Wah Industries Limited

The power of precision

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 Internship Report
Bachelor of Business Administration

Name: Syeda Nawal Haque

Registration no: SP14-BSBA-011

Specialization: Marketing

E-mail: syedanawalhaque@gmail.com

COMSATS Institute of Information Technology

WAH INDUSTRIES LIMITED

Telephone no: 051- 9314283

Address: Quaid Avenue, Wah Cantt

Supervisor Name:

Mr. Ayaz Ahmad (internal)

Mr. Rashid Salman (external)

Start date of internship: July6, 2017

End date of internship: August19, 2017

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 Syeda Nawal Haque

Completed internship at

WAH INDUSTRIES LIMITED

Internship report submitted for the final evaluation in partial fulfilment of the requirements
for the degree of

BACHELOR OF BUSINESS ADMINISTRATION

It is certified that, the internship report and the work contained in it conforms to all the
standard set by the institute for the evaluation of any such work.

1. _________________________

2. _________________________

3. _________________________

4. _________________________

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 Dedication

“ALL MY ACHIEVEMENTS ARE DEDICATED TO MY PARENTS AND MY SISTERS

FOR THEIR ENDLESS GUIDANCE, LOVE, SUPPORT AND ENCOURAGEMENT.”

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 Acknowledgement

All the praises are for the almighty, Allah who has given me the courage, ability and
potential to complete this Internship. I also pay my gratitude to the Almighty for enabling
me to complete this Internship Report within due course of time. Secondly, I would like to
thank my parents and sisters who helped and guided me whenever I needed.

Especially I would like to thanks my teacher and my supervisor Sir Ayaz Ahmad without
her help and knowledge sharing I would not be able to write this report in time. He has
played a major role in making this report. His quality of teaching and deep analysis of
everything is something which I will remember all my life. Studying under him was not
just my professional need but he has also worked really hard in planning our future
projects.

I also thank all the members of the different section of sales and marketing department and
administration department of Wah industry limited especially Mr.Rashid Salman Asst.
Manager Sales and Marketing Executive and Admin & HR management for providing
me requisite information and knowledge for compilation of my Internship report and
guided me in my internship.

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 TABLE OF CONTENT

EXECUTIVE SUMMARY ................................................................................................. 8

WAH INDUSTRIES LIMITED ........................................................................................... 9

1.0 COMPANY BACKGROUND ..................................................................................... 10

1.1 COMMERCIAL ENTERPRISE OF PAKISTAN ORDNANCE FACTORY ............................ 10

1.2 MISSION............................................................................................................... 12

1.3 OBJECTIVE ............................................................................................................ 13

1.4 AUTHORITY .......................................................................................................... 13

1.5 QUALITY CONTROL DEPARTMENT......................................................................... 13

1.6.0 MANAGEMENT .................................................................................................. 15

1.6.1 ORGANIZATION HIERARCHY .............................................................................. 16

1.7.0 SUBSIDIARIES OF WAH INDUSTRY ...................................................................... 17

1.7.1 HI-TECH PLASTIC (PVT) LTD ................................................................................ 17

1.7.2 WAH NOBEL (PVT) LTD....................................................................................... 18

1.7.3 ATTOCK CHEMICALS (PVT) LIMITED.................................................................... 19

1.7.4 WAH BRASS MILL (PVT) LIMITED ........................................................................ 19

1.7.5 SANJWAL SOLAR POWER (PVT) LIMITED ............................................................ 19

1.7.6 WAH GEZHOUBA (PVT) LIMITED ........................................................................ 19

1.7.7 SHOTGUN AMMUNITION FACTORY ................................................................... 20

1.8 FINANCIAL MANAGEMENT ................................................................................... 21

1.9 FUTURE PLANS ..................................................................................................... 22

2.0 BUSINESS OPERATIONS ........................................................................................ 23

2.1 ADMINISTRATIVE DEPARTMENT ........................................................................... 23

2.2 ACCOUNTING AND FINANCE DEPARTMENT .......................................................... 25

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2.3 SALES AND MARKETING DEPARTMENT ................................................................. 26

2.3.1 12 BORE SHAHEEN CARTRIDGES ........................................................................ 27

2.3.2 PROJECT SECTION .............................................................................................. 29

2.3.3 ARM AND AMMUNITION ................................................................................... 30

2.3.4 CIVIL PRODUCT .................................................................................................. 31

2.3.5 DISPOSAL SECTION ............................................................................................ 32

2.3.6 CHEMICAL SECTION ........................................................................................... 33

2.4 MARKETING MIX .................................................................................................. 34

2.4.1 CUSTOMER RELATIONSHIP ................................................................................ 36

2.4.2 CUSTOMER RELATIONSHIP STRATEGY ................................................................ 36

2.4.3 COMPETITORS ................................................................................................... 36

2.4.4 COMPETITIVE STRATEGY.................................................................................... 37

2.4.5 SALES PLAN ....................................................................................................... 38

2.4.6 MARKETING STRATEGY ...................................................................................... 39

2.4.7 GROWTH STRATEGY OF MARKETING .................................................... 39

3.0 JOB DESCRIPTION ................................................................................................. 41

4.0 SWOT ANALYSIS ................................................................................................... 43

4.0.1 ANALYSIS .......................................................................................................... 44

4.1 PESTLE ANALYSIS .................................................................................................. 47

4.2 LEARNING DURING MY INTERNSHIP ..................................................................... 49

4.3 ANALYSIS OF PERFORMANCE ................................................................................ 50

4.4 CONCLUSION ........................................................................................................ 51

4.5 RECOMMENDATIONS ........................................................................................... 52

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 Executive Summary

I have recently done my internship in Wah Industry Limited. This is the commercial
enterprise of Pakistan ordinance factory. I visited each and every section of Sales and
Marketing Department and also visited other departments like Account and Finance and
Administrative Department. After this I have started my internship in Sales and Marketing
Department as scheduled by GM. The internship basically revolved around the activities
required for the sales and marketing of different products. The working & the commitment
of the employees of Wah Industry Limited is really exemplary.

The difference between the success & failure is doing things right and doing things nearly
right, & WIL has always tried for success & that is why it is known to be one of the
leading defense industry in Pakistan. Irrespective of all these positive points of WIL, I
have noticed a few areas where the improvement can really increase the efficiency of
WIL.

In this report I have given a very brief review of what I have done in each section of Sales
and Marketing Department during my internship and also discussed the procedure of each
section in detail. I have also mention the marketing mix and its marketing, competitive and
customer relationship strategies. Then I have done a detailed SWOT analysis as well as
PEST Analysis.

