Tuesday, February 25, 2020
The Role of Women in the Late 19th Century - Essay Example The progressive era and the oppressive ideas prevalent The late 19th century can be thought of as an era where rapid business and economic changes occurred, progression in terms of the legal rights and professional attitudes of women occurred. The image of San Francisco in the early twentieth century in the public areas is well portrayed by Jessica to be Ã¢â¬Å"one comprising of substantial stone clad buildings, visible down Market Street with a lively mixture of people which comprised of women in long dresses and hats and working women in business suitsÃ¢â¬ (Jessica, 2011, pg 11). The women in the late 19th century faced much oppression in the work place especially in male dominated areas. Sexism or gender discrimination was at its peak in this era as female workers in highly proficient jobs faced opposition from both sexes. The major role of the women in the late 19th century was that of a housekeeper and caretaker of the children. The women from wealthy families hosted parties for business reasons and charity raising purposes. Working women faced a huge opposition from their family, society and at the work place. The women in the 19th century were involved in many reform movements like the womenÃ¢â¬â¢s rights to suffrage, feminism to pacifism, temperance to abolitionism which changed the American history and gained many rights for the women (Kathleen, Therese, 1996, pg 25). There were many informal community groups involved to bring about a change in the neighborhood, the state, the society and ultimately in the nation. Women began to enter into all fields like journalism, photography, law, medicine and engineering. The publications like newspapers and magazines played a major role in the upliftment of the women (Kathleen, Therese, 1996, pg XVII). The right to vote was given to women in the 19th century by the joint effort of many womenÃ¢â¬â¢s right movements active at that time. Discussion The book the Russian Hill murders by Shirley portrays the bac kground found in the late 19th century well in relation to how the women were treated, expected to behave and the general culture over the period of time. The book is a murder mystery set in the 19th century and the incident occurs at San Francisco. The female lead in the book is Sarah Woolson who is an attorney at law in the late 1880Ã¢â¬â¢s, inspired by her father who was a Judge (Shirley, 2005, pg 15). The firm in itself is a major obstruction for her as she is taken into the firm reluctantly and in every manner possible the firm tries to push her down from her professional practice. The women in the 19th century had demanding work, much more tough than practicing criminal law in terms of the physical effort they had to spend Ã¢â¬Å"I find it strange that practicing law in a comfortable well-heated office is considered too demanding an occupation for womenÃ¢â¬ ¦.Ã¢â¬ (Shirley, 2005, pg 6). Sarah overcomes the numerous oppositions she faces with a helpful few while following the female etiquette demanded from women during the late 19th century. Conclusion In the book Russian hill murders (Shirley, 2005) the social status of women in the late 19th century is well analyzed. The characters are all well portrayed and the background description fits in well with what existed in reality in the late 19th century. The lead character Sarah gives us an idea of how women in male dominated fields were treated in the 19th centur
Saturday, February 8, 2020
Macro Project - Assignment Example Attributed to their low population, the two countries have achieved one of the highest employment rates in the world. As the statistics have it, the two countries have achieved above 90% employment rate and hence the economy grows rapidly. The rate of inflation in the two countries is very low, though some disparities are clear. When it comes to exports, the two countries export petroleum products as their principle source of foreign exchange. However, Qatar exports fertilizers and raw aluminum while Kuwait exports cement and ships. Their chief imports include cars, jewelry and aircraft; and food, construction material and vehicles for Qatar and Kuwait respectively. Qatar has favorable balance of trade as the difference between the export and import is very high. This means that the currency in Qatar is very strong against that of the trading partners. This implies that the country earn a lot in terms of foreign exchange. As such, it is important for the country to maintain its export at a higher level as it directly impacts its economic growth. Other significance of a higher net export is that the country will have better terms of international trade and higher bargaining power in international trade and other affairs, Hightower
Thursday, January 30, 2020
Compare the ways Old Man, Old Man and Warning Deal with the theme of old age Essay The U.A. Fanthorpe poem, Old Man, Old Man and J Josephs Warning, deal with the theme of old age in very contrasting ways. Both deal with similar issues, yet come out with very different views. The first thing we see in both poems is the immediate tone portrayed. Old Man, Old Man, starts talking of someone who lives in a world of small recalcitrant / Things in bottles, with tacky labels, while Warning begins with the colourful image that When I am an old woman I shall wear purple / With a red hat which doesnt go, and doesnt suit me. Purple and red tend to suggest a vivid and lurid tone, and the immediate contrast between the two sets the character in Old Man, Old Man as being reclusive and isolated, living in his own confined world, while in Warning we see the author looking forward to old age, seeing it a time for enjoyment of life. Old Man, Old Man continues to explain to the reader how old age brings deterioration and isolation to people, talking of how small things distress and having his hands shamble among clues, implying that old age brings more constraint and misery to a person, while we see that in Warning the coming of old age will give the author an excuse to break societys constraints, such as dressing strangely and wasting money on brandy and summer glovesand say weve no money for butter. A strong sense of bitterness and melancholy is created in Old Man, Old Man as the author describes a regimented, authoritarian past world, which has gradually worsened into a narrow, emotionless one. The man is seen to be upset by small incidents, have a deteriorating sense of humour and vision, and, despite his age, is still attempting to impose order on his world with his timetabled cigarette. The mans previous interests are belittled by using sarcastic phrases such as Lord once of shed, garage and garden, showing us that this man used to only be able to control his environment, and now he has lost the hammer, he cannot even do this. The traditional view of eccentricity is portrayed in both poems, however, Joseph also adds an element of freedom, showing her rebellion against taste and sobriety. Her excitement is shown in the language with the excessive use of the word and as well as the enjamberment, which stress the enthusiasm she has, and showing her to be breaking free of the rules of language in the same way she will break free from the rules of society. Further rebellion is shown as she talks of running her stick along the public railings and learn to spit. Sprawling sentences such as You can wear terrible shirts and grow more fat / And eat three pounds of sausages at a go portray her excitement, as well as anticipation. Use of words such as I, and shall give a sense of force and individuality. Both poems have a similar structure, as they move from past to present in their tense. In Old Man, Old Man, we see a move to the present as Fanthorpe writes Now television has no power to arouse / Your surliness; your wife could replace on the walls / Those picture of disinherited children. This not only suggests the man has rage pent up inside, but also poses the question as to why the children have been disinherited their fathers love. The description continues as Fanthorpe says Now you ramble / In your talkfretting / At how to find your way. We see here that the man is slipping into a loss of control, and a change of personality. In contrast to this, we see Warning describing a present of constraints while she remains in the sobriety ofyouth. Joseph describes to us the way in which Now we must have clothes that keep us dry / And pay our rent and not swear in the street. The word must shows a lack of freedom and constraint in present existence. This verse is designed as a contrast to the previous verse, which had concentrated on the promises of old age. A sense of restraint is portrayed as Joseph lists all the constraints she has in her life. While Old Man, Old Man had showed a deterioration from a more happy existence to a worthless one, Warning tends to show one that has begun with constraint and will end with happiness and freedom. In the final verses of Old Man, Old Man, we see a turning points, where the daughter (and author) intervenes, showing that he has literally and metaphorically lost his way in the world with the phrase Where is Drury Lane? In the final verse, we see a slight raise of the grim tone, as we can see Fanthorpe prefers her father in this softer, less threatening manner, as the two have become more equal in terms of power. This is shown with the phrase I love / Your helplessness and Let me find your hammer. Let me / Walk with you to Drury Lane. This marks a point in the poem where the theme is now the relationship with the daughter and father rather than just the father. In a similar way, Warning changes in its theme towards the end, but not for the same tone. We see in the final verse Josephs confidence wane slightly, as she says Maybe I out to practise a little nowSo people who know me are not too shocked and surprised / When suddenly I am old, and start to wear purple. This provides a relatively quiet ending, almost an anticlimax, to a colourful, liberated poem, as the tone becomes more restrained and the drive of her dream starts to lose pace. Circularity is also shown as the first and last lines of the poem both talk of wearing purple. In conclusion, both poems take different views in addressing old age, and even though some elements in structure are similar, both contain inherently different views, as Old Man, Old Man is a melancholy remainder of the deterioration the old go through, while Warning shows a more bright outlook, explaining the opportunities and liberation that will follow with the coming of old age. This may be to do with the fact that in Old Man, Old Man, Fanthorpe describes what she has previously seen, while in Warning Joseph is merely hypothesising what life may be like in the future.
