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Coursework Header Sheet
209840-126
Course BUSI1359: Pathway Specialisation Project Course School/Level BU/PG
Coursework Dissertation (Sep 2012 starters) Assessment Weight 0.00%
Tutor AC Van Klyton Submission Deadline 30/09/2013
Coursework is receipted on the understanding that it is the student's own work and that it has not,in whole or part, been presented elsewhere for assessment. Where material has been used from
other sources it has been properly acknowledged in accordance with the University's Regulations
regarding Cheating and Plagiarism.
000738302 Ganesh Takale
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TABLE OF CONTENTS-
SR. NO. CONTENTS PAGE NUMBERS
COVER PAGE 1
ACKNOWLEDGEMENT 2
LIST OF FIGURES AND DIAGRAMS 3
LIST OF ABBREVIATIONS 4
SUMMERY OF PROJECT 4
1 INTRODUCTION
1.1 INTRODUCTION/BACKGROUND 5
1.2 OBJECTIVES OF RESEARCH 5
1.3. IMP[ORTANCE OF THE RESEARCH 6
1.4 RESEARCH COMPLICATIONS 7
1.5 RESEARCH QUESTIONS 7
1.6 DRAWBACKS OF THE RESEARCH 7
1.7 OUTLINE OF INDIAN PHARMACEUTICAL
INDUSTRY
8
2 LITERATURE REVIEW 122.1 INTRODUCTION 12
2.2 STRATEGY OF LITERATURE REVIEW 12
2.2 INTRODUCTION TO TRADITIONAL MEDICINAL
SYSTEM
13
2.3.1 AYURVEDA 13
2.3.2 SIDDHA 14
2.3.3 UNANI 15
2.4 RELEVANCE OF TRADITIONAL MEDICINAL
SYSTEM TO MODERN MEDICINAL SYSTEM
16
2.5 GENERIC DRUG INDUCTION 17
2.6 GENERIC DRUG VS BRANDED DRUG 18
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COMPETITION IN INDIA
2.7 PRICING OF DRUGS 19
2.8 DRUG REGULATORY AFFAIRS 20
2.8.1 INDIAN PATENT ACT,1970 212.8.2 DRUG PRICE CONTROL ACT (DPCO) 21
2.9 PFIZER PHARMACEUTICALS STRATEGIC
OVERVIEW
25
2.9.1 PRODUCT LIFE CYCLE 27
2.9.2 PFIZER PHARMACEUTICALS MARKET
SEGMENTATION
28
3 RESEARCH METHODOLOGY 29
3.1 INTRODUCTION OF RESEARCH
METHODOLOGY
29
3.2 RESEARCH PATHWAY 29
3.3 PHILOSOPHIES OF RESEARCH METHODOLOGY 30
3.4 STRATEGY FOR RESEARCH METHODOLOGY 31
3.5 METHODOLOGY OF SURVEY 32
3.6 COLLECTION OF DATA 32
3.7 ETHICAL CONFLICTS OF THE RESEARCH 34
4 DATA ANALYSIS AND INTERPRETATIONS 35
A) CHEMISTS QUESTIONNAIRE 36
B) DOCTORS QUESTIONNAIRE 43
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5 RESEARCH FINDINGS, FUTURE WORK,
RECOMMENDATIONS
5.1 INTRODUCTION 53
5.2 FINDINGS 53
5.3 RECOMMENDATIONS 54
5.4 FUTURE WORK 54
CONCLUSION 55
BIBLIOGRAPHY/REFERENCES 56
APPENDIX
List of Tables
1. Table of Contents
2. India’s Pharmaceutical Firms, By Size, Sales, Function, Exports, And R&D Capabilities
3. Close End Question and Open End Questions
4. Survey Participants
5. Chemist Questionnaire Question.1
6. Chemists Questionnaire Question.2
7. Chemists Questionnaire Question.3
8. Chemists Questionnaire Question.4
9. Doctors Questionnaire Question.1
10. Doctors Questionnaire Question.2
11. Doctors Questionnaire Question.3
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12. Doctors Questionnaire Question.4
List of figures
1. Indian Pharmaceutical Industry
2. Distinguishing Indian Pharmaceutical Industry
3. Product Life Cycle
Lists of abbreviation
NPPA- National Product Price Authority
DPCO- Drug Price Control Order
MAPE- Maximum Allowable Post Manufacturing Expenses
PC – Packaging Cost
PL-Product Loss
CC-Conversion Cost
MRP-Maximum Retail Price
PA—Patent Act
SUMMARY OF THE PROJECT-
The speculation of various sections of the research is done in this section of the study. The
initial part of the research explains the issue of the project which created an opportunity to
undertake this project. The changing scenario of pharmacy field has created an opportunity for
the research to investigate evolution of pharmacy culture and generic drug entry in Indian
pharmaceutical market is cited in this part of the research. The evolution in pharmacy created
opportunity in development of Indian Patent Act in 1972, which revealed the patents of drug
molecules, and allowed small scale industries to enter in business and create revolution in
business to reach the level economic backbone of country economy, which is cited in overview
of Indian Pharmaceutical market. The second section of the research contempt’s critical
literature review carried over research issue. The various articles journals and official
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publications, websites, magazines and newspapers are reviewed with the virtue of collecting
secondary data for the research in order to form the base for the research methodology. The
various ancient traditional medicinal systems like Ayurveda, siddha and Unani are explained in
this part along with their co-relation to modern medicinal system and impacts generic drug
entry on branded products is evaluated in this section. Also intense generic drugs competition
in Indian market is highlighted in this section. In tertiary section of the research primary data is
collected in the form of survey technique using interview methods by using sample interviews
with chemists and doctors in key demographic. Next part of the research highlighted the
questionnaire used and data interpretation over the data obtained from primary sources of
information. The final part of research focus on findings from various research sections
studded, future work to be carried and recommendation to individual organizations regarding
obtaining benefits from research are considered.
Key Words-
Traditional Medicinal System, Modern Medicinal System, Generic Drugs, Branded Drugs, Drug
Pricing
1.1 RESEARCH INTRODUCTION/ RESEARCH BACKGROUND:
The project aims to study various aspects of the Indian Pharmaceutical Industry in order to
generate proper research over the evolution of pharmacy culture in India and entry prospects
of generic drug products in Indian Pharmaceutical Market. The various attributes of traditional
Indian Medicinal System are discussed in letter part of the research. The Indian Medicinal
System was developed form Ayurveda. The base for Indian Medicinal system is Ayurveda which
was later evolved to apothecaries’ theories and further pharmaceutical evolutions around the
world and adopted to allopathic medication during British Empire. These attributes are
discussed in this section of the study. After that focus is created on the generic drugs
marketing, which had started in India in 2003, right from its beginning generic drugs are always
an issue of controversy with respect to their quality, low price as well as availability in market.
After the release of the patent over any molecule, numerous generic drug manufacturing
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organizations enters in generic market with their own products with low prices with maximum
availability in market and this affects the revenue generation of various generic as well as
branded pharmaceutical organizations.
The study is based on substantial data sets obtained from various official websites of generic
pharmaceuticals as well as on documentary information provided by branded and generic drug
manufacturing companies in response to information requests. This research presents various
aspects of generic, branded and counterfeit drugs by considering the case of Pfizer
Pharmaceuticals as baseline of the study that facing Patent Expiry issues over their top selling
brand ‘Lipitor’ in Indian Pharmaceutical market.
1.2 OBJECTIVES OF THE RESEARCH:
1. To investigate the evolution of Indian Pharmacy Culture from Ayurveda to Allopathic
medicinal system.
2. To carryout market research regarding product life cycle of Pfizer Pharmaceutical Products in
Indian Pharmaceutical Market.
3. To study the effects patent expiry and entry of generic drug products on branded drugs.
4.
To study market segmentation and market share strategies used by Pfizer Pharmaceuticals.5. To investigate the Pfizer Pharmaceutical customers atonement over their products and
services.
