PTCL Report Bbf-17024 Zaidan Buttttt - 240212 - 174159

May 27, 2021 [PTCL INTERNSHIP REPORT]
INTERNSHIP REPORT ON PAKISTAN TELECOMMUNICATION

COMPANY LIMITED (PTCL)
Submitted To: Prof. Amir Shahzad
Submitted By: Zaidan Butt

BBF-17024
Session (2017-2021)
DEPARTMENT OF BBA (BANKING & FINANCE)
UNIVERSITY OF THE PUNJAB
GUJRANWALA CAMPUS
PTCL
OFFICE OF THE SENIOR MANAGER & HR BUSINESS PARTNER GTR GUJRANWALA
No. GTR/E-72/
Dated at GJR, the, 24.05.2021.
TO WHOM IT MAY CONCERN
It is certified that Mr. Zaidan Butt S/O Muhammad Raza having CNIC
II is 34101-0529809-1 is the student of BBA (Hops) in Finance from University
of the Punjab Gujranwala Campus was working as internee under Manager
(Accounts &
Payment) GTR Gujranwala. He has successfully completed his internship in
PTCL from 05.04.2021 for 06-weeks. His relationship with the staff members
and seniors was remarkable and trustworthy. We found his enthusiastic,
hardworking, problem solver and have high degree of self-motivation about given
tasks.
I wish his good luck for further career.
(TAYYAB S BI R)
MANAGER BP GTR
GLJJRA
NW LA
(055-3892
881)
PREFACE
The internship program offered by PTCL (Pakistan Telecommunication Company Ltd) is an enlightening
opportunity for those who have recently passed out their master or graduate programs and are wishing to
polish their skills. PTCL is an effective platform to enhance the field knowledge of new entrants and
preparing them to face the world confidently and courageously. It imparts the necessary theoretical
knowledge about the field and also provides an opportunity to practically experience the application of
the business fundamentals in the
corporate as well as the non-corporate sector.
In the context, I select the PTCL (PAKISTAN TELECOMMUNICATION COMPANY LIMITED).

This report shows and will guide the readers to have an idea about maintain accounts, its operations and
the practices followed today in Pakistan. My reason for doing the internship program in PTCL is toget
first-hand knowledge about Finance and improve my business life, because PTCL is the best organization
indeed.
I tried to remain to the point, in writing the report. Brief history, organizational structure of PAKISTAN
TELECOMMUNICATION COMPANY LIMITED and my work at branch suggestions, for
improvement are also given in it.
Moreover, particularly being a student of Finance, it is necessary for me to get practical knowledge of
the financial activities of the organization. So, I have tried my best to learn a lot about Finance
management. I have made all possible efforts to summaries the broad history and
working of the organization.
This work is a collection of my observations and experience during the internship period and afterward.
The sources of my information for the preparation of this report also include the written notes & verbal
discussion with staff members, senior students and my fellows. Internship Program is a conventional
constituent is part of total spectrum of BBA (Hons). The information contained in the report is based on
my personal observations, practical working and interviews with the staff during my internship training.
In the end, I would like to say that nothing is perfect in this world. Yet we must put all activities to reach
near the line of perfection.
Acknowledgement & Dedication
Every praise is due to ALLAH alone and his prophet (peace be upon him) who is forever a torch of
guidance and knowledge for humanity as a whole.
I thank Allah, who is the holder of my breaths, without his order nothing is possible.
I am highly thankful to my respectable teachers and friends and family members who were my
supporters throughout my educational career, further I thank all the employees of the PTCL, where
I have done my internship.
I have set light, an ever-burning flame of gratitude and deep sense of obligation to my honorable
Supervisor PROF Amir Shahzad for their valuable guidance, constructive criticism and inspiring attitude
during my studies. I appreciate and thanks to all the member of the faculty. Besides, thisinternship program
makes me realize the value of working together as a team and as a new experience in working
environment, which challenges us every minute. I really praise to the great efforts of my teachers
who give me a chance to enhance my abilities and skills.
Their constant encouragement and supports made the successful accomplishment of this report. They
provided me all types of guidance to complete my report.
And also, staff of revenue and collection department of PTCL, especially Mr. Muhammad Ali and Mr.
Muhammad Umar and all the other staff of PTCL, Thanks to all of them whose inspiration, experience,
skill, scholastic approach and valuable suggestions guided me throughout the preparation of this
report. The whole program really brought us together to appreciate the true value of friendship and
respect of each other.
Last words are lacking to express my feelings and indebtedness to my affectionate Family and Friends for
their love, appreciations, which always stand by me mentally and spiritually during all years of my study.
EXECUTIVE SUMMARY
The focus of the report is to summarize my internship experience at Pakistan Telecommunication Company
Limited. Our main focus in this report is to check the working of Finance department of PTCL. PTCL
today offers the widest range of services to its customers. PTCL has laid an Optical Fiber Access
Network in the major metropolitan centers of Pakistan and local loop services have started to be
modernized and upgraded from copper to an optical network. This report is being started with the brief
and complete introduction of organization, its historical
background, its services and its products. Pakistan Telecommunication Company Limited (PTCL)
is the largest telecommunication company in Pakistan. This company provides telephony services to the
nation and still holds the status of backbone of country‘s telecommunication infrastructure. The company
consists of around 2000 telephone exchanges across country providing largest fixed line network. GSM,
CDMA, Broadband Internet, IPTV, Wholesale data and backbone services are other major resources
of PTCL, making it a gigantic organization.
The range of services include basic telegraph, fax, telex, Public data, Internet, E-mail, ISDN (Integrated
Services Digital Network), Universal Access Numbers (UAN), and other value- added services.
Pakistan Telecommunication Company Limited is a professionally managed company and has initiated
measures, with active support of the Federal Government, to use a corporate culture that benefits
company. Pakistan Telecommunication Company Limited believes that it has an inherent potential thatit
can exploit to emerge as an important and active business entity.
I have described the overall working of PTCL regarding all departments at regional level and cooperate
level. I have completely observed the company management system in detail, its management styles,
procedure of operations. I have a comprehensive analysis of the marketing of PTCL in which I completed
the four P‘s of marketing mix. I have also done financial analysis of PTCL, its accounting and finance
procedures with the help of trend analysis and ratio analysis. I have also done a comprehensive
analysis of the working of HRM department and details of the employees their incentive,benefits, and
compensation. Find out their weaknesses and give suggestions for improvements. My Internship report
contains all the information about my work
experience in PTCL. As an Intern, I spent good time in learning.
As an intern it was an immensely learning experience. I learnt to deal with different situations and
gained experience of organizations working environment, which affects an employee
performance and attitude towards work and had good time in learning and performing duties
Finance Intern. Confidence, on time decision making, consistency, hard work, teamwork,
seeking success out of dark, innovation, creativity, organizational survival and customer handling
techniques are the key learning‘s out of my training and I would like to say that it wil be one of my
best skills that would remain with me and help me in future. I would like to
highlight this that my experience with PTCL was very memorable and full of leanings where I found
lot of positive changes in my attitude learning and behavior.
Contents
Chapter:1 .................................................................................................................. 1
Introduction to Report ......................................................................................................... 1
Introduction of Internship Organization ........................................................................ 1
Objective of study ................................................................................................................ 2
INTRODUCTION OF TELECOM INDUSTRY ................................................................ 2
COMPANY BACKGROUND ............................................................................................ 4
INTRODUCTION OF PTCL .............................................................................................. 5
HISTORICAL BACKGROUND......................................................................................... 7
PRIVATIZATION OF PTCL .............................................................................................. 8
LOCATION OF PTCL WHERE IHAVE DONE ............................................................... 9
PTCL’S CORE OBJECTIVES .......................................................................................... 12
LONG-TERM OBJECTIVES OF THE ORGANIZATION ............................................. 13
CORE VALUES ................................................................................................................ 14
PTCL POSITIONING STATEMENT .............................................................................. 15
Chapter:2 ................................................................................................................ 16
CURRENT SITUATION OF PTCL ................................................................................. 16
STRUCTURE OF PTCL ............................................................................................. 16
Senior Managers ................................................................................................................ 17
Main Offices ...................................................................................................................... 18
Organizational Hierarchy................................................................................................... 19
Hierarchy of Model Town R&C Office ............................................................................. 20
Strengths ............................................................................................................................. 21
Weak Areas ........................................................................................................................ 22
BOARD OF DIRECTORS ................................................................................................ 23
MANAGEMENT .............................................................................................................. 24
AUDITORS ....................................................................................................................... 24
Bankers .............................................................................................................................. 25
REGISTERED OFFICE .................................................................................................... 25
Business Volume ................................................................................................................ 26
NO OF EMPLOYEES ................................................................................................................................ 27
ADMINISTRATIVE MANAGEMENT STYLE. ................................................................................ 27

Chapter:3 ................................................................................................................ 28
Hierarchy of Finance Department ..................................................................................28

Impact of different styles on efficiency of workers........................................................ 30
Brief Overview of Finance Department Members ......................................................... 30
Mr. Saleem: (Senior Manager Finance) ....................................................................... 30
Mr. Irshad Hussain: (Finance Manager) .................................................................30

Mr. Umar Hayat: (Assistant Manager Finance) ......................................................... 31
Mr. Adnan Raza: (Cashier) .................................................................................................................... 31
Mr. Tariq: (Computer operator) ...................................................................................................... 31
Mr. Nafees: (Record Keeper).......................................................................................................................... 32
Mr. Arshad ................................................................................................................................... 32
Mr. Zia .......................................................................................................................................... 33
Mr. Kafayat Ullah .................................................................................................................................................... 33
Functions and Operations in Finance Department ................................................................... 33
Revenue and Collection Department ............................................................................................................. 36
Shortfall in Finance Department .................................................................................................................... 36
Critical Analysis of Management patterns ................................................................................ 37
Strengths .....................................................................................................................................................37
Weaknesses ................................................................................................................................... 38
Departments ...............................................................................................................................................38
❖ Operational department ....................................................................................................... 38
❖ Switching Department ........................................................................................ 39

Customer Care Centre .............................................................................................. 39
Human Resource Department ................................................................................. 39
Pay Scales & Opportunities ..................................................................................... 39
Compensation ............................................................................................................ 40
Financial Rewards .................................................................................................... 40
Medical benefits .......................................................................................................... 41
Interview Methods .................................................................................................... 41
Chapter:4 ............................................................................................................... 42
Product Lines ..................................................................................................................... 42
Products ............................................................................................................................. 42
Consumer Products ..................................................................................................... 43
1.PTCL Landline (PSTN) .................................................................................................. 44
Local Call Charges ...................................................................................................... 44
Features .............................................................................................................................. 46
PTCL EVO 3G Wireless Broadband ................................................................................. 49
EVO 3G Nitro: .............................................................................................................................49
3G EVO TAB............................................................................................................................................. 50
Packages ........................................................................................................................................ 50
Corporate Products .......................................................................................................................... 51
Success and failure of different products of PTCL................................................................................. 51
EVO Wireless Broadband........................................................................................................... 51
Broadband Pakistan .................................................................................................................... 52
IPTV Service (Smart TV) ................................................................................................................. 53
V-ƒone ........................................................................................................................................... 54
Re-launch of V Wireless as Vfone ............................................................................................................ 55
Chapter:5 ................................................................................................................................................... 55
PTCL MARKETING MIX ......................................................................................................... 55
Who are the customers ...................................................................................................................... 55
Domestic Customers .................................................................................................................... 55
Corporate Customers .................................................................................................................. 56
What are the customer’s needs? ........................................................................................... 56

Levels of Customer Satisfaction ........................................................................................ 56
SERVICES................................................................................................................................... 57
SERVICES FOR DOMESTIC CUSTOMERS ................................................................. 57
New PSTN/NTC Connections ........................................................................................... 57
Services for Consumers .............................................................................................. 57
New Telephone Connections ...................................................................................... 57
Value Added Services........................................................................................................ 57
❖ Digital Facilities ....................................................................................................58

Prepayment Telephony Services (PPT) ...................................................................... 58
SERVICES FOR CORPORATE CUSTOMERS .............................................................. 59
Universal Access Number (UAN) ..................................................................................... 59
Voice Messaging Service (VMS) ............................................................................... 59
PTCL Messaging Plus ................................................................................................. 59
Co-Location Centers ................................................................................................... 59
Universal Internet Number (UIN) ............................................................................... 60
Virtual Private Network (VPN) .................................................................................. 60
ISDN BRI/PRI ................................................................................................................... 60
How are the firm’s products or services perceived? ......................................................... 60
Marketing Strategy of PTCL ............................................................................................. 61
TARGET MARKET .......................................................................................................... 61
7 P’s of Marketing ............................................................................................................. 62
Marketing mix ............................................................................................................ 62
Product Planning................................................................................................................ 63
Pricing strategy .................................................................................................................. 63
Placement Strategy: ........................................................................................................... 64
Promotional Strategy ......................................................................................................... 64
Promotional Mix of PTCL ................................................................................................. 65
❖ Advertising........................................................................................................... 65
Personal Selling .......................................................................................................... 66
Major Competitors of PTCL .............................................................................................. 66
Mobilink ............................................................................................................................ 67
Telenor ............................................................................................................................... 67
Warid Tel .................................................................................................................... 67
SWOT ANALYSIS ........................................................................................................... 70
Strengths ............................................................................................................................ 70
PEST ANALYSIS ............................................................................................................. 72
Political Analysis ............................................................................................................... 72
Factors that creates Threats.................................................................................................72

❖ Political instability ............................................................................................... 72
Factors that creates opportunities ...................................................................................... 73
Industrial safety regulations ........................................................................................ 73
❖ Development of PTA ........................................................................................... 73
Economic analysis ............................................................................................................. 73
Factors that creates threats ................................................................................................ 73
❖ Economic conditions influenced by government ......................................................73
Factors that creates opportunities ...................................................................................... 74
❖ Foreign direct investment (FDI) ......................................................................................... 74
❖ Lowest labor rates .....................................................................................................................74
❖ Fastest growing industry in the Pakistan ................................................................................74
Social analysis ............................................................................................................................................ 74
Factors creating opportunities ................................................................................................... 74
❖ The Pakistani people are more social.......................................................................................74
Factors creating threat ............................................................................................................................. 75
❖ Uneducated people............................................................................................................... 75
❖ Corruption .................................................................................................................................75
Technological analysis .............................................................................................................................. 75

Factors that creates opportunity ............................................................................................... 76
❖ Technology is changing the attitude and behavior ................................................................76
Factors that creates threats ..................................................................................................................... 76
❖ Focus on increasing the coverage ....................................................................................... 76
CONTRIBUTION OF PTCL TOWARD ECONOMIC DEVELOPMENT .......................... 76

Chapter:6 .......................................................................................................................... 78
Major HR Policies and Practices ....................................................................................... 78
Functions of HR department ....................................................................................... 78
Human Resource department of PTCL ....................................................................... 79
Sources of candidates ........................................................................................................ 79
Internal sources of Recruitment ......................................................................................... 80
External source of Recruitment ......................................................................................... 80
Employment selection proceed ............................................................................................... 80

Staff role of HR PTCL ....................................................................................................... 80
Training ....................................................................................................................... 80
Chapter:7 .......................................................................................................................... 83
CRITICAL ANALYSIS OF THE COMPANY ................................................................ 83
Financial Analysis ....................................................................................................... 83
VERTICAL ANALYSIS OF BALANCE SHEET ................................................................83
VERTICAL ANALYSIS OF INCOME STATEMENT ................................................... 84
HORIZONTAL ANALYSIS OF BALANCE SHEET ..................................................... 84
HORIZONTAL ANALYSIS OF INCOME STATEMENT .............................................................. 85

