By the end of 1992-93, the funds under

management rose to nearly Rs.48,000 crores. The mutual fund

activity attained momentum in1993 with the opening up of the

industry to private sector fund operators and, consequently, by

1995, the investiable funds of the industry have crossed Rs.72,000

crores. By the end of 1994-95, 11 private sector and nine public

sector mutual funds, excluding UTI, came into operation.

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As mutual fund industry is one of the important industries in

today’s scenario so, I have tried to analyze different mutual funds

related to different industries both public as well as private.

The report contains the analysis and interpretation of various

aspects of mutual fund industry. The starting part of the report

gives the description of the evolution, growth, classification and

current status of mutual funds in India with a focus on the problems

and prospects of the industry.

The later part of the report deals with the research that is

research methodology used and the analysis and interpretations of

different companies mutual funds along with the findings of the

research and recommendation to improve this industry.

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1.1 General Introduction

As Cipla has high numbr of products, so it was very difficult to

market all products at the same time. To handle this problem it was

found convenient to divide all the products into different categories,

& designate a separate set of people responsible for marketing for a

particular set of products. In order to categorize product five sets

were created & all these set of people are named as divisions.Five

divisions of cipla are as follows:-

1. LIFE CARE DIVISION

2. ASTHMA CARE DIVISION

3. CARDIAC CARE DIVISION

4. SUPRA CARE DIVISION

5. SPECIAL DIVISION

6. CUTICAL CARE

7. OMLI CARE

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1.2 OBJECTIVE OF THE STUDY

Primary objective of the study are known and understand

To identify those required Marketing EXPORT DOCUMENTS.

To identify the way of Marketing export and to understand

different Strategies for tapping export market.

To understand selecting of suitable port for exporting of

Their product.

To study different incentive given by government for

Promoting export.

To identify the tariff barrier in shoes industry.

To study different services offered by the C.H.A (custom

housing agent

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1.3 INDUSTRY PROFILE

a. Origin and development of the industry :-

Cipla Cipla exports raw materials, ...

For API ’s

Food and Drug Administration

(FDA),USA

For finished formulations

Medicines Control Agency

(MCA),UK

Therapeutic Goods Administration

(TGA), Australia

The South African Medicines and Medical Device

Regulatory Authority

(SAMMDRA), South Africa

National Institute of Pharmacy

(NIP), Hungary

Pharmaceutical Inspection Convention

(PIC), Germany

World Health Organisation

(WHO)

State Institute for the control of drugs,

Slovak Republic

ANVISA,

Brazil

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b. Growth and present status of the industry :-

1.-Provision for tax includes deferred taxation.

2.-The Company is exclusively in the pharmaceutical business

segment.

3.-The figures of the previous year have been regrouped to render

them comparable with the figures of the current year.

4.-No investor grievances were pending at the beginning of the

quarter. During the quarter ended 31st December, 2003, 68

investor grievances were received and have been suitably replied.

5.-The Company had challenged the inclusion of the drugs -

Salbutamol, Theophylline, Ciprofloxacin and Norfloxacin within the

ambit of price control. The petition filed by the Company had been

decided in favour of the Company by the Bombay High Court, which

held that the said drugs were outside the ambit of price control.

However, on appeal filed, the Supreme Court has remanded the

matter to the Bombay High Court for further and more detailed

examination in light of the principles laid down by the Supreme

Court. The Supreme Court has also permitted the government to

recover 50% of the amount that they claimed have been

overcharged. The government has sent notices to the Company

demanding an aggregate of Rs.179.83 crores in respect of the said

drugs, which according to them is 50% of the amount allegedly

overcharged by the Company till July, 2003. The Company has

however not paid the same in view of the interim orders obtained by

the Company in different proceedings from the Karnataka High

Court and the Allahabad High Court in respect of the

abovementioned drugs. The Company has also obtained legal

opinion that it is not liable to make any payment of the said

amounts at this stage in view of the aforementioned orders.

Accordingly, the Company continues to consider the impugned

demand as a contingent liability.

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6.-The above results were taken on record at the meeting of the

Board of Directors held on 30thJanuary, 2004.

