[N=130]

SURVEY REPORT

A SURVEY ON STOCKIST
PERCEPTION OF PHARMACEUTICAL
COMPANIES IN MUMBAI
SAMPLE SIZE [N=130]

Conducted on 12TH August 2009

COMPILED & SUBMITTED BY:

Elton Fernandes
Kunwar Khurana
Neha Seth
Nitender Yadav
Prerana Gidwani
Shambhavee Sankholkar

A Survey carried out by students of First Year,

MBA- Pharmaceuticals Management, Section-
B, NMIMS, Mumbai,
As a part of the coursework
“LISTENING TO STAKEHOLDERS”

1
 [N=130]

ACKNOWLEDGEMENTS:

We wish to thank our Professors, Dr (Prof.) Tarun Gupta

(Professor Emeritus at School of Business Management;
Chairman, Pharmaceuticals Management NMIMS, Mumbai) and
Mrs. Savita Chari for data analysis.

We also thank all our respondents (Stockist’s) located in the

various zones of Mumbai for their time and co-operation, which
enabled us to successfully complete the project and compile this
report.

The survey was carried out by all students of the First year MBA-
Pharmaceuticals Management, Section-B, NMIMS, Mumbai.

2
 [N=130]

INDEX

SR.NO CONTENTS PAGE NO.

A. EXECUTIVE SUMMARY 4

B. RESEARCH OBJECTIVE 7

C. SAMPLE BREAK-UP 8

1. Zone Wise 8

D. QUESTIONS 9-39

Q.1 How long have you been functioning as a stockist? 9

Q.2 How many companies are you dealing with at present? 12

Q.3 How many persons are working with you at present? 15

Q.4 According to you, which are the top 5 pharma companies? 18

As per your information, which pharma company is performing

Q.5 23
the best at present?

Q.6 According to you, which companies give you the best services? 26

Q.7 Which company does not run out of stocks? 30

According to you, which company’s field force is the most
Q.8 33
effective?
Q.9 How many salesmen and deliverymen do you have at present? 37

F. Annexure : List of Stockist’s 40

G. Annexure : Questionnaire 42

3
 [N=130]

Executive Summary

1.
 27% of the stockist’s have been functioning since the past 21-30 years.
 19% of the stockist’s have been functioning since the past 16-20 years.
 15% of the stockist’s have been functioning since the past 11-15 years.
 12% of the stockist’s have been functioning for >40 years.
 11% of the stockist’s have been functioning since the past 6-10 years.
2.
 20% of stockist’s deal with 21 – 25 companies.
 13% of the stockist’s deal with 11- 15 companies.
 12% of the stockist’s deal with 6- 10 companies.
 10% of stockist’s deal with 31 – 35 companies.
 10% of stockist’s deal with 36 – 40 companies.
 9% of the stockist’s deal with 26 – 30 companies.
 8% of the stockist’s deal with 16 – 20 companies.
3.
 23% of the stockist’s have up to 16-20 employees at present.
 17% of the stockist’s have up to 11-15 employees.
 15% of the stockist’s have up to 6-10 employees.
 13% of the stockist’s have up to 21-25 employees.
 7% of the stockist’s have up to 26-30 employees.
 5% of the stockist’s have up to 31-35 employees.
4.
 Ranbaxy, Cipla and GSK was perceived as the top company by 9%
stockist’s surveyed.
 Sun Pharma was perceived as top company by 6% stockist’s surveyed.
 Pfizer was perceived as top company by 5% stockist’s surveyed.
 Sanofi Aventis was perceived as top company by 4% stockist’s surveyed.
 Nicholas Piramal was perceived as top company by 4% stockist’s
surveyed.
 Torrent was perceived as top company by 3% stockist’s surveyed.
 DRL was perceived as top company by 3% stockist’s surveyed.