Tuesday, January 21, 2020
Emily Prager's "Our Barbies, Ourselves?" In the essay 'Our Barbies, Ourselves,' Emily Prager explores the history of the Barbie doll and talks about the Barbie doll itself. Prager seems convinced that the Barbie doll was an object created by a man and that Barbie reeks of sexuality, sexual innuendo and serves as the anti-feminist embodiment of every man's fantasy. In her own expressive and persuasive modes to fashion an essay designed to persuade the reader that the Barbie doll is a twisted and corrupt tool designed by men to combat the feminist revolution. Though her attempts at persuasion are commendable, I was not swayed in my opinions on Barbie. If anything, I just found fault with this writer's point of view, and I found her accusations to be outrageous and her 'facts' to be completely wrong. Ã Ã Ã Ã Ã Prager uses both expressive and persuasive modes in her essay. Her own flavors to this essay express her own frustrations with the ?men? that created Barbie dolls. In truth, Barbie was not created by Jack Ryan. Barbie was created by Ruth Handler. Handler sensed that it was just as important for girls to imagine what they themselves might grow up to become as adult women. In paragraph 2, Prager suggests in her essay that Barbie was fashioned after a man?s dream date with her tiny waist, large bust and feet made for stiletto heels. Ã Ã Ã Ã Ã In paragraph 6, Prager changes tones and suggests that perhaps Barbie was also an icon that could be embraced by feminists. Barbie i... Emily Prager's Our Barbies, Ourselves Essay -- Analysis Prager Barbie Emily Prager's "Our Barbies, Ourselves?" In the essay 'Our Barbies, Ourselves,' Emily Prager explores the history of the Barbie doll and talks about the Barbie doll itself. Prager seems convinced that the Barbie doll was an object created by a man and that Barbie reeks of sexuality, sexual innuendo and serves as the anti-feminist embodiment of every man's fantasy. In her own expressive and persuasive modes to fashion an essay designed to persuade the reader that the Barbie doll is a twisted and corrupt tool designed by men to combat the feminist revolution. Though her attempts at persuasion are commendable, I was not swayed in my opinions on Barbie. If anything, I just found fault with this writer's point of view, and I found her accusations to be outrageous and her 'facts' to be completely wrong. Ã Ã Ã Ã Ã Prager uses both expressive and persuasive modes in her essay. Her own flavors to this essay express her own frustrations with the ?men? that created Barbie dolls. In truth, Barbie was not created by Jack Ryan. Barbie was created by Ruth Handler. Handler sensed that it was just as important for girls to imagine what they themselves might grow up to become as adult women. In paragraph 2, Prager suggests in her essay that Barbie was fashioned after a man?s dream date with her tiny waist, large bust and feet made for stiletto heels. Ã Ã Ã Ã Ã In paragraph 6, Prager changes tones and suggests that perhaps Barbie was also an icon that could be embraced by feminists. Barbie i...
Monday, January 13, 2020
Besides that, the usage of mobile phones is also affecting the student health. Mobile phone is not just spoils student morally and psychologically but it also brings some physical problem like sense of hearing and brain problems. In addition, the Doctors said that the number of youngsters with Repetitive Stress Injury is increasing. A Repetitive Stress Injury (RSI) is a damage of part of the body had overusing or exerting too much of stress. According to the studies, texting message regularly, over a period of time, may cause repetition strain. If mobile phone is allowed to bring to school, the longer time of students will get attached with their mobile phone; this causes the percentage of students getting RSI is getting higher. Human heads absorb most of the radiation emits from the mobile phone. The longer time student attached with the cell phone, the more radiation student will get. Radiation is not good for our health as it might cause us vomiting, nausea, losses of white blood and headache even cancer. For a healthy lifestyle, student should get away from the mobile phone. In a nutshell, although there are some advantages of bringing mobile phone to school, there are also many disadvantages that students bring mobiles phone to school. In my opinion, students should not be allowed to bring mobile phones or have mobile phone at school Mobile phones bring some physical problem to the students if the students always use the mobile phones in the school. Besides that, the government should not approve any schools of allowing students bring mobile phones to school. The parents of the student also must not allow their children to bring mobile phones to school. These will solve the problems that students bring mobile phones to school. Without the mobile phones, the results of the students would be going up because the students can concentrate and study harder in class. The disadvantages of bringing mobile phone to school are out way the advantages. Thus, students should not be allowed to bring mobile phones to school.
