Ards Internationl

7/29/2019 Ards Internationl

1/58

A PROJECT REPORT

Submitted by [KARAN BATRA]

in partial fulfillment of the requirements of Amity University for the award of the degree of

Master of Business Administration

Through AMITY GLOBAL BUSINESS SCHOOL PUNE

201314


2/58

KARAN BATRA | AGBS PUNE 2013

ACKNOWLEDGEMENTS

I extend my special gratitude to our beloved director Mr sneh v sharma and Co-coordinator

Prof. Mr Pankaj Shukla for inspiring me to take up this project.

I extend my gratitude DENTAL IMPLANTS INDIA PVT. LTD. and the TSM (Territory Sales

Manager) MR. RASHMI MALVIYA, and all my colleagues, friends for their encouragement,

support, guidance and assistance for undergoing industrial training and for preparing the project

report.

KARAN BATRA


3/58


INDEX

S.NO CONTENTS PG.NO

1

INTODUCTION

TITLE INDUSTRY ORGANISATION OBJECTIVES IMPORTANCE PROBLEMS LIMITATIONS

2 RESEARCH

METHODOLOGY

RESEARCH DESIGN SAMPLE DESIGN SAMPLE SIZE SAMPLING METHOD SAMPLE TYPE DATA COLLECTION

METHOD

3 DATA ANALYSIS

4 INTERPRETATION

5 FINDINGS

6 CONCLUSIONS

7 ANNEXURE

8 REVIEW OF LITERATURE


4/58


LIST OF TABLE

S.NO CONTENTS PG.NO1 TYPE OF IMPLANT

2 TYPE OF PROMOTION

3 MARKET SHARE

4 BUDGET ALLOCATED


5/58


LIST OF FIGURES

S.NO CONTENTS PG.NO

1IMPLANTS USED BY

DENTIST

2TYPE OF IMPLANT

3 TYPE OF PROMOTION

4 MARKET SHARE

5

BUDGET ALLOCATED


6/58


INTRODUCTION


7/58


INTRODUCTION TO TITLE

Promotion is one of the market mix elements, and a term used frequently in marketing. Thespecification of five promotional mix or promotional plan. These elements are personal selling,

advertising, sales promotion, direct marketing, and publicity.[1]A promotional mix specifies how

much attention to pay to each of the five subcategories, and how much money to budget for each.

A promotional plan can have a wide range of objectives, including: sales increases, new product

acceptance, creation ofbrand equity, positioning, competitive retaliations, or creation of a

corporate. Fundamentally, however there are three basic objectives of promotion. These are:

1. To present information to consumers as well as others.2.

To increase demand.3. To differentiate a product.

There are different ways to promote a product in different areas of media. Promoters use internet

advertisement, special events, endorsements, and newspapers to advertise their product. Many

times with the purchase of a product there is an incentive like discounts, free items, or a contest.

This is to increase the sales of a given product.

The term "promotion" is usually an "in" expression used internally by the marketing company,

but not normally to the public or the market - phrases like "special offer" are more common. An

example of a fully integrated, long-term, large-scale promotion are My Coke Rewards and PepsiStuff. The UK version ofMy Coke Rewards is Coke Zone.
http://en.wikipedia.org/wiki/Market_mixhttp://en.wikipedia.org/wiki/Marketinghttp://en.wikipedia.org/wiki/Promotional_mixhttp://en.wikipedia.org/wiki/Direct_marketinghttp://en.wikipedia.org/wiki/Promotion_(marketing)#cite_note-1http://en.wikipedia.org/wiki/Promotion_(marketing)#cite_note-1http://en.wikipedia.org/wiki/Promotion_(marketing)#cite_note-1http://en.wikipedia.org/wiki/Brand_equityhttp://en.wikipedia.org/wiki/Positioning_(marketing)http://en.wikipedia.org/wiki/Special_offerhttp://en.wikipedia.org/wiki/My_Coke_Rewardshttp://en.wikipedia.org/wiki/Pepsi_Stuffhttp://en.wikipedia.org/wiki/Pepsi_Stuffhttp://en.wikipedia.org/wiki/My_Coke_Rewardshttp://en.wikipedia.org/w/index.php?title=Coke_Zone&action=edit&redlink=1http://en.wikipedia.org/w/index.php?title=Coke_Zone&action=edit&redlink=1http://en.wikipedia.org/wiki/My_Coke_Rewardshttp://en.wikipedia.org/wiki/Pepsi_Stuffhttp://en.wikipedia.org/wiki/Pepsi_Stuffhttp://en.wikipedia.org/wiki/My_Coke_Rewardshttp://en.wikipedia.org/wiki/Special_offerhttp://en.wikipedia.org/wiki/Positioning_(marketing)http://en.wikipedia.org/wiki/Brand_equityhttp://en.wikipedia.org/wiki/Promotion_(marketing)#cite_note-1http://en.wikipedia.org/wiki/Direct_marketinghttp://en.wikipedia.org/wiki/Promotional_mixhttp://en.wikipedia.org/wiki/Marketinghttp://en.wikipedia.org/wiki/Market_mix


8/58


Marketing - Promotion Strategy

Promotion is the method you use to spread the word about your product or service to customers,

stakeholders and the broader public.

Once youve identified your target market, youll have a good idea of the best way to reach

them, but most businesses use a mix of advertising, personal selling, referrals, sales promotionand public relations to promote their products or services.

1. Advertising2. Selling3. Sales Promotion4. Public Relations

1. Advertising

What is advertising?Advertising is a form of communication designed to persuade potential customers to choose yourproduct or service over that of a competitor

Successful advertising involves making your products or services positively known by thatsection of the public most likely to purchase them.

It should be a planned, consistent activity that keeps the name of your business and the benefitsof your products or services uppermost in the mind of the consumer.

Why advertise?The objective of advertising is to increase your profit by increasing your sales. Advertising aimsto:

Make your business and product name familiar to the public Create goodwill and build a favourable image Educate and inform the public Offer specific products or services Attract customers to find out more about your product or service

The rules of advertisingThere are four rules to consider when planning any advertising activityie: before you prepareand book any form of advertising.
http://www.smallbusiness.wa.gov.au/marketing-promotion-strategy/#advertisinghttp://www.smallbusiness.wa.gov.au/marketing-promotion-strategy/#sellinghttp://www.smallbusiness.wa.gov.au/marketing-promotion-strategy/#Sales-promotionhttp://www.smallbusiness.wa.gov.au/marketing-promotion-strategy/#Public-relationshttp://www.smallbusiness.wa.gov.au/marketing-promotion-strategy/#Public-relationshttp://www.smallbusiness.wa.gov.au/marketing-promotion-strategy/#Sales-promotionhttp://www.smallbusiness.wa.gov.au/marketing-promotion-strategy/#sellinghttp://www.smallbusiness.wa.gov.au/marketing-promotion-strategy/#advertising


9/58


Aim -What is the primary purpose of the advertisement? Is it to inform, sell, produce listingsor improve the image of your business?