4
 [N=130]

5.
 21% of the stockist’s surveyed had an opinion that the pharma company
having the best performance at present was Cipla. This is in line with
ORG IMS ranking.
 10% of the stockist’s surveyed felt that GSK was the pharma company
having the best performance at present. Current ranking is 2.
 10% of the stockist’s surveyed felt that Sun pharma was performing the
best at present. Present ranking is 5.
 9% of the stockist’s surveyed felt that Mankind was performing the best at
present.
 7% of the stockist’s surveyed felt that Sanofi Aventis was performing the
best at present.
 6% of the stockist’s surveyed felt that Ranbaxy was performing the best
at present.

6.
 9% of the stockist’s said that Cipla provides them the best service.
 9% of the stockist’s said that Sanofi Aventis provides them the best
service.
 8% of the stockist’s said that all companies provide them the best service.
 7% of the stockist’s said that GSK provides them the best service.
 7% of the stockist’s said that Ranbaxy provides them the best service.
 5% of the stockist’s said that Sun Pharma provides them the best service.
 4 % of the stockist’s said that Pfizer provides them the best service.

7.
 18% of the stockist’s said all companies go out of stock.
 12% of the stockist’s said all companies have sufficient stock.
 10% of the stockist’s said Cipla does not run out of stocks.
 7% of the stockist’s said Sanofi Aventis does not run out of stocks.
 6% of the stockist’s said GSK does not run out of stocks.
 4 % of the stockist’s said Ranbaxy does not run out of stocks.
 3% of the stockist’s said that Alkem and DRL does not run out of stock.

5
 [N=130]

8.
 10% stockist’s said that Sun Pharma has the most effective field force.
 10% stockist’s said that Cipla has the most effective field force.
 7% stockist’s said that Mankind has the most effective field force.
 7% stockist’s said that Sanofi Aventis has the most effective field force.
 6% stockist’s said that GSK has the most effective field force.
 5% stockist’s said that Ranbaxy has the most effective field force.
 4% stockist’s said that FDC has the most effective field force.
 3 % stockist’s said that All Companies have effective field force.

9.

 Salesmen

 45% of stockist's have salesmen in the range of 6 to 10 persons.

 33% of stockist’s have salesmen in the range of upto 5 persons.

 Deliverymen

 37% of stockist’s have deliverymen in the range of 6 to 10 persons.

 35% of stockist’s have delivery men in the range of upto 5 persons.

6
 [N=130]

Research Objective
The objective for the survey is to listen to the stockist’s and to understand their
perception on the pharmaceutical companies.

Research Methodology
A structured questionnaire for the study subjects (Stockist’s) was designed
within the scope of given objectives. Mumbai was divided into 6 zones. Within
each zones, Stockist’s were interviewed from different areas.

The zones and areas covered are as follows:

ZONE SUBURBS

Santacruz, VileParle, Andheri, Jogeshwari, Goregaon, Malad,

Western Suburbs Kandivli, Borivali, Dahisar.

South Mumbai Princess Street, Marine Lines.

Eastern Suburbs Ghatkopar, Mulund,Vikhroli, Bhandup.

Central Mumbai Mahim, Matunga, Dadar, Lower Parel, Parel, Sewree, Wadala.

Navi Mumbai Vashi, Sanpada.

Thane Bhayandar, Vasai Road, Thane.

7
 [N=130]

SAMPLE BREAK –UP

[N=130]
No. of Stockist’s
Zone Percentage
[N=130]
Western Suburbs 47 36%
Eastern Suburbs 25 19%
South Mumbai 20 15%
Central Mumbai 20 15%
Thane 11 8%
Navi Mumbai 7 5%

ZONE-WISE DISTRIBUTION
(N = 130)

WS - 47
8% SM - 20
5% ES - 25
CM - 20
36%
15% NM - 7
TH - 11

19%
15%

8
 [N=130]

Q.1

HOW LONG HAVE YOU

BEEN FUNCTIONING AS A
STOCKIST?

[N = 130]

9
 [N=130]

Q1. How long have you been functioning as a stockist?

