SUMMER TRAINING PROJECT REPORT
On
"MARKETING STRATEGIES OF HIMALAY
PRODUCTS IN LUCKNOW CITY"
Towards Partial Fulfillment of Requirement For The Award of Degree in MBA (MASTERS IN BUSINESS ADMINSTRATION)
SUBMITTED TO: SUBMITTED BY:
Mr. Adib Khan Pushpendra Singh
(Head of Department M.B.A.) IIIrd semester
Roll No. 1544170110 Session 2015-2017
CENTRAL INSTITUTE OF MANAGEMENT &
TECHNOLOGY, LUCKNOW
DECLARATION
I, Pushpendra Singh, a student of MBA 2015-017 Batch, CENTRAL INSTITUTE OF
MANAGEMENT & TECHNOLOGY, LUCKNOW, hereby declare that the project on "MARKETING STRATEGIES OF HIMALAYA PRODUCTS IN LUCKNOW CITY" is
my original work and that it has not previously formed the basis for the award of any other Degree, Diploma, Fellowship or other similar titles.
Pushpendra Singh IIIrd semester
EXECUTIVE SUMMARY
This research titled Importance of Himalaya outlets in Vijayapur" helps to understand the number of customer visiting the store and bill made by them. A project tittle is to distribution level of Himalaya and the level of retail outlets service to customers. Means customer study had done their occupation. Income level. plans made before visiting the store. factors influence them to visit. media from that customer influenced. habit of visiting store. habit of buying behavior. Himalaya outlet positioned in the minds of customer. satisfaction and expectation from Himalaya outlets the research was carried out as per the steps of market research process. To meet the objectives primary research was undertaken. Me data collection approach adopted was experimental research. The instrument used for data collection was questionnaire.
The target was the people who are the customers of Himalaya. With a sample size of 1(X) respondents. "the tables and charts were used to response into meaningful information to get the mast out of the collection data. Based on those the inferences have been drawn with peer supportive data. Mast of the people choose modern retail outlet because they can purchase all necessities needed for life under one roof.
INDEX
INTRODUCTION 5
HISTORY OF HIMALAYA 7
COMPANY PROFILE 12
PRODUCTION 17
RESEARCH & DEVELOPMENT 19
QUALITY ASSURANCE 21 PRIVACY POLICY 31 HIMALAYA PRODUCTS 39 RESEARCH METHODOLOGY 47 DATA ANALYSIS 53 FINDINGS 68 CONCLUSION 72 SUGGESTION 74 QUESTIONNAIRE 76 BIBLIOGRAPHY 80
INTRODUCTION:
The word 'Ayurveda' comes from the word 'aye meaning life' and the word 'veda' meaning to know'. Ayurveda means 'the science of life'. and is a medical system practiced in India. Sri Lanka and Nepal.
Ayurveda's mythological origins. though. are attributed to the Indo-European Nasatya or Aswins. twin physicians of the gods of the ancient Indo-European pantheon. Four thousand year old references to the Nasatya are found in the now extinct. Hurrian and Hittite languages in Turkey. and in the Sanskrit language in India. Ayurveda is considered the upaveda or accessory Veda to the Atharva Veda. The four Vedas are the world's oldest literary documents in an Indo-European language.
A classic ayurvedic text. that parallels the time frame of the Atharva Veda. is the Charaka Samhita. Written in the Indus Valley area around I OtE B.C.E. (Before the Common Era) in Sanskrit. it is a treatise on general medicine. This strongly suggests the probability that ayurveda. though of pan Indo-European origins earlier. had begun to evolve into a distinct entity within the subcontinent by the first millennium B.C.E.
Ayurveda 's lasting influence in the non Indo-European sphere began after the rise and spread of Buddhism in the Gtr century B.C.E. Buddhist monks
introduced Ayurveda to China. Tibet. Korea Mongolia and Sri Lanka. leaving a lasting legacy in their medical systems.
More recently. the German translation of an ayurvedic text that dates back to less than 10(X) B.C.E.. the Susruta Samhita. contributed to modern medicine the discipline of plastic surgery. Susruta mentions eight branches in ayurveda - General medicine. Surgery. ENT and Eye diseases. Toxicology. Psychiatry. Pediatrics. Gynecology. Sexology and Virility.
The Himalaya Drug Company. since 1930 has blended ayurvedic expertise with modern medical research methodology. to extend the science of ayurveda to produce scientifically verified herbal solutions.
HISTORY OF HIMALAYA:
Eighty years ago. on a visit to Burma. Himalaya's founder, Mr. M. Maw!, saw restless elephants being fed with a root to pacify them. The plant from which this was taken is Rau wolf ia serpentina. Fascinated by the plants effect on elephants. he had it scientifically evaluated. After extensive research, Semina, the world's first anti-hypenensive drug. was launched in 1934.
This legacy of researching nature forms the foundation of Himalaya's operations. Himalaya uses the tooLs of modern science to create pharmaceutical-grade ayurvedic products. We have pioneered research that has converted Ayurveda's herbal tradition into a complete range of proprietary formulations dedicated to healthy living and longevity. Today. these products have found acceptance with medical fraternities and serve the health and personal care needs of consumers in 67 countries.
