Siemens Asfund

8/12/2019 Siemens Asfund

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Industry Automation & Drive Technology

SIEMENS PAKISTAN ELECTRICAL

ENGINEERING CO.LTD

ISLAMABAD

SIEMENS say that the secret is never being satisfied with

what you achieved thats what lin!s SIEMENS with high

"erformance culture#$

VISION

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To remain market leader and technology pace setter in the engineering and

electronicindustry by utilizing the high tech engineering expertise of the siemens

group world wide.

A world of proven talent.

Delivering break through innovations.

Giving their customers a unique competitive edge.

nabling societies to master their most vital challenges.

!reating sustainable values.

MISSION

"roviding quality to their customers at competitive prices for their complete

satisfaction.

Generating sufficient earnings to ensure a secure future for the company and to

protect and increase their shareholders# stakeholders investment.

To enhance creativity and $ob satisfaction of their employees by providing

opportunities for personal development% limited only by their own ability and drive.

ACKNOWLEDGEMENT

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Doing an internship that leads to the degree of &&A '()*+, is much like a $ourney of exploration

and discovery. Although you may have some idea of where it is you wish to end up% the many rich

experiences and pitfalls along the way are largely unforeseen. -t is certainly an experience that -

would recommend to anyone who believes he#she is capable.

y own $ourney has been one of learning and self/discovery. During my internship% - have

en$oyed incredibly the process of scaling new heights of professional knowledge% of cutting a trail

where others may have never been% of using and pushing my mind to attack and answer the big

questions. During this $ourney my mind has been refined to a sharpness and focus hitherto

unforeseen to me% and - feel - am now able to wield my mind as a tool% in all situations. This has

allowed me to look within% and understand exactly whom - am. -n addition% my character has

grown and expanded with a wealth of new experiences that have served to polish it.

0irst of all% -n the name of almighty A11A( the most beneficent and merciful% who awarded me

wisdom and strength to accomplish this task.

y respected boss% r. 2ia 3r 4eham% anager &A provided a suitable environment and support

in which - completed this task. (is able leadership allowed me to have a considerable amount of

knowledge and experience regarding -ndustrial Automation 5 Drives Technology '-A5DT,%+-*+ "akistan ngineering !ompany 1imited.

- wish to especially thank to the following "ersonalities6

r.Adeel -qbal% r. *aveed Alam% r. 7huram Dildar% r. 8aleel (aider.

ost importantly - would like to thank my family for their continued support throughout my

internship. They have always stood by me whenever - felt disappointment% distress and frustration.

9ithout their help% - would have been unable to complete my work. - hope my completion goes

some way to repaying their trust and support.

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)ne cannot work on anything exclusively for so long and so hard% without the need for respite. -

have many friends to whom - owe thanks% who have allowed me to relax or lose myself% away

from grindstone.

0inally% there are surely other people who have contributed to this task% either directly or indirectly%whose names have been inadvertently omitted. To those people% - offer my tacit appreciation and

apologize for having omitted explicit recognition here.

TABLE O CONTENTS

xecutive summary:::::::::::::::::::::::::::::...;

!ompany information ::::::::::::::::::::::::::::..>

)rganizational +tructure:::::::::::::::::::::::::::..>?

-ndustry:::::::::::::::::::::::::::::::..>?

nergy::::::::::::::::::::::::::::::::>@

(ealthcare::::::::::::::::::::::::::::::..>@

+iemens software::::::::::::::::::::::::::::::>

!ompetitors of +iemens:::::::::::::::::::::::::::..>

)rganizational (ierarchy:::::::::::::::::::::::::::>B

!ulture of +iemens:::::::::::::::::::::::::::::.>C

Departments :::::::::::::::::::::::::::::::?>

+tandard products '+T", ...............................................................................................??

otors and alternators '5A, .....................................................................................?

