Brijal bfsi


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Brijal bfsi

  1. 1. BFSI Product and services available in Ahmedabad Developed byName : BRIJAL RAVALReg.No. :Batch code :Start date :End date :Name of coordinator :Date of submission :
  4. 4. I have benefited a lot by the suggestion and feedback given at differentBanks,Financial institute,and Insurance company which I visited for my project ofBFSI segment.I would like to thank Mr.Ajay Shad, The Director of NIS Ahmedabad, for alwaysbeing a source of encouragement and guidance.I am very thankful to my coordinator, Miss Bina Patel, for all her support andguidance throughout the project. She had played a pivotal role in my project bygiving innovative ideas and relevant information.
  5. 5. I would like to thank all the staff member of my college who has given theirprecious suggestion for completion of this project.I would like to extend my acknowledgment to the managers, in general, of theentire BFSI Segment for sparing their time in providing me with the informationregarding their working.I would like to thank Mr.Yogesh Shukla, Branch Manager of SBI bank ,for giving meall the required information for my project. He was very co-operative person.I would like to thank, sales manager of Life Insurance corporation of IndiaAhmedabad, for being very helpful and giving me suggestion.I would also like to thank Mr.Vivek Resident Representative of EXIM Bank, forsparing time for me even in their rush hours.Lastly, I would like to thank my parents for there endless support and affection thathas helped me all throughout my project and life in general.THANKS.BFSI------Banking, Financial Services and Insurance (also known as BFSI) is anindustry name. This term is commonly used by IT/ITES/BPO companies to refer to theservices they offer to companies in these domains. Banking may include core banking,retail, private, corporate, investment, cards and the like. Financial Services may includestock-broking, payment gateways, mutual funds etc. Insurance covers both life and non-
  6. 6. life. A lot of data processing, application testing and software development activities areoutsourced to companies that specialise in this domainThe banking sector is the most dominant sector of the financial system in India, and withgood valuations and increasing profits, the sector has been among the top performers inthe markets.India has the potential to process 30 per cent of the banking transactions in the US bythe year 2010. Outsourcing by the BFSI to India is expected to grow at an annual rate of30-35 per cent.With increasing competitive pressure, it is getting harder for BFSI enterprises to ‘winand keep’ customers. The move to adopt CRM solutions and customer focusedtechnology is driven by the increasing need for maintaining and enhancing customerrelationships.The Banking, Financial Services and Insurance (BFSI in India is expected to grow from$1.6 billion in 2009 to $2.7 billion in 2013, growing at a CAGR of 14.2 per cent,according to Springboard Research, a player in the IT market research industry.Indian BFSI enterprises are benefiting from the green consolidation of storage, server,and data center-based applications. However, the primary reason of adoption continuesto be ‘cost-benefit’ and not the ‘social cause’ attached to it.The immediate projects from BFSI sector include those relating to mobile banking andbanks’ plan to integrate regional rural banks (RRBs) and branches.The banking industry in North America has been hit hard by the sub-prime crisis, whichhas resulted in huge losses thereby bringing the world’s largest economy on the verge ofrecession.
  8. 8. 1. State Bank of IndIa2. ICICI Bank3. dena Bank4. HSBC Bank5. kalupur Bank
  9. 9. 1. STATE BANK OF INDIA (Nationalize)SBI Ahmedabad is one of a trusted government bank of the city. SBI or StateBank of India was established in 1973. Its commitment to nation building iscomprehensive and provides facilities for farmers, domestic treasury as well assmall business activities. SBI has over 16000 branches and above 5000 ATMs in thecountry.  PRODUCT AND SERVICES offered by SBI Bank Products 1) Deposit Accounts i) Current Account ii) Saving Bank Account iii) Recurring Account iv) Term Deposit 2) Personal Finance i) Housing Loan ii) Property Loan iii) Car Loan iv) Educational Loan v) Personal Loan vi) Loan to Pensioners 3) Agriculture Banking Services 1) SBI Vishwas Yatra Foreign Travel Card
  10. 10. 2) Credit Card 3) Demat Service 4) Alternate Channel Management i) ATM ii) Internet Banking a)E-Rail b)E-Pay iii) Mobile banking 5) Foreign Exchange Transaction 6) RBIEFT 7) Safe deposit Locker 8) Magnetic Ink Character Recognition (MICR) PRODUCT 1. DEPOSIT ACCOUNTS i) Current Account – State Bank of India provides current account facilities for the individuals, public and private limited companies, partnership firms,trust.  The features of the SBI Current Bank account are: • Credit balances in SBI Current Bank account do not bring any interest earning. • The statements are given to the owners as per their desired frequency. • Every single owner of the current accounts has the cheque facility and any kind of withdrawal is to be done by cheque. The important thing that is to
  11. 11. be kept in mind is that cheques should not be issued for any withdrawalbelow Rs 50.• If a cheque is presented after six months of issue is considered stale and isnot paid.• The cheques are to be drawn only when there is adequate balance in theaccount. • The cheque book needs to be kept safely and in case a cheque or the cheque book is lost, there should not be any delay in reporting the same to the bank. • A cheque can be stopped only after the drawer provides a notice in written mentioning all the details of the cheque before the cheque is presented for payment. • The minimum balance to be kept in the current account for different cases is mentioned below: i) Individual account in metro: Rs. 5000 ii) Individual account in urban area: Rs. 5000 iii) Individual account in semi- urban area: Rs. 5000 iv) Individual account in rural area: Rs. 2500 v) Other accounts in metro: Rs. 10000 vi) Other accounts in urban area: Rs. 10000 vii) Other accounts in semi- urban area: Rs. 10000 viii) Other accounts in rural area: Rs. 5000ii) Saving Bank Account –
  12. 12. State Bank of India offers two types of savings account – savings account and savings plus account. State Bank of India offers two types of savings account – savings account and savings plus account.• The savings account has been designed to help people save for their future financial requirements. Under this account, bank gives free ATM cum debit card.• The account can also be accessed through SBI internet banking facility by downloading instantsbi. The rate of interest is compounded half yearly under this account. On the other hand, savings plus account gives the facility of savings account along with term deposit account.• Any surplus funds in the account exceeding the threshold limit, for a minimum amount of Rs.10,000 and in multiple of Rs.1000 in any one instance, are transferred as term deposit and earns interest as applicable to term deposits. State Bank of India : Saving Account• Card Convenience.• Easy and Wide Accessibility.• Moderate Earning.• Money Multipliers.• Transfer of accounts between our wide network of branches without any charge.• Facility to open your Savings Account in Single or Joint Names.• Low Minimum Balance Requirements. State Bank of India : Savings plus account• Open a Savings Plus Account and set a threshold limit.• Any surplus funds in the account exceeding the threshold limit, for a minimum amount of Rs.10,000/- and in multiple of Rs.1000/- in any
  13. 13. one instance, are transferred as Term Deposit and earns interest as applicable to Term Deposits. • Flexibility to choose the period of deposit from 1 year to 5 years. • Flexibility to set any threshold limit of Rs.5,000/- or above. • Easy and Wide Accessibility. • Transfer of accounts between our wide network of branches without any charge. iii) Recurring Account – The Recurring deposit in Bank is meant for someone who want to invest a specific sum of money on a monthly basis for a fixed rate of return. At the end, you will get the principal sum as well as the interest earned during that period. The scheme, a systematic way for long term savings, is one of the best investment option for the low income groups. The minimum investment of Recurring Deposit varies from bank to bank but usually it begins from Rs 100/-. There is no upper limit in investing. In case of default in payment, a default fee is chargeable for delayed deposit at the rate of Rs. 1.50/- for every Rs. 100/- per month for deposits up to 5 years and Rs. 2/- per Rs. 100/- in case of longer maturities. The rate of interest varies between 7 and 11 percent depending on the maturity period and amount invested. The interest is calculated quarterly or as specified by the bank.Amount invested per month Maturity amount in 2 years (5%interest) Rs 100 Rs 2626