Then I have discussed about my learning in the whole internship that is all about the
practical experience and knowledge which I got due to this opportunity. I have made it
possible to write each and every thing that I have learnt there due to their help and
guidance. I have tried to put all my practical efforts in the form of this manuscript that is
the asset for my future career.

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 Wah Industries Limited
Commercial Enterprise of Pakistan Ordnance Factory

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1.0 Company Background

1.1 Commercial Enterprise of Pakistan Ordnance Factory

Wah Industry Limited was established as commercial enterprise of Pakistan Ordnance

Factories on November 07, 1958 and under the company Act of 1913 it was consolidated
as a public Limited Company with the investment of Rs.100, 000.The aim of establishing
this company is to utilize the spare capacity of POF, to increase the profit and to dispose
of the waste POF.

Registered office of WIL is situated at Jinnah Avenue (The Mall), Wah Cantt, Tehsil
Taxila, Distt: Rawalpindi (Pakistan). WIL is involved in the production of 12-Bore
Shaheen Cartridges (manufactured in WIL Shot Gun Ammunition Factory) and also in the
sale and marketing of a wide variety of engineering products, chemicals, arm and
ammunition and variety of military and commercial garments. According to the
international standards and quality at competitive rates. For selling the Civil Products of
POF, WIL is the sole agent.

From the beginning the company is aware that the products which they have to sale is not
an FMCG Products and their target customers are also very different as compare to other
commercial enterprise. The products which they are selling are highly delicate and
dangerous. For this reason they have to follow strict rule and regulation otherwise it can
cause security issues. WIL is the commercial enterprise of POF and it is the public limited
firm. They knew that they will face less competition as government does not allow other
companies and business man to enter in this business due to the sensitivity of the product
which they are selling.

Wah Industry limited is engaged in the production of 12 Bore Shaheen Cartridges and
marketing of a wide variety of engineering products and chemicals and are manufacture by
POF and try to meet the international standards. One of the most important products of
this company is 12 Bore Shaheen Cartridges which is mostly used for hunting and
different games. Different qualities of Shaheen Cartridges are available. The best among
them are Shaheen super and Shaheen Excel.They are also trying to provide best quality of

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Arm and Ammunition, Civil and Clothing factory product so that they retain and attract
the customers.

In 12 Bore Shaheen Cartridges they provide different varieties like in shot No. 4, 5, 6, 7, 8,
9 , BB, AAA, SG and LG with 31 gm game load.

The best quality product of 12 Bore Shaheen Cartridges is Shaheen Super and Shaheen
Excel because they have extra-long length cartridge with 16 mm long head, imported
primer and 36 gm load.

They provide Mild Steel, Medium Carbon Steel and Aluminum Ingot.

They also do Iron and Steel Casting and forgings.

Provide Carbide Tips, Tools, Gauges, Mold, Dies and other tool.

Brass and Copper Sheets, Strips, Rods, Pipes Wire and profile shape in any required shape
and quantity.

They supply copper pipes for refrigeration, air conditioning and sugar industry.

They also dispense chilled iron shots/grit (round/crushed).

Provide Industry Chemicals and Explosives i.e. nitric acid, acetone, nitrocellulose,
nitroglycerine, etc.

They provide Pakistan National flags.

Testing and analysis of ferrous and non-ferrous material, refractory materials paint,
lubrication, oil and greases.

They provide Repair and calibration of pyrometer and hardness testing machines.

A part from the above, obsolete/surplus stores and scrap generated as by products in
Pakistan Ordinance Factories, are also disposed by WIL through open public tenders and
auctions.

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1.2 Mission

The main mission and objectives of the Wah Industry Limited are:

Sales and Manufacturing of quality product of 12 Bore Shaheen Cartridges for

Hunting and Sports.
Sales and Manufacturing of high quality Arm and Ammunition and
commercial explosive.
Utilization of spare capacity of POF by marketing its civil Products.
Disposal of Obsolete and Surplus Plants, Machinery and Store Ferrous and
Non Ferrous Scraps.
Utilization of company’s fund in profitable joint ventures and subsidiaries.

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1.3 Objective

The main objective due to which Wah Industry Ltd establish is to utilize the surplus
capacity of POF so that they can meet the requirement of civil sector. The reason for
starting this is increase and regulates the sale of civil production items.

1.4 Authority

According to the agreement, that is done on 5th March, 1962 between POF and WIL. It
has been appointed as sole selling agent of POF products. Under the company’s ordinance
of 1984 it is incorporated as commercial enterprise of WIL. It should functions according
to the preview of memorandum and article of Association and in company’s ordinance it is
registered as a public company to achieve its objective.

1.5 Quality Control Department

The Wah Industry’s management is fully committed to a quality policy, which made
possible for them to provide quality product conforming to the requirement of their
customers. They consistently try to provide quality product and service at competitive
prices through market driven and services oriented management team.

The caliber and participation of their employees are the cardinal element of their quality
policy. It is therefore constantly require updating the skills of their employees through
training and acquisition of state of the art technology. This will help them to achieve their
objectives. During the production, quality control lab ensures that every work has done
according to the standards of WIL. Following checks are made at different departments

Quality Assurance

• ISO 9001-2000

The international Quality standards for Design, Development and Manufacture of Small
Arms and Ammunition and Personal Load Carrying Equipment (PLCE)

• ISO-14001

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International Certification for maintaining ideal environmental standards.

• ISO 17025

This certification is for Material Testing Labs, Ballistic Labs and Standards Labs.

• OHSAS-18001

This is for occupational Health and Safety Management Systems.

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1.6.0 Management

Following is the list of management of WIL.WIL is headed by the Chairman of Pakistan

Ordinance Factories with a board of directors. Who are the key decision makers about the
company. Rest of the management staff is related to the work flow of the organization.

