EXECUTIVE SUMMARY

This is a project to find the use of haemostats in vertinary sector and the
awareness of Revici among the vertinary doctors.

The studywas conducted in the market with the help of Doctors &
Chemists.Facts & figures given have been derived from the questionnaire
designed for the purpose of questioning the doctors.

The key findings are: 100% Vertinary doctors use haemostat.99.1% doctors
use Revici . About 50% of total use of haemostats , Revici is used. Next to
Revici is Botrophase & Streptocorm . Haemostats are more used in summer ,
so there is more sale in April-July.

Based on the above findings, some corrective measures have been

recommended.Some of the important ones are-To increase its sales , it should
increase its Promotion. Do more frequent visits to doctors. Do some direct sale
to doctors.Should also do parallel promotion to doctors as well as retailers

All efforts were made to conduct this study , as it was intended to help
management in decision making.All the information & findings are presented
in a simplified manner & chronological order. Graphs & tables have been
included where ever required.

1
 TABLE OF CONTENT

S. No. CONTENTS PAGE NO.

1. PHARMACEUTICAL INDUSTRY

2. COMPANY PROFILE

3. MOLECULE DESCRIPION

4. RESEARCH METHODOLOGY

5. OBJECTIVE

6. ANALYSIS

7. FINDINGS

8. RECOMMENDATION

9. REFERENCES

10. ANNEXURES

2
 PHARMACEUTICAL INDUSTRY

MARKETING OF PHARMACEUTICAL PRODUCTS

Marketing of pharmaceutical product is quite different from consumer goods & individual

goods.Pharma product does not reach directly to a consumer from manufacturer.Patient

have to purchase those medicines which are being prescribed by the doctor, so consumer

can’t decide of his own, it is doctor who occupies a decisive position.

Secondly pharmaceutical product is technical in nature & is marketed only after a deep

Clinical response & trails. Hence the method to promote medicines is totally

different from other consumer goods.More or less everybody goes by the doctors

recommendation.So it is again doctor whose role is significant in the sale of medicine.

It is primarily because of the reasons lots of creative marketing take place in pharma
industry

& the promotional strategies used to promote pharmaceutical products are-

 Personal selling through medical representative

 Literature
 Symposium

3
  Image
 Advertisement in medical journal
 Direct mailing(Courier)

Personal selling through medical reps.-Medical Representative promote the products as

per

the plan of the company with special emphasis on the products which have maximum sale

potential in a particular doctor. They use persuasion technique for getting prescription from

doctors by detailing the product feature to the doctors. The detailing of products create
needs

& wants in the mind of doctor. Moreover they have to see whether product is with retailer
or

not & provide feedback collected from market about the product so that he may drew an---

--action plan for the future to have more & more sale of the product. Medical Reps. are

assigned with the target in a particular territory.

Limitation-Usually more than 20-25 M.R. visit a doctor every day. Sometimes the doctors

are overloaded with the information from the various companies, so they may not to re call

a product.

Literatures- Another promotional technique used frequently because of scientific

orientations of products is literature or visual adds. Since must have proven efficiency,
safety

& efficacy before put in for the consumption of human beings. Literature are incorporate all

necessary information about the product including earlier product trial reports.In other way,

we can call it print advertising.

4
Symposium- Symposium are arranged regularly or periodically for the doctors of one
region

or other is provide the necessary platform on which doctors can inter communicate with
one-

-another. Therefore bringing more confidence to the product. It also provide opportunity to

discuss aspects about the product, clinical trials and other relatively allied information.

Limation- The disadvantage of this method is that it is expensive & it is not always possible

to invite all those people who can play major role in the medical profession.

Image-A company can built its good image in the eyes of doctors by quality products,

through organizing conferences & free medical camp for poor section of the society.

Advertisement- Though companies can not advertise as much their products but legally
they

can promote in medical journals & magazines which doctor generally reads.

Limitation-The disadvantage is that journals have limited circulation so it can’t become

very

much reliable source.

Direct mailing- This is unique method followed by marketing people. In this marketing

people of a company send material to doctors by direct mailing.

Advantages-Simple system of sending regularly all the concerned information to medical

5
professional. It is less time consuming .It is less expensive than sending through M.R.s

feedback can be taken by mailing a simple questionnaire. Depending upon feedback action

can be taken.

Limitations-All the doctors may not be covered by this method. Process of feedback is
show

& un-reliable.

Front Line Pharma Industries in India:-

 KEE PHARMA Ltd.

 Cipla
 Wockhardt
 Pfizer
 AstraZeneca
 Aventis
 Merck
 Novartis
 Sanofi -Synthelab.
 Roche and many more.
 Dr. Reddy’s lab. ltd

6
GLOBAL PHARMACEUTICAL INDUSTRY

There is no discernable statistical relationship between R&D spending levels

and nearly all measures of business success including sales growth, gross
profit, operating profit, enterprise profit, market capitalization or total
shareholder return.

Global Pharma Industry is reshaping the business practices and strategy by

outsourcing more of the R&D functions and partnering in preclinical activities
through drug developments.

For smaller companies this is more relevant and implementing these strategies,
the sooner the better. In the 21st century Global Pharma has R&D productivity
crisis.

Global Pharma collaborative partnerships in the region will prop up R&D

pipelines by reversing the R&D productive decline. Emerging Global Pharma
market is growing day by day due to the following important factors like:

 Innovation
 Technology
 Financial Strength
 CRM
 Low Cost
 Fast Relief
 Quality Assurance
 Supply Chain Management etc.

