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Organization:
Rafhan Maize Product Co Ltd.
Name: Ishfaq Ahmad
VU ID: Mc090203737




Submission Date: 09 August, 2010.



Virtual University of Pakistan
Respected Sir,
I applied for internship in the organization on April 29, 2011 but, due to office
formalities and red-taps they started my internship on June 20, 2011 which will end on
August 19, 2011. I will submit my internship completion letter till August 21, 2011.

       Kindly accept my internship report and save my precious six months.



Thanks.
Dedication

I dedicated my works to my respectable beloved parents whose efforts and prayers make
me this stand-step in my career.
Acknowledgement


I would like to acknowledge benefited information, help, material and guidance from:
      Sir Mahmood Hussain Butt (Sales Account Assistant)
      Sir Adnan Akram (Sales Executive)
      Sir Farooq Ahmad (Senior sales officer)
      My seniors in the sales and marketing department who make me well trained in
       the department as well as in the organizational basic structure.
Executive Summary



My Project is basically on “Rafhan Maize Products Co Ltd”, which is affiliate under
“Corn Products International” (CPI). CPI is a multinational company having more than
37 branches in 6 continents over the world.
In this project I discussed a detailed overview about Rafhan Maize; it was based in 1953
by Mian Muhammad Shafiq Mannu. In 1963 it became the subsidiary of Corn Products
International. In 1988 the company registered as public limited company. The company
has the monopolistic competition in the country. The company produces the starches,
Glucose,   animal    feed   ingredients,   and   Crude    Oil.   The   organization   has
departmentalization structure. I also discussed potential in the market. Organizational
hierarchies chart its departmentalization the company Annual report 2010. My internship
plan, department of internship in the organization is mentioned. Sales procedure and sales
return procedure. Tasks assigned to me Total investment, Market share, Environmental
analysis, SWOT Analysis, Advertising campaign, Distributing channels, its competitors,
Coverage, Key strength, Business Team, Investors, and Its future plan etc.
Table of Contents


Serial      Description                                   Page Number
            Scanned Copy of Letter of Undertaking                3
No
            Requist for Report Approved                          4
            Dedication                                           5
            Acknowledgement                                      6
            Executive Summery                                    7
     01     Overview of the Organization                        12
      i.    History of the Organization                         12
     ii.    Nature of the Organization                          12
     iii.   Product Line & Portfolio                            17
     iv.    Clients list of Rafhan Maize Products               21
      v.    List of Main Competitors                            21
     02     Organizational Structure                            22
       i.   Hierarchy Chart                                     22
      ii.   Number of Employees                                 22
     iii.   Introduction of Departments                         23
     iv.    Comments on Organization’s structure                24
     03     Plan of Internship Program                          24
       i.   Introduction of branch                              24
      ii.   Starting and Closing Dates                          25
     iii.   Names of Departments                                25
     04     Training Program                                    25
       i.   The Operations of the Department                    25
      ii.   Tasks Assigned to me                                28
     05     Structure of Marketing Department                   29
       i.   Department Hierarchy                                29
      ii.   Number of employees in Marketing Department         29
iii.   Marketing Operations                             29
06     Functions of Marketing Department                32
  i.   Segmentation Strategy                            32
 ii.   Target Market Strategy                           32
iii.   Product Planning, Development and Management     33
iv.    Positioning                                      34
 v.    Pricing Strategy                                 34
vi.    Distribution Strategy                            35
vii.   Promotional Strategy                             35
07     Structure of Sales Department                    36
  i.   Department Hierarchy                             36
 ii.   Number of Employees in Sales Department          36
iii.   Sales Operations                                 36
08     Functions of Sales Department                    37
  i.   Sales Methodology                                37
 ii.   Types of Selling                                 37
iii.   Sales Return Procedures                          38
09     Customer Service Department                      38
  i.   Process of Developing Relations with Customers   38
 ii.   Techniques of Retaining Customers                39
iii.   Techniques of Attracting New Customers           39
iv.    Ways of Handling different kinds of Customers    40
10     Critical Analysis                                40
11     SWOT Analysis                                    41
12     Conclusion                                       42
13     Recommendations for Improvement                  42
14     Research Methodology                             43
Rafhan Maize Products Company Ltd., is located at Faisal Abad, about 1100 kilometers
north of Karachi, in Pakistan. The Company processes thousands of tons of corn every
year to produce high quality food ingredients and industrial products. Rafhan Maize is the
pioneer in producing diversified type of starches and sweeteners for multiple applications
in more than 50 types of industries.
                                         Vision

To be the Premier Provider of Refined Agriculturally Based Products and ingredients in
the Region.
Mission Statement


To grow business consistently through positive relationship with customers to attain full
customer satisfaction and to bring continual improvement by adopting only those
business practices which add value to our customers, employees and shareholders.




                             Company Overview


  i.   History of the organization

Rafhan Maize was launched in Jan 1953. Rafhan Maize is producing the starches and
sweeteners at a large volume. At early time there was no starch for textile industries and
also no concept of imports in Pakistan. So its small plant was based at that time. The
Rafhan Maize registered according to factory act 1934.


FOUNDER

The founder of Rafhan Maize products was Mian Muhammad Shafique Mannu from
Chiniot City who was also being the managing director. He belongs to a Mannu family.

INVESTMENT BY CPI

Corn Products International is a multinational company of USA. It has many branches in
many countries over the world. In 1962 the CPI take investment in Rafhan Maize and
Rafhan Maize is now affiliation of CPI. In 1963 the share of CPI in Rafhan Maize was
70.31%.
ii.   Nature of the organization

The company is producing the industrial products and food ingredient used in various
types of industries in Pakistan. The company the company has direct relations with its
customers and suppliers in Pakistan. The company sells at domestic base as well as
exports in foreign countries.




      Safety:

Nothing is more important than safety. We have a simple goal: Zero accidents. We have
developed a company-wide safety program that applies to all of our facilities around the
world, and we monitor and measure our safety performance. We will create and maintain
an environment where our people come to work every day trusting that they will be safe,
and where our neighbors trust us to act as a responsible member of their communities.

      Quality:
Our focus every day is on quality: Quality of the ingredients we make; of the services we
provide; and of the relationships that we build. When we do things right, our customers
and our colleagues have confidence in us, and that gives us the foundation on which we
will continue to build our Company.

      Integrity:

Honesty and trust are the foundations of our business. The people of Corn Products
International will maintain the highest standards of business conduct, not only because it
is expected of them, but because it is the right thing to do. Our customers, employees,
shareholders, partners and neighbors can be confident that they are working with people
who stand by their products, live up to their promises, keep their word, and do business in
an honorable fashion.

      Respect:

We operate in an environment of openness, teamwork, trust and mutual cooperation. The
global nature of our business and the diversity of our employees are important factors
behind our ongoing success. We will create and maintain a culture where our people
listen to and learn from one another, and where we treat one another with the dignity that
all people deserve.

      Excellence:

We will relentlessly pursue excellence in all that we do, continuing to find new,
innovative solutions for our customers. We will provide our employees with the tools,
training and resources they need to excel.

Reference:
               URL http://www.rafhanmaize.com/Accounts/Rafhan-AR-2010.pdf

                            Company Information

Chairman
John F. Saucier        - Non-Executive

Vice Chairman

Rashid Ali           - Non-Executive
Chief Executive & Managing Director
Ansar Yahya          - Executive

Directors

Cheryl K. Beebe        - Non-Executive
Mary A. Hynes          - Non-Executive
Zulfikar Mannoo        - Non-Executive
Mian M. Adil Mannoo - Non-Executive
Wisal A. Mannoo     - Non-Executive
Anis A. Khan        - Executive
Sh. Gulzar Hussain - Non-Executive

Chief Financial Officer

Anis A. Khan


Secretary

M. Yasin Anwar

Audit Committee

Cheryl K. Beebe      - Non-Executive
Rashid Ali - Non-Executive
Zulfikar Mannoo      - Non-Executive
Sh. Gulzar Hussain   - Non-Executive

Business Strategy and
Planning Committee

John F. Saucier
Rashid Ali
Ansar Yahya
Anis A. Khan

Shares Transfer Committee

Rashid Ali
Ansar Yahya
Anis A. Khan
Sh. Gulzar Hussain

Bankers

Citibank, N.A.
Habib Bank Ltd.
Meezan Bank Ltd.
MCB Bank Ltd.
National Bank of Pakistan
Standard Chartered Bank (Pakistan) Ltd.

