Lifeline Homeopathic

ABOUT THE COMPANY

SBL is the largest and well known Homoeopathic medicine manufacturing company of Asia. SBL's first state-of-the-art Manufacturing unit was set up in 1983, in collaboration with Laboratories Boiron of Lyon, France, the world leader in this line since 1932. SBL's 2nd similar unit was put up in Jaipur and 3rd in Haridwar. In India SBL is the first Homoeopathic company with ISO 9001: 2000 certification(Certified by TUVNORD of Germany, earlier which was known as RWTUV) and the ONLY company having its R&D unit approved by Ministry of Science & Technology, Govt. of India.

SBL is the leading homoeopathic medicines manufacturing company in India offering a wide range of world-class homoeopathic remedies including generics, single remedies, bio-chemic/combinations, as well as specialities. The company started activities in 1983 as Sharda Boiron Laboratories Ltd. in collaboration with Laboratories Boiron of Lyon, France, World Leader in the line since 1932. Boiron assisted in setting up state-of-the-art air-conditioned manufacturing facilities at Sahibabad and establishing production and testing processes of international standards.

SBL companies location. SAHIBABAD WORKS

JAIPUR WORKS

HARIDWAR WORKS

The tradition of observing global benchmarks has been maintained and indeed enhanced over the years. Manufacturing facilities have been augmented with affiliate units at Jaipur and Haridwar, matching and surpassing the standards already set. The augmented SBL PVT. LTD. will continue to abide by the corporate motto:

The First Homoeopathic Company in India with ISO 9001:2000 Certification India's only homoeopathic company whose Research & Development is approved by Ministry of Science & Technology, Govt. of India.

Issued by SBL PVT LIMITED, SBL House, 2 Commercial Complex, Shrestha Vihar, Delhi-110092 Tel. : +91-11-22161934/35, 22165145, 22162239 Fax: +9111-22162353, 22149221 E-mail : [email protected] Visit us at www.sblglobal.com

SBL-FOCUS ON QUALITY

What distinguishes SBL on India's Homoeopathic scene is its : NON- NEGOTIABLE FOCUS ON QUALITY. Efficacy of homoeopathic therapy hinges on the integrity of the producer of the medicine. SBL excels on this parameter and forever seeks to enhance its lead through technology, Research & Development, and clinical trials. Quality parameters of the official pharmacopoeia are surpassed by in-house specifications, 'G.M.P. - grade' processing, and stringent testing at all stages. SBL is the only homoeopathic pharmaceutical company in the country to have ISO 9001 : 2000 certification (Certified by TUVNORD of Germany, earlier which was known as RWTUV). The quality assurance system at SBL is constantly being upgraded for reaping benefits in terms of quality, productivity, and lasting customer relationship. The result is a product that delivers the healing that it promises. AUTHENTIC FEEDSTOCK Herbs, minerals and organic feedstock of stringent specifications are from quality vendors in the country and abroad. Organic herbs (grown without the use of fertilizer and pesticides), are collected at the appropriate time for maximum richness in active constituents. For maximizing efficacy of the medicines, stress is placed on using fresh herbs as far as logistically feasible. This involves heavy investment in infrastructure for procuring and processing herbs in bulk in season and storing the mother tinctures in sterile condition. No cost or effort is spared for ensuring this.

EXTRA-NEUTRAL ALCOHOL Extra Neutral Alcohol (ENA) has defined specification by Bureau of Indian Standards (BIS is formerly known as ISI). The ENA procured by us is of highest purity even beyond BIS specifications which is available with only selected few distilleries. The ENA is transported and stored in high grade stainless steel containers and storage tanks to avoid any contamination or interaction with metal during transportation or storage. Thereafter, this high grade ENA is further filtered through 0.2 micron filters of millipore which are normally used by I.V. Fluid manufacturers to eliminate all contamination and impurities if at all present.

DEMINERALIZED WATER Demineralized water is used in the manufacturing process and for washing bottles, tubes, micropipettes, etc.

STAINLESS STEEL VESSELS Stainless steel containers, and weights for Hydraulic presses, are used as safeguard against metallic contamination.

BOTTLING Bottles made of neutral glass, washed with demineralized water, and dried at 150° Celsius for complete sterilization, are filled under dust-free laminar flow housing. This ensures complete purity of the contents. LABORATORIES SBL's laboratories are equipped with sophisticated instruments for testing the authenticity of raw materials and other inputs, for process control, and for assurance of quality of the finished products. Some of the instruments used are: Gas Liquid Chromatograph (GLC), Thin Layer Chromatograph (TLC), Ultraviolet Spectrophotometer, High Performance Thin Layer Chromatograph (HPTLC), KF (Karl Fischer), Polerimeter, Viscometer and

others. A unique feature is microbiological laboratories for assuring absolute sterility of medicinal products. Microbiological testing of all liquid specialities are done for checking bacterial contamination if any.