Generating sets 'G+, .....................................................................................................?B

"ersonal experience and learning:::::::::::::::::::::::..?C

)ffer ........................................................................................................................................ ?C

-nquiry .......................................................................................................................?C

!overing 1etter ..........................................................................................................?C

!alculation +heet .......................................................................................................?;

)ffer +heet # "rice +heet ...........................................................................................?;

Terms 5 !onditions ..................................................................................................?;

xport !ontrol 0orm .................................................................................................?;

4eview 0orm .............................................................................................................?;

)rder ....................................................................................................................................... ?BB years to become a multifaceted electronics and electrical

engineering enterprise% and one of the most international corporations in the world. 9ith a

presence in more than >= countries% +iemensF primary business operations include

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in%or,ation and co,,'nication) net-or*) ind')trial

a'to,ation and control /o-er generation and

tran),i))ion ,edical )ol'tion) and lig$ting.+iemens was onceviewed by analysts as a corporate dinosaur and urged to disband its conglomerate structure in favor

of a more nimble and tightly focused enterprise. +iemens has entered the ?>st century with a new

listing on the *ew ork +tock xchange% and a competitive foothold in the burgeoning

information technologies and communications sector.

Co,/an0 Origin) in Telegra/$ S0)te,)1

+iemens 5 (alske was founded in &erlin in >


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an electron microscope. -n the mid/>=Bs +iemens 5 (alske entered the burgeoning fields of data

processing and nuclear power. -t introduced its first mainframe computer in >=BB% and its first

nuclear reactor went into service in >=B= at unich Garching.

Pro)/ering in t$e 4597)1

The >=;s were prosperous years for +iemens. 9hen the summer )lympic Games came to

unich in >=;?% +iemens was its first official supplier of telecommunications and data processing

equipment. -n >=;; the company entered into a $oint venture with the American engineering firm

Allis !halmers% called +iemens Allis -nc.% to market turbine generators in the 3nited +tates. -n

fact% +iemensF status as an electrical manufacturer rose to the point that Fortunewrote in >=;< that

it had Hreplaced 9estinghouse in General lectricFs demonology.H +iemens had replaced

9estinghouse as the worldFs number two electrical manufacturing concern%

Kee/ing Pace -it$ Glo2ali3ation and Tec$nolog01

As the company entered the new decade% globalization became a vital part of its policy//and that

meant a read$ustment of the companyFs homogeneous culture. +iemens embarked on an expensive

and ambitious program of acquisitions and research and development to try to make itself into a

world leader in high technology. :Sie,en) -ill 2e an intere)ting

)tor0 in t$e 4557).:

-n another move toward globalization% an international partnership brought +iemens together with

the worldFs largest computer maker and 8apanFs second largest chip maker. -n >==?% +iemens $oined

forces with -& and Toshiba !orporation to develop ?BC/bit chips to create microprocessors

with the power of supercomputer. -nnovation was always a part of +iemensF tradition. s. To deal

with this new business market% +iemens used its tradition of intelligence% resources% and systematic

application to remain a strong international force.

Radical Re)tr'ct'ring %or t$e ;4)t Cent'r06

The mid/>==s proved to be difficult years for +iemens. .The revamped +iemens consisted of four

main divisions6 power generation% industry% rail systems% and information and communications.

-nformation and communications was +iemensF biggest division. (ere% the company hoped to forge

partnerships in its mobile phones and personal computers businesses% both areas in which it lacked

sufficient market share to compete effectively on its own. +till% in the ongoing quest to establish its

standing as a world/class company% +iemens continued to conduct surgery on itself in the early

years of the ?>st century% excising fat from all divisions and honing its focus on -T 5

!ommunications and -ndustry.

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(aving used similar strategies to achieve ma$or turnarounds in the formerly loss/plagued medical

equipment and trains divisions% it seemed likely that Sie,en) -o'ld ,eet it)

,ar*.

INTROD"CTION O T+E COMPAN#

+iemens is at the top of the industrial development since its establishment in >B years history of +iemens6

ro, a -or*)$o/ to a glo2al %ir, 9?454=@

A /eriod o% c$ange) 6@

T$e age o% glo2ali3ation 6?;775@

+iemens stands for innovation% customer focus and global competitiveness all around the world.

Generating synergies for a unique array of products% services and solutions% their broad portfolio

gives them a competitive edge% particularly in tough times. 9orldwide +iemens and its subsidiaries

employ approximately ?%= countries.

