SUMMER TRAINING PROJECT

REPORTOF"

BACULAR OF BUSINESS ADMINSTRATION)

SUBMITTED BY:
SUBMITTED TO:
M.DHARANISRI
Mr. R.RJENDRAN
IIIrd semester

Roll No.

40321115022
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

2
 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.

3
 INDEX
 INTRODUCTION 5

 HISTORY OF HIMALAYA 7

 COMPANY PROFILE 12
 PRODUCTION 17
 RESEARCH & DEVELOPMENT 19
 QUALITY ASSURANCE 21
 PRIVACY POLICY 31
 HIMALAYA PRODUCTS 39
 RESEARCH METHODOLOGY 47
 DATA ANALYSIS 53
 FINDINGS 68
 CONCLUSION 72
 SUGGESTION 74
 QUESTIONNAIRE 76
 BIBLIOGRAPHY 80

4
 INTRODUCTION:

The word 'Ayurveda' comes from the word 'aye meaning life' and the word

'veda' meaning to know'. Ayurveda means 'the science of life'. and is a

medical system practiced in India. Sri Lanka and Nepal.

Ayurveda's mythological origins. though. are attributed to the Indo-

European Nasatya or Aswins. twin physicians of the gods of the ancient

Indo-European pantheon. Four thousand year old references to the

Nasatya are found in the now extinct. Hurrian and Hittite languages in

Turkey. and in the Sanskrit language in India. Ayurveda is considered the

upaveda or accessory Veda to the Atharva Veda. The four Vedas are the

world's oldest literary documents in an Indo-European language.

A classic ayurvedic text. that parallels the time frame of the Atharva Veda.

is the Charaka Samhita. Written in the Indus Valley area around I OtE

B.C.E. (Before the Common Era) in Sanskrit. it is a treatise on general

medicine. This strongly suggests the probability that ayurveda. though of

pan Indo-European origins earlier. had begun to evolve into a distinct entity

within the subcontinent by the first millennium B.C.E.

Ayurveda 's lasting influence in the non Indo-European sphere began after

the rise and spread of Buddhism in the Gtr century B.C.E. Buddhist monks
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.

6
 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.

7
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
Care range. health care products.

Nabeel Manal, the Himalaya celebrates UK-based National Soliga Forest Honey,

founder’s grandson, seventy-five years. Quality Assurance a Certified USDA

joins the company. gives Himalaya ISO- Organic honey

14001:2004 sourced from the

certification for forests of South

environment India, is launched.

management. Collected by the

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.

11
 COMPANY PROFILE:

The Himalaya Drug Company was founded in 1930 by Mr. M. Manal with a

dear vision to bring Ayurveda to society in a contemporary form and to

unravel the mystery behind the 5AXX) year old system of medicine. This

included referring to ancient ayurvedic texts, selecting indigenous herbs

and subjecting the formulations to modern pharmacological. toxicological

and safety tests to create new drugs and therapies.

Eighty years ago. on a visit to Burma. Mr. Manal saw restless elephants

being fed with a root to pacify them. The plant from which this was taken is

Rauwolfia serpentina. Fascinated by the plants effect on elephants. he had

it scientifically evaluated. After extensive research the worlds first anti-

hypertensive drug. was launched in 1934.

The legacy of researching nature forms the foundation of Himalayas

operations. Himalaya has pioneered the use of modern science to

rediscover and validate ayurveda's secrets. Cutting edge technology is

employed to create pharmaceutical-grade ayurvedic products. As a

confirmation that Himalaya is dedicated to providing the highest quality and

consistency in herbal care. the Company was awarded an ISO

9001:2(XX)certification in 2003.

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.

16
 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.

17
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.

18
 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.

20
 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

21
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)

22
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

23
- 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.

26
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.

27
 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.

28
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.

29
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.

30
 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

34
Himalaya Men Intense Oil Clear Lemon Face Wash

Himalaya Men Power Glow Licorice Face Wash

35
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

37
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

41
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

44
 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.

45
46
 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 cost. time. labor

involved. and organization) considerations.

52
 DATA ANALYSIS
1. Do you deal in Himalaya Product?

Table 1 : Chemist who deals in Himalaya-

Response %
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 Company-

Category %
Best in class 60
Good 18
Moderate 15
Not Good 7

Best in class Good Moderate Not Good

7%
15%

18% 60%

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 Efficiency-

Category % Response
Bet in Class 30
Good 28
Immediate 12
Response
Slow Response 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 Literature-

Category % Response
Easy to 23
Understand
Highly 20
Knowledgeable
Both easy to 35
understand and
knowledgeable
Tough to 16
understand
Net adequate 6
knowledge

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 People-

Category % 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 Type-

Demand Type %
Prescription 65
Based
Own Demand 18
Suggestion 17
Based

Prescription Based 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 29
Low Selling 16
Average Selling 55

High Selling 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.

59
8. What are the product you deal mostly?

