Amity Business School

'HDFC' - a household name that Indians

proudly reckon with!

ASHISH KUMAR 310A18

MANTHAN SHAH 310A28

MANISH AHUJA 310A36

ANKUR YADAV 310A50

 Amity Business School

'HDFC' - INTRODUCTION
•HDFC was incorporated in 1977 by Mr. Hasmukhbhai Parekh with the
primary objective of meeting a social need - that of promoting home ownership
by providing long-term finance to households.

•The launching of HDFC was meant to be one small step in dealing with the
availability of housing accommodation in India which was then virtually non-
existent.
•HDFC as a pioneer launched India’s first specialised home loan company with
an initial capital of Rs. 100 million.

•HDFC aspire to provide our customers with unique home loan solutions and
make home ownership as easy and simple as unlocking a door with a key.
 Amity Business School

• Housing Development Finance Corporation Limited (HDFC Ltd.) was

established in 1977 with the primary objective of meeting a social need
of encouraging home ownership by providing long-term finance to
households.

• Over the last three decades, HDFC has turned the concept of 
housing finance for the growing middle class in India into a world-class
enterprise with excellent reputation for professionalism, integrity and
impeccable service.

• A pioneer and leader in housing finance in India, since inception, HDFC

has assisted more than 3.5 million families to own a home of their own,
through cumulative housing loan approvals of over Rs. 2.98 trillion and
disbursements of over Rs. 2.42 trillion as at March 31, 2010.
 Amity Business School

• HDFC has a wide network of 283 offices (which includes 66 offices of

HDFC's wholly owned distribution company HDFC Sales Private Limited)
catering to over 2,400 towns & cities spread across the country.

• It also has offices in Dubai, London and Singapore and service associates

in the Middle East region, to provide housing loans and property advisory
services to Non-Resident Indians (NRIs) and Persons of Indian Origin
(PIOs).

• HDFC's specialist team of over 1,500 trained and experienced

professionals .

• Customer satisfaction is the hallmark of all HDFC offerings. The first

touch of HDFC's personalised service begins as soon as a customer
approaches HDFC, and over time it progresses into a long and meaningful
relationship.
 Amity Business School
• The HDFC team guides the customers right through the entire process of
property purchase - be it property search assistance, technical support
prior to finalising the property, legal advice on property related
documentation, personalised home loan counselling or providing
tailor-made repayment options to suit the customer's specific
requirements.

• HDFC's wide product range includes loans for purchase and construction
of a residential unit, purchase of land, home improvement loans, home
extension loans, non-residential premises loans for professionals and loan
against property, while its flexible repayment options include Step Up
Repayment Facility (SURF) and Flexible Loan Instalment Plan (FLIP).
 Amity Business School

• HDFC also has a robust deposits mobilisation programme. HDFC has been
able to mobilise deposits from over 10 lacs depositors.

• Outstanding deposits grew from Rs. 1,458 crores in March 1994 to Rs
23,081 crores in March 2010.

• In addition, HDFC has received 'AAA' rating for its Deposit products for
highest safety from both CRISIL and ICRA for sixteen consecutive years.

• HDFC has undertaken several consultancy assignments in various

countries across Asia, Africa and East Europe to support and establish
their housing finance institutions.
 Amity Business School

Subsidiaries and associate Companies

• HDFC Bank
• HDFC Asset Management Company Ltd

• HDFC Standard Life Insurance Company Limited

• HDFC Sales

• HDFC ERGO General Insurance Company ltd ( formerly

HDFC General Insurance Company Ltd)

• Other Companies Co-Promoted by HDFC

 Amity Business School

GOALS
• Develop close relationships with individual households.

• Maintain our position as the premier housing finance

institution in the country.

• Transform ideas into viable and creative solutions.

• To grow through diversification by gaining leverage from our

existing client base.
 Amity Business School

GROWTH STRATEGIES
• Increase the return on equity each year by 1 percentage point in
order to maximise shareholder value.

• Maintain gross Non-Performing Assets (NPAs) below 1%.

• Consistently grow the loan book.

• Improve operational efficiency by consistently bringing down the

cost to income ratio.
 Amity Business School

Distribution network
• HDFC Bank is headquartered in Mumbai.

• The Bank has an network of 1725 branches spread in 780 cities

across India.

• All branches are linked on an online real-time basis.

• Customers in over 500 locations are also serviced through

Telephone Banking.

• The Bank has a presence in all major industrial and commercial

centres across the country.
 Amity Business School

• Being a clearing/settlement bank to various leading stock exchanges,

the Bank has branches in the centres where the NSE/BSE have a
strong and active member base.

