Project Plan 1s191c

KURIAS

AYURVEDA HOSPITALS Pvt. Ltd. (KEAHPL)

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TABLE OF CONTENTS CHAPTER – I – INTRODUCTION................................................................................................................................................ 5 Benefits of Ayurveda over Allopathy ..................................................................................................................................... 7 Medical tourism in India.......................................................................................................................................................... 10 Reasons citing massive investments in Ayurveda treatments .................................................................................... 13 CHAPTER – II – COMPANY PROFILE – THE EARTH GROUP....................................................................................... 17 Brief Profile – Dr. Anish Kuriyas (Promoter KEAHPL) .................................................................................................. 18 Background ............................................................................................................................................................................. 18 Family History ......................................................................................................................................................................... 18 Dr. Anish – Experience and Expertise in Ayurveda ....................................................................................................... 19 Dr. Anish – Exceptional Management Competency ...................................................................................................... 20 Power of the Intangible Asset ............................................................................................................................................. 21 CHAPTER – III – OPERATIONAL COMPETENCY OF KURIAS EARTH ...................................................................... 22 Major Treatments of Kurias Earth Ayurveda Hospital .................................................................................................. 23 Ayurvedic Solutions for the 21 st Century ........................................................................................................................... 25 Mono-Medi ................................................................................................................................................................................... 28 Conceptual Treatments............................................................................................................................................................ 30 1. Computer Vision Syndrome ............................................................................................................................................. 30 2. EGA Treatment – Age reversal Technique .................................................................................................................. 31 3. Problems with Adolescent Children .............................................................................................................................. 32 4. Kalyanaka Rasayanam..................................................................................................................................................... 33 Packages ....................................................................................................................................................................................... 33 1. Health Maintenance package ......................................................................................................................................... 34 2.Pre & Post Maternity Packages....................................................................................................................................... 35 3.Bridal Package .................................................................................................................................................................... 35 4.Detoxification....................................................................................................................................................................... 36 5.Relaxation Package ............................................................................................................................................................ 37 6.Computer Vision Syndrome .............................................................................................................................................. 38 7.De-addiction ......................................................................................................................................................................... 39 8.Child Care Package ............................................................................................................................................................. 41

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9.Grand Parenting Package ................................................................................................................................................ 42 CHAPTER – IV – PROJECT DESCRIPTION........................................................................................................................... 44 Detailed Expansion Plans ........................................................................................................................................................ 44 1. Group Structure.................................................................................................................................................................. 45 2.City of Establishment ......................................................................................................................................................... 47 Projected Growth of KEAHPL over 3 Years ....................................................................................................................... 50 Phase 1 – Financial year 2011-2012................................................................................................................................. 50 Phase 2 – Financial Year 2012-2013 ................................................................................................................................ 51 Phase 3 – Financial Year 2013-2014 ................................................................................................................................ 52 Capital Requirement ................................................................................................................................................................. 53 Phase 1 – Financial year 2011-2012................................................................................................................................. 53 Phase 2 – Financial year 2012-2013................................................................................................................................. 54 Phase 3 – Financial year 2013-2014................................................................................................................................. 56 CHAPTER – V – FINANCIAL FEASIBILITY STUDY ........................................................................................................... 58 PART – A – Financial Feasibility of Individual Hospital ................................................................................................ 58 PART – B – Financial Feasibility of KEAHPL ..................................................................................................................... 61 Investor Ratio – Analysis...................................................................................................................................................... 62 Profitability Ratio .................................................................................................................................................................. 63 Liquidity Ratio- Analysis ...................................................................................................................................................... 64 SCHEDULES ................................................................................................................................................................................. 73 CHAPTER – VI – HUMAN RESOURCE REQUIREMENT................................................................................................... 80 Doctors .......................................................................................................................................................................................... 80 Therapists .................................................................................................................................................................................... 81 Human Resource Management- Training and Development....................................................................................... 82 Training .................................................................................................................................................................................... 84 Retention .................................................................................................................................................................................. 85 Therapist Cadres .................................................................................................................................................................... 85 Wages and istration ..................................................................................................................................................... 88 Estimation for the Year 2011-2012................................................................................................................................... 89 Estimation for 2012 – 2013 ................................................................................................................................................. 90 Estimation for 2013 – 2014 ................................................................................................................................................. 91

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The HR Structure ....................................................................................................................................................................... 92 CHAPTER – VII – MARKETING PLAN .................................................................................................................................100 In-House ments ..................................................................................................................................................... 101 1.The Earth Tour ..................................................................................................................................................................101 2.Pamphlets And Brochures ..............................................................................................................................................101 3.Essentials Of A Brochure .................................................................................................................................................102 Limited Media ment ............................................................................................................................................ 103 Referrals .................................................................................................................................................................................... 104 Doctor –based referrals ......................................................................................................................................................104 Customer-Based Referrals .................................................................................................................................................104 Combined Referral ...............................................................................................................................................................105 Sponsored Programs ............................................................................................................................................................. 105 Lean Hour Promotional Offer ............................................................................................................................................. 106 Travel Agency Tie –Ups ........................................................................................................................................................ 107 Online Presence ....................................................................................................................................................................... 109 Consultation Priority ............................................................................................................................................................. 110 CHAPTER – VIII – LEGAL REQUIREMENTS .....................................................................................................................112 Capital Requirements ............................................................................................................................................................ 112 Hr Structure.............................................................................................................................................................................. 113 Composition of Board..........................................................................................................................................................113 Non Executive Director Compensation and Disclosure..............................................................................................115 Code Of Conduct....................................................................................................................................................................115 Subsidiary Companies .........................................................................................................................................................115 Annual Report .......................................................................................................................................................................... 116 Annual s ...................................................................................................................................................................117 Directors Report ...................................................................................................................................................................118 Quarterly Financial Results ................................................................................................................................................. 118 APPENDIX .....................................................................................................................................................................................121 Pareto Analysis ........................................................................................................................................................................ 121 Guerrilla Marketing ................................................................................................................................................................ 122

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CHAPTER – I – INTRODUCTION

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he conceptual and operational framework of Ayurveda is wide enough to include all that is essential to make a man healthy and happy. It includes the study of right conduct (dharma), which is necessary for the healthy growth of society in which

the man lives. Further it deals with the philosophical aspect of life, the knowledge of which contributes greatly to the comfort and happiness of all human beings. Ayurveda philosophically understands the limitation of human efforts. Still it talks about the means of prolonging life and the methods of invigorating it. The objectives of Ayurveda are mainly two, the first being the maintenance of positive health, and the other treatment of diseases. These clearly defined objectives are achieved through logically developed means in a classical way. On the basis of objectives defined, the sum and substance of Ayurveda can be classified into two parts i. Healthy man’s regimen - the science of positive health (svasthavrittam) ii. Patient’s regimen (aturavrittam).

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Healthy man’s regimen The emphasis on the concept of positive health is a unique feature of Ayurveda. The radical shift occurred in defining health encourages the medical fraternity of modern times to look deeply into empirically evolved ayurvedic techniques for the maintenance of positive health. The recommendations that Ayurveda puts forth in this regard include the observance of systematized daily routine (dinacharya), life in accordance with seasons (ritucharya) and well planned schedules of diet and exercise. Ayurveda stresses on the need of maintaining personal, social and civic hygiene for the orderly upkeep of positive health. Ayurveda recognizes that mind is very powerful both in the causation and cure of diseases. So, strict mental discipline and adherence to moral values are considered a pre-requisite for health. Therefore, ethical basis of life (sadvrttam) is described as an important health system. The innate strength of an individual to resist the affliction of disease - vyadhikshamatvam is well considered and its positive and negative influence on health understood. The techniques evolved in this regard are the boosters of human immune system. Experts view the recommendations suggested for maintenance of positive health as protective measures against endogenous - e.g. ageing - and exogenous - e.g. environmental pollution - afflictions and point out their efficacy in strengthening the cellular function in human body. These observations are comparable with modern concept of Prohost Therapy and use of Cyto-protective Agents of contemporary medicine. Obviously regular or periodic use of rejuvenative therapy (rasayanachikitsa) also finds a place in the maintenance of positive health because of its therapeutic potentials to delay the process of ageing and also to improve quality of life. Patient’s regimen Patient’s regimen (aturavrttam) deals with the curative and palliative measures employed for the medical and emotional care of the patient. It includes definition of the disease, etiology, clinical picture, patho-physiology, prognosis and line of treatment consisting of drugs, diet and life style. In patient's regimen

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A condition of disease is caused by either internal (bodily) or external (environmental) factors. Diseases can have somatic or psychic cause factors. Ayurveda insists that more often than not every ailment will have a psychosomatic etiology. More importantly, the therapeutic approach is focussed not exclusively at the ailment as such, but it is directed at the patient as a human being. Thus, the Ayurvedic approach to a patient and his cure is often termed as holistic. The Ayurvedic therapy is either palliative (samanam) or purificatory (sodhanam). The palliative approach stresses on the use of medicaments. The famous Panchakarma therapies and the ive Kerala special therapies belong to the purificatory approach. In both cases, proper control of food and behavioural habits is a necessary component for achieving perfect cure. The human constitution and the condition of his ailment are ensconced in a three-factorial humeral (tridosha) frame-work which itself is a derivation from the five-factorial (panchabhautic) macrocosmic frame-work. Medicaments, the tools for dealing with a condition of ailment, are also perceived to belong to these two axiomatic frame-works. In a nutshell, Ayurveda recommends socio-economic adjustments, modification of personal habits, protection against trauma, control of infection, control of pollution, and prophylactic medication for the maintenance of positive health. To highlight the same a brief description of the benefits of Ayurveda over allopathy is being made.

Benefits of Ayurveda over Allopathy 

Ayurveda, the most sophisticated and accurate approach in health care was introduced by

some eminent people around 5000 years ago in India. In this modern period of time it is been largely challenged by the 300 years old branch of medical science called Allopathy. 

Ayurveda aims at finding the root of a disease and then eradicating it completely from the

patient whereas Allopathy aims at giving patient an instantaneous relief by destroying organisms that caused the disease but it is not guaranteed that the disease is permanently cured. 

The philosophy of Ayurveda is to prevent human beings from unnecessary sufferings and to

give them a long and healthy life. Ayurvedic treatment consists of natural herbs and is based on direct sense perception, logical inference and hearing from realized souls and saints.

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Allopathy treats the diseases by some antidotes which produce entirely different effects

from those caused by the disease itself. It follows mainly 3 steps-Hypothesis, Experimentation and Observation and Conclusion. Allopathic practitioners have their own restrictions as they focus on the symptoms, not the causes. 

Ayurvedic treatment mainly consists of essence of fruits, vegetables, spices and natural

herbs which helps in curing diseases without having any side effects on the patient's body. Though it is not the fastest treatment but surely the most effective one. Allopathic treatment generally cures diseases in a short span of time but have very high chances of side effects such as allergies, hair loss, weakness etc. 

Allopathy in spite of being the modern system of medical treatment is unable to find a

permanent solution for some diseases like Jaundice, Piles, Vitiligo, Rheumatoid arthritis, Biliousness etc. These diseases can be successfully managed by Ayurveda. 

Ayurveda is well aware of the system of body and instead of suppressing it; it approaches

directly to the origin and cures the disturbing element. This methodology minimizes the chances of side effects, giving the patient permanent relief from the disease. Ayurveda not only deals with the treatment but also teaches us the style of proper living i.e. a healthy and prosperous life. 

Ayurveda is now-a-days excelling Allopathic treatment as people are becoming conscious

about their future along with their present. They want a permanent relief rather than a swift and temporary one. Modern doctors have also started suggesting Ayurvedic medicines along with the Allopathic treatment as Ayurveda is bringing a great revolution in the field of medical science. Naturopathy is based on the fundamental principles of Ayurveda. The basic tenet of Naturopathy is to live according to the laws of nature: disease occurs due to the accumulation of toxins in the body, and to cure the ailment, the body is purified with the use of natural methods, dietary regulations and exercise. The healthcare sector in India Healthcare is one of India’s largest sectors, in of revenue and employment, and the sector is expanding rapidly. During the 1990s, Indian healthcare grew at a compound annual rate of 16%. Today the total value of the sector is more than $34 billion. This translates to $34 per capita,

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Or roughly 6% of GDP. By 2012, India’s healthcare sector is projected to grow to nearly $40 billion. The private sector s for more than 80% of total healthcare spending in India. Unless there is a decline in the combined federal and state government deficit, which currently stands at roughly 9%, the opportunity for significantly higher public health spending will be limited. A massive boom in private hospitals is changing India’s health delivery landscape beyond recognition. New hospitals are mushrooming, even in smaller towns, and leading healthcare entrepreneurs with deep pockets are expanding their empires, often overseas. The scent of big money is in the air. It's capturing the dreams of young entrepreneurs. It's making seasoned business leaders look for an edge in marketing healthcare in a new avatar. It's giving doctors the choice and option of moving from green to greener pastures. Growing population, increasing affordability, comparative cheaper treatment costs as opposed to the west and medical tourism thereof, increased health insurance penetration, increased patient awareness, out-of-the-box unconventional thinking by the healthcare players for better operations, government opening up its arms to PPP and even providing tax holidays will be the key factors to look out for which would drive the future of healthcare in India. At the root is the new-age patient who wants the best treatment money can buy. Bleeding-edge technology, wonder

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drugs and star facilities are now the hospital mantra. Healthcare systems are usually large, complex and slow to respond to change. But the surge of new ideas, approaches and institutions is melting away the age-old barriers to change. India is writing a new chapter of growth. The healthcare market is on an unprecedented high at 16 per cent year on year. From `1,02,600 crore in 2005, it now clocks `2,00,000 crore and is projected to reach `3,00,000 crore by 2012. The Indian healthcare sector can be viewed as a glass half empty or a glass half full. The challenges the sector faces are substantial, from the need to improve physical infrastructure to the necessity of providing health insurance and ensuring the availability of trained medical personnel. But the opportunities are equally compelling, from developing new infrastructure and providing medical equipment to delivering telemedicine solutions and conducting cost-effective clinical trials. For companies that view the Indian healthcare sector as a glass half full, the potential is enormous. One of the key sectors witnessing revival in the current decade is the Ayurveda industry. This report presents the industry analysis, growth and marketing aspects to expand the industry and how the Earth Group aims to develop and gain benefits from this market.

Medical tourism in India Medical tourism is one of the major external drivers of growth of the Indian healthcare sector. A Google search of “India medical tourism” turns up more than two million results. The emergence of India as a destination for medical tourism leverages the country’s well educated, English-speaking medical staff, state-of-the art private hospitals and diagnostic facilities, and relatively low cost to address the spiralling healthcare costs of the western world. India provides best-in-class treatment, in some cases at less than one-tenth the cost incurred in the US (see chart). India’s private hospitals excel in fields such as cardiology, t replacement, orthopaedic surgery, gastroenterology, ophthalmology, transplants and urology. According to a t study by the Confederation of Indian Industry and McKinsey, Indian medical tourism was estimated at $350 million in 2006 and has the potential to grow into a $2 billion industry by 2012.4 An estimated 180,000 medical tourists were treated at Indian facilities in 2004 (up from 10,000 just five years earlier), and the number has been growing at 25-30%

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annually. India has the potential to attract one million medical tourists each year, which could contribute $5 billion to the economy, according to the Confederation of Indian Industries. In addition to receiving traditional medical treatments, a growing number of western tourists are traveling to India to pursue alternate medicines such as Ayurveda, which has blossomed in the state of Kerala, in south-western India. The number of medical tourists visiting Kerala was close to 15,000 in 2006 and is expected to reach 100,000 by 2010.5 To encourage the growth of medical tourism, the government also is providing a variety of incentives, including lower import duties and higher depreciation rates on medical equipment, as well as expedited visas for overseas patients seeking medical care in India. Medical tourism and Ayurveda Medical tourism is a growing business in Asia. Foreigners often come to this side of the content to get therapies and treatment, which would be extremely expensive in their own countries. More and more Globetrotters are making a beeline for the state of Kerala in India for its effective ayurvedic treatments and therapies. Many of the Ayurvedic therapies are quite effective, however one cannot expect a hundred percent cure. Still, some of the high demanding therapies are for Arthritis patients, treatment to arrest the ageing process, high blood cholesterol, diabetes, body slimming, stress management and beauty treatments. Although good holistic Ayurvedic treatments can come at a high cost many health conscious individuals are opting for the Ayurvedic experience. Ayurveda has gained a lot of global attraction. Being one of the main features of tourist attraction down south, many Ayurvedic centers are on a rise today. India is emerging as a great destination for medical tourism because it has several pull factors like excellent medical treatment at low cost, easy accessibility, picturesque locations for excellent holiday, etc. The 2007 annual report of the Department of AYUSH (Ayurveda, Yoga, Unani, Siddha, and Homoeopathy) confirms that Ayurveda’s popularity and commerce have improved tremendously

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since 2001. As the accompanying graph reveals, after the first WAC in 2002, the foreign trade of AYUSH products increased by 48% over the previous year, a rise of `5862 million. There has been continuous growth in AYUSH exports thereafter, showing 74% growth in volume in 2007 as compared to that in 2002. More than 86% of trade related to AYUSH is contributed by Ayurveda.

