SUMMER INTERNSHIP PROGRAM II – 2023

FINAL REPORT
ON
INTERNSHIP AT CAPT GARY CAFES

BY
KEERTHANA GANAPATHI
21FMUCHH010261

CAPT GARY CAFES

1
 FINAL REPORT
ON
A detailed study on business development

BY
KEERTHANA GANAPATHI
21FMUCHH010261

CAPT GARY CAFES

A report submitted in partial fulfilment of the requirements of

BBA Program of IBS Hyderabad

Faculty Guide- Brahmaiah Bezawada

Date of Submission- 25/07/2023

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 DECLARATION

I hereby certify that this report is completely original.

This report is a genuine work which is to be submitted to the
department of Management studies at IBS Hyderabad, and it has
not been submitted to any other university for the granting of any
degree diploma/certificate or published at any time previously

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 ACKNOWLEDGEMENT

I express my sincere gratitude towards ICFAI Business School for offering this
wonderful opportunity to get my hands on SIP II Project during my academics. I
would like to thank my Faculty Guide, Brahmaiah Bezawada, for giving me the
required attention, guidance and for fairly evaluating my project report. I would
like to thank the founder Ganesh Gary, for giving me the opportunity to work at
Capt. Gary Cafes. I am grateful to other senior managers & colleagues for
guiding me and supporting me during this Internship. Finally, my utmost
respect and love to my family for their care and support which motivated me
towards my accomplishments.

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 TABLE OF CONTENT
CONTENT PAGE NO.
ABSTRACT 6
INTRODUCTION 7
WORK EXPERIENCE 8-13
INTRODUCTION TO BUSINESS 14-16
DEVELOPMENT
SALES & MARKETING 17-18
HIRING & SOURCING 19-21
SALARY BREAK UP 22-23
FINANCE 24
CHALLENGES 25
LEARNING 26
SWOT ANALYSIS 27
FINDINGS 28
CONCLUSION 29
REFERENCES 30

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 ABSTRACT

A programme like an internship introduces students to corporate life for the first
time. I was given a position at Capt. Gary Cafes as an intern. I am writing a
report on the "Process of business development". This report was created using
my real-world experience from working at Capt. Gary Cafes. I was able to learn
more about the day-to-day operations of a Coffee Company thanks to this
internship programme. Capt. Gary Cafe Company is a coffee-focused cafe chain
that offers its services both domestically and internationally. While it originated
in Australia, it has expanded its operations to various locations worldwide.
Capt. Gary Cafe offers franchise opportunities for individuals or businesses
interested in establishing Coffee Cafe Company outlets. This allows for further
expansion both domestically and internationally, providing a consistent coffee
experience across various locations. I have been working on a B2B requirement
at Capt. Gary Cafes, for which I worked as an assistant lead manager. I have
been given exposure to various fields like HR, marketing & sales, Finance. I
have worked on various locations and extended my service to clients from
different locations. The work allotted to me was to make calls to the leads
generated, explain them about the company and franchise, setting up meetings
and leading them, closely working and guiding the clients. I have worked on
locations like Hyderabad, Chennai, Allahabad & Coimbatore.

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 INTRODUCTION

Capt. Gary Cafe Company is a coffee-focused cafe chain that offers its services
both domestically and internationally. While it originated in Australia, it has
expanded its operations to various locations worldwide. Capt. Gary Cafe offers
franchise opportunities for individuals or businesses interested in establishing
Coffee Cafe Company outlets. This allows for further expansion both
domestically and internationally, providing a consistent coffee experience
across various locations. You can work with less stress at Capt. Gary Cafes.
This company's staff members are all welcoming and helpful. Their vision is to
be a leading integrated coffee shop Service group in country by delivering
consistent quality product and excellent customer focused service and are
looking forward to friendly environment that appeals to pride conscious health
minded consumers. Their mission is
 Attaining best in class productivity and efficiency.

 Building our brand Also.