Chairman Lt. Gen.Umar Mahmood Hayat

Directors Mr. Usman Ali Bhatti

Mr. Abdul Aziz

Managing Directors Mr. Hashmat Hussain

Secretary WIL Mrs. Zubia Saleem

GM Marketing and Sales Mr. Wasif Afzal Taseer

Manager Marketing and Sales Mr. Razi-ud-Din

AM Sales and Marketing Mr. Razi-ud-Din

AM Sales and Marketing Mr, Mehmood Ali Raja

AM Sales and Marketing Mr. Rashid Salman

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 1.6.1 Organization Hierarchy

Managing Director

Admin Sales and Marketing Finance

Department Department Department

Secy. WIL GM GM
Sales and Marketing Finance

Staff Staff Staff

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1.7.0 Subsidiaries of Wah Industry
Keeping in view to utilize the companys funds, WIL has made various joint ventures and
invested its funds for the establishment of following subsidiary companies :-

Wah Nobel (Pvt) Ltd

Wah Brass Mills (Pvt) Limited
Hi-Tech Plastics (Pvt) Ltd
Attock Chemicals (Pvt) Ltd
Sanjwal Solar Power (Pvt) Ltd
Nobel Energy Limited
Wah Gezhouba (Pvt) Limited
Wah Clothing (Pvt) Limited
Shotgun Ammunition Factory
Packages Factory

1.7.1 HI-Tech Plastic (Pvt) LTD

Hi-Tech Plastic is the subsidiary of WIL. Is a company that is involved in the processing
of plastic This company is equipped with all the modern technology such as injection
molding, extrusion and blow molding facilities. Its customers always enjoy quality
products at competitive prices and get the delivery on correct time. That is because of its
strategic location, guaranteeing uninterrupted supply of electricity and all other utilities,
along with safe and secure work environment. It provides supply of wide range of
sophisticated plastic packaging and products to Defense Sector and high precision plastic
components to country’s industrial units, in addition to general consumer items.

Product Range

Box and Tubular Type packing for various items.

Defense Ammunition, Rockets and Motor Bomb.
Plastic component for defense products.
Plastic components for 12 Bore Shaheen Cartridges
Various commercial items including HDPE Pipes.
Provision of molding facilities for different items including Battery containers.

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1.7.2 Wah Nobel (Pvt) LTD

Wah Nobel is the subsidiary of Wah Industry Limited. Their vision is to be the market
leader and serve the needs of customers with full dedication, fulfill their current need and
anticipate future need, create value for customer, shareholder, employees and the
community.

Commercial explosives and accessories

Gelatinous Explosives
Emulsion Explosives
Powder Explosives
Blasting Accessories
Electric/Non Electric Detonators

Industrial Chemicals

Formaldehyde
Urea Formaldehyde Glues
Foundry Resins
Acetic Acid
Ethyl/Butyl/Acetate

Trading Items

Methyl Ethyl Ketone

Toluene
Ni-Hexane
Xylene
Methanol Base Thinner

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1.7.3 Attock Chemicals (Pvt) Limited

This company was established in 1976 with collaboration of WIL and Pakistan Oil fieds
Ltd (POL).Share of WIL in this company are 40% and POL hold the 60% of the shares;
later on these shares were sold by them to Mukhtar Traders, Rawalpindi. The Board of
Directors of ACL consists of seven members, out of which 3 are of WIL. In the
manufacture and sale of Sulphuric Acid and Oleum the company is mainly involved.

1.7.4 Wah Brass Mill (Pvt) Limited

Wah Brass Mills was established in 1954 as a part of Pakistan Ordnance Factories (POF)
to cater the demand for Pakistan Defense Forces. Since then it has been providing various
Copper Alloys including Brass, Gilding Metal, Gilding Metal Clad Steel for various ammo
production to the other factories of POF.

The current A-40 Brass Mills of POF has been transferred to Wah Brass Mills (Pvt) Ltd
through WIL .It is transferred to enhanced the quality of ammunition of POF and to
redevelop, up-grade and modernize it. They also procured and installed new machinery.

1.7.5 Sanjwal Solar Power (Pvt) Limited

This company was established in 2011. This subsidiary is absolutely owned by WIL. The
reason of its establishment is the installation of 5MW Solar Power Plant at POF Sanjwal
on IPP mode. AEDB issued the letter of Support to SSPL on 26-11-14.AEDB also
finalized Energy Purchase Agreement (EPA) and Implement Agreement (IA) for SSPL.

1.7.6 Wah Gezhouba (Pvt) Limited

Board of Directors of WIL got approval for setting up a joint venture with M/s Gezhouba
Explosives Co. Ltd, China for the manufacturing of bulk and packaged Emulsion
Explosives and ANFO to meet the future requirement of mega infrastructure projects of
GOP which are approved.

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1.7.7 Shotgun Ammunition Factory
In 1961 POF has started the production of cartridges with the brand name of Shaheen
Cartridges in order to use the excess capacity of POF. As the demand of this product has
increased that they felt the need of an independent Factory so, they have established this
factory as WIL subsidiary. The production in this factory started in 1980.The plant and
machinery which they have purchased from Belgium are of high quality and it has the
production capacity of almost 20 million cartridges per annum.

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1.8 Financial Management

Whole costing is done by CMA of chemical, arm and ammunition products and payment
to POF and their profit is also set according to that. They dispose scrap, unserviceable item
and also sell the machinery of POF which is of no use for them .For machinery there is
reserve price but for scrap there is no reserve price and disposal section items are usually
sold through auction. They also charge 10% service charges for this.

POF also get dividend from them out of their profit on annual basis. All the decision
regarding this is taken in the general annual meeting of shareholders.

In Welfare Fund of POF WIL contribute almost 12.5% out of its profit. To Women Social
Services Organization (WSSO) they give 1% of their profit as donation.

As the residence which is provided by the WIL to their employees is not owned by WIL
so, for that WIL have to pay POF for that.

The balance sheet and profit and loss account together with the notes have been drawn up
in conformity with the Companies Ordinance, 1984 and are further in accordance with
accounting policies consistently applied

They also invest in there different subsidiaries to improve and support their functioning in
order to help so, that they can stand on its own.

The balance sheet, profit and loss account, statement of comprehensive income, cash flow
statement and statement of changes in equity together with the notes forming part
therefore conform to approved accounting standards as applicable in Pakistan and give the
information required by the Companies Ordinance

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1.9 Future Plans
The business in which WIL is involved is very sensitive and delicate so, the security of the
data is the most important thing. For that reason cyber security is needed. To save and
protect programs, networks, computers, and data from attack, damage or unauthorized
access they should use preventive technique for that so they are planning for creating their
own cyber security system. That’s why they are working on this.

Once the software is designed, either MIS or CRM system. Security of the data is most
important concern during development as applications become more frequently accessible
by the employees as well as customers. Large amount of data will be easily available
which will beneficial in dealing with customers and on the other hand can cause threat.
Security measures built into the software and keeping a check on regular basis security
software can minimize the chances that unauthorized code will be able to manipulate
applications to access, steal, modify, or delete sensitive data.