7
Emerging markets like India & China will have booming domestic growth by
2012 and this is also in most of the developing countries. These developing
markets commercial valuations are rising.

Key Generic Drug Markets

France 1.9

Italy 2.5

Japan 3.3

UK 4.1

Germany 5.3

India 5.7

US 24.8

- 5.0 10.0 15.0 20.0 25.0 30.0

US$ Bn

8
INDIAN PHARMACEUTICAL INDUSTRY

The Indian Pharma Industry today is in the front rank of Indian’s Science
based industries with wide ranging capabilities in the complex field of drug
manufacture and technology. A highly organized sector, the Indian Pharma
Industry is estimated to be worth US $ 4.5 Bn, growing at about 8-9%
annually.

Playing a key role in promoting and sustaining development in the vital field of
medicines, Indian Pharma Industry boasts of quality, producers and many units
approved by Regulatory Authorities in USA & UK. International Pharma
Industry associated with this sector have stimulated, assisted and spearheaded
this dynamic development in the past 55 years.

The Indian Pharma sector is highly fragmented with more than 20,000
registered units which have expanded drastically in the last two Decades. The
Pharma Industry in India meets around 70% of the country’s demand for bulk
drugs, drug intermediates, Pharma formulations, chemicals, tablets, capsules,
orals and injections. There are about 250 large units and 8000 small scale units
which form the core of Indian Pharma Industry.

Indian Pharma industry is growing with a high pace. It is a booming sector not
only inside Indian but also outside India. A number of players are playing their
important roles in new product development by the help of research and
development with new innovative ideas.

 Present size- US $ 17 bn.

 Size estimated up to 2012- US $ 25 bn.
 Globally, the Indian Pharma Industries ranks 4th in terms of volume and
13th in terms of value.

9
  Indian Pharmaceuticals industry has over 20,000 units. Around 260
constitute the organized sector, while others exist in the small scale
sector.
 The Domestic Pharmaceutical output has increased at a compound
growth rate (CAGR) of 13.7% per annum.
 Currently the Indian Pharma industry is valued at approximately $ 8.0
billion.
 Export in the financial year 20010-11 – US $ 7 bn.
 Export destination- US, Germany, Russia, UK, China and more.

FACTORS DRIVING THE INDIAN PHARMACEUTICAL

INDUSTRY: (GROWTH OPPOURTUNITIES)

(A) Generic Exports and API Outsourcing

10
India is well positioned to target generic exports and API outsourcing
opportunities in the regulated markets.

 Skilled work force with strong chemistry skills.

 Significant and sustainable cost advantage over international peers.
 Good understanding of the regulatory framework.

India has largest number of US FDA approved plants outside the US

Largest number of DMF filings outside US. Indian companies are
among the leading players participating in Para IV challenges.

( B) R&D Outsourcing

 Skilled work force at competitive costs.

 Significant progress in development of Pharma & R&D
infrastructure over last 5 years.
 Focus on early stage processes for NCEs, NDDS, clinical trials,
process re-engineering and dedicated manufacturing.

A combination of strong chemistry skills, regulatory capabilities and quality

manufacturing has positioned India favorably to capitalize on the global
pharmaceutical opportunity.

INDIAN PHARMA MARKET SIZE

11
The Indian domestic Pharma market, which consistently grew at 9.5 percent
CAGR in the last five years, is poised to accelerate at 13.6 percent between
2006–2011 to touch the market size of $9.48 billion by 2010 from present level
of little over $ 5.7 billion, according to a paper published by The Associated
Chambers of Commerce and Industry of India (ASSOCHAM) and Cygnus.

The Paper on Indian Pharma Industry – Quest for Global Leadership gives
reasons for this growth, emphasizing that indigenous Pharma market is
expected to be largely driven by new product launches, especially new branded
drugs by foreign firms in next 4 years.

The growth rate thus is likely to reach its peak by 2011–12, after which it may
stagnate with a few new product launches, adds ASSOCHAM and Cygnus
paper.

Between 2000 and 2005, domestic Pharma industry grew at a CAGR of about
9.5 % and touched the market size at $5.13 billion by March 2005.

However, towards March 2006, the growth rate jumped to 11 percent to hit the
market size of $5.7 billion, further adds the Paper, forecasting that it will hover
around 13.6 percent between 2006–12 to take up Indian domestic Pharma
market size at $ 9.48 billion by 2012.

The paper points out that indigenous Pharma market in value terms accounts
for 1 percent of global Pharmaceutical market and 8 percent in volume terms.
Market growth before 2005 of domestic Pharma industry was primarily driven
by a number of new product launches by both Indian and foreign company.
The Indian market started to attract a number of foreign players with the
implementation of product patent in January 2005. The FDI in Pharma industry
is estimated at $172 million during 2005–06, recording a CAGR of 62.6
percent during the period beginning 2002–06.

12
According to estimates, contract research and manufacturing (CRAMS) market
in India was valued at $532.10 million in 2005, of which contract
manufacturing accounted for 84 percent of the total market, while the
remaining 16 percent was accounted by contract research excluding clinical
trials. Both the segments of CRAMS have registered a robust growth of over
40 percent in 2005 over the previous year.