[N=130]

Number of
Sr Number of functional years of Percentag
Stockist’s
No. Stockist’s e
[130]
1. Upto 5 9 7%
2. 6-10 14 11%
3. 11-15 19 15%
4. 16-20 25 19%
5. 21-30 35 27%
6. 31-40 13 10%
7. >40 15 12%

Number of functional years of stockists

40

35
35

30

25
25

20 19
No. of stockists
15
15 14
13

10 9

0
Upto 5 yrs 6-10 yrs 11-15 yrs 16-20 yrs 21-30 yrs 31-40 yrs >40 yrs

10
 [N=130]

Interpretation:

 27% of the stockist’s have been functioning since the past 21-30 years.
 19% of the stockist’s have been functioning since the past 16-20 years.
 15% of the stockist’s have been functioning since the past 11-15 years.
 12% of the stockist’s have been functioning for >40 years.
 11% of the stockist’s have been functioning since the past 6-10 years.
 10% of the stockist’s have been functioning since the past 31-40years.
 7% of the stockist’s have been functioning since the past 5 years.

11
 [N=130]

Q.2

HOW MANY COMPANIES

ARE YOU DEALING WITH
AT PRESENT?

(N=130)

12
 [N=130]

Q2. How many companies are you dealing with at present?

[N=130]

Table: Number of Companies

Sr No of responses
No. of Companies Percentage
No. [N=130]
1. 1 to 5 4 3%
2. 6 to 10 15 12%
3. 11 to 15 17 13%
4. 16 to 20 11 8%
5. 21 to 25 26 20%
6. 26 to 30 12 9%
7. 31 to 35 13 10%
8. 36 to 40 13 10%
9. 41 to 45 4 3%
10. 46 to 50 5 4%
11. 51 to 55 3 2%
12. 56 to 60 5 4%
13. 71 to 80 2 2%

13
 [N=130]

INTERPRETATION:

 20% of stockist’s deal with 21 – 25 companies.

 13% of the stockist’s deal with 11- 15 companies.
 12% of the stockist’s deal with 6- 10 companies.
 10% of stockist’s deal with 31 – 35 companies.
 10% of stockist’s deal with 36 – 40 companies.
 9% of the stockist’s deal with 26 – 30 companies.
 8% of the stockist’s deal with 16 – 20 companies.

14
 [N=130]

Q.3

HOW MANY PERSONS

ARE WORKING WITH
YOU AT PRESENT?

[N= 130]

15
 [N=130]

Q3.How many persons are working with you at present?

[N=130]

Number of
Number of
Sr No. Stockist’s Percentage
persons
[N=130]
1.
0-5 4 3%
2.
6-10 19 15%

3.
11-15 22 17%

4.
16-20 30 23%

5.
21-25 17 13%

6.
26-30 9 7%

7.
31-35 7 5%

8.
36-40 9 7%

9.
41-45 2 2%

10.
46-50 5 4%

11.
51-55 0 0%

12.
56-60 2 2%

13.
61-65 1 1%

14.
More than 65 3 2%

16
 [N=130]

Interpretation:

 23% of the stockist’s claimed to have 16-20 employees at present.

 17% of the stockist’s claimed to have 11-15 employees.
 15% of the stockist’s claimed to have 6-10 employees.
 13% of the stockist’s claimed to have 21-25 employees.
 7% of the stockist’s claimed to have 26-30 employees.
 5% of the stockist’s claimed to have 31-35 employees.

17
 [N=130]

Q.4

ACCORDING TO YOU,
WHICH ARE THE TOP 5
PHARMA COMPANIES IN
THE INDUSTRY?