They are working on installing cyber security and CRM for improving there working. This
will be the valuable addition to the company. This resulted in the increase in the no. of
their customers who were really good and proved to be profitable for the company. One of
the advantages of this tool is that they instantly were made aware that when and where the
particular items are required and how to dispense that at the earliest possible time to the
customer.

As we know this is the time when information technology plays a pivotal role in the
success of any business venture. It will also easy for the employees to deal with the
customers. As all the important data regarding their orders will be maintain through this
tool. The numbers of their major customers can also increase after using this tool as they
can place right order on right time. They can prepare their order before time without the
pressure of time and can easily place the order on time to them. Both efficiency and
effectiveness is increased due to its use.

Due to this customer’s recognition, personalization and recovery will become easy for
them. Recognition means they can identify their customers with their name. Due to which
their customers feel respected and special. Personalization means providing every
customer with what they need. As they take can feedback from their customers so, they
can modify and improve their orders and can also improve the quality and standard of their

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products. Customer satisfaction will increase. As after this they can give their ideas and
suggestions to the company. At the end firm’s efficiency and effectiveness gets enhanced.

2.0 Business Operations

WIL business operations are run by Chairman and Board of Directors and working
departments. Main organization decision are taken by the Board of Directors and
Chairman while the other departments are responsible for functional and operational
activities of their department and for more accurate management departments are further
divided into sections.

1. Administrative Department
2. Account and Finance Department
3. Sales and Marketing Department

2.1 Administrative Department

Both administrative and human resources assistants are responsible for updating records in
the computer system. This involves organizing written records and accurately typing the
information into the computer system. Human resources assistants may process and
regularly update personnel, payroll and job applicant records. Administrative assistants
input and update different types of records, based upon the business or department in
which they work. This may include client, sales or medical records. Administrative and
human resources assistants are also often in charge of generating monthly or annual
reports or spreadsheets using the information they've entered into the system.

Main Function of Administrative Department

Recruitment of Employees

There are two ways by which employees are recruited by WIL:

Government Servants posted to WIL: The term and condition of their job is set by
government / POF which are according to the job for which they are appointed

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Recruitment directly by WIL: The term and condition are in accordance with the
company rules. WIL Board set the rules for the recruitment of candidates.

Appointment, promotion, penalties and termination

Regarding appointment, promotion and major and minor penalties up to/equivalent of BS-
16 and minor penalties ofBS-17, managing director has the full authority.

Rewards and Increments

Other than their salaries WIL also give them rewards and increments for the courses and
training which they do to improve their performance and also for efficiency, legitimate
services which they provide them. The executive in charge of the employees of the
particular department report on the prescribe form about the increment and also provide all
the information regarding the employees who should get the increment. This is given to
the concern authorities one week before the increment is due. After the approval from
Managing Directors, increments are given to them. For the reward and increment of
executives, the report will be send to managing director to the chairman for his approval.

Medical and Accommodation Facilities

Medical Aid

All the employees should be given medical facilities according to the approved rules of
company. Medical facilities at places other than place of duty will be admissible only in
exceptional cases and for this permission of the Managing Director would be required and
the permission of the Chairman or Director nominated by the Chairman is required in case
of MD.

Residential Facilities

Accommodations facilities are provided to the employees on the basis of their service and
post. POF own accommodations are provided to the WIL employees for which WIL pay to
the POF.

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2.2 Accounting and finance Department

Accounting and finance department performs the following core activities:

Keeping the books in safe

Employee salary calculation and computation
Sales tax calculation and computation in terms of delivery order
Disbursement jobs
Provident fund management of employees.

Hierarchy of Accounting and finance Department General Manager 1

Deputy Manager 1

Assistant Manager 1
MD - WIL
Senior Assistant 6

GM (F&A)
Junior Assistant 1

Lower Division Clerk 4

DMA

AM

Cashier (SA)

S.A S.A S.A S.A

S.A

LDC LDC LDC

J.A

LDC

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2.3 Sales and Marketing Department

Sales and Marketing Department of WIL is responsible for sales and marketing of variety
of product which are produce by POF and by subsidiaries of WIL. In order to improve the
management and performance of its Sales and Marketing Departments. It is divided into
six sections.

1. Project Section
2. 12 Bore Shaheen Cartridges Section
3. Arms and Ammunitions Section
4. Chemical Section
5. Disposal Section
6. Civil Section

Hierarchy of sales and marketing department

Chairman WIL

Managing Director

GM Marketing and Sales

Manager Marketing and Sales

AM Project Section

AM 12 Bore Shaheen
Cartridges Section

AM Arms and Ammunitions

Section

AM Chemical Section

AM Disposal Section

AM Civil Section

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2.3.1 12 Bore Shaheen Cartridges

WIL is engaged in the marketing of 12 Bore Shaheen Cartridges since 1958.They are
manufacturing almost 24 types of 12 bore Shaheen Cartridges. The 20 varieties of
cartridges include hunting and target loads and high qualities are sold by the name of
Super and Excel and it has longer head, high velocity and excellent pattern are available in
shot sizes of No.4, 6, 7, 8 and 9. As the demand of the customers is increased it becomes
difficult for them as well as for customers to deal with them from WIL as they are from
different provinces of Pakistan. All the production of Shaheen Cartridges is being done in
SGA (Short Gun Ammunition) factory currently they have 87 dealers. They also entertain
customers who come directly to them. So, as a solution of this problem they have made
different dealer in different provinces of Pakistan. It is the delegate item that’s why dealer
need to authorized either by government or WIL.

Procedure followed by 12 Bore Shaheen Cartridges Section.

Procedure:

First the license and other legal documents of individual customers and dealer is being
properly checked. After that dealer can put forward their demand and in case of individual
customer Cartridges would be given to that person who have license and personally he
have to come if he want to purchase through WIL not through dealer. Prices would be
same whether he purchases from WIL or dealer.

In the start of the year they first sent the prices to the authorized dealers. These rates
remain same for the whole year and they place order according to that rates given by WIL.

They tell them the quantity and type of cartridges they required. Then they forward there
demand to SGA factory. SGA factory informs them that at this date there order will be
complete and WIL communicate it to the dealer.Dealers have to give the advance payment
for the order.

As per government rule the mode of transaction which they can use is Pakistan Railway
for 12 Bore Shaheen Cartridges. From here it is loaded into track to reach to the station.