Auditors

KPMG Taseer Hadi & Co.
Chartered Accountants
Lahore – Karachi
Legal Advisor
M. Ali Seena
C/o Surridge & Beecheno,
Karachi

Reference:
             URL http://www.rafhanmaize.com/Accounts/Rafhan-AR-2010.pdf
Product Line & Portfolio
i.    Starches:
      Tex-o-film
      Rafhan Globe Maize F
      Penetrose
      Coragum
      Amisol
      Amijel
      Coratex-p
      Snowflake
      Q-Tac

ii.    Glucose and sweeteners
      Flow Sweet
      Flo-Dex
      Mor-Sweet
      Liquid Carmel
   Rafhan liquid glucose
           Cerelose Dextrose Mono Hydrate

 iii.       Animal Feed ingredients

           Maize oil Cake
           Buffalo Maize Brain
           Rafhan Prairie Gold 60%
           Rafhan maize feed 30%


 iv.        Crude Oil
            Tankers directly to Unilever

                                           Uses of Products:


Globe Corn Starches
                                             Textile (Sizing & Finishing), Paper, Corrugation,
Coragum Starches
                                             Chemicals, Non-Food.
Rafhan Maize Starches
Snowflake Corn Starches                      Pharmaceutical, Confectionery, Biscuits, Conventional
Snowflake Corn Flour                         Foods, Desserts, Iced-Desserts,
Globe Corn Starches                          Kulfi Faluda.
Snowflake Modified Starches                  Jelly Confections, Food.
Penetrose Modified Starches                  Textile (Sizing & Finishing), Paper (Beater Additive,
Amisol Oxidised Starches                     Surface Sizing, Coating), Adhesives.
Q-Tac Cationic Starches                      Paper, Textile, Chemicals.
Tex-O-Film Corn Starches                     Papermaking, Paper Conversion, Paper Sacks, Adhesives,
Tex-O-Film Modified Starches                 Carpet Back Sizing.
Coratex-W Specialty Starch                   Textile Sizing (Modern Weaving)
Coratex-P Specialty Starch                   Textile Quality Finishing.
Glugelpowder Glues                           Foundry
                                             Paper Conversion, Corrugation, Spiral Tube Winding,
Rafhan Dextrins
                                             Paper Cones Textile Sizing & Finishing, Foundry,
Coragum Dextrins
                                             Adhesives, Reed Ink, Tobacco, Lamination.
Coragum Powder/Liquid Adhesives              Prepared Adhesives.
                                             Food Energy Drinks, Pharmaceuticals, Confectionery,
Cerelose Dextrose Monohydrate
                                             Bakery, Iced- Desserts, Ketchups, Pickles, Breads,
                                             Snacks.
Globe Glucose (Corn Syrup)                   Confectionery, Pharmaceutical, Baking, Syrups &
Rafhan Liquid Glucose                        Squashes, Tobacco.
                                             Confectionery, Processed Foods, Sweet-Meats, Syrups &
Mor-Sweet High Maltose Syrup
                                             Squashes.
Nu-Bru High Maltose Syrup                Brewing.

Rafhan Golden Syrup                      Food, Baking, Beverages.
Rafhan Liquid Caramel Colour             Food, Beverages, Pharmaceutical, Baking.
                                         Fermentation, Tanning, Chemicals, Confectionery,
Enzose Hydrol
                                         Bakery.
Rafhan Maize Gluten Meals/Feeds
                                         Poultry Feeds, Livestock Feeds, Aqua Feeds
Prairie Gold Maize Gluten Meals
Rafhan Corn Germ Meals.
Buffalo Maize Bran
                                         Cattle Feeds And Other Livestock Feedings.
Rafhan Maize Oil Cake
Mazoferm Maize Steeping Liquor           Poultry/Cattle/Fish Feeds, Antibiotics.




Strategy

   •   Excel at our base business
   •   Selectively drive organic growth in our base business
   •   Expand our value-added product portfolio through
       multi-geographic alliances and acquisitions across the
       Corn Products International world. Grow defensible businesses in new high-
       growth region by extending and establishing critical mass
   •   Be an ingredients supplier




Branding strategy


Rafhan Maize Products co. Ltd implements the Line Brand Strategy as it has different
industrial products and it has different brand extension under the same brand. This is due
to the different nature of business in its customers or industries. Company needed to
launch new brand with coming customer or industry in the market.




                Main clients of Rafhan Maize Products co. Ltd


There are more than one thousand customers of Rafhan Maize Products co. Ltd.
Including textile industries, paper industries, packages industries, Food Confectionaries,
animal feed industries etc.
Main clients of Rafhan Maize Products co. Ltd are given below

   •   Unilever Pakistan Ltd.
   •   Packages Ltd
   •   Asad Traders
   •   Shuakat traders
   •   Amir Enterprises
   •   Ismail & Sons
   •   Abdul Rashid Muhammad Ramzan
   •   Textile Industries
   •   Food Confectionaries
   •   Pharmaceutical industries
List of Main Competitors

There are only few competitors of Rafhan Maize Products co. Ltd
   •   Sethi enterprises
   •   Fuiji foundation industries
   •   Sword traders
   •   World Enterprises

But there volume is much low as compare to Rafhan Maize Products co. Ltd. Rafhan
Maize Products co. Ltd is pioneer in producing and delivering the corn starches and
sweeteners over the country.




Organizational structure

  i.   Hierarchy Chart




           Nationwide Network or Hierarchy Chart of the Organization


                                    CPI


                             Head Office in Faisalabad
Faisalabad                               Jarranwala                           Hyderabad


   Rakh Canal Plant                         Cornwala Plant                       Mehran Plant




     ii.       Number of Employees:

   There is no exact figure of no. of employees because some employees are permanent
   some on contract basis; daily base and other are temporary labor in Rafhan Maize
   Products co. Ltd. approximately according to a rough estimate there is more than 1000
   employees working at Rafhan Maize Products co. Ltd.




    iii.       Introduction of All Departments

 General Purchase Department

   This department purchase the general items used in the organization like chemicals,
   stationary, indirect material, office equipments and furniture etc.

 Maize Purchase Department

   The direct material used in the organizational production is purchased through this
   department.

 Sales & Marketing Department

              This is a merge type of sales and marketing department in the organization. The
               duty of the marketing is to analyze the current marketing situation and implement
               the marketing strategies in the market to get the market shares.
              Sales department is the responsible for company’s product selling, dispatches,
               delivery and customer complaint handling in the organization.
           
 Human Resource Department
It manages the human resource in the Rafhan Maize Products co. Ltd

 Personal Department

  It works under the HR department for labors and employees quota

 Accounts Department

  This is most responsible department in the organization. It controls the all record of
  transactions and other departments. All data of other departments are kept under this
  department.

 Finance Department

  Cash payments and collections inside and outside the organization through banks for cash
  transactions is duty of the finance department.

 Warehouse Department

  Finished goods of production are managed by warehouse department. It also maintains
  FIFO method for issuance of goods.

 Share Department

  It maintains the gratuity, allowance and bonuses record of employees.

 Stores and Workshop

  Repairs are done in the workshop, office and indirect material is stored in stores of the
  organization.

 Production Department

  Production has various production divisions and areas for various types of products and
  goods.

 Laboratory

  The chemists work in the laboratory for different quality of goods their uses. They
  provide solution for new customers and solve customer’s complaints about material
  quality.

 TS& D

  Technical Sale and Development department, these have the direct relation with the
  customers for technical sales issue.
iv.   Comments on the organizational Structure

Rafhan Maize Products co. Ltd works under departmentalization where the subordinates
report to the head of the department. The communication in the various departments is
going through the head of the department and each head is responsible to report to Chief
Executive and Managing Director of Rafhan Maize Products co. Ltd.


               Plan of Internship Program

Introduction of Head Office

I started my internship in head office of the Rafhan Maize Products co. Ltd near
Abdullahpur, rakh canal east road Faisalabad.
A major reason of its presence in Faisalabad is that, there is large market of textile
industries. They need starch for sizing and finishing of the garments. So this made the
base of Rafhan maize products in Faisalabad. This is the largest Corn Starch plant in Asia
producing hundreds of thousands of tons every year of diversified types of starches and
sweeteners for different types of companies in Pakistan.




Starting & Closing Dates


Starting Date of Internship:         20 Jun, 2011
Ending Date of Internship:           19 Aug, 2011




Names of the Departments

I got training in sales and marketing department for two months. In these months I went
various departments for getting basic work procedure of daily routine tasks in the
organization. I went in accounts, finance, marketing, HR, personal, warehouse,
production and purchase department for getting basic information about their business.
The organization has a marketing department, Old sales department and new sales
department. I am in new sales department. In this department the domestic sales is made
while in old sales department the products are exported in foreign countries.

                                Training program
The Operations of the Department

The major operations in the sales and marketing department is direct selling to its
customers this procedure is done at various stages.
Companies accounts:

All customers at Rafhan Maize Products co. Ltd have their own accounts and ID in the
record of the company. In this way Rafhan Maize gets quickly analysis to know which
type of customer have which type of need for the company’s products.

Purchase order:

Sales procedure begins when the customer of Rafhan Maize Products co. Ltd issue a
purchase orders, the order can be:
      Telephonic or verbal
      Fax
      Written Purchase order
      E-mail
      Purchase Letter etc.




Order Consideration:

The order considered only if there is payment available or credit balance of the customer
in its account for Rafhan Maize Products co. Ltd, ISO requirements is fulfilled by the
customer, products or finished goods are available in the company’s warehouse. The
company gets payment in advance strategy.

Sales Order:

Then the sales officers make the sales order for the customer

Delivery Note/ Delivery Order

After the completion of the sales order the delivery note or delivery order issued by the
warehouse by delivering or hand over the goods to the customer.

PGI (Post Goods Issue)

This is an important step take by the warehouse “Post Goods Issue”. After the PGI the
product or quantity of product can’t be altered by the sales officers.

Sales Tax Invoice
Then the sales tax invoice made by the sales department and amount including sales tax
deducted from the customer’s account.

Hidden Functions of the Department

                                 OPERATIONS

Our strategies have repeatedly proven effective at achieving sustained and quality output
from our plants. This is a result of our commitment towards operational efficiency of
manufacturing facilities. Our plants have shown a solid production performance over the
years driven by continuous production enhancement, process optimization and efficiency
improvements in all plants. We have equipped our plants with state-of-the-art facilities
which combine competent people, technology and management system to achieve
profitable growth in line with our growth strategy from year over year.
Multiple steps were taken to recover production losses due to energy shortage in the
country and several energy saving measures were taken to improve energy optimization.
Processes were reengineered and employees trained for coordinated efforts and teamwork
to enhance productivity. Extended electricity and gas load-shedding affected the overall
productivity. Each rupee of the investment was spent in the right place. However, your
Company maintained its momentum to produce according to market demand and
customer needs which helped maintain market leadership. The management developed a
system for close monitoring of critical and important operations and took timely versatile
measures to reduce production losses and improve/maintain efficiency of machines.


