Summer Internship Programme (SIP)

For MBA PROGRAMMES - 2022-24

MBA-Hospital and Health Management / MBA- Pharmaceutical Management /
MBA- Development Management

IIHMR University, 1, Prabhu Dayal Marg, Near Sanganer Airport,

Jaipur, Rajasthan, India, Phone: +91-141-3924700, Fax: +91-141-3924738,
E mail: iihmr@iihmr. edu.in, rmu@iihmr.edu.in URL: www.iihmr.edu.in
 Special Inputs
Approved by
Dr. P.R. Sodani
President,
IIHMR University

Dr(Col) Mahender Dr. Saurabh Kumar Dr. Nupur Srivastava Mr. Vinod Tejwani
Kumar

Summer Training Committee

 Summer Internship Programme (SIP)-Guidelines
An Overview
Internship is an integral part of the
MBA Hospital and Health
Management/MBA Pharmaceutical
Management/MBA Development
Management program.
Internship is undertaken with
reputed organizations as assigned by
the IIHMR University.
As a part of the curriculum, each
student of the first year is required to
undergo two months internship/field
training known as “Summer
Internship”.
Student can also propose the
organization of their choice and
pursue the Summer Internship.
 Summer Internship Programme (SIP)-
Guidelines
Objectives of the Internship
A. To understand and learn day to day micro-level operations management of a hospital/ health
care/pharma/development organizations.
B. To critically analyze the theoretical concepts relating to practical experiences i.e., relate the theoretical
concepts learned in the class with the practical experience during your internship.
C. To enable the student to explore the industry/ Organization and hone their skill in respective field.
D. To provide invaluable networking experience which helps the student to apply knowledge into real life
working environment.
E. To provide an opportunity for the pre-placement offer.
F. To identify issues/problems associated with operational area/programmes.
G. To provide suggestions to the identified problem(s).
 Summer Internship Programme
(SIP)-Guidelines
End of the training, the student should have an understanding of
facilities concerned with :-
• patient care,
• Public health,
• pharmaceutical management,
• development management and related operational issues

Summer training should be completed with dedication and should be

valued for the exposure it provides.
 Summer Internship Programme (SIP)-Guidelines
Expectations

• Internship for MBA students is the first exposure to an organization and functions of organization.
• Summer internship is an integral part of the course curriculum. It is, therefore, mandatory for the
students to complete all the requirements stated in the guideline.
• Students should do micro level operations and management of the hospital/health care/ pharma and
development organization.
• Assist in their daily operations and programme management.
• Keep regular contact with the University mentor for guidance and clarification.
• Prepare a poster on the work done in a specific department/ case/ issue/ management function
undertaken during summer internship.
• A poster presentation and viva voce will be organized at IIHMR University on completion of summer
internship. Each student needs to prepare herself/himself in a manner so that they can confidently make
a presentation and answer questions asked by the panel members
 Summer Internship Programme (SIP)-
Guidelines
Reporting Format
(Weekly)
Instruction for Students
• All students are expected to maintain a high standard of Name of the Student:
discipline, punctuality and regularity during the internship Roll no:
at their respective organizations.
• Students are advised not to use any material (including Stream:
logo) without the permission of the organization. Week no:
• Students will have to follow all the rules and regulations From:…………………………to……………………………….
of the organizations like discipline, attendance, dress code
etc.
• Students should regularly contact with the Faculty Mentor • Activity Done
and submit the report weekly (annexure E) through e- • Learning
mail.
• The joining date at the organization for summer internship • Suggestions
should be immediately informed to the university mentor • Plan for the next week
with a copy to the school Dean and placement cell.
• If a case of any indiscipline by student comes to the notice Signature of the Student
of the IIHMR University, he/she will be liable to face
disciplinary action.
Approved by the organization Mentor

On the last day of every week report in the above format should be submitted to the faculty mentor.
Submission of total 8 reports in 8 weeks is compulsory. Each report should not be more than 2 pages.
Summer Internship Duration
Programme (SIP)-
Guidelines 8 weeks –1st May to 30th June2023

Time Schedule for Summer Internship Programme (SIP)

