Himalaya Project

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 (Affiliated to A.K.T.U.) 1

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 Roll No. 1544170110

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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.

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INDEX  INTRODUCTION

5

 HISTORY OF HIMALAYA

7

            

12 17 19 21 31 39 47

COMPANY PROFILE PRODUCTION RESEARCH & DEVELOPMENT QUALITY ASSURANCE PRIVACY POLICY HIMALAYA PRODUCTS RESEARCH METHODOLOGY DATA ANALYSIS FINDINGS CONCLUSION SUGGESTION QUESTIONNAIRE BIBLIOGRAPHY

4

53 68 72 74 76 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 IndoEuropean 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 5

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.

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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.

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Mr. M. Manal

His elder brother,

Launch of Serpina,

Dr. Roshan M.

forms The

Mr. M. Misal,

the world's first

Captain, Ph.D.,

Himalaya Drug

joined him a few

anti- hypertensive

joins the company

Company. His

years later and they

drug, derived from

and spearheads

vision:

set about building

Rauwolfia

research and

Put ayurveda on par

the company

serpentina.

development.

with modern

together.

medicine.

Liv.52, a

Mr. Meraj Manal,

Mr. Karstein, a

An advanced

hepatoprotective, is

the founder's son,

German

manufacturing

launched and goes

joins the company.

pharmaceutical

facility is set up in

on to become one of

consultant, directs

Bangalore.

the world's top-

the company's focus

selling drugs.

towards allopathic medical

8

practitioners.

The company's

The company opens

The Animal Health

Himalaya Herbals

R&D center moves

its US office at

Product range for

launches its

to Bangalore.

Houston, Texas.

commercial

personal healthcare

Research and

livestock is

products in India.

development

launched.

becomes a very important aspect of the company's focus.

The company

ISO 9001: 2000

launches a special

certification awarded

range for pets called

for design,

the Companion

manufacture and marketing of herbal 9

health care products.

Care range.

.

Nabeel Manal, the

Himalaya celebrates

UK-based National

Soliga Forest Honey,

founder’s grandson,

seventy-five years.

Quality Assurance

a Certified USDA

gives Himalaya ISO-

Organic honey

14001:2004

sourced from the

certification for

forests of South

environment

India, is launched.

management.

Collected by the

joins the company.

Soliga Tribe, the honey is sourced by Himalaya at a fair trade price.

Introduction of

Using innovative

Liv.52 HB, the 10

Organique by

patent-pending

world’s first herbal

Himalaya, a range of

technology, the

drug for the effective

personal care

company introduces a management of

products formulated

Certified USDA

Hepatitis B, is

with organic herbs

Organic range of

introduced.

and oils.

Pure Herbs.

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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 antihypertensive 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. 12

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 13

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 14

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 15

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.

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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.

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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.

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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 19

product undergoes years of primary research before it reaches the market.

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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

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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)

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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

- to promote development of quality test data

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- 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 benchmark of acceptable crop production methods 24

-

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 25

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.

5.

Transfer of technology to the production department.

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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.

2.

Study the mechanism of action in the formulations.

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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.

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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.

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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.

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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 31

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

32

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. 33

HIMALAYA PRODUCTS

Purifying Neem Face Wash

Purifying Neem Foaming Face Wash

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Himalaya Men Intense Oil Clear Lemon Face Wash

Himalaya Men Power Glow Licorice Face Wash

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Clear Complexion Whitening Face Wash

Gentle Exfoliating Daily Face Wash

Moisturizing Aloe Vera Face Wash

36

Oil Control Lemon Face Wash

Oil Control Lemon Foaming Face Wash

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FACE CREAM

Acne-n-Pimple Cream

Anti Wrinkle Cream

38

Clear Complexion Whitening Day Cream

Energizing Day Cream

39

Light Hydrating Gel Cream

Revitalizing Night Cream

40

FAIRNESS

Natural Glow Fairness Cream

Fairness Face Mask

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EYE CARE

Under Eye Cream

Kajal

42

Gentle Eye Make-up Remover

LIP CARE

Lip Balm

43

Nourishing Lip Balm

Intensive Moisturizing Cocoa Butter Lip Balm

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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.

