2. COMPANY OVERVIEW
CHOLAMANDALAM
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The Company, was incorporated on August 17, 1978, as a public
limited company under the name of “Cholamandalam Investment and Finance
Limited”. Cholamandalam Financial Services Group is a pan- Indian, composite
financial services provider. It comprises the parent company, Cholamandalam
Finanace Limited (CFL), and its subsidiaries and associates Cholamandalam
Distribution Limited, Cholamandalam Asset Management Company Limited and
Cholamandalam Securities Limited. The shares of CFL are listed in the
Mumbai(BSE) and National (NSE) Stock Exchange.
In 1993-94 Cholamandalam Investment and Finance Company ventured
into vehicle finance operations. It has since then continuously augmented
its product range and geographical presence. They have a total asset base of Rs.
17,000 crores as on March 31, 2010 (including assets securitized and assigned) out
of that Cholamandalam has around 1700 crores. They were registered as a
deposit taking NBFC, and in December 2006 it converted into a non-deposit taking
NBFC. They currently enjoy LAA rating for debentures and subordinated
debt programme, MAA+ rating for fixed deposits and A1+ rating for Short Term
debt programme from ICRA; AA rating for fixed deposits and P1+ rating for short
term debt programme from CRISIL and AA (Ind) rating for subordinated debt
programme from FITCH .
3. • The Group has forged strong joint venture alliances with leading
international companies like DBS Bank, Mitsui Sumitomo, Cargill,
Roca and Group Chimique Tunisien has consolidated its status as
one of the fastest growing diversified business houses in India.
• Cholamandalam was a venture between Development Bank Of
Singapore (DBS) and Cholamandalam Finance of Murugappa Group
India. On 30 March.2010 Cholamandalam acquired its stake back
from DBS. DBS sold its 37.5 percent stake in Cholamandalam DBS
Finance in a deal worth 3.76 billion rupees. The deal price of 91
rupees ($2) for each Cholamandalam DBS share with a premium of
1.2 percent was agreed.
• L&T had bought 100% stake in Cholamandalam Asset Management
Ltd. on 29,Sept 2009 for 45 crores.
5. (A) WORK PROFILE (ROLE AND RESPONSIBILITIES)
SALES TRAINEE/EXECUTIVE/OFFICER
• I was recruited, as a Sales Officer in Cholamandalam MS GIC LTD.It is Corporate selling of nonLife Insurance products. It is totally Field work which is called direct selling. My role is to fix
an appointment with client company’s Account, HR and General Managers. And collect
information about insurance. If it is already insured then my role is to get information about
present Insurer, Total Sum Insurance Premium and total Coverage etc.And If still it is not
insured, than my role is to offer proposal, get detail of Sum-insurance and Desired coverage.
• I have conducted a Researched based of Office Insurance products in Karnal. My target was IT
and non-IT, Software companies and Commercial building having Offices.
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As a Sales Officer my responsibilities were as under:
Lead Generation
Fix an appointment with Managers (Clients)
Making presentation with USM
Cold Calling
Prepare Database of new clients
Conduct surveys in different segment
Setting a goal and Achieve monthly targets
Getting feedback from existing clients
6. (B) DESCRIPTION OF LIVE EXPERIENCES
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This working experience has helped me a lot in understanding the corporate world
and I came to know the meaning of sales and marketing. Each and every thing you
can take, there are two responses (experience) which I got from the market or
field work: Positive and Negative.
How to work in a corporate world and how can we survive in corporate fields-that
all types of practical and theoretical knowledge we can get from corporate
activities. We must have to learn about customers’ requirement, what and which
type of customer have to expect their need or requirements. This working
experience also helped me in improving communication and presentation skills.
Some of these are:
Real exposure to the corporate world which helped me a lot in understanding the
mind set of executives to a certain extent.
Learned about customer requirements, customer mind set how to convince others
and many.
It helped me in improving my communication skills, presentation skills and how to
behave in front of corporate executives.
Apart from these positive experiences I faced certain problems too which I
would like to discuss here.
It was quite difficult in the beginning to cope with both college studies and job.
8. RESEARCH METHODOLOGY
• Primary data:
The data was collected by using questionnaire and
structured direct interviews, which were separately
conducted to know the market awareness and market
potential.
• Secondary data:
The secondary data was collected from the company
reports, broaches, manuals, text books and Internet. The
customer of 20 respondents was provided by the company
for assessing the service provided by a company.
9. OBJECTIVES
• To find out the customer awareness level for office
insurance products.
• To assess the effectiveness of company service.
• To make an independent assessment of the magnitude
of the market potential in the light of the competitive
scenario.
• To suggest remedial measures to exploit the market
potential.
10. 1. Are you aware of Office insurance?
Particul
ars
No. Of
respondents
Percentages
Yes
67
83.75
No
0
0
Little Bit
13
16.25
Total
80
100
No. of respondents
Yes
No
Little Bit
12. 2. If Yes, How do you come to know
about Office Insurance?
Media
No. Of
Respondents
Percentages
TV
40
50
News Paper
19
23.75
Agents
21
26.25
Total
80
100
No. of Respondents
TV
News Paper
Agents
13. 3. Which factor is important in your
eye for purchasing insurance policy?
Factors
No. Of
Respondents
Percentages
Company
43
53.75
Premium
17
21.25
Service
20
25
Total
80
100
14. 4. How many employees are there in
your office?
Employees
No. Of
Respondents
Percentages
More Than 5
53
66.25
More Than 10
17
21.25
More Than 20
10
12.5
Total
80
100
No. of Respondents
More Than 5
More Than 10
More Than 20
15. 5. Would you like to have Office
insurance?
Particulars
No. Of
Respondents
Percentages
Yes
20
25
No
60
75
Total
80
100
80
70
60
50
Yes
40
No
30
20
10
0
No. of Respondents
Percentages
16. 6. If yes, Which Company Services do
you prefer to avail?
Company
No. Of
Respondents
Percentages
CHOLAMANDALAM
MS
6
30
HDFC Chubb
0
0
New India
7
35
Oriental
3
15
United India
4
20
20
100
Total
No. of Respondents
More Than 5
More Than 10
More Than 20
17. 7. Which type of insurance policy you
would like to have?
Type
No. Of Respondents Percentages
Yearly Renewal
17
3
Total
15
20
Auto Renewal
85
100
90
80
70
60
50
Yearly Renewal
40
Auto Renewal
30
20
10
0
1
2
18. 8. Which product services you are
planning to avail?
Product Services
No. Of Respondents
Fire Insurance
Percentages
10
50
Electronic Insurance
5
25
Burglary Insurance
3
15
All of Above
2
10
20
100
Total
50
45
40
35
30
25
No. of Respondents
20
Percentages
15
10
5
0
Fire Insurance
Electronic
Insurance
Burglary
Insurance
All of Above
19. 9. When you are going to have new
insurance policy?
Particulars
No. Of
Respondents
Percentages
Within 15 Days
7
35
15 to 30 Days
13
65
30 to 60 Days
0
0
20
100
Total
No. of Respondents
Within 15 Days
15 to 30 Days
30 to 60 Days
20. 10. How do you rate about services?
Opinion
No. Of Respondents
Percentages
Very Good
6
30
Good
9
45
Normal
4
20
Not Good
1
5
20
100
Total
No. of Respondents
Very Good
Good
Normal
Not Good
21. 11. How much premium are you
paying now?
Amount
No. Of Respondents
Percentages
More Than 5000
4
20
More Than 10000
5
25
More Than 20000
11
55
Total
20
100
No. of Respondents
More Than 5000
More Than 10000
More Than 20000
22. 12. Do you feel it’s really economical?
Particulars
No. of Respondents Percentages
Yes
14
70
No
6
30
20
100
Total
70
60
50
Yes
40
No
30
20
10
0
No. of Respondents
Percentages
23. 13. Have you ever-contacted
customer help desk?
Particulars
No. Of
Respondents
Percentages
Yes
16
80
No
4
20
20
100
Total
No. of Respondents
More Than 5000
More Than 10000
More Than 20000
24. 14. If yes, what is your opinion about
customer help desk?
Opinion
Good
No. Of Respondents
Percentages
10
50
OK
8
40
Poor
2
10
Total
20
100
Good
OK
Poor
25. 15. For what reason you dial to our
customer help desk?
Particulars
No. Of Respondents
Product Related Inquiry
Percentages
11
55
To Renew Policy
8
40
To Complaint
1
5
20
100
Total
No. of Respondents
More Than 5000
More Than 10000
More Than 20000
26. Summary of findings
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All respondents have awareness about office insurance.
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Majority of respondents told they were come to know about office insurance
through television and agents.
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Majority of respondents told employees are more then 5.
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There is a market potential for office insurance products.
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Majority of respondents believe in Government owned insurance companies.
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There is a market potential for Cholamandalam MS office insurance products.
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Majority of respondents told they are trying to avail Fire insurance and electronic
equipment insurance for their offices.
27. • Most of the respondents said they are going to have insurance with in 15
to 30 days.
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• Majority of respondents told they have satisfaction with the service of the
company. and customer help disk.
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• Most of the customers told they dial to customer help disk for product
related enquiry.
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• All general insurance policies are yearly renewal policies.
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• Premium amount for general insurance policy is low and it is not
refundable.
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• Majority of respondents told their paying premium is economical.
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• Majority of respondents are frequently contacting customer help desk.
•
• Majority of respondents told company is the main factor for purchasing
insurance Policy.
29. CONCLUSION
It is concluded from the survey that all respondents are
aware about office insurance and they think they need
insurance for their offices.
It is concluded from the survey that customers preparing
only Government companies for their office insurance so
create trust in costumers about private insurance
companies by rendering good services like proper
claims, good response to costumer queries and maintaining
good relationship with costumers.
Most of customers are using only Fire and electronic
equipment insurance policies so marketing executives and
agents maintain good communication with the customers
to create the awareness of the policies like
Mediclaim, burglary and GPA.
30. RECOMMENDATIONS
Respondents do not have enough knowledge about the insurance policies
provided by the Cholamandalam MS. Therefore Cholamandalam MS Company
should bring awareness in the customers.
The recommendations I would like to make are:
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There is a necessity to make more advertising and promotions by the Insurance
Company through TV, newspapers, magazines and pamphlets to make aware the
customers about the insurance provided by them.
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Need for proper channel to reach to the customer.
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Marketing executives and agents should maintain good communication with the
customers to create the awareness of the policies like Mediclaim, GPA (Group
personnel accidental) burglary, and other insurance policies provided by the
company.
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The employees should be given incentives and bonus to motivate to accomplish
their targets.
31. • Cholamandalam Ms is concentrating only urban areas it should
concentrate on semi urban and rural areas also.
• As it was found that customers preparing only Government companies for
their office insurance so create trust in costumers about private insurance
companies by rendering good services like proper claims, good response
to costumer queries and maintaining good relationship with costumers.
• Building internal technical expertise requiring well –stacked library
resource by way of settled cases of claims at every zonal office is an
immediate necessity.
• The staff of the insurers should be encouraged to refer to these references
often with a view to bring about early settlement to the satisfaction of
claimants.
