1

PROJECT REPORT

On
Pharma Marketing of


In Partial Fulfillment of the requirement for
MBA DEGREE PROGRAMME

By Kamini Kumari

Of G.B.T.U. Lucknow
(Session 2009-11)
Under the Guidance : Submitted
By:
Ms Ruchi Jain Manisha
Sharma
(Project Guide) MBA IV
th

Sem.
Roll
No.0900170025




2


ANAND ENGINEERING COLLEGE, AGRA
GAUTAM BUDDH TECHNICAL UNIVERSITY,
LUCKNOW
DECLARATION

I, Manisha Sharma student of ANAND ENGINEERING
COLLEGE, AGRA Masters of Business Administration,hereby
declare that I have completed Summer Internship on Cipla as part of
the course requirement.
I further declare that the information presented in this project is true and
original to the best of my knowledge.
Manisha Sharma
MBAIV
th
SEM.
Date: Roll No.0900170025
Place: AGRA







3










ACKNOWLEDGEMENT

Behind every achievement lies a unfathomable sea of gratitude to
those who have extended their support and without whom it would never
have come into existence. To them we say our words of gratitude.
I would also like to extend my heartfelt gratitude to him for his constant
encouragement and valuable insight, guidance and facilities at all phases
of the Research.
I would also like to acknowledge the support and guidance of Ms Ruchi
Jain (Project Guide) without his help and encouragement it would have
been practically impossible to complete this project.
Last but not least I am also thankful to (Faculty HR) of ANAND
ENGINEERING COLLEGE, AGRA .


Manisha Sharma
MBAIV
th
SEM.
4
Roll No.0900170025









PREFACE

I have study and analyze the different aspects of investment
companies (mutual funds) of India and has also done the comparative
analysis Hedge Funds and their applicability in Indian Industry
related to different companys mutual funds for the submission of
research report in college and university in the partial fulfillment of
Master of Business Administration degree program.

Today the mutual fund industry has emerged as the most
dynamic segment of the Indian financial system, thanks to the
rigorous policy initiatives of the government. Till 1987,UTI was the
only mutual fund with an investiable fund of Rs.6700 crores. The
industry has witnessed an unprecedented level of growth with the
entry of mutual funds sponsored by nationalized bank and insurance
companies in1987. By the end of 1992-93, the funds under
management rose to nearly Rs.48,000 crores. The mutual fund
activity attained momentum in1993 with the opening up of the
industry to private sector fund operators and, consequently, by 1995,
the investiable funds of the industry have crossed Rs.72,000 crores.
By the end of 1994-95, 11 private sector and nine public sector
mutual funds, excluding UTI, came into operation.

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As mutual fund industry is one of the important industries in
todays scenario so, I have tried to analyze different mutual funds
related to different industries both public as well as private.








The report contains the analysis and interpretation of various
aspects of mutual fund industry. The starting part of the report gives
the description of the evolution, growth, classification and current
status of mutual funds in India with a focus on the problems and
prospects of the industry.

The later part of the report deals with the research that is
research methodology used and the analysis and interpretations of
different companies mutual funds along with the findings of the
research and recommendation to improve this industry.








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1.1 General Introduction
As Cipla has high numbr of products, so it was very difficult to
market all products at the same time. To handle this problem it was
found convenient to divide all the products into different categories,
& designate a separate set of people responsible for marketing for a
particular set of products. In order to categorize product five sets
were created & all these set of people are named as divisions.Five
divisions of cipla are as follows:-
1. LIFE CARE DIVISION
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2. ASTHMA CARE DIVISION
3. CARDIAC CARE DIVISION
4. SUPRA CARE DIVISION
5. SPECIAL DIVISION
6. CUTICAL CARE
7. OMLI CARE


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1.2 OBJECTIVE OF THE STUDY
Primary objective of the study are known and understand
To identify those required Marketing EXPORT DOCUMENTS.
To identify the way of Marketing export and to understand
different Strategies for tapping export market.
To understand selecting of suitable port for exporting of
Their product.
To study different incentive given by government for
Promoting export.
To identify the tariff barrier in shoes industry.
To study different services offered by the C.H.A (custom
housing agent

