VIETNAM NATIONAL UNIVERSITY, HANOI INTERNATIONAL SCHOOL *** GRADUATE INTERNSHIP REPORT HP MEDICAL EQIUPMENT AND TRADING JOINT-STOCK COMPANY Address: No 34 Alley 64/55 Kim Giang Street, Kim Giang Ward, Thanh Xuan District, Hanoi, Vietnam Supervisor: PHẠM HƯƠNG TRANG Student’s full name: LÊ MAI MAI Student’s ID: 1107 1278 Major: International Business Class: IB2012B Hanoi, 11/03/2016… ACKNOWLEGDEMENT The internship opportunity I had with HP Company was a great chance for learning and professional development Therefore, I consider myself as a very lucky individual as I was provided with an opportunity to be a part of it I am also grateful for having a chance to meet so many wonderful people and professionals who led me though this internship period Bearing in mind previous I am using this opportunity to express my deepest gratitude and special thanks to Mr.Do Manh Hung of HP JSC who in spite of being extraordinarily busy with his duties, took time out to hear, guide and keep me on the correct path and allowing me to carry out my project at their esteemed organization and extending during the training I express my deepest thanks to Ms Huong Trang – my supervisor from IS-VNU for taking part in useful decision & giving necessary advices and guidance for me to complete this Internship report I choose this moment to acknowledge her contribution gratefully I perceive as this opportunity as a big milestone in my career development I will strive to use gained skills and knowledge in the best possible way, and I will continue to work on their improvement, in order to attain desired career objectives Hope to continue cooperation with all of you in the future Sincerely, Le Mai Mai ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! LIST OF FIGURES, TABLES AND CHARTS Figures: Figure 1: Organizational management chart .Page Figure 2: The company’s current distribution system , Page 12 Figure 3: Sales process diagram…………………………………………… Page 18 Tables: Table 1: The number of retailers of of HP Medical Equipment and Trading JSC period 2012-2015……………………………………………… … Page 13 Table 2: Some results of the company operations through the years 2013-2015 ………………………………………………………… …………….Page 15 Table 3: Comparison of the results of the company operations……… Page 15-16 Table 4: Value and proportion of the turnover from the market sectors of the HP Medical Equipment and Trading JSC for the period 2012-2015… Page 22 Charts: Chart 1: Revenue from product sales……………………………………… Page 13-14 Chart 2: Density of Financial and enterprise management expenses over revenue of the firm (2013 – 2015) …………………………………………………… Page 17 Chart 3: Contribution percentage to the revenue of four main product groups at the company period 2013-2015…………………………………………… Page 19 Chart 4: Consumption structure at HP Medical Equipment and Trading JSC for the period 2013-2015……………………………………………………….Page 20 Chart 5: The results of Grow-lex product consumption at HP Medical Equipment and Trading JSC for the period 2013-2015………………………………….Page 21 Chart 6: Market share of the Grow-lex compared to the competitors’ at three major hospitals in Hanoi for the period 2013 -2015………………………… Page 24 ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! TABLE OF CONTENTS ACKNOWLEGDEMENT…………………………………………………………….1 LIST OF FIGURES AND TABLES…………………………………………… .2 TABLE OF CONTENTS…………………………………………………………… CHAPTER 1: THE OVERVIEW OF HP MEDICAL EQIUPMENT AND TRADING JOINT-STOCK COMPANY ………………… ………… …………5 1.1 General information of the company……………………… ………… …… 1.2 History of the company…………………………………………… ………… 1.3 Mission and Vision of the company…………………………………………… 1.4 Core Value of the Company……………………………………………… …7 1.5 Organizational Structure of the company 1.5.1 Organizational management chart……………………………………………8 1.5.2 Functions and duties of each department………………………………… 1.6 General Product/ Target Market / Business process……………… ……… 10 CHAPTER 2: BUSINESS ACTIVITIES OF HP MEDICAL EQIUPMENT AND TRADING JOINT-STOCK COMPANY …………………………………… 10 2.1 General business activities information……………………………………… 10 2.1.1 Main business activities 10 2.1.2 Main product line ………………………………………………….……… 10 2.1.3 Strategic / business plans …………………………………………….……11 2.1.4 Business activities ……………………………………………….………13 2.1.4.1 Sales …………………………………………………………… .13 2.1.4.2 Financing ……………………………………………….…….16 2.1.4.3 Distribution ………………………………………………… …… 17 2.2 Business strategy analysis……………………………………………… …… 19 2.2.1 Grow-lex consumption situation compared to other products …………………19 ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 2.2.1.1 Grow-lex Revenue and Profit………………………… ……………19 2.2.1.2 The structure of Grow-lex product consumption 20 2.2.1.3 The target sale and results of Grow-lex product consumption at HP Medical Equipment and Trading JSC ……….……………………… 21 2.2.1.4 Consumption Situations of Grow-lex medicinal products by region 2.2.1.5 The target customer of Grow-lex product ………… … ………22 2.2.1.6 The achievements of Grow-lex product…………… …………… 25 2.3 Shortcoming and causes of the business activities…………… …………… 25 2.3.1 Sale activity challenges …….…………………………………………… 25 2.3.2 General weaknesses of the enterprise ………… ……………………… 26 CHAPTER 3: INTERNSHIP TARGET, THE ASSIGNEDWORK CONTENT AND METHODS OF IMLIMENTATION ……………………………………….28 3.1 Graduation internship objectives………………………………………………28 3.2 Contents of the assigned work………………………………………………….28 3.3 Implementation methods……………………………………………………… 30 CHAPTER 4: ACHIEVEMENTS FROM INTERNSHIP .31 4.1 Accumulated experiences ( knowledge, skills gained )……………………… 31 4.2 Matching between academic at school and real practice…………………… 32 4.2.1 Apply academic knowledge into practice ………………………………….