+iemens "akistan% through its portfolio of technology solutions% is able to optimally tap not only

the local markets but is able to achieve success into the regional market opportunities.

+iemens is manufacturing6 distribution and power transformers% low and medium voltageswitchgear% sets% vacuum circuit breakers and motor starters. anufactured to international

standards these products are also exported to other countries in the region. ore than B

"akistani employees are directly and indirectly working with manufacturing units in "akistan with

+iemens technology.

+iemens "akistan ngineering !o. 1td. has its headquarters in 7arachi% with regional branches in

1ahore% -slamabad and Iuetta. -t has two $oint ventures with Government of "akistan//Telephone

-ndustries of "akistan 1td. 'T-",% (aripur and !arrier Telephone -ndustries 1td. '!T-,% -slamabad.

ORGANIATIONAL STR"CT"RE

-t is the only company worldwide providing products and solutions that cover the whole product

lifecycle6 from virtual product design and development right through to manufacturing. This saves

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valuable time and makes products more affordable. ost of their businesses are already in leading

positions in stable high growth fields. +ince 8an >%?< the company is divided into @ sectors and

>B divisions.

4. Ind')tr0

The -ndustry +ector offers a wide spectrum of products% services and solutions for industry and

infrastructure customers. Their integrated technologies or holistic solutions improve productivity%

enhance flexibility and increase efficiency for customers in the areas of process and manufacturing

industries% transport% buildings and utilities. The portfolio ranges from industry automation to drive

systems% from building automation to lighting solutions% and from mobility solutions to system

integration and solutions for plant businesses.

-ts transportation system is active in the fields of rail automation 'signaling,% traction power

supply% locomotives% trains% and mass transit systems. "akistan railways is the ma$or client of the

business unit.

-n -ndustry +ector

o Drive Technology

o -ndustry Automation

o &uilding Technologies

0ire +afety 5 +ecurity "roducts

+ecurity +olutions

(eating 5 Jentilation "roducts

&uilding Automation

o -ndustry +olutions

o 9ater Technologies

o etal Technology Division

o obility

o arket +pecific +olutions

o 0inancial +olutions

o -T +olutions and +ervices

o !ommunication *etworks

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o

+iemens is a leading supplier of products% systems% comprehensive solutions% and services for

industrial automation% building technologies and road transport control. +iemens opens

opportunities for optimization in four principal areas6 production automation% process automation%

building automation% and transport and logistics automation.

;. Energ0

The nergy +ector offers a wide spectrum of efficient products% services and solutions along the

entire chain of energy conversion K from the extraction of oil and gas via power generation to the

transmission and distribution of electrical energy. The +ector primarily addresses the needs of

energy providers% but also serves industrial companies% particularly in the oil and gas industry.

+iemens power generation is a distinguished name in "akistanLs energy market. 9ith its

innovative solutions% it has played a significant role in the development of countryLs power

generation capacity both in thermal and hydro sector.

-n nergy +ector

o 0ossil "ower Generation

o 4enewable nergy

o )il 5 Gas

o +ervice 4otating quipment

o "ower Transmission

o "ower Distribution



. +ealt$care

The (ealthcare +ector develops% manufactures and markets diagnostic and therapeutic systems%

devices and consumables% as well as information technology systems for clinical and

administrative purposes. The +ector provides technical maintenance% professional and consulting

services% as well as financing services.

0ollowing their recent acquisitions in the field of in/vitro diagnostics% +iemens formed an

integrated healthcare company% offering its customers a unique and comprehensive portfolio of

medical solutions across the value/added chain ranging from medical imaging% in/vitro

diagnostics% interventional systems to clinical -T all from a single source. Their innovations

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combine state/of/the/art laboratory diagnosis% imaging technologies and -T for an earlier

prevention and more specific diagnosis thus enhancing patient care.

"akistanLs atomic energy medical centers choose the +iemens oncology solution. Atomic energy

medical centers are ranked among "akistanLs leading cancer treatment and nuclear medicine

centers% where patients are diagnosed and treated at minimal cost.