Sunday, January 5, 2020
In the workplace there are many different aspects of the organization. Some of the aspects or culture of an organization are organizational diversity, dress and language, how communication flows, and organizational policies. Below I will discuss several aspects of the company I work for and define what the different cultures are. How Communication Flows As we know today there are many ways how to communicate. There is email, verbal, Internet, intranet, etc? However, there is only two ways communications flows. There is upward communication defined as ?communication from an employee to supervisor, supervisor to department head, department head to vice-president, and so on.? (Abbott 2005) The other flow is downward communication,Ã¢â¬ ¦show more contentÃ¢â¬ ¦In my organization all the different departments of the company contribute to the Policies manual. The policy is reviewed yearly, and addendums are made. The IT dept which is the department I am in, add to the policy?s about Internet Usage, Email usage, storage sizes of the mailboxes etc.. We clearly state that anything, is done on the company?s computer is subject to monitoring. In many cases mangers advise that they want a specific employee?s Internet monitored, or email monitored. We then report back to the manger that requested it, and they take it up with Human Resources. Ou r rule is that a county manager has to request it, and has to be good reasoning. Other departments, like the legal counsel talk about arbitration, before going to any courts. The accounting dept talks about fraud, the human resource department talks about attendance, and leave of absences, benefits etc? you get the idea. As you can see this easily answers many question when a new employee comes on board. Dress and Language The Dress code is usually defined in the policy handbook to clearly state what is expected of the employee. There is no standard set, however, in a business environment it?s expected that women and men dress in a formal manner shirts, slacks, ties, etc? In a restaurant they may have a uniform, at the mall it may be that stores clothing inShow MoreRelatedEssay on Workplace Observation810 Words Ã |Ã 4 PagesWorkplace Observation Corporations are the building blocks for communities, counties and cities. They have their own agendas and can impact these areas in minute and monumental ways. The major factor which predicates this impact is their organizational culture. Organizational culture has been defined as, Ã¢â¬Å"the system of shared actions, values, and beliefs that develops within an organization and guides the behavior of its membersÃ¢â¬ (Schermerhorn, Hunt Osborn, 2005). 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Saturday, December 28, 2019
Sample details Pages: 24 Words: 7291 Downloads: 10 Date added: 2017/09/14 Category Advertising Essay Did you like this example? TABLE OF CONTENTS Page No. I Introduction 1. 1 Theoretical Background of the Topic 1. DonÃ¢â¬â¢t waste time! Our writers will create an original "A Lead Generation Process of Medical Equipments" essay for you Create order 2 Literature Review 1. 3 Company Profile 1. 4 Objectives of Study 1. 5 Scope of the Study II Research Methodology 2. 1 Sources of Data 2. 2 Sampling Design 2. 3 Collection Methods 2. 4 Limitations of the Study III. Data Analysis and Interpretations IV. Results and Findings V. Suggestions and Recommendations VI. Bibliography VII. Annexure (Questionnaire, Annual Reports, Tables, Glossary of new terms etc. EXECUTIVE SUMMARY: Taxus Meditech deals with Sales and Marketing Support, Distribution Logistic Support to the Global Healthcare Companies. As the part of the business it is dealing with the biomedical equipment called ACEPTAZONE ULTIMA (Mobile Room Asceptisizer) . ASCEPTOZONE can be used at a place where different kind of infections is present. The Unit can be used in Hotel Rooms, Hospitals, Nursing Homes, Food Processing and Packing Areas, Beverages Mineral Water filling area or at a place where Sterilization is needed. In view of the above Ozone Unit provides environmental sterilization, Deodorization of air in the clean areas. The program was executed by hiring management trainees in Delhi . According to this activity the equipment has to be promoted in various hospitals of respective locations assigned to each of them. It also includes the lead generation for this equipment as a part of selling process. The project was done in few hospitals of Delhi by personally meeting the doctors and explaining them about the product. As the product is a new one an extensive promotional activity is carried on with various doctors of different different departments in the hospitals. The data regarding the factors that helps in creating brand, product awareness and brand image is also collected to determine the perception of the doctors on the equipment. As the data shows only 60% of the doctors are interested in the product and 40% are not interested. These leads helps the organization to identify their actual and potential customers. INTRODUCTION 1. 1 THEORITICAL BACKGROUND OF THE TOPIC: HEALTH CARE INDUSTRY In India healthcare is delivered through both the public sector and private sector. The public healthcare system consists of healthcare facilities run by central and state government which provide services free of cost or at a subsidized rates to low income group in rural and urban areas. With the Indian economy enjoying a steady growth, the industry is heading towards growth phase. The introduction of product patents in India is expected to boost the industry by encouraging multinational companies to launch specialized life-saving drugs. Attracted by the advantages such as lower costs of production and skilled workforce that India offers, these companies are looking to set up research and development as well as production centers there. Initially the government imposed high custom duty on imported medical equipment making it difficult for private entrepreneurs to set up hospitals. But in post liberalization the duties have come down and some life saving medicines and equipments can be imported duty free. The striking feature about the Indian Healthcare sector is that it has the potential to grow at a much faster rate in the foreseeable future. The rate of growth of the health care industry in India is moving ahead neck to neck with the pharmaceutical industry and the software industry of the country. Much has been said and done in the health care sector for bringing about improvement. SECTOR STRUCTURE/MARKET SIZE Healthcare, which is a US$ 35 billion industry in India, is expected to reach over US$ 75 billion by 2012 and US$ 150 billion by 2017, according to Technopak Advisors in their report Ã¢â¬â Ã¢â¬ËIndia Healthcare Trends 2008Ã¢â¬â¢. The sector offers immense potential to healthcare players as the country witnesses a rise in the incidence of lifestyle-related and other diseases. A growing elderly population and rise in income levels are also pushing for better facilities in the country. To meet this growing demand, the country needs US$ 50 billion annually for the next 20 years, says a Confederation of Indian Industry (CII) study. India needs to add 3. 1 million beds by 2018 to the existing 1. 1 million, and requires immediate investments of US$ 82 billion, as per the Technopak Advisors report. INVESTMENTS IN HEALTHCARE The sector has been attracting huge investments from domestic players as well as financial investors and private equity (PE) firms. Funds such as ICICI Ventures, IFC, Ashmore and Apax Partners invested about US$ 450 million in the first six months of 2008-09 compared with US$ 125 million in the same period a year ago, according to an analysis carried out by Feedback Ventures. Feedback Ventures expects PE funds to invest at least US$ 1 billion in the healthcare sector in the next five years. Religare Venture Capital has entered into a 50:50 joint venture with PE player Milestone Capital to manage a US$ 120. 