RATIO ANALYSIS ........................................................................................................................ 85
❖ Current Ratio................................................................................................................... 85
❖ Quick Ratio ....................................................................................................................... 86
FINANCIAL RATIO OVERVIEW ............................................................................................................... 90

COMPARISON OF FINANCIAL ANALYSIS WITH KEY COMPETITORS......................................... 91
Currently SAP is used in finance department of PTCL ........................................................... 94
Snapshot of SAP software ................................................................................................................................ 95
Chapter:8 .................................................................................................................................................... 96
Work Done During Internship.................................................................................................... 96
Weekly Timetable .............................................................................................................................. 96
Second week timetable ................................................................................................................. 96
Third week timetable ................................................................................................................... 97
Forth week timetable ................................................................................................................... 98
Fifth week timetable ...........................................................................................................99

Sixth week timetable ......................................................................................................... 99
DUTIES ........................................................................................................................... 100
NEW KNOWLEDGE ACQUIRE .............................................................................101
PROBLEMS ENCOUNTERED...................................................................................... 101
HOW INTERNSHIP EXPERIENCE IMPACTS YOU CAREER ................................. 102
CONCLUSION ............................................................................................................... 102
RECOMMENDATIONS................................................................................................. 104
Critical analysis of the management patterns, week areas that need to be improved ....... 104
GLOSSARY .................................................................................................................... 106
Web Pages ....................................................................................................................... 107
1
May.
27
May.
27
2
May.
27
May.
27
ORGANIZATIONAL PROFILE
Chapter:1
Introduction to Report:
The main purpose of this report is to completion of the requirements for the course of BBA BANKING
& FINANCE. For the completion of this requirement every student of that course is require to undertake
internship in any relative organization, for a period of 6 weeks.
The other purpose of this training is to understanding the corporate culture and practice of the theoretical
knowledge that we have gained in the class rooms.
This report is about the Pakistan Telecommunication Limited, Model Town Exchange Gujranwala, where
I learned different things during the period of internship about Telecommunication sector that willdiscuss
in soon after in the other portion of this report.
Introduction of Internship Organization
Pakistan Telecommunication is the largest telecommunication company in the country. PTCL
enjoys the monopoly in the market. PTCL has the around about 2000 exchange in the country and
PTCL is the largest landline provider company in Pakistan. In 1996 Pakistan
telecommunication Company (PTCL) was established under Pakistan telecommunication
reorganization act.
Objectives:
The main objective of studying this organization is to get the knowledge about this organization
institute to do internship in an organization and acquire knowledge about its working.
Scope of study:
As there was, I have little time for the study of Revenue and collection department of Pakistan
Telecommunication Company and their corporate culture of revenue and collection department. But this
report mostly focuses on the function of the organization.
3
May.
27
May.
27
Aim of study:
The main aim of my internship in Pakistan Telecommunication Company Limited is learned the procedure
and the operation of the telecommunication sector in Pakistan and get the complete knowledge and
information that can help in preparation of my internship report.
Objective of study:
During the period of internship, I have achieved following objectives
• To apply the theory in practical situations.
• Good work behaviour and sagacity of dependability is produced.
• To develop my attitude supportive to valuable interpersonal affairs.
• To recognize how the key business method are carried out in business.
• To know how of the information that is used in an organization for decision
making at diverse stages.
• To get professional know-how in an actualtesting situation.
INTRODUCTION OF TELECOM INDUSTRY:

Telecommunication is the broadcasting of information over significant distances to communicate, with
the help of different transmission devices. The starting of communication globally took place with the
use of smoke signals and drums in Africa, The Americans and in Asian parts. Today the dynamism of
international telecommunication markets is broadly attributed to a progressive liberal principal
environment and fast technological developments, Countries have now recognized the importance of
current trends in IT, and their impacts on the economic and social lives of thepeople.
4
May.
27
May.
27
Six years into a year‘s century, the telecom sector of the world finds itself at crossroads, after changing
itself almost beyond recognition over the last 20 years. Privatization and competition are the order of
the day, with a majority of countries having adopted these policies to advance their telecom sector.
The results have been impressive: the industry has grown at an unprecedented pace. Although there has
been phenomenal growth in Pakistan, especially in cellular mobile communication and in the internet,
yet the tele- density remains almost stagnant.
Prices are likely to go up. Analysts say that Mobilink will perform best in terms of revenues in future.
They are likely to use their position by getting more aggressive in pricing. Telenor will not remain behind
in increasing prices. Experts say that they will not get as aggressive as Mobilink but they will twist
the tariffs to increase their margins. Ufone and Zong are likely to remain price efficient networks. Cellular
companies are likely to focus on new innovative services that can get popular.
PTCL will remain the dominant player in broadband market. The telecom sector of Pakistan has also
entered into a new era. The monopoly of PTCL is now over and the sector is moving towards
liberalization. While liberalization and competition are synonymous, the future scenario also poses some
challenges to the market dominance of PTCL. The company is ready to face this challenge and
maintain its revenue streams in the face of forthcoming competition.
The telecommunication industry has been the highest contributor to the government exchequer. Last year
alone, it was responsible for 133 bil ion rupees to the government‘s income in the form
5
May.
27
May.
27
of various taxes. The telecom industry experienced a new boom in the first decade of the 21st
century. This led to massive investment in, both foreign and domestic.
With a volatile growth of Information and Communication Technologies over the past few decades
involving broadcasting, satellite communication, public telephony and IP networking the
telecommunications have observed evolutionary escalation. The Global telecommunication industry break
through was the breakup of AT&T and the privatization of British Telecom in 1984, which led to a
wave of deregulation and liberalization movement. However, in developing
countries it took time to kick off and join the deregulatory bandwagon. Having all the facts at hand,
the industry is considerably reliant on development, both infrastructural and technological.
COMPANY BACKGROUND
From the beginnings of posts and Telegraph department in 1947 and establishment of Pakistan Telephone
and Telegraph department in 1962, PTCL has been a major player in telecommunication in Pakistan.
Despite having established a network of enormous size, PTCL workings and policies have attracted
regular criticism from other smaller operators and the civil society of Pakistan. Pakistan
Telecommunication Corporation (PTC) took over operations and functions from Pakistan Telephone and
Telegraph Department under Pakistan Telecommunication Corporation Act 1991. This coincided
with the Government‘s competitive policy, encouraging private sector participation and resulting in
award of licenses for cellular, card- operated pay-phones, paging and, lately, data communication
services. Pursuing a progressive
policy, the Government in 1991, announced its plans to privatize PTCL, and in 1994 issued six million
vouchers exchangeable into 600 million shares of the would-be PTCL in two separate placements. Each
had a par value of Rs. 10 per share. These vouchers were converted into PTCL shares in mid-1996. In
1995, Pakistan Telecommunication (Reorganization) Ordinance formed the basis for PTCL monopoly
over basic telephony in the country. The provisions of the Ordinance were lent permanence in October
1996 through Pakistan Telecommunication (Reorganization) Act. The same year, Pakistan
Telecommunication Company Limited was formed and listed on all stock exchanges of Pakistan. PTCL
launched its
6
May.
27
May.
27
mobile and data services subsidiaries in 2001 by the name of Ufone and Pak Net respectively. None of
the brands made it to the top slots in the respective competitions. Lately, however, Ufone had increased
its market share in the cellular sector. The Pak Net brand has effectively dissolved over the period of
time. The first major product initiative taken towards a changing PTCL during the year 2006-07, was the
launch of PTCL‘s Broadband service. PTCL achieved unprecedented success in Broadband service
as it added over 10,000 customers within the first
120 days of its launch. As telecommunication monopolies head toward an imminent end, services and
infrastructure providers are set to face even bigger challenges. The post-monopoly
era came with Pakistan‘s Liberalization in Telecommunication in January 2003. On the Government level,
a comprehensive liberalization policy for telecom sector is in the offering.
In April 2006, Emirates Telecommunication Corporation, which is commonly known as Etisalat, has
assumed management control of Pakistan Telecommunication Corporation Ltd part of the
$2.6b, deal to buy a 26% stake in PTCL. There were three participants in the bet for privatization of
PTCL. Etisalat, a Dubai based company was able to get the shares with a large margin in the bet. When
Government was going to privatize the company there was country wide protest and strike by PTCL
workers. They even disrupted phone lines of some big Government institutions like Punjab University
Lahore and many lines of public sector were also blocked. Military had to take over the management
of all the Exchanges in the country. They arrested many workers and put them behind bars. The
contention between Government and employees ended with a 30% increase in the salary of workers.
There have been various changes in the company due to privatization. Such examples include the VSS
(Voluntary Separation Scheme for
its employees), ERP (SAP based), restructuring, B& CC (Billing and Customer Care Software) etc.
Another seemingly minor change was change of brand identity (logo) that will present PTCL‘s new face
after privatization, with greater focus on customer satisfaction and bringing about of new
advancements in telecom for Pakistaniconsumers.
INTRODUCTION OF PTCL
Pakistan Telecommunication Company Limited (PTCL) is the primary provider of Telecommunication
services in Pakistan. The rangeof services includebasic telephony,
7
May.
27
May.
27
telegraph, fax, telex, public data, Internet, E-mail, ISDN (Integrated Services Digital Network), Universal
Access Numbers (UAN), another value-addedservices.
Pakistan Telecommunication Company Limited is a professionally managed company and has initiated
measures, with active support of the Federal Government, to inculcate a corporate culture that
benefits company. Pakistan Telecommunication Company Limited believes that it has an inherent potential
that it can exploit to emerge as an important and active business entity. Pakistan Telecommunication
Company Limited has some basic strength and the potential that needs to be exploited into real business
opportunities. The directors of the company feel that a firm and unwavering commitment towards
provision of a complete range of market driven telecommunication services to its customers using state
of the art technology proven products and a customer care approach is essential in a rapidly expanding
telecom market. The radical change from a monolith state- controlled culture to an open market
competitive environment. The customer is becoming and more conscious of the value of telecom
services in an improving business environment.
The advent of digital systems, increasing application of computer technologies and development of wide-
band systems has generated new customer needs. Innovative products and services such as cellular
mobile, high-speed data, Internet etc. are much in demand. The current decade has proved tobe period
of sector restructuring and growth globally. To keep pace with the changes and to meet the emerging
new demands, Pakistan Telecommunication Company Limited, has adjusted its programs to meet the
requirements of the market. Traditional telecom monopolies like Pakistan telecommunication
Company Limited need to explore new avenues of technology and financing to accomplish a quantum
leap in growth and bridge the gap between demand and supply, still remainingfinancially viable. The
company has taken initiatives and a change is gradually becoming visible through expanded capacity
and increasing revenue. Pakistan Telecommunication Company Limited has taken decisions to cope with
the competition within the next years.
8
May.
27
May.
27
Pakistan Telecommunication Company Limited is following a business-oriented policy to associate

private entrepreneurs in telecom sector development. The options are based on interconnect and
revenue sharing arrangements with license operators and through outsourcing revenue sharing with O &
M contractors as business partners. PTCL has successfully entered into arrangements with foreign and
local telecom companies.
Private sector data and Internet services providers are operating under license and revenue shares
arrangements. Internet & information technology services are now very popular in the market
and numbers of new entrants are competing, providing Pakistan Telecommunication Company Limited an
opportunity lease capacity. Its available IT & Internet infrastructure both for private sector licensed
operators and Pakistan Telecommunication Company Limited own customers. PTCL is fully aware
of the same, and future policies feature a strong conviction of healthy competition.
HISTORICAL BACKGROUND
1947 Posts & Telegraph Dept. established
1962 Pakistan Telegraph & Telephone Department
1990-91 Pakistan Telecom Corporation
ALIS: 850,000
Waiting list: 900,000 Expansion Program of 900,000 lines initiated

(500,000 lines by Private Sector participation 400,000 lines PTC/GOP own
resources).
1995 About 5% of PTC assets transferred to PTA, FAB & NTC.
1996 PTCL formed listed on all Stock Exchanges of Pakistan
9
May.
27
May.
27
1998 Mobile & Internet subsidiaries established
2000 Telecom Policy Finalized
2003 Telecom Deregulation Policy announced
2005 26% Shares by Etisalat UAE through open bidding
PRIVATIZATION OF PTCL:
The government‘s efforts to restructure and privatize PTCL have been on –again off-again since 1991.
It had an offer in the late 1990s for 26 percent equity, reputedly totaling $3 billion, but held out in
negotiations and ultimately missed the unique global market window at that time. Since then, it has had
difficulty attracting potential buyers.
Investors have been concerned about political risk, and appropriate support from the government to
transform the utility into a commercially-oriented corporation. With fortunes rising in the local telecom
sector, the government hoped to make privatization of the company a landmark deal for broader reform
of the company. A successful deal would demonstrate the governments increasing support for market
capitalism and, it was hoped to; boost anemic levels of direct foreign investment.
PTCL and the government were contemplating different strategic options for restructuring. Plans were
vetted for both a geographic and functional split of operations. Analysts believed that most likely
scenario is a break-up into three new companies, tracking with the firm‘s largest business units: local,
long distance and mobile. This approach mirrors the policy environment fashioned for new
competitive entrants. From the government perspective, breaking up PTCL prior to a sell- off will help
curtail the market power of any one single service provider, thereby stimulating competition.
Unbundling the sale was also likely to increase revenues for the government. The risk, of course, was that
the mobile company, PTML (branded as ―Ufone‖), was disproportionately more
10
May.
27
May.
27
attractive than the other businesses. According to AKD Securities, PTML‘s contribution to PTCL‘s total
revenues was expected to rise to 12.5% over the next five years and was assumed to contribute 39% of
PTCL‘s overall revenue growth. Further growth of mobile, both in terms of subscribers and net revenues,
was considered to almost certainly outstrip demand for fixed line services. The target was to sell up to a
26 percent stake in PTCL; the government held 88 percent of $2.6 billion, and then any lowering of bid
price in the revised agreement approved by the cabinet in March. The official documents state that
the accumulated bidding price in the revised bid came down to $2.205 billion against the original Etisalat
bid of $2.599 billion, said a report
in the Gulf today.
The PTCL privatization agreement with Etisalat allegedly inflicted a further loss of billions of rupeesto
the national exchequer besides unprecedented concessions offered in the long term, indirect conflict with
Article 30 of the Public Procurement Rules 2004, it said. By far, the PTCL has been the highest profit
earning state-owned company with real-estate assets worth billions of rupees across the country including
commercial plazas, residential colonies and exchanges. According to the government documents, the
Share Purchase Agreement (SPA) of the PTCL with Etisalat lapsed in September 2005 after the non-
payment of the dues by the winner bidders. After further negotiations with the Etisalatmanagement, the
government agreed to additional concessions and modifications to the transaction structure offer.
LOCATION OF PTCL WHERE I HAVE DONE