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1.3 INDUSTRY PROFILE
a. Origin and development of the industry :-
Cipla Cipla exports raw materials, ...
For API s
Food and Drug Administration
(FDA),USA
For finished formulations
Medicines Control Agency
(MCA),UK
Therapeutic Goods Administration
(TGA), Australia
The South African Medicines and Medical Device
Regulatory Authority
(SAMMDRA), South Africa
National Institute of Pharmacy
(NIP), Hungary
Pharmaceutical Inspection Convention
(PIC), Germany
World Health Organisation
(WHO)
State Institute for the control of drugs,
Slovak Republic
ANVISA,
Brazil

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b. Growth and present status of the industry :-
1.-Provision for tax includes deferred taxation.
2.-The Company is exclusively in the pharmaceutical business
segment.
3.-The figures of the previous year have been regrouped to render
them comparable with the figures of the current year.
4.-No investor grievances were pending at the beginning of the
quarter. During the quarter ended 31st December, 2003, 68
investor grievances were received and have been suitably replied.
5.-The Company had challenged the inclusion of the drugs -
Salbutamol, Theophylline, Ciprofloxacin and Norfloxacin within the
ambit of price control. The petition filed by the Company had been
decided in favour of the Company by the Bombay High Court, which
held that the said drugs were outside the ambit of price control.
However, on appeal filed, the Supreme Court has remanded the
matter to the Bombay High Court for further and more detailed
examination in light of the principles laid down by the Supreme
Court. The Supreme Court has also permitted the government to
recover 50% of the amount that they claimed have been
overcharged. The government has sent notices to the Company
demanding an aggregate of Rs.179.83 crores in respect of the said
drugs, which according to them is 50% of the amount allegedly
overcharged by the Company till July, 2003. The Company has
however not paid the same in view of the interim orders obtained
by the Company in different proceedings from the Karnataka High
Court and the Allahabad High Court in respect of the
abovementioned drugs. The Company has also obtained legal
opinion that it is not liable to make any payment of the said
amounts at this stage in view of the aforementioned orders.
Accordingly, the Company continues to consider the impugned
demand as a contingent liability.
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6.-The above results were taken on record at the meeting of the
Board of Directors held on 30thJanuary, 2004.
2. Factors Affecting Productivity Growth
FINANCIAL REVIEW - QUARTER ENDED DECEMBER 2003
Financial performance:
(Rupees in millions)
-Q3 FY0304-Q3 FY0203-% change
Domestic-2995.5-2641.7-13.4%
Exports- - -
Formulations-997.6-713.6-39.8%
APIs-1068.9-433.9-146.3%
Total-5062.0-3789.2-33.6%
Other operating income-163.5-80.8-102.4%
Total-5225.5-3870.0-35.0%
Operating margin-21.0%-23.0%-
Profit before tax-20.3%-22.4%-
Profit after tax-14.4%-17.2%-
Cipla topped the monthly rankings for sales of prescription drugs
during December 2003 (as per ORG report). Domestic sales for the
third quarter 2003 recorded a growth of more than 13% and export
sales for the same period recorded an impressive growth of 80%.
The anti-asthmatics and cardiovascular segments have shown good
performance in the domestic market. In the exports markets, the
anti-AIDS, anti-depressants, anti-asthmatics and CNS segments
have shown good performance.
Material cost (as a percent to sales) is lower on account of product
mix mainly due to exports (both formulations and APIs) where the
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margins have been higher as compared to the previous quarters of
the current year.
Other expenses have increased mainly due to increase in
maintenance costs of our units to meet international regulatory
standards and higher recurring costs on overheads such as
manufacturing, stores & spares, etc.
Excise duty has increased due to change in proportion of dutiable
products to duty-exempted products.
The increase in interest cost is due to short-term borrowings during
the quarter.
The net tax liability for the quarter has gone up as a percentage to
profit before tax due to lower deduction available to the Company
on account of export profits u/s 80 HHC of the Income Tax Act from
Rs 37 cr in FY 0203 to Rs 22.5 cr in FY 0304.
Other operating income has increased during the quarter due to
payments received for product development under various
agreements with foreign partners & higher export benefits.