09 million PE fund and tap the huge potential in healthcare and education sectors. GE Healthcare has invested US$ 50 million in its Bangalore facility and will be investing an additional US$ 25 million soon. Philips plans to make India one of its global production hubs for medical equipment by investing substantially on upgrading of its two acquired manufacturing facilities in the country and increasing their capacity. The government, along with participation from the private sector, is planning to invest US$ 1 billion to US$ 2 billion in an effort to make India one of the top five global Pharmaceutical innovation hubs by 2020. MEDICAL TOURISM In 2007 India treated 450,000 foreign patients ranking it second in medical tourism. According to a study by McKinsey and the CII, medical tourism in India could become a US$ 2 billion industry by 2012 (from US$ 350 million in 2006). Credit Suisse estimates medical tourism to be growing at between 25-30 per cent annually. The key selling points of the medical tourism industry are its cost effectiveness and its combination with the attractions of tourism. Treatment cost is lowest in IndiaÃ¢â¬â20 percent of the average cost incurred in the US, Singapore, Thailand and South Africa. Besides world class medical facilities, India is also trying to promote its traditional medicine such as ayurveda. AREAS OF OPPORTUNITY The fast growth in the Indian healthcare sector has created various pockets of opportunities for investors. A FICCI-Ernst and Young (EY) report highlights several such areas within the healthcare sector. ? Medical infrastructure forms the largest portion of the healthcare pie. Beds in excess of 1 million need to be added to reach a ratio of 1. 85 per thousand at an investment of US$ 77. 9 billion. ? The medical equipment industry is around US$ 2. 17 billion and is growing at 15 per cent per year. It is estimated to reach US$ 4. 97 billion by 2012. ? The medical textiles industry is projected to double to reach US$ 753 million by 2012. ? Clinical trials have the potential to become a US$ 1 billion industry by 2010 and the health services outsourcing sector has the potential to grow to US$ 7. 4 billion by 2012, from US$ 3. 7 billion in 2006. Government Initiative The Government launched the National Rural Health Mission (NRHM) in 2005. It aims to provide quality healthcare for all and increase the expenditure on healthcare from 0. 9 per cent of GDP to 2-3 per cent of GDP by 2012. During the 2009 interim budget, the government has allocated US$ 2. 42 billion for NRHM. HEALTH CARE INDUSTRY IN INDIA AND THE GDP Expenses incurred by the Indian Government on health care are the highest amongst developing countries. Indias expenses on health care sector comprise 5. 25% of the GDP. Chances are that the health care market could experience a hike and attain a figure ranging $53 to $73 billion five years from now. This in turn will reflect an increase in the gross domestic product to 6. 2% GDP. The health care industry in India earns revenues accounting for 5. 2% of gross domestic product. Employment opportunities are provided to as many as 4 million people in the health care segment or other related sectors catering to the health care industry in India in some way or the other. Due to the progressive nature of the health care sector in India, several foreign companies are intending to invest in the country. MEDICAL EQUIPMENT INDUSTRY Medical devices market in India to reach $1. 7 billion by 2010 Medical devices and supplies market in India is expected touch USD 1. 7 billion in 2010 growing at the rate of 23% annually in the coming years from the current Rs. 5750 crores. Medical device market share division |Others |11% | |radiology equipment |15% | |reagents |20% | |physical /chemicals analysis equipment |14% | |instruments,appliances,disposals |40% | [pic] Affordability by patients, increased awareness on health care, improved hospital infrastructure and the increased disease patterns are listed as the primary drivers boosting the growth medical devices industry. Free market environment, a developed industry and investment in health infrastructure are amongst other factors that the growth of high quality medical devices industry. Among the segments in the medical devices market diagnostic equipment leads with Rs. 2000 crores, surgical equipment supplies worth Rs 1300 crores comes second and imaging and electronic treatment devices follow with Rs 1300 crores and Rs. 1000 crores respectively. The Indian medical equipment market is dominated by the medical instruments and appliances used in specialties such as ophthalmic, dental and other physiological classes. This segment accounts for 26% of the total market followed by orthopedic/ prosthetic goods segment accounting for 19% of the total market. Medical supplies such as bandages and disposables such as syringes, needles and catheters together constituted 21% of the total market. The other equipment which is in demand is high end specialty electro medical equipments that accounted for 11% of the total market. X-ray apparatus accounted for 10% of the total market. Another high growth segment in the medical devices industry is diagnostic kits. Diagnostic kits have a growth rate of 30% and a market size of USD 133 million in 2005. They include the reagents and the medical kits. With over fifty companies operating in diagnostic kits, the market has seen several interesting trends. High import dependency Imports constitute over 50% of the market. Most imported products have high gross margins. Currently, the high value imported products include cancer diagnostic, medical imaging, ultrasonic scanning, and plastic surgery equipment. However, the market is becoming increasingly competitive due to low entry barriers (for MNCÃ¢â¬â¢s), an increasing number of players and an expanding consumer base. The medical devices market for exports from India is estimated around USD 509 million with a CAGR of 22. 15%. The exports mainly consist of dental instruments, surgical items and other laboratory equipment. Prominent MNCÃ¢â¬â¢s operating in the Indian market include B Braun, Becton, Dickinson and company, Bayer, Johnson and Johnson, Phillips ,Roche, Siemens and GE. Some of the domestic players hat have consolidated their market position include, BPL Healthcare, Godrej Healthcare, Nicholas Piramal India Ltd. , Opto Circuits India Ltd. and Advanced Micronic Devices Ltd. Despite strong growth rates, the market remains disproportionately small, ranking among the top 20 in the world, but with a very low per capita spending. Major issues and constraints found to cripple the industry are IndiaÃ¢â¬â¢s dependency on imports for supply of medical devices, strict industry regulatory environment, low level of healthcare insurance and low levels of healthcare facilities and awareness especially in rural areas. Indian medical devices supply is heavily dependant on the imports from other countries like the US, Japan, the UK, France, Finland, Germany, etc. It is estimated that around 50% of IndiaÃ¢â¬â¢s medical devices sales is through imports. Domestic production consists primarily of low technology products (like surgical textiles and other medical supplies), whereas the demand for high technology devices is met predominantly by imports. 1. 2 LITERATURE REVIEW: Lead generation (commonly abbreviated as lead-gen) is a marketing term that refers to the creation or generation of prospective consumer interest or inquiry into a business products or services. A lead is a sign-up for an advertiser offer that includes contact information and demographic information. There are two types of leads in the lead generation market. 1. Sales leads: Sales leads are generated on the basis of demographic criteria such as FICO score, income, age, HHI, etc. These leads are resold to multiple advertisers. Sales leads are typically followed up through phone calls by the sales force. Sales leads are commonly found in the mortgage, insurance and finance markets. 