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HDFC Securities Project by Sadaf
HDFC Securities Project by Sadaf
PUNE
A
PROJECT REPORT
ON
Submitted By:
SADAF ZAMIR KHAN
PGP-DUEL + MBA
1
ACKNOWLEDGEMENT
I take immense pleasure in completing this project and submitting the final
research report. Two months with HDFC Securities Ltd. has been full of
learning and sense of contribution towards the organization. I would like to
thank the organization for giving me an opportunity of learning and
contributing through this research report. I also take this opportunity to
thank all those people who made this experience a memorable one.
In this context as a student of ISCS, Pune I would first of all like to express
my gratitude to Mr. Ashok Kumar for assigning me such a worthwhile topic
“Recruitment of Financial potential advisor And selling of DEMAT
Account” to work upon in HDFC Securities Ltd.
During the actual project work, Mrs. Supriya (Zonal area Manager) & Mr.
Girish Gaikwad (Area Sales Manager) has been the source of inspiration
through their constant guidance; personal interest; encouragement and help.
I convey my sincere thanks to them. In spite of their busy schedule they
always found time to guide me through the project. I am also grateful to
them for reposing confidence in my abilities and giving me the freedom to
work on my project.
2
PREFACE
3
TABLE OF CONTENT
10 FINDING 55-59
11 LIMITATIONS 60-61
12 RECOMMENDATION 62-63
13 CONCLUSIONS 64-65
14 BIBLIOGRAPHY 66-67
15 ANNEXURE 68-71
4
EXECUTIVE SUMMERY
5
EXECUTIVE SUMMARY
6
• Tele Calls
• Cold Canvassing
• Pamphlet Distribution
• Door to Door Marketing
7
securities corporate identity while effectively communicating its varied
product offerings to the customer. Channel marketing provides support to
the sales force by streamlining the design and development of collaterals and
sales tools across distribution channels.
The Direct marketing team was set up to generate high quality leads
for profitable business. The team achieves this through target database
acquisition and communicating customized product information through e-
mailers, telemarketing and innovative direct mailers.
Marketing activities of ICICI prudential is used to recruitment of
adviser such as: Tele Calls, Cold Canvassing, and Pamphlet Distribution,
Door to Door Marketing.
Tele Calls
It is the one of the important tools used for the approach to the
customer. It is not natural market activities. Through tale calling we have to
call the customer and tell them about the business opportunity. And if
possible fix appointment or call them office.
Cold Canvassing
This is one of the fastest way and effective tool to recruit advisers for
the company. Under this method, trainee was sending out in the fieldwork
and then to contact general public. By doing these activities I find out cold,
warm, & hot client. After differentiating them I have convert them cold
client to warm client, warm client to hot client.
Pamphlet Distribution
Pre-printed pamphlet was given to the trainees to distribute in the
market. All this marketing activities are used by HDFC securities
8
These are the marketing activities of HDFC securities for searching and
recruitment of adviser.
9
INDUSTRY PROFILE
10
INDUSTRY PROFILE
11
Combining the above methods for categorization, the main
instruments can be organized into a matrix as follows:
Instrument Type
Asset Class Exchange-traded OTC
Securities Other cash
derivatives derivatives
Interest rate
swaps
Interest rate caps
Debt (Long Bond futures
and floors
Term) Bonds Loans Options on bond
Interest rate
>1 year futures
options
Exotic
instruments
Bills, e.g. T-
Debt (Short Deposits
Bills Short term interest Forward rate
Term) Certificates of
Commercial rate futures agreements
<=1 year deposit
paper
Stock options
Stock options
Equity Stock N/A Exotic
Equity futures
instruments
Foreign exchange
options
Foreign Spot foreign Outright forwards
N/A Currency futures
Exchange exchange Foreign exchange
swaps
Currency swaps
12
VARIOUS FINANCIAL INSTRUMENTS PRESENT IN THE
MARKET:
13
The high level of information dissemination through the on-line
system has helped in integrating retail investors across the nation.
