TOTA

L
PARC
O
MAHMOOD
IQBAL

[CORPORATE
INTERNSHIP REPORT]
The report gives an overview of my experience during the internship. It also
covers the major aspects of my tasks and brief details of the project I was asked
to do.

1 | Page

Content Table
Acknowledgment
2
Company
Profile
3

TOTAL

PARCO..
3
Department of Internship
.5

Commercial

Sales..5
Introduction to
Assignment..5

Potential

Clients..5
Customer
Feedback.5

2 | Page

Client

Meetings

6
Vendor

registration..
6
Conclusion &
Recommendation.8
Certificate
9

Acknowledgement

First of all, I would like to thank TOTAL PARCO for giving all the young
students an opportunity to have a corporate experience. The dedicated staff
and recruitment team for the internship program speak volumes about the
activities of Pakistans 3rd largest petroleum firm. The tasks were allotted
according to the specialization and majors of the students and this helped to
understand the basic functions of departments.

3 | Page

Next, I would like to thank the TOTAL PARCOs Regional Manager-South. My

supervisor was very helpful and guided me at every step. Though there were
some issues initially, but all of the issues were sorted out and the interns
were given special desks to complete the tasks. The Human Resource
department played its part in ensuring everyone got a project. I would like to
appreciate Mr. Amir Ahmed Khan and Mr. Kamran Iqbal for their guidance.

4 | Page

Company Profile:
Total, the worlds fourth largest Oil & Gas Company, was represented in
Pakistan through three companies namely, TOTAL PARCO PAKISTAN LTD, a
50/50 joint venture of TOTAL and PARCO focusing on a state of the art retail
network & selling of bulk fuels, Total Oil Pakistan (Pvt) Limited, focusing on
the selling of automotive & industrial lubricants and Total Parco Marketing
Limited also in fuels & retail operations.
Total Parco Pakistan Limited and Total Oil Pakistan Limited recently merged
into one entity Total Parco Pakistan Limited (TPPL) with retroactive effect
from 1st January 2015.
Total Parco Pakistan Limited has also acquired Caltex Pakistan Limited, which
will continue to operate under the name of Total Parco Marketing Limited.
The acquisition will increase the retail network to more than 750 fuel
stations, making Total Parco the 3rd largest oil company in Pakistan.
The Company started its operations in 2001 as a joint venture between Total
France, and Pak Arab Refinery Limited (PARCO), a key player in Pakistans oil
refining and logistics industry.
Since its inception, Total Parco has pioneered several innovative concepts
such as becoming the first Oil Marketing Company to launch 90 RON
unleaded petrol without any additional cost to the customer or by introducing
the countrys first chip based fuel card known as Club Card which provides a

5 | Page

unique combination of convenience, control and security. Most recently Total

Parco has proudly unveiled its new service station concept by the name of TAIR in Pakistan. A revamped fuel station, with an ultra-modern design and
welcoming ambiance, providing you with the highest levels of service!
Total Oil Pakistan (Pvt) Limited (ex-TOPL now TPPL) launched its commercial
operations in 1999 and has been successfully marketing a complete range of
Automotive and Industrial lubricants catering to the diversified needs of
customers across various industries and social strata. Today, Total Parco
Pakistan Limiteds lubricants are widely used in the Agriculture, Auto and
auto parts manufacturing, Manufacturing, Construction, Fleet & Logistics,
Marine and Power Gen sectors.
In fact, TPPLs Lube Blending Facility which started operations in 2009 holds
a position of prominence in bringing in the largest Foreign Direct Investment
from France in Pakistans history.
As a socially responsible corporate entity we have been actively involved in
several welfare projects over the years focusing on Road Safety, Education
and Natural Disaster Relief in order to be part of the development of our local
communities.
Total Parco have been recipients of the Brands of the Year Awards &
Emerging Brand of the Year Awards in 2006, 2009, 2011 and again in 201415 in the petroleum category which has set the very highest of standards,

6 | Page

demonstrating the entire companys commitment towards maintaining our

winning streak.
Internship at TOTAL PARCO started on January 1st 2016.During orientation,
the HR representative and marketing manager provided an overview about
internship and the code of conduct.
The orientation ended with them explaining about the high expectations they
had from the interns.

Department of Internship
Commercial Sales
Commercial Sales is one of the key Departments of TOTAL PARCO.
Commercial Sales Department is responsible to cater the needs of industrial
clients. Almost 65% of TOTAL PRACOs Annual Sales is generated from
industrial clients. Commercial Department is divided based on zones, headed
by Regional Mangers. Zoning structure helps to classify industrial clients
based on their location.
The head quarter of commercial Sales department was in situated in Lahore.
The supervisors were very helpful and they explained to us in details the
work they did there.

7 | Page

Introduction to Assignments
Potential Clients
The regional manager, Mr. Amir Ahmed Khan, gave me an assignment to
develop a list of potential new clients, based on their annual demand for
petroleum products. After completing the list, I was instructed by the regional
manager to contact each of these firms representatives in purchasing
department, and schedule a meeting to discuss business proposal.

Client Feedback

During internship at TOTAL PARCO, my responsibility was to update

customers about their order status.

Inform regional manager about the order update from oil refinery depot

in Multan, and Karachi.

Conduct a feedback about the order form client.
Develop reports about customers service experience.

Client Meetings
In order to provide some on-field sales experience, Mr Amir Ahmed
Khan regularly accompanied me to visit clients to help understand how
to negotiate with customers. After every meeting, the supervisor
instructed to
Make notes about meeting and topics discussed
Make a report and a provide an in-depth analysis about client

Vendor Registration
According to TOTAL PARCOs policy, vendors have to register
themselves by submitting required documents. Regional Manager
instructed to contact vendors and provide them relevant information

8 | Page

regarding vendor registration process. The next step was to collect

documents from vendors and submit to relevant departments in TOTAL
PARCO. In case of any shortcomings in documents, vendors were
immediately informed to rectify the documents.

Conclusion and Recommendations:

To conclude, I would say that I learnt a lot form the internship. Starting right
from the point where I had no idea about the working of a corporate entity to
the point where I had a good idea about how commercial sales are done in a
professional manner. The entire head office had a culture which was
prevalent in each and every department and it evoked a sense of personal
effectiveness and presentation skills.
With regard to the internship process, I must say that it was nevertheless a
work which I was eager to do. I applied the basic marketing business concept
to understand the sales functions

9 | Page

As part of recommendations, I would like to say that the internship should be

closely monitored and that interns should be allowed to have more access to
information to perform efficiently.
I hope the relevant authorities at IBA would forward these suggestions to the
HR department of TOTAL PARCO, Pakistan.

10 | P a g e