I have done my internship at model town PTCL exchange which is situated at GT road
Gujranwala near GEPCO. This office overlooks the operations of Gujranwala, people colony,
Rasoolnagar, Bheri Shah Rehm, Mandiala Tega, Wahndo, DC colony, Muraliwala, Jamki Chattha,
Mansoorwali and all the constitute areas of these region. There are round about 73 exchanges under the
supervision of Model town exchange. Model town exchange delivers the 105000 bills for all those
exchanges that are under the model town exchange. There are some exchanges where these numbers of
billsare delivered.
11
May.
27
May.
27
Exchange Code Exchange name Bills
101 NEC-People colony 5278
485 NGN-Rasoolnagar 2205
491 ALCT-Botala jhanda 587
492 NGN-Bheri Shah Rahm 987
493 ALCT-MANDIALA TEGA 897
496 NGN-Wando 1785
500 ALCT-DHARIWAL 1387
476 NGN DC COLONY 2700
478 NGN-MURALIWALA 1367
480 ALCT-PAPNAKHA 356
481 NGN-JAMKA CHATHA 784
501 NGN-MANSOOR WALI 1256
505 ALCT-AZIZ CHACK 1478
517 ALCT-VERPAL 478
526 EWSD-INDUS.ESTATE 2 723
527 EWSD-LOHIANWALA 2134
532 ZTE-M-TOWN-V 3700
538 EWSD-AHMED NAGAR 2000
12
May.
27
May.
27
541 WSD-QILA-DIDAR SING 5477
548 NGN- Gujranwala CANT 2390
546 EWSD-ARMY DIGITAL 565
VISION
―To be the leading Information and Communication Technology Service Provider in the region
by achieving customer satisfaction and maximizing shareholders' value‖.
13
May.
27
May.
27
MISSION
To achieve our vision by having:
❖ An environment that is cost effective and quality conscious services that are based on the
most optimum technology
❖ uality and Time con ciou cu tomer ervice
❖ Sustained growth in earnings and profitability
❖ An organizational environment that fosters professionalism, motivation andquality
PTCL’S CORE OBJECTIVES:
❖ The primary objective of Pakistan Telecommunication Company Limited is to provide

telecommunication services to the people in thecountry.
❖ In short to satisfy the telecommunication needs of its customers.
14
May.
27
May.
27
❖ Responding to the rapid economic and technological growth, the company is determined to meet
the challenge of expanding needs of telephone and data communication such as public data
network, integrated services digital network and Internet services.
❖ The major focus of attention is to improve and expand the services, minimize the faults and
provide communication facilities to rural areas.
❖ It is also one of the major objectives of management that the company should not improve its
performance but also encourage the private sector to enter the Tele business.
❖ The company has entered the domain of free market economy, which necessitates the
liberal management policies and private sector.
❖ The following basic policy steps have been taken to meet the objectives laid in PTCL Act
to expand and operate telecommunication services in the country.
❖ The main objective of any company is to earn the profit and minimize expenses by
winning goodwill in the market.
LONG-TERM OBJECTIVES OF THE ORGANIZATION:

❖ Provision of Telecom services all over the Pakistan.
❖ Plan, establish and maintain telecommunication.
❖ Acquire, promote and manage research and development, transfer of technology and software
❖
and provide service ondemand.
❖ Great congenial climate for binding of human skill and horizon of employees through
training and education.
❖ Convert its cash basis single entry accounting system to accrual basis double entry
system meeting the commercial international accounting standards.
❖ To introduce computerized directory assistance and complaint services reform billing and
a revenue collection system.
15
May.
27
May.
27
❖ Strengthen relation with foreign international administration, entities, services providers,

international and regional telecom organizations for better international communication and
technical cooperation in telecommunication business.
❖ Expand customer awareness of all value-added services of PTCL.
❖ To improve the efficiency of Customer Service Centers by deputing qualified persons who are
well aware of public relation techniques.
CORE VALUES
Professional
Teamwork
Core
products
Customer Loyality to the

Satisfaction customer
16
May.
27
May.
27
MANAGEMENT HIERARCHY
Chapter:2
CURRENT SITUATION OF PTCL:
Now PTCL is under the administrative control of Ministry of Telecommunications and

Information Technology Government of Pakistan. After having a brief introduction from past
end of PTCL, here is the current situation of the company:
STRUCTURE OF PTCL:
An organizational structure clarifies the role of person of an organization and to determine who has
to
remove the obstacles for performance caused by confusion and uncertainty of job assignment as well
supporting organization objectives.
The head of aki tan Telecommunication Company limited i cal ed Pre i e . Then there are SEVPs
(Senior Executive Vice Presidents) i.e. SEVP Finance, SEVP human resource, SEVP (Marketing
and business Development). Then there is a chain of Executive Vice President
(EVPs) like
❖ EVP (Finance)
❖ EVP (HR Central)
❖ EVP (Marketing)
❖ EVP (Operations)
❖ EVP (Information Technology)
❖ EVP (Revenue)
17
May.
27
May.
27
All these are appointed at the Pakistan telecommunication company; Headquarters at G-8/4, Islamabad.
Apart from these EVP, there are also EVP (HR and Operations) who are heads of other regions of
PTCL in major cities of Pakistan. Then there are Chief engineers and General Managers, Account
Officers, Assistant Account Officers, Financial Analysts, Marketing Managers, Computer Programmers
and IT Specialists. Etc.
There are also Regional Heads (General Managers) to head PTCL Regions. Then there are:
Senior Managers (Operations),

Senior Engineers (Operations).
Senior Manager (Finance)
The Marketing Department is responsible for the development of new policies and objectives to satisfy
the customers and the fast-moving change of Telecommunication technology bring drastic
competition in the communication era.
There are also senior managers Finance, Account Officers, and Accountants to handle the Regional
account and Billing matters. Manager HR and his staff are responsible to take care of Personal affairs
at the Regional level. In non-gazetted staff, there are Engineering Supervisors Operations/ switching
/Power plant / Optical Fibre System / M.W Media /.
Senior Managers
❖ Account Assistants
❖ Stenographers
❖ Assistants
❖ Key punch operator
❖ Telecom technicians
❖ Upper division clerks
❖ Lower division clerks
❖ Line man
❖ Wire men
18
May.
27
May.
27
❖ Drivers
❖ Exchange cleaners
❖ Naib qasabs
Organizational
Main Offices:
The Head Office of Pakistan Telecommunication Company Limited is situated in Sector G-8/4,
ident. Be ide , it ha Regional adquarter like:
❖ Islamabad Telecom Region,

❖ Rawalpindi Telecom Region,
❖ Hazara Telecom Region Abbottabad,
❖ Northern Telecom Region-I Peshawar,
❖ Lahore Telecom Region (South),
❖ Lahore Telecom Region (North),
❖ Multan Telecom Region,
❖ Faisalabad Telecom Region
❖ Southern Telecom Region-I Hyderabad
❖ Southern Telecom Region-II Karachi
❖ Southern Telecom Region-V Sukkur
❖ Western Telecom Region Quetta.
❖ Switching network Central region Lahore.
These Regions provide Telecommunications services to the customers in their respective areas. Apart from
these, PTCL has an Optical Fiber Construction Region Lahore and Optic Fiber System Islamabad,
each headed by a General Manager to install, operate and look after optic fiber systems/cables.
19
May.
27
May.
27
Organizational Hierarchy
President &
CEO
Business Business Business

Zone Zone
Regional Regional Regional Regional Regional

GM Regional GM GM
ITR- GM STR- STR-I
NTR-I FTR - II Hyderabad
Islamaba Peshawar LTR-South
Regional Regional Regional Regional

Regional Regional
GM GM GM
GM GM GM STR-V
LTR North - GTR - Sukkur
RTR- NTR-II Gujranwala STR-III
Rawalpindi Dinkha Lahore Karachi
Regional Regional Regional Regional Regional Regional

GM GM GM GM GM
GM AJK /
HTR- CTR- MTR - STR-IV WTR -
NA-
GM GM GM
Support Support Support
functions BZ-N, functions BZ-C, functions BZ-S,
20
May.
27
May.
27
Hierarchy of Model Town R&C Office
senior
account
Assistent
manage
junior
Manager account
assistent
senior
21
May.
27
May.
27
Critical Analysis of Management patterns:

Management in practical life is very different from what we have studied in textbooks. In real lifeit
is much more difficult to be a manager. In PTCL there is load of work in finance department that even
it is difficult to get the time for a cup of tea. So, it requires lots of skills for a manager to compete in
these circumstances.
Management in finance department of PTCL is very effective. Senior manager finance and finance
manager have enough abilities to cope with all the difficulties they are facing. Here is strength and
weakness of manager finance.
Strengths
➢ Strong leadership skills
➢ Very Hardworking
➢ Motivate the entire employee in finance department and get the work done.
➢ He is involved in everything related to finance department whether it is meeting or audit
or anything else
➢ Control accounts and finance activity of GTR at the same time
➢ Very honest in his work. He does not leave his work for others.
➢ Uses SAP software to control all the activities in finance department.
➢ Interconnected systems to keep in touch with another department of the PTCL.
➢ Unity among the members of finance department
➢ According to SM finance manager, finance department GTR is one of the best finance
departments of PTCL. Even with their shortage of staff, manager finance is still able to
get the job done
22
May.
27
May.
27
Weak Areas
❖ Employees are too much dependent on finance manager, In the absence of finance manager,
employee do not work effectively
❖ Some of the staff is not related to the finance department. They are not specialized in finance.
But they are working in finance department. So, finance manager has to do all the activity
which are unknown to the employees
❖ Due to lots of work in finance department and shortage of staff there is chance of errors
in financials accounts.
In PTCL most people are not selected on merit in the past and many people are not willing to work.
Although recently due to privatization PTCL has made lots of changes but still there are is culture of
Govt. organization there. So, management has to work in these conditions. It requires extra effort to
motivate those people. However, in finance department manager still able to gets the best out his
employee in these conditions.
23
May.
27
May.
27
BOARD OF DIRECTORS
Mr. Maroof Afzal

Chairman PTCL Board
Mr.Abdulrahim Abdulla Abdulrahim Al Nooryani

Member PTCL Board
Mr Hesham Abdullah al Qassim

Member PTCL Board
Mr khalifaAlshamsi
Member PTCL Board
Mr. Mudassar Hussain

Member PTCL Board
Mr. Fadhil Mohamed Erhama Al Ansari

Member PTCL Board
Mr. Serkan Okandan

Member PTCL Board
Mr Hatem Dowidar
Member Of PTCLBoard
24
May.
27
May.
27
MANAGEMENT
▪ Rashid Naseer Khan

President & Chief Executive Officer
▪ Mohammad Nadeem Khan
CFO (Chief Financial Officer)
▪ Syed Mazhar Hussain
CHRO (Chief Human Resources Officer)
▪ Sikandar Naqi
CBDO (Chief Business Development Officer)
▪ Moqeem Ul Haque
CCO (Chief Commercial Officer)
▪ Adil Rashid
CBSO (Chief Business Services Officer)
▪ Saad Muzaffar Waraich
CTIO (Chief Technology and Information Officer)
▪ Jahanzeb Taj
CBOO (Chief Business Operations Officer)
▪ Muhammad Shehzad Yousuf
CIA (Chief Internal Auditor)
▪ Zahida Awan
Legal Advisor - Executive Vice President (Legal)
▪ Saima Akbar Khattak
Company Secretary
AUDITORS:
KMPG Taseer Hadi & Co,
Chartered Accountants
25
May.
27
May.
27
Bankers:
▪ Allied Bank Limited
▪ Askari Bank Limited
▪ Bank Alfalah Limited
▪ Bank Al Habib Limited
▪ The bank of Punjab
▪ Dubai Islamic Bank
▪ Faysal Bank Limited
▪ Habib Bank Limited (HBL)
▪ Habib Metropolitan Bank Limited
▪ MCB Bank Limited
▪ Meezan Bank Limited
▪ National Bank of Pakistan
▪ NIB Bank Limited
▪ Silk bank Limited
▪ SME Bank Limited
▪ Standard Chartered Bank (Pakistan) Limited
▪ United Bank Limited
REGISTERED OFFICE:
PTCL Headquarters Block-E, Sector G-8/4,
Islamabad-44000, Pakistan
Fax: +92-51-2263733
E-mail: Company.Secretary@ptcl.net.pk
Web: www.ptcl.com.pk
26
May.
27
May.
27
Business Volume:
Installed capacity More than 5273091
Working connections 4,405,161
Total Exchanges 2962
Telephone density per 100 population 2.9
Countries on ISD 242
Customer service centre 154
Card pay phone 387,490
NWD stations 2092
UIA stations 1898
Total length of main optical fiber link 4591 km
Optical fiber short haul links 127.2 km
Optical fiber spur links 3241 km
27
May.
27
May.
27
NO OF EMPLOYEES:
PRESIDENT & COMPANY SECRETARY 02
Senior Executive Vice President 07
Executive Vice President 22
Chief Engineers 26
General Managers 94
AGM, DY. GM, Director, System Analysts, Dy. Managers, 2500

RTO, CS, SE, DE, SAO, DM, SRO etc.
ADE, AE, SDO, AO, SL, Lectetc 20,000
ES, Assistant. PA, Tech, LM. UDC, KPO, Khakroob, Mali, 47,000 (almost)
HC, etc.
Total Employees 70,000 (almost)
Note: This figure includes all permanents, contract bases and also
appointed under new terms and conditions during the year
2005.
Number of employees
After the restructuring of PTCL, many of employees adopt VSS. Now there are more than 30000
employees in PTCL who are working in all over in the Pakistan they are the assets of the company and
they are the responsible for the good will of the company. Company also focuses on the status of
there employees and give them performance appraisal program with incentives and medical
treatment.
28
May.
27
May.
27
ADMINISTRATIVE/MANAGEMENT STYLE
Chapter:3
Hierarchy of Finance Department
Senior
Finance
Finance Accounte
Assistant
Cashiour Computer Record
29
May.
27
May.
27
Employees in finance department:
Employee Name Designation Qualification Benefits

Number
(Salary)
RS.
10053766 M. Saleem Senior ACMA 127,000

Manager
10065249 Irshad Manager FCMA 58,000

Hussain Finance
10076578 Umar Assistant MBA (Finance) 46,000

Hayat Manager
10086789 M. Tariq Data Entry Graduation 34,000
10053690 Nafees Computer Graduation 36000

ahead operator &
Record keeper
10075540 Adnal Ali Cashier Graduation 37000
10098431 Arshad Assistant Metric 31,000

Majeed
10084575 M.Zia Clerk M.S.C (Stat) 34000
10065421 Kafiutulllah Clerk Graduation 30,000

chema
30
May.
27
May.
27
Impact of different styles on efficiency of workers:
Brief Overview of Finance Department Members:

Mr. Saleem: (Senior Manager Finance)
He is the head of finance department. His grade is 19 and he is employed in PTCL in contractual
basis. He overall controls all the activity in finance department.
Mr. Irshad Hussain: (Finance Manager)

He is grade 18 officers and employed on contractual basis. He is responsible for different phases of
financial activities including operational cash handling, bank dealings, sage keeping of financial
records and check books and recording of all transactions on a daily basis. Most of his working is in
SAP. Currently he is also acting as accounts manager.
Some of its primary responsibilities are:
❖ Oversee and coordinate financial activities for all Gujranwala division.

❖ Ensure preparation and maintenance of financial reports.
❖ Maintenance of financial records.
❖ Prepare monthly bank reconciliation certificate.
❖ Posting of bills in SAP.
❖ Responsibilities to check all the bills amount and rates and also report to the SM
Finance and also to the manger with concerned bills.
❖ Ensure timely disbursement of staff payroll, pay slips and updating of relevant salary
sheet.
❖ Preparation of operational, budgets and annual development program.
❖ Disbursement of funds against budget for revenue expenses.
❖ Monthly analysis of variances with budgets.
❖ Control of financial transitions in billing.
❖ Computerization of billing for all services using SAP.
❖ Maintenance and operation of bank accounts.
31
May.
27
May.
27
❖ Funds based management.

❖ Settlement of total accounting rates.
❖ Complains with indirect taxes.
❖ Preparation of management of accounts.
❖ Co-ordination with Government Authorities on financial matters and related issues
❖ All the bills which are initially checked by concerned person in finance are then checked
by him. He then signed those bills after then it is approved by Senior Manager Finance.
❖ Help other employees of the finance department in their problems.