Target -Who is the target? From which sector of the public are you trying to achieve a

response? For example is it male, female, adult, teenager, child, mother, father etc.

MediaBearing the aim and target in mind, which of the media available to you is the mostsuitableie: TV, radio, press or Internet?

CompetitorsWhat are your competitors doing? Which media channel do they use? Arethey successful? Can you improve on their approach and beat them in competition?

Developing effective advertising

Good advertising generally elicits the following four responses:

AttentionIt catches the eye or ear and stands out amid the clutter of competingadvertisements.

InterestIt arouses interest and delivers sufficient impact in the message or offering.

DesireIt creates a desire to learn more or crave ownership.

ActionIt spurs an action which leads to achievement of the ads original objective ie: itprompts potential customers to purchase or use your product or service.

Making sure your advertisement is legal

Section 52 of the Trade Practices Act (Cth) 1974 prohibits misleading or deceptive conduct.

You must consider the advertisement as a whole and the ordinary meaning of the words used.You must determine if the people to whom the advertisement is directed are likely to be misledor deceived by its content.

You can use humour, cartoons and slogans to make your ad stand out, but be sure theyre notlikely to mislead or deceive your audience. The Australian Competition and ConsumerCommission (ACCC) provides advertising guidelines in information circulars that are available

from the local office of the ACCC, or from www.accc.gov.au.
http://www.accc.gov.au/http://www.accc.gov.au/http://www.accc.gov.au/


10/58


Commonly used mediaThere are many media options open to advertisers. Which media you use will depend on whoyou are trying to reach, what you want to say and your budget. Often a combination of media

(the media mix) can be used to good effect. Remember to keep your branding and messageconsistent across all media. This includes use of colours, logos, design elements and fonts.

StationeryStationery, which includes letterheads, envelopes and business cards, is a means by which yourbusiness image or name identification isprojected. Good quality stationery, used with care andattention and with a high standard of presentation, is an everyday means of presenting yourbusiness image.

Window display or office frontThe external presentation of your business office or shop is one of the principal ways ofestablishing your business image. An attractive, well maintained exterior with clear, bold signwriting is an essential start. Windows should be bright, attractively presented, scrupulously cleanand well lit at night. The display should be arranged neatly and aimed at projecting an attractivecompany image and providing a reason to buy your products or services. Above all it shouldhave sufficient impact to attract attention.

Press advertisingThis is a commonly used form of general advertising and includes advertising in all press such asnewspapers, magazines and journals. Press advertising is suitable for image building,information dissemination and sales campaigns. It is also a very affordable option for smallbusinesses.

RadioRadio is considered by many advertisers as an ideal medium due to its ability to reach specifictarget groups e.g. teenagers, racing followers or grocery buyers. Radio advertising covers spotadverts (usually 15 or 30 second), promotions or talkback/DJ discussions. Most radio stationsoffer packages which include production and extension of your radio campaign through their

websites.


11/58


TelevisionTelevision is a powerful advertising medium because it creates impact through sight, sound andmovement however the cost of producing the advertisement and procuring sufficient air time toallow the campaign to work often makes it prohibitive for small business.

Direct mailThis is a broad category covering direct communication with the consumer through email, postor fax. It can include newsletters, catalogues and letters. If you plan to use email, be sure tocomply with national anti-SPAM legislation which makes it illegal to send unsolicitedcommercial electronic messages. Visit the Australian Communications and Media Authoritywebsite for more details - www.acma.gov.au.

Outdoor

This is any type of advertising which is done outdoors, including static advertising such asbillboards, backs of street benches and bus shelters or mobile advertising displayed on buses,trains, taxis or towed signage.

AmbientRefers to any form of advertising that occurs in a non-standard medium outside the home, andusually where your consumers are likely to be. Its limited only by your imagination and includesthings like advertising on the back of shopping receipts or toilet doors at the cinema, placingbranded coasters at the local pub, projecting onto buildings, advertising inside lifts or distributingbranded cups.

CinemaYou can purchase cinema advertising by individual cinemas or screens for a set amount ofscreenings or runs. Most providers offer packages which include production and screening of

your advertisement

Point of SaleAdvertising at the point where the consumer makes a purchase decision eg: floor stickers, in-store digital advertising, shopping trolley signage, shelf or counter posters or playing interviewsabout your product in store.

OnlineThe options for online advertising continue to grow rapidly. They include advertising on yourwebsite, advertising on other websites, creating links to your website from other websites,publishing blogs, offering online product games, social networks and forums.


12/58


Directory listingsMany consumers use business directories to find a supplier. Directories include the yellow orwhite pages, union directories, trade directories or local business directories.

Evaluating the effectiveness of your advertisingFamous American department store merchant John Wanamaker (1838-1922) was attributed assaying Half the money I spend on advertising is wasted the trouble is I dont know whichhalf. This quote is often still true today as many businesses do not evaluate the effectiveness of

their advertising.

Evaluating effectiveness can be as simple as staff asking every new customer How did you hearabout us? or asking every customer that responds to an advertised special where did you see orhear our advertisement?

Whatever method you use, it is absolutely critical in getting top value for your advertising dollar

by finding out which media works and which doesn't.

2. Selling

What is selling?Put simply, selling is the exchange of goods or services for an agreed sum of money.

Depending on the circumstances, a sales transaction can include one, some or all of the followingstages.

Prospecting and qualifyingidentifying qualified prospects ie: those that are likely towant or need your product or service and can afford to pay for it.

Pre-approachundertaking research about prospects to assist in the actual selling process.

Approachmaking actual contact with the prospect in person, by phone or in writing.

Presentation and demonstrationpresenting and demonstrating the features and benefitsof your product or service in order to convince the prospect that their want or need can besatisfied.Handling objectionsdemonstrating the product or service value to overcome real or perceivedobjections or misunderstandings that are impeding the purchase decision.

Closingbringing the selling process to a successful conclusion by either asking for the order orresponding to a positive decision from the prospect.


13/58


Follow-upproactive or reactive contact with the purchaser to establish their satisfaction leveland to address any problems that may exist.

In planning the selling element of your marketing strategy you will need to consider thefollowing:

The size and structure of your sales team Recruiting, training, motivating and evaluating individuals and the team as a whole The remuneration structure The location/territory to be serviced Management and communication systems

Selling is a particularly important element if you are marketing services because the purchaser ofa professional service is in fact buying the capabilities of the seller. So he or she would beclosely evaluating the behaviour and characteristics of your sales person, your business, its

reputation, facilities and appearance

3. Sales Promotion

What is sales promotion?Sales promotion relates to short term incentives or activities that encourage the purchase or saleof a product or service. Sales promotions initiatives are often referred to as below the line

activities.