Gas Liquid Chromatograph

Microbiological Test

India's only homoeopathic company whose Research & Development is approved by ministry of Science & Technology, Govt. of India

.

FOCUS ON RESEARCH & DEVELOPMENT Continuous Research & Development are the backbone of SBL's product and process development, testing methods and validation of efficacy of existing and new products.

STANDARDIZATION In-house specifications of herbs and other inputs and finished products are developed and updated constantly for optimal advantage.

UPGRADATION OF EXISTING PRODUCTS Efficacy of products in the company's portfolio is kept under constant review and means are developed for enhancing the same.

NEW PRODUCT DEVELOPMENT New remedies are developed for common and chronic diseases, wherever appropriate. PROCESS DEVELOPMENT

Manufacturing and testing methods are upgraded as an ongoing activity.

CLINICAL TRIALS Clinical trials are conducted through well-known hospitals and independent medical practitioners for existing products as well as those under development. Clinical trials are not only time consuming but require complete infrastructure to conduct and monitor them which is often neglected by many homoeopathic companies. SBL spares no effort to subject its specialities to exhaustive clinical trials at reputed hospitals / institutions through reputed doctors / professionals before launching them in the market. Detailed clinical trial reports are available on request.

NEW DRUG PROVING ( HOMOEOPATHIC PATHOGENIC TESTING ) New drugs and partially proved drugs are taken up for proving to find their therapeutic action. 3 drugs have already been proved which are:

1. Azadirachta indica folia 2. House dust allergen 3. Moringa oleifera

Through its R&D effort, SBL is able to constantly enhance the efficacy of its remedies, develop new remedies, utilize the curative qualities of new materials for relief from sickness, and rationalize the composition and processing cost of inputs as well as to keep costs and prices affordable.

In keeping with the company's motto :

India's only homoeopathic company whose Research & Development is approved by Ministry of Science & Technology, Govt. of India.

SBL has a comprehensive product portfolio of Homoeopathic remedies. It comprises :MOTHER TINCTURES

SBL offers more than 400 varieties of mother tinctures of different categories in 30ml, 100ml & 500ml packs. SBL's mother tinctures offer optimum concentration of active substances. Selection of herbs / plant is done when they are rich in their constituents and cultivated without the use of chemical fertilizers or pesticides and processing them fresh (except for logistic infeasibility). Stainless steel vessels and presses are used for ensuring safety from contamination. Multidisciplinary testing - physical, chemical, microbiological - ensure the quality and time-stability of the product. DILUTIONS

SBL Offers more than 1000 Dilutions in various potencies (3, 6,12, 30, 200, 1M, 10M, 50M, CM & LM). Meticulous attention to input, processes, testing and packaging ensures that SBL dilutions deliver the maximum therapeutic value. All back potencies are prepared in-house in a computerized potentizer to maintain the accuracy and precision while making high potencies with exact measure of ENA (Extra Neutral Alcohol) free from all impurities and odour. Dilutions are filled under laminar flow housing and filtered through millipore micron filters ensuring no impurities and contamination. BIO-CHEMIC/ BIO-COMBINATIONS In human body, there are certain essential salts (inorganic) that are responsible for growth, development and repair of tissue cells. These tissue cells constitute organs. Deficiency of any of these salts can cause disorder and disease in a particular organ. As early as 1873, Dr.W.H.Schuessler, M.D., an eminent German homoeopathic physician, found 12 essential inorganic salts which are present in tissue cells of human body, and discovered that the "presence of these 12 salts in the blood and tissues are sufficient to cure diseases caused by

AILMENT

PRODUCT

Acidity, Flatulence

Aciherb Capsules

Asthma

Resipiwin Capsules

Cardiac problems (Angina, Arrhythimia)

Convocard Drops

Constipation

Laxoherb Capsules

Cough (Dry and Productive)

Bronchoherb Cough Syrup

Diabetes mellitus - NIDDM

Diaboherb

Difficult & delayed Oramil Suspension dentition (Teething problems)

PACKS

Lack of vigour and vitality

Vital Plus (General Tonic)