1.3 IMPORTANCE OF RESEARCH:
The project signifies to context to the research issue highlighted in research background by providing
brief history of Pharmacy Culture evolved in India from traditional Ayurveda medicinal system toallopathic medicinal system. The entire scenario of medicinal growth in India and various traditional
medicinal systems like Siddha, Unani and Ayurveda are explained in this research. The research also
signifies by providing co-relation between modern medicinal system and traditional medicinal systems
with examples. Further pharmaceutical revolution taken place in India, after Indian Patent Act, 1972, is
also speculated in the research, by providing in depth analysis of Generic vs. Branded drug competition
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issues in India. Research also signifies individual organization by providing market research on life cycle
of their products and thus helping them to design or alter their strategies with respect to their product
positions in market. It will also compensate the individual organization by providing various
amendments in acts, DPCO pricing strategy as well as various norms set by Ministry of commerce and
industry upon drug patent as well as norms designed National Product Pricing Authority (NPPA) for
product pricing.
1.4 RESEARCH COMPLICATION:
The research problem identified was impact of generic drug entry on sales of branded drugs in
Indian Pharmaceutical Market. The case of Pfizer Pharmaceutical is studied in the research. The
Pfizer pharmaceuticals is facing decline in their sales of most selling product “Lipitor brand” in
Indian market after patent expiry of “Atorvastatin” Molecule discovered by them. This created
an opportunity for researcher to investigate the evolution of Indian Medicinal System, right
from Ayurveda to entry of Generic Drugs in Indian Pharmaceutical Market. The research
problem states the need of studying relevance between Traditional Indian Medicinal System
and modern medicinal system.
1.5 RESEARCH QUESTIONS:
1) How Pharmacy Culture evolved in India?
2) How traditional Indian medicinal System is relevant to Modern Medicinal System in India?
3) In what ways the generic drug entry affected branded drug product operations in India?
4) Which are the steps those will help branded drug product organizations restore the market
position of their existing brands?
5) How strategies used Pfizer Pharmaceuticals will benefit them to attain the benefits from their
existing product as well as new product launch?
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1.6 DRAWBACKS OF THE RESEARCH:
The project raises many issues for further study of the evolution Indian Pharmacy Culture and
generic drug entry in Indian pharmaceutical market. In comparison with large Pharmaceutical
business sectors and industry sizes this research is restricted to small samples.
Misinterpretations and usual pathway conflicts are prime disability of the survey technique
used in the research. Research contributes to elaborate various aspects of growth of
Pharmaceutical Business in India along with evolution of pharmacy Culture in India right from
Ayurveda to modern medicinal system, though it has many drawbacks. More explanation of
these factors with their corrective measures is required. In depth explanations of these
medicinal systems are required which is not available due limited data recording sources in
ancient times. Along with all above technical limitation, some most common limitations like
time availability for research completion, limit of words and finance are can be speculated.
1.7 OUTLINE OF THE INDIAN PHARMACEUTICAL INDUSTRY:
In this sector compared to others in world, very tough guidelines were established by
Pharmaceutical Industry of India for the purpose of development, research and production,
marketing of drug product intended to be utilized for medication purpose. With the increased
branded and generic drug product market Indian Pharmaceutical Industry experiencing high
growth.
Within the economic year 2011, Indian Pharmaceutical market appeals yearly growth of 15.7%.
Bulk pharmaceutical products production is the key identity of the Pharmaceutical market.
Glance towards this yearly growth rate of the year 2011 that is 15.5% of Indian Pharmaceutical
industry emerges interest of the world. For the year 2010 it was just only 9.9% and is
anticipated to increase effectively with 9.5% annual rate at the 2015 economic year. In
anticipation of business of US$ 72 billion at end of 2020 economic year the business achieved
by Indian Pharmaceutical market in the year 2012 is around US$ 11 billion as per the survey of
(Dr. Geeta Gouri, 2009)
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India exports to the countries are counting more than 200 along with major reputed markets
like Australia, USA and Japan from India positions India t 17th
position in terms of export. The
ambiguity is that Organization for Economic Cooperation and Development (OECD) considers
India as source of simulated medicines while WHO proposed that due to high medical bills 3.2%
Indians comes under poverty margin. Disturbed health forward 39 million Indians to financially
poor condition every year. Due to weak financial position nearby 30% population of rural India
is restricted to any treatment. High-out-of-pocket (OOP) expenditures by Indians for medicines
contributes to the world health organization (W.H.O) increased concern. (ijppronline.in)
Figure.1
Figure.1 Indian Pharmaceutical Industry in US$ billion
According to different survey information 3
rd
biggest market in the world with respect tovolume of formulated product is Indian Pharmaceutical Market and it is established at 13
th
position in terms of revenue generation within the time period of 2008-2013. With respect to
bulk drug manufacturer pharmaceutical industry around the world Indian industry is among top five as
per the recent survey information by (Padmashree Gehl Sampath, 2010-2011). The Indian
Pharmaceutical market distinguished depends upon directed manufacturing of the bulk drug and
0
2
4
6
8
10
12
Formulations (Generic and
Patented) API and Intermediates
4.4
0.9
4.7
10.4 2007-2011
2001-2002
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formulations, experimentally it suggests that 20% market entertains production of bulk drugs with
growth rate of 20% within Indian market and rest 80% market manufacturers are with annual growth
rate of 15% as provided in year 2020-2011. (ijppronline.in)
Figure.2
Figure.2 (Created by researcher, 2013)
Table.2
India’s pharmaceutical firms, by size, sales, function, exports, and R&D capabilities
Grouping Number of Firms Descriptions
Large Scale 100 The large scale pharmaceutical organizations in
Indian Pharmaceutical organizations mainly
comprises of privately owned organizations and
branches of multinational operators. These
organizations cited revenue of $650, 00 in each
economic year. They have set their market with
respect to R&D activities and market monopoly
with the help of most recognized brands. In
accordance to changes in regulatory framework of
0%
10%
20%
30%
40%
50%
60%
70%
80%
Bulk Drug
Formulations
Bulk Drug,
20%
Formulations,
80%
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cross border acquisitions allowed these
organizations to set up business with unregulated,
regulated and semi-regulated pharmaceutical
markets across the globe.
Medium Scale 300 Medium scale pharmaceutical organizations
recorded US$ 210,410 annual turnover at each
economic year. The prime motto of these
organizations is to serve for localities of India. They
implicate reverse engineering in their business by
manufacturing of off patent and patented drugs
mainly Authorized Patent Drugs and Bulk drugs.
These organizations also include corporations incontract research (CRAMS) and clinical trials in
distributed market in order to gauge competitive
opportunity organizations had set up business
with unregulated, regulated and semi-regulated
pharmaceutical markets across the globe
Small Scale 8000 This category includes the small scale generic drug
formulations manufacturers mainly having annual
turnover less than US$ 210,410 each economic
year. They operate their business on contract basis
by forming manufacturing or packaging contracts
with multinationals or large scale organizations.
These organizations are always face threat of
Good Manufacturing Practices (GMP) set under
schedule M for Indian Drugs Producers and Indian
Patent Act 1940. Organizations had set up
business with unregulated, domestic and semi-
regulated pharmaceutical markets as they do not
comply with GMP standards of regulated market.
Source: (Padmashree Gehl Sampath, 2010-2011)
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CHAPTER-2
CRITICAL LITERATURE REVIEW
2.1 INTRODUCTION
In connection of the research topic, related secondary data broadcasted through the different
organisations website, various articles and literatures are revived and illuminated in this
section. To understand various drug schedules and acts study targets to go through various
literatures from internet, pharmaceutical journals, government drafts and different
pharmacopoeias. For confirmation of data broadcasted related to revenue generation prior and
after generics entry into market various financial reports of Pharmaceutical organizations also
taken into account. Long lasting and acute effects of release of patent and pricing strategy by
DPCO are critically analyzed with aid of different economic literatures forwarded in magazines,
on electronic media and in newspapers. Initial section of the study is assembled with different
theories proposed in accordance with drug pricing, generic drug entry. Furthermore these
theories are detailed in direction of collecting data for the research issue.
Introduction of acts like Drugs and Cosmetics Act 1942, Indian patent Act 1970 with its
amendment in 1999, 2002 & 2005, Drug Price Control Act 2013 (DPCO) and influence of these
acts on Indian pharmaceutical organization’s patent issues, accordingly on prices of the generic
drugs manufactured by them constructs next part of literature review.
