Name of Student: Ramiz Amin (2008-1-87-8979)

Name of the Company:

Duration: From 2nd September, 2013 to 11th October, 2013

Report based on THEORIES LEARNED AND THEIR APPLICATION

INCLUDING FINANCE/ACCOUNTING DEPARTMENT

Supervisor’s Name Muhammad Tehreem Alam

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Table of Contents
INTRODUCTION ............................................................................................................................................ 5
OVERVIEW OF THE INDUSTRY...................................................................................................................... 6
Economy Contribution and Challenges ......................................................................................................... 8
Challenges ..................................................................................................................................................... 9
DEALING PARTNERS: .................................................................................................................................... 9
HIERARCHY OF THE COMPANY: ................................................................................................................. 11
INFRASTRUCTURE ....................................................................................................................................... 14
PHYSICAL (In Accordance With Care & Cure Marketing Services) .............................................................. 15
1. Office ............................................................................................................................................... 15
2. Warehouse ...................................................................................................................................... 15
(i) Cold Chain Facility ........................................................................................................................... 16
3. Logistics ........................................................................................................................................... 17
(i) Delivery Van .................................................................................................................................... 17
(ii) Delivery Staff ............................................................................................................................... 17
NON PHYSICAL ........................................................................................................................................ 18
1. Information Management System ...................................................................................................... 18
(i) Faster functionality ......................................................................................................................... 18
(ii) Paperless environment ............................................................................................................... 18
(iii) Verifiability and Validity .............................................................................................................. 19
(iv) Faster information sharing.......................................................................................................... 19
(v) Networking.................................................................................................................................. 19
(vi) Ergonomics.................................................................................................................................. 20
INTRODUCTION OF ALL DEPARTMENTS .................................................................................................... 20
1. Marketing Department ................................................................................................................... 20
2. Accounts and Finance Department................................................................................................. 20
3. Sales Department............................................................................................................................ 21

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 4. Human Resource Department ........................................................................................................ 21
ACCOUNTS DEPARTMENT .......................................................................................................................... 22
(i) Preparation of Vouchers ................................................................................................................. 22
(a) Cash receipt voucher .................................................................................................................. 22
(b) Cash Payment Vouchers ............................................................................................................. 23
(c) Journal Voucher .......................................................................................................................... 24
Distribution Lists: .................................................................................................................................... 24
SWOT ANALYSIS OF THE COMPANY .......................................................................................................... 25
Strengths ................................................................................................................................................. 25
Weaknesses ............................................................................................................................................ 25
Opportunities .......................................................................................................................................... 26
Threats .................................................................................................................................................... 26
ACHIEVEMENTS AND HONORS .................................................................................................................. 26
Legitimacy of Acts ................................................................................................................................... 26
Service Quality Award Certificate ........................................................................................................... 27
Consistent Liquidity Position................................................................................................................... 27
TECHNICAL SPECIFICATIONS ...................................................................................................................... 27
Membership ................................................................................................................................................ 27
Bank ........................................................................................................................................................ 28
Advisors ................................................................................................................................................... 28
Registration ............................................................................................................................................. 29

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EXECUTIVE SUMMARY

This is an internship report regarding the introduction of the Organization Care and Cure
Marketing Services. I described in this report about introduction and my learning during
my training program in this company as how administrative and other operative
activities are carried out.

I started the report with the introduction of the organization. I mentioned the work I
performed in the finance department and how the vouchers are prepared. I also
provided the TECHNICAL SPECIFICATIONS of the company which are an important
element of the company.

In the end I had briefly evaluated the Organization about my learning and working in the
organization. I had given a conclusion along with some Recommendations for the
organization.

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INTRODUCTION

Care and Cure Marketing Services was established by Mr. Muhammad Zaheer Alam in
1990. The firm initially focused on marketing of Pharmaceutical Products of E.I.P.I.C.O.
(Egypt and Guardian Pharmaceuticals Pakistan (Pvt.) Ltd.) along with institutional
supplies and tender business of Pharma Products and other allied items

At present Care and Cure Marketing Services is the associated distributor partner of
distinguished multi-national and national pharma companies, like Roche Pakistan Ltd,
Servier Research and Pharmaceuticals [Pakistan] (Pvt.) Limited, Novartis Pharma
Pakistan Ltd., P.D.H. Pharmaceuticals and Labs (Pvt.) Ltd. It is also associated with R.G.
Pharmaceutica (Pvt.) Ltd. an importer of quality products from Switzerland and Korea
for dialysis patients.