 Reinventing the business Continuously through technology and innovation.
 Reinforcing “The new way of Coffee Shop” by loving our ESPRESSO and our
Values Everyday
I have worked with six clients. Despite facing numerous obstacles throughout
my internship, I was able to finalise 2 deals and could get them to sign the
contract. I have been working closely with the clients and supervised. Also
distributed work among departments & gave approvals. I have improved my
communication abilities, decision making skills thanks to this internship, and I
now talk with greater assurance. Since you may learn so much at work, Capt.
Gary Cafes is a great place to work.

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 WORK EXPERIENCE

I have provided my services to various valuable clients of Capt. Gary Cafes

from different locations in India. I could get my hands on the projects in
locations like Hyderabad, Chennai, Coimbatore & Allahabad.

The following were the roles & responsibilities given to me by the company:
 Making calls to the leads and follow up.

 Price determination of Products, equipment & overall franchise cost.

 Approval of Advertisement designs

 Sending emails to the clients

 Setting up meetings with clients & other departments.
 Participating in decision making
 Discussing various strategies for business development

Initially I only had to observe the HR team and follow instructions given to me
by the lead manager. Once I got a hold on the activities happening in the
company, I made calls to the leads generated through Facebook. I had to
prepare a pitch of my own before talking to the clients under the supervision of
the lead manager. The pitch included the most important information that was to
be communicated to the clients.

 Overall Franchise Cost

 Equipment list
 Price list
 Location requirements

 Employees

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Once the client shows interest, I had to make reports on the location i.e., number
of universities, corporate offices, communities etc and submit the report to the
lead manager. I would also keep in touch with the client throughout the process,
give and take updates, set up meetings both physical and virtual and lead them
as and when required.

Apart from the above duties, I have also taken part in determining the product
prices, profit margins, initiated conversations & contracts with companies that
provide equipment required for setting up outlets. I played a major role in
deciding business development strategies like food combinations, workshops,
introducing pottery & painting activities, special activities during the weekend
and giving the opportunity to the consumers to make their own coffee. I took
part in determining the food combinations and pricing. I could successfully
close deals with 2 clients for Hyderabad location. The stores will be launched
soon as the work is yet to start. I will be guiding them with the interior designs
and seating plans. I have also worked in the field of marketing & sales as I
could get 2 contracts signed.

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 HYDERABAD LOCATION

As for Hyderabad location, I worked on areas like Kompally, Hyder shah kote,
IT parks like Mindspace & DLF. The work allotted to me was to make a report
on the given location regarding the number of universities, corporate offices,
colleges, hostels & Pg, residential area or corporate, number & types of
restaurants, Rents & prices. After making the report, I had to verify and go
through the report made by my colleagues. I accompanied my colleagues to the
site a few times.

The report for Kompally included-

15 plus colleges
8 plus schools
20 plus restaurants
10 plus residential communities
Target consumers for this place would be students & families. There are various
number of shopping malls. It is a busy place during weekends and festivals.

The report for Hyder Shah Kote included-

8 plus colleges
8 plus restaurants
Residential area
Target consumers for this place would be families & students.

The report for Mindspace included-

IT park consists of top companies
Target consumers would be the employees. Coffee being the main product, it is
also the ‘go – to’ for numerous employees. There can be possible bulk
purchases during meetings and gatherings.

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The report for DLF included-
DLF is an IT park with large number of employees and space.
Target consumers would again be employees and people working there. Coffee
being the main product, it is said to be consumed on daily basis by numerous
employees.

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 CHENNAI LOCATION

As for Chennai location, I have worked on areas like KK Nagar, DLF IT

park. The work allotted to me was to make reports on the above locations.
Most of the locations I have worked on are suggested by the clients.

The report on KK Nagar included-

8 plus colleges
8 plus hostels
10 plus corporate offices
4 plus hospitals
Residential area
This place was of mix of everything. Target market for this place would be
students, teachers, employees & families.

The report on DLF IT park included-

IT park with large space and employees

Target consumers would again be employees and people working there.
Coffee being the main product, it is said to be consumed on daily basis by
numerous employees. It could also be purchased in bulk during meetings and
gatherings.

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 ERODE LOCATION

As for Erode, I had to go through the reports made by my colleagues and verify
the information. I have hosted meetings with the client on platforms like Zoom
& Google meet. A team of 4 went to Erode for site inspection. Discussions are
going on and the contract is yet to be finalised.