[N = 130]

Multiple Responses = 629

18
 [N=130]

Q4. According to you, which are the top 5 Pharma Companies in

the industry?
[N=130]

No of Responses
Sr. No. Responses Percentage
[N=629]
1 Ranbaxy 55 9%
2 Cipla 54 9%
3 GSK 54 9%
4 Sun Pharma 39 6%
5 Pfizer 32 5%
6 Sanofi Aventis 28 4%
7 Nicholas Piramal 24 4%
8 Torrent 18 3%
9 DRL 17 3%
10 Lupin 15 2%
11 Alkem 14 2%
12 Mankind 14 2%
13 Novartis 12 2%
14 Astra Zeneca 11 2%
15 USV 11 2%
16 Wockhardt 11 2%
17 FDC 10 2%
18 Glenmark 10 2%
19 Intas 10 2%
20 Zydus Cadila 9 1%

19
 [N=130]

Other 89 companies with less(less than 9) number of responses are:

No. of No. of
Name of the Company Name of the Company
Responses Responses
Abbott 8 Dabur 2
Elder Pharma 8 Eli Lilly 2
Emcure 8 Franco India 2
Ipca 6 Fulford 2
Macleods 6 Hetero Pharma 2
Unichem 6 J B Chemicals 2
Aristo 5 Khandelwal Laboratories 2
Himalaya 5 Lyka 2
Jhonson & Jhonson 5 Merck 2
PDPL 4 Merind 2
East India Pharma 3 Midas Care 2
German Remedies 3 Mitoch Pharma 2
Indoco 3 Raptakos 2
Medley 3 Serdia 2
Micro Labs 3 Shreya 2
Pharmed 3 Solvay 2
Wyeth 3 Sunways 2
Albert David 2 Themis 2
Alembic 2 Universal Pharma 2
Anglo French 2 Zandu 2
Bayer 2 Zuventus 2
Biological Evans 2 Aimil Pharma 1
Charak Pharma 2 Ajanta 1

20
 [N=130]

No. of
No. of
Name of the Company Name of the Company Response
Responses
s
Allergan 1 MSD 1
Amil Pharma 1 Nagarjuna 1
Amrutanjan 1 Neon 1
Ashwin Pharma 1 New life 1
Ator Pharma 1 Novo Nordisk 1
Baxter 1 Organon 1
BD 1 Paras 1
Blue Cross 1 Phyto Pharma 1
Cachet 1 Protec 1
Claris 1 Reckitt Benckiser 1
Concept 1 Reliance 1
D K Sandhu Brothers 1 Roche 1
Elan Pharma 1 RPG Life Sciences 1
Fortis 1 Sandoz 1
Fourrts Laboratories 1 Siba 1
Genix Pharma 1 Systopic 1
Hamdard 1 Trica 1
Heinz India 1 TTK Healthcare 1
Hitech 1 Baidyanath 1
JVK Labs 1 Venus International 1
Knoll Pharma 1 Wipro 1
Mayer Vita Bitics 1

Interpretation:
21
 [N=130]

 Ranbaxy was perceived as the top company by 9% stockist’s surveyed.

 Cipla was perceived as the top company by 9% stockist’s surveyed.
 GSK was perceived as top company by 9% stockist’s surveyed.
 Sun Pharma was perceived as top company by 6% stockist’s surveyed.
 Pfizer was perceived as top company by 5% stockist’s surveyed.
 Sanofi Aventis was perceived as top company by 4% stockist’s surveyed.
 Nicholas Piramal was perceived as top company by 4% stockist’s
surveyed.
 Torrent was perceived as top company by 3% stockist’s surveyed.
 DRL was perceived as top company by 3% stockist’s surveyed.

Q.5
22
 [N=130]

ACCORDING TO YOU,
WHICH COMPANY IS
PERFORMING THE BEST
AT PRESENT?