According to ASSOCHAM President, Mr. Anil K. Aggarwal with recent

CRAMS agreements, ASSOCHAM estimates that the clinical trial market in
India will be $200 million by 2007 and $1 billion by 2010. The contract
manufacturing market is expected to reach $ 900 million by 2012.

On clinical trials, the paper comments that in 2005, the industry for clinical
trials in India was $100 million. This market is growing at an accelerated pace.
India offers a lot of advantages in the clinical trials domain such as cost
advantage compared to Western countries.

The paper draws out a comparison on the advantages offered by India and US
in CRAMS and clinical trials domain. According to the paper the cost of hiring
a medicinal chemist in the US is very high, approximately $250,000–300,000
per year. The US Pharma industry employs roughly 50,000 chemists. Indian
discovery research outfits charge global Pharma companies around $60,000
per chemist, which is roughly one-fifty of what the Pharma companies pay
abroad. So it is a win–win situation the overseas Pharma saves about 50
percent cost and the Indian company makes it about 50 percent margin.

Commenting on the future trends, the ASSOCHAM Chief said, that some of
the major trends that are expected in the future include mergers and
acquisitions in the industry; new product launches by MNCs and Indian
companies; in-licensing of patented products by Indian companies to launch

13
them in the Indian market and increase in the number of contract research
organizations.

The paper highlights that major pharmaceutical companies in India are the
main R&D investor in the country. The R&D spend (capital and current) of
these major companies has grown at CAGR of 38 percent during the period
2000–01 to 2005–06. In 2005–06, the R&D expenditure of 50 major
companies totaled $495.19 million growing at a rate of 26 percent over the
previous year. The higher growth rate is attributed to product patent
implementation in the country in January 2005.

COMPANY PROFILE

14
HEAD OFFICE: KEE PHARMA Limited,
A-1 Community Centre Naraina
Industrial Area Phase-2
New delhi-110028, INDIA
Tel: +91.11.414147, 41417748, 41417749, 41417750
Fax: +91.11.25893497
www.keepharma.com
Email: [email protected]

15
OVERVIEW
16
Kee Pharma Limited is a well-established Delhi based Pharmaceutical
Company that was started in 1957 by Mr. C.R. Motihar. Today, KPL has a 300
strong work force that is made up of professional and dynamic individuals
working together as a team to ensure that KPL is an efficient and
professionally run organisation.

Kee Pharma is an Innovative, Dynamic and Caring organisation. We strive to

provide the best that modern medicine has to offer be it new dosage forms,
revolutionary Pharmaceutical Molecules or Biotechnologically engineered
cures. Innovative attitude to life drives us to always look for a better and more
effective cure. Our Dynamism allows us to cross our nation’s boundaries and
forage into the global market to find these cures. Our Caring outlook makes us
ensure that these cures are available to the people of India through an effective
and extensive distribution network and careful pricing. Being a well-
established 52-year-old company, we have our feet firmly planted on the
ground. We know the importance of Quality, Purity and Effectiveness of
medicine. Above all else, we know what it takes to achieve all three and we
make sure that we do Every person at Kee Pharma understands the importance
of quality, purity and effectiveness and in this understanding, knows at the
very bottom of his or her heart that - Life matters…People matter

DIVISION

KPL is made up of two SBUs – Kee Pharma, Kee Biogenetics

17
a. Kee Pharma – This is the oldest division of the company which
deals mainly in prescription and life saving drugs. In this division,
the doctor segments that are visited and to whom the products are
promoted are the Gynecological, Orthopedic, Dentist, and Surgeon
and General Practitioner segments. Hence the entire range of Kee
Pharma’s products is aimed at these three segments of doctors, thus
enabling us to concentrate our efforts and provide these segments
with the best and latest in allopathic healthcare. The products that
are promoted in this division are Revici Inj., Salsol and Diser.
b. Kee Biogenetics – KPL felt the need to introduce safer and more
efficient treatments for life threatening diseases and conditions. The
company felt that biogenetics, being the future of modern medicine
would be able to provide new and sometimes improved cures to treat
existing illnesses. Keeping this objective in mind, Kee Biogenetics
was launched in 1999. This division was launched with two products
1 Melagenina Plus– means substance generating melanin, pigment
which colors skin. Melagenina is lipoprotein of low molecular
weight by nature, stimulating the synthesis of melanocytes, which
producemelanin.
2 Realfa 2B – a Recombinant Interferon which is mainly indicated
in Oncology and Gastroenterology (Hepatitis B and Hepatitis C)
Kee Biogenetics is constantly exploring the global pharmaceutical
market for new and revolutionary products. At present we are very
excited about the imminent launch of Erythropoietin and Heparin
(Delta and Enoxi).

18
COMMITMENT TO QUALITY

To us at Kee Pharma, providing quality healthcare is of utmost importance and

we have taken our quality assurance department to the highest level of
efficiency possible. Over the years, KPL has established itself in the Indian
Pharma market as a company that is reliable, safe and above all else,
committed to producing only the highest quality drugs. Apart from conforming
to the FDA’s Primary regulations such as CGMP & Standards of Compendia’s,
our manufacturing facilities also confirms to strict WHO GMP regulations and
holds a license for the same. In addition to these stringent & standard
regulations, our Quality Assurance Departments has developed exhaustive
methods to ensure the Quality, Safety, Purity and Effectiveness of the
Pharmaceutical dosage forms being manufactured by us.

