Siemens Report 16o24

“SIEMENS (PAKISTAN) ENGINEERING COMPANY LIMITED” Submitted To: Sir Mukaram Mukhtar (Manager I IA/DT) Submitted By: Hassam Khan Institute: Institute of Business istration (IBA), Punjab University Lahore

Internship Report

Internship Report

Preface Business environments are becoming more and more complex with the age of time. To understand and deal with such riddle phenomena, one needs a lot of energy and potential. So business education has become evolving science which helps to sole the business problems. Academic education provides a general knowledge about business decisions and policies. Internship has become an integral part of our professional studies which provides the opportunity of peeping into real professional life of the business people. It enables us to evaluate and understand the practical applications of all the and techniques that we have studied in our course work. In compiling this report I have intended to provide a synthesis of theoretical approaches and methods of implementing them in the world of business. I have tried to discover the relationship between theoretical and practical type of knowledge. I have tried to bridge the gap between theoretical assumptions and practical necessities. During the entire course of our academic study we remain engaged in theoretical learning where the primary objective is academic success. A concise knowledge of the modern business arena can only be attained through the pragmatic implementation of hypothetical ideas, which we learn from our academic activities. I was assigned to complete my internship report comprising practical work of 6-weeks, at Siemens (Pakistan) Engineering Company Limited. In this Internship Report, I have tried my level best to explain each and every significant aspect of organization comprehensively.

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Table of Contents Preface ...................................................................................................................................................... 1 Acknowledgement ................................................................................................................................ 5 Executive summary .............................................................................................................................. 6 Introduction: ........................................................................................................................................... 7 History of Siemens: ............................................................................................................................... 8 Siemens Pakistan: ............................................................................................................................... 10 Siemens Pakistan History: ............................................................................................................... 11 Vision statement: ................................................................................................................................ 12 Mission statement:.............................................................................................................................. 12 Our Values: ............................................................................................................................................ 12 Brief Management & Corporate Information: ........................................................................... 13 Board Of Directors:....................................................................................................................... 14 Management: .............................................................................................................................. 14 Auditors: ...................................................................................................................................... 14 Tax Advisors: ................................................................................................................................ 14 Bankers:....................................................................................................................................... 14

Business Sectors: ................................................................................................................................. 15 Industry Sector: ................................................................................................................................... 15 Industry Automation (IA): ............................................................................................................. 16 Drive Technologies (DT): ............................................................................................................... 16 Customer Services: ....................................................................................................................... 16

Energy Sector:....................................................................................................................................... 17 Healthcare Sector:............................................................................................................................... 17 Infrastructure & Cities Sector: ........................................................................................................ 17 Work Experience During Internship Tenure: ........................................................................... 18 The IA/DT Team: ................................................................................................................................. 18 Technical Sales Engineers: ............................................................................................................ 18 Commercial Officers: .................................................................................................................... 19

TYPES OF ORDERS MADE: ................................................................................................................ 19 Page 2

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Sales Procedure: .................................................................................................................................. 20 Documentation Involved In Sales Process: .................................................................................... 20 1)

Generation of Enquiry:................................................................................................................ 20

2)

An Offer:...................................................................................................................................... 20

3)

Purchase Order: .......................................................................................................................... 21

4)

Order Acknowledgement: ........................................................................................................... 21

5)

Request for advance payment: ................................................................................................... 21

6)

Stock report: ............................................................................................................................... 21

7)

Material Consumption Voucher (MCV): ..................................................................................... 22

8)

Import request/Purchase requisition: ........................................................................................ 22

9)

Request for balance payment: .................................................................................................... 22

10)

Delivery Note: ......................................................................................................................... 22

11)

Invoice & Sales Tax Invoice: .................................................................................................... 22

Cash Box and its Handling: ............................................................................................................... 23 Major Customers Of I IA/DT: ........................................................................................................... 23 Major Competitors: ............................................................................................................................. 23 Softwares Used:.................................................................................................................................... 24 Business Reports: ................................................................................................................................ 24 Compliance: ........................................................................................................................................... 26 Statement of Compliance: ............................................................................................................ 26 Compliance Implementation And Monitoring:............................................................................... 27

Conclusion ............................................................................................................................................. 28

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Siemens (PAKISTAN) ENGINEERING COMPANY LIMITED