Steps Activity Time Frame

1 Briefing about summer training April 23/25, 2023

2 Preparation of summer internship and collecting the April 25-28, 2023

required joining documents from placement cell

3 Joining and report to the organization for summer

internship May 1, 2023

Acclimatization phase of the summer internship:

4 Understanding organization, systems and interaction May 1-May 4,2023
with mentor/guide and management officials.
Preparation of poster in consultation with mentor of June 26-June 30,
5 the organization 2023

6 Report back to the IIHMR University July 1-July 2,2023

7 Sharing, Finalization and Approval of the work by the July 3-July 11,2023
mentor.
Viva voce and poster /PPT presentation at IIHMR
8 University July 12-July 19,2023
Summer Internship
Contents of Summer Internship
Programme (SIP)- Programme (SIP)
Guidelines • The major content of the summer
internship programme aims at getting
practical exposure and relate it with the
learning in university
• It also aims at observing the various
department of the organization and learn
the day-to-day micro level operations and
management of the hospital/health care/
pharma and development organization.
 Summer Internship Programme (SIP)-Guidelines
Contents of Summer Internship Programme (SIP)
The student should cover following details during summer internship and prepare a poster accordingly:
Suggestions
Industry Sector Profile
9. The suggestions which you would like to give to
1. Brief history and description about organization organization related to the day-to-day operations and
2. Organization vision and mission management of the department/ project/ organization.
3. Organization structure
Guidelines and Prerequisite for poster preparation:
Learning and Value Additions • Size of the poster will be 4*3 feet
• Use different font size for heading, subheading, and texts
4. Difference between practical exposure and theoretical
• Photo of the organization and activities
understanding
• Completion certificate on the letterhead of the
5. SWOT analysis (On a specific department/ case/ issue/
organization (annexure A)
management function)
• Approval of the university mentor in a prescribed format
6. Challenges faced during internship.
which could be obtain from the placement cell.
7. Learnings during internship
8. Usefulness of internship Reporting
The students must be in contact with university mentor and
regularly update the progress to the concerned mentor.
 Summer Internship Programme (SIP)-
Guidelines
Evaluation
The total marks of the summer internship are 200. The evaluation of 100
marks of the student performance in the summer internship will be done
by the faculty mentor based on the rubric (annexure C) and rest of the 100
marks will be based on the poster presentation and viva-voce with the
panel members on the dates decided for the evaluation by the University.
The marks will be given by the panel members based on the rubric
(annexure D). After presentation to the panel the approved soft copy of
the poster to be submitted to the library.
Students who do not complete SIP along with poster presentation in
stipulated time will be treated as fail .
Posters
 SAMBALPUR INTEGRATED DEVELOPMENT INSTITUTE, ODISHA
Posters
HISTORY OF SIDI
SIDI, established on 1st June 1990 is registered under the Societies
Registration Act (SRA), 1860. It is also registered under the Foreign
APC STRUCTURE
Secretary
LEARNING AND VALUE ADDITION
•
•
Understanding working culture at the field.
How to reach out people through project details.
Contribution Registration Act (FCRA) under the Ministry of Home Affairs, Program manager • Explore new research topics.
Govt. of India, New Delhi and under 12 A & 80 G of IT Act. SIDI works with
• How to establish communication and action learning.
the partner community of Sambalpur andDeogarh district.
Target Subject matter
specialist
families- CHALLENGES
VISION 2400 • Language constraint for communication.
Healthy and self-reliant community life with dignity, where everybody
enjoys equal opportunity, rights, liberty, justice, participation, informed
Families Cluster
coordinator(3)
Management
information system • Migration of educated people.
covered-
decision making and ability toresolve the issue. - 2372 • Less participation of community due to lack of interest.
MISSION Community
mobiliser(2)
Producer company • Participation of women in decision making was low
Empowering the marginalized sections of the community to bring the
community forward for the assertion of basic rights. 1 producer
group= 50 – 150 USEFULNESS
Producer group Producer group
members
• Clarity regarding livelihood -how projects are executed.
DESCRIPTION OF ORGANISATION AND PROJECTS RUNNING IN
THE ORGANISATION • Interaction with people - leads to understanding
1. APC (AGRICULTURE PRODUCTION CLUSTERS) SWOT analysis of APC Project
implementation challenges
2. OTELP (ODISHA TRIBAL EMPOWERMENT LIVELIHOOD PROJECT) • Give us a new area or new topicfor research.
3. STAR SCHOOL Strengths- Weakness- • Different environment gives a unique platform to learn.
• High income generation through agriculture • Vendors and suppliers arbitrarily buy
and livestock management. vegetables from PC. • Understand the working environment which brings success.
• Women are financially empowered. • Household work along with farming, dual • Quick decision to solve issues.
BRIEF DESCRIPTION OF PROJECT • Open market for farmers. work burden.
APC aims to trigger growth in farm sector with the objective of • Less knowledge of fertilizers. SUGGESTIONS
sustainably double the income of 1- Lakh small and marginal farmers in • The division of work creates a lot of
the backward highland regions of the State. APC aims to establish the confusion. • Should focus on the monitoring system.
model of Agriculture Production Cluster (APC) in 40 backward Blocks of • Senior management should do regular field visits.
the State, as an effective method to organize production system and Opportunities Threats
services of markets. a production cluster program implemented for • Management of facilities at the time.
• Availability of cold storage • Heavy Rainfall, snowfall damage
6000small and marginal farm families in Jamankira and Kuchinda block. • Monthly inter-departmental meeting review.
▪ 24 Producer groups formed with 2400 families till date and • Involvement of rural people in self income vegetables and crops
• Increase collaboration with partners.
focused on cultivation of winner crop, • Machine Failure or technical problems
▪ input supply through a single window system,
generating activities. • Encourage farmers for organic farming.
takes time to repair.
▪ integrated farm management through scientific practices, • Creative mindset of business to women. • To understand the farmers in a better way, we can show them a
▪ promote organic farming. • More productive along with amenities and • Expensive machinery equipment. documentary.
environment. • Expensive to transport water to field • Divide work on a weekly or monthly basis and submit reports.
THEORETICAL WORK PRACTICAL EXPOSURE • Partner organizations should visit the working field to see progress.
▪ Deals with documentation ▪ Deals with the
of file. implementation of work.
▪ Problems are not ▪ Experienced Grassroot level
discussed deeply. challenges Name: Mr. Gitil Tiriya
▪ Working conditions of ▪ give us new ideas or new Roll no: 0005, Course: MBA-DM (2021-23)
stakeholders are not well methods.
discussed. ▪ teach how to adapt to Organisation Mentor: Shri. Apurvakanti Mondol
working conditions. Faculty Mentor: Dr. Hemanta Kumar Mishra
 8 MODULES IN PHARMA MANAGEMENT
PRESENTED BY MANISH SARDANA ROLL NO. 0314
UNDER THE GUIDANCE OF DR. SUDHINDER SINGH CHOWHAN (UNIVERSITY MENTOR)