FUTURE PLANS

At present KeePharma is looking forward to opening a new production facility

which is currently under development as per the revised schedule (CGMP).
This production unit will have state of the art equipments and will follow the
latest manufacturing techniques for the in-house production of Oral and
Parenteral dosage forms. On the export front, Kee Pharma is in the process of
registering its drugs in SriLanka, Nepal, Iraq & Bangladesh and we are
confident that we will have our products available in these markets by the end
of the year 2005 and have achieved it. Kee Pharma is in the growth stage and
will reach upto 100 crore business within 5 years.

19
QUALITY POLICY

To us at Kee Pharma, providing quality healthcare is of utmost importance and

we have taken our quality assurance department to the highest level of
efficiency possible. Over the years, KPL has established itself in the Indian
Pharma market as a company that is reliable, safe and above all else,
committed to producing only the highest quality drugs. Apart from conforming
to the FDA’s Primary regulations such as CGMP & Standards of Compendia’s,
our manufacturing facilities also confirms to stricts WHO GMP regulations
and holds a license for the same. In addition to these stringent & standard
regulations, our Quality Assurance Departments has developed exhaustive
methods to ensure the Quality, Safety, Purity and Effectiveness of the
pharmaceutical dosage forms being manufactured by us.

MOLECULE DESCRIPION
20
HAEMOSTATS

Hemorrhage is excessive bleeding & occurs when blood vessels are

damaged during surgery or injury.

The process of arresting bleeding is called Haemostasis. The agent which

helps in this process is a Haemostat. Homeostasis comprises of 4 events.

Vasoconstriction
When bleeding occurs due to damaged blood vessel, platelets present in
blood come together to the site of injury. They become sticky and release
"SEROTONIN", which constricts (narrows) the blood vessel, thereby
reducing blood flow.

Platelet Plug formation

Platelets attract themselves at the damaged site. They release many
substances mainly ADP (Adenosine Diphosphate) and this quickly attracts
more platelets to this site. This accumulation of platelets quickly forms a
temporary seal called 'platelet plug'. Thus, blood loss through vascular
opening is stopped.

Coagulation It is a complex process which involves many factors. It is

described in a simplified manner as given below: -
Thromboplastin is liberated from the damaged tissues and damaged
platelets.
This converts inactive Prothrombin, in the presence of Ca ions (Ca++) into
Active thrombin .Thrombin converts soluble fibrinogen in the presence of
Ca++ into insoluble fibrin .These are protein fibers that form a mesh where
blood cells get entrapped and thus form a blood clot.

Clot Dissolution

21
 Once the blood clot is formed, clot retraction starts. Plasminogen present
in blood is activated to form plasmin which brings about lysis of fibrin
clot thereby causing clot dissolution.

REVICI INJECTION

COMPOSITION

Each 5 ml contains:
Alcohol USNF 0.26 g (n-Butanol)
Citric Acid I.P. 0.0025 g
Physiological saline soln. 3.1 ml
Water for injection I.P. q.s.

REVICI is named after its inventor Dr.Emanual Revici of USA.

 n-Butanol exerts an increased muscular contraction on the
muscular
walls ofthe bleeding vessels and thus brings about stoppage of the
acute haemorrhage. n-Butanol inhibits enzymes like proteolytic
enzyme
present in plasmin and delays retraction of blood clots. In addition
it
acidifys the site of damage, thereby preventing the condition of
alkalosis. Alkalosis of the blood vessels causes excessive bleeding
and
pain. Hence, Revici also acts as an analgesic.

22
 Citric Acid, which is a rich source of Vitamin-C, helps in
capillary
integrity and increases resistance to haemorrhage.Since revici is
in
injectable form, it reaches unchanged to the site of action. It is
metabolised mainly in the liver by enzyme dehydroxygenase. The
metabolites do not have any harmful action and are excreted in
urine.

SAFETY OF REVICI
REVICI injection has the highest safety margin because of higher
therapeutic index (75-100)
Hence, very high dosages as & when required can be given to
achieve
the result.
Therapeutic index is the ratio between LD50 & ED50.
LD50: Lethal dose - a dose at which alteast 50 % of the selected
group
die.
ED50: Effective dose - a dose at which alteast 50 % of the selected
group shows the effect of the drug.

INDICATIONS
o External & internal haemorrhages

23
 o All surgical procedures
o Dentistry
o Pre & post operative haemorrhages
o Obstetrics & Gynaecology
-> Metrorrhagia
-> Dysfunctional uterine bleeding
-> Post-partum haemorrhage
-> Haemorrhage associated with IUCD.

DOSAGE
1 ampoule of 5 ml 3 times daily or as & when required.

CONTRAINDICATIONS
No contraindications are known so far but it should be used with
caution in patients with severe hepatic dysfunction.

24
REVICI-E
COMPOSITION
Revici E 250 Tablets
Each Tablet Contains Ethamsylate 250 mg

Revici E 500 Tablets

Each Tablet Contains Ethamsylate 500 mg

Revici-E brings about platelet aggregation by inhibiting prostacycline

synthetase thereby increasing capillary integrity & decreasing capillary
permeaility .Thus haemorrhage is stopped.

INDICATIONS
Prevention and treatment of capillary hemorrhage associated with
haematemesis, haemoptysis, melena, haematuria, epistaxis, menorrhagia,
metrorrhagia, and postpartum hemorrhage.

DOSAGE & ADMINISTRATION

Adults 500 mg t.i.d.
Children: 250 mg t.i.d.

CONTRAINDICATIONS
Hypersensitivity to the drug, pregnancy, lactation.