• The Bank also has 5,016 networked ATMs across these cities.

• Moreover, HDFC Bank's ATM network can be accessed by all

domestic and international Visa/MasterCard, Visa
Electron/Maestro, Plus/Cirrus and American Express
Credit/Charge cardholders.
 Amity Business School

RECRUITMENT & SELECTION PROCESS

• Recruiting and selecting the right people is paramount to the success of
the HDFC BANK LTD. and its ability to retain a workforce of the
highest quality.

• This recruitment and selection policy sets out the procedure to ensure that
the best people are recruited on merit and that are the recruitment process
is free from bias and discrimination.

• PRINCIPLES:

• Attracting and recruiting the right people is one of the most important
activities of the organization and is the responsibility to be owned by each
and every employee of the organization.
 Amity Business School
• Merit will be the single most important factor in selection process.

• They will ensure a diversity, both gender and ethnicity by targeted

candidate sourcing with the help of recruitment vendors and the referral
program.

• While skills and profile matching play an important role, they will hire
people who are team players and have the right attitude most relevant
to the culture of the organization.

• Attitude is as important as aptitude.

• They believe in becoming a company of giants and emphasis is in

hiring people who can grow bigger and better than they presently are.
 Amity Business School

• They believe that each candidate interviewed irrespective of whether

she/he is selected should become a friend of the organization.

• They treat all the candidates with the utmost respect. They will be open
and fair in communication with them; this way they also enhance the
brand image of the organization.

• They will continuously assess, identify and cultivate strategic talent

pools including those at the universities, management schools, and
community forums to address their long term needs.
 Amity Business School

Recruitment Process of Sales team

• Recruitment is done face to face by sales manager. Mostly Fresher is
called for interviews.

• Recruitment is done after some time according to employee turnover

rates.

• Recruitment and Selection is done for those candidates which are more
presentable, confident, and which have more of sales knowledge, with
good communication skills.
 Amity Business School

Sales force type

• In HDFC sales force type is CONTRACTUAL i.e. sales person &

team are hired on some contract basis in that time period if their
performance is well suited to company’s target then the can be further
hired, else they can be dropped.
 Amity Business School

Sales force size

• Sales force size in HDFC may vary according to the territory size
& potential customers in an area.

• Generally sales force size exists between 10 to 25 sales people in

an area.

• These sales people are further grouped into sales team of 3 to 5

sales people.

• All sales team are headed by sales manager in an area or at some

places Branch manager also.
 Amity Business School

Sales Quotas
• Sales quotas are divided on the basis of the targets provided by the
company to sales manager, accordingly manager divides the targets into
sales team and sales people individually.

• Sales quotas are also decided on the basis potential of individual,

potential of area i.e. potential customers in an area.

• Thirdly sales quotas are decided on the basis of footfalls in an area.

 Amity Business School

Training process
• Training at HDFC is given in a group of 4 to 5 sales people and is
given by sales manager.

• In case of recruitment of single sales executive training is given by

sales manager in his own cabin or office area.

• Training are conducted on regular basis as per recruitment process,

there are no timing constraints for training.

• Training continues through out the year as new members are added to
the sales team.
 Amity Business School

• Training of a sales force should be an ongoing effort to

accommodate new hires, and to hone advanced sales skills for
existing staff.

• HDFC Offer various types of sales force training to ensure that your
staff is well-rounded in the necessary skills.

• Training is given both ways i.e. on field & off field.

 Amity Business School

Off field training:

• In off field training is given at sales manager’s workstation or office

where he gives all theoretical knowledge & skills to be applied for sales
job.

On Field Training :

• In on field training sales trainees are accompanying the sales manager or

senior members to the field as their co –workers and have to learn
practically how the senior people are handling the clients and customers.

• Trainee has to learn all the tactics & techniques used by senior member
to add it to his skills.
 Amity Business School

Training program includes

• Basic sales knowledge.

• Product knowledge & details.

• Selling process & skills.

• Communication skills.

• Way of interaction with customers.

 Amity Business School

Compensation plans
• Sales people are paid with a salary range of Rs. 8000 to Rs. 10000
monthly and plus incentives.

• Incentives are calculated on the basis of target provide and achieved

by sales people.

• Incentives includes mainly financial rewards.

• There can also be up gradation in profiles as team leaders etc.

 Amity Business School

• References :--

• Mr. ABHISHEK ANAND (Sales Manager)

THANK YOU