MBA Marketing Internship Journal Reflection: CNHI Capital Australia

This journal entry details an MBA marketing student's internship experience at CNHI Capital Australia, focusing on Wholesale Underwriting and the Benchmarking System (BMS). The student's objectives included understanding BMS, analyzing the BMS Dealership Performance Benchmark Tool, and developing marketing strategies to increase dealer participation. The journal outlines the internship's structure, including the initial learning phase, where the student was introduced to financial terms and company operations. Key activities involved researching the company, preparing presentations, and learning about benchmarking processes, including strategic and competitive benchmarking. The student developed marketing strategies such as video endorsements and surveys to engage dealers. The final phase involved executing assessments and constructing a presentation and report, reflecting on the overall experience and the development of skills in risk management, financial terms, and workplace culture.

INTERNSHIP JOURNAL REFLECTION
In proceeding with my course of MBA specializing in marketing, I received an
opportunity of interning at Western Sydney University as well as in the CNHI Capital
Australia. These significant opportunities assisted my urge to contribute the acquired
marketing knowledge and skills and acquire mastery within the business world of
Australia. The main motive and objectives encircling my Internship opportunities
were to learn Wholesale Underwriting and Bench Making System. During the
process, I had to learn and assess BMS Dealership Performance Benchmark Tool
and to incorporate the practice of investigating various avenues for improving the
skills to market BMS product as well as elevating the rate of participation within the
dealer network of CNHI through the execution of new marketing tactics.
Section 1
Period 1: Weeks 1 to 5; 30th September 2019 – 31st October 2019.
On 30th September 2019, I had my first day at the internship in CNH Industrial
Australia, which involved a complete sense of enthusiasm and energy. With the state
of positivity, I began my first day with a meeting conducted by Oliver Bellerby and
David Cope. On the first day, the team was introduced to the newest member. My
assigned team was in Wholesale finance and I was included under the Commercial
Underwriting division.
I was communicated regarding my project of the internship by Dave accompanied by
the significance of the role and contribution of their business. Proceeding with the
briefing, I received all the necessary possessions, authorization along with the
previously prepared assignments for developing an understanding of the company.
In my internship, I had to follow a specific format, which was used by the former
interns of this organization.

After receiving the guidelines, I was asked to intern under the supervision of Marie.
In my first two weeks, I was familiarized with the main operations and responsibilities
of BMS along with significant financial terminologies. The discussion involved the
information on BMS, information on troubleshooting, trial balance, pOrbis handling
the system, checking balance, floor plan and amendments. Marie also presented a
report on the company, Hutton and Nortel sales as an instance for developing my
better understanding. The report helped with the clear depiction of financial terms
and explanations on the dashboard. In the process, I maintained notes with the
practice of asking questions for clarifying queries. Marie helped me sync in by joining
her colleagues and her at lunchtime.
With the discussions and explanation, I started being accustomed to the
financial terms. I developed an understanding of the correlation between asset
companies and financial reports. I was assisted with accurate data on
financial performance, financial reports and financial periods for initiating my
project. Financial education depicts the understanding and skill of learning the
significance of money and its utilization. Financial education demonstrates the
wiser form of using money. The ability developed in understanding finance is
known as financial literacy. Financial literary allows individuals to frame
decisions that are related to finances. Financial literary most commonly can
be defined as the capability engraving the most suitable decisions in relation
to managing personal finances (Norman, 2006 Gove et al., 1961). Financial
literacy mostly represents the result of various choices in finance. In assessing the
definition, we can understand that the knowledge does not assist in learning the
competencies required for preparing choices and any skill should be directed
towards the ability to change behavior. Nevertheless, the capability of learning or
gaining knowledge can be recognized through the way of influencing people's
actions based on the sustainable presence or requirement of an action (Norman,
1998, 1999).
Moreover, I was engaged in researching more regarding the company extensively,
which demonstrated the functioning of the company. David asked me to initiate the
project by helping me with the previous presentation. I received the responsibility of
preparing slides associated with the information based on the company. I started