Mr. M. Manal forms The Himalaya Drug Company. His vision:
Put ayurveda on par with modern medicine.
His elder brother, Mr. M. Misal, joined him a few years later and they set about building the company together.
Launch of Serpina, the world's first anti- hypertensive drug, derived from
Rauwolfia serpentina.
Dr. Roshan M. Captain, Ph.D., joins the company and spearheads research and development.
Liv.52, a
hepatoprotective, is launched and goes on to become one of the world's top-selling drugs.
Mr. Meraj Manal, the founder's son, joins the company.
Mr. Karstein, a German
pharmaceutical consultant, directs the company's focus towards allopathic medical An advanced manufacturing facility is set up in Bangalore.
practitioners.
The company's R&D center moves to Bangalore. Research and development becomes a very important aspect of the company's focus.
The company opens its US office at Houston, Texas.
The Animal Health Product range for commercial livestock is launched. Himalaya Herbals launches its personal healthcare products in India. The company launches a special range for pets called the Companion ISO 9001: 2000 certification awarded for design, manufacture and marketing of herbal
Care range. health care products. .
Nabeel Manal, the founder’s grandson, joins the company.
Himalaya celebrates seventy-five years.
UK-based National Quality Assurance gives Himalaya ISO-14001:2004
certification for environment management.
Soliga Forest Honey, a Certified USDA Organic honey sourced from the forests of South India, is launched. Collected by the Soliga Tribe, the honey is sourced by Himalaya at a fair trade price.
Organique by
Himalaya, a range of personal care
products formulated with organic herbs and oils. patent-pending technology, the company introduces a Certified USDA Organic range of Pure Herbs.
world’s first herbal drug for the effective management of Hepatitis B, is introduced.
COMPANY PROFILE:
The Himalaya Drug Company was founded in 1930 by Mr. M. Manal with a dear vision to bring Ayurveda to society in a contemporary form and to unravel the mystery behind the 5AXX) year old system of medicine. This included referring to ancient ayurvedic texts, selecting indigenous herbs and subjecting the formulations to modern pharmacological. toxicological and safety tests to create new drugs and therapies.
Eighty years ago. on a visit to Burma. Mr. Manal saw restless elephants being fed with a root to pacify them. The plant from which this was taken is Rauwolfia serpentina. Fascinated by the plants effect on elephants. he had it scientifically evaluated. After extensive research the worlds first anti-hypertensive drug. was launched in 1934.
The legacy of researching nature forms the foundation of Himalayas operations. Himalaya has pioneered the use of modern science to rediscover and validate ayurveda's secrets. Cutting edge technology is employed to create pharmaceutical-grade ayurvedic products. As a confirmation that Himalaya is dedicated to providing the highest quality and consistency in herbal care. the Company was awarded an ISO 9001:2(XX)certification in 2003.
Since its inception. the company has focused on developing safe. natural and innovative remedies that will help people lead richer. healthier lives. Today. Himalaya products have been endorsed by 300.0(IO doctors around the globe and consumers in 67 countries rely on Himalaya for their health and personal care needs.
The Himalaya Drug Company was founded in 1930 by Mr. M. Manal with a clear vision to bring Ayurveda to society in a contemporary form and to unravel the mystery behind the 5,000 year old system of medicine. This included referring to ancient ayurvedic texts, selecting indigenous herbs and subjecting the formulations to modern pharmacological, toxicological and safety tests to create new drugs and therapies.
Eighty one years ago, on a visit to Burma, Mr. Manal saw restless
elephants being fed with a root to pacify them. The plant from which this was taken is Rauwolfia serpentina. Fascinated by the plant's effect on elephants, he had it scientifically evaluated. After extensive research,
Serpina, the world's first anti-hypertensive drug, was
launched in 1934.
The legacy of researching nature forms the foundation of Himalaya's operations. Himalaya has pioneered the use of modern science to
rediscover and validate ayurveda's secrets. Cutting edge technology is employed to create pharmaceutical-grade ayurvedic products. As a
confirmation that Himalaya is dedicated to providing the highest quality and consistency in herbal care, the Company was awarded an ISO 9001:2000 certification in 2003.
Since its inception, the company has focused on developing safe, natural and innovative remedies that will help people lead richer, healthier lives. Today, Himalaya products have been endorsed by 400,000 doctors around the globe and consumers in 90 countries rely on Himalaya for their health and personal care needs.
Starting off operations in Dehradun way back in the 1930s, the company later spread its wings to Mumbai and across the country. In 1975, the company set up an advanced manufacturing facility in Makali, Bangalore, India. In 1991, the company relocated its R&D facility to Bangalore.
Himalaya Global Holdings Ltd. (HGH) is the global headquarters of all Himalaya subsidiaries.
MISSION
Establish Himalaya as a science-based, problem-solving, head-to-heel brand, harnessed from nature's wealth and characterized by trust and
healthy lives.
Develop markets worldwide with an in-depth and long-term approach, maintaining at each step the highest ethical standards.