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 INTRODUCTION TO BUSINESS DEVELOPMENT

Business development entails tasks and processes to develop and implement

growth opportunities within and between organizations. It is a subset of the
fields of business, commerce, and organizational theory. Business development
is the creation of long-term value for an organization from customers, markets,
and relationships. Business development can be taken to mean any activity by
either a small or large organization, non-profit or for-profit enterprise which
serves the purpose of ‘developing’ the business in some way. In addition,
business development activities can be done internally or externally by a
business development consultant. External business development can be
facilitated through Planning Systems, which are put in place by governments to
help small businesses. In addition, reputation building has also proven to help
facilitate business development.
Business Development is affected by external factors. "Planning Systems" are
systems set in place in order to regulate businesses. In many cases, ruling
agencies deem the necessary for business survival. There is a section of
Business that is dedicated to facilitating ethical business development in
developing countries. In the early 2000s, Business Ethics was dedicated to
helping the Businesses in need that are in these countries. However, owing to
the strong backlash from critics, they have changed their focus into helping
businesses that are going to help the most people develop. These policies have
improved the quality of life of the people. However, this facilitation changes the
norms and, in turn, harms some groups. In order to enforce the new policies in
an ethical manner Business Ethicists have created a cost-benefit analysis,
placing an emphasis on necessities. These concerns have become so great that
Business Ethicists have created a new department called Development Ethics.
Now, instead of simply helping developing businesses, international business
developers have begun ensuring that the companies keep basic human rights in
mind. This especially applies to countries where the laws are not so strict and
allow for abuse to take place. These development policies now must follow the
criteria that Penz created, consisting of: security, empowerment, rights, equity,
integrity, and cultural freedom. The idea of providing people with human rights

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 in order to facilitate business development can be seen through the rapid
development of China in the last few decades. The policies that were
implemented in the last couple decades coincide with these developments. In
the 1980s, government policies facilitated the rise in literacy rate and education.
The following decade, healthcare coverage increased significantly. This
development was not originally seen as monetary capital, but instead, it was
seen as human capital. With more workers able to bring skill and maximum
effort to their workplace, companies were able to develop extremely rapidly.

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 SKILL SET
Skill sets and experience for business-development specialists usually consist of
a mixture of the following (depending on the business requirements):

 Sales
 Finance
 Marketing
 Mergers and acquisitions
 Legal
 Strategic management
 Proposal management or capture management
 Cultural agility

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 SALES

Sales are activities related to selling or the number of goods sold in each
targeted time period. The delivery of a service for a cost is also considered a
sale. A period during which goods are sold for a reduced price may also be
referred to as a "sale".
The seller, or the provider of the goods or services, completes a sale in an
interaction with a buyer, which may occur at the point of sale or in response to
a purchase order from a customer. There is a passing of title (property or
ownership) of the item, and the settlement of a price, in which agreement is
reached on a price for which transfer of ownership of the item will occur.
The seller, not the purchaser, typically executes the sale and it may be
completed prior to the obligation of payment. In the case of indirect interaction,
a person who sells goods or service on behalf of the owner is known as
a salesman or saleswoman or salesperson
While the sales process refers to a systematic process of repetitive and
measurable milestones, the definition of the selling is somewhat ambiguous due
to the close nature of advertising, promotion, public relations, and direct
marketing.
Selling is the profession-wide term, much like marketing defines a profession.
Recently, attempts have been made to clearly understand who is in the sales
profession, and who is not. There are many articles looking
at marketing, advertising, promotions, and even public relations as ways to
create a unique transaction.

Many believe that the focus of selling is on the human agents involved in the
exchange between buyer and seller. Effective selling also requires a systems
approach, at minimum involving roles that sell, enable selling, and develop
sales capabilities. Selling also involves salespeople who possess a specific set
of sales skills and the knowledge required to facilitate the exchange of value
between buyers and sellers that is unique from marketing and advertising.