working on the presentation by finding detailed information regarding CNH capital
and by preparing the presentation.
Later in my internship, I was presented with more detailed knowledge regarding BMS
Financial Benchmarking and the process contributing to dealers. Proceeding with my
Internship, I learned that the procedure involved in contrasting the organization and
its operations with others in the same industry depicts the concept of Benchmarking.
The conception of benchmarking can be executed in any field, function, and process
within a business (Gove et al. 1961). The most crucial focus areas under this
concept involved the cost, effectiveness, customer satisfaction, time and measures
of quality. The main motive of benchmarking involves the comparison with the
competitors for generating improvement ideas for technologies, processes, and
approaches for the reduction of costs, improving satisfaction, loyalty, and profit. For
implementing continual improvement and better quality initiatives, benchmarking is
considered crucial. The cases associated with benchmarking advice the ability to
strengthen specific processes in the company. The benchmarking process in some
organizations is incorporated for improving various business functions by monitoring
competitions and improving strategies/approaches. Cultivating effective perspective
regarding the industry and competition is considered a significant section of the
effective management actions, despite motivational practices due to the dynamic
world.
For initiating benchmarking in an organization, there are various core drivers:
 The most commonly used drivers in benchmarking can be derived from an
internal perspective with the facilitation of procedure improvement techniques.
The gaps and potential of strengthening can be identified by assessing the
performance of companies at a different point and under various
circumstances.
 In various cases, the process of identifying gaps in product delivery and
services is accompanied by the practice of comparing performance with
competitors for stimulating a competitive edge. The deduced data under
competitive benchmarking presents competitors' insight.
 The conception of strategic benchmarking is utilized for explaining the
preferences of companies in the process of contrasting performance, which

best suits quality performance. This technique depicts the process involved in
identifying performance beyond a specific industry for identifying successful
processes and functions.
 The idea of BMS relates to monitoring criteria for testing dealership financial
data with testing the paying behavior and external rating.
I was communicated by Oliver that, there were 28 active dealers out of the
109 dealers within CNH industrial region in Australia. Thus, the sole objective
was appointing marketing strategies for attracting the rest of the non-active
dealers. In the process of constructing strategies, Oliver helped and
communicated the regarding the processes and ways to deal with the dealers
by showcasing dealer portal and helping me understanding the subsections
like current KPI, what if cases, trial balances, Pillar analysis and extensive
reports with a comprehensive data on the history of the company. The process
taught me regarding the practice of charging 1200 dollars as an annual fee on
a monthly basis, however, punctuality in submitting reports on a monthly basis
leads to the decision of paying back the amount in quarter-end. Through every
detail and procedure involved, I gained knowledge about handling and
attracting dealers.
I considered myself lucky for being able to attend a dealer meeting, which was
invited by Oliver for a Skype meeting with one of their dealers. Right before
the initiation of the meeting, I was communicated about the details by Oliver.
The prior discussion helped in understanding ideas of transforming the
inactive status of dealers. The discussion also involved various suggestions to
improve the presentation. The meeting was conducted with Damen, the
financial manager as well as with the dealers, Bill and Tania through Skype.
The meeting was regarding Sebastol, a company for which the sales and
marketing pitch was prepared. The meeting was initiated at 1’o clock.
Oliver also applied a suggestion in the meeting. Bill and Tania decided to be
on-board, marking a successful meeting. This meeting taught me the art of
dealing with queries and concerns of dealers before attracting them to come
forward for a deal.
My further action was to continue studying Financial reports that contributed to my
understanding of the significance of reports as well as assisted in studying and
executing marketing tactics.
Section 2
Period 2: Weeks 6 to 9; 1st October 2019 – 18th November 2019.
Oliver helped me with the knowledge regarding financial terms and further assisted
in my knowledge about the applicability of various market strategies. The major

concern of mine was to prepare and design marketing strategies for activating dealer
participation.
In my first marketing strategy, I planned to have video endorsement, where the main
idea will be asking dealers to share the experiences regarding the significance of the
tool.
The role aligned with my forte, which made me very excited about the task. I was
ecstatic as I was full of ideas from the group activities and experience form university
classes. After communicating my ideas in front of Oliver, I was asked to understand
and assess the risks, impacts, resources, benefits, costs, description and time frame
by picturing this information in excel.
A survey was conducted for the dealers, which was framed post my analysis was
prepared with extensive research on strategies. I was introduced to Survey Monkey
by Oliver in the process. Survey Monkey is an application, which helps in conducting
research for you based on the sent questions and requirements. For the survey, I
framed a question set for three forms fo dealers including, participants, non-
participants and past participants amongst dealers. The questions were uploaded in
the application.
In this process, we anticipated various potentialities of various solutions based
on the questions in the survey. The feedback helped in focusing on the
strategies. The questions prepared by me could be incorporated into video
endorsement. My video and survey questions were accepted by Oliver and
were decided as a tool for the future.
I also presented various other market strategies that could be applied for
acquiring more participation from dealers like, dealer events, appointing
subject matter experts, system operations and training staff by building
intellectual property, improved operations and by changing the brochure.
Section 3
Period 3: Weeks 10 to 14; 1st July 2019 – 31st July 2019.

