TABLE OF CONTENTSi

Table of Contents .......,2

Iııternship Program and Approvdl Pages. . . . . .. . .3

Preface. ........,...,4

Introduction of Conıpany... .....,.....5

1.1ffiroduction.,. ,.......6

2. SPARE PARTS TRAD§S IN AUTOMATIVE INDUSTRY............,,. ...,.....,.."6

3. PRODUCT RANGE ...,. ...........6

4. DEPARTMENTS.... ,..,.,.....,.,...,..7

4.1PURCHASING..... ,........7

4.1.ı. PRODUCT CONFIRMATION AND SAMPLE CI-iECK..............,.,...,,,,,....,.,.7

4.ı.2, PRODUCT MANAGEMENT AND CATALOGING .,,,,.................8

4.1,3. STOCK MANAGEMENT AND FORECASTING ..........,,........,...8

4.1.4. ORDER TRACING AND LOGIST]CS ............... .....,.,,,8

4.2. SALES ........8

4,z.|. AFTER SALES SERVICES AND WARRANTY ........... .,..............9

4.2.2. CUSTOMER RELATIONS.......... .................9

4.2. ONLINE SALES, PLANNING AND PRICING.. ..............9

5, C0NCLUSION...... ....,..".........,..".9

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INTERNSHIP PROGRAM AND APPROYAL PAGES

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Number :201433040

Name/ Sunrame : Mehmet Atıf Yetik

Department : International Trade

Institutionlş !h*@lsNanıe, Mailing Address. Phone_l{_umb§I Tı!tç,§_enıgr§ul"glu§

Ava BeneluxRen6 HendrikxManager Pırchasing

Siibbroek 15NL 5081 NR Hilvarenbeek

Tel: +31 (0) 13 505 81 00E-Mail : verkoop@ava-cooling.nl

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, PRE3ACE

The automotive aftsrınarket is the secoıdary market of the automotive industry.

conÇerned r'ıİth the manufaçturİng, remaılufacturing, disturbitioıı. retailing, aııçl installation ofall vehiÇle parts, chemicaİs, equipment, and accessories, after the saie of the automobile by

the original equipment manufacturer iOEM) to the Aonsumer. The parts, accessories, etc. fbr

sale may or nray not be manufactured by the OEM,

The aftermarket ençompasses parts for replacement, collision, appearance, and

Performance, iırcluding eleçtric propulsion. The aftermarket provides a,,vide variety of parts ,

of varying qualities and prices for nearly all vehicle makes and models.

Consumers have the option of repairing their vehicles themselves (tlıe "do_it-yoursel1.,

or "DIY" segınent) of can take the vehiçle to a professional repair facility (the "do-it_fof me,,

or "D[FM" segınent). The aftermarket helps keep vehic]es on the road by providing

consumer§ the choice of where tlrey want their vehiçles serviced, maintained, or customized.

AVA Benelux is mainly specialized and on the autoınotive both aftçrmarket and oE]\4

for engine cooling and air conditioning. Today nith nearly 5000 products they serve both

aftermarket and OEM custoıners all around globe.

During my internship in Ava Benelux BV (Bestoleıı Veııootschap) I had tlıe

oPPoriunity to practice ııüat I learned in my school life. During ıııy iııteınsliip, I |earned hoıv

to apply thç iııformation I leamed at school in business life.

Thanks to this internship I have seen a reileürtion of the future business eırvironment.

At the same time, thanks to the friendly aırd helpful staff. I have enjoyed ciuring 20 rr,orking

days and also improved my vocationa] knowledge.

Being an employee of Ava Benelux BV and benefiting from their knor.vledge and

experience. professional development contributed.

i:ıaıtı {ı}}i ü ş

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, INTRODUCTİON OF COMPANY

AVA Quality Cooling is a leading internationat distributor for Engiıre Cooling and

Air-Conditioning parts operating within 5 Europeaıı subsidiaries in Denmark. England,

France, Austria and ltaly. ş}

AVA headquarter and central warehçuse is in Hilvarenbeşk. the Netherlands u,hich

sğrves the AVA Benelux and Export çustomers in the best possible way.

Sinçe early 2017 AVA is paıt of the Enterex lırtemationai Limited Group. compan.v

listed at Taiwan Stock Exchange T'aipei and one of the world's largest nraırufacturer ofRadiators and condensers for the automotive after-ııarket and oEM's with aıı annual

capacity of 5 million units.