                                Industrial Business:
Textile Industry, the largest buying segment of our Industrial ingredients, is faced with the challenges of
increase in cost of doing business and strong competition in the global markets. The government campaign
for free education at school level and Local Bodies elections provided boost to the operation of paper
industry. But the escalated energy cost and cheaper imports of paper depressed the growth potential. Strong
demand of packaging material continued to support corrugation industry to operate at normal level. Despite
difficult business environment, your company was able to sustain growth in sales volume of industrial
ingredients.



                                  Food Business:

The increase in sugar prices and withdrawal of certain export incentives negatively
impacted the operation and profitability of confectionery industry, major consumer of
liquid glucose. Hence, increase in manufacturing cost could not be passed on in the
selling price of liquid glucose. Competition, including the restarting of a previously
dormant competitor plant, and increase in transportation cost put further pressure on
margins to reduce profit. However, demand of sweeteners from ice cream, still drinks,
baking, processed and packed foods supported the sale of food ingredients. Strong
competition with the influx of cheaper imports of dextrose monohydrate from China
continued.
 Animal Nutrition Business:

   The strong demand of poultry meat for ceremonial feasts continued to drive growth in
   poultry farming. Gaining popularity of aqua culture (fish farming) mitigated the off-
   season effects and contributed towards strong demand of corn gluten meal/feeds. Sale of
   Maize oil cake, however, suffered because of high availability of cotton seed cake at low
   price.

                                         OUTLOOK

   The overall economic situation appears to be stable since wide range of structural reforms
   and consistency in the economic policies has transformed Pakistan into a resurgent
   economy. However, high inflation rate and continuous rise in cost of doing business are
   the major challenges. The significant rise in oil prices and consequent high energy and
   freight costs render Pakistani products uncompetitive in the international market. The
   latest devastations due to massive earth quake in the Northern Areas may also impact
   growth in economy and overall trade and business activities in the next quarter.

   The business is expected to remain under pressure and profitability will remain low due
   to high price of Maize, increase in utilities and transportation cost and growing pressure
   on selling prices because of strong competition from domestic peers and imports.




   Tasks Assigned to me:

   I did all my tasks which assigned to me these are internal works the detailed description
   is given below:

 1st week task:

   My first week task was to take the necessary information about the company its products,
   customers, competitors, history and its various departments

 2nd week task
   Then my senior assigned me to learn the sales procedure in the department. I learn how
   purchase order come to Rafhan Maize Products co. Ltd. how make the sale order,
   Delivery draft and printed copies.


 3rd and 4th weed task
My next task to make schedules of the products sold to the party and how much quantity
     sold to each party at a day. This shows which party takes how much quantity at daily
     basis.


 5th and 6th week task


     Then they assign to doing the sales execution. Collect the purchase orders from the
     companies. Make the sales orders, change sales order, dispatch schedule etc.




     Structure of the Marketing department

        i.      Department hierarchy


                Structure of the Marketing department

i.      Department Hierarchy


                                   Marketing Department
Branch Director                      Marketing Manager                       Office Assistant




   Mr. Sarwar                                Mr. Ahsan                        Farooq
Ahmad




   iii.   Number of employees working in the Marketing department

  There is no strong need of marketing staff as the demand of Rafhan Maize Products co.
  Ltd is more than there production. There are only 25 employees in marketing department.

   iv.    Marketing operations

          Now I try to describe the marketing operations of the marketing department of the
  company. The operations of marketing department are to market their service in field.
  The marketer of the company goes in market or in different institutions to give them
  information about the company’s products. The marketing staff did not perform special
  task they prepare ordinary reports as given under. The goal of this report is to save the
  reader time. It is designed to assist consultants, human resource managers, strategic
  planners, and corporate officers in gauging estimates of a company’s human resource
  indicators compared to firms competing or participating in the same economic sector, at
  the global level. This report is not about whether a particular company or industry has
  performed well or poorly in the past or will do so in the future. With the globalization of
  markets, greater foreign competition, and the reduction of entry barriers, it becomes all
  the more important to benchmark a company’s human resource indicators against other
  firms on a worldwide basis. Doing so, however, is not an obvious task. First, one needs to
  find firms competing in the same sector, but not necessarily competing directly with the
  company in local markets. These firms should not be perceived, therefore, to be direct
  competitors to the company in question, but simply those that have been classified by
  various sources (e.g. EDGAR or similar foreign filings), as competing to serve customers
in the same link of the value chain, or broad industrial classification, as identified by SIC,
NAICS or similar codes. Second, given the one needs use comparable financial
standards.




This report analyzes deviations between Rafhan Maize Products Co Ltd and international
labor-productivity and utilization benchmarks. Based on the methodology described
below, the following chapters report a labor-ratio analysis of Rafhan Maize Products Co
Ltd vis-à-vis global benchmarks. In contrast to this report, most productivity and
utilization studies focus on benchmarking against domestic ratios, often published by
government agencies or commercial sources (e.g. Value Line, Dun and Bradstreet, anilar
products, offer similar services, or are in the same stage of the value chain for a particular
industrial classification. In the case of this report, the SIC code selected is: 203 which is
defined as “Canned, Frozen, and Preserved Fruits, Vegetables, and Food Specialties
Manufacturing”. This classification should be seen as a working assumption. In order to
obtain a more detailed discussion of this classification, the reader is referred to the web
sites developed by the U.S. Census Bureau: Basic definitions and descriptions are
provided at. A full correspondence table between SIC and NAICS codes, and detailed
definitions are given.

   a. Stage 2 Firm-level Data Collection. A global search is conducted across over
       20,000 companies in over 40 major economies for those that (1) may be included
       in the classification from Stage 1, and (2) report financials (balance sheet and
       income statements), and (3) report an estimate of employment levels. It should be
       noted that the public-domain financials can be either historic or projections. It
       should also be noted that even historic figures can be modified in the future and
       often represent “estimates”.
   b. Stage 3 Standardization: Once collected, public-domain financial figures of
       firms identified in Stage 2 are standardizing into comparable categories (assets,
       liabilities, and income). From there, we eliminate all currency effects by
       standardizing within each category (creating ratios). In order to maintain
       comparability over time and across companies and countries, we use a common
currency (the US dollar) and relate each measure to a “per employee basis”.
       Ratios are projected using raw financial statistics and, as ratios, are therefore
       comparable.
   c. Stage 4 Filtering: Not all the firms selected in Stage 2 or the ratios calculated in
       Stage 3 are used for the global benchmarks, as a number of companies are
       purposely dropped from the analysis, even though they may fall within the
       classification. This is justified by the “outlier” phenomenon that plagues such
       analysis. The problem lies in that any given company in the benchmarking pool
       may be facing some exceptional event or may be organized in an exceptional way
       so as to make its ratios vastly different from others in the same classification. By
       including such firms, the global benchmarks can be overly skewed. In many
       countries, firms are organized into holding groups. These groups nominally have
       very few employees (e.g. 4 to 25 employees), but have extremely large assets,
       liabilities, or revenues. As such, the inclusion or exclusion of firms having this
       form of management can affect the productivity and/or utilization ratios and
       benchmarks reported. Likewise, some firms have no net sales, no assets, no
       liabilities, or ratios. Others have ratios that appear implausible for a normal or
       viable company. In order to not allow these firms to affect the global benchmarks,
       I have attempted to choose only those firms with reasonable financials. Finally, in
       some countries, detailed financials are not available or are not comparable to
       either the company in question or the global norm (e.g. various forms of
       depreciation per employee.




   Functions of the Marketing department

         i.   Segmentation Strategy
       By dividing a market into different groups of buyers on the basis of their needs
and characteristics, Market segmentation reveals the firm's market segment opportunities.
The firm now has to evaluate the various segments and decide how many and which ones
to target. We now look at how companies evaluate and select target segments. The
company also needs to examine major structural factors that affect long-run segment
attractiveness. For example, a segment is less attractive if it already contains many strong
and aggressive competitors. The existence of many actual or potential substitute products
may limit prices and the profits that can be earned in a segment. The relative power of
buyers also affects segment attractiveness. Buyers with strong bargaining power relative
to sellers will try to force prices down, demand more services, and set competitors against
one another. Finally, a segment may be less attractive if it contains powerful suppliers
who can control prices or reduce the quality or quantity of ordered goods and services.
       The Rafhan Maize Products Company divides its market in different segments on
basis of customer’s needs and its own needs.       The management of the Rafhan Maize
Products Company selects those customers which may remain long time with company
and would make loyal in future. The marketing managers give preference to those
customers which have emerging need for products and they are ready to pay higher
charges for products.


         ii.   Target marketing Strategy
       A target market or target audience is a group of customers that the business has
decided to aim its marketing efforts and ultimately its merchandise. A well-defined target
market is the first element to a marketing strategy. The target market and the marketing
mix variables of product, place (distribution), promotion and price are the elements of a
marketing mix strategy that determine the success of a product in the marketplace
The marketing managers of the Rafhan Maize Products Company give preference to
those segments or customers which have emerging need for products and they are ready
to pay higher charges for products.
       They also target different companies or departments or individuals for marketing
on the basis of company’s needs and characteristics of the customers.


        iii.   Product Planning, development and Management


       Product planning is initial function. A product is anything that can be offered to
a market for attention, acquisition, use, or consumption and that might satisfy a want or
need. It includes physical objects, services, persons, places, organizations, and ideas. Pure
Services are distinguished from physical products on the basis of intangibility,
inseparability, variability and perish ability.
        Services are a form of product that consist of activities, benefits, or satisfactions
offered for sale that are essentially intangible and do not result in the ownership of
anything. Product is a complex concept that must be carefully defined. Product planning
is also a complex function. Product classification is also a part of the product planning.