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a. Future of the industry :-
Launches of products:
To maintain the leadership position Cipla launches 4-5
products every year in each division according to the potential &
growth of molecules. In order to remain in leadership position we at
Cipla always try to gather as much a s possible information about
consumer preferences & there needs related to changing times &
life style. To launch 4-5 products in every division we contently
relay on unmatched R&D efforts and our qualified scientist.

















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2.1 Origin of the organization :-

Khwaja Abdul Hamied, the founder of Cipla, was born on October
31, 1898. In college, he found Chemistry fascinating. He set sail for
Europe in 1924 and got admission in Berlin University as a research
student of The Technology of Barium Compounds. He earned his
doctorate three years later.
In 1935, he set up the Chemical, Indistrial & Pharmaceutical
Laboratories, which came to be popularly known as Cipla. He gave
the company all his patent and proprietary formulas for several
drugs and medicines, withoug charging any royalty. On August 17,
1935, Cipla was registered as a public limited company with an
authorized capital of Rs. 6 lakhs.
The search for suitable premises ended at 289, Bellasis Road
(the present corporate office) where a small bungalow with a few
rooms was taken on lease for 20 years for Rs. 350 a month. Cipla
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was officially opened on September 22, 1937 when the first
products were ready for the market. On October 31, 1939, the
books showed an alltime high loss of Rs. 67,935. That was the last
time the company ever recorded a deficit.
The whole of Cipla was plunged into gloom on June 23, 1972
when Dr. K. A. Hamied passed away.
Cipla is one of the leading organizations of India related with
health care products. Every company wants to increase its sales
potential and to increase its position in the market. Therefore it is
the aim of every company to expand its business and to have
highest market share.
Therefore Cipla has assigned me a project on to collect the
information from retailers regarding the Cipla product and
competitors in Lucknow. This project will be helpful in someway in
finding the brand having the gratest market share in Lucknow.
Which companys brand is leading in the cardiac market? This
project was extended, by visiting the doctors to aware them for the
pre hypertension stage according to the JNC 7 guidelines & also to
know which class of anti hypertensives is preferred by the doctors.
The present study is based on a sample of 100 retailers and
14 doctors of Lucknow. Though the size of sample may be
considered small but due to time constraints there was no
alternative.
However, all attempts have been made to survey the
customers from all the areas in Lucknow. I have applied cluster
sampling in both the projects.




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Khwaja Abdul Hamied, the founder of Cipla, was born on October
31, 1898. The fire of nationalism was kindled in him when he
was 15 as he witnessed a wanton act of colonial highhandedness.
The fire was to blaze within him right through his life.
In college, he found Chemistry fascinating. He set sail for Europe
in 1924 and got admission in Berlin University as a research
student of "The Technology of Barium Compounds". He earned
his doctorate three years later.
In October 1927, during the long voyage from Europe to India,
he drew up great plans for the future. He wrote: "No modern
industry could have been possible without the help of such
centres of research work where men are engaged in compelling
nature to yield her secrets to the ruthless search of an
investigating chemist." His plan found many supporters but no
financiers. However, Dr Hamied was determined to being "a
small wheel, no matter how small, than be a cog in a big wheel."
Cipla is born

In 1935, he set up The Chemical, Industrial & Pharmaceutical
Laboratories, which came to be popularly known as Cipla. He
gave the company all his patent and proprietary formulas for
19
several drugs and medicines, without charging any royalty. On
August 17, 1935, Cipla was registered as a public limited
company with an authorised capital of Rs 6 lakhs.
The search for suitable premises ended at 289, Bellasis Road
(the present corporate office) where a small bungalow with a few
rooms was taken on lease for 20 years for Rs 350 a month.

