Walk into any chemist shop and look at the narrow shelf behind the cash counter. That is where the drops live: eye drops, ear drops, nasal drops, small bottles of paediatric drops. Each one is cheap on its own, but the shelf turns over faster than almost anything else in the shop. People do not stock up on drops at home. They buy them when the problem starts, and they buy them again when it comes back.
For a distributor, that shelf is an opportunity that is easy to overlook. Most people starting a PCD franchise think in terms of tablets and syrups. Very few think about building a proper drops division that covers eye and ear care together. Those who do often find it is one of the most reliable parts of their business, because one sales visit can cover ophthalmologists, ENT specialists, paediatricians and general physicians with a single, compact bag of products.
This article explains how an eye and ear drops PCD franchise is put together, how to plan your territory around it, what a sensible first order looks like, and how to keep the division profitable once it is running. It focuses on the practical side: who buys what, when, and how to avoid the common traps.
Why eye and ear drops belong in one division
Eye drops and ear drops have a lot in common from a business point of view, even though they treat different problems.
- Same storage and handling. Both come in small dropper bottles, both should be kept away from heat and sunlight, and both have a limited use period once opened. You can store, pack and dispatch them the same way.
- Overlapping doctors. Paediatricians and general physicians prescribe both. A child with a cold may have red eyes and an earache in the same week. An ENT specialist often sees patients with eye allergy alongside nasal allergy.
- Similar chemist behaviour. Chemists keep both on the same shelf, reorder them in small quantities, and recommend them over the counter for common complaints.
- Compact bag. A representative can carry samples of fifteen eye and ear products in one small bag, which makes visits faster and cheaper than carrying bulky syrup bottles.
Running them together also protects you against seasonal dips. Eye allergy peaks in spring, conjunctivitis rises in the monsoon, ear infections climb in the rainy season and after the swimming months, and wax problems are steady all year. A combined division smooths out the bumps.
How a drops division is usually structured
Companies that offer an ophthalmic and otic franchise typically split the range into a few clear groups. Knowing the groups helps you decide what to order first.
Eye care group
- Antibiotic drops such as moxifloxacin, ofloxacin and tobramycin
- Antibiotic and steroid combinations used after surgery
- Lubricant drops based on carboxymethylcellulose, hydroxypropyl methylcellulose or sodium hyaluronate
- Anti-allergy drops such as olopatadine
- Non-steroidal anti-inflammatory drops for post-operative care
- Eye ointments for night-time use
Ear care group
- Wax softening drops for impacted ear wax
- Antibiotic ear drops, for example ciprofloxacin or ofloxacin, used for outer and middle ear infections
- Antibiotic and steroid combinations for inflamed, itchy ear canals
- Antifungal ear drops such as clotrimazole for fungal ear infections, which are common in humid weather
- Pain-relieving ear drops prescribed alongside antibiotics
Supporting products
Many companies add nasal saline drops and sprays, decongestant nasal drops, and oral supplements for eye health. These are not essential on day one, but they help you offer a complete basket to ENT clinics and paediatricians later on.
Mapping your territory before you sign
The single most useful thing you can do before choosing a company is to spend a week mapping your territory. It costs nothing but your time and it will save you from ordering the wrong products.
Count the specialists
Make a list with four columns: eye specialists, ENT specialists, paediatricians and general physicians. Note which ones are busy, which hospitals do cataract or ENT surgery, and which clinics are near large chemist shops.
Check what is already being sold
Visit ten chemists and ask which eye and ear drop brands move the fastest. Look at the shelf. You will quickly see which compositions are in demand and what the going retail prices are.
Decide your lead group
If your area has several busy eye hospitals, lead with the eye care group and add ear products as a second step. If you have more ENT clinics and paediatricians than eye specialists, flip it. In smaller towns with few specialists, general physicians and chemists will carry most of your sale, so focus on lubricants, common antibiotic drops and wax softeners.
Building a sensible first order
The temptation with a new division is to order a little of everything. That ties up cash in products that may not move for months. A better approach is to choose a core list of around twelve to twenty products and grow from there.
A typical starter selection for a mixed territory might look like this:
- Two lubricant eye drops in different strengths
- Two antibiotic eye drops
- One antibiotic and steroid eye drop for post-surgery use
- One anti-allergy eye drop
- One eye ointment
- One wax softening ear drop
- Two antibiotic ear drops, one plain and one with a steroid
- One antifungal ear drop
- One saline nasal drop for children
Twelve products like these cover the bulk of everyday prescriptions. Once you see which ones doctors in your area prefer, add depth where the demand is.
Money: what it really costs to start
Exact figures depend on the company and your city, but the components are the same everywhere.
The first purchase
Companies usually set a minimum opening order. For a drops division, this often sits somewhere between ₹40,000 and ₹1.5 lakh. Drops are low in unit price, so even a modest order gives you a good number of bottles to start with.
Licence and premises
You will need a wholesale drug licence (commonly Forms 20B and 21B) from your state drug control department, a GST registration, and premises that meet your state's minimum requirements. If you already hold a drug licence for another franchise, you can usually add this division without fresh licensing.