…32 4.2.2 Differences between school knowledge and lessons got from internship.… 33 CONCLUSION…………………………………………………………….…………36 REFERENCES…………………………………………………………….…………37 ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! CHAPTER 1: THE OVERVIEW OF HP MEDICAL EQIUPMENT AND TRADING JOINT-STOCK COMPANY 1.1 General information of the company Company trading name: HP MEDICAL EQUIPMENT AND TRADING JOINT STOCK COMPANY Director: Do Manh Hung Headquarters: No 34 Alley 64/55 Kim Giang Street, Kim Giang Ward, Thanh Xuan District, Hanoi, Vietnam Trading Office: 5th floor, Block of 46 Den Lu Urban Living Quarter, Hoang Mai District, Hanoi, Vietnam Tax code: 0104959591 Phone: 04.66829258 Fax: 046.278.3065 Website: http://duocphamhp.com.vn 1.2 History of the company HP MEDICAL EQUIPMENT AND TRADING JOINT STOCK COMPANY is the company having capital contributors, was established on 27/12/2006 registered under the business license number 0104959591 by Department of Planning and Investment in Hanoi with the capital of 2.000.000.000 VND During almost years entering into pharmaceutical business market, HP Company has achieved many accomplishments but also faces many difficulties in business development process The process of the company's operations can be divided into two main periods: ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! • The very first established period (2006 - 2009): HP medical equipment and trading Joint Stock Company was found on the basis of the links with Thong Nhat pharmaceutical joint stock company, and its parent company is Limited Liability pharmaceutical ShinPoong DaeWoo Company In its early days, the firm faces many difficulties and challenges due to lack of brand and position in the market Main activities of the company based on the relationship with the former agent of the parent company and continue to distribute the main kind of drugs as Grow -Lex, Rigocef 750 At the same time, the company also created strong ties to the hospitals and private pharmacies Thanks to the branding building campaign of the business to large hospitals such as Vietnam-Germany Hospital, Bach Mai Hospital, Central Hospital of Gynaecology, Oncology Central Hospital that now the firm has not only the distributed network expansion quickly but also to overcome difficulties during the economic crisis of 2008, the growth made momentum for the future development • Period from 2010 to present Compared to the early days of establishment, the amount of employees of the company has increased significantly By the end of 2013, the total number of staffs in the enterprise has more than 50 people Also, besides the traditional line of pharmaceuticals from its early days, now HP could expand the numbers and types of products to more than 20 pharmaceutical line With the principle of "sales only good quality, reasonable price, professional distribution," the company has always focused on quality issues to ensure the absolute safety of the health of consumers Thanks to the always perform distribution operations and ensure the best quality, the enterprise has always been the priority medicines and hospital product selection Although, the scale of the company is only medium, business has been increasingly expanding development more stable and potential ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 1.3 Mission and Vision of the company During the development process, the company has always focused on expanding its cooperation with schools and academic institutions; research and development of large and small projects with domestic and foreign prestigious partners to create the best products for the target community With the desire to improve better and better quality of life for Vietnamese people, in general, HP Medical Equipment and Trading JSC is proud to be one of the leading units in the research and distribution of products that help support human health And, especially with the motto "Vietnamese people use Vietnamese goods", the company has been aiming to " Vietnamese drug honor" 1.4 Core Value of the Company • Creating a professional working environment, dynamic and favorable conditions for each member’s self-promoting creative thinking abilities • Paying attention to the training and development of staff of highly qualified personnel, integration with the regional and international levels • Constructing distribution channel management and customer care systems • Making financing activities for the social community with the motto "For the health of Vietnamese people" to develop and promote the brand • Business philosophy of the company: + Customer orientation + Prestige, quality to mature + Cooperation for success + Human resources development + Orientation of a beautiful healthy Vietnam ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 1.5 Organizational Structure of the company 1.5.1 Organizational management chart Organizational apparatus of the company is an important factor determining the survival and development of the company In order the get highly effective operation, the organizational factors that constitute the apparatus must be respected aiming at the highest efficiency Stemming from specific business sectors and sizes of business type, the management of the company are held as follows: Figure 1: Organizational management chart MANAGEMENT ADMINIS TRATION FINANCE AND ACCOUNTING DRUG DEALER AND PHARMACY BRANCH BUSINESS SALE OUTLET MARKETING WAREHOUSE AND SALES HOSPITAL PHAMARCY (Source: Administration and Finance Department of the company.) 