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Acknowledgement In The Name Of ALLAH ALMIGHTY, The Most Beneficent And The Most Merciful, Who bestowed upon me the potential and ability to accomplish my work. He is The Only One, Who can help us in every field of life. The words are bound, knowledge is limited and time is short to express His dignity. All respect and possible tributes goes to my Holy Prophet Muhammad (SAW), Who is forever guidance and knowledge for all human beings on this earth. I feel great pleasure in expressing my deepest appreciation and heartiest gratitude to my supervisors Mr. Mukaram Mukhtar and Mr. Umer Javed for their guidance and great help during my internship period. I am very much grateful to the entire IA-DT team for their timely and guidance during my internship. I appreciate and acknowledge the patience, understanding and love provided by employees of Siemens Pakistan. A token of special thanks to the people who had been very friendly, co-operated with me throughout my internship period and made it possible for me to learn and gather all the information needed for my internship report with as much detail as I could. My internship report would not have been possible without friendly and helpful attitude of people.

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Executive summary Internship program at Siemens Pakistan was my first and foremost experience in the industrial sector which provided me an ideal opportunity to learn about industry customs and practices and to polish professional office skills. Working internally with business units at Siemens enabled me to expand my professional skills in a very fast paced and dynamic environment. The opportunity to put my skills into practice in a client focused environment during internship tenure instilled in me diverse qualities which will help me in flourishing my career. Working amongst the highly qualified and experienced professionals boosted my confidence and enhance my knowledge and skills which I acquired during my academics. I was able to understand the sales procedures and took active part in the order management. Observing the satisfaction level and motivational spirit of Siemens employees, I was further encouraged to perform at my best during my internship period. I also learned the different situations and complexities involved in the sales procedures of the business, the pre-requisites of any work and official format of functionary documents. I took deep interest in sale process and practiced each step. I was able to understand the tax procedure how to apply and its impact on delivery. The procedures for making the documents involved in customer creation and a complete offer were also understood.

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Siemens AG Introduction: Siemens AG is a German multinational engineering and electronics conglomerate company headquartered in Berlin and Munich. It is Europe's largest engineering company and maker of medical diagnostics equipment and its medical health-care division, which generates about 12 percent of the company's total sales, is its second-most profitable unit behind the industrial automation division. Siemens' principal activities are in the fields of industry, energy, transportation and healthcare. It is organized into four main divisions: Industry, Energy, Healthcare, and

Infrastructure & Cities. Siemens and its subsidiaries employ around 360,000 people across nearly 190 countries and reported global revenue of approximately €78.3 billion in 2012. Founded more than 150 years ago, the company is active in the areas of Information and Communications, Automation and Control, Power, Transportation, Medical, and Lighting.

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History History of Siemens: From workshop to global player:From a small back building workshop in Berlin to a global firm – there are few industrial corporations that can look back on such a long history of success in the way that we look back. We invite you to take a fascinating trip through more than 165 years of Siemens history. Thirty-one-year-old Werner von Siemens and university mechanical engineer Johann Georg Halske establish the „Telegraphen-Bauanstalt von Siemens & Halske“(Telegraph Construction Company of Siemens & Halske) to manufacture his pointer telegraph. The ten man company beings operation on October 12, 1847, in a back building in Berlin. For decades, the majority of total sales is earned by the production of electrical telegraphs. Siemens was founded in Berlin by Werner von Siemens in 1847. As an extraordinary inventor, engineer and entrepreneur, Werner von Siemens made the world’s first pointer telegraph and electric dynamo; inventions that helped put the spin in the industrial revolution. He was the man behind one of the most fascinating success of all time-by turning a humble little workshop into one of the world’s largest enterprises. As Werner had envisioned, the company he started grew from strength to strength in every field of electrical

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engineering. From constructing the world’s first electric railway to laying the first telegraph line linking Britain to India, Siemens was responsible for building much of the modern world’s infrastructure. Siemens is today a technology giant in more than 190 countries, employing some 440,000 people worldwide. It works in the fields of energy, industry, communications, information, transportation. Healthcare, components and lighting have become essential parts of everyday life. While Werner was a tireless inventor during his days, Siemens today remains a relentless inventor. With innovations averaging 18 a day, it seems like the revolution Werner started is still going strong.