  14. 14. Rs 500 Rs 13,132 Rs 750 Rs 19,698 Rs 3000 Rs 78,792 iv) Term Deposit – State Bank of India fixed deposit is a good option to earn higher income on surplus funds. Bank offers flexibility in period from 15 days to 10 years and can be opened with a nominal amount of Rs. 1000/- only. Against your fixed deposit you can take loan/overdraft during your urgent financial requirement. There is premature withdrawal facility, transfer of term deposit within bank network with out any charge, interest is accumulated in your account timely and gets compounded quarterly, automatic renewal of your deposits on maturity. You can convert your special term deposit and vice versa. Tenure Interest amount rate annualy 15 days to 45 days 2.50 1- 1500000 Rs 46 days to 90 days 3.50 1-1500000 Rs 91 days to 180 days 4.75 1-1500000 Rs 181 days to less than 1 year 5.25 1-1500000 Rs 1 year to less than 2 years 6.00 1-1500000 Rs 2 year to less than 3 6.50 1-1500000 Rs 3 year to less than 5 years 6.50 1-1500000 Rs 8 years and up to 10 years 8.00 1-1500000 Rs 5 years to less than 8 years 7.25 1-1500000 Rs2. PERSONAL FINANCE
  15. 15. i) Home loan – SBI Home loan provides probably the most sought after housing finance options available in India. SBI offers basically four types of home loan which are as under:o SBI Max gain home loano SBI Flexi home loano SBI Freedom home loano SBI Realty home loanCertain specific details of SBI home loan are as follows1. There is no upper limit on maximum amount of loan for buying/building a new home.2. There is a provision to club the income of the partner and children of the loan applicant for computing desired amount of loan.3. No charges for administration or application fees.4. A free personal accident insurance cover is also provided under the SBI home loan scheme.5. The loans can be repayed up to the age of 70 years.6. Choice being offered to avail loan at the location of employment or construction.7. Sops granted to the borrowers of the car home loan.8. A cap of Rs. 10,000 is provided along with service tax and 0.50% of the amount of loan is charged as part of the processing fee.9. The maximum amount of loan for the NRI customers to buy land to build a house is Rs. 20 lacs, 3 lacs for purchase of household commodities and 10 lacs for re-storage or renovation purposes. The bank charges the interest on its home loan schemes at fixed rate rate of interest and the floating rate of interest on the following basis:
  16. 16. i) Floating interest rate - The floating interest rate is connected to State Bank Advance Rate and the amount of interest charged is 8% at floating rate. ii) Fixed interest rate – The rate of interest under fixed interest rate for the first year is 8% and 9.5% at a fixed rate for subsequent period.ii) Car Loan – SBI Car Loans offer low interest rates, easy repayment options, total transparency, no processing charges, finance to include vehicle registration charges, insurance and one time road tax. Eligibility : • Individual between the age of 21-65 years of age. • A Permanent employee of State / Central Government, Public Sector Undertaking, Private company or a reputed establishment or • A Professionals or self-employed individual who is an income tax assessee or • A Person engaged in agriculture and allied activities. • Net Annual Income Rs. 100,000/- and above. Processing fee : 0.50% of Loan amount and to be paid upfront.Minimum: Rs. 500/- Maximum Rs. 10,000 25% of Processing fee will be ratained if application is rejected after pre-sanction surveyiii) Personal loan –
  17. 17. Personal Loan is the answer when you need finances. Loans for salaried and self employed individuals, Repayment tenures from 12 to 60 months, Loans are available from Rs 1 lac to Rs 20 lacs. CAT A refers to –( Top 1000 companies) - 16% CAT B refers to – [Multi National Companies( MNCs )] 16%-20% (Guarantor required) CAT C refers to – (Small companies )16%-20%(Guarantor required) Pre-payment charges --N.A. where (N.A. stands for Non Listed refers to - Smaller companies with 100 emloyees.)Processing fees - 2%-3%iv) Property loan – Loan against Property refers to the secured loan category like home loan where the borrower gives a guarantee by using his property as a security. The right of ownership of the property is still with the borrower, and if he/she is unable to repay the loan amount, he/she can sell the property to pay off the debts.v) Education Loan – SBI provides education loan for studies in India as well as abroad, for graduate, post-graduation courses, professional courses and other courses approved by UGC/Government/AICTE etc. One can apply for a loan online. One can get a maximum loan of Rs 10 lakh for education in India and Rs 20 lakh for education abroad. One can also get the cost of a two-wheeler up to Rs 50,000 as a loan. Upto 4 lacs – nil Above Rs.4 lacs - i) Studies in India - 5% ii) Studies in abroad – 15%
  18. 18. vi) Loan to Pensioners – The Maximum amount of loan sanctioned is generally 7-10 times the amount of last pension received. The amount can vary from individual to individual depending upon his repayment capacity. Repayment is normally done through Equated Monthly Installments or EMI. The repayment period can vary from 1-3 years. The Interest rate can either be fixed or floating. Sometimes a discounted interest rate is also provided by banks.3. AGRICULTURAL BANKING – State Bank of India have covered all agricultural activity like crop production , plantation crops, farm mechanization, land development ,digging of wells, tube wells and irrigation projects, forestry, construction of cold storages and godowns, processing of agri-products, finance to agri-input dealers, allied activities like dairy , fisheries, poultry, sheep-goat,loans against produce stored by the farmer at his own premises, and grainages. Infact Bank can cover any other agricultural related activities undertaken.  Services i) SBI Vishwas Yatra Foreign Travel Card - A prepaid plastic card issued in association with VISA International, is presently available in three different currencies - US Dollars, Euro and GBP. • It is a safer method of carrying funds in a safe, convenient and cost effective way on your visit abroad. It takes away the hassles of going around Money changers and loosing valuable foreign currency by way of high exchange margins.
  19. 19. • It also relieves the customer of the Annual fees, joining fees, credit limits, Mark-ups, unusual transaction charges etc., usually associated with International Debit / Credit Cards ii) Credit Card - SBI being largest bank of country, is always on a constant strive to offer varied credit solutions to its users. Its cards come with low interest rates as well as flexible terms and conditions. These are the main reasons why the Sbi credit cards enjoy nationwide as well as worldwide acceptability for every type of usage, which one can associate with plastic money.Sbi Gold Card International card Gold master card Social card Ahmedabadcard iii) Demat Services – SBI offers Demat services that would ensure free transferability of securities with speed, accuracy and security. SBI is Depository Participant both with - National Securities Depositories Limited (NSDL) and Central Depository Services Limited (CDSL) through more than 1000 branches. 4. ALTERNATE CHANNEL MANAGEMENT –
  20. 20. i) ATM – State Bank offers you the convenience of over 12,000 ATMs in India, the largest network in the country and continuing to expand fast! This means that you can transact free of cost at the ATMs of State Bank Group KINDS OF CARDS ACCEPTED AT STATE BANK ATMs 1) State Bank Credit Card 2) ATM Cards issued by Banks under bilateral sharing viz. Andhra Bank,Axis Bank, Bank of India, The Bank of Rajasthan Ltd., Canara Bank, Corporation Bank, Dena Bank, HDFC Bank, Indian Bank, Indus Ind Bank, Punjab National Bank, UCO Bank and Union Bank of India. 3) Cards issued by banks (other than banks under bilateral sharing) displaying Maestro, Master Card, Cirrus, VISA and VISA Electron logos 4) All Debit/ Credit Cards issued by any bank outside India displaying Maestro, Master Card, Cirrus, VISA and VISA Electron logos. State Bank ATM-cum-Debit (State Bank Cash plus) Card: Indias largest bank is proud to offer you unparalleled convenience viz. State Bank ATM-cum-Debit(Cash Plus) card, get an ATM-cum-Debit card with which you can transact for FREE at any of over 12,000 ATMs of State Bank Group within our country. ii) Internet Banking -, the Internet banking portal of our bank, enables its retail banking customers to operate their accounts from anywhere anytime, removing the restrictions imposed by geography and time. Its a platform that enables the customers to carry out their banking activities from their desktop, aided by the power and convenience of the Internet.