Enterex headquarter is in Taiwaır with its own factories in China and Cambodia and it

operates wİth its branches also in North America, with a sales aııd distribı.*ion ceırter in

Arlington, Texas and a research & design center in Westbrook. Connectiçut. With a ııarket

slıare of over 30o/o, Eırterex can be considered the market leader in the Nortlı Amcricaır

automotive after*ınarket.

AVA, with more tlraır 50 years experience in the ııraı,ket olengine cooliırg and air-

conditionİng, can off'er the uıİdest aııd most up-to-date range in the automotive atier_market

offerİng its custoıners a wİde assortnrent abie to guarantee total market coverage.

The AVA product management team, combined ıııith tlre expeılise of the Enterex

factories, are a guaıantee for the highest quality of its products thanks also to the continuous

quality controls and testing façilities. The developnent of new ret-erences everv mönth

ıIloreQver can ğnsure AVA ıo offer always the most up to date product range.

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1.Iı{TRODUCTION

Trade is a basiç economiç concept involving the buying aııd selling of goods and

services, witİı compensation paid by a buyer to a seller, or the exclrange of goods or services

between parties. 1n general, trdde is divided into domestie trade and foreigıı trade, L'oreing

trade is ıealised in two ways as export and import.

Exports are thç goods and serviçes produced in one country and Purchased bY

residents of another country. Import is a good or servİce brouglrt İnto one couııtry from

anotlıer. The word "import" is derived from the word "poıt" sinca goods arÇ ofteıı shiPPed via

boat to foreign çountries,

2. SPARE PARTS TRADES IN AUTOMATIVE INDUSTRY

According to Trade Map created by International Trade Centre, global sales from

autopart§ exports by country totaled US§385.4 billioıı in 2017,

overall, Üe value of auto parts expolts rose by an average 5,8% for all exPoıting counlries

since 2013 wlıen auto parts shipnıents were valued at 5364.4 billion. The ı'alue of global

automotive parts exporis accelerated by 6.6% from 2Ü16 to 7017,

Among coıriinents, European countries generated the highest dollar worth of autoııotive paıts

exports duriııg 2017 with shipments valued at $185.1 billion or 48Yo of t}re global total.

3. PRODUCT RANGE

As being one of the European based companies, currently Ava Benelux is one of the

biggest suppliers of A/C (Air Conditioning) and engine coolİng systems İır Europe by ırıarket

slıare of 52.7Yo. They have accomplished this achievçnrent by İinding the best qualiry

producis witlı the ınost affordable prices for their cu§tomefs.

Air conditinioning paıts they trade are:

A/C Clutch

ı\iC Cıımpressor

A"/C Coııdenser

A/C Kit

A/C Valvç

AlC Expaıısion Valve

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A/C Cı,ıoler

AlC Evapoı,ator

F.ııgine coolİng parts:

A/L- Evaporator

Heater ctrres

Radiators

Iırtercoolers

Oil {]oolers

Cııbiıı }Jeaters

4. DEPAIIT§{Eil{TŞ

ı\VA Beııelux caıı be diı,ided iııto 2 ıııaiır tlivisirıırs.

4.1. PURCHASING

Ava Benelux holds the stock contains nearly l50,000 items, all these products

together, can allow AVA to be a leader distributor on the internatioııal and ııaiional nrarket

and serve its çustoııers in tlre best possible way. This is where the purchasing division takçs a

tremendous and çritical responsibiiity in t]ıis business; the divisioıı have to manage products.

keep track of the future developıneırts in the industry, illanage and forecast stocks in various

warehouses located in Netherlaıds, sample check and coıı{irm tlıe products caııe sent tionr

producers, managing costs of logistics and stocks. creaiing and çonstantly updating the

prı:dı,ıct catalogue and tracking the orders.