Company Development

Beginnings and Initial expensions (1847- 1865)

Current engineering and internationalization (1865–1890)

Growth through consolidation and partnerships (1890–1918)

Return to the world market and unity within the “House of Siemens” (1918–1933)

The National Socialist economy and the war years (1933–1945)

Reconstruction and emergence as a global player (1945–1966)

New markets and areas of business (1966–1989)

The age of globalization (1989– today) Page 9

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Siemens Pakistan Siemens Pakistan: The Siemens Engineering (also known as Siemens Pakistan), is an engineering conglomerate and financial services corporation headquartered in Karachi, Sindh, Pakistan, it was multiple regional offices in all over the country. Active since 1947, Siemens Pakistan is one the largest provider of the engineering services and management in the country, with overseeing ongoing projects in healthcare, defence development, energy, telecommunications, and computer expansion as well as heavy construction management. When founded, Siemens Pakistan was originally focused on providing the network of communications but its role in energy sector grew since 1987. In 2011–12, Siemens Engineering generated its profit margin to €138.3 million in its investments in energy sector. Its original corporate programme is to provide engineering and technological solutions in energy, healthcare, infrastructure and construction industry. In fiscal 2013, Siemens in Pakistan scored major successes in all four Sectors.

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Siemens Pakistan History: Siemens' overall involvement in the region dates back 140 years. The company's name first became known through the construction of the Indo-European telegraph line from London to Calcutta in 1870. Siemens' first office in what is now Pakistan opened in 1922. The Siemens Pakistan Engineering Company Ltd. was founded in 1953 as a private company, and in 1963 the company was reorganized as a public limited company.

History

1870

1932

1953

1963

1976

1987

• S&H built the Indo-European telegraph line linking London to Calcutta via Karachi. • First cable laying project was established in Karachi.

• Siemens Pakistan was founded as Private Limited Company. • Siemens became Public Limited Company and established factory for Motors & Transformers.

• Diesel Generating sets were introduced.

• Production of Power Transformers 30 MVA and extended to 60 MVA.

1996

• 412MW of Combined Cycle Rousche Power Plant established by Siemens Pakistan.

2000

• Siemens began the production of Pakistan’s largest diesel-generator set, with a capacity of 1.1 MVA.

2008

2012

• 132KV grid stationfor New Jebel Ali Airport in Dubai. • Karachi's largest Dolmen Mall equipped with Safety, Security And Building Management Technology from Siemens.

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Vision & Mission Vision statement: “To remain market leader and technology pace setter in the engineering and electronics industry by utilising the high-tech engineering expertise of the Siemens Group worldwide. To maintain our strong and prominent local presence.”

Mission statement: To realize our vision by:  Providing quality to our customers at competitive prices, to their complete satisfaction.  Generating earnings sufficient to ensure a secure future for the Company and to protect and increase our shareholders / stakeholders’ investment.  To enhance creativity and job satisfaction of our employees by providing opportunities for personal development, limited only by their own ability and drive.  To contribute to the national economy, whilst realizing a strong sense of responsibility to society and the environment.  To enhance the investment of our customers through Human Excellence, our Technology, our Processes, our High Standards of Quality and Financial Strength.  To and strive for technology transfer to Pakistan through our global resources and local presence.

Our Values: Responsible

Committed to ethical and responsible actions

Excellent

Achieving high performance and excellent results

Innovation

Being Innovative to create sustainable value

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Hierarchy Of Siemens Pakistan Brief Management & Corporate Information: Mr.Guenter Zwikcl

Managing Director & CEO

Rizwan Abdul Hayi

Company Secretary Country Sectors

Mr.Khurram Jameel

Healthcare Sector

S. Nadeem Ali Kazmi

Industry Sector Country Divisions

Act. Safdar Ibrahim Safdar Ibrahim Suhail Anwer

Power Generation Division Energy Services Power Transmission

Azfar Alam

Low & Medium Voltage

Act. Mehdi Yasar

Mobility & Logistics

Aqeel Ahmed

Smart Grid Country Cross-Sectors

Act. Ameen Imtiaz

Siemens Real Estate

M. Naukhez Arslan

Human Resources (GSS-HR) Country Functions

Murtaza Abbas

Chief Financial Officer(CFO)