Competition in the Ayurvedic Treatments Industry The healthcare Ayurveda market is at a nascent stage. But the boardrooms of most corporate healthcare players are now reverberating with plans to set up huge medicities solely dedicated to Ayurveda. The pioneers of private healthcare - Apollo Group will also be a pioneer in this segment. This medicity is coming up near Pune that will offer ayurvedic treatment. It has signed an agreement with real estate firm, Hindustan Construction Co (HCC), to set up the medicity inside the hill station, Lavasa in Maharashtra. On the same lines of Apollo, another big player to tap this market is Hinduja Group who will foray into wellness by setting up the World Knowledge Centre (WKC). WKC will be built on the philosophy of multi-disciplinary approach to healthcare wherein traditional Indian system like Ayurveda, yoga and meditation would be integrated with modern medicine, so as to provide comprehensive healthcare to treat complete range of illnesses, whether they are chronic, stress

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oriented or lifestyle related. To authenticate its therapies, WKC would also be upgraded with a clinical R&D setup wherein the ayurvedic preparations would be clinically tested. It would be equipped with state-of-art diagnostic centre and modern spas and wellness clinics. Initially, the Group will have only one such centre and subsequently more such models would be setup in each region in India. After the concept matures over a period of time, the Group plans to franchise it overseas. The project would take 36 months to complete and the Group plans to spend almost $ 270 million that is approximately `1200 crore, in this mega project. The Katra group Kerala Ayurveda has aggressive expansion plans locally as well as globally. It plans to roll out 50 clinics across India. Kerala Ayurveda currently has 30 clinics, predominantly in south India which are being revamped and modernised. Kerala based AyurVaid Hospitals has a highly aggressive plan of setting up 40 ayurvedic hospitals across India from the current strength of two hospitals in Kochi. For its ambitious growth plans it has already attracted investment from the Private Equity firm Acumen which has announced an initial investment of `4.5 crore. If giants like Apollo and Hinduja are investing so much in Ayurveda treatment, it is indication enough about how bullish healthcare providers are about this segment. Keeping in mind the fact that most of the players have just jumped into this sector and it would take them significant time to set up their layout and reap the benefits from this industry. It would only be wise for any keen investor to bet his stakes into this exciting industry where presently it faces such limited competition.

Reasons citing massive investments in Ayurveda treatments The reasons for so many groups flooding for ayurvedic healthcare are manifold. The growth drivers for this industry are not only the yawning gap of demand supply but the rising incidences of chronic diseases. The PWC Study for World Economic Forum's 'Working towards Wellness' program highlights that deaths from chronic diseases will a sharp increase from 3.78 million in 1990 to 7.63 million in 2020 ing for 66.7 per cent of all deaths. Chronic diseases would be the number one killer in India. The current growth rate of Ayurveda can be attributed

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towards lifestyle related disorders only; other disorders will obviously increase the count in the future. The ayurvedic healthcare providers view this as a huge opportunity to grow as currently there is no cure available for such ailments as far as conventional medicine go. Modern healthcare delivery system has done a great job in diagnosis and cure of most illnesses. But chronic illness is one area where its advantages pale in comparison to traditional systems like Ayurveda. By infusing modern medical practices we are creating a reliable and replicable system akin to allopathy which will make Ayurveda the choice of millions with chronic illnesses over the next decade. The second reason for alternative medicine to flourish is the paradigm shift of healthcare from curative care to preventive care. It is in this segment that systems like Ayurveda score well. The 'wellness trend 'is also gaining momentum in the healthcare, firstly because of the new aged well-informed consumer who is becoming health-conscious. Secondly due to inflation and everincreasing cost of high-end medical care, people are ready to invest more time and energy in preventive healthcare products and practices. This is causing a rapid increase in the demand for value added wellness products particularly the nutritional supplements (both in India and abroad). In India, lifestyle disease is already the prime killer mainly in cardiovascular disease and diabetes. Hence, healthcare is becoming expensive and Indians are taking to wellness and preventive healthcare practices in droves. Ayurveda in Kerala The high humidity in Kerala helps to open up the body pores and the medicinal oils used in massaging get easily absorbed into the body there by increasing the effectiveness of the treatment. Sirodhara, Pizhichil, Navarakizhi, Thalapothichil, Pachakizhi and Podikizhi are some of the Kerala special ayurvedic procedures. The fundamentals of Ayurveda being practised and taught in Kerala are not different from those of the rest of the country, in their essence and philosophy. But in the present days, there indeed is a notable difference in certain aspects of Kerala tradition of Ayurveda. This difference

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pertains to the importance given to Vagbhata’s Ashtangahridayam in preference to other classical texts by Kerala traditional physicians, the uninterrupted history of practising the classical panchakarma therapies in all their authentic fidelity, the innovative development of the reputed Kerala preparatory therapies and finally the wide variety of exclusive herbal based formulations overshadowing the use of metal and mineral based drugs. The development of Ayurveda in Kerala is particularly noted for its origins in nonbrahminical traditions even before the entry of classical Ayurveda in the early centuries of the Christian era. These two streams subsequently blended so well that it gave a unique strength to the health care tradition of Kerala. The traditional practitioners of Ayurveda considered Ashtangahridaya as a primary text. Several commentaries were written by experts here. More importantly, new texts were written in Kerala both in Malayalam and Sanskrit. Sahasrayogam, Chikilsamanjari, Vaidyamanorama are just a few examples. These and similar other Kerala texts still remain sources of very useful information on formulation, medicinal plants and therapies.

Another very important contribution by Kerala physicians is the continued practice and enrichment of the panchakarma therapy. Even when they became defunct in the rest of the country due to sociopolitical reasons, Kerala retained this therapeutic wealth in all its pristine essence. Texts were written here on its practical aspects. More importantly, the famous Kerala special therapies were

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evolved by the practitioners here. They are essentially preparatory in nature. Dhara, mukkippizhichil, navarakkizhi, etc. are typical examples. As the practice of Ayurveda expanded in popular acceptance in the recent past, these treatment modalities have also become more prevalent. There are several unique herbal formulations described in Kerala texts. Many of them have now received national level acclaim and they are included in the Ayurvedic Formulary of India. One important aspect of Kerala formulations is that the stress is more on herbal components rather than on metals or minerals. There is also the history of Ayurvedic physicians developing some areas of specialisations like paediatrics, ophthalmology, martial therapy, etc.

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CHAPTER – II – COMPANY PROFILE – THE EARTH GROUP

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arth Hospital, a chain of multi-specialty Ayurvedic hospitals was founded by Dr. Anish M Kurias in 2001, who hails from a family of Ayurveda acharyas practicing Ayurvedic cure since 1870, Earth Ayurvedic Hospitals provide a balanced and

holistic, multi-modality approach to treatment. Earth Hospital has now been serving the healthy and healing the unhealthy for over a decade. It currently has hospitals in Bangalore, Cochin and Noida. It plans to expand its chain, primarily through the franchise route. It has now appointed a super franchise for Karnataka at Bangalore which will be the focal point for initiation of branches for further expansion in the state. Earth Hospitals aim to provide health services to a growing section of society who wish to move beyond symptomatic and temporary relief to address the root cause of illnesses and adopt a long lasting solution. With a 140 year old tradition of Ayurvedic practitioners and experts, it is well positioned to deploy India's ancient science to heal contemporary health issues and diseases. Earth

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Hospital aims to provide customized treatment across age groups with state of the art facilities, qualified Ayurvedic medical practitioners, therapists, equipment’s and medicines. The treatments would include diagnosis and cure for serious medical conditions such as cardiac disorders, skin disorders. diabetes, degenerative ts, disorders of the head and neck, besides preventive, wellness packages for lifestyle disorders such as infertility, job hazards, obesity, computer vision syndrome, skin nourishment and memory fitness among others.

Brief Profile – Dr. Anish Kuriyas (Promoter KEAHPL) Background Dr. Anish completed B.A.M.S with rank during the year 2001, from ‘Aswini Ayurvedic College’ at Davangere, d to the Kuvempu University of Karnataka. Dr. Anish is the torchbearer of the fifth generation of this notable Ayurvedic Toxicologist Family. He now runs an Ayurvedic hospital, ‘EARTH’ [Evergreen Ayurvedic Resort of Traditional Healing], where it provides, all kind of Ayurvedic treatments, as well as his ancestral toxicology treatments. He was adjudged as one of the best Ayurvedic Toxicologists in kerala in a survey conducted by the World Ayurveda Congress. His association with various development societies and social service organizations has earned him a noble position among contemporary Ayurvedics. A presentation on ‘Practical Ayurvedic Toxicology’ at the National Seminar 2000, conducted at Kottakal Aryavaidya Sala earned him great acclaim. Family History Dr Anish is the fifth generation of a long and illustrious line of Toxicologists, who over the generations have amassed an immense knowledge in the field of Ayurveda which has given the current generation access to traditional and invaluable knowledge. Mr. Kuria Ayurveda, one of the oldest form of alternative medicines still practiced, came on track with our family since 1870, by an effort of the great Ayurvedic Toxicologist Mr. Kuria, who belonged to a

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place named ‘Chembu’. His knowledge and views were transferred to his son, Mr. Oueseph Ulahannan Kurias. Mr. Oueseph Ulahannan Kurias Mr. Oueseph Ulahannan Kurias in a palm leaved manuscript, with which the latter refined his knowledge and made a habit of practicing it. This knowledge and practical experience were inherited to his son Mr. Kurian Paul Kurias. Mr. Kurian Paul Kurias He dedicated most of his life in researching, practicing and documenting this trade of Ayurveda. All of these great vaidyas considered it as a service to treat the diseased, and demanded no remuneration. Mr. Kurian Paul Kurias, in his last stages of life, requested his son, Mr. Mathew Paul Kurias. Mr. Mathew Paul Kurias He take over this profession, since he was under the supervision of Mr. Kurian for about ten years. Granting the wish, he not only took over the practice, but also ed over his knowledge to other vaidyas too. Mr. Mathew Paul suggested his son, Dr. Anish Mathew Kurias to graduate in Ayurveda. Dr. Anish – Experience and Expertise in Ayurveda Dr. Anish completed B.A.M.S(Bachelor of Ayurvedic Medicine and Surgery) with rank during the year 2001, from ‘Aswini Ayurvedic College’ at Davangere, d to the Kuvempu University of Karnataka. He is the torchbearer of the fifth generation of this notable Ayurvedic Toxicologist Family Dr Anish’s is wholly responsible and credited for the creation, development and production of the unique “Mono-Medi”. The medicine contains most of the time only a single ingredient, or the treatment is just once or there are no other medicines to be taken along with it etc. These medications are based on easily available substances, and usually have only one or two ingredients.

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He has also pioneered in the development of several concept treatments such as the “age reversal treatment” and many more by synergizing the traditional knowledge with contemporary needs. Dr Anish is an award wining doctor with proven capabilities. . He was adjudged as one of the best Ayurvedic Toxicologists in kerala in a survey conducted by the World Ayurveda Congress Dr Anish is also the Author of Vysarasayana. Thus emphasizing the plethora of knowledge he brings to the organization. Further he has an active student base of more than 600 students , who are groomed under his mentorship. Dr. Anish – Exceptional Management Competency Dr Anish brings with him a vast experience of more than 10 years in the hospital management sector. He was the technical director for Nagarjuna Pharmaceuticals. He also has experience of running hospitals overseas , viz managed a hospital in Dubai for several years. However, Dr Anish has proven his management and leadership capabilities, with the accelerated growth of Kurias earth Hospitals Pvt Ltd by setting up and managing several hospitals across the country in a matter of 2 years. Dr Kurias is also an industry wide , respected and highly sought after persona. He provides motivation and leadership to several ayurveda students , who look up to him as their role model. He has a student base of more than six hundred students. Thus epitomizing his leadership and man-power mobilizing skills. Dr Anish is a visionary with a sharp taste for innovation. He was solely responsible for bringing the idea of “concept treatments” into the industry and is only provided by Kurias earth Hospitals Pvt Ltd. He also introduced Mono-Medi which was earlier an unknown concept in the industry. In his ideology –innovation never stops. Dr Anish attract a huge cliental base across the world , with clients from Kazakhstan, Russia, Dubai etc. He also attract big name clients like the late Steve Erwin. The skill sets which Dr Anish brings to an organization is intangible

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Power of the Intangible Asset There was a time when hard assets such as factories, equipment and land created value. Today, intangibles — strategy, innovation, people, customer loyalty, leadership, technological change, research and development, competitor activities, climate change, patents, reputation — create or destroy value During the past 10 years, various surveys have consistently linked approximately 80percent of Standard & Poor’s market value to intangibles. Recent PricewaterhouseCoopers’ research s the view that a significant proportion of a company’s value (potentially over 60 per cent) relates to intangible assets. For many of these companies, the brand forms the majority of this value. These are, of course, not currently recorded or valued in the vast majority of financial records. So why are intangible assets so important? Strong brands influence customers’ decisionmaking processes, as well as ensuring that prices can be charged. This is particularly true in the service segment. At their best, they represent a guarantee of quality. Intangible assets, therefore, provide potential competitive advantage. Management’s ability to deliver its strategy is highly reliant on its customer relationships, brands and performance of key employees – all of which are typical intangible assets for ing purposes. The relevance of these factors is clearly vital to a company’s profitability and to the sustainability of its future performance.

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CHAPTER – III – OPERATIONAL COMPETENCY OF KURIAS EARTH

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urias Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) derives its’ operational capabilities primarily from its “Specialty Services”. The Specialty Services encomes Multi-specialty, Mono-medi, Treatments provided, Concepts and

Packages. These services provide a plethora of treatments and provide utmost satisfaction to customers in the most efficient and effective manner. Thus underlining the operational efficiency and capabilities of Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) At Earth Hospital, we offer both inpatient and outpatient services. Both departments are equipped with modern facilities. Different treatment modules are developed and designed on an individualized basis by our physicians. It includes: 1. Dentistry 2. Neurology 3. ENT 4. Paediatrics 5. Gynaecology 6. Kidney Stone problems 7. Spinal disorders 8. Skin problems 9. Pulse Reader 10. Teenage memory loss disorders 11. PCOD 12. Sexual Disorders 13. Stress & Strain 14. Child Asthma 15. Piles 16. Fistula

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17. t pain 18. Back pain 19. Obesity 20. Infertility 21. Diabetes 22. Rasayana 23. Arthritis 24. Hair fall 25. Pigmentation 26. Ano-rectal disorders 27. Ulcers 28. Gangrene 29. Migraine 30. Leucoderma 31. Kaya Chikitsa 32. De-addiction

Major Treatments of Kurias Earth Ayurveda Hospital Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) provides a plethora of treatments to its customers which are requisite for their treatment. Each treatment is tailor made for the customer so as to reap maximum benefits. The Treatments provided by Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) include:

1. Panchakarma Ayurveda emphasizes preventative and healing therapies along with various methods of purification. Ayurveda is more than a mere healing system; it is a science and art of appropriate living which helps to achieve longevity. It can also guide every individual in the prevention of disease and long term maintenance of health. To achieve this balanced state of body, mind and consciousness, Ayurveda prescribes Panchakarma Therapy for the cleansing of body toxins. As the name suggests, Pancha in Sanskrit stands for Five and Karma are the therapeutic measures, These are undertaken for the purification of the body and Ayurveda considers it necessary before the start of any other therapy. The Panchakarma therapy of Ayurveda is comprised of five basic types of advanced treatment for the evacuation of vitiated Dosha (toxic materials) from the body. These practices are extremely helpful in relieving deep seated diseases as well as being beneficial for maintaining and improving physical and mental health. Any panchakarma will begin and end with the following procedures

2. Nasyam This is a treatment for certain types of paralysis, headaches, mental disorders etc., in which herbal juices, and medicated oils are istered through the nostrils for a period of seven to 14 days.

3. Nethrasekam This is a process of cleaning the eyes using running medicated water. It is recommended for relaxing and soothing the eyes and the optical nerves that have been subject to stress and strain.

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4. Siro Dhara A thin uninterrupted stream of medicated herbal oils or milk or buttermilk is made to fall on the fore head in a special manner for about 45 minutes in a day for a period of 7 to 14 days Effective in insomnia, mental tension, skin diseases and gives relaxation of mind.

5. Thalapothichil This form of treatment is indicated for stress relief, insomnia and certain mental ailments. A paste made of emblica officianalis and other herbs along with butter milk, is applied liberally over the head.

6. Tharpanam This is a treatment that strengthens the optical nerves, prevents cataract and gives a cooling effect to the eyes. Medicated decoction * ghee are retained around the eyes within a boarder made of medicated herbal dough. Duration 20 - 30 minutes.

7. Karnapoornam This is a treatment that cleans the ears and prevents hearing loss and associated disorders. Medicated fumes and herbal oils are applied to the ear in this treatment process. Duration: 20 30 minutes.

8. Kati Vasthi This is a unique herbal treatment for spinal disorders, back pain, lumbar spondylosis, degenerative inter vertebral disk prolapse, sciatica etc. specially prepared warm medicated oil is held for about 45 minutes within a boundary made of herbal paste over the lower back.

9. Pada Shubhakari Unique massage, which involves traditional massage techniques pertaining to the ancient martial art of Kerala, using ayurvedic herbal oils. There will be a hand massage

10.

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Dhanyamla Dhara

This is an effective treatment for Hemiplegia, Paralysis and rheumatic complaints, and consists of an herbal liquid body bath in a special vessel, with two or three masseurs rhythmically massaging the patient for 45 minutes to one hour during the treatment process.

11.

Njavara Kizhi

This is a treatment for Rheumatism, t pain, blood pressure, paralysis, cholesteraemia, emaciation of limbs and for certain skin diseases. It also improves blood circulation, softens the skin and enhances the complexion. In this treatment, rice cooked in medicated milk, along with certain herbal infusions, is bundled into a bolus.

12.

Dhanya Kizhi

This is a form of treatment in which powdered cereals and pulses are bundled into a bolus, warmed and applied all over the body. This helps to reduce t pains in patients with rheumatoid fever. It also helps in weight reduction.

