S.N.

R College Road, (Nava India Bus Stop), Coimbatore-

641006, Tamilnadu

(Affiliated Bharathiar University Re-Accredited with 'A' Grade by NAAC

An ISO 9001:2008 Certified Institution)

Department of Commerce with Accounting & Finance

INTERNSHIP TRAINING REPORT

2021-22

Name : ........................................................................
Reg. No : ........................................................................
Class : ........................................................................
Subject : ........................................................................

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 Department of Commerce with Accounting & Finance

2021-22
Reg.No:

Certified Bonafide record of work done by

Prof. and Head Professor In-Charge

Submitted for the internship training report has undergone period from
_________________ To _________________

Internal Examiner External Examiner

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CERTIFICATE

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Page 4
DECLARATION

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 DECLARATION

I hereby declare that the internship training project work entitled submitted to the Bharathiyar
University, in partial fulfilment of the requirements for the award of the Degree of BACHELOR OF
COMMERCE WITH ACCOUNTING & FINANCE is a record of original work done by me, under
the guidance of Prof J NOVINA STEFFY , Assistant professor, and Department of Commerce with
Accounting and Finance and it has not formed the basis for the award of any Degree / Diploma /
Association ship / Fellowship or other similar title to any candidate of any University.

Signature of the candidate

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ACKNOWLEDGEMENTS

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 ACKNOWLEDGEMENTS

I would like to express my sincere thanks to Dr B L Shiva Kumar, Principal & secretary, Sri
Ramakrishna College of Arts and Science, for his support and encouragements.

I owe my deep some of gratitude to Dr G Agila, Professor and Head, Department of Commerce with
Accounting & Finance, Sri Ramakrishna College of Arts and Science, for her tremendous and constant
motivation.

I record my sincere thanks to the guide Prof J Novina Steffy, Assistant Professor, Department of
Commerce with Accounting & Finance, Sri Ramakrishna College of Arts and Science, for her support
and proper guidance.

I would also like to extend my profound gratitude to my family members and friends for their timely
help and support for making this research work a successful one. Above all, I thank the Almighty, with
whose abundant grace this research work was made possible.

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CONTENTS

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 CONTENTS

CHAPTER NO CONTENT PAGE NO

I Introduction 12
II Company Profile 18
III Objective of the training 20
IV Organizational structure 22
V Process of the company 24
VI Summary of work done 31
VII Conclusion 36

Bibliography 38

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Introduction

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 CHAPTER I
Introduction
Pharmaceutical distribution

The function of pharmaceutical wholesalers is to act as an intermediary between the

pharmaceutical industry and their customers (e.g., hospital and community pharmacies)
by purchasing and distributing medicines to their customers. With regard to patient safety
they must guaranty that the quality of the products is kept through the whole distribution
line and that the influx of counterfeited drugs is avoided. To meet this demand,
wholesalers have developed sophisticated distribution logistics. Recent experience from
counterfeit cases demonstrated that the wholesalers may play an important role in
protecting the drug market from counterfeited medicines. The working group
recommends that FIP encourage pharmaceutical wholesalers to follow their own code of
ethics and have a system in place and adopt methods to avoid the purchase and
distribution of counterfeit medicines. Wholesalers also should be asked to describe
clearly what they do to avoid the purchase of counterfeits. In addition, the quality
assurance measures of wholesalers and their customers should be linked to each other to
make the quality chain function without gaps of information and documentation.

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Pharmaceuticals Distribution Business Is an Endless Opportunity in India
A small enterprise in the pharmaceutical industry offers distributorship in a range of Rs
5-10 lakhs for an area of 750-1000 sq. ft. on which you can earn 40% RoI in a small
period of 12-18 months.
Healthcare is a sector of economy that is continuing to witness a massive growth in India.
Specifically, the Indian pharmaceutical industry is one of the biggest contributors in the
extravagant growth of the sector, which is expected to rise at a CAGR of 22.4 percent
over 2015-2020 to reach a remarkable US$ 55 billion.
Distribution of medicines and drugs is an important aspect in the growth of the
pharmaceutical industry, which also provides ample opportunities for entrepreneurs in the
field of distributorship. In a rapidly growing industry like pharmaceuticals,
distributorship opportunities are endless, thereby making it an investment-worthy.