2.1 STRATEGY FOR THE LITERATURE REVIEW
The internet browsing and library data review is used as base for the obtaining data for the
literature. The conclusion of the research topic is drawn in accordance with generating
vocabulary for the research by setting the particular parameters for the each different subject
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or issue and accordingly internet browsing and library data is reviewed and extracted for the
justification of the research topic. (Saunders Thornill M, 2009)
2.3 INTRODUCTION TO TRADITIONAL MEDICINAL SYSTEM OF INDIA-
2.3.1 AYURVEDA
Ayurveda is established medical system based upon confirmed theories and from generations
to generations documented clinical recognitions with constant and strongly running clinical
practice. This age-old medical science of India is boosting with increased interest in Ayurveda.
Vedas generating various theories and philosophies and are aforethought as oldest written
literature of the world forms the base for science of life known as Ayurveda. Word “Veda”
represents knowledge and Vedas represents the bunch of knowledge in form of books including
widespread knowledge. Ayurveda differs from biomedicine as it based upon the knowledge of
human body functioning. Vata, Pitta and Kapha are the tridoshas which forms the base for
Ayurveda. Tridoshas are the physico-chemical measures and are operative. Dryness, coldness,
lightness parameters are the examples of vata. Bad smell is the example of pitta. Coldness,
sluggish, heavy, firm/static is the well-known parameters of kapha.
Ayurveda suggests that all “doshas” are in equilibrium and change in one area results in change
in other activities of other ‘Dosha’ parameters. Best example to explain is, increase in dryness
parameters representing vata results in declines obsequious property of other doshas.
Imbalance of these “doshas” results into disease and Ayurveda treatment takes measures to re-
establish balance between the “Dosha”.
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Ayurveda is time tested experienced practice putting various theories and therapies, practiced
by large number of physicians on uncountable patients since long time compared to the
biomedicine clinical trials, conducted on the few thousands of patients within very short time
period of maximum 3 years.
One thing to be noticed that, the system-wise classification preferred by western medicine
resembles to the structural classification of body provided in Ayurveda on the basis of
‘ panchamahabhutas’and ‘dhatus’ means tissues and the classification explained in “srotas”.
Importantly, Ayurveda had extremely advanced department of surgery. Susruta, the Ayurveda
surgeon explained the vitality of many surgical procedures along with dissection is accepted as
the father of surgery by the West.
Rhinoplasty and Otoplasty are the examples of surgery methods adopted from Ayurveda and
are continued with modern surgery.
Ayurveda treatment is translation of written theory into successful and alive clinical practice
with the aid of medicines, diet and lifestyle modification to restore the Dosha /functional
balance. Ayurveda suggests that treatment should be without any side effect and same is
implemented in Ayurveda practice. (GOVERNMENT OF INDIA, 2013)
2.3.2 SIDDHA
Siddha system of medicine is operated in the southern India. Siddha system maximally
resembles to the Ayurveda and operated during same time period as that of the Ayurveda.
Sanskrit word Siddhi gives birth to word siddha representing meaning ‘perfection, or ‘heavenly’
or ‘goal to be attained’. One definition of the word siddha medicine elaborates that it is
“conquest of death and measures for preventing mortality.” Siddhars are the persons known
for practicing siddha system. Siddha system explains that 72000 blood vessels, ten types of
main arteries and 13000 nerves collectively form human body. Human body is subjected to
affect from 4448 diseases.
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Mercury and sulfur like metals used in siddha system targeted for the purpose of contributing
to the everlasting body with primary aims like stoppage and alleviation of disease. Preference
given to the metals for that purpose is due to the long lastingness of metals compared to plants
and herbs which are short-lived. Siddha operates with very high necromancy and astrology,
includes only 475 siddha drugs in contrast to 6000 drugs in Ayurveda. (GOVERNMENT OF INDIA,
2013)
2.3.3 UNANI
Greek community medicine forms base for Unani system of medicine. Various mechanisms oftreatments of Unani system are like as diet modification, regimental therapy, surgery and
pharmacotherapy are well explained in Urdu language. Unani system based upon the three
approaches of human body including blood, bile and phlegm. These ideas or concepts are very
similar to Ayurveda. Hakim is the term used to define the practitioners of Unani system. This
system was prompted in India by Arabs. Postulates suggested by Hippocrates who organize
disease as natural process and define its symptoms as body reaction towards the disease, forms
the foundation for this system. In India, Unani sexual disorders and skin diseases treatment ishighly operated under this system. Unani system of medicine has well developed
pharmaceutical industry and own pharmacopoeia. Greek and Arab scholars like Galen, Raazes
and Avicenna are the big contributors to the system considerably. Consumers of Unani system
of medicine are present in huge number across India. Unani medicine system prefers to use
drug in raw form either individually or in combinations compared to compound formulations.
Terms like phlegmatic, sanguine, melancholic and choleric are utilized to denote people’s
susceptibility with dominance of humors blood, phlegm, yellow bile and black bile, respectively.
Pharmacotherapy, diet therapy and regimental therapy are the treatments types preferred in
Unani system of medicine:
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Diaphoresis, diuresis, massage purging, Turkishbath, emesis like treatments comes
under Regimental therapy.
Diet therapy concentrated to treat few disorders by utilizing specific diet strategy and
maintaining quality and quantity of food.
Herbal medicines are treatment strategy in the pharmacotherapy.
2.4 RELEVANCE OF TRADITIONAL INDIAN MEDICINAL SYSTEM WITH MODERN
MEDICINAL SYSTEM-
Today, in India traditional medicinal systems are the backbones in the primary healthcare
sector with utilization by 70% of the population. For the treatment of diseases the plants
contributed in the Ayurveda and other literature are very useful for the generation of new
leads. With the aid of provisions like herbal pharmacovigilance, clinical trials, herbal
therapeutics, pharmacokinetics, standardization of finished products and raw materials,
phytochemical profiling and screening, significance of these systems for healthcare purpose and
maximum utilization of natural resources is analyzed as suggested by (Mukhergee PK
Mukhergee K, 2005).
The major relevance of Ayurveda with modern medicines is explained by the similarity of
branches of Ayurveda to the modern medicines including shalya as surgery, kayachikitsa is the
general medicine, shalakya has similarity to diseases related to the part of the body above the
clavicle, example is ophthalmology, otorhinolaryngology, grahabadha means psychiatry,
kaumarabhritya resembles to obstetrics, gynecology and pediatrics, agadatantra is science
similar to modern toxicology, rasayana is related to rejuvenation and vajikarana is similar to
aphrodisiacs and treatment of sexual diseases. Like as the modern medicine especially in terms
of clinical pharmacology, Ayurveda also suggest that treatment must be individualized.
Almost all the traditional systems utilizes plants and their preparations for medicinal purpose
and are giving birth to new molecule leads in the modern medicine. More than 80,000 plants
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species are known for medicinal purpose among the 2, 50,000 higher plant species. In India,
about 15000-20000 plants represents effective medicinal value. In contrast the traditional
community utilizes only 7000-7500 species for healthcare segment. 70% of global population is
dependent on plant and their extracts for health care. It is estimated that world market for
plant derived drugs may account for about INR2, 00,000 cr. Presently; Indian contribution is less
than INR2000 cr. Indian export of raw drugs has steadily grown at 26% to INR165cr in 1994-95
from INR130cr in 1991-92. The annual production of medicinal and aromatic plant’s raw
material is worth about INR200cr. This is likely to touch US $1150 by the year 2000 and US $5
trillion by 2050. (GOVERNMENT OF INDIA, 2013)
2.5 GENERIC DRUGS INDUCTION:
According to Indian Drug Pharmacopoeia and Abbreviations in Drugs and Cosmetic acts 1942,
the generic drug (generic drugs, short: generics) is a drug defined as "a drug product that is
comparable to brand/reference listed drug product in dosage form, strength, route of
administration, quality and performance characteristics, and intended use." Generic drugs also
can be referred as drugs which are marketed by their chemical name despite of using any brand
name for their marketing and sale.
The production and marketing of generic drug is entirely controlled by regulatory framework
set by the particular government were it is intended to be manufactured and marketed. The
generic drugs are dispensed with only chemical name of the therapeutic molecule in it and
company name; they do not highlight any particular brand name or spurious name over their
labels.
The bioequivalent range is set by the U.S. Food and drug administration (FDA), with respect to
the pharmacokinetic and pharmacodynamics properties of the generic drug. The generic drug is
meant for the therapeutic activity, so it must contain therapeutic ingredient in it and its
therapeutic index must be identical to that of branded version of same drug product.
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The FDA's use of the word "identical" is very much a legal interpretation, and is not literal. With
context to above statement FDA approves generic drugs equivalent in intended use, dose,
efficacy, route of administration and safety to that of branded drugs.