Posters
AND MR. KAPIL MUDLIAR {SALES AND MARKETING SPECIALIST (INDUSTRY MENTOR)}
History of NECS Pharma LLP Training Field Force To Ensure Productivity Related To Profitability.
➢ NECS Pharma LLP Started in 2019 under the leadership of Mr. Dave Rachit Bharat and Mr. Narayana Shankar Moorthy as API This is one of the most exciting modules out of all the modules. In this module we give training to the field force (Includes Newly
traders Pan India. Joined Business Executive, existing Business Executive Area Business Manager (ABM), Regional Business Manager (RBM) in
➢ NECS Pharma LLP Initiated another Segment in 2020 as Stockist for Dupen Laboratories. Lucknow (U.P). For 7 days (from 10 May 2022 to 16 May 2022) I trained around 70 people on 14 products, namely
➢ In April 2022 NECS Pharma LLP Overtakes Marketing rights of Dupen Laboratories and purchased 22 Brands and initiated MOXUNATE-625, CEFTANECS, AMINECS, PIPTANECS, SOLECOOL DSR, SOLECOOL DSR, AZUNECS-250,
own Marketing and Sales with 10 people staff in head office and 150 Sales Officers and Managers in Field (Uttar Pradesh, AZZUNECS 500, DUFLOX-OZ, THERABACT-B3, PIGLOW-NXT, PAINTOL, PAINTOL-AP, PAINTOL GEL. There I trained
Bihar, Maharashtra, Chhattisgarh, Uttarakhand, West Bengal, Jharkhand) them on the mode of action, indications, targeted doctors, and USP of the products.
After that part, I also took the products to each salesperson and prepared them for the field. We also took some quiz activities for
MISSION their learning.
NECS Pharma LLP working with The Mission of “High-Quality Products at Affordable Price”.
Visual Aid and Other Promotional Input with the help of Data
VISION In this module with the help of the context provided, we have to make the PPT of the products and, with the help of the that ppt,
With the Vision of “Good Health for Brighter Tomorrow”. we have to make the visual aid for the same. I was assigned the following products:
❖ CALENE GEL
Organization Structure ❖ DULIMUS & DULIMUS FORTE
1) Head Office Department ❖ EVEDAY MOUTHWASH
❖ PIPTANECS INJECTION
MARKETING HR AND
AND SALES ADMIN
DISTRIBUTION PURCHASE STORE ACCOUNTS ❖ FBO GEL
❖ THERABACT
❖ GUMPEN
This PPT’s of the product covers about the Mechanism of Action, Basic drug knowledge, Targeted doctors, Indications, USP of
the products.