❖ Also responsible for adjustment in the accounting entry.
Overall all the main activity in finance department is controlled by Mr. Irshad.
Mr. Umar Hayat: (Assistant Manager Finance):

❖ He is assistant manager of finance department.
❖ He is currently working as to check all the email forward to the finance department.
❖ When the bills received in finance department, he mails to the concerned manager to
check whether that bills are of his cost centre.
❖ He also emails to cost centre when there is error in some bills.
Mr. Adnan Raza: (Cashier)
❖ He worked in PTCL finance department as a cashier.
❖ He has record of ceiling and non-ceiling of budget allotted in the finance department.
❖ When a cheque is made then he mails to the defined person to collect the cheques,
❖ He is also responsible for tax collection and then submits it to the FBR.
Mr. Tariq: (Computer operator)
❖ He is currently working on SAP and is responsible of parking and posting of the bills
and also for the transfer of the funds to related bills.
32
May.
27
May.
27
❖ The bills which are approved by the SM and finance manager are proceeded towards to
him. He parks it into the SAP. It generates a unique code after entering into the SAP.
❖ He then posts the bills and transfers the funds.
❖ He also makes the cheque against bills.
❖ After entering code of each bill, he recorded entry and at the end attach cheque with
the application.
❖ All of his working is in SAP.
❖ Currently he has responsibilities of parking, transferring funds and posting.
Mr. Nafees: (Record Keeper)

❖ His job is to keep to record of all the bills.
❖ Mr. Nafees is one of the most experienced people in finance department.
❖ The bills which are processed are given a specific code which gives a unique idea to him to
keep record and also the amount issued against those bills.
❖ He also has an additional task of travel management. All the bills related to traveling are
checked by him.
Mr. Arshad:
He checks the bills at initial stage. He checks whether rates and amount in bills is accurate and also
it approved by concerned person. He also has record of those bills. He is currently working on
following types of bills and vouchers.
❖ The bills related to employees

❖ Travelling allowance
❖ Employee training
❖ Stationery expenses
❖ Entertainment
❖ Uniforms
❖ Merit scholarship
❖ Local training
33
May.
27
May.
27
❖ Overtime allowance
❖ Postage and courier services
❖ Advance salary
Mr. Zia:
He also checks the bills at initial stage. He checks whether rates and amount in bills is accurate and also
it approved by concerned person. He also has record of those bills. He is currently working on following
types of bills and vouchers.
❖ All the bills related to power. That is which include electricity bills, gas bills of PTCL
exchanges.
❖ Maintenance bills which includes both internal and external bills.
❖ Fuel oil and lubricants (generators)
❖ Fuel oil and lubricants (Vehicles)
❖ Vehicles
❖ Building and office works
Mr. Kafayat Ullah:

Currently he is responsible for field work. All the activity of finance which is related to field is
done by him
Functions and Operations in Finance Department:

Finance Department is responsible for the budgeting, planning and transaction relating expenses,
pricing control funds and treasury measure and direct taxation. PTCL recently introduced SAP in
its functions to ensure better management. In finance department SAP is also used which is directly
connected to headquarter office. It is very expensive software and its training is also expensive.
Functions of finance department is as under:
❖ PTCL head office Islamabad approves budget for certain region and then handover it
to the RGM for further distribution.
34
May.
27
May.
27
❖ Then budget is transferred to the concerned cost centre by finance department at the
time of payment on case to case to basis.
❖ Vouchers are directly received by SM finance and then forward to the concerned
person depending on the type and nature of vouchers and bills.
❖ Initially bills, their rates, amounts and signature of the concerned manager of the cost
centre are checked by employees in the finance department
❖ Then at the end Finance manager checked those bills and vouchers and then signed
those bill swhich later on approved by the Senior manager
❖ Then those bills or vouchers are forward to the computer operator who then parked
those bills, transfer funds for those bill sand then posted those bills in SAP.
❖ Finance manager also posted some bills. But because currently he is responsible for
other accounts activity as well so most of the posting is done by computer operator.
❖ Computer operator then also prepares Cheques for those bills.
❖ Then cheque along with bills is forward to the cashier.
❖ Cashier first checked those cheques and then signed them from finance manager and
senior manager. He then mails to the concerned person about those cheques.
❖ Every effort is being made to release the payment at earliest
❖ Allotment and SAP work is being looked after by finance manager and assistant
manager finance
❖ Assistant manager also mails to concerned cost centre and confirm the receipt of bills
or vouchers
❖ Record keeping is an important part in finance department. He uses excel sheet and
SAP to keep record of all the bills and vouchers.
❖ Every bill that is posted has a unique code which is helpful in keeping record of the
data.
❖ Record keeping is also important for auditing purpose.
❖ Auditor come at the end of fiscal year and checked all the record and bills.
❖ Accounting system is currently maintained finance manager.
❖ He also made adjustment accruals or prepaid.
35
May.
27
May.
27
❖ Finance manager also prepare bank reconciliation certificate at the end of the month
❖ He also involves in preparation of financial records and accounts.
Following are authority of the certain manager to approve bills which later on transfer by
the finance department
❖ Salary budget is being allocated to Senior HR manager and are approved by GM HR.
❖ The budget of medical expenses and security guards is being allocated to SM HRA as
the case relates. Payment is being made on the verification from SM medical services
and sanction of RGM. All the cases are being processed by the HR i.e. from collection
of bills from hospitals to technical verification from the local doctors and then verification
from the cost centre.
❖ Liveries and uniform, death compensation, marriage grant, education grant and legal fees cases
are being dealt by the SM HR&A and finance department receive sanction of RGM in each
case
❖ POL bills are being paid to Ms PSO after the approval and sanction of RGM. PSO payment
is being made centrally to avoid the surcharge payment. For fixing the limit in the card finance
department get the approval of RGM.
❖ The electric bills payment is being made on the verification of SM Network.
❖ Upon the approval of RGM we give Ty advance for buildings to SEs to maintain the network
and building maintenance.
❖ Development works are being carried out by the region through contractor Abdul
Razzaq etc and through own staff of PTCL. All are the projected works being carried
out on the SAP through Project No, and activity No etc. the payment is being made on the
approval and sanction of RGM dully vetted by the Quality Assurance.
❖ Estimated buildings works are being carried out by the approved contractors and by
observing all formalities. The building works are being looked after by the Manager Estates
Gujranwala.
❖ Telephone bills are being distributed to the concerned SEs as per approval of RGM on case
to case to basis
36
May.
27
May.
27
❖ Building and L & W budget is distributed on the monthly basis upon the approval of
RGM.
❖ All TA cases are being approved from RGM and paid on the actual basis.
❖ Marketing budget is being utilized by the SM consumer sales and approval is being
granted by RGM.
❖ PTCL have made centralized contract with Ms TCS to lift the courier from all offices
and centralized payment is being made from region upon the sanction of RGM.
❖ Purchase of IT Equipment‘s is being made from the approved vendors of PTCL
Headquarter.
Revenue and Collection Department:

Following are some of the function of Revenue and Collection department.
❖ Responsible for delivery of bills, income collection, and debt recovery administration to
customer and clients
❖ To check the bills registered i.e. recordkeeping
❖ Analyse arrears accumulation and Billing vs Realization
❖
❖
❖ To check negative arrears
❖
❖
Liaison with banks
Bring improvement in the process of delivery of bills to the customer.
Shortfall in Finance Department:

Following are some of shortfall in finance department in PTCL Gujranwala:
37
May.
27
May.
27
❖ There is shortage of staff in finance department. There should be two separate managers
for accounts and finance. But currently MR. Irshad has responsibility of both.
But they are working in finance department.
❖ There is still paper work in finance department which can create problem. Although now
most working is done in SAP software.
❖ Finance department is too much dependent on finance manager. When he is not there
no work is done.
Overall working in finance department is very good. All the members are work hard and often use over
time to complete theirtasks.
Critical Analysis of Management patterns:

Management in practical life is very different from what we have studied in textbooks. In real life
it is much more difficult to be a manager. In PTCL there is load of work in finance department that
even it is difficult to get the time for a cup of tea. So, it requires lots of skills for a manager to
compete in these circumstances.
Management in finance department of PTCL is very effective. Senior manager finance and finance
manager have enough abilities to cope with all the difficulties they are facing. Here is strength and
weakness of manager finance.
Strengths:
❖ Strong leadership skills
❖ Very Hardworking
❖ Motivate the entire employee in finance department and get the work done.
❖ He is involved in everything related to finance department whether it is meeting or
audit or anything else
❖ Control accounts and finance activity of GTR at the same time
❖ Very honest in his work. He does not leave his work for others.
38
May.
27
May.
27
❖ Uses SAP software to control all the activities in finance department.

❖ Interconnected systems to keep in touch with another department of the PTCL.
❖ Unity among the members of finance department
❖ According to SM finance manager, finance department GTR is one of the best finance
departments of PTCL. Even with their shortage of staff, manager finance is still able to get
the job done
Weaknesses:
❖ Employees are too much dependent on finance manager, In the absence of finance manager,
employee do not work effectively
But they are working in finance department. So, finance manager has to do all the activity
which are unknown to the employees
❖ Due to lots of work in finance department and shortage of staff there is chance of errors in
financials accounts.
In PTCL most people are not selected on merit in the past and many people are not willing to work.
Although recently due to privatization PTCL has made lots of changes but still there are is culture of
Govt. organization there. So, management has to work in these conditions. It requires extra effort to
motivate those people. However, in finance department manager still able to gets the best out his
employee in these conditions.
Departments
Following are the different departments of Gujranwala model town exchange.
Operational department
Operational department is responsible to maintain the whole infrastructure of PTCL that is the
maintenance of cables, exchanges and other assets of PTCL. This department is also responsible for
NTC installation. i.e. installing new landline numbers. This department is also responsible for external
restoration.
39
May.
27
May.
27
Switching Department
Switching department is the department which is operated with in exchange. The responsibility of
switching department is providing or disconnecting services to subscribers. If there is new subscriber that
it is the switching department that provides services with the collaboration of operational
department. If the subscriber wants to disconnect the landline number then subscriber have to obtain
NOC from R&C department and have to show NOC to switching department in order to
disconnect subscription.
DSL Maintain Department
Digital subscriber line (DSL) is the department that provides internet service and other online facilities
such as smart TV to its customers. The key responsibility of DSL department is providing facilities to
new subscribers and providing superior services to existing subscribers.
Customer Care Centre

Customer care center or one stop shop focus is totally on customers. They facilitate customers in different
ways either by providing information about different offers of PTCL, selling of 3G EVO, Nitro or Cloud,
depositing invoice by cash Debit/credit card. Demand draft, cheque or through pay order. They are
responsible for order entry of NTC, DSL. Smart TV, Vfone. EVO, NITRO, CLOUD and otherdevices.
Human Resource Department

Human resource department is to facilitate the employees of the all department. They facilitate the
employee and also check the performance of the employees. The main role of human resource
department is to meet the business needs (PTCL) through managing your important resources that are
employees. This include also managing hiring and recruiting employees.HR department also give the
counsel to other mangers to resolve the issue related to employees.
Pay Scales & Opportunities:

At PTCL according to the information gathered by us is as follows:
a) PTCL employees have good salary as we compare to other Government Organizations
40
May.
27
May.
27
b) PTCL employees have less pay if we compare them with other private sector Employees
comparable at same designations and jobs.
c) Rests of the benefits and compensations as well as allowances are as per government
rules.
Compensation:
It is a system in which an employee is rewarded on the effective and efficient required performance.
PTCL has a very organized and effective compensation system according to the rules and regulations
of Government of Pakistan. They are offering 30% more pay then other
Government Organizations. The rewards, benefits, allowances that are offered by PTCL for its
employees and workers as well as officers are as follows:
Financial Rewards:
❖ Pension 60% to 65% of basic pay
❖ Disability Pension as per Government Rules
❖ Death Benefits Funeral amount + 5-6 months‘ pay Loan
Facility
❖ Car &motorcycle loan loan will be deducted from monthly salary
❖ Provident Fund 8.25% of salary + interest of 15%
Non-Financial Rewards
❖ Maintenance Company provides maintenance of Employee‘s car
& motorcycle
❖ Pick & Drop Busses are used for this purpose
❖ Accommodation Own flats for lower staff (1 - 15thgrade)

Leave Policy:
It is up to the mark of Government rules and regulations. Leave policy contains:
41
May.
27
May.
27
❖ Holiday 6 days in a week. Sunday is off

❖ Earned Leaves 45 leaves per year
❖ Casual Leaves 20 leaves per year (with Pay)
❖ Maternity Leaves 120 days
Medical benefits:
❖ PTCL also give medical benefits to its workers and employees.
❖ PTCL employees have free medical treatment. In all over Pakistan there are 38 dispensaries
which are working and providing free treatments to PTCL employees. This benefit is also for the
family members of the PTCL employees.
❖ After retirement too PTCL provide the medical benefits to its former employees. Employees from
grade 1 to 16 are entitled for medical facility up to five years of the retirement. Employeesin
grade 17 and above have lifetime entitlement for the facility
Interview Methods:
The interview method depends on the situation and conditions but two of them are in focus of
PTCL while carrying out Selection.
• Structured Interviews
• Unstructured Interviews
Structured Interviews
Structured Interviews are those which are preplanned and predefined in order to check the skills,
abilities, knowledge, behavior, and required potential of the candidates.
Unstructured Interviews
Unstructured Interviews are those which are not predefined and preplanned but they are based on
conditions and possibilities.
42
May.
27
May.
27
PRODUCTION FACILITIES
Chapter:4
Product Lines:
43
May.
27
May.
27
Products:
In PTCL, so far products had been planned and developed by the engineering department and marketing
pro fissional had no role in product planning as there was no marketing department in the Company. But
now marketing professionals have been inducted in the Company and they will definitely havea close
coordination with engineering department in planning and development of products to satisfy customers‘
desires. It should also be kept in mind that PTCL is a technical organization enjoying state-of-the-art
telecom technology.
The services offered by PTCL are built in the technology and with the passage of time; PTCL rolls out
these products in the market even many products, which have become obsolete in developed
countries, are launched as new products by PTCL. But we cannot deny the fact that being monopolist,
PTCL is depriving customers of many digital services that are available free in many other countries.
However, as the Marketing department has been established now, it is expected that in future there will
be close coordination and liaison between marketing professionals and engineers for planning and
developing customers oriented pro ducts.
PTCL is also in the process of hiring brand Managers to manage its different products.
❖ Consumer Products
➢ PSTN (Public Switch Telephone Network)
➢ V-phone (Post-paid and Prepaid)
➢ Broadband
➢ PTCL Smart TV
➢ PCTV
➢ EVO Wireless Broadband
➢ PTCL Calling Cards
➢ 3G Nitro
44
May.
27
May.
27
1.PTCL Landline (PSTN)

