WELCOME

THE killing STRATEGY

SUCCESS STORY SHOULD STARTS WITH

WE WILL DO IT

HOW COULD WE ?

Most Happppennnning City Across INDIA

TARGET MARKET

CYBER TOWERS

MICROSOFT CAMPUS

WIPRO CAMPUS

CYBER GATEWAYS

?
WHAT IS NOT THERE !

IN THE STORY THE NEXT BEAUTIFUL SCENE

HOW WE WILL DO IT ?

SOLDIERS SHOULD STARTS FROM

WHO ?
Driving Sales With Segmentation

Answer for the most important questions

Who are Our best customers? What products and services do they need? When will they need them? How do they want to interact with us? Why do they behave the way they do?

RETAIL CUSTOMER ACQUISITION STRATEGY

SMART ACTIVITIES

SMART ACTIVITIES
DATA FROM VARIOUS SOURCES COLD CALLING PRESENTATIONS IN CORPORATES KIOSKS IN PRIME LOCATIONS COMPETETIVE ADVANTAGE ROAD SHOWS EXHIBITIONS EVENTS

HNI CUSTOMER ACQUISITION STRATEGY

SLOW POISON STRATEGY

SLOW POISON STRATEGY

HNI CUSTOMERS ALREADY WITH OTHER BROKING FIRMS FIX APPOINTMENT FOR PERSONAL INTERACTION INJECT OUR PRODUCT IN THE MIND OF THE CUSTOMER CONVINCE HIM TO TRY OUR PRODUCT GRADUALLY KILL THE ASSOCIATION WHICH HE HAS WITH THE FIRM

HOW CA N WE DO THAT ?
BEST SERVICE

HNI INVESTORS READY TO TAKE RISK

REFERENCES FROM EXISTING HNIS TRAKING THE DATA OF OWNERS OWNING ABOVE C CLASS CARS TRAKING CUSTOMERS WHO ARE RECIDING IN POSH AREAS ( BANJARAHILLS , JUBLEE HILLS.) TOP KNOTCH PEOPLE WORKING FOR VARIOUS COMPANIES.( CEOS,MDS,)

BIBLE TO DRIVE SALES TEAM

MOTIVATION LISTENING DSR MIS BRIEFING SESSIONS PERFORMANCE REVIEWAL EMPLOYEE RETENTION

COMPETETORS COMPARISION

MONTHLY CLIENT ACQUISITION NUMBERS

PLAYERS IN THE STOCK BROKING MARKET

ICICI DIRECT -> 1700 INDIA BULLS -> 600 SHARE KHAN -> 1070 5 PAISA -> 300 IDBI CAPITAL MARKETS LTD-> 302 RELIANCE MONEY RELIGARE KOTAK

FEW COMPETETORS ORGANISATIONAL HIERARCHY

ORGANISATIONAL HIERARCHY OF SHARE KHAN

Regional Sales Manager

TEAM MANAGER TEAM MANAGER

Asst.Mgr Asst.Mgr Asst.Mgr

TEAM MANAGER

Asst.Mgr

Asst.Mgr

F.SALES EXE(5)

VAR SALES EXE(5)

SALARY & INCENTIVE STRUCTURE SHARE KHAN

S.NO EMPLOYEE DISG. SALARY INCENTIVES SPL.INCENTIVES CONV MOBILE TARGET >15,For Each Appl. >3000,prepaidbrokerage cheque Open. Trade. Speed Classic

1 2 3 4 5

REG.SALES MANAGER TEAM LEADER ASST.MANAGERS FIXED.SALES EXE 15K TO 19K 10K TO 14K 6K TO 8K 3000 1500 1200 NIL 2000 1500 800 NIL 250 50 12 NIL 35 NIL 150 NIL 300 NIL 150 NIL

VARIABLE.SALES EXE 750/- Per Account

ORGANISATIONAL HIERARCHY OF 5 PAISA

Branch Manager

Relationship Mgr

Relationship Mgr

Relationship Mgr

Relationship Mgr

Relationship Mgr

Sales Executive

Sales Executive

SALARY & INCENTIVE STRUCTURE 5 PAISA

S.NO EMPLOYEE DISG. SALARY CONV MOBILE TARGET

1 2 3

BRANCH MANAGER

35K

RELATIONSHIP MANAGERS 15K SALES EXECUTIVE 8K

ORGANISATIONAL HIERARCHY OF INDIA BULLS

Executive Director/ National Sales Head (Gagan Danga)

Vice President (AP) (Yuraj Singh Chowdary)

Regional Manager (Akshay Bhalla)

Regional Manager (Dashmeet Singh Bhatia)

Branch Manager(SHIFALI)