[N=130]

Multiple Responses = 163

23
 [N=130]

Q5. According to you, which company is performing the best at

present?
[N=130]

Number of
Name of
Sr. No. Responses Percentage
Company
[N=163]
1. Cipla 35 21%
2. GSK 17 10%
3. Sun Pharma 16 10%
4. Mankind 15 9%
5. Sanofi Aventis 11 7%
6. Ranbaxy 10 6%
7. FDC 6 4%
8. Abbott 5 3%
9. Astra Zeneca 4 2%
10. DNA 4 2%
11. Lupin 4 2%
12. Pfizer 4 2%
13. Intas 3 2%
14. Alkem 2 1%
15. All the companies 2 1%
16. Biological Evans 2 1%
17. Hetro Pharma 2 1%
18. Johnson & Johnson 2 1%
19. Macleods 2 1%
20. Nicholas Piramal 2 1%

other 15 companies having 1 response each are:

24
 [N=130]

Meyer
Baidyanath Elder Torrent
Vitabiotics

Becton Dickinson Emcure Novartis Wockhardt

Charak Pharma Glenmark PDPL Zydus Cadila

DRL Ipca Reckitt Benckiser

Interpretation:

 21% of the stockist’s surveyed had an opinion that the pharma company
having the best performance at present was Cipla.
 10% of the stockist’s surveyed felt that GSK was the pharma company
having the best performance at present.
 10% of the stockist’s surveyed felt that Sun pharma was performing the
best at present.
 9% of the stockist’s surveyed felt that Mankind was performing the best at
present.
 7% of the stockist’s surveyed felt that Sanofi Aventis was performing the
best at present.
 6% of the stockist’s surveyed felt that Ranbaxy was performing the best
at present.

25
 [N=130]

Q.6

ACCORDING TO YOU,
WHICH PHARMA
COMPANY PROVIDES
YOU THE BEST
SERVICE?

(N=130)
Multiple Responses = 225

26
 [N=130]

Q6. According to you, which pharma company provides you

the best service?
[N=130]

Table: Names of companies giving best service

No of Responses
Sr No. Name of Company Percentage
[N=225]
1. Cipla 21 9%
2. Sanofi Aventis 20 9%
All companies give good
3. 17 8%
service
4. Ranbaxy 16 7%
5. GSK 15 7%
6. Sun Pharma 12 5%
7. Pfizer 8 4%
8. Alkem 7 3%
9. Lupin 7 3%
10. FDC 7 3%
11. Astra Zeneca 7 3%
12. Abbott 7 3%
13. Nicholas Piramal 6 3%
14. DRL 6 3%
15. USV 3 1%
16. Zydus Cadila 3 1%
17. Mankind 3 1%

Companies with 2 or less responses:

27
 [N=130]

Biological Evans Torrent (2) Franco India (1) Mitoch (1)

(2)
PDPL (2) Hetero Pharma (2) Heinz India (1) Novartis (1)
Elder Pharma Serdia (2) Indoco (1) Others (1)
(2)
German Zandu (2) Ipca (1) Pharmed (1)
Remedies (2)
Glenmark (2) Allergan (1) JB Chemicals (1)Rexcel (1)
Himalaya (2) Aristo (1) Jenburkt (1) Sandu (1)
Intas (2) Ashwin Pharma Lyka Pharma (1) Win Medicare
(1) (1)
Johnson & Baxter (1) Genx Pharma (1) Wockhardt (1)
Johnson (2)
Meyer Organics Solvay Pharma (2) Macleods (1) Merck (1)
(2)
Micro Labs (2) Charak Pharma Mayer Vita Bitics Cachet (1)
(1) (1)
Elan Pharma (1) East India Medley (1)
Pharma (1)

Interpretation:

28
 [N=130]

 9% of the stockist’s said that Cipla provides them the best service.
 9% of the stockist’s said that Sanofi Aventis provides them the best
service.
 8% of the stockist’s said that all companies provide them the best service.
 7% of the stockist’s said that GSK provides them the best service.
 7% of the stockist’s said that Ranbaxy provides them the best service.
 5% of the stockist’s said that Sun Pharma provides them the best service.
 4 % of the stockist’s said that Pfizer provides them the best service.
 3% of the stockist’s said that Alkem, Lupin, Astra Zeneca, Abbott,
Nicholas Piramal, DRL provide them the best service.
 1% of the stockists said that USV, Zydus Cadila, Mankind provide them
the best service.