What are the major sales promotion activities?Sales promotion activities can be targeted toward final buyers (consumer promotions), businesscustomers (business promotions), retailers and wholesalers (trade promotions) and members ofthe sales force (sales force promotions). Here are some typical sales promotion activities:

Consumer promotions Point of purchase display material In-store demonstrations, samplings and celebrity appearances Competitions, coupons, sweepstakes and games

On-pack offers, multi-packs and bonuses Loyalty reward programs

Business promotions Seminars and workshops Conference presentations Trade show displays


14/58


Telemarketing and direct mail campaigns Newsletters Event sponsorship Capability documents

Trade promotions Reward incentives linked to purchases or sales Reseller staff incentives Competitions Corporate entertainment Bonus stock

Sales Force Promotions Commissions Sales competitions with prizes or awards

4. Public Relations

What is public relations?The Public Relations Institute of Australia (PRIA) defines Public Relations (PR) as: Thedeliberate, planned and sustained effort to establish and maintain mutual understanding betweenan organisation (or individual) and its (or their) publics.

Put more simply, public relations is about building good relations with the stakeholders (public)of your business by obtaining favourable publicity, building a good corporate image andhandling or heading off unfavourable rumours, stories and events.

By building good relationships with your stakeholders, particularly customers, you can generatepositive word of mouth and referrals from satisfied customers.

Who is a stakeholder?

Stakeholders are the various groups in a society which can influence or pressure your businesssdecision making and have an impact on its marketing performance. These groups include:

Clients/customers Staff Shareholders


15/58


Strategic partners Media Government Local community Financial institutions Community groups

Operationally, stakeholders really refer to those groups that your business is or should be,communicating with.

What are the main public relations tools?

Typical PR tools include:

News creation and distribution (media releases) Special events such as news conferences, grand openings and product launches Speeches and presentations Educational programs Annual reports, brochures, newsletters, magazines and AV presentations Community activities and sponsorships

What are the key steps in implementing public relations?Implementing effective public relations activities requires careful planning. The three majorsteps are outlined below

Setting the objectiveswhat is it you want to achieve and who do you want to reach? Is it tocreate awareness of a new product or service to your existing clients, to overcome communitymisconceptions about your business or to create a positive impression with your bank manager?

Deciding on the message and the vehiclewhat is the major thing you want to communicate andwhat public relations tools will you use to get the message to its target?

Evaluating the resultsdid you achieve the desired result and did it lead to a positive outcome?

Many small businesses do not devote enough attention to public relations in their promotionalmix but done properly, it can be a powerful and cost effective business development andmarketing tool.


16/58


INTRODUCTION TO DENTAL INDUSRTY

By 2014, the Indian dental equipments industry is expected to reach US$ 116.43 million,growing 6% annually, the dental care services market US$ 1.16 billion and oral care market US$

1.8 billion

The Indian healthcare industry is experiencing quick transformation owing to the increasing

demand for quality healthcare. In India, Oral healthcare is an important aspect of the overall

health of an individual. Diseases such as dental caries and oral cancers are major public health

issues in India. Water fluoridation, fluoride toothpaste and a growing awareness of dental

hygiene have led to improvements in the dental health of Indians over the past 25 years further

leading to greater demand for restorative dental treatment. Indian Oral Infrastructure has shown

marked improvement in the past 4-5 years but still needs to be improved further not only in ruralareas but in urban areas as well.

Indian dental care services market, constituted by dentists and dental ancillary services, is

estimated at US$ 660 million in 2009, dental equipments & appliances market as US$ 87million

and Dental Oral care market is estimated as US$ 1 billion. India is a net importer of dental

equipments and supplies. However, India's external trade in dental equipments and supplies is

turning favorable to India, with increasing exports and declining imports.

In India, oral care infrastructure had 73,057 dentists as of 2008, serving one billion population.

As far as the overall ratio of dentist to population is concerned, there was a marked improvement

between 2005 and 2008. In 2008, the dentist-to-population ratio in India was 1:16,120. There are

around 282 dental schools with 15,000 students graduating each year; about 140 of such schools

have post graduate courses in various fields of dentistry.

There will be a mixed impact of growth factors, constraints and success factors on the Indian

Dental Market; hence Cygnus has come out with Indian Dental Market Industry report whichbrings out the past performance, trends and future prospects keeping in mind the various factors.

SCOPE OF THE REPORT

- Market Size in India and globe

- ExportImport

- Oral Care Infrastructure


17/58


- Factors driving growth, Critical Success Factors, Issues & Challenges

- Councils & Industry Associations

- Regulations in Indian market

- Major players in the field of dental products and services

- Future Outlook

REASONSTO BUY

- To understand the various factors which are fuelling the growth and those which are critical to

the industry

- Comprehensive report covering all the aspects required to understand the industry performance

and future prospects.

- Unique report on Indian Dental Market (4th Edition)

FOR WHOM

Manufacturers interested in supplying Indian dental market and independent industry

researchers, dentists & pharma companies to keep themselves abreast with the latest happenings

in the industry and Dental Colleges to provide business perspective to the students

Related reports

Indian Medical Devices & Equipments Market, Medical education in India, Diagnostics &

Pathology Markets in India; Pre- feasibility report on Multi-Speciality Hospitals


18/58


Profile of The organization


19/58


Origin of the Organisation

Mission Statement

" Maintain our global leadership in high quali ty installation systemsfor dentistry industry."

DENTAL IMPLANTS INDIA PVT. LTD. is a joint venture

between A.R.D.S International, ISRAEL and the SHAIL Group, India, a

dynamic business group with interests in diverse industries as dentistry,

dental equipment manufacturing, die stones and dental implants.

DENTAL IMPLANTS INDIA is the first and only company in theindustry of tile and stone installation materials to have obtained the

prestigious ISO 9001:2000 Company Certification, which exemplifies

its commitment to provide the customers with products of highest

quality and standards.

DENTAL IMPLANTS INDIA is expanding its operations into

Indian sub continents countries like Sri Lanka, Nepal and Bhutan. It has

12 regional offices with over 200 employees and a 100+ dealer network

across the Indian sub-continent.

For over 50 years and in more than 120 countries, ARDS has been

the world leader in high- strength, shock and internationally recognized

quality of dental implants.

ARDSs history of successful installations internationally is atestimony of its efficiency. The companys long record of product

quality par excellence has ensured international success in a wide range

of project areas facades, implanting

The range of products imported from Israel adhere to strict quality


20/58


standards. Now, to cater to its increasing consumer base in north India, a

new plant has been commissioned at Noida.

GROWTH AND PRESENT STATUS OF THE

ORGANISATION

DENTAL IMPLANTS India is the first and only company in the

industry of implants and dentistry materials to have obtained the

prestigious ISO 9001:2000 Company Certification, which clearly showsits commitment to provide customers with products of highest quality

and

1.In a span of five year, DENTAL IMPLANTS INDIA whichstarted off with a corporate office in Bhopal is now spread

across the country with 13 regional offices and a 70 dealer

&distributor network and is still growing. It continues to

extend its world class services and solution among dentistry,institutions and dentists.