Ayurvedic Solutions for the 21st Century 1. Child Wheezing The recurrent attacks of these may lead to Asthma. Ayurveda can treat all the breathing and in associated problems effectively by purifying the body. Specialty 1.Single drug treatment for 3 days for child wheezing 2.Keraleeya and Panchakarma treatment

2. Back & Neck Back and neck pain are the most common chronic pain conditions. It may arise from soft tissue, bony parts of the neck and back and ts holding the spine in alignment. It can arise directly or indirectly from discs in the back or neck and it can occur when nerves and nervous

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tissue get damaged, normally protected by the bones of spine. The following can be treated by Ayurveda effectively. Our Specialty 1.Kerala Karma 2.Marma chikitsa 3.Yoga

3. Hair & Scalp Care The problem related to hair and scalp can be one of the most common problems with many myths. The main reason for the hair related problem are due to hormonal changes, genetic, medication etc., Finding it early and treating through Ayurveda is a natural way to keep the problem away. Ayurveda help you to find the solution for the following. Our Specialty 1.Pure herbal products 2.Talapodichil 3.Shiro Vasti 4.Nasyam 5.Shirodhara

4. Skin Problem Most of the skin problems have their reasons to rise and many skin diseases to make persons psychologically depressed. Skin problems may start as a separate disease or as a symptom, any skin disease can be treated effectively by Ayurveda by internal medications along with regular therapies to prevent recurrence. The following are the some can be treated effectively. Our Specialty

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1.Keraleeya karma 2.Sarvanga dhara 3.ksheera dhara 4.Panchakarma

5. Menopausal Syndrome Menopausal symptoms affect about 70% of woman approaching menopause. The symptoms usually last for the while menopause transition, but some women may experience them for the rest of their lives. The common symptoms are: Changes like - Fatigue, hair loss, sleep disorders, difficult to concentrate, memory loss, dizziness, weight gain, incontinence, Bloating, allergies, Brittle nails, Changes in odor, Irregular heartbeat, depression, anxiety, Panic disorders etc. Pains: Breast pain, Headaches, t Pains, Burning tongues, Electric Shocks, Digestive problems, Muscle tension, Itchy skin, Tingling extremities, Osteoporosis etc. Our Specialty 1.Monomedi 2.Keraleeya Panchakarma to balance changes 3.Counseling 4.Yoga 5.Detoxification

6. Sleep Disorders

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Sleep Problems cause more extra just sleepiness - lack of quality sleep can cause accidents, affect your relationship, health, mental powers and make you feel generally disconnected from the world. If your sleeplessness is caused by a tough deadline or a common cold, you might not have trouble, getting your sleep back on track after the deadline or cold goes away, But if you have trouble in sleeping on a regular basis Ayurveda can guide to managing common sleep problems and can help you be well on your way to experience health restoration sleep. Our Specialty 1.Padashubhakari 2.Shirodhara 3.Sarvanga Dhara 4.Nasya 5.Thalam 6.Shirolepa 7.Sirodhara

Mono-Medi The medicine contains most of the time only a single ingredient, or the treatment is just once or there are no other medicines to be taken along with it etc. These medications are based on easily available substances, and usually have only one or two ingredients. Mono-Medi finds its use in several of the ayurvedic treatments, such as: Kidney Stone Ayurveda emphasizes preventative and healing therapies along with various methods of purification.

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Duration: 3-4 Days Infertility Ayurveda emphasizes preventative and healing therapies along with various methods of purification. Duration: 2-3 Days Child Wheezing Ayurveda emphasizes preventative and healing therapies along with various methods of purification. Duration: 4-5 Days Swarnaprasha Ayurveda emphasizes preventative and healing therapies along with various methods of purification. Duration: 3-4 Days Tonsillitis Ayurveda emphasizes preventative and healing therapies along with various methods of purification. Duration: 2-3 Days Computer Vision Syndrome Ayurveda emphasizes preventative and healing therapies along with various methods of purification. Duration: 4-5 Days Running Nose

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Ayurveda emphasizes preventative and healing therapies along with various methods of purification. Duration: 2-3 Days Head Ache Ayurveda emphasizes preventative and healing therapies along with various methods of purification. Duration: 1-3 Days

Conceptual Treatments These are Kurias Earth Hospital’s specially “hand-made” treatments for handling certain unique and general ailments. They include: 1. Computer Vision Syndrome Computers are mostly designed for the adults, though it is extensively used by children for information and leisure. Since the children are small comparing to adults they find difficulty in viewing the scene and using the Keyboard. They develop more visual problems because they are more adaptable and have limited degree of self-awareness. They develop severe visual defects at a tender age which will have a great impact in their future life. The Earth Ayurvedic hospitals provide appropriate solutions from the treasure box of Ayurveda for the ocular ailments. The packages aims at strengthening the muscles and increasing tear production and moisture of the eyes. It also provides remedies to the problems caused to others organs as well due to excessive computer usage. Treatments: 1.

Siro Dhara

2.

Tharpanam 1. Job Hazards treatments for the working professional

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The hectic job scenario of the modern life not only consumes Depression and Obesity leisure and family life but also your health. Lifestyle diseases are a result of an inappropriate relationship of people with their environment. Sedentary jobs, poor diet, alcohol, lack of stress coping mechanisms etc. have a pivotal role in worsening the health crisis. Most of these diseases are found to be job oriented. Diseases like Gastritis, Diabetes, Haemorrhoids, and Sinusitis coupled with premature greying, hair fall & dandruff and skin disorders are formed people who skip routine food, sleep and exercises. Lifestyle diseases are different from other diseases because they are potentially preventable, and can be lowered with changes in diet, lifestyle, and environment. Most of these do not lend themselves to a quick fix by modern medicine. Ayurveda, the Science of life offers comprehensive solutions to all the problems related to life style diseases. The Earth Ayurvedic Hospitals are exponents of this science, specializing in the Keraleeya Karmas of Ayurveda. Selective programmes are designed for the IT, Corporate and Business Class who are much affected by the hazards of their jobs. The Earth Ayurvedic hospitals provide appropriate solutions from the treasure box of Ayurveda for the ocular ailments. The packages aims at strengthening the muscles and increasing tear production and moisture of the eyes. It also provides remedies to the problems caused to others organs as well due to excessive computer usage. Two different treatment styles are provided depending on the ailments of the eye. Treatments: 1. Panchakarma 2. Nasyam 2. EGA Treatment – Age reversal Technique Do the thought of the extra pounds eat up your peace of mind every time you savour a piece of cake? Do you live in the fear of the Damocles Sword? Obesity, all day. Then never hesitate a moment to find out whether you really need to bother or only need certain small restrains. Obesity, irrespective of its cause is treated as a crime, and is associated with over eating. Many aspects like genetic disorders, hormonal imbalances, lack of physical activity, having a caesarean section etc. may result in obesity. Obesity comes along with a potential for diseases like Type II Diabetes,

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Cancer, Hypertension, High Cholesterol, Cardiovascular Disease, Arthritis, Heart attack, Stroke, Liver Problems, Asthma India is following a trend of other developing countries that are steadily becoming more obese. Recent studies have revealed that Indian bodies suffer from abdominal obesity compared to people in the west whose bodies are uniformly obese. Obesity is becoming a big issue in a country like India. Cases of food allergies are also on the rise. Discover a new life free from obesity without sacrificing your favourites completely. Slight changes in life styles and various solutions offered by the marvels of Ayurveda can work wonders for you. Ayurveda obesity as Medoroga which according to Charakacharya is one of the Nindya Prakruties (undesirable constitutions). Treatment: Siro Dhara 3. Problems with Adolescent Children The turbulent teens is correlated with a series of problems such as depression, drug abuse, suicide, problems at studies, obesity, violence and so on. The parents, siblings and even the society are affected along with the youngsters who undergo the tumults of the age. The problems of the teenage mainly affect the health and studies of the adolescents. They show lack of interest in studies and end up with poor results. Most of them show physical sluggishness, obesity, hormonal imbalances, menstrual problems etc. These problems require careful handling as this even result in fatal conditions. Earth Ayurvedic compact solution for teenage problems The Earth Ayurvedic has established a special unit to focus on the needs of the teenagers. Wide and intense set of applications is needed for the teenage problems that are diverse and complicated. Ayurvedic applications are best suited for this set of diseases as there are no side effects. The set of therapies applied are varied to cure the different syndromes. Sarvanga abhyanga (Full body massage) cleanses the body, improves the complexion, maintain softness of the body, restores the immunity of the skin, and reduces stress &strain. Sirodhara (Slow Pouring of medicated liquids on the forehead) increases memory, concentration, reduces body heat, relieves anxiety.

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Treatment: Siro Dhara 4. Kalyanaka Rasayanam The parents envision healthy and pretty new-borns in their minds. More than the minds, what the parents need for their dream child is physical preparation, which is lacking in most cases. The conception should occur at the ideal time, when both the partners are physically and mentally prepared. Ensuring the proper health of the baby and the mother during pregnancy and at time of child birth is a tremendous task.

The change in lifestyle has created numerous problems of infertility and more over result in pregnancy related complications. These can be avoided if proper care is taken from an early stage. Another important aspect is the suitable post natal care to maintain health and beauty, which unfortunately is not received by many women, resulting in premature aging, obesity and weakness. The Ayurvedic therapies advice for natural delivery, free from any complications, for good maternal health, a healthy progeny with good immunity power. This ultimately results in good post-delivery lactation which again helps in healthy growth of the baby. Treatment: Siro Dhara

Packages A particular treatment might not be sufficient to handle a particular ailmet. The ailment could be an occupational hazard, memory disorder, health maintenance, bridal get-up etc. Therefore, a particular treatment would be inadequate to fulfil the requirement. Thus KEAHPLs have tailormade packages in order to satisfy any and every ailment from the most basic to the most complex nature. The packages include:

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1. Health Maintenance package At times most of us feel an uneasiness symptoms of which rarely can be expressed in words. The feeling of tiredness, irritability or troubles of the stomach or body ache which will last for shorter duration will affect our moods and capability to work. Chronic diseases for 53% of deaths in India, more than that of the infectious diseases. Chronic diseases are non communicable diseases of long duration and generally slow progression. Popular notion is that these diseases are non-curable. Most of the chronic diseases are classified as genetic by modern medicine and proper treatment is evaded. Tinned foods, soft drinks, chemical medicines, air pollution, stress & strain, chemicals in vegetables, preservatives of non-vegetarian food, improper eating habits all leads to the destruction of revitalizing capacity of body. Thus chronic diseases will occur and the patients become unable to do their jobs both physically and mentally. Our revitalizing capacity can be improved by revitalization therapies. And thus the body becomes capable of healing any disorder by itself. To realize this, packages are provided which need to be followed on yearly basis for varying durations as packages of 7 days, 14 days, and 21 days. It prevents the coming of chronic diseases, and good for to stop ageing in mind and body. Treatments: The package includes treatments like, Shodhana karmas are helpful in detoxification of the body with application like Nasya, Vasthi, and Virechana. Padabhyanga (foot massage) gives an effect of full body massage and rejuvenates the body. Shiro Ksheeradhara and Sarvanga Ksheeradhara, and Pizhichil increase blood circulation making the body young and reverse the ageing process and provide vigour and strength to body. Therapeutic sweating like Shashtikapindasweda or Navarakizhi using navara rice, milk and herbal decoction and Mamsa Pindasweda, using meat, rice and herbal decoction are used to strengthen body and fight muscular dystrophy, wasting and rheumatism.

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2. Pre & Post Maternity Packages Motherhood is a culmination of womanhood and it is quintessential for the survival of the future generations. Pregnancy involves three major stages Pre natal, child birth and post natal. During all these stages should be pregnant woman should be given utmost care. In India the practice of normal delivery is being replaced by caesarean or delivery with aid of pain killers. These practices are discouraged long back in the developed world due to the impending side effects. The change in lifestyle has created numerous problems of infertility and more over result in pregnancy related complications. These can be avoided if proper care is taken from an early stage. A normal healthy delivery ultimately results in good post delivery lactation which again helps in healthy growth of the baby. Another important aspect is the suitable post natal care, which unfortunately is not received by many women, resulting in premature aging, obesity and weakness. Comprehensive post natal treatment is a sine qua non for the mother to maintain her health and beauty. Post natal care is essential to maintain health and beauty of the woman. In olden times the whole house hold with the guidance from the elders used to handle the situation. But with the deterioration of t families this great treasure of traditional knowledge is diminishing. Human beings are designed by nature for a normal delivery. The Caesarean section is associated with risks of post-operative adhesions, incisional hernias and wound infections. It is also dangerous for the child and at times hinders chances of successful breast feeding. Treatments Special Therapies like, Post natal care therapies are to be itted. 3. Bridal Package When it comes to marriage there is wrong notion that the bridegrooms must enhance their physical faculties and brides their beauty. This is completely wrong as the girl is bound to under go physical changes after marriage. Proper care should be taken considering the facts that the longevity of the relation and the upbringing of the next generation are highly dependent on the girls’ health.

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The ancient texts like puranas and literary masterpieces vouch that extensive steps were included in preparing a bride for the auspicious ceremony of marriage. Not only the external beauty was enhanced by different therapies and beauty applications but also the physical health was considered. The girl was ensured to have adequate health to up bring a healthy progeny. The package is not just a beauty therapy; it is a full treat for all the body elements based on Ayurveda. It includes for correcting the menstrual system, cleansing and preparing the re productive system, nourishment for the skin and face and a full for emotional balancing. Ayurveda has remedies for memory fitness which is renowned across the world. Herbal drugs including Brahmi which enhance the protein synthesis in brain and thereby increasing its capacity, Ashwagandha used as a stress buster and revitalizer to calm the brain , Shankapushpi, Muleti, Treatments Padasubhakari (foot massage) is applied to enhance the circulation of blood as there is a great concentration of nerves there. This is considered equivalent to whole body massage. Sarvanga Abhayanga (Whole body Massage) is an essential element in this package as it gives a complete rejuvenation to all organs of the body. Shodhana karma (detoxification), mukha lepana (facial application), Ksheera dhara, Navara Tepu, Sarvanga Dhara, Sarvanga lepa are istered. 4. Detoxification Most of us are particular in maintaining the cleanliness of our body, dress and surroundings. But seldom do we think of cleaning the internals of our body. Our body is host to lot of toxins produced due to various reasons. Toxins from our food, polluted environs, occasional drinking and smoking, stress and chemical medication all accumulate in our body over a period of time. These toxins accumulate in our body and slowly weakening our defence system and resulting in numerous diseases. These are seldom identified as a causative of diseases and hence

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specific treatment is impossible. The only remedy is occasional cleansing of the body to purge it from impurities. Ayurveda identifies three kinds of toxins affecting the body defence, Ama the toxin of incomplete digestion being the first. This is created due to consuming food unsuitable to body type or the season, processed, old or fermented ,by eating too much or too little, , by going to sleep on a full stomach etc. The second type is a more toxic Amavisha, formed by reaction of ama with the impurities in the body. The third type is Garvisha, which comes from outside the body like the environmental toxins such as chemicals, preservatives, poisons, synthetics and chemicals in clothing, synthetic drugs, and heavy metals such as lead, arsenic and asbestos. The fundamental principles of resisting diseases - cure and prevention is performed by this therapy. This can be istered not only for the diseased but also for the healthier lot. Panchakarma, it has a preventive, restorative and rejuvenative effect on the body of a healthy person. Treatments Three distinct stages are involved in Ayurvedic Detoxification Preparation of the body Actual cleansing Follow-up therapies after the detoxification 5. Relaxation Package Feeling sixty at thirty! Life today has forced you to outgrow yourself physically and mentally. The success in professional life, wealth and social status couples with a series of lifestyle disorders, high targets, stress, family problems etc. Gone are the youthful vibes and joyous moments. The mental lethargy and physical sluggishness have taken grip of your system.

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All these tensions and over burdening are necessary evils without which one can hardly survive in this competitive world. The right solution is to find out a way of life where these factors do not affect your physical and mental well being. And more over if your health is good then your capacity to work will increase many fold. The proper application of these therapies helps to reduce the biological ageing and increases working capability. Treatments Removes stiffness Pain. Calms the mind, Provide good sleep Makes body light Smooth .Enhances body resistance Impacts softness of leg & sole Improves power of vision .Reduces inflammation of varicose veins Helps proper function of the sense organs Improves blood circulation Relaxes the muscle & nerve fibres Promote hair growth 6. Computer Vision Syndrome The advent of technology has revolutionised our lives. A new job culture was created by the Call Centres and BPO business in the country with large number of employees works fixed in front of the computers at odd hours. An estimated 650,000 people are working in call centres and BPOs in INDIA alone and the number is ever increasing. Also the IT and the IT Enabled Services are employing more and more people. The common characteristics of all these jobs are the same. The cool Air conditioned cubicles, a warm coffee mug by the desk and weekend parties. The employees are mostly youngsters who

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are virtually yet teens out of schools and colleges eager to make a quick buck. They are well paid, offered lot of perks, and often have pick up and drop facilities. These jobs are characterised by extended working hours, alternating day and night shifts, target oriented competitive works, and performance based appraisal and volatile job nature. This gives the employees time hardly to sleep, have their meals or interact with family or society. The physical activity is much reduced for them and is prone to smoking, drinking and even drugs. All sum up for long term health problems. The clutches of disease slowly grips the oblivious youngsters working in call-centres, BPOS and IT corporates. Their performance is affected due to their sleep irregularity. Treatments High levels of stress & Irritability Disturbed sleep & Insomnia Loss of appetite and irregular bowel system Smooth Enhances body resistance Impacts softness of leg & sole Hearing problems Pre-mature aging & Loss of hair Coronary malfunctions, high blood pressure Cervical to lumber spinal problems due to bad postures Psychological disorders and lack of socialisation at family 7. De-addiction

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Addiction is a common phenomena, be it drugs, alcohol or tobacco. Only in case of psycho tropic drugs and excessive alcoholism the conditioned is noticed, while others escape medical attention which in due course creates grave situations. Reasons, effects and types of addiction are varied but de-addiction is the only solution for it. The effects of drugs in a person’s life are multidimensional. On one side it consumes his time, energy and money which in turn affect his economy and his family and social relations. An addict is exposed to several fatal diseases including death. This will also affect the mental condition of the addict resulting in under performance, errors, loss of job and even lead to crimes. When it comes to de-addiction Ayurveda is a lesser sought option. The psychotherapy medicines given to addicts are also the same drugs in a mild dose or compositions which induce an artificial withdrawal from the addiction, which may not persist for longer periods. Ayurveda offers a variety of treatments and therapies for de-addiction focusing more on the mental aspect of the problem. The de addiction packages of Earth Ayurveda consist of Panchakarma and other purification Therapies, Rasayana and oral medicines treatments, yoga, meditation and counselling. It aims to purify the body from toxins, helps it function smoothly and simultaneously enable the mind to strengthen itself to be free the clutches of addiction. Treatments Panchakarma includes five major procedures to purify the body by eliminating the accumulated toxins from it. The common therapies of Panchakarma used in de-addiction are: Amana (artificial vomiting is induced using herbs), Virechana (use of laxatives), Vast (use of medicated enemas).