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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. 47

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.

48

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 secondary data are Internet and libraries.

49

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. 50

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 Sample size

51

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 involved. and organization) considerations.

52

cost.

time.

labor

DATA ANALYSIS 1. Do you deal in Himalaya Product? Table 1 : Chemist who deals in HimalayaResponse

%

Yes

98

No

02

Yes

No

2%

98%

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.

53

2. How do rate the Himalaya Drug Company? Table 1 : Rating of Himalaya Drug CompanyCategory

%

Best in class

60

Good

18

Moderate

15

Not Good

7

Best in class

Good

Moderate

Not Good

7% 15%

60%

18%

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.

54

3. How do you rate the product efficiency? Table 3 : Product EfficiencyCategory

% Response

Bet in Class

30

Good

28

Immediate Response Slow Response

12 30

Bet in Class

Good

Immediate Response

Slow Response

30%

30%

12% 28%

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.

55

4. Why do you like Himalaya product literature? Table 4 : Product LiteratureCategory

% Response

Easy to Understand Highly Knowledgeable Both easy to understand and knowledgeable Tough to understand Net adequate knowledge

23 20 35

16 6

Net adequate knowledge ; 6% Tough to understand ; 16%Easy to Understand ; 23%

Highly Knowledgeable ; 20% Both easy to understand and knowledgeable ; 35%

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.

56

5. Are you satisfied with the behaviour of the Himalaya people? Table 5 : Satisfaction level with the behaviour of Himalaya PeopleCategory

% Response

Very much

72

Yes

20

Not Good

8

Very much

Yes

Not Good

8% 20%

72%

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.

57

6. What is the mode of demand made by the customer for Himalaya drugs. Table 6 : Demand TypeDemand Type

%

Prescription Based Own Demand

65

Suggestion Based

17

Prescription Based

18

Own Demand

Suggestion Based

17%

18% 65%

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.

58

7. What is the demand of product? Table 7 : Demand of Himalaya Product Demand of Himalaya High Selling

%

Low Selling

16

Average Selling

55

High Selling

29

Low Selling

Average Selling

29% 55% 16%

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.

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8. What are the product you deal mostly? Table 8 : Products the chemist mostly dealProduct

%

Liv-52

36

Bonnisam

11

Cystone

25

Rumalaya Forte

28

Rumalaya Forte ; 28%

Liv-52; 36%

Cystone ; 25%

Bonnisam ; 11%

Interpretation: Chemist told than 36% was Liv-52 among the Himalaya drugs they sale. 28% was Rumalaya Forte in the Himalaya group.

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9. Among all these selling which Himalaya product is high? Table 9 : Closest competitor of HimalayaCompetitor

%

Dabur

36

Baidyanath

30

Zandu

30

Himani

04

Dabur

Baidyanath

Zandu

Himani

4% 36%

30%

30%

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.

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10. Show your satisfaction level as being a Himalaya product dealer/ Table 10 : Satisfaction of Himalaya dealerCategory

Highly Satisfied Satisfied

Neutral

Dissatisfied

Price

15

37

40

8

Margin

35

40

17

18

Discounts

15

30

35

-

Gifts

22

55

16

7

40

37

15 8 Highly Satisfied

Satisfied

Neutral

Dissatisfied

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.

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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

60

20 15 5 Highly Satisfied

Satisfied

Neutral

Dissatisfied

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.

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12. Which age group your effective customer? Table 12 : Effective customer with respect to age groupAge Group

% Customer

0-20

17

21-40

15

41-60

33

61-Above

35

0-20

21-40

41-60

61-Above

17% 35% 15%

33%

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%.

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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