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 SALES RELATIONSHIP WITH MARKETING

Marketing and sales differ greatly, but they generally have the same goal.
Selling is the final stage in marketing which puts the plan into effect. A
marketing plan includes pricing, promotion, place, and product (the 4 P's). A
marketing department in an organization has the goals of increasing the
desirability and value of the products and services to the customer and
increasing the number and engagement of successful interactions between
potential customers and the organization. Achieving this goal may involve the
sales team using promotional techniques such as advertising, sales
promotion, publicity, and public relations, creating new sales channels, or
creating new products. It can also include encouraging the potential customer to
visit the organization's website, contact the organization for more information,
or interact with the organization via social media channels such
as Twitter, Facebook and blogs. Social values play a major role in consumer
decision processes. Marketing is the whole of the work on persuasion made for
the whole of the target people. Sales is the process of persuasion and effort from
one person to one person (B2C), or one person to a corporation (B2B), in order
to make a living resource enter the company. This may occur in person, over the
phone or digitally.

At CAPT GARY CAFES, I have done my internship in various fields as an

assistant lead manager. As for Sales & Marketing, I could get 2 clients on
board. It is nothing but selling a franchisee of CAPT GARY CAFES to clients
who are interested in setting up a business. I have given approvals for the
content for social media marketing.

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 HIRING / SOURCING:

Sourcing is the job responsibility of all recruiter to identify the right candidate
by understanding job description. Sourcing is a strategy that falls under the
Talent Acquisition umbrella. It involves recruiters proactively finding,
engaging, and ultimately hiring candidates that they think would fit the
company and the role. There are many ways sourcing can be done.
Below are some of the sourcing avenues:
 Job Boards (Naukri)
 Social Media Hiring (LinkedIn)
 Vendor Hiring (External Recruitment Agencies)
 Regular Walk-ins (People who walk in on a regular basis)
After sourcing the profiles of the candidates, the recruiter must screen the
applications based on the main qualification, sort the resumes that have the
preferred credentials by looking at their relevant experience, domine expertise.
After doing all this we have to shortlist the candidate. Any concern or queries in
the resume they can be classified during the interview.
Interview process:
In order to ensure that the right candidate is selected from the pool of candidates
available there are multiple interviews that take place before finalizing on the
right candidate. In CAPT GARY CAFES, below the interview rounds that
candidate follow for employees:
 Initial Screening: Initial screening is done by the recruiter where they assess
the basic skillsets as well as check the experience, qualification as well as CTC
of the candidate and check for right fitment based on Job description provided
 Interview Round 1 – Once the initial screening is done by the recruiter then
the profile is shared with the panel members where the concerned assistant
manager/manager will take a round of interview and will check on needs
 Interview Round 1 – Once the screening as well as round 1 interview is
passed, then the candidate will have one final interview with the Head of the
Department where the attitude and fitment is checked. After clearing all these
three rounds of the interview candidate goes thought the Assessment Test.

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Assessment Test: All candidates who have cleared the round of interviews have
to go through an assessment test. In CAPT GARY CAFES below are the
assessment tests that are done. All candidates are given 24 hours to complete the
assessment and all the tests are done online. In case the candidates who have
cleared the interview and passed the assessment, then we can consider them as
FINAL selects and HR formalities can begin.
Documentation & Salary Negotiation: Post the candidate clearing all the
interview process as well as clearing the assessment then he/she needs to submit
all the documents to the recruiter for verification.
Below is the list of documents that are collected by the Recruiter:
 Aadhar Card
 Pan Card
 Educational Documents (Highest Qualification – Consolidated Mark list &
Provisional Certificate)
 Employment Documents (Latest 2 Employments – Relieving Letter, Last 3
months pay slip & Annual compensation letter if available) HR recruiter goes
through all the documents verify them and go for the CTC discussion. During
the CTC discussion for all fresher a base salary set by the organization is given
and for all experienced employees a hike is given based on their previous salary.
In addition to the same, the joining date of the candidate is finalized based on
his availability for a Fresher and based on the notice period completion for an
experienced candidate.
Offer release: In order to release the offer, we need to get the approvals from
the Team & HR.
This should include the following details:
 Candidates Documents collected
 Approval mail from Team for interview rounds conducted
 Result of Assessment Tests
 Manpower Requisition Once the approval comes in from both the Team as
well HR then the offer letter is punched in a tool that is given by CAPT GARY
CAFES.