Branch Manager(Sheethal)

Branch Manager(Vinay)

Branch Manager(Laxman Rao)

Sales Manager

Sales Manager

Sales Manager

Sales Manager

Relationship Mgr

Relationship Mgr

Relationship Mgr

Relationship Mgr

Relationship Mgr

SALARY & INCENTIVE STRUCTURE INDIA BULLS

S.NO EMPLOYEE DISG. SALARY CONV MOBILE TARGET SPL.INCENTIVES INCENTIVES On Brokerage >10 >15 >20

1 2 3 4

REGIONAL MANAGER BRANCH MANAGER SALES MANAGERS

50K 35K 25K 15 a/c & 4 times bkr.of salary 10% 1500 2000 2500

RELATIONSHIP MANAGER 12K TO 18K

ORGANISATIONAL HIERARCHY OF ICICI DIRECT

Regional Product Manager

Segment Manager

Segment Manager

Segment Manager

Customer Aquistion Team

Salary.Exec

Variable.Exec

SALARY & INCENTIVE STRUCTURE ICICI DIRECT

S.NO EMPLOYEE DISG. SALARY INCENTIVES IF TAGET REACHED TARGET

INCENTIVES >Target ,For Each Appl. Open. Trade.

1 2 2 2 2 2 2 2 3 3 3 3 3 3 3 3 3 3 3 3 3 3

REGIONAL PRODUCT MANAGER SEGMENT MANAGER ( LEVEL 1 ) SEGMENT MANAGER ( LEVEL 2 ) SEGMENT MANAGER ( LEVEL 3 ) SEGMENT MANAGER ( LEVEL 4 ) SEGMENT MANAGER ( LEVEL 5 ) SEGMENT MANAGER ( LEVEL 6 ) SEGMENT MANAGER ( LEVEL 7 ) CUSTOMER ACQUISITION TEAM (LEVEL 0 ) CUSTOMER ACQUISITION TEAM (LEVEL1) CUSTOMER ACQUISITION TEAM (LEVEL2) CUSTOMER ACQUISITION TEAM (LEVEL3) CUSTOMER ACQUISITION TEAM (LEVEL4) CUSTOMER ACQUISITION TEAM (LEVEL5) CUSTOMER ACQUISITION TEAM (LEVEL6) CUSTOMER ACQUISITION TEAM (LEVEL7) CUSTOMER ACQUISITION TEAM (LEVEL8) CUSTOMER ACQUISITION TEAM (LEVEL9) CUSTOMER ACQUISITION TEAM (LEVEL 10) CUSTOMER ACQUISITION TEAM (LEVEL 11) FIXED SALARIED AGENTS VARIABLE SALARIED AGENTS

20000 5000 6500 8000 9500 11000 12500 14000 3750 5000 5500 5500 6500 6800 7100 8000 9000 10000 11000 12000 4250 750/- Per Account NIL 3000 1400 1700 2700 3900 4000 4500 5500 7000 8000 NIL NIL 3000 3500 4500 5500 6500 7500 8500 250 201 to 250 251 to 300 301 to 350 351 to 400 401 to 450 451 to 500 11 to 30 31 to 40 41 to 50 51 to 60 61 to 70 71 to 80 81 to 90 91 to 100 101 to 125 126 to 150 151 to 175 >175 4, 1st Month,7,9,11,12, > 12 resp every month NIL 35 NIL 35 NIL 150 NIL 150 NIL 150 NIL 400 NIL 35 NIL 150 NIL NIL NIL 35 150 35 NIL 150 NIL

ORGANISATIONAL HIERARCHY OF IDBI CAPITAL MARKETS LTD

Regional Sales Manager(Irshad)

Region 1

Region 2 (AP)

Region 3

Region 4

ASM (ALT Channel)

ASM (DST) Satish

AGENTS(COMMISSION BASIS)

Team Manager

Team Leader

Team Leader

RO / SRO (11)

RO / SRO (11)

SALARY & INCENTIVE STRUCTURE IDBI CAPITAL MARKETS LTD.

INCENTIVES SPL.INCENTIVES SALARY CONV MOBILE TARGET Above For Each A/C. TGT Open. Trade. >13 & <18 >18 & <25 >25 60K 40K 20K 11K 8K 7K 250 150 12 12 >40 >5 >5 75 200 200 NIL 200 200 750 750 1500 1500 3000 3000

S.NO EMPLOYEE DISG.

1 2 3 4 5 6

REGIONAL SALES MANAGER AREA SALES MANAGER (DST / ALT.CNL) TEAM MANAGERS TEAM LEADER Sr. RELATIONSHIP OFFICER RELATIONSHIP OFFICER

THANK YOU