9. Leucorrhoea and associated problems (Backache, Leukoherb Tablets Itching, Redness)

Liver malfunctioning related problems

Pimples

ARNICA MONTANA OIL

and O’Liver-T Syrup O’Liver-T Capsules

Haemoglow Capsules (Potent purifier)

blood

Fortified with hair nourishing medicinal herbs – Arnica, Jaborandi, Calendula, China and Cantharis. Prevents dandruff, premature graying and gives strength to the hair. It is non-oily and has non-greasy base that’s why can be used during daytime also. External application of ARNICA MONTANA OIL gives better results when it is applied along with oral intake of SCALPTONE TABLETS. Available as : Bottle of 100ml & 200ml

ARNICA MONTANA SHAMPOO Enriched with goodness of Arnica, Jaborandi and Calendula. Clears dandruff and gives bounce, shine and a pleasant aroma. Available as : Bottle 100ml, 200ml and sachet 8ml COCCONICA HAIR OIL Unique combination of coconut oil with extract of Arnica, Jaborandi, Calendula and China. Gives strength, shine, healthy growth to hair. Available as : Bottle 100ml

SOAPS SILK’ n STAY Calendula Soap Calendula has strong antiseptic properties. Therefore, it keeps skin infections away. Available as : Pack 75gm SILK’ n STAY Berberis Soap Berberis is a native herb of USA (commonly known as Mountain Grapes). Clears the complexion, pimples, acne and makes the skin smooth and rejuvenated. Available as : Pack 75gm SILK’ n STAY Soap with Glycerine (Berberis & Calendula) In addition to Berberis and Calendula, this soap contains glycerine, which has moisturizing properties, thus preventing the skin from drying after washing. Keeps the skin smooth, glowing and soft in all weather conditions. Available as : Pack 75gm HOMEODENT – Toothpaste /Gel Prevents caries and formation of tartar, fights halitosis (bad breath), significantly improves the condition of gums, reduces bleeding, acts as antiseptic and antiinflammatory. Available as : Pack 100gm tube available in Gel form, saunf and mint flavor. Silk’ n Stay Aloe vera cream (Facial Cream) Moisturizing, Anti-aging and Anti-wrinkle Silk’ n Stay Aloe vera cream is a perfect combination of Aloe vera and Calendula herb which are well known for their moisturizing and healing effect. Silk’ n Stay Aloe vera cream rejuvenates the skin and

makes it smooth, supple and soft. It reduces wrinkles & scars, improves complexion & the skin’s ability to reduce loss of moisture and results in better hydration. Presentation : 50 gm and 100 gm

SBL's EUPHRASIA 10% EYE DROPS

Euphrasia Officinalis (Common name- Eye Bright) is a well known homoeopathic medicine used widely for its therapeutic action in treating various problems related to the eye. Habitat: Euphrasia Officinalis herb is a grown in Alpine pastures, grassy places throughout Britain, Europe, Asia and parts of US. SBL's Euphrasia 10% Eyedrops - used for the following problems: EYE STRAIN- due to long hours of working on COMPUTER and TV WATCHING TIRED EYES WHERE THERE IS DRYNESS OF EYES (in computer users) COMBAT IRRITATION DUE TO AIR POLLUTION FOR THE TREATMENT & PREVENTION OF CONJUNCTIVITIS Pain Redness Lachrymation Photophobia Sand like sensation in eye

OTHER INDICATIONS:

Accumulation of mucus on cornea. Itching and inflammation along eye lid margins. Swellings and agglutination of the eye lids.

OBJECTIVES: Primary objectives: To compare the credit policies of SBL,W.S.I & BAKESONS. To find out the share of SBL in the market. RESEARCH METHOLOGY Type of Research –

Size of sample:

Exploratory Research

5 Whole Sale dealers (provided by the company) Few small retailers.

Area of research study: Sampling procedure:

(DELHI & Meerut ) Convenient sampling .

METHOD FOR DATA COLLECTION

Primary Data: Procedure of data collection: Survey. Tools for data collection: Questionnaire and interview.

Secondary Data:

Information Brochures, Web Sites

Lifeline Homeopathic Name: Mr. Surinder Dhawan 21,Malviya Nagar, New Delhi

Address:CContact No.:9811901545

Favorable Points: Quality of Shampoo is good. Oil products are catering good market. SBL has a edge over WSI & BAKESON Unfavorable points: Packing should be improved: As it evaporates in one month. It should improve in terms of Schemes. Change in the yearly Bonus is required as Reckweg follows. Quality should be controlled.

Sales: SBL

:15%

RECKWEG: 80%

WSI

: 2%

BAKESON’S:3%

Conclusion: Notepads, Envelopes, Paper bags should be introduced. Attractive & informative brochures should be introduced for good marketing: as reckweg Packaging should be improved to raise the sales.