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Other purification methods include Thakradhara (pouring buttermilk on the forehead), Thalapodochill, (Application of Medicine on the head) and Shirodhara, (Pouring of Medicated oil on the Head) 8. Child Care Package A child is the greatest gift for a family. Parents maintain high hopes on their children and expect them to be smarter than any one. They try to provide the best food, clothes, education and other facilities to accomplish the goal of making them super kids. But many parents feel that their children are far behind. The parents today have limited time to spend with the child due to careers, social and other commitments. The lack of proper parental care, especially the mothers care can affect mental as well as physical faculties of the child. This makes them less smart or efficient than the others. The deficiencies need to be supplemented externally so that the children deliver outstanding performances. The child when it comes to this world is bereft of all safety and prone to the hazards of life. The series of vaccinations itted tend to reduce the child’s natural immunity. So, ample natural protection should be provided to the infant right from the birth. Earth Ayurveda hospital has designed unique child care package which comprise of the various treatment methods of the science. This enables the child to have better immune system and develop its potentials to sublime levels. The various methods adopted for the overall growth of a child physically, mentally and intellectually include. Treatments Swarnaprashana It is a vaccination made of pure gold, a combination of herbs, cow ghee and honey istered to children from new-borns to the age of 16. It is usually in the form of liquid or paste sate and is served on auspicious days early in the morning. Swarnaprashana improves intelligence, immunity, digestive fire and physical power. It also prevented bacterial and viral infections.

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Regular uses of this medication for six months enhance the child’s very intelligence and improves memory to a great extend. Medya Rasayana Medya Rasayana is a wonderful combination of herbs that relaxes the mind, enhances the memory and sharpens the intellect and is excellent for school children. Ashwagandha, Jatamasi and Vacha relax the nervous system and strengthen it. Bhrami and Shankhpushpi improve the circulation of blood and enhance memory and correct mental dysfunction. It can be used in mental debility, Epilepsy, insomnia, depression, neuromuscular dysfunction, stress management. Abhyanga This increases the blood circulation to the micro levels to all parts of the body. It enhances the overall functioning of the body, enables growth, and helps to make it strong, flexible and immune to diseases. 9. Grand Parenting Package The word mentor is defined by Webster as "a friend or sage adviser." For a child both the roles of a friend and advisor are performed best by its grandparents. They are patient, loving, and are able and willing to devote time for a child. In fact the grandparents undergoing a state of second childhood, in the latter half of their life can handle the children more sensibly. During days bygone the t family was prominent which had a crucial role in the upbringing of the children. The grandparents played a pivotal role in taking care of the health, behaviour and culture of the youngsters. Since marriages happened at early years the grandparents were quite young and their general health condition was good. Modern day couples with their lack of experience in practical life cannot always have the patience and expertise for grooming the child. They have limited time due to careers, social and financial commitments. Influence of teachers is limited to the school and a child interacts with many teachers, while the role of relatives is minimal in most cases.

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The change in the society has lead to the isolation of families and the age of marriage and conception enhanced. The grandparents today are not as free as in olden days most of them taking post retirement assignments. Their health conditions are much deteriorated and find it difficult to comprehend the energetic vibes of the children. The Earth Ayurvedic package offers a platform to create better understanding of upbringing the grandchildren. We have rejuvenation packages for improving the health conditions of the grandparents so that they can take care of the children better. Treatments Shodhana karmas Padabhyanga Shiro Ksheeradhara Sarvanga Ksheeradhara , Pizhichil, Navarakizhi. Duration 2 months

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CHAPTER – IV – PROJECT DESCRIPTION

Detailed Expansion Plans

E

ach hospital set up by the holding company will be setup as a full-fledged super specialty clinic. This will contain 4 treatment and 3 consultation rooms. Each super specialty will be headed by a local manager, who will

ideally be the local partner with whom the t venture has been established. The local super specialty will have the sole responsibility of marketing and promoting the Kurias brand and their hospital. It will be the onus of the local Manager to attract the minimum required number of customers.

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Dr. Anish Kurias, Chairman and CEO of Kurias Earth Ayurveda Hospitals Pvt. Ltd. will visit each of the branches on a routine basis to attract additional patients as he commands immense respect and enjoys popularity in the treatment of illnesses. Each local super specialty hospital will expand its presence in its home city by setting up satellite branches within the city. Ideally each hospital will establish a minimum of 2 satellites within 3 years from the date of its incorporation (refer annexure). The earnings of the super specialty hospital will be utilized for the purpose of setting up of satellite branches within the city. Any further capital requirements for setting up the satellite branch will be arranged by the local Promoter. The satellite branch will contain 2 treatment rooms and 1 consultation room. Each satellite branch will have an assistant manager who will report to the local manager. The remaining operational aspects of the satellite will be structured and formulated by the local Promoter depending upon the market scenario. The Cost and Operational aspects of the hospital will be dependent on two aspects namely 1. Group Structure 2. City of Establishment 1. Group Structure There are 3 recommended structures that could be adopted by the holding company for establishment of Local Hospitals. a.

Wholly Managed Hospital (WMH)

Under this method, no direct investment is required by the holding company. The capital requirement is fully funded by the local promoter. The holding company shall be responsible for training, hiring and recruiting the personnel for that particular hospital. Kurias Earth Ayurveda Hospitals Pvt. Ltd. bears the complete risk of all losses that the hospital may incur during the course of its business. The agreement shall be made for a period of 7 years. For the management of the hospital and for the operational risk undertaken, the holding company shall charge the WMH 60% of its PAT (profit after tax).

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However, the structure also prevents the holding company any direct royalty from the local hospital or any satellite that they may set up. b.

Associates (33%)

Under this structure, the holding company shall invest 33.33% of the total capital requirement of the local hospital. The remaining 66.67% of the capital requirement will be bought by local promoter, with whom the holding company will form a partnership. The local hospital will operate under the brand name- Earth and the holding company will also share its operational expertise, research and development, new treatment pedagogies as well as cater to the Ayurvedic therapist requirement of the hospital. For this the holding company shall receive a fixed royalty of ` 15000 per month from the Super-Specialty and `10000 per month from every satellite that the local Promoter establishes. The holding company shall receive 33.33% of the distributed profits of the super-specialty hospital, but will not receive any direct payments from the profits of the satellite. c.

Subsidiary (51%)

Under this structure, the holding company shall invest 51% of the total capital requirement of the local hospital. The remaining 49% of the capital requirement will be bought by local promoter, with whom the holding company will form a partnership. The local hospital will operate under the brand name - Earth and the holding company will also share its operational expertise, research and development, new treatment pedagogies as well as cater to the Ayurvedic therapist requirement of the branch. For this the holding company shall receive a fixed royalty of ` 15000 per month from the super-specialty hospital and ` 10000 per month from every satellite that the local Promoter establishes

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The holding company shall receive 51% of the distributed profits of the super-specialty hospital, but will not receive any direct payments from the profits of the satellite. The reason behind establishing a subsidiary is that Kurias Earth Ayurveda Hospitals Pvt. Ltd. will have greater control over it and also can be used as a hospital to train/ educate new recruits. The subsidiary will also give a platform to the holding company to carry out its R & D and to test and launch its new treatment and therapies. 2. City of Establishment Since Kurias Earth Ayurveda Hospitals Pvt. Ltd. has expansion plans in a broad categories of cities, each city will its own unique business conditions, thereby involving unique and different cost of establishing. For this purpose, the cities have been divided into 4 categories viz. tier I cities, Tier II cities, Metropolitan cities and cosmopolitan cities.

INITIAL ESTABLISHMENT COST PER HOSPITAL Bangalore Sl. Particulars

Amount (`) Per Unit

Amount (`) Total

1

Deposit for Building

10,00,000

1

10,00,000

2

Ayurvedic Treatment Rooms

1,50,000

4

6,00,000

3

Consultation Rooms Decoration

1,50,000

3

4,50,000

4

Furniture and Fittings

9,50,000

1

9,50,000

5

Medicine Stock

5,00,000

1

5,00,000

6

Promotional ment

10,00,000

1

10,00,000

TOTAL ESTABLISHMENT COST PER HOSPITAL

47

Quantity

45,00,000

INITIAL ESTABLISHMENT COST PER HOSPITAL Mumbai Sl. Particulars

Amount (`) Per Unit

Quantity

Amount (`) Total

1

Deposit for Building

23,00,000

1

23,00,000

2

Ayurvedic Treatment Rooms

1,50,000

4

6,00,000

3

Consultation Rooms Decoration

1,50,000

3

4,50,000

4

Furniture and Fittings

9,50,000

1

9,50,000

5

Medicine Stock

5,00,000

1

5,00,000

6

Promotional ment

12,00,000

1

12,00,000

TOTAL ESTABLISHMENT COST PER HOSPITAL

60,00,000

INITIAL ESTABLISHMENT COST PER HOSPITAL Tier I Sl. Particulars

Amount (`) Per Unit

Amount (`) Total

1

Deposit for Building

6,00,000

1

6,00,000

2

Ayurvedic Treatment Rooms

1,50,000

4

6,00,000

3

Consultation Rooms Decoration

1,50,000

3

4,50,000

4

Furniture and Fittings

9,50,000

1

9,50,000

5

Medicine Stock

5,00,000

1

5,00,000

6

Promotional ment

9,00,000

1

9,00,000

TOTAL ESTABLISHMENT COST PER HOSPITAL

48

Quantity

40,00,000

INITIAL ESTABLISHMENT COST PER HOSPITAL Tier II Sl. Particulars

Amount (`) Per Unit

Quantity

Amount (`) Total

1

Deposit for Building

4,00,000

1

4,00,000

2

Ayurvedic Treatment Rooms

1,50,000

4

6,00,000

3

Consultation Rooms Decoration

1,50,000

3

4,50,000

4

Furniture and Fittings

9,50,000

1

9,50,000

5

Medicine Stock

5,00,000

1

5,00,000

6

Promotional ment

6,00,000

1

6,00,000

TOTAL ESTABLISHMENT COST PER HOSPITAL

35,00,000

INITIAL ESTABLISHMENT COST PER HOSPITAL Satellite Sl. Particulars

Amount (`) Per Unit

Quantity

Amount (`) Total

1

Deposit for Building

5,00,000

1

5,00,000

2

Ayurvedic Treatment Rooms

1,50,000

2

3,00,000

3

Consultation Rooms Decoration

1,50,000

1

1,50,000

4

Furniture and Fittings

2,50,000

1

2,50,000

5

Medicine Stock

3,00,000

1

3,00,000

6

Promotional ment

5,00,000

1

5,00,000

TOTAL ESTABLISHMENT COST PER HOSPITAL

20,00,000

Kurias Earth Ayurveda Hospitals Pvt. Ltd. Intends to expand its presence and spread the knowledge of Ayurveda across the vast expanse of India. The Expansion plans of Kurias Earth maybe summed into the following 3 Phases.

49

Projected Growth of KEAHPL over 3 Years Phase 1 – Financial year 2011-2012 In the beginning phase, Kurias Earth Ayurveda Hospitals Pvt. Ltd. will open one wholly managed hospital at Kottayam, Kerala. In addition to this 3 more associates

(33%

holding

by

parent company) will be set-up in Bangalore, Cochin and Pune as they are the metropolitan hubs also these cities have a great potential

for

the growth

of

DELHI

Ayurveda. Also in the first phase the target market is restricted to the Sothern and Central regions of India as the Company is already

familiar

with

the

Business conditions prevalent in these regions.

PUNE

The later part of phase one will involve setting up a 51% subsidiary at the capital of India, New Delhi as the city is a host to a

lot

of

foreign will

BANGALORE

ASSOCIATE (33.33%) COMPANY

visitors-

diplomatic, business and holiday visitors, who

WHOLLY MANAGED HOSPITAL

eventually

KOTTAYA M COCHIN

TRICHUR

SUBSIDIARY (51%) COMPANY

contribute substantially to the revenue of Kurias Earth Ayurveda Hospitals Pvt. Ltd. The last part of phase one will involve setting up of another Wholly Managed Hospital (WMH) at Trichur, Kerala

50

Phase 2 – Financial Year 2012-2013 In the second phase, the Holding company will establish a wholly managed hospital (WMH) at Chengannur, Mannapuran Ponnanni and Kozhikode to expand its presence in the state most famous for Ayurveda globally. Also the company will set up another 2 Associates (33%) in Chennai and Ahmedabad, thus further strengthening its stronghold in south India and also expanding its presence in the West. The company will set up a subsidiary (51%) in Hyderabad as well. The reason behind opening up of a associate at Hyderabad is that the city has seen a huge influx

of

from

people different

states

for

employment many

as

industries

today are aspiring to

establish

themselves in that region.

This

present Earth

DELHI

will

Kurias Ayurveda

Hospitals Pvt. Ltd. with

an

opportunity

to

expand

its

AHMEDABAD

PUNE

conceptual treatment

HYDERABAD

and

experiment

newer and improve its

WHOLLY MANAGED HOSPITAL

with

treatment

KOZHIKODE

pedagogies.

CHENNAI

TRICHU R CHENGANNUR

KOTTAYAM COCHIN

51

ASSOCIATE (33.33%) COMPANY

BANGALORE

MANNAPURAM

SUBSIDIARY (51%) COMPANY

Phase 3 – Financial Year 2013-2014 In this phase, the company strengthens its presence in other regions of the country. The company will establish 4 Associates (33%) at Kolkata, Goa, Mumbai and Vishakhapatnam. The above mentioned cities are the booming cities in their respective region. By the end of this phase, the company will have a wholly owned hospital or an Associate or a subsidiary set up in every region of India.

DELHI

KOLKATA

AHMEDABAD

MUMBAI

PUNE HYDERABAD

VISAKHAPATNAM

GOA

WHOLLY MANAGED HOSPITAL BANGALORE

CHENNAI

ASSOCIATE (33.33%) COMPANY

KOZHIKODE TRICHUR CHENGANNUR KOTTAYAM COCHIN

52

MANNAPURA M

SUBSIDIARY (51%) COMPANY

Capital Requirement Kurias Earth Ayurveda Hospitals Pvt. Ltd. will be established as a hospital management company which will invest in the subsidiaries and associates. Dr. Anish Kurias and Promoters will not invest any amount directly in any of the subsidiaries or associates. Capital requirement has been estimated based on the group structure and city of establishment as discussed above. The capital will be brought in only for the first 3 years from FY 2011 – 2014. Phase 1 – Financial year 2011-2012 Kurias Earth Ayurveda Hospitals Pvt. Ltd. will establish 6 hospitals at various cities throughout India. The composition of the group structure is below:

Based on the number of hospitals, total capital required for the FY 2011-2012 will be `60,39,600. In addition to this, the holding company will require approximately `19,00,000 for management of the holding company, working capital requirement and for bearing any losses incurred by the Wholly Managed Hospital(if any).

53

Hence the total capital requirement is `80, 00,000 to be brought in the ratio of 5:3. Dr. Anish would bring in `50, 00,000 to acquire a 62.5% stake in the holding company. Whereas, the other Promoter would bring in `30, 00,000 to acquire a 37.5% stake in the company.

Phase 2 – Financial year 2012-2013 Kurias Earth Ayurveda Hospitals Pvt. Ltd. will establish 6 more hospitals at various cities throughout India. The holding company will also establish 1 pharmacy at the end of the Financial Year. The composition of the group structure solely for the FY 2012-2013 will be as below:

54

Based on the number of hospitals and the pharmacy, total capital required for the FY 20122013 will be `53,73,100. In addition to this, the holding company will require approximately `10,00,000 apart from the Retained Earnings for management of the holding company, working capital requirement and for bearing any losses incurred by the Wholly Managed Hospital(if any).

Hence the total capital requirement is `63, 00,000. Dr. Anish would bring in `18, 00,000 to acquire 1.2 lakh shares at `15 (`5 ). Dr. Anish will hold a total of 6.2 lakh shares (50.82%). The Other Promoter would bring in `45, 00,000 to acquire 3 lakh shares at `15 (`5 ). The Other Promoter will hold a total of 6 lakh shares (49.18%).

55

Phase 3 – Financial year 2013-2014 If the holding company performs and attains the requirements mentioned in the Performance guarantee, Dr. Anish Kurias will be issued 1.83 lakh sweat equity shares (15% of 12.2 lakh shares).

PERFORMANCE GAURANTEE 1. Each super-specialty hospital must achieve a break even within 10 months from the date of its Establishment. 2. The holding company must generate a Profitability (PAT) of 15% of the Capital Employed within the first 2 years from the date of its incorporation. (ROCE = 15%)

Kurias Earth Ayurveda Hospitals Pvt. Ltd. will establish 4 more Associates at various cities throughout India. The Total capital required for the FY 2012-2013 will be `54, 99,450. The Retained Earnings will be utilized for management of the holding company, working capital requirement and for bearing any losses incurred by the Wholly Managed Hospital (if any). Hence the total capital requirement is `56, 00,000. Dr. Anish would bring in `16, 00,000 to acquire 80,000

56

shares at `20 (`10 ). Thus, at the end of the FY 2014, Dr. Anish will hold 8.83 lakh shares. (52.47%). The Other Promoter would bring in `40, 00,000 to acquire 2 lakh shares at `20 (`10 ). The Other Promoter will hold a total of 8 lakh shares (47.53%).