  21. 21. b) E-Rail : The scheme facilitates Booking of Railways Ticket Online. The salient features of the scheme are as under: 1. All Internet banking customers can use the facility. 2. You are required to register on You can select your train depending on your journey and book your ticket online. 3. The ticket can be delivered or collected by the customer. 4. The user can collect the ticket personally at New Delhi reservation counter . c) E- Pay : Bill (e-Pay) will let you to pay your Telephone, Mobile, Electricity, Insurance and Credit Card bills electronically over our Online SBI website If your biller presents bills online, you can also give us AutoPay instructions and we will pay the bills as and when it falls due. iii) Mobile Banking Service - The Mobile Banking Service will be available to all the customers having a satisfactory running account (Current/ Savings). The customers will have to register for the services. Daily transaction limits for fund transfer/ bill/ merchant payment is Rs.50,000/- per customer with an overall calendar month limit of Rs.2,50,000.00 The service will be carrier-agnostic i.e. all customers can avail the mobile banking service with the Bank irrespective of the service provider for their mobiles.
  22. 22. The service is free of charge. However, the cost of SMS / GPRSconnectivity will have to be borne by the customer.]5.Foreign Inward Remittance - Drafts in Indian rupees can be purchasedfrom exchange companies or our correspondents and mailed to the branchwhere a person have an account. Telegraphic or wire transfers can be made through Sbi branches abroador the bank correspondents to branches having SWIFT/TT drawingarrangements.a Cheques can be deposited for credit of a person accounts. These will becollected and credited to his/her accounts. Travelers cheques can be tendered by a person , personally during hisor her visit to India.For speedy credit to accounts from Gulf, you can use SBI Express.6.RBIEFT - Inter-bank Electronic Funds Transfer facility of the ReserveBank of India (RBI - EFT) is available with our branches in the clearingzone of Service Branches at Kolkata, Mumbai, New Delhi and Chennai.7.Safe Deposit Locker - For the safety of your valuables Sbi offer theircustomers safe deposit vault or locker facilities at a large number of theirbranches. There is a nominal annual charge, which depends on the size ofthe locker and the centre in which the branch is located.8. Magnetic Ink Character Recognition (MICR) - In MICR technology theinformation is printed on the instrument with a special type of ink which ismade up of magnetic material. On insertion of the instrument in themachine, the printed information is read by the machine. MICR system isbeneficial as it minimizes chances of error, clearing of cheques becomeseasy and transfer of funds becomes faster in order to facilitate operations.
  23. 23.  Target Market of SBI Successful new products and services meet real customer needs. Because different products appeal to different kinds of people, and because truly innovative products (those that offer dramatic change in the way people live) attract small groups of early adopters before going mass market, it is important to have a clear picture of who the end-user customers will be as early as possible. Having a clearly defined customer target enables more accurate matching of product features and benefits to the target and improves the ability to estimate market demand. Target customer of Sbi are: NRI’s,Businessman,MNC’s,lower class people,middle class people. There are some product which are made to satisfy the need of rural people or farmers,i.e.(AGRICULTURAL BANKING) such scheme provide funds or loan to farmer to satisfies their need. In order to select target customer bank requires to undergo surveys which include: Buying habits which provide information about buying cycles, purchase points, frequency of purchase, etc. This helps the planner to know the consumer characteristics by category, brand and competitor; demographics-age, income, education, occupation and motivation; special market segments like doctors, architects, children, etc. SBI also provides loan to student who are going for proffessional courses. SBI! eLearning opens up a new segment in your target audience, those people who strongly prefer to learn something new via a course. They are excited by the idea that
  24. 24. they can graduate with an actual business rather than just a "diploma" (i.e., theorywhich theyd likely never get around to using).State Bank of India launched SBI SpiceJet credit card. The card offers variousbenefits for airline’s customers. SBI SpiceJet card is a co-branded card of State Bankof India and SpiceJet.  Marketing Strategy Strategy can be defined as the periodic changes a business must introduce to its structure and operations in order to ensure continuity in the face of environmental changes. Changing Strategies of SBI
  25. 25. 1991 2015 Maintaining Service quality profitability Credit Portfolio Maintaining profitability Management Service Quality Market / customer focus Regional Economy Operations/systems/technology Cost Management / Credit portfolio management Expense reduction Declining Earnings/ Investment to stay competitive more failuresThe key aspects involved➢ redesigning of branches,➢ providing alternate channels;➢ focus on a lean structure and➢ Technological up gradation.➢ increasing customer satisfaction and convenience,➢ branch staff to focus on sales and marketing,➢ simplifying process for employees,➢ enhancing SBIs competitiveness in the market,➢ increasing the profitability through higher market share and improved process efficiency.
  26. 26. SBI carried out various marketing initiatives to enhance itsreach. They included➢ segregating and targeting existing high valueCustomers.➢Aggressive marketing through print and televisionmedia.SBI`s Strategies in the current scenario SBI have set up capacity in places where they are not very strong. Itstime for them to follow overall SBI philosophy of planning newbranches,given the hugeUntapped potential.Besides,this is also the best time to benefit from theirpastexpansion, since there is a lot of trust in SBI.Brand SBI is very strong,while people may be generally cautious about some other brands.SBI Key areas of operations
  27. 27.  Comparative Analysis• Market Leader: SBI is ranked at 380 in 2008 Fortune Global 500 list, and ranked 219 in 2008 Forbes Global 2000.• Wide Distribution Network: Excellent penetration in the country with more than 10000 core branches and more than 5100 branches of associate banks• Government Owned: Government owns 60% stake in SBI. This gives SBI an edge over private banks in terms of customer security.• Low Transition Costs-SBI offers very low transition costs which attracts small customers.• Modernisation: SBI lags with respect to private players in terms of modernisation of its processes, infrastructure, centralisation, etc.• Delay in technology up gradation could result in loss of market shares.• Management indicated a likely pension shortfall on account of AS-15 to be close to Rs50bn• Merger of associate banks with SBI: Merger of all the associate banks (like SBH,SBM, etc) into SBI will create a mega bank which streamlines operations and unlocks value.• Increasing trade and business relations and a large number of expatriate populations offers a great opportunity to expand on foreign soil.• Private banks have started venturing into the rural and semi-urban sector,
  28. 28. which used to be the bastion of the State Bank and other PSU banks4. Marketing Mix StrategyThe marketing mix is the combination of marketing activities that anorganisation engages in so as to best meet the needs of its targeted market.Traditionally the marketing mix consisted of just 4 Ps.The marketing mix thus consists of four main elements:1. Product2. Price3. Place4. Promotion.Getting the mix of these elements right enables the organisation to meet itsmarketing objectives and to satisfy the requirements of customers.In addition to the traditional four Ps it is now customary to add some morePs to the mix to give us Seven Ps. The three extra Ps are:5. Physical layout6. people7.ProcessesThe 7 Ps - price, product, place, promotion, physical presence, provision ofservice, and processes comprise the modern marketing mix that isparticularly relevant in service industry, but is also relevant to any form ofbusiness where meeting the needs of customers is given priority.Marketing Mix of SBI1.Product-SBI provide various product which satisfies the need ofcustomer.Like-CASA(current and saving account),loan,Credit Card facility etc. TheSenior Citizen Services from SBI Bank has several advantages that aretailored to bring more convenience and enjoyment in your life.2.Price –Although competing on price is as old as mankind, the consumer is oftenstill sensitive for price discounts and special offers. Price has also an irrational side:
  29. 29. something that is expensive must be good. Permanently competing on price is formany banks not a very sensible approach. Price or Charges for opening seniorcitizen account are discounted.3.Place – Location of SBI banks are at convinient place so people canavail benefit easily.Generally ATM services of SBI bank are available at all of its branchesmaking it easy for customer.Placement of all branches are well organisedwith respect to city layout.4.Promotion – Promotional activities of SBI is carried throughchannel,Team members,E-marketing,Tele marketing,Pamplets display inbranches.5.People-All people directly or indirectly involved in the consumption of a service arean important part of the extended marketing mix. Knowledge Workers, Employees,Management and other Consumers often add significant value to the total product orservice offering.People of Sbi branches are co-operative and ready to help.6.Physical Layout – All the Sbi branches have different department s for queryresolution and even the name and designation of employee who solve the problem ismention on his/her desk so it is so easy for a customer to recognize.Environment of Sbiis very helpful.For customer comfort all branches have central AC.7.Process - Procedure, mechanisms and flow of activities by which services areconsumed (customer management processes) are an essential element of the marketingstrategy,which is very well managed in all branches of SBI.
