Internship Report 1n535o

An Internship Report on Business Development at MAW Enterprises Pvt. Ltd.

Prepared by Mr. Aadarsha Sainju

Kathmandu University School of Management

In partial fulfillment of the requirements for the degree of

Bachelors of Business istration Emphasis/Honors

Balkumari, Gwarko

12th October, 2017

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Acknowledgement The internship opportunity I had with MAW Enterprises Pvt. Ltd. was a great chance for learning as well as professional development. Therefore, I consider myself a very lucky individual as I was provided with a opportunity to be a part of it. I am also grateful for having a chance to meet so many wonderful people and professionals who led me through this internship period.

I am using this opportunity to express my deepest thanks to Mr. Mohan Thapa for providing me this opportunity to work as an intern at MAW. I also express my gratitude and special thanks to the supervisors (Shriya Shakya and Sashi Maharjan) who in spite of being extraordinarily busy with their duties, took time out to hear, guide and keep me on the correct path and allowing me to carry out my project at their esteemed organization and extending during the training. I am also grateful towards all the of MAW Enterprises for providing me several document, papers and services as well as making me, as an intern, feel welcome.

I would also like to thank Kathmandu University School of Management for providing us this opportunity. This has served as a great platform to get to know the corporate world and what will it be like post graduate.

I have taken this opportunity as a great step in my personal as well as career development. I will further try to use the skills and knowledge learnt in the best way possible and continue to work on their improvement to attain my future desired career objectives.

Sincerely,

Aadarsha Sainju.

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List of Acronyms MAW: Morang Auto Works

ERP: Enterprise Resource Planning

CSR: Corporate Social Responsibility

NRB: Nepal Rastra Bank

GoN: Government of Nepal

UFL: United Finance Limited

KUSOM: Kathmandu University School of Management

HR: Human Resources

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Executive Summary This internship report is based on the six weeks long internship program that I was able to successfully complete at MAW Enterprises under the Business Development department from 5th July 2017 to 11th August 2017 as a partial requirement of BBA Honors/Empha s is programs at Kathmandu University School of Management. This was my very first experience in a corporate environment and I believe that I was able to learn a lot from this opportunity and it gave me a good amount of experience as well.

This report is divided into four chapters: Introduction, Details of the Assignme nts Undertaken, Program Workplace Relationship, and Conclusion. The introductory chapter consists of the details of the organization, their mission and vision, objectives of the internship, and its details. The details about the assignments I performed and the duties I undertook as a business development intern has been incorporated in the second chapter. The third chapter includes how much compatible was the program that I am enrolled in with the works I had to do in the organization. This chapter shows how my univers ity education so far has assisted me in the corporate world. Finally, I have also shared my experiences and learning in the end chapter.

During the internship period, I have worked mostly with the business development department where I was able to learn about the procedures for development, future plans, goals and objectives for the organization and their management. My focus during the internship period was mostly on ing customers for survey for potential expansion of product, research on potential product addition, and using basic spreadsheet tools for market analysis.

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Contents CHAPTER ONE: INTRODUCTION ............................................................................. 1 BACKGROUND............................................................................................................ 1 VISION AND MISSION............................................................................................... 3 Vision........................................................................................................................... 3 Mission ........................................................................................................................ 3 EXPANSION OF MAW GROUP................................................................................ 3 OBJECTIVES OF THE INTERNSHIP...................................................................... 4 DETAILS OF INTERNSHIP AT M.A.W. ENTERPRISES PVT. LTD.................. 5 BUSINESS DEVELOPMENT ..................................................................................... 5 CHAPTER TWO: ASSIGNMENT/ACTIVITIES/PROJECTS UNDERTAKEN ..... 6 RESEARCH ON YAMAHA BIG BIKES AND SIMULATORS ............................. 6 Introduction.................................................................................................................. 6 Procedure of the Assignment ....................................................................................... 6 My Role in the Assignment ......................................................................................... 6 Learnings from the Assignment................................................................................... 7 SEGREGATION OF EXISTING YAMAHA BIKE OWNERS ............................... 7 Introduction: Segregation and Survey of Existing Customers .................................... 7 Procedure of the Assignment ....................................................................................... 7 My Role in the Assignment ......................................................................................... 7 Learnings from the Assignment................................................................................... 8 RESEARCH ON COMPETITORS’ SERVICES AND ACCESSORIES AVAILABILITY ........................................................................................................... 8 Introduction.................................................................................................................. 8 Procedure of the Assignment ....................................................................................... 8 My Role in the Assignment ......................................................................................... 9 Learnings from the Assignment................................................................................... 9 PRESENTATION ON SURVEY RESULTS .............................................................. 9 Introduction.................................................................................................................. 9 Procedure of the Assignment ....................................................................................... 9 My Role in the Assignment ....................................................................................... 10 Learnings from the Assignment................................................................................. 10 v