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Below are some of the details that need to be entered:
 Name
 Joining Date
 Designation
 Department
 Compensation etc
The system then automatically triggers the offer letter and it is sent both to the
recruiter as well as the candidate. Post offer letter being released the recruiter
sends an update to the concerned regarding the date of joining of the candidate.
After sending offer letter follow up with the candidates and check with them 2-3
times before joining. It is important to remain in touch with candidates on a
periodic basis. Before sending the offer letter it is important to do background
check of the candidate. Background checks reassure you that your finalists are
reliable and do not pose risks to your company. Avoiding bad hires will help
ensure that everything runs smoothly in the workplace.
The recruitment process as a complete recruitment life cycle, the goal to
transform traditional recruiting into smart recruiting has become challenging.
To iteratively improve the recruitment and selection process, meticulously
maintain data related to different parts of the process. Different recruitment
metrics that you can manage include resumes received, resumes shortlisted,
interviews, no-shows, offers, accepts, time-to-hire, time-to-fill and so on.

At CAPT GARY CAFE’S, I have sourced for the roles Creative assistant and
Content marketing manager using platforms like Naukri, monster, LinkedIn. I
was given job descriptions for the required job titles. Based on the job
description, I sourced candidates and submitted their CV to the HR head.
The follow ups were carried out by the HR department team.

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 Salary Break-up

The employer makes regular payments to the employee for the work done. Such
regular payment is termed as the salary. The employment contract specifies the
wages, usually made each month.
The components of the salary structure are:
Basic Salary: The employee’s basic income is around 40%-50% of the total
salary. The employer pays the employee for his skill, experience, and
qualifications. The basic salary is a fixed component of the CTC (Cost to
Company) package.
House Rent Allowance (HRA): It is the component of the salary offered by the
employer to the employees who reside in rented accommodation. The house
rent allowance or HRA is partially or fully exempt from taxes under Section
10(13A) of the Income Tax Act. However, HRA is fully taxable if you do not
live in rented accommodation.
Leave Travel Allowance (LTA): The employer gives an allowance to the
employee for travel expenses called the leave travel allowance. Employees must
submit proof of travel to claim the allowance. A salaried employee can claim
the LTA exemption under Section 10(5) of the Income Tax Act.
Special Allowance: The component in your salary structure called the special
allowance is fully taxable in your salary.
Bonus: The employer may pay a performance incentive to the employee called
the bonus. It is a part of the gross salary and is fully taxable in the employee’s
hands.
Employee contribution to the provident fund: Both the employer and the
employee contribute 12% of the employee’s basic salary each month to the EPF
or employee provident fund. The contribution made by the employee towards
the EPF is available for a deduction under Section 80C of the Income Tax Act,
1961.
Professional Tax: Professional tax is the tax on employment levied by the
state. The state can charge the maximum amount of Rs 2,500 as a professional
tax in a financial year.

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23
 FINANCE

Finance is the study and discipline of money, currency and capital assets. It is
related to, but not synonymous with economics, which is the study
of production, distribution, and consumption of money, assets, goods and
services (the discipline of financial economics bridges the two). Finance
activities take place in financial systems at various scopes, thus the field can be
roughly divided into personal, corporate, and public finance.
In a financial system, assets are bought, sold, or traded as financial instruments,
such as currencies, loans, bonds, shares, stocks, options, futures, etc. Assets can
also be banked, invested, and insured to maximize value and minimize loss. In
practice, risks are always present in any financial action and entities.
A broad range of subfields within finance exists due to its wide
scope. Asset, money, risk and investment management aim to maximize value
and minimize volatility.

At CAPT GARY CAFES, I have taken part in price determination of the

products, Combination prices, Overall franchisee budget, Equipment prices and
dealers. I have made contracts with companies that provide equipment such as
Coffee machines, different types of refrigerators, kitchen equipment, toasters,
fryers etc.

I have been contributing a fair share in the business development process &
strategies. Strategies like “Make your own Coffee,” Workshops related to
pottery & painting, Birthday celebration spots, Membership cards, discount
coupons, special offers, Food combinations etc.

