Plain-English definitions of the terms used in Indian pharmaceutical franchise and manufacturing trade.
PCD stands for propaganda-cum-distribution. It is a model where a pharmaceutical company grants a partner the right to market and distribute its products under the company's brand, usually with monopoly rights over a defined territory. The partner invests in local selling while the company supplies product and marketing material.
Propaganda-cum-distribution. A model where a pharmaceutical company grants a partner the right to market and distribute its products under the company's brand, usually with exclusive rights over a defined territory. The partner invests in local selling; the company supplies product and marketing material.
An exclusivity agreement giving a PCD franchise partner sole distribution rights for a company's products in a specified district or region. No other partner of that company may sell the same division there. Monopoly rights are the single most negotiated term in Indian pharma franchise deals.
Also called contract manufacturing or loan licensing. A pharmaceutical company produces medicines on behalf of another brand, which markets them under its own name. Commercial terms centre on MOQ, per-unit pricing and certification rather than territory.
Minimum Order Quantity — the smallest batch a manufacturer will produce for a client, normally stated per SKU. Third-party pharma MOQs commonly start around 3,000 units per SKU, though this varies by dosage form.
World Health Organization Good Manufacturing Practice certification. A quality standard covering manufacturing premises, processes and documentation. Buyers routinely request WHO-GMP documentation before committing to a third-party manufacturing arrangement.
A therapeutic product grouping such as cardiovascular, dermatology, gynaecology or paediatrics. Franchise rights are usually granted per division, so one partner may hold cardiac monopoly in a district while another holds derma.
A regional wholesaler holding inventory and supplying retail chemists. Stockists sit between the company or its franchise partner and the pharmacy counter, and are a primary target for field representative calls.
The mixed Hindi-English register used in everyday Indian business conversation. Most Indian pharma sales calls happen in Hinglish rather than pure Hindi or English, which is why call summaries translated into formal English lose commercial meaning.
Scoring an enquiry by commercial intent. Allota AI classifies leads as Hot, Warm, Cold or Dead based on what was said on the call — a rate list request or monopoly enquiry scores higher than a general question.
India's largest B2B marketplace and a primary inbound channel for PCD franchise and third-party manufacturing enquiries. Enquiries typically arrive as a phone number with minimal context, making the follow-up call the real qualification step.
Accounting and inventory software widely used by Indian pharmaceutical distributors and manufacturers. Marg ERP 9+ exposes an API for invoice, stock and ledger sync, licensed separately from the CRM.
A pharmaceutical sales representative working a defined territory, calling distributors, stockists and franchise partners. Often abbreviated MR when the role focuses on doctors rather than trade.
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