-n (ealthcare +ector

o Diagnostic -maging and Therapy

o 1aboratory Diagnostics

o -nfrastructure +olutions

o (earing -nstruments



+iemens offers the general public modern and highly dependable home appliances6 washing

machines% dishwashers% cookers% and other equipment and technology for the home. +iemens home

appliances combine attractive design with the latest developments in the world of electronics.

-t offers customers an integrated range of products% solutions% and services for fixed and mobile

telecommunication networks and terminal telecommunication equipment. +iemens is also a system

integrator and supplier of business solutions.

+iemens lighting products% marketed as the )+4A brand% are the top of the range in lighting

technology. +iemens supplies ordinary lights% special lights for vehicles% photo/optics%

optoelectronics and electronics for lighting products.

SIEMENS SOTWARES

+iemens has implemented SAP in Atlas (onda which is one of the market leaders in Auto

Jehicles industry in "akistan. SAPimplementation is now considered a benchmark for future SAP

pro$ects especially in home appliances industry. 0urther% during the years +iemens demonstrated

the growth in terms of delivering multiple SAP ERPimplementation pro$ects in wide range of

industrial sectors in almost all the ma$or cities of "akistan. +iemens 7arachi and now also-slamabad center are offering +A" certifications in "akistan.

COMPETITORS O SIEMENS

General lectric

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"hilips

Toshiba

+amsung

istubushi

ORGANIATIONAL +IERARC+#

Page %)

Chief Financial Officer

Gerhard Wilcke

Energy

Samiullah

sidiqui

Power

Generation &

Services

Oil & Gas

Rehan

Razzak

T& Pro!ects

"#ai

Irfan Umar

$nd"stry

MuhammdRafi

$nd"stry

Sol"tions

Nadir Riaz

$nd"stry

A"to%ation

riveTechnology

Tauqir Hassan

'ealthcare

Imran Raza

Sales

Omar Lodhi

Services

Arsalan

Khulsai

Cor(orate

$nfor%ation

Technology

ata PrivacyProtection

B"siness

Contin"ity

Asad ahmed

Cor(orate

S"((ly Chain

)anage%ent

Ahmed

Shaheen

Ta*

Shaikh

Rashid

Cor(orate

Financial

F"nctions

'ead ofAcco"nting

Rahim Dawood

+AE Branch

Muhammada!ed

Afghanistan

Branch

M"Naseem

S,E

Sec"rity

Shared

Services

Ma#or $u%eri

,eal

Estate Shared

Services

Ameen

Im&iaz

Sec"rity

-ahore


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SIEMENS C"LT"RE

)ne of the most important building blocks for +iemens is their personalityEHorganizational

culture.H +iemens has very strong culture. The reason for success of +iemens is its unique and

adoptable culture. Although its culture is corporate but its roots are embedded in local culture of

the country in which it operates. That is why +iemens is successfully doing business in >=

countries.

VAL"ES

-n +iemens values are not only followed but respected ensuring highest performance. !ore values

include

4esponsibility

xcellence

-nnovation

Re)/on)i2ilit0

-t includes obeying the law% respecting the dignity of all people% fostering health and safety%

conducting business in a truthful and transparent manner% honoring commitments% respecting

property% striving for the protection of environment% full engagement and empowerment to achieve

the best results% conduction of business in a truthful and transparent manner and fairness in

relationship with competitors and stakeholders.

E&cellence

-t includes passion% willingness to go to the extra mile% setting best goals and achieving them%

acting fast and decisively% striving for improvements and perfect quality% deeply understanding our

customersL needs and challenges% systematically developing personal skills% leveraging full

potential% interacting in an efficient and pragmatic way and embracing change to ensure

competitiveness in the future.

Inno(ation

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-t includes creating innovations that give customers a competitive edge% acting as entrepreneurs%

creativeness and openness to new ideas% ingenious and visionary% and trendsetting.

ET+ICS

+iemens has defined business guidelines and ethics and it ensures that every employee not only

know but also follow them as they are asked by their managers to read these guidelines now and

then. verything is rule and regulation based. They have M+tandard )perating &ehaviorsN defining

employee behavior rules which includes hardworking% competence% quick response etc.