2.6 GENERIC DRUGS VS BRANDED DRUGS COMPETITION:
Brief look of Indian Pharmaceutical market experiencing intensive competition focused by
Indian media explains few examples of competition in Indian market as follows:
- The Indian media constantly highlighted the case filed by Novartis in this case Novartis bring
action against the Indian patent Act section 3 (d) 3 in court, in privilege of their drug product
‘Gleevic’ for treatment of Leukemia. Novartis appeals that Gleevic is most originative variantcompared to currently patent expired older variant leukemia drug. Natco pharmaceutical one
of the leading generic organizations in India objects this appeal of Novartis and gets the
decision in their favor and able to produce generic variant of the drug Gleevic with grant. Make
it available at very lesser price than actual branded drug. Explanation is from regular column of
Jayati Ghosh in the year August 2009. (Ghosh, August 2009)
- Next case is referred from Financial Express Economic times, 2009 edition. This case is related
to the dominant anticancer generic brand Nexavar belongs to Cipla.brand faces the protest ofappeal by famous German Pharmaceutical organisation with respect to approvals of marketing
granted by Drug Controller General of India (DCGOI). The appeal was refused by Delhi high
court with forewarning that if Cipla founds at fault with any violation of Indian Patent Act, the
patent violation damages has to pay to Bayer Healthcare by Cipla. (Financial Express Economic
times, 2009)
- Financial Express Economic Times of the year 2009 reported the case of the company Cipla,
organization appeals in Delhi Court claims to the patent for drug Tarceva and gets grant toproduce Tarceva,s generic variant at half price that of the brand of Hoffman La Roche, a Swiss
pharma company. (Financial Express Economic times, 2009)
- Case represented by Federation of India, in the year 2005 of the Aurobindo pharma, huge
Indian generic organisation. The company claims the formulation of risperidon on approvals
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from US FDA and 50 ANDA against oral solution of Resperidon and produced the same at much
reduced price utilized in the treatment of mental and emotional instances. (Federation of
India, 2005)
2.7 PRICING OF DRUGS-
Interpretations of the study carried by Martini N, Addis A and Rocchi F in the year 2004
suggested that in direction of setting price competition within pharmaceutical markets, around
the world 82% countries sets regulating standards for pricing operations, and rest 20%
countries doesn’t have any such provision. On deep understanding of the s ubject 36% among
the nations having sets standard employed price regulation under the originator price to
regulate generic drug products. Regulating price standards are set in India with respect to
generic firms Gap within generics price and branded drug price is around 50%in few cases. In
few states this difference is maintained at 20% and not allowed to decline down that level.
Additional concentration of the author forwarded that 21% of the nations regulate average
price towards generic products prior to its entry in the market. The 19% of the states
established their pricing regulations with respect to Maximum Retail Price (MRP). After entry of
generics in the market 12% of nations establish prices by assignable price. (Reiffen David and
Michal R Ward, 2005)
2.8 DRUG REGULATORY AFFAIRS
This section of the research paper explains the Indian drug regulatory scheme. Licensing and
pricing are the two pillars which contributes the Indian regulatory framework. Every state in
India has State Drug Regulatory Commissions which looking after the licensing to the generic
drug manufacturers within that state. Drugs and cosmetics act 1940 regulates the all provisions
related to generic drug including Manufacturing, distribution, sale and import-export, in India.
Authorities like Drug Controller General of India (DCGI) emerges under Drugs and Cosmetics
Act, 1940 provide ground rules for conduction of clinical trials for different generic drugs with
respect to granting license for manufacture and marketing of generic drugs in India.
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2.8.1 THE INDIAN PATENT ACT, 1970:
In the year of 1970 Government of India, constitute the Indian Patent Act to provide improved
quality and declined price of drugs and to motivate the advancing of pharmaceutical industry in
India. This act displaces the intellectual property rights which were established by British
Colonial Era by rectifying the western style products patent protection for pharmaceuticals.
This helps the local industry to generate required adequacy and legally provide inexpensive
“copycat” generic variants in huge numbers throughout India with reduced price drugs from
that of in the West. This act also suggests different production processes than that of employed
by owner of the patent. For purpose of the evolution and examination of the new drug
alternative to usual 15 years the act protects process patents for 7 years Indian Pharmaceutical
manufacturers are able to utilize counter engineering patented drugs with no fees to be paid to
the absolute product introducer with aid of this act. Government of India distributes product-
specific patents through this act in affinity of manufacturing process patents. (Ministry of
Commerce and Industry)
2.8.2 DRUG PRICE CONTROL ORDER (DPCO)-
To regulate and fix drugs prices which are listed under regulations of central government the
Drug Price control Order (DPCO) comes into force. Currently, for sale of generic drugs in India, controls
are established through National Pharmaceutical Pricing Authority (NPPA) and prices of the drugs are
fixed.
DPCO was first comes into the act in the year 1970, following by the revisions in the year 1979,
1987 and 1995. Government prescribes pre-tax profit limits not to surplus beyond 15% of
pharma sales including sales tax and excise duty. Profit more than 15% in any case, norms
suggests that excess should be surrendered to government. Pricing strategy of pharmaceutical
companies is thus controlled by criterions of DPCO though price of product is fixed by
manufacturer with no interference. (NPPA, Government of India)
Procedure for Pricing of Formulations
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Following are the routes to fix prices of formulations based on scheduled bulk drugs.
- Based On Manufacturers application And
- On Suo-Motu Basis (Move on its own).
Drug (Prices Control) Order (DPCO) of 1995 para 8 (2) provides that “a manufacturer using
scheduled bulk drug in his formulation is required to apply for fixation of price of formulation
within 30 days of fixation of price of such bulk drug (s).”
Application in Form III from manufacturers and in Form IV of DPCO by importers provided to
NPPA is taken into account while fixing price. Para 8(4) of DPCO suggests that time period of 2
months are granted for formulations price approval from the date on which complete
information was provided by company.
Procedure for Pricing Generic Drug Product:
A.
(a) Examination of Technical Parameters: In corresponds to label statement, quality of the
product is assessed. The product is assessed on grounds of technical parameters of average
claim set by the government bodies.
(b) Examination of Prices of Bulk Drug:
The product portfolio and information regarding price of bulk drug is speculated in case of non-
schedule drugs. The price notified by government bodies is cited as notified price of drug. The
average price claimed by applicant is considered against notified price in cases of non-schedule
bulk drugs.
(c) Examination of Excipient claims: Excipients claim guidelines for bulk formulations are set by
national product price authority (NPPA)
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(d) Examination of PL, CC, PC and PM cost: The NPPA provide guideline for the product
material cost in accordance to price mentioned on invoice.
In correspondent to Gazette vide S.O. 578(E) dated 13.07.99, following parameters are set for
product pricing-
- PL (Product Loss)
- CC (Conversion Cost)
- PC (Packing Charges)
(e) Application of MAPE: The 100% ex-factory cost is given to drug formulations, while that of
50% given to imported drug formulations, with respect to Maximum Allowable post
Manufacturing Expenses (MAPE)
(f) Working out the retail price: According to Para 7 of DPCO, 1995 viz., the prices for the retail
sale of drugs are set in by using following formula-
"R.P. = [M.C. +C.C. +P.M. +P.C.] x [1+MAPE/100] +E.D.",
Where, R.P., M.C., E.D. respectively denotes retail price, material cost, excise duty and the
other symbols as explained above earlier.
(g)Tax Treatments:
DPCO awarded 16% of leeway to retailers selling bulk drug formulation, while regulations set by
NPPA with 8% leeway to wholesalers. All this leeway is applicable with Actual and Net Modified
Tax (MODVAT).
B.
Suo-Motu Cases:
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The contract period of 30 days is provided to every manufacturer of bulk drug formulations to
inculpate drug price revisions but if in any case he fails to do so, with correspondents to Para
8(2) of DPCO, 1995, manufacturer is prosecuted by government and he goes under suo-motu
revision, were all the pricing elements required to be followed are moved by government itself
and manufacturer is charged for same procedure by government.
C.
Notification of ceiling prices in the Gazette of India:
The gazette of India (extra-ordinary) has amended the drug ceiling price notifications for large
scale as well as small scale drug manufacturers, and this amendments are mandatory for them
to follow. In corresponds to Para 9 of DPCO, 1995, the ceiling price for drugs are set in
accordance to pack size of product marketed.
