Internship Report

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 Administration 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 members 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 contacting 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
RESEARCH ON COMPETITORS SERVICES AND ACCESSORIES
AVAILABILITY ........................................................................................................... 8
Introduction.................................................................................................................. 8
PRESENTATION ON SURVEY RESULTS .............................................................. 9
Introduction.................................................................................................................. 9
My Role in the Assignment ....................................................................................... 10
Learnings from the Assignment................................................................................. 10
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CUSTOMS DATA ANALYSIS.................................................................................. 10
Introduction................................................................................................................ 10
Procedure of the Assignment ..................................................................................... 11
MOTORCYCLE INDUSTRY AND COMPETITORS ANALYSIS -
PRESENTATION ....................................................................................................... 12
Introduction................................................................................................................ 12
BUDGET INFORMATION EXTRACTION FROM THE RED BOOK OF
BUDGET ...................................................................................................................... 13
Introduction................................................................................................................ 13
PREPARATION OF DRAFT LETTERS ................................................................. 14
Introduction................................................................................................................ 14
FILING......................................................................................................................... 15
Introduction................................................................................................................ 15
ARTICLE REVIEW OF CENTRAL BANKS AUTO-LOAN PROCEDURE .... 16
Introduction................................................................................................................ 16
ANALYZING INDUSTRY DATA TO FIND PRICE TRENDS ............................ 17
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Introduction................................................................................................................ 17
EMPLOYEE HANDBOOK ....................................................................................... 18
Introduction................................................................................................................ 18
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 members 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, CAs, MBAs 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 MAWs 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 Groups 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
Automotive and allied businesses: Yamaha Two Wheeler, JCB, SKODA, FIAT, MAN
Truck and Deutz-Fahr Tractor
Portfolio Management
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.
Preferred Destination for Employees.
Excellence in value chain management, efficient operation, stakeholder management and

CSR activities.
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 Administra 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 support 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
feedback 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.

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 contact a select list of customers to find out about their interest in genuine Yamaha
accessories.

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 contacted 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 contacted for the same
purpose. About 50 customers were contacted to find their interests on Yamaha accessories.

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 contact 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 todays 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.

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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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.

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.

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 contacted through the phone dedicating about 3-4 minutes of time for each
contacted 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
Yamahas focus towards accessories for motorcycles as well.
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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 contacted 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.

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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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.

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.

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 -
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 members 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.

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 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.

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.

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 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.

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 account 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
contacted 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.

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 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 upcoming 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.

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 face-
to-face communication. In this assignment, the letter was for the purpose of congratula ting
the companys affiliate 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.

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
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different departments etc. for which it was very important to maintain a good and easily
available and understandable files for future references.

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.

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 BANKS 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.

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 peoples purchasing decisions which
ultimately affects the business.

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.

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.

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.

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.

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 companys 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 companys induction process for new
staffs. It is important as it discloses certain important information including company
18
employment opportunity policy, expectations from the employees and other dos and
donts 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.

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.

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.

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.
19
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 upcoming 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.
20
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, accounting 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 NRBs 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 well-
functioning 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 contacting customers
as the Customer Relationship department of the organization to know about the customers
thoughts regarding the organizations products. The work also included calculating the
market share of the organization along with that of the competitors for comparison
22
purposes. Communicating with the customers, I was able to learn about the customers
expectations and feedback 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 contact a number of customers for their responses. While doing
this assignment, I found the course Business Research very helpful as it helped me in
designing 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 user 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 members 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 contacts, 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 supportive and asked me from time to time
regarding the internship and did everything she could to help me.
24
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 contact
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 organizations 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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Internship Report

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An Internship Report on

Business Development at MAW Enterprises Pvt. Ltd.

Kathmandu University School of Management

In partial fulfillment of the requirements for the degree of

Bachelors of Business Administration Emphasis/Honors

12th October, 2017

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

MAW is committed to meet customers' needs. It strives to delight its customers by

MAW Groups investments are in the following fields:

Trading: Greaves Concrete Equipment, Yamaha Generators, Yamaha Music and

Leasing: Agency of LET Aircrafts Industries, Czech Republic.

Preferred Destination for Employees.

Excellence in value chain management, efficient operation, stakeholder management and

Organic Growth oriented strategies and investments.

EXPANSION OF MAW GROUP

1971: Took agency of FORD Tractors

1975: Agency of Escorts/Rajdoot motorcycles (now Yamaha)

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

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

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 KUSOM: Ms. Nisha Adhikari

Typically, the role of business development in an organization is to identify new business

Procedure of the Assignment

My Role in the Assignment

SEGREGATION OF EXISTING YAMAHA BIKE OWNERS

Procedure of the Assignment

My Role in the Assignment

Learnings from the Assignment

RESEARCH ON COMPETITORS SERVICES AND ACCESSORIES

Procedure of the Assignment

Learnings from the Assignment

PRESENTATION ON SURVEY RESULTS

Procedure of the Assignment

Learnings from the Assignment

CUSTOMS DATA ANALYSIS

My Role in the Assignment

Learnings from the Assignment

Procedure of the Assignment

My Role in the Assignment

Learnings from the Assignment

BUDGET INFORMATION EXTRACTION FROM THE RED BOOK OF BUDGET

Procedure of the Assignment

My Role in the Assignment

Learnings from the Assignment

PREPARATION OF DRAFT LETTERS