2.In compare to 2009, DENTAL IMPLANTS INDIA increasestheir sale 35 times more in CENTRAL Zone in recent years.

3.From 2009 till now DENTAL IMPLANTS INDIA havemore than 15 exclusive dealer and sub-dealer only in Bhopaland Indore.

4.Since its commission in the year 2008, DENTALIMPLANTS INDIA range of products have been directly

imported from ARDS facility located in ISRAEL. To ensure


21/58


that the products adhere to strict quality standards, the factory

is equipped with advance testing equipment such as

INSTRON UNIVERSAL Testing Machine, thereby

upholding ARDS commitment towards quality. Now, to caterto its increasing consumer base in North India, another

HEAD OFFICE has been commissioned at NOIDA in NEW

DELHI in the year 2011.


22/58


FUTURE PLAN OF THE ORGANISATION

Higher the goals tougher the climb

In this fast growing world each and every company wants to

stand on the peak of the world by achieve their goals and by fulfil the

customers needs and wants. So to achieve this goal every company has

their certain future plans to attract their customers. In the same way

DENTAL IMPLANTS INDIA PVT. LTD. has their own future plans to

fulfil the wants and needs of their respected customers and these are as

follows:

1.DENTAL IMPLANTS INDIA PVT. LTD. wants to setuptheir head office at Eastern Zone at Kolkata.

2.Also wants to achieve maximum targets in the form ofcustomers.

3.Taking necessary steps to increasing better service facilities.4.Also wants to develop new techniques and tools for rapid and

better production.

5. Within 2015 DENTAL IMPLANTS INDIA PVT. LTD.

wants to stand on number 1 position in the field of dentistry

Installation in the market throughout the central-south India.


23/58


3for nagpur5 forbhopal

2 Executives8 Executives

Bhopal & nagpur Region NorthWest Region

Bhopal Project ManagerBhopalRetailManager

ORGANISATIONAL HIERACHY

Regional Sales Manager


24/58


PRODUCT PORTFOLIO

The Smart Implant - Minimum Drilling - MaximumPrimary Stability The uniqueness and exceptionalgeometr ical shape of ARDS' Smart implants, combined with ARDS

dri l li ng technique, ensure a reduction of dri l li ng volume along with an

additional gain of primary stabil ization.

The design of the implant was derived from the different qualities of thebone at its cortical and spongiosal parts. While the cortical boneprovides us with a stable grip, it also suffers from limited blood supplyand high probability of necrosis due to over-pressure. The spongiosalbone on the other hand, does not provide us with a stable grip but it iscompressible and has high blood supply and stem cells which contributeto the healing process.

ARDS dual thread implants have a varying screw width. The implant isinternal hex and uses a universal 3.75mm platform for all diametersabove 3mm. The implant consists of one screw width along the entire

implantthe upper part's thread starts at 0.2mm depth and graduallydeepens to 0.9mm after 5.5mm from the top.

The upper part, 5.5mm long, is consisted of two threads in order toincrease the implant's surface area, and is designed to better grasp at thecortical bone without compressing it.

The lower part, slightly tapered, is consisted of 0.9mm deep thread and a

wide tread in order to allow better grip at the spongiosal bone through itscompression while enabling high blood supply around the core of theimplant. This high blood supply is crucial for the bio-activity of thebone.

The second thread overlaps with the first and ends after 5.5mm from the


25/58


top. The advancement of these two threads is identical on the upper andlower parts, so that the implant advances at an equal pace through itsentire length. This eliminates any tension between the upper and lower

part of the implant.

The design of the groove at the tip of the implant enables the implant tocut through the bone and compress it towards the implant's core.

The correlation between the implant's shape and the bone type to whichit enters, results in an equal distribution of load forces along the entirelength of the implant, (as can be shown in the diagrams below - forthefull experiment click here) and an increased primary stability of the

implant.
http://www.ardsimplants.com/userfiles/files/Smart%20force%20load%20experiment.pdfhttp://www.ardsimplants.com/userfiles/files/Smart%20force%20load%20experiment.pdfhttp://www.ardsimplants.com/userfiles/files/Smart%20force%20load%20experiment.pdfhttp://www.ardsimplants.com/userfiles/files/Smart%20force%20load%20experiment.pdf


26/58


IMPLANTS

SmartThe Smart implant is a dual thread internal hex implant, slightly tapered

at its lower part with a 3.75mm universal platform.

The Smart's unique dual thread design and exceptionally large surface

area enables optimal grip of the implant both in the cortical and the

spongiosal bone, thus creating excellent primary stability and equal

distribution of forces along the implant. The Smart is self tapping and

compresses the bone as each thread penetrates deeper than the onebefore.

The Smart is suitable for all bone types including especially low quality

bones.

All smart implants are packed together with a single use leadingpin

ARDS Drilling technique is recommended for use with the Smartimplants but standard drilling is optional as well
http://www.ardsimplants.com/category/ards-drilling-techniquehttp://www.ardsimplants.com/category/ards-drilling-technique


27/58


Classic

The Classic implant is a conical internal hex implant with a short

parallel upper part and a 3.75mm universal platform.

The Classic is self tapping and condenses the bone through the insertion

process, resulting in high primary stability, necessary in immediate

implantations.