1.5.2 Functions and duties of each department * Board of Directors: Consisting of directors and the union; leaders in charge of ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! overall direction and departments - Director: the head of the leadership, the legal personnel representative of the company, legally responsible for directing all production and business activities in the company + Director must be a qualified pharmacist with a University Degree, at least + He/she is the representative of the company in relation to transactions of concluded economic contracts, and has the right to the company organizational structure, staffing, salaries based on the result of business activities * Department of Administration - Human Resources: responsible for all the work on organizational management, personnel administrative and executive of the company; combining the administrative organization and periodical report to the board of directors * Financial -Accounting Department : responsible for the whole of the financial management, and accounting work; statistics and products test - imported, the voucher bill; tracking goods, inventory reporting and tracking imports liabilities * Business Divisions: responsible for branding promotion, market development, market segments analysis, building long-term and short-term business strategies, distributing drugs to pharmacies, establishments, and agents of the distribution company * Marketing Department: responsible for the planning and implementation of the marketing plan of the company's brands; collecting information of the needs of the market that would lead to serve the urgent needs for the development of new products; implementing the marketing plans for business and sale support programs; monitoring effective marketing campaigns * Warehouse and sales department: responsible for taking orders, management, preservation and inventory of goods in stock; reporting the daily monitoring of goods in stock ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 23 Hải Phòng, Bắc Ninh) Proportion 15% 14% 14.80% 19.78% (Source: Finance & Accounting Department) The market is always considered as the heart of HP Medical Equipment and Trading JSC This is the factor that strongly influences every aspect of the business from the stage of planning to the policies of promoting the product The market is also the goal of every business enterprise and the environment of commodity circulation With a wide distribution network spread over many provinces, the company's markets are divided into several regions and each region has different characteristics and the distinction At present, the enterprise is mainly focusing on the Hanoi market area This is the traditional market segment that brings about higher profits for the business Although the new markets put into exploitation in the neighboring provinces of Hanoi also bring in relatively large revenue to the enterprise, the market of Hanoi area is still a big gap On the other hand, being new markets, the company’s market share in these provinces has primarily undergone through the distribution systems of other local pharmaceutical wholesale companies Chart 6: Market share of the Grow-lex compared to the competitors’ at three major hospitals in Hanoi for the period 2013 -2015 ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 24 100%! 90%! 80%! 70%! 60%! 50%! 40%! 30%! 20%! 10%! 0%! 44.5! 48.4! 46! 17! 18! 18.1! 22! 20.4! 19.6! !!!!!2013 !!!!!!!!!!!!!!!!!!!!!!!!!2014 Sản!phẩm!khác! Grow!L!lex! !!!!!!!!!!!!!2015! AgiFivit! Davita!Fevit! (Source: Finance & Accounting Department) 2.2.1.5 Product Group's customers of Grow-lex Based on the advantages of the product absorption compared with that of other drugs, the company’s product pricing has been higher than the average level of the market towards the end-users, who have high and middle income just to maximize profits Currently major customers of the enterprise is the largest hospitals in the city of Hanoi and private clinics in the peripheral areas of Hanoi However, this is the heading target for other pharmaceutical enterprises, especially for large hospitals Therefore, the competition in order to maintain the market share is fierce Besides, in order to penetrate new markets, the company has also organized a plan to introduce products to hospitals in suburban areas and neighboring provinces such as Hai Phong, Thai Nguyen, Nam Dinh through wholesale pharmaceutical companies Although the market has great potential, compared to urban consumers, rural areas and the provinces are home to low-income and the financial ability to pay for the health sector is still limited Therefore, the domestic drug items will be more popular Therefore, the company has always sought to lower product costs through the optimization of distribution channels and product policy flexibility to compete with domestic drugs ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 25 2.2.1.6 The achievements of Grow-lex product after sales By analyzing the situation of production