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For making dealer for 12 bore Shaheen Crtridges

Procedure:

Firstly, the person who wants to became their dealer. That person submits their legal
document and letter that he wants their dealership in the specific region. Than their
representative personally visit the office of that person to check their financial capabilities,
his worth, legal documents, picture and also check is any document is expired or not.

After his visit (representative of WIL) he presents the report to them. Then they check is
there any potential or main dealer is present in that region and if we appoint this new
dealer with existing dealer. This will have any negative impact on the market of existing
dealer or not.

If everything is alright than they make the case send it, to GM for approval. After, they get
the approval from GM. They give target to the dealer which they have to meet in financial
year. If there performance is not good. Then, warning letter is being issued to them.

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2.3.2 Project Section
Project section of WIL was established in 2009.All the orders which are related to clothing
factory and the order or projects in which trading are required are taken by this section.
They provide high quality products as they are being manufacture in POF and it is well
equipped with all the latest cutting, stitching and testing machinery. They manufacture
wide variety of military and commercial garments and other items like. The products for
which they are doing trading (products which are manufacture by some other firm not
POF) strict inspection and testing is done by themselves as they have their own quality
control department in POF.

Procedure of project Section

Before applying for the tender they forward CRF (Contract Review Form) to the concern
factory in which all the details of tender inquiry is mention and then concern factory tell
whether they can manufacture or not. If they can manufacture then factory do pricing
against CRF. Than WIL do workings on price which are given by factory mean, adding
WIL profit, GST, income tax and send full proposal to the chairman for approval.

After approval they submit both technical and commercial offer. First technical offer is
being opened and if technical offer is accepted than commercial offer is being opened.
After the acceptance of commercial offer they provide sample to the purchaser for testing.

If they win the tender than they purchase tender document in which all the specification
and term condition are mention. And contract is sign between the two parties.

Purchase and inspection of raw material is being done under the supervision of WIL
authorized representation. After the, production is being completed. Inspection of finished
products is being done by the supplier and purchaser. Finally loading of the finished goods
is being done so, that it can be delivered to the final destination.

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2.3.3 Arm and Ammunition
In arm and ammunition they have to follow strict rule and regulation as they are dealing
with dangerous products in this section. The arm and ammunition dealer in Pakistan can
purchase this product after completion of all the legal formalities, payments etc. Arm and
Ammunition are of two categories one is prohibited bore and other one is non- prohibited
bore. For prohibited bore, special license is required. WIL provide high quality products as
mostly products are being manufacture by POF and for some of its items they have formed
joint venture with Turkish company. In POF high quality infantry weapons are
manufacturer on advanced Computerized Numerical control (CNC) machines. Besides this
they also manufacture semi-automatic pistol especially considering its reliability, weight
and ease of use other quality Infantry weapons.

Procedure

First you have to see customer query in which product they required, quantity, price and
delivery period is mentioned. According to this customer review form CRF is made and
send to the concern factory.

Than factory give the reply whether they can manufacture or not. If they can manufacture
than they tell the unit price of product. After doing full costing POF send it back to the
WIL. Then WIL add its profit, administration cost, income tax etc. After this they forward
full proposal to the Chairman for approval.

After Chairman Approval quotation is send to the customer. After customer confirmation
and full payment is given by them in advance. Pre-accepted bill is issued to the customer.

The request is forward to the POF and manufacturing process is started if product is not in
stock Then factory confirm the delivery period and after completion they receive the letter
from the factory for collection of products. Then WIL ask the customer to get their
delivery.

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2.3.4 Civil Product
Wah industry has a wide range of industrial and commercial products which are being
manufacture in different units of POF. In civil section their product range is divided into
two categories one is regular products and other one is job order products. Regular product
category include those products which POF manufacture for their own use but allow WIL
to sell the spare products. These items include nitric acid, NC, NG, TNT, MNT etc. Job
Order include customized products such as copper, brass, tube, tool and gauges, carbide
tips and services like testing and analysis of material, repairing and calibration of
machines.

Procedure

Customer query in which product they required, quantity, and price and delivery period is
mentioned. According to this customer review form (CRF) is made and sends to the
concern factory.

Than factory gives the reply whether they can manufacture or not in case of job order and
in case of regular items they check whether they have spare item or not. If they can
provides items. Than after doing full costing POF send it back to the WIL. Then WIL add
its profit, administration cost, income tax etc. Than they forward full proposal to the
Chairman for approval.

After Chairman Approval quotation is send to the customer. After customer confirmation,
full payment in advance and all other term and conditions pre-accepted bill is issued to the
customer.

The request is forward to the POF and manufacturing process is started if product is not in
stock Then factory confirm the delivery period and after completion they receive the letter
from the factory for collection of products. Then WIL ask the customer to get their
delivery.

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2.3.5 Disposal Section
The products which are sell this department. Are those products which are of no use for
POF? For evaluation POF send these products to SSB (Standing Survey Board). After
their approval scrap is given to WIL for sale. For this they have to follow proper tendering
procedure. For promotion of these products they different media and electronic media such
as email etc. Business meetings are also arranging for these items.

The stores are offered by POF to WIL for disposal in the following manners.

Declaration Form or POF daily order is issued for waste and scrap items generated in
POF. These items do not have any reserve price. These are offered to WIL for disposal at
best available price. While, for machinery and surplus items have reserve price.

Generally, all items are sold through open public tenders or auction. The advertisements
will be issued in one or two newspapers to economise on advertisements charges. There
should be interval of on week between publication of advertisement and opening of the
tender.

Generally the inspection of stores will be conducted on the day of tender opening or few
days before. The detail will be notified in the advertisement .One person for the each copy
of tender purchase shall be allowed for inspection of store in restricted area. Record will
be maintained for individual visiting the store

Tender will be opened in the presence of the prospective buyer. The offer will be
announced and recorded at the time of opening.

Agreement will be done between the WIL and customer. The customer has to submit the
security amount according to the agreement. If the customer fulfil the contractual
obligation means customer lift the item completely than security amount would be refund.

When the purchaser or his authorized representative report for collection the Delivery
Order is prepared and sign by concern section in charge for the required quantity. After,
this they do verification of payments on the D.O. The D.O will be sent to account
department for verification of payment made by purchaser.

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2.3.6 Chemical Section
In this section they sell different type of chemicals and for selling this product chairman
approval is mandatory. For purchasing this product one has to complete all the legal
formalities and payments. Mainly the chemical they are providing are for government
firm and for defence forces and few of these are commercial products which they can sell
to the private firms and hospitals such as nitrogen, acetone etc.