CUSTOMS DATA ANALYSIS.................................................................................. 10 Introduction................................................................................................................ 10 Procedure of the Assignment ..................................................................................... 11 My Role in the Assignment ....................................................................................... 11 Learnings from the Assignment................................................................................. 11 MOTORCYCLE INDUSTRY AND COMPETITORS ANALYSIS PRESENTATION ....................................................................................................... 12 Introduction................................................................................................................ 12 Procedure of the Assignment ..................................................................................... 12 My Role in the Assignment ....................................................................................... 12 Learnings from the Assignment................................................................................. 12 BUDGET INFORMATION EXTRACTION FROM THE RED BOOK OF BUDGET ...................................................................................................................... 13 Introduction................................................................................................................ 13 Procedure of the Assignment ..................................................................................... 13 My Role in the Assignment ....................................................................................... 13 Learnings from the Assignment................................................................................. 14 PREPARATION OF DRAFT LETTERS ................................................................. 14 Introduction................................................................................................................ 14 Procedure of the Assignment ..................................................................................... 14 My Role in the Assignment ....................................................................................... 14 Learnings from the Assignment................................................................................. 15 FILING......................................................................................................................... 15 Introduction................................................................................................................ 15 Procedure of the Assignment ..................................................................................... 15 My Role in the Assignment ....................................................................................... 16 Learnings from the Assignment................................................................................. 16 ARTICLE REVIEW OF CENTRAL BANK’S AUTO-LOAN PROCEDURE .... 16 Introduction................................................................................................................ 16 Procedure of the Assignment ..................................................................................... 16 My Role in the Assignment ....................................................................................... 17 Learnings from the Assignment................................................................................. 17 ANALYZING INDUSTRY DATA TO FIND PRICE TRENDS ............................ 17 vi

Introduction................................................................................................................ 17 Procedure of the Assignment ..................................................................................... 18 My Role in the Assignment ....................................................................................... 18 Learnings from the Assignment................................................................................. 18 EMPLOYEE HANDBOOK ....................................................................................... 18 Introduction................................................................................................................ 18 Procedure of the Assignment ..................................................................................... 19 My Role in the Assignment ....................................................................................... 19 Learnings from the Assignment................................................................................. 19 CONCLUSION AND RECOMMENDATION FOR ACTIVITIES PERFORMED ....................................................................................................................................... 20 CHAPTER THREE: PROGRAM WORKPLACE RELATIONSHIP ..................... 21 CHAPTER FOUR: CONCLUSION ............................................................................. 25 Appendix .......................................................................................................................... 26

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CHAPTER ONE: INTRODUCTION BACKGROUND MAW Enterprises Pvt. Ltd (MAW) was incorporated in Nepal about 48 years back in the year 1960 by its founder chairman Late Mr. P.R. Agarwal. It is currently chaired by Mrs. Shanti Devi Agarwal with following board Mr. Sushi Kumar Agrawal, Mrs. Manju Agrawal, Mr. Vishnu Kumar Agrawal and Mrs. Tulika Agrawal. MAW started its business as the first engineering workshop situated in the industrial area of Biratnagar, Nepal. Since then, MAW is concentrating in agency distributorship business. It took over the dealership of FORD tractors and sold 164 tractors in first year in the year 1972. It took agency on Escorts Rajdoot two wheelers in Nepal in the year 1976. It launched Yamaha RX-100 in the year 1987 and became largest selling bike in Nepal. It also promoted United Finance Limited in the year 1966 which, till date is one of the highest car financiers in Nepal. MAW started Engineering Division-representing companies like Ingersoll Rand, Mettler Toledo, Greaves Limited and Godrej in the year 1999. It started Construction Equipment Division representing companies like JCB and ECEL to boost up sales of construction equipment in the year 2003. Presently, MAW turnover per annum is more than US$15 million and running its operation through its head office at Biratnagar, corporate office in Kathmandu and dealers all over Nepal. It is a multifaceted conglomerate of Nepal with interests in diverse spheres. Its businesses are linked to globally renowned market leaders who stand tall in their respective fields. The company enjoys immense goodwill in corporate circles and follow best-in-class business practices across its associates, in line with its business philosophy, vision and mission. MAW Enterprises harnesses its enterprise and resources to grow its businesses while serving the national economy as well as the community and is proud to be counted among the highest contributors to the national enchequer. This group has a team of young and dynamic professionals like Engineers, CA’s, MBA’s etc. The philosophy of MAW is to deal in quality products of international standards and form a customer base by achieving customer satisfaction through quality after sales and service

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and also to assure that MAW’s and its partners growth through consistent and innovative marketing efforts. The company has more than 50 years of pedigree in diverse business setting. The MAW brand is recognized as “Trustworthy” in the country. MAW has huge network coverage in all five regions. The company is investing heavily on system and process harmonizing and ERP. Performance of MAW is significantly higher than the domestic market where the product is originated. More than 600 highly qualified Human Resource Capital is backing this company for single goal i.e. continual “Organic Growth”. MAW is committed to meet customers' needs. It strives to delight its customers by anticipating and exceeding their expectations through best products and services. MAW Group’s investments are in the following fields: 

Banking and Financial Institutions: United Finance Limited and MAW Investment



Manufacturing: MAW RMC & Mutual Craft Factory of Aaron Helmets in Sitargunj, India

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Automotive and allied businesses: Yamaha Two Wheeler, JCB, SKODA, FIAT, MAN Truck and Deutz-Fahr Tractor

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Portfolio Management

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Trading: Greaves Concrete Equipment,

Yamaha Generators, Yamaha Music and

Equipment of IR, MTNIL 

Leasing: Agency of LET Aircrafts Industries, Czech Republic.

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VISION AND MISSION Vision To grow and protect our market leader position of being the biggest and most trusted one stop automotive distributor along with its associates here in Nepal. Mission 

First choice of customer across all sector it involves.