D.
Pro-rata price: The schedule as well as non-scheduled bulk drug manufacturers should lookout
for amendments in notifications made under para 9 of DPCO act 19995, in order to verify their
pack sizes as per the notification no. S.O.83 (E) set by NPPA on pro-rata ceiling prices issued.
The ceiling prices for the tablets or capsules with same strengths packed in blister packaging or
strips are set on the basis of pro-rata notification issued by NPPA.
E.
Non-ceiling Price Order
The changes in pricing scenario of non-scheduled bulk drug is made with influence of Para 8 (1),
(2) and (4) and Para 11 of the DPCO. The brand name under manufacturer is considered for
such ceiling pricings. Such ceiling price notifications are made by NPPA, by inclusive of all local
as well as other excise duties. (NPPA, Government of India).
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2.9 PFIZER PHARMACEUTICALS STRATEGIC OVERVIEW:
Management implemented in the Pfizer pharmaceuticals is important ingredient contributed to
its success. To reduce burden on marketing function the management is eager to turn critical
marketing activities into simple one by classifying them in different sectors of business. Few are
explained below:
A) Developing Marketing Strategies & Plans:
Pfizer needed, according to different marketing strategies. The Promotion of fever and infection
are done before Becosules. Pfizer implement varying strategies of promotion as per need.
Promotion of Becosules in case of fever and infection is the well-known strategy. Best example
to explain this Co-branding is promotion of ‘Becosules’ with antibiotic brand ‘trulimax’ in
treatment of infections to fill-up the loss of vitamins occurred during infection.
B) Brand Building:
They follow the brand building strategy by focusing the strategies used by their competitors
and accordingly they design their competitive strategy. Management analyses the measures
taken by the competitor and in counter action they prepare more effective strategy to defend
the competitor. For understanding any new activity carried by/for Cobadex competitor brand
of Pfizer’s brand Becosules is targeted.
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C) Positioning: Pfizer for their brand support implement Positioning strategies. Pfizer’s brand
ATIVAN drug taking care of sleep disorder is positioned as “Anti -anxiety” Becosules-A B-
complex is promoted under the tagline “Everyone needs it”.
D) Co-Branding: In order to confirm cost effective marketing management Pfizer utilizes
promotion of one product along with another. Becosules soften marketed with an antibiotic,
also of Corex-T hand-by-hand Trulimax in disorders of reparatory tract are the examples of co-
branding strategies.
E) Umbrella Marketing: This strategy employed by Pfizer changes the names of their available
brands in few instances. In the same Broncorex is replaced with name Corex-T and Becosules
with Becosules-Z.
F) Customer Loyalty: Prescribing Doctors are the customers for this pharmaceutical market as
patients have to buy that which is prescribed by Doctor. So it is essential to have doctor’s
loyalty towards companies brand and organizations are concentrating on the same.
(www.pfizerindia.com, 2013)
2.9.1 PRODUCT LIFE CYCLE:
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Figure 3.
(Created by researcher, 2013)
Developing business and research based nature of Pfizer Pharmaceuticals forces them to knock
the market with innovative molecule, as large numbers of their brands are at ripened stage and
development period of molecule is more than 20 years involving lengthen procedure. No. 1
vitamin B complex brand is Becosules of Pfizer’s since from 20 years. With reference of MAT-
2010 with trade of INR200cr Corex is the high selling pharmaceutical brand of India. Currently
these two products are at maturity stage in Indian market. By defeat form the other new
competitors brand product sales of few products of Pfizer’s are reduced like in antidepressant
drug DAXID. Some of the products like BECOSULE-Z, a combination of Zinc and vitamin B gaining
acceptance in the market. Becosules Z is at position 2 at current with respect to leader
ZINCOVIT. Within upcoming few years Pfizer is thinking of introducing around 15-20 new
products like as ABOVE-5 as antacid and in other segments. Large number of measures on sales
and marketing are ongoing in anticipation of advancing these products. Pfizer has not released
its projected losses due to the patent expiration, but its company forecasts call for sales in 2012
of $63-63.5 billion, versus $67.8 billion in 2010. Lipitor global sales were over $10 billion last
Introduction
Grwoth
Maturity
Saturation
Decline
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year, and Morningstar analyst Damien Conover estimates a sales figure of $3.8 billion in 2012 –
still among the top of drug sales. (www.pfizerindia.com, 2013)
2.9.2 PFIZER PHARMACEUTICALS MARKET SEGMENTATION:
Three main categories are separated in the Pfizer Pharmaceuticals like as human
pharmaceuticals encoding allopathic, veterinary section and the Capsugel with Two-Pieced
capsules intended in prescription production and OTC products, nutritive supplements purpose.
CNS products, cardiovascular drugs intended in cure and mitigation and drugs used for the
Diabetes, drugs for treatment of erectile dysfunction, eradication of infections and allergies and
in arthritis treatment are the main proficiency of Pfizer in human Pharmaceuticals. Pfizer had
sales of $1 billion (£680,4 million) each with eight allopathic products including Lipitor, Norvasc,
Zoloft, Neurontin, Celebrex, Zithromax, Viagra and Diflucan. For high lipids, cholesterol and
triglycerides, in the bloodstream treatment Lipitor is the highest selling brand belongs to Pfizer.
Another volume building brand of Pfizer is Norvasc for hypertension and angina treatment.
Procardia XL, Cardura and Accupril/Accuretic brands are the major contributors of cardiac
segment of Pfizer. Zithromax, Diflucan and Viracept products are the main leaders of company
in treatment category of infections. To take care of diabetes Pfizer has the product Glucotrol XL,
Zyrtec for the treatment of allergies. All these products of Pfizer and their contribution in terms
of revenue generation detail the business improvement of Pfizer Pharmaceuticals.
(www.pfizerindia.com, 2013)
CHAPTER-3
RESEARCH METHODOLOGY:
3.1 INTRODUCTION
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The theoretical aspects of the research methodology are cited in this part of the research. The
theoretical framework for obtaining the research data is created with the virtue of theoretical
elaborations of the various terms like research pathways, research ethics, phenomenology of
the research etc.
The techniques used for obtaining the data for the research in order to generate the proper
research, with the help of questionnaire method is elaborated theoretically in this research
panorama. The methods implicated to obtain primary as well as secondary data are also
highlighted in this research section. Section also focuses on techniques and theories used to
design the research questionnaire in order to obtain the empirical data for the research
significance.
The evolutions of the pharmacy culture in Indian Pharmaceutical market is exploited in
literature review part of the research, the generic drug evolution and its entry impacts on the
prices, competition, market share, marketing strategies etc. of branded version drug product
are required to be signified with the help of empirical data, and with the virtue of this
statement the primary data regarding the impact of generic drug entry on branded drug
products in Indian Pharmaceutical market required to be assessed with the help of empirical
data obtained directly from the source i.e. pharmaceutical organization. This empirical data
collection is obtained with the help of questionnaire techniques in by conducting workshop in
organization facing patent expiry issues in India with deploying product position of their brand
due to generic drug product entry of same molecule whose patent has been challenged or
expired. The sales data with the virtue of various generic verses branded drugs as well as
marketing strategies used by the various generic pharmaceuticals are studied by using the
various statistical aspects and theories proposed by various theorist and researchers to reach
the final outcome of the study.
3.2 RESEARCH PATHWAY-
The sales as well as strategic data of choice organization that is Pfizer Pharmaceutical is
evaluated by using inductive research pathway as primary data collection demands the direct
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involvements of the data source is accordance to research methodology suggested by
(Saunders, 2009).
3.3 PHILOSOPHY OF THE RESEARCH:
The following are the three Philosophies used for the research:
- Positivism:
The official website of the Pfizer Pharmaceuticals is evaluated along with the articles,
pharmaceutical journals and government drafts, published in various magazines, official
websites regarding the issue of patent challenge or expiry and its impact on life cycle of Pfizer
products are assessed in order to motivate the researcher for further research is future
regarding the context of the issue with positive approach of delivering solution for the
mentioned problem. (Saunders, 2009)
- Phenomenology:
The reliability of the data obtained using primary and secondary source are evaluated for its
authentication. In accordance to (Saunders, 2009) , the data interpretation techniques are usedto evaluate the authentication of the data obtained.