2. Factors Affecting Productivity Growth

FINANCIAL REVIEW - QUARTER ENDED DECEMBER 2003

Financial performance:

(Rupees in millions)

 -Q3 FY0304-Q3 FY0203-% change

Domestic-2995.5-2641.7-13.4%

Exports- - - 

Formulations-997.6-713.6-39.8%

APIs-1068.9-433.9-146.3%

Total-5062.0-3789.2-33.6%

Other operating income-163.5-80.8-102.4%

Total-5225.5-3870.0-35.0%

Operating margin-21.0%-23.0%- 

Profit before tax-20.3%-22.4%- 

Profit after tax-14.4%-17.2%- 

 Cipla topped the monthly rankings for sales of prescription drugs

during December 2003 (as per ORG report). Domestic sales for the

third quarter 2003 recorded a growth of more than 13% and export

sales for the same period recorded an impressive growth of 80%.

The anti-asthmatics and cardiovascular segments have shown good

performance in the domestic market. In the exports markets, the

anti-AIDS, anti-depressants, anti-asthmatics and CNS segments

have shown good performance.

Material cost (as a percent to sales) is lower on account of product

mix mainly due to exports (both formulations and APIs) where the

margins have been higher as compared to the previous quarters of

the current year.

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Other expenses have increased mainly due to increase in

maintenance costs of our units to meet international regulatory

standards and higher recurring costs on overheads such as

manufacturing, stores & spares, etc.

Excise duty has increased due to change in proportion of dutiable

products to duty-exempted products.

The increase in interest cost is due to short-term borrowings during

the quarter.

The net tax liability for the quarter has gone up as a percentage to

profit before tax due to lower deduction available to the Company

on account of export profits u/s 80 HHC of the Income Tax Act from

Rs 37 cr in FY 0203 to Rs 22.5 cr in FY 0304.

Other operating income has increased during the quarter due to

payments received for product development under various

agreements with foreign partners & higher export benefits.

a. Future of the industry :-

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Launches of products:

To maintain the leadership position Cipla launches 4-5

products every year in each division according to the potential &

growth of molecules. In order to remain in leadership position we at

Cipla always try to gather as much a s possible information about

consumer preferences & there needs related to changing times &

life style. To launch 4-5 products in every division we contently relay

on unmatched R&D efforts and our qualified scientist.

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2.1 Origin of the organization :-

Khwaja Abdul Hamied, the founder of Cipla, was born on October 31,

1898. In college, he found Chemistry fascinating. He set sail for

Europe in 1924 and got admission in Berlin University as a research

student of “The Technology of Barium Compounds”. He earned his

doctorate three years later.

In 1935, he set up the Chemical, Indistrial & Pharmaceutical

Laboratories, which came to be popularly known as Cipla. He gave

the company all his patent and proprietary formulas for several

drugs and medicines, withoug charging any royalty. On August 17,

1935, Cipla was registered as a public limited company with an

authorized capital of Rs. 6 lakhs.

The search for suitable premises ended at 289, Bellasis Road

(the present corporate office) where a small bungalow with a few

rooms was taken on lease for 20 years for Rs. 350 a month. Cipla

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was officially opened on September 22, 1937 when the first

products were ready for the market. On October 31, 1939, the books

showed an alltime high loss of Rs. 67,935. That was the last time

the company ever recorded a deficit.

The whole of Cipla was plunged into gloom on June 23, 1972

when Dr. K. A. Hamied passed away.

Cipla is one of the leading organizations of India related with

health care products. Every company wants to increase its sales

potential and to increase its position in the market. Therefore it is

the aim of every company to expand its business and to have

highest market share.

Therefore Cipla has assigned me a project on to collect the

information from retailers regarding the Cipla product and

competitors in Lucknow. This project will be helpful in someway in

finding the brand having the gratest market share in Lucknow.

Which company’s brand is leading in the cardiac market? This

project was extended, by visiting the doctors to aware them for the

pre hypertension stage according to the JNC – 7 guidelines & also to

know which class of anti hypertensives is preferred by the doctors.

The present study is based on a sample of 100 retailers and

14 doctors of Lucknow. Though the size of sample may be

considered small but due to time constraints there was no

alternative.

However, all attempts have been made to survey the

customers from all the areas in Lucknow. I have applied cluster

sampling in both the projects.

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Khwaja Abdul Hamied, the founder of Cipla, was born on October

31, 1898. The fire of nationalism was kindled in him when he was

15 as he witnessed a wanton act of colonial highhandedness. The

fire was to blaze within him right through his life.

In college, he found Chemistry fascinating. He set sail for Europe

in 1924 and got admission in Berlin University as a research

student of "The Technology of Barium Compounds". He earned

his doctorate three years later.