2. Marketing leads: Marketing leads are brand-specific leads generated for a unique advertiser offer. In direct contrast to sales leads, marketing leads are sold only once. Because transparency is a necessary requisite for generating marketing leads, marketing lead campaigns can be optimized by mapping leads to their sources. The nature of lead generation depends entirely on the decision process of the buyer. For complex products and services requiring a complex decision process, the keys are identifying the most likely prospects and then educating and qualifying them before deploying more expensive sales resources. Successful lead generation is one of those things that is going to lead almost any business to massive successes. Branding tools, building effective lists and providing value are the activities that lead to success of the business. LEAD GENERATION TECHNIQUES Most of the fastest growing B2B companies do not rely solely on just one sales lead generation method. They have a complete arsenal of sales lead generation tools at their fingertips that they can use at any given time. By using these eight proven B2B sales lead generation methods, you will capture more sales-ready opportunities for your salespeople to turn into new business, meaning greater sales revenue and profits for your company. Relationship marketing Relationship marketing is the approach underlying all of the sales-lead-generation-success methods. Sales lead generation using this method simply refers to cultivating a personal, sales-winning relationship with your prospects. Keeping in touch with prospects via a series of ongoing communications and offers throughout your prospective customers consideration processes lets you pick up sales others leave on the table. Complementary partner referrals By joining forces with complementary partners, you can instantly multiply your sales lead generation pool and make it easier for companies to engage in doing business with you. Of all the sales lead generation programs, complementary partner referral programs generate the highest quality B2B sales leads. Internet marketing and search engine optimization Business buyers are more sophisticated and getting harder to reach than ever. Studies show that about 90% of business buyers start with research on the Internet. Therefore, its critical to have a well-tuned sales lead generation program that includes Search Engine Optimization (SEO)/Internet marketing strategies to attract prospects at the beginning of their buying cycle. Telemarketing Even though many people despise the thought of telemarketing, it is very effective for sales lead generation when executed properly. Telemarketing is a personal marketing and sales lead generation technique that offers a cost-effective, efficient alternative to field selling, but it can be significantly more expensive than direct mail email. By including telemarketing in your B2B sales lead generation marketing plan, you can reach up to thirty decision-makers a day. In contrast, with field sales, you can reach only four or five decision-makers a day. Direct mail may cost as little as a dollar, and email is often much less. However, if you consistently prospect for and nurture leads via phone, you will consistently generate qualified sales leads. Email publications By creating your own email newsletter, you could send out industry news and tips to suspects in your market. Since you will be on your prospects minds more often than your competition, eventually, your sales leads will turn into actual sales. Direct mail Sales letters can be an excellent sales lead generation method. But most sales and business professionals do not know how to use this lead generation technique effectively and efficiently. Print advertising When done correctly, print advertising can be a highly effective sales lead generation activity. But these publications that deliver messages should directly target the audience. Event marketing Whether you do it live, through the telephone (teleseminars) or via the Web (webinars), seminars and workshops are a great sales lead generation tool. People who attend the seminar have an interest in the information that is presented and a need for your product or service. Live seminars can be done inexpensively. Teleseminars are the least expensive, with the only costs being conference phone line rental and promotion fees. Webinars are more expensive but it creates a very interactive environment for attendees without having to leave the office. LEAD GENERATION PROCESS: There are various steps in a lead generation process. They are as follows: Building the list of various potential customers Scheduling appointments Closing the sale Fellow up list-clients and customers Identify most qualified prospects More closing Keep in touch with prospects Rinse and repeat 1. Building a List Building the list is the most important asset. Most prospects arenÃ¢â¬â¢t ready to buy the first time you come in contact with them, but they may be ready at some stage in the future. A well developed list, packed full of prospective customers allows you to see better returns, cut marketing costs and maximize the returns from the money you do spend. A good list is detailed, broken up into different types of buyers and is regularly updated with new information. ItÃ¢â¬â¢s the backbone of every good lead generation system. 2. Scheduling Appointments For those businesses with a more complicated sales process that requires a personal approach, once a prospect shows interest the next step is to arrange for a meeting. Depending on your business and resources you might consider using a professional appointment setter to do the legwork. 3 . Closing the Sale If the prospect express an interest to meet and gives an appointment,then theyre interested in what you have to sell. if the client is interested they will buy and if they are no they will deny. Whatever may be the result, by closing the sale the process moves along. You may have a new sale. You may move a prospect along your sales system towards a future sale. You may have eliminated a prospect that could have cost you time in the future. 4. Your Follow Up List Ã¢â¬â Clients and Prospects As the list grows it has to split it into two (or more) kinds of follow-up lists. One is for current and past clients. Ask them for future business, sell new products and services and ask for referrals. For existing customers youÃ¢â¬â¢ll also look to use effective customer retention programs. The second is of the potential clients that are not turned into customers yet. . Identify the most-qualified prospects The prospects has to be divided into most qualified and normal customers. More time has to spend on qualified customers as they are the permanent customers. 6. More Closing If the prospect didnt buy from you the first time, you should have put him on your mailing list. Other ways to follow up with him so youre there when he is ready. 7. Keep in touch with prospects Keep delivering useful content to your prospects, keep making offers, closing, and asking for the sale with all your prospects who havent bought yet. You never know when theyre ready to buy. But when they are, you want to be there. 8. Keep in touch with customers and clients Once you convert a prospect into a customer, dont ignore them! Its more profitable to do business and keep in touch with clients who know and trust you. Advertising and prospecting for new business, in the cold marketplace, is the most expensive kind of business development. 9. Ã¢â¬Å"Rinse and Repeat! Ã¢â¬ Turn your long-term lead generation techniques into a repeatable cycle. Turn lead generation techniques into a system. Dont reinvent the wheel. . 3 COMPANY PROFILE VISION Ã¢â¬âN- MISSION To establish Global Healthcare Companies in terms of their products business by being a responsible support partner, making the healthcare products and services available at grass root level of in most reliable, efficient, cost-effective and ethical manner. Company believes in revenue generating relationships with all our business associates. TAXUS Ã¢â¬â Profile Ta xus group of Companies engages in the development, manufacture, and sale of medical technologies equipments for various hospitals and electrical objects in India. We are specialized into sterilization range that includes ascepticizer,air purification system,hands sterilization system and EO sterilizer ,others are bio medical waste management system,autoclaves, pharma refrigerator,c for patient care. In addition, it offers repair, technical support, and installation services. The company was founded in 2002 and located at 308, SGL Plaza, Sector 9, Rohini, D. C. Chowk, New Delhi Ã¢â¬â 110085. We passed the International Quality System Certification of ISO 9001 in 2006. Taxus Meditech is a leading manufacturer of medical equipments having state of the art factory at Kala-Amb, Himachal Pradesh. Taxus Meditech was formed in 2002 and since grown step-by-step from a small trading concern to a company reputed and respected for manufacturing quality products at reasonable prices. The company has recently set up a factory at Kala-Amb, Himachal Pradesh. Taxus Meditech intends to increase itÃ¢â¬â¢s sales from current Rupees Three Crore to Rupees Ten Crore, with the start of this factory. Our company is managed by experienced professional team and talented engineers. We have established nation-wide sale and customer service network. Sustained technical innovation, strict quality control and comprehensive after-sales service constitute our core competence, and create a solid foundation for our healthy growth. We are already supplying goods to various Govt. organizations like Indian Armed Forces, Central Govt. Institutions like E. S. I. many State Govt. Institutions. For detailed information