Umer Shoaib Pirzada Roll No: 35 Comsats Institute of Information Technology Internship ReportServis Sales Corporation Presented to: Mr. Ilyas Janjua Controller Examination, CIIT. & Mr. Fahim Akbar Mian, Manager HR (SSC) TABLE OF CONTENTS Internship Report MBA 1 1) PREFACE 2) ACKNOWLEDGEMENT 3) 4) 5) 6) 7) 8) 9) 10) 11) 12) 13) 14) EXECUTIVE SUMMERY INTRODUCTION AND HISTORY VISION AND MISSION STATEMENT Internship Departments Factory Outlets Department Corporate Sales Department Supply chain Department Whole Sale Department Marketing Department BCG Matrix SWOT Analysis Recommendations Internship Report MBA 2 PREFACE It is the requirement of the MBA course Comsats Institute of Information Technology Sahiwal campus that all students of MBA have to spend two months in any organization to get practical exposure and to get familiarized with the ways to live in the organizational environment which is dramatically different from the educational environment. That two months period called “Internship Period “, if spent properly and sincerely, enables the students to be more confident, more knowledgeable, more responsible and, above all, more committed to its work in the practical field. I have also been assigned to do internship of six weeks period in Servis Sales Corporation, which is a Pakistani local company and have 60 years experience in the market. This internship period in Servis Sales Corporation has enabled me to understand the practical scenario and sharpen our decision making power and utilizing the resources in an effective manner, so that by using our resources, how we can maximize our profit. In preparing this internship report, I have put all of my best efforts and tried my level best to get maximum knowledge about SSC. Despite of my all the coherent efforts, I do believe that there will always be a room for improvement in the efforts of learner like me. Umer Shoaib Pirzada Internship Report MBA 3 ACKNOWLEDGEMENT The whole praise is to almighty ALLAH, creator of this universe. Who made us the super creature with great knowledge and who able me to accomplish this work. I feel great pleasure in expressing my deepest appreciation and heartiest gratitude to my Teachers of Comsats and to the staff of Servis Sales Corporation for their guidance and great help during the internship period. I would like to express my deepest affection for my parents and friends who prayed for my success and encouraged me during this internship period. I appreciate and acknowledge the patience, understanding and love provided by employees of SSC. A token of special thanks to the following people who had been very friendly, co-operated with me throughout my internship period in Servis Sales Corporation and made it possible for me to learn and gather all the information needed for my internship report with as much detail as I could. These are the people who in spite of their busy scheduling took time out to explain to me the procedures and mechanics of work in the organization. My internship report would not have been possible without friendly and helpful attitude of following people. Mr. Fahim Akbar Mian Mr. Younas Mr. Usman Barkat Mr. Mudassar Ikram Mr. Attique-Ur-Rehman Mr. Asim Majeed Manager HR Merchandise Planner Supply chain Category Analyst FOL Senior Manager Corporate Sales Asst. Manager Corporate Sales Business Manager FOL Mr. Rashid Rafqiue Corporate Sales Officer Internship Report MBA 4 This has proven to be a driving engine for the business that has produced millions of satisfied customers. The Group invests actively in CSR initiatives and projects – nationally as well as abroad. SSC Private Limited. Its Group Company. It has further established some of the most loved footwear brands including Don Carlos. and Skooz. Calza. Adnan Akhtar Category Manager Whole sale Executive Summary Servis Group is Pakistan's largest footwear manufacturer and exporter. CAT and exclusive franchise of ECCO in Pakistan. Liza. is the country's largest retailer and wholesaler of footwear. The Company has strategic relationships with Group companies which offer world class footwear manufacturing facilities in Pakistan. It also has interests in retailing. Internship Report MBA 5 . It also has distribution alliances with leading international brands in footwear including NIKE. Cheetah.Mr. The Company runs its footwear retail business under Servis brand as Servis Shoe Stores. SSC is respected for its innovation footwear designs which are a result of its considerable invest in merchandising and product development departments. Toz. SSC a part of Servis Group Which has a rich heritage spanning over half a century and is today regarded as one of the most respected corporate citizens. The Group was set up