Respect, collaborate with and utilize the talents of each member of the Himalaya family and the local communities where Himalaya products are developed and/or consumed, to drive our seed-to-shelf policy and to rigorously adopt eco-friendly practices to support the environment we inhabit.
Ensure that each Himalaya employee strongly backs the Himalaya promise to exceed the expectations of the consumer, each time and every time. Nothing less is acceptable.
BRAND IDENTITY
The Himalaya brand has much in common with the mountain range from which it draws its name. For centuries, the Himalayas have been an icon of aspiration, of man's quest to unlock Nature's secrets. They represent purity and lofty ideals. The fact that the Himalayas are the source of many of the
herbs that are used in our products, makes our brand name all the more appropriate.
The Himalaya logo is a visual definition of its brand identity. The leaf that forms the crossbar of the letter H evokes the company's focus on herbal healthcare. The teal green represents proximity to nature, while the orange is evocative of warmth, vibrancy and commitment to caring. The Himalaya brand carries with it the promise of good health and well-being.
PRODUCTION
Himalaya produces quality polyherbal formulations. To monitor quality, many endangered herbs are grown by the Company on its farmland. The principles of Good Manufacturing Practices (GMP) are rigorously followed in the plant and the Company prides itself on being environment friendly. As part of the environment control system, it had installed a modern effluent treatment plant long before regulations mandated it. A high stress on quality, several quality circles and special project teams working on Total Quality Management (TQM) projects make quality a way of life in Himalaya.
The manufacturing plant uses automatic, high-speed punching, coating and filling machines. The tablet coating facility is one of the largest in India. The plant can produce nearly 5 billion tablets and 60 million bottles of liquids annually.
This enables Himalaya to produce
phytopharmaceuticals with uniform levels of batch-to-batch consistency. This ensures that the customer gets the same high quality product regardless of where it is purchased.
RESEARCH & DEVELOPMENT
Introduction
At Himalaya, we pride ourselves on being a completely research oriented company. Indeed, it is this emphasis on R&D that allows us to produce safe, efficacious and consistent remedies using ayurvedic principles.
Our R&D department is focused on product development, quality control and standardization. All our products are derived through rigorous
research and produced in state-of-the art facilities. They represent our commitment to continuous investment in the best people, practices and technology. We do not support "Borrowed Science" or the practice of using published literature to substantiate efficacy claims. Each Himalaya
product undergoes years of primary research before it reaches the market.
QUALITY ASSURANCE
Quality covers two areas - Quality Assurance and Quality Control.
Pharmaceutical products are designed and developed with the following requirements
-1. GMP (Good Manufacturing Practices)
2. GLP (Good Laboratory Practice)
3. GCP (Good Clinical Practice)
GMP (Good Manufacturing Practices) for pharmaceuticals include assessment of quality, safety & efficacy:
1. Crude plant material - pharmacognosy
2. Plant preparation - analytical
3. Finished product - formulation and development
4. Stability - stability studies are conducted on all our products as per ICH (International Conference for Harmonization) guidelines to ensure quality of the product throughout its shelf-life
Safety Assessment
1. Toxicological studies - acute, subchronic, chronic, and teratogenicity
Efficacy assessment
1. Activity - pharmacological
2. Clinical studies - phases I, II, & III
Formulation of products
1. Identification (Literature surveys of ancient classical texts and scientific literature)
2. Pharmacognosy - microspical identification, macroscopical identification, maceration and cultivation
3. Preclinical pharmacology
4. Standardization - Certificate of analysis, quality assessment, purity
5. Formulation and Development - development of dosage forms, stability studies
6. Clinical studies - Phases I, II & III, and Phase I V (post-marketing surveillance)
The Quality Management System at Himalaya
1. QA holds prime responsibility for generating systems and procedures, handling product complaints, audit, process stabilization and validation
2. Regulatory Affairs prepares QA-related documents for product registration, GMP documentation and answering technical queries
3. QA regulates sourcing, site approval, GMP maintenance, transfer of technical documents, training support, product technology transfer, daily reviews and audits
4. For GMP - documentation of critical steps in the manufacturing process and any significant changes made to the process are validated
Good Laboratory Practices (GLP)
1. Organizational process; includes the conditions under which laboratory studies are planned, performed, monitored, recorded and reported
2. Purpose
- comparable for mutual acceptance in different countries
- to avoid technical barriers to trade
- to develop standards for herbal formulations
- to protect human health and environment
3. GLP principles - Standard Operating Procedures, test facilities, personnel and test systems
Good Clinical Practices (GCP)
1. An international ethical and scientific quality standard for designing, conducting, recording and reporting trials that involve human subjects
2. Compliance with this standard provides public assurance that the rights, safety and well-being of trial subjects are protected, consistent with principles in the declaration of Helsinki, and that the clinical trial data are credible
3. Objective - to provide a unified standard
Good Agricultural Practices (GAP)
- A prerequisite to manufacturing pharmaceutical-grade products
- A code of conduct that lays down how crops must be grown right so quality of product is not compromised
- Stipulates that use of pesticides and herbicides, if any, be documented, synthetic fertilizer be minimized and banning human sewage sludge in fields
- Introduced by European Herb Growers Association
- GAP considers parts of plant used, water availability, temperature during growing season, time of harvest, and storage and transport of the raw material as all impact the therapeutic properties of herbal medicine
- Good Agricultural Practices are helped by Good Harvesting Practices
Good Harvesting Practices (GHP)
- Covers wild crafting of medicinal plants
- Designed to ensure that wild material is harvested in a sustainable and environmentally acceptable way
