Difference between pages "Indian Pharma Industry - Distribution & Sales Force Structure" and "Main Page"

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==Research Objective==
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__NOTOC__
  
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To understand the Indian pharmaceutical distribution and the sales force structure through primary research.
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<font color="#0000FF"><font size = "4">[[#Intellectual Property (IP) Services|Intellectual Property(IP) Services]]</font><br><br>
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<font color="#0000FF"><font size = "4">[[#Business & Information Research Services|Business and Information Research Services]]</font><br><br>
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<font color="#0000FF"><font size = "4">[[#Dolcera Technology Platforms|Dolcera Technology Platform]]</font>
  
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==Overview==
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== Intellectual Property (IP) Services ==
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{| style="border:1px solid #AAA; background:#E9E9E9;width:100%" align="center"
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|-
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! style="background:lightgrey;width:50%" valign = "top" align = "left"|
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===Life Sciences and Chemistry===
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! style="background:lightgrey; width:50%" valign = "top" align = "left"|
  
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Indian pharmaceutical industry is on a strong growth path with the total value of Indian Pharma industry expected to reach almost $50 Billion by 2015-2016. Out of this close to 22 billion is expected to originate from the domestic formulation business.  
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===Technology===
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A key issue faced by the industry is management of the supply chain. Supply chain in India is highly fragmented with more than 550,000 retail pharmacies in the country. According to a report by bioplan Associates, though the number of distributors have increased by 4 fold in the last three decades, from 125,000 in 1978, the volume of prescriptions distributed have not increased proportionally. Hence it is evident that though there is a growth in the number of distributors and retail pharmacies, distribution is not very efficient. Also the rural markets remain highly untapped.
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|-
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| valign = "top" |
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<font size = "3"><b> Landscape reports </b></font>
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* [[Alopecia - Hair Loss]] | ([http://www.youtube.com/watch?v=jAIoyKuKQ6o Video])
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* [[Inflammation and cardiovascular drugs]] | ([http://www.youtube.com/watch?v=FVUFcz2dpIM Video])
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* [[RNAi Database sample wiki]] | ([http://www.youtube.com/watch?v=nsZLUSPn3cg Video])
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* [[Choline Bitartarate]]
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* [[Non-wovens]]
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* [[Pressure sensitive adhesives]] | ([http://www.youtube.com/watch?v=plP3TzjYsiQ Video])
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* [[Ureteral Stent]]
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* [[Smart Drug Delivery Systems]] | ([http://www.youtube.com/watch?v=vARe9eBFsq4 Video])
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* [[Silicone Hydrogel contact lens]]
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* [[SC Johnson]]
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* [[Pinene: An off flavor in mango juice]] | ([http://www.youtube.com/watch?v=P4fI1rjPjSg Video])
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* [[Bio-PET]]
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* [[Interferon For Treatment of Melanoma]]
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* [[Antibody against TNF]]
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* [[Pressure sensitive adhesives in packaging]]
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* [[Template - Production Of Therapeutic Glycoproteins|Production of Therapeutic Glycoproteins]]
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* [[Market Research Tools Landscape]]
  
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==Pharmaceutical Distribution==
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| valign = "top" |
  
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Drug distribution in India has witnessed a paradigm shift. Before 1990, pharmaceutical companies established their own depots and warehouses. Now they have been replaced by clearing and forwarding agents (CFAs).
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<font size = "3"><b> Landscape reports </b></font>
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*'''CFAs:''' These organizations are primarily responsible for maintaining storage (stock) of the company’s products and forwarding SKUs to the stockist on request. Most companies keep 1–3 CFAs in each Indian state. On an average, a company may work with a total of 25–35 CFAs. The CFAs are paid by the company yearly, once or twice, on a basis of the percentage of total turnover of products.
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* [[Hybrid Electric Vehicle Battery System]]
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* [[Supply Chain RFID Applications]]
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* [[Insurance sector]]
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* [[CDMA Basics]]
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* [[Quality of Service on CDMA platforms]]
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* [[OLED - Organic Light Emitting Diode]]
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* [[Carbon Nanotubes (CNT)]] | ([http://www.youtube.com/watch?v=HvZqBy8XvIE Video])
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* [[Metallic and Ceramic construction materials]]
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* [[Transactional memory]]
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* [[Invalidation Search on a patent in the semiconductors space|Invalidation Search]]
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* [[Golf Club Head Landscape]]
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* [[Wind Energy]]
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|-
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| valign = "top" |
  