4.1.1 PRODUCT CONFIRMATION AND SAMPLE CHECK

In order to ensure quality lor their custoıners. before placing any order Ava always

asks samples from producers, V/hen the sample arrived, a qualified expert takes nerv product

and çhecks the various specif,ıcations of it, These spec§ can diiibr tiom one product to aııother

but mainly; measures, boxing quality and metarial qualities are especially impoıtıiant for

quality experts. When the product is çonfirmed and is qualified as ready to go, ordeıEi§c

i...,'. ı ...ı..;l;]J.,]:iıi*eg*riand

can be placed but sample will be kept in order to

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4.1.2. PRODUCT MANAGEMENT AND CATALOGING

Autoınotive industry is oıre of the fastest growing markets of Ztr. ctnfury, so does the

sPare Part ınarket. Any new development made by the automotive producers lıave to

constantly kept under track bec.a_tıse rıüen RnD teanıs developed a ne\y paü, spale parl

producers are changing or adding a new pa* to their production. This ıneans the purchasiııg

teanı always have to keep track of nerv products and update their catalogue in order to

coııstantly informing their customers.

4.1.3. sToCK MANAGEMBNT AND FORECA§TING

As a stock keeping company Ava have to keep track of their curreııt stocks and based

on tlieir prevİous sales with seasonality factor stoçk managemenl beconres the most

importnant divison of the purchasing department. Computer based stock tracking program is

used for the task. This program is developed iıı house and lets tlıe ıııaııagers track and their

back orders, cuıTent orders, ingoing and ongoing orders, Aurrent avaliable space ğtA.

Seasonality is a]so another big factor on cooling systeıns, tlıis leads to nıore sales on slunmel

months.

1.1,4, ORDER TRACING AND LOGISTICS

Availabitity is secondary crucial part of tlıe purchasing team. Customğrs expects the

ııost affordable prices urrder their reach everytime, to keep tlıem repetitative and loy,al stocks

have to be kept al,uvays ııp to date and sustainable. Purchasing depatmant keeps track the

ordeıs and rene,ıv them on the fastest and shortest period şf tiıne.

4.2. sALEs

ln its narroıı'est tornı. a sales rleparhırent advises the nrarketiırg depaıtırıcııt bıısed ııır

its i'ecdiıack ş,ith custoırıers and {bcuses 0ıı custtııııer contatt to drive sales. -['tıe sales

ıJiı'isions ıııain couı,se of aclioıı is bııilding the bridge betrı*eıı Aı,ıı aııd custolılers. \,[ain taslıs

of salcs arel plaırıriııg tlıe sales rıiıile satisii;*ing crısto:ıers ııeeds ıııd rvarrts. afieı,salçs

services ıçitlı rvarrant1, applic atioırs aııd cıı stoırıtr re lati oııs.

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4.2.1. A§TER SALES §ERVICES AND 1ryARRANTY

Wheıı there is a complaint or problem with the product, sales department inrmediately

takes the product back to run some performance tests, diagnostics ancl evaluation of damage.

Transportatİon costs payed by Alra. During this procedue övery step wilt be photographed

with a detailed report. If the problem is caused by Ava, product would be replaced

immediately and another error report will be sçnt to producer in order to alarnı tlıem.

4.2.2. CUSTOMER RELATIONS

Tir nıaintain its customer base. sales takes respoırsibiliti, fiır nıakiııg sure bı"ıı.ers arı-

lrapp1', as rı'eli as tryiııg to upsell thenı, The division is proactiı,c in çoııtacliııg cı_ıstrııırçı.s n,iılı

slırve!'§ aııd specİal oft'eı,s aırd İs reactive in attcınpting to süh.e an1, probleırıs tlrat ııiglıt cau§e

tlıc cıımpaıry to ]ose custonıers. ı\va keeps in toı-ıch willı every custonrer tlıe1, have bı, visiıing

tlrenı in order to lıave a better relatioırslıip ıvith thşnı.

4.2.3. ONLINE SALES, PLANNING AND PRICING

Because sales nıanagers speııd ırırıc]ı rrİtheiı tiırıe talkiııg directl1,,to cLtstonlğrs. tlıı:1,

gııide the developnıent of ptodııcts aııd serı,ices. 'I'lrey reconılııeırd nrodi{.\.ing or clrtıppiııg

Products oı serı'ices or aiİding nelv ones to the çompany's ııix. lıased on ıulıal çı_ısttııııcı.s

rvaırt. A sales and ıııarketing depaıtıııenl lıas tlıe respoırsibiIity i-or detidiııg rı,]rçrc tlrtı

Compaı]y slıould sell and rvhat its prices shoııld be. Tlıis iırçludes clıoosing ıvlricir. if an1..

internıediaries the company rvill use. sı,ıch as rvho]esalers" distribı_ıtors or retailers. ,,\ı.iı

lıaııdles salcs bl,taking online orders fioın their rvebsite, Eaclr custonrer hiıs to bc r,critieri [ı1.