- Realism:
With prospect to motivate the researcher in favor of authentic and honest research, the
approach of realism is used which according to (Saunders, 2009) states, “whatever researcher
predicts in the research is correct”.
3.4 STRATEGY OF RESEARCH METHODOLOGY:
The strategy of experimental data collection is used in this research as the research context is
entirely dependent on the data obtained directly from the source of data i.e. primary data. In
order to implicate the authenticity of the data collected it is assessed directly from source of
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data which is mainly employees and administrative staff of Pfizer Pharmaceuticals including
sales managers, branch managers, territory managers, regional managers, zonal managers, area
sales managers and general managers of marketing and sales department. The inductive
pathway of data collection is implicated in research as direct involvement of sales team and
operational management is mandatory for the research. (Hier J Page A Samouel P, 2007)
3.5 COLLECTION OF DATA-
Obtaining of Primary Data:
The primary data conflicts the data obtained directly from its source. In this research the issue
of Pfizer Pharmaceuticals in Indian market is highlighted so the primary source of data will bedata obtained directly from the employees from various departments of the Pfizer
Pharmaceuticals. The electronic media is also used in such data collections by using emails,
telephonic conversations, company portals or social media sites like Twitter, Google Hangouts,
LinkedIn or Facebook. (Saunders, 2009)
Obtaining of Secondary Data:
The data obtained from internet indicates the secondary data. In this method survey is
conducted by using electronic resources like TV, Internet to access the officially as well as un
officially published articles, pharmaceutical journals, advertisements etc. on official company as
well enormous other websites and channels of advertisement distribution. Along with it a print
media is used which mainly involves magazines and newspapers. Data regarding Lipitor Sales
before and after patent expiry is evaluated using the above sources mentioned in order to draw
the interim conclusion of the project. (Saunders, 2009)
3.6 METHODLOGY OF SURVEY
Survey as a research approach
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In survey as research methodology technique the questionnaire is formatted which mainly
composed of close and open ended questions in accordance to the context of the research
topic and this questionnaire is circulated using electronic source as well as by hand circulation
of handouts in key demographics selected for the study (DUTTA S NARASIMHAN O RAJIV, 2004).
The designing of open and closed end questions is speculated in following table-
Types of survey questions-
Table-3
OPEN END QUESTIONS CLOSE END QUESTIONS
- The associate’s alacrity to respond
positively to the question plays vital role in
such type of questions. The motivation
provided by the researcher towards the
respondent plays vital role in obtaining
focused information from associate
respondents.
- The source of the data is directly involved in
such research questions. Such questions
motivate the researcher as well as
respondents in favor of providing more
information over context of the research
question. These questions are very easy to
design and deliver.
- These questions are generally articulated
for the respondents who provide very less
time for research question-answers. Many
recommendations and variable data can be
provided to respondent while articulating
such questions. When the sample size
selected is very large for the research, the
close ended questions are used to save the
time of the research. The close end
questions can provide in variable types like,
Yes/No questions, Multiple or list
questions, Variance in dimensions, various
scales informative tables. This type of
question provides qualitative as well asquantitative data for the research.
(Hier J Page A Samouel P, 2007) (Saunders, 2009)
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In some cases if the high quality research questions are used and source of data is not in favor
to consulate the research questions, the close end questions are vary suitable is such cases as it
only deals with Yes/No type of questions, while in other cases were associate respondents are
in favor of delivering useful information open ended questions which requires fair amount of
explanations are suitable. (DUTTA S NARASIMHAN O RAJIV, 2004)
The various attributes of the questionnaire designed like applicability, architecture,
acknowledgement of questions designed, are required to be validated from professional as in
many cases associate respondents are do not show required co-operation during interviews
due to importance of their time.
The researcher interest about research is directly reflects in number respondents sampled in
research and how many of them responded enthusiastically in favor of research. In such cases
the response rate is recorded always high when in personnel distribution of research question
handouts is made by researcher and responses are collected in personnel interviews with direct
sources.
In my choice of research the data regarding impacts of generic entry of branded drugs as well
as pharmacy culture evaluating from Ayurveda to Allopathic medicines is studied by sampling
the 20 general physicians and 40 Pharmacist who are direct source of information related to
drug sales and drug evolutions in Indian Pharmaceutical Market.
Merits-
Direct involvement of data source in order to ensure validness of data obtained.
Activity of Market Research undertaken to understand market scenario about product.
Authentic data collected direct from source.
Academic skills like time management, running meetings, stress management are
improved.
Direct company or market exposure enables the researcher to motivate for further
research
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De-merits of surveys
Loyalty of responses
Time required to complete questionnaire
Differentiation of the respondents viz. professional, workers, administrative etc.
Company secrecy law due to many of them unable to disclose private information’s
regarding company.
3.7 ETHICAL CONFLICTS IN RESEARCH:
The prime ethical issue required to be highlighted in the research is loyalty of associate
respondents, as in many cases respondents are not in favor of responding for the long term
questions to due to unavailability of time for them and they sometimes do answer randomly
which creates doubt about information provided. Another major ethical issue required to be
highlighted is, authenticity of the data provided by respondents or collected from official
websites, as many of the organizations implicate law of company secrecy in their panoramas,
which provokes their professionals from disclosing the sensitive information regarding company
under company secrecy law. In order to overcome these issues in my choice of research, the
maximum focus is created to close end questions and assurance is given to employees that
names of the associates responded will be kept confidential while submitting the project.
(Saunders, 2009)
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CHAPTER-4
DATA ANALYSIS AND INTERPRETASTIONS-
4.1 SURVEY PARTICIPANTS-
In my choice of research the data regarding impacts of generic entry of branded drugs as well
as pharmacy culture evolution from Ayurveda to Allopathic medicines is studied by sampling
the 20 general physicians and 40 Pharmacist who are direct source of information related to
drug sales and drug evolutions in Indian Pharmaceutical Market. Number of administrative
peoples, managers as well as skilled and non-skilled workers responded with enthusiasm in
contrast to the statement made by (Kersten W Schröder M Singer C Feser M, 2011)as large
scale industries respond devotion while small or medium scale shows deviation towards
academic researches and are listed in following table-
Table-4
PARTICIPANT IN THE SURVEY NUMBER OF PARTICIPANTS
DOCTORS 20
CHEMISTS 40
(Created by researcher, 2013)
A) CHEMISTS QUESTIONNAIRE:
Que.1
What is the number of Pfizer Product prescriptions you receive per day on your counter?
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The sales of Pfizer Pharmaceutical products is depicted from key demographic selected by
obtaining the response regarding Pfizer products sales per day with the help of distributing
questionnaire to 40 pharmacists by implicating sales range from 0-4, 4-8, 8-12, more than 12
per day. This average sale per day is used to calculate monthly and annual sales data of most
running Pfizer Pharmaceutical products in key demography viz. Maharashtra Subdivisions and
following interpretations drawn-
Table-5
No. of Pfizer Product Prescriptions No. of Pharmacists
0-4 12
4-8 8
8-12 10
More than 12 10
Total 40 Pharmacists
(Created by researcher, 2013)
0%
5%
10%
15%
20%
25%
30%
35%
40%
0 to 44 to 8
8 to 12more than 12
40%
30%
20%
10%
Number of Prescriptions/Day
Sales
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Figure.5 (Created by researcher, 2013)
Interpretation: 40% of the associate chemists replied that 0-4 Pfizer Pharmaceutical product
prescription come at their counter per day. The clear interpretation drawn from above survey
that, most of the top selling brands of Pfizer like Becosules, Lipitor, Corex etc. are facing decline
stage in India.
Findings: 0-4 prescriptions of Pfizer products dispensed by greater number of chemists in the
area.
Que.2
What is the number of Lipitor Prescriptions received per day on your counter?
As per stated in literature, Pfizer has cited huge market share about sales of their prime
products like Corex, Becosules, Lipitor and Viagra. These products mainly counts for their
average annual sales data superiorly. Due to generic brands entry of these products, their
p[rime products have attended maturity state in Market and shows radicle decline in sales after
patent expiry situations.
In my choice of research focus has been dedicated to case of Lipitor patent expiry and impacts
of its generic version entry in market on its sales. The clear focus has been created on
competition of branded version of Lipitor and generic versions of Lipitor products. This created
an opportunity to highlight on annual sales data of Lipitor in both of its generic as well as
branded versions. In order to obtain such data regarding product life cycle of Lipitor, the
questionnaire has been circulated to 40 chemists in key demographic viz. Maharashtra, India
and associate responses conducted from chemists, which are interpreted as follows by selecting
range of 0-4,4-8,8-12 and more than 12 products per day of Lipitor Prescriptions.