in 1958 and today has sales of more than PKR 9 billion. Soul collection is dealing in ladies shoes and same like Stylo. Agencies. Internship Report MBA 6 . There is a wide range of ladies shoes is available all the time on Soul Collection and Soul collection has their own network. Like there are three two outlets yet of Shoe Planet in Lahore and Karachi where there are imported brands with Servis shoes are available. and Factory Outlets. Servaid Pharmacy as the name mention is dealing in Pharmacy and has a good name in the field of Pharmacy and this is now a growing business of Servis. Shoe Planet is a really a big outlet.SSC Retail Business currently comprises Company Operated Stores. The business is now eyeing Large Format Stores and Franchise Stores as its future growth engines. Servis Group employs close to 8000 people in its following Group Companies: • • • • • Service Industries Limited SSC Private Limited Shoe Planet Soul Collections Servaid Pharmacy Above all are separate entities and work their own. Making its debut in 1964 in the footwear industry of Pakistan. Liza. Calza. climbing the rocks. product innovation is the most important element in company’s marketing strategy and that is what makes Servis. Don Carlos. Servis Sales Corporation is the flagship company of the group with headquarters location in Lahore. one thing is an imperative for you. Servis started its operations with a small factory in Gujrat and established its second factory at Muridke Seikhupura Road in 1987. You can bank on Servis for your requirements. Today Servis is the largest footwear exporter of the country. Servis offers a new product range twice a year at the beginning of summer and winter seasons. Toz. Unshakeable trust. Servis today has become the most sought after name in the shoe industry. Winner of FPCCI trophy for best export performance six times. Nothing compares to a pair of shoes that are trendy and comfortable. and this is where Servis comes in. Popular Servis brands include Cheetah. unmatched products. Servis and more. That’s footwear. Skooz. a shoe company par excellence. superb quality and an amazing ability to satisfy the ever increasing needs of its clients are some of the qualities that make Servis your unbeatable partner. Servis enjoys a rich history of excellent performance.Introduction Walking on the roadside. going for a formal meeting or simply shopping on weekend. Internship Report MBA 7 . running on a track. Vision Statement Be the fastest growing company in every market we enter. Ensure product innovation and a buying experience that consistently exceeds customer’s expectations. Continue to improve the quality of life of it’s employees and their families. Mission Statement SSC will: Maximize value for its shareholders and business associates. Become a 10 billion rupee company by 2012 through leveraging its brands. rewarded and provided with greater opportunities. distribution and retailing strengths. Internship Report MBA 8 . Strive to provide an environment where employees will be developed. Leverage technology to gain competitive advantage. and spent two weeks in Factory Outlets Department with Mr. Internship Report MBA 9 . Qaiss Aslam(Merchandise Planner) and then finally two weeks in Whole Sale Department with Mr. Usman Barkat (Senior Merchandise Planner) and Mr. Rashid Rafique who is Corporate Sales Officer then two days in Supply chain (Retail) with Mr. • • • • Factory outlets Department Corporate Sales Department Supply Chain Department Whole Sale Department Schedule I divide my 6 weeks according to letter plan given by HR Manager. Adnan Akhtar(Category Manager) and Awais(Category Analyst). Mudassar Ikram who is supply chain analyst then two weeks in corporate sales department with Mr.Departments The following are the departments where I worked as an internee and experienced a good time with the Servis employees. FOL strategy is very simple.Factory Outlets Department Hierarchy of Factory Outlets Department: Business Manager Mr. dead articles which are not giving sale on the shops and also some A pair Internship Report MBA 10 . Ghulam Muhammad There are 33 factory outlets in all over the Pakistan. Younas Supply Chain Analyst Mr. Mudassar Ikram Supply Chain Analyst Mr. FOL strategy is to sale the rejected material of factories special low price articles. Servis Sales Corporation which is working under Servis industries Private Limited is doing its business in retail which is further divides in FOL and A pair. According to management FOL is very small part of their business however retail is big Giant. Lahore 5. The Supply chain Analyst according to their need place the order after checking out all the needed factors like closing stock. As Servis has 2 factories in Gujarat and Muridke which are full pack means these factories produce fully according to their maximum capacity. Imports. 