25
PRODUCTS OF KEE PHARMA

Haemostasis

Revici-->> Proven Efficacy, Unmatched Safety.

Revici-E -->> the "Time Trusted" Capillary Haemostat.

Gynecology
Nt-Natal MP -->> Micronized to Give Ante Natal Care
Nt-Natal Injections -->> Gives Ante-Natal Care.
Clopreg Tablets -->> The Ray of Hope in Infertility
Ze-spas -->> For Zero Spasm

Pain & Inflammation

Dolocide - K -->> Winning move for painless Mobility.
Dolocide - KP -->> Winning move for painless Mobility.
Dolocide Plus - Gel -->> Winning move for painless Mobility.
Dolocide - MR -->> Winning move for painless Mobility
Diser - Tablets -->> Double Power Anti-Inflammatory Analgesic.
Serato-M-Forte -->> Anti-inflammatory Power that helps to Heal

Bone & Joint Disorder

Calfa - Plus -->> Builds Bones Stronger.
EstroAct -->> Revolution in Postmenopausal Osteoporosis

Antibiotics
Bicidal Plus -->> Tough on pathogens, gentle on GI Tract.
Bidoflox -->> The Outstanding Quinolone that outshines others.
Bidoflox -OZ -->> Comprehensive Antibacterial Coverage.
G-80 Injection -->> the Easiest Way to Prescribe Gentamicin

Other Products

26
Kenuron -->> "The Power to Recharge Neurons"
NC-Derm -->> Right Combination for Right Results.
Salsol -->> Extended Relief, Convenient to use.
Biohep -->> Normalises Liver Function.
Biopank -->> More than an Enzyme.
Nimbola -->> The Easiest way to Prescribe Neem's Virtues.
RESEARCH-METHOLODOGY

 EXPLAROTARY RESEARCH

 SAMPLING SIZE – 110

 SOURCE OF DATA – PIMARY

 DATA COLLECTION TOOL – PERSONAL VISIT

 METHOD F DATA COLLECTION – INTERVIEW ,

QUESTIONNAIRE, SURVEY

 TOOLS & TECHNIQUES OF ANALYSIS OF DATA – TABLES ,

PIE-CHART

OBJECTIVE
The objective of the project was to find the scope of haemostat in veterinary
sector and the awareness of Revici among them.

27
 ANALYSIS

Visited to doctors in Delhi area. There I checked that at what percentage the
brands of KPL are prescribed by the Doctors. Positive response came from
most of the Doctors. They were appreciating the quality of KPL Brands.

Prepared a Questionnaire and took interview of veterinary doctors. And

received the following data

28
SURVEY ON HAEMOSTATS

SL. DOSAGE ANY OTHER

DATE FREQUENCY REVICI OTHER PRODUCT
NO. FORM INFORMATION

Tablet +
09.05.11 1 Daily Both Streptocorm 30-40 ( Injection + Tablet )
Injection

10-20 ( Injection + Tablet

)Injetions
are used because not able
2 Weekly Injection Injection cotroderm
to feed
tablets(orally) to pets at
10.05.11 home

Tablet +
3 Weekly Both Chromostat 30-40 ( Injection + Tablet )
Injection

Mostly Tablet + 60-70 Injection , 20-30

4 Daily Streptocorm , Cannil
Injection Injection Tablets

12.05.11
20-30 ( Injection + Tablet )
Mostly Tablet +
5 Daily Chrome , Striptovit Bleeding
Injection Injection
cases mostly in summer

Mostly Tablet +
13.05.11 6 Daily Streptocorm 30-40 ( Injection + Tablet )
Injection Injection

Mostly 300-320 Injections (10ml

7 Daily Tablet Pexakind
Injection injection)

16.05.11
30-40 Injections ,
Streptocorm ,
8 Weekly Injection Injection Injetions are
Botrophase
used for instant relief

Mostly Tablet + Streptocorm ,

9 Daily 40-50 Injections
Injection Injection Botrophase

17.05.11

Chrome , Striptovit ,
10 Daily Both Tablet 30-40 ( Injection + Tablet )
Cotrosod

Tablet +
11 Weekly Both Botrophase 0-10 ( Injection + Tablet )
Injection

18.05.11

Mostly Tablet + Streptocorm ,

12 Weekly 0-10 ( Injection + Tablet )
Injection Injection Botrophase

29
 Mostly Tablet + 20-25 Injections , 20-30
20.05.11 13 Daily Botrophase
Injection Injection Tablets

More than 600 Injections

Mostly Tablet +
23.05.11 14 Daily Streptocorm (5ml injections), Mostly
Injection Injection
Revici

27.05.11 15 Daily Injection Injection Streptocorm 30-40 Injections

30-40 Injection Not

31.05.11 16 Daily Injection - Botrophase interested in
any other product

About 50 ( Injection +
Tablet +
02.06.11 17 Daily Both - Tablet ) ,
Injection
Satisfied with Revici only

Streptocorm ,
18 Daily Injection Injection 40-50 Injections
Botrophase

03.06.11 19 Weekly Injection Injection Adinochrome 20-25 Injections

Tablet +
20 Daily Both Botrophase 20-30 ( Injection + Tablet )
Injection

Tablet +
04.06.11 21 Weekly Both Chromostat , Botrophase 0-10 ( Injection + Tablet )
Injection