Table-6
Sale of Pfizer products/day No. of Pharmacists
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0-4 15
4-8 15
8-12 5
More than 12 5Total 40 Pharmacists
(Created by researcher, 2013)
Figure.6 (Created by researcher, 2013)
Interpretation: 37.5% of the Pharmacist or the respondents have said that 0-4 and 0-8 Lipitor
product sell at their counter per day, which clearly suggest that issues like patent expiry,
generic drug entry as well as market saturation has created enormous impact on sales of
Lipitor, which led the prime Pfizer Product in decline state in Market with respect to product
life cycle.
Findings: Lipitor facing decline stage in Indian Pharmaceutical market with most of 37.55 of
chemists receiving only 0-4 prescriptions per day.
0.00%
5.00%
10.00%
15.00%
20.00%
25.00%
30.00%
35.00%
40.00%
0 to 44 to 8
8 to 12more than 12
37.50%37.50%
12.50%12.50%
Lipitor Sales/Day
Sales
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Que.3
Are you aware about Pfizer strategies after patent expiry or generic drug product entry upon
their particular molecule viz. Atorvastatin (Lipitor)?
As per the research demands, the market research activity is delivered in key demography
selected, with the virtue of depicting the market acquaintance about Pfizer products and its
marketing strategies they use after their molecule patent expiry or generic drug entry. As per
previous discussion, focus has created to patent expiry of Atorvastatin molecule of Pfizer
manufacturing Lipitor brand in India, the data is accumulated with the help of questionnaire
circulated amongst 40 chemists representatives regarding their awareness about the strategies
and product line of Atorvastatin molecule that Pfizer is promoting after patent expiry or generic
drug product entry in same market.
Table-7
Awareness about Lipitor No. of Pharmacists
Yes 18
No 22
Total 40 Pharmacists
(Created by researcher, 2013)
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Figure.7 (Created by researcher, 2013)
Interpretation: 55% of the associate respondents responded that they are not aware about
promotions or strategies altered by Pfizer regarding their patent expired Atorvastatin Molecule
product line viz. Lipitor after generic entry. While 45% of market is aware about strategies that
Pfizer has designed to reconstruct its brand Lipitor market position by using lows cost strategy,product value adding strategy or customer oriented sales strategy (Discounts, offers etc.)
Findings: Superiority of market is unaware about strategies that Pfizer Pharmaceutical adopts
and promotes after patent expiry or generic drug product entry of their any drug molecule.
Question-4
Is Pfizer Pharmaceutical Products and Services are cogent in key demographic selected, withrespect to retain their existing customers and attract new group of customers?
As per previous discussions made in research, Pfizer has adopted strategy of emphatic
competition by research and development of new molecules in market in order to attain
competitive advantage over their competitors by being first in market. They alter this strategy
0%
10%
20%
30%
40%
50%
60%
Yes
No
45% 55%
Awareness about Pfizer Product and
Strategies
Sales
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to attract and retain their customers. Pfizer adopts strategy of lows cost products to their
customers once they lose their patents, in order to stay competitive to generic drug product
entries in market as market gets saturated as soon as patent of any molecule expires. They
saturate the market by using product differentiation strategy, and thus produce many products
n same market with different names in order to saturate market with their brands and also
present themselves unique by providing excellent quality products and services at lower costs
possible.
With respect to above discussion, an opportunity has created to analyse the Pfizer market
trends effectiveness in key demographics selected by sampling 40 chemists in market and
distributing close end questionnaire amongst them in order to collect data regarding above
question and interpretations are drawn as follows-
Table-8
Effective Strategies by Pfizer No. of Pharmacists
Yes 18
No 22
Total 40 Pharmacists
(Created by researcher, 2013)
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Figure.8 (Created by researcher, 2013)
Interpretation: Out of all associate responses 55% of the respondents are convinced that Pfizer
products and services are not cogent in key demographic selected, with respect to retain their
existing customers and attract new group of customers, still they are more effective in order to
gain competitive advantage over their competitors by following strategy of research anddevelopment in their firm.
0%
10%
20%
30%
40%
50%
60%
Yes
No
45% 55%
Effectiveness of Pfizer Products and Services
Sales
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B) DOCTOR’S QUESTIONNAIRE -
The key backbone of any pharmaceutical business are doctor’s, thus the data regarding sales of
any pharmaceutical product is entirely revolves around brand image of any pharmaceutical
organisations product as per Prescription system designed by government of India. The doctor
prescribes the brand name or molecule name on his registered prescription and on the basis of
that pharmacist dispense the medicine or molecule drug product prescribed, so the role of
doctor in pharmaceutical business is very vital element of business. The revenue generation of
any pharmaceutical firm revolves around what doctor pretends about their products. With the
virtue of this discussion, the research requires the doctors opinion about the brand or
organisation studied in this research i.e. Pfizer Pharmaceuticals and its products. In this
research sample of 20 doctors selected from key demography and questionnaire is circulated
amongst them and data is collected in interview format and results interpreted as follows-
Que1.
Do you prescribe products of Pfizer Pharmaceuticals every day?
As per previous discussion doctors are backbone of pharmaceutical business, thus image of
Pfizer pharmaceuticals with respect to therapeutic use and quality of Pfizer products in their
opinion plays vital role in business of Pfizer. Also due to patent expiry issue, market has
saturated with numerous option are now available for the doctors while prescribing any
company’s brand. This created intense competition in market. Thus data regarding doctor’s
everyday general practise is essential for this research. With the virtue of this above question is
designed and circulated in key demography by selecting sample of 20 doctors in order to check
loyalty and doctor’s favour towards Pfizer Products against its generic drug product versions in
available in market.
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Table-9
Doctors Response No. of Doctors responded
Yes 24
No 16
Total 40 Pharmacists
(Created by researcher, 2013)
Figure.9 (Created by researcher, 2013)
Interpretation: Out of all responses 60% of the doctors in key demographic do not prescribe
Pfizer Products every day due issue of patent expiry, higher costs and number of options
available in its generic versions at lower costs in key demography, while 40% of the doctors do
prescribe Pfizer Products due to GMP practises followed in Pfizer and Good Manufacturing
Practises they use while manufacturing their products.
0%
10%
20%
30%
40%
50%
60%
Yes
No
40%60%
Do you prescribe Pfizer Pharmaceuticals
Products every day?
Sales
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Findings: The higher cost products due to research base nature and availability of number of
low cost generic drug products in market, doctors do prefer generic drug product versions
rather than higher costs products of Pfizer Pharmaceuticals, and this leads the Pfizer products
to decline stage in market.
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Que.2
What are the drug molecule prescription criteria you follow while prescribing particular
molecule or brands?
Table-10
(Created by researcher, 2013)
Criteria’s for prescribing molecule or brand No. of doctors
responses
I. Scientific data provided based on
evidences
3
II. Own Practise experiences about
molecules effectively
2-3
III. Opinion and average use of
particular molecule by senior
doctors
5
IV. Promotion strategies used by
company or medical
representatives
5
V. Other 5
Total 20 General
Physicians
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Figure.10 (Created by researcher, 2013)
Interpretation-
Out of all responses obtained, 15% of the doctors prescribe any molecule or particular data on
the basis of scientific data provided by the organisation regarding research and development of
particular molecule or product, while 25% of the physicians do prescribe by taking in
consideration their won practise as well as molecules or product brands suggested by the
senior doctors. In case of such physicians there is no impact of product price or generic drug
entry taken in considerations, while other 20% of the doctors do prescribe any particular
product or molecule on the basis of various elements like product quality, GMP practises, cost
effectiveness and pharmacokinetic as well as pharmacodynamics aspects of the molecule. In my
choice of organisations, Pfizer follows GMP practises as well as they provide ample scientific
data and evidences with their products in market. This made them top ranking organisation in
India, but they are still lagging behind in issues like patent expiry or generic drug entry of their
molecules which had led down their product sales in market.
0%
5%
10%
15%
20%
25%
IIII
IIIIv
v
15%15%
25%
20%
25% Sales
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Findings: Majority of doctors give consideration to cost effectiveness as well as brands
suggested by senior doctors.