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Distributorship and pharmaceutical industry
The ultimate goal of any manufacturer is to market their products and services to the end-
customer whatsoever. So, they need some channels through which they can carry out the
distribution of their products to the industry. This is where the role of distributors comes
into the play.
Like any other industry, distributors play a significant role in the pharmaceutical industry
as well. They are the link between manufacturers and pharmacists. They ensure the safe
and efficient delivery of the medicines and drugs to the end-consumers (who could be
pharmacies and hospitals both) so that the demand for the medicines and drugs are
fulfilled.

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Current State of Pharmaceuticals Distribution in India
Diving deeper into the overall distribution scenario of India, it is important to consider
the geographical diversity of India when it comes to the distribution of pharmaceuticals.
Due to the geographical diversity and extreme climatic conditions, it becomes important
for manufacturers to make their stock-keeping units (SKUs) available at all levels at all
times. To make goods available to all their consumers in India, companies seek
distributors for specific regions such as Northern, Southern, Eastern, Western and Central
India. This makes the industry much more profitable for those who wish to buy
distributorship of big brands.
In 1978, there were roughly 10,000 distributors and 125,000 retail pharmacies in India.
As per recent reports, the numbers have seen a multi fold increase with more than 65,000
distributors and 550,000 retail pharmacies. Despite the growing numbers, three-fifths of
Indians do not have access to modern medicines, which is the most parts of the rural
market and it clearly shows how that is largely unattended and untapped. This further
suggests that there is a heavy requirement of distributors in India to fulfil the demands.

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Pharmaceuticals Distribution Emerging as an Endless Business Opportunity
While it is about the biggest players of the industry or the small enterprises, distribution
of medicines and drugs will always take place. It doesn’t even matter if it is a franchise
outlet, a retail outlet or an online medical store; distribution is the key in any
pharmaceutical supply chain. So, pharmaceuticals distribution business can be a
lucrative opportunity anyhow. With Indians spending more on healthcare and
healthcare supplies, Indian pharmaceutical industry is witnessing a steady demand, as is
the pharmaceuticals distribution sector.

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COMPANY PROFILE

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 CHAPTER II
COMPANY PROFILE

Name of the company : MM Pharma Distributors

Nature of the business : Pharmaceutical products wholesaler

Address : 54, Saminathapuram Main Road,

Salem – 636009.

Year of establishment : 2013

Founder : Mrs. G. Bhanumathi

Products : Softgelatin Capsule, Dry Syrup, Pharmaceutical Capsule,

Pharmaceutical Tablet, Medicinal Capsule and many more.

Email : [email protected]

Mobile No : 9500806847

Main products : Medicines

Employees Total : 20 – 30

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Objective of the Training

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 CHAPTER III
Objective of the Training

• To develop skills and techniques.

• To develop attitudes conducive to effective interpersonal relationships.
• To develop of employer-valued skills such as teamwork, communications and
attention to detail.
• To Enhance and/or expand the knowledge of a particular area(s) of accounting.
• To Expand network of professional relationships and contacts.

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Organization Structure

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 CHAPTER IV
Organization Structure

Proprietor

Manager

All Staff
Market Manager Company Reps

Salesman Accounts Back Office Staff Delivery man

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Process in the Company

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 CHAPTER V
Process in the Company

• MM pharmacy distributors is a wholesale place where medical product will

be available in a huge number

• This company acts as a broker between buyer and seller

• We buy goods from manufacturers in a large quantity and sell them to the
buyer

• There is a long chain process under this company

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• We store goods in a large and distribute them to the various places where our
buyers held

• We get products from the manufacturers and we store the products like
wholesaler and we supply to each and every place where our buyers are
available

• Our company has huge number of buyers all over Coimbatore

• We deliver goods to hospitals, clinics and medical shops

• These things will be done under the drug manufacturers that is medicine
manufacturers

• We supply goods to the locations where medical facilities are available

• We fix the procedures right from the manager of one company to

subordinates of the other company

• We deliver not only medical products but also necessary napkins that is used
daily usual life

• The goods will be directed under several heads

• Right from the head of department to the employees of the company

everyone will be responsible for the flow of goods

• There will be proper accounting maintenance like daily how much goods we
are getting from manufacturers and how much goods we are delivering to the
buyers

• We use to record medical billing like CPT and ICD-10 coding, charge entry,
claims submissions, payment posting etc.