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Preferred Destination for Employees.

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Excellence in value chain management, efficient operation, stakeholder management and CSR activities.

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Organic Growth oriented strategies and investments.

EXPANSION OF MAW GROUP 1965: Company established, started the 1 st automobile workshop in the country and added ancillary products such as batteries, tires, and spare parts 1971: Took agency of FORD Tractors 1975: Agency of Escorts/Rajdoot motorcycles (now Yamaha) 1993: Promoted United Finance Limited (UFL), now Public Limited Company, for financing of trading products 1999: Started Industrial Equipment Division agency of IR, ECEL, MTNIL, Greaves 2003: Started Construction Equipment division agency of JCB 2004: Agency of Yamaha generators 2006: Promoted mutual craft factory of Aaron helmets in Sitargunj, India 2006: Agency of Greaves Concrete Equipment 2006: Agency of Yamaha Music

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2007: Agency of Skoda Cars (Czech Republic) 2011: Started ready-made concrete plant 2011: Started Investment Company – M.A.W. Invesments 2014: Agency of MAN Trucks (ealier Volvo) 2014: Agency of FIAT 2014: Agency of LET Aircraft (Czech Republic)

OBJECTIVES OF THE INTERNSHIP As partial fulfillment of the requirements of the Bachelors of Business istra tio n Emphasis/Honors program of Kathmandu University, I was involved in MAW Enterprises Pvt. Ltd. as a Business Development Intern to do five-six weeks internship. In addition to the fulfilments of the course requirement, the objective of the internship was to gain exposure to the corporate world. The objective of the internship also extends towards developing personally as well as academically. From a personal viewpoint, the objective of the internship is to develop my interpersonal communication skills in a professional environment and to be able to learn skills which will be fruitful for my future career prospects. Likewise, academically, the objectives are to be able to relate and use the theoretical knowledge in the workplace, develop technical skills and have an exposure to the real business world apart from just case studies.

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DETAILS OF INTERNSHIP AT M.A.W. ENTERPRISES PVT. LTD. Address: Teku, Kathmandu Position: Business Development Intern Department: Business Development Working Duration: 10:00 am to 5:30 pm Work Hours: 45 hours per week Name & Designation of Internship Supervisor at MAW: Ms. Shriya Shakya – Business Development Officer Name & Designation of Internship Supervisor at KUSOM: Ms. Nisha Adhikari – Internship Coordinator BUSINESS DEVELOPMENT Business development entails tasks and processes that help to develop and imple me nt growth opportunities within an organization. It helps in the creation of long-term value for an organization from customers, markets, and relationships. The business development department is typically concerned with the analytical preparation of potential growth opportunities as well as the subsequent and monitoring of its implementation for the organization. During the different phases of the organization, the business development department is responsible for the collaboration and integration of the knowledge and from the other specialist functions of the organization such as finance, marketing, sales, and others to assure that the organization is capable of implementing the growth strategy successfully. Typically, the role of business development in an organization is to identify new business opportunities whether that means entering new markets, new partnerships with other businesses, new ways to reach the existing markets – then exploit such business opportunities to help in growth of the overall business operation.

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CHAPTER TWO: ASSIGNMENT/ACTIVITIES/PROJECTS UNDERTAKEN RESEARCH ON YAMAHA BIG BIKES AND SIMULATORS Introduction Research, in business, is simply the study in which a company obtains data and analyzes it for better management of the company. Research is significant in any businesses as it helps in making informed decisions which ultimately leads to a company being successful and more competitive. The research I was involved in as an intern at MAW was to collect data regarding Yamaha motorcycles and also other accessories. The goal of this assignment was to find out prices and their country of origin of different Yamaha motorcycles that are not currently in the Nepalese market for potential import of those motorcycles. There was also some additional research on motorcycle simulators. Procedure of the Assignment The assignment included visiting online sites, mostly official Yamaha sites, of differe nt countries including the United States, Canada, India and others to find prices and other relevant information of Yamaha motorcycles that could be a potential import product to Nepal. It is a necessity to visit multiple sites, as it is necessary to consider multiple factors like price, transport, taxes, and others to find the optimum source from where the motorcycles could be imported. In addition to these, there was also a small informa tio n gathering for motorbike simulators. My Role in the Assignment For the assignment, I was required to visit different Yamaha websites (preferably offic ia l sites) to gather price information of Yamaha motorcycles. After collecting price information from the sites, the information was arranged as per the different models in an excel file for easy comparison and further study of the data. Likewise, informa tio n regarding simulators and their availability for commercial purpose was also gathered and sorted in the same way.