Cipla was officially opened on September 22, 1937 when the first
products were ready for the market. The Sunday Standard
wrote: "The birth of Cipla which was launched into the world by
Dr K A Hamied will be a red letter day in the annals of Bombay
Industries. The first city in India can now boast of a concern,
which will supersede all existing firms in the magnitude of its
operations. India has lagged behind in the march of science but
she is now awakening from her lethargy. The new company has
mapped out an ambitious programme and with intelligent
direction and skillful production bids fair to establish a great
reputation in the East. "
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Mahatma Gandhi visits Cipla
July 4, 1939 was a red-letter day for Cipla, when the Father of
the Nation, Mahatma Gandhi, honoured the factory with a visit.
He was "delighted to visit this Indian enterprise", he noted later.
On October 31, 1939, the books showed an alltime high loss of
Rs 67,935. That was the last time the company ever recorded a
deficit.
In 1942, Dr Hamieds blueprint for a technical industrial research
institute was accepted by the government and led to the birth of
the Council of Scientific and Industrial Research (CSIR), which is
today the apex research body in the country.
In 1944, the company bought the premises at Bombay Central
and decided to put up a "first class modern pharmaceutical works
and laboratory." It was also decided to acquire land and buildings
at Vikhroli. With severe import restrictions hampering
production, the company decided to commence manufacturing
the basic chemicals required for pharmaceuticals.
In 1946, Ciplas product for hypertension, Serpinoid, was
exported to the American Roland Corporation, to the tune of Rs 8
lakhs. Five years later, the company entered into an agreement
with a Swiss firm for manufacturing foromycene.
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Dr Yusuf Hamied, the founders son, returned with a doctorate in
chemistry from Cambridge and joined Cipla as an officer in
charge of research and development in 1960.
In 1961, the Vikhroli factory started manufacturing diosgenin.
This heralded the manufacture of several steroids and hormones
derived from diosgenin.

The founder passes away
The whole of Cipla was plunged into gloom on June 23, 1972
when Dr K A Hamied passed away. The Free Press Journal
mourned the death of a "true nationalist, scientist and great
soul. The best homage we can pay to him is to contribute our
best in the cause of self-reliance and the prosperity of our
country in our fields of endeavour."
Cipla set up an agricultural research division in Bangalore in
early 1973. The division worked on cultivation of several
medicinal plants, particularly the Dioscorea species. The
Bangalore factory was opened on October 22, 1977.
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Awards and achievements
Cipla was awarded the Chemexcil Second Award for 1978-79, in
recognition of the companys role in the international market as
also the high ratio of exports to local sales.
The Chemexcil First Award followed this, in 1981-82. In 1983,
Cipla bagged the Sir P C Ray Award for the development of
indigenous technology in the face of stiff competition.
In another landmark achievement that hit the headlines in the
same year, Cipla developed two anticancer drugs, vinblastine
and vincristine from the common garden plant Vinca rosea. This
was in association with the National Chemical Laboratory.
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Commercial production commenced in Ciplas fourth factory at
Patalganga in November 1983. Located in the middle of a green
island, the plant incorporated the latest technical facilities in
accordance with Good Manufacturing Practices.
In 1985, the US FDA approved Ciplas bulk drug manufacturing
facilities for the first time. In 1988 Cipla won the National Award
for Successful Commercialisation of Publicly Funded R&D.
In keeping with its leadership position in anticancer drugs, the
company pioneered the manufacture of the antiretroviral drug,
zidovudine, in technological collaboration with Indian Institute of
Chemical Technology in 1993.
In 1994, Ciplas fifth factory began commercial production at
Kurkumbh, Maharashtra.
Heralding a new era in inhalation therapy, Cipla launched its
transparent Rotahaler, the worlds first such dry powder device,
in 1995.
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In 1997, the palliative cancer care centre set up by the Cipla
Foundation, began offering free service to terminally ill patients
at Warje, near Pune.
In 1998, Cipla launched lamivudine, thus becoming one of the
few companies in the world to offer all three component drugs of
retroviral combination therapy (the other two being zidovudine
and stavudine).




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Dr K A Hamied sets up "The Chemical, Industrial and
Pharmaceutical Laboratories Ltd." in a rented bungalow, at
Bombay Central.


As the Second World War cuts off drug supplies, the company
starts producing fine chemicals, dedicating all its facilities for the
war effort.


Sets up first research division for attaining self-sufficiency in
technological development.


Starts operations at second plant at Vikhroli, Mumbai, producing
fine chemicals with special emphasis on natural products.