and business activities of enterprises, in general, and HP Medical Equipment and Trading JSC’s Grow-lex consumption activities, in particular, we can see that in the period of years (2013 – 2015) the company has experienced strong growth: • Annual sales increased steadily at a rate of 15-18%, high degree of plan completion despite the 2012 failure to achieve the sale of products, but this was overcome in 2013 with exceeded level • The consumption of Grow-lex product was stable and developed, which is a core element to ensure the development of business, in general, and the Growlex, in particular • Thanks to a team of highly qualified, skilled and professional medical representatives, the company has established good relationships with customers and the drug supplier Also, commercial intermediaries have built a good reputation and gained loyal customers • The company has also established a fast feedback system with consumers’ accurate response through a network of retail pharmacies • The product distribution channels of Grow-lex have been maintained with clear and specific criteria to each member of the distribution channel At the same time, timely encouraging and fair policies to all channel members, effectively accelerating product sales of the company 2.3 Shortcoming and causes of the business activities 2.3.1 Sale activity challenges Operating in any business sector is the subject to the control of the management body However, for the pharmaceutical industry, the administrative procedure is one of the major limitations for the pharmaceutical businesses, in general Currently, ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 26 administrative procedures exist many shortcomings: the pace of the approval is slow, especially due to the slow licensing registration for circulation, time-consuming process of evaluation and the functional assessment process of the effect of the product This caused many difficulties for business and production units On the other hand, the problem of counterfeit drugs also cause great impact on their business operation because the drug is the product which has direct impact on the health of consumers: (1) with mild side effects or severe possible long-term effects, even leading to death According to the Pharmaceutical Management Department, the number of substandard drugs in 2015 was 4.1% higher than that in 2014 which was only 3.3% Although the statistics figures are small, the impact of low-quality drugs to the reputation of the product was so great Moreover, the continuous change of drug prices in the short duration also negatively affected customer sentiment 2.3.2 General weaknesses of the enterprise HP Medical Equipment and Trading JSC has made certain achievements in recent years, but the business itself also has such intrinsic limitations as follows: • Imbalance in revenue between two kinds of distribution channels is easy to be recognized, most businesses focus on the one-level sales channel Besides, even in this distribution channel the disadvantages also exist For example, the consumption volumes focusing mainly on some establishments or certain hospitals, leading to the risk of instability if there is a change made by these customers • The scale of new business stands at small and medium enterprises (SMEs) Therefore, the scale of the company's capital is limited and we can not import the product in large quantities, especially with Grow-lex medicinal products with a relatively high price, leading to a shortage of product supply to clients when required • Business activity of the company is mainly focused on dominating as much ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 27 market share as possible, though many market research stages have not been properly invested in This is reflected in the company's investigation and survey of the distribution system according to geographic location without attaching much importance to the demographic factor or average income of the local population This has led to a hardly consumed product situation due to (1) the drug prices higher than the average income level in some suburban localities or (2) the imbalance in some consumer base • The system of feedback has still been based on excessive drug retail establishments This is a quick and efficient information channel, but the downside of this information channel is that the information is often scattered, unsystematic and asynchronous, leading to the difficulty in monitoring the information quality or coping with the competitors’ strategies, causing loss of potential customers • The scale of the labor force has rapidly increased, but the expertise has not deeply qualified The impetus for the sales team is primarily based on recurring commissions, not really creating strong relationships with staff Therefore, their loyalty and commitment have not certainly been high • The company has not built the specific criteria for selecting members of the channel as well as the assessment policy of the members’ activities have not been comprehensive and coherent Also, the binding relationship between the members and the business has not really been closely and legally linked The unstable solvency of the establishments has led to the debt of goods to businesses, gradually leading to inability to pay Therefore, there is the need to develop specific rules to eliminate some poorly performed facilities with the