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*'''Stockist:''' is the distributor, who can simultaneously handle more than one company (usually, 5–15 depending on the city area), and may go up to even 30–50 different manufacturers. They pay for the products directly in the name of the pharmaceutical company after 30 to 45 days.
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<font size = "3"><b>STN Search Reports</b></font>
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* [[Markush Search Report]]
  
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*'''The retail pharmacy''' obtains products from the stockist or substockist through whom it finally reaches the consumers (patients).
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<font size = "3"><b>Dashboard</b></font>
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* [http://client.dolcera.com/dashboard/dashboard.html?workfilegroup_id=10 Alopecia areata dashboard - live]
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** ([[Alopecia Areata Dashboard Screenshots|Screenshots only]])  
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* [http://www.dolcera.com/ipmapdemo/stent_model.swf Stent dashboard]
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* [[Legal Updates Demo|Legal updates dashboard]]
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* [http://client.dolcera.com/dashboard/dashboard.html?workfile_id=587 RNAi Dashboard]
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* [https://www.dolcera.com/auth/dashboard_multicategory/dashboard.php?workfile_id=130 Opioid Dashboard]
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| valign = "top" |
  
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[[Image:Sp_india_pharma.png|center|459px]]
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<font size = "3"><b>Dashboard</b></font>
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* [http://client.dolcera.com/dashboard/dashboard.html?workfilegroup_id=27 Automotive dashboard - live]
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** [[Automotive Dashboard Screenshots|Screenshots only]]
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* [http://client.dolcera.com/dashboard/dashboard.html?workfile_id=54 WiMAX dashboard - live]
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** [[WiMAX Dashboard Screenshots|Screenshots only]]
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* [http://www.dolcera.com/ipmapdemo/rfid_model.swf RFID dashboard]
  
  
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<font size = "3"><b>IP Valuation</b></font>
  
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===Typical Supply Chain Structure===
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*[[Holographic Image Display]]
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|-
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| valign = "top" |
  
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[[Image:Supply Chain Model.png]]
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<font size = "3"><b>Prior Art / Invalidation / FTO Search</b></font>
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* [http://dolcera.com/client/d8r3/hairloss_map.htm Alopecia/Hair loss IPMap]
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* [[Markush Structure Search Sample]]
 +
<font size = "3"><b> Study: In re Bilski Impact</b></font>
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* [[In re Bilski Impact assessed from US PAIR Information]]
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| valign = "top" |
  
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<font size = "3"><b>Prior Art / Invalidation / FTO Search</b></font>
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* [[Prior Art Search Process]]
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* [http://www.dolcera.com/ipmapdemo/satellite_antenna/ipmap.html Satellite Antenna IPMap]
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* [http://www.dolcera.com/ipmapdemo/rfid/ipmap.html RFID IPMap]
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* [http://www.dolcera.com/ipmapdemo/multimodal_apps/ipmap.html Multimodal Applications IPMap]
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* [http://www.dolcera.com/ipmapdemo/Invalidation_US4825448.htm Invalidation Claim Chart Sample]
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|-
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|}
  
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===Examples of Distribution Structure===
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===Clinical Trial Database===
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*[[Clinical Trial Database]]
  