Procedure

Try to understanding the customer demand through the customer query letter. Then CRF is
being made in which all the details of letter are mention such as products, price, and
quantity and delivery period. And send to the concern factory unit

Then factory give the reply whether they can manufacture or not. If they agree to
manufacture than, they tell the per unit price. After that WIL add their profit,
administrative cost, income tax and other taxes. Send proposal to the chairman for
approval.

After approval of chairman quotation is send to the purchaser. If purchaser accepted it then
contract is being done between the two parties.

They put forward the request to the concern factory so that they can start production. After
completion they inform the WIL and WIL inform the purchaser that at this date they can
take their order.

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2.4 Marketing Mix

Product

Anything that can be offered in market to satisfy the need of targeted customer is called
product and their customers are mainly army, air force, police and navy etc. For offering
the product to the target market they consider the market requirement, the
organization’s profits and also consider the cost of product. And for other
products they do trading. Following are the products of WIL;

Products of WIL

12 Bore Shaheen Cartridges

30 Bore Ammunition
Ferrous Products
Non Ferrous Products
PLCE/Uniforms and Clothing Items
All type of Plastic Items
Pistol 9mm and Ammunition
Acids and Chemicals
Tungsten Carbide Products
Lab Testing and PHO Solution
Detonators/Commercial Explosives
Brass rode
Brass tube
Brass sheet Carbide tips
Tools and gages
Thermocouples
Steel ingots
Aluminum Ingot
Loco motive Components
Auto Motive Components
Nitirc Acid
Acetone

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 Ammonium Nitrate
Ammonium Sulphate
Explosive Items
Hydrogen Gas
Spare Parts
Material
Unserviceable goods
Steel Scrap
Brass Slag
Wooden Scrap
Polythene Bags
Saw Dust

Price
For marketing mix price are the second most important tool because through this customer
choice is determine. And it is the one of the important tool of marketing that help in
generating revenue. The customers compare the price of their products with the prices of
other company. Their prices are sometime high but it is only due to the quality which they
are providing.

Place
The location which the organization chooses plays a most important role in making its
operations profitable. The head office of WIL is located at Quaid Avenue, Wah Cantt. As
the customer requires security clearance to enter in this area and it is also difficult for
customer to reach here from different areas of Pakistan so, they have open their outlets in
major cities of Pakistan where they have greater number of customers.

Promotion

Promotion of non-prohibited bore and clothing factory item is done through newspaper,
broachers, pamphlets, promotional letter and literatures. They also participate in different
events and exhibition such as; Ideas event at Karachi, expose centre of defence etc. And
for prohibited bore live demonstration and company visits are arranged.

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2.4.1 Customer Relationship
For WIL Customer relationship is the most important thing for their business that’s way
they try to create, develops, establishes, and maintains relationships with its customers.
They know businesses rise and fall due to the support of their customer bases. Therefore, it
is absolutely essential for them to develop effective customer relations with them. These
are the main customers of WIL.

Major Customers

DGP Army
DP Army
DP Navy
Air Force

2.4.2 Customer Relationship Strategy

WIL try to create long term relationship with their customers in order to build long term
customer loyalty and to capture customer life time value. In this regard WIL is training its
employees so that they can better deal with customer and can understand solve their
problems easily. They also take the feedback from their customers about the employees
and products so, that they can improve and bring new changes for the betterment of
customer as well as WIL. They also give discounts to their customers and also provide
guidance to them.

2.4.3 Competitors
WIL does not face much competition. As the products which they are selling are highly
delicate and dangerous and are also related to the national security of the country. For this
reason it is very difficult for any other company to enter in this business especially in arm
and ammunition and chemical. WIL is the only commercial enterprise of POF. But in
some areas it face competition especially in clothing factory items such as defence and
security guard uniform, PLCE, helmet, shoes etc. Following are the major competitors;

Competitors

Samad Rubber works Lahore

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 Army Welfare Trust (AWT)
Askari Enterprise
HIT Spar co
MS Three Star
Service Shoes

2.4.4 Competitive Strategy

In a differentiation strategy a firm seeks to be unique in its industry along some
dimensions that are widely valued by buyers. It selects one or more attributes that many
buyers in an industry perceive as important, and uniquely positions it to meet those needs.
It is rewarded for its uniqueness with a premium price.

37
2.4.5 Sales Plan
WIL is established to utilize the spare capacity of POF and to dispose the obsolete and
surplus items so that it can increase the profit of POF.WIL can sale the product of POF
after its own requirement is fulfil means after it will fulfil the requirements of defence.

After the budget is announced by the government for defence sector and target is set by
the defence ministry, WIL float the proposed sales plan to all POF units on yearly basis to
assess the spare capacity of POF. As the income of WIL increased and WIL become able
to invest in new project, they have started their own subsidiaries. So, that it can meet
increasing demand of its customers.

Selling Steps

Customer Inquiry

Issuance of Contract Review

Form

Quotation Launch

Issuance of Order Form

Contract agreement

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2.4.6 Marketing Strategy
WIL Business mostly revolved around Industrial Marketing (Business to Business).For
WIL relationship with customer is very important. That’s why they try to offer greater
value to customer and also try to maintain long term relationship with them. They know
that they cannot afford to loss even a single customer as it affects their name and cost
incurred on promotion. For maintaining good relationship with their customer they
regularly visit them and also remain connected with them through telephone and email.
They also take feedback from them so, that they can know about their suggestions and
complaints. On the basis of this they improve their efficiency and effectiveness.

Following are the steps which are taken to boost the sales of WIL

Market Survey
Promotional Letter
Meeting with customers
Promotion through newspaper
Participate in different event of both national and international level.

2.4.7 Growth Strategy of Marketing

These are the strategies which WIL is implementing so, that it can grow in better way

Market Penetration Strategy

Product Development Strategy
Market Development

Market Penetration Strategy

Market Penetration is the strategy through which WIL try to increase its market share
through existing product in exiting market. To boost it sale WIL is involved in different
type of activities to increase sale like newspaper ads, participate in different national and
international events, and offer different price packages to customers and other value added
services to customers.

Product Development

WIL is constantly trying to improve their product keeping in view the demand of product,
competitors and production facilities. So, that they can offer new or additional benefit to

39
their customers Like better automatic guns, Shaheen Cartridges of less intensity which are
usually used by Navy and in weddings.