Care and Cure M.S. also has the honor to be associated distributor partner with some
other pharmaceutical companies until their takeover/merger, mainly:

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 Roche Pharmaceutical

 Sanofi-Aventis Pharmaceutical

 Wyeth Pharmaceutical

 Beecham Pharmaceutical

 Pharmacia & Upjohn

Their professional experience includes working with GlaxoSmithKline Pakistan Ltd. and
Barrett Hodgson Pakistan (Pvt) Ltd.

OVERVIEW OF THE INDUSTRY

Pakistan has a very vibrant and forward looking pharma industry. At the time of
independence in 1947, there was hardly any pharma industry in the country. Today
Pakistan has about 400 pharmaceutical manufacturing units including those operated by
25 multinationals present in the country. The Pakistan pharmaceutical industry meets
around 70 per cent of the country's demand. The domestic pharma market, in terms of
market share is almost evenly divided between the national companies and
multinationals. The industry provides direct employment to over 70,000 and indirect
employment to around 150,000 across the country.

National pharma industry has shown a progressive growth over the years, particularly
over the last one decade. The industry has invested substantially to upgrade itself in the
last few years and today the majority industry is following Good Manufacturing Practices
(GMP), in accordance with the domestic as well as international guidance. Currently the

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industry has the capacity to manufacture a variety of products ranging from simple pills
to sophisticated biotech, oncology and value added generic compounds.

Although Pakistan's pharmaceutical and healthcare sectors are expanding and evolving
rapidly, about half the population has no access to modern medicines. Clearly this
presents an opportunity, but much more work needs to be done by the government and
industry stakeholders. The value of pharmaceuticals sold in 2007 exceeded $1.4 billion,
which equates to per capita consumption of less than $10 per year and value of medicines
sold is expected to exceed $2.3 billion by 2012.

Pakistan is a developing pharmaceutical market, with a large population and economic

progress evident, but per capita drug spending was rather low at around $9.30 in 2007.
Private spending accounts for 65 per cent of total healthcare expenditure sourced
through out-of-pocket payments, international aid and religious or charitable
institutions. Pharmaceutical spending accounts for less than 1 per cent of the country's
GDP, comparable to levels in some neighbouring countries. The forecast period is likely
to witness the marginal strengthening of the generics sector, albeit more in terms of
volumes than values. The share of generics is also likely to increase further as major
drugs come off the patent in the near term, to the likely benefit of the generics-
dominated local industry.

The Pakistan pharma industry is relatively young in the international markets with an
export turnover of over $100 million as of 2007. Pakistan Pharma Industry boasts of
quality producers and many units are approved by regulatory authorities all over the
world. Like domestic market the sales in international market have gone almost double
during last five years. The pharma industry is focusing an Export Vision of $500 million
by 2013. In the meantime, exports are also likely to boost due to new regional and
global opportunities.

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The Pakistan Pharmaceutical Industry is a success story, providing high quality essential
drugs at affordable prices to Millions. Technologically, strong and self-reliant national
pharmaceutical industry is not only playing a key role in promoting and sustaining
development in the vital field of medicine within the country, but is also well set to take
on the international markets.

The country's pharmaceutical exports were $101 million in 2006-07 and growing at an
annual rate of 22 per cent. In 2005-06 exports hit the mark of $83 million. Export target
for FY2008 had been projected at $125 million.

On the other side of the border, Indian pharmaceutical exports stand at $6 billion,
growing at a pace of 20 per cent. Country's spending on health as percentage of GDP
was only 0.8 per cent as compared 5-6 per cent in Sri Lanka, 3-4 per cent in Bangladesh,
6-7 per cent in Algeria, 5-7 per cent in Mexico, 6-9 per cent in Iran and 10-15 per cent in
Costa Rica and Cuba.

Economy Contribution and Challenges

Being one of the major indicators of economy, pharma industry has contributed
positively so far and has somehow managed to increase production by a meager 1 per
cent. Similarly industry contribution and weightage surged to 6.7 per cent in total Large
Scale Manufacturing (LSM) production during 1QFY09.

On the other hand, LSM posted 6.20 per cent negative growth in 1QFY09 over the
corresponding period of previous year mainly due to deteriorating economic of the
country.

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Challenges

The fast-deteriorating business environment especially for the pharmaceutical companies

in the wake of high cost of production has been burdening the local pharma sector.

Also, the cap on drug price by the government for the last seven years has aggravated
the situation further. Last price increase, which was of 3 to 4 per cent, was allowed by
Ministry of Health in December 2001.

The prices of the Active Pharmaceutical Ingredients (APIs) used for the manufacturing of
drugs as well as of other raw materials like paper, plastic, glass, rubber, etc. have
increased manifold since 2001. The cost of oil, gas, electricity, transportation and labour
has also spiked dramatically during this period.