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Learnings from the Assignment In the given assignment, while carrying out the survey process with the customers, I had failed to record the names of the customers with whom I had carried out the survey process. I, initially, had thought that it was not an important information to be recorded as the most important outcome of the survey is the result only. I learnt from the supervisor later that the names should also be recorded as it is required for further verification process of their responses. SEGREGATION OF EXISTING YAMAHA BIKE OWNERS Introduction: Segregation and Survey of Existing Customers From the existing customers’ data, particularly of R15 and other Yamaha big bikes, the customers are further segregated into different localities focused on the developed cities such as Kathmandu, Pokhara and others. The purpose of this assignment was to segregate customers based on their location to perform a small survey regarding their interests in Yamaha accessories. The overall objective was to find out whether there would be customers interested in purchasing Yamaha genuine accessories for their bikes over other brands or not. Procedure of the Assignment As required by any organization, a list of customers with their relevant information is already maintained by them. In this case, the information required was of the customers of R15 and big bikes of Yamaha. With this informatio n, using excel, the customers were separated into multiple different lists, each distinguished by their locality and the bikes they purchased. After the separation of customers into multiple lists, those data were further used to a select list of customers to find out about their interest in genuine Yamaha accessories. My Role in the Assignment From the customers’ data from two fiscal years, I was responsible for segregating the customers based on their location. Only customers from big cities like Kathmandu, Pokhara and a few others were targeted for the purpose of selection and survey. The segregat io n was done using Excel sheets.

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After the segregation, a short questionnaire was developed consisting four simple questions. All customers of big bikes were ed first for their responses on Yamaha accessories. Likewise, for R15 customers, about 10 customers from Kathmandu, Pokhara, Dharan, Birgunj and Siraha each were randomly selected and ed for the same purpose. About 50 customers were ed to find their interests on Yamaha accessories. Learnings from the Assignment For the completion of this assignment, spreadsheets were used mostly to record the customers’ information from all the different Yamaha showrooms all over Nepal. From that information, since I had to use different Excel tools for the completion of this assignment, the techniques learnt during our IT classes in the earlier semesters were revised and much of it was of great help in doing the project. I learnt about how to record customers’ information and why, for a company, are those information so sensitive. Also, I had to a number of customers for the survey during which I learnt how to communicate well with customers to establish a good rapport for the survey responses. RESEARCH

ON

COMPETITORS’

SERVICES

AND

ACCESSORIES

AVAILABILITY Introduction In today’s competitive environment, it is very important for any business organization to know their competitors and plan accordingly. It is important to do what the market is doing but in a better way to stay competitive and ahead in the market. If a business in not competitive enough, not only will the business fail but will eventually be driven out of the market. For this purpose, it is very important to know the competitors and serve the market better than they can. Procedure of the Assignment The assignment required knowing about the services and accessories provided by the competitors. It is always important to know what the competitors are doing and providing to its customers and try to stay ahead of them to prove more competitive in the market. The assignment entailed having to learn about competitors through any available sources like their sites, Facebook pages, and others.

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My Role in the Assignment To complete the assignment, I was required to visit websites of the competitors, along with their Facebook pages to find information regarding the services and accessories they provide. The information received was translated into a spreadsheet for easy comparison and later incorporated into a presentation for market analysis. Learnings from the Assignment From this assignment, I learnt about the need for proper communication and the style of communication while speaking to the customers. I learnt about how to communicate properly with customers to establish a sense of respect and to build a rapport with them to conduct a survey. I also learnt that before asking questions to the customers, it is important to let them know about why the information is being collected and the need for those information. PRESENTATION ON SURVEY RESULTS Introduction An effective presentation is very important for businesses to reduce any kind of miscommunication that might

have happened in an organization.

In businesses,

presentations are often utilized as a means of selling ideas, training, or to persuade the audience to do something. The purpose of this assignment was to know the thoughts of existing Yamaha customers regarding authentic Yamaha accessories and to develop a business plan for expansion towards accessories for bikes. Procedure of the Assignment The assignment started with developing a short questionnaire consisting four differe nt questions. From the existing customer base of Yamaha bikes, random customers were chosen and ed through the phone dedicating about 3-4 minutes of time for each ed customer to ask the questions. The responses from the customers were recorded in Google forms and the responses were segregated as per their locality. The overall assignment was done in order to check the viability of the business plan of expanding the Yamaha’s focus towards accessories for motorcycles as well.

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My Role in the Assignment To complete the assignment, I first developed a questionnaire that enveloped questions regarding the customers’ use of accessories for bikes and whether or not would they be interested in purchasing genuine accessories from Yamaha if they were available. After the questionnaire was developed, the customers were separated on the basis of their locality and a few number of customers from each major cities of Nepal were ed for their opinion on the matter. The received responses were recorded on Google forms after each phone call and finally, incorporated them into a PowerPoint presentation consisting charts for better understanding. Learnings from the Assignment Presentation is always an important medium for communication of information. Our presentation skills have surely developed as a result of continuous presentation in our classes at KUSOM. In an organization, presentation of information are not any less important. As there are many departments in an organization working separately most of the times but still working cohesively, it is very important to frequently share any new and important information through some means. This, in our organization, was done through presentation. Through this assignment, I learnt how presentation can be an important source of communication in an organization for working together. CUSTOMS DATA ANALYSIS Introduction The main purpose of doing customs data analysis was to find out the various industry information that ranges from finding out the new entrant in the market, new product launches by competitors, the tentative profit margins that the competitors have kept in their products and so on. The main data is received through the Customs office. The raw data involves a number of information such as the name of the consignee, details regarding the imported product, CIF value of the product, units, country from which the product was imported and others. In this particular assignment, we worked with the data related to vehicles ranging from two wheelers to big commercial vehicles as well as earth moving vehicles.