The Classic will optimally be used for softer bone when bone

compression around the implant can be done.
http://www.ardsimplants.com/gallery/ADC1D2B6-BD24-8C06-3EF9-2C0CB93E3121.jpghttp://www.ardsimplants.com/gallery/A22692CA-5605-A870-2901-7FDC8F59D61A.jpghttp://www.ardsimplants.com/gallery/527B0EA0-4D20-30CD-10BD-6FE29DBB0A2B.jpghttp://www.ardsimplants.com/gallery/5476FC10-A5C8-A1CC-4293-D13AB4872C71.jpghttp://www.ardsimplants.com/gallery/ADC1D2B6-BD24-8C06-3EF9-2C0CB93E3121.jpghttp://www.ardsimplants.com/gallery/9997B55E-BAC6-B892-0882-89A8AC82023C.jpghttp://www.ardsimplants.com/gallery/A22692CA-5605-A870-2901-7FDC8F59D61A.jpghttp://www.ardsimplants.com/gallery/527B0EA0-4D20-30CD-10BD-6FE29DBB0A2B.jpghttp://www.ardsimplants.com/gallery/5476FC10-A5C8-A1CC-4293-D13AB4872C71.jpghttp://www.ardsimplants.com/gallery/ADC1D2B6-BD24-8C06-3EF9-2C0CB93E3121.jpghttp://www.ardsimplants.com/gallery/9997B55E-BAC6-B892-0882-89A8AC82023C.jpghttp://www.ardsimplants.com/gallery/A22692CA-5605-A870-2901-7FDC8F59D61A.jpghttp://www.ardsimplants.com/gallery/527B0EA0-4D20-30CD-10BD-6FE29DBB0A2B.jpghttp://www.ardsimplants.com/gallery/5476FC10-A5C8-A1CC-4293-D13AB4872C71.jpghttp://www.ardsimplants.com/gallery/ADC1D2B6-BD24-8C06-3EF9-2C0CB93E3121.jpghttp://www.ardsimplants.com/gallery/9997B55E-BAC6-B892-0882-89A8AC82023C.jpghttp://www.ardsimplants.com/gallery/A22692CA-5605-A870-2901-7FDC8F59D61A.jpghttp://www.ardsimplants.com/gallery/527B0EA0-4D20-30CD-10BD-6FE29DBB0A2B.jpghttp://www.ardsimplants.com/gallery/5476FC10-A5C8-A1CC-4293-D13AB4872C71.jpghttp://www.ardsimplants.com/gallery/ADC1D2B6-BD24-8C06-3EF9-2C0CB93E3121.jpghttp://www.ardsimplants.com/gallery/9997B55E-BAC6-B892-0882-89A8AC82023C.jpghttp://www.ardsimplants.com/gallery/A22692CA-5605-A870-2901-7FDC8F59D61A.jpghttp://www.ardsimplants.com/gallery/527B0EA0-4D20-30CD-10BD-6FE29DBB0A2B.jpghttp://www.ardsimplants.com/gallery/5476FC10-A5C8-A1CC-4293-D13AB4872C71.jpghttp://www.ardsimplants.com/gallery/ADC1D2B6-BD24-8C06-3EF9-2C0CB93E3121.jpghttp://www.ardsimplants.com/gallery/9997B55E-BAC6-B892-0882-89A8AC82023C.jpghttp://www.ardsimplants.com/gallery/A22692CA-5605-A870-2901-7FDC8F59D61A.jpghttp://www.ardsimplants.com/gallery/527B0EA0-4D20-30CD-10BD-6FE29DBB0A2B.jpghttp://www.ardsimplants.com/gallery/5476FC10-A5C8-A1CC-4293-D13AB4872C71.jpghttp://www.ardsimplants.com/gallery/ADC1D2B6-BD24-8C06-3EF9-2C0CB93E3121.jpghttp://www.ardsimplants.com/gallery/9997B55E-BAC6-B892-0882-89A8AC82023C.jpg


28/58


Premium

The Premium implant is a parallel internal hex implant, slightly tapered

at its bottom with a 3.75mm universal platform.

The Premium implant does not condense the bone and therefore

recommended to be used also for harder and more condensed bones such

as type I.
http://www.ardsimplants.com/gallery/4E3EE86C-C65E-924E-ADB5-4C041F7F26C7.jpghttp://www.ardsimplants.com/gallery/0FF97FB0-E46E-C322-6971-F28C168D7D4A.jpghttp://www.ardsimplants.com/gallery/CE509352-D3DE-6367-65FD-7C81E26A1A7D.jpghttp://www.ardsimplants.com/gallery/4E3EE86C-C65E-924E-ADB5-4C041F7F26C7.jpghttp://www.ardsimplants.com/gallery/0FF97FB0-E46E-C322-6971-F28C168D7D4A.jpghttp://www.ardsimplants.com/gallery/CE509352-D3DE-6367-65FD-7C81E26A1A7D.jpghttp://www.ardsimplants.com/gallery/4E3EE86C-C65E-924E-ADB5-4C041F7F26C7.jpghttp://www.ardsimplants.com/gallery/0FF97FB0-E46E-C322-6971-F28C168D7D4A.jpghttp://www.ardsimplants.com/gallery/CE509352-D3DE-6367-65FD-7C81E26A1A7D.jpghttp://www.ardsimplants.com/gallery/4E3EE86C-C65E-924E-ADB5-4C041F7F26C7.jpghttp://www.ardsimplants.com/gallery/0FF97FB0-E46E-C322-6971-F28C168D7D4A.jpghttp://www.ardsimplants.com/gallery/CE509352-D3DE-6367-65FD-7C81E26A1A7D.jpg


29/58


DRILLS

Trephine Drills
http://www.ardsimplants.com/gallery/A469A5EC-3702-97F2-36AF-358FD85EBA54.jpghttp://www.ardsimplants.com/gallery/DA26041F-4D6A-93E4-85C4-5E937CD78C16.jpghttp://www.ardsimplants.com/gallery/5F6709E8-0A4D-A9FF-18E9-DC3B0DDEC473.jpghttp://www.ardsimplants.com/gallery/7CD5F516-143D-004A-EF11-0734A38B0489.jpghttp://www.ardsimplants.com/gallery/A469A5EC-3702-97F2-36AF-358FD85EBA54.jpghttp://www.ardsimplants.com/gallery/DA26041F-4D6A-93E4-85C4-5E937CD78C16.jpghttp://www.ardsimplants.com/gallery/5F6709E8-0A4D-A9FF-18E9-DC3B0DDEC473.jpghttp://www.ardsimplants.com/gallery/7CD5F516-143D-004A-EF11-0734A38B0489.jpghttp://www.ardsimplants.com/gallery/A469A5EC-3702-97F2-36AF-358FD85EBA54.jpghttp://www.ardsimplants.com/gallery/DA26041F-4D6A-93E4-85C4-5E937CD78C16.jpghttp://www.ardsimplants.com/gallery/5F6709E8-0A4D-A9FF-18E9-DC3B0DDEC473.jpghttp://www.ardsimplants.com/gallery/7CD5F516-143D-004A-EF11-0734A38B0489.jpghttp://www.ardsimplants.com/gallery/A469A5EC-3702-97F2-36AF-358FD85EBA54.jpghttp://www.ardsimplants.com/gallery/DA26041F-4D6A-93E4-85C4-5E937CD78C16.jpghttp://www.ardsimplants.com/gallery/5F6709E8-0A4D-A9FF-18E9-DC3B0DDEC473.jpghttp://www.ardsimplants.com/gallery/7CD5F516-143D-004A-EF11-0734A38B0489.jpghttp://www.ardsimplants.com/gallery/A469A5EC-3702-97F2-36AF-358FD85EBA54.jpghttp://www.ardsimplants.com/gallery/DA26041F-4D6A-93E4-85C4-5E937CD78C16.jpghttp://www.ardsimplants.com/gallery/5F6709E8-0A4D-A9FF-18E9-DC3B0DDEC473.jpghttp://www.ardsimplants.com/gallery/7CD5F516-143D-004A-EF11-0734A38B0489.jpg