Streptocorm ,
22 Weekly Both Tablet 0-10 ( Injection + Tablet )
Botrophase

07.06.11

Streptocorm ,
23 Weekly Both Tablet 0-10 ( Injection + Tablet )
Botrophase

10-20 ( Injection + Tablet

Chrome , Chromostat , )Bleeding
08.06.11 24 Weekly Injection Injection
Botrophase cases mostly between
April-July

Mostly
09.06.11 25 Daily Tablet Chromastat , Botrophase 200-300 Injections
Injection

30
 Tablet +
11.06.11 26 Daily Both Streptocorm , Chrome 40-60 Injections
Injection

Tablet +
15.06.11 27 Weekly Both Chromostat 0-10 ( Injection + Tablet )
Injection

Mostly Tablet +
16.06.11 28 Weekly Botrophase 30-40 Injections
Injection Injection

Tablet +
18.06.11 29 Daily Both Botrophase 20-30 ( Injection + Tablet )
Injection

Tablet +
30 Daily Both Botrophase 30-40 ( Injection + Tablet )
Injection

20.06.11

Mostly Tablet + Botrophase ,

31 Weekly 0-10 ( Injection + Tablet )
Injection Injection Streptocorm

32 Daily Injection Injection Streptocorm 30-40 ( Injection + Tablet )

4 box (injection) , regular

Mostly Tablet + user of
21.06.11 33 Daily -
Injection Injection revici , interested to know
more

Tablet +
34 Daily Both Botrophase 30-40 ( Injection + Tablet )
Injection

Mostly Tablet +
35 Daily Streptocorm 30-40 ( Injection + Tablet )
Injection Injection

22.06.11

Mostly Tablet +
36 Weekly Chromostat 0-10 ( Injection + Tablet )
Injection Injection

More than 30 injections ,

37 Daily Injection Injection Bottophase use
mostly in surgery
23.06.11

Tablet +
38 Daily Both Chromostat , Chrome 30-40 ( Injection + Tablet )
Injection

31
 Tablet +
39 Weekly Both - 20-30 ( Injection + Tablet )
Injection

These days bleeding cases

40 Daily Injection Injection Ethemsale , Botrophase
are more (in summer)

24.06.11

Tablet + Streptocorm ,
41 Weekly Both 0-10 ( Injection + Tablet )
Injection Botrophase

Mostly Tablet +
42 Daily - 30-40 ( Injection + Tablet )
Injection Injection

Tablet +
25.06.11 43 Monthly Both Streptocorm 0-10 ( Injection + Tablet )
Injection

Tablet +
44 Daily Both - 30-40 ( Injection + Tablet )
Injection

Mostly Tablet +
45 Weekly Streptocorm 10-20 ( Injection + Tablet )
Injection Injection

46 Weekly Injection Injection Adinochrome 20-30 ( Injection + Tablet )

27.06.11

Tablet +
47 Weekly Both - 0-10 ( Injection + Tablet )
Injection

Tablet +
48 Daily Both Streptocorm 30-40 ( Injection + Tablet )
Injection

Mostly
28.06.11 49 Daily Tablet Pexakind 200 Injection
Injection

Tablet +
50 Weekly Both - 0-10 ( Injection + Tablet )
Injection

Streptocorm,Botrophase,
29.06.11 51 Daily Injection Injection 30-40 Injection
Ethemsalate

32
 Tablet +
52 Weekly Both Botrophase 10-20 ( Injection + Tablet )
Injection

Tablet +
53 Weekly Both Streptocorm 0-10 ( Injection + Tablet )
Injection

Tablet +
54 Daily Both Chromostat 20-30 ( Injection + Tablet )
Injection

30.06.11 55 Weekly Injection Injection cotroderm 10-20 Injection

Tablet + Streptocorm ,
56 Weekly Both 10-20 ( Injection + Tablet )
Injection Botrophase

Tablet +
57 Weekly Both Botrophase , Chromostat 0-10 ( Injection + Tablet )
Injection

Botrophase ,
58 Daily Injection Injection 40-50 Injections
Ethemsalate

01.07.11

Tablet +
59 Daily Both Botrophase 20-30 ( Injection + Tablet )
Injection

Streptocorm ,
60 Weekly Both Injection 0-10 ( Injection + Tablet )
Botrophase

Mostly Tablet +
61 Daily Chrome , Cotrosod 50-60 ( Injection + Tablet )
Injection Injection

62 Weekly Injection Injection Ethemsale 10-20 Injection

02.07.11

Tablet +
63 Daily Both Striptocorm 30-40 ( Injection + Tablet )
Injection

64 Weekly Injection Injection cotroderm 10-20 Injection

33
 Tablet +
65 Daily Both Chromostat , Chrome 30-40 ( Injection + Tablet )
Injection

Streptocorm,Botrophase,
66 Daily Injection Injection 30-40 ( Injection + Tablet )
Ethemsalate

04.07.11

Mostly Tablet +
67 Daily Streptocorm 20-30 ( Injection + Tablet )
Injection Injection

Mostly Tablet +
68 Daily Botrophase 20-30 ( Injection + Tablet )
Injection Injection

Mostly Tablet + Streptocorm ,

69 Weekly 0-10 ( Injection + Tablet )
Injection Injection Botrophase

Mostly Tablet + Streptocorm ,

70 Daily 40-50 ( Injection + Tablet )
Injection Injection Botrophase

05.07.11

Mostly Tablet +
71 Daily Streptocorm , Cannil 80-90 ( Injection + Tablet )
Injection Injection