1. but this production is not enough for Servis retail so then Servis go towards outsource from their Sourcing offices which are in Lahore. demand and last fortnight sale and the sourcing department make shoes from the local venders and then Supply chain analyst allocate the dispatches according to their factory Outlets need. Karachi. Karachi. 4. 3. and Faisalabad. Reference: Mr. Younas (Business Manager) Servis Sales Corporation has 6 sources from where it takes delivery of shoes. There are two Servis Factories. Working of these LPO’s is to develop the vendors. I understood from this that the main purpose of FOL is to help out the company and save from losses which may be company have to bear because of rejection without existing of FOL. And the last source is: 6. In FOL there are 4 types of shoes. Faisalabad. Service Industries Limited Muridke There are 3 LPO’s (Local Purchase offices) which is now known as Sourcing Office. Service Industries Limited Gujrat 2.articles which are specially prepared on order from Local venders. 1 A-Pair 2 Rejections Internship Report MBA 11 . Development Servis retail shops are going to become online in coming days but now all the shops managers send their data to Mantaq solutions who converts this data into soft copy. Source of FOL From the production of the factories when there is some rejection(not 100%) means error up to some extant occur in the pair then these articles go towards factory outlets then Factory outlet sale these articles at low price. Target Customers. Reference: Mr. All the 33 Factory outlets are SSC owned.3 Imports 4 Low Price Articles The purpose of factory outlets is to promote the Retail (A pair) and grow customers and to sale the rejection. sometimes FOL have to face a problem like sometime there is less rejection in the factories which do not fulfill the need of factory outlets then FOL makes estimates and give orders to Sourcing offices according to their needs and sourcing offices from the venders make articles according the production order of FOL. But Servis is giving Franchises of Retail (A pair articles). Basically Factory outs is working on rejection and special low price articles. so our targets are low income people who cannot purchase imported brands and costly shoes. Mudassar Ikram (Supply chain analyst) Franchising The interesting thing is that Servis does not give Franchise of FOL to Public. Internship Report MBA 12 . Categories and Ranges There are different categories and different ranges of sizes.5-10 French size 39-45 36-41 35-38 29-34 29-35 20-23 . English size 1) 2) 3) 4) 5) 6) Men Ladies Youth Boys Girls Child 6-10 3-7 2-5 11-1 11-2 4. Brands of FOL The following are the brands of Factory outlets Cheetah Liza Calza Skooz Toz Don Carlos. Then they send Po (production order). 24-28 Internship Report MBA 13 .Working of a Supply Chain Analyst Mantak Solutions(Computer related company who is working for SSC)send the soft data to supply chain analyst which they receive from outlets then supply chain analyst analyses this data and make their estimates that how much they have need for their outlets and how much they should give order and how much articles and for which outlets. 1) 2) 3) 4) 5) 6) 7) 8) Sports Shoes and Moccs Chappals Sandals Canvas EVA PVC Hawai Reference: G. Only FOL targets are 39 karores in 2008 of which round about 15 karores have achieved. 1st six month of the year is not so much running and profitable and maximum sale is related with the last six months. competitor in the area . Cash prize through scratch card to every customer who consumes more than 500 RS. income of the people of that area . Price Range The FOL’s articles price is very economical and for low income people and FOL’s price ranger is less than 700-800 rupees.M Khan (Category Analyst) Targets and Profit FOL targets are 140% of previous year. Promotional Strategy The recent promotional activity which Servis has introduced is “Jeet Ka Shashka” A scheme for the end user.The following are the sub categories of above categories. Internship Report MBA 14 . location etc. Product Development FOl receive photographs or samples of articles from the LPO’s and then choose different articles which like most and then order for the production according to need. Distribution Channel SSC is very choosy about place and open their outlets after determining many aspects like population of the area . no 1 2 3 4 5 6 7 8 Districts Peshawar Rawalpindi Gujrawala Gujrat Sargodha Lahore1 Lahore2 Faisalabad Number of FOL’s 2 3 4 3 2 4 4 4 MBA 15 Internship Report . Reference: Business Manager