Cipla manufactures ampicillin for the first time in the country.


Starts Agricultural Research Division at Bangalore, for scientific
cultivation of medicinal plants.

26

Cipla launches medicinal aerosols for asthma.


Wins Chemexcil Award for Excellence for exports.


Fourth factory begins operations at Patalganga, Maharashtra.


Develops anti-cancer drugs, vinblastine and vincristine in
collaboration with the National Chemical Laboratory, Pune. Wins
Sir P C Ray Award for developing inhouse technology for
indigenous manufacture of a number of basic drugs.


US FDA approves Ciplas bulk drug manufacturing facilities.


Cipla wins National Award for Successful Commercialisation of
Publicly Funded R&D.


Lauches etoposide, a breakthrough in cancer chemotherapy, in
association with Indian Institute of Chemical Technology.

The company pioneers the manufacture of the antiretroviral
drug, zidovudine, in technological collaboration with Indian
Institute of Chemical Technology, Hyderabad.

27

Cipla's fifth factory begins commercial production at Kurkumbh,
Maharashtra


Launches transparent Rotahaler, the world's first such dry
powder inhaler device now patented by Cipla in India and
abroad. The palliative cancer care centre set up by the Cipla
Foundation, begins offering free services at Warje, near Pune.


Launches lamivudine, becoming one of the few companies in the
world to offer all three component drugs of retroviral
combination therapy (zidovudine and stavudine already
launched).


Launches Nevirapine, antiretroviral drug, used to prevent the
transmission of AIDS from mother to child.


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2.2 Growth and development of organization :-






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2.3 Present status of the organization :-
Ever since inception in early 1970s, Benara has emerged as a
leading brand in Engine Bearings, Bushes and Bi-metallic strips in
copper lead, aluminium - tin alloys. In fact, Benara has emerged
as one of Indias largest manufactures of Engine Bearings and
Bushes in technical collaboration with South Korea.
We at Benara go by a corporate vision which places emphasis on
the creation of world class quality products that not only match
consumer specifications, but often exceed them.
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2.4 Future plans of the organization :-
The organization has plans to explore and exploit more
business opportunities, in the fields of manufacturing and supplying,
components of cast Iron and Steel costing basically to the
customers at the corporate levels to have long term consistent
business. In this regard, the management is committed to focus its
maximum attention on customer services by ensuring customers
requirement of all types and also the product requirements as
determined by themselves. And the entire activities controls are
through implementation of quality systems as on today ISI. The
organizations are absolutely free from financial constraints and is
happily willing to accept and undertake any feasible proposals in
this direction.


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2.5 Functional Departments of the organization :-


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CIPLA RANGE OF PRODUCTS ARE MANUFACTURED
IN 18 STATE-OF-THE-ART FACILITIES AS UNDER:
Manufacturing facilities
Vikhroli, Mumbai
Formulations
Bangalore
Bulk drugs, formulations, natural products
Patalganga
Bulk drugs, formulations
Kurkumbh
Bulk drugs, formulations
-
Dedicated licensed manufacturing facilities
Bangalore
Intermed Pharma Pvt. Ltd.
Intermed Labs Pvt. Ltd.
Daman
Golden Cross Pharma Pvt. Ltd.
Healing Cross Pharma Pvt. Ltd.
Jupiter Remedies Pvt. Ltd.
Advanced Remedies Pvt. Ltd.
Goa
Medispray Laboratories Pvt. Ltd.
Meditab Specialities Pvt. Ltd.
Okasa Pvt. Ltd.
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Kurkumbh
Orion Remedies Pvt. Ltd.
Satara
Okasa Pharma Ltd.
Mediorals Laboratories Pvt. Ltd.
Solapur
Aditi Pharmaceuticals Pvt. Ltd.
Research & Development Centres
Mumbai Central, Mumbai
R&D Formulations
Vikhroli, Mumbai
R&D Bulk drugs & formulations
Bangalore
R&D Bulk drugs
Patalganga
R&D Bulk drugs
Kurkumbh
R&D Bulk drugs


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MUMBAI CENTRAL
Corporate Office / R& D Formulations