Market Development Strategy

Currently they are trying to enhance their market share in Islamabad, Lahore, and most of
the Punjab. Now they are expanding their contacts in Karachi and also in rest of the
country. They are also trying to export their products in other countries. Now they are also
providing stitch uniforms, shoes, helmets, PLCE for defence, security guards of school
and hospitals.

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3.0 Job Description
As my specialization is marketing so, I have started my internship in the marketing
department of Wah Industry so that I can learn how marketing is down practically. As
describe earlier there are six sections of sales and marketing department. I have mostly
worked in Project Section, 12 Bore, and in Disposal Section.

The Project Section mainly deals with clothing factory items. In this week I have learned
how to make or which things are important in Technical and Commercial offer. Both
offers should be submitted if the firm wants to participate. First technical offer is open and
if technical offer is accepted than commercial offer is open. Technical Offer in this we
have to give or provide all the technical specification and requirements which are specified
by the purchaser for example samples of products, certification, and delivery time period
etc. If any firm want to win the tender it should be technically sound. In Commercial
Offer we have to mention per unit price, for all taxable goods do mention GST/SED/FED
or any other taxes and duties. Attach commercial invoice mentioning whether price quoted
is inclusive or not of agent commission Attach original bank draft and pay order of bid
security.

While I was doing internship in the project section I have to find tender for clothing
products for which they can apply. I have used newspaper, print media and mainly internet
for finding the suitable tender for them. The most important thing which I found in this
regard is the website of PPRA (Public Procurement Regulatory Authority).The PPRA is
the body that have full authority and responsibility of prescribing regulation and procedure
for public procurements by federal Government owned public sector organization with a
view to improve governance, management, transparency, accountability and quality of
public procurement of goods, works and services. It is also endowed with the
responsibility of monitoring procurement by public sector agencies/organizations and has
been delegated necessary powers under the public procurement regulatory authority
ordinance 2002.

They are manufacturing almost 24 types of 12 bore Shaheen Cartridges. The 20 varieties
of cartridges include hunting and target loads and high qualities are sold by the name of
Super and Excel and it has longer head, high velocity and excellent pattern are available in
shot sizes of No.4, 6, 7, 8 and 9. All the production of Shaheen Cartridges is being done in
SGA (Short Gun Ammunition) factory currently they have 87 dealers. They also entertain

41
customers who come directly to them. It is the delegate item that’s why dealer need to
authorized either by government or WIL.

First the license and other legal documents of individual customers and dealer is being
properly checked. After that dealer can put forward their demand and in case of individual
customer Cartridges would be given to that person who have license and personally he
have to come if he want to purchase through WIL not through dealer. Prices would be
same whether he purchases from WIL or dealer. In the start of the year price list is sent to
the authorized dealers. They tell us the quantity and type of cartridges they required. Then
there demand is forward to SGA factory. SGA factory informs them that at this date there
order will be complete and WIL communicate it to the dealer. Dealers have to give the
advance payment.

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4.0 SWOT Analysis
SWOT stands for strengths, weaknesses, opportunities and threats. The process in which
the management team identifies the internal and external factors is called SWOT analysis
and all these factors will affect the future performance of the company. Strengths and
weaknesses are the internal factors of an organization. Opportunities and threats deal with
external factors of the company (environmental factors). SWOT analysis is used to
establish long term objectives, generating alternative strategies and choosing the particular
strategies for moving forward.

Strengths:

Monopoly in arm and ammunition

ISO 9001-2000
High quality product
Latest mechanized machinery
Highly qualified and skilled management
Highly Motivated Workforce
Adequate financial resources
Own power generation plant

Weaknesses:

Production costs are extortionate.

Decision approach is exclusively centralized
Implausible representation in the international market
Share in international market is meager
Limited promotional activities
Lack of an effective MIS system for organizing the employee and customer data
and records.
Consignment are usually not delivered on time

Opportunity:

Product lines can be broadened due to its potential expanding scope.

New market segments can be explored around the world.

43
 Cost reduction can be achieved by effective use of the multitude of resources it
have.
Hiring of potentially qualified and professional individuals can further add to its
goal.

Threats:

Increased market competition.

Customer demands are becoming intensively challenging and rigorous.
Political destabilization.
Changing government policy.
Economic destabilization around the world.

4.0.1 Analysis
Monopoly in arm and ammunition they have created monopoly in the arm and ammunition
as it is not easy for any other company to enter in it, they require permission from MODP
and GHQ. This product is related to the national security so, they does not give permission
to any other local firm to start the production of these delegate items. In case of
international firm, they also require permission from GHQ and MODP and before giving
them permission they first ask from POF whether they should import that product from
some other country or not.

Price and quality is not affected by the monopoly as prices are given by the CMA and they
consider each and everything like cost of raw material, production cost etc. before setting
the price of the different products. As the product in which they are dealing is very
delicate so, quality is checked properly by the POF, for this POF has proper quality
assurance department in factory and also by the customers who are purchasing those
product.

In all the section of sales and marketing both young and experienced people are present.
Young people with latest education and skills and silver liners with very helpful
experience and polished skills are present because of this they are able to give best results.

44
They are not fully dependent on WAPDA for power generation. They have their own
power generation plant. They do not face the problems which are faced by other WAPDA
customer and it also affects the cost of production.

Sufficient financial resources are available to them that why they are investing in different
subsidiaries so that they can better fulfil the demands of their customers at the time agreed
by both parties. Due to this they are also able to give handsome pays and other incentives
like residence and health care facilities to their employees so that they can perform in
better and more effective way and they are also trying to design pension program for its
employees so that they can feel more secure.

Cost of production of clothing factory item is high and they usually fail to deliver the
product on time as the POF doesn’t complete the production on time, for that they have to
give penalty. Firstly the contract they win is communicate it to the POF .If in start or in
between POF realize they are unable to manufacture it on required time and price than
POF inform about this to WIL. As the WIL do not want to lose its customers. So as a
solution to this problem they have started doing outsourcing as the private firms usually do
it on time and on most appropriate price.

For every decision they want to take. They have to first ask with higher level manager of
WIL (GM and MD) before going forward. For arm and ammunition and chemicals they
even required the permission of chairman before doing anything. As they have to follow
the chain of command so, it take time and employees sometime feel demotivated as they
can’t take decision on their own. They try to convince their customers and employees that
most of the product they are manufacturing is very dangerous and risky and can affect the
national security.