about our various products, you can visit our website: www. taxusgroup. com Taxus Meditech was formed in year 2002 by Mr. Satyen Sharma. At that time, it was called Taxus Surgicals and was basically a trading concern. Initially it traded in medical consumables and slowly forayed into marketing of more respectable medical equipments. Over a period of time it became leading seller of Asepticization systems for operation theaters and other areas where sterilization is of utmost importance. In year 2005, Taxus got into an agreement with S. S. Technomed Pvt. Ltd. , Tronica city, UP, wherein it got exclusive rights to get product manufactured under its brand name. Since S. S. Technomed could not meet the quality and quantity requirements of Taxus, so Taxus forayed into manufacturing on its own. In year 2006, the company rented out a shed in Rithala, Rohini, Delhi, and the first machine was manufactured from there. Due to itÃ¢â¬â¢s philosophy of quality products at affordable prices, the company is always over booked with orders. In year 2008, an urgent need for capacity expansion was felt and for that land was procured in special category state of Himachal Pradesh. The choice was made of Himachal Pradesh primarily because of income tax exemption for five years and excise exemption for ten years. The work on building construction was started in OctoberÃ¢â¬â¢08 and got over in AprilÃ¢â¬â¢09. Taxus Meditech Customer Contact Points Hospitals-Diagnostic Centers, Blood Banks, Dialysis Centers, Teaching Institutes, Training Centers, WHO, National Healthcare Programmes, Relief Committees, railway Hospitals, Institutional Hospital, B. H. E. L Hospital. Product portfolio 1. ACEPTAZONE ULTIMA 2. Bio-Medical Waste System 3. The Disinfaction System Bioster 4. Pharmaceutical Refrigerator 5. Hands Disinfaction System 6. Pura Air 7. Safe- Zone SERVICES TAXUS MEDITECH OFFER The Taxus Service Platform is creating an exciting new paradigm in customer services. Our mission in service is to assist you in achieving the optimal performance and efficiency from your taxus equipment. We have consolidated our Service Centers and expanded our On-Site Services to support you with a level of technical expertise and individualized service that is second to none. Repair Services The taxus commitment to high quality maintenance and repair services starts with our team of highly skilled service technicians, and includes detailed service inspections, competitive pricing, expert maintenance of your instruments and equipment, and responsive customer care. And you can be assured that only equipment repairs performed by taxus are guaranteed to meet original specifications. Technical Support We have qualified Technical Support Representative. With individual expertise and direct access to certified technical and engineering resources, the TAXUS technical support staff will work with you to resolve your technical concern to your satisfaction. Installation Services From conceptual design and technical specification, to physical installation and operational validation, resources from all areas of the taxus Service Platform come together to support every aspect of your installation. Customer Service Our goal is to provide you with a new benchmark in Customer Service. Whatever your needs taxus Customer Service is your primary point of contact to the taxus Service Platform. Wherever you are located ,our Customer Service Representatives are available during regular business hours from Monday through Friday, 9 AM to 8 PM, , and are always on call to assist you. Approach: At taxus we believe that in product design, the best products are created when designers and engineers work side by side. At taxus, our team of designers,and engineers work side by side to ensure all the project needs are incorporated at the earliest stage. Our unique and cost-effective approach allows us to quickly identify and reduce the project risks and enables complex briefs to be turned into successful products tailored to their market. Integrating with our Clients Taxus approach specifically addresses the problem of harnessing the knowledge and expertise of our clients. I Our experience over many years has shown that this approach is particularly important for medical device development and product design involving research and development or significant technical challenges. Team Up with Taxus Meditech Taxus Meditech is very vibrant organization with old heads to think and young legs to run. The team is very dynamic and professionally managed organization that has grown at a Compounded Annual Growth Rate (CAGR) of more than 50%; the highest achieved by an organization in similar capacity and forged strategic alliances with world leading Medical devices and Equipment Companies in recent past. ? Taxus Meditech is absolutely focuse d to establish it self as force to reckon with in healthcare products and services business in the wake of all health care business scenarios and on the brink of tremendous growth prospects. And we understand the importance of workable models to achieve the business objectives of our own and our principals and we believe in mobilizing the financial resources to suit the exponentially growing healthcare business. ? Taxus Meditech armed with meaningful insights on domestic trends, market behavior, and regulatory matters. Taxus Meditech can act as torchbearer to global companies interested in tapping the Indian market. ? Taxus Meditech has an excellent track record, having worked with reputed companies such as B. Braun, US Surgical, Tyco Healthcare, BD, Terumo, Bard, Convatec, Arrow International, Ziehm, Sunder, and Shenzhen Anke. ? Taxus Meditech can also undertake Co-Branding collaboration (Joint Venture)Manufacturing Collaborations. Given its inherent strengths in the relevant market sectors, Taxus Meditech is in position to devise marketing strategies independently/together with Principals. These services are offered through highly acknowledged and reputed professionals from the field of Sales and Marketing, HRD, Corporate Finance, Production and Engineering etc. , ? Taxus Meditech has itÃ¢â¬â¢s own dedicated channel partner network which is made available to all its associates for market penetration and consolidation. This results in very cost effective operation given the infrastructure facilities (Warehousing, logistics, MIS etc. , OBJECTIVE OF THE STUDY: Ã¢â¬ ¢ To understand the importance and role of lead generation process in selling of bio-medical equipments. Ã¢â¬ ¢ To understand the factors that are helpful in creating brand and product awareness and brand image. Ã¢â¬ ¢ Market exploration for the company ACEPTAZONE ULTIMA of Taxus Meditech. To understand the buyer and create customer for the products of ACEPTAZONE ULTIMA. 1. 5 SCOPE OF THE STUDY: As a part of the internship programme and research, 50 hospitals has been visited including Multi speciality,Super speciality hospitals and kidney centers. These hospitals are confined to Delhi city only. ABOUT THE PRODUCT: ACEPTAZONE Ã¢â¬â ULTIMA A Unique Room Ascepticization System (A Product From An ISO 9001:2000 Certified Company) [pic] ACEPTAZONE ULTIMA Medical successfully developed an innovative dialyzer using the worlds first cuprammonium cellulosic hollow-fiber membrane (Bemberg HF membrane). Since then, ACEPTAZONE ULTIMA Medical has established a leading position as a supplier of dialyzers to more than 60 countries worldwide. In addition to dialyzers, ACEPTAZONE ULTIMA Medical has applied its core technologies for membrane separation using hollow fibers and absorption in various areas of healthcare and industry. The product lineup includes devices for the treatment of immunologic or intractable diseases, leukocyte reduction filters to prevent adverse effects associated with blood transfusion, and virus removal filters used in biopharmaceutical production for export worldwide. ACEPTAZONE ULTIMA Medical, a pioneer in blood purification, will continue to contribute to global healthcare with its unique technologies in close collaboration with members of the ACEPTAZONE ULTIMA Group. Brief description about the product: ASCEPTOZONE can be used at a place where different kind of infections is present. The Unit can be used in Hotel Rooms, Hospitals, Nursing Homes, Food Processing and Packing Areas, Beverages Mineral Water filling area or at a place where Sterilization is needed. In view of the above Ozone Unit provides environmental sterilization, Deodorization of air in the clean areas. There are three aspects of air purification: Filtering the air or reducing the dust content, -Removal of any bad odour from the air (Volatile organic compounds), -Sterilization of air from germs, allergens, bacteria, fungi and viruses. COMPONENTS FOR AIR ASCEPTICIZATION SYSTEM 1. OZONE GENERATOR 2. NEGATIVE ION GENERATOR 3. PROGRAMMABLE TIMER 4. TIME TOTALIZER 5. CHOKE 6. U. V. TUBES 7. NOISELESS FANS 8. POWER CHORD 9. ON/OFF ROCKER SWITCH 10. ATOMIZER 1. Ozone Generator: It generates ozone through corona discharge method. High voltage is applied at two ends of the Pyrex glass tube resulting in corona discharge. Part of oxygen passing through glass tube gets converted to ozone. This is the most popular method worldwide producing ozone. 