35
VIKHROLI (Mumbai Suburb)




Manufacturing
Bulk Drugs & Formulations (Liquid Orals, Aerosols), R&D Unit


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BANGALORE



Manufacturing
Bulk Drugs & Formulations
(Tablets)
Approved By
US FDA (for bulk drugs); WHO
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PATALGANGA


Manufacturing
Bulk Drugs & Formulations
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GOA



Manufacturing Formulations

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2.5 ORGANIZATION CHART FOR GROUP




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2.6 Product and service profile of the organization :-
CIPLA WAS THE FIRST TO INTRODUCE THESE DRUGS IN
INDIA.
Clofibrate
For hyperlipidaemias resistant to diet
Propranolol
For hypertension
Lorazepam
For anxiety
Salbutamol sulphate
For bronchial asthma
Vincristine sulphate
For acute leukaemia
Vinblastine sulphate
For palliative treatment of cancer
Piroxicam
For rheumatoid arthritis
Gugulipid
For cholesterol reduction
Norfloxacin
Broad spectrum antibacterial
Etoposide
For various cancers
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Zidovudine (AZT)
For HIV infection

Bicalutamide
For prostate cancer

Famcyclovir
For herpes infections

Apraclonidine
For glaucoma -
Ondansetron
For cancer-induced emesis
Salmeterol
For bronchial asthma
Deferiprone
World s first oral iron chelator for use in thalassaemia
Finasteride
For benign prostatic hyperplasia
Fluticasone propionate
Topical corticosteroid
Alendronate
For osteoporosis
Stavudine
For HIV infection
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Lamivudine
For HIV infection
Doxazosin
For hypertension
Nevirapine
For HIV infection

Misoprostol
For NASAID induced gastritis

Tamsulosin
For BPH

Montelukast Sodium
For bronchial asthma

.




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Dosage Forms
We manufacture:
Tablets
Conventional
44
Sustained Release
Enteric Coated
Effervescent
Chewable
Mouth Dissolve
Dispersible
Bilayered
Capsules
Hard Gelatin
Sprinkles
Sustained Release
Immediate Release
Filled with liquid
Powder Plus Tablet
Enteric coated pellets
Soft Gelatin
Conventional
Microemulsion
Liquids
Suspensions
Syrups
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Drops

Injections
Ampoules
Vials
Dry Powder
Lyophilized
Depot
Ophthalmic Preparations
Suspensions
Solutions
Ointments
Topical Preparations
Lotions
Creams
Ointments
Transdermal Patches
Transdermal Sprays
Gels
Powders
Nasal Preparations
Suspensions
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Solutions
Metered Sprays

Inhalers
Metered Dose
Dry Powder
Nebulizing Solutions
Rectal Preparations
Suppositories
Enema
Foams
Powders
Effervescent
Conventional
Dispersible
Buccal Preparations
Metered Sprays
Devices
For use with
Metered Dose Inhalers
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Intramammary Preparations
For Veterinary Use
Toiletries

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2.7 Market profile of the organization :-

CIPLA PRODUCTS ARE BOUGHT BY OVER 140 COUNTRIES LOCATED IN THE
FOLLOWING REGIONS:


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CIPLA TECHNOLOGY IS PRESENTLY SOLD TO COMPANIES IN:
Canada -Ecuador-Germany -Ivory Coast
Saudi Arabia -UK-USA-
Cipla has entered into marketing joint ventures with companies in:
Australia-Ireland-South Africa





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51
3.1 Students works profile (role and responsibilities) :-
To steps are involved in formulating the research problem:
Understanding the problem.
Rephrasing the problem into meaningful terms form an
analytical point of view.
The training sessions are conducted in the beginning of
training in order
To make us clear about the tasks provided and how handle
the different situation
The research design used in this study is descriptive which includes
interviewers. Questionnaire and unit fact-findings enquiries with the
employees
SAMPLING:
Sample is Researcher collect needed information from various persons who
are associated with this subject. When such associated persons are in new
number research can get information from all of them in such some people
among associated persons are selected and collect information from them.
These selected persons represent the whole universe and are called sample.
Sampling unit
The sampling for this research. Employees were available for interview.
52
Sampling size
Sample size for the objective sample size cover for the various departments
such as
P&A Department, Quality control, Design Department, Mig
Department, Jaguar & SU 30, store Department, Security & Vigilance
Department
The sampling method used for this visit of Different Department was done
by researcher
Questionnaire Design
The questionnaire for this survey includes both open ended and close ended
questions.
Way of issuing questionnaire
It was personal interview (face to face). It helped in directly asking the
question to data available through this is a time consuming processed
interviewers have little time to think.
Target people: - Officers & Workmens
Research study
A research study for the project on marketing this is done through
questionnaire to employees. Research is a systematic and in depth study to
find out the awareness and attitude towards PAR among employees.