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====Dr.Reddy's Lab Supply Chain & Distribution in India====
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== Business & Information Research Services ==
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{| style="border:1px solid #AAA; background:#E9E9E9;width:100%" align="center"
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|-
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! style="background:lightgrey" valign=top width=50% align = "left"|
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===Life Sciences and Chemistry===
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! style="background:lightgrey" valign=top width=50% align = "left"|
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===Technology===
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|-
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| valign=top |
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* [[Strategic Insights:Heart Valve Replacement Market - India]]
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* [[Impact on Sales of a Drug going Off-Patent]]
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* [[Application of Conjoint Analysis for Total Knee Replacement Surgery Alternatives]]
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* [[Cancer Vaccines - Clinical Trial Analysis]]
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* [[Veterinary Vaccines Market Report]]
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* [[Olympus Corporation- Company Profile]]
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* [[Rx to OTC Switch-Market Analysis]]
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* [[Ureteral Stent - Market Analysis]], Company Profile:[[Boston Scientific - Company Profile |Boston Scientific ]]
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* [[Cardiac Pacemakers]]
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* [[Botox - from Medical Procedure to Household Word]]
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* [[Diabetes products and services]]
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* [[Drug Metabolism]]
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* [[Toxicology]]
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* [[Osteoporosis]]
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* [[Oral Diabetes Drugs]]
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* [[Ureteral Stent]]
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* [[Premium Coffee Consumers Market Segmentation|Premium Coffee - Market Positioning]]
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* [[Dolcera's Poster on Industrial Biotechnology|Industrial biotechnology]]
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* [[OTC products for acne treatment]]
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* [[Digestive Remedies Market in India and China]]
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* [[China ICU Ventilator Market]]
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* [[OTC vs. Prescription Drugs]]
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* [[Vaccines Market in Western Countries]], Company Profile:[http://dolcera.com/wiki/index.php?title=GlaxoSmithKline_profile GlaxoSmithKline]
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* [[Gastrointestinal Endoscopy -Landscape Report]]
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* [[Asset Valuation Dashboard]]
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* [[Transplant Diagnostics (HLA) Market Landscape]]
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* [[Indian Pharma Industry - Distribution & Sales Force Structure]]
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* [[Breast Reconstruction Market Landscape]]
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* [[Lumpectomy and Mastectomy Trends]]
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* [[Nonprofit Event Management- Business Models]]
  
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=====DRL Supply Chain Model=====
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| valign=top |
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* [[4G wireless technology developments]]
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* [[LTE]]
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* [[Femtocells]]
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* [[HDTV in the US]]
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* [http://www.dolcera.com/ipmapdemo/innovation_explorer/innovation_explorer.html Household robotics Innovation Explorer]
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* [[Web video]]
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* [[OLED Mobile Phones Market Research and Analysis Report]] | ([http://www.viddler.com/explore/dolcera/videos/6/ Video])
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* [[Samsung Company Profile |Samsung Electronics Company Profile]]
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* [[NFC Ecosystem]]
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* [[Virtualization]]
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* [[Cloud Computing]]
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* [[Estimation of liquid carrying vehicles in USA]]
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* [[A market study on Hybrid vehicles and the concept of V2G]]
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* [[Patent Valuation]]
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* [[Automatic Faucets]]
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|-
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! style="background:lightgrey" valign=top width=50% align = "left"|
  
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Dr Reddy’s Laboratories has a replenishment mode of supply chain currently. It made a switch from forecast based supply chain 3 years ago.
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===Finance===
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! style="background:lightgrey" valign=top width=50% align = "left"|
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===Others and CPG===
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|-
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| valign=top |
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* [[Innovative personal finance products]]
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* [[Life Insurance Industry in US]]
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| valign=top |
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*[[Technology Scouting: Water Purification]]
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*[[Deodorants Market Analysis: Acquisition of Sanex by Colgate]]
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*[[Partner in sales planning]]
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*[[Sports & Energy Drinks Market in Australia]]
  
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=====Replenishment-based Supply Chain=====
 
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Recording of what has been consumed at various supply chain nodes and replenishing it at the front end by the previous supply chain node.
 
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It is an end-to-end solution involving the front end distribution system, operations and procurement as well.
 