30/58


Standard Drills

Marking Drill
http://www.ardsimplants.com/gallery/7A34432C-4C75-77D2-BBCD-798BB7E81158.jpghttp://www.ardsimplants.com/gallery/1F562FC4-E6F9-AD91-7231-742C7BD35FD7.jpghttp://www.ardsimplants.com/gallery/8C6D359D-E804-114A-FAC4-1B159F340B5A.jpghttp://www.ardsimplants.com/gallery/CCFDCD50-6E6C-DABC-F51B-E4B3670A3433.jpghttp://www.ardsimplants.com/gallery/7A34432C-4C75-77D2-BBCD-798BB7E81158.jpghttp://www.ardsimplants.com/gallery/1F562FC4-E6F9-AD91-7231-742C7BD35FD7.jpghttp://www.ardsimplants.com/gallery/8C6D359D-E804-114A-FAC4-1B159F340B5A.jpghttp://www.ardsimplants.com/gallery/CCFDCD50-6E6C-DABC-F51B-E4B3670A3433.jpghttp://www.ardsimplants.com/gallery/7A34432C-4C75-77D2-BBCD-798BB7E81158.jpghttp://www.ardsimplants.com/gallery/1F562FC4-E6F9-AD91-7231-742C7BD35FD7.jpghttp://www.ardsimplants.com/gallery/8C6D359D-E804-114A-FAC4-1B159F340B5A.jpghttp://www.ardsimplants.com/gallery/CCFDCD50-6E6C-DABC-F51B-E4B3670A3433.jpghttp://www.ardsimplants.com/gallery/7A34432C-4C75-77D2-BBCD-798BB7E81158.jpghttp://www.ardsimplants.com/gallery/1F562FC4-E6F9-AD91-7231-742C7BD35FD7.jpghttp://www.ardsimplants.com/gallery/8C6D359D-E804-114A-FAC4-1B159F340B5A.jpghttp://www.ardsimplants.com/gallery/CCFDCD50-6E6C-DABC-F51B-E4B3670A3433.jpghttp://www.ardsimplants.com/gallery/7A34432C-4C75-77D2-BBCD-798BB7E81158.jpghttp://www.ardsimplants.com/gallery/1F562FC4-E6F9-AD91-7231-742C7BD35FD7.jpghttp://www.ardsimplants.com/gallery/8C6D359D-E804-114A-FAC4-1B159F340B5A.jpghttp://www.ardsimplants.com/gallery/CCFDCD50-6E6C-DABC-F51B-E4B3670A3433.jpg


31/58


2mm

2.8mm

3.6mm

4mm
http://www.ardsimplants.com/gallery/1DD905D8-6E99-09A6-5F56-71B57805ECF3.jpghttp://www.ardsimplants.com/gallery/1E23F1D3-05A1-004B-9D28-E6745CF893DD.jpghttp://www.ardsimplants.com/gallery/7B1B93F5-927F-A033-212A-5F303B35A16B.jpghttp://www.ardsimplants.com/gallery/F00B5FF8-B83C-EC20-0B08-58732DF224EE.jpghttp://www.ardsimplants.com/gallery/1DD905D8-6E99-09A6-5F56-71B57805ECF3.jpghttp://www.ardsimplants.com/gallery/1E23F1D3-05A1-004B-9D28-E6745CF893DD.jpghttp://www.ardsimplants.com/gallery/7B1B93F5-927F-A033-212A-5F303B35A16B.jpghttp://www.ardsimplants.com/gallery/F00B5FF8-B83C-EC20-0B08-58732DF224EE.jpghttp://www.ardsimplants.com/gallery/1DD905D8-6E99-09A6-5F56-71B57805ECF3.jpghttp://www.ardsimplants.com/gallery/1E23F1D3-05A1-004B-9D28-E6745CF893DD.jpghttp://www.ardsimplants.com/gallery/7B1B93F5-927F-A033-212A-5F303B35A16B.jpghttp://www.ardsimplants.com/gallery/F00B5FF8-B83C-EC20-0B08-58732DF224EE.jpghttp://www.ardsimplants.com/gallery/1DD905D8-6E99-09A6-5F56-71B57805ECF3.jpghttp://www.ardsimplants.com/gallery/1E23F1D3-05A1-004B-9D28-E6745CF893DD.jpghttp://www.ardsimplants.com/gallery/7B1B93F5-927F-A033-212A-5F303B35A16B.jpghttp://www.ardsimplants.com/gallery/F00B5FF8-B83C-EC20-0B08-58732DF224EE.jpghttp://www.ardsimplants.com/gallery/1DD905D8-6E99-09A6-5F56-71B57805ECF3.jpghttp://www.ardsimplants.com/gallery/1E23F1D3-05A1-004B-9D28-E6745CF893DD.jpghttp://www.ardsimplants.com/gallery/7B1B93F5-927F-A033-212A-5F303B35A16B.jpghttp://www.ardsimplants.com/gallery/F00B5FF8-B83C-EC20-0B08-58732DF224EE.jpghttp://www.ardsimplants.com/gallery/1DD905D8-6E99-09A6-5F56-71B57805ECF3.jpg


32/58


Statement of the problem

1)Every organisation needs to maximise its customers base and toretain it.

2)The present study is to find out the different and possible methodsto attract the customers towards the organisation.

3)The study also focuses on the challenges being posed by differentcompetitors.


33/58


OBJECTIVES OF

STUDY


34/58


Objective of the Study

The main objective to conduct this research is to understand the DentalImplant (DI) market & develop the dental positioning for new product

launch i.e. Drills

Primary Objective

research.

products

launch

Scope/Importance of the StudyThe project scope involves the study of the Anesthetists armamentarium

of drugs. Understand the Dental Implant (DI) category, their mechanismof action and clinical use of DIs & their place in therapy. The projectscope also involves the finding of clinician preferences in current DIsavailable with the marketing research and developing a medicalpositioning for Drills from the above collected data.

Managerial Usefulness of the Study

This study helps to understand marketing research basic terminologies &different strategies for different market situation


35/58


Limitation of the Study

constraint.

opinions,and authenticity of their statements cant be verified too.

feedback obtained from survey.


36/58


Research Methodology


37/58


Types of Research and Research Design

Quantative Research- Quantitative research generates numericaldata or information that can be converted into numbers. Onlymeasurable data are being gathered and analyzed in this type of research.

Qualitative Research- Qualitative Research on the other handgenerates non-numerical data. It focuses on gathering of mainly verbaldata rather than measurements. Gathered information is then analyzed inan interpretative manner, subjective, impressionistic or even diagnostic


38/58


Research Methodology

molecule in customer.

-section of the industry.

each of therespondents.

persons and not on questionnaire alone.