Storage
Basic racks and a cool, shaded storage area. In hot regions, an air conditioner in the storage room helps protect stock through the summer.
Working capital
Chemists buy on credit. Expect to carry one to two months of sales as outstanding payments in the market. This is the part most new distributors underestimate.
A simple example
Suppose you start with a ₹75,000 opening order and sell through it in six weeks. Your chemists pay you in 30 to 45 days. By the time you place your second order, a large part of the first order's value may still be in the market. If you have not kept money aside, you will have to delay the second order, and the products doctors started prescribing will run out at the chemist. Keep at least the value of one full order as a cushion.
Promoting eye and ear drops the right way
With eye specialists
Eye surgeons care about three things: the drop does not sting, the bottle delivers a clean single drop, and the product is consistent from batch to batch. Bring samples, let them try the bottle themselves, and be ready to answer questions about manufacturing and sterility. Do not oversell. If they are happy with your antibiotic drop, the post-surgery combination will follow.
With ENT specialists
ENT doctors see a large number of ear infections, fungal infections and wax problems. They often prefer a short list of trusted brands. Introduce your wax softener and antifungal drop first, because these are frequently prescribed and easy to compare.
With paediatricians
Children get eye and ear infections often, especially in schools and crèches. Paediatricians appreciate a simple combined offer: one antibiotic eye drop, one anti-allergy drop, one ear drop and a saline nasal drop. Leave samples that are easy for parents to use.
With general physicians
In towns without many specialists, general physicians treat most eye and ear complaints. A short list of five or six well-known compositions is enough. Focus on reliability and availability at nearby chemists.
With chemists
Chemists recommend lubricant eye drops and wax softeners over the counter all the time. Make sure every chemist near your prescribing doctors keeps your brands in stock. Small, regular orders work better than large one-time pushes for drops.
A seasonal calendar for drops
Planning stock around the seasons keeps you from running out at the wrong time or holding too much in slow months.
- February to April: Spring allergies push up anti-allergy eye drops and lubricants. Stock up before the first warm weeks.
- May and June: Heat, dust and dry air increase dry eye complaints. Swimming season starts in many cities, which later leads to ear infections.
- July to September: Monsoon brings conjunctivitis outbreaks and fungal ear infections. Antibiotic eye drops and antifungal ear drops move fast. This is usually the peak season for a drops division.
- October and November: Post-monsoon infections settle, festival season brings smoke and pollution, and lubricant demand stays steady.
- December and January: Colds and flu bring ear pain in children. Cataract surgery numbers are often high in winter, boosting post-operative eye drops.
Talk to the company about stock availability ahead of the monsoon. Running out of antibiotic eye drops during a conjunctivitis outbreak is the fastest way to lose doctors to a competitor.
Checking quality before you commit
Drops go into sensitive parts of the body, so quality cannot be an afterthought.
- Ask where the products are made. Eye drops in particular should be manufactured in a sterile area under GMP conditions. Ask for the plant's certifications and a copy of the manufacturing licence details printed on the label.
- Test the packaging yourself. Squeeze the bottle. Does it give one drop or a stream? Does the cap seal properly? Does it leak when turned upside down in a bag? Patients notice all of this.
- Look at the label. Clear batch number, manufacturing and expiry dates, storage instructions and "use within" guidance after opening should be printed clearly.
- Ask about complaints. How does the company handle a batch complaint? How quickly will it replace stock? Ask existing partners how this works in practice.
- Check permissions. Each product and combination should be approved for sale. Ask the company to confirm this in writing for your product list.
Questions to ask the company
Write these down and ask every company you are considering. Compare the answers side by side.
- Which districts will I get, and is monopoly written into the agreement?
- What is the minimum first order, and is there any separate fee or deposit?
- Can I see the full product list with compositions, pack sizes, MRP and franchise rates?
- What promotional material and samples do you provide, and are samples charged?
- How long does dispatch take, and who pays freight?
- What is your policy on near-expiry and expired stock?
- How much shelf life will stock have when it reaches me?
- Can I speak to two existing franchise partners?
A company that answers clearly and quickly is usually a company that will support you later. One that avoids specifics before you pay will rarely improve after.
Keeping the division healthy after launch
Track repeat orders
Drops are a repeat business. Keep a simple sheet with each chemist's monthly orders. If a chemist that ordered every month suddenly stops, visit them. Usually a competitor has offered a scheme or your stock ran out at the wrong time.
Rotate stock
Use the oldest stock first and check expiry dates every month. Drops have shorter shelf lives than many tablets, and expired bottles are money lost.
Listen to doctor feedback
If a doctor mentions that patients complain of stinging or that a bottle is hard to use, take it seriously and pass it to the company. Doctors respect a distributor who follows up on complaints instead of brushing them aside.
Add products slowly
Once your core list is moving, add one or two products at a time based on what doctors ask for. A new glaucoma drop, a preservative-free lubricant or a paediatric ear drop can open new prescriptions without adding much risk.
Training a representative for drops
If you hire a medical representative for this division, a little training goes a long way. Drops look simple, but doctors ask pointed questions, and a representative who cannot answer them loses credibility quickly.