S. Like June is going on and the Management is planning for Eid and winter.Future Planning Servis plans before the beginning of the year and the season. Event planning. following is the detail.Servis divides the cities in different districts and this is their own setting for understanding. and think about the coming event round about 6 months like now Eid is coming and we have made all the plan about Eid because our 38% target sales come from Eid. this year planning. In the retail shops Servis sales their A pair articles through the advertisement then near the off season through sales then through reduction in prices and if some articles are blocked(not sale) then company stop to the production and send these all articles from retail to FOL and sale these articles on low prices in FOl and they plan like 5 years planning. next year planning. seasonal planning etc. Servis like its competitor ‘BATA’ imports shoes from venders. one who watches LPO’s and one is the business manager who watches all the things and also plans how to generate profit and make all the decisions. then there is a slab of this article which tells that at which price to sale this article. There are different slabs of different articles like if article Calza 350 has become a dead item in retail shop then if company wants to sale this article on FOL. not decorated and not giving sales. Like if target increases by 40% then 20% target from old shops. One who watches factories. Two years before when the name of Factory outlet was B pair shops at that time there was some difference in shops. Internship Report MBA 16 . In FOL dept. Targets set by Management himself by estimating their sale to check out last year performance and by new opened shops. but two years ago company changed its thought and gave value to FOL like now our FOL shops are same like A pair shops. There is no duplication chance in FOL and Retail shops. The business manager and the team visit China and give them order according to their need so in this way Servis imports. 12% from new opened shops and the left target from sale or reduction. and Liza 429 etc. Servis outlets have above 80% articles available all the time. these are also renovated and furnished and giving different schemes like now “Jeet ka Shashka”. Company was not showing its interest in FOL and shops were old. Skooz 270. Now the question is … why there is need of Imports? Because in Pakistan they have to bear much cost and also Production is also not fulfilling the need.9 10 11 12 Sahiwal Multan Sukkar Karachi 2 2 2 2 All the Servis articles have different codes like Calza 350. there are only three main persons who are working and giving business of billions to the company. We can understand easily from the following graph. Target sale Pairs.Reference: Mudassar Ikram (Supply chain Analyst) This is some facts and figures of last year.572.013.900 target sale and they achieved more than the target which is 280.548 Target Value for this year 240.374 In first row there are target sale pairs which the company assigns to sale minimum pairs.713.900 Target Sale value(achieved value) 280. In second column there is the value of target sale which the employees achieved on the base of this value the company assign them RS. 240.713.998.013 888. Internship Report MBA 17 .572. Last year Sale value(achieved value) 184. 000.000 260.000 220.000.000.000 240.000 230.290.000 Targ Valuefor et thisyear Targ S et ale value(achieved value) Internship Report MBA 18 .000.000 280.000.000.000 250.000.000.000 270. Country manager Shahid Iqbal Senior Manager Attiq—ur-Rehman Asst. Manager Asim Majeed Corporate Sales Assosiates Mr Rashid Corporate Sales Assosiates Faisal Imtiaz Internship Report MBA 19 .Corporate Sales This is the hierarchy of this department. No matter how big the consignment is or how fast it has to be delivered. From safety shoes to trendy sandals. Gas masks Products 1) Safety Shoes. Unshakeable trust. Rubber sandals and slippers. from highly quality joggers to matchless formal footwear nothing compares to Servis. Corporate sale department is very small department as compare to Retail and wholesale but here the working is interesting because the main reason is there is direct interaction with the customer. Liza. unmatched products. Toz. Servis is fully geared to deliver the best to its corporate customers. Servis offers a new product range twice a year at the beginning of summer and winter seasons. Safety shoes. You can bank on Servis for your requirements. superb quality and an amazing ability to satisfy the ever increasing needs of its clients are some of the qualities that make Servis your unbeatable partner.Today. Internship Report MBA 20 . Servis is always there. Servis enjoys a rich history of excellent performance. Servis and more. Don Carlos. Skooz. Product Range • • • • • All categories of leather footwear and sports shoes. Popular Servis brands include Cheetah. Canvas shoes. Calza. Corporate sales department actually based on the concept of Customization. To change the product or to make the product on the demand of their customer which fulfill the customer's need? Safety shoes is a shoes which is actually for the safety of the employees of any organization especially who are working on the sensitive places like People who works electricity department. 