Abdul Mannan Majid

General Counsel, Legal & Compliance

M. Naukhez Arslan

Human Resources

Zia ul Zuberi

Communication

Act. Khurram Shehzad Mehdi Yasar

Environmental Protection, Health Management and Safety Executive Office

Sheema Sarfaraz

Siemens One & Top+

Act. Maria Abbas

Quality Management

Act. Faisal Husain

Project Management

Maj(R) Gul Bashar

Security & Crises Management

Farhan Shrif

Export Control & Customs

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Board Of Directors: Bernhard Wilhelm Niessing Guenter Zwickl Manzoor Ahmed Sebastian Andreas Brachert Naeemuddin Khan Udo Wilhelm Niehage Marco Jochen Schiffer Helmut Steidle

Chairman Managing Director Director Director Director Director Director Director

Management: Guenter Zwickl Murtaza Abbas

Chief Executive Officer Chief Financial Officer

Auditors:  Ernst & Young Ford Rhodes Sidat Hyder  Chartered ants

Tax Advisors:  KPMG Taseer Hadi & Co.

Bankers:         

Bank Alfalah Limited Barclays Bank PLC BNP Paribas (Dubai) Deutsche Bank AG Habib Bank Limited HSBC Bank Middle East Limited MCB Bank Limited Royal Bank of Scotland (Dubai) Standard Chartered Bank (Pakistan) Limited

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Our Business Business Sectors: Siemens Pakistan is working in four major sectors which are further divided in 16 divisions. These sectors are:    

Industry Sector Energy Sector Healthcare Sector Infrastructure & Cities Sector

Industry Sector  Industry Automation  Drive Technologies  Customer Services

Healthcare Sector  Imaging & Therapy Systems  Clinical Products  Diagnostics  Customer Solutions

Energy Sector  Power Generation  Wind Power  Energy Service  Power Transmission

Infrastructure & Cities Sector  Rail Systems  Mobility & Logistics  Low & Medium Voltages  Smart Grid  Building Technologies

Industry Sector: The Siemens Industry Sector is one of the world’s leading suppliers of next generation, environmentally friendly products and solutions for our customers. Our long standing market expertise, technology-based services and software for industrial processes are the levers we use to increase our customers’ productivity, efficiency and flexibility. Page 15

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We consistently rely on integrated technologies and, thanks to our bundled portfolio, we can respond more quickly and flexibly to our customers' wishes. With our globally unmatched offering of automation technology, industrial control and drive technology as well as industrial software, we equip enterprises with what they need over their entire value chain – from product design and development to production, sales and service. Our industry customers also profit from our comprehensive offering of services tailored for their market and their needs.

Industry Automation (IA): The Industry Automation Division offers a wide range of services from standard products to system solutions for energy and automation technologies used in manufacturing and process industries. The division is the leading provider of industry software. It optimizes the entire value-added chains of manufacturing companies from product design and development to production, sales and services.

Drive Technologies (DT): The Drive Technologies Division offers its customers solutions for electronics manufacturing as well as complete systems, including standard and large drives applications across the entire drive train. These solutions, comprised of numerical control systems, converters, motors and drives, are tailored for respective applications

Customer Services: Customers Services portfolio includes product-related services and innovative service offerings to enable the operation of industrial plants with reliability and at the highest levels of profitability, efficiency and environmental compatibility.

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Energy Sector: After the entry of Siemens Wind Power (SWP) into Pakistan market one can already see a bright future of renewable energies in Pakistan. Together, Siemens Wind Power (SWP) and Siemens Pakistan are now offering an EPC (one window) solution to the investors in the field of renewable energy. The Electrical Balance of Plant (BoP) from conceptual design to final commissioning and the O&M of the wind farm will entirely be provided by Siemens. The major electrical equipment including distribution and power transformers will also be manufactured in Siemens Pakistan industrial complex at Karachi. This will open new doors for the future of renewable energy in the country. Energy sector is further divided in four divisions which are:    

Power Generation Wind Power Energy Service Power Transmission

Healthcare Sector: Comprehensive healthcare from a single source, combining the latest laboratory diagnostics with imaging systems and specialized information technology. The Healthcare sector provides the latest innovations in diagnostic and imaging technologies for the healthcare industry offering solutions that detect diseases before they are ready to strike.    

Imaging & Therapy Systems Clinical Products Diagnostics Customer Solutions

Infrastructure & Cities Sector: The megatrends urbanization, climate change, globalization and demographic change will shape the future of cities. With the need to improve the quality of life and economic competitiveness, cities have to become more resource-efficient and environmentally friendly. Technologies are major levers and base for further sustainable city development. An effective infrastructure contributes to economic prosperity, improving quality of live. Urban residents need clean air, potable water as well as security. They need efficient buildings, a reliable power grid and capable mobility solutions.