        The Rafhan Maize Products Company is service provided company so it also
plans about its services.
        After product planning product development is also an important step. Extends
existing products or developing new products is also included in product development.
Given the rapid changes in consumer tastes, technology, and competition, companies
must develop a steady stream of new products and services. A firm can obtain new
products in two ways. One is through acquisition by buying a whole company, a patent,
or a license to produce someone else's product or service. The other is through new-
product development in the company's own research and development department.

Product management is an organizational lifecycle function within a company dealing
with the planning or forecasting or marketing of a product or products at all stages of the
product lifecycle.

        Product management and product marketing are different yet complementary
efforts with the objective of maximizing sales revenues, market share, and profit margins.
The role of product management spans many activities from strategic to tactical and
varies based on the organizational structure of the company. Product management can be
a function separate on its own and a member of marketing or engineering.

        I also described above that Rafhan Maize Products Company is services provided
company so it manage its services.

        So these are there important functions of Rafhan Maize Products Company
service planning, development and management.
iv.    Positioning

       Position is - what place do you want your product to hold in the consumer’s
mind? Market positioning is arranging for a product to occupy a clear distinctive and
desirable place relative to competing products in the minds of target consumers. In
positioning a product, a company first needs to identify possible competitive advantages
upon which to build the position. To gain competitive advantage, the company must
offer greater competitive advantage to the target segment. The company’s entire
marketing program should support the chosen positioning strategy. Effective positioning
begins with actually differentiating the company’s marketing offer so that it gives
consumers more value than they are offered by the competition.

       The Rafhan Maize Products Company also make a valuable strategy to get a
preferable position in customer’s mind through gives him better services than competitors
and gets lower charges from him. And also satisfy him to fill promises when needed.

         v.    Pricing Strategy

       Pricing strategies are a sometimes-overlooked part of the marketing mix. They
can have a large impact on profit, so should be given the same consideration as
promotion and advertising strategies. A higher or lower price can dramatically change
both gross margins and sales volume. This indirectly affects other expenses by reducing
storage costs, for example, or creating opportunities for volume discounts with suppliers.
       The Rafhan Maize Products Company also makes two types pricing strategies:
    Fixed Pricing
    Variable Pricing
       In fixed pricing the managers and all branches of this company in all country
recharge the same prices which company authorized them.
       In variable pricing marketers can change prices on spot according to customers
needs or any other reason.


        vi.    Distribution Strategy
Distribution is making available the required products and services on required
places and this distribution is completed through distribution channels. The concept of
distribution channels is not limited to the distribution of tangible products. Producers of
services and ideas also face the problem of making their output available to target
markets. In the private sector, retail stores, hotels, banks, and other service providers take
great care to make their services conveniently available to target customers.


       The Rafhan Maize Products Company’s marketing also make available its
services through distribution channels which are its branch all over the country.


        vii.   Promotional Strategy
       Promotion is one of the four elements of marketing mix (product, price,
promotion, distribution). It is the communication link between sellers and buyers for the
purpose of influencing informing, or persuading a potential buyer's purchasing decision.


       The Rafhan Maize Products Company also makes promotional strategies to
promote its business through advertising and other promotional tools. The marketers and
sellers of the company are also the promoters of the business.
               Structure of Sales Department

  i.   Department Hierarchy


                                     Sales Department




Branch Director                        Sales Manager                  Office Assistant




       Mr. Sarwar                      M Irshad                          Farooq Ahmad
ii.   Number of Employees in Sales Department
    There are only approx 30 employees in the sales and marketing department.



iii.   Sales operations


The major operations in the sales and marketing department is direct selling to its
customers this procedure is done at various stages.
Companies accounts:

All customers at Rafhan Maize Products co. Ltd have their own accounts and ID in the
record of the company. In this way Rafhan Maize gets quickly analysis to know which
type of customer have which type of need for the company’s products.

Purchase order:

Sales procedure begins when the customer of Rafhan Maize Products co. Ltd issue a
purchase orders, the order can be:
      Telephonic or verbal
      Fax
      Written Purchase order
      E-mail
      Purchase Letter etc.

Order Consideration:

The order considered only if there is payment available or credit balance of the customer
in its account for Rafhan Maize Products co. Ltd, ISO requirements is fulfilled by the
customer, products or finished goods are available in the company’s warehouse. The
company gets payment in advance strategy.

Sales Order:

Then the sales officers make the sales order for the customer

Delivery Note/ Delivery Order

After the completion of the sales order the delivery note or delivery order issued by the
warehouse by delivering or hand over the goods to the customer.

PGI (Post Goods Issue)
This is an important step take by the warehouse “Post Goods Issue”. After the PGI the
product or quantity of product can’t be altered by the sales officers.

Sales Tax Invoice

Then the sales tax invoice made by the sales department and amount including sales tax
deducted from the customer’s account.

 iv.   Sales Methodology

           Every organization has its own sales methodology or different sales methods.
    So Rafhan Maize Products co. Ltd use direct selling to its customers




 v.    Type of selling

    Rafhan Maize Products co. Ltd use mainly two types of sales

    Direct selling in this selling the company sell its products directly to its customers

    Through dealers in this selling the company sell its products to dealers and then
    dealers sell the products to the customers.




 vi.   Sales returns procedures

    Every company sells its products and services to get something in return of these
    products or services which is in the shape of cash or something of this type. Some
    time material damage in transit. The Rafhan Maize Products co. Ltd firstly check the
    material damage by the company’s representative to estimate the value of damage
    material then the material call back for customer satisfaction and the credit note.


               Customer Service Department
i.       Process of Developing Relations with Customers

         Develop long time relations with customers is compulsory for every organization
in this competing world. The process of Developing Relations with customers of the
Rafhan Maize Products Company is that:

         The company develops relation through CRM system.                   As Customer
Relationship Management (CRM) systems become more sophisticated and feature-rich,
many companies implement the technology working under the assumption that the
automation alone will deliver the most effective sales process for their needs. Customer
relationship management (CRM) has been defined narrowly as a customer database
management activity. Today, customer relationship management is seen as the overall
process of building and maintaining profitable customer relationships by delivering
superior customer value and satisfaction.




The company’s process of developing relations with customers is:

       The company gives first preference to its customer
       Make them understand its business
       Keeps its customers satisfied
       Makes itself accessible when problem is there.
       Fixes customers problems in timely manner.
       Always try to provide best services than competitors.
       Concentrate on training its clients and educating them to be successful.
       Always be kind to them and ready to offer an alternate solution.
       Remain in touch by sending some educational as well as new promotional emails.
       See that the customers don't have to search for your contact information.

ii.      Techniques of Retaining Customers
         Maintaining prices and retaining customers in competitive markets depends
heavily on your ability to effectively service your accounts. Proactive organizations work
with customers to identify their strengths and weaknesses to better serve their market.
Use Demand Metric’s very concise Customer to benchmark current satisfaction levels,
and improves these metrics over time.


There are following techniques of the Rafhan Maize Products Company for customer
retention:
        Understand and fulfilled customer’s needs
        Accept customer’s complaints
        Solve customer’s problems within less time
        Satisfy customer with quality of services


iii.      Techniques of attracting new customers
          Attracting new customers is expensive but compulsory for company’s growth and
to increase its market share. Every new customer directly attract to the Rafhan Maize
Products co. Ltd because of superior quality and compatible prices.




iv.       Ways of handling different kinds of customers

          If you’ve reached the end of your rope trying to come up with new ways to satisfy
customers and cope with the tough situations that they put you in, attend How to Handle
Difficult Customers & Other Tough Situations, a new kind of customer service training
unlike anything else you’ve attended! In a fun, relaxing, enjoyable, and completely
STRESS-FREE learning environment, you’ll learn the secrets to satisfying every
customer you have without resorting to cheap tricks, anger, or just plain giving in.




                                      Critical Analysis
When we think critically we are being dynamic; we are not passively accepting
 everything we read and hear, but questioning, evaluating, making decisions, finding
 connections and classification. It means being open to other points of view and not being
 narrow minded by our own biases.

        Critical thinking is useful for most activities associated with tertiary study, such
 as forming judgements in lectures and tutorials, and when reading, writing essays and
 assignments, making decisions and developing arguments.          Critical thinking involves
 various processes in the disciplines.

        “I read and learn during my internship that marketing is broad and never ending
 field or responsibly. It is not ends at one time contact with your target clients. It remains
 present till the business is remaining with that client.”

        “The Rafhan Maize Products Company succeeds through its superior quality.”

        “Other critical point which I learn during internship is makes good relation with
 customer and other participator of business is compulsory in this competing world.”