RESEARCH ACTIVATES
Pharmacognosy
1. Establish bona fides of herbal materials through morphological and microscopic studies
2. Maintain herbarium of phyto-medical materials.
3. Formulation and Development
Formulation and Development
1. Pre-formulation studies to check the biochemical action of ingredients.
2. Trials to assess safety and efficacy of formulations.
3. Accelerated stability trials to check physical, chemical, microbiological and biological aspects of formulations.
4. Standardize processes for uniform quality.
Immuno-pharmacology
1. Study the mechanism of drug action at a molecular level.
2. Attempt to understand the endogenous mediators involved in the activity.
3. Develop immuno-protective agents to counter opportunistic infections in AIDS, carcinogenic malignancy, septic shock, organ
transplantation and chronic infections.
4. Substitute work with in vitro (in the laboratory) cell line models for in vivo (in the body) experiments.
Veterinary Pharmacology
1. Study the safety and efficacy of veterinary formulations in experimental and clinical trials on different animal species.
AYURVEDA AT HIMALAYA:
Ayurveda or the 'Science of Life is an ancient holistic system for diagnosis and treatment. perhaps the oldest system of medicine known to humanity. Fundamental to Ayurveda is the use of well-balanced combinations of plants and other agents in synergistic formulas.
At Himalaya we have pioneered the use of modern science to rediscover and validate Ayurvedas secrets. We employ cutting edge research to create pharmaceutical-grade Ayurvedic products. Natural. effective and safe. these products have helped thousands of people live healthier. richer lives. Our focus is on wellness: on helping people get healthy and stay healthy.
At Himalaya. research begins with raw herbs chosen from traditional texts and from observations and experiences of indigenous plants. Our team of herbalists study texts. both traditional mid scientific. exhaustively for relevant data. A few herbs of promising activity are short-listed. Polyherbal formulations of these short-listed herbs are made in order to provide a wider scope of pharmacological and cosmetic activity. Multicentered. double-blind trials according to WHO criteria further assist in scientifically validating the formulations.
In the 1930's. Himalaya developed a pioneering experimental herb farm. which grew 'are endangered herbs for commercial use. The company today has in addition to this an unparalleled database of dedicated herb suppliers. an herbarium. an agrotech division and a nursery.
The standardization of herbal medicine is a more daunting challenge than the processes used for allopathic medicine. The ubletting of ayurvedic medicine is more arduous. with multiple granulating. processing and coating variables. Today. Himalaya's manufacturing unit has the largest coating capacity in Asia.
Researching Ayurveda and capturing its benefits in formulations. has been the hallmark of Ayurveda at Himalaya. Using modern research methodology and manufacturing practice. Himalaya has made available to people all over the world. an alternate method of treatment. which has no known side effects.
The company adopts third level of distribution channel. The manufacturer i.e. Himalaya Drug Company sends the its product to the C&F of the respective state. which works as a broker between the manufacturer and the whole seller. The whole seller meets the demand of retailer i.e. chemist in the Pharma segment. Then in last the chemist fulfill the demand of the end consumer based on the prescription generated by the doctors and on the basis of customers own wish.
PRIVACY POLICY
At The Himalaya Drug Company L.L.C., we respect every individual's right to privacy. Our relationship with you is our most valuable asset and is the very basis of our name and reputation.
We understand the importance you place on the privacy and security of information that personally identifies you or your account information. We refer to and treat this information as "personal information".
We do reserve the right to disclose or report personal information in limited circumstances where we believe in good faith that disclosure is required under law, to co-operate with regulators or law enforcement authorities, or to protect our rights or property.
We use personal information in ways that are compatible with the purposes for which we originally requested it. For example, we will use the information you give us to process your requests and transactions, to provide you with additional information about products and services, or to evaluate your financial needs. To do so, we may share personal information with an agent or affiliate.
We limit the collection and use of personal information to what is necessary to administer our business and to deliver superior service to you. This may
include advising you about our products or services, those of our affiliates, and other opportunities that we believe may interest you. To serve you better, we may combine information you give us on the Web or through other channels.
When we share personal information with an agent or affiliate, we protect that personal information with a strict confidentiality agreement. Companies that we hire to provide support services or act as our agent must conform to our privacy standards.
Himalaya corporate policies require that employees with access to confidential customer information may not use or disclose the information except for business use. All employees are required to safeguard such information, as specified in their confidentiality agreements with Himalaya.
On occasions, we may assist a company that is not affiliated with Himalaya in providing or offering a product or service to you. In such circumstances, marketing materials will include instructions on how you can request not to receive those communications in the future. In all cases, your personal information is protected by a strict confidentiality agreement. We do not allow any nonaffiliated company to retain your personal information longer
than necessary to provide the product, service, or information, unless you affirmatively grant us permission to do so.