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The complexity involved requires a holistic view and sustainable solutions for cities. Siemens has the portfolio, know-how, and consulting expertise to make cities more livable, competitive, and sustainable.     

Rail Systems Mobility & Logistics Low & Medium Voltages Smart Grid Building Technologies

Work Experience During Internship Tenure: I completed my internship period of six weeks from August 04, 2014 to September 15, 2014 in Siemens Pakistan Industry Sector I IA/DT and learned sales procedures and documentation involved in sales process by IA/DT. Following are the details:

The IA/DT Team: The IA-DT is comprised of technical sales engineers and commercial officers who collaborate with each other from the generation of enquiries to the delivery of the product. Major duties of the technical and commercial officers are outlined below: IA/DT Department

Technical Sales Engineers

Commercial Officers

Technical Sales Engineers:     

Business Development Selection of a product on the basis of a primary data Determination of price, delivery time & availability using the Product Master Data (PMD) Arranging item for the client either via import or via reservation of available stock. Generating various reports

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Commercial Officers: Order Management Sales Management Cash Management Formation of different reports related to business like COPA, OCC, and Receivables etc.  Asset Management    

TYPES OF ORDERS MADE:  Internal Orders: These are the orders placed internally from other business units of Siemens. The end or client would be having no association to the IA-DT or any other department with whom the order is placed. These are the orders placed within the company.

 External Orders: These orders are direct orders placed by new or existing customer after a detailed correspondence between the sales engineer and the customer. Negative Orders: Negative orders are those orders whose net amount is negative i.e. total costs are exceeding total sales (or revenues), basic reason for this might be: a) Euro rate disparity between the following dates when: i. Offer is sent ii. Purchase order is received iii. Order acknowledgment sent iv. Invoice made v. Payment Received OR

b) Wrong or less amount of VSP taken in the calculation sheet

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Sales Procedure: Sales procedure is followed according to the steps given below:               

Inquiry sent by the customer/Request for Quotation Follow up by sales engineer for primary data Offer made by Sales Engineer Purchase order(PO) placed by client Order acknowledgement(OC) sent by Sales Engineer Request made to customer for advance payment by Commercial Officer* Advance Payment Received Import Request Is Sent Import Store Request For Balance Payment Balance Payment Received Delivery Of Item Invoice/Sales Tax Invoice Delivery Note (DN)

*After these steps the availability of the requested item is checked in stock. If not available, the Sales Engineer sends a request for its import. In the case otherwise, the available item is simply imported to the required place from the stock store house.”

Documentation Involved In Sales Process: 1) Generation of Enquiry:

The emails/letters regarding the products, their availability and price and delivery time spent by clients are referred to RFQ (Request for Quotation) or enquiries. It also involves following up the customer to convince them to order with Siemens whilst negotiating and explaining the available offerings. 2) An Offer:

An official offer is comprised of the subsequent sections: i.Price Schedule & Technical Specifications ii. & Conditions of the supply of products iii.Exports sales clauses for the sales contract An offer is the response to the customer’s RFQ which contains details about the product. An alphanumeric offer number is assigned to differentiate the offer. At IA/DT, the offer number varies depending on the type of order. If the customer requests for a discount, a revised offer has its validity which varies from week to a month. Page 20

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A complete offer has 4 documents attached which are meant solely for internal use.  Calculation Sheet:

This involves the price offered to the product on the basis of parity rate, LCF, Vsp and also its delivery to Karachi dock and company’s profit margin.  Customer Review Form:

This is a manuscript that contains the customer information and product particulars listed accurately.  Product Master Database (PMD):

This is an internal web portal of Siemens with server in Singapore. It provides details of the Siemens’ products, their price in USD, delivery time, the count & availability, specification of the product, the manufacturing date of the product and the time when it will be discontinued.  Damex-E:

This is a customer check document that confirms the imported product would not be used for nuclear enhancement, military or terrorist purposes. 3) Purchase Order:

If the client is satisfied with the quotations sent by the sales engineer, he then places an order. Once the purchase order is received a unique number is assigned and the number series varies with the type of order and product category. 4) Order Acknowledgement:

Once the receipt of the purchase order is received an acknowledgement is sent to the customer in order to confirm the order details. Its purpose is to confirm processing of the order and to minimize any false expectations by the customer thus avoiding any possibility of customer complaints in future. 5) Request for advance payment:

After the order acknowledgement, the request for advance payment is sent to the customer and the profit margin varies from 25% to 50% or more depending on the client’s status with Siemens. For trusted customers, IA-DT department normally requests for advance payment. 6) Stock report:

It is a mandatory step which involves checking the stock at Karachi warehouse via virtual stock report available with the technical representatives and if the item is available then MCV (Material Consumption Voucher) is sent.