The exchange has a network in more than 350 cities and its trading
members are connected to the central servers of the exchange in Mumbai
through a sophisticated telecommunication network comprising of over 2500
VSATs.
NSE has around 850 trading members and provides trading in over
1000 equity shares and 2500 debt securities. Besides this, NSE provides
trading in various derivative products such as index futures, index options,
stock futures, stock options and interest rate futures.
14
The BSE SENSEX (also known as the BSE 30 index) is a value-
weighted index composed of thirty scrip’s, with the base April 1979 = 100.
The set of companies which make up the index has been changed only a few
times in the last twenty years. These companies account for around one-fifth
of the market capitalization of the BSE.
Apart from BSE SENSEX, which is the most popular stock index in
India, BSE uses other stock indices as well:
• BSE 500
• BSE 100
• BSE 200
• BSE PSU
• BSE MIDCAP
• BSE SMLCAP
• BSE BANKEX
• BSE Teck
• BSE Auto
• BSE Pharma
• BSE Fast Moving Consumer Goods (FMCG)
• [[BSE Consumer Durables (SYMBOL: Cons Dura)]]
• BSE Metal
15
For investment in equity a person must have:-
1. D-Mat Account
All shares what you possess will show in your DEMAT account, so
you don't have to possess any physical certificates. They are all held
electronically in your DEMAT account. As you buy and sell the shares,
accordingly your shares will get adjusted in your account.
16
2. TRADING ACCOUNT:-
Software is provided to the customer and trough that software they trade.
It is for those who have knowledge about market.
A dealer has been appointed to the customer who guides the customers
“where to invest” how to invest” etc.
MUTUAL FUNDS
Mutual fund units are issued and redeemed by the Fund Management
Company based on the fund's net asset value (NAV), which is determined at
the end of each trading session. NAV is calculated as the value of all the
shares held by the fund, minus expenses, divided by the number of units
Issued.
17
COMPANY PROFILE
18
HDFC Bank Limited.
19
HDFC Bank is a young and dynamic bank, with a youthful and
enthusiastic team determined to accomplish the vision of becoming a world-
class Indian bank.
20
HDFC business strategy emphasizes the following:
21
HDFC Securities profile
Speed:
Their state-of-the art technology enables to instantly trade on the BSE and
NSE.
Convenience:
We can trade with online or on the phone from the convenience of our home
or office. Use the 3-in-1 Advantage account to seamlessly move funds and
securities across our bank DEMAT and trading account. This way, we do
not have to issue cheques or delivery instructions.
22
Transparency:
With their trusted pedigree, we can be assured that we get the best services
in a transparent manner. By broking with them, we are in total control of our
funds and stocks.
Expertise:
This Group has decades of experience in providing financial services to
customers in a transparent and trusted manner. They have a dedicated,
motivated and experienced team of professionals to provide us top class
service.
Customer Interest:
For the customers, their interest comes first. They endeavor to provide high
quality investment services, in a simple, direct and cost-effective way to help
us achieve our financial goals.
23
PRODUCT PROFILE
24
ABOUT PRODUCT (D-mat A/c)
(3-in-1 Product)
25
• In case of 3-in-1 A/c
3-in-1 A/c
26
• In case of 2-in-1 A/c
2-IN-1 A/c
ONLINE
DEMAT A/c
TRADING A/c
27
• In case of 1-in-1 A/c
1-IN-1 A/C
ONLINE
TRADING A/C
28
Other charges as per the condition:
NRI Indian: Rs. 2250/-
Resident Indian: Rs. 799/- (Open Market)
Rs. 399/- (HSL/HDFC/Bank Employee)
Rs. 399/- (Classic / Preferred)
Rs. 499/- (Senior Citizen / Corp Sal >25k)
Brokerage charges:
29
OBJECTIVES OF THE PROJECT
30
OBJECTIVE & SCOPE OF the Project
OBJECTIVE
Primary objective
To find out the people who is willing to be an agent for HDFC
Securities.
