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Profile of Head of Market Search Healthcare research:
Ms Dulari Gosavi is heading the healthcare market research in Market Search IPL. She is M. Pharma, MBA-Marketing, JBIMS, Mumbai with more than 20 years of experience in Pharma industry. She has worked in companies like Cipla, Khandelwal labs, Nicholas Piramal, Novartis (consumer health, pharma & nutrition). She also had an experience working with a advertising agency, Ogilvy healthcare after she left Novartis consumer health from a position of marketing manager.
Pharma Research overview of Market Search IPL
The drivers for the growth of Indian Pharma industry are good franchise among doctors, established track record of product quality, domestic sales force, extensive distribution network & GATT implication.
To survive in the Post IPR era the Pharma companies have to be more focused to strengthen their technical capabilities in R & D & aggressive in growth strategies. The rate of new product introduction & making strong brands in wider therapeutic areas will be the success parameters. In long run, majority of companies are expected to move towards off patent high-end segment, herbal & OTC market.
In Indian Pharma market, Market Search have had the opportunity of servicing some of the leading companies like Novartis, Sandoz, Johnson & Johnson, Fulford, Wyeth, etc.
Our other clients in the list:
- CMR-UK
- World One Research - UK
- UCB Pharma
- Cosme Healthcare
- Goldshield Services
- Boston Scientific Corp. India
- Dr.Reddy's Lab
- Ranbaxy
- Charak Pharmaceuticals
- Pfizer- Parke Davis
- Hinduja hospital
We specialise in the product categories of Prescription, OTC, Ayurvedic & Diagnostic/ Medical devices.
The type of studies conducted in Indian Pharma market:
- Sales force competitiveness
- Feasibility/ Market size estimation
- Demand Forecasting
- Profiling of doctors
- Profiling of patients
- Concept Testing
- Market potential study
- U & A/ Perception study
- Diagnostic study
- Price sensitivity analysis
Types of respondents covered in the Pharma studies:
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Doctors:
-Primary care physicians like GPs & CPs
-Specialists like Diabetologists, Cardiologists, Pediatricians, Neurophysicians, Dermatologists, etc.
-Super specialists like Oncologists, Gastroenterologists, Interventional radiologists, Cardiac surgeons, etc.
- Patients/ Consumers
- Technicians like Cath lab technicians, Hospital administrators
- Head of the organisation/ Senior managers
We have good expertise & experience in surveying the super specialists over primary care physicians.
Sales force competitiveness
Pharmaceutical companies increasingly depend on their field force (FF) to drive top line growth. Yet the industry growth (<10% p.a) is not commensurate with growth in size of FF.
The sales statistics alone can not give the insights for performance or non-performance
To gain a better understanding of sales performance, organizations must effectively track and manage key behaviors and activities of their Field Force.
In the age of branded generics and fast track new product launches, adding loyal customers is more important than sales per se.
Doctors’ feedback will help evolve a benchmark (Sales Force Index) for in-clinic effectiveness of FF and understand doctor’s perception of client FF vis-a-vis competition on the basis of Key Performance Indicators.
The perceptual mapping of the company & its field force with respect to competition can be done on overall as well as doctor specialty wise.
Report Format
Plot for Sale Force Index:
Perceptual Mapping:
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