In October 1927, during the long voyage from Europe to India, he

drew up great plans for the future. He wrote: "No modern

industry could have been possible without the help of such

centres of research work where men are engaged in compelling

nature to yield her secrets to the ruthless search of an

investigating chemist." His plan found many supporters but no

financiers. However, Dr Hamied was determined to being "a

small wheel, no matter how small, than be a cog in a big wheel."

Cipla is born

In 1935, he set up The Chemical, Industrial & Pharmaceutical

Laboratories, which came to be popularly known as Cipla. He

gave the company all his patent and proprietary formulas for

several drugs and medicines, without charging any royalty. On

August 17, 1935, Cipla was registered as a public limited

company with an authorised capital of Rs 6 lakhs.

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The search for suitable premises ended at 289, Bellasis Road (the

present corporate office) where a small bungalow with a few

rooms was taken on lease for 20 years for Rs 350 a month.

Cipla was officially opened on September 22, 1937 when the first

products were ready for the market. The Sunday Standard wrote:

"The birth of Cipla which was launched into the world by Dr K A

Hamied will be a red letter day in the annals of Bombay

Industries. The first city in India can now boast of a concern,

which will supersede all existing firms in the magnitude of its

operations. India has lagged behind in the march of science but

she is now awakening from her lethargy. The new company has

mapped out an ambitious programme and with intelligent

direction and skillful production bids fair to establish a great

reputation in the East. "

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Mahatma Gandhi visits Cipla

July 4, 1939 was a red-letter day for Cipla, when the Father of the

Nation, Mahatma Gandhi, honoured the factory with a visit. He

was "delighted to visit this Indian enterprise", he noted later.

On October 31, 1939, the books showed an alltime high loss of Rs

67,935. That was the last time the company ever recorded a

deficit.

In 1942, Dr Hamied’s blueprint for a technical industrial research

institute was accepted by the government and led to the birth of

the Council of Scientific and Industrial Research (CSIR), which is

today the apex research body in the country.

In 1944, the company bought the premises at Bombay Central

and decided to put up a "first class modern pharmaceutical works

and laboratory." It was also decided to acquire land and buildings

at Vikhroli. With severe import restrictions hampering production,

the company decided to commence manufacturing the basic

chemicals required for pharmaceuticals.

In 1946, Cipla’s product for hypertension, Serpinoid, was

exported to the American Roland Corporation, to the tune of Rs 8

lakhs. Five years later, the company entered into an agreement

with a Swiss firm for manufacturing foromycene.

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Dr Yusuf Hamied, the founder’s son, returned with a doctorate in

chemistry from Cambridge and joined Cipla as an officer in

charge of research and development in 1960.

In 1961, the Vikhroli factory started manufacturing diosgenin.

This heralded the manufacture of several steroids and hormones

derived from diosgenin.

The founder passes away

The whole of Cipla was plunged into gloom on June 23, 1972

when Dr K A Hamied passed away. The Free Press Journal

mourned the death of a "true nationalist, scientist and great

soul…. The best homage we can pay to him is to contribute our

best in the cause of self-reliance and the prosperity of our

country in our fields of endeavour."

Cipla set up an agricultural research division in Bangalore in early

1973. The division worked on cultivation of several medicinal

plants, particularly the Dioscorea species. The Bangalore factory

was opened on October 22, 1977.

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Awards and achievements

Cipla was awarded the Chemexcil Second Award for 1978-79, in

recognition of the company’s role in the international market as

also the high ratio of exports to local sales.

The Chemexcil First Award followed this, in 1981-82. In 1983,

Cipla bagged the Sir P C Ray Award for the development of

indigenous technology in the face of stiff competition.

In another landmark achievement that hit the headlines in the

same year, Cipla developed two anticancer drugs, vinblastine

and vincristine from the common garden plant Vinca rosea. This

was in association with the National Chemical Laboratory.

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Commercial production commenced in Cipla’s fourth factory at

Patalganga in November 1983. Located in the middle of a green

island, the plant incorporated the latest technical facilities in

accordance with Good Manufacturing Practices.

In 1985, the US FDA approved Cipla’s bulk drug manufacturing

facilities for the first time. In 1988 Cipla won the National Award

for Successful Commercialisation of Publicly Funded R&D.

In keeping with its leadership position in anticancer drugs, the

company pioneered the manufacture of the antiretroviral drug,

zidovudine, in technological collaboration with Indian Institute of

Chemical Technology in 1993.