  30. 30. 2. ICICI BankICICI Bank (BSE: ICICI) (formerly Industrial Credit and Investment Corporation ofIndia) is Indias largest private sector bank by market capitalisation and second largestoverall in terms of assets. ICICI Bank offers a wide range of banking products and financialservices to corporate and retail customers through a variety of delivery channels andspecialised subsidiaries and affiliates in the areas of investment banking, life and non-lifeinsurance, venture capital and asset management.  Product and Services offered by SBI Bank Products & Services
  31. 31. Agri & Rural Banking Business Personal Banking Banking ICICI Bank Corporate NRI Banking Banking1. Personal Banking v) Accounts & Deposits a) Saving account b)Salary account c) Fixed Deposit d)Recurring Account vi) Loans a)Home Loan b)Personal Account c)Car Loan iii) Card a)Debit Card b)Commercial Carda) Saving account - An ICICI Bank Savings Account offers you a valuable banking
  32. 32. experience. • Money Multiplier Facility - Get higher returns and liquidity on surplus funds in your account, with the money multiplier facility. • Debit-cum-ATM Card - Now access your money from anywhere , with cash withdrawal across ATMs and direct purchase facility at Visa/Master POS ( Point of Sale ) machine in most stores. • Internet Banking - Do all your banking transactions conveniently. For details on the transactions that you can do online, • Customer Care - Get easy assistance 24- hours, on any query related to your account or to give any instructions, with our Customer Care facility. • Mobile Banking - Now transfer funds or know your account balance, by simply using your mobile phones SMS, WAP or I-Mobile services. • Standing Instructions - Automate your regular transaction and save time, just set up Standing Instruction and leave it us to manage. • Nomination facility - Pass on benefits of your account proceeds to your loved ones with our nomination facility. • DD Call and Collect - No more waiting time to collect a Demand Draft or Pay Order .b) Salary Account - With ICICI Bank Salary Accounts your employees will enjoy theconvenience of : • Having the largest network of ATMs at their command. • Free 24 hour Phone Banking. • Free Internet Banking.ICICI Bank Salary Accounts benefits you in more than one ways:-
  33. 33. • Reduces your paperwork. • Saves remittance costs. • Employees receive instant credit of salaries. • More convenient than ECS. c)Fixed Deposit - Wide range of tenures. • Choice of investment plans. • Partial withdrawal permitted. • Safe custody of fixed deposit receipts. • Auto renewal possible. • Loan facility available.d) Recurring Account - ICICI Bank Recurring Deposits are an ideal way to invest smallamounts of money every month and end up with a large kitty on maturity. • High recurring billing and recurring payments can be a drain on your finances and hence large investments may seem a plan away. • The minimum balance of deposit is Rs.500 per month and thereafter in multiples of Rs.100. The tenure ranges from 6 months to a maximum period, recurring deposit of 3 months thereafter.ii) Loana) Home Loan- ICICI offers you the most convenient home loan plans to suit your needs.With so many attractive features in every type of home loan we offer, creating the home youalways wanted is no longer a distant dream. Some of our key benefits are: • Guidance through out the process • Home loan amounts suited to your needs • Home Loan tenure upto 20 years • Simplified documentation • Doorstep delivery of home loan papers
  34. 34. • Sanction approval without having selected a property. • Free Personal Accident Insurance (Terms & Conditions) • Insurance options for your home loan at attractive premiumb) Personal Loan - Key Benefits of ICICI BankPersonal Loan • Loan up to Rs. 10 lakhs • No security/guarantor required • Faster processing. • Minimum documentation • Attractive rates of interest • Flexible repayment option of 12-48 months c) Car Loan – ICICI offer loans up to 90% of the ex-showroom price of the car. Itsinterest rates would pleasantly surprise people. take up to 5 years to repay the loan.Car Loans with Fixed Interest Rates: ICICI Bank offers new car loans with fixed rate optiononly.iii) Carda)Debit Card - Wide Acceptability: Enjoy purchases across 3,50,000 shopping outlets inIndia and around 24 million outlets worldwide.Online Shopping: Buy anything online, and experience the convenience of your Debit Card.Reserve train, airline and movie tickets or buy gifts for loved ones. You can even pay yourelectricity, mobile phone and other bills online with the added security of Internet Bankinguser ID and password.
  35. 35. b)Commercial Card - ICICI Bank Commercial Cards have been designed as paymentsolutions for large & mid-sized organizations. A widely accepted concept internationally,Commercial Cards help to better streamline payment processes & thus increase efficiencies. Corporate Platinum & Purchase Card DriveTrack Card Gold Card2.NRI Bankinga) Money Transfer-Direct Debit (ACH) , Cheque Lock Box ,Web Wire Transfer , Donate2India , Wells Fargo ,Correspondent Banks ,Wire Transfer / SWIFT details , Foreign Currency Cheque , BranchBased Remittanceb)Bank Account – Fixed deposit,Saving account.3.Corporate Bankinga)Cash Management Service - Cash Management serves as the means to keep anorganisation functioning by making the best use of cash or liquid resources of theorganisation. At the same time, the organisations have the responsibility to use timely,reliable and comprehensive financial information systems. ICICI Banks Cash Management
  36. 36. Services offer a full range of receivables and payables services to meet your complex cashmanagement needs.b)Trade Service - ICICI Bank offers a wide range of trade services designed to meet a rangeof short term to medium term trade financing requirements so that your company can seizenew business opportunities whenever they arise. Customers can benefit from our streamlinedprocesses based on a sound technological backbone that are designed to provide best in classservice levels, and reduce the hassles associated with trade transactions.c)Current Account - A Current Account was normally associated with basic transactions suchas cash/ cheque deposit and withdrawal. With the introduction of technology, increasingcompetition and market expectations, banks have started offering a slew of services withcurrent account.d) Global Market - ICICI Bank offers innovative FX services & products to its clients, basedon its client’s unique requirements not only incorporating best practices followed globally butalso leveraging technology to deliver bespoke solutions and user- friendly experience.4.Business Bankingi)Transaction Banking & CMS a)Roaming Current account b)Prepaid Current Accountii)Business Loaniii)Trade Service5.Agri-Rural banki) Agri Corporate - CICI Bank recognises the role of prompt finance, and stable cashflowsfor a business.It offer a range of products tailored to your unique needs.