DEALING PARTNERS:

Below are the mentioned dealing partners of Care and Cure Marketing Services. They
basically deal with the following pharmaceutical companies which are commonly very
much popular nowadays. Such partners are basically from the most commonly and
renowned pharmaceutical, health, home, hygiene producers which are considered as
one of the leading care and cure units in terms of medications and hygiene products for

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their quick and effective solutions for health problems and other hygiene related issues.
Therefore, it must be said that though there is not a big name of Care and Cure, but
somehow it has managed to achieve success whenever it comes to be known as
Importers, Exporters, Distributors and Manufacturers Representatives. Pharmaceutical
Companies like Reckitt Benckiser and Getz Pharma have been a great partner to Care
and Cure for the sake of loyalty to each other in terms of agreement and distribution.
Apart from that Novartis Pharma has been of great importance to Care and Cure in
building its foundation as the name of Care and Cure which is known to people
nowadays is due to the curing items of Novartis Pharma which has produced great
intensive cure items and high quality medicines. One must give credit to this particular
company as well.

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HIERARCHY OF THE COMPANY:

A hierarchical organization is an organizational structure where every entity in

the organization, except one, is subordinate to a single other entity. This arrangement is
a form of a hierarchy. In an organization, the hierarchy usually consists of a singular/group

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of power at the top with subsequent levels of power beneath them. This is the dominant
mode of organization among large organizations; most corporations, governments,
and organized religions are hierarchical organizations with different levels
of management, power or authority. For example, the broad, top-level overview of the
general organization of the Catholic Church consists of the Pope, then the Cardinals, then
the Archbishops, and so on.

Members of hierarchical organizational structures chiefly communicate with their

immediate superior and with their immediate subordinates. Structuring organizations in
this way is useful partly because it can reduce the communication overhead by limiting
information flow; this is also its major limitation.

In any particular company, a management hierarchy is very essential because with the
help of a well drafted hierarchy of workforce, it is being possible to effectively evaluate
the company strategies, plan the actions to be taken in order to reach the business goals
and to divide the organizational functions among the workforce effectively. In general,
most of the middle scale and the top scale companies are comprised of three broad levels
of hierarchy known as the first-line management, middle management and the top
management. To emerge as a successful organization, there should be a good
coordination between all the above levels of management. In this particular article, we
will discuss in details about the various job positions that are in line, in the company
management hierarchy:

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As it is clear from the above organizational chart, Mr. Zaheer Alam CEO, is in charge of the
total management of this organization. Two managers are under him who are known as
Admin Manager and Sales Manager. As clearly visible, Mr. Takreem Alam is the Admin
Manager who assign responsibilities to administrative staff and ensure the facilities are
equipped with the supplies and services needed. His work encompasses a variety of
responsibilities to ensure a business runs smoothly and accomplishes its goals on a daily
basis. Whereas, Mr. Saeed Zakai is the Sales Manager, who is responsible for meeting the
sales targets of the organization through effective planning and budgeting. Two
responsibilities are under the Admin Manager named as Chief Accountant Mr. N.M.
Kamdar and Distribution Manager Mr. Masood Shaikh. Mr. N.M Kamdar is responsible for
supervising all accounting entries, payments and receivables so that they are posted
correctly and timely. And, Mr. Masood Shaikh also called a logistics manager ensures that

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the right products are delivered to the right place on time and in the most cost-efficient
way possible. A distribution manager might work for a manufacturer, a retailer, or a third-
party supplier of distribution services. The role is becoming increasingly important with
the growth of e-commerce. Mr. N.M. Kamdar has the control on Accounts Officer named
as, Mr. Shakeel Siddique who is responsible to look after the financial part of Care and

Cure. He is also given the responsibility of financial planning and record keeping of all the
account. He is responsible to forward the records and other desirable financial activities
to his supervisor/Chief Accountant. The Field Officer and Sales Officer has the
responsibility to assign the areas and territories to salesmen to sell the targeted items
and meet the company objectives in accordance with the Sales Department.

INFRASTRUCTURE

Infrastructure is basic physical and organizational structures needed for the operation of
a society or enterprise, or the services and facilities necessary for an economy to
function. It can be generally defined as the set of interconnected structural elements that
provide framework supporting an entire structure of development. It is an important term
for judging a country or region's development.