In 1994, Cipla’s fifth factory began commercial production at

Kurkumbh, Maharashtra.

Heralding a new era in inhalation therapy, Cipla launched its

transparent Rotahaler, the world’s first such dry powder device,

in 1995.

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In 1997, the palliative cancer care centre set up by the Cipla

Foundation, began offering free service to terminally ill patients

at Warje, near Pune.

In 1998, Cipla launched lamivudine, thus becoming one of the

few companies in the world to offer all three component drugs of

retroviral combination therapy (the other two being zidovudine

and stavudine).

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Dr K A Hamied sets up "The Chemical, Industrial and

Pharmaceutical Laboratories Ltd." in a rented bungalow, at

Bombay Central.

As the Second World War cuts off drug supplies, the company

starts producing fine chemicals, dedicating all its facilities for the

war effort.

Sets up first research division for attaining self-sufficiency in

technological development.

Starts operations at second plant at Vikhroli, Mumbai, producing

fine chemicals with special emphasis on natural products.

Cipla manufactures ampicillin for the first time in the country.

Starts Agricultural Research Division at Bangalore, for scientific

cultivation of medicinal plants.

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Cipla launches medicinal aerosols for asthma.

Wins Chemexcil Award for Excellence for exports.

Fourth factory begins operations at Patalganga, Maharashtra.

Develops anti-cancer drugs, vinblastine and vincristine in

collaboration with the National Chemical Laboratory, Pune. Wins

Sir P C Ray Award for developing inhouse technology for

indigenous manufacture of a number of basic drugs.

US FDA approves Cipla’s bulk drug manufacturing facilities.

Cipla wins National Award for Successful Commercialisation of

Publicly Funded R&D.

Lauches etoposide, a breakthrough in cancer chemotherapy, in

association with Indian Institute of Chemical Technology.

The company pioneers the manufacture of the antiretroviral

drug, zidovudine, in technological collaboration with Indian

Institute of Chemical Technology, Hyderabad.

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Cipla's fifth factory begins commercial production at Kurkumbh,

Maharashtra

Launches transparent Rotahaler, the world's first such dry

powder inhaler device now patented by Cipla in India and abroad.

The palliative cancer care centre set up by the Cipla Foundation,

begins offering free services at Warje, near Pune.

Launches lamivudine, becoming one of the few companies in the

world to offer all three component drugs of retroviral combination

therapy (zidovudine and stavudine already launched).

Launches Nevirapine, antiretroviral drug, used to prevent the

transmission of AIDS from mother to child.

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2.2 Growth and development of organization :-

27

2.3 Present status of the organization :-

Ever since inception in early 1970s, Benara has emerged as a

leading brand in Engine Bearings, Bushes and Bi-metallic strips in

copper – lead, aluminium - tin alloys. In fact, Benara has emerged as

one of India’s largest manufactures of Engine Bearings and Bushes

in technical collaboration with South Korea.

We at Benara go by a corporate vision which places emphasis on

the creation of world – class quality products that not only match

consumer specifications, but often exceed them.

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2.4 Future plans of the organization :-

The organization has plans to explore and exploit more

business opportunities, in the fields of manufacturing and supplying,

components of cast Iron and Steel costing basically to the

customers at the corporate levels to have long term consistent

business. In this regard, the management is committed to focus its

maximum attention on customer services by ensuring customer’s

requirement of all types and also the product requirements as

determined by themselves. And the entire activities controls are

through implementation of quality systems as on today ISI. The

organizations are absolutely free from financial constraints and is

happily willing to accept and undertake any feasible proposals in

this direction.

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2.5 Functional Departments of the organization :-

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CIPLA RANGE OF PRODUCTS ARE MANUFACTURED

IN 18 STATE-OF-THE-ART FACILITIES AS UNDER:

Manufacturing facilities

Vikhroli, Mumbai

Formulations

Bangalore

Bulk drugs, formulations, natural products

Patalganga

Bulk drugs, formulations

Kurkumbh

Bulk drugs, formulations

- 

Dedicated licensed manufacturing facilities

Bangalore

Intermed Pharma Pvt. Ltd.

Intermed Labs Pvt. Ltd.

Daman

Golden Cross Pharma Pvt. Ltd.

Healing Cross Pharma Pvt. Ltd.

Jupiter Remedies Pvt. Ltd.