selection of potential partners ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 28 CHAPTER 3: INTERNSHIP TARGET, THE ASSIGNEDWORK CONTENT AND METHODS OF IMLIMENTATION 3.1 Graduation internship objectives Graduation internship is specific educational activities aimed at contributing to the formation and development of the quality and professional competence required for students accordance with the training objectives set out by the training institution Graduation internship includes: apprenticeship for students not belonging to teacher training and pedagogical practice for teacher trainees This activity has really been significant for graduate students For students, graduation internship activities have played an important role not only in the learning process but also in their career after graduation The results of graduation internship are scored with relatively large weight in the semester, affecting the results of classification of students’ graduating In fact, the scores play a small role The graduation internship helps students get access to their chosen careers when entering university The practical activities again help me understand what job I will and how the job will be done after graduation with timely adjustments and more appropriate training strategies The process of applying the learned knowledge into actual work has helped me identify my strengths, my weaknesses and the needs to equip myself with knowledge and skills to meet the work requirement In fact, university training programs have provided the system of useful theories about careers that necessarily need to be applied to vivid reality with specific career objects and environment Therefore, the internship becomes necessary for students This initial experience has made me personally as well as other students more confident after school to find work without illusion that may lead to frustration by the true labor market participation During the internship course, I have discovered that I have been able to establish relationships in my career, which is very ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 29 helpful for me after graduation With good practice results, I will have the opportunity to find a job in the internship course 3.2 Contents of the assigned work The past months of my internship have been very instructive for me HP JSC has offered me opportunities to learn and develop myself in many areas I gained a lot of experience, especially in the sales and financing field A lot of the tasks and activities that I have worked on during my internship are familiar with what I’m studying at the moment I worked in many areas where I did different work This gave me the chance to find out which areas I want work in after my education Week Date Tasks performed _ Study, refer to the documents about the organization: 18/01/2016 – 23/01/2016 25/01/2016 30/01/2016 history, outstanding performance of the company _ Observe and communicate to find out the main activities of the company, business methods and the distribution markets _ Read financial statements in 2011-2014 _ Acquaint with calculation methods and inventory in the warehouses _ Implement, handles invoices and vouchers for goods 23/02/2016 from import stages in December 2015 to January 30, 2016 ! ! - _ Check inventory of unpaid bills in 2015 27/02/2016 _ Check the monthly financial report Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 30 Week Date Tasks performed _ Check the residual item in the warehouse points of the 15/02/2016 company – _ Compare and list items need to import and distribute 20/02/2016 orders to the partner company in May 3/2016 22/02/2016 16/02/2016 _ Go with sale market department’s staff to check the business activities, revenue of the firm product, especially main product line and main product: Grow-lex in every agents 29/02/2016 _ Ask and Collect data from Financing and Accounting - Department to create comparison figure from 2013 to 2015 04/03/2016 _ Write Internship report 3.3 Implementation methods My main work in HP JSC is handling the bills’ data at the company and checking out the outstanding debt as well as unpaid or unprocessed bills due to the delays from customers as well as from other departments in the company: • Recognition of invoices for imported finished goods into the recording system on your computer using Excel and then weekly inspection and review full entry number according to the expected schedule • Noting the shipment invoices into the system, data calculation and notes in the shipping bills of quantities, units of imported goods, the date and amount paid • Handling of outstanding bills by reviewing the weekly report on the number, date of entry and exit which have not been recorded, and prompt addition to the system for monthly sum ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 31 • Transferring the unpaid input and output invoices by customer or partner companies to the residues debts and payment processing to complete the necessary procedures as soon as possible in order to recover the money owed for circulating and handling other tasks CHAPTER 4: ACHIEVEMENTS FROM INTERNSHIP 4.1 Accumulated experiences ( knowledge, skills gained ) Working as a trainee in Sales and marketing department for HP JSC helped me develop and learn lots of things I worked in many areas where I did different work I described in the previous chapters that the tasks