                              SWOT analysis of the organization

A. Strengths
                   Rafhan Maize Products co. Ltd has large production volume and sales
                    in the market
                   There is high growth rate of production
                   Alternative power resources
                   Financial Strength is very solid
B. Weakness
                   Shortage of Factory over head resources
                   Alternative power resources are of high cost




C. Opportunities
                   Monopolistic competition in the market
                   Having more demand than supply in the market
                   Can hold the entire market by expansions of business




D. Threats
                   Entering of new competitor
                   Existing competitor’s production may high in future
                   Crops losses by flood victims




                                           Conclusion

        The Rafhan Maize Products Company is successful products company in Pakistan
 through its neat working. Mostly it depends on quality, make promises and full fill
 promises when needed.        In my opinion it is critical point of the company that its
 successful strategy is the key of its success.
        The Rafhan Maize Products Company is successful company and also much
 beneficial than other companies for Industries. It is only one company in Pakistan which
gives products services to industry for their product development which are the back
bone of the Pakistan’s economy.


So the conclusion is that Rafhan Maize Products Company is a successful products
company in Pakistan.




                        Recommendations for improvement

    First the company should provide all information about its products to all
       customers in all areas.
    The Rafhan Maize Products co. Ltd should enhance its production volume to
       fulfill the customer’s needs.
    It providing products for industry so it should make access in those areas in which
       industry setup growing.
    It should work hard and remain sincere to provide better services than
       competitors.
    It should improve its services.
    It should to enlarge their production and add more types of products to other
       category of customers.
    It also needs for growth, so it should use growth tools to promote their business.




                                 Research Methodology

                 News from leading News Papers
                 Internet Browsing
                 Information provided by Rafhan maize
                 Personal Information
Attachments 2011 09_27