We continue to evaluate our efforts to protect personal information and make every effort to keep your personal information accurate and up to date.
If you identify any error in your personal information or need to make a change to that information, please contact us and we will promptly update our records.
Cookies
To personalize your experience on our website or with one of our promotions, we may assign your computer browser a unique random number, called a "cookie." Cookies enhance the Himalaya web site performance in several important ways: they personalize your experience on our site, and they make your visit to our site more convenient for you.
Your privacy and security are not compromised when you accept a cookie from our website. We do not use cookies to collect personal information. Cookies can't read data from your computer's hard disk or read cookie files from other Web sites. In addition, companies we may hire to evaluate our Web promotions may set cookies to assist with such an evaluation.
HIMALAYA PRODUCTS
Purifying Neem Face Wash
Himalaya Men Intense Oil Clear Lemon Face Wash
Clear Complexion Whitening Face Wash
Gentle Exfoliating Daily Face Wash
Oil Control Lemon Face Wash
FACE CREAM
Acne-n-Pimple Cream
Clear Complexion Whitening Day Cream
Light Hydrating Gel Cream
FAIRNESS
Natural Glow Fairness Cream
EYE CARE
Under Eye Cream
Gentle Eye Make-up Remover
LIP CARE
Nourishing Lip Balm
OVERVIEW
Himalaya's commitment to the community is part of our core values. of mission is to make a positive difference to the communities in which we operate.
We believe that every human being has a fundamental right to a good quality of life. This involves access to health. education. a clean
environment and freedom from poverty.
Through our several community initiatives. which include programs aimed at ensuring better health. education. sustainable development and economic empowerment we do our best to bring happiness to the lives of people who are marginalized and poor.
OW social philosophy is very simple - if we want to prosper as a business we need to ensure that the community prospers with us. By investing in the community we are investing in and business.
RESEARCH METHODOLOGY
RESEARCH DESIGN:
The researcher prepared research design that states the conceptual structure within which the study should be conducted and the studies
descriptive in nature. The researcher used descriptive study to describe the awareness among the doctors and chemist with regard to HIMALAYA. its demand. efficiency. brand image and its features.
SAMPLING:
It According to Crisp the fundamental idea of sampling is that "If a small number of items or a whole (called a universe or population) the sample will tend to have the same characteristics and to have them in approximately the same proportion as the universe. It Sampling is an essential part of all scientific procedures. The researcher collected and summarized the data more quickly through sampling. Sampling gives the researcher scope for collecting lig more accurate information.
SAMPLING UNIT:
✓ The researcher selected the sampling unit as respondents who are retailers or dealer of Himalaya at different chemist stores of Vijayapur.
SAMPLING SIZE:
The researcher has taken 100 in case of chemist as the sample sue for collecting accurate information and the researcher feeLs that it is large enough to depict the universe.
SAMPLING METHOD:
It is quite impossible to meet one and all or to collect the information from the whole population. Therefore the researcher has adopted the non probability sampling method. Under this method the sampling units are selected according to the convenience of the researcher.
DATA COLLECTION:
The researcher collected only primary data among druggist of Himalaya at different chemist stores to find out the level of awareness of Himalaya among different Ayurvedic medicines. its demand based on prescription and its features in various angles. > Secondary data was collected using Internet and books.
PRIMARY DATA:
"The data collected for a purpose or for a particular problem in original known as primary data. The researcher adopted various methods to obtain the first hand information. The chemist are considered a main source of information as they can furnish important and original information regarding demand of Himalaya drug based on prescription generated by doctors its efficiency and its features.
SECONDARY DATA:
Secondary data means data that are already available researcher collected data from the published sources. "The various sources for obtaining
METHOD OF DATA COLLECTION:
As survey is best suited for descriptive research the researcher gathered information directly from individual respondents through personal interviews and questionnaire methods. The interview is structured where the researcher asked questions in a sequence and prescribed manner. Therefore the researcher to leans about the respondent's awareness of Himalaya and there is lesser degree of inaccuracy in survey method.
QUESTIONNARIE
The researcher collected the primary data tluough an effective tool known as questionnaire. It consists of fifteen questions printed in a definite order and the researcher followed the prescribed sequence of these fifteen specific questions and it is referred to as structured. The structured questionnaire consists of both open-ended and close-ended type question& The researcher used the main tool "Questionnaire so that easy comparison is possible because of same questions to the respondents
SURVEY METHOD:
Survey method helps in finding out information on attitudes. feelings. beliefs. past and intended behaviors. knowledge. personal characteristics and on the descriptive items. They aLso provide evidence of association.
This has been found to be the appropriate methodology for these reasons and therefore is chosen for the purpose of this research.