57

CHAPTER – V – FINANCIAL FEASIBILITY STUDY PART – A – Financial Feasibility of Individual Hospitals The major revenue of any hospital will be generated from the following 5 sources: 1. Consultations 2. Treatments for illnesses 3. Mono medicine 4. Conceptual treatment 5. Ayurveda rejuvenation and wellness

Sources of Revenue 1. CONSULTATIONS Each hospital will have 3 in- house doctors who will consult patients on various Ayurvedic treatment options as well as wellness rejuvenation facilities that are available to them. Besides the in house doctors each super-specialty hospital will also be visited by certain specialists like Dr. Anish Kurias who carries extensive knowledge in the fields of restoration of mental health. Each specialist will recommend Ayurvedic treatments which will then be carried out at that branch hospital. On an average each super specialty hospital is expected to have at least 5 consultations per day from both in house and specialist doctors. The consultation fees charged to the patient is `250. There by assuming a 28 day month, each hospital will have on an average 1680 consultation in a Year, resulting in revenue of `4, 20,000.

58

2. TREATMENTS To for the possibility that not all customers will be willing to accept Ayurveda as a treatment alternative, the assumption is made that the hospital can convince at least 30% of its already consulted customers to opt for the Ayurvedic treatments. As discussed in the operational area, Earth Hospital has a wide range of treatments that are generally for a period of 7, 14 or 21 days. The cost of each treatment ranges from `1000 to `5000 per treatment dependent upon the medicine, intensity and skill required to perform the treatment. As a prudent measure, the minimum fees of `1000 have been used to value the treatments. For further simplicity, each treatment is assumed to last for 14 days. Treatments for 74% of the total revenue. 3. MONO MEDICINE Mono medicine is a concept drug wherein a single ayurvedic medicine is used to heal a particular ailment. The medicine is istered only once. This is gaining popularity and on an average each hospital will ister at least 55 such treatments in a month. Sometimes the cost of these mono medicines can be really expensive, but as a prudent measure, only `1000 have been assumed. Hence the total revenue generated from mono medicine per annum stands at `13, 44,000(14% of the total revenue). 4. CONCEPTUAL TREATMENTS Conceptual treatments are generally preemptive measures to ensure that no sickness befalls a person. An example of such a treatment would be the ayurvedic treatment for Computer Vision Syndrome. These conceptual treatments have been specifically been designed and developed by Dr. Anish Kurias. Conceptual treatment is an emerging idea and will gain popularity in the near future. Thus, it is assumed that each hospital shall have (at the beginning stages) 5 treatments in a month and the cost of such treatments shall be `2000, thus bringing in revenue of `1,20,000 per annum.

59

5. REJUVENATION AND WELLNESS TREATMENTS Although, Earth Hospitals is a pioneer in illness treatments through Ayurveda, the company intends to expand its presence in the wellness (rejuvenation) sector as well, as it believes that its knowledge in authentic ayurvedic treatments can greatly compliment the various rejuvenation techniques designed and developed to cater to different sections of the population. Earth hospital will set itself apart by use authentic Ayurvedic herbs and methodologies for its rejuvenation techniques. Moreover, the treatments are customized to suit the needs of the patient. Each hospital will have at least 55 wellness patients in a month. On an average the cost of such treatment is `1000, thus bringing the hospital a total revenue of `6, 72,000 per annum (7% of the total revenue).

Expenses Ayurveda being a labor intensive

industry,

salaries

for approx... 37.5% of the total expenditure, in turn consuming 30% of the total revenue. The salary structure has been explained in detail in HR plan. Another major item of expenditure is the marketing cost. It constitutes 15% of the total expenditure, consuming 12% of the total revenue. Marketing is a very essential aspect of each super specialty branch as a hospital being a new entrant to the market requires vehement advertising and promotional efforts to position itself in the market. Thus a sum of `12, 00,000 has been allocated annually towards marketing. In exchange for the use of its brand name “Earth” by the super specialty, every super specialty hospital is required to pay a sum of `15000 per month as royalty. This figure is `10,000 per month for a satellite set up by the super specialty hospital.

60

After prudently ing for all the income and expenditures, each hospital is estimated to generate a PAT (profit after tax) of `16, 49,130. However, as a special mention, a new set up hospital is expected to earn only 60% of the expected income in the first 6 months of its operation. It, henceforth, operates at full capacity. The PAT (profit after tax) for a newly set-up Hospital stands at `13,19,000. By this assumption, the break even for a newly set up hospital is at 11 months (approx.)

PART – B – Financial Feasibility of Kurias Earth Ayurveda Hospitals Pvt. Ltd. HIGHLIGHTS The Net profit Ratio for the FY 2011-2012 is 27%. This figure rises to 49% in the FY 2012-2013. The ROCE for the FY 2012-2013 rises to 21.63%. The ROCE for the FY 2013-2014 is 39.70%.

61

Investor Ratio – Analysis The ROCE (return on capital employed) for the FY 2011-2012 is 7.52%. The profit earned from WMHs is not at its full potential as only 2 WMHs are set up in the 1st year. Moreover the 2 WMHs operate only for 6 and 3 months respectively. In the FY 2012- 2013, the ROCE rises to 21.63%.The increase in ROCE can be mainly attributed to the setting up of 3 new WMHs in that financial year. Moreover, there is a 123% increase in Other income as compared to the previous financial year. There is an increase in Royalty Income also, as 2 associates and 1 subsidiary are setup in that year. In the FY 20132014, the ROCE further increases

to

39.70%.

The primary increase can be attributed to the Net

Income

Pharmacy,

from which

amounts to `30, 60,000. Also the Other Income (Dividend) increases as 3 more associates are setup.

Another factor

that has attributed to the increase in ROCE is the capital inflow of `56, 00,000 which is comparatively less compared to the previous years. In the 4th FY 2014-2015, the ROCE is 38.5%. Though the Capital Employed remains the same, the EBIT has decreased slightly due to increase in Personnel costs to `25, 00,000 from `15, 00,000 in the previous FY.

62

EPS (earnings per share) is `0.5 in the FY 2011- 2012 i.e. `4, 88,000 divided by 8 lakh shares. The figure rises to `3.21 in the second FY 2012- 2013. The increase is due to a tremendous increase in profits to `39, 00,000 as compared to `4, 38,000 in previous year. The EPS further continues to rise to `5.21 in 2013- 2014 and to `13.27 in the subsequent financial year. The company has adopted a uniform dividend Distribution policy. The Dividend Pay-out Ratio is 25%. The debt equity ratio is 0 as the company has not used Debt as a source of financing.

Profitability Ratio The operating profit is the EBIT (earnings before interest and tax) less depreciation. The Operating profit is 27% in the FY 2011- 2012. In the next FY, the Operating Profit to 69%. This is primarily due to an overall increase in all the sources of income. The ratio rises to 80%. The main reason is that the ratio has risen tremendously is due to Net income from Pharmacy. The Net Profit from

Pharmacy

is

`30,00,000. In the 4th and 5th year of operation,

the

operating

ratio has fallen by 2% and 6% respectively. This is because of the increase in Managerial Personnel cost from

`15,00,000

to

`

25,00,000 in the 4th year, and to `40,00,000 in the 5th year. The Net Profit Ratio in the FY 2011-2012 is 21%. This figure rises to 50% in next financial year. This is because there has been an increase in all the sources of income whereas all items of expenditure except personnel cost have remained the same. The net profit ratio follows the same

63

trend as the operating ratio and falls by 2% in the 4 th year and 4% in the 5th year. This again is because of the increase in the Managerial cost.

Liquidity Ratio- Analysis Earth Hospitals have a 100% Cash policy. The company doesn’t allow any credit to its patients. The company doesn’t take any credit either. Thus, the current asset comprises of Cash and Cash Equivalents. The current liability consists of the Tax liability due to the Government. Over the first 3 financial years, the current ratio shows a slight decline, implying a relative decrease in excess cash reserves.

64

Analysis of Projected Performance of KEAHPL Particulars

Formula

2011-12

2012-13

2013-14

2014-15

2015-16

Investor Ratio's 1

Earnings Per Share (`)

PAT / Total Number of Equity Shares Outstanding

0.55

3.21

5.21

13.37

14.19

2

Return on Capital Employed (%)

EBIT / Total Capital Employed

7.52%

21.63%

39.70%

38.57%

33.71%

3

Return on Assets (%)

PAT / Average Total Assets

5.12%

19.86%

24.09%

23.49%

20.87%

4

Dividend Per Share (`)

Dividend Distributed / Number of Shares

0.14

0.80

1.30

3.34

3.55

5

Dividend Payout Ratio (%)

Dividend Distributed / PAT

25%

25%

25%

25%

25%

6

Dividend Cover (times)

Net profit available to equity shareholder/ Dividend Distributed

4

4

4

4

4

7

Debt-Equity Ratio (times)

Long-term Liability / Shareholders Fund

0

0

0

0

0

Profitability Ratio's 8

Operating Profit Margin (%)

Operating Profit / Net Revenue

27.61%

69.51%

80.91%

78.28%

72.90%

9

Net Profit Margin (%)

Net Profit / Net Revenue

21.09%

49.52%

57.33%

55.62%

51.95%

7.150363

5.79674

4.304011

4.962076

6.096749

Liquidity Ratio's 10

Current Ratio (times)

65

Current Assets / Current Liabilities

INCOME STATEMENT OF KEAHPL Particulars

Schedule

2011-12

2012-13

7,42,109 5,40,000

47,42,950 13,95,000

000

Amount (`) 2011-14

2014-15

2015-16

62,64,526 28,50,000

68,90,979 44,70,000

75,80,077 55,80,000

000

30,60,000

37,20,000

41,40,000

7,96,807

17,80,645

31,34,819

41,43,408

45,57,749

20,78,915

79,18,596

1,53,09,345

1,92,24,387

2,18,57,825

4,80,000 6,00,000 2,50,000 60,000 10,000 52,500

12,08,000 6,60,000 2,75,000 66,000 11,000 97,125

15,08,800 7,26,000 3,02,500 72,600 12,100 1,50,056

25,00,000 7,98,600 3,32,750 79,860 13,310 2,25,048

40,00,000 8,78,460 3,66,025 87,846 14,641 2,88,791

14,52,500

23,17,125

1,19,52,056

1,51,09,568

1,80,55,763

Net Profit Before tax Income Tax Expense

6,26,415 1,87,925

56,01,471 16,80,441

1,25,37,289 37,61,187

1,52,74,819 45,82,446

1,62,22,063 48,66,619

Profit After Taxation

4,38,491

39,21,029

87,76,102

1,06,92,373

1,13,55,444

1,09,623 3,28,868

9,80,257 29,40,772

21,94,026 65,82,077

26,73,093 80,19,280

28,38,861 85,16,583

SOURCES OF INCOME 1 2 3 4 5 6

Profit From WMH Royalty Income Income from Pharmacy Other Incomes

1 2 3 4

EXPENSES 2 4 5 6 7 8

Managing Personnel Salary Land Rent Electricity | Water | Telephone Printing and Stationary Travelling Expenses of Managers Depreciation

Dividend Transfer to Reserves

66

5

6

25% 75%

Particulars FIXED ASSETS Furniture and Fittings Deposit for Building Pharmacy

1 2 3

Sch

BALANCE SHEET OF KEAHPL ANNUAL (12 Months) FY 2011-12 FY 2012-13 FY 2013-14 FY 2014-15 APPLICATION OF FUNDS

FY 2015-16

7

2,97,500 5,00,000

2,52,875 5,00,000

2,99,944 5,00,000 10,00,000

4,24,952 10,00,000 10,00,000

3,61,209 10,00,000 10,00,000

INVESTMENTS

8

60,39,600

64,13,100

1,19,12,550

1,19,12,550

1,19,12,550

5

CURRENT ASSETS Cash

bal

17,34,318

1,25,72,569

2,08,93,693

2,93,47,943

3,82,95,044

7

MISCELLANEOUS ASSETS Intellectual Property

18,30,000

18,30,000

18,30,000

3,64,36,187

4,55,15,445

5,43,98,803

TOTAL

85,71,418

1,97,38,544

SOURCES OF FUNDS 1 a. b.

CAPITAL Equity Share Capital Owned by Doctor Anish Contributed by Investor

2 3

Securities Reserves

3 4

LIABILITIES Provision for Taxation DDT Liability TOTAL

67

Shares

IS

9

8,00,000 50,00,000 30,00,000 80,00,000 000 3,28,868 83,28,868

12,20,000 62,00,000 60,00,000 1,22,00,000 21,00,000 32,69,640 1,75,69,640

16,83,000 88,30,000 80,00,000 1,68,30,000 49,00,000 98,51,717 3,15,81,717

8,00,000 88,30,000 80,00,000 1,68,30,000 49,00,000 1,78,70,997 3,96,00,997

8,00,000 88,30,000 80,00,000 1,68,30,000 49,00,000 2,63,87,580 4,81,17,580

1,87,925 54,625

16,80,441 4,88,462

37,61,187 10,93,283

45,82,446 13,32,002

48,66,619 14,14,604

85,71,418

1,97,38,544

3,64,36,187

4,55,15,445

5,43,98,803

68

INCOME SOURCES (Each Individual Hospital) ANNUAL (12 Months)

Sl.

Particulars

NOTE

Per Day

Per Month (28 Days)

FY 2011-12

FY 2012-13

FY 2013-14

1

Consultations

Average

5

140

1,680

1,680

1,680

2

Treatments based on Consultations

42

504

504

504

588

7,056

7,056

7,056

2

56

672

672

672

2

56

672

672

672

5

60

60

60

30% of Consultations

Each Treatment is for a period of 14 Days Average 3

MonoMedicine

4

Wellness (Spa Facility)

5

Conceptual Treatments

Average Generally 40% of Total Revenue Refer Website

INCOME STATEMENT OF INDIVIDUAL HOSPITAL Sl.

Particulars

Quantity

1

Consultations

2

Amount (`)

ANNUAL (12 Months)

Per Unit

Monthly

FY 2011-12

FY 2012-13

FY 2013-14

140

250

35,000

4,20,000

4,62,000

5,08,200

Treatments based on Consultations

588

1,000

5,88,000

70,56,000

77,61,600

85,37,760

3

MonoMedicine

56

2,000

1,12,000

13,44,000

14,78,400

16,26,240

4

Wellness (Spa Facility)

56

1,000

56,000

6,72,000

7,39,200

8,13,120

5

Conceptual Treatments

5

2,000

10,000

1,20,000

1,32,000

1,45,200

69

Total Income from Hospital Facilities

8,01,000

96,12,000

1,05,73,200

1,16,30,520

Pharmacy Income

4,00,000

48,00,000

52,80,000

58,08,000

TOTAL HOSPITAL INCOME

12,01,000

1,44,12,000

1,58,53,200

1,74,38,520

OPERATING COST PER HOSPITAL 1

Rent for Building and Land

1

1,00,000

1,00,000

12,00,000

13,20,000

14,52,000

2

Doctors Salary

3

20,000

60,000

7,20,000

7,92,000

8,71,200

3

Therapists Salary

14

10,000

1,40,000

16,80,000

18,48,000

20,32,800

4

Maintenance Staff Salary

2

3,000

6,000

72,000

79,200

87,120

5

Front Office Staff Salary

2

9,000

18,000

2,16,000

2,37,600

2,61,360

6

ant Fees

1

9,000

9,000

1,08,000

1,18,800

1,30,680

7

Marketing Cost

1

1,00,000

1,00,000

12,00,000

13,20,000

14,52,000

8

Writing off Promotional Adv.

1

-

-

3,00,000

3,00,000

3,00,000

9

Pharmacist

1

8,000

8,000

96,000

1,05,600

1,16,160

10

Security Staff

2

5,000

10,000

1,20,000

1,32,000

1,45,200

11

Manager

1

35,000

35,000

4,20,000

4,62,000

5,08,200

12

Depreciation on Furniture

15% WDV

15%

11,875

1,42,500

1,21,125

1,02,956

13

Electricity

-

-

15,000

1,80,000

1,98,000

2,17,800

14

Water

-

-

5,000

60,000

66,000

72,600

15

Telephone

-

-

5,000

60,000

66,000

72,600

16

Medicine usage for Treatments

588

100

58,800

7,05,600

7,76,160

8,53,776

17

Ayurveda Wellness Treatment Cost

56

250

14,000

1,68,000

1,84,800

2,03,280

70

18

Royalty Paid to Earth Holding

Fixed as per MoU

15,000

1,80,000

1,98,000

2,17,800

19

General Maintenance of Hospital

-

-

4,000

48,000

52,800

58,080

20

Miscellanious Expenditure

-

-

5,000

60,000

66,000

72,600

Hospital Expenditure

6,19,675

77,36,100

84,44,085

92,28,212

Pharmacy Cost

3,60,000

43,20,000

47,52,000

52,27,200

TOTAL HOSPITAL COST

9,79,675

1,20,56,100

1,31,96,085

1,44,55,412

PROFIT BEFORE TAXATION

2,21,325

23,55,900

26,57,115

29,83,108

Taxation

30%

7,06,770

7,97,135

8,94,932

16,49,130

18,59,981

20,88,175

PROFIT AFTER TAXATION A

Dividend

40%

6,59,652

7,43,992

8,35,270

B

Transfer to Reserves

60%

9,89,478

11,15,988

12,52,905

New Hospital Profit for 1st 6 Months

4,94,739

5,57,994

6,26,453

New hospital profit for next 6 Months

8,24,565

9,29,990

10,44,088

Annual 1st year Profit for New Hospital

13,19,304

14,87,984

16,70,540

71

BALANCE SHEET OF INDIVIDUAL HOSPITAL Sl.