They claim that M-ntegrity guides our conduct towards our business partners% colleagues%

shareholders and general public.N Their code of conduct and ethics is based on6

Be$a(ior -$ic$ a2ide) 20 t$e la-

+iemens fundamental principle is observance of law and the legal system. Jiolation of law must be

avoided under all circumstances. 4egardless of sanction foreseen by the law% disciplinary action is

taken against any employee or director who has violated his#her duties.

Re)/on)i2ilit0 %or t$e i,age o% Sie,en)

very employee should be concerned with good reputation of +iemens which is determined by

their actions and conducts. -nappropriate behavior on the part of even a single employee can cause

a company a considerable damage so employees must focus on maintaining good image andrespect for the company.

M't'al re)/ect $one)t0 and integrit0

+iemens respects the personal dignity% privacy and personal right of every employee. -t has a

diverse workforceE men and women of various nationalities% cultures% religions and races. There is

no discrimination% harassment or offence% be it sexual or otherwise persona

DECISION MAKING

+iemens has centralized decision making. Decisions are made by the top management. iddle and

lower level implement and execute the decisions and take initiative to develop and suggestions for

improvement and enhancement. +uggestions relating to improving profitability and growth%

innovation and new markets% process optimization% cost reduction% health and safety are of

particular importance. mployees discuss such ideas with their managers and show them their

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economic benefits. The managers scrutinize them and all workable ideas are implemented. "ower

distance is high as it is not evenly distributed.

INNOVATION

+iemens is building on a history of >C years of innovation. Their operational excellence and best

performance is through pursuing Minnovation leadership strategyN. As a result of culture of

innovation employees think out of the box and are often skeptical of traditional methods. &ecause

of dynamic environment it focuses on trendsetter innovation strategy to ensure competitive

advantage.

COMMON PERSONAL AND ORGANIATIONAL GOALS

Almost all the employeesL personal goals are in line with the organizational goals that is why they

are motivated. verybody whether a company or a person wants to progress and develop. The

success of +iemens lies in the sum of successes of its employees. -t does not interfere in personal

life of employees but professional life is monitored and analyzed in order to check how much

targets an employee has achieved.

RISK MANAGEMENT

+iemens is risk taker up to acceptable level but ensure that business risks are properly identifiedE

mitigated and appropriate strategies are made to manage them. They have nterprise 4isk

anagement '4, !ommittee which plan% organize% lead and control the activities in order tominimize risk on the capital and earnings of the company. They do risk analysis and apply risk

hedging techniques that is why their ==O risky decisions are successful.

TEAM WORK

+iemens has a collectivist culture thus teamwork is no longer regarded as an option. -t has

inculcated team work into its core values and basic working philosophy as it is a mandatory aspect

of modern professional lifestyle. There is cohesion among various business units and teamwork is

favored. Through team work innovation and problem solving skills are increased thus increasing

competence and raising profitability.

WORKING CONDITIONS

+iemens provides its employees the best environment to work and then expects best results from

them. All the employees are given whatever equipment and technology he#she requires to carry out

his#her duty in a better and efficient way. All the rooms are properly lighted% ventilated% have

proper heating and cooling systems and decently furnished.

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There are equal employment opportunities and no gender discrimination in +iemens. There is

formal and friendly environment. The noise level is moderate.

"ALIT#

+iemens focuses on quality a lot and make it benchmark of their success. Iuality standards aremaintained through efficient processes and by trained and motivated employees which help to

achieve high customer satisfaction and profits. "roduct safety is an essential quality feature and it

is closely monitored through Iuality audits.

OCC"PATIONAL +EALT+ SATE# SEC"RIT#

+iemens ensure the health and safety of their workers and employees. -t never compromises on

safety and security of its people. -t takes safety undertaking from contractors for ensuring safety of

workers on the field 'pro$ect sites,.

+iemens also give importance to customer safety. "roducts are manufactured in such a manner that

they are safe and comply with all safety norms and provisions.