METHODOLOGY:
I. FIELD WORK
When the project on perception of chemist and users of Himalaya. the main parameters to be looked upon were arrived at. After arriving at the main points for analysis the operational area of the study was derived taking die following into consideration. Lucknow Area of survey
SAMPLE
DESIGN:-The following question involves sampling
1. Should we take a census or a sample?
2. Mat kind of sample should we take?
3. What size should the sample be?
Steps in sample planning
Define Census vs. Sample
Estimate cost of sampling
Execute sampling process
Operationally. sample design is the heart of sample planning. Specification of sample design which includes the method of selecting individual members. involves both theoretical and practical cost. time. labor involved. and organization) considerations.
DATA ANALYSIS
1. Do you deal in Himalaya Product? Table 1 : Chemist who deals in Himalaya-
Response % Yes 98 No 02 98% 2% Yes No
Interpretation: Among 100 chemist in the different area of my project region 98 chemist were
selling products of Himalaya Drug Company, and only 2 were not having the Himalaya product at the time of my survey. This shows that Himalaya is highly reputed in Pharma sector, ad it has good demand in the market.
2. How do rate the Himalaya Drug Company? Table 1 : Rating of Himalaya Drug Company-
Category % Best in class 60 Good 18 Moderate 15 Not Good 7 60% 18% 15% 7%
Best in class Good Moderate Not Good
Interpretation : 60% of the chemist has rated Himalaya best among the available Ayurvedic
Medicines, while oly 7% said that it is not good. The chemist who rated Himalaya not good are mostly in the rural areas. They may say this because of low selling.
3. How do you rate the product efficiency? Table 3 : Product Efficiency-
Category % Response Bet in Class 30 Good 28 Immediate Response 12 Slow Response 30 30% 28% 12% 30%
Bet in Class Good
Immediate Response Slow Response
Interpretation: 30% of the chemist said that Himalaya gives good result in the long time, and
its effectiveness is good comparing to other competitors in the market market. 30 chemist during the survey said that it responses slowly. Because Himalaya is a Ayurvedic medicine and it is recommended for long use by the medical practitioners or doctors. Although it responses slowly its is effective for life time or long time.
4. Why do you like Himalaya product literature? Table 4 : Product Literature-
Category % Response Easy to Understand 23 Highly Knowledgeable 20 Both easy to understand and knowledgeable 35 Tough to understand 16 Net adequate knowledge 6 Easy to Understand ; 23% Highly Knowledgeable ; 20% Both easy to understand and knowledgeable ; 35%
Tough to understand ; 16%
Net adequate knowledge ; 6%
Interpretation: 35% chemist told that product literature given inside the is easy to understand
and provide sufficient knowledge about the product. a common man cans also the use of product and its combination by reading the literature.
5. Are you satisfied with the behaviour of the Himalaya people? Table 5 : Satisfaction level with the behaviour of Himalaya People-
Category % Response Very much 72 Yes 20 Not Good 8 72% 20% 8%
Very much Yes Not Good
Interpretation: Most of the chemist i.e.72% are highly satisfied with the behaviour of
representative of Himalaya. Only 8% were not satisfied with the behavour of Himalaya People. Not satisfied chemists had special demand which can't be fulfilled. This shows that executives of Himalaya are highly trained and they are very effective in the field.
6. What is the mode of demand made by the customer for Himalaya drugs. Table 6 : Demand Type-
Demand Type % Prescription Based 65 Own Demand 18 Suggestion Based 17 65% 18% 17%
Prescription Based Own Demand Suggestion Based
Interpretation: During the survey chemist told that more than 65% demand is based on the
prescription made by doctors. and 17% Himalaya were sold on the suggestion asked from the chemist itself by the customers.
7. What is the demand of product? Table 7 : Demand of Himalaya Product
-Demand of Himalaya % High Selling 29 Low Selling 16 Average Selling 55 29% 16% 55%
High Selling Low Selling Average Selling
Interpretation: 55% of the chemist told that Himalaya is average selling product at their
chemist shop. Since Himalaya product is mainly used for long term effect and it is prescribed by the doctors mainy in the critical diseases. 29% of the chemist told that it is high selling product at their shop. Chemist shop nearby a doctor clinic are noted as the high seller of the Himalaya product, mainly near a physician.
8. What are the product you deal mostly? Table 8 : Products the chemist mostly deal-
Product % Liv-52 36 Bonnisam 11 Cystone 25 Rumalaya Forte 28 Liv-52; 36% Bonnisam ; 11% Cystone ; 25% Rumalaya Forte ; 28%
Interpretation: Chemist told than 36% was Liv-52 among the Himalaya drugs they sale. 28%
9. Among all these selling which Himalaya product is high? Table 9 : Closest competitor of Himalaya-
Competitor % Dabur 36 Baidyanath 30 Zandu 30 Himani 04 36% 30% 30% 4%
Dabur Baidyanath Zandu Himani
Interpretation: 36% of the chemist the told that Dabur is the closest competitor to the
Hamalaya. only 4% recommended HImani was the competitor for the Himalaya. Other two major competitor for the Himalaya is the Baidanath and Zandu.