This can be considered as the final stage of my role in which I had the role of
executing my assessments within a single platform and determining the
appropriateness of strategies that could be utilized for attracting dealers’
participation. The learnings from the university lectures and Oliver's support guided
my overall internship. I constructed six in total marketing strategies on the basis of
the limitation for applying the dependency on trends and statistics within my
research.
For the purpose of preparing the summary, I recorded key pointers regarding the
research and initiated working in presentations and assignments. By proceeding with
the Internship I started constructing my presentation as well as my report. During this
time, Robert and Oliver developed my communication skills and helped by offerings
tips for the final presentation.
Overall Internship Reflections
The opportunity of interning at CNHI was full of knowledge and skill
development practices from the perspective of work and industry awareness. The
culture of the workplace at my internship was motivating for my personal
development, which contributed to my dedication level. The coordination
experienced during my Internship with Oliver, Marie, and the project manager
reflects a collaborative effort of accomplishing professionalism. Similarly, I
experienced a similar atmosphere through the participation of other interns under
Export Connect.
The internship taught me regarding various financial terms and about BMS for
developing my skills and ensuring diligence in fulfilling responsibilities. For the
purpose of developing skills to contribute to the internship, I participated in various
actions with the company, CNHI as well as revised my academic learnings for
integrating, enhancing the career opportunities, learning and functional
competencies (Forrier and Sels, 2003). The process of learning included the
approach of integrating expertise involving project managers and my skills
(Sandberg, 2000; Van der Heijde and Van der Heijden, 2006).
The competencies from past and internship involve risk management, use of BMS
tools, scheduling management, understanding financial terms and knowledge work
culture (Cornett and Saunders 2003). In the initial stage, I experienced a lack of

capabilities in understanding the workplace systems and financial terms due to my
science background. Nevertheless, Oliver along with Marie supported my process of
learning and developing expertise by helping me respond to challenges. They were
actively supporting me in every detail regarding financial reports and terminologies.
Their support resulted in an easier and efficient process of learning. During the
internship, I was being introduced to various fields and applications such as Survey
Monkey. Throughout my internship, I utilized the knowledge and also discovered
useful tools, which can be time-efficient and accurate at the same time. The
knowledge gained through my internship was also applied in my other projects as
well as in the real-time projects regarding the industry.
I have a very low-confidence level before joining the internship for working efficiently
in a company in Australia. This made me question my contribution to any company.
Nevertheless, I want to thank my academic supervisor for guiding me in every step
before and during the internship for developing by knowledge regarding the
corporate world of Australia, from which I received a huge level of strength and
confidence that helped with my contribution to the internship. I also had minimum or
insufficient knowledge regarding risk management, schedule management, and
consumer behavior, however, the academic resources assisted me in these
competencies, which shaped my knowledge about consumer segments. The
constant availability of my mentors and project managers contributed to the
development of my skills.

Stress was the main concern I had to experience during my entire internship. The
reason was that at a point, I was struggling with the management of two
responsibilities, which was leading to my decision of quitting the internship. However,
my stress level was reduced and I started resuming my responsibilities efficiently
after the consultation with the academic supervisor. The consultation helped to feel
motivated and helped in directing my focus and efforts towards the right direction by
the help of setting significant priorities. Another concern was been waiting for my
opportunity of becoming a part of the workplace for approximately two months, I was
not doing anything for which I also had a constant discussion with my supervisor. I
wished for my turn of associating with the responsibility of dealers and conducting
surveys.
Through my internship, I learned newer skills and expertise along with a deeper
sense of knowledge regarding financial aspects. However, I believe I lacked

opportunities or failed in executing digital marketing skills from my past to real-time
workplace situations in my internship. The internship let me explore significant areas
of knowledge and expertise, which will surely help in my future career opportunities,
especially in working for Australian companies.
The advice that I would like to pass on to the client supervisors and academic
supervisors would be: the internship period should be focussed on developing skills
of the intern in her of his area of expertise or forte, rather than diverting the area of
contribution to finish the project. Internship in the chosen field or field of
specialization helps in developing competencies and knowledge in a suitable area
and further majorly contributes to acting as a response for future endeavors and
opportunities in the corporate world or any business.

References:
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Gove et al (1961). Finance. Webster's Third New International Dictionary of the
English Language Unabridged. Springfield, Massachusetts: G. & C. Merriam
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Norman AS (1998). Training as a key for Success for Organizational success.
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Norman AS (1999). The Role of Financial Education Literacy in Improving Saving
Among Individuals, in the Commonwealth currents,
Norman AS (2006). Financial information as a consideration for decision making in
stock exchange investment. MBA Thesis. Mzumbe University.
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