Table 8 : Products the chemist mostly deal-

Product %
Liv-52 36
Bonnisam 11
Cystone 25
Rumalaya Forte 28

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.

60
9. Among all these selling which Himalaya product is high?

Table 9 : Closest competitor of Himalaya-

Competitor %
Dabur 36
Baidyanath 30
Zandu 30
Himani 04

Dabur Baidyanath Zandu Himani

4%

30% 36%

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.

61
10. Show your satisfaction level as being a Himalaya product dealer/

Table 10 : Satisfaction of Himalaya dealer-

Category Highly Satisfied Satisfied Neutral Dissatisfied

Price 15 37 40 8
Margin 35 40 17 18
Discounts 15 30 35 -
Gifts 22 55 16 7

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.

62
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.

63
12. Which age group your effective customer?

Table 12 : Effective customer with respect to age group-

Age Group % Customer

0-20 17
21-40 15
41-60 33
61-Above 35

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%.

64
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 Outlets %
Himalaya
Products
<25000 30
2500-5000 42
5000-10000 10
1,00000 & 8
above

<25000 2500-5000
5000-10000 1,00000 & above

9%
11% 33%

47%

Interpretation: According to the survey 30% of retail sell below 25000 Rs. 42% Retailers are
25000-50000, Retailers are 5000-100000 and only 8% are Retail outlet are above.

65
14. Who is your closest competitor among these?

Table 14 : Closest Competitors

Name of brands Competitors %

Dabur 36
Baidyanath 12
Zandu 6
Himani 46

Dabur Baidyanath Zandu Himani

36%
46%

12%
6%

Interpretation: Himani 46% and Dabur 36% Competition of Himalaya Products and Remaining
Brands are Baidyanath and Zandu 12% and 6% to competition with Himalaya Products.

66
15. Which age group of customer visit frequently?

Table 15 : Frequently visiting customers age group

Age group % Customer

0-20 17
21-50 15
41-60 33
61- Above 35

0-20 21-50 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%.

67
 FINDINGS

 98% of the Retailer deals in the Himalaya product.

 60% Retailer recommend it best among the available Ayurvedic

medicines.
 30% Retailer told Himalaya is best in term of effectiveness than

other available medicines.

 35% Retailer told that product literature provided with Himalaya

is very easy to understand and gives sufficient knowledge

about the product. It helps them to know and understand the

combination of the products.

 72% Retailer s are highly satisfied with the behaviour of

executives of the Himalaya. They help them and clarify their

doubts if any to the maximum possible extent. 'This shows that

executives at Himalaya are highly and effectively trained.

 65% of the total sales for the Himalaya is made through the

doctors prescription. 17% of the sale is made through the

Retailer suggest ion to their customer.

 55% Retailer recommended Himalaya as a average selling

medicine, while 29% recommend it as a high selling Ayurvedic

medicine.
68
 Appmx all the products of Himalaya have good demand in the

market. But during my project period Liv-52 has higher selling

among Himalaya product with a share of 36%. because during

the summer people faces a lot of stomach related problem.

Cystone has share of 25%. It's demand is also very high in

summer due problem of water loss and kidney stone.

 36% Retailer recommended Uabur as the closest competitor

for the Himalaya. 304 recommended for Zandu and same

percentage for the Baidyanath. A very few i.e.4% has

recommended Himani as the competitor for the Himalaya.

 Satisfaction to the Retailer mainly depend on 4 factors i.e.

price. margin. discount &gifts. 405r Retailer was satisfied with

the margin given to them and 35'4 were highly satisfied with the

margin. 155i Retailer was highly satisfied with the discounts

given to them while 30% were satisfied with the discount.

 6054 Retailer was highly satisfied with their business of

Himalaya. while in the case of Dabur 7O was highly satisfied.

'Ibis may be because of availability of more products within the

Dabur range.

69
 The most for the Himalaya products are within the age group of

6) & above with a share of 35%. People of age group were also

close with a share of 33%.

 There is significant difference between the age group of

customers and efficiency of the Retailer (revenue/month) from

the Himalaya. It shows sale of medicines does not have any

relation with the age of the customers.

 Null hypollwsis is rejected in the case of policies of Himalaya

for the Retailer . It shows Retailer does not look for any

significant policy from the company side. They main priority is

margin given to them on their sales. They generally look for die

profit only.
 98% customers highly satisfied with retailers service.

70
 CONCLUSION

Himalaya Drug Company is the oldest Ayurvedic drug manufacturing

company in the India. It deals in both Pharma and FMCG lcasmetics) both.

In the available Pharma range Himalaya is the most reputed company.

 Himalaya mainly beliefs and engage in ethical promotion to doctors. It

helps executive to motivate doctors for the prescription of Himalaya. It

also helps executive to know the doctors requirement in turn of

prescribing the Himalaya. During the meeting they also become aware

about the competitors promotional strategy and the product available

under their brand.