29
 [N=130]

Q.7

Which company does not

run out of stocks?

[N= 130]

Multiple Responses = 177

Q7. Which Company does not run out of stocks?

[N=130]

30
 [N=130]

Number of
Sr
Stockist’s Responses Responses Percentage
No.
[N=177]
Cipla
1. 18 10%

Sanofi Aventis
2. 12 7%

GSK
3. 11 6%

Ranbaxy
4. 7 4%

DNA
5. 6 3%

Alkem
6. 5 3%

DRL
7. 5 3%

Abbott
8. 4 2%

Ipca
9. 4 2%
Johnson & Johnson
10. 3 1%

Lupin
11. 3 1%

PDPL
12. 3 1%

Sun Pharma
13. 3 1%

All companies go out of

14. 32 18%
stock
All companies have
15. 21 12%
sufficient stock

Other companies which have less than 3 responses:

31
 [N=130]

Aristo (2) FDC (1) Franco India (2)

Intas (2) JB Chemicals (1) Nicholas Piramal (2)
Serdia (2) USV (1) Astra Zeneca (1)
Hetero Pharma (1) Charak Pharma (1) Elder (1)
Biologically ethical (1) Eris Pharma (1) First Horizon (1)
Solvey (1) Heinz India (1) Torrent (1)
Novartis (1) Himalaya (1) Unichem (1)
Allergan (1) Meyer organics (1) Wanvory (1)
Micro Labs (2) MSD (1) Wockhardt (1)

Interpretation:

 18% of the stockist’s said all companies go out of stock.

 12% of the stockist’s said all companies have sufficient stock.
 10% of the stockist’s said Cipla does not run out of stocks.
 7% of the stockist’s said Sanofi Aventis does not run out of stocks.
 6% of the stockist’s said GSK does not run out of stocks.
 4 % of the stockist’s said Ranbaxy does not run out of stocks.
 3% of the stockist’s said that Alkem and DRL does not run out of
stock.

32
 [N=130]

Q.8

ACCORDING TO YOU,
WHICH COMPANY'S FIELD
FORCE IS THE MOST
EFFECTIVE?

[N=130]

MULTIPLE RESPONSES=154

33
 [N=130]

Q. 8 According to you, which company’s field force is the most

effective?
[N=130]
Number of
Sr.no. Name of company responses Percentage
[n = 154]
1.
Sun Pharma 15 10%
2.
Cipla 15 10%
3.
Mankind 11 7%
4.
Sanofi Aventis 11 7%
5.
GSK 9 6%
6.
Ranbaxy 7 5%
7.
FDC 6 4%
8.
Nicholas Piramal 6 4%
9.
DRL 5 3%
10.
Pfizer 5 3%
11.
Astra Zeneca 4 3%
12.
Lupin 4 3%
13.
All are effective 4 3%
14.
Abbott 3 2%
15.
Macleods 3 2%

34
 [N=130]

16.
USV 3 2%
17.
Glenmark 3 2%
18.
Micro Labs 2 1%
19.
Franco India 2 1%
20.
German Remedies 2 1%
21.
Ipca 2 1%
22.
PDPL 2 1%
23.
Alkem 1 1%
24.
Aristo 1 1%
25.
Biological Ethical 1 1%
26.
Baxter 1 1%
27.
Charak Pharma 1 1%
28.
Elan Pharma 1 1%
29.
Elder Pharma 1 1%
30.
Genx 1 1%
31.
Hetero Pharma 1 1%
32.
Himalaya 1 1%
33.
Indoco 1 1%

35
 [N=130]

34.
Intas 1 1%
35.
J R Morrison 1 1%
36.
Meyer Vitabiotics 1 1%
37.
Medley 1 1%
38.
Meerit Organics 1 1%
39.
Megha Herbals 1 1%
40.
MSD 1 1%
41.
Novartis 1 1%
42.
Parenteral Drugs 1 1%
43.
Serdia 1 1%
44.
Sunways 1 1%
45.
Torrent 1 1%
46.
Zandu 1 1%
47.
Zydus Cadila 1 1%
48.
Catchet 1 1%
49.
None are Effective 1 1%
50.
DNA 1 1%
51.
Others 2 1%

36
 [N=130]

 It’s their concern 1

 Could be anyone,
depends on the field
1
force.