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This is issued when the stock availability is confirmed at Karachi warehouse. This is a proof of the item’s reservation. 8) Import request/Purchase requisition:

If the items requested by the client are partially or not available then the import request is generated and forwarded to Karachi which is then sent to concerned international stores for shipment. This is done using SAP, which generates a material number and a SAP order number. 9) Request for balance payment:

When the client’s order is receives at Karachi warehouse, the client is then informed about his order and is requested to pay off the outstanding balance. In case of trusted clients the order is released before the receipt of balance payment and full payment is received at delivery. Occasionally, the commercial officer sends multiple reminders to the customers including the reminders for outstanding payment. 10) Delivery Note:

As soon as balance payment is received, a delivery note is prepared and sent to Karachi Office for releasing of the goods to customer. It is at the discretion of the customers that they themselves would lift the order or want Siemens Pakistan to deliver. 11) Invoice & Sales Tax Invoice:

The invoice and Sales Tax Invoice along with delivery note are sent to Karachi head office, where it is processed by the sales officers for submission of sales tax to the government of Pakistan.

Customer Creation Documents: Those customers who are new to Siemens Pakistan and want to make the purchase of products, I IA/DT does some documentation to that customer for future record. Required documents for creating customer are:        

Customer Master Maintenance Form Credit Assessment and Limit Form Sanctioned Parties List Damex-E Purchase Order Copy Tax Online Verification Cover Letter Speedex Slip

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Cash Box and its Handling: Petty cash/Cash box is a small amount of discretionary funds in the form of cash used for expenditures where it is not sensible to make any disbursement by cheque, because of the inconvenience and costs of writing, g, and then cashing the cheque. It can be used for various purposes like for entertainment expenditures, purchasing new stationary at urgent basis, refreshments, different projects etc. There is a custodian of cash box who is responsible to safeguard the cash and for this he can take protective measures. Sometimes, custodian delegates his power to some specific persons who are monitoring different projects and can use cash taken from custodian for expenditures. IOU (I OWE YOU): An IOU (abbreviated from the phrase "I owe you") is usually an informal document acknowledging debt. IOUs may be signed or carry distinguishing marks or designs to ensure authenticity. In some cases, IOUs may be redeemable for a specific product or service rather than a quantity of currency, constituting a form of scrip.

Major Customers Of I IA/DT: Some of the major customers of Siemens IA/DT are:

         

Bulleh Shah Packaging Pvt. Ltd. Ibrahim fibers Ltd. Ahmed Fine Textile Ltd. Pak Arab Refinery Ltd. HNR Company Pvt. Ltd. A.A Spinning Mills Ltd. Packages Ltd. GE International Inc. D.G Khan Cement Company Ltd. Fatima Fertilizer Company Ltd.

Major Competitors: Major competitors of Siemens are: o ABB Ltd. o General Electric Company Limited o Hitachi Ltd.

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Softwares Used: Some of the important softwares are used:    

SAP (System Application & Products)* Microsoft Excel Microsoft Outlook Microsoft Word

* In I IA/DT, SAP is used for order booking and after this different reports, delivery notes, sales tax invoice and invoices are generated. It also allows open communication within and between all company functions. I feel myself very much lucky that I learned how to use SAP first time due to my internship at Siemens. I booked many orders and generated invoices. Thanks to Mr. Umar who allow me to do such a very important task of sales.

Business Reports: Preparing business related reports is very important responsibility of commercial officer because these reports show the true picture of business activities and helpful for the company in decision making. Some Important reports made by IA/DT Commercial officer through SAP are:        

OCC Report (Order Control Cost) COPA Report Receivables Report Stock Report Fixed Asset Report ( depicts the fixed assets of company) Cash Report Bank Guarantee (BG) Advances Report

OCC Report: That type of report which is prepared after booking the order shows the description of products related to that order, their quantities and plan cost which is entered at the time of order booking. It also shows the comparison between plan cost and actual cost when the sale is done.