  37. 37. ii)Agri Trader Processor - ICICI Bank recognizes your key role in the Agricultural supplychain. ICICI Bank offers you financing options designed to service your specificrequirements.iii)Micro Banking - ICICI Bank has created products that are simple, convenient andlocally accessible so as to maximise your comfort.  Target market ICICI Bank decided to target India’s burgeoning middle class and corporates by offering a high level of customer service and efficiency. Target customer of ICICI bank are based on the transaction that take place between customer and bank.Generally based on product to whom it is targeted. As ICICI bank is private bank so it is having wide market segment. Target market also based on: i)Consumer Banking ii)Small & Medium Enterprises iii)Corporate Banking
  38. 38.  Marketing Strategy Serving the majority of the country’s populace, state owned banks had a large branch network, with minimal or no automation and little focus on service. Foreign banks, on the other hand, deployed high-end technology, had innovative product offerings, but had a very small branch network that serviced only corporates and individuals with high net-worth. Sensing an untapped opportunity, that rivaled the foreign banks, on a much larger scale, at a lower cost. A crucial aspect of this strategy was the emphasis on technology. ICICI Bank positioned itself as technology-savvy customer friendly bank. To support its technology focused strategy, ICICI Bank needed a robust technology platform that would help it achieve its business goals. After an intense evaluation of several global vendors, ICICI Bank identified Infosys as its technology partner and selected Finacle, the universal banking solution from Infosys, as its core banking platform. An open systems approach and low TCO (Total Cost of Ownership) were some of the key benefits Finacle offered the bank.
  39. 39. Marketing Strategy include:• Road Shows• Direct Marketing• Mass media inbound calls Comparative Analysis  ICICI Bank has earned a reputation in the market for extending quality services to the market vis-à-vis its competitors. It has earned a strong Brand name in banking in a very short span of time.  ICICI Bank has the highest number of linked branches in the country. The bank operates through a network of 450 BRANCHES AND over 1800 ATMs across India, thus enabling them to serve customer in better way.  ICICI bank will grow top line at more then HDFC bank but market pays for EPS growth though EPS growth in ICICI could be higher then HDFC Bank the latter had a kind of solidity in earnings and an assured 30% CAGR year after year for 10 years.  Lesser share in low-cost deposits,still to fix liability mix  Large retail portfolio may breed NPAs going forward  No promoters,shareholding quite scatterred  ICICI focus is more on Quantitaitve growth while HDFC focus id Qualitative quantity growth.  People of India have more trust on government or public sector bank as due to recession that took place in 2009,people become more concern about their hard earn money.  Interest that charge is also higher than Public sector bank.
  40. 40. 4.Marketing Mix Strategy • 7P’s of marketing mix of ICICI Bank are :1.Product : ICICI product include saving account,corporate banking,agro basedbanking,demat Services,Mobile Banking ,NRI Services,Debit card,Travel Card,Creditcard,Commercial Card,Debit Card and many other various product are provided in order tosatisfies the customer.2.Price : Pricing decision or decision related to interest and fee or commision charged bybanks are found instrumental in motivating or influencing the target market .pricing policy ofbank is considered as an important for raising the number of customer,Also the quality ofservice provided is closely linked with fee charge by bank.Bank is required to set two foldstrategyFirst strategy is concerned with interest and fee charged,second is related to interst paid ,sinceboth startegy pay vice versa : This component of marketing mix is related to offering of services.The services aresold through the branches.Two important decision making areas are: i)Making available the promised services to ultimate users ii) Selecting suitable place for bank branchThe safety and security provision should be equal for both the parties ,such as user andbankers.4. Promotion : Different components of promotion helps the bank profesional in promotingthe banking business.Advertising,Print media,Publicity,Sales promotion,Tele marketing.5.Process : all the major activities of ICICI follow RBI Guideline there has to be adherence tocertain rules and principles in bankingoperations.Standardisation,Customization,Simplicity,Customer involvement.
  41. 41. 6.Physical Evidence : Physical evidence is a material part of a service,there are no physicalattributes to services,so consumer tends to rely on material cues.Example of physical evidence: • Internet/Webpage • Paper work • Brochures • Furnishings • Business card • Employees dress code7.People : All people directly or indirectly are involve in consumption of services providedby bank,Knowledge worker,Employees,Management and other consumers often addsignificant value to total product or service offering.Employee of bank represent theorganization to customer.ICICI is conscious in its potential in internal marketing. ICICI aimin providingAnd enabling favourable environment to faster growth and learning of their employee.
  42. 42. 3 Dena BankD Dena Bank was founded by the family of Devkaran Nanjee under the name DevkaranNanjee Banking Company Ltd. It found its new name, Dena Bank Ltd. when it wasincorporated as a Public Company in Dec 1939. It is one of the most prestigious banks ofIndia having a good market share.  Product and Services offered i)Personal Banking ii)Corporate iii)NRI Desk iv)Priority and SME i)Personal banking – It offer services with a personal touch by reaching out to you invarious manners, one of them is through offering you a basket of our Deposit Schemes whichdelivers a strong return on all your personal savings and our Loan Schemes which providesthe required financial assistance in your times of need.Deposit SchemesDena Cash CertificateDena Maha Tax BachatLoan SchemesDena NiwasDena Vidya Laxmiii) Corporate Banking - Dena Bank provides financial assistance to the businessentities engaged in various activities of manufacturing, trading and service.
  43. 43. The Financial assistance is provided for setting up new projects, acquiring assets and also formeeting day to day working capital requirements of the constituents.These assistances aretermed as Long Term Finance & Short Term Finance respectively.Term FinanceTerm Loan/Finance covers funds required for acquiring means of production such as land,building and plant and machinery etc. These could be for setting up new projects orexpanding the present activities.Working Capital FinanceWorking Capital Finance (WCF) is extended for carrying out normal trading/ manufacturingactivities.The working capital finance is provided for a relatively shorter period generally fora period of 1 year and renewed on yearly basis considering the performance of the borrower.iii) NRI Desk - With over 1100 branches spread across the country, Dena Bank is yourideal banking partner if you are a Non-Resident Indian.International Division5th Floor, Dena Corporate Centre,C-10, G Block,Bandra-Kurla ComplexBandra [E].Mumbai- 400 051Tel : 91-22 2654 5576/77/78/79/80Fax: 91-22 2654 5581Email:- bank offers a range of sophisticated banking services by way of Any-branchbanking, Multi City cheque, Dena ATMs, Dena Cards, online remittance, Internet Banking,Mobile banking, Tele banking, Online utility Bill Payment, Value added Service throughATM, Kiosks and many more.With over 1100 branches across the country, we are always ready to serve our customers, andto offer them the best of the technology-enabled banking products and services.
