Professional Documents
Culture Documents
Channel Development
Channel Development
Channel Development
Index...
1.Objective
6. Acqisition Process
7. Development Process
3. Area Selection
Objective...
The Objective behind Business Expansion is quite clear to all of us as Business Expansion helps
an Organization to enhance Branding along with Business volume at several untouched areas.
Business Expansion can be done in various ways.Such as follows--- Rolling own database for AP Branch set up at various places.
Appointing 'N' number of agents those will help in providing fly quality customers at all potential
and virgin places.
Appointing sub broker centres.
Participating in seminers / canopy activities / customer gatherings from Business Partners or
Organization side for more leads which can help in customer acquisition for Business Expansion.
Appointing manpower at potential places for quality Business Partners addition.
Setting up Master Franchisees for sub franchisee addition.
: Vission :
"To set a Business Standard by providing quality service
& personal care to all Business Partners accross the Country which
will fetch maximum Investors to invest
and sustain for long run."
: Mission :
"To set up 100 New Business Partners by 2018"
Area Selection...
Area Selection for Busienss Development via Business Partners are as important as selecting
and setting up Destination and Goals which helps in achieving set targets in a proper and
managed way.
Target
Completion Month
West Bengal
August'15
West Bengal
September'15
West Bengal
October'15
West Bengal
November'15
December'15
January'16
February'16
Jharkhand
March'16
Total
20
To be completed by
March'16
Orissa
Assam
Bihar
4
5
0
3
5
0
N
o
.
f
B
r
a
n
c
h
e
s
2
5
#
R
E
F
!
0
1
5
0
5
0Y
e
a
r1
5
-1
6Y
e
a
r1
6
-1
7Y
e
a
r1
7
-1
8
****The figures are taken assuming there will be approx 3-4 AP's that will get acquired per
Month in a Financial Year
Financial Year 2015-2016 : 20
Financial Year 2016-2017 : 40
Financial Year 2017-2018 : 40
Manpower Allocation..
Targets will be based on approached goals. As Goals are fixed to set up 100 Business Partners
by 2018 Financial Year end hence its important to focus on the process.
Process flows-1. Manpower selection--Intially there will be individual goals and later on that is from
Financial 'Year 15-16' Manpower should be allocated. There should be total 2 Franchisee
Managers out of which one will be posted in Kolkata and another Manager will be posted in
Guwahati to develop North East (NE).
Business Head
(Kolkata)
Franchisee Manager
(Kolkata)
Franchisee Manager
(Guwahati)
Manpower Cost..
Manpower cost at initial stage will be as follows-----
Sl no.
1
2
3
Team
Cost per
Month
Business Head
50,000
6,00,000
25,000
3,00,000
Franchisee Manager 2
25,000
3,00,000
Total
Rs. 1,00,000
(Variable)
Rs. 12,00,000
(Variable)
Franchisee Manager 1
Depending on the requirement and Business Volumes, Franchisee Managers will be recruited
later on.Each Franchisee Managers will be responsible for their own cost expansion and bound to
justify the cost at the end of every Month.
Salary range is an approximate figure and can be varried.
Assuming that, if 20 Branches gets active on earning Brokerage part as planned in First Financial
Year, then the Organization revenue part can be as follows in next 3 Years---Particulars
Year 15-16
Year 16-17
Year 17-18
20
40
40
Approx Rs.
10,000
Approx Rs.
10,000
Approx Rs.
10,000
Approx Rs.
2,00,000/pm
(20 Branches)
Approx Rs.
6,00,000/pm
(60 Branches)
Approx Rs.
10,00,000/pm
(100 Branches)
4 Times
6 Times
10 Times
No. of Branches
****The figures are taken assuming all Branches are providing an approx revenue income
of Rs. 10,000/- per month
Employee Cost
Vrs. Partners Earnings for 1st Year...