Advanced Remedies Pvt. Ltd.

Goa

Medispray Laboratories Pvt. Ltd.

Meditab Specialities Pvt. Ltd.

Okasa Pvt. Ltd.

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Kurkumbh

Orion Remedies Pvt. Ltd.

Satara

Okasa Pharma Ltd.

Mediorals Laboratories Pvt. Ltd.

Solapur

Aditi Pharmaceuticals Pvt. Ltd.

Research & Development Centres

Mumbai Central, Mumbai

R&D Formulations

Vikhroli, Mumbai

R&D Bulk drugs & formulations

Bangalore

R&D Bulk drugs

Patalganga

R&D Bulk drugs

Kurkumbh

R&D Bulk drugs

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MUMBAI CENTRAL

Corporate Office / R& D Formulations

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VIKHROLI (Mumbai Suburb)

ManufacturingBulk Drugs & Formulations (Liquid Orals, Aerosols), R&D

Unit

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BANGALORE

ManufacturingBulk Drugs & Formulations

(Tablets)

Approved By 

US FDA (for bulk drugs); WHO

35

PATALGANGA

Manufacturing

Bulk Drugs & Formulations

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GOA

Manufacturing Formulations

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2.5 ORGANIZATION CHART FOR GROUP

2.6Product and service profile of the organization :-

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CIPLA WAS THE FIRST TO INTRODUCE THESE DRUGS IN

INDIA.

Clofibrate

For hyperlipidaemias resistant to diet

Propranolol

For hypertension

Lorazepam

For anxiety

Salbutamol sulphate

For bronchial asthma

Vincristine sulphate

For acute leukaemia

Vinblastine sulphate

For palliative treatment of cancer

Piroxicam

For rheumatoid arthritis

Gugulipid

For cholesterol reduction

Norfloxacin

Broad spectrum antibacterial

Etoposide

For various cancers

Zidovudine (AZT)

For HIV infection

Bicalutamide

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For prostate cancer

Famcyclovir

For herpes infections

Apraclonidine

For glaucoma - 

Ondansetron

For cancer-induced emesis

Salmeterol

For bronchial asthma

Deferiprone

World ’s first oral iron chelator for use in thalassaemia

Finasteride

For benign prostatic hyperplasia

Fluticasone propionate

Topical corticosteroid

Alendronate

For osteoporosis

Stavudine

For HIV infection

Lamivudine

For HIV infection

Doxazosin

For hypertension

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Nevirapine

For HIV infection

Misoprostol

For NASAID induced gastritis

Tamsulosin

For BPH

Montelukast Sodium

For bronchial asthma

.

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Dosage Forms

We manufacture:

Tablets

Conventional

Sustained Release

42

Enteric Coated

Effervescent

Chewable

Mouth Dissolve

Dispersible

Bilayered

Capsules

Hard Gelatin

Sprinkles

Sustained Release

Immediate Release

Filled with liquid

Powder Plus Tablet

Enteric coated pellets

Soft Gelatin

Conventional

Microemulsion

Liquids

Suspensions

Syrups

Drops

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Injections

Ampoules

Vials

Dry Powder

Lyophilized

Depot

Ophthalmic Preparations

Suspensions

Solutions

Ointments

Topical Preparations

Lotions

Creams

Ointments

Transdermal Patches

Transdermal Sprays

Gels

Powders

Nasal Preparations

Suspensions

Solutions

Metered Sprays

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Inhalers

Metered Dose

Dry Powder

Nebulizing Solutions

Rectal Preparations

Suppositories

Enema

Foams

Powders

Effervescent

Conventional

Dispersible

Buccal Preparations

Metered Sprays

Devices

For use with

Metered Dose Inhalers

Intramammary Preparations

For Veterinary Use

Toiletries

45

 

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2.7 Market profile of the organization :-

CIPLA PRODUCTS ARE BOUGHT BY OVER 140 COUNTRIES LOCATED

IN THE FOLLOWING REGIONS:

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CIPLA TECHNOLOGY IS PRESENTLY SOLD TO COMPANIES IN:

Canada   -Ecuador-Germany -Ivory Coast

Saudi Arabia -UK-USA-

Cipla has entered into marketing joint ventures with companies in:

Australia-Ireland-South Africa

48

3.1Student’s works profile (role and responsibilities) :-

49

To steps are involved in formulating the research problem:

Understanding the problem.

Rephrasing the problem into meaningful terms form an

analytical point of view.