and projects that I have worked on are divided in the areas researching and analyzing finance and target market The good thing is that these areas are all aspects of the knowledge I obtained during my communication education I set up goals halfway during my internship, to develop and improve areas that I find needed to be improved The working areas I develop and improved in during my internship are the following: Work effectively I want to learn how to work effectively I have achieved this halfway my internship by working and using a to-do list This to-do-list were emails that Deborah was sending throughout the day The to-do-list existed of work that needed to be done first and had more priority than other daily tasks (clients needs for example) Work precisely I want to work more precisely At the beginning of my internship, I noticed that there are lots of mistakes found in my work Mistakes in spelling and grammar but also in delivering work that is not finished Halfway my internship, I have improved in this area by reading, listening and focusing better on my work Improve my communication ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 32 I want to improve my communication skills At the beginning of my internship, I realized that I didn’t communicate often This is because I was at the time unsecure about my English Halfway my internship I have improved this by communicating more with the interns that I have worked with and talking to them about all kind different subjects More initiative I want to show more initiative during internships At the beginning I had trouble getting involved in the event planning process This is because I wasn’t aware of how the process was conducted and I didn’t have all the background information of it In my internship I have improved in this area by getting more involved and becoming more aware on how the event process is conducted Phone calls I want to be able to make calls and answer the phone more easily At the beginning I had difficulties communicating over the phone This is because I was at the time unsecure about my English Halfway my internship I have practiced and improved answering the phone more than usually 4.2 Matching between academic at school and real practice 4.2.1 Apply academic knowledge into practice After my internship time, through observing and studying the operation of company, I have strengthened the following knowledge: _ Human resource management: Human resource is the most competitive factor of a business Functional HRM includes attracting human resources, training and developing HR, maintaining HR _ Foreign trade business: Incoterm 2010, the process of signing international trade contracts The primarily payment method in import/export business, documents in the import/export business ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 33 _ Financial statements analysis: how to analyze and interpret financial statements, the interested indicators, how to read financial statements to understand the operational status of the company _ Taxes: tax function and the role of tax against the economy, society, tax principles, taxpayer rights _ Supply chain management: SCM requires simultaneous improvement of customer service levels along with improving the efficiency of internal operations in the supply chain; distribution net work configuration, inventory control, supply contract, distribution strategies _ Marketing : Marketing and promoting the sale campaign are mainly hold through work trips Developing a marketing plan/strategies are shown up on how to market and promote a product Developing Loyalty program is processed base on customers data When I begin your first internship, I discovered my expectations were a little off as I dive into your work Here are some ways my internship will be different from what I’ve experienced in the classroom and at college: Your wardrobe In college, your dress code is sweatpants casual What most college students love about being in college is the fact that you have the freedom to express yourself however you want If this means rolling out of bed and wearing your pajamas to class, no one is going to penalize you On the same note, you’re probably used to getting away with wearing jeans and a nice top for business casual, too At your internship, it’s business casual When you start your internship, what you wear speaks loudly If you show up to the first day of your internship wearing jeans, your new manager might ask you to go home and change ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 34 In the professional world, there are strict guidelines about what you can and cannot wear For most internships, business casual will require you to wear black or khaki pants, dress shoes, and a nice shirt or blouses There will also be times when you’ll be expected to wear business professional, which means wearing a suit Before your internship, be sure to find out the dress code and stock up your wardrobe with the pieces you’ll need This will help you make a great first impression on your first day Your skills In college, you use what you learn in the classroom As a college student, you’ll have endless lectures and textbooks to teach out about what you need to know in your field However, what you learn in the classroom is really only the foundation for your career Your classes give you just enough information to get you comfortable with your field and