53
3.2 Description of live experience :-
The all time that I spend in cipla was very tremendous for me. I gain
lot of experience from cipla Group The organization has a dynamic structure
that support the person to work with its full efficiency. The system of doing
work in organization is very Relaxable and make comport to all employee
that are attached to cipla.
I gain lot of knowledge related to export documentation that is very
important for me. I done lot of work related to export documentation and
know about the all procedure of export & import of goods.
I know about the all procedure that is important for shipment of
goods.
In the end I want to say my experience was vary knowledgeable &
must for increase my knowledge.
54
3.3 Students contribution to organization :-
To maintain the file of employee records.
To maintain the attendance register of the companys employee.
To calculate the salary of the employees.
To test the market piece.
Work to see packing quantity and packing process.
Help in some official work.















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4.1 Statement of research problem :-
My research is based on the marketing. I want to know what is the
system that is must for a exporter To indai the goods & and also the
importer to Import the goods. My research is based on the whole procedure
that is must for import of goods.
What rules or regulation implemented by the government to Export &
import of goods.
Like as :-
What document are must when a developing and under develop
Country export to developed country.
What document are must when a developed country export to
Developing & under developed country.









57
4.2 STATEMENT OF RESEARCH OBJECTIVES :-
Right at the out setitis imperativetop in point the
purpose/objectives of the study. Objective should be precise. It
cannot be provisional.
Preparing Our list includes such items like reason for brand
loyalty; customer is satisfied with the price, why the doctors
preferred this brand, doctors tried for any newer molecule etc


58
4.3RESEARCH DESIGN AND METHODOLOGY :-
RESEARCH METHODOLOGY
Research is a process of systematic & in depth study or search of any
particular topic or areas investigations backed by collection, compilation,
presentation & interpretation of relevant details of data. In brief
methodology can be covered under the following head
.Same information has been gathered from secondary sources i.e.
internal sources, local journal written material etc
Data sources :- Major Primary
Research approach :- Survey Research
Research instrument :- Question Rise
Contact methods :- Personal Interview
The data obtained has been carefully studied and analysis.



59
4.4 Analysis of data :-
As Cipla has high numbr of products, so it was very difficult to market all
products at the same time. To handle this problem it was found convenient
to divide all the products into different categories, & designate a separate
set of people responsible for marketing for a particular set of products. In
order to categorize product five sets were created & all these set of people
are named as divisions.Five divisions of cipla are as follows:-
8. LIFE CARE DIVISION
9. ASTHMA CARE DIVISION
10. CARDIAC CARE DIVISION
11. SUPRA CARE DIVISION
12. SPECIAL DIVISION
13. CUTICAL CARE
14. OMLI CARE
Lie Care Division:
Life care division deals with anti bacterias, anti ulcerates, oral asthma,
NSAIDS.
Asthma care Division:
Asthma care deals with anti asthma products which products which
consists of asthma preventing product & asthma reliever products.
Cardiac Care Division:
Cardiac care division deals with the area of cardiac related products.
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Supra Care Division:
Supra Care Division deals in anti AIDS, urological, anti emetic products
Special Division:
Special division deals in products for Gynecological, Orthopedic,
Dermal, Opthal specialty.
Launches of products:
To maintain the leadership position Cipla launches 4-5 products every
year in each division according to the potential & growth of molecules. In
order to remain in leadership position we at Cipla always try to gather as
much a s possible information about consumer preferences & there needs
related to changing times & life style. To launch 4-5 products in every
division we contently relay on unmatched R&D efforts and our qualified
scientist.
Bonus Offers:
In addition to new products we keep a close eye on our well
established products which are actually a source of major chunk of our
profits, for this we offer different benefits in form of different schemes which
remain in place throughout the year. These schemes are in place for
different products in different divisions.