2) Field Leadership and Team Management.

150-Business Executive (Medical Representative)
25-Area Business Managers (ABM) This module helps me to builds the Leadership and Team Management Quality. During the training part module, I lead the entire
process from the front from there Training to detailing of the salesperson. And under the guidance of Mr. Tirthraj Zala (Group
2-Regional Business Managers (RSM) Product Manager in NECS Pharma) and My Mentor Mr. Kapil Mudliar (Sales and Marketing specialist in NECS Pharma) Me and
1-Zonal Business Manager (ZSM) My Colleague Mr. Amol Patil work as a team.

Brief Description About Pharmaceutical Industry

The pharmaceutical industry discovers, develops, produces, and markets drugs or pharmaceutical drugs for use as medications to Talent Retention And Acquisition and Process of Interview
be administered to patients (or self-administered), with the aim to cure them, vaccinate them, or alleviate symptoms.
Pharmaceutical companies may deal in generic or brand medications and medical devices. They are subject to a variety of laws
and regulations that govern the patenting, testing, safety, efficacy using drug testing and marketing of drugs. The global In this module we learnt about how we take the talent retention and acquisition and how to conduct the interview, also we trained
pharmaceuticals market produced treatments worth $1,228.45 billion in 2020 and showed a compound annual growth rate to the Sales officers how to pitch doctors how to detailed the products in front of doctors in Lucknow and from home through
(CAGR) of 1.8%. video calling.
And In August 2021, the Indian pharmaceutical market increased at 17.7% annually, up from 13.7% in July 2020. According to
India Ratings & Research, the Indian pharmaceutical market revenue is expected to be over 12% Y-o-Y in FY22.
Difference between Practical exposure and Theoretical Work
8 MODULES IN PHARMA MANAGEMENT ➢ Enhancing Knowledge and Practical Exposure
➢ At the initial stage of the internship, competitive analysis of 12 brands were done as a part of Market research where we visited
stockist and chemists to learn about the PTS of each product, wherein in theoretical aspect we only had a gest about the market
research, not the actual application to the field.
1. 2. 3. 4. 5. 6. 7. 8. ➢ Helped the PMT team in the making of the visual aid, also learnt how to read it in front of a doctor, also Conducted Detailing of
34 products of the company for 70 Medical representatives with the help of visual aid, whereas in theoretical practice, we only
Competitive Scientific Training Visual aid Budgeting Talent Leadership Brand plan
Analysis of data field force to and other and retention and team and brand had glance of the visual aid.
Brands as Crunching. ensure promotional planning on and management management ➢ Created Product manual for the brands which in turn helped in the minute knowledge of the product containing the product’s
per HO productivity input with expenditure acquisition . skills to USP, lifecycle, it’s betterment or it’s superiority as compared to other similar compositions or analogue of the product.
Instruction. related to the help of related to and process enhance ➢ Communication with the marketing field was the major learning in the internship which was lacking in the theoretical manner.
profitability. data. productivity. of interview. brand value
in market.