Employee
Cost
1st Year
Employee
Cost
2nd & 3rd
Year
BP
Additio
n
Yr. 1516
BP
Addition
BP
Addition
Total
Additio
n in 3
Yrs.
Net
Earning
s
Yr. 1516
Profit/Loss
in 1st Year
Yr. 1617
Yr. 1718
April
1,00,000
May
1,00,000
June
1,00,000
July
1,00,000
August
50,000
1,00,000
10
50,000
Septemb
er
50,000
1,00,000
11
50,000
50,000
October
50,000
1,00,000
80,000
20,000
Novembe
r
50,000
1,00,000
1,20,000
50,000
Decembe
r
50,000
1,00,000
1,40,000
90,000
January
50,000
1,00,000
1,60,000
1,10,000
February
50,000
1,00,000
1,80,000
1,30,000
March
50,000
1,00,000
2,00,000
1,50,000
Month
The figures are taken assuming all Branches are providing an approx revenue income of Rs. 10,000/9,30,00
per month.
Total
4,00,000
12,00,000
20
40
40
100
4,10,000
0
Franchisee additions & their earnings in every month is bringing effect on Net earnings as well as Profit/Loss Statement.
The actual net income per Branch per month will obviously vary and be much more higher than the shown figure.
Employee
Cost
per Year
BP
Addition
Year 1617
Net
Earnings
Year 16-17
Profit/Los
s
Year 1617
BP
Addition
Year
17-18
Net
Earnings
Year 17-18
Profit/Loss
Year 17-18
April
1,00,000
2,40,000
1,40,000
6,40,000
5,40,000
May
1,00,000
2,80,000
1,80,000
6,80,000
5,80,000
June
1,00,000
3,20,000
2,20,000
7,20,000
6,20,000
July
1,00,000
3,60,000
2,60,000
7,60,000
6,60,000
August
1,00,000
4,00,000
3,00,000
8,00,000
7,00,000
Septembe
r
1,00,000
4,40,000
3,40,000
8,40,000
7,40,000
October
1,00,000
4,60,000
3,60,000
8,60,000
7,60,000
November
1,00,000
4,80,000
3,80,000
8,80,000
7,80,000
December
1,00,000
5,10,000
4,10,000
9,10,000
8,10,000
January
1,00,000
5,40,000
4,40,000
9,40,000
8,40,000
February
1,00,000
5,70,000
4,70,000
9,70,000
8,70,000
March
1,00,000
6,00,000
5,00,000
10,00,000
9,00,000
12,00,000
40
52,00,000
40,00,000
40
1,00,00,000
88,00,000
Total
Competitors Comparison
Competitors Comparison...
Stock Broker Name
Franchisee Deposit
Del. Exposure
Brokerage Type
Average Brokerage
Rate
BMA
50000
7 Times
2 Times
Fixed
Delivery - .30 %, Sq
Off - .03%
Delivery - .50 %, Sq
Off - .05%
IIFL
100000
Reliance Securities
100000
Motilal
500000
VAR Exposure
10 Times
2 times
Sharing / Fixed
3-5 times
Fixed
65%
Delivery - .40 %, Sq
Off - .04%
Sharing
Delivery - .50 %, Sq
Off - .05%
Delivery - .50 %, Sq
Off - .05%
10 Times
Kotak
350000
Sharing
Sharekhan
5 -10 Times
5 -10 Times
Sharing
50 - 50
Delivery - .50 %, Sq
Off - .05%
Bonanza
100000 + 100000
FOR F & O
8 Times
5 Times
Sharing / Fixed
Delivery-.30%,sq off.03%
Peerless
100000
VAR Exposure
3 times
Sharing
60%
Delivery - .50 %, Sq
Off - .05%
LKP
25000
10 Times
5 Times
Sharing / Fixed
70%
Delivery - .30 %, Sq
Off - .03%
Acquisition
Process
Acquisition Process
Part-1
1. All personal AP lead conversions to be made at initial stage.
2.Visit on Franchisee database from NSE site with appointment by the Whole Team / Individually
for Franchisee addition in case of lack of fixed appointments.