 Chemist whodeals in Himalaya herbal are highly satisfied with their

business of Himalaya. According to the chemist the customers who are

consuming Himalaya are satisfied with the result. Although it is an

Ayurvedic medicine its effect is slow but it is effective for long time. Mast

of the chemist rated it as a average selling medicine at their shop. Few

medicines are recognized as a very high seller at the chemist shop. eg-

Liv-52. Cystone. Rumalaya Forte. etc. Although there are several

competitors for the company. the main competitor for the organization is

Dabur.

71
 Before I conclude my project on a highly esteemed organization. I would

like to submit public opinion in this favour. The pattern of job

performance and the quality of product is highly appreciated by the

consumers. I would like to congratulate entire Himalaya Drug Company

family for having gained this superb popularity. excellent impression and

magnificent image among the Ayurvedic medicines lovers. My survey

reveals the facts which determine the mile stone achievement of

organization.
 Finally I would conclude that project stating that the retailers and

customers of Vijayapur are satisfied with offers and they still needs good

offers in future days. And the Himalaya is doing well in terms of

understanding customers expectation and providing them good offers

and products in terms fulfilling their expectation. During the project I

would come to know about differs promotion of Himalaya. What normal

customer will think before entering into Himalaya. And the different type

of factors which influence customers to visit Himalaya.

72
 SUGGESTION

 Himalaya should organize campaign for general awareness of end

consumers. because the consumers demand for the medicines based

on the suggestions and on their own wish or knowledge.

 Himalaya should organize free medical checkup camps over a fixed

duration of time. This will help in the fulfillment of corporate social

responsibility. This will also help in creating a brand image in the

consumers mind.
 Himalaya should also target market in remote areas. Because in remote

areas people generally use medicines based on their own knowledge or

on the Retailer suggestion.

 The company can lure the Retailer with some gifts or some special offer

by achieving a fixed sales target. In villages or in the less developed

area Retailer are generally treated as a doctor. They can suggest their

customer for the Himalaya.

 The executives of the company should also target the doctor in the

remote areas or villages. whether they are MBBS or not.

 The executives should by to motivate them by giving exiting gift to them

or. having a facility of good commission on sales made through them.

 The doctors should be provided with gifts which will fit and look good on

their table. This will make rxalt to them about Himalaya when they make

prescription. This will also motivate them towards the Himalaya.

73
 Himalaya can organize camps in the school or colleges for the general

awareness about the Ayurveda. This will make people aware about the

benefits of Himalaya and motivate for the use of Ayurvedic medicines.

 Himalaya should also enter in the surgical products. Because the

demand of the surgical products is increasing day by day. This will

create a business base and market opportunity for the Himalaya. The

will surely get benefit of having a brand name.

 Himalaya should also try to get opportunity in the general medicines. i.e.

fever. pain. etc. People having interest in Ayurveda will get a good option

for themselves and company will have a great customer base.

 Himalaya should take suggestion from the doctors side for the new

medicines in Doctors Meet Programme (DNB)).

 Himalaya can sponsor the programmes which are directly related to

doctors. or which serves the doctors. This will motivate them and make

them to feel good towards the Himalaya. Eg- Lions club. Rotary club.

etc.

QUESTIONNAIRE

1. Do you deal in Himalaya Product?

 Yes
 No

74
2. How do rate the Himalaya Drug Company?

 Best in class
 Good
 Moderate
 Not Good

3. How do you rate the product efficiency?

 Bet in Class
 Good
 Immediate Response
 Slow Response

4. Why do you like Himalaya product literature?

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

5. Are you satisfied with the behaviour of the Himalaya people?

 Very much
 Yes
 Not Good

6. What is the mode of demand made by the customer for Himalaya drugs.

 Prescription Based
 Own Demand
 Suggestion Based

7. What is the demand of product?

75
  High Selling
 Low Selling
 Average Selling

8. What are the product you deal mostly?

 Liv-52
 Bonnisam
 Cystone
 Rumalaya Forte

9. Among all these selling which Himalaya product is high?

 Dabur
 Baidyanath
 Zandu
 Himani

10. Show your satisfaction level as being a Himalaya product dealer/

 Price
 Margin
 Discounts
 Gifts

11. Show your satisfaction level of Himalaya with a comparison with its
closest competitors.

 Himalaya
 Dabur
 Baidyanath
 Zandu
 Himani

12. Which age group your effective customer?

76
  0-20
 21-40
 41-60
 61-Above

13. What is the efficiency of Himalaya Product (in rupees/month) of

Himalaya product?

 <25000
 2500-5000
 5000-10000
 1,00000 & above

14. Who is your closest competitor among these?

 Dabur
 Baidyanath
 Zandu
 Himani

15. Which age group of customer visit frequently?

 0-20
 21-50
 41-60
 61- Above

77
 BIBLIOGRAPHY

Website:

www.google.com

www.wikipedia.com

www.himalaya.in

78