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Attachments 2011 09_27

  • 2. Rafhan Maize Product Co Ltd. Name: Ishfaq Ahmad VU ID: Mc090203737 Submission Date: 09 August, 2010. Virtual University of Pakistan
  • 4. I applied for internship in the organization on April 29, 2011 but, due to office formalities and red-taps they started my internship on June 20, 2011 which will end on August 19, 2011. I will submit my internship completion letter till August 21, 2011. Kindly accept my internship report and save my precious six months. Thanks.
  • 5. Dedication I dedicated my works to my respectable beloved parents whose efforts and prayers make me this stand-step in my career.
  • 6. Acknowledgement I would like to acknowledge benefited information, help, material and guidance from:  Sir Mahmood Hussain Butt (Sales Account Assistant)  Sir Adnan Akram (Sales Executive)  Sir Farooq Ahmad (Senior sales officer)  My seniors in the sales and marketing department who make me well trained in the department as well as in the organizational basic structure.
  • 7. Executive Summary My Project is basically on “Rafhan Maize Products Co Ltd”, which is affiliate under “Corn Products International” (CPI). CPI is a multinational company having more than 37 branches in 6 continents over the world. In this project I discussed a detailed overview about Rafhan Maize; it was based in 1953 by Mian Muhammad Shafiq Mannu. In 1963 it became the subsidiary of Corn Products International. In 1988 the company registered as public limited company. The company has the monopolistic competition in the country. The company produces the starches, Glucose, animal feed ingredients, and Crude Oil. The organization has departmentalization structure. I also discussed potential in the market. Organizational hierarchies chart its departmentalization the company Annual report 2010. My internship plan, department of internship in the organization is mentioned. Sales procedure and sales return procedure. Tasks assigned to me Total investment, Market share, Environmental analysis, SWOT Analysis, Advertising campaign, Distributing channels, its competitors, Coverage, Key strength, Business Team, Investors, and Its future plan etc.
  • 8. Table of Contents Serial Description Page Number Scanned Copy of Letter of Undertaking 3 No Requist for Report Approved 4 Dedication 5 Acknowledgement 6 Executive Summery 7 01 Overview of the Organization 12 i. History of the Organization 12 ii. Nature of the Organization 12 iii. Product Line & Portfolio 17 iv. Clients list of Rafhan Maize Products 21 v. List of Main Competitors 21 02 Organizational Structure 22 i. Hierarchy Chart 22 ii. Number of Employees 22 iii. Introduction of Departments 23 iv. Comments on Organization’s structure 24 03 Plan of Internship Program 24 i. Introduction of branch 24 ii. Starting and Closing Dates 25 iii. Names of Departments 25 04 Training Program 25 i. The Operations of the Department 25 ii. Tasks Assigned to me 28 05 Structure of Marketing Department 29 i. Department Hierarchy 29 ii. Number of employees in Marketing Department 29
  • 9. iii. Marketing Operations 29 06 Functions of Marketing Department 32 i. Segmentation Strategy 32 ii. Target Market Strategy 32 iii. Product Planning, Development and Management 33 iv. Positioning 34 v. Pricing Strategy 34 vi. Distribution Strategy 35 vii. Promotional Strategy 35 07 Structure of Sales Department 36 i. Department Hierarchy 36 ii. Number of Employees in Sales Department 36 iii. Sales Operations 36 08 Functions of Sales Department 37 i. Sales Methodology 37 ii. Types of Selling 37 iii. Sales Return Procedures 38 09 Customer Service Department 38 i. Process of Developing Relations with Customers 38 ii. Techniques of Retaining Customers 39 iii. Techniques of Attracting New Customers 39 iv. Ways of Handling different kinds of Customers 40 10 Critical Analysis 40 11 SWOT Analysis 41 12 Conclusion 42 13 Recommendations for Improvement 42 14 Research Methodology 43
  • 10. Rafhan Maize Products Company Ltd., is located at Faisal Abad, about 1100 kilometers north of Karachi, in Pakistan. The Company processes thousands of tons of corn every year to produce high quality food ingredients and industrial products. Rafhan Maize is the pioneer in producing diversified type of starches and sweeteners for multiple applications in more than 50 types of industries. Vision To be the Premier Provider of Refined Agriculturally Based Products and ingredients in the Region.
  • 11. Mission Statement To grow business consistently through positive relationship with customers to attain full customer satisfaction and to bring continual improvement by adopting only those business practices which add value to our customers, employees and shareholders. Company Overview i. History of the organization Rafhan Maize was launched in Jan 1953. Rafhan Maize is producing the starches and sweeteners at a large volume. At early time there was no starch for textile industries and also no concept of imports in Pakistan. So its small plant was based at that time. The Rafhan Maize registered according to factory act 1934. FOUNDER The founder of Rafhan Maize products was Mian Muhammad Shafique Mannu from Chiniot City who was also being the managing director. He belongs to a Mannu family. INVESTMENT BY CPI Corn Products International is a multinational company of USA. It has many branches in many countries over the world. In 1962 the CPI take investment in Rafhan Maize and Rafhan Maize is now affiliation of CPI. In 1963 the share of CPI in Rafhan Maize was 70.31%.
  • 12. ii. Nature of the organization The company is producing the industrial products and food ingredient used in various types of industries in Pakistan. The company the company has direct relations with its customers and suppliers in Pakistan. The company sells at domestic base as well as exports in foreign countries.  Safety: Nothing is more important than safety. We have a simple goal: Zero accidents. We have developed a company-wide safety program that applies to all of our facilities around the world, and we monitor and measure our safety performance. We will create and maintain an environment where our people come to work every day trusting that they will be safe, and where our neighbors trust us to act as a responsible member of their communities.  Quality:
  • 13. Our focus every day is on quality: Quality of the ingredients we make; of the services we provide; and of the relationships that we build. When we do things right, our customers and our colleagues have confidence in us, and that gives us the foundation on which we will continue to build our Company.  Integrity: Honesty and trust are the foundations of our business. The people of Corn Products International will maintain the highest standards of business conduct, not only because it is expected of them, but because it is the right thing to do. Our customers, employees, shareholders, partners and neighbors can be confident that they are working with people who stand by their products, live up to their promises, keep their word, and do business in an honorable fashion.  Respect: We operate in an environment of openness, teamwork, trust and mutual cooperation. The global nature of our business and the diversity of our employees are important factors behind our ongoing success. We will create and maintain a culture where our people listen to and learn from one another, and where we treat one another with the dignity that all people deserve.  Excellence: We will relentlessly pursue excellence in all that we do, continuing to find new, innovative solutions for our customers. We will provide our employees with the tools, training and resources they need to excel. Reference: URL http://www.rafhanmaize.com/Accounts/Rafhan-AR-2010.pdf Company Information Chairman John F. Saucier - Non-Executive Vice Chairman Rashid Ali - Non-Executive Chief Executive & Managing Director Ansar Yahya - Executive Directors Cheryl K. Beebe - Non-Executive Mary A. Hynes - Non-Executive Zulfikar Mannoo - Non-Executive
  • 14. Mian M. Adil Mannoo - Non-Executive Wisal A. Mannoo - Non-Executive Anis A. Khan - Executive Sh. Gulzar Hussain - Non-Executive Chief Financial Officer Anis A. Khan Secretary M. Yasin Anwar Audit Committee Cheryl K. Beebe - Non-Executive Rashid Ali - Non-Executive Zulfikar Mannoo - Non-Executive Sh. Gulzar Hussain - Non-Executive Business Strategy and Planning Committee John F. Saucier Rashid Ali Ansar Yahya Anis A. Khan Shares Transfer Committee Rashid Ali Ansar Yahya Anis A. Khan Sh. Gulzar Hussain Bankers Citibank, N.A. Habib Bank Ltd. Meezan Bank Ltd. MCB Bank Ltd. National Bank of Pakistan Standard Chartered Bank (Pakistan) Ltd. Auditors KPMG Taseer Hadi & Co.
  • 15. Chartered Accountants Lahore – Karachi Legal Advisor M. Ali Seena C/o Surridge & Beecheno, Karachi Reference: URL http://www.rafhanmaize.com/Accounts/Rafhan-AR-2010.pdf
  • 16. Product Line & Portfolio
  • 17. i. Starches:  Tex-o-film  Rafhan Globe Maize F  Penetrose  Coragum  Amisol  Amijel  Coratex-p  Snowflake  Q-Tac ii. Glucose and sweeteners  Flow Sweet  Flo-Dex  Mor-Sweet  Liquid Carmel
  • 18. Rafhan liquid glucose  Cerelose Dextrose Mono Hydrate iii. Animal Feed ingredients  Maize oil Cake  Buffalo Maize Brain  Rafhan Prairie Gold 60%  Rafhan maize feed 30% iv. Crude Oil Tankers directly to Unilever Uses of Products: Globe Corn Starches Textile (Sizing & Finishing), Paper, Corrugation, Coragum Starches Chemicals, Non-Food. Rafhan Maize Starches Snowflake Corn Starches Pharmaceutical, Confectionery, Biscuits, Conventional Snowflake Corn Flour Foods, Desserts, Iced-Desserts, Globe Corn Starches Kulfi Faluda. Snowflake Modified Starches Jelly Confections, Food. Penetrose Modified Starches Textile (Sizing & Finishing), Paper (Beater Additive, Amisol Oxidised Starches Surface Sizing, Coating), Adhesives. Q-Tac Cationic Starches Paper, Textile, Chemicals. Tex-O-Film Corn Starches Papermaking, Paper Conversion, Paper Sacks, Adhesives, Tex-O-Film Modified Starches Carpet Back Sizing. Coratex-W Specialty Starch Textile Sizing (Modern Weaving) Coratex-P Specialty Starch Textile Quality Finishing. Glugelpowder Glues Foundry Paper Conversion, Corrugation, Spiral Tube Winding, Rafhan Dextrins Paper Cones Textile Sizing & Finishing, Foundry, Coragum Dextrins Adhesives, Reed Ink, Tobacco, Lamination. Coragum Powder/Liquid Adhesives Prepared Adhesives. Food Energy Drinks, Pharmaceuticals, Confectionery, Cerelose Dextrose Monohydrate Bakery, Iced- Desserts, Ketchups, Pickles, Breads, Snacks. Globe Glucose (Corn Syrup) Confectionery, Pharmaceutical, Baking, Syrups & Rafhan Liquid Glucose Squashes, Tobacco. Confectionery, Processed Foods, Sweet-Meats, Syrups & Mor-Sweet High Maltose Syrup Squashes.
  • 19. Nu-Bru High Maltose Syrup Brewing. Rafhan Golden Syrup Food, Baking, Beverages. Rafhan Liquid Caramel Colour Food, Beverages, Pharmaceutical, Baking. Fermentation, Tanning, Chemicals, Confectionery, Enzose Hydrol Bakery. Rafhan Maize Gluten Meals/Feeds Poultry Feeds, Livestock Feeds, Aqua Feeds Prairie Gold Maize Gluten Meals Rafhan Corn Germ Meals. Buffalo Maize Bran Cattle Feeds And Other Livestock Feedings. Rafhan Maize Oil Cake Mazoferm Maize Steeping Liquor Poultry/Cattle/Fish Feeds, Antibiotics. Strategy • Excel at our base business • Selectively drive organic growth in our base business • Expand our value-added product portfolio through multi-geographic alliances and acquisitions across the Corn Products International world. Grow defensible businesses in new high- growth region by extending and establishing critical mass • Be an ingredients supplier Branding strategy Rafhan Maize Products co. Ltd implements the Line Brand Strategy as it has different industrial products and it has different brand extension under the same brand. This is due
  • 20. to the different nature of business in its customers or industries. Company needed to launch new brand with coming customer or industry in the market. Main clients of Rafhan Maize Products co. Ltd There are more than one thousand customers of Rafhan Maize Products co. Ltd. Including textile industries, paper industries, packages industries, Food Confectionaries, animal feed industries etc. Main clients of Rafhan Maize Products co. Ltd are given below • Unilever Pakistan Ltd. • Packages Ltd • Asad Traders • Shuakat traders • Amir Enterprises • Ismail & Sons • Abdul Rashid Muhammad Ramzan • Textile Industries • Food Confectionaries • Pharmaceutical industries
  • 21. List of Main Competitors There are only few competitors of Rafhan Maize Products co. Ltd • Sethi enterprises • Fuiji foundation industries • Sword traders • World Enterprises But there volume is much low as compare to Rafhan Maize Products co. Ltd. Rafhan Maize Products co. Ltd is pioneer in producing and delivering the corn starches and sweeteners over the country. Organizational structure i. Hierarchy Chart Nationwide Network or Hierarchy Chart of the Organization CPI Head Office in Faisalabad
  • 22. Faisalabad Jarranwala Hyderabad Rakh Canal Plant Cornwala Plant Mehran Plant ii. Number of Employees: There is no exact figure of no. of employees because some employees are permanent some on contract basis; daily base and other are temporary labor in Rafhan Maize Products co. Ltd. approximately according to a rough estimate there is more than 1000 employees working at Rafhan Maize Products co. Ltd. iii. Introduction of All Departments  General Purchase Department This department purchase the general items used in the organization like chemicals, stationary, indirect material, office equipments and furniture etc.  Maize Purchase Department The direct material used in the organizational production is purchased through this department.  Sales & Marketing Department  This is a merge type of sales and marketing department in the organization. The duty of the marketing is to analyze the current marketing situation and implement the marketing strategies in the market to get the market shares.  Sales department is the responsible for company’s product selling, dispatches, delivery and customer complaint handling in the organization.   Human Resource Department
  • 23. It manages the human resource in the Rafhan Maize Products co. Ltd  Personal Department It works under the HR department for labors and employees quota  Accounts Department This is most responsible department in the organization. It controls the all record of transactions and other departments. All data of other departments are kept under this department.  Finance Department Cash payments and collections inside and outside the organization through banks for cash transactions is duty of the finance department.  Warehouse Department Finished goods of production are managed by warehouse department. It also maintains FIFO method for issuance of goods.  Share Department It maintains the gratuity, allowance and bonuses record of employees.  Stores and Workshop Repairs are done in the workshop, office and indirect material is stored in stores of the organization.  Production Department Production has various production divisions and areas for various types of products and goods.  Laboratory The chemists work in the laboratory for different quality of goods their uses. They provide solution for new customers and solve customer’s complaints about material quality.  TS& D Technical Sale and Development department, these have the direct relation with the customers for technical sales issue.