Choudhary Homeo Pharmacy Name: Mr. Sunil Kumar 394,Mohan gali, Kotla, New

Address:C-

Delhi Contact No.:24651294, 9899226831

Favorable Points: Positive approach towards SBL. Bio Chemicals are performing well. SBL credit policies are good. Unfavorable points: Packing should be improved. Change in the yearly Bonus is required as Reckweg follows.

Conclusion: Banners & Boards should be introduced. Packaging should be improved to raise the sales.

Sunrise Medicos Name: Mr.Akhilesh 71,MalviyaNagar, New

Address: CD

elhi Contact No.:26673233

Favorable Points: Positive approach towards SBL. Shampoos are in more demand Unfavorable points: Schemes are not attractive. Less discounts on the products.

Conclusion: Discount schemes should be introduced.

Arif Homeo Pharmacy Name: Mr. Sazid Hotel,Nizamudin New Delhi

Address: 3/2 Zaki Contact No.:9811350114, 9811060469

Favorable Points: Biochemics & mothertincher are catering good market. SBL has a edge over WSI & BAKESON. Unfavorable points: Credit period should be taken care of. Conclusion: Advertisement should be done to increase the awareness among the people. Credit period should be counted after delivering the products. Days & timings of opening the dealers should be mentioned in booklet.

Arora homeo pharmacy Name: Mr. Rajesh Arora Nagar, New Delhi

Address:C-4,Malviya Contact No.:26683748

Favorable Points: Quality of Shampoo is good. Oil products are catering good market. Unfavorable points: Attractive discounts are not there. Sometimes problems related to credit policy occur. There are problems with field staff.

Sales: SBL

:25%

RECKWEG: 25% BAKESON’S:50% OTHERS

: 2%

Conclusion: Attractive schemes should be introduced. Attractive & informative brochures should be introduced for good marketing: as reckweg Packaging should be improved to raise the sales.

Field staff should be taken care of.

Jain Homeopathic Store Name: Mr. Satosh kumar jain mubarakpur, New

Address:GF-2,kotla

Delhi Contact No.:24628620

Favorable Points: Shampoos are catering good market Unfavorable points: Packing should be improved: as there is a problem of leakage. It should improve in terms of Schemes. Credit period is less:It should be 180 days. No pouch packing should be there as it results in leakage. Faulty field staff. There is a dumping of products. Improvement in schemes is not benefiting because of high dumping.

Conclusion: Notepads, Envelopes, Paper bags, big cloth bags should be introduced. Attractive & informative brochures should be introduced for good marketing: as reckweg Packaging should be improved to raise the sales. Regular personal meetings should be conducted with the owner.

Anukampa Homeo Store Name: Mr. Shashank Agarwal Road, Begum Pul ,Meerut.

Address:Tilak Contact No.:2646360

Favorable Points: Productive & conscious about the health of the people. Unfavorable points: There are many dealers in one city. Results in fluctuation of discounts.

Conclusion: Attractive schemes should be introduced. There should not be dumping of products.

Mahadevi Homeopathic Name: Mr. Aman Garg

Address:Meerut Contact No.:2662800

Favorable Points: Heart tonic is catering good market. Unfavorable points: Packing should be improved: It should improve in terms of Schemes. Change in the yearly Bonus is required as Reckweg follows. Credit period should be increased.

Conclusion: Notepads, Envelopes, Paper bags should be introduced. Packaging should be improved to raise the sales.

Limitations

• Dealers are hesitant in giving the information. • Area covered is not wide. As we have covered Delhi & Meerut. • Some Dealers were not at all ready to give the information.

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Recommendations • •

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Field staff should be trained. Problem of dumping should be checked. Quantity order placed by the dealer should be checked from the by the office before delivering it(initially for few days). Advertising and sales promotional activities should be started as soon as possible. Advertising can be done through sign boards, T-shirts, etc. can be done. Small gifts like the letter pads, pens, calendars, sign boards, small and big carry bags for the retailer customers and big retailers should be given.(samples attached at the end of the report) Complimentary gifts like the dinner sets etc. can be given to the dealers at the time of the festivals like Diwali. Meeting should be hold with the dealers (preferably with 4-5 dealers at dinner time) to build relation with the dealers and know their problems and try to solve it out. There is a concern of packaging so new packaging should be used (especially for the liquids) to ensure that there will be no evaporation. Dealers should also be taken into the confidence that if any evaporation takes place in the sealed medicine, it will be replaced. Good quality information booklet should be provided for the customers. Collection strategies should be modified. Like company is asking for the payment of 12 lac from the Jain Homoeo pharmacy till 30 June 2009 at one go. it could be modified like If any dealer has placed an order of 5 lac in a month than company can ask for the payment of 4 lac of this order and 2 lac of the previous balance. By doing so the previous balance can take some time to end but rotation of money can be achieved.

