Sales Presentation - Banking
-
Upload
drifterliver -
Category
Documents
-
view
393 -
download
0
description
Transcript of Sales Presentation - Banking
Size of India Financial servicesIndia has a rapidly growing banking and
financial service sector. Market capitalisation (NSE) of over US$1.6
billion as of Dec 2007Mutual funds assets under management of
US$1.30 billion in 2007Over 44 venture capital and over 100 Private
Equity Funds are in India (still growing)IFS accounted for 9.7% of India's GDP.
Banking Segment OverviewCurrently 2.5 % of the GDPAssets under Management approx 90% of
GDPIf growth and value added services are
included then it would be 5% of GDPRetail Banking Stands @ $6.4 bnTotal Banking > $100 bn
Banking Segment Overview contd….Banks No. of Banks Total Assets US $
Billion
Public Sector Banks 28 575
Indian Private Banks 25 175
Foreign Banks 29 48
Total 82 758
Technology in BankingIT spend by banking and financial services
industry in USA is 7% of the revenue as against around 1% by Indian Banks.
Shared ATM network to reduce costs, increase reach.
RTGS system running since 2004 and covers 15,000 branches
Adoption of Technology to lead to business transformation and cost advantage in the long term.
ABOUT HDFC
Sales Organisation• Sales Channel in the Branch Area Level
– Every Branch has its own sales staff– Cross Area approach is not allowed– Contract staff and staff from sister concern Adro
• Personal Bankers in every branch• Preferred Banking RM account balance of 5L to
25L• Service RMs Take care of service• Imperior Banking RM (25L to 50L)• Wealth management A/c Bal 1cr +• NRI Desk - NR Banking relationship Bankers and
they cater to Private Banking customers also.
Sales OrganisationTrade and Finance
1 Tr finance RM has 5 branches under himCurrent Account trade finance TT Bills
Private Banking (Independent Structure)Report to TL who reports directly to Group
Head who reports to Aditya Puri
Sales ManagerMaintain and grow branch businessSet Up ATMsOrganize for short term deposit schemesClosely interact with DSAs to achieve
designated targets
Sales ChannelsDirect
Through Banking ChanelsOutsourced DSAs
Either thru Outbound call centres.Customer Direct Contact
Recruiting and selection practicesMarketing HDFC is conservativeNot good pay masters but good incentivesDirect approaches are preferred e.g. thru the
websiteThrough ReferenceRecruitment thru placement Companies on a
case to case basis for higher executives.
Selection PracticesGraduates with a passion to sell banking
products and knowledge of Capital MarketsMBAs are prefered.Candidates should also know basic banking
products
TrainingProduct or Sales channel depnedantOn the Job TrainingThey have a single mentor assigned in terms
of the Team LeaderSpecial Training prgms for management
trainees
Evaluation and compensationProductivity is measured in the number of
cross sales they doIn addition to the basic Banking Products like
Savings and Current Accounts FDs etc.
They have to sell Mutual Funds Life Insurance Non-Life Insurance
TargetsBased on the Banking Deposit base
PersonalCommercial
Unethical way of deciding targetsRefer to the customers account deposits and
net worthFind out how much money is being across to
and from customers personal accounts in other banks
Value-added servicesPersonal BankingInvestment AdviceHelps in a home search too
Customer Relations ManagementCustomer Complaint is first priority and sales
people are also responsible for customer satisfaction.
People are taken to task and even fired on basis of Customer Satisfaction Index.