DISCIPLINE

>, Ti,ing)Fin +iemens there are five working days from onday to Thursday% +aturday and

+unday are holiday. )ffice timings are from ;6@ am to C6B pm generally but &ranch

manager can change it a little bit. very employee has to complete < hours of work in a

week.

?, Dre)) codeE all the employees wear neat% clean and descent dress. 0our day a weekemployees wear cross collar shirt and pent and on the fifth day that is 0riday they can wear

kameez +halwar.

8eans% $oggers and tea shirts are not allowed in the office. Technicians% subcontractor staff%

senatorial staff and office boys can wear kameez +halwar whole week.

+IG+ PERORMANCE C"LT"RE

+iemens consider that the secret of success is never being satisfied with what you have achieved

and it links +iemens to high performance culture. -t has people who want to measure themselves

against the best% who assume personal responsibility for their actions% which have excellent skillsand last but not the least% carry out their task with commitment and enthusiasm. 0or sustaining and

improving high performance culture +iemens has

>, Global talent pool

?, 1eadership excellence programs

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@, "erformance anagement processes

, xpert carriers

"erformance is checked on weekly% monthly% quarterly% and annual basis. Targets are signed by

managers and subordinates and is documented% matched with results afterwards. -f employee fallsshort of achieving the target he is warned to improve his performance. mployees get timely

feedback and modify their performance in order to achieve the targets.

COMM"NICATION

There are no delays in communication as +iemens has its own intra net system. Top management

is in contact with whole +iemensL worldE they can get information from any person they want.

"olicy letters are generated and send by name. !onfidential and specific messages are not passed

to all employees. The information which an employee needs to know is shared whenever required.

!ompliance messages and reports are shared with all employees.

MOTIVATION

9ith motivated employees +iemens can meet and even exceed the expectation of its customers

and investors. (ere employees are motivated by both Mverbal appreciationN and Mmonetary

rewardsN. -t has generous system of bonus distribution. These benefits are performance and output

based. &onus is given twice of as much targets have been achieved% if >O target is achieved then

?O bonus is given.

MANAGEMENT AND LEADERS+IP

9orking at +iemens often means facing a task that seems difficult to cope with at first sight. To be

able to meet such challenges it focuses on exceptional leaders and the winning teams that are able

to push back the limits. "eople at management and leadership level are competent% ambitious%

highly skilled% experienced% have strong character% social and charismatic. anagement is friendly

and cooperative thus guides% facilitates and motivates the employees.

PROMOTION

-n +iemens employees are usually internally promoted if they have enough skills and expertise to

perform the new duties and tasks. They do contingency planning and may even call employee from

other department or branch to fill the vacant managerial position.

Iualification% skill% experience and performance are analyzed during promotions. "erformance is

evaluated both qualitatively and quantitatively for promoting an employee.

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+IRING AND RECR"ITMENT

Along with internal recruitment people are hired from outside also when desired. 0irstly the test is

conducted and qualified candidates are called for interview. +elected candidates are trained for one

year so that they can understand the systems and processes% their role and tasks.

OT+ER BENEITS

+iemens offers its employees a line of additional benefits. 0irst% +iemens adds a fifth week of

holidays to the four weeks compulsory by law. 1unch meals in the company canteen are

subsidized to give employees the possibility to en$oy healthy% tasty and affordable nutrition on

their working days. During the day coffee% tea and water are available free of charge.

!ompany offers gifts and rewards for anniversaries and birthdays and maintains its own pension

scheme for employees. !ultural% social and sporting events are organized on a regular basis.

DEPARTMENTS

The -ndustrial Automation 5 Drives Technology '-A5DT, of -slamabad has three departments6

>. +tandard "roducts '+T",

?. otors 5 Alternators '5A,

@. Generating +ets 'G+,

IA- DT IslamabadBusiness

Administration

1ia2ur2,ehman

I DT-LD (GS)

3aleel 4aider

I DT-SD (M&A)

Adeel I5bal

IA-DT (STP)

6hurrum Dildar

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4. STANDARD PROD"CTS . Automation +ystems 'A+,

