A Project A Project On On

Customer Acquisition Customer Acquisition AtAt

BYBY JAGAT DAVE (11)JAGAT DAVE (11)

HARSHAD MAKWANA HARSHAD MAKWANA (23)(23)

IQBAL MANSURI (24)IQBAL MANSURI (24)

Objective :

Primary Objective : Acquiring Primary Objective : Acquiring customers for online trading at customers for online trading at ShareKhan.ShareKhan.

Secondary objective : Study online Secondary objective : Study online trading and Indian stock market.trading and Indian stock market.

Methods Adopted For Customer Acquisition :

Cold CallingCold Calling Working On LeadsWorking On Leads ReferencesReferences

Prospects :

People trading in stock marketPeople trading in stock market New entrantsNew entrants Unsatisfied customers of Unsatisfied customers of

competitors competitors HNI (High Networth Individual)HNI (High Networth Individual)

What we need to explain ?

About SharekhanAbout Sharekhan Benefits of Investing in Stock Benefits of Investing in Stock

MarketMarket Product SpecificProduct Specific Research of SharekhanResearch of Sharekhan

About SSKI :

Founded 1922 - India’s oldest Founded 1922 - India’s oldest brokerage House brokerage House

Founding member of The Stock Founding member of The Stock Exchange, Mumbai Exchange, Mumbai

It has mainly three businessIt has mainly three business institutional Brokinginstitutional Broking Investment BInvestment Banankingking Retail BrokingRetail Broking

About Sharekhan:

Retail Broking arm of SSKIRetail Broking arm of SSKI Services offeredServices offered

Equity Trading Equity Trading

Derivative TradingDerivative Trading

Commodity TradingCommodity Trading

Depository ServicesDepository Services

Customised ResearchCustomised Research

About Sharekhan:

COVERAGECOVERAGELargest chain of 280 Largest chain of 280 share Shops share Shops

Covers 123 cities 17 Covers 123 cities 17 states across Indiastates across India

Achievements :

Winner of CNBC - Awaaz consumer Winner of CNBC - Awaaz consumer award for ‘Most preferred stock award for ‘Most preferred stock broking house’ in 2005broking house’ in 2005

Winner of Chip magazine’s ‘Best Winner of Chip magazine’s ‘Best Financial Website Award’ in 2001Financial Website Award’ in 2001

Benefits Of Investing In Stock Market :

Average Bank FD return 5-6%Average Bank FD return 5-6% Average Post Office return 7-9%Average Post Office return 7-9% Average Mutual Fund return 20-30%Average Mutual Fund return 20-30%

Product Specific :

Online/Offline trading account Online/Offline trading account 3-in-1 concept, which integrates3-in-1 concept, which integrates

Trading AccountTrading Account Demat AccountDemat Account Linking with the Savings accountLinking with the Savings account

Exposure : 4 times of DepositExposure : 4 times of Deposit

Product Classification :

Mainly 2 types Product Offers :Mainly 2 types Product Offers :

1. CLASSIC ACCOUNT1. CLASSIC ACCOUNT– For Retail InvestorsFor Retail Investors– Trade through websites Trade through websites – JAVA BASED APPLET Terminal JAVA BASED APPLET Terminal – For CashFor Cash and derivatives market and derivatives market – Lifetime Registration Fees – Rs. 750/-Lifetime Registration Fees – Rs. 750/-– Demat Account Charges – 300/- p.a.Demat Account Charges – 300/- p.a.

Product Classification :

2. SPEED TRADE ACCOUNT2. SPEED TRADE ACCOUNT – For, HNI customersFor, HNI customers– Single Screen Trading Terminal Single Screen Trading Terminal – Internet based application Internet based application – Live Tic by Tic Technical charts Live Tic by Tic Technical charts – Advice available on terminal itselfAdvice available on terminal itself– Lifetime Registration Fees – Rs. 1000/-Lifetime Registration Fees – Rs. 1000/-– Minimum Brokerage Requirement - Minimum Brokerage Requirement -

Rs.1000/- p.m. Rs.1000/- p.m.

Features : NSE terminalNSE terminal Bank AffiliationBank Affiliation Instant Credit And TransferInstant Credit And Transfer After Hour Orders After Hour Orders Timely Advice Timely Advice

– On the websiteOn the website– Via emailVia email– Print magazinePrint magazine– SMSTic By Tic Price FluctuationsSMSTic By Tic Price Fluctuations

Dial-n-tradeDial-n-trade– IT-enabled Call CentreIT-enabled Call Centre

No Incoming & Outgoing Demat ChargesNo Incoming & Outgoing Demat Charges

Brokerage Structure :

Same day sq off Next day sq off

Buy Sell Buy Sell

Cash 0.10% 0.10% 0.50% 0.50%

Derivatives 0.10% 0.02% 0.10% 0.10%

Research of Sharekhan :

categories companies into six clusters to categories companies into six clusters to help you identify the stocks that fit your help you identify the stocks that fit your time horizons and return objectives the time horizons and return objectives the best.best.

EvergreenEvergreen ApplegreenApplegreen Emerging StarEmerging Star Ugly DucklingUgly Duckling Vulture’s PickVulture’s Pick CannonballCannonball

What We Achieved :

Target : 30 customersTarget : 30 customers Met 300 ProspectsMet 300 Prospects Acquired 24 customersAcquired 24 customers From Cold calling – 8From Cold calling – 8 From Leads – 10 From Leads – 10 From References - 6From References - 6

What We Learned :

Basics of Stock marketBasics of Stock market Stock market workingStock market working Online Trading MechanismOnline Trading Mechanism Selling SkillsSelling Skills Providing After Sales ServiceProviding After Sales Service

Recommendations:

Maintain Customer Maintain Customer RelationshipRelationship

Enlarge Customer convenienceEnlarge Customer convenience Provide Online PledgingProvide Online Pledging Simplify the accSimplify the account opening ount opening

procedureprocedure Provide Online demonstrationProvide Online demonstration

Thank YouThank You