Particulars

ANNUAL (12 Months) FY 2011-12

FY 2012-13

FY 2013-14

APPLICATION OF FUNDS FIXED ASSETS 1

Furniture and Fittings

9,50,000

9,50,000

9,50,000

less

Accumulated Depreciation

1,42,500

2,63,625

3,66,581

8,07,500

6,86,375

5,83,419

2

Deposit for Building

10,00,000

10,00,000

10,00,000

3

Treatment Rooms

6,00,000

6,00,000

6,00,000

CURRENT ASSETS 4

Stock of Medicines

3,60,000

3,60,000

3,60,000

5

Cash | Bank and Investments

26,96,962

44,79,803

62,48,624

7,00,000

4,00,000

1,00,000

61,64,462

75,26,178

88,92,042

MISCELLANEOUS ASSETS 6

Deferred Revenue Expenditure TOTAL

SOURCES OF FUNDS CAPITAL 1

Equity Shares

45,00,000

45,00,000

45,00,000

2

Reserves

9,89,478

21,05,466

33,58,372

LIABILITIES 3

Provision for Taxation

5,65,416

7,97,135

8,94,932

4

DDT Liability

1,09,568

1,23,577

1,38,738

61,64,462

75,26,178

88,92,042

TOTAL

72

SCHEDULES Profit Before Taxation Income Tax PROFIT AFTER TAXATION Holding Company percentage in Profit for Risk assumed

1

Particulars

2,21,325 30% 60%

23,55,900 706,770 16,49,130 9,89,478

12

Year 1 2011-12 Number of Months of Operation 9 6 1

3 1

TOTAL

Kottayam Trichur Chengannur Kozhikode Mannapuran Ponnanni

12 1 1 1

PAT per Month 82,457 82,457

TOTAL 4,94,739 2,47,370

7,42,109

Year 2 2012-13 Number of Months of Operation 9 6

1 1 TOTAL

73

29,83,108 894,932 20,88,175 12,52,905

Schedule - 1 (Profit of WMH Transferred to Holding Co.)

Kottayam Trichur

Particulars

26,57,115 797,135 18,59,981 11,15,988

3

PAT per Month 92,999 92,999 92,999 92,999

11,15,988 11,15,988 11,15,988 8,36,991

92,999

5,57,994

TOTAL

47,42,950

Particulars Kottayam Trichur Chengannur Kozhikode Mannapuran Ponnanni

12 1 1 1 1

Year 3 2013-14 Number of Months of Operation 9 6

3

1 TOTAL

2

Particulars Branches Satellites

Branches Satellites

74

12,52,905 12,52,905 12,52,905 12,52,905

1,04,409

12,52,905

TOTAL

62,64,526

SCHEDULE - 2 (ROYALTY) Year 1 Number of Months 12

9

6

3

2 0

1 0

0 0

1 0

TOTAL

Particulars

PAT per Month 1,04,409 1,04,409 1,04,409 1,04,409

Income Per Unit (pm) 15,000 10,000

TOTAL 5,40,000 000

5,40,000

Year 2 Number of Months 12

9

6

3

4 2

1 1

2 0

0 1

Income Per Unit (pm) 15,000 10,000

TOTAL 10,35,000 3,60,000

TOTAL

Particulars Branches Satellites

13,95,000

Year 3 Number of Months 12

9

6

3

8 6

2 2

1 2

0 1

TOTAL

Particulars Branches Satellites

9

11 15

4

6 5

3 1

TOTAL

Particulars Branches Satellites

9

13 24

2 TOTAL

75

18,00,000 10,50,000

Income Per Unit (pm) 15,000 10,000

TOTAL 19,80,000 24,90,000

44,70,000

Year 5 Number of Months 12

TOTAL

28,50,000

Year 4 Number of Months 12

Income Per Unit (pm) 15,000 10,000

6 3

3

Income Per Unit (pm) 15,000 10,000

TOTAL 23,40,000 32,40,000

55,80,000

3

SCHEDULE - 3 (INCOME FROM PHARMACY)

Particulars Branches Satellites TOTAL Cost of Goods Sold Profit from Pharmacy

Particulars Branches Satellites TOTAL Cost of Goods Sold Profit from Pharmacy

Particulars Branches Satellites TOTAL Cost of Goods Sold Profit from Pharmacy

76

YEAR 3 Number 16 11

Value 6,00,000 2,40,000

Total 96,00,000 26,40,000 1,22,40,000 91,80,000 30,60,000

YEAR 4 Number 16 22

Value 6,00,000 2,40,000

Total 96,00,000 52,80,000 1,48,80,000 1,11,60,000 37,20,000

YEAR 5 Number 16 29

Value 6,00,000 2,40,000

Total 96,00,000 69,60,000 1,65,60,000 1,24,20,000 41,40,000

4

SCHEDULE - 4 (OTHER INCOME)

Particulars Number Dividend from New 1 Subsidiary for year 1 Dividend from New Associate 3 for year 1 Dividend from existing 0 Associate for year 1 TOTAL Dividend from New 1 Subsidiary Dividend from Existing 1 Subsidiary Dividend from New Associate 2 for year 2 Dividend from existing 3 Associate for year 2 TOTAL Dividend from Subsidiary 2 Dividend from New Associate 4 for year 3 Dividend from existing 5 Associate for year 3 TOTAL

77

Value

Total

527722

2,69,138

527722

5,27,669

659652

000 7,96,807

595194

3,03,549

659652

3,36,423

595194

3,96,756

743992

7,43,918

835270

17,80,645 8,51,976

668216

8,90,866

835270

13,91,978 31,34,819

5

SCHEDULE - 5 (MANAGING PERSONNEL SALARY) Particulars

1 2 3 4 5 6 7

Chairman Managing Director Chief Operations Officer General Executive Marketing Manager Chief Officer for Treatment ant

TOTAL

6

Furniture and Fittings HQ Accumulated Depreciation

TOTAL

78

2012-13 3,20,000 1,32,000 3,00,000 1,20,000 2,40,000 96,000

4,80,000

12,08,000

15,08,800

2014-15

2015-16

25,00,000

40,00,000

2014-15 6,50,000 2,25,048 4,24,952

2015-16 6,50,000 2,88,791 3,61,209

4,24,952

3,61,209

SCHEDULE - 6 (FURNITURE AND FITTINGS) Particulars

less

2011-12 1,20,000 1,20,000 2,40,000 -

YEAR 2013-14 3,52,000 1,45,200 3,30,000 1,32,000 1,80,000 2,64,000 1,05,600

2011-12 3,50,000 52,500 2,97,500

2012-13 3,50,000 97,125 2,52,875

YEAR 2013-14 4,50,000 1,50,056 2,99,944

2,97,500

2,52,875

2,99,944

7 Particulars 33% Investments in Associates 51% Investment in Subsidiary

79

SCHEDULE - 7 (INVESTMENTS) Year 1

Year 2

Year 3

39,99,600

23,33,100

78,32,550

20,40,000

40,80,000

40,80,000

60,39,600

64,13,100

1,19,12,550

CHAPTER – VI – HUMAN RESOURCE REQUIREMENT

A

yurveda is a type of healing process. It denotes that physical, psychological, and mystical healthiness are fundamentally related. It focuses on exercise, yoga, reflection, and reflexology. An Ayurvedic general practitioner cures the entire individuality of a person.

Thus Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) requires a well-qualified and dedicated pool of employees consisting mainly of doctors and therapists who help maintain and improve the quality of services offered in KEAHPL. The main problem faced currently in the healthcare industry which is also faced in KEAHPL is the relatively high attrition rate of therapists. Sourcing of these therapists is also a major problem faced by KEAHPL. The Human capital requirements of KEAHPL have been planned out in such a manner that the all activities are appositely and systematically carried out and operation of business is aptly ed by expertise and experience. Dealing with the medical and hospitality industry, it is only quintessential to have well trained staff and employees who will meticulously execute their duties with high degrees of quality and excellence. The business will eventually evolve from a private limited company to a public limited company. The new status of the company will be approximately achieved by the year 2015. The listing of the company will take Kurias Earth Ayurveda Hospitals Pvt. Ltd. into a whole new arena where the human resources will also have to be well developed and trained to cope with the company’s new image. The two main HR Personnel’s to bring into focus are: 

Doctors



Therapists

Doctors Job Overview

80

At Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) it is essential that the doctors can evaluate a client's standard of living, energy type and major health concerns. He will then provide health suggestions to individuals looking for alternative procedures to improve their overall health and wellness. Skills and Abilities It is important for the doctor to gain the trust of their clients and patients. Effective communication is needed to gather information necessary for them to treat patients effectively. They need to know how to decide on their own as well as work alone an independently. Duties Doctors at KEAHPL use concepts and techniques which had greatly improved compared to thousands of years ago in India. The age old knowledge ed down the generations of the Kurias Family will help the doctors to make people open up physically, mentally, emotionally, and spiritually to be treated effectively. It is their responsibility to make their patients healthy, cure their diseases, and to promote comfortable living. After the practitioner has ascertained patient’s condition, he generates a plan that will develop the patient’s physical condition and a program that will enhance the patient’s strength, satisfaction and happiness. The doctors at Earth Hospitals should also instruct patients on their lifestyle modification needs like informing patients with what food to eat and food to avoid.

Therapists Therapists are always in direct with the customers for a longer period of time than the doctors. Hence a good experience with the therapists will help promote the name and loyalty of customers who visit Earth Hospitals. A variety of skills are used to offer the best customer experience. A Therapeutic massage at KEAHPL is a personalized experience for the client. Practitioners are dedicated to ing the client's optimum health and overall well-being and provide the right treatment as prescribed by the doctors. Job Summary

81

A Therapist at KEAHPL must ister professional massage and body treatments to the patients. They must have a thorough knowledge of numerous massage modalities, posses a general understanding of body treatments and be willing to undergo training and continuous skill improvement. They must possess excellent communication skills and be able to learn the product and service knowledge necessary to effectively provide wellness solutions to meet the needs of the patients at KEAHPL. Duties and Responsibilities 

Provide consistent professional massage and body treatments in accordance with the requirements as specified by the doctors.



Properly care for equipment and use proper amounts of product to assist with cost controls.



Have complete knowledge and understanding of all services and products offered.



Uphold the standards of sanitation and sterilization as directed by KEAHPL’s policies and procedures.



Perform prep work, properly clean and restock room as required.



Communicate to the doctors any complications or observed problems during the treatment sessions



Handle the patients’ questions and concerns professionally and courteously.



Possess the ability to work without direct supervision and independently carry out all responsibilities.



Maintain a positive attitude and contribute toward a quality work environment.



Regularly attend, participate in and training and staff meetings for Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL).

Human Resource Management - Training and Development Ayurveda being a booming industry had a large demand for doctors and therapists but the supply if falling short. The following is some statistics regarding the Ayurvedic doctors and the training industry.

82



Number of ed Ayurvedic medical practitioners: 366,812



Number of Ayurvedic teaching institutions (undergraduate): 187



Number of upgraded Ayurvedic postgraduate departments: 51



Number of specialties in Ayurvedic postgraduate medical training: 16

The solution to the lack of availability of therapists and doctors is through improved sourcing and in-house training. The following is a list of the training centre’s from which therapists and doctors could be sourced: AYURKENDRA PANCHAKARMA

DR. FRANKLIN'S PANCHAKARMA

TREATMENT CENTRE

INSTITUTE & RESEARCH CENTRE

GOVERNMENT AYURVEDA COLLEGE

GOVERNMENT AYURVEDA COLLEGE

K.N.J. KALARIPPAYATTU & MURMA

KERALA AYURVEDA PHARMACY

CHIKILSA CENTRE

LIMITED (KAPL) NAGARJUNA AYURVEDIC

KERALEEYA AYURVEDA SAMAJAM

INSTITUTE(Approved by the Govt. of Kerala)

NAVA KERALA KALARI SCHOOL POOMULLY ARAM THAMPURAN SMARAKA TRUST SREE SANKARA AYURVEDA HOSPITAL

PARASSINIKADAVU AYURVEDA MEDICAL COLLEGE SANJEEVANI PANCHAKARMA INSTITUTE & SPECIALITY AYURVEDA HOSPITAL SUKHODAYA AYURVEDA HOSPITAL

VAIDYARATNAM AYURVEDA COLLEGE The above mentioned training centers are located in the state of Kerala the hub of Ayurveda. Doctors and therapists will be mainly Keralites. Trained professionals will then be relocated from Kerala to the respective cities where the requirement s demands for. A long-term tie up can be

83

made with any one training center which will provide KEAHPL will the required number of therapists and doctors at any point of time. Training It is also crucial that the therapists undergo regular training throughout the year. This will be carried out within the hospitals. This in-house training will be conducted by the doctors of the respective hospitals. In house training is conducting training sessions within the hospital itself without employing outsiders to conduct such programs. This will be conducted twice a year. One of the two training sessions will be conducted by Dr. Anish Kurias himself while the other one will be conducted by the doctors of the particular hospital. The training sessions can be conducted between 11 am and 4 pm when no treatments and consultancies are conducted Advantages of conducting such in house training programs are that: 

Training can be scheduled at the convenience of the doctors and the therapists.



training is more focused, consistent and relevant to their needs of Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL)



Travelling and accommodation costs are reduced or even eliminated.



A further rapport can be built between the doctors and the therapist as well as Dr. Anish with the doctors and therapists.

The doctor at Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) conducting the training may need the following skills:

84



presentation/speaking skills



generating rapport/interest



course and session design/planning skills



evaluation, monitoring and skills



Conducting training needs analyses. Retention Employees today want more out of a job than a big salary. Workers expectations have

shifted over the past few decades. Thus at Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) special care should be taken to retain employees and ensure that they offer their services to KEAHPL over a long-term. Therapist Cadres A steady growth platform should be set for all employees. A new system of cadres can be implemented for the therapists. What we currently have in KEAHPL is only one level of “Therapists”. This can be modified where we have therapists at different levels depending on their performance and number of years served in KEAHPL: 0 - 2 years – Junior Therapists 2- 5 years – Senior Therapist More than 5 years – Head Therapists. The movement from one cadre to another will include additional responsibilities as well as monetary benefits and performance bases bonus. “Therapist of the Month” forms can be given to all customers to rate their level of satisfaction of the therapy offered to them. Based on this coupled with the doctor’s opinions a therapist will be chosen as the “Therapist of the Month”. Small incentives or perks will be offered for the chosen employee. Performance Linked Incentives

85

Therapist will be given incentives based on their respective levels of performance. This will act as a great motivation to improve their performance by manifold. Thus improving the overall levels of service offered at Kurias. KEAHPL should understand the shifts in workers' expectations and respond to them this will attract and retain the employees they need, thereby increasing productivity and enhancing revenues. Competitive advantage in the marketplace by differentiating KEAHPL from those that fail to respond to the new work values.

HR Recruitment Procedure THERAPIST 1. Therapists will be recruited from sourcing agencies. The recruitment process will be carried out in batches from a particular agency. 2. The recruitment process of each therapist should not take more than a fortnight. Process: 

The HR Manager will the sourcing agency and make known the number of therapists required.



The CV of the therapists will then be sent by the agency.



A CV can be scanned and the approval sent to the agency.



The relocation of the therapists to the respective cities or towns should be carried out within 10 days from notification.

3. Time cards and a log will be maintained. The time of arrival at the centre and the time of departure will be clocked in. Punctuality should be maintained since delayed appointments may cause inconvenience and loss of customers. 4. Leaves taken should be closely monitored and a check should be kept on absenteeism.

86

5. In the beginning stages cheques can be given as the payment method. On a later stage, salary s can be opened in a local bank where wages will be directly credited to.

Residential Medical Doctors Residential Medical Doctors will be through the campus placement process.

Various

colleges across Kerala offering the BHAMS course will be approaches to conduct campus placements for the fresh graduates every academic year. This will ensure a steady intake of doctors every year. The new graduates can be trained and absorbed into the Kurias Earth Ayurveda Hospital Private Limited. Consultant Doctors High cadre doctors will be identified and negotiations will be conducted to recruit them into the Kurias Earth Ayurveda Hospital Private Limited. The doctors will be directly approached and one on one negotiations will be entered into. LEGAL STRUCTURE OF THE EMPLOYMENT CONTRACT 1. All employees will be recruited and trained by Kurias Earth Ayurveda Hospital Private Limited. 2. Kurias Earth Ayurveda Hospital Private Limited will be a lean organization. The employees will be in the payroll of the hospital in which they will be working and will not be direct employees of Kurias Earth Ayurveda Hospital Private Limited. 3. Kurias Earth Ayurveda Hospital Private Limited will be involved in the whole Human Resource process.

87

Wages and istration Below is a graph showing the break-up of the number of employees on an average. The graph contains both the absolute figures as well as the percentages.

The above graph throws light to the fact that it is the therapist who form a major part of the HR requirements almost 52%, followed by the doctors who form the next major chunk of the pie chart nearly 11%. Hence it essential that adequate attentions is given to both the doctors and therapists.

88

Estimation for the Year 2011-2012 BRANCH 2011-2012 EMPLOYEES

NUMBER OF EMPLOYEES

Manager

5

Marketing Representative

5

Doctors

15

Therapist

70

Maintenance Staff

10

Front Office Staff

10

ant

5

Pharmacist

5

Security

10

BOARD 2011-2012

89

MANAGERIAL PERSONNEL

NUMBER

Chairman Managing Director

1 1

Chief Operations Officer

1

Estimation for 2012 – 2013 BRANCH 2012-2013 EMPLOYEES

NUMBER OF EMPLOYEES

Manager Marketing Representative Doctors Therapist Maintenance Staff Front Office Staff ant Pharmacist Security

11 11 33 154 22 22 11 11 22

BOARD 2012-2103

90

MANAGERIAL PERSONNEL

NUMBER

Chairman Chief Operations Officer MD General Chief Treatment Officer ant

1 1 1 1 1 1

Estimation for 2013 – 2014 BRANCH 2013-2014 EMPLOYEES Manager Marketing Representative Doctors Therapist Maintenance Staff Front Office Staff ant Pharmacist Security

NUMBER OF EMPLOYEES 15 15 45 210 30 30 15 15 30

BOARD 2013- 2014 MANAGERIAL PERSONNEL Chairman Managing Director Chief Operations Officer General Executive Marketing Manager Chief Officer for Treatment ant

91

NUMBER 1 1 1 1 1 1 1

The HR Structure In order to understand the nature of human resources that Kurias Kurias Earth Ayurveda Hospitals Pvt. Ltd. will have to employ, there must be a comprehension of the factors affecting their availability. For this purpose, a detailed analysis of the demand and supply of the human resources for the business over a span of five years has been shown in the human resources. The current employees in the individual hospitals of Kurias Kurias Earth Ayurveda Hospitals Pvt. Ltd.. consist of Employees

Number of employees

Manager

1

Marketing Representative

1

Doctors

3

Therapist

14

Maintenance Staff

2

Front Office Staff

2

ant

1

Pharmacist

1

Security

2

Manager The Hospital manager is in charge of the overall operations of a super-specialty hospital. The manager serves as a leader to his team of which he is in charge of. AT the end of the year 2013 and 2014 the number of branches Earth Hospital will have is 20 and 60 respectively. Therefore these hospitals should consist of efficient managers who will ensure the objective of Earth Hospital Ltd is achieved thus ensuring success. The managers of all hospitals have to report to the Operations Managers.