?. !ontrols 5 Distribution '!D,

@. 3ninterruptable "ower +upply '3"+,

. 1arge Drives '1D,B. +ensors 5 !ommunication '+!,

4. A'to,ation S0)te,)


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;. Control) Di)tri2'tion . Large Dri(e)


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Gas Analyzers 5 !hromatograph

1iquid Analyzers

9ater Treatment +ystems

!ontrollers

4ecorders

"rotection Devices

Acoustic +ensors

-ndicators

;. MOTORS ALTERNATORS


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(igh/Joltage otors

Asynchronous +quirrel/!age otors

Asynchronous +lipring otors

+ynchronous achines

+tandard 5 *on/+tandard otors

Torque otors

-!4)A+T4 -nverters

. GENERATING SETS BkJA to >>kJA. The main products of

G+ are6

Diesel Generating +ets

A0 "anels

Allied 5 )ptional quipment

Alternators

!ontrol "anel

"rime overs

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PERSONAL E!PERIENCE LEARNING

- personally read and understood many brochures% catalogs and manuals of different products in

every department of -ndustrial Automation 5 Drives Technology '-A5DT, during my internship. -

am mentioning here only my practical experience 5 learning.

OER

An offer is made against the enquiry sent by the client. An offer is made keeping in view the

requirements of the customer in consultation with the (ead office and the factory capacity. An

offer register includes following main documents6

>. nquiry

?. !overing 1etter

@. !alculation +heet

. )ffer +heet # "rice +heet

B. Terms 5 !onditions

C. xport !ontrol 0orm

+# ,eview 8orm

4. En'ir0

An nquiry is the first step in the business of -ndustrial Automation 5 Drives Technology

'-A5DT,. -t is sent by the client via letter% fax% phone or in any other form. -t shows the detail

about the requirements of the customer.

;. Co(ering Letter

A !overing 1etter is written to customers regarding their enquiry informing them that +-*+

"akistan ngineering !ompany 1imited has quoted their best possible prices in order to reach the

customerLs requirements in the best possible way.

. Calc'lation S$eet

A !alculation +heet is made to calculate the price of the required items. 0irstly% the price from the

(ead )ffice 'Germany or 7arachi, is taken% and then +-*+ "akistan ngineering !ompany

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1imited includes some profit 'J+", in the factory price and after adding some boarding charges%

sales tax etc% the unit price is multiplied by the quantity of the respective item.

>. O%%er S$eet H Price S$eet

)ffer +heet # "rice +heet is the central part of an offer which is sent to the customer. -t includes the

technical specification of the required products% their rounded/off unit price 'taken from

calculation sheet, and their total price 'by multiplying the unit price by quantity,.

6. Ter,) Condition)

Terms 5 !onditions are sent to the customers informing them about the terms and conditions of

+-*+ "akistan ngineering !ompany 1imited. They usually include the offer time and the

rule of BO advance payment by the customer.

8. E&/ort Control or,

xport !ontrol 0orm contains sanctioned parties list taken from the Germany website. +-*+

has put sanctions on some organizations so that they cannot purchase +-*+ products.

+-*+ "akistan ngineering !ompany 1imited has to ensure whether the customer is

sanctioned or not

9. Re(ie- or,

4eview 0orm is a printed form which the employee has to fill by hand in which the customerLs

enquiry and the respective offer made is reviewed by putting some remarks on the form.

ORDER

An order is placed by the customer to purchase the product. 0ollowing are the main documents in

an )rder 0ile6

>. -nquiry

?. )ffer

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@. "urchase )rder '".).,

. Acknowledgement

B. -ndent

C. !onfirmation

;. Dispatch -ntimation 'D.-.,

4. In'ir0

An nquiry is the first step in the business of -ndustrial Automation 5 Drives Technology

'-A5DT,. -t is sent by the client via letter% fax% phone or in any other form. -t shows the detail

about the requirements of the customer.

;. O%%er

An )ffer is made against the enquiry. -t is made keeping in view the requirements of the customer

in consultation with the (ead office and the factory capacity. )ffer +heet # "rice +heet is the

central part of an offer which is sent to the customer. -t includes the technical specification of he

required products% their unit price and their total price. "rice negotiations with customers are held.

