RESEARCH REPORT

ON

"MARKETING STRATEGY OF HIMALAYAN IN BEAUTY

PRODUCT "

SUBMITTED IN PARTIAL FULFILLMENT OF THE REQUIREMENTS

FOR THE DEGREE OF MASTER OF BUSINESS ADMINISTRATION
FROM

DR. A.P.J. ABDUL KALAM TECHNICAL UNIVERSITY, LUCKNOW

SUBMITTED TO: SUBMITTED BY:

Mr. Suhel Siddiqui Rajendra Prasad

Assistant Professor MBA IVth Sem

Roll No.: 1705870078

INSTITUTE OF ENVIRONMENT & MANAGEMENT IN

LUCKNOW
 DECLARATION

I, Rajendra Prasad student of Master of Business Administration (MBA) – semester 4th

in INSTITUTE OF ENVIRONMENT & MANAGEMENT IN LUCKNOW

(2016-19) hereby declare that I have completed this project on "MARKETING

STRATEGY OF HIMALAYAN IN BEAUTY PRODUCT " This information

submitted is true & original to the best of my knowledge.

Rajendra Prasad

MBA IVth Sem

Roll No.: 1705870078

.
 ACKNOWLEDGEMENT

I honored to present this training report titled On INSTITUTE OF

ENVIRONMENT & MANAGEMENT IN LUCKNOW . I would also like to

thanks (H.O.D), Himalaya Institute of Technology & Management. I am

greatly indebted to Mr. Suhel Siddiqui Assistant Professor For her

supportive attitude, constant encouragement and suggestion from time to

time.

I feel short of words in impressive my sincere regards and gratitude to my

parents, affection, advice, encouragement, helping nature and immense

dedication towards the academic field was instrumental in streamlining this

work.

At the end I feel indebted to our almighty God, who blessed and enable me to

complete.
 TABLE OF CONTENTS
PREFACE

ACKNOWLEDGMENT

INTRODUCTION

HISTORY OF COCA COLA

STRUCTURE OF THE COMPANY

PRODUCTS & SERVICES

RESEARCH METHODOLOGY

DATA ANALYSIS & INTERPRETATION

FINDINGS

RECOMMENDATIONS

BIBLIOGRAPHY

APPENDIX
 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 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.

 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.
Mr. M. Manal forms His elder brother, Launch of Serpina, Dr. Roshan M.

The Himalaya Drug Mr. M. Misal, the world's first anti- Captain, Ph.D., joins

Company. His joined him a few hypertensive drug, the company and

vision: years later and they derived from spearheads research

Put ayurveda on par set about building Rauwolfia and development.

with modern the company serpentina.

medicine. together.

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
 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 personal

to Bangalore. Houston, Texas. commercial healthcare products

Research and livestock is in India.

development launched.

becomes a very

important aspect of

the company's

focus.

The company The company adopts Well-being Division ISO 9001: 2000

launches a special a new unified brand formed. certification awarded

range for pets called identity. for design,

manufacture and
the Companion Care marketing of herbal

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 India,

environment is launched. Collected

management. by the Soliga Tribe,

the honey is sourced

by Himalaya at a fair

trade price.
Introduction of Using innovative Liv.52 HB, the

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 Pure introduced.

and oils. Herbs.

 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.

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 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 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 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.

 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.

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.
 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 product undergoes years of primary

research before it reaches the market.

 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

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)
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

- 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

- 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

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.

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.

 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.

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.

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.

 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 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 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.

HIMALAYA PRODUCTS

Purifying Neem Face Wash

Purifying Neem Foaming Face Wash

Himalaya Men Intense Oil Clear Lemon Face Wash

Himalaya Men Power Glow Licorice Face Wash

Clear Complexion Whitening Face Wash

Gentle Exfoliating Daily Face Wash

Moisturizing Aloe Vera Face Wash

 Oil Control Lemon Face Wash

Oil Control Lemon Foaming Face Wash

FACE CREAM

Acne-n-Pimple Cream

Anti Wrinkle Cream

Clear Complexion Whitening Day Cream

Energizing Day Cream

Light Hydrating Gel Cream

Revitalizing Night Cream

 FAIRNESS

Natural Glow Fairness Cream

Fairness Face Mask

EYE CARE

Under Eye Cream

Kajal
Gentle Eye Make-up Remover

LIP CARE

Lip Balm
 Nourishing Lip Balm

Intensive Moisturizing Cocoa Butter Lip Balm

 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.

 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.

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.

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.

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. 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
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.
 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.
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.
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.
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
Tough to knowledge
understand 6%
16% Easy to
Understand
23%

Highly
Both easy to Knowledgeable
understand and 20%
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.
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.
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 Based 17

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.
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.
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 Liv-52

28% 36%

Cystone Bonnisam
25% 11%

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

Series1

37 40

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.
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

Series1

60

20

5 15

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.
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%.
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 & above 8

<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.
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.
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%.
 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.

 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.

 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.

 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.

 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.

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.

 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.

QUESTIONNAIRE
1. Do you deal in Himalaya Product?

 Yes
 No

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?

 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?

 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
 BIBLIOGRAPHY

Website:

www.google.com

www.wikipedia.com

www.himalaya.in