prepared for an internship At your internship, you’ll learn and apply new skills When most college students begin their internships, they’re shocked when they end up not using anything they learned in the classroom On the other hand, you might realize your classes really only taught you the fundamentals of your field, not the actual tools the real world uses It might be a little overwhelming when you learn new skills and tools during your internship The best way to approach this obstacle is to listen closely to your manager, ask questions, and take notes Your attitude In college, you won’t get in trouble for complaining College students love to complain about studying for tests, writing term papers, and simply being in school Although it’s fairly normal for the average college student to complain from time to time, this attitude doesn’t fly in the real world At your internship, your negative attitude will be noticed Coworkers will definitely notice They’ll take your attitude as a sign that you’re not interested in your internship ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 35 nor you want to be there Regardless of how overwhelming your workload becomes or the number of tedious tasks your assigned, keep up a positive attitude and stay focused on your work Your deadlines In college, professors are sometimes flexible with late assignments When you miss a deadline in college, it doesn’t harm anyone but yourself The only penalties you face are earning a bad grade, disappointing your parents, or failing the class While these missed deadlines can hurt your classroom performance, no one else is affected by your work At your internship, a missed deadline could penalize you and others In the real world, missing a deadline is serious business, especially when you don’t give your manager a heads up Although most managers are flexible with deadlines, you need to communicate with them if you’re going to be late turning in an assignment Deadlines in the professional world translate into sales and reputation If you plan on missing deadlines, you should plan on being penalized for hurting the success for your employer Your schedule In college, you get to pick your schedule One of the perks of being a college student is scheduling your classes around your needs If you’re a night owl, chances are you’ll want to sleep in and schedule classes for later in the afternoon However, when you get to your internship, your schedule will revolve around your employer At your internship, you have to show up early and work late Internships are an entirely new ballgame when it comes to scheduling If you’re working a full-time internship, you’ll be expected to work normal 9-to-5 office hours In addition, you shouldn’t be surprised when your boss asks you to come in at a.m to ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 36 work on a project or stay until p.m to wrap up your work Oh, and there’s no being tardy for work, unless you want to be reprimanded by your manager CONCLUSION I have finished the above-presented report aggregating about HP Medical Equipment and Trading JSC During my internship course, with the enthusiastic support from the dedicated supervisor and the company’s management and staffs, I have acquired a lot of valuable knowledge and necessary skills In this report, I would like to present the overview of HP Medical Equipment and Trading Joint-stock Company, its organizational structures, its operation, its basic business activities, its achievements and the difficulties that the company is facing At the same time, I also wish to ascertain the specific work of each department such as Sales – financing department for tools and skills needed to perform tasks in the most efficient way I hope my dedicated teacher will give me valuable comments and corrections to make it better so that I will be able to good experience and properly complete other reports easily in the future I would like to express my deep gratitude to Ms Trang – my internship supervisor from IS-VNU and HP Medical Equipment and Trading Joint-stock Company’s Management Team, employees again for their helpful directions to me during the time I did my training course for internship report ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! ! 37 REFERENCES Data from Admintrative Department Establishment and Development at HP Medical Equipment and Trading Joint-stock Company Ltd Garry.D.Smith, Danny.R.Arnold, Bobby.G.Bizzell - Business Strategy and Policy Hardcover – March, 1985 Philip.Kotler Marketing Essentials – Marketing can ban NXB Thong Ke Philip.Kotler Quan tri Marketing NXB Thong Ke Pham Thi Gai Giao trinh phan tich hoat dong kinh doanh NXB Giao Duc Tran Minh Dao Giao trinh Marketing NXB Thong Ke 1998 Dang Dinh Dao Giao trinh thuong mai Doanh nghiep NXB Thong Ke 1998 Market Leader Pre – intermediate, New Edition 2009 Report on Sales of HP Medical Equipment and Trading Joint-stock Company.Ltd ( 2013 – 2015 ) 10 Report on Business Activities of HP Medical Equipment and Trading Joint-stock Company Ltd ( 2013 – 2015 ) 11 Financial Report of HP Medical Equipment and Trading Joint-stock Company.Ltd ( 2013- 2015 ) 12 http://www.marketingchienluoc.com/ 13 http://www.viethop.net/ 14 http://heatherhuhman.com/7-ways-internship-different-classroom/ 15 Syllabus on Business Strategies of Hanoi Universities of Business and Technology ! ! Internship*Report*–*Le*Mai*Mai*IB2012B! ! !