customer acquisition stgy
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WELCOME
THE killing STRATEGY
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SUCCESS STORY SHOULD
STARTS WITH
WE WILL DO IT
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HOW COULD WE ?
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Most HappppennnningCity AcrossINDIA
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TARGET MARKET
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CYBER TOWERS
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MICROSOFT CAMPUS
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WIPRO CAMPUS
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CYBER GATEWAYS
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?WHAT IS NOT THERE !
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IN THE STORY
THE NEXT BEAUTIFUL SCENE
HOW WE WILL DO IT ?
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SOLDIERS SHOULD STARTS FROM
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WHO ?
Driving Sales With
Segmentation
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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?
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RETAIL CUSTOMER ACQUISITIONSTRATEGY
SMART ACTIVITIES
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SMART ACTIVITIES
DATA FROM VARIOUS SOURCES
COLD CALLING
PRESENTATIONS IN CORPORATES
KIOSKS IN PRIME LOCATIONS
COMPETETIVE ADVANTAGE
ROAD SHOWS
EXHIBITIONS
EVENTS
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HNI CUSTOMER ACQUISITIONSTRATEGY
SLOW POISON STRATEGY
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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
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HOW CA N WE DO THAT ?
BEST SERVICE
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HNI INVESTORS READY TO TAKE RISK
REFERENCES FROM EXISTING HNIS
TRAKING THE DATA OF OWNERS OWNING
ABOVE CCLASS CARS TRAKING CUSTOMERS WHO ARE
RECIDING IN POSH AREAS (
BANJARAHILLS , JUBLEE HILLS.)
TOP KNOTCH PEOPLE WORKING FOR
VARIOUS COMPANIES.( CEOS,MDS,)
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BIBLE TO DRIVE SALES TEAM
MOTIVATION
LISTENING
DSR
MIS
BRIEFING SESSIONS PERFORMANCE REVIEWAL
EMPLOYEE RETENTION
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COMPETETORS COMPARISION
MONTHLY CLIENT
ACQUISITION NUMBERS
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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
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FEW COMPETETORS
ORGANISATIONAL HIERARCHY
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ORGANISATIONAL HIERARCHY OF SHARE KHAN
TEAM MANAGER
Asst.Mgr Asst.Mgr
F.SALES EXE(5) VAR SALES EXE(5)
Asst.Mgr Asst.Mgr Asst.Mgr
TEAM MANAGER TEAM MANAGER
Regional Sales Manager
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Open. Trade. Speed Classic
1 REG.SALES MANAGER
2 TEAM LEADER 15K TO 19K 3000 2000 250
3 ASST.MANAGERS 10K TO 14K 1500 1500 50
4 FIXED.SALES EXE 6K TO 8K 1200 800 12 35 150 300 150
5 VARIABLE.SALES EXE 750/- Per Account NIL NIL NIL NIL NIL NIL NIL
SPL.INCENTIVES
>3000,prepaidbrokerage chequeEMPLOYEE DISG.S.NO SALARY >15,For Each Appl.
INCENTIVES
TARGETMOBILECONV
SALARY & INCENTIVE STRUCTURE
SHARE KHAN
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ORGANISATIONAL HIERARCHY OF 5 PAISA
Relationship Mgr Relationship Mgr
Sales Executive Sales Executive
Relationship Mgr Relationship Mgr Relationship Mgr
Branch Manager
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SALARY & INCENTIVE STRUCTURE 