To excel in this changing world and to stand up against all odds they have to initiate the
Customer Relationship Management (CRM).CRM is also needed for dealing with local
customers as it is very difficult to manage such a huge amount of data manually. It affects
the efficiency and effectiveness. This can provide them with the opportunity to maintain
and evaluate the data of their customers and subsequently devising an effective action plan
for going ahead. For this reason they are trying to build their own MIS and CRM system.
Once the software is designed, security is becoming an increasingly important concern
during development as applications become more frequently accessible over networks.
Large amount of data will be easily available which will beneficial in dealing with

45
customers and on the other hand can cause threat. Security measures built into the
software and keeping a check on regular basis security software can minimize the chances
that unauthorized code will be able to manipulate applications to access, steal, modify, or
delete sensitive data.

As they have sufficient resources so they are working on introducing the new type of
products in existing categories like in 12 bore cartridges and clothing factory items like
currently they have started marketing and sales of shoes, helmets, mosquito net, security
guard uniform etc. They are also trying to reduce the cost of production and quality of
items they are providing so that they can better deal with their competitors and can capture
new market.

Political instability and terrorism affect their business.as the terrorism increase the demand
of arm and ammunition and the demand for other defence related items also increase but
the demand of 12 bore cartridges decreases as it is the product use for hunting and gaming.

46
4.1 PESTLE Analysis

1. Political: These factors explain to which extent a government may influence the
particular industry. Due to the change in taxes and duties imposed by the
government the entire revenue generating structures of WIL changes. The factors
which are related to Politics are tax policies, Fiscal policy, trade tariffs etc. that a
government implements around the fiscal year. Business and economic
environment is also affected by it to a great extent. To reduce the impact of this on
the income of the WIL there is a clause in the contract that price may change if
there is any change in the government policy.

2. Economic: The changes in this factor also affect the performance of the company.
A rise in the inflation rate of Pakistan economy affect the price of the products and
services they provide. And, it also affects the purchasing power of a customer.
Economic factors include inflation rate, interest rates, foreign exchange rates,
economic growth patterns etc.

3. Social: .The business in which WIL is involved also influenced by social forces.
The users of the 12 Bore Shaheen Cartridges, Arm and Ammunition and chemicals
are usually used by soldiers and some of these products like non prohibited items
are also purchased by common people or civilian. And in manufacturing human
being is involved so the safety of both is prime importance that’s why they trying
secure their employees by providing health care facility and also trying to provide
secure environment at the production area. As 12 Bore Shaheen Cartridges is also
used in wedding so, for this particular event they are making special type of
cartridges which are not dangerous for life as the quantity of ammunition is less in
it.
4. Technological: As the technology is changing so rapidly that may affect the
operations of the industry on the other hand it require investment. They are
working on automation, research and development and also trying to bring
technological awareness among the employees so that they can get better output in
less time.

47
5. Legal: This factor also has the great impact on the business of the WIL. There is
certain strictness in laws due to terrorism and unrest in country that affect the
business environment in a certain ways while there are certain policies that
companies maintain for themselves. Legal analysis takes into account these laws
and then makes the strategies in light of these legislations. For example, laws about
product and quantity of product they can provide to customers, laws regarding
safety of employees etc.

6. Environmental: This factor is also important for them as the demand of project
section items also change with the change in environment as the demand of
mosquito net is more in summer while the demand of warm clothes are more in
winter. This aspect of the PESTLE is crucial for the 12 bore section because the
demand of some of its product change with the change in season like the demand
of 12 bore Shaheen Cartridges is more from September to May as it is use for
hunting and different games.

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4.2 Learning during my internship
During my internship various task and responsibilities are assigned to me. These
responsibility and task made me more responsible, organized, and punctual and
disciplined. I have learned how to settle problem faced in different situations. I have also
learned how to get adjust in the environment of any organization to give best possible
outcome. Most importantly I have improved time management and interpersonal skills
while working at WIL. By observing my supervisor and different employees at WIL I
learned how to deal with different customers and how to create long team relationship
with them.

I have learned a lot during my internship in WIL. But if I compare it with the course of
marketing which we studied here it is very different means the ethics, principal and
practices they follow are so, different and their style of doing business is very different.
Still they are trying to implement CRM and MIS system in their organization However, if
we go to the very basic of our studies than somehow we can relate it with our studies.

As we know marketing and sales is all about customers. So, during my internship I have
given a chance to deal with different customers. This helps me a lot in understanding
customers, their requirements and requirements.

By doing an internship in Wah Industry limited I have learned many things about practical
life of an employee in the organization. Secondly I have observed the culture and
environment of WIL, which how an organization manages its different functions, deal
with customers and employees to achieve its organization goals.

49
4.3 Analysis of Performance
During my internship I tried to performed all my duties and responsibilities as required by
them under the guidance of my on-site supervisor. In start I feel little hesitation while
communicating to the seniors but over the time I manage to solve this issue. As there is so
much paper work so, it becomes difficult for me to find and check all the documents while
customer is standing.

I have good communication skills. I freely ask from them how I have to do my job and
how I can improve my work. In order to do my job accurately I first try to observe the
situation and try to work as required. And I try to learn from others and can easily adopt
and adjust myself in any condition very quickly. These things are not only helpful for me
but for organization. So, I think this strength will help me a lot for getting success in my
future life INSHALLAH.

During my internship I observe that I should take the decision little faster in my
professional life. There was a couple of time when I thought I should take less time in
taking decision and completing my work. But as the approval is required on every step
from seniors so it became difficult to do the work on time and work is also get delayed due
to the visits from army officers and chairman. Due to which I get disturb and stress out.
But it may be due to the experience and time.

50
4.4 Conclusion

Wah Industry Limited is one of the leading Defense of Pakistan. The system, the
management style, the policies & decentralized decision making environment this report is
basically an attempt to identify the areas which need to be improved.

In this era of technology, the “Information” is the key to success in the business. This
means that the successful business will be that which have the right information at the
right time. This comment leads to the conclusion that the Information Sharing Process
should really be improved.

The overall analysis is indicating that the company’s progress has mainly attained through
dedication of employees. The effectiveness of its management, their willingness to take
advantage of opportunities and face challenges of changing economic picture, this all
contributes to the very much improved and sound position of company. This is really
appreciable for the devotion and hard work of all the employees of the company.

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4.5 Recommendations

Various training Programs should be arranged for ameliorating the working

capacity and output of employees
Decentralization decision making approach should be employed in certain
situations as per requirement.
MIS and CRM systems require up gradation for enhancing the efficiency of both
workforce and administrative units at WIL.
Security system needs further up gradation to meet the increasing sensitivity
demands of the country.

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