  44. 44. i)Core Banking Solutionii)Delivery Channelsiii)Dena ATMiv)Dena BillPay  Target Market The Customers shall not disclose to any other person, in any manner whatsoever, any information relating to Dena Bank or its group companies of a confidential nature obtained in the course of availing the services through the website. Failure to comply with this obligation shall be deemed a serious breach of the terms herein and shall entitle Dena Bank or its group companies to terminate the services, without prejudice to any damages, to which the customer may be entitled otherwise. Dena bank target the customer on the basis of services which customer avail. Customer tareget on basis of : i)Personal Banking ii)Corporate banking iii)NRI Banking Business Segments i)Corporate linked business ii)Cluster Banking Group iii)Business Banking Group  Marketing StrategyMarketing strategy include safeguard, according to strict standards of security and
  45. 45. confidentiality, any information that customers share with bank.• Bank limit the collection and use of customer information to the minimum required todeliver superior service to our customers, which includes advising their customers aboutproducts, services and other opportunities, and to administer their business.• Bank only authorized employees, who are trained in the proper handling of customerinformation, to have access to that information. Employees who violate bank Privacy Promisewill be subject to their normal disciplinary process.With recession departing away from away global economy, opportunities are slowlyemerging in emerging markets. Since emerging markets, except China, were less dependingupon US forgrowth; are first to come out of recession eclipse.Growth opportunities in banking, especially retail segment is set to witness fast growth due tohigh consumption. The higher growth of retail lending in emerging economies is attributableto fast growth of personal wealth, favourable demographic profile, rapid development ininformation technology, the conducive macro-economic environment,financial marketreforms, and several micro-level supply side factors.  Comparative Analysis  Dena Bank has widespread branch network with 1135 branches (1150 Sep30, 07), with major concentration in Gujarat, Maharashtra and Chattisgarh;43.26% of branches are located in rural areas.  Bank has achieved 100% computerisation covering 98.5% of business,however, bank is late on implementing Core Banking Solution (CBS) withonly 35 branches covered under the same.  Government’s stake in bank is at low of 51%and hence no equity dilution possible innear future; however bank has other options
  46. 46.  Existing high level of NPAs  Lower business per branch  Potential acquisition/merger considering improving financial health  Improving Employee productivity and business per branch  Significant improvement in asset quality  Marketing Mix Strategy 7P’s Marketing mix1.Product : ,demat Services,Mobile Banking ,NRI Services,Debit card,Travel Card,Creditcard,Commercial Card,Debit Card and many other various product are provided in order tosatisfies the customer.2.Price : The bank has successfully leveraged the power of Finacle and has deployed thesolution in the areas of core banking, consumer e-banking, corporate e-banking and CRM.With Finacle, Dena Bank has also gained the flexibility to easily develop new productstargeted at specific segments such as Dena Bank Young Stars- a product targeting children,Womens Account addressing working women and Bank@campus targeting students.The rate of interest is regulated by Rbi and other charges are controlled by IBA.3.Place : This component of marketing mix is related to offering of services.The services aresold through the branches.Two important decision making areas are: i)Making available the promised services to ultimate users ii) Selecting suitable place for bank branchThe safety and security provision should be equal for both the parties ,such as user andbankers.4. promotion :i)Advertising: Television, radio, movies, theatres. Dena Bank uses this component of thepromotion mix with the motto of informing, sensing and persuading the customers. Theadvertising professionals bear the responsibility of making the appeals, slogans, messages
  47. 47. more creative.ii)Print media:Hoardings, newspaper, magazines. There are a number of devices to advertise,such as broadcast media, telecast media and the print mediaiii)Publicity:road shows, campus visits, sandwich man, Sponsorshipiv) Personal selling:Cross-sale (selling at competitors place),personalized Service. Thepersonal selling is found instrumental in promoting the banking business. It is just a processof communication in which an individual exercise his/her personal potentials, tact, skill andability to influence the impulse buying of the customers. Since Dena bank gets immediatefeedback, the personal selling activities energies the process of communication veryeffectively.5. Process Mix :Standardization:Dena bank has got standardized procedures got typical transactions. In factnot only all the branches of a single-bank, but all thebanks have some standardization inthem. This is because of the rules they are subject to. Besides this, each of the banks has itsstandard forms,Customization: There are specialty counters at each branch to deal with customers of aparticular scheme. Besides this the customers can select their deposit period among theavailable alternatives.Number of steps:Numbers of steps are usually specified and a specific pattern is follotheyd tominimize time taken.Customer involvement: ATM does not involve any bank employees. Besides, during usualbank transactions, there is definite customer involvement at some or the other place becauseof the money matters and signature requires.6.Physical Evidence : The physical evidences also include signage, reports, punch lines, other
  48. 48. tangibles, employee’s dress code etc.Signage:each and every bank has its logo by which a person can identify the company. Thussuch signage is significant for creating visualization and corporate identity.Financial reports:The Company’s financial reports are issued to the customers to emphasis orcredibility.Tangibles:bank gives pens, writing pads to the internal customers. Even the passbooks,chequebooks, etc reduce the inherent intangibility of services.Punch lines:punch lines or the corporate statement depict the philosophy and attitude of thebank. Banks have influential punch lines to attract the customers.7.People : In a bank organization, employees are essentially the contact personnel withcustomer. Therefore, an employee plays an important role in the marketing operations of aservice organisation. To realize its potential in bank marketing.
  49. 49. 4. HSBC Bank (MNC’s)HSBC Bank Ahmedabad offers a wide range of personal financial services which includepersonal banking as well as deposit products. It is also involved in the bullion businessthrough its office in the city. HSBC Ahmedabad has 2 branches and the same number ofATMs in the city. HSBC in Ahmedabad is an international bank and provides world classoptions in banking arena.Common Customer Care no. for HSBC Bank Ahmedabad:98982 72424 Phone no. for HSBC Indis Credit Card for Ahmedabad: 98983 77373.Branches addresses of HSBC Ahmedabad:Mardia Plaza, CG Road, Ahmedabad – 380 006Email: Tower, Drive-In Road, Ahmedabad – 380 054  Product and Services OfferedHSBC Bank in Ahmedabad provides a huge range of services to its customers – it rangesfrom personal banking, business banking, corporate banking as well as NRI services.HSBC bank provides: • Credit cards and Debit cards • Savings and Current Accounts along with fixed Deposits facility • Loan facilities like Home Loans, Car loans, Personal loans.
  50. 50. • Insurance services like health insurance, medical insurance, retirement plans. • Mutual Funds and Forex services. • Investment services • Internet and Self service banking. • Application forms are available online to download for availing various services of the bank.The bank also provides the needed products and services that meet your business needs. Itprovides a zero balance 24/7 current account for your business.For business solutions, HSBC Bank Ahmedabad provides: • Business Credit – This is an overdraft without security at concessional rates. • It also provides commercial banking. • Services like cash management and factoring solutions are provided • Global trade solutions are offered to get a edge in the competitive markets of today. • Foreign exchange services provide information on global markets 24/7NRI Banking services at HSBC Ahmdebad include: • NRI banking services are available in Canada, UK, USA, UAE, Singapore and Hong Kong. • Free Remittance to India is available. • Online remittance demo is provided so that customers can self service.Special attention is given on the security and the transactions through the ban’s portal are100% secure and trustworthy.Ref :  Target Market Bank Economi has a strong presence in the small- and medium-enterprise (SME) loan market, complementing HSBCs portfolio of banking services to retail and commercial clients, international corporations, state-owned enterprises and Islamic