2. Negative Ion Generator: Abundance of negative ions in air lead to physiological well being of human beings. Through a carbon rush electricity is passed resulting in discharge of negative ion in atmosphere. 3. Programmable Timers: These are digital timers programmable up to eight (8) times per day for complete week. Week after week it raise the same program until it is re-changed. 4. Time Totalizer: It simply calculates the time in hours that a given system has run. 5. Choke: The choke produces high electricity for small moment to start the U. V. tube. 6. U. V. Tubes: These tubes are made of quartz, which enable U. V. tubes to pass through it unhindered. 7. Noiseless Fans: Two fans provided as exhaust. 8. Power Chord: A Chord to connect system to power source. 9. On/Off Rocker Switch: Quality rocker switch is provided to switch on and off a given function in the system. 10. Atomizer: It creates a dense fog like spray of water vapours. A motor creates high vacuum in which water is suck through and passes through a very thin nozzle resulting in dense fog like spray. Features: . The device should be suitable for disinfections deodorization of different enclosed areas. 2. It should have four ultra violet sources for disinfections of room up to 4000 cu ft. volumes. 3. The ultra violet sources should produce emission in germicidal band of 2537A. 4. It should have an elapsed time counter to monitor the operative time of the U. V. sources. 5. It should be equipped with 500 mg ozone generator to provide ozone treatment. 6. It should have independent timer controls for U. V. , Ozone ULV Atomizer. 7. It should have tube guard shutters to enable it to be used in presence of personnel. . It should be capable of sterilizing the air through direct UV rays by opening the shutter in absence of personnel. 9. It should have negative ion generator. 10. It should be equipped with an Ã¢â¬ËAtomizerÃ¢â¬â¢ to spray the bactericide with minimum droplet size of 5 micron. 11. Should have following independent selectable operating modes with independent timer controls: Ã¢â¬ ¢ UV rays with fan Ã¢â¬ ¢ Ozone with fan Ã¢â¬ ¢ Atomizer 12. Atomizer should give consistent particle size of 5Ã¢â¬â15 micron (selectable) should have reached of over 25 feet. It should be able to use both water oil based solutions. 13. It should be on castors for easy movement from one room to another. 14. It should have self-sealing doors with magnetic gasket. 15. It should be quoted along with consumables, if any. Lead generation technique used in Taxus Meditech: In Taxus Meditech the selling of bio medical equipment is made by Ã¢â¬Å"Relationship marketingÃ¢â¬ , a sales-winning relationship with the prospects. A personal approach with the clients is made to explain about the equipment and its features leading to closing of the sale. After closing the sale a constant touch with prospects is made to convert them in long lasting customers. Lead generation process of Medical equipment ACEPTAZONE ULTIMA: Various steps involved in the lead generation process are as a follows: 1. Identification of list of potential customers(doctors): A list of nephrology and gasteroenterology departments doctors of various hospitals is made by using both primary and secondary data. Primary data is provided by the organization and secondary data is collected by internet. various super speciality,multi-speciality and kidney centers are taken into consideration. 2. Fixing of appointments with the doctors: After collection of information of various doctors ,appointments are fixed so as to meet them and explain about the product. appoinments are fixed by using cold calls, references from the organization, direct approaches to hospitals etc. , In some hospitals a particular day is scheduled to meet the doctors for business activites and on those days the appointments are fixed. 3. Closing the sale: After taking appointments, an interaction is made with both nephrologists and gasteroenterologist doctors separately. A detailed description about the equipment is made to the doctors leading to the closing of sale . In this process various objections of doctors regarding the product are cleared. Some doctors may be interested in purchasing the product and some are interested to purchase whenever there is a requirement. One of the main criteria associated with the equipment is its price. As the price is high some of the doctors hesitate to purchase and they will do it whenever there is a requirement and necessity of that equipment. In such cases frequent visits are made to convince the doctor to purchase the product. Dealing with the department: Objective and purpose: The equipment is mainly concerned with the nephrology department doctors to treat the patients suffering from various diseases like glomerulosclerosis, acute hepatic failure, CrohnsÃ¢â¬â¢ disease, multiple myeloma etc. , So a lot of attention is required as the equipment is used more frequently to treat nephrology diseases. Objections : A complete explanation about the equipment ,its usage ,features and advantages is made to the doctors of the entire department. Various objections regarding the working,handling of the equipment and negotiation of the price is cleared. The frequency of usage of the equipment is high to treat these diseases. A strong confidence regarding the benefits of the equipment is created by explaining various cases that have shown positive results. NEPHROLOGIST DOCTORS : |S. NO |NAME OF THE DOCTOR |HOSPITAL | | | | | |1 |Dr GIRISH NARAYAN |KAMINENI WORKHARDT | |2 |DR. C. SHEKAR |MEDWIN | |3 |Dr. SATYANARAYANA |GLOBAL | |4 |Dr. ANIL |APPOLO | |5 |Dr. KIRANMAI |SAI KIRAN KIDNEY CENTER | |6 |DR. SEETHARAM |PRIME HOSPITAL | |7 |DR. AMIT SAXENA |CARE HOSPITAL BANJARA | |8 |Dr. JAYDIP RAI CHAUDRI |YASHODA HOSPITALS. SOMAJIGUDA | |9 |Dr. ANIL |APOLLO HOSPITAL JUBLIEE HILLS | |10 |Dr. DILUP M BABU |SATHYA KIDNEY CENTER | |11 |Dr. RAMESH |ADITHYA HOSPITAL. |12 |Dr. K. G. RAJARAM |HYDERABAD KIDNEY CENTER | |13 |Dr. A. ARUNA |YASHODA HOSPITALS | |14 |Dr. RAJA SHEKAR CHAKRAVARTHI | CARE HOSPITAL | |15 |DR. RAJENDRA PRASAD |YASHODA HOSPITAL, SECUNDERABAD | |16 |DR. G. ANANTHREDDY |HARSHA NEURO CENTRE | Dealing with the gasteroenterology department: There are less number of gasteroentero diseases that can be cured by using this equipment. These are the following diseases that are treated: 1. Ulcerative colitis 2. Malignant rheumatoid arthritis Moreover there are few number of cases that are seen with the patients suffering from these diseases. Hence the frequency of usage of equipment is less compared to that of nephrological diseases GASTEROENTEROLOGIST DOCTORS: |S. NO |NAME OF THE DOCTOR |HOSPITAL | | | | | |1 |Dr. UMA DEVI |MEDWIN HOSPITAL | |2 |Dr. G. R. SRINIVAS RAO |YASHODA HOSPITALS | |3 |Dr. UMESH T |SAI PREETHI HOSPITAL | |4 |Dr. G. BHAGAVATH REDDY |VIVEKANANDA HOSPITAL | |5 |Dr. E. RAMANJANEYULU |KAMENENI HOSPITAL. | |6 |Dr. SHAMSUNDER. |SIGMA HOSPITALS, | |7 |Dr. UMAPATHI NAIDU |KAMINENI HOSPITAL | |8 |Dr. P. SHRAVAN KUMAR. |AMANI HOSPITAL. | |9 |Dr. RAJESH |BALAJI HOSPITAL. | RESEARCH METHODOLOGY: 2. 1 Sources of Data: This research involved a study, which was explorative in nature. It basically aims at gathering primary data from the hospitals (Doctors). 2. 2Sampling Design: Sampling design consists of: a) Sampling unit: The Multispeciality hospitals, Superspeciality hospitals, kidney centres. b) Sample Size: It was taken sample size of 50 Doctors for this study. c) Sampling Procedure: Stratified Random sampling procedure was followed. d) Sampling Method: Data were collected by meeting the doctors in hospitals personally. 2. 