To find potential customer of HDFC Securities who involved in
trading activities and generate the business for HDFC Securities.
Secondary objective
To know and understand the thinking and perception of different
people about D-mat account and online trading account and share
market
To see the interest of people to be an agent for HDFC Securities.
To create the image about HDFC Securities financial product.
Promotion of the product.
Scope of Study:-
31
RESEARCH METHODOLOGY
32
RESEARCH METHODOLOGY
33
DATA COLLECTION
34
Process of Data Collection
Formulation of Objective
Data Collection
Findings
35
Research Methodology:-
PART – I
Sampling Design
Sample Size:
• 100 investors
Data Collection
Primary Sources
Secondary Sources
(i) Books.
36
Data Analysis
Statistical Tools
Tables, Charts and Data Analysis tools from MS-excel .
37
PART – II
CHANNEL RECRUTIMENT
This was not a easy work because there are many people who is
searching a job, they could join it easily because it was without any fee but a
small interview. But to hire potential Agent who could bring the business for
company was important.
38
AGENT’S RECRUITMENT BROUCHER
39
How much you can earn in a month?
BENEFITS
40
Requirement for an Agent.
41
PART III
Third and last part of my project was “PRODUCTIVITY OF DEMAT
ACCOUNT”.
I had done following work in this part:-
Lead Generation from-
HDFC Bank ATM
Companies providing salary A/C in HDFC Bank.
Through Internet [from Just Dial Site]
Cold calling
Tele calling
Referral calling
Sent the P.P.T. via E-mail to people on offering the DEMAT A/c
by HDFC Sec.
42
DATA ANALYSIS
&
INTERPRETATION
43
DATA ANALYSIS & INTERPRETATION
YES 89
NO 11
TOTAL 100
Yes, 89%
Yes
No
No, 11%
Analysis:
44
2) what is your perception about investment in share
market
12% Safe
Risky
88%
Analysis:
45
3. What percentage of your income do you invest?
Below 10% 30
10%-30% 57
30%-50% 10
Above 50% 3
57
60
50
40
30
30
20
10
10 3
0
Below 10% 10-30% 30-50% Above 50%
Analysis:
46
Q4. What features/attributes do you except from a bank while
opening online trading account?
45% 41%
40%
35%
30%
25% 21%
20% 17%
15% 13%
10% 8%
5%
0%
1
Quick service Proper Information Working Hour Less Formalities Variety of Products
Analysis:
When a customer visits any bank the first and foremost thing he looks;
how quickly he is served and how his problem is entertained by the bank
employee that is why in this bar most of customer prefer quick service.
Second thing customer wishes to have proper information regarding their
queries. One thing in this bar also really significant is, factors like, less
formalities of document while opening an account, variety of product do not
make a big impaction customer behavior for opening an account in any bank
if its service is efficient. So service sector like banking preference should be
given to make a prompt and customer friendly service channel. For this
focus must be given to make a prompt and customer-friendly service
channel. For this focus must be given to make well informed and pro-active
employee along with work should be executed technologically rather than
manually.
47
Q5Which factor among the following influenced you to open
50% 46%
45%
40% 36%
35%
30% Friends and Relatives
25% Advertisement
5%
0%
1
Analysis:
48
Q6. Your remark on Online Trading Account services of
HDFC securities?
4%
24%
40% Good
Excellent
Average
Poor
32%
Analysis:
As this bar is showing at what level people are satisfied with online
trading account, with its unique facility, features and ability to serve all the
needs of customers because by and large it can be said 75% people of this
bar are saying good to trading account, this implies that this product has
been a leading product and is still an attractive product of the HDFC
securities. Reason for this could be different type of facilities associated with
this product, which are rendering true value to the customer and marketing
people are also very much devoted to give the best from this part. Effort
must be given to know why they are people who are still saying average and
poor about saving account and what are factors that are going wrong with
that segment of people.