  51. 51. customers. The acquisition is further evidence of HSBCs strategy to expand in emerging market economies and follows recent investments in Vietnam, Taiwan and India. HSBC targets mid-market segment in Hong Kong with personal bankingserviceHong Kong will be among the first markets globally to launch HSBC Advance. Goingforward, HSBC plans to offer the service in 39 countries and territories within the year.  Marketing StrategyMarketing is based on identifying and satisfying customers needs - profitably. Itencompasses market research, pricing, promotion, distribution, selling, customer care, andmuch more.This briefing will help to plan and monitor banks marketing. It covers: 1. The basic objectives of all marketing. 2. Reviewing market. 3. Creating a marketing strategy. 4. Setting out marketing action plan.1.Basic marketing objectives of HSBC • retain existing customers, • customers make larger purchases. • customers purchase more products from given range • win new customers.2.Reviewing market • Identify user of product • What users value more in product
  52. 52. • How to reach to customer3.SWOT Analysis Identify strenght ,Weakness,Opportunity and Threat.4. Marketing action plan • Knowing purchase cycle of customer • Plan promotion  Comparative Analysis • Interests are concentrated in Europe and Asia and to a lesser extent North America(United States). Profits are almost equally divided between theCorporate, Commercial and Personal banking lines of business. • HSBC has a greater and perhaps increasing dependence upon emerging and less developed markets than many of its major global competitors. The $1.1 billion writedown in 2001 being the most recent example. • HSBC stated aim is to be the World’s Leading Financial Services Company (Bond). This requires HSBC to transform itself from a global bank to a more diversified global financial services company such as Citibank.  Marketing Mix Strategy 7P’s Marketing Mix 1.Product : Savings Account: HSBC Bank offers a Savings Account with a host ofconvenient features and banking channels to transact through, without the stress of waiting inqueues.Business Card: The HSBC Bank Business Card aimed for large scale business , TheBusiness card is a smart alternative to cheques, cash, and personal credit cards. With itspurchasing convenience, cost savings, available credit, and detailed reporting facilities, the
  53. 53. HSBC Bank Business Credit Card offers what ytheir business needs to stay on top.Travel Card,debit card,Commercial card and many more product.2.Price : The pricing decisions or the decisions related to interest and fee or commissioncharged by banks are found instrumental in motivating or influencing the target market.Pricemuct be decided by proper care as it is important that banks attempt to establish a correlationbetween two parties. It is essential that both the buyers as well as the sellers have feeling ofwinning.3.Place : HSBC ATM centers in Ahmedabad. C.G. Road Address Mardia Plaza, C.G.Road, Ahmedabad 380 006.4.Promotion : The different components of promotion help bank professionals inpromotion the banking business.Advertising,Print Media,Publicity,Sales promotion,Personal selling.5.Process Mix : The activities have been segregated into various departments accordinglyThere are certain rules and regulation according to that all the work in bank is carried out.6.Physical Evidence : Physical evidence is the material part of a service. Strictlyspeaking there are no physical attributes to a service, so a consumer tends to rely on materialcues.Signage:each and every bank has its logo by which a person can identify the company. Thussuch signage is significant for creating visualization and corporate identity.Employee dress code also included in physical evidence mix.7.People : All people directly or indirectly involved in the consumption of banking servicesare an important part of the extended marketing mix. Knowledge Workers, Employees,
  54. 54. Management and other Consumers often add significant value to the total product or serviceoffering.Current News regarding HSBC-----2 March 2010-HSBC hires new Global Head of EquityCapital Markets 25 Feb 2010- HSBC announces senior appointment for Islamic Finance inGlobal Markets5. Kalupur Commercial Bank (Co operative) The Kalupur Commercial Co-operative Bank Limited is the first Ahmedabad based Co.Operative bank to work as a Depository Participant (DP) of National Securities DepositoryLimited (NSDL). It now offers to its customers a whole range of Depository services through24 branches. Product and Services Bank is providing demat services to their saving / current account holder wherein
  55. 55. the client will have to maintain minimum / adequate balance specified by the bank from time to time. Products Current account Saving Account Fixed deposit Recurring account Commercial Vehicle Loan 13.5% Goods loan Housing loan Property loan etcServicesDemate services -Demat account can be opened either singly or with one or more jointapplicants. Any number of accounts can be opened with the DP or with different DPs. Withopening of account the client gets identification number called "Client ID". At the time ofopening accounts, "in person" verification needs to be carried out for all the holders. Direct tax payment - direct tax is one which is demanded from the very persons who
  56. 56. it is ... "The best general rule is to look to the time of payment and if at the time the other way round A tax demanded from the very persons who it is intended or desired should pay it. Electronic clearing services - It is a mode of electronic funds transfer from one bank account to another bank account using the services of a Clearing House. Mobile Phone Banking. Target Market • Kalupur bank generally target local customer get many special benefit allong with other normal services. The Customers shall not disclose to any other person, in any manner whatsoever, any information relating to Dena Bank or its group companies of a confidential nature obtained in the course of availing the services through the website. Failure to comply with this obligation shall be deemed a serious breach of the terms herein and shall entitle Dena Bank or its group companies to terminate the services, without prejudice to any damages, to which the customer may be entitled otherwise. • Before selecting market segment,market research is to be done various methods are used in order to know the need and demand of customer. • Earlier, our customers had to approach other banks for overseas financial transactions and avail of other international banking services. However, with the RBI’s approval our customers need not approach other banks for their overseas business related banking services. It will also help bank increase its business,” Marketing Strategy Kalupur Commercial Co-operative Bank (KCCB) has become the first Gujarat co- operative bank to foray into bancassurance after it signed a deal with Max New . The Reserve Bank of India (RBI) has allowed Ahmedabad-based Kalupur Commercial Bank to deal in foreign exchange reserve (Forex) business. Kalupur
  57. 57. Commercial is the fourth co-operative bank in the country to get RBI approval for dealing in forex business. As a result, the bank will be able to deal in the export and import business, issue letters of credit and foreign drafts and buy and sell foreign exchange reserves. The bank will roll out a separate division for the forex business and it will also apply for the membership of Foreign Exchange Dealers.  Comparative analysis • Government Owned: Government owns 60% stake in Kalupur Bank . This gives kalupur bank an edge over private banks in terms of customer security. • Low Transition Costs Kalupu commercial bank offers very low transition costs which attracts small customers. • Modernisation: Kalupur lags with respect to private players in terms of modernisation of its processes, infrastructure, centralisation, etc. • Delay in technology up gradation could result in loss of market shares.  Marketing Mix Strategy1. Product : demat Services,Mobile Banking ,NRI Services,Debit card,Travel Card,Creditcard,Commercial Card,Debit Card and many other various product are provided in order tosatisfies the customer.2. Price : Although competing on price is as old as mankind, the consumer is often still sensitive for pricediscounts and special offers. Price has also an irrational side: something that is expensive must be good.Permanently competing on price is for many banks not a very sensible approach. Price or Charges foropening senior citizen account are discounted.
  58. 58. 3.Place : Location of kalupur bank in ahmedabad The Kalupur Commercial Co.Op.Bank Ltd. Branch Name. S.m.road. Address. ArjunTower, Opp, Jay Shefali Row House, Satellite Road. City. Ahmedabad.Location of bankshould be at right place so that customer can get benefit of it.4.Promotion : Ther are different promotional component which includeAdvertisement,hoardings,print media,newspaper add,display of pamplate at various branch.5.Process : Every transaction that take place in kalupur bank are done under certain rules andregulation which are set up by RBI.6.Physical Evidence : All the Kalupur branches have different department s for query resolution and eventhe name and designation of employee who solve the problem is mention on his/her desk so it is so easy fora customer to recognize.Environment of Kalupur is helpful but some time people did’nt respond to queryof particular person.7.People : : In a bank organization, employees are essentially the contact personnel withcustomer. Therefore, an employee plays an important role in the marketing operations of aservice organisation. To realize its potential in bank marketing.