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It enables the company to be more agile in meeting market demands and helps to meet the two major challenges: Excess Inventory & Shortages in system
 
  
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Teva Pharma, a major generic pharma company based out of Israel follows the replenishment based system.
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|}
  
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== Dolcera Technology Platforms ==
 +
{| style="border:1px solid #AAA; background:#E9E9E9;width:100%" align="center"
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|-
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| align = "top" |
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==== Dashboard 1.1 ====
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* [http://www.dolcera.com/auth/dashboarddemo/dashboard.php?workfilegroup_id=154 Demo Dashboard (Alopecia)] 
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* [[Sample list of patent numbers]]
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* [http://www.dolcera.com/auth/index.php Dashboard login page]
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* [[Dashboard Technical Specifications]] -- [[Dashboard Technical Specifications -- SaaS|hosted]]
  
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==== [[Workflow for creating a Dashboard]] ====
  
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[[Image:DRL Supply chain in India1.png|center|800px]]
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==== IP and Products dashboard ====
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* [http://client.dolcera.com/dashboard/dashboard.html?workfilegroup_id=10 Alopecia areata dashboard]
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* [http://www.dolcera.com/ipmapdemo/stent_model.swf Stent dashboard]
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* [[Legal Updates Demo|Legal updates dashboard]]
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* [http://client.dolcera.com/dashboard/dashboard.html?workfile_id=54 4G wireless product and patent dashboard]
  
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*All the 32 regional warehouses of DRL are through CFAs
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==== Patent-pathway mapping ====
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*Ranbaxy Laboratories Limited has 28 CFAs across the country
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* [[Inflammation and cardiovascular drugs#Interactive signaling pathways and patents|Patent-pathway mapping]]
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*Distributors are known as stockists in the industry
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==== Sequence dashboard ====
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* [http://www.dolcera.com/website/demos/dna/main.html Sequence dashboard]
  
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====Distribution in Andhra Pradesh State- Dr.Reddy's Lab====
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==== Design analysis ====
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* [http://www.dolcera.com/website/demos/dental/main.html Dental Implant Design Analysis]
  
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[[Image:AP Distribution-DRL.png|center|900px]]
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==== Innovation explorer ====
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* [http://www.dolcera.com/ipmapdemo/innovation_explorer/innovation_explorer.html Household robotics innovation explorer]
 +
==== KPort ====
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* [http://dolcera.com/website/demos/kport/main.html Collaboration Portal]
  
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====Distribution in Andhra Pradesh State- Piramal Healthcare====
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|-
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|}
  
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[[Image:AP Distribution-Piramal.png|center|800px]]
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== Buy Dolcera Reports ==
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{| style="border:1px solid #AAA; background:#E9E9E9;width:100%" align="center"
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|-
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| align = "top" |
  
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===Margin Structure in Distribution===
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* [[Landscape report for HEMT]]
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*Margins are represented as % on the MRP (Maximum Retail Price)
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* [[Nanoemulsions in Foods]]
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*A sample cost structure is shown for a product with MRP of INR 100
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* [[Variable Valve Timing - Sample]]
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[[Image:Margin Structure in India.png|center|800px]]
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===Insights - Distribution in India===
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==== Templates: ====
  
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====CFA Operations====
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<b>  Food : </b>
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* [[Nanoemulsions in foods]]
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* [[Campylobacter control in meat]]
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* [[Antioxidants form olive waste]]
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* [[phytosterol and phytostanols]]
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* [[Phospholipids and Sphingolipids of Milk]]
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* [[Cheese analog]]
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<b>  Packaging : </b>
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* [[Plastic aerosols]]
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* [[Dispenser with applicator]]
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* [[Biodegradable packaging for liquids]]
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* [[Food Packaging and Salmonella Prevention through Packaging]]
  