The training sessions are conducted in the beginning of

training in order

To make us clear about the tasks provided and how handle

the different situation

The research design used in this study is descriptive which includes

interviewers. Questionnaire and unit fact-findings enquiries with the

employees

SAMPLING:

Sample is Researcher collect needed information from various persons who are associated with this subject. When such associated persons are in new number research can get information from all of them in such some people among associated persons are selected and collect information from them. These selected persons represent the whole universe and are called sample.

Sampling unit

The sampling for this research. Employees were available for interview.

Sampling size

Sample size for the objective sample size cover for the various departments

such as

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P&A Department, Quality control, Design Department, Mig

Department, Jaguar & SU 30, store Department, Security & Vigilance

Department

The sampling method used for this visit of Different Department was done by

researcher

Questionnaire Design

The questionnaire for this survey includes both open ended and close ended

questions.

Way of issuing questionnaire

It was personal interview (face to face). It helped in directly asking the

question to data available through this is a time consuming processed

interviewers have little time to think.

Target people: - Officers & Workmen’s

Research study

A research study for the project on marketing this is done through

questionnaire to employees. Research is a systematic and in depth study to

find out the awareness and attitude towards PAR among employees.

3.2Description of live experience :-

The all time that I spend in cipla was very tremendous for me. I gain lot

of experience from cipla Group The organization has a dynamic structure

that support the person to work with its full efficiency. The system of doing

51

work in organization is very Relaxable and make comport to all employee

that are attached to cipla.

I gain lot of knowledge related to export documentation that is very

important for me. I done lot of work related to export documentation and

know about the all procedure of export & import of goods.

I know about the all procedure that is important for shipment of goods.

In the end I want to say my experience was vary knowledgeable &

must for increase my knowledge.

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3.3Student’s contribution to organization :-

To maintain the file of employee records.

To maintain the attendance register of the company’s employee.

To calculate the salary of the employees.

To test the market piece.

Work to see packing quantity and packing process.

Help in some official work.

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4.1 Statement of research problem :-

My research is based on the marketing. I want to know what is the

system that is must for a exporter To indai the goods & and also the importer

to Import the goods. My research is based on the whole procedure that is

must for import of goods.

What rules or regulation implemented by the government to Export &

import of goods.

Like as :-

What document are must when a developing and under develop

Country export to developed country.

What document are must when a developed country export to

Developing & under developed country.

4.2 STATEMENT OF RESEARCH OBJECTIVES :-

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Right at the out setitis imperativetop in point the purpose/objectives

of the study. Objective should be precise. It cannot be provisional.

Preparing Our list includes such items like reason for brand

loyalty; customer is satisfied with the price, why the doctors

preferred this brand, doctors tried for any newer molecule etc

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4.3RESEARCH DESIGN AND METHODOLOGY :-

RESEARCH METHODOLOGY

Research is a process of systematic & in depth study or search of any

particular topic or areas investigations backed by collection, compilation,

presentation & interpretation of relevant details of data. In brief

methodology can be covered under the following head

.Same information has been gathered from secondary sources i.e.

internal sources, local journal written material etc

Data sources :- Major Primary

Research approach :- Survey Research

Research instrument :- Question Rise

Contact methods :- Personal Interview

The data obtained has been carefully studied and analysis.

57

4.4 Analysis of data :-

As Cipla has high numbr of products, so it was very difficult to market all

products at the same time. To handle this problem it was found convenient

to divide all the products into different categories, & designate a separate

set of people responsible for marketing for a particular set of products. In

order to categorize product five sets were created & all these set of people

are named as divisions.Five divisions of cipla are as follows:-

8. LIFE CARE DIVISION

9. ASTHMA CARE DIVISION

10. CARDIAC CARE DIVISION

11. SUPRA CARE DIVISION

12. SPECIAL DIVISION

13. CUTICAL CARE

14. OMLI CARE

Lie Care Division:

Life care division deals with anti bacteria’s, anti ulcerates, oral asthma,

NSAIDS.

Asthma care Division:

Asthma care deals with anti asthma products which products which

consists of asthma preventing product & asthma reliever products.

Cardiac Care Division:

Cardiac care division deals with the area of cardiac related products.

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Supra Care Division:

Supra Care Division deals in anti AIDS, urological, anti emetic products

Special Division:

Special division deals in products for Gynecological, Orthopedic,

Dermal, Opthal specialty.