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Procedure of the Assignment From the raw data of all the imported vehicles, the assignment involves segregating those data in regards of their brand, model, segment and industry of each of the product. After separating the products on the basic of these four criteria, we use basic data analysis tools to find information regarding how much of which products were imported, by which company, at what price and so on. These information also helped in finding out the size of business of any particular consignee or dealers of those products according to the total amount of imports they have done in a year. My Role in the Assignment For this given assignment, I made use of Excel to complete the task of segregating the imports and analyzing the data. The work then included using various tools to make sense out of the raw data. As the internship period was around the end of the fiscal year, the assignment included finding the total market share and price trends of competitors to find out the year long trends and find changes from the previous fiscal years and compare and find the changes. Learnings from the Assignment The entire purpose of the assignment was to keep track of the market and how it changes over time. I learnt the importance of knowing the market while operating as a business among many other competitors. It is always important to keep track of the market includ ing knowing if there are any new entrants in the market (products or competitors), knowing the overall price of the different products in the industry and so on. I learnt that in a competitive environment, it is important to know the market as it helps the company in making new decisions and plan according to where the market is headed and how it is performing. If we do not know the market, then the company cannot change its course of action and cannot address the needs and demands of the market which may lead to the failure of a company.

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MOTORCYCLE

INDUSTRY

AND

COMPETITORS

ANALYSIS

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PRESENTATION Introduction Important information for a business has to be shared and brought to light to the respective departments and key personnel. This information helps in making the strategic plans for a company and is important to be communicated efficiently among all the key of the organization. The purpose of the assignment was to incorporate the information of the industry such as the growth of the total industry size, the growth of own firm and the competitors, results from customer survey and other price information received through earlier assignments into a presentation to be shared with other relevant personnel of the firm. Procedure of the Assignment The assignment followed a simple procedure of arranging data in a proper format to make a good sense from it and then adding them to the presentation making use of PowerPoint and graphs and other charts to make it easily understandable to the audience. My Role in the Assignment My role in the assignment was to use simple spreadsheet tools and presentation tools. First, the information about the motorcycle industry was extracted from the master data which was received through the Customs office to find the market shares of the competitors, the total size of the industry and so on. Along with this information, information regarding the price of different products of our own brand had also been incorporated into the presentation for easy comparison and to check the viability of introducing new products by the company. Learnings from the Assignment As mentioned above, I learnt how presentation is important not just in classes but it is an equally important skill to have in an organization as it helps in the communication of information between different departments of a company. Whenever there are any important issue to be addressed in the market, the organization prepares a report, however, the key personnel in the organization will have not time to go through the complete report

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that is developed for which presentation is very important to communicate the informa tio n in short while not missing any important points. BUDGET INFORMATION EXTRACTION FROM THE RED BOOK OF BUDGET Introduction The Government of Nepal is responsible for revising and publishing the budget for different fields and sectors each year. Being a business with its focus on machinery and vehicles, it is important to know how much has the government allocated for the relevant sector. The main purpose of this is to know the allocation of the budget by the governme nt for the required sector, so that then we can cater to their specific needs as early as possible, in case there are any needs. The information regarding the needs, once gathered, are sent from the business development department to the other related sectors such as vehicles dealers for vehicles need and machinery dealers for its respective needs. From a business development perspective, being able to do this earlier than the competitors will help a business gain a competitive edge and increase its market share. Procedure of the Assignment The procedure of the assignment followed extracting the budget information for machiner y and vehicles for different ministries and government bodies from the red book of budget. After the collection of all the information, the information are sent to the respect ive departments. The information regarding the vehicles budget are sent to the department looking after vehicle transaction and the same is done for the machinery budget information. Once the information is sent to them, the personnel from their department would approach the respective ministries or government bodies in which the budget has been allocated and inquire them about their needs. My Role in the Assignment My role in the assignment was to look through the red book of budget and highlight and extract all the budget allocation of the government for all the different ministries and government bodies for machinery and vehicles. After the extraction of the information, I was responsible to put them on a spreadsheet with information such as the name of the ministry or the government body, the total amount of budget allocated for them and

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whether the allocated budget for the body has been received through the government of Nepal, or through loans or grants. Learnings from the Assignment From this assignment, I learnt that having knowledge regarding the market and new opportunities is not just enough to successfully run a business. There are many external factors affecting the business simultaneously and we should know its significance and how it affects the business. In this assignment, the budget information published by the government each year is taken into for two different heads – vehicles and machinery. Since our organization dealt in this industry, it was important to consider this budget information as the government has allocated those budget as they have certain needs for them. As a business dealing on vehicles and machinery, we took this information and ed the respective government body in which there is a need for any equipment or vehicles to address those needs. PREPARATION OF DRAFT LETTERS Introduction While there has been development of many other communication means and mediums, letters and/or emails are still very popular in the corporate world as it is a very formal type of communication method suitable for the corporate environment. The purpose of this is to maintain a formal communication with key personnel and department of the busine ss located separately. Procedure of the Assignment The draft letters were prepared according to the time and need of the letter. One of the letter was a letter of congratulation to JCB – a part of MAW that looks after the earth moving vehicles. The next letter was a letter of invitation to the CEO of Yamaha of India, inviting him to the NADA Auto Show held in Nepal which is a major exhibition for Nepalese vehicles dealers. My Role in the Assignment My role in this assignment was to draft the letters as per the need of the organization while maintaining a strictly formal tone. The letter to JCB congratulating them included a note