3.Before capturing a particular area,all NSE subbrokers along with Financial agents are to be
contacted for appointment.
4.Cold calling in several local areas in case of lack of appointment via whole team / individually.
5. Track eye on visited list and a strong follow up for better conversion.
6. Organization Research Reports (Both Fundamental & Technical) are to be sent to all interested
prospective partners on trial basis(7 Day's--1 Month) by both mail and SMS and a systematic
track on feedback of same.
7. Query raised by prospective AP's on Portal links or such kinds are to be properly handled and
solved so that we can able to choose right people out of the list,those are interested to get
associated as Business Associates.
8. AMFI and Chartered Accountant list of different places are also should be in focused for AP
conversion.
Acquisition Process
Part-2
9. All Equity franchisees to be pushed for commodity or other segments registrations and vice
versa.
10.Local News Paper advertisement from Company end for Business Partners Association.
11. All existing franchisees should be distributed with their local other sub brokers / agents list for
trapping them as master franchisee and expand their Branches.
12. All NSE listed existing franchisees of other Broking Houses with one/two segments should be
called for association with other non-existing segments too.
13. Mailers for Busienss Partners should be designed and circulated among all NSE
subbrokers,AMFI agents and Chartered Accountants accross India on periodical basis by the
Employees.
14. Mail from Management to all employees for franchisee referrals and if converted then
rewarded.
15. Doing Way2Sms sort of activities to invite Association via SMS to all non-existing Partners will
always help to add pipelines or conversions.
16. Areas to be covered up as per monthwise plan.
Acquisition Process
Part-3
17. Monthly tour plan should be scheduled on prior basis.
18. Exsisting Partners,outside West Bengal are to be trasferred while covering other
States.
19. Minimum meeting of three quality people per day should not be deviated at any cost.
20. Business referrals from converted Parters are to be utilized.
21. Master Franchisee concept to be offered to all converted Business Partners for further
Business expansion.
Development
Process
Development Process
Part 1
Existing Franchisee meet on periodical basis for betterment of service which will br
effect on revenue.
Incentive scheme for Franchisees on referral should be rolled out for Business Partner
expansion.
Brokerage contest on existing franchisees should be rolled out.
Manpowers are to be allocated in West Bengal & necessary places wherever required in later
on with Management Approval to expand teh Business outside WB.
Acquisition Target for Direct team(from 'Year 15-16' onwards) will be fixed i.e 2 per month and
should be achieved at any cost.There will be review meetings per Manager on Weekly basis
without fail.
Each employees(from 'Year 15-16' onwards) will be having brokerage targets from their
Business Partners along with Acquisition part as well.
Employees will be given target for No. of accounts from their exsisting Franchisees per month
rather per weekly basis.
Doing Canopy activities or participating in Trade Fair sort of activities by the Direct Team will
definitely help in generating AP leads.
Development Process
Part 2
Each Manpowers will be trained properly about Organization objectives along with
Franchisee terms conditions for better conversion.
AP Documentaion & Coding part will be as fast as possible for a faster Branch Opening
process.
Each Franchisee will be trained about Company ethics along with nuts and buts of RMS
system for a smooth running operation.
At least a Quarter review meet will be Organised at HO for Prize or Certification.
To create the Brokerage earning zeal among Franchisees, there will be certain Reward/tour
sort of contests on earning slab brokerage.
I will personally meet every possible exsisting Franchisees once in a month atleast for their
betterment and growth related discussions & will be keeping a close eye towards smooth
running of account opening process.
Research team along with myself will be giving a continuous support for more valuable
delivery based trading ideas and help Franchisees as well as clients to earn profits.
Franchisee Manager
Exchange
Customer Care
Compliance
Sales Team
IT Department
Reserach Dept.
Accounts Dept.
RMS Team
Franchisee
Back Office Team
Thank You