PROJECT REPORT

ON

“A Study on Lead Generation Process of Medical

Equipment –ASCEPTOZONE ULTIMA”

A report submitted to

Accurate Institute of Management and Technology,

Greater Noida as a mandatory part of PGDM-MM curriculum

Submitted to: Submitted by:

PGP Cell Name : Rajveer Singh
AIMT, Roll No.: MM091103
Greater Noida. Batch : 2009-11

Accurate Institute of Management and Technology

49, Knowledge Park-III, Greater Noida – 201306
E-mail : pgpcell@accurate.in
Website : www.accurate.in

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 ACKNOWLEDGEMENT

I would like to express my sincere thanks to Taxus Meditech, for giving me the opportunity to
carry out the Summer Internship Program in their organization. The whole period spent with the
organization has been of immense learning experience about the Indian Medical Equipment
Market.

Preparing a project of this a kind is not an easy task in itself and I am sincerely thankful to all
those people who helped me lot, in preparing and completing this project.

I am grateful to Taxus Meditech who has given me this opportunity to carry out the project “A
Study On Lead Generation Process of Medical Equipment – ASCEPTOZONE ULTIMA”

I am sincerely much thankful to Mr. Satyen Sharma (Managing Director) for providing me this
valuable learning opportunity.

I would also like to thank Mr. Anant Gahlot (Manager-Product Development) ,Mr. Praval
Rathod (Sales Head) and Ms. Rekha Bhasin (Office Co-ordinator), for her valuable guidance
keen interest and moral support that they provided throughout our project insight amidst his
busy schedule.

Finally I would like to thank Prof. Arti Atri (Faculty Guide & Mentor) without their help and
guidance the completion of this project would have become a very difficult task.

(Rajveer Singh)

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 DECLARATION

I hereby declare that the dissertation entitled “A Study on Lead Generation Process of

Medical Equipment – ASCEPTOZONE ULTIMA ” that is being submitted by me in

partial fulfillment of the requirements for the award of PGDM(MM) to ACCURATE

INSTITUTE OF MANAGEMENT & TECHNOLOGY is a record of bonafide work carried out

by me.

The results embodied in this dissertation have not been submitted to any other University or

Institution for the award of any degree or diploma.

Date:

Place: (Signature of the student)

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 INDEX
S.No. Title Page No.

1. Executive Summary ………………………………………..

2. Chapter – 1 : Introduction…………………………..…

1.1 Theoretical Background of the Topic………….……

1.1.1 Health Care Industry………………………………..….....

1.1.2 Sector Structure / Market Size………………..............

1.1.3 Investment In Health Care Industry……….…………

1.1.4 Medical Tourism………………………………….………….

1.1.5 Areas of Opportunity………………………….……….......

1.1.6 Government Initiative……………………..………….......

1.1.7 Health Care Industry in India & GDP………………..

1.1.8 Medical Equipment Industry……………………………..

1.1.9 Medical Device Market Share Division….……………

1.1.9 High Import Dependency………………..….………………

1.1.10 End User Analysis……………………..…….………..……….

3. Chapter – 2 : Literature Review………………..………...

2.1 Lead Generation Techniques………………….………...............

2.2 Lead Generation Process……………………………….…………..

4. Chapter -3 : Company Profile….….…………..…………...

3.1 Taxus Group………………………………………….………………..

3.2 Taxus Meditech - Core Values…….………….…………………..

3.3 Taxus Meditech – Introduction….…………………………………

3.4 Taxus Meditech – Vision & Mission………………………………

3.5 Taxus Meditech – Quality……………………….……………..........

S.No. Title Page No.

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 3.6 Taxus Meditech - Growth Tree………………..…………………..

3.7 Taxus Meditech - Promoters Profile………….……………………

3.8 Taxus Meditech – Customer Contact Point…......……………….

3.9 Taxus Meditech - Services offer………………….………………..

3.10 Taxus Meidtech - Team…………………………………….…………

3.11 Taxus Meditech – Competitors ……………………..…….……......

3.12 Taxus Meditech - Products …………………………..……………

5. Chapter – 4 : Objectives of Study…….………….…….…..…

6. Chapter – 5 : Scope of the Study ………………………….…

7. Chapter – 6 : Dealing of The Product ………....................

6.1 Taxus Meditech - Lead Generation …………….……………………

6.2 Taxus Meditech – Lead Generation Process………………………

6.3 Taxus Meditech – Hospital’s Name…………………………………

6.4 Taxus Meditech – Dealing with the Depatments………………

6.5 Taxus Mediteh - Objections…………………………………………

8. Chapter - 7 : Research Methodology………………….…..

7.1 Sources of Data………………………………………….…………..........

7.2 Sampling Design……………………………………….………………....

7.3 Methods of Data Collection ……………………….………………….

7.3.1 Primary Data……………………………………..……………………….

7.3.2 Secondary Data…………………………………………………………….

9. Chapter – 8 : Data Analysis and Interpretations .

S.No. Title Page No.

10. Chapter – 9 : Results and Findings………….……....

11. Chapter – 10 : Suggestions and Recommendations.

12. Chapter – 11 : Learnings in The Internship………..

13. Chapter – 12 :Bibliography ………………….…….…….

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13. Chapter – 13 : Annexure (Questionnaire, 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 ACEPTOZONE - 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.

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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.

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