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of congratulations on achievement of their year goals while also mentioning the incentives received for that achievement. In addition, the letter mentioned revised goals and objectives for the year. Another letter to the CEO of Yamaha India was to invite him to the Nepalese Auto Exhibition through which the company makes significant sales. The letter also highlighted the contribution of Yamaha India to the development and success of Yamaha in Nepal. Learnings from the Assignment Effective communication is very important in an organization. Proper communication in an organization helps in various organizational activities from the most basic of tasks to the topmost managerial functions. Letter is one medium which helps in communicatio n. While face-to-face communication occurs in an organization in a frequent basis, there is a separate need and requirement when it is more suitable to write a letter than to have a faceto-face communication. In this assignment, the letter was for the purpose of congratula ting the company’s on the achievement of their objectives and also as an invitatio n. From this assignment, I learnt how different forms of communication are important in different case scenarios and the use and selection of proper medium is very important for communication to achieve the goals of communication. FILING Introduction Filing, no matter how basic the task may be considered, it is in fact a very important work. Not only does it help in saving the documents in a systematic order for future references but also helps in increasing the overall efficiency as it saves time. The purpose of this assignment was to save the documents regarding dealership for the department for future references and to send a copy of a file, the business plan, for occupancy of new dealership for the organization. Procedure of the Assignment The filing procedure followed two simple steps: first, photocopying the required number of copies for the organization and for other relevant stakeholders or the documents. The business development department was responsible for maintaining a number of files such as business plans for development, forecasts and growth plan, goals and objectives for 15

different departments etc. for which it was very important to maintain a good and easily available and understandable files for future references. My Role in the Assignment For this assignment, I was required to photocopy the required number of documents enough for all the different involved parties. After that, the documents were separated under different heads with their respective indices in a file. Learnings from the Assignment While filing is considered to be an entry level job and a task that is given only to keep an intern busy, most of us fail to consider how important filing actually is and how much it contributes to an organization and its efficiency. The filing that I was responsible for was the compilation of dealership plan for the organization. It consisted of the business plan for possible business expansion. In the process of the filing, I did not just learn about the importance of filing and how it contributes to the business but also I learnt about the necessary files that has to be attached together for a proper business plan including bank documents and other company files and statements. SUMMARY OF CENTRAL BANK’S AUTO-LOAN PROCEDURE Introduction Being a company running in Nepal, it is always important to keep track of the differe nt rules and laws that is being put forward by the Government. MAW primarily dealt in vehicles. During the financial crunch, the central bank had declared a change in the loan policy for the commercial banks for vehicles. That rule was again changed recently and was more liberal than in the times of the credit crunch in the country. The purpose of the assignment was to find out the changes in the auto-loan structure for banks and financ ia l companies. The assignment also included reading from the article the impression of the changes upon other various dealers and experts in the field. Procedure of the Assignment The assignment followed reading the article relating to the auto-loan policies announced by the NRB and highlight the important changes in the policies that is likely to affect the vehicles industry. The article mentioned different set of down payment policies on the

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purchases of electric vehicles and vehicles using petroleum products through financ ing from banks or other financial institutions. Learning this was important as the changes in these policies by the central bank will affect the people’s purchasing decisions which ultimately affects the business. My Role in the Assignment My role in the assignment was to highlight important changes in the policies of the bank. The changes in the policies happen from time to time considering the economic condition of the country. As these changes affect the overall business and the industry, it is important to address these changes. Along with this, I was also responsible to read the responses of other people of the industry towards the policy changes while also looking at the new offers and entrants from the competitors in the market. Learnings from the Assignment As discussed above, external factors are very important and it partly dictates what a business should do and where it will head in the future. Among the external factors, one of the very important external factor is the rules, laws and policies from the government. In order to keep operating, it is imperative for any organization to follow the laws and policies put forward by the government. From this assignment, I learnt that external factors are very significant and it affects any business so they cannot be neglected. I also learnt the importance of various policies relating to the business and how it affects the overall business. ANALYZING INDUSTRY DATA TO FIND PRICE TRENDS Introduction It is very important to stay ahead of the game to be competitive in the market. A part of staying ahead of the game is to know about the trend in the market and learn about the competitors. The price trends of the competitors could be learnt from the industry data which consisted of brands, models and prices of different vehicles and different dealers. The purpose of this task is to find out the overall changes in the prices of the competitors and the prices in the market. Knowing this will help the company to price their products better that the competitors in the market to have a favorable position among the consumers. This will also help in estimating the markup percentage kept by different dealers and find 17

a suitable number for ours such that it is not so high that the consumers are not attracted to the products not so low that the profitability of the organization in hampered by it. Procedure of the Assignment The industry data is imported from the master data of the imports which is received from the Customs Office. From the master data, through the use of simple data analysis tool, the data was segregated to extract only the relevant information, which in this case are the brands, models, their prices and the respective consignees. After the extraction of the relevant information, the lowest price for a particular product throughout the month was taken, and the same was done for all the months of the year. Doing this helped in finding out when the prices have changed and by what amount. My Role in the Assignment To complete this assignment, I was responsible to use Excel to filter and extract the relevant information into a new file. Since there are multiple number of the same vehicle imported in the same month by one or more dealers, I had to find out the lowest price among all of different transactions for a month. The same was done for all the following months. Learnings from the Assignment In a competitive market, it is very important to know the market and its needs and demands. Along with knowing the market and potential customers, it is equally important to know the competitors. Since there is stiff competition in the vehicle industry currently in Nepal, it was important to analyze the market regarding the prices of competitors, new offers provided by the competitors, tentative margin kept by the competitors and so on. From this assignment, I learnt the importance of knowing the market and how learning about the market will help to make decisions and necessary changes in the company’s plans. EMPLOYEE HANDBOOK Introduction An employee handbook is a book that is given to the employees by an employer which contains several key information about the company such as the company culture, policies, procedure and others. It is an important part of a company’s induction process for new staffs. It is important as it discloses certain important information including company