Aı,a aırd every custoiller has a di{}'erent pıofilc rı,ithin llıe systeın.

5. CoNCLUStoN

In my internship for 20 days. I was very fo(uırate in terms of opportunities and people

I knew. On çertain days, I also worked in different departments and lıelped to reduce the

workload in the eompany. I had the opportuni§ to experiment with many subjects that I took

üeoretically. Employees from all departnıents guided me by slıaring tlıeir experiences and

knowledge.

In the coursc of the internship, Ive learned how;İıdrİhasing oper$i-:.: 9}3{laçe

iıı a

eompany, how to forecast future transactions based !1,.uast.ğxpşiences. whiclr §tagğs are. .r,

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followed during the warranty pfocess, how the goods are purchased from differeııt types of

producers in difTerent countries. l have started in sales departmant after 10 days I have

coııtinued my internship for *0 days at purchasing departnıeırt and I have atteııded aıı

exibitlıion with my collagues. I had both field and office experience,

I can tell you that this intemslıip prograıı has teached a lot to ııe. J'his internship lıas

enabled me to get an idea of the business lifç. it will serve as a steppiııg stone to slrape my

future plans and decide what I.ıv-ant and I do not want.

1. DAvRANIş DEĞERLENDinıvıp vE DIş cönüıvüş:Eualuation of General Attitude and Appearance

Çokivi iyi Yeterli Zayıfoutstandinq Good statisfactoru Poor

kendinegüven self confidence Vİnsiyatif Initiatiuituİşekarşıilgi-Özveri Interest, Attitude to workyaratıcılık creatiuitu VLiderlikVasıfları Leadershio abilitu UGivim-Kusam (temizlikl cleanliness (/

z. iınrişiıvı ı<agiıiyprı,Bnic o mmuni c ati o n Ab ilitie s

Çokiyi iyi Yeterli Zayıfo,utstandinq Good statisfactoru Poor

Üstüileiletişim communication. withsuperiors V

İşarkadaşlarıileiletişim Comm. Withcolleaques V

Konulrrıemüşteiiyleiletişim communication withotlrcrs V

Dinlemebecerisi Listeninq skllls Vkonuşmabecerisi soeakina skilJs ü/

Yazıyazrnabecerisi witinq skllls

3.İş PERFoRMANSIJob Perforınance

Çokiyi iyi Yeterli Zavıfoutstandinq Good statisfactoru Poor

İşedevamdatitizlik punctualitu r'Işlemleribilme Aıııaren. of procedures VBüromakinelerinikullanma use of offıce supplies ü/Sorumluluk Kabul etme Takina re s o o nsib ilitie sGöreviniyerinegetirme Fulf\llina the dutiesKavnaklarıetkinkullanma Effect. use of resources /Ofisteçhizatı (such as office

supplie s, eqııip ments,utensils) /

DiğerDt}şünceler / Other Comments

fr{ n lş. fr u//_7 /ae{ s /n,*^ / ı,/o ı",4 şloı"<,t ,,, t"as/ ,\ aiı,{_

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4. GENEL DEĞERLENDİRMEĞeneral Eualuation

cokivi/ outstandinqivi/ Good iş,Yeter|i/ SatisfactoryZavıf/ Poor

Lütfeneleştirilerinizivestajyeröğrenciningelişimiileilgilitavsiyeleriniziyazllllz.Please state aour comments and suggestions on the progress of the trainee.

5. BU STA"rYERİ rpxnaR çAIIşTIRMAYI »ÜşÜıvÜRMÜsÜNÜz?Would gou consider emploging this trainee again?

lYes / Evet lNo / F{ayır

6. GELE(CEK YıL Üıtİvpnsİrpıvıİzopw BAşKA STA.,YER ÖĞngİ{cİıpnDE çALIşTIRMAK İsrpnııİsilıizıWould gou consider employing another trainee from our uniuersitg nert gear?

Yes / Evet pıNo lHayır

AdıSoyadr:Name

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