Generally speaking, doctors are most reserve persons on the planet andthey are not flattered by attention and this sometimes overcomes any

inhibitions so that matters quite secret are paraded before the observerwith seeming abandon. At other times, particularly where an issue hasbeen the subject of recent press attention, the shutters go up and there isno way in. All you can do in such circumstances is to give up and trysomething else likely to be more productive - you haven't the time tospend on lengthy negotiation. Crucial to the business of initially gainingaccess is the whole matter of assurances of confidentiality, anonymity,etc, which I consider below. Your stance, once granted access, depends

on how much of an active participant you want to be in the arena you areobserving - the more obviously committed you are to one particularstance or ideology the more others will take this into account whenrevealing their thoughts or their actions to you.


39/58


In this context the questionnaire was not a fully fledged one and was

made with an intention of getting the main information as doctors donthave that much time to spare and also a long questionnaire may irritatethem. So the questionnaire used in my research was really crisp and wasaimed at getting the required information in the least time, also thequestionnaire was used for primary purpose only.


40/58


Research Design

Research design specifies the methods and procedures for conducting aparticular study. A research design is the arrangement of conditions for

collection and analysis of the data in a manner that aims to combinerelevance to their search purpose with economy in procedure. Researchdesign is broadly classified into three types as:

Design

Descriptive Research Design

Descriptive research studies are those studies which are concerned withdescribed the characteristics of particular individual. In descriptive aswell as in diagnostic studies, the researcher must be able to defineclearly, what he wants to measure and must find adequate methods formeasuring it along with a clear cut definition of population he want tostudy. Since the aim is to obtain complete and accurate information inthe said studies, the procedure to be used must be carefully planned. Theresearch design must make enough provision for protection against biasand must maximize reliability, with due concern for the economical

completion of the research study.


41/58


SAMPLE DESIGNA Sample Design is a definite plan for obtaining a sample from a given

population. It refers to the technique to the procedure adopted inselecting items for the sampling designs are as below:

SAMPLE SIZE

The sample size has been 40 doctors. Conclusions had been arrived atusing the response of the questionnaire.

SAMPLING METHODIn this marketing research project, I am usingRandom sampling method.

SAMPLE TYPEArea Sampling, and the area of sampling is Bhopal & Indore.


42/58


Data Collection Method

Primary Data: - Primary data means data that are collected bydifferent techniques like questionnaire, Depth interview, Survey,Schedules etc. In this project, primary data has been collected by themeans of questionnaire.

Secondary Data: - Secondary data means data that are alreadyavailable i.e.: they refer to the data which have already been collectedand analyzed by someone else. Usually published data are available in:Various publications of the central, state/local governments or foreigngovernments, technical and trade journals etc. The secondary datainvolved in this project has been gathered from the medical journals,literatures and internet.


43/58


ANALYSIS &

INTERPRETATION


44/58


METHODS & TECHNIQUESOF DATA ANALYSIS

Data Analysis Concept

Data analysis is a practice in which raw data is ordered and organized sothat useful information can be extracted from it. The process oforganizing and thinking about data is key to understanding what the datadoes and does not contain. There are a variety of ways in which peoplecan approach data analysis, and it is notoriously easy to manipulate dataduring the analysis phase to push certain conclusions or agendas. Forthis reason, it is important to pay attention when data analysis is

presented, and to think critically about the data and the conclusionswhich were drawn.Raw data can take a variety of forms, including measurements, surveyresponses, and observations. In its raw form, this information can beincredibly useful, but also overwhelming. Over the course of the dataanalysis process, the raw data is ordered in a way which will be useful.For example, survey results may be tallied, so that people can see at aglance how many people answered the survey, and how people

responded to specific questions.In the course of organizing the data, trends often emerge; modeling thedata with the use of mathematics and other tools can sometimesexaggerate such points of interest in the data, making them easier for theresearcher to see. Charts, graphs, and textual write ups of data are allforms of data analysis. These methods are designed to refine and distillthe data so that readers can glean interesting information withoutneeding to sort through all of the data on their own.


45/58


Data Analysis process

Once the necessary data collected, the next task is to aggregate the datain a meaningful manner. A number of tables are prepared to bring out

the main characteristics of the data. The researcher should have a wellthought out framework for processing and analyzing data, and thisshould be done prior to the collection.It includes the following activities:

I. Editing

The first task in data processing is the editing. Editing is the process ofexamining errors and omissions in the collected data and makingnecessary corrections in the same.

II. Coding

Coding is necessary to carry out the subsequent operations of tabulatingand analyzing data. If coding is not done, it will not be possible toreduce a large number of heterogeneous data into meaningful categorieswith the result that the analysis of data would be weak and ineffective,and without proper focus.

III. Tabulation

Tabulation comprises sorting of the data into different categories andcounting the number of cases that belong to each category. This is alsocalled universal tabulation. The analysis based on just one variable isobviously meager. Where two or more variables are involved intabulation, it is called vicariate or multivariate tabulation.

IV. Analysis

After the all three above steps, the most important step is analysis of thedata.


46/58


DATA ANALYSISOBJECTIVE 1: Implanting Practiced by Dentist

In the process of market survey, the first thing to determine was to find

out the Dental Implanting (DI) preferred by the doctors in their clinicalpractice. Out of those visited, the information has been collected and ithas been noticed that though most of the Dentist preferred one or moreavailable DI molecule.Hence, in order to find out the actual figure for the preference of theavailable DI, the criteria has been set to find out the actual preference ofthe DI by doctors.

This is done by maintaining the criteria for DI preference by dentist, if

the percentage of consumption of the particular molecule is 65 % ormore than only it is counted in the following chart:

Figure 1: Implanting Practiced by Dentist

65%

17.5%

17.5%

DI USED BY

DENTIST

MAYBE IN

FUTURE

DI NOT

PRACTICED


47/58


OBJECTIVE 2: WHICH TYPE OF IMPLANTS ARE USED BYDENTIST.

IMPLANTS SMART CLASSIC PREMIIUM

DENTISTPREFERENCE

45%35%

20%

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

SMART CLASSIC PREMIIUM

DENTIST PREFERENCE

Figure 2: WHICH TYPE OF IMPLANTS ARE USED BY DENTIST.

NOTE: As seen above 45% dentist uses smart implants as it is less

expensive and available in variety of length, whereas 20% of dentist

uses premium implants as it is made up of high quality titanium

composites delivering high end quality.


48/58


OBJECTIVE 3: WHICH TYPE OF PROMOTION STRATEGY IS

MORE EFFICIENT IN CASE OF DI`S?

SOURCES PERSONNALINTERACTION

CONFERENCE OTHERS

PREFRENCE 60% 25% 15%

0%

10%

20%

30%

40%

50%

60%

PERSONNAL

INTERACTION

OTHERS

PREFREN

Figure 3: WHICH TYPE OF PROMOTION STRATEGY IS MORE EFFICIENT IN CASE OF DI S?

NOTE: 60% of company promotion strategy was majorly focused on

personal interaction with dentist and institutions.


49/58


OBJECTIVE 4: MARKET SHARE OF ARDS ANDCOMPETITORES?