SWOT Analysis of Dulimus and Dulimus Forte

Strengths Weakness

➢ First company to find the new indication of tacrolimus ➢ Less Field force to sale the product all over India.
ointment to use in the treatment of Oral Lichen Planus
➢ Very less people are known to the product due to less
➢ More economical as compared to other brands in the market. advertising.
Competitive Analysis of Brands as per HO Instruction.
Opportunity Threats
Competitive analysis in marketing and strategic management is an assessment of the strengths and weaknesses of current and
potential competitors. This analysis provides both an offensive and defensive strategic context to identify opportunities and threats. ➢ As everywhere the no. of patients of Oral Lichens Planus ➢ Now, so many companies are selling this molecule for the
In this module was we also find direct and indirect competitors of Each and Every product of NECS Pharma LLP. increases every year a lot of opportunity will be there same indication, and they have good field force and
So, I was assigned 12 products for which I had to find out potential competitors and list them in a tabular form separated in two advertisement
groups of direct and indirect competitors.

1. FB-O Challenges Faced During Internship

2. THERABACT
3. GUMPEN
➢ Takes time to adapt the office environment, but eventually everything went aligned.
4. EVEDAY
➢ New lifestyle of being in corporate journey.
5. PIGLOW CREAM
6. DULIMUS ➢ Sometimes, work goes overloaded, but somehow, I managed to complete on deadline given by Mentor
7. DULIMUS FORTE
8. CALENE GEL
9. PIGLOW NXT CREAM
Usefulness of Internship
10.AMINECS
11.PIPTANECS Understanding of:
12.CEFTANECS ➢ Competitive analysis.
➢ Pareto analysis.
➢ Trained field force (Presentations of 34 products with help of Visual Aid).
➢ Crunching of data.
Scientific Data Crunching And Working On Highlighting On Brand Lifecycle. ➢ How to Pitch to the Doctors for prescribing our Products.
➢ How to Conduct Interview of Sales officers.
Brandwise Target Plan (2022-2023)
➢ PowerPoint presentation and Visual aid making
MONTHWISE PCPM VALUE PCPM YEARWISE PCPM VALUE ➢ Leadership and team management
Sr.No. PRODUCTS PACK PTS MANAGER NAME TARGET IN UNITS MONTHWISE TARGET IN UNITS YEARWISE Margin %
1 DANGO 100 ML 128.58 81250 83575.44 7800 1002905.28 65.78
2 PIGLOW 15 GM 102.86 85000 69946.21 8160 839354.57 90.38
3
4
MUTOP
PIGLOW-NXT
8 GM
15 GM
83.58
321.44
BAJIRAO KARANDE
125000
22500
83575.44
57859.92
1200
2160
1002905.28
694319.04
69.73
73.24
Suggestions
(VASHI)
5 MUGEL FRESHORA 15 GM 38.57 175000 54002.59 16800 648031.1 78.04
6 B MINE MOUTHWASH 100 ML 77.15 78125 48216.6 7500 578599.2 75.9
➢ Focused on to Increase Field Force in the Organization
7 PAINTOL GEL 30 GM 57.86 102500 47445.13 9840 569341.61 67.83
➢ More Focused on Promotional Strategy
TOTAL 444621.33 53460 5335456.08 74.41429 ➢ Focus more on to Catering with Doctors
In this Scientific data Crunching we learnt about how we can crunch the data from the big data excel sheets and what are the
importance of the pareto analysis in sales how it works.
Evaluation by Panel Members
Evaluation by Panel Members
Evaluation by Panel Members
Summer Internship Programme (SIP)-Guidelines
 Summer Training Committee
Dr. Goutam Sadhu (Chair)
Dr. Alok Mathur
Dr. Sandesh Kumar Sharma
Dr. Anupam Mehrotra
Dr. Hemanta Kumar Mishra
Mr. Rahul Sharma

Special Inputs
Col (Dr.) Mahender Kumar
M Dr. Saurav Banerjee
Mr. Vinod Tejwani
Dr. Nupur Shrivastava

Corresponding Address
IIHMR University, 1, Prabhu Dayal Marg, Near Sanganer Airport,
Jaipur, Rajasthan, India, Phone: +91-141-3924700, Fax: +91-141-3924738,
E mail: iihmr@iihmr. edu.in, URL: www.iihmr.edu.in