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employment opportunity policy, expectations from the employees and other do’s and don’ts in the organization. The purpose of the assignment was to extract a handful of important information that is necessary to make an effective employee handbook from the HR manual and compile them to form a revised employee handbook. Procedure of the Assignment The procedure of the assignment followed reviewing the sample employee handbook and jotting down the important topics and information to be included in the employee handbook. After reviewing the sample handbook, the important information from the HR manual of the company were extracted to form a similar employee handbook as that of the sample. The employee handbook would then be distributed to the new employees such that they will understand the company and its culture better and to help the new employees learn more about the company. My Role in the Assignment The HR manual is a document that includes information regarding the organizatio na l policies regarding employee management and the relationship between the organiza tio n and its employees. From this document, I was responsible to extract those information that is also important to be included in the employee handbook to be handed out the new employees in the organization. After the extraction, a short employee handbook was created using those information. Learnings from the Assignment From this assignment, I learnt the importance of any and all employees in an organizatio n. Without the employees, there will be no organization. So, the organization values all the employees of their organization. Before an employee works for any particular organizatio n, he/she should know the company. The employees should know what the organization is, what it stands for, what the company values and so on. I learnt the importance of an employee handbook as it introduces the employees to the company.

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CONCLUSION AND RECOMMENDATION FOR ACTIVITIES PERFORMED Throughout my time working as an intern for the business development department of MAW Enterprises Pvt. Ltd., I learnt the importance of conducting not just the big tasks but that there is a significant importance of all the other works as well which other people sees as insignificant. Tasks such as filing, photocopying, drafting letter and similar other works have a significance of its own and no job can be overlooked as being less important than the others. An organization should work together at all times to achieve success so that if any work is overlooked and done carelessly, it will ultimately affect the work of the others which may result in the degradation of the organization as a whole. I feel that in the business development department, these works are even more so important as this department is related with constantly looking for new opportunities in the market for potential expansion of the business. In doing so, the department is responsible for creating business plans and other forecasts for such opportunities. After the completion of creation of such documents, it is imperative to maintain a number of different copies to be forwarded to the respective parties in which the business plan is based upon. Working as an intern in this department, I realized how important the works performed in this department are. It performs jobs such as developing business plan for attractive opportunities, creates a business growth forecasts according to the performance of the business, forecasts budgets and financial plans for the year, and other significant works that helps the business in expanding or developing. The overall experience during my internship period has not just helped me in understanding the procedures of the business development department but I have also learnt about the company environment that I have worked in. I have had a very good experience throughout my internship period and believe that it could not have gone any better. I was able to experience the corporate world for the first time and have learnt skills that will be useful for me in the future.

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CHAPTER

THREE:

PROGRAM

WORKPLACE

RELATIONSHIP The BBA program has certainly helped me while working at MAW as a business development intern. Information technology classes from the earlier semester was of the most help from my point of view, as most of the works I undertook while working at MAW involved working with computers, spreadsheets, and other office packages. The course included classes that helped us with using Excel and other spreadsheet software. This was very useful as the work I completed was mostly working with raw data and process them using these software which had been taught in IT classes. The responsibility also included working with the budget allocated by the minis try. This was easier to understand and work with as we studied the basics regarding the fiscal policies of the government in Economics classes. The work included allocation of budget for different heads and ministries of the GoN and its significance which without learnings from Economics classes would have been very difficult to understand. Many people in Nepal use financing plans from banks and other financial institutions while purchasing vehicles for their own. There have been changes in the past couple of years regarding the auto-loan procedures. This change was initially made due to the credit crunch that was faced by the Nepalese economy. Being an organization dealing primarily in vehicles, it was important to know about these policy changes by the central bank of Nepal and how these policies affect the overall industry of vehicles. Understanding the overall concept about the changes in policies by the NRB for other banks and financial institutio ns was made easier through classes of economics, ing and Nepalese financial system. The recent course of critical thinking and problem solving also played a key role during my internship period at MAW enterprises. I had the responsibility of reviewing article regarding the NRB’s policies for vehicle loans and had to research on a number of other relevant topics. From the classes of critical thinking, I have learnt to judge an article ranging from its source and a number of other factors to judge whether or not the article and the information provided are reliable or not. It is important to do so as the wrong information can have a series of negative effect upon the organization. 21

I had also assisted in the making of the employee handbook. The work included extracting information from the HR manual of the organization that are compatible with the content of the employee handbook. The employee handbook included information for the new employees of the organization.