Since the deregulation of the telecom sector, a large number of foreign investors opted for licenses
in LL. LDI and cellular operations, identifying Pakistan as an emerging market. Investors entered the
market forcefully in the cellular segment, including heating competition for PTCL. In this situation PTCL‘s
counter strategy for landline services, during the years 2007-08 was aimed to increase ARPU, acquire
new subscriber and contain churn. To increase operations, PTCL shifted from its conventional duration-
based charging system to value based options, like
‗Pakistan Package‘ that offered 5,000 minutes for on net nationwide cal s at RS. 199/month.
PTCL also launched ‗International Plus‘s package to facilitate cost effective International calls at
unmatchable rates
PTCL have the largest Copper infrastructure spread over every city, town and village of Pakistan
with over million installed lines.
The network has over 6 million PSTN lines installed across Pakistan with more than 3 million
working. Furthermore, installed capacity of broadband is more than 0.6 million ports spread
across the cities and towns of the country
❖ Local Call Charges:
PTCL Charges and timing for local call unit will be as under:
Loca
l
Landline to Mobile Rs. 2.50 per minute
Landline to Landline and Ufone Rs 1.00 per minutes
45
May.
27
May.
27
2- PTCL V-fone:
PTCL also continues to be the largest CDMA operator in the country with approximately 1.25
million V-fone customers.
It offers fixed wireless telephone for your homes & business. With CDMA2000 1X technology, ours
is the largest WLL network with a capacity of 2.6M, covering over 10,000 urban & rural areas. The
network is already enabled for Voice, Dialup-Internet access (153.6kbps) and EVDO Broadband.
46
May.
27
May.
27
3- PTCL Broadband Services:
PTCL Broadband is the largest and the fastest growing Broadband service in Pakistan. Since its launch
on 19 May 2007, PTCL has acquired 668,376 Broadband customers in over 800 cities and towns
across Pakistan, leading the proliferation and awareness of Broadband services across Pakistan.
PTCL provides Experience of the internet at its fastest with high speed access Broadband Pakistan,
simultaneously; enjoy Voice service over the same line without any extra cabling
connections. Broadband offers DSL service reliability, affordability and connectivity.
Features:
Cost effective always on internet access
High speed data download
Unlimited download
Free Modem
Convenient Ordering on phone and web
No upfront charges
PTCL has doubled its broadband data rate speed and upgraded all its existing 2Mbps customers to
4Mbps data rate on the same tariff and all existing 4Mbps customers have been upgraded to 6Mbps
data service at the same tariff. In addition, a new 8Mbps package has also been
47
May.
27
May.
27
introduced. PTCL will have the following data rates for all its broadband existing and new
customers with effect from July 15th 2019.
1Mbps at Rs. 1250/-

2Mbps at Rs. 1550/-
4Mbps at Rs 2100/-
6Mbps at Rs. 5000/-
8Mbps at Rs 7000/-
10Mbps at Rs 9000/-
12Mbps at Rs 12000/-
Broadband Pakistan is now available in over 800 cities/town including Lahore, Karachi, Islamabad,
Rawalpindi. Quetta, Faisalabad, Multan, Hyderabad, Peshawar, Gujrat, Gujranwala and Bahawalpur.
With its entry in this market segment, PTCL opened up a broadband culture in Pakistan, where till
a couple of years back there was very little awareness in the country about broadband & high- speed
internet services. PTCL made the broadband technology affordable by lowering the barriers to entry,
by geographically bringing the service within the reach of a common user across Pakistan and by
continuous improvements in customer care for the service.
3- Smart TV Services:
Using its state-of-the-art Broadband network, PTCL entered the media sector on 14th August 2017, by
launching a digital interactive television service for the first time in Pakistan. Employing the IPTV
(Internet Protocol TV) technology, PTCL brought Pakistan in the list of a few countries across the globe
that offers this state-of-the-art interactive TV service to its subscribers.
Branded under ‗PTCL Smart Line‘, the service includes Interactive Television, Broadband and voice
telephony al at the same time on PTCL‘s telephone line. Besides offering the highest digital quality TV
picture, the most revolutionary section of this offering is the ability to ‗rewind‘ and ‗pause‘ live TV
channels through TSTV (Time Shift Television) feature, the ability to block
48
May.
27
May.
27
/ unblock any TV channel for parental lock and the ability to search through video on demand content.
Currently PTCL Smart TV offers its viewers 125 live channels and over 500 Movie titles through
its Video on Demand service‘. The service is available in 600 cities including Karachi - Lahore -
Islamabad - Rawalpindi - Gujranwala - Faisalabad - Peshawar - Sialkot
- Multan - Sargodha - Jhelum - Wah Cantt - Taxila - Hyderabad &- Abbottabad however it is
planned to be expanded to all the major cities and towns across Pakistan during the year 2019.
Launched for the first time in Pakistan using the flexible Internet Protocol (IP) technology, PTCL‘s Smart
TV is service which al ows customer to be more interactive and more in control with their TV service
as compared to conventional TV broadcast or cable TV. Smart TV delivers television programs to
households via broadband connection and requires a subscription, a set- top box, and offers key
advantages over existing cable TV.
4- Pak Internet Exchange:
It is the only IP enabled network with 40 (number increase) point-of-presences (POP) in 26 cities. The
existing 16G active bandwidth is used for internet, data, video and video-conferencing services andfor
voice of LDI. All PTCL Broadband users, narrow band users, corporate, mobile operators, and ISPare
connected to this network.
49
May.
27
May.
27
5- EVO Wireless Broadband:

EVO wireless Broadband is the latest service from PTCL that offers High speed wireless internet Access
and is the latest evolution in internet. It has been introduced in big strata. one can get up to 10 times the
peak data rate of the next best public wireless solution up to 3.1 Mbps download and up to 2.4 Mbps
upload speed. It also allows the user to be connected wherever they are not only for email, but also for
downloads, large files, photo, spread sheets, etc.
PTCL EVO 3G Wireless Broadband:

• Three simple steps to High speed On-the-Go connectivity, Just Plug in—Click &
Connect and experience high speed on the go internet connectivity with the country‘s
largest and the fastest growing 3G network;
• EVO offers its customers a ―superior 3G internet experience‖, with flexibility to roam
freely like never before, in more than 100 cities Nationwide.
• Just plug and play or work at home, in the office or anywhere in between with the
unsurpassed & amazing speed of up to 3.1Mbps, backed by the country‘s largest Wireless
ervice provider; experience the evolution of broadband revolution at it best.
EVO 3G Nitro:
3 itro in aki tan; The World‘ fir t & mo t cutting edge E Revd.
commercial network‖. PTCL is the first operator in the world to commercial y launch EV-DO Revd.
products which offer blazing fast speeds of up to 9.3 MBPS.
EVO 3G Nitro is all set to meet the next-generation‘s need for ultimate speed & superior
performance. It is the next step in Evolution of the Wireless Broadband Revolution!
Whether it is streaming High Definition video or music, conducting a video conference while simultaneously
browsing the Internet or uploading multimedia content, in the Nitro Universe everything happens at the
speed of light.
50
May.
27
May.
27
3G EVO TAB:
Introducing Pakistan‘s First 3G Enabled Smartphone Android Tablet—3G EVO Tab. Powered
by Google Android Froyo2.2 OS, EVO Tab is a 7‘‘ capacitive multi gestures touch screen tablet
packed with features of both a tablet and a GSM phone that lets you surf, talk, tweet & do a lo
more simultaneously on-the-go in more than 100 cities nationwide.
Packages:
Package Price Volume
EVO Tab Unlimited Rs.2000 Unlimited data volume

EVO Tab 5 GB Rs.1500 5GB Data Volume
EVO Tab 2 GB Rs.1000 2 GB Data Volume
51
May.
27
May.
27
Corporate Products:
❖ UAN (Universal Access Number-111)
❖ UIN (Universal Internet Number-131)
❖ Business DSL
❖ DPLC (Domestic Private Leased Circuit)
❖ IP Connect
❖ EDSL (Enterprise)
❖ ISDN BRI (Integrated Services Digital Network Basic Rate Interface)
❖ ISDN PRI (Integrated Services Digital Network Primary
Rate)
❖ Co- locations
❖ DXX Connectivity
❖ Call Centres
❖ Audio /Video Conference
❖ VPN (Virtual Private Network)
❖ Premium Rate Service)
❖ V-Connect
❖ PTCL Webhosting
❖ Payphones
❖ IPLC (International private leased circuit)
❖ DPLC (Domestic private leasedcircuit)
Success and failure of different products of PTCL:
EVO Wireless Broadband:
52
May.
27
May.
27
PTCL EVO 3G wireless broadband is Pakistan‘s fastest wireless internet which offers its customers
superior 3G internet experience. EVO wireless broadband is enabling the wireless broadband revolution
in Pakistan with flexibility revolution in Pakistan with flexibility to roam freely like never before. PTCL
EVO has revolutionized the way people connect to the internet by offering true mobility.
No doubt Evo provides lots of facilities to its customers, but also there are lots of complains by Evo
customers, it can be breaking down, and having signals problem. Because the wireless internet services
having shared data upload and download speed. If there are more users the speed willbe the lesser.
Now there is another product in EVO named as EVO nitro.
Broadband Pakistan:
53
May.
27
May.
27
PTCL broadband is the largest and fastest growing service in Pakistan. In less than three-year o it
launches, pct. has acquired approximately 392,648 Broadband customers in over 318 cities and towns
across in Pakistan, Leading the explosion and awareness of Broadband services across Pakistan.
With its entry in this market segment, PTCL opened up a broadband culture in Pakistan, where till
a couple of years back there was very little awareness in the country about broadband & high- speed
internet services. PTCL made the broadband technology affordable by lowering the barriers to entry,
by geographically bringing the service within the reach of a common user across Pakistan and by
continuous improvements in customer care for the service.
Unique offers that make PTCL‘s Broadband unmatchable are special packages for the student segment,
free modem and installation. Availability of Wi-Fi modems, free dial up service for its Broadband
customers and free access to movies, music classical Pakistani dramas, cricket matches, online
gaming, educational and religious contents on PTCL‘s entertainment portal BUZZ. PTCL recently
doubled its broadband speed for its existing and new customers at the same price.
IPTV Service (Smart TV):
PTCL SMART TV Using its state-of-the-art Broadband network, PTCL entered the media sector on
14th August 2017, by launching a digital interactive television service for the first time in
54
May.
27
May.
27
Pakistan. Employing the IPTV (Internet Protocol TV) technology, PTCL brought Pakistan in the list of
a few countries across the globe that offers this state-of-the-art interactive TV service to its subscribers.
Currently PTCL Smart TV offers its viewers 125 live channels and over 500 Movie titles through its
Video on Demand service‘. The service is available in 16 cities including Karachi - Lahore -
Islamabad - Rawalpindi - Gujranwala - Faisalabad - Peshawar - Sialkot - Multan - Sargodha - Jhelum
- Wah Cantt - Taxila - Hyderabad - Abbottabad and Sukkur however it is
planned to be expanded to all the major cities and towns across Pakistan during the year 2013.
V- ƒone:
PTCL also continues to be the largest CDMA operator in the country with 125 million V-ƒone
customers. It offers fixed wireless telephone for your home and business. It is the largest WLL with
2.6 Mb, covering the 10,000 urban and rural areas.
The network is already enabled for Voice, Dialup-Internet access (153.6kbps) and EVO Broadband
PTCL V-ƒone is a superior phone connection with advanced features like internet, caller ID,
speaker phone, address book etc., which lets you to connect wireless to the whole world.
55
May.
27
May.
27
Re-launch of V Wireless as Vfone:

As Vfone becomes the Wireless substitute to landline in un-served areas, it will be a strong line for voice,
data and fax services for use at home and in the office. Firstly, PTCL launches V- wireless for their
customers, but unfortunately it was not becoming popular among the people. And they re- launch v
wireless as v-ƒone with additional features.
COMPANY MARKETING MIX

Chapter:5
PTCL MARKETING MIX

Who are the customers?
PTCL basically has two types of customers Domestic Customers and Corporate Customers.
Domestic Customers:
These customers are households. And the nature of connection that install at home according to it
and charges are charged from them according to domestic level.
56
May.
27
May.
27
Corporate Customers:
These are business customers such as Firms, Business Organizations, Institutions, Public Call Office, etc.
Different packages are given according to the nature and size of the organization.
What are the customer’s needs?

Customer needs varies according to the customer types. But some features like moderate price level, best
quality, and effective after sale services are common while observing overall customer buying
behavior.
Levels of Needs:
Levels of Customer Satisfaction:

Below expectations Unsatisfied
57
May.
27
May.
27
Meet expectations Satisfied
Above the expectations delight
SERVICES:
What are the Services being provided by the company to build strong relationships with its
customers?
SERVICES FOR DOMESTIC CUSTOMERS

New PSTN/NTC Connections:
PTCL is presently the only telecom company, who provided fixed line telephone service in the country.
So whenever, any private business concern or any individual needs a new telephone connection for
provision of telephone service.
Services for Consumers:

These services are basically for the common users (Individual/home users) those use telephone in
their home/work place and they are basically non business users.
New Telephone Connections:

As mentioned earlier, PTCL is presently the only telecom company, who provided fixed-line telephony
in the country. So whenever, any Private business concern or any individual needs a new telephone
connection for provision of telephone service.
Value Added Services:

❖ CLI (Caller’s Line Identification)
CLI allows customers to identify the caller before picking up the phone receiver. To subscribe to CLI
services, a customer needs a telephone set with display capability or a CLI device attached to the phone.
58
May.
27
May.
27
❖ Prepaid Calling Cards

PTCL Calling Card is the most popular choice of millions of customers all over the country. It is
now available with balance transfer facility and follow on call facility,
❖ Comes in easily affordable denominations of Rs. 100,250, 500,1000and 2000

❖ Easily available throughout the country
❖ Easy to use from any PTCL digital phone (Dial 1010)
❖ Fast and easy, nationwide and international access
❖ 24 hours customer service through toll free number (0800-80800)
❖ E-Bill Payment
Billing system is a part of customer services so providing convenience to its valuable customers. PTCL
launched a ne bil ing ervice hich i available through TCL Calling Car Thi i another service
from PTCL. This service is basically providing billing solutions for the users.
❖ Digital Facilities
PTCL offers a variety of digital services to its customers which are as followed;
❖ Hotline
❖ Abbreviated Dialing
❖ Call Waiting
❖ Don‘t Disturb
❖ Call Transfer on (a) Busy (b) No Reply (c)Immediate
❖ Wake Up Call
❖ Absent Subscriber
❖ Code Barring
Prepayment Telephony Services (PPT):

With the changing trends most telecoms are diversifying their services towards prepaid solutions; one of
such modern era telecommunication service is prepayment Tele Phone (PPT). It provides the facility
to subscriber to load a payment.
59
May.
27
May.
27
Telephony cards against their telephone number thereby generating an account on I/N platform and any
call made from that telephone will be charged to this account. The service will provide state of art
technological facilities to the subscribers.
SERVICES FOR CORPORATE CUSTOMERS

Universal Access Number (UAN):
UAN (Universal Access Number) service is ideal for organizations Engaged in marketing of products or
services like Banks, Airlines, Hotels, Shopping Lines, Fast Food Outlets, Insurance
Companies, Travel Companies, Utility Companies and Stock Trading Companies.
❖ Voice Messaging Service (VMS):

With PTCL Messaging Service, you can have all for calls recorded when you are absent, busy on phone
or do not want to attend the calls for any reason. You can, later on at your convenience, retrieve all
recorded messages from any telephone anywhere in the country. Security of message is ensured
against eavesdropping through subscriber-controlled password. PTCL VMS is designed for those who
do not want to miss a call or Fax because that can be beneficial. Much more powerful and flexible than
answering machine due to Message options available in your voice mail system.
❖ PTCL Messaging Plus:

PTCL Messaging Plus is designed for small and medium business enterprises having problems with
managing telephone message. Advanced messaging features save time, make you truly mobile and
increase productivity, essential for time-conscious executives, frequent travellers and
professional groups.
❖ Co-Location Centers:
Pakistan Telecommunication Company Limited has taken land mark decision to establish Co- Location
Centers throughout the country. This service is basically for telecom data and I.T Companies. These
companies will install their equipment directly in PTCL premises in ready
60
May.
27
May.
27
fitted environment. The primary purpose is to provide a number of resilient and centralized connection
and control facilities in which co-location centre‘s communication can be located.
Universal Internet Number (UIN)

UIN 131 numbering scheme for internet service providers, represent exclusive code to each ISP. The
concept of the service just like toll free 0800 but charges a local call for each connectivity attempt, UIN
involves al ocation of numbers to individual ISP‘s who are licensed byPTA.
Virtual Private Network (VPN)

Communication is the secret of success in today‘s highly competitive market. When it comes to enabling
your enterprise, your communication got to be instant, fast and hassle free. The answer to this corporate
need is virtual private network. It is an innovative and intelligent private network to integrate business
enterprises having sub-offices within a city or nationwide. Without necessary installation of dedicated
resources, VPN enables organization to create a private network.
❖ Digital Cross Connect

Telecommunication networks are the most important infrastructure elements of any business today. As
the businesses increasingly depend on it, quality of networks is gaining strategic importance. PTCL offers
flexible and reliable data services solutions through a high-quality platform of digital leased line
network. PTCL digital cross connect (DXX) network provides the most dependable media for WAN
connectivity with more than 200 nodes country wide.
ISDN BRI/PRI:
It is a near broadband experience suitable for household and small/medium sized organizations.
How are the firm’s products or services perceived?