COMPANY MARKET SHARE

DENTAL IMPLANTS INDIA 65%

OTHERS 35%

TOTAL 100%

0%

10%

20%

30%

40%

50%

60%

70%

MARKET SHARE

DENTAL IMPLANTS INDIA

OTHERS

Figure 4: : MARKET SHARE OF ARDS AND COMPETITORES?


50/58


NOTE: As seen above the dental implants India Pvt. Ltd. Is the leader in

terms of market share in M.P & C.G sector comparably to others.

OBJECTIVE 5: BUDGET ALLOCATED FOR VARIOUS TYPES

OF PROMOTION.

TYPES P.

INTERACTION

CONFERENCE OTHERS

BUDGETALL.

50% 40% 10%

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

P. INTERACTION CONFERENCE OTHERS

BUDGET ALL.

Figure 5: BUDGET ALLOCATED FOR VARIOUS TYPES OF PROMOTION.


51/58


NOTE: As seen above highest budget allocated is to personal

interaction as it is less expensive and more efficient.

INTERPRETATION

ARDS INT. strength is in its differentiation. Its strength in

differentiation comes from the immense diversity of products thecompany offers that are considered innovative and unique compared toproducts made by competitors. ARDS INT produces DENTAL, medical,and implant products. They are the leading innovators in anesthetics, anddiabetes care.Abbotts financial performance is consistent with its mission, objectives,

and organizational environment. The companys vision is Always at the

forefront, always first choice, and the company embraces the idea offocusing on a culture of continuous improvement and a dedication

towards organizational excellence. This includes the improvement of

employees, products, and the company as a whole. ARDS greatestdifferentiator is in the diverse mix of their business portfolio. Abbottsbroad line of products and the success of their employees is whatcontribute to such high numbers, as well as the companys ability to

produce what people need throughout the world, medically, dental, andimplants.The industry is changing fast. To survive and to prosper involves

managing drug pipelinesas drugs come off patents they no longerbring in enough revenues and must be replaced quickly by other drugswith durable patents. This means that the companies have to think ahead,something that sounds easy but involves great risks. Huge sums must beinvested in uncertain in-house research and development and/or must gotoward mergers and acquisitions with other promising companies.


52/58


Strategic alliances can be used to augment opportunities as well. Ascompanies develop their new pipelines, they must be mindful of changescaused by regulations and deregulations in countries all over the globe.

The global competitive environment creates challenges andopportunities for the companieswith equal importance for thecommunities in which they reside.This research offers no new insights into what it takes to build a viable

new product launch but it surely underlines two factsthat it is worth

doing in Indian market and that it will involve retaining and attracting

more market share with financial boost that need to take sizeable

financial risks.


53/58


FINDINGS FROM THE RESEARCH

An important facet of research is the analysis and positioning of

available DENTAL IMPLANT (NMB), and discuss opinion about theTITANIUM COMPOSITE before the launch in the Indian market.TITANIUM COMPOSITE has been available in International marketfor years, but the availability of the new molecule in India solely

depends on the ARDS. Since, TITANIUM COMPOSITE is licensed touse by ARDS.In terms of the new molecule TITANIUM COMPOSITE, Abbott holdsmonopoly in the market. But, it is essential to study the detailedperformance of available muscle relaxant in the market, in the DIcategory. This would determine the clinical positioning of TITANIUMCOMPOSITE.

Safety is the most

important characteristics that individual seek in a NMB agent.

ALUMINIUM has been in the top of the list in their clinical practicein any GA procedures, followed by TITANIUM and Vecuronium. Thiscreates a good market for TITANIUM COMPOSITE, since most of thedoctors consider it as one of the safest molecule in the DI category.

often or common. Though, the main reason cited for the need to use

reversal has been that, 79% of dentist believe the patient must bereversed.

92% doctors believe it doesnt need any reversal, as it is considered as

self- reversal agent. 63% of doctors have similar belief about


54/58


TITANIUM COMPOSITE, which gives it competitive advantage overavailable DI agents.

t has been

found that TITANIUM dominates the market share when it comes tobelow 30 minutes surgery or 3060 minutes surgery.

market share of Vecuronium, Titanium & Allmunium. Where,allmunium has edge over the other two.

Titanium is the mostpreferred molecule by doctors and also holds larger market share thanother competitors.


55/58


CONCLUSION

The dental industry currently represents a highly competitiveenvironment. Pharmaceutical companies have to operate in a highlyregulated environment; the degree of regulation to a significant extentdepends on the country and type of the product. One of the mostimportant aspects of government regulation for dental companies is priceregulation, and different countries have different policies on this issue.As the result of price control, prices of the same products cansignificantly differ in different countries.DENTAL IMPLANTS INDIA PVT. LTD. has been enjoying the long

run of its monotonous market in terms of its product TITANIUMIMPLANTS. With the new product launch, TITANIUM COMPOSITEit wouldnt be wrong to say that company will enjoy the similar

situation, if price being the competitive factor.With the Almunium occupying the maximum market shares in DIcategory, it would be easy to be replaced by TITANIUM COMPOSITE.Since, it is one of the 10 isomers of original molecule almuniumbesylate. Prior to its launch and clinical use TITANIUM COMPOSITE

has been well positioned as self reversal agent. Hence, it has goodpositioning in terms of need of reversal agent. TITANIUMCOMPOSITE being one of the safest molecule in the DI category, it canpick up in the market quiet well. As in the research it has been foundthat safety is the most important characteristics that doctor seek in an


56/58


ideal DI. Apart from this, majority of doctors has a belief that it wouldbe essential for all GA procedures.Hence, it can be considered that the market condition and initial opinion

about the product is ideal for the launch of TITANIUM COMPOSITE.

ANNEXURE

Q.1

WHICH TYPE OF IMPLANTS ARE USED BY DENTIST.

IMPLANTS SMART CLASSIC PREMIIUM

DENTISTPREFERENCE

Q.2

WHICH TYPE OF PROMOTION STRATEGY IS MOREEFFICIENT IN CASE OF DI`S?

SOURCES PERSONNALINTERACTION

CONFERENCE OTHERS


57/58


PREFRENCE

Q.3

MARKET SHARE OF ARDS AND COMPETITORES?

COMPANY MARKET SHARE

DENTAL IMPLANTS INDIA

OTHERS

TOTAL

Q.4

BUDGET ALLOCATED FOR VARIOUS TYPES OF

PROMOTION.

TYPES P.

INTERACTION

CONFERENCE OTHERS


58/58

BUDGET

ALL.

REVIEW OF LITERATURE

WEBLIOGRAPHY:

GOOGLE

ARDSIMPLANT.COMHTTP://SHAILGROUP.IN/DI/DEFAULT.ASPX

BOOKS:
http://shailgroup.in/DI/Default.aspxhttp://shailgroup.in/DI/Default.aspx

Documents

Ards Internationl