Summer Internship.docx

G.H RAISONI SCHOOL OF BUSINESS MANAGEMENT NAGPUR (2017-2019)

A SUMMER INTERNSHIP PROGRAMME REPORT ON “SALES AND STOCK PROCUREMENT” (WITH SHRI BALAJI FILLING STATION)

SUBMITTED BY SHRIKAR RAO

IN A PARTIAL FULFILLMENT OF (MASTERS OF BUSINESS ADMINISTRATION)

CONTENT

S.NO TITLE 1. Introduction 2. Company profile 3. Purpose of SIP 4. Organizational structure 5. Weekly report 6. Learning and experience 7. Conclusion 8. SIP certificate

INTRODUCTION To begin with, as a part of the curriculum a summer internship program was to be conducted for a period of two months. Given a choice one was allowed to choose the field in which he/she was interested as my interest and curiosity was in marketing, I choose to work with Shri Balaji Filling Station, Dealer BPCL. Due to this summer internship , I learned many aspects of marketing, including business development progress, content writing. The company asked me to do their competitive research, USP and research on how to increase their sales, with the help of research we got the flow of what are the major criteria we need to have. One had to identify various sector in the market that actually have a need of petrol/diesel in bulk and then our task is to approach them before our competitors. It was an amazing experience working on field. I came across many new terminologies of marketing, petroleum field etc. The project content , the task which has been done by me during my internship as well as what I have learned from it.

Company profile:SBFS is a dealership of Bharat petroleum corporation limited registered in 2017. A fledgling in this industry with its sister concern has been in the field of service providing since 2 decades. Today SBFS offers quality deliverables in the domain and is creating an excellent track record of transportation relations. SBFS assures Quality and Quantity of the product which they deliver and is on the verge of adding another feather in its cap by transforming the RO to PFS i.e Pure for sure. In record time SBFS has achieved Smart fleet counter, stock digitisation meter etc in spite of being in a dry terrain. With company operated pumps being its nearby rivals SBFS has sustained in the market and is now competing against them. SBFS has gained experience of all aspects of management and sales within the petroleum industry and have an only promise what they can deliver. The main scope of SBFS’s services is to take on the responsibility for the quality and quantity of the product they deliver to the client so that SBFS and its client can be proud. SBFS’s impressive portfolio of clients is testament to the quality of services they provide.

Purpose of SIP

Summer internships are an important career stepping stone for a MBA hopeful, it a a critical step in the process of enhancing one’s credentials and landing a full time job. And in the weakened global economy , internships are even more important to boosting a candidate’s competitiveness. Summer internship offer the important opportunity to work closely with professionals in one’s field and to develop knowledge, competencies and experience directly related to the career goals. These practises offers real world insights and exposures to actual working life, an experiential foundation to the career choices and the chance to build valuable business networks.

Organization Chart

Manager

Forecourt supervisor

DSM

No of Employees:- 13

No of Shifts - 2

DSM

Accountant

DSM

DSM

Weekly report SIP Week 1: Operations training; 

Root level training of operating the pump. General guidelines of working of a pump, the do’s and the do not’s while operating

a pump. 

Operating of MPD How to operate a multi product dispenser, (machine through which the petrol/diesel is dispensed.) The MPD is the machine where manipulation can occur. Government stamping has to be done before it can be used. The meter has to be set perfectly so that the appropriate quantity is dispensed.

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Measurement of stock Two under ground tanks are installed for petrol and diesel of 15kl and 20kl respectively. It has to be measured to check the amount of stock available with us and can be verified by cross examining with the MPD. The stock has to be measured very keenly as a single point difference can lead to a huge difference in the litres.

Sip week 2: 

Measuring density The density has to be measured on daily basis to check the adulteration and a record has to be maintained accordingly. The density is measured with the help of density kit which consists of a thermometer and a hydrometer.

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Unloading of tank Unloading of tank to the underground tanks. A lot of precaution has to be taken in it and here again there is a chance of loss. The tank has to be kept stable for at least 45 minutes with its lid open so that the product in it can settle down and as there will be fumes in it will mislead in taking measurement. The tank has to be measured before unloading to check weather the

quantity is appropriate ,safety measures has to be taken like Fire extinguisher, earthing etc. After unloading the dip has to be measured again. 

Maintaining DSR A register has to be maintained which is called DSR i.e Daily Stock Register, this register is the base for inspecting if any officials visit the RO.

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Operating SAP portal BPCL for the better working and maintain transparency has launched a SAP portal, which is the bridge between the dealers and BPCL. Features of SAP portal 1. Statement of accounts 2. Stock ordering 3. Complaints 4. Stock updation etc.

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Stock ordering To prevent the RO from getting dry the stock has to be maintained properly, as it may lead in loss of customer and malfunction of MPD’s. The stock has to be forecasted at the beginning of the month though it can be edited later on. Ordering the load at the right time plays a vital role in the operations. On a average the load has to be ordered when there is 2kl product left.

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Hygiene of pump With the government taking initiatives for clean India, the campaign has been in launched in Retail outlets as well. The RO has to be clean and green and all the necessary amenities has to be provided by the dealer like clean wash rooms, pure drinking water etc.

Sip week 3: SALES 

Customer interaction

The basic and most convenient way to increase the sale in a Retail outlet is by interacting with the customers. Welcoming the customers and interacting with them creates a positive vibe for the customers and gaining trust. 

Discounts Discounts in a fuel station can sound absurd but its no loss to the dealer. For customers whose consumption is high discounts can be given to them as the volume of sales increases and the fundamental principle of a fuel station is more the volume more the profits. Eg:- let us assume there is a margin of rs 1 behind 1 ltr of diesel, if the dealer is giving discount of 50 paise per liter to the customer and the customer’s daily consumption is 500 lts per day which is 15000 ltrs per month. Lets assume the cost of diesel per lt is 70 rs we are giving it for 69.50 which makes the total 1042500. Still making a profit of 7500 .

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Credit To increase the sales on national highways one has to give credit to the customers whose consumption is high. When the customer gets flexibility to pay he is prone to buy the product.

Sip week 4: 

Customer activities As the drivers are the main customers, its there will to use any outlet for refilling, if the drivers are being entertained at the outlet it will make them visit the RO again. So conducting games or any source of entertainment for the drivers is a part of increasing the sales.

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Customer retention programme For the customers to visit again on the outlet a customer retention scheme has been organized. In which the customers record is being maintained that how much is he filling through out and gifts will be given on completing of the slabs.

Eg. 500lt- refreshment kit 1000lt- T-shirt 10000lt- mobile 

Stop loss Increasing the profit not only from sales but by stopping the losses. A lot of manipulation goes on when the tanker is being dispatched from the depot, so if we don’t own a tanker it will be suitable if any of the executive goes to the depot and come along with the tanker.

The tank drivers will not dare to steal or manipulate with the load.

CONCLUSION:-

In brief this report is an overview of the strategies that has been adopted for the sales and procurement. This internship exercise was mainly intended to enable the intern acquire practical skills and act as a link from theory to practise in the real world to meet the market as well as the organizational needs and has helped me to acquire knowledge about how the business works.

LEARNINGS:

SIP was a powerful exercise to increase the knowledge about recent environment various companies schemes, it helps to develop team spirit. Sales tips are very helpful to tackle customers.

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How to apply theoretical knowledge in practical

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How to work in professional environment.

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To work with team spirit.

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How to work with cooperation, coordination according to the company’s objective.