  • 24. iv. Comments on the organizational Structure Rafhan Maize Products co. Ltd works under departmentalization where the subordinates report to the head of the department. The communication in the various departments is going through the head of the department and each head is responsible to report to Chief Executive and Managing Director of Rafhan Maize Products co. Ltd. Plan of Internship Program Introduction of Head Office I started my internship in head office of the Rafhan Maize Products co. Ltd near Abdullahpur, rakh canal east road Faisalabad. A major reason of its presence in Faisalabad is that, there is large market of textile industries. They need starch for sizing and finishing of the garments. So this made the base of Rafhan maize products in Faisalabad. This is the largest Corn Starch plant in Asia producing hundreds of thousands of tons every year of diversified types of starches and sweeteners for different types of companies in Pakistan. Starting & Closing Dates Starting Date of Internship: 20 Jun, 2011 Ending Date of Internship: 19 Aug, 2011 Names of the Departments I got training in sales and marketing department for two months. In these months I went various departments for getting basic work procedure of daily routine tasks in the organization. I went in accounts, finance, marketing, HR, personal, warehouse, production and purchase department for getting basic information about their business. The organization has a marketing department, Old sales department and new sales department. I am in new sales department. In this department the domestic sales is made while in old sales department the products are exported in foreign countries. Training program
  • 25. The Operations of the Department The major operations in the sales and marketing department is direct selling to its customers this procedure is done at various stages. Companies accounts: All customers at Rafhan Maize Products co. Ltd have their own accounts and ID in the record of the company. In this way Rafhan Maize gets quickly analysis to know which type of customer have which type of need for the company’s products. Purchase order: Sales procedure begins when the customer of Rafhan Maize Products co. Ltd issue a purchase orders, the order can be:  Telephonic or verbal  Fax  Written Purchase order  E-mail  Purchase Letter etc. Order Consideration: The order considered only if there is payment available or credit balance of the customer in its account for Rafhan Maize Products co. Ltd, ISO requirements is fulfilled by the customer, products or finished goods are available in the company’s warehouse. The company gets payment in advance strategy. Sales Order: Then the sales officers make the sales order for the customer Delivery Note/ Delivery Order After the completion of the sales order the delivery note or delivery order issued by the warehouse by delivering or hand over the goods to the customer. PGI (Post Goods Issue) This is an important step take by the warehouse “Post Goods Issue”. After the PGI the product or quantity of product can’t be altered by the sales officers. Sales Tax Invoice
  • 26. Then the sales tax invoice made by the sales department and amount including sales tax deducted from the customer’s account. Hidden Functions of the Department  OPERATIONS Our strategies have repeatedly proven effective at achieving sustained and quality output from our plants. This is a result of our commitment towards operational efficiency of manufacturing facilities. Our plants have shown a solid production performance over the years driven by continuous production enhancement, process optimization and efficiency improvements in all plants. We have equipped our plants with state-of-the-art facilities which combine competent people, technology and management system to achieve profitable growth in line with our growth strategy from year over year. Multiple steps were taken to recover production losses due to energy shortage in the country and several energy saving measures were taken to improve energy optimization. Processes were reengineered and employees trained for coordinated efforts and teamwork to enhance productivity. Extended electricity and gas load-shedding affected the overall productivity. Each rupee of the investment was spent in the right place. However, your Company maintained its momentum to produce according to market demand and customer needs which helped maintain market leadership. The management developed a system for close monitoring of critical and important operations and took timely versatile measures to reduce production losses and improve/maintain efficiency of machines.  Industrial Business: Textile Industry, the largest buying segment of our Industrial ingredients, is faced with the challenges of increase in cost of doing business and strong competition in the global markets. The government campaign for free education at school level and Local Bodies elections provided boost to the operation of paper industry. But the escalated energy cost and cheaper imports of paper depressed the growth potential. Strong demand of packaging material continued to support corrugation industry to operate at normal level. Despite difficult business environment, your company was able to sustain growth in sales volume of industrial ingredients.  Food Business: The increase in sugar prices and withdrawal of certain export incentives negatively impacted the operation and profitability of confectionery industry, major consumer of liquid glucose. Hence, increase in manufacturing cost could not be passed on in the selling price of liquid glucose. Competition, including the restarting of a previously dormant competitor plant, and increase in transportation cost put further pressure on margins to reduce profit. However, demand of sweeteners from ice cream, still drinks, baking, processed and packed foods supported the sale of food ingredients. Strong competition with the influx of cheaper imports of dextrose monohydrate from China continued.
  • 27.  Animal Nutrition Business: The strong demand of poultry meat for ceremonial feasts continued to drive growth in poultry farming. Gaining popularity of aqua culture (fish farming) mitigated the off- season effects and contributed towards strong demand of corn gluten meal/feeds. Sale of Maize oil cake, however, suffered because of high availability of cotton seed cake at low price.  OUTLOOK The overall economic situation appears to be stable since wide range of structural reforms and consistency in the economic policies has transformed Pakistan into a resurgent economy. However, high inflation rate and continuous rise in cost of doing business are the major challenges. The significant rise in oil prices and consequent high energy and freight costs render Pakistani products uncompetitive in the international market. The latest devastations due to massive earth quake in the Northern Areas may also impact growth in economy and overall trade and business activities in the next quarter. The business is expected to remain under pressure and profitability will remain low due to high price of Maize, increase in utilities and transportation cost and growing pressure on selling prices because of strong competition from domestic peers and imports. Tasks Assigned to me: I did all my tasks which assigned to me these are internal works the detailed description is given below:  1st week task: My first week task was to take the necessary information about the company its products, customers, competitors, history and its various departments  2nd week task Then my senior assigned me to learn the sales procedure in the department. I learn how purchase order come to Rafhan Maize Products co. Ltd. how make the sale order, Delivery draft and printed copies.  3rd and 4th weed task
  • 28. My next task to make schedules of the products sold to the party and how much quantity sold to each party at a day. This shows which party takes how much quantity at daily basis.  5th and 6th week task Then they assign to doing the sales execution. Collect the purchase orders from the companies. Make the sales orders, change sales order, dispatch schedule etc. Structure of the Marketing department i. Department hierarchy Structure of the Marketing department i. Department Hierarchy Marketing Department
  • 29. Branch Director Marketing Manager Office Assistant Mr. Sarwar Mr. Ahsan Farooq Ahmad iii. Number of employees working in the Marketing department There is no strong need of marketing staff as the demand of Rafhan Maize Products co. Ltd is more than there production. There are only 25 employees in marketing department. iv. Marketing operations Now I try to describe the marketing operations of the marketing department of the company. The operations of marketing department are to market their service in field. The marketer of the company goes in market or in different institutions to give them information about the company’s products. The marketing staff did not perform special task they prepare ordinary reports as given under. The goal of this report is to save the reader time. It is designed to assist consultants, human resource managers, strategic planners, and corporate officers in gauging estimates of a company’s human resource indicators compared to firms competing or participating in the same economic sector, at the global level. This report is not about whether a particular company or industry has performed well or poorly in the past or will do so in the future. With the globalization of markets, greater foreign competition, and the reduction of entry barriers, it becomes all the more important to benchmark a company’s human resource indicators against other firms on a worldwide basis. Doing so, however, is not an obvious task. First, one needs to find firms competing in the same sector, but not necessarily competing directly with the company in local markets. These firms should not be perceived, therefore, to be direct competitors to the company in question, but simply those that have been classified by various sources (e.g. EDGAR or similar foreign filings), as competing to serve customers
  • 30. in the same link of the value chain, or broad industrial classification, as identified by SIC, NAICS or similar codes. Second, given the one needs use comparable financial standards. This report analyzes deviations between Rafhan Maize Products Co Ltd and international labor-productivity and utilization benchmarks. Based on the methodology described below, the following chapters report a labor-ratio analysis of Rafhan Maize Products Co Ltd vis-à-vis global benchmarks. In contrast to this report, most productivity and utilization studies focus on benchmarking against domestic ratios, often published by government agencies or commercial sources (e.g. Value Line, Dun and Bradstreet, anilar products, offer similar services, or are in the same stage of the value chain for a particular industrial classification. In the case of this report, the SIC code selected is: 203 which is defined as “Canned, Frozen, and Preserved Fruits, Vegetables, and Food Specialties Manufacturing”. This classification should be seen as a working assumption. In order to obtain a more detailed discussion of this classification, the reader is referred to the web sites developed by the U.S. Census Bureau: Basic definitions and descriptions are provided at. A full correspondence table between SIC and NAICS codes, and detailed definitions are given. a. Stage 2 Firm-level Data Collection. A global search is conducted across over 20,000 companies in over 40 major economies for those that (1) may be included in the classification from Stage 1, and (2) report financials (balance sheet and income statements), and (3) report an estimate of employment levels. It should be noted that the public-domain financials can be either historic or projections. It should also be noted that even historic figures can be modified in the future and often represent “estimates”. b. Stage 3 Standardization: Once collected, public-domain financial figures of firms identified in Stage 2 are standardizing into comparable categories (assets, liabilities, and income). From there, we eliminate all currency effects by standardizing within each category (creating ratios). In order to maintain comparability over time and across companies and countries, we use a common
  • 31. currency (the US dollar) and relate each measure to a “per employee basis”. Ratios are projected using raw financial statistics and, as ratios, are therefore comparable. c. Stage 4 Filtering: Not all the firms selected in Stage 2 or the ratios calculated in Stage 3 are used for the global benchmarks, as a number of companies are purposely dropped from the analysis, even though they may fall within the classification. This is justified by the “outlier” phenomenon that plagues such analysis. The problem lies in that any given company in the benchmarking pool may be facing some exceptional event or may be organized in an exceptional way so as to make its ratios vastly different from others in the same classification. By including such firms, the global benchmarks can be overly skewed. In many countries, firms are organized into holding groups. These groups nominally have very few employees (e.g. 4 to 25 employees), but have extremely large assets, liabilities, or revenues. As such, the inclusion or exclusion of firms having this form of management can affect the productivity and/or utilization ratios and benchmarks reported. Likewise, some firms have no net sales, no assets, no liabilities, or ratios. Others have ratios that appear implausible for a normal or viable company. In order to not allow these firms to affect the global benchmarks, I have attempted to choose only those firms with reasonable financials. Finally, in some countries, detailed financials are not available or are not comparable to either the company in question or the global norm (e.g. various forms of depreciation per employee. Functions of the Marketing department i. Segmentation Strategy By dividing a market into different groups of buyers on the basis of their needs and characteristics, Market segmentation reveals the firm's market segment opportunities. The firm now has to evaluate the various segments and decide how many and which ones