92

Duties 1. Conduct performance evaluation of his or her team associates and encourages them to perform better in their work environment. 2. Setting standards of performance. 3. Handle any customer complaints. 4. Ensure job satisfaction for all the employees within the hospital. 5. Ensure effective communication between the employees and top management with regards to any orders or instruction or any complaints or suggestions. 6. Ensure good working conditions for the employees. 7. Perform the work assigned to them by their heads effectively and inform regularly through reports about their performance as well as that of the other employees. 8. Make sure no conflicts arise between any employees within the hospital 9. Harmonising the organisational and individuals goals and objectives.

The following is the proposed HR structure for the year 2011-12. Managing Director The Managing Director is one of the in the Board of Directors of Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL). He plays an important role in the functioning of hospital. CFO, Marketing manager, R&D manager, Operations manager and HR manager have to report to

93

the Managing Director. The heads of all these departments are answerable to him and he is answerable to the other of the board of directors about the hospital's performance. Duties 1. Charter the blueprint of policies and implement them for the improvement of the firm. 2. Scrutinize, assess and monitor the various departments. 3. Encourage employees by providing them better growth opportunities. 4. Ensure that the objectives of KEAHPL are achieved in accordance with their plans. 5. Ensure that the quality control in all the hospitals of KEAHPL is up to the standard. Chief Operations Officer The Operations Manager is responsible for ensuring that the all the functions are being carried out by the managers effectively. The number of hospitals increases to 20 by 2013 and to 60 by 2014. Thus the Operation Manager should be efficient in managing the managers. Managers of all hospitals situated in the metropolitan cities will report to the General Operation head in the year 2014 Duties 1. Implement service excellence standards in all the areas of the hospitals. 2. Manage and increase the effectiveness and efficiency of Services through

improvements to each function as well as coordination and communication. 3. Ensure that the work assigned are carried out by the managers of each super-specialty

hospital effectively and as per the job descriptions 4. Ensure that the work carried out in all the hospitals should be in accordance with the Earth

Hospital’s objectives. 5. Ensure no conflicts arise between any employees within the hospitals or no conflicts arise

between any hospitals.

94

General : The duties of an istration is to plan, direct, or coordinate ive services of an organization, such as record-keeping, mail distribution, telephone operator/receptionist, and other office services. Duties: 1. Provides supplies by identifying needs for reception, switchboard, mailroom, and kitchen; establishing policies, procedures, and work schedules. 2. Provides communication systems by identifying needs; evaluating options; maintaining equipment; approving invoices. 3. Maintains istrative staff by recruiting, selecting, orienting, and training employees; maintaining a safe and secure work environment; developing personal growth opportunities.

95

4. Accomplishes staff results by communicating job expectations; planning, monitoring, and appraising job results; coaching, counselling, and disciplining employees; initiating, coordinating, and enforcing systems, policies, and procedures. 5. Purchases printed materials and forms by obtaining requirements; negotiating price, quality, and delivery; approving invoices. 6. Completes special projects by organizing and coordinating information and requirements; planning, arranging, and meeting schedules; monitoring results. 7. Provides historical reference by developing and utilizing filing and retrieval systems. 8. Maintains continuity among corporate, division, and local work teams by documenting and communicating actions, irregularities, and continuing needs. 9. Maintains professional and technical knowledge by attending educational workshops; benchmarking professional standards; reviewing professional publications; establishing personal networks. 10. Contributes to team effort by accomplishing related results as needed. 11. Improves program and service quality by devising new applications; updating procedures. 12. Achieves financial objectives by anticipating requirements; submitting information for budget preparation; scheduling expenditures; monitoring costs; analysing variances. ant: An ant mainly applies principles of ing to analyse financial information and prepare financial reports by compiling information, preparing profit and loss statements, and utilizing appropriate ing control procedures. Duties: 13. Prepare profit and loss statements and monthly closing and cost ing reports. 14. Compile and analyse financial information to prepare entries to s, such as general ledger s, and document business transactions. 15. Establish, maintain, and coordinate the implementation of ing and ing control procedures.

96

16. Analyse and review budgets and expenditures for local, state, federal, and private funding, contracts, and grants. 17. Monitor and review ing and related system reports for accuracy and completeness. 18. Prepare and review budget, revenue, expense, payroll entries, invoices, and other ing documents. 19. Analyse revenue and expenditure trends and recommend appropriate budget levels, and ensure expenditure control. 20. Explain billing invoices and ing policies to staff, vendors and clients. 21. Resolve ing discrepancies. Pharmaceutical Head The Pharmaceutical head will be mainly responsible for overlooking the production and sale of the ayurvedic medicines. By the year 2013, Kurias Kurias Earth Ayurveda Hospitals Pvt. Ltd.. will have 20 braches each hospital having a pharmacy attached to it. The production and supply of medicines to the hospitals will be overlooked by him. Duties of the Pharmaceutical Head will be as follows: 1. Ensure the maintenance of high quality in the in-house production of the medicines. 2. Maintenance of contracts with suppliers of raw materials used for production of the medicines. 3. Enter contracts for procurement of medicines which are to be sold in the pharmacies. 4. Ensure the maintenance of the right levels of inventories at all hospitals. 5. Make decisions regarding the distribution channels to be used for procurement and supply of raw materials and medicines in hospitals throughout India.

97

Executive Marketing Manager The Marketing Manager is responsible for developing, establishing and maintaining marketing strategies to meet the objectives of Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL). He ensures effective management of the marketing, advertising and promotional activities of the KEAHPL. Duties 1. Manage and coordinate all marketing, advertising and promotional staff and activities 2. Conduct market research to determine market requirements for existing and future

Ayurvedic services.

98

3. Analysis of customer research, current market conditions and competitor information in the

field of Ayurveda. 4. Develop and implement marketing plans and projects for the new branches. 5. Monitor, review and report on all marketing activity and results. 6. Determine and manage the marketing budget. 7. Liaison with media and advertising. 8. Ensuring work assigned are carried out by the marketing representatives of each hospital

effectively and as per the requirements and objectives.

99

CHAPTER – VII – MARKETING PLAN

K

urias Earth Hospital Pvt ltd derives its major source of revenue from it super speciality operations, primarily catering to the illness niche market. However, to maintain stability and sustainability it is highly advised that the wellness market

should also be adequately tapped. According to the Pareto Analysis 80 % of the total revenue is currently generated by the illness market which constitutes 20% of the total market size. However, the remainder 80 % of the total market which consists of the wellness market remains relatively untapped. This conclusion, suggests the potential for further growth of our clients in the wellness sector which could be efficiently tapped. The marketing approaches which are suggested to our clients have been segregated on the basis of illness and wellness. The Marketing Strategies includes the following:

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In-House ments In-house advertising is a system of product promotion that is executed by of that product’s firm rather than an external advertising agency. It allows firms to retain total creative control over the ways in which their products are marketed and can prove cheaper than external advertising services. The primary benefits of in-house advertising are the control it affords and the savings it can allow. Unlike firms that outsource their promotional needs, those that generate their own advertising maintain sole authority over the way their product is presented. Depending upon the advertising department’s resources, this control can encom everything from a product’s packaging to the places its ments are seen. Additionally, creating ments inhouse can prove cost-effective, as it allows firms to avoid the high commissions typically charged by outside agencies. 1. The Earth Tour Each Potential Customer would be given a detailed tour of the Kurias Earth Hospitals. The tour shall give an overview to the potential customers of the state of the art equipment and facilities that would be made available to them once they are realized as customers. The tour shall also reassure the customers as to the level of quality in of the material and manpower. It will also provide awareness to the potential customers as to the scope and benefits of Ayurveda. The strategy would be primarily employed during the lean hours of the working days. This could be used to target the wellness objective of the client. The ‘Earth Tour’ will look to establish the first point of with the potential customer and seek a gradual conversion into a customer, by the efficient and effective tapping and recollection value created in the potential customer through the media , internet , referral and other promotional programs. 2. Pamphlets And Brochures The prime focus of the above strategy would be to convert illness customers into wellness customers as well as attracting the potential customers from the wellness market as well as the

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illness market. The brochure will seek to create attention value amongst existing and potential customers by disseminating ‘attention’ creating information (refer ‘essentials of a brochure’). The brochure will contain details regarding the ‘unique competencies’ of Kurias Earth hospitals in the field of both illness and wellness A good brochure helps represent the business. If it is done professionally, then people will walk away with a good idea of the business. It helps your potential customers to learn more about the business. It is as marketing tools to gain new business. Brochures can help you to spread the word about the business. People may not know about the business, but that can all change with a brochure. It is also advised that the Brochures are located at strategic positions on and offbusiness premises .This would entail making the available at the ‘waiting areas’ of the business premises and other strategic locations. In order to tap customers off- the business premises by the means of brochures and pamphlets, guerrilla marketing could be resorted to. Targeting illness camps, yoga camps, medical camps, wellness expos, gyms, rejuvenation centres and other related or un-related events and locations which would provide mileage in creating attention value and eventual customers. The core objective of this strategy is advised to be “low budget and high impact”. Thus, timely appraisal in of strategic direction would be essential. 3. Essentials Of A Brochure Creating a brochure by the client can be extremely helpful to the business, for the customers, for the potential customers, and for the client. However, it needs to be made sure that brochure is being created in order to yield good results. It is suggested that the below mentioned points could be kept in mind in order to produce an effective and efficient brochure design to create the appropriate amount of attention amongst the target market. The brochure sends out the right message of Kurias Earth’s business. The brochure represents Kurias Earth, therefore it is essential to make sure that the representation of the business is done in the best way. Send out a positive message about the business. With the above in mind, an

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introduction to the business in the brochure. People may not know about the clients business or they may want to learn more about the business. Let the customers and potential customers know what you the business knows, what the business provides, and what they can be expected from the business. Provide informative information about the company and provide information for the business. This can include telephone numbers, email addresses, and the web address to your website. A good brochure helps represent the business. If it is done professionally, then people will walk away with a good idea of the business. It helps your potential customers to learn more about the business. It is as marketing tools to gain new business. Brochures can help you to spread the word about the business. People may not know about the business, but that can all change with a brochure.

Limited Media ment In accordance with the client’s objectives it is advised that the local media of each city/town in which the hospitals are located are effectively and efficiently tapped. The prime focus of this strategy would be to create “recollection value” amongst the target market. The ments placed in the local media will be on the same page, same area, having the same font, same content. The objective of this strategy being, almost to force the reader to look at the “Kurias Earth” ment at some point of time. Thus, facilitating “re-collection value” amongst the target market. The design and copy right of the ment should also seek to stimulate attention amongst the readers. ments in the local media would cater to both the wellness and the illness sectors of the market. Thus, providing suitable context to both the markets and create attention and recollection value. In furtherance to the above strategy, it is also advised that ments could also be made in the local media with regard to the visits being made by the super speciality doctors to the

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various hospitals in the city. Thus, providing an opportunity for advance appointment booking, meeting revenue objectives and providing crucial customer database information. This would also provide a platform for the “in-house” marketing strategies to play an active part in converting the illness customers into wellness customers as well as in converting potential customers into realised customers.

Referrals Referrals are seen as seen as a major source of customers and revenues due to the nature of the Ayurveda industry. However, current trend has shown that the only source of revenue has been through the illness referrals. The referral strategy could be sub-divided into 3: Doctor –based referrals This strategy will look to consolidate the existing illness based customers. Due to the nature of the illness market, the “doctor based referral” system provides multi-fold returns to the client with minimal promotional effort. Further it ensures “repeat customers” due to the core competency of Kurias Earth Hospitals. This strategy will also seek to convert customers from doctor based to a combined referral. This process would be facilitated through the “in- house” marketing efforts as well as the “limited media” ments. Thus, showing the related nature of the marketing strategies adopted. Customer-Based Referrals This strategy will focus on the wellness market. The core objective is to facilitate the 60-40 approach by increasing the number of customers during the lean hours of the business day. The strategy will focus on providing discounts to principal customer upon his ability to bring in a suitable number of potential customers for the wellness services. The ideal figure is 2 per principal customer. However, it could vary as per the desecration of the strategic management.

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The promotional offers would be made available at the earth hospitals pervasively or for a limited period of time based upon the strategic decision taken by the marketing director. This strategy provides an opportunity for wellness customers to avail wellness treatments with added incentives in the near future. The objective is to facilitate stakeholder benefit and make the customers feel a part of “Kurias Earth”. Combined Referral This strategy targets both the illness and wellness markets. The objective of the strategy is to convert illness customers into wellness customers and wellness customers requiring illness treatment into illness customers. It would be 2-pronged strategy whereby, no visible effort would be taken by Kurias Earth in of promotional efforts and added costs. It would require mere interaction of the illness and wellness customers, as they themselves would facilitate the referral process due to added benefits for both the stakeholder.

Sponsored Programs All specialist of a particular field are consulted by journalists, reporters and other media persons for articles or television shows seeking their expert opinion. In recent times increase in diseases has created a need to provide consultation to masses. Using this opportunity efficiently and effectively, would provide suitable leverage to Kurias Earth. This strategy would ensure publicity to the client and also in a favourable light. The primary benefit of this approach is that there are minimal costs involved relative to media ments. Further, they add value to the businesses brand in favourable light, promoting Kurias Earth as specialists in the illness industry. This strategy will seek to have strategic tie-ups with various newspapers, magazines, television channels and other media sources. The tie –up would ensure that Kurias Earth Private Ltd gets reasonable exposure in favourable light in such media

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This strategy could be translated on 3 fronts: 1. Newspaper Based: Expert opinion would be provided in local newspapers on contextual approach. Thus, accentuating the visibility of Kurias Earth amongst the masses in general and accentuating brand “Kurias Earth”. 2. Magazine Based: Expert opinion would be provided in magazines on contextual approach, preferably in health care magazines .Thus, accentuating the visibility of Kurias Earth amongst the masses in general and accentuating brand “Kurias Earth”. 3. Television Based: Expert opinion would be provided on local/national television on contextual approach. Thus, accentuating the visibility of Kurias Earth amongst the masses in general and accentuating brand “Kurias Earth”.

Lean Hour Promotional Offer This is advised as a promotional strategy which could be employed by “Kurias Earth “In order to meet it operational efficiency during the lean hour from 11am-4 pm on business days. This strategy primarily targets the 60-40 objective of the company, focusing on the wellness sector. The core concept stems from the fact that a min of 2 customers would be required on a daily basis to meet the 60-40 objective. The longevity of the strategy would be up to the discretion of the board. However, a minimum period of 6 months is advised in order to facilitate the visibility of the Earth hospitals in the locality. Each customer availing wellness treatments during the lean periods of 11am-4pm will be eligible for this offer. The promotion could be either a “cash discount “or a “product discount”. In a typical “cash discount” promotion, a customer would be offered an immediate discount (discount amount

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subjective to board’s discretion) on the purchase of a wellness treatment. Thus, providing an immediate closure to the transaction. “Product discount” promotion would entail the customer providing full cash payment for the immediate wellness treatment availed with the benefit of availing an additional treatment free of cost within the specified period. This approach provides a psychological benefit, as most customers perceive the notion of a free service as more beneficial than having to make an up-front payment of cash. Further, the collection of cash in full at the very outset of a particular transaction provides a better opportunity in of investing in working capital requirements, as time value of money will have an impact on the cash flows.

Travel Agency Tie –Ups Indian Tourism Industry is one of the biggest tourism industries in the world. According to the projection of Indian Tourism Ministry, the number of foreign tourist’s arrival in India will rise 10 million by 2010. According to the estimates, India epitomizes one of the most potential tourism markets in the world. India represents one of the most potential tourism markets in the world. It has expanded rapidly over the past few years and underpinned by the government , rising income level and various international sports events like (Commonwealth Games and Cricket 20/20); the Indian tourism industry will continue to grow at the fastest pace in the coming years. However, the industry may have to cope up with several challenges which will limit its growth. Commonwealth Games has also made a favorable impact on Indian Tourism Industry. Lots of companies are offering special tour packages to the tourists. As per the reports, it is estimated that more than 3.5 million tourists are going to reach India in 2010 to be a part of the prestigious Commonwealth Games, which is scheduled to be held in Delhi. It is the high time for the India’s Tourism Industry, as the foreign tourists will be heavily dependent upon them for the flight bookings, hotel reservations, travel itineraries and visas. 1. Tourist’s arrival will rise 10 Million by 2010, up from just 5 Million in 2007.