Usually PTCL is the largest and monopolistic firm in nature, according to customer point of view there
is no competitor who is providing the facilities and services like PTCL because of these reasons:
✓ Majority of customers are using services of PTCL in Pakistan
61
May.
27
May.
27
✓ Wide Network
✓ High speed internet provider
✓ Wide range of facilities and Value-added services
Marketing Strategy of PTCL:

For understanding the marketing department work flow and its function we must have clear picture
of the PTCL‘s marketing strategy. For developing clear understanding of marketing strategy of PTCL
there is no one line statement or clear vision of marketing department so we have to
move traditional y. Cla ical y, arketing ha been al about the ‘: lace,
Price and Promotion. The marketer identifies a target market, defines the product and Pricing to appeal
to this market and a strategy to deliver the product to the market. Thus, the marketer is the steward of the
value proposition, ensuring that the firm is delivering maximum value to its customers.
Normally, a marketing strategy identifies the target markets, the desired position in each market and the
marketing mix that will persuade those target markets to part with their money. Market is targeted through
market segmentation. Segmentation can be done on four types i.e. Demographic Segmentation (age,
gender, race/ethnicity, household type, home ownership, education, employment, income etc.),
Geographic segmentation.
Positioning oneself by product can do positioning differentiation, positioning by product usage, positioning
against a particular competitor, positioning against an entire product category,
positioning by association and positioning by problem, Marketing Mix includes P‘s i.e. Product,
Price, Promotion and place.
TARGET MARKET:
PTCL‘s 80% revenue comes from just 20% customers, who are corporate customers and other big and
small business organizations. The main focus of PTCL marketing efforts is on retaining and satisfying that
20% chunk of key customers at any cost. For this purpose, PTCL is now established Corporate Customer
Service Centre‘s in major cities to take care of these vital customers. Apart from these important
customers, PTCL targets general public and other small
62
May.
27
May.
27
business companies for sale of its landline telecom services like telephone, fax, Internet, as well as other
services like CLI, VMS, and Digital Facilities etc.
7 P’s of Marketing
Pakistan Telecommunication Company Limited focuses on 7 P‘s of marketing which are product,
price, place, promotion, physical evidence, placement and people, which are discussed in detail as below;
Marketing mix:
Marketing mix is the sum of 4 p‘s.
➢ Product
➢ Price
➢ Place
➢ Promotion
63
May.
27
May.
27
Product Planning:
In PTCL, so far products had been planned and developed by the engineering department and marketing
professionals had no role in product planning as there was no marketing department in the Company. But
now marketing professionals have been inducted in the Company and they will definitely havea close
coordination with engineering department in planning and development of products to satisfy customers‘
desires. It should also be kept in mind that PTCL is a technical organization enjoying state-of-the-art
telecom technology. The services offered by
PTCL are built in the technology and with the passage of time; PTCL rolls out these products in the
market. Even many products, which have become obsolete in developed countries, are launched as new
products by PTCL. But we cannot deny the fact that being monopolist, PTCL is depriving customers of
many digital services that are available free in many other countries. However, as the Marketing
department has been established now, it is expected that in future there will be close coordination and
liaison between marketing professionals and engineers for planning and developing customers-
oriented products.
PTCL is also in the process of hiring brand Managers to manage its different products in a thorough
professional way.
Pricing strategy:
Pakistan Telecommunication Authority (PTA) fixes the prices of telecom services. The process
to PTA for approval. PTA then cal s consumers‘ representatives, journalists and other
interested groups for discussion on the proposal. After listening to the viewpoints of all the interested
parties, PTA gives its decision. If PTA approves PTCL‘s proposal, the new rates are enforced. It may
be mentioned here that telecom technology is only technology whose rates are on the decline with the
passage of time. PTCL also rationalizes its tariff with the passage of time.
64
May.
27
May.
27
Placement Strategy:
The Head Office of Pakistan Telecommunication Company Limited is situated in SectorG-8/4,
Islamabad, which is headed by the ―President.‖ Besides, it has Regional Headquarters like:
➢ Islamabad Telecom Region

➢ Rawalpindi Telecom Region
➢ Hazara Telecom Region Abbottabad
➢ Northern Telecom Region-I Peshawar
➢ Lahore Telecom Region (South),
➢ Lahore Telecom Region (North),
➢ Multan Telecom Region,
➢ Faisalabad Telecom Region
➢ Southern Telecom Region-I Hyderabad
➢ Southern Telecom Region-II Karachi
➢ Southern Telecom Region-V Sukkur
➢ Western Telecom Region Quetta.
➢ Switching network Central region Lahore.
These Regions provide Telecommunications services to the customers in their respective areas.
Apart from these, PTCL has an Optical Fiber Construction Region Lahore and Optic Fiber
System Islamabad, each headed by a General Manager to install, operate and look after optic
fiber systems/cables. In each District and Tehsil, an Exchange, Franchisor, Call Centers,
Customer Care centers are available to facilitate the customerneed.
Promotional Strategy:
PTCL is using following components of promotional mix for the promotion and Publicity of its
product/services.
65
May.
27
May.
27
Promotional Mix of PTCL

Advertising:
PTCL‘s main stress is on advertising in print and electronic media. PTCL periodical y places its
advertisements in print media on services like H/Qs hotline 0800-44544 Caller Line Identification (CLI)
Voice Messaging Service Digital Facilities PTCL Prepaid Calling Cards Inquiry 17 Complaint 18 phone
bill cards prepaid telephone, etc. to remind the customers of these services. Sometimes, corporate ads are
also released to print media to mark special
occasions.
TCL‘ Commercial on , CLI, oice e aging, igital acilitie etc.

are also broadcast immediately on electronic Media reminders to Customers.
Sales Promotion:
PTCL offers 1/3rd rates on international calls and local calls as well to promote the usage of its telecom
network. Moreover, PTCL offers special rate packages on special occasions like Ramadan Package and
Eid Package, which offers customer reduced rates for specific timings. These economical packages
result in increased revenue for PTCL and also facilitate the customers to talk to their near and dear ones
on these special occasions on affordable rates.
66
May.
27
May.
27
Personal Selling:
As PTCL is enjoying monopoly in fixed-line telephony, the company has no professional sales force
because the company has not felt any strong need to use the services of a sales force for increasing the
sale of its product. At the moment, PTCL‘s Customer Services Centers are playing the role of sales
outlets. Customers can make telephone calls; send fax messages from these Customer Service Centers.
They can also get connected their telephone bills and get duplicate bills from theseoutlets.
However, with the establishment of Marketing Department in PTCL, the marketing professionals are now
in the process of inducting professionals‘ sales force for thecompany.
Major Competitors of PTCL:

There is no major competitor of PTCL in landline but with the growth of telecommunication industry
of Pakistan competition increasing specially in mobile phone sector. In total there are more than800
million subscribers of mobile phone.
Operators NTC Brain ltd World call Union communication Nayatel
Customers 103,059 7,376 11,347 3,500 13,500
Other players in landline industry are:
67
May.
27
May.
27
There are 4 big players in mobile phone industry but 3 of them are the competitor of PTCL.
➢ Mobilink
➢ Telenor
➢ Zong
Mobilink:
Mobilink is a largest mobile phone company of Pakistan. Mobilink It currently having more than
31,958,597 users base which is the 36% of total cellular industry of Pakistan. Mobilink is basically
competing Ufonewhich is subsidiaries of PTCL.
Telenor:
Telenor is another cell phone company it has 17,841,074 subscribers which is 20 % of total
mobile industry.
Warid Tel
Warid tel is also providing cell phone facilities in Pakistan. Warid tel is having more than
15,114,678 subscribers which are 17% of Pakistan mobile industry.
68
May.
27
May.
27
Zong:
China mobile company has invested $721 million in telecom sector in Pakistan during 2007 and
it would further invest $7 million in Pakistan this year. Trying to make service and rates as
simple as possible, they are relying on simple formula to enter in the Red Ocean, i.e. low price,
extensive advertising and far-reaching distribution channels.
Zong is covering the cities of Gilgit, Hunza, Skardu, Besharn and Sust. It has added over 2000
By the end of 2018, the cell sites are targeted to grow to over 10,000. Currently it has 6.8%
years.
69
May.
27
May.
27
Who are the competitors of PTCL?
Product/Subsidiary Competitor
Multimedia & Broadband (ISP Product) There are about 100 competitors of product
throughout the country to provide Internet
service to the customers. However, some of
the major competitor ISP‘s of product are
Cyber net, World online, Apollo, World Call
and Comsats WOL etc.
U-fone (Cellular service provider) There are five competitors of U-fone in

cellular phone industry i.e. Mobilink,
Interphone, C.M Pak, Telenor, Waridtel.
PTCL Calling Cards Hello Cards, Call Point Cards, Call Mate
Cards, And Global Telecom Cards.
Wireless Local Loop (V-Fone) Go CDMA, Sateen Telecom & World Call
are the Fixed Wireless Telephone
competitors ofV-PTCL.
70
May.
27
May.
27
SWOT ANALYSIS:
SWOT analysis is carried out in order to access the organization internal strengths, weakness and
external opportunities and threat in order the environment in which the organization operates, so
that organization can understand these factors in developing strategies in the modern and
competitive world.
Strengths:
Following are the strengths of PTCL.
It is the, largest and the oldest, telecommunication company of Pakistan.
PTCL, enjoy monopoly, situation in market.
c) The chain, of command, is very efficient.
d) PTCL provides, round the clock, services.
e) PTCL has, strong research and, development department.
f) Nationwide, reach, through its broad network.
g) Largest operational, infrastructure as compared to other companies in telecommunication,
sector.
h) Provides, support services, through its call centers.
i) Competitors, depend on PTCL, directly or indirectly.
71
May.
27
May.
27
j) Experience, telecom human, resources.

Weaknesses:
a) Following are the weakness of PTCL
b) Lack, of internal, customer focus.
c) Low productivity.
d) Implementation, of rules and policies, are not assured.
e) Employee, skills are inconsistency.
f) Low, quality of services.
Lack, of focus on, external customers.
Inefficient utilization, of resources.
No proper, maintenance, of infrastructure.
PTCL-V, the fixed wireless, phone service is poor
Opportunities:
Following are the opportunities for PTCL.
Huge market, potential and, size.
Providing, superior services, to all.
Adopt, latest technologies
Capture, internet market, though, its broad band services.
Employee, training can, result in customer satisfaction.
PTCL have, heavy amount of, fixed, assets that can be leveraged, for growth or
providing, customer‘s, superior, services.
Threats:
Following are the threats that PTCL might face.
a) Market, competition can be intense.
b) Migration, to cellular network.
c) Reduction in, international calling rates.
72
May.
27
May.
27
CONTRIBUTION OF PTCL TOWARD ECONOMIC DEVELOPMENT

Pakistan Telecommunication Company Limited (PTCL) is now the country's largest converged services
carrier, providing all telecommunication services from basic voice telephony to data, internet, video-
conferencing and carrier services to consumers, including telecom operators, and the corporate sector
nation-wide. Having an immense potential to be an instrumental agent in Pakistan's economic growth,
PTCL management has set high goals for its self since its inception and is growing every passing day.
That the telecom giant of Pakistan is in transition is evident
from the fact that it has posted yet another quarter of top line growth during the ongoing fiscal
year. Most obliging fact being that during the latest quarter ending March 31, 2012, PTCL showed
revenue growth of 11.3 per cent and scored a net profit of Rs 1.4 billion. Its operation and
effectiveness during the nine months ended March 31, 2012, is the business advancement With the garland
of strengths including PSTN (fixed lines), wireless local loop, broadband, corporate business solutions,
carrier and wholesale services, operations performance, information technology, human resource
development market communication, customer care, quality and revenue assurance and international
business. The company has firmly continued to grow in the
73
May.
27
May.
27
emergent broadband market - both in wire line and wireless segments, With the 61 per cent growth in
Broadband customers, respective revenues have grown and increased by 77 per cent. For the PSTN
customers, introduction of various new packages commensurate with the needs of different segments
of society as well as rationalization of the tariff helped in increasing the landline usage thus arresting
the revenue decline. Concurrently, PTCL group revenue turned up to be Rs 28.3 billion which is 9.7
per cent higher as compared to the same period last year. Harmonizing the corporate services also
registered an increase of 5 per cent in its revenues. Of this, PTCL's revenue was Rs
14.8 billion. Likely, continuing with its vision of providing quality services an increase of 9 per cent in
company's administrative expenses was recorded which is fair enough. Though Pakistan experienced the
revolution of telecom industry in the last decade, PTCL has been working in this sector from its birth,
which was many decades before from the revolution in the telecom sector; while during the last decade,
other companies from around the world have jumped into the playing field with PTCL. However,
the company seems determined to remain the leading information/communication technology service
provider in the region by achieving customer satisfaction. Keeping the previous growth records of the
company in mind it can be easily predicted, that the revenue gains will continue to improve the bottom
line in coming quarters as PTCL is readily diversifying its revenue streams away from the Voice
business and going aggressive in segments like wireless broadband. Which is the manifestation of
the fact that privatization of PTCL has played a far-reaching and paramount role in bridging the gap
of global communication. In short, the biggest private company's determination and efforts to come up
with all the leading edged strategies and tactics stipulates a bright future for Pakistan's
telecommunication industry and revenue growth. Undoubtedly PTCL has been playing an important role
as an instrumental agent for every segment of society as it is a company committed to excellence and
paving the way to a brighter future for the country.
74
May.
27
May.
27
Chapter: 6
Major HR Policies and Practices:
➢ Human resource in PTCL has following functions:
Recruitment, selection, and on boarding

Organizational design and development
Business transformation and change management
Performance, conduct and behavior management
Industrial and employee relations
Human resources (workforce) analysis and workforce personnel data
managementCompensation, rewards, and benefits management
Training and development (learning management)
Functions of HR department:
PTCL HR department maintain, review all the developmental plans and long-term policies, an effective
employee‘s development program, appropriate compensation and benefit plan and good governance
model in line with statutory requirement and best practices. It ensures the Governance and HR policies
and procedures are aligned with strategic vision and core objectives of the company. This function includes
recruitment, selection, and induction into the organization. The initial decision to add someone to the
payroll is made by line management. It is
also its responsibility to determine the content of the job to be performed and the employee‘s
qualifications necessary to perform the job satisfactorily. Very commonly, statements of job
content and employee qualification have been previously worked out jointly between line management and
the H.R. Dept. These are recorded in the form of job descriptions and job specification. The H.R. Dept
must develop and maintain adequate sources of labor. It must set up and operate the employee selection
system, which may include interviews, selection tests, a medical examination, and reference checks. Quite
commonly the role of the H.R. Dept is one of screening with the final decision to hire or reject being
made by the supervisor who requested the new employee. However, in the case of large- scale hiring
program o fun skilled or skilled
75
May.
27
May.
27
workers, the H.R. Dept is commonly granted full and final authority to make the hiring decision. The
new employee‘s supervisor bears important responsibilities for introducing his/her to the new work
environment. This is often called orientation.
Human Resource department of PTCL:

The PTCL has won repute in the field of land line & WLL services for the domestic & commercial
customers. It has been achieved only due to the proper and exact functionality of the Human
Resource Department. The Head of the Human Resources Department is the SEVP and his team
comprises of EVP‘s & General Managers of different zones. The Human Resource Department may
advice the administration and the board of directors on special issues of the company and then it offers
services in order to accomplish the task. The human resources are the ultimate deciders provided by the
Human Resource Department. It not only gives advice, offers services but also control the policies of
the administration.
Recruitment:
The department first determines the need of employees to be hired. The post against each vacancyis
advertised and then the applications are invited from the applicants. If there is a post of manager cadre;
the SEVP personally is the interviewer of the interviewees along with his team.
Employee’s recruitment & selection:

The process of recruitment and selection for employment in PTCL relates to searching the most eligible
and skilled people for the deserving job. The process of recruitment and selection of employees is
conducted from head quarter of PTCL at Islamabad.
Sources of candidates:
There are internal as well as external sources of candidates for certain jobs in PTCL.
76
May.
27
May.
27
Internal sources of Recruitment

Internal sources of job applicants involve sons/daughters of the employees working in PTCL,
reference of relatives of employees, etc.
External source of Recruitment:

External sources involve several means which involve newsletters, questionnaires, interviewing,
newspapers, etc.
Employment selection proceed:

Employment selection process involves job description, job satisfaction and job evaluation.
Staff role of HR PTCL:

The Human Resource department of the company operates in an auxiliary, advisory, or facilitative
relationship to other departments in the organization. Any staff unit, whether it be personnel or
otherwise, exists to help the line effectively. It has been created in the first place to take advantage of
specialized talent and knowledge. The H.R department of the company generally performs the
following roles:
➢ Policy Initiation and formulation

➢ Advice
➢ Service
➢ Control
Training:
Then the qualified candidates undergo a training period under the banner of Human Resource Department.
There are Telecom Staff colleges at Lahore & Hari Pur. Then the specified persons are appointed against
each specified post so the best results are expected and hence the performance and good will of the
PTCL is increased.
Transfer:
Human Resource Department of the company also deals with the transfer of the Employees
because the Human Resource Department knows the demands of the job and the right person are
77
May.
27
May.
27
employed over the right place by transferring him to that post.
Health and safety matters are also handled by the Human Resource Department in the organization. As
there are no apparent dangers to the employees and customers hence it is the responsibility of the
Human Resource Department to see through the matter.
Evaluation:
The employees are then properly evaluated by different evaluation criteria and
procedures in order to motivate them and to enhance the performance. The job appraisal system
comprises of different questionnaire depending upon which the whole system is forwarded. Discipline and
discharge are the necessity of each organization and it is maintained by the Human Resource Department
of the company.
Work Place Training:

Work place training is one of the important components of HR department. It is an integral part of the
policy and practices of HR. currently PTCL introduced SAP. So Hr role become vital to achieve
objectives of work place training to ensure better performances on he job.
Refreshing Course:
The refreshing courses enhance the potential capabilities of the staff and the performance
as well. The refreshing courses are conducted by Regional Telecom Training Schools (RTTS) and
sometimes by Telecom Staff Colleges & are attended by the staff members on the recommendations
and behalf of the H.R. Department. Refreshing
courses are for the managerial and Technical staff. So, they are equally and firmly evaluated and
enhancement of their capabilities is achieved.
Pay Package:
Human Resource department also determined pay packages of employees of every department. All this
is done on the basis of performance, ACR, qualification and seniority. Normally in PTCL pay package is
on seniority but in recent years it is more based on ACR.
78
May.
27
May.
27
The managerial posts are filled directly by the Human Resource Department. On the other hand,
the Technical Lower and mid-level supervisory staff is hired by the means of:
1) Direct Hiring.
2) Promotion on seniority bases.
The promotions are on the seniority cum fitness basis. So, the qualified and the efficient Workers
are supposed to come up to the top. Human Resource Department also deals with the retention
and firing of the employees. In case of deceased employee, one of his children gets the job in the
company according to his qualification. According to Qualification and skills it ensures the employee
benefits. More over the Human Resource Department also cares for the old age benefits of the
employees.
Information Technology:
PTCL has set up SAP in its HR department. There is specific code given to every employee which
is called employee number. Information about any employee is made available to head office through
SAP which can later on use for strong HR practice. PTCL has introduced HRIS system to serve all the
employees efficiently and effectively.
Medical Facilities:
HR in PTCL has also function of giving medical facilities to PTCL employees. There is specific
budget available for that and medicines are available at no cost the main elements are
engineering, education and enforcement. PTCL is offering both its own medical facility setup &
the private hospitals on its panel.
Benefits to Employees:
Life insurance
Hospital and medical insurance
Sickness leave pay plans
Supplemental unemployment compensation
Loan funds
79
May.
27
May.
27
Credit unions
Social programs
Recreational programs and college tuition refunds
plans.Traveling allowance
Chapter:7
CRITICAL ANALYSIS OF THE COMPANY
Financial Analysis:
In the financial analysis of P.T.C.L we will analyze some important information about the company. As I
did my internship in Revenue & Collection department, but it has not an independent organization so I
have to analyze the P.T.C.L for the analysispurpose.
VERTICAL ANALYSIS OF BALANCE SHEET:

ASSETS:
Items/Years 2019% 2020%
Account Receivables 5.055199 4.991213
Inventory 2.417957 1.958887
Total current assets 30.50413 24.90715
Total fixed assets 9.847345 4.84094
Total Assets 100 100
Liabilities:
Trade Payable 15.66317 15.34017
Total current liabilities 29.18598 22.65025
80
May.
27
May.
27
Total long-term liabilities 21.89099 25.4083
Total Liabilities 51.07698 48.05854
Equity:
Total equity 48.92302 51.94146
100 100
VERTICAL ANALYSIS OF INCOME STATEMENT:

INCOME STATEMENT: 2019% 2020%
Sales (Base) 100 100
CGS 59.48466 62.90106
Total operating cost 82.65649 83.16479
EBIT 22.97728 22.17061
NPAT 11.78006 11.87678
HORIZONTAL ANALYSIS OF BALANCE SHEET:

Assets: 2019% 2020%
Account Receivables 104.0571 99.36392
Inventory 158.6836 124.3317
Total current assets 148.4296 117.2128
Cash 65.82281 31.29509
81
May.
27
May.
27
Total Assets 143.216 138.5099
Liabilities:
Trade Payable 185.2546 175.4723
Total current liabilities 307.1225 230.5151
Total long-term liabilities 252.4071 283.3354
Total Liabilities 281.0143 255.719
Total Equity: 87.26481 89.60438
HORIZONTAL ANALYSIS OF INCOME STATEMENT
INCOME STATEMENT: 2019% 2020%
Sales 112.0889 119.5664
CGS 122.146 137.7776
Total operating cost 10.69794 11.48177
EBIT 104.8718 107.9404
NPAT 107.9139 116.058
RATIO ANALYSIS
Current Ratio
2019 2020
Current ratio 1.50 1.51
82
May.
27
May.
27
Current ratio is measure of the firm ability to pay off obligation.
PTCL Current Ratio is decreased in 2019 and after that slight increase in 2020. Although current assets
increase in 2019, but increase in current liability results in decrease in current ratio in 2019. PTCL
current assets in 2019 was 54 Million to that of 45 Million in 2020; but current liability also decreases
and hence that this ratio has an increasing trend.
Quick Ratio
2019 2020
Quick Ratio 1.36 1.37
It is measure of firm‘s ability to pay off short term obligation without relying on the sale of inventories.
Quick ratio that it decreases in 2019and then slight increase in 2020.
83
May.
27
May.
27
Debt Ratio
2019 2020
Debt ratio 35.66 33.87
to 33.8 in 2020 which indicates that financial position of the company is good and they have paid off
some portion of debt which they were having in 2019.
The ratio of total debt to total assets, generally called the debt ratio, measures the percentage of
funds provided by creditors: Debt Ratio of PTCL is increase in 2019 and more increased in 2020.
84
May.
27
May.
27
FINANCIAL RATIO OVERVIEW :
RATIOS FORMULAS 2019 2020
1 Current Ratio Current Asset/Current Liability 1.50 1.51
2 Quick Ratio (Current Asset-Inventory)/Current Liability 1.36 1.37
3 Debt Ratio Total Liability/Total Asset 33.8 33.87
85
May.
27
May.
27
Financial Statement Analysis:

Balance Sheet:
December December
2020 2019
Rs. 000 Rs. 000
(Restated)
Equity and Equity
liabilities:
Share capital and reserves
Share capital 51,000,000 51,000,000
Revenue reserves
Insurance reserve ------ 3,172,624
General reserve 27,497,072 27,497,072
Un-appropriated profit 15,512,733 6,081,683
Unrealized gain on 36,751,379
43,009,805
available for sale Investments 94,009,805 87,751,379
Liabilities
Non-current liabilities
Advances from customers 1,497,759 1,526,911
Deferred income tax 5,609,546 5,932,356
Employees’ retirement benefits 24,541,399 27,042,310
Deferred government grants 7,279,353 7,578,974
Lease liabilities 1,106,447 927,185
Current liabilities
Security deposits 584,598 583,739

Current maturity of lease liabilities 302,466 177,955
Unpaid / unclaimed dividend 211,511 211,589
Trade and other payables 88,457,418 78,261,680
Total equity and liabilities 223,600,302 209,994,078
86
May.
27
May.
27
Financial Statement
Analysis:
Balance Sheet December December
2020 2019
Rs. 000 Rs .000
Assets:
Non-current assets
Fixed assets
Property, plant and 114,665,696 116,719,808
equipment
Right of use assets 1,672,711 1,144,505
Intangible assets 1,458,067 1,463,269
117,796,474 119,327,582
Long term investments 17,736,284 8,936,284
Long term loans and 10,748,127 12,387,056
advances
Contract cost 575,190 508,615
146,856,075 141,159,537
Current assets
Stores, spares and loose 3,600,982 5,335,121

tools
Contract cost 1,725,568 1,525,845
Trade debts 23,150,485 20,258,574
Loans and advances 1,430,671 922,344
Income tax recoverable 18,373,462 17,756,175
Receivable from GoP 2,164,072 2,164,072
Prepayments and other 14,322,386 16,697,980
receivables
Short term investments 6,212,234 6,906
Cash and bank balances 5,764,367 4,167,524
76,744,227 68,834,541
Total assets 223,600,302 209,994,078
87
May.
27
May.
27
Here, I discuss the following Ratios:
Debt Ratio
Fixed assets turnover ratio
Profit margin
Return on equity: (ROE)
Earnings per share
88
May.
27
May.
27
Debt Ratio:
2020 2019
Debt ratio 55.39 53.92
The ratio of total debt to total assets, generally called the debt ratio, measures the percentage of funds
provided by creditors: Debt Ratio of PTCL is increase in 2019 and then increase from 53.92to 55.39 in 2020
which indicates that financial position of the company is good and they have paid off some portion of debt
which they were having in 2019. This is because they had to pay for voluntary separation scheme in 2019.
Fixed Asset Turnover Ratio:

2020 2019
Fixed Asset Turn
Over 0.73 0.78
fixed assets turnover ratio, measures the turnover of the entire firm’s assets; it is calculated by dividing sales
by total assets. In year 2020 PTCL paid PTA for WLL license fee. Furthermore PTCL paid Loan to the wholly
owned subsidiary – PTML (UFONE) as well. These two entities together was a big expense for PTCL because
of which the cash in 2020 is reduced, which eventually resulted decrease in total assets.
In 2020, PTCL also took more Long term loans and did less short term investments in comparison to year
2019 because of which total assets in year 2020 are less in from year 2019.
Profit margin:
2020 2019
Profit margin 8.87 10.41
Profit margin increase in 2019 but in 2020 it decreases
Return on equity: (ROE)

2020 2019
Return on equity 7.41 8.80
89
May.
27
May.
27
Ratio of net income to common equity is measure of return on common equity (ROE). ROE increases from
negative value in 2017to 9.33 in 2019. This somewhat better result is due to the company’s greater use of debt.
Earnings per share:
2020 2019
Earnings per share (1.24) 1.46
No. of shares outstanding of PTCL are 5.1 Million in 2019 and 2020. In year 2020 PTCL’s Net income
increased from last year. This increase in Net income resulted in increasing the earning power per share from
1.24 in 2019 to 1.46 in 2020.
Price to Earnings Ratio
2020 2019
Price to Earnings 7.52 6.60
Ratio
Price/earnings (P/E) ratio shows how much investor is willing to pay per unit of reported profits. Price to
earnings ratio increases in 2019 and in 2020. It was (6.60) in 2019 and increased to 7.52 in 2020. Since it is
in negative in 2017 and has increased substantially increase which means it has large growth prospects. This
also shows that firm is less risky.
Market Value per share:
2020 2019
Market Value per 9.36 9.61
share
Market value per share of PTCL decreases in 2019 and then it is slightly increase in 2020.
90
May.
27
May.
27
Financial Ratios overview

Ratios 2020 2019
1 Current Ratio 0.87 1.00
2 Quick Ratio 0.80 .91
3 Debt Ratio 55.39 53.92
4 Fixed Asset Turnover 0.73 0.78
5 Debtors turnover 3.88 4.36
6 Return on capital employed

4.02 5.45
7 Operating Profit margin 6.90 9.14
8 Net profit margin 6.90 9.14
9 debt equity ratio 30.70 31.69
10 Earnings per share 1.24 1.46
11 Price to Earnings Ratio 7.52 6.60
12 Market Value per share 9.36 9.61
Dividend payout ratio 80.35 68.71