  59. 59. FINANCIAL SERVICESKey Players of Financial Services1.Export and Import Bank (EX-IM Bank)2. National Bank for agriculture and Ruraldevelopment (NABARD Bank)3. National Housing Bank (NHB)4.Industrial Finance Corporation of India(IFCI)5.Small Industries Development Bank of
  60. 60. India (SIDBI)1. Exim-BankExim Bank, as part of its agri business initiative, has been endeavouring to assist exports ofproducts from rural and small and medium enterprises (SMEs). Towards this end, the Bankhas assisted exports of honey, financed setting up of food processing plants in select states,exports of dried flowers, medicinal plants, etc., where the SMEs supported have developedbackward linkages with farmers / rural poor for procurement of raw materials.It was with this objective that Bank took up a new initiative in seeking to provideinternational market access to products from rural grassroot enterprises.Product and Services offered  Producti)Working Capital Guarantee : Ex-Im Banks working capital financing enables U.S.exporters to obtain loans that facilitate the export of goods or services. These working capital
  61. 61. loans, made by commercial lenders and backed by our guarantee, provide you with theliquidity to accept new business, grow your international sales and compete more effectivelyin the international marketplace. • Fulfill export sales orders • Turn export-related inventory and accounts receivable into cash • Expand access to financingSize: There is no minimum or maximum transaction amount.Coverage: Ex-Im Bank generally guarantees 90% of the bank loan, including principal andinterest.Delegated Authority Lenders: Our pre-qualified commercial lender partners, working underEx-Im Bank’s delegated authority, can expedite the loan process by committing ourguarantee without prior Ex-Im Bank approval. Most of Ex-Im Bank’s working capitalguarantees are provided through these lenders.Repayment Terms: Typically, loan terms are for one year but can be up to three years. Theloan can be either transaction-specific or revolving.Collateral: These guaranteed working capital loans are secured by export-related accountsreceivable and inventory (including work-in-process) tied to an export order. For letters ofcredit issued under the guaranteed loan, we only require collateral for 25% of the value of theletter of credit.2.Export credit Insurance : Ex-Im Bank’s export credit insurance allows you toincrease your export sales by limiting your international risk, offering credit to yourinternational buyers, and enabling you to access working capital funds. i)Small Business Export Credit Insurance Policy - The policy is a special product forsmall, financially viable businesses that are new to exporting, or have only occasionallyexported. It can help increase an exporters international sales by extending competitive credit
  62. 62. terms while minimizing risks, and is valuable as a: • Eligible products must have at least 51% U.S. content, including labor but excluding mark-up. Eligible services must be performed by US-based personnel. • The policy insures all shipments on credit terms (including documentary credits, unconfirmed letters of credit and open account) to all eligible countries during the policy period, generally one year. The policy may be renewed annually. • Credit terms up to 180 days; exceptionally up to 360 days for qualifying transactions (such as capital equipment and bulk, unprocessed agricultural commodities). • Excluded from coverage are confirmed letters of credit, cash-in-advance sales, and certain military and defense-related items. • Special incentives are offered for small business exporters of specified environmentally related products and services.ii)Foreign Dealer Insurance policyForeign dealerships are a strategic distribution channel for U.S.-manufactured machinery,equipment and spare parts. The Foreign Dealer Insurance Policy is designed to provideflexible, competitive support for financing the capital goods exports of small, medium andlarge U.S. manufacturers through foreign dealerships.The unique feature of this insurance policy is its ability to cover "floor plan/rollover"financing. This form of financing combines short-term financing of inventory acquired forresale with the option to rollover (i.e., to refinance) that financing for a longer term in orderto better match the dealers financing requirements. The Foreign Dealer Insurance Policy iscurrently available to financial institutions; a supplier credit version for exporters is plannedfor a later date.3.Loan Guaranteee - Ex-Im Bank assists exporters by guaranteeing term financing tocreditworthy international buyers, both private and public sector, for purchases of U.S. goodsand services. With Ex-Im Bank’s loan guarantee, international buyers are able to obtain
  63. 63. competitive term financing from lenders when financing is otherwise not available or thereare no economically viable interest rates on terms over one-to-two years.i) Project and Structure FinanceEx-Im Bank offers a range of financing solutions for U.S. exporters and their internationalcustomers. Limited recourse (project) and structured financing are two options that offermaximum flexibility for project sponsors and help U.S. exporters compete globally in naturalresource and infrastructure sectors.Ex-Im Bank can consider limited recourse project financing in most countries and has nocountry or project dollar limits.In either project or structured finance, Ex-Im Bank has two primary goals: • To maximize U.S. company participation in the transaction in order to support U.S. jobs; and • To lend responsibly into creditworthy projects in order to protect the interests of our "shareholders," the U.S. taxpayers.4.Finance Lease Guarantee :Ex-Im Bank supports competitive medium-term financing structured as finance leases inaddition to financing structured as installment loans. Support of lease financing is importantsince some foreign buyers of U.S. capital goods prefer lease financing as an alternative totraditional installment loans. Ex-Im Bank will guarantee lease financing of U.S. goods andservices to creditworthy international lessees, both private and public sector, when financing
  64. 64. is otherwise not available or applicable interest rates are not economically viable.5.Direct Loan : Ex-Im Bank assists exporters by providing fixed-rate loans tocreditworthy international buyers, both private and public sector, for purchases of U.S. goodsand services.Benefits • Enables international buyers to obtain loans from Ex-Im Bank • Medium-term and long-term financing available.  Services 1.Export Services-Exim Bank offers a diverse range of information advisory and support services, which enable exporters to evaluate international risks, exploit export opportunities and improve competitiveness.2.Rural initiatives : A country like India, with a large (70%) rural population, creation ofexport capability in rural grassroot enterprise is a must. Globalisation will be successful andacceptable only if benefits reach the rural population.Exim Banks experience in working with NGOs/SHGs and rural enterprises is encouraging.Exim Bank, leveraging its presence in both India as well as overseas, is facilitating linkagebetween rural grassroot enterprises and corporates and with overseas buyers and agencieswith the objective of bringing the benefits of globalisation to the rural population.3.Film Finance : The Bank has till date sanctioned loans more than Rs 33.15 crores for
  65. 65. film production. The first three films financed by Exim Bank have been commerciallysuccessful across India and overseas markets.Films financed by Exim BankReleased • Honeymoon Travels Pvt. Ltd. • Kabul Express • Dhoom -2 • Don - The Chase Begins Again • Fanaa • Bunty Aur Babli • Veer Zaara • The Rising • Dhoom • Hum Tum • Cheeni Kum 4. Overseas Investement Finance4 Finance for Indian Companys equity participation in the overseas Joint Venture (JV)/Wholly Owned Subsidiary (WOS)W Direct Finance (Term & Working Capital) to the overseas JV / WOSW Finance (for equity/debt component) for acquisition of overseas businesses / companiesincluding leveraged buy-outs including structured financing options
  66. 66.  Target Market Exim Bank Target the Brand: 1.Global Level • Exporting to North America • Large global major from North America • Indian Companies are investing in North America and Europe 2. Regional Level Investing in Asia and far East asia Pacific 3.Domestic Level Large domestic market Exports is small proportion of total Indian market size Marketing Strategy Exim Bank has signed a Memorandum of Cooperation with Uravu (an NGO involved in employment generation programs in the bamboo sector for tribal & poor families in Waynad, Kerala) to provide larger visibility to bamboo-based handicraft products. Exim Bank has signed Memorandum Of Cooperation with BASIX, Hyderabad. BASIX promotes development for the rural poor and women, mainly through
  67. 67. Micro-credit and Micro Finance. Exim Bank recently launched an ‘Export Marketing Services’ programme • Seeks to help Indian SME sector to establish their products overseas and enter new markets through Exim’s overseas offices and MOU partner network • No upfront fees, but operates on success-fee basis Eximius Centres of Learning in Bangalore/ Pune/ Ahmedabad – for knowledgebuilding & capacity creation for SMEs • Set up to organise seminars and workshops for the benefit of exporting companies, particularly SMEs • Exim Banks joint venture company, Global Trade Finance Limited, Mumbai (joint venture with IFC and FIM Bank) offers export factoring services to SME exporters  Marketing Mix Strategy 1.Product : Loan to Foreign government,financial institution,loan to commercial banks,Export credit insurance, buyers credit, lines of credit, relending facility, export bills rediscounting, and various financial services are provided by Exim bank to expand the market 2.Price : The projects that Ex-Im Bank undertake requires, either in conjunction with other lenders or for its own use, the advice of independent outside legal counsel, independent engineers, and insurance advisors. In addition, there may be other fees associated with conducting proper due diligence. Payment for these and any other fees will be the responsibility of the project sponsors or the applicant.Price framed for any services provided by Exim bank must be affordable to potential customer. 3.Place :Location of bank is an important component of marketing mix strategy.Inahmedabad it is situated at :
  68. 68. Import Export Exim Bank 1st Floor, Sakar-2 Ellisbridge, Ahmedabad, Gujarat 380009 079 26576843 4.Promotion :promotion activity include Advertisement,posters display at banknewspaper ,television as a media used for advertisement,hoardings,tele marketingetc are theform through which bank can meke people get aware of product that comes in market. 5.Process : As Exim bank is totally government owned so every process is done as percertain rules and regulations ,which are set-up under Regulation Act. 6.People :Employee working in bank are directly and indirectly related to progress oforganization,people in bank must be co-operative and always ready to help. 7.Physical Evidence : Physical evidence is the material part of a service. Strictly speakingthere are no physical attributes to a service, so a consumer tends to rely on material cues.2. National Bank for