Launches of products:

To maintain the leadership position Cipla launches 4-5 products every

year in each division according to the potential & growth of molecules. In

order to remain in leadership position we at Cipla always try to gather as

much a s possible information about consumer preferences & there needs

related to changing times & life style. To launch 4-5 products in every

division we contently relay on unmatched R&D efforts and our qualified

scientist.

Bonus Offers:

In addition to new products we keep a close eye on our well

established products which are actually a source of major chunk of our

profits, for this we offer different benefits in form of different schemes which

remain in place throughout the year. These schemes are in place for

different products in different divisions.

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4.5 Summary of findings :-

The all peoples think about the export documentation is very typical

Process . and it is very hard to implement that , the process of Export

documentation have lot of problems like that. But in actual position export

documentation is very important And very easy in implementation. It is very

important to any Organization which deals in export and import of goods.

In export documentation we follow all the rules and regulation that is

implement by the government for doing export and import. I find export

document is very easy and important to the organization and also the person

who attached the export and import department.

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5.1 Summary of learning experience

61

Based on the vast study & analysis I can say that the Top management

role needs a tremendous change towards the role of facilitator. Every

manager in the organization hierarchy at his own position has the same role

of facilitator. In fact in the present scene. The managers are facilitators. The

role of facilitator has a high demand on individual to be a continuous learner,

i.e. there is a transition from owner, Manager, Leader

I conclude that for the of business, Empowerment strengthens the

ongoing capacity for successful action under changing circumstances.

Thus to develop self esteem, organization has to satisfy the employees

need for higher levels of job satisfaction & an overall improved quality of

work life consistent will the dignity of the employees as a human being.

I hope that this project is of utmost value to all who are in this field & I

also feel that the knowledge gained during this training would be helpful to

me in future.

5.2 CONCLUSION AND RECOMMENDATION

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CONCLUSION

Following this court order, the Company has recently received demand

notices from the National Pharmaceutical Pricing Authority (NPPA). The

notices require Cipla to deposit Rs.103.61 crore, being 50 percent of the

claim raised by NPPA for the period up to June 2000. The Company is

examining the legal implications of these notices.

The Doha Declaration of November 2001 was in reality a small achievement

for all third world countries including India. In August 2003, the World Trade

Organisation (WTO) negotiators had put together an accord on the issue of

compulsory licensing by the poor countries for affordable medicines, in case

of public health crisis. It remains to be seen how effectively the same can be

actually implemented. The developed countries have been given the leeway

to exercise their discretionary power and this may well pose some serious

hurdles in effective implementation.

Today in Cancun, the WTO is meeting to ratify the rules for implementation

of the Doha Declaration of November 2001. Hopefully, India and other third

world countries will get a fair and reasonable hearing. The Indian delegation

must take a strong stand on the two most pressing issues - one, India should

be declared a least developed country (LDC) specifically for the purpose of

trade-related intellectual property rights (TRIPS) and two, there must be a

workable provision for compulsory licensing.

In June, the United Nations Development Program (UNDP) published a

Human Development Report 2003 in which India was ranked 127 on the

basis of adjusted income, education and life expectancy. Countries such as

Sri Lanka are placed above us. There is no doubt in my mind that for all

intents and purposes, India is an LDC. Hence, India should be eligible for all

concessions given by WTO to LDCs. The WTO has ruled that 49 LDCs will not

come under the Draconian provisions of TRIPS until 2016. If India is included

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in this list, it will provide a big boost to our national pharmaceutical industry

and other industries allied to health, agriculture and food.

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RECOMMENDATION

1. The company has been following the principles of ISI (Bureau of Indian

Standards) very efficiently. Hereby proving to be a successful one.

2. The organization should have the plans to explore and exploit business

opportunities in fields of manufacturing and supplying components.

3. They do have very experienced staff working for the continuous

achievements of group goal.

4. The company should provide the exchange facility for the generators

as most of the customers want to change the generators as their gen.

Are quite old.

5. The generators manufacture should go for more advertisement as

advertisement has a direct correlation with the sales.

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BIBLIOGRAPHY

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Marketing research

By – paul E. Green

Ponal s. Tull

Grald Album

Marketing Management

By – Phillip kotler

Consumer Behaviour

By – Leon G. Shiffman

Magazines

Business Today

Business World

Business India

News papers

Times of India

Hindustan time

Business standard

Economics times

Websites

www.cipla.com

www.google.com

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