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Large drug manufacturers will have CFAs in almost every state in India. CFAs majorly help manufacturers in providing reach for its products. They majorly facilitate in by passing the state sales tax (CST- 4%). CFA’s are just created to avoid local state taxes (they hardly take 1 or 2% margin). Mostly CFAs serve a single company. CFAs follow a stock transfer model from the manufacturer and all invoices sent to the stockists are on the name of the manufacturer itself. Based on the demand for their products they decide on how many stockists to maintain in each district and further in talukas. 
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<b>  Cosmetics: </b>
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*[[Enhanced bioavailability of skin whitening actives  in topical applications]]
  
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Cost of the distribution from manufacturing plant till the stockist is borne by the manufacturer. Price to Stockist (PTS) , Price to Retailers (PTR) are the terms used in the industry.
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<font size = "3"><b>Dolcera Services Summary </b></font>
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* [[Dolcera Offerings|Dolcera services summary]]
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* [[Dolcera Services|Dolcera services mindmap]]
  
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Sub stockists would get the stock from stockists and operate on 8% commission till they establish themselves as a big player and qualify for getting a stockist license from manufacturers. Retailers get 15 – 20% margins based on type of drugs, generic/branded/price controlled and even more on counterfeit drugs.
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<font size = "3"><b>[[Technology Support]] </b></font>
  