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PHYSICAL (In Accordance With Care & Cure Marketing Services)

1. Office

The location of operation acts as the center for

close coordination and control. Warehouse is
also just adjacent to provide a close loop for
delivery and receiving activity added with real-
time coordination with the per-minute sales and
inventory levels. The structure of the workings is such to facilitate working boosting
processes eventually leading to increased productivity and quality services. Their
executives and staff members are well aware and trained for safety regulations,
Standard Operating Protocols, Interests of associated firms and possess high level of
computer literacy. Their systems are updated semi-annually and protected against any
shortfalls and virus intrusions allowing us to stay competitive and meet customers need
forefront.

2. Warehouse

Warehouse’s central location allows us to act as a hub for all companies and institutions
resulting in reduced delivery times and cost savings. Store is modern and well equipped
supporting the range of products from inhalers to ampules, syrups to capsules/tablets

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and surgical tapes to drips to ensure products are provided a safe, cool & hygienic
environment.

(i) Cold Chain Facility

The facility is also fully functional to stock temperature

sensitive products, such as Insulin and Vaccines.
Products are protected from extreme conditions,
ensuring medium to cold temperatures ranging from
normal room temperature to -8 degree centigrade
through thermometers and gauges that help us to comply with GWP/GDP, HSE and
Regulatory needs.

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 3. Logistics

(i) Delivery Van

Their complete logistical facilities comprising of

specialized Suzuki Cargo Vans allow them to deliver
almost any product in strict legal code, safety and quality
by avoiding overloading or improper protection. The vans
deliver high density products such as drips to low density
products such as ampules.

(ii) Delivery Staff

With an average professional experience of more than 15 years

their drivers are safety trained to deliver the product in the right
shape and condition, necessary due to unstable external
environment and lack of proper infrastructure that might affect the quality of the
product.

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NON PHYSICAL

1. Information Management System

Care and Cure Marketing Services uses top of the line accounting systems built on most
preferred programming software. This has led to:

(i) Faster functionality

Reduction in redundancy in manual entry allows better and speedy processing. It also
allows comparison with different variables.

(ii) Paperless environment

Care and Cure is an environmental friendly organization and strives to conserve energy.
Online data results in report viewing, order processing and invoicing in a paperless
environment.

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 (iii) Verifiability and Validity

The system is highly secured, protected and operational, that detects even the slightest
of variations between stock and sales etc. or in case of any manipulations. It further
pops up an information error where the data is not relevant or invalid, thus reducing the
margin of systematic error to almost 0%.

(iv) Faster information sharing

The sales report, order and invoices now can be generated online and shared with their
business partners via web. This allows shorter processing time and reduced costs.

(v) Networking

Care and Cure is equipped with state of the art networking and computing systems
allowing data sharing and integration. In addition, the network has the ability to stay
connected to our external suppliers via internet 24/7.

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 (vi) Ergonomics

At Care and Cure environmental work conditions that affect risk including intensity,
frequency and duration of activities are heavily monitored and effective measures are
taken to ensure avoidance of illness and injury risks, and increased satisfaction among
the workforce, for e.g. Seating & spacing, air conditioning and health & food.

INTRODUCTION OF ALL DEPARTMENTS

1. Marketing Department

The organization has not a wide open marketing department. It distributes and
promotes the medicine in the hospitals like Zia Uddin Hospital, Market, Wholesalers and
Retailers in the market.

2. Accounts and Finance Department

The Finance Department of the organization manages the financing needs of the
company. The Department truly organizes the accounts and financing needs of the

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company. The Department manages the cash and the other operations of credit of the
company.

3. Sales Department

The Sales Department plays a vital role in the success of organization. The sales manager
professionally manages the department under him and explicitly instructs the personnel
regarding the territory and field sales. And, they give a good and sound training to the
employees who are genuinely interested in the meeting the sales need of the
department for the effective success of organization.

P.S The Sales Department and the Marketing Department are combined to form one
single Department. The categories of personnel are Sale Manager, Field Manager, Senior
Sales Officer and Junior Sales Officer and rest of the team is included in the category of
Salesmen.

4. Human Resource Department

The Human Resource Department plays a pivotal role in creating effective employment
for the organization by hiring and firing. And more than that, it also develops Human
Resource Development Planning reports to expand human capital both for the
organization and individual employees itself.

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ACCOUNTS DEPARTMENT

Following is the learning of valuable work by me in the department. However, I had

some knowledge of the other departments as well in accordance with the theories
learned during my BBA (H).

(i) Preparation of Vouchers

The different types of vouchers are managed by the supervisor of Department who is
also the manager of Department named as Shakil Siddique. Different types of vouchers
are as follows:

(a) Cash receipt voucher

It is managed when the amount is received on the behalf of Care and Cure Company.
However, most of the vouchers are maintained by the banks. The Accounts Officer
prepare these vouchers in accordance with the cash receipt managed and prepared by
the cashier. When these accounts are maintained, these main accounting entries are
passed which is normally the responsibility of every Accounts department.