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2. Andhra Pradesh, Uttar Pradesh, Tamil Nadu, Karnataka and Rajasthan are the leading tourism destinations in India in of total tourist arrivals. 3. Indian contribution in global tourism would reach 1.5% by 2010. 4. Indian outbound tourist flow is expected to increase at a CAGR of 13.30% over the five-year period spanning from 2008 to 2012. 5. India has been promoting its healthcare tourism by providing the visitors with private healthcare facilities. It is expected that the total market for medical tourism will reach US$ 2 Billion by 2012, representing a CAGR of 60.69%. 6. Personal disposable income during 2002-2007 grew at a CAGR of 14.16%, thereby driving domestic as well as outbound tourism. 7. The growth in India’s tourism market is expected to serve as a boon, driving the growth of several associated industries, including hotel industry, medical tourism industry and aviation industry. As the above data clearly indicates that the tourism industry in Indian is booming .The biggest opportunity is the promotion of the healthcare industry and a potential net worth of US$ 2 Billion by 2012. Therefore tapping this opportunity is advised. The rationale behind this strategy is that a majority of foreign tourists visit a country through a travel agent. Thus, making the travel agent the point of . Further more than 600,000 foreign tourists flock to seek ayurvedic treatment, with these figures forecasted to increase over the next few years. The Unique Selling Proposition (USP) for the Ayurveda industry and Kurias Earth is the inquisitive and curiosity value of Ayurveda. Tourists have heard of it but have never experienced it .Thus creating an extrinsic USP for the client. It is therefore advised that Kurias Earth enters into strategic tie-ups with such travel agents so as to channel the flow of foreign tourists to the client. The consideration with the travel agencies is proposed on a commission basis It is advised that the services provided by Kurias Earth focuses on creating an experience for the wellness customers along with their illness treatments.

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Online Presence So many people think of the internet only in of global or national business when the truth is one of the most powerful things about marketing online is that you are able to promote any business, online. We propose 3 marketing techniques that have a proven track record with the Ayurveda Industry:

The major factor that sets the internet apart from traditional marketing is that online clients don't go in search for prospects; they come and look for them. Traditionally in marketing a business would expose itself to a large market of which a percentage would make up the target market. Online the business will have to position itself in front of the target market so when they are looking, they find the client. The key to successfully implementing marketing ideas online is understanding keyword research and search engine optimization. 1. The first powerful marketing tool or medium in marketing the Ayurveda business would be social media. Social media today is one of the most powerful and influential mediums available online. If used correctly it can create interest, deliver valuable information on things such as aliments, specialist doctors schedules, treatments and much more. It also helps you connect with your customers on a consistent basis. 2. The second powerful tool would be a solid website. Websites if developed correctly and kept updated can be very powerful tools. Websites are generally used to inform people of valuable information concerning the business such as operating hours, available equipment, services, products for sale such as supplements, Location, etc. The great thing is that if you have the knowledge it can cost little to nothing to get a website up and running. 3. The last powerful tool is a blog. This can be done as a part of the website or as a separate entity. It is such a value added form of marketing because it can evoke fantastic discussions that are relevant to the industry. It creates a sense of belonging to the and blogs always rate very high amongst the search engines. It can also be used to relate information to prospects through social media notification such as twitter and Facebook.

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Consultation Priority This Strategy/policy stems from the rationale that Kurias Earth Hospitals believes that the health of customer is the most important objective. Most wellness centres across the country seek to push the customers into a particular treatment without giving them adequate information. The customers are often “pushed” into treatments which are not compatible with their body and health. The major cause for such negligence is due to the lack of expert staff at the wellness centres. The core competency of Kurias Earth Hospitals is in its specialization and expertise in the Ayurveda sector and primarily in the illness sector. This advantage can be replicated in the wellness industry as well as there is no dearth of expert doctors at Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL). This strategy would ensure that no wellness treatment is provided to a customer without prior diagnosis of his/her health condition. The customer will be prescribed the necessary treatments as per his/her requirement only after the in-house doctor is satisfied that the customer will be able to reap the full benefit of the treatment , provided his/her health condition is up to the required level. Thus this Strategy will involve the following steps: 1. Customer will decide the particular package or wellness treatments he/she wants to take.(desired treatment) 2. Consultation with the in-house doctor with regard to the compatibility of the desired treatment with the health condition of the customer. 3. If the health condition is satisfactory, then the package or treatment is prescribed to the customer 4. If the If the health condition is unsatisfactory, then a detailed statement of reasons is provided. Stating the deficiencies and prescribed treatments required to bring the clients health at par for the treatment.

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5. When the required health condition is achieved then, the desired treatment would be prescribed. The biggest advantage this strategy brings out is that of brand creation. Kurias Earth Hospital’s wellness operation would not look like a normal wellness centre where the treatments are pushed to the customer but a centre which allows a customer to understand himself/herself in of their current health situations and eventually plan out their healthy lifestyle. It positions Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) as a partner of the customer with regards to their present and future health rather than a one-time treatment provider, thus branding KEAHPL in a favourable light. It also would mobilize the operational capacity of the Hospitals during the lean hours of the day, thereby leading to optimum manpower utilization. It would also provide added revenue as the consultation charges would be in-built into price of the treatment/packages. Further it due to the recurring nature of this strategy a steady cash flow can also be perceived.

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CHAPTER – VIII – LEGAL REQUIREMENTS A. General Legal Requirement For Each Hospital 1. Every venture whether wholly owned hospital, t venture or subsidiary should have an independent organization structure like private limited or public limited. 2. Every company has to obtain a trade license from Department Of Health. 3. Every company has to obtain Shop And Establishment from Department Of Labor. 4. Every company should obtain PAN and TAN from Department Of Income Tax. 5. Deduction of tax before making payment of salary, professional charges, rent, etc and periodic payment and filing of return with Income Tax Department. 6. Registration of VAT under Sales Tax Department for sale of medicines and periodic payment and filing of VAT return. 7. If the number of employees exceed twenty the Provident Fund has to be obtained. B. Legal Requirement For Listing By The Year 2015 Earth Hospital has to fulfil the following criteria in case of various aspects in case it intends to go listing in four years

Capital Requirements A large cap company is a company with a minimum issue size of Rs. 10 crore and market capitalization of not less than Rs. 25 crore. A small cap company is a company other than a large cap company. Earth Hospital Ltd is a small cap company.  In respect of Earth Kurias Ltd it should satisfy following criteria if it intends to go for listing a. The minimum post-issue paid-up capital of the Company shall be `3 crore; and b. The minimum issue size shall be `3 crore; and

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c. The minimum market capitalization of the Company shall be `5 crore (market capitalization shall be calculated by multiplying the post-issue paid-up number of equity shares with the issue price); and d. The minimum income/turnover of the Company shall be `3 crore in each of the preceding three 12-months period; and e. The minimum number of public shareholders after the issue shall be 1000. f. A due diligence study may be conducted by an independent team of Chartered ants or Merchant Bankers appointed by BSE, the cost of which will be borne by the company. The requirement of a due diligence study may be waived if a financial institution or a scheduled commercial bank has appraised the project in the preceding 12 months.

Other criteria’s  In respect of the requirement of paid-up capital and market capitalization, KEAHPL shall be require to include in the disclaimer clause forming a part of the offer document that in the event of the market capitalization (product of issue price and the post issue number of shares) requirement of BSE not being met, the securities of the issuer would not be listed on BSE.  The applicant, promoters and/or group companies, shall not be in default in compliance of the listing agreement.  The above eligibility criteria would be in addition to the conditions prescribed under SEBI (Disclosure and Investor Protection) Guidelines, 2000.

HR Structure COMPOSITION OF BOARD 

The Board of directors of the Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) should have an optimum combination of executive and non-executive directors with not less than fifty percent of the board of directors comprising of non-executive directors.

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 Where the Chairman of the Board is a non-executive director, at least one-third of the Board should comprise of independent directors and in case he is an executive director, at least half of the Board should comprise of independent directors.  Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) when appointing independent director should ensure that an independent director shall mean a non-executive director of the company who: a. apart from receiving director’s remuneration, does not have any material pecuniary relationships or transactions with the company, its promoters, its directors, its senior management or its holding company, its subsidiaries and associates which may affect independence of the director; b. is not related to promoters or persons occupying management positions at the board level or at one level below the board; c. has not been an executive of the company in the immediately preceding three financial years; d. is not a partner or an executive or was not partner or an executive during the preceding three years, of any of the following:  the statutory audit firm or the internal audit firm that is associated with the company, and  The legal firm(s) and consulting firm(s) that have a material association with the company. e. is not a material supplier, service provider or customer or a lessor or lessee of the company, which may affect independence of the director; and f. is not a substantial shareholder of the company i.e. owning two percent or more of the block of voting shares. 

In case of any Nominee directors appointed by an institution which has invested in or lent to the company shall be deemed to be independent directors.

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Non Executive Directors Compensation And Disclosure All fees or compensation, if any paid to non-executive directors, including independent directors, shall be fixed by the Board of Directors and shall require previous approval of shareholders in general meeting of Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL). The shareholders’ resolution shall specify the limits for the maximum number of stock options that can be granted to non-executive directors, including independent directors, in any financial year and in aggregate. Code Of Conduct The board of Kurias Earth Ayurveda Hospitals Pvt. Ltd. should have a code of conduct in order to ensure the effective working of the management. At the time of listing Earth Hospital should ensure it has an effective code of conduct in place as per the following requirements  The Board of Earth shall lay down a code of conduct for all Board and senior management of the company. The code of conduct shall be posted on the website of the company.  All Board and senior management personnel shall affirm compliance with the code on an annual basis. The Annual Report of the company shall contain a declaration to this effect signed by the CEO. Subsidiary Companies  At least one independent director on the Board of Directors of the holding company shall be a director on the Board of Directors of a material non-listed Indian subsidiary company.  The Audit Committee of the listed holding company shall also review the financial statements, in particular, the investments made by the unlisted subsidiary company.  The minutes of the Board meetings of the unlisted subsidiary company shall be placed at the Board meeting of the listed holding company. The management should periodically bring to the

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attention of the Board of Directors of the listed holding company, a statement of all significant transactions and arrangements entered into by the unlisted subsidiary company.

Annual Report The annual report of Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) shall contain the 

Board’s report

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Balance Sheet

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Profit and Loss

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Cash Flow Statement

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the auditor’s report

Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) has to simultaneously file the same with the Exchange. The minimum amount of information that is to be contained in the Board’s report is given in Schedule V. For the purpose of listing Kurias Earth Ayurveda Hospitals Pvt. Ltd. should prepare their annual report in compliance with the following:  Kurias Earth Ayurveda Hospitals Pvt. Ltd. should either be complying with Indian GAAP (including all ing Standards issued by the Institute of Chartered ants of India) or with the International Financial Reporting Standards (IFRS) [including the International ing Standards (IAS)] or with US GAAP in the preparation and disclosure of its financial results. The ing / Reporting Standard followed for the quarterly results should be consistent with that of the Annual results.  In case Kurias Earth Ayurveda Hospitals Pvt. Ltd. opts to prepare and disclose its financial results as per IFRS/US GAAP, it agrees to also comply with clauses 35 and 36. In such case, the annual and quarterly financial results shall be audited by a professional ant or certified public ant in accordance with the International Standards on Auditing (ISA). The auditor’s report shall also be prepared in accordance with the ISA.

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 In case Kurias Earth Ayurveda Hospitals Pvt. Ltd. opts to prepare and disclose its financial results as per Indian GAAP, it agrees to comply, as far as may be, with clauses 37 and 38 and with the provisions of the Companies Act, 1956 relating to authentication and presentation of annual s as far as may be practicable. In such case, the annual and quarterly financial results shall be audited by a Chartered ant within the meaning of Chartered ants Act, 1949 who is not disqualified in of section 226 of the Companies Act, 1956, in accordance with Indian GAAP. The auditor’s report shall, as far as may be possible, be prepared in accordance with section 227 of the Companies Act, 1956 and the Indian GAAP. Provided that the annual and quarterly financial results shall in both cases be audited.  This clause shall apply where Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) opts to prepare and disclose the annual financial results in accordance with the IFRS/US GAAP and in such case, the issuer shall while complying with this clause; comply also with the relevant standards of IFRS/US GAAP.

Annual s  In the case of Kurias Earth Ayurveda Hospitals Pvt. Ltd. which has subsidiaries, it shall publish Consolidated Financial Statements, in the annual report in addition to the individual financial statements. The Consolidated Financial Statements shall also be audited by the statutory auditors of the issuer.  The Annual Report shall contain ‘Related Party Disclosures’.  The annual s shall also contain the following disclosures: S.NO In The s of

Disclosures of amounts at the year end and the maximum amount of loans/ advances/ investments outstanding during the year.

1

Parent

 Loans and advances in the nature of loans to subsidiaries by name and amount.

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 Loans and advances in the nature of loans to associates by name and amount.  Loans and advances in the nature of loans where there is a. no repayment schedule or repayment beyond seven years or b. no interest or interest below section 372A of Companies Act by name and amount.  Loans and advances in the nature of loans to firms/companies in which directors are interested by name and amount 2

Subsidiary

Same disclosures as applicable to the parent company in the s of subsidiary company.

3

Parent

Investments by the loanee in the shares of parent company and subsidiary company, when the company has made a loan or advance in the nature of loan.

 The cash flow statement shall be a part of the Annual s as well as the Annual Report. Directors Report Kurias Earth Ayurveda Hospitals Pvt. Ltd. should disclose in the Directors Report the name and address of each Stock Exchange at which the issuer's securities are listed and also confirm that Annual Listing Fee has been paid to each of the exchange.

Quarterly Financial Results This clause shall apply where Kurias Earth Ayurveda Hospitals Pvt. Ltd. (KEAHPL) opts to prepare and disclose the quarterly financial results in accordance with the IFRS/US GAAP and in such case,

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the issuer shall while complying with this clause; comply also with the relevant standards of IFRS/US GAAP. A. General  Kurias Earth Ayurveda Hospitals Pvt. Ltd. should furnish audited financial results on a quarterly basis within one month from the end of quarter (3 months) to the Stock Exchange.  The Board of Directors or its Sub Committee should take on record the unaudited quarterly results which shall be signed by the Managing Director / Executive Director.  Kurias Earth Ayurveda Hospitals Pvt. Ltd. should inform the Stock Exchange where its securities are listed about the date of the board Meeting at least 7 days in advance and shall also issue immediately a press release in at least one national newspaper and one regional language newspaper about the date of aforesaid Board or its Sub Committee Meeting.  Kurias Earth Ayurveda Hospitals Pvt. Ltd. should make an announcement to the Stock Exchanges, where the Issuer is listed, within 15 minutes of the closure of the Board Meeting or Meeting of a Sub-Page Committee of Board of Directors (consisting of not less than one third of the Directors), in which the unaudited financial results are placed.  Kurias Earth Ayurveda Hospitals Pvt. Ltd. should within 48 hours of the conclusion of the Board or its Sub Committee Meeting publish the unaudited financial results in at least one English daily newspaper circulating in the whole or substantially the whole of India and in one newspaper published in the language of the region, where the ed office of the Issuer is situated. B. Preparation of the Financial Results  Kurias Earth Ayurveda Hospitals Pvt. Ltd. may publish consolidated financial results in addition to the standalone financial results under this clause.  In case there are changes in the ing policies from those followed in the previous year, the results of previous year will be recast as per the present ing policies (IFRS/US GAAP), to make it comparable with current year results.  Kurias Earth Ayurveda Hospitals Pvt. Ltd. should follow the applicable IFRS/US GAAP, including those on segment reporting.

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 The unaudited results should not substantially differ from the audited results of the Kurias Earth Ayurveda Hospitals Pvt. Ltd.. If the sum total of the First, Second, Third and Fourth quarterly results in respect of any item given in the same pro-forma varies by 20 per cent when compared with the audited results for the full year the Kurias Earth Ayurveda Hospitals Pvt. Ltd. should explain the reasons to the Stock Exchanges and in the annual report

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APPENDIX Pareto Analysis Pareto analysis is a statistical technique in decision making that is used for selection of a limited number of tasks that produce significant overall effect. It uses the Pareto principle – the idea that by doing 20% of work, 80% of the advantage of doing the entire job can be generated. Or in of quality improvement, a large majority of problems (80%) are produced by a few key causes (20%). Pareto analysis is a formal technique useful where many possible courses of action are competing for attention. In essence, the problem-solver estimates the benefit delivered by each action, then selects a number of the most effective actions that deliver a total benefit reasonably close to the maximal possible one.[ Pareto analysis is a creative way of looking at causes of problems because it helps stimulate thinking and organize thoughts. However, it can be limited by its exclusion of possibly important problems which may be small initially, but which grow with time. It should be combined with other analytical tools such as failure mode and effects analysis and fault tree analysis for example. This technique helps to identify the top 20% of causes that needs to be addressed to resolve the 80% of the problems. Once the top 20% of the causes are identified, then tools like the Ishikawa diagram or Fish-bone Analysis can be used to identify the root causes of the problems. The application of the Pareto analysis in risk management allows management to focus on the 20% of the risks that have the most impact on the project. [

Steps to identify the important causes using Pareto analysis 

Step 1: Form a table listing the causes and their frequency as a percentage.

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Step 2: Arrange the rows in the decreasing order of importance of the causes (i.e., the most important cause first)

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Step 3: Add a cumulative percentage column to the table

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Step 4: Plot with causes on x- and cumulative percentage on y-axis

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Step 5: the above points to form a curve

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Step 6: Plot (on the same graph) a bar graph with causes on x- and percent frequency on yaxis

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Step 7: Draw line at 80% on y-axis parallel to x-axis. Then drop the line at the point of intersection with the curve on x-axis. This point on the x-axis separates the important causes (on the left) and trivial causes (on the right)

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Step 8: Review the chart to ensure that at least 80% of the causes are captured

Guerrilla Marketing The concept of guerrilla marketing was invented as an unconventional system of promotions that relies on time, energy and imagination rather than a big marketing budget. Typically, guerrilla marketing campaigns are unexpected and unconventional, potentially interactive, and consumers are targeted in unexpected places. The objective of guerrilla marketing is to create a unique, engaging and thought-provoking concept to generate buzz, and consequently turn viral. The term was coined and defined by Jay Conrad Levinson in his book Guerrilla Marketing. The term has since entered the popular vocabulary and marketing textbooks. Guerrilla marketing involves unusual approaches such as intercept encounters in public places, street giveaways of products, PR stunts, or any unconventional marketing intended to get maximum results from minimal resources. More innovative approaches to Guerrilla marketing now utilize cutting edge mobile digital technologies to engage the consumer and create a memorable brand experience.

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