13
Dividend per share
14 1.00 1.00
91
May.
27
May.
27
92
May.
27
May.
27
93
May.
27
May.
27
Currently SAP is used in finance department of PTCL:
94
May.
27
May.
27
Snapshot of SAP software:
95
May.
27
May.
27
Chapter:8
Work Done During Internship
Weekly Timetable
First week timetable:
06-04-2021 Interaction with manager of revenue and collection department. In first

interaction I gave him detail introduction about myself. In which institute I am studying. In
which programmed I am enrolled, what is the scope of my study. What are my future plans
etc.
07-04-2021 Introduction of PTCL invoice with the detail description about the customer ID, NTN
number and exchange code
08-04-2021 Holiday
09-04-2021 Learned about how to deal with defaulter customers, how to deal with those customers
which have issues in their invoices like extra charge, Bill not received on due date.
10-04-2021 This is my first day of working in which they gave a list of roundabout 150 newly
installed landline numbers in order to confirm that customers are provided superior
services and they don’t have any issue regarding services or bill collection.
Second week timetable:
12-04-2021 Today they gave me the same job i.e. list of roundabout 150 newly installed landline
numbers in order to confirm that customers are provided superior services and
they don’t have any issue regarding services or bill collection
96
May.
27
May.
27
13-04-2021 Today they gave me the same job i.e. list of roundabout 150 newly installed landline
numbers in order to confirm that customers are provided superior services and
they don’t have any issue regarding services or bill collection
14-04-2021 They gave another list of rounds about 134 newly installed landline numbers in
order to confirm that customers are provided superior services and they don’t have
any issue regarding services or bill collection.
15-04-2021 Customer dealing i.e. resolving customer’s issue regarding their bills and
adjustments of bill, installments of bills and maintaining record.
adjustments of bill, installments of bills and maintaining record.
adjustments of bill, installments of bills and maintaining record
18-04-2021 Holidays
Third week timetable:
adjustments of bill, installments of bills and maintaining record
20-04-2021 Collect the adjusting bills and make record the entries of adjustment in software
and sent it to the manager
21-04-2021 Make payments of bills of defaulter customer through online PTCL machine
22-04-2021 Calling of those customers that have issue in the collection of bills and
97
May.
27
May.
27
EXPECTED WORK
then re-check the address of the customer and acquire an email ID for providing
bill through email.
23-04-2021 Recording of adjusting bills on MS-excel and sorting them on the basis of their
adjustment date.
adjustment date.
25-04-2021 Holiday
Fourth week
adjustment date.
adjustment date.
adjustment date.
adjustment date.
30-04-2021 Friday
1-05-2021 Helping staff in order to prepare list of demand notice in order to report to
headquarter and make them updated for new customers.
02-05-2021 Holiday
98
May.
27
May.
27
Fifth week timetable:
03-05-2021 Make lists of complaints about bills that are not delivered to the
customer address on due date.
04-05-2021 Today task was to arrange the bills regarding their exchanges and then
delivering them to their relevant exchanges.
05-05-2021 Visit of TCS office regarding billing issues because all the bills of GTR region
are wrong printed that are received by the Lahore headquarter printing
department through TCS. Then I work with the team that is working for the
correction of NTN number on bills.
06-05-2021 Make a list of saving certificates of NSC 1 which are hand over to the
National saving center for reissuance of new certificates.
07-05-2021 Friday
08-05-2021 Make a list of saving certificates of NSC 2 which are hand over to the
National saving center for reissuance of new certificates
09-05-2021 Holiday
Sixth weektimetable:
10-05-2021 Make bundles of bills of different exchange and then hand over these bills to the
parties (who delivered the PTCL bills like TCS, Pakistan Post etc.)
11-05-2021 Adjustment of bills.
10-05-2021 Eid Holidays
99
May.
27
May.
27
13-05-2021 Holiday
18-05-2021 Eid Holidays.
19-05-2021 Last day of my internship, I prepare a list of those numbers whose bills has
been adjusted due to extra charge in the bills
21-05-2021 Got Letter
Responsibilities as A Student Internee:
DUTIES:
As an intern in PTCL my duty was in finance department. There are no specific rules for an intern over
there, my supervisor Mr. Muhammad Umar daily guide me and taught all finance related activities.
Mostly I spent my time with finance manager Mr. Muhammad Ali. He also introduces me withhis all
works and sent me to sit with all his worker for knowing what is there role in finance department.In this
department I have already explained the members whose are performing their job. With every member
I did work and learn lot of things from them and also help them to perform theirwork
During my period of internship several performed several activities and several responsibilities are assigned
to me. In startup days I have given a list of NTC numbers (newly installed landline numbers).My
responsibility is to call individual customer either on his landline number and if
not answered than on cell phone number to take feedback from customers regarding services delivered
to them and to confirm that they properly received customer invoices on their registered addresses. If
the customers dint received invoices on their address then the address is reconfirmed and report is sentto
manager.
Another responsibility during my internship is customer dealing i.e. resolving customer queries regarding
their invoices. For example, some customer claim that extra charges are in their bill, in this situation the
customer invoice and PTCL database is cross checked and corrective action is
100
May.
27
May.
27
taken. If there are some remaining charges then the whole story is told to customer and if there is problem
in invoice than extra charges are deducted and the database is updated. Sometimes the customers are
unable to deposit their charges in single attempt for these customers installments are made so that they
deposit their dues conveniently.
During internship my manger give me a responsibility to sorting of the Adjusting bills and then recording
of bills in software.
NEW KNOWLEDGE ACQUIRE:

As a student I have no experience of practical life as before. This was a totally new for me, I learnt
lot of things. During my whole period of internship, I learned sufficient knowledge of organization i.e. what
the organization is about what are the products and services it offers and how it satisfies it wide range
customers, how the organization operates, who reports whom and how the diverse network is centrally
controlled. The greatest knowledge I have gain during my internship is customer handling or we can say
that customer dealing. There is wide range of customers some are educated and some are illiterate
therefore it is very difficult to deal with illiterate customers. During my internship I successfully
cope with customers and able to resolve all their queries and it is my immense pleasure
In our study life books are only guidance how we can face the situation. After experienced the practical
life I am able to explain that practical life is totally different. As an intern in PTCL I have experienced
finance work which is not before ever I have seen in my study career.
As, my professional career is going to start this opportunity is greatest ever opportunity to know about
the market trends. In the start of career this is one is greatest opportunity to make public relations that
help me to start my career with great position with passion
PROBLEMS ENCOUNTERED:
PTCL is great place to work. As such I do not face any major problems during my internship. Because
Mr. Muhammad Ali helped me in every issue I am facing in my internship. However, I was nervous
at the time when I have to enter the employee‘s leaves on the SAP system. I worked
101
May.
27
May.
27
many time on that and after that I was able to complete my task. The other problem is that I could not
get much overview of all departments in PTCL. Most of the time I was worked in finance
department. I have learnt majority of things in this department but I was not able to learn more thingsby
doing myself in other departments. So, I was not given specific duty to perform myself with complete
control. I could not get any access to any of the systems in PTCL.
HOW INTERNSHIP EXPERIENCE IMPACTS YOUR CAREER:

Internship is an integral part of any business student. As I am a BBA Banking & Finance student
my university provided me the opportunity to develop practical knowledge and also develop my
concepts which before that were only in theoretical form. My internship at PTCL has enlarged my
knowledge about the collection and revenue department. I learned the time management, rules
and regulation which can be main part of any organization. This organization is my 1st practical
learning experience and it will play a role of guide line when I will enter in my professional
career.
Chapter:9
CONCLUSION:
PTCL is one of the biggest and the leading organization in telecommunication sector. All the
telecommunication service provider in Pakistan directly or indirectly depends on PTCL for their
services. However, another edge PTCL has is that it is overlooked by state government and have
bargaining power.
After the completion of internship, it is concluded that it‘s my luck that I have able to do
internship in well renowned organization. During my internship I am able to learned enough knowledge
about true corporate culture, how things are run in corporations, in which way power is distributed, how
employees are controlled, how customers queries are solved and how to keep tight controlled on every
aspect. Today the difficulty is challenging Pakistan Telecommunication Company limited is that there is
no implementation of rules and regulation that may cause the low productivity of the employees.
The presence of worker and employees‘ unions in Pakistan Telecommunication Company that practice to
play organizational politics rather than of creative
102
May.
27
May.
27
work that may lead company performance on the track of success. According to my view, the miserable
customer relationship management, miserable customer dealing, miserable discipline are some
factors which can damage the branch of Model town exchange at macro level. Pakistan
Telecommunication Company limited has many products that may give large amount of profit if they use
aggressive marketing strategies at the time of launching of new products. PTCL give the tough
competition to its competitors in the communication sector if they use aggressive marketing
strategies. Pakistan Telecommunication Company increases the profit ratio if the hierarchy of the
organization is re-structured in future. Currently PTCL have many valuable
assets that may return more if these assets are utilize properly on time. The profit of Pakistan
Telecommunication Company Limited decrease as compare to previous year that may the cause of
inefficient use of resources and low productivity of the employees. Pakistan Telecommunication
Company Limited enjoys the monopoly in the market but the profit ratios according to this are very low.
The qualities of PTCL internet services are very low as compare to its competitors that are due to the
lack of technical expertise in the organization. PTCL can improve the quality of the services by the
hiring of efficient employees and through the training of the employees.
PTCL is well renowned and the largest organization in telecommunication sector and is growing day by
day but there are numerous shortcomings that management have to consider. There is lack of internal
customer focus management have to consider employees because these are the people who directly in
contact with customers if they are not satisfied than they are unable to
serve customers in an effective way.
Another problem is low productivity of employees, the work load on employee is too much due to which
their productivity is low.
Another weakness is that the implementation of rules and policies are not assured. The policies are
implemented without taken any consideration of outcomes.
The quality of services in specific region is another problem. Due to infrastructural problem the services
in specific region is very low there is anxiety in customer because there is mismatch between price paid
and quality of services.
103
May.
27
May.
27
There is inefficient utilization of resources in PTCL due to its vast infrastructure and there is no
proper maintenance of infrastructure.
PTCL-V, the fixed wireless phone service is poor.
RECOMMENDATIONS:
On the basis of PEST and SWOT analysis following are some recommendations that PTCL have
to consider.
i. Focus on internal customers (employees). Because these are the people through which
you provide services to customers.
There must be proper system for check and balance of employee productivity.
iii. In these days PTCL management focus on over employment issue. They are offering people
golden handshakes and limits on new hiring due to which there is threat of job loss. Management
have to give job security to rise employee satisfaction.
iv. Management has to consider the wants and needs of external customers.
v. More efficiency is required in customer care system
vi. An efficient system for effective utilization of resources and infrastructure must be
ensured.
During development of policies and procedure the outcomes must be considered.
viii. The billing disbursement method must be ensured.
ix. After due date bill deposit method requires certain improvement.
x. The method of employee claim of expenses must be enhanced and queries must be
entertained without any delay.
xi. Sub offices with delegated power must be established for customer convenience.
Critical analysis of the management patterns, week areas that need to be improved:
❖ According to my information, following points should be improved in the organization.
❖ PTCL should set up to the International Standards as it is the only one biggest
Telecommunication Company in Pakistan.
104
May.
27
May.
27
❖ Staff should be Hire on the basis of Merit and on Fair means rather hire Staff on the basis of
Biasness or some kinds of Personal Links.
❖ Employees are less motivated so the organization should set such kinds of Challenging tasks
and activities which help them to become Motivated Person.
❖ For training Purpose high skilled trainees should be hire which help the employees and train
them according to the international Standards with a modern education and the technology.
❖ The compensation system for the employees should be Equivalent to the other
International and Multinational organizations.
❖ Well there are only 38 dispensaries for 32000 Employees all over the Pakistan which is
❖ Promotion should be given on the basis of achievements,

attributes rather on superiority or by any other means.
❖ When the Employees got the training, they should be on the right place for which they
are trained for.
❖
105
May.
27
May.
27
GLOSSARY:
GSM =GLOBAL SYSTEM FOR MOBILE
CDMA =CODE DIVISION MULTILE ACCESS
IPTV =INTRNRT PROTOCOL TV
ISDN = INTEGRATED SERVICES DIGITAL NETWORK
UAN =UNIVERSAL ACCESS NUMBERS
PTC =PAKISTAN TELECOMMUNICATION CORPORATION
VSS =VOLUNTARY SEPARATION SCHEME
B& CC = BILLING AND CUSTOMER CARE SOFTWARE
ISDn =INTEGRATED SERVICES DIGITAL NETWORK
HTML =HYPERTEXT MARKU LANGUAGE
SPA =SOFTWARE PUBLISHR ASSOSIATION
futuristic approach = MODERN LOOK OR UNUSUAL
CDMA =CODE DIVISION MULTIPILE ACCESS
SEA_ME-WE =SOUTH EAST ASIA-MIDDLE EAST-WESTERN EUOPE
ISD Dialing System = INFORMATION SYSTEM DIVISION
106
May.
27
May.
27
REFRENCES:
Web Pages:
I. http://earnup.hubpages.com/hub/historyof_ptcl
II. http://www.scribd.com/doc/11170075/PTCL-Company-Analysis
III. http://www.onlinetaleem.com/ptcl/introduction-and-history-of-ptcl.html
IV. http://www.ptcl.com.pk/pd_content.php?pd_id=41
V. http://www.scribd.com/doc/63214835/Pest-Analysis-of-PakistanTelecommunication-
Industry
http://www.scribd.com/doc/37848431/Final-Internship-Report-on-Ptcl
PTCL Revenue and collection office model Town Gujranwala.
PTCL annual Report 2019-2020
PTCL Official website
PTCL Revenue & Collection department‘s manager
MR.MUHAMMAD.ALI # Cell. No 03338106847
107
May.
27
May.
27

PTCL Report Bbf-17024 Zaidan Buttttt - 240212 - 174159

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

PTCL Report Bbf-17024 Zaidan Buttttt - 240212 - 174159

Uploaded by

Copyright:

Available Formats

May 27, 2021 [PTCL INTERNSHIP REPORT]

INTERNSHIP REPORT ON PAKISTAN TELECOMMUNICATION

Submitted To: Prof. Amir Shahzad

Submitted By: Zaidan Butt

DEPARTMENT OF BBA (BANKING & FINANCE)

UNIVERSITY OF THE PUNJAB

OFFICE OF THE SENIOR MANAGER & HR BUSINESS PARTNER GTR GUJRANWALA

TO WHOM IT MAY CONCERN

II is 34101-0529809-1 is the student of BBA (Hops) in Finance from University

of the Punjab Gujranwala Campus was working as internee under Manager

Payment) GTR Gujranwala. He has successfully completed his internship in

and seniors was remarkable and trustworthy. We found his enthusiastic,

I wish his good luck for further career.

In the context, I select the PTCL (PAKISTAN TELECOMMUNICATION COMPANY LIMITED).

Acknowledgement & Dedication

experience in PTCL. As an Intern, I spent good time in learning.

Business Volume ................................................................................................................ 26

ADMINISTRATIVE MANAGEMENT STYLE. ................................................................................ 27

Hierarchy of Finance Department ..................................................................................28

Mr. Irshad Hussain: (Finance Manager) .................................................................30

❖ Switching Department ........................................................................................ 39

What are the customer’s needs? ........................................................................................... 56

❖ Digital Facilities ....................................................................................................58

Promotional Mix of PTCL ................................................................................................. 65

Factors that creates Threats.................................................................................................72

Technological analysis .............................................................................................................................. 75

CONTRIBUTION OF PTCL TOWARD ECONOMIC DEVELOPMENT .......................... 76

Employment selection proceed ............................................................................................... 80

HORIZONTAL ANALYSIS OF INCOME STATEMENT .............................................................. 85

FINANCIAL RATIO OVERVIEW ............................................................................................................... 90

Fifth week timetable ...........................................................................................................99

institute to do internship in an organization and acquire knowledge about its working.

INTRODUCTION OF TELECOM INDUSTRY:

Pakistan Telecommunication Company Limited is following a business-oriented policy to associate

1947 Posts & Telegraph Dept. established

1962 Pakistan Telegraph & Telephone Department

1990-91 Pakistan Telecom Corporation

Waiting list: 900,000 Expansion Program of 900,000 lines initiated

1995 About 5% of PTC assets transferred to PTA, FAB & NTC.

1996 PTCL formed listed on all Stock Exchanges of Pakistan

1998 Mobile & Internet subsidiaries established

2000 Telecom Policy Finalized

2003 Telecom Deregulation Policy announced

2005 26% Shares by Etisalat UAE through open bidding

LOCATION OF PTCL WHERE I HAVE DONE

Exchange Code Exchange name Bills

101 NEC-People colony 5278

485 NGN-Rasoolnagar 2205

491 ALCT-Botala jhanda 587

492 NGN-Bheri Shah Rahm 987

493 ALCT-MANDIALA TEGA 897

496 NGN-Wando 1785

500 ALCT-DHARIWAL 1387

476 NGN DC COLONY 2700

478 NGN-MURALIWALA 1367

480 ALCT-PAPNAKHA 356

481 NGN-JAMKA CHATHA 784

501 NGN-MANSOOR WALI 1256

505 ALCT-AZIZ CHACK 1478

517 ALCT-VERPAL 478

526 EWSD-INDUS.ESTATE 2 723

527 EWSD-LOHIANWALA 2134

532 ZTE-M-TOWN-V 3700