Mostly Tablet +
72 Weekly Botrophase 30-40 ( Injection + Tablet )
Injection Injection

Tablet +
73 Daily Both Streptocorm 20-30 ( Injection + Tablet )
Injection

Mostly
06.07.11 74 Daily Injection Chromostat 70-80 ( Injection + Tablet )
Injection

Botrophase , Chromostat
75 Weekly Injection Injection , 10-20 Injection
Chrome

Tablet +
76 Daily Both Botrophase 20-30 ( Injection + Tablet )
Injection

07.07.11

77 Daily Both Injection Botrophase 70-90 ( Injection + Tablet )

34
 Mostly Tablet +
78 Daily Streptocorm , Chrome 20-30 ( Injection + Tablet )
Injection Injection

Tablet +
79 Weekly Both Chromostat 30-40 ( Injection + Tablet )
Injection

80 Weekly Injection Injection Adinochrome 20-30 Injection

08.07.11

Mostly Tablet + Streptocorm ,

81 Weekly 0-10 ( Injection + Tablet )
Injection Injection Botrophase

Mostly Tablet + Streptocorm ,

82 Weekly 0-10 ( Injection + Tablet )
Injection Injection Botrophase

Mostly Tablet + Streptocorm ,

83 Weekly 0-10 ( Injection + Tablet )
Injection Injection Botrophase

Mostly Tablet + Streptocorm ,

84 Weekly 0-10 ( Injection + Tablet )
Injection Injection Botrophase

09.07.11

85 Daily Injection Injection Streptocorm 30-40 Injection

Tablet +
86 Daily Both Botrophase 20-30 ( Injection + Tablet )
Injection

Tablet +
87 Daily Both Botrophase 20-30 ( Injection + Tablet )
Injection

Tablet +
88 Daily Both Botrophase 20-30 ( Injection + Tablet )
Injection

11.07.11

Mostly Tablet + About 100 ( Injection +

89 Daily Streptocorm , Cannil
Injection Injection Tablet )

90 Daily Injection Injection Streptocorm 30-40 Injections

35
 91 Weekly Injection Injection Chromostat , Chrome 10-20 Injections

Tablet +
92 Daily Both Botrophase 30-40 ( Injection + Tablet )
Injection

Tablet +
93 Daily Both Pexakind About 150 Injections
Injection

Streptocorm,Botrophase,
12.07.11 94 Daily Injection Injection 30-40 Injections
Ethemsalate

95 Daily Injection Injection Chromostat 20-30 Injections

96 Weekly Injection Injection cotroderm 10-20 Injections

Mostly
97 Daily Tablet Chromostat 20-30 ( Injection + Tablet )
Injection

Tablet +
98 Daily Both Botrophase 30-40 ( Injection + Tablet )
Injection

Mostly Tablet +
13.07.11 99 Daily - About 100 Injections
Injection Injection

Mostly Tablet +
100 Monthly Streptocorm 0-10 ( Injection + Tablet )
Injection Injection

Botrophase ,
101 Daily Injection Injection 40-50 Injections
Ethemsalate

Tablet + Streptocorm , 10-20 ( Injection + Tablet

102 Weekly Both
Injection Botrophase )

14.07.11

Tablet +
103 Daily Both - 30-40 ( Injection + Tablet )
Injection

36
 Tablet +
104 Daily Both Chromostat , Chrome 30-40 ( Injection + Tablet )
Injection

105 Weekly Injection Injection Chromostat 10-20 Injections

Tablet +
106 Daily Both Botrophase , Chromostat 20-30 ( Injection + Tablet )
Injection

107 Daily Injection Injection Cannil 30-40 Injectios

Tablet + 10-20 ( Injection + Tablet

108 Weekly Both Adinochrome
Injection )

15.07.11

Tablet +
109 Daily Both Striptovit 20-30 ( Injection + Tablet )
Injection

Mostly Tablet + Streptocorm , 10-20 ( Injection + Tablet

110 Weekly
Injection Injection Botrophase )

37
WEEKLY REPORT

STRE
BOTR CHRO
TOTAL REVIC PTO CHR STRIPT PEXA COTR CAN COTRO ADINOC ETHAS
WEEK OPHA MOST
VISIT I COR OME OVIT KIND OSOD NIL DERM HROME ALE
SE AT
M