Make sure your representative can explain, for each product, what it is used for, how often it is applied, how long a bottle lasts, how it should be stored, and how long it can be used after opening. They should also know the difference between preservative-containing and preservative-free lubricants, why some ear drops should not be used if the eardrum is perforated, and which products are suitable for children. The company's product literature usually covers this; sit with your representative and go through it product by product before the first doctor visit.
It also helps to teach the representative how to demonstrate a bottle. Many patients, especially older ones, struggle to put drops in correctly. A representative who can show a chemist or a nurse a simple technique builds goodwill that no scheme can buy.
Eye camps, school check-ups and hospital supply
Not all sales come through individual prescriptions. In many districts, eye hospitals and charitable trusts run free eye camps and cataract camps. NGOs and schools organise eye and ear check-ups for children. Nursing homes and small hospitals buy drops for their in-house pharmacies.
These channels can add steady volume if you approach them properly. Introduce yourself to the purchase manager at the larger eye hospitals and nursing homes, and ask how they buy: monthly orders, quarterly quotations or annual rate contracts. Keep your documents ready, including your drug licence, GST certificate and the company's product approvals. Hospitals often ask for these before placing an order.
Be careful with pricing in bulk supply. Hospitals negotiate hard, and it is easy to agree to a rate that leaves you nothing after freight and credit. Work out your real cost, including the time payments may take, before you quote.
Working with optical stores
In cities and larger towns, optical stores are an underused outlet for eye care products. Many customers who come in for spectacles or contact lenses complain of dry, tired eyes. Optometrists often recommend a lubricant drop on the spot.
If your territory has a few busy optical stores, introduce your lubricant range there. Some stores hold a drug licence and stock drops directly; others refer customers to a nearby chemist. Either way, a recommendation from an optometrist sends steady, repeat customers to your brand. Contact lens users in particular buy lubricant drops regularly, so a store with a strong contact lens business is worth a visit every month.
When a drops division makes most sense
A drops division is a good fit if:
- You already run a general or paediatric franchise and want a compact add-on
- Your territory has a fair number of eye or ENT specialists
- You prefer steady, repeat business over large one-off orders
- You are willing to look after storage and expiry carefully
It is a weaker fit if your area has almost no specialists and chemists rely only on heavy schemes. In that case, start with lubricants and wax softeners only, and expand once you see real demand.
Common mistakes and how to avoid them
- Treating drops as an afterthought. They need their own visit plan and samples. Tossing a few eye drops into a general bag rarely builds prescriptions.
- Running out in the monsoon. Plan stock for July to September a month ahead.
- Stocking slow movers. Mydriatic drops and niche glaucoma combinations can sit for months if your area does not need them.
- Ignoring the "use within" period. Remind chemists to tell patients when to discard an opened bottle. It reduces complaints and builds trust.
- No written agreement. Put territory, rates, schemes, returns and monopoly in writing before your first order.
About See Ever Healthcare Pvt. Ltd.
See Ever Healthcare Pvt. Ltd. is a verified Diamond member of Apromart, based in Ambala, Haryana and has been in the pharma business since 2020. If you are exploring an eye and ear drops division, you can look through the company's product catalog and services on its Apromart company page, or send an enquiry to discuss territory, product list and terms directly with the company. As with any partner, confirm the details covered in this guide — approvals, rates, monopoly and dispatch terms — in writing before you place your first order.
Frequently asked questions
What is an eye and ear drops PCD franchise?
It is a PCD pharma franchise focused on ophthalmic and otic products. You get the right to promote and sell a company's eye drops and ear drops in a fixed territory, buying stock at franchise rates and selling to chemists, clinics and hospitals.
Can I sell eye drops and ear drops under one licence?
Yes. A standard wholesale drug licence covers both. You also need GST registration. Follow the storage instructions for each product.
Which doctors prescribe eye and ear drops?
Eye specialists and ENT specialists prescribe the largest volumes, but paediatricians and general physicians also prescribe them regularly, especially in smaller towns.
How many products should I start with?
Around twelve to twenty well-chosen products are enough to cover most prescriptions in a typical territory. Add more once you know what doctors in your area prefer.
What is the minimum investment for a drops division?
Many companies ask for an opening order of roughly ₹40,000 to ₹1.5 lakh. Add licence and premises costs if you are new, storage, and working capital for one to two months of market credit.
When is the busiest season for eye and ear drops?
The monsoon months, roughly July to September, are usually the busiest because of conjunctivitis and fungal ear infections. Spring brings a second peak for anti-allergy eye drops.
Do I get monopoly rights for a drops range?
Most established companies offer monopoly for a district or territory. Make sure it is clearly written in your agreement.
How do I judge the quality of drops before ordering?
Ask for samples and test the bottle, dropper and seal. Ask where the products are manufactured and under what certifications, and talk to existing franchise partners about complaints and replacements.
Final thoughts
A drops division will never be the loudest part of your business, but it can be one of the most dependable. Small bottles, steady repeat demand, and a doctor list that overlaps with what you probably already cover make it a sensible addition for most distributors. Map your territory honestly, start with a tight product list, plan for the monsoon, and choose a company whose quality you have checked with your own hands.