Total 154 100%

Interpretation:
 10% Stockist’s said that Sun Pharma has the most effective field force.
 10% Stockist’s said that Cipla has the most effective field force.
 7% Stockist’s said that Mankind has the most effective field force.
 7% Stockist’s said that Sanofi Aventis has the most effective field force.
 6% Stockist’s said that GSK has the most effective field force.
 5% Stockist’s said that Ranbaxy has the most effective field force.
 4% Stockist’s said that FDC has the most effective field force.

 3 % Stockist’s said that All Companies have effective field force.

37
 [N=130]

Q.9

HOW MANY SALESMEN

AND DELIVERY MEN DO
YOU HAVE AT PRESENT?

[N = 130]

38
 [N=130]

Q9. How many Salesmen and Delivery men do you have at

present?
[N=130]
 Salesmen

Sr.No. Responses of stockist’s No. of responses Percentage

(No. of salesmen) [N=130]
[N=130]
1. Upto 5 43 33%
2. 6 to 10 59 45%

3. 11 to 20 23 18%
4. 21 to 30 2 2%
5. Confidential 3 2%

Interpretation

 45% of stockist's have salesmen in the range of 6 to 10.

 33% of stockist’s have salesmen in the range of upto 5.
 18% of stockist’s have salesmen in the range of 11 to 20.
 2% of stockist’s have salesmen in the range of 21 to 30.
 2% of stockist’s said it’s confidential information.

39
 [N=130]

 Deliverymen

Sr.No. Responses of Stockist’s No. of Percentage of

(No. of delivery men) Responses Responses
[N=130]
1. Upto 5 45 35%
2. 6 to 10 48 37%
3. 11 to 20 29 22%
4. 21 to 30 4 3%
5. 31 to 40 1 1%
6. DNA 3 2%

Interpretation:

 37% of stockist’s have deliverymen in the range of 6 to 10.

 35% of stockist’s have delivery men in the range of upto 5.
 22% of stockist’s have delivery men in the range of 11 to 20.
 3% of stockist’s have delivery men in the range of 21 to 30.
 1% of stockist’s have delivery men in the range of 31 to 40.
 2% of stockist’s did not answer the question.

40
 [N=130]

Annexure: List of Stockist’s

Sr No. Name of the Stockist 41 Prabhat Pharma

1 D.Jamnadas.Co 42 Santacruz Medical Centre
2 A.P.Enterprise 43 Prabhat Agencies
3 Evershine 44 Meher Distributors Pvt Ltd
4 GS Distributors 45 Chimanlal Sons
5 Jalaram Distributors 46 Parikh Pharma
6 Kalpana corporate 47 Akanksha Distributors
7 Keshavlal raichand and sons 48 Simba Chemist
8 Mangal Distributors 49 Harish Distributors
9 V V pharma 50 Shree Narendra Agency
10 Rathore distributors 51 Vaishnavi Medical Centre
11 Pharma Agency 52 P.D.Doshi
12 Kamal Medico Pvt. Ltd. 53 Chaitali Distributors
13 R. J. Distributors Pvt. Ltd. 54 Shweta Distributors
14 Kaysons Distributors 55 Nayak Distributors
15 Mangal Medical Agency 56 Crystal Pharma
16 P.S. Distributors 57 Desai Pharma
17 Asiad Agency 58 Sahib Singh
18 Mangal Marketing 59 C K Reshamwala
19 Laxmidas Dahyabhai & Co. 60 Jay Pharma
20 Indian Drug Distributors 61 S.P Shah and Sons.
21 Jay Pharma 62 Raka and Co.
22 Balubhai Agencies 63 Rasiklal Mansukhlal and Co.
23 BA Brothers 64 Mangal Pharma
24 General Drug Distributors 65 Rushabh Distributors
25 Avni Pharma 66 Jalaram Enterprises
26 Diamond Pharma Agency 67 Welcome Pharma
27 Hasmukh Agency 68 Mahadev Medical Agencies
28 Hansa Agencies 69 Ganesh Agency
29 K K Pharma 70 Sahib Singh Agencies
30 Arihant Medical & General Stores 71 R.K Medical Agencies
31 Shri Arihant Distributors 72 Jadavjee Goverdhandas and Co.
32 Shreeji Distributors 73 Sanjivani Distributors
33 Abhi Trader 74 Vijay Pharma
34 M.D. Pharmaceuticals 75 Saroj Distributors
35 S. Sunderlal Pharma Pvt.Ltd 76 A B Pharma
36 Keshavlal & Co. 77 Uma Medical Agency
37 Navdeep Agencies 78 R.K. Sgencies
38 Premji Vishram & Co Sr No. Name of the Stockist
39 Sevantilal Kantilal & Co Shah and Savla Pharmaceutical
Sr No. Name of the Stockist 79 Distributors
40 Pooja Pharma 80 Unity Sales Agencies
81 Ashok Distributors