Que.3
Que.3 Are you aware about Pfizer strategies after patent expiry or generic drug product entry
upon their particular molecule viz. Atorvastatin (Lipitor)?
As per the research demands, the market research activity is delivered in key demography
selected, with the virtue of depicting the doctors acquaintance about Pfizer products and its
marketing strategies they use after their molecule patent expiry or generic drug entry. As per
previous discussion, focus has created to patent expiry of Atorvastatin molecule of Pfizer
manufacturing Lipitor brand in India, the data is accumulated with the help of questionnaire
circulated amongst 20 Doctors as representatives regarding their awareness about the
strategies and product line of Atorvastatin molecule that Pfizer is promoting after patent expiry
or generic drug product entry in same market.
Table-11
Awareness about Lipitor No. of Doctors Responded
Yes 8
No 12
Total 20 Doctors
(Created by researcher, 2013)
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Figure.11 (Created by researcher, 2013)
Interpretation: Out of all responses obtained 60% of the associate doctors responded that they
are not aware about promotions or strategies altered by Pfizer after their patent expired on
Atorvastatin molecule viz. Lipitor after generic drug products entry in market. While 40% of
doctors are aware about strategies that Pfizer has designed to reconstruct its brand Lipitormarket position by using low cost strategy, product value adding strategy or customer oriented
sales strategy (Discounts, offers etc.)
Findings: Superiority of market is not aware about strategies that Pfizer Pharmaceutical adopts
and promotes after patent expiry or generic drug product entry of their any drug molecule.
0%
10%
20%
30%
40%
50%
60%
Yes
No
40%60%
Awarennes about Pfizer Products and
Strategies
Sales
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Question-4
Is Pfizer Pharmaceutical Products and Services are cogent in key demographic selected, with
respect to retain their existing customers and attract new group of customers?
As per previous discussions made in research, Pfizer has adopted strategy of emphatic
competition by research and development of new molecules in market in order to attain
competitive advantage over their competitors by being first in market. They saturate the
market by using product differentiation strategy, and thus produce many products n same
market with different names in order to saturate market with their brands and also present
themselves unique by providing excellent quality products and services at lower costs possible.
With respect to above discussion, an opportunity has created to analyse the Pfizer market
trends effectiveness in key demographics selected by sampling 20 doctors in market and
distributing close end questionnaire amongst them in order to collect data regarding above
question and interpretations are drawn as follows-
Table-12
Effective Strategies by Pfizer No. of doctors
Yes 11
No 9
Total 20 doctors
(Created by researcher, 2013)
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Figure.12 (Created by researcher, 2013)
Interpretation: Out of all associate doctors responses 55% of the respondents are convinced
that Pfizer products and services are not cogent in key demographic selected, with respect to
retain their existing customers and attract new group of customers, still they are more effective
in order to gain competitive advantage over their competitors by following strategy of researchand development in their firm.
Findings: Most of the chemists are not convinced with product and services of Pfizer
Pharmaceuticals due to higher cost, research base operations and market saturation strategy
with same product line.
0%
10%
20%
30%
40%
50%
60%
Yes
No
45% 55%
Effectiveness Of Pfizer Products and Services
Sales
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CHAPTER 5
FINDINGS AND RECOMMENDATIONS
5.1 INTRODUCTION
The entire scenario of the research is inspected in this research section. The section speculates
the research outcomes with the virtue of citing the research findings and objectives achieved
from the entire research and research methodology. This section of research depicts the future
research which can further elaborates this study as well it will benefit individual organization byproviding recommendations for improvement upon its market operations.
5.2 FINDINGS
With respect to study carried n various sections of the research, researcher came to find
following aspect of the entire research scenario with respect to context of the research
problem cited in this research-
1) The Indian Medicinal System has developed from Ancient Medicinal System used
around the globe.
2) The base of the Indian Medicinal System is Ayurveda which further elaborated in various
medicinal systems like Siddha, Unani, Homeopathy and allopathic medicinal system
3) The Allopathic medicinal system adopted by Indian Medicinal System from British
Medicinal System, still resembles with traditional medicinal system Ayurveda which is
operating India since many thousand years and entirely developed from natural drug
resources like plants, herbs, churn’s and construct of mainly three elements vata, pitta,
and doshas.
4) The various terms used in Allopathic Medicinal System shows relevance to traditional
Indian Medicinal system Ayurveda, for example ophthalmology, otorhinolaryngology,
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grahabadha means psychiatry, kaumarabhritya resembles to obstetrics, gynecology and
pediatrics, agadatantra is science similar to modern toxicology, rasayana is related to
rejuvenation and vajikarana is similar to aphrodisiacs and treatment of sexual diseases.
5) The Indian Patent Act, 1972, had created actual revolution in Indian Pharmaceutical
Business and patent expiry or patent challenge period reduce to 15 years had allowed
generic drug product enter in Indian Pharmaceutical market which has made Indian
Pharmaceutical Business as prime base of Indian Economy in terms of domestic sales
growth along with FDI growth in India.
6) The product life cycle of Pfizer Pharmaceutical products is facing decline stage due to
patent expiry issues which led generic firms to enter the market with low generic
versions of Pfizer products.
7) The number one selling brand of Pfizer that is Lipitor (Atorvastatin) is facing decline
stage due to patent relief over Atorvastatin, and adopted market saturation due to low
cost generic production of it.
5.3 RECOMMENDATIONS:
1) Awareness about the Pfizer products and services should be created amongst its prime
customer identified i.e. doctor and chemists by using leaflets, internet media and
electronic media.
2) Customer relationship should be followed in strongly by Pfizer Pharmaceuticals in order
to stay connected with their customers during each new molecule research and
development as they are research based organisations.
3) The Human resource should be added with respect to addition in trained medical
representatives.
4) With the help of seminar and product, company portfolio’s, intense awareness must be
speculated in senior doctors in order to set monopoly in market as most of the doctors
do follow senior doctor practises and trusted brands prescribed by them.
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5) Seminar, CME’s as well as annual or monthly doctor meets must be increased with
respect to stay sound in market while adopting new strategies or launching new
products during patent issues or generic drug product entries in market.
6) In depth marketing and market research activities must be carried by company
professionals in order to stay awake about latest market trends or designing to set new
market trends.
5.4 FUTURE WORK:
The research carried had achieved all of its objectives set with the virtue of research problem
speculated in earlier part of research. Despite of many limitations to the research, researcher
had succeeded to deliver his best in the research, to conclude the interim conclusion of the
research study. The researcher is looking further to elaborate the research more in depth if
project deadline increased and further research study is funded. The more in depth study of
Traditional Medicinal System used in around the world can be studied rather than just focusing
on Indian Medicinal System. The researcher had created an opportunity for further research to
study how pharmacy culture evolved around the world and what are the ancient medicinal
systems used before evolution of allopathic medicinal system. Researcher is keen interested to
focus on studying impact of generic drug entry on global pharmaceutical sector rather than just
considering single case of Pfizer Pharmaceutical in India, if word limit and funds are made
available for the research studies.
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Conclusion
In correspondent to all the research carried and interviews conducted, I came to conclude that
Indian Pharmaceutical market is in extra=ordinary development state with respect to evolution
and financial state. The various literatures studied in the research, clearly stated the evolution
of Indian Medicinal System from Ayurveda to Allopath and further market revolution to generic
drug entry after patent expiry. I came to conclude that, the medicinal system in India shows
clear influence of Ayurveda over it, though it has adapted to allopath in recent era from British
medicinal system. Ayurveda, Siddha and Unani are base for the development of Modern Indian
Medicinal System. From various literatures and methodology of survey carried I came to
conclude that generic drug entry has made the drug pricing very critical issue and they have
impacts on revenue generation or both branded and their won drug manufacturers by proving
intense market competition by saturating the market with molecule drug product whose patent
is revealed. While studying case of Pfizer Pharmaceuticals with respect to patent release of
Atorvastatin Molecule brand Lipitor, I came to conclude that Pfizer is facing decline stage in
Indian pharmaceutical market and they must review their strategies regarding their product
and services in Indian market. In the end I came to conclude their still lot of scope to study in
deep of research context i.e. evolution of pharmacy culture in India right from Ayurveda to
Generic drug entry in Indian Pharmaceutical Market and can be proved revolutionary study in
Indian Pharmaceutical market if future if further studied.
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