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Logistics providers transfer stock on per kilo basis, Rs. 5 per kilo etc. Logistics are managed through cost effective means, local players who quotes lowest price. There are suppliers who quote surprisingly low prices and operate by sending a person in public transport to deliver the products.
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<font size = "4"><span style="color:#C41E3A">Like any of these sample reports?</span></font>
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<p align="center"> '''These are sample reports with brief analysis''' <br>
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====Association of Druggists and Stockists in India====
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'''Dolcera can provide a comprehensive report customized to your needs'''</p>
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{|border="2" cellspacing="0" cellpadding="4" align="center" "
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All India Organization of Chemists & Druggists (AIOCD) has over 5.5 Lac members from retail chemists and pharma distributors/stockists. Stockist plays a very powerful role in the pharma distribution in India. Companies cannot bypass stockists and sell directly to institutions or retail chains. They may face a ban from the stockists and considering the substitutes available for each molecule, companies cannot take the risk of loosing the sales.
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|style="background:lightgrey" align = "center"  colspan = "3"|'''[mailto:info@dolcera.com <span style="color:#0047AB">Buy the customized report from Dolcera</span>]'''
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|-
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====Retail  Pharmacy Chains====
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| align = "center"| [http://www.dolcera.com/website_prod/services/ip-patent-analytics-services Patent Analytics Services]
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|align = "center"| [http://www.dolcera.com/website_prod/services/business-research-services Market Research Services]
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Organized pharmacy retail sales in India are only 3% of the total sales. They can procure the stock from the stockists registered in the association (AIOCD) only (Manufacturers would not sell their products directly to retails chains). The remaining 97% market is completely controlled by the stockists (There are many layers of stockists or distributors based on the volume and region they operate in). Sales representatives do rarely come and talk with the concerned distribution managers in the retail chains to sell their products.
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|align = "center"| [http://www.dolcera.com/website_prod/tools/patent-dashboard Purchase Patent Dashboard]
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|-
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====Institutional Supplies====
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|align = "center"| [http://www.dolcera.com/website_prod/services/ip-patent-analytics-services/patent-search/patent-landscapes Patent Landscape Services]
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|align = "center"| [http://www.dolcera.com/website_prod/research-processes Dolcera Processes]
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Institutional supplies are 7% of the total drug sales in India. Distribution for institutions(divided into state funded, central funded & large hospitals) happen either through stockist or directly from the company CFA . Companies bid for the tenders passed by these institutions like major PSUs (Public Sector Units) including NTPC, BHEL etc.
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|align = "center"| [http://www.dolcera.com/website_prod/industries Industry Focus]
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|-
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====Replenishment Model vs Forecasting Model====
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|align = "center"| [http://www.dolcera.com/website_prod/services/ip-patent-analytics-services/patent-search/patent-landscapes Patent Search Services]
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|align = "center"| [http://www.dolcera.com/website_prod/services/ip-patent-analytics-services/alerts-and-updates Patent Alerting Services]
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For planning the distribution of drugs, Indian companies follow two models, 1) Replenishment model (DRL) and 2) Forecast based model (Ranbaxy). Product sales are monitored daily from the supply nodes and based on the demand and availability, products are supplied in the replenishment model. In forecast based model, sales are forecasted based on the previous sales and the plan for the present year and then products are supplied periodically.
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|align = "center"| [http://www.dolcera.com/website_prod/tools Dolcera Tools]
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|-
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Replenishment model has its own disadvantages of keeping the track of the sales and inventory daily and frequent supplies. Forecasting based model will work out best for the company as sending the stock once a month or fortnight based on the stockist inventory will be much easier for the company.
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|}
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<br>
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The main advantage of replenishment model is that the retailer and the stockists will be happy, since his inventory space is saved and he can accommodate products from many different companies.
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|-
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|}
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=====Replenishment Model=====
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----
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{| style="border:1px solid #AAA; background:#E9E9E9" align="center"
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[[Image:Replenishment based model.png|center|700px]]
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|-
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! style="background:lightgrey" | Contact Dolcera
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=====Forecasting Model=====
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|-
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! style="background:lightgrey" | Samir Raiyani
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[[Image:Forecast based model.png|center|700px]]
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|-
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| '''Email''': [mailto:info@dolcera.com info@dolcera.com]
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==Pharmaceutical Sales Force Structure==
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|-
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| '''Phone''': +1-650-269-7952, +91-40-2355-3493
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|}
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===Typical Sales Force Structure===
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[[Image:Typical Sales Force Structure1.png|center|700px]]
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*A large pharmaceutical company in India is usually divided into strategic business units (SBUs) based on therapeutic areas like cardiology, urology etc. Sales force is structured under each therapeutic area and managed by a national sales manager.
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===Examples of Sales Force Structure===
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====DRL OTC Drugs-Sales Force Structure in India====
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[[Image:DRL OTC Sales Force2.png|center|700px]]
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*Sales personnel dealing with OTC products have to cover all the pharmacy retail outlets in their allotted territory. The total sales force required to cover India would be in the tune of 2400 – 3200 approximately.
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*Since it is not cost efficient to maintain such a large sales force on roles and the products are from OTC, companies hire independent sales representatives at the territory level.
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====DRL Prescription Drugs-Sales Force Structure in AP State====
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[[Image:DRL Rx Sales Force1.png|center|700px]]
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*DRL has 16 divisions based on therapeutic area and the sales force structure is common for most of the prescription drugs
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===Sales Force Selling Practices===
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====Example====
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*Sales force functions based on the therapeutic area.
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*Each representative has to make 10 visits to a doctor in a day, 240 visits in month.
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*The below image depicts a sample function of a Scientific Business Officer from company A working for Urology Division in Hyderabad
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[[Image:Selling practices.png|center|800px]]
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==Sources of Information==
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The following experts from the industry were interviewed to get the information
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#Sr.Manager- Supply chain of Retail Pharmacy Chain
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#Manager-Distribution of a large pharmaceutical company
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#Regional Sales Manager of a large pharmaceutical company
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#Sales Officer of a top pharmaceutical company
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#C&F Agent of a large pharmaceutical company
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#Pharmacists and stockists
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Revision as of 22:07, 6 October 2014


Intellectual Property(IP) Services

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Study: In re Bilski Impact

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Life Sciences and Chemistry

Technology

Finance

Others and CPG


Dolcera Technology Platforms

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Workflow for creating a Dashboard

IP and Products dashboard

Patent-pathway mapping

Sequence dashboard

Design analysis

Innovation explorer

KPort

Buy Dolcera Reports

Templates:

Food :

Packaging :

Cosmetics:

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Technology Support

Like any of these sample reports?

These are sample reports with brief analysis
Dolcera can provide a comprehensive report customized to your needs

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Patent Landscape Services Dolcera Processes Industry Focus
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Email: info@dolcera.com
Phone: +1-650-269-7952, +91-40-2355-3493

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