10. Show your satisfaction level as being a Himalaya product dealer/ Table 10 : Satisfaction of Himalaya dealer-
Category Highly Satisfied Satisfied Neutral Dissatisfied
Price 15 37 40 8
Margin 35 40 17 18
Discounts 15 30 35
-Gifts 22 55 16 7
Highly Satisfied Satisfied Neutral Dissatisfied
15
37 40
8
Interpretation: Reasons for satisfaction of the chemist depend upon the location. size, ad
availability of doctor near the chemist shop and mainly upon the nature and personality of the chemist. They are highly satisfied with the margin and discounts given by the company to them.
11. Show your satisfaction level of Himalaya with a comparison with its closest competitors. Table 11 : Satisfaction level of Himalaya with its competitors.
Category Highly Satisfied Satisfied Neutral Dissatisfied
Himalaya 60 20 05 15 Dabur 70 10 03 17 Baidyanath 38 25 11 26 Zandu 25 50 05 20 Himani 15 11 60 14 Highly Satisfied Satisfied Neutral Dissatisfied 60 20 5 15
Interpretation: The closest competitor to Himalaya is Dabur. 70 of the chemist are highly
satisfied and 10% were satisfied with their business of Dabur. While 60% chemist are highly satisfied and 20% were satisfied with the business of Himalaya.
12. Which age group your effective customer?
Table 12 : Effective customer with respect to age group-
Age Group % Customer
0-20 17 21-40 15 41-60 33 61-Above 35 17% 15% 33% 35% 0-20 21-40 41-60 61-Above
Interpretation: According to the chemist customer asking for the Himalaya medicines are
mainly in the age group of 61 & above with a percentage of 35. Customers among the age group of 41-60 are on 2nd position with a contribution of 33%.
13. What is the efficiency of Himalaya Product (in rupees/month) of Himalaya product? Table 13 : Efficiency of Himalaya Products in Rupees per Month
Earning of Himalaya Products Outlets % <25000 30 2500-5000 42 5000-10000 10 1,00000 & above 8 33% 47% 11% 9% <25000 2500-5000 5000-10000 1,00000 & above
Interpretation: According to the survey 30% of retail sell below 25000 Rs. 42% Retailers are
14. Who is your closest competitor among these? Table 14 : Closest Competitors
Name of brands Competitors %
Dabur 36 Baidyanath 12 Zandu 6 Himani 46 36% 12% 6% 46%
Dabur Baidyanath Zandu Himani
Interpretation: Himani 46% and Dabur 36% Competition of Himalaya Products and Remaining
15. Which age group of customer visit frequently? Table 15 : Frequently visiting customers age group
Age group % Customer
0-20 17 21-50 15 41-60 33 61- Above 35 17% 15% 33% 35% 0-20 21-50 41-60 61- Above
Interpretation: According to the chemist customer asking for the Himalaya Medicines are
mainly in the age group of 61% above with a percentage of 35. Customers among the age group of 41-60 are on 2nd position with a contribution of 33%.
FINDINGS
98% of the Retailer deals in the Himalaya product.
60% Retailer recommend it best among the available Ayurvedic
medicines.
30% Retailer told Himalaya is best in term of effectiveness than
other available medicines.
35% Retailer told that product literature provided with Himalaya
is very easy to understand and gives sufficient knowledge
about the product. It helps them to know and understand the
combination of the products.
72% Retailer s are highly satisfied with the behaviour of
executives of the Himalaya. They help them and clarify their
doubts if any to the maximum possible extent. 'This shows that
executives at Himalaya are highly and effectively trained.
65% of the total sales for the Himalaya is made through the
doctors prescription. 17% of the sale is made through the
Retailer suggest ion to their customer.
55% Retailer recommended Himalaya as a average selling
medicine, while 29% recommend it as a high selling Ayurvedic
medicine.
Appmx all the products of Himalaya have good demand in the
market. But during my project period Liv-52 has higher selling
among Himalaya product with a share of 36%. because during
the summer people faces a lot of stomach related problem.
Cystone has share of 25%. It's demand is also very high in
summer due problem of water loss and kidney stone.
36% Retailer recommended Uabur as the closest competitor
for the Himalaya. 304 recommended for Zandu and same
percentage for the Baidyanath. A very few i.e.4% has
recommended Himani as the competitor for the Himalaya.
Satisfaction to the Retailer mainly depend on 4 factors i.e.
price. margin. discount &gifts. 405r Retailer was satisfied with
the margin given to them and 35'4 were highly satisfied with the
margin. 155i Retailer was highly satisfied with the discounts
given to them while 30% were satisfied with the discount.
6054 Retailer was highly satisfied with their business of
Himalaya. while in the case of Dabur 7O was highly satisfied.
'Ibis may be because of availability of more products within the
Dabur range.
The most for the Himalaya products are within the age group of
6) & above with a share of 35%. People of age group were also
close with a share of 33%.
There is significant difference between the age group of
customers and efficiency of the Retailer (revenue/month) from
the Himalaya. It shows sale of medicines does not have any
relation with the age of the customers.
Null hypollwsis is rejected in the case of policies of Himalaya
for the Retailer . It shows Retailer does not look for any
significant policy from the company side. They main priority is
margin given to them on their sales. They generally look for die
profit only.