COPA Report: Costing-based Profitability Analysis Report is the form of profitability analysis that groups costs and revenues according to value fields and costing-based valuation approaches, both of which you can define yourself. It guarantees you access at all times to a complete, shortPage 24

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term profitability report. It can be classified according to products, customers, orders or any combination of these, or strategic business units, such as sales organizations or business areas, with respect to your company's profit or contribution margin.

Receivables Report: receivable report is a report with the help of which we are able to identify the status of payment which was required from the customer and sent reminder if required. Reminder is done by follow ups like through emails, direct calls to customers, Fax etc.     

Follow ups at Siemens are done in different steps which are: For advances Balance payments Challans Receivables

Stock Report: A stock report is a collection of information usually prepared by an analyst or his firm which reviews the quality of an equity issue and its suitabity for various investment goals. In Siemens, warehouse officer/supervisor generates this report when the stock is available and sends it to Siemens IA/DT Lahore. After that balance payment letters are prepared for those customers whose orders are completed according to stock report.

Bank Guarantee (BG): Bank Guarantee Letter is issued by the company on the request of the customer which secures the advances made by the customers and bounds both the customer and company. It has validity limit after that if company is unable to complete the order customer can withdraw the money and order is terminated. Bank guarantee documents are:  Guarantee Request  Checklist  Advance payment guarantee procedure

Advances Report: This report shows the total advances available in the different profit centers of the I IA/DT currently.

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Technically Completed (TECO): When the sale is done and products are delivered, TECO option is checked. By checking this option, the plane cost and actual cost becomes equal so that we say it now order is technically completed.

Compliance: (Prevent – Detect – Respond) Compliance is an integral part of the organization. Any breaches, particularly violations of the Business Conduct Guidelines, seriously endanger the entire company and its employees. Only clean business is sustainable business. Every single one of us has to be attentive and show responsibility in dealing with each other, customers and partners.

Prevent: Our compliance rules provide all our employees and managers with clear instructions for their business conduct. The processes and instruments we have developed integrate these requirements for good business conduct directly in the relevant business processes and thus correct behavior.

Detect: The second action level of our compliance system targets the seamless detection of compliance violations. Reliable reporting channels for internal and external stakeholders and the protection of employee whistle-blowers against sanctions are indispensable for effective compliance, because they help ensure that possible misconduct is reported, thoroughly investigated and brought to light.

Respond: The third action level of our compliance program entails clear consequences and unequivocal responses. Clear consequences and unequivocal responses play an important role in preventing violations from happening in the first place. On this action level, we react to specific compliance violations and apply the lessons from past cases to continuously improve our compliance system.

Statement of Compliance: The Company strictly adheres to the principles of Corporate Governance mandated by the Securities and Exchange Commission of Pakistan and has implemented all the prescribed

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stipulations. The same have been summarized in statement of compliance with best practices of code of corporate governance which is also reviewed by the external auditors.

Compliance Implementation And Monitoring: The management of Siemens throughout the world shall actively foster the distribution of the Business Conduct Guidelines. Compliance with the law and observance of the Business Conduct Guidelines is monitored worldwide in all Siemens companies on a regular basis. This is done in accordance with applicable national procedures and legal provisions. An extensive compliance organization is in place in the company to ensure that the Siemens compliance program is enforced.

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Conclusion This internship has been an excellent and rewarding experience. I have been able to meet and network with so many people that I am sure will be able to help me with opportunities in the future. One main thing that I have learned through this internship is time management skills as well as self-motivation. When I first started I did not think that I was going to be able to make myself sit in an office for ten hours a day, five days a week. Once I realized what I had to do I organized my daily tasks given by my supervisor and work so that I was not overlapping or wasting my hours. On the whole, this internship was a useful experience. I have gained new knowledge, skills and met many new people. I achieved several of my learning goals, however for some the conditions did not permit. I got insight into professional practice. This internship experience helped me a lot in finding my strengths and weakness. It was precious time at I IA/DT for me and i believe it will surely help me in improving the professional attitude. Our supervisor solved our problems which we faced during internship. I shall never forget the superior guidance of Mr. Mukkarm Mukhtar and Mr. Umer Javed and all those things they taught me from work to behavior. So in the last I would like to conclude by one sentence that is, in accordance with its products and services “Siemens” is the best multinational organization in the world.

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