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Few people from the other companies can be recruited to take the competitive edge over the others.

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Schemes should be launched for the small orders also. Like few free quantity of medicine for the order of Rs20000 Monthly feedback should be asked from the dealers via. Marketing executives. Communication can be started with the annoyed dealers. As they are dealing with the SBL’s products but not directly dealing with the company.

Conclusion

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SBL is considered as the No. 1 among the Indian companies. Demand of its product is always there in the market. SBL has an edge over WSI. Field executives of the company are not good. They are the major factor for the dumping of its products. They also sell the samples much lower then the price offered by the company. So because of this a dealer also has to decrease the price and they don’t get the appropriate profits. Even the field staff says bad about the company to the dealers. Personal relation department in not working as per the requirement of the market. There is no complimentary gifts given to the dealers nor is any meeting hold to know the problems of the dealers. No sales promotion is done from the company’s side. There is always a pressure for the payments from the company’s side. Arya Homoeo pharmacy has quit selling SBL products and New Delhi Homoeo Pharmacy, a big dealer of SBL, is also thinking of the same because of the different problems mentioned above. CALFAS of Reckewg is more in demand (price 99) as compared to the SBL (price 50) because of packaging as SBLs evaporate. There is a problem of packaging with the company. In the liquid medicines their is a problem of evaporation because of bad packaging. Reckweg and other German companies is good in this area. If there is a problem in any medicines like of the evaporation company, even if it is sealed packed, company don’t take it back. Information booklet provided by the SBL is also very congested. Reckweg is expanding its market share through its new schemes and gifts. Mr.Arora, formerly associated with SBL is now working with Reckweg is also a major factor for capturing the SBL’s market share for Reckweg as he knows the short coming of the SBL. Measures has been taken by the company to check the problem of dumping by taking back the goods from the market in the last date of june 2009 but after 3-4 days the goods are again sent to the dealers.

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Poster used by the Reckweg for Advertising

Sample questionnaire:Your survey response will be strictly confidential and data from this research will be reported only in the aggregate, which will be used solely for our project. Your information will be coded and will remain confidential. We thank you for your effort and time devoted to fill the questionnaire.

NAME OF THE DEALER:- ____________________________________________________________ PROP. NAME:-

____________________________________________________________

ADDRESS:-

____________________________________________________________

CONTACT NO.:-

____________________________________________________________

1. You deal with which company/companies product? • Reckweg • Sbl • Wsi • Bakeson’s • Batra’s • Others(Please specify)_________________ 2. Which is the most demanded product of each compny? • Reckweg ___________________ • Sbl ___________________ • Wsi ___________________ • Bakeson’s ___________________

• •

Batra’s ___________________ Others(Please specify)____________________

3. How much credit period is given by each company? • Reckweg ___________________ • Sbl ___________________ • Wsi ___________________ • Bakeson’s ___________________ • Batra’s ___________________ • Others(Please specify) ___________________

4. • • • • • •

How much the time period can be extend and on what grounds? Reckweg ___________________ Sbl ___________________ Wsi ___________________ Bakeson’s ___________________ Batra’s ___________________ Others(Please specify) ___________________

5. • • • • •

Which company is most strict in terms of collection? Reckweg Sbl Wsi Bakeson’s Batra’s

6. • • • • •

What type of security/guarantee companies ask for? Reckweg ___________________ Sbl ___________________ Wsi ___________________ Bakeson’s ___________________ Batra’s ___________________

7. Did the amount of order have any effect on the credit period? • Yes • No 8. What is the credit ratio with respect to amount of order? • Reckweg ___________________

• • • •

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Sbl Wsi Bakeson’s Batra’s

___________________ ___________________ ___________________ ___________________

9. How much discount is offered by the companies? • Reckweg ___________________ • Sbl ___________________ • Wsi ___________________ Bakeson’s ___________________ Batra’s ___________________

10. • • • • •

Which company you like the most and why? Reckweg ______________________________________ Sbl ______________________________________ Wsi ______________________________________ Bakeson’s ______________________________________ Batra’s ______________________________________

11. State the positive points of SBL? _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ 12. State negative points of SBL? _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________