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Original sherkhan1011111

  1. 1. A Project On Customer Acquisition At BY JAGAT DAVE (11) HARSHAD MAKWANA (23) IQBAL MANSURI (24)
  2. 2. Objective : <ul><li>Primary Objective : Acquiring customers for online trading at ShareKhan. </li></ul><ul><li>Secondary objective : Study online trading and Indian stock market. </li></ul>
  3. 3. Methods Adopted For Customer Acquisition : <ul><li>Cold Calling </li></ul><ul><li>Working On Leads </li></ul><ul><li>References </li></ul>
  4. 4. Prospects : <ul><li>People trading in stock market </li></ul><ul><li>New entrants </li></ul><ul><li>Unsatisfied customers of competitors </li></ul><ul><li>HNI (High Networth Individual) </li></ul>
  5. 5. What we need to explain ? <ul><li>About Sharekhan </li></ul><ul><li>Benefits of Investing in Stock Market </li></ul><ul><li>Product Specific </li></ul><ul><li>Research of Sharekhan </li></ul>
  6. 6. About SSKI : <ul><li>Founded 1922 - India’s oldest brokerage House </li></ul><ul><li>Founding member of The Stock Exchange, Mumbai </li></ul><ul><li>It has mainly three business </li></ul><ul><li>institutional Broking </li></ul><ul><li>Investment B an king </li></ul><ul><li>Retail Broking </li></ul>
  7. 7. About Sharekhan: <ul><li>Retail Broking arm of SSKI </li></ul><ul><li>Services offered </li></ul><ul><li>Equity Trading </li></ul><ul><li>Derivative Trading </li></ul><ul><li>Commodity Trading </li></ul><ul><li>Depository Services </li></ul><ul><li>Customised Research </li></ul>
  8. 8. About Sharekhan: COVERAGE Largest chain of 280 share Shops Covers 123 cities 17 states across India
  9. 9. Achievements : <ul><li>Winner of CNBC - Awaaz consumer award for ‘Most preferred stock broking house’ in 2005 </li></ul><ul><li>Winner of Chip magazine’s ‘Best Financial Website Award’ in 2001 </li></ul>
  10. 10. Benefits Of Investing In Stock Market : <ul><li>Average Bank FD return 5-6% </li></ul><ul><li>Average Post Office return 7-9% </li></ul><ul><li>Average Mutual Fund return 20-30% </li></ul>
  11. 11. Product Specific : <ul><li>Online/Offline trading account </li></ul><ul><li>3-in-1 concept, which integrates </li></ul><ul><ul><li>Trading Account </li></ul></ul><ul><ul><li>Demat Account </li></ul></ul><ul><ul><li>Linking with the Savings account </li></ul></ul><ul><li>Exposure : 4 times of Deposit </li></ul>
  12. 12. Product Classification : <ul><li>Mainly 2 types Product Offers : </li></ul><ul><li>1. CLASSIC ACCOUNT </li></ul><ul><ul><li>For Retail Investors </li></ul></ul><ul><ul><li>Trade through websites </li></ul></ul><ul><ul><li>JAVA BASED APPLET Terminal </li></ul></ul><ul><ul><li>For Cash and derivatives market </li></ul></ul><ul><ul><li>Lifetime Registration Fees – Rs. 750/- </li></ul></ul><ul><ul><li>Demat Account Charges – 300/- p.a. </li></ul></ul>
  13. 14. Product Classification : <ul><ul><li>2. SPEED TRADE ACCOUNT </li></ul></ul><ul><ul><li>For, HNI customers </li></ul></ul><ul><ul><li>Single Screen Trading Terminal </li></ul></ul><ul><ul><li>Internet based application </li></ul></ul><ul><ul><li>Live Tic by Tic Technical charts </li></ul></ul><ul><ul><li>Advice available on terminal itself </li></ul></ul><ul><ul><li>Lifetime Registration Fees – Rs. 1000/- </li></ul></ul><ul><ul><li>Minimum Brokerage Requirement - Rs.1000/- p.m. </li></ul></ul>
  14. 15. Features : <ul><li>NSE terminal </li></ul><ul><li>Bank Affiliation </li></ul><ul><li>Instant Credit And Transfer </li></ul><ul><li>After Hour Orders </li></ul><ul><li>Timely Advice </li></ul><ul><ul><li>On the website </li></ul></ul><ul><ul><li>Via email </li></ul></ul><ul><ul><li>Print magazine </li></ul></ul><ul><ul><li>SMSTic By Tic Price Fluctuations </li></ul></ul><ul><li>Dial-n-trade </li></ul><ul><ul><li>IT-enabled Call Centre </li></ul></ul><ul><li>No Incoming & Outgoing Demat Charges </li></ul>
  15. 16. Brokerage Structure : 0.02% 0.10% Sell 0.10% 0.50% Sell Buy Buy 0.10% 0.10% Derivatives 0.50% 0.10% Cash Next day sq off Same day sq off
  16. 17. Research of Sharekhan : <ul><li>categories companies into six clusters to help you identify the stocks that fit your time horizons and return objectives the best. </li></ul><ul><li>Evergreen </li></ul><ul><li>Applegreen </li></ul><ul><li>Emerging Star </li></ul><ul><li>Ugly Duckling </li></ul><ul><li>Vulture’s Pick </li></ul><ul><li>Cannonball </li></ul>
  17. 18. What We Achieved : <ul><li>Target : 30 customers </li></ul><ul><li>Met 300 Prospects </li></ul><ul><li>Acquired 24 customers </li></ul><ul><li>From Cold calling – 8 </li></ul><ul><li>From Leads – 10 </li></ul><ul><li>From References - 6 </li></ul>
  18. 19. What We Learned : <ul><li>Basics of Stock market </li></ul><ul><li>Stock market working </li></ul><ul><li>Online Trading Mechanism </li></ul><ul><li>Selling Skills </li></ul><ul><li>Providing After Sales Service </li></ul>
  19. 20. Recommendations: <ul><li>Maintain Customer Relationship </li></ul><ul><li>Enlarge Customer convenience </li></ul><ul><li>Provide Online Pledging </li></ul><ul><li>Simplify the acc ount opening procedure </li></ul><ul><li>Provide Online demonstration </li></ul>
  20. 21. <ul><li>Thank You </li></ul>

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