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 CHALLENGES

There are several difficulties encountered during this internship.

o Learning is constrained by time constraints. Since we only have

two months to complete this internship, it is not possible to learn
the work in depth.

o Since I had very less experience speaking to diverse people, I

initially had some difficulty doing so.

o I received so many calls that tried my tolerance and encountered so

many unpleasant people. Being around such people was quite
difficult

o Travelling to the locations and meeting up with the clients has been
hectic considering the weather and traffic.

o Getting exposure to various fields at once has cons as well as pros.

Initially I had difficulty in managing everything at once but with
the assistance of my lead manager and colleagues, I learned how to
manage work effectively.

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 LEARNING

I experienced a lot of things while working at Capt. Gary Cafes that I never
thought I would. It was quite challenging for me to speak to people because I
had very less experience in speaking to people for professional purposes.
However, with the help and direction of my founder, lead manager & colleagues
I was able to talk more smoothly and with more confidence. I developed
improved Excel sheet using skills. I discovered various websites that provide
equipment to cafes or any coffee shops. I now know the basics of starting a
business in the food sector. I have been working for a month now, and I know
exactly what I want to accomplish with my future. I also learned how to respond
positively to criticism and work on the problem areas. We can observe what a
stress-free workplace looks like here at Capt. Gary Cafes. The sheer number of
festivities and events that occur practically weekly helps to maintain the
employees' excitement. With the help of these occasions, the employer and
employee also form a strong bond. Every Friday, all the employees and the
employers participate in a sport together, which improves their relationship. The
most crucial lesson I have learned is patience. In addition to all of this, I learned
about the basics of starting and developing any business.

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 SWOT ANALYSIS

Strengths:
Constant growth - The latest earning results of CAPT GARY CAFES clearly
demonstrate its strong growth in the Coffee industry.
Easy to use software – CAPT GARY CAFES is known for its hi-tech and
quality products offerings. Software products are quite user-friendly with
highest quality standards.
Constant growth – CAPT GARY CAFES is growing constantly and reaching
its goals.
Weakness:
Lacking innovation - Technology is upgrading and employees needed to be
trained accordingly.
Overexposure to the PC market - PC shipments are often subjected to
frequent falls due to vendors’ rising prices and currency fluctuations.
Opportunities:
Innovation and Artificial Intelligence – CAPT GARY CAFES has a massive
opportunity in many innovative areas like AI and game technology. Investing in
these areas can give an upper hand to CAPT GARY CAFES.
Smartphone industry - The fast-growing market of smartphones and tablets
offer an excellent opportunity for CAPT GARY CAFES. It can capitalize on the
rising demands of these products.
Cloud business growth - Its cloud-based services have gained immense
growth and success in recent years.
Threats:
Aggressive competition - Increasing competition in food sector is impacting.
Changing preferences of consumers - People are highly attracted to the
market of food with various cuisines.

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 FINDINGS

The various things that I have found and learnt in my internship in general are:
 For every employee, different techniques must be used, to make them perform
tasks effectively.
 If necessary, various kinds of management ways must be practiced.
 Organization rules must be followed and abided thoroughly for avoiding
organization disturbances.
 Apart from just the daily activities of a business, there are hundreds of other
activities, without which, a business cannot run smoothly.
 Human resource is a solid pillar of the organization.
 The communication must be fluent for good interaction.
 The workers need to be encouraged continuously for better results.
 The goodwill of an organization, draws a lot of attention and increases the
profits largely.
 Negative feedback must be positively emphasized and worked upon

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 CONCLUSION

From my 8 weeks of experience in this organization, I got a good exposure

about what a corporate life is about. It is walking along targets every new day
and accomplishing each of them. Those who accomplish the targets, achieve
success. I also understood that whatever I have studied till now, is just a
beginning. Also, how to overcome negative feedback from customers and
others, is one of the things that I have learnt well. We shall in fact take it as a
challenge and bounce back by creating wonders. Overall, it has been a great
experience and I am getting a lot of things to learn here and I am looking
forward to learning more things in the future

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 REFERENCES

https://www.instagram.com/captgarycafes/
www.captgarycafes.com

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