41
 [N=130]

82 Chheda Pharmaceutical Agencies 106 Kailash distributors

83 S.K. Pharma 107 S. N. Distributors
84 Welcome Enterprises 108 Mehta drug agency
85 Welcome Agency 109 C. T. Kanani & sons
86 Patchems Enterprise 110 Ator Pharmaceuticals
87 Mahavir Medical Agency 111 Amritlal and Brothers
88 Rajnikant Kesavlal 112 J. K. Distributors
89 Amar Distributors 113 B.C. Pharma Agencies
90 Shree Enterprise 114 Makvis
91 Om Pharma 115 Metro Distributors
92 Swastik Pharma 116 Mehta Chemists
93 Subhada Pharma 117 Satish Pharma Pvt. Ltd.
94 Subhada Enterprise 118 Laxmi Agency
95 J.K. Agencies 119 Santosh Medico Agencies
96 Milan Medical Centre 120 Kaiven Distributors
97 Vinod Enterprises 121 Safe Life Pharmachem Pvt. Ltd
98 Raj Medico 122 Royal Pharma
99 Medico Distributors 123 Sanjay Enterprises
100 Vin Pharmaceuticals 124 S.K. Agencies
101 Rasiklal Mansukhlal & sons 125 Hasmukh Enterprise
102 Seven Hills Distributors 126 Suburban Distributors
103 P V Pharma Agency 127 Human Care Pharmaceuticals
Pharma Deal Pharmaceutical 128 Chirag Drug Distributors
104 Distributors 129 Hemant Disributors
Sr No. Name of the Stockist 130 West Coast Agencies
105 Deep pharma

42
 [N=130]

Annexure: Questionnaire
SVKM’s
NMIMS University
MBA, Pharmaceuticals Management, 1st year, Section B (2009-11)
Study of Stockist perception of Pharmaceutical Companies

Good Morning / Good Afternoon / Good Evening

Q.1 How long have you been functioning as a stockist?

Q.2 How many companies are you dealing with at present?

Q.3 How many persons are working with you at present?

Q.4 According to you, which are the top 5 Pharma companies in the industry?

Q.5 As per your information, which Pharma company is performing the best at present?

Q.6 According to you, which companies give you the best services?

1.

2.

Q.7 Which company does not run out of stocks?

1.

2.

Q.8 According to you, which company’s field force is the most effective?

1.

43
 [N=130]

2.

Q.9 How many salesmen and delivery men do you have at present?

Classification Data

Stockist Name: __________________________________________________________

Address: _______________________________________________________________
_______________________________________________________________________
Area : ______________________
Cell No./Land Line No.: ______________________________,_____________________

Card/Stamp:

44