3) Third one is all the simple shoes like Cheetah and Don Carlos etc. Attique Ur Rehman Price Range Rs. Reference: Mr. The main source of the corporate sales business is Tenders. But to run this department seriously is really necessary because to stand in the market and not to give way to the competitor. this is also a source of advertisement also up to some extant and company is gaining a heavy profit from here.2) Law and Forces shoes for Army and Police. oil factory. We can say that this is the smallest department of Servis Sales Corporation and we can easily determine this thing from their targets as we had seen the Factory Outlet. Rashid Rafique Mr. They observe every tender specially bulk quantity tenders which give them a good business. Attique who is the senior manager of corporate sales told me that the last year target of corporate sales department was 100 million which they easily achieved and now we are looking for 140 million minimum. There are two types of bids in tenders one is Technical Bid other is Commercial bid. Reference: Mr. sugar mills etc. Internship Report MBA 21 . 800 to1800 per pair. 1) 2) 3) 4) 5) 6) 7) 8) 9) 10) 11) 12) 13) 14) 15) 16) 17) Adam Jee Insurance Pakistan Air Force Air port Security force Chevron Coca Cola DHL Pakistan Engro chemical Pakistan Limited Attock Petroleum Limited Atomic Energy Mineral center Atlas Honda Limited Fauji Fertilizer Company Limited NLC Multan Electric Supply Company Millat Tractor Limited Lahore electric supply company Limited Indus Motors Frontier Corps Internship Report MBA 22 . Reference: Faisal (Corporate Associate) I also learned how to send faxes to customers and interact with them and which companies are the customers of Servis. and this technology is in the Gujrat factory not anywhere else.Strength Servis has a main strength which makes the Servis superior than other footwear's that is Direct Inject technology. there is no any kind of stitches etc in these shoes. Direct inject technology is a technology by which company makes the shoes as a single piece. As we can see Servis has covered all the major companies of Pakistan by mentioning this latest technology. I have complete list of the customers and I mention some of the customers below. The above are some famous and major clients of corporate sales. tenders etc. Invoices and Goods receiving notes and make the filing of the new ones.E. I also checked all the files of these companies their quotations. Categorized these customers. Process • • • First of all search of the customers from different sources like the main source is internet then newspaper. Then contact to these customers through phone and get the information.T Sindh Police Rescue 1122 Rangers (Punjab) (Sindh) PSO Punjab Police Peshawar Electric supply Company Pakistan post Office Pakistan Steel Mills Karachi Pakistan Air force. Internship Report MBA 23 .18) 19) 20) 21) 22) 23) 24) 25) 26) 27) 28) 29) 30) 31) 32) 33) FFC Ltd Okara Army Orient Pak American Fertilizer Pak Arab Fertilizer Younas Textile Mills U. Then give the quotation to customer • • • Internship Report MBA 24 . Attique-ur-Rehman meets these customers.• Then senior manager Mr. Receive the Query from customer. if they say that soul should be like this then soul must customize like that etc. Like if they don’t want laces on the shoes then remove the laces. Check availability. • • Introduce the product to customers. Then customize the shoe according to customer need. This is an example of an original Quotation which company sent to its customer Engro Chemical-Pakistan-Ltd. Internship Report MBA 25 . Internship Report MBA 26 . ] • Then customer send purchase order to company. Internship Report MBA 27 . Engro chemical sent to the department. The following is an example of a Purchase order which customer. Internship Report MBA 28 . GRN is that when the customer receives the product sign on the note and the delivery person submit the copy to Logistic. Internship Report MBA 29 . Then send a copy of GRN (Goods receive notes) to the factory and a copy to Logistic department. Follow up the factory because time is the main factor in all the process.