1 6 6 - 3 1 1 1 - - 1 1 - -

2 7 7 5 3 - 1 1 1 1 - - - -

3 2 2 - 2 - - - - - - - - -

4 6 5 4 1 1 - - - - - - 1 -

5 5 5 4 3 2 2 - - - - - - -

6 3 3 2 - 1 - - - - - - - -

7 15 15 6 5 2 1 - - - - - - 1

8 20 20 7 7 2 1 - 1 1 - 2 1 3

9 22 22 13 12 4 3 - - - 1 - 1 1

10 24 24 9 6 6 2 1 1 - 2 1 1 2

TOTAL 110 109 50 42 19 11 3 3 2 4 4 4 7

38
No of Doctors Using Different Hemostats

COTRODERM, 4 ETHASALE, 7
COTROSOD, 2 ADINOCHROME, 4
PEXAKIND, 3
CANNIL, 4
STRIPTOVIT, 3
CHROME, 11

CHROMOSTAT, 19

REVICI, 109

STREPTOCORM, 42

BOTROPHASE, 50

39
KEE PHARMA AWARENESS AMONG VETERINARY
DOCTORS:

INDUSTRY AWARENESS

0%

KEE PHARMA AWARE

UNAWARE
100%

PRODUCT AWARENESS
1%

USE REVICI
DON'T USE REVICI
99%

40
LIST OF DOCTORS VISITED:
1. Dr. Rajeev Ranjan Sinha
2. Dr.Rahul Verma
3. Dr. Anil Sood
4. Dr. Pradeep Rana
5. Dr. Jyoshna
6. Dr. Mukesh Kumar
7. Dr. Ajay Sood
8. Dr. Gautam Unny
9. Dr. Saurabh Manish Saxena
10. Dr. A.K. Kumar
11. Dr. Jitender Jappal
12. Dr. Kumar
13. Dr. Vikas Sharma
14. Dr. Pritam
15. Dr. Vikas
16. Dr. Vinod Sharma
17. Dr. R.T. Sharma
18. Dr. Inder Singh Kothari
19. Dr. Sandeep Sidana
20. Dr. Sasank
21. Dr. S. Kumar
22. Dr. Prabhjyot Triguna
23. Dr. Abhay Triguna
24. Dr. RajKumar Singh
25. Dr. S.M. Yadav
26. Dr. Satish Kumar Verma
27. Dr. Verma

41
28. Dr. Chanchal Bhatacharya
29. Dr. Satish Kumar Bhudhiraja
30. Dr. Vikas
31. Dr. Jappal
32. Dr. Jappal
33. Dr. Kumar
34. Dr. Dinesh
35. Dr. Dinesh
36. Dr. Inder Singh
37. Dr. Inder Singh
38. Dr. Mangol
39. Dr. Anand
40. Dr. Bharat Bhusan
41. Dr. Vinay Chhabra
42. Dr. Vinod Sharma
43. Dr. Pushpa
44. Dr. Mukesh Kumar
45. Dr. Gupta
46. Dr. Singh
47. Dr. Sandeep Sidana
48. Dr. Bhatia
49. Dr. Rajeev Ranjan Sinha
50. Dr. Goyle
51. Dr. Chaudhary
52. Dr. Ghansyam Das
53. Dr. Gandhi
54. Dr. Arun Kumar
55. Dr. Triguna

42
56. Dr. Bajaj
57. Dr. Kumar
58. Dr. Nagpal
59. Dr. Arun Kumar Agarwal
60. Dr. Nitin Bhatia
61. Dr. Anand
62. Dr. Kharb
63. Dr. Shahi
64. Dr. Rahul
65. Dr. Bhupendra
66. Dr. Choudhary
67. Dr. Seth
68. Dr. Vaishal Bhatt
69. Dr. V. Kumar
70. Dr. Rajesh Kapuria
71. Dr. Smriti
72. Dr. S. K. Choudhary
73. Dr. M. L. Sharma
74. Dr. Neelam Singh
75. Dr. Didar Singh
76. Dr. Satish Kumar
77. Dr. Ramdeep Chaggar
78. Dr. Rajendra Kumar Anand
79. Dr. Vinay Chhabra
80. Dr. Geeta
81. Dr. Jappal
82. Dr. Jappal
83. Dr. Jappal

43
84. Dr. Jappal
85. Dr. Vikas
86. Dr. Ramdeep Chaggar
87. Dr. Ramdeep Chaggar
88. Dr. Ramdeep Chaggar
89. Dr. Rana
90. Dr. Vinay Kumar Chhabra
91. Dr. M. Mishra
92. Dr. Gagan
93. Dr. Ram Swarup Sharma
94. Dr. Anoop Kumar Gupta
95. Dr. Sharma
96. Dr. Ranjeet Kharb
97. Dr. Chaggar
98. Dr. Sharma
99. Dr. Mahesh
100. Dr. Mann
101. Dr. Subhash
102. Dr. Aniwel
103. Dr. Vikas
104. Dr. Rahul
105. Dr. Verma
106. Dr. Shah
107. Dr. Kumar
108. Dr. Dayal
109. Dr. S. Kumar
110. Dr. Chaudhary

44
 FINDINGS

 100% Veterinary doctors use haemostat.

 99.1% doctors use REVICI.

 About 50% of total use of haemostats , REVICI is used.

 Next to REVICI is BOTROPASE & STREPTOCORM.

 Haemostats are more used in summer, so there is more sale

in April-July.

 Some doctors are interested in direct purchase from

company.

45
 RECOMMENDATION

 To increase its sales, it should increase its Promotion.

 More frequent visits to doctors.

 Direct sale to doctors.

 Parallel promotion to doctors as well as retailers.

46
 REFERENCES

Primary Data:
 Veterinary Doctors
 Veterinary Hospitals

Secondary Data:
 CIMS

47
 ANNEXURE
QUESTIONNAIRE:
DATE:_____________

NAME OF DOCTOR:_____________ AREA:____________

Time of data collection in 24 hr clock time:_____________________________

1. Are you using haemostats ? Yes:_______ No:_______

2. Which brand you are using?

3. If you are informed about any other haemostat with better features, will you use it?

Yes:_________ No:________

4. Which dosage form you use:-

a. Tablet b. Injection

5. Frequency of using haemostat

a.Daily b. Weekly c. Monthly

6. Quantity of haemostat

a.0-10 b.10-20 c. 20-30 d. more than 30

NAME:____________________ SIGNATURE:_____________

48
49