CONCLUSION
Himalaya Drug Company is the oldest Ayurvedic drug manufacturing company in the India. It deals in both Pharma and FMCG lcasmetics) both. In the available Pharma range Himalaya is the most reputed company.
Himalaya mainly beliefs and engage in ethical promotion to doctors. It helps executive to motivate doctors for the prescription of Himalaya. It also helps executive to know the doctors requirement in turn of prescribing the Himalaya. During the meeting they also become aware about the competitors promotional strategy and the product available under their brand.
Chemist whodeals in Himalaya herbal are highly satisfied with their business of Himalaya. According to the chemist the customers who are consuming Himalaya are satisfied with the result. Although it is an Ayurvedic medicine its effect is slow but it is effective for long time. Mast of the chemist rated it as a average selling medicine at their shop. Few medicines are recognized as a very high seller at the chemist shop. eg-Liv-52. Cystone. Rumalaya Forte. etc. Although there are several competitors for the company. the main competitor for the organization is Dabur.
Before I conclude my project on a highly esteemed organization. I would like to submit public opinion in this favour. The pattern of job performance and the quality of product is highly appreciated by the consumers. I would like to congratulate entire Himalaya Drug Company family for having gained this superb popularity. excellent impression and magnificent image among the Ayurvedic medicines lovers. My survey reveals the facts which determine the mile stone achievement of organization.
Finally I would conclude that project stating that the retailers and customers of Vijayapur are satisfied with offers and they still needs good offers in future days. And the Himalaya is doing well in terms of understanding customers expectation and providing them good offers and products in terms fulfilling their expectation. During the project I would come to know about differs promotion of Himalaya. What normal customer will think before entering into Himalaya. And the different type of factors which influence customers to visit Himalaya.
SUGGESTION
Himalaya should organize campaign for general awareness of end consumers. because the consumers demand for the medicines based on the suggestions and on their own wish or knowledge.
Himalaya should organize free medical checkup camps over a fixed duration of time. This will help in the fulfillment of corporate social responsibility. This will also help in creating a brand image in the consumers mind.
Himalaya should also target market in remote areas. Because in remote areas people generally use medicines based on their own knowledge or on the Retailer suggestion.
The company can lure the Retailer with some gifts or some special offer by achieving a fixed sales target. In villages or in the less developed area Retailer are generally treated as a doctor. They can suggest their customer for the Himalaya.
The executives of the company should also target the doctor in the remote areas or villages. whether they are MBBS or not.
The executives should by to motivate them by giving exiting gift to them or. having a facility of good commission on sales made through them.
The doctors should be provided with gifts which will fit and look good on their table. This will make rxalt to them about Himalaya when they make prescription. This will also motivate them towards the Himalaya.
Himalaya can organize camps in the school or colleges for the general awareness about the Ayurveda. This will make people aware about the benefits of Himalaya and motivate for the use of Ayurvedic medicines.
Himalaya should also enter in the surgical products. Because the demand of the surgical products is increasing day by day. This will create a business base and market opportunity for the Himalaya. The will surely get benefit of having a brand name.
Himalaya should also try to get opportunity in the general medicines. i.e. fever. pain. etc. People having interest in Ayurveda will get a good option for themselves and company will have a great customer base.
Himalaya should take suggestion from the doctors side for the new medicines in Doctors Meet Programme (DNB)).
Himalaya can sponsor the programmes which are directly related to doctors. or which serves the doctors. This will motivate them and make them to feel good towards the Himalaya. Eg- Lions club. Rotary club. etc.
QUESTIONNAIRE
1. Do you deal in Himalaya Product?
Yes
2. How do rate the Himalaya Drug Company?
Best in class
Good
Moderate
Not Good
3. How do you rate the product efficiency?
Bet in Class
Good
Immediate Response
Slow Response
4. Why do you like Himalaya product literature?
Easy to Understand
Highly Knowledgeable
Both easy to understand and knowledgeable
Tough to understand
Net adequate knowledge
5. Are you satisfied with the behaviour of the Himalaya people?
Very much
Yes
Not Good
6. What is the mode of demand made by the customer for Himalaya drugs.
Prescription Based
Own Demand
Suggestion Based
High Selling
Low Selling
Average Selling
8. What are the product you deal mostly?
Liv-52
Bonnisam
Cystone
Rumalaya Forte
9. Among all these selling which Himalaya product is high?
Dabur
Baidyanath
Zandu
Himani
10. Show your satisfaction level as being a Himalaya product dealer/
Price
Margin
Discounts
Gifts
11. Show your satisfaction level of Himalaya with a comparison with its closest competitors. Himalaya Dabur Baidyanath Zandu Himani
0-20
21-40
41-60
61-Above
13. What is the efficiency of Himalaya Product (in rupees/month) of Himalaya product?
<25000
2500-5000
5000-10000
1,00000 & above
14. Who is your closest competitor among these?
Dabur
Baidyanath
Zandu
Himani
15. Which age group of customer visit frequently?
0-20
21-50
41-60
61- Above
BIBLIOGRAPHY
Website:
www.google.com www.wikipedia.com www.himalaya.in