• • • • Then corporate department give Production order to factory. Tender Sales Data/Listing Tender add/Information Telephonic/Introduction Letter Collection of Tender Form Query/Requirement Making of Earnest Money Quotation and Samples/Catalogue Samples Purchase Order from Customer Quotation Production Order to Source Tender Participation Confirmation of Production of required Convincing Visits Shoes GRN/Supply Bilty Invoice from Source Signed GRN from Logistics Sales Tax Invoice from A/Cs for customer Payment Tax challan Letter of Intent Purchase Order Return of Earnest Money Security Deposit Production order to source Confirmation of Production for Inspection call Inspection Approval Inspection Certificate GRN/Supply Bilty Invoice from Source Signed GRN from Logistics Sales Tax Invoice from Accounts Deptt.Document Process for Sales There are two types of sales. Payment from Customer Return of Performance after Completion of Period Direct Sales Supply Chain Hierarchy of this Department Internship Report MBA 30 . suppliers. the supply chain includes all functions involved in fulfilling a customer request (product development. Within each company. In actual Supply chain is about the planning and distribution of Retail. and customers. marketing Internship Report MBA 31 . transporters. retailers. warehouses. Including the manufacturers. directly or indirectly. in fulfilling a customer request. All stages involved.GM (Abbas Ali Sherazi) Senior Planning Manager Planning Manager Planning Manager Planning Manager Merchandise Planner Yousaf Muneer Qiass Aslam Fahad Sadaqat Sheraz Baig M Usman - Sara Tufail Zaid Bin ShahRu Supply Chain department. finance. Ladies look after by Miss Samia Saleem and YBGC look after by MR Usman Barkat. Ladies. AbuBakar. Probably more accurate to use the term “supply network” or “supply web” Typical supply chain stages: customers. Qaiss Aslam) 3 Categories: • • • Men Ladies YBGC (Youth. Subcategories are: Men. YBGC Support Shoes Shoe Moc Chappal Sandal Canvas Havai PVC EVA Maximize overall value created.operations. and products in both directions. but also includes movement of information. customer service. suppliers. retailers. Girls. distributors. Boys. Customer is an integral part of the supply chain. Includes movement of products from suppliers to manufacturers to distributors. All stages may not be present in all supply chains. manufacturers. distribution. Children) Men category look after by Mr. Reference: (Mr. funds. Supply chain value: difference between what the final products is worth to the customer and the effort the supply chain expends in filling the customer’s Internship Report MBA 32 . Each category is divided in subcategories which are the responsibilities of the other members mention in the hierarchy. request. Qaiss who guide me so well that I am able to know about the Supply chain department only in two days. Whole Sale Internship Report MBA 33 . Planning decisions: Which markets will be supplied from which locations Planned buildup of inventories Subcontracting. Usman Barkat and Mr. competition over the time horizon Reference: (Usman Barkat) Feedback I spent only two days here in supply chain department and this was the cooperate of Mr. Fixed by the supply configuration from previous phase. exchange rates. Starts with a forecast of demand in the coming year. backup locations Inventory policies Timing and size of market promotions Must consider in planning decisions demand uncertainty. Value is correlated to supply chain profitability (difference between revenue generated from the customer and the overall cost across the supply chain) Supply Chain Planning • • • • • • • • • • Definition of a set of policies that govern short-term operations. Men/Ladies/Youth/Boys/Girls/Children Internship Report MBA 34 .Open Chappal Liza-----------.Wholesale Department Company Corporat e Retail Wholesal e Dealer Network Retailer Brands Cheetah -------.Ladies Slippers Skooz---------.Joggers Don Carlos-----.Formal/Casual Shoes N-Dure--------.Casual Shoes Maximus-------Formal Shoes Calza----------. Internship Report MBA 35 . Hierarchy of the Department Country Head 4 RSM Operation Manager Senior Manager Planning& Development Zaher-ud-Din Babar (North) Azhar naeem(Central !) Iftikhar hussain(Central 2) Syed Urooj(South) Category Manager Category Analyst Internship Report MBA 36 . 