  • 32. to target. We now look at how companies evaluate and select target segments. The company also needs to examine major structural factors that affect long-run segment attractiveness. For example, a segment is less attractive if it already contains many strong and aggressive competitors. The existence of many actual or potential substitute products may limit prices and the profits that can be earned in a segment. The relative power of buyers also affects segment attractiveness. Buyers with strong bargaining power relative to sellers will try to force prices down, demand more services, and set competitors against one another. Finally, a segment may be less attractive if it contains powerful suppliers who can control prices or reduce the quality or quantity of ordered goods and services. The Rafhan Maize Products Company divides its market in different segments on basis of customer’s needs and its own needs. The management of the Rafhan Maize Products Company selects those customers which may remain long time with company and would make loyal in future. The marketing managers give preference to those customers which have emerging need for products and they are ready to pay higher charges for products. ii. Target marketing Strategy A target market or target audience is a group of customers that the business has decided to aim its marketing efforts and ultimately its merchandise. A well-defined target market is the first element to a marketing strategy. The target market and the marketing mix variables of product, place (distribution), promotion and price are the elements of a marketing mix strategy that determine the success of a product in the marketplace The marketing managers of the Rafhan Maize Products Company give preference to those segments or customers which have emerging need for products and they are ready to pay higher charges for products. They also target different companies or departments or individuals for marketing on the basis of company’s needs and characteristics of the customers. iii. Product Planning, development and Management Product planning is initial function. A product is anything that can be offered to a market for attention, acquisition, use, or consumption and that might satisfy a want or
  • 33. need. It includes physical objects, services, persons, places, organizations, and ideas. Pure Services are distinguished from physical products on the basis of intangibility, inseparability, variability and perish ability. Services are a form of product that consist of activities, benefits, or satisfactions offered for sale that are essentially intangible and do not result in the ownership of anything. Product is a complex concept that must be carefully defined. Product planning is also a complex function. Product classification is also a part of the product planning. The Rafhan Maize Products Company is service provided company so it also plans about its services. After product planning product development is also an important step. Extends existing products or developing new products is also included in product development. Given the rapid changes in consumer tastes, technology, and competition, companies must develop a steady stream of new products and services. A firm can obtain new products in two ways. One is through acquisition by buying a whole company, a patent, or a license to produce someone else's product or service. The other is through new- product development in the company's own research and development department. Product management is an organizational lifecycle function within a company dealing with the planning or forecasting or marketing of a product or products at all stages of the product lifecycle. Product management and product marketing are different yet complementary efforts with the objective of maximizing sales revenues, market share, and profit margins. The role of product management spans many activities from strategic to tactical and varies based on the organizational structure of the company. Product management can be a function separate on its own and a member of marketing or engineering. I also described above that Rafhan Maize Products Company is services provided company so it manage its services. So these are there important functions of Rafhan Maize Products Company service planning, development and management.
  • 34. iv. Positioning Position is - what place do you want your product to hold in the consumer’s mind? Market positioning is arranging for a product to occupy a clear distinctive and desirable place relative to competing products in the minds of target consumers. In positioning a product, a company first needs to identify possible competitive advantages upon which to build the position. To gain competitive advantage, the company must offer greater competitive advantage to the target segment. The company’s entire marketing program should support the chosen positioning strategy. Effective positioning begins with actually differentiating the company’s marketing offer so that it gives consumers more value than they are offered by the competition. The Rafhan Maize Products Company also make a valuable strategy to get a preferable position in customer’s mind through gives him better services than competitors and gets lower charges from him. And also satisfy him to fill promises when needed. v. Pricing Strategy Pricing strategies are a sometimes-overlooked part of the marketing mix. They can have a large impact on profit, so should be given the same consideration as promotion and advertising strategies. A higher or lower price can dramatically change both gross margins and sales volume. This indirectly affects other expenses by reducing storage costs, for example, or creating opportunities for volume discounts with suppliers. The Rafhan Maize Products Company also makes two types pricing strategies:  Fixed Pricing  Variable Pricing In fixed pricing the managers and all branches of this company in all country recharge the same prices which company authorized them. In variable pricing marketers can change prices on spot according to customers needs or any other reason. vi. Distribution Strategy
  • 35. Distribution is making available the required products and services on required places and this distribution is completed through distribution channels. The concept of distribution channels is not limited to the distribution of tangible products. Producers of services and ideas also face the problem of making their output available to target markets. In the private sector, retail stores, hotels, banks, and other service providers take great care to make their services conveniently available to target customers. The Rafhan Maize Products Company’s marketing also make available its services through distribution channels which are its branch all over the country. vii. Promotional Strategy Promotion is one of the four elements of marketing mix (product, price, promotion, distribution). It is the communication link between sellers and buyers for the purpose of influencing informing, or persuading a potential buyer's purchasing decision. The Rafhan Maize Products Company also makes promotional strategies to promote its business through advertising and other promotional tools. The marketers and sellers of the company are also the promoters of the business. Structure of Sales Department i. Department Hierarchy Sales Department Branch Director Sales Manager Office Assistant Mr. Sarwar M Irshad Farooq Ahmad
  • 36. ii. Number of Employees in Sales Department There are only approx 30 employees in the sales and marketing department. iii. Sales operations The major operations in the sales and marketing department is direct selling to its customers this procedure is done at various stages. Companies accounts: All customers at Rafhan Maize Products co. Ltd have their own accounts and ID in the record of the company. In this way Rafhan Maize gets quickly analysis to know which type of customer have which type of need for the company’s products. Purchase order: Sales procedure begins when the customer of Rafhan Maize Products co. Ltd issue a purchase orders, the order can be:  Telephonic or verbal  Fax  Written Purchase order  E-mail  Purchase Letter etc. Order Consideration: The order considered only if there is payment available or credit balance of the customer in its account for Rafhan Maize Products co. Ltd, ISO requirements is fulfilled by the customer, products or finished goods are available in the company’s warehouse. The company gets payment in advance strategy. Sales Order: Then the sales officers make the sales order for the customer Delivery Note/ Delivery Order After the completion of the sales order the delivery note or delivery order issued by the warehouse by delivering or hand over the goods to the customer. PGI (Post Goods Issue)
  • 37. This is an important step take by the warehouse “Post Goods Issue”. After the PGI the product or quantity of product can’t be altered by the sales officers. Sales Tax Invoice Then the sales tax invoice made by the sales department and amount including sales tax deducted from the customer’s account. iv. Sales Methodology Every organization has its own sales methodology or different sales methods. So Rafhan Maize Products co. Ltd use direct selling to its customers v. Type of selling Rafhan Maize Products co. Ltd use mainly two types of sales Direct selling in this selling the company sell its products directly to its customers Through dealers in this selling the company sell its products to dealers and then dealers sell the products to the customers. vi. Sales returns procedures Every company sells its products and services to get something in return of these products or services which is in the shape of cash or something of this type. Some time material damage in transit. The Rafhan Maize Products co. Ltd firstly check the material damage by the company’s representative to estimate the value of damage material then the material call back for customer satisfaction and the credit note. Customer Service Department
  • 38. i. Process of Developing Relations with Customers Develop long time relations with customers is compulsory for every organization in this competing world. The process of Developing Relations with customers of the Rafhan Maize Products Company is that: The company develops relation through CRM system. As Customer Relationship Management (CRM) systems become more sophisticated and feature-rich, many companies implement the technology working under the assumption that the automation alone will deliver the most effective sales process for their needs. Customer relationship management (CRM) has been defined narrowly as a customer database management activity. Today, customer relationship management is seen as the overall process of building and maintaining profitable customer relationships by delivering superior customer value and satisfaction. The company’s process of developing relations with customers is:  The company gives first preference to its customer  Make them understand its business  Keeps its customers satisfied  Makes itself accessible when problem is there.  Fixes customers problems in timely manner.  Always try to provide best services than competitors.  Concentrate on training its clients and educating them to be successful.  Always be kind to them and ready to offer an alternate solution.  Remain in touch by sending some educational as well as new promotional emails.  See that the customers don't have to search for your contact information. ii. Techniques of Retaining Customers Maintaining prices and retaining customers in competitive markets depends heavily on your ability to effectively service your accounts. Proactive organizations work with customers to identify their strengths and weaknesses to better serve their market.
  • 39. Use Demand Metric’s very concise Customer to benchmark current satisfaction levels, and improves these metrics over time. There are following techniques of the Rafhan Maize Products Company for customer retention:  Understand and fulfilled customer’s needs  Accept customer’s complaints  Solve customer’s problems within less time  Satisfy customer with quality of services iii. Techniques of attracting new customers Attracting new customers is expensive but compulsory for company’s growth and to increase its market share. Every new customer directly attract to the Rafhan Maize Products co. Ltd because of superior quality and compatible prices. iv. Ways of handling different kinds of customers If you’ve reached the end of your rope trying to come up with new ways to satisfy customers and cope with the tough situations that they put you in, attend How to Handle Difficult Customers & Other Tough Situations, a new kind of customer service training unlike anything else you’ve attended! In a fun, relaxing, enjoyable, and completely STRESS-FREE learning environment, you’ll learn the secrets to satisfying every customer you have without resorting to cheap tricks, anger, or just plain giving in. Critical Analysis
  • 40. When we think critically we are being dynamic; we are not passively accepting everything we read and hear, but questioning, evaluating, making decisions, finding connections and classification. It means being open to other points of view and not being narrow minded by our own biases. Critical thinking is useful for most activities associated with tertiary study, such as forming judgements in lectures and tutorials, and when reading, writing essays and assignments, making decisions and developing arguments. Critical thinking involves various processes in the disciplines. “I read and learn during my internship that marketing is broad and never ending field or responsibly. It is not ends at one time contact with your target clients. It remains present till the business is remaining with that client.” “The Rafhan Maize Products Company succeeds through its superior quality.” “Other critical point which I learn during internship is makes good relation with customer and other participator of business is compulsory in this competing world.” SWOT analysis of the organization A. Strengths  Rafhan Maize Products co. Ltd has large production volume and sales in the market  There is high growth rate of production  Alternative power resources  Financial Strength is very solid
  • 41. B. Weakness  Shortage of Factory over head resources  Alternative power resources are of high cost C. Opportunities  Monopolistic competition in the market  Having more demand than supply in the market  Can hold the entire market by expansions of business D. Threats  Entering of new competitor  Existing competitor’s production may high in future  Crops losses by flood victims Conclusion The Rafhan Maize Products Company is successful products company in Pakistan through its neat working. Mostly it depends on quality, make promises and full fill promises when needed. In my opinion it is critical point of the company that its successful strategy is the key of its success. The Rafhan Maize Products Company is successful company and also much beneficial than other companies for Industries. It is only one company in Pakistan which
  • 42. gives products services to industry for their product development which are the back bone of the Pakistan’s economy. So the conclusion is that Rafhan Maize Products Company is a successful products company in Pakistan. Recommendations for improvement  First the company should provide all information about its products to all customers in all areas.  The Rafhan Maize Products co. Ltd should enhance its production volume to fulfill the customer’s needs.  It providing products for industry so it should make access in those areas in which industry setup growing.  It should work hard and remain sincere to provide better services than competitors.  It should improve its services.  It should to enlarge their production and add more types of products to other category of customers.  It also needs for growth, so it should use growth tools to promote their business. Research Methodology  News from leading News Papers  Internet Browsing  Information provided by Rafhan maize  Personal Information