3 Methods of Data Collection: Primary Data Primary Data Collection: Primary data is collected by Survey. Here, only survey method of data collection is preferred which is very suitable to reach the researchers motto. Ã · Research Instrument: Printed questionnaire was used as the research instrument to collect the required information. Ã · Area of Survey: The survey was conducted in different location of Hyderabad and Secunderabad. Secondary Data Secondary data was collected by different mediums like colleagues, different company websites and data provided by company officials to carry out study. Tools used to analyze the data: SPSS and MS EXCEL were used to analyze the data. III. DATA ANALYSIS AND INTERPRETATIONS: 1. Nature of practice: |Type of hospitals |Frequency | |Multi Speciality hospitals | 28 | |Super Speciality hospitals | 15 | |Kidney Centres | 7 | [pic] INTERPRETATION: It is evident from graph that more than half (28) of the visited hospitals were Multispeciality followed by Superspeciality(15) and kidney centres (7) 2. Awareness about ACEPTAZONE ULTIMA Response | Frequency | |Yes | 9 | |No | 41 | |Total | 50 | [pic] INTERPRETATION: It is evident from graph that majority of the doctors (41) are not aware of the ACEPTAZONE ULTIMA double filteration plasmapheresis equipment and 9 doctors are aware of the product. 3. Factors considered while purchasing an equipment |Cost |9 | |Quality |5 | | Technology |6 | |All |30 | [pic] INTERPRETATION: It is evident from graph that doctors (9) give importance to cost followed by technology (6) and some (5) weight age to quality. Majority of them(30)give importance to all the three factors. . Does company brand image play an important role in purchasing decision: |response |Frequency | |Yes |42 | |No |5 | |may be |3 | [pic] INTERPRETATION: It is evident from graph that majority of the doctors (42) determine that the company brand image play an important role in purchasing decision. . factor that is most effective in building both product and brand awareness: |factor |frequency | |personal interaction with the sales people |25 | |online advertising |5 | |advertising in various medical magazinesjournals |5 | |pacing the product in medical camps |15 | pic] INTERPRETATION: It is evident from graph that half of the doctors (25) feel that personal interaction wi th the sales people will act as a good source to build both product and brand awareness,15 doctors recommend placing the product in medical camps followed by print (5) and online advertising(5). 6. Are you interested in the product: Response |frequency | |Yes |32 | |No |18 | [pic] Interpretation: It is evident from the graph that more than 60 percent of the doctors are interested in the ACEPTAZONE ULTIMA double filteration plasmapheresis equipment. 7. cross study between type of hospital and factors considered while purchasing: Type of hospital |factors influence purchasing | | | cost | quality |technology | |multi speciality |12 |10 |6 | |super speciality |7 |5 |3 | |kidney centres |5 |2 |0 | [pic] Interpretation: It is evident from the graph that hospitals gives more importance to the cost and quality of products mainly in Multispeciality hospitals followed by Superspeciality and then to technology. IV. FINDINGS The primary data collected from the hospitals by meeting Doctors and information collected by secondary sources led to the following key observation were made to meet objectives of the study. Ã¢â¬ ¢ It is observed during the research about half of the doctors give more importance to the cost of products followed by good quality. As these equipments are expensive and its cost is directly charged to the patient, doctors give cost also as one of the main factors before buying. Ã¢â¬ ¢ It is observed that awareness about the ACEPTAZONE ULTIMA equipment is very poor. About (41) of doctors are not aware about ACEPTAZONE ULTIMA and 9 doctors are well aware about it but not using right now. Because regular follow-up was not done by company people. It shows lack of promotion on a big extent. Ã¢â¬ ¢ It is observed during the research that most of the doctors go with the brand name as they are proved in the market as they donÃ¢â¬â¢t want any kind of risk. Ã¢â¬ ¢ It is observed that half of the doctors (25) feel that personal interaction with the sales people will act as a good source to build both product and brand awareness,15 doctors recommend placing the product in medical camps followed by print (5) and online advertising(5). Ã¢â¬ ¢ Relationship marketing is main factor through which company can do in market. As promotion and advertising are integral part of any businesswhich canÃ¢â¬â¢t be ignored in this sector also Ã¢â¬ ¢ It has been observed that doctors also take advice if available of those,which are using that particular product. V. RECOMMENDATIONS: Ã¢â¬ ¢ As the ACEPTAZONE ULTIMA equipment is little expensive because of its superior quality but still by educating about these products, it may led to some tragic changes in the perception of doctors as this matter is of critical care of patients. Ã¢â¬ ¢ It is difficult to approach every doctor as they donÃ¢â¬â¢t have enough time to listen about the product. So it is better to promote the product on medical conferences,medical camps,forums and special medical magazines. It is better to promote a foreign branded equipment with the help of local reputed doctors serving as the representatives for the product. This will develope a trust and confidence among other doctors. Ã¢â¬ ¢ By doing so it will also develop a word of mouth pub licity among the doctors also. Ã¢â¬ ¢ As in the tangible products industry people want to see it physically so demo should be arranged in strategic way which may alone persuade them to buy the product. Ã¢â¬ ¢ So at the end I would say there are different people with different preferences some go with brand, some give more emphasis on quality and some gives more importance to cost. So company could make strategies to satisfy each individual needs. Relationships and references works a lot in this business as one doctors visit many hospitals. So by making relationship with those doctors may make company enter in many hospitals. Ã¢â¬ ¢ A sale is never complete until it is referenceable. It could be done only when we provide solution according to customer need. LEARNINGS IN THE INTERNSHIP Ã¢â¬ ¢ Now-a-days the health care industry has a tremendous growth and there is a lot of scope for new entrants in this industry. Ã¢â¬ ¢ Lead generation is an essential key factor of personal selli ng process. Ã¢â¬ ¢ Most of the personal selling occurs through relationship marketing and it is very essential to have a good relationship with the doctors, that lead o future sales also. Ã¢â¬ ¢ The price of the product plays a key role in selling process and doctors like to purchase the product only when its results are practically proved with some evidence. Ã¢â¬ ¢ Selling a less branded foreign medical equipment is complex compared to that of a branded equipment. ANNEXURE QUESTIONNAIRE Hospital NameÃ¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦. Name of the DoctorÃ¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦. DepartmentÃ¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦ AddressÃ¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦ Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦Ã¢â¬ ¦.. Q-1 Nature of practice? 1. Superspeciality hospital 2. Multispeciality hospital 3. kidney centres. Q-2 Have you heard of ACEPTAZONE ULTIMA a unique room sterilize system equipment? 1. Yes 2. No Q-3. hat factors would you consider while purchasing the equipment? 1. Cost 2. Quality 3. Technology 4. Reference of others 4. All Q-4. Would you like to have a demo about the equipment before purchasing it? 1. Yes 2. No 3. If required Q-5Which one would you feel that will help to build brand awareness about the product? 1. Personal interaction with the sales people 2. Online advertising 3. Advertising in various medical magazines journals 4. Promoting the product in medical camps Q-6 Does company brand image will play a vital role in purchasing of a product? 1. Yes 2. No 3. May be Q-7 What things do you keep in mind before buying consumable critical care products? 1. Cost to hospital 2. Patient comfort 3. Cost to patient 4. 1 2 5. 1 3 Q-8 Are you interested in the ACEPTAZONE ULTIMA double filteration plasmapheresis equipment? 1. Yes 2. No REFERENCESs www. ibef. org/industry/healthcare. aspx wikipedia. org/wiki/Healthcare economywatch. com/world-industries/health-care/ www. prlog. org www. ficci. com/media-room www. expresshealthcaremgmt. com www. shethimpex. com www. vital-signs. com www. highbeam. com www. bbraun. co. in oxfordjournals. org https://www. ey. com/Publication/vwLUAssets/FICCIErnst___ Young_Healthcare_Report_- _Fostering_quality_healthcare_for_all/$FILE/FICCIErnst++ Young+Healthcare+Report+-+Fostering+quality+healthcare+for+all. pdf