49
Q7. In comparison to other securities firms how would you
rate HDFC Securities?
44%
45%
40%
35%
30% 24%
20%
25%
20%
15% 8%
10% 4%
5%
0%
Good Average Excellent Can't Say Poor
Analysis:
50
• Age Group
Age Group
25 to 40 Years,
44%
45%
40%
35% 40 to 55 Years,
28%
30%
25% Less than 25
20% Years, 16%
Above 55 Years,
15% 12%
10%
5%
0%
Analysis:
After looking this bar, it can be said the middle-aged group are the
main customer of the bank as they have occupied almost 75% of this graph.
It means they have more access on the all features, which are really useful
for them. It can be said Saving Account a leading product of Kotak
Mahindra Bank has successful to attract a major Chunk of people as far as
age factor is concerned. But the young and old age group people have been
less attractive on this leading product of Kotak Mahindra Bank, which is fast
area of concern. So collectively it can be said a huge potentiality, is still
available for this product.
51
SWOT ANALYSIS
52
SWOT ANALYSIS
Strengths:
Weaknesses:
53
Opportunities:
Threats:
Increased competition from foreign banks which have begun to foray into
financial services segment will pose a threat to the company’s market
share and hence its bottom lines.
54
55
! ! "
In this project I have analyzed many aspects, visited many person to recruit
them as advisor for HDFC securities. In this duration, what I have found is-
56
their benefits, its future, how much respect they will get, how much
time it will consume, how they can do many jobs at a time, how much
return they will get etc. after that they raise different objections. It is
the stage where most of the recruitment advisors fail. If you will not
satisfy their objections, it is quite clear they are not going to take
interest in you. Successful objection handling is key to our success
and it gives full knowledge to the people.
57
having a fear in their mind. It gives a wrong impact on others.
Recruitment advisor itself makes them realize how difficult it is. In
this case people to whom we go for recruitment loose their confidence
and refuse to be advisor.
Self-Ego: - This is again a big issue that comes under one of the
close cause that leads low interest in the mind of common people to
be Advisor.
58
FINDINGS
59
LIMITATIONS
60
LIMITATIONS
1) Though I got much time to complete the project but due to the time
factor there arises some problems to carry out study with almost
precautions.
2) The HDFC securities have taken so many days to provide the
secondary data’s.
3) Sometimes the respondents were not available at their places.
4) Some of the respondents refuse to give the important information best
known to them.
5) Doing a survey is very expensive for anybody.
6) I had got to go in sun and rain for data collection.
However, in spite of these limitations all efforts have been putted to make
the report correct, genuine and fulfilling the objectives of the reports.
61
RECOMMENDATIONS
62
RECOMMENDATIONS
63
CONCLUSIONS
64
Conclusions:
65
BIBLIOGRAPHY
66
BIBLIOGRAPHY
Books
WEBLIOGRAPHY
INTERNET
• www.hdfcsecurities.com
• www.yahoosearch.in
• www.google.com
• www.rbi.in
• www.wikipedia.org
67
ANNEXURE
68
ANNEXURE
QUESTIONNAIRE
(FOR GENERAL)
(PUNE). I shall be very thankful, if you give your few minutes to me for answering few
questions given below. Every information given by you will be only for answering few
questions given below. Every information given by you will be only for academic
purpose.
Name…………………………………….. Address…………………………..
Sex……………………………………….. …………………………………….
Age……………………………………….. ……………………………………..
Occupation……………………………….
a) Yes b) No
69
Q.3. what percentage of your income do you invest?
bank?
Q.6. If yes, which features compelled you most to open an account in HDFC
Securities?
b) Prospectus d) Friends
70
Q8. Would you recommend anyone to open an account in HDFC Bank?
a) Yes b) No
a) Excellent c) Average
b) Good d) Poor
______________________________________
71