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4.5 Summary of findings :-
The all peoples think about the export documentation is very typical
Process . and it is very hard to implement that , the process of Export
documentation have lot of problems like that. But in actual position export
documentation is very important And very easy in implementation. It is very
important to any Organization which deals in export and import of goods.
In export documentation we follow all the rules and regulation that is
implement by the government for doing export and import. I find export
document is very easy and important to the organization and also the
person who attached the export and import department.















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5.1 Summary of learning experience
Based on the vast study & analysis I can say that the Top
management role needs a tremendous change towards the role of facilitator.
Every manager in the organization hierarchy at his own position has the
same role of facilitator. In fact in the present scene. The managers are
facilitators. The role of facilitator has a high demand on individual to be a
continuous learner, i.e. there is a transition from owner, Manager, Leader
I conclude that for the of business, Empowerment strengthens the
ongoing capacity for successful action under changing circumstances.
Thus to develop self esteem, organization has to satisfy the employees
need for higher levels of job satisfaction & an overall improved quality of
work life consistent will the dignity of the employees as a human being.
I hope that this project is of utmost value to all who are in this field &
I also feel that the knowledge gained during this training would be helpful to
me in future.






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5.2 CONCLUSION AND RECOMMENDATION
CONCLUSION
Following this court order, the Company has recently received demand
notices from the National Pharmaceutical Pricing Authority (NPPA). The
notices require Cipla to deposit Rs.103.61 crore, being 50 percent of the
claim raised by NPPA for the period up to June 2000. The Company is
examining the legal implications of these notices.
The Doha Declaration of November 2001 was in reality a small achievement
for all third world countries including India. In August 2003, the World Trade
Organisation (WTO) negotiators had put together an accord on the issue of
compulsory licensing by the poor countries for affordable medicines, in case
of public health crisis. It remains to be seen how effectively the same can be
actually implemented. The developed countries have been given the leeway
to exercise their discretionary power and this may well pose some serious
hurdles in effective implementation.
Today in Cancun, the WTO is meeting to ratify the rules for implementation
of the Doha Declaration of November 2001. Hopefully, India and other third
world countries will get a fair and reasonable hearing. The Indian delegation
must take a strong stand on the two most pressing issues - one, India
should be declared a least developed country (LDC) specifically for the
purpose of trade-related intellectual property rights (TRIPS) and two, there
must be a workable provision for compulsory licensing.
In June, the United Nations Development Program (UNDP) published a
Human Development Report 2003 in which India was ranked 127 on the
basis of adjusted income, education and life expectancy. Countries such as
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Sri Lanka are placed above us. There is no doubt in my mind that for all
intents and purposes, India is an LDC. Hence, India should be eligible for all
concessions given by WTO to LDCs. The WTO has ruled that 49 LDCs will not
come under the Draconian provisions of TRIPS until 2016. If India is included
in this list, it will provide a big boost to our national pharmaceutical industry
and other industries allied to health, agriculture and food.
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RECOMMENDATION
1. The company has been following the principles of ISI (Bureau of Indian
Standards) very efficiently. Hereby proving to be a successful one.
2. The organization should have the plans to explore and exploit business
opportunities in fields of manufacturing and supplying components.
3. They do have very experienced staff working for the continuous
achievements of group goal.
4. The company should provide the exchange facility for the generators
as most of the customers want to change the generators as their gen.
Are quite old.
5. The generators manufacture should go for more advertisement as
advertisement has a direct correlation with the sales.









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BIBLIOGRAPHY
Marketing research
By paul E. Green
Ponal s. Tull
Grald Album
Marketing Management
By Phillip kotler
Consumer Behaviour
By Leon G. Shiffman
Magazines
Business Today
Business World
Business India
News papers
Times of India
Hindustan time
Business standard
Economics times
Websites
www.cipla.com
www.google.com