61 billion. Awais (Category Targets and achievements Last year target of whole sale was 1. Reference: manager) Mr. There are 13 Depots in all over the Pakistan. one is registered and others are non-registered dealers. There are round about 2000 registered and non registered dealers. Internship Report MBA 37 .Depots are the channels from where whole sale department distributes or sales shoes to dealers. Dealers come and make choice of their own and place the order that this article we need in this quantity then if the stock is available at the store then the store keeper dispatches otherwise make order to the wholesale department and the wholesale department according the present and future need place the order towards the factory. 500. Who pay the fees is registered and who do not unregistered. Every Depot has a big store behind the show room.56 billion rupees. There are two types of dealers. Registered dealers have a benefit of discount and credit facility more than non-registered. The department achieves 1. Requirements to become a Dealer To become a dealer first of all the candidate has a place of his own and then he have to fill a form and submit a non-refundable amount of RS. In case of imports no involvement of Depots exists. That was PB05 and PB01. On the basis of previous. Internship Report MBA 38 . In Barkat average price of article was 1000 RS. In Defense average price range was 2000 RS. In case of Local. Then when the consignment comes distribute in the field total consignment through the depots order and own forecasting. Market Survey Then on 17th July 2008 I went to market on two shops on a survey. In case of factories there are daily dispatches. demand etc send order for production. sale.Process Whole sale department receives APD from Depots 3 months ago. I visit Barkat Market shop and Y block market in Defense I checked the new articles of Skooz which recently come from Local purchase these were Skooz 328. and 366. In ladies GL06 chappal was most selling item. 367. I checked their sales but that was nil because these were recently coming articles. I asked about the best article of the year. stock. give allocation for one month. Whole sale department with their own will and demand send order in case of imports. y Sale From 1St. Pairs T. Pairs L.7 3 108. L.3 Total Men 4 319.9773 1181546918 1 108.1 6 133.6 326693004. Jan.y Sale From 1St.5 1221945.62 973775658.5 307999764 354588600.81 3192178 1266008.39 10433859.4 5689143.8 5 90.72 11494546.2 8 Men Sports+Cheetah (PU) Shoes/Moccs Chappals Sandals Canvas PVC EVA Hawai Ladies Sports Shoes/Pumpies Chappals Sandals Internship Report MBA 39 .1 4 64. Value L.y Sale From 1St.3 386070054 33040474. Jan.58 1828512 1784 782489.y Totally % Ag.8 469946722.The following are the facts and figures of previous and this year in which we can see last year sales pairs and last year sale value with this year sale pairs and this sale value with total %age comparison of this year with previous year.8 729 115662 625783 24515 3556 145603 851846 17920 366928 36090763.5 4 121. Jan.33 47337804 216246094. Sale From 1St.93 162301976 7659129 1173470.2 4 74.y 146. Jan.2 8 0. Value T.2 35965185.7 7 57.1 300141 415074 1031258 55282 59028 29343 9737 20950 1920813 419197 431445 1250243 58346 56462 15467 19 11721 2242900 210797446.0 4 121.732 1 131. 5 2050 49477 1171 65477 954235 10716601 577896 15435280 6 144.64 514914.6 4 129.9 2 161.2 5 #DIV/0! 13.4 23141 64984 50329 12807 5381 0 2296 0 158938 32311 80922 89397 11424 5011 0 734 0 219799 10103600.5 1 #DIV/0! 31.6 2 107.93 0 196659 0 48591994.91 1200236.31 5048984 22812658 1939249.6 8 112.4 22521207.65 273927464.5 4 182.0 1 60.75 0 126303 0 31209119.95 18229835 16130815.1 0 #DIV/0! 148.26 2889124 741006.11 1721936.07 0 17265 0 34170640.Canvas PVC EVA Hawai Total Ladies 89.1 20565 64154 12395 12496 6680 0 1736 0 118026 13040 84955 13856 13632 9498 0 243 0 135224 8397632 17323900.39 7 123.0 3 3 0.93 102 541346.45 2921710 717637.2 1 88.78 210849290.9 0 61157 0 71919273.4 9 60.83 29392149.7 Youth Sports+Cheetah (PU) Shoes/Moccs Chappals Sandals Canvas PVC EVA Hawai Total Youth Boys Sports Shoes/Moccs Chappals Sandals Canvas PVC EVA Hawai Total Boys Girls Sports Shoes/Pumpies Internship Report MBA 40 .5 21794 2 5935 10179 804599 20242 0 55 7349 1046571 3374129.7 3152247.3 3020765.38 3248171 682912.6 7 #DIV/0! 109.1 0 88.836 456421.8 9 167.68 2 131.26 16314628.156 0 3764.9 5 108. 5 7 151.64 0 0 0 0 29473430.05 4592122 0 0 0 0 24113185.2 2 #DIV/0! #DIV/0! #DIV/0! #DIV/0! 160.Chappals Sandals Canvas PVC EVA Hawai Total Girls 527.5 14215 52497 30172 24017 0 0 0 0 120901 166 8298 68175 43717 31772 0 0 0 0 151962 -2231 5809420 10134248 3577395.1 9 64.9 3830 1277 0 0 0 0 56634 25467 323 0 0 0 0 92438 807159 214718 0 0 0 0 12692713 4261346 58452 0 0 0 0 20332974 4 27.7 8 #DIV/0! #DIV/0! #DIV/0! #DIV/0! 