Therefore% the calculation sheet of the offer is revised many times 'with the companyLs profit

decreasing,.

. P'rc$a)e Order


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8. Con%ir,ation

After confirming everything by sending indent% +-*+ "akistan ngineering !ompany

1imited sends a confirmation letter to client confirming that they will deliver the required products

in a specific time period.

9. Di)/atc$ Inti,ation , Advance payment

?, "erformance bond

@, &id bond

4@ Ad(ance Pa0,ent

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!lient gives a check and demands guarantee for the release of payment in advance along with the

purchase order. -t remains valid till commissioning.

;@ Per%or,ance Bond

-t remains valid till the warranty period. -t is issued to cover the issues till the warranty period. -f

there is a breach of contract on the part of the company% customer can cash this bond from the

bank.

@ Bid Bond)

-t is the same as the earnest money and can be cashed by the customer in case of breach of

contract. -t may remain valid till the delivery#commissioning or completion of the warranty period.

-t is less risky.

TASKS PERORMED

- have performed the following tasks6

4@ ORECASTING1

- have done forecasting of

+ales

4eceivables

Advances

-nventory

T+D 'temporary security deposit,

;@ INANCIAL ANAL#SIS1

The purpose of financial analysis is to measure the performance of the company. - have done

financial analysis in order to measure the companyLs performance and to compare its performance

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in different years. 9hich shows that ?< was the most profitable year of the company and in

?= because of economic crisis in the country% +-*+ doesnLt show good performance.

.//0 .//1 .//2 ./3/

4ew Orders '()*++),-. /*')0*-)'0- /.+),(.)1/1 '.)1,-)1+.

4et Sales /*0)*-1)0/, /0+)*11)'1, -,)1'*)'.- +-)++0)-'-

Gross

)argin //).-*)+,/ /,).11)'-1 *,)-.()1.* /+)(+*)(-,

SWOT ANAL#SIS

STRENGT+S1

>. +trength is the high motivation of employees to their work because they know that what so ever

they do. -t will be in their own benefit. They know that the profit% which they will earn% will be

distributed among the employees. +o they work with high motivation and concentration.

?. The +-*+ has very strict rules and regulations about the customerFs complaints.

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@. This branch is provided with latest computers which increases the speed of computer work.

. The branch is situated in industrial area where business activities perform greater as

compare to residential area. Thus it increases the number of customers.

WEAKNESSES1

>. )ffices are well equipped with modern technology but they are not being fully utilized.

?. arketing of +-*+ of its various products is being done through limited resources.

@. xpenses are increasing at very high rate.

. +alaries of the officers are less as compared to other multinational companies.

B. Their main weakness is that there is lack of awareness among the masses about the

existence of company.

OPPERT"NITIES1

>. )pportunities exist in mobile devices since the people are using most of the mobile

devices.

?. obile industry is the growing industry in "akistan.

@. nergy industry in "akistan is also in crises so +iemens has opportunity to expand their

services all over the "akistan.

T+REATS1

>. -ncrease in number of "rivate companies in the country resulting into increased

competition.

?. "romotional activities of +-*+ are not sufficient% due to this it may lose market share.

@. !hanging conomical condition of the market and country.

. 0irst threat is that of political influence

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CONCL"SION

+-*+ "akistan ngineering !ompany 1imited is an excellent engineering multinational

company with some loop holes. -t was a great pleasure and an excellent experience working in the

company. This internship gave me an insight into the sales and purchase in the business world. -t

also provided a good knowledge of different automation systems and drives#

RECOMMENDATIONS

)ffice communication systems should be more fast% efficient and superb.

Although ample fresh blood is circulating in the company% still it is needed to in$ect new%

creative and fresh ideas in order to increase the market share.

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The overall organizational structure of +-*+ is quite impressive but if more

importance is given towards improving it% it would help +-*+ in achieving better

results in the long run

A control/oriented environment sometimes hinders creativity and innovations especially in

the desk $obs. +ometimes it also creates bureaucratic system in which although

responsibility is delegated to the lowest level but authority is not delegated. This also

creates the communication gap between the top management and the lower levels.

Siemens Asfund

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