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 Dr. Cr.

1. Account Code Cash

Income Receivable or A/C Receivable

2. Account Code Bank Account

Cheque Clearing Account

(b) Cash Payment Vouchers

Such vouchers are maintained and prepared when cash payments are made against the
expenses incurred by the company like medicines purchased by the companies. Below is
the accounting entry which usually undergoes when the cash payment voucher is
prepared by the cashier and supervised by the manager.

Expense Dr.

Cash Cr.

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 (c) Journal Voucher

Such vouchers are prepared and maintained when the expenses and income are
undertaken like Purchase on credit, Written off Depreciation, Rectification of mistakes
or omission. These are overviewed by the department.

Distribution Lists:

This department also manages the distribution list in which the payment to be received
from the customers is listed which is a complete coordination with the Sales
Department.

Managing Of Registers:

Mostly registers are managed through the manual work of the accounts department.
Name of the vouchers and vouchers account are managed.

These are the activities carried out in the Accounts and Finance Department which were
carried out during my internship period and the above information is in accordance to
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my knowledge. There might be more considerate information but whatever I attained
from my learning, it is mentioned above. However, I used to take vouchers from the
cashier and forward it to the supervisor for further supervision. More than that, the
copied cheques whose payment was to be made on that date were also maintained. I
maintained the vouchers which were received by the marketing/sales Department.
These vouchers are maintained and posted in their relevant accounts of the tab in the
computer system. The ledger is daily managed because there is need of automatic
system which daily uploaded the relevant information in their relevant accounts.

SWOT ANALYSIS OF THE COMPANY

However, it took a lot of time for creating a SWOT analysis for the company since I had to
communicate with a lot of members of the company to provide me adequate information
for that.

Strengths

1. Moral Marketing Approach (Ethical Marketing)

2. Effective Human Resource Department and Planning

3. Good planning for selecting Manufacturers Representatives

Weaknesses

1. Not Well Defined Organization Hierarchy

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 2. No strong Marketing Department including R & D Department

Opportunities

1. High concentration on new accounts

2. Increased demands for branded medications
3. Increase in health conscious consumers

Threats

1. Increase in Competitors
2. Unethical Practices from Competitors
3. Government policies for high price products

ACHIEVEMENTS AND HONORS

Legitimacy of Acts

Since establishment Care and Cure has never been involved in doubtful acts to gain
undue profit. Their customers’ reputation is never at stake and under no circumstances
they have to worry about suspicious acts

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Service Quality Award Certificate

They are proud to be awarded with service quality rating above average more than 75
rating points in terms of quality, service, credit etc. consistently by a leading institution
Aga Khan University Hospital

Consistent Liquidity Position

Their affiliated bank i.e. National Bank of Pakistan (Passport Office Branch) which has
been their partner since start assures our track record that we have never been in a state
of financial bankruptcy.

TECHNICAL SPECIFICATIONS

Membership

1. 22613 - Chamber of Commerce & Industry

2. A378863 - Pakistan Chemists & Druggists Association

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Drug Wholesale License

Ltr.No. EDOH – CDGK (DRUG)/-1907

License No. 2259 dated 30/12/2012

Valid up to 05/12/2014

Bank

1. National Bank of Pakistan

2. Habib Bank Limited

Advisors

1. Income Tax & Legal Rehan Naqvi Associates

2. Sales Tax Qaiser Mufti Associates
3. Auditor Ahmed Associates
4. Accounts Noor Muhammad Kamdar
Afzal Siddiqui

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Registration

Care & Cure Marketing Services is registered with all the Government, Semi Govt., City
District Government and Private Hospitals/ Institutions where registration is pre-
requisite

CONCLUSION AND RECOMMENDATIONS

Firstly, I would recommend that there should be a marketing department which can be
well established to market the medicines and other home care products as it will help
Care & Cure in setting its foundation in today’s competitive world and create immediate
results for the company. Secondly, the human resource department should be made
more strong which can be able to:

1. Prepare Recruitment policy and procedure

2. Review Organizational structure
3. Prepare Job descriptions
4. Maintain and Develop Employee personal files

On the other hand, there should be a multimedia department which can help in creating
and designing a Webpage for Care & Cure Marketing Services as there is no particular
webpage for it.

To sum up, Care & Cure Marketing Services is a well reputed distribution partner of
multinational and national pharmaceutical companies.

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