122.06 6143467.7 0 9 139.8 7 133.2 3 #DIV/0! Childrens Sports Shoes/Moccs Chappals Sandals Canvas PVC EVA Hawai Total Children Total B-Pairs G/Total: 3180077 3886663 130123196 0 161137070 123.8 1 3 Internship Report MBA 41 .05 0 3752059 14144786 5433118. Last year one person won a car who belongs to from Jhelum then company advertise him through ads photographs and print media. Every customer who consumes 1500 RS to purchase some article can become a loyal customer and can get Loyalty card by filling a form and then after some process company dispatches the card. and Price. Customer Services Servis provide Customer Services through give them warranty and guarantee on shoes.Marketing Competitive Advantage Servis has competitive advantage on it product range. its brands name. Customer Relationship Management To develop customer relationship management Servis provide Loyalty cards to their Loyal customers. Company also provide after sale services. Company also sends catalogues on customer’s addresses. Internship Report MBA 42 . One time entry on every 500 consumed in the shop. BCG Matrix SSC Internship Report ? MBA This was not difficult for me to find that where SSC falls in BCG matrix. SSC falls in Stars situation because Stars generate large amount of cash because of their strong relative market Cash Cow Dog 43 .Marketing Strategy SSC use aggressive marketing and take advantage through give ads on TV channels. Advertising There is a team who plan that when there is need of advertisement and how to advertise or running a campaign but there is no advertising agency of Servis so Servis use outsourcing from different advertising agencies. different campaigns and promotional activities so their competitor is so far from them on this side. SWOT Analysis Following are the strengths. weaknesses. If a star can maintain its large market share. therefore the cash in each direction approximately nets out. opportunities and threats which I personally observe in the company. Geographical coverage Variety of products Image of durable shoes Strong market share in sports and school shoes Internship Report MBA 44 .share. but also consume large amounts of cash because of their high growth rate. Strengths: Largest footwear group in Pakistan 60 years experience Old employees Accessible to all income segments in country. it will become a cash cow when the market growth rate declines. The portfolio of a diversified company always should have stars that will become the next cash cows and ensure future cash generation. Weak corporate image of Servis group Distribution network as compare to Bata is little bit weak.Brand name like Cheetah. Different market segments have been targeted by competition. Internship Report MBA 45 . Need to find ways to build on the strong equity of the brand. Don Carlos Weaknesses: Female market penetration is weak Low aspiration value in high income group Don Carlos communication seems to be static. Opportunities: Penetration in the female segment Creation of innovation and customized products Further segmentation within sports segment Improve shopping experience at retail outlets Major portion of market untapped Threats: Stiff competition in the market from local and foreign brands Aggressive marketing tactics by other shoe manufacturers. Promotional activities are same which were 10 years ago. Internship Report MBA 46 .Unbranded small players competing against different brands of Servis Recommendation Servis sales corporations is weak in its competitors analysis. Prices are high of SERVIS articles because now in the market there are China shoes and local companies. MIS system is weak. because when FOL or Retail sets their articles prices they should be aware of competitors prices so I will recommend that they should also study to their competitor that what are Bata’s strategy like which campaign or pricing strategy Bata is going to launch. so now there is need to be reduce the prices. So there should be such team who operate marketing information system. like a low quality ball with every Skooz so there is need to change them in this modern Era. Rewards and compensations are not satisfying to its employees. Internship Report MBA 47 . In the outlets of Servis there is no availability of all the articles that’s why positioning of Servis in general customer is that there is no development in the shoes or the young generation thinks that there is no funky shoes which will attract them so Servis should make positioning in the mind of customer about their developed articles and fleets. Budget of FOL is not enough. budget should be increase because FOL is targeting low income people and giving a good business to company. so there should be such rewards and benefits that if employees achieve the targets then they should be satisfied. Servis should allow some degree of freedom in its policies and work procedures and policies according to the environment and conditions of Pakistan without having to ask for permission every time.