The information regarding the company profile,

responsibilities of the employees, code of conduct to be followed within the organizatio n, the promotion scope for the employees and other important information were included in them. This responsibility helped me in understanding a portion of a work undertaken by the HR department. This can be related with the Human Resource Management course provided in the program. While working in the organization, I noticed a certain change in the environment in the corporate world which is different from what have been experiencing before. This change in the environment is due to the different policies that are followed by the organizatio n. These organizational policies are an important factor for the smooth operation and wellfunctioning of any organization. It is the responsibility of each and every member to follow these policies of the workplace. The importance of these policies for an organization is a learning from the course of Business law and ethics provided in the program. Interpersonal skills are also an important part in the day-to-day organizational life. In the Interpersonal Communication course, we have learnt about skillful communication in a way others are able to properly understand what is being communicated. Likewise, we have learnt about the knowing various verbal and non-verbal cues while communicating which was very helpful. While communicating with supervisors and other personnel in the workplace, the course has helped as it has helped me present myself as confident and trustworthy. Among all these, learnings from Marketing course is what I felt was the most recurring during the internship period. Most of the assignments I undertook as an intern was made easier through the learning from the course. The assignment included ing customers as the Customer Relationship department of the organization to know about the customers’ thoughts regarding the organization’s products. The work also included calculating the market share of the organization along with that of the competitors for comparison

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purposes. Communicating with the customers, I was able to learn about the customers’ expectations and to the firm. While working as an intern at MAW Enterprises, I was also responsible to conduct a small survey among the existing customers of Yamaha. While conducting this survey, I had to prepare a questionnaire and a number of customers for their responses. While doing this assignment, I found the course “Business Research” very helpful as it helped me in deg a very effective questionnaire that was also short. While conducting the survey, I also had to consider a handful of things such as the customers/respondents must know about the research being done and how the information provided by the customers will be used. I had this knowledge as this was thoroughly covered in our course of research provided in the program. Although I did not have to conduct a full fledged research as we have studied in the course, the bits and pieces regarding the procedures and importance of research was of great help in doing the assignment. The skills that I particularly used the most during the time of my internship was technical skills relating to the computer. I have always been a good of different computer software and computers in general. During this internship, I was able to use these skills ranging from Microsoft Office package to analysis tools to small software for the completion of different assignments. I used spreadsheet software to list and analyze data pertaining to the market. Google Forms were also used to develop questionnaire and import the data of the questionnaire to make report and presentation on the same. During the internship period, I also felt that I worked and improved a lot on my communication skills. Typically, when speaking people that I am not familiar with, I feel uncomfortable and uneasy. However, during the time of my internship at MAW Enterprises, I had to talk to different people within and outside the organization for different documents, papers and other requirements. Generally, I would try to distance myself from such situations where I should speak to new people. However, while completing my assignment, I did my best to communicate effectively and efficiently with different people. Being an introvert, I found out that I had spoken to a lot of different people in the organization which I would not have done usually. I believe that I have improved my communication skills during this internship. 23

Within the organization, I had to communicate with the of different department at different times. At other times, I also had to communicate with the customers of the organization. I found out the difference in the communication styles to be used while communicating with different people which highlights the classes of Interpersonal communication skills, Business communication and also Marketing. Along with these help from the program which made my internship at MAW Enterprises that much easier, there are, however, weaknesses in the university preparation that I feel. While the university education has prepared us for the works that are done in the organization, the important thing missed out in the university education is preparation for the first meet with the organization itself. Also, while many students easily found out internship opportunities from their s, I realized that it was especially difficult just to find a good internship opportunity in the beginning. Being a student specializing in Finance, I was looking for an internship opportunity in the Finance department itself, however, it is very difficult to find such work as the organizations do not allow interns to work in the Finance department very often as most of the work related to the department are confidential and are not shared with interns or part-time workers most of the times. The most important objective that I had set for the internship was to learn about the corporate environment and to gain different set of skills that will be helpful for me in my future career prospects. The actual internship at MAW Enterprises has helped in achieving these objectives of my internship. The environment at MAW was very helpful as well as welcoming. In the very beginning of my internship period, I was briefed about the company and the department I will be working with by the supervisor. In addition, while I was assigned different assignment, the supervisor was easily available for any help that I required. The supervisor was also very ive and asked me from time to time regarding the internship and did everything she could to help me.

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CHAPTER FOUR: CONCLUSION Summing up, the internship experience has been an outstanding and fruitful experience. I can say that I have learnt a lot from the organization. I did not just learn about the corporate world and how organizations operate but I was also able to expand a professional and network with the people there. The working environment at MAW, I felt, was very welcoming and helpful for not just the employees working there but also I, as an intern, felt just as welcome to work there with them. I was provided this wonderful opportunity to work with the organization for about six weeks for which I am very thankful. During this time, I felt that I, too, have contributed to the company by assisting them and working with them on different projects throughout the internship period. I have helped in a number of work ranging from researching on differe nt prospective company products to analyzing price data for own company as well as the competitors. The entire internship, I believe, has helped me develop my technical skills as well as communication skills in a professional environment.

Through this six-week long

experience, I have learnt the importance of being able to think critically and analyze various situation is a corporate environment. In a professional world, it is also equally important to have proper time management to meet deadlines and complete assignment in the required manner. Among all these, to complete the works that I have been assigned throughout the internship period, the instructions and suggestions from the supervisors have been of great help which shows the importance of effective communication for goal achievement in an organization. To sum up, I conclude that my internship at MAW Enterprises Pvt. Ltd. has been a success and that I was able to learn a lot of practical skills in the organization’s nurturing environment while also helping me build a good professional network with the professionals of MAW.

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Appendix

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