• We record the complete medical report of buyers shop and then we dispatch
our goods

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• Managers, employees, staffs will be responsible for the flow of goods

• Once documents are checked and verified by CEO, our products creates
medical claiming while adhering to rules pertaining to specific carriers and
locations

Manufacturer

Wholesalers

Hospitals Medical shops Small clinics

• From the above mentioned chart, MM pharma distributors are the wholesaler
that is we are the wholesaler and we supply goods to hospitals, clinics, etc.

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• Mostly we deliver medicines and daily necessary products to hospital and
medical shop where demand will be high

• We provide quality assurance under medical claims audit, strict adherence to

quality standards , quality assurance reviews, monthly billing receivers

• All the transactions will be sent through email, fax, voice communications,
tele communications etc.

• Moreover all electronic document are preserved for 120 days unless
otherwise specified

• Payment practice will be done between MM pharmacy distributors that is it

will be held between wholesaler and buyers

• We buy products directly from drug manufacturer in large quantities and

• We also held

➢ Financial responsibility

➢ Super bill creation

➢ Claims generation

➢ Monitor claim adjudication

➢ Patient statement preparation

➢ Statement follows up

➢ Statement analytical To medical shop and hospitals

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• Payment practice will be done between us and buyers

• We buy products directly from drug manufacturers in large quantities

• Specialized companies purchase specialty pharmaceuticals from

manufacturers while full line wholesalers purchase complete lines of
products from manufacturers

• MM PHARMACY DISTRIBUTORS are full time wholesalers purchase

complete line of products from manufacturers

• Firstly, we will look for distribution organizer to medical premises business

• We obtain product from stock list or substockist through whom it finally

reaches the consumer

• From the CFA, we supply stocks to either stock list or hospital

• We supply certain goods to clinic where we get small quantity from small
manufacturers company

• We operate business wherein the medicine sundries at manufacturer, namely

in quantity lots other than to the customer

• we make covering letter starting the purpose of the application

• we ask for distributor ship or stockiest ship at any area within Coimbatore

• the CFA are paid by the company yearly, once or twice, on a basis of
percentage of total turnover of the products

• we provide 16-22% percent at branded medicines and 20-50% at general

medicine

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• along with margins we also gets benefits of scheme and offers provided by
companies

• by this process retailers/pharmacies also enjoy credit facilities provided by

companies and stockiest

• there will be carrying and forwarding agent assist with holding materials at
their warehouse until instructed to ship to a customer from our company

• Much like a distribution center except that they may not perform the same
value added activities that a DC may provide, such as repackaging, final
assembly etc.

• We act as a distributor ship from manufactures to pharmacies and other

providers

• We appoint clearing agent as there is complex subject and requires lot of

documentation and compliance of procedures pond the basis of exporters.

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Summary of work done

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 CHAPTER VI

Summary of work done

• One of the most important things I have gained from this internship is
newfound knowledge about pharmacy.

• This can include knowing how to fulfill the activities and task that are
relevant to my desired carrier path and sharpening the skills that I have
already process.

• I consider this as an opportunity to test out all the skills that I have
developed varsity/college and to see how they work in real world.

• I have gained so many things from this internship like communication and
going through the process, working in process etc.

• I also learnt to be:

➢ Interpersonal

➢ Collaboration

➢ Time management

➢ Adaptability

➢ Critical thinking

➢ Research and analysis

➢ Initiative

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 • During my internship with this company, I learned to specific skill and I
was able to put these skills in practice in above mentioned activities.

• I learned about the work and gained more confidence in myself.

• It was a valuable experience working under this company.

• The work experience I encountered during this internship company allows

me to develop skills.

• The task I undertook included

➢ analyzing data using statistical software

➢ converting complex data into understandable

formatting

➢ Finding understandable table, graph, report etc.

➢ Finalizing reports and prepare them for presentation

to senior management and clients.

➢ writing, distributing and managing questionnaires of

marketing research in pharmacy.

• In addition to the knowledge and skills I look for in new candidates, individuals
who get along and understand the organization’s culture are often seen as top
candidates for any full-time medicines open up. Often employers feel that they can
teach the basics of an entry-level pharmacy, but they can’t make a new employee
fit into a culture that’s already been established under pharmaceutical distribution.

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• During my internship, I learned how to communicate and build relationships with
the people I worked with. I learned how to introduce myself, talk about my
interests, knowledge and skills with entrepreneurs and business owners, as well as
how to ask questions and gain a better understanding of businesses not only in the
co-working space, but also others in the market. This process overall helped me
develop my professional network and emphasised the importance of creating these
connections. I also connected with most of them via LinkedIn, which is obviously
a great networking platform for professionals under Hospitals.

• As an intern, I discovered it’s essential to be enthusiastic and open to learning new

skills, asking for more work and being curious to learn and ask questions. This
attitude will show that you enjoy being part of the team and that you're keen
to help. Having curiosity and enthusiasm also means that, as an intern, you get a lot
out of what you’re doing, which opens lots of opportunities.

• During my internship, I had a journal and took notes every day about new things I
learned, feedback I was given by my manager, strengths and weaknesses I noticed,
and things I wanted to research and learn more about. This helped me understand
myself more and identify the areas that I needed to improve in.

• I learned that it’s important to communicate with my Guider via phone, email or
SMS if I have questions or if I don’t know how to work on a task. Asking for help
and clarification is better than pretending you’ve understood what you need to do,
no matter what. However, I also found that if you can Google something, then do.
Avoiding asking questions if you can find answers elsewhere is part of being a
good communicator – keep in mind that everyone’s time is valuable. As an intern,
good communication will help with productivity, efficiency, engagement and
growth.

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• During my internship, I learned how to communicate and build relationships with
the people I worked with. I learned how to introduce myself, talk about my
interests, knowledge and skills with entrepreneurs and business owners, as well as
how to ask questions and gain a better understanding of businesses not only in the
co-working space, but also others in the market. This process overall helped me
develop my professional network and emphasised the importance of creating these
connections. I also connected with most of them via LinkedIn, which is obviously
a great networking platform for professionals.

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Conclusion

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 Conclusion

As an intern with this company I worked in a [mention role] position and was responsible
for [mention undertaken tasks]. I was part of the [mention department] team. Together we
worked on [name them] projects to accomplish [mention end goal].

The work experiences I encountered during the internship allowed me to develop

[specific skills]. I think I still need to work on my [mention other skills]. However, the
overall experience was positive, and everything I learned will be useful in my future
career in this field.

From my internship at Area, I was able to get a better understanding of how the
marketing industry works and how effective it is. I enjoyed working with the Area
marketing team to devise and implement different marketing strategies. However, I still
have a long way to go in understanding the psychological aspects of marketing, and I
need to build up my public speaking skills as well.

Overall, I found the marketing internship experience to be positive, and I'm sure I will be
able to use the skills I learned in my career later.

This internship has been a very useful experience for me. I can safely say that my
understanding of the job environment has increased greatly. However, I do think that
there are some aspects of the job that I could have done better and that I need to work on.
I need to build more confidence in applying accounting principles. I realized that I could
have completed the work earlier than I did. Also, the technical parts of the job were a bit
flawed and I was asked multiple times to correct it.

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BILBILOGRAPHY

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 BILBILOGRAPHY

REFERENCES BOOKS

Pharmaceutical Marketing
Book by Brent L. Rollins and Matthew Perri
WEBSITES
https://en.wikipedia.org/wiki/Pharmaceutical_marketing
https://www.orientation.agency/insights/pharmaceutical-marketing-management
https://www.pharmacytimes.com/view/the-evolving-world-of-pharma-marketing

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