sales & direct marketing
TRANSCRIPT
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Service and Direct Marketing
A Case Study of Habib Bank Limited, Pakistan
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Presenting By: Group A
Kashif Khan
Rooheena Khan
Anum Saleem
Marium Khursheed
Annas Hussain
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History
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Holdings
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Financial Analysis
Particulars 2015 2014
(in millions) (in millions)
Net asset 182,620 169,595Profit after taxation 35,102 31,483
Investments 1,244,887 922,691Net Advances 633,383 595,295Net Deposits 1,634,944 1,524,645
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Awards
Best Bank in Pakistan Euromoney Awards for Excellence, 2015
Safest Bank in Pakistan Global Finance, 2015
Best Retail Bank in PakistanThe Asian Banker International Awards, 2015
Best Investment Bank in PakistanInternational Finance Magazine, 2015
Best Domestic Bank in Pakistan Asiamoney Best Domestic Bank Awards, 2015
Brand of the year, Pakistan World Branding Awards, 2015
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HBLSERVICESCAPE & 7Ps
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Products & Services Deposit accounts (Current, Saving, Foreign etc)
Debit Card Credit Card Car, Home & personal loans Amaan: Retirement plan
Tabeer: Education and Marriage plan
HBL Zarai Banking: Crop inputs, farm implements, Tractors/ agriculture vehicles, livestock, poultry, fish farming, group lending, tobacco
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Products & Services (cont..)
ATMsMobile BankingCall centerBill PaymentsE-StatementsBranchless Banking Islamic Banking
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Price
Open an account with just PKR 1,000.No minimum balance requirement.Obtain two free debit transactions, through
branches Avail up to 20% discount at the country’s
most popular restaurants by using your HBL Debit Card.
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Account Opening Process
Customer Entry Information Seeking Account Officer
SavingA/c
Yes
Formfilling
NADRA verification
a/c no allotManager inform ClientDeposit moneyEnjoy Interest
rate
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It has more then 1700 branches at domestic level
55 branches in 26 different countries U.K , U.S.A, Hong Kong and more
Largest banking sector of Pakistan
PlaceBRANCHES OF HBL
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Place (cont..)
The installation of 120 new ATM will spearhead expansion plan of ATM availability throughout the country
The implementation of IBTS-B in all domestic branches will give clear market leadership in the sheer number of branches able to perform online transactions
PLACEMENT STRATEGIES OF HBL
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PromotionMARKETING STRATEGIES OF HBL
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Promotion (cont..)
Overall results shows that no doubt HBL is going great in marketing but still HBL have been specific to TV audience only and even now they are
focusing more towards television ads that means they are strengthening one side for sure but by leaving all the other side weak.
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People
HBL always focus on its PEOPLE, the Human Resource Department has recently completed a training strategy for all employees, in conjunction with the international financial corporation (as part of its technical assistance to HBL) which will roll during the year.
• TRAINING STRATEGY FOR EMPLOYEES
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People (cont..)
The Human resource group has also launched a Broad Band pay system, a strategic approach to compensation structure that will drive the process of service improvements. The system will merge the existing structure of regular and contractual employees into a single tier, enabling both the horizontal and vertical growth opportunities.
Broad band will introduce a simplified benefit structure and effective monetary performance evaluation. It will enhance cross mobility with fewer levels of administration making it easier for employees to grow within the business, helping HBL improves staff retention.
• GROWTH AND RETENTION STRATEGY FOR EMPLOYEES
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Servicescape
The use of physical evidence to design service in HBL.
Physical environment where service performed, delivered and consumed or a physical surrounding of HBL
Aid internal as well as external goalsIt involves:
Internal exterior includes Ambiance as well External exterior Tangible parts
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Physical Evidence (The Seventh “P”)
External
• Prominent locations
• Billboards and hoardings
• Advertisement• website• Signage• ATMs availability• Tagline
“Jahan Khwab wahan HBL”
Internal • Temperature• Noise• Cleanliness• Moving space• Lighting• Ventilation• Colors usage• Interior design
Tangible• ATM/debit/credit
cards• Brochures• Cheque books• Calendar• Stationary• Billing
statements• Reports• Human Resource
personnel
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Types of Physical Evidence
Self-service
• Involves Customer only
• ATMs:• Various locations• Physical evidence
Pleasing • Easy to use for
customers• 1700 ATMs
Interpersonal
• Involves customer and employee both
• Normally daily routine and interactions
Remote service
• Involves employees only
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Gaps AnalysisCustomer
Expectation Online Payment Staff efficient response and
empathy Focused and informed staff
Enough tangible and good service standards as depict in advertisement
Perceived No proper online set-up Insufficient relationship
focus Lack of empowerment,
perceived control and teamwork
Inappropriate physical evidence and lack of service standard. Also, Overpromising in advertisement
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Gaps Analysis (cont..)
Customer Expectation
Uniform procedures across all branches
Experience and motivated employees
Receive service as desire
Perceived Different policies and
procedures across branches
Deficiencies in Human Resource Policies (Poor employee-technology job fit)
Absence of customer driven standard
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Other Improvement Areas
• Noticeable communication gap between upper level management and operational staff.
• Over staffing in HBL moreover inefficient individuals are in credit card department.
• Huge difference in approaches of experienced staff & young staff
• Experienced Habibie's are neither satisfied by the privatization of bank nor they were taken into confidence at that times
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Other Improvement Areas (cont..)
• Proper and thorough communication required before implementation of change was absent
• ATM machines and network problem• Main concerns of the employees were:
• Did not trust the new management• Job insecurity increased after privatization• Living a habitual public sector professional life• Difficulty in adapting to the new work
environment
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Recommendations • Formation of interdependent teams having a mix of
both top and middle level management employees• Implementation of customer-based service standard
including adoption of technology.• Preparation of a Career Development Plan • The T&D should be focused on the needed and
required competencies of the future• Introduction of a tailored evaluation program• Senior employees to be judged not only on the basis of
their productivity but also on the basis of their level of improvement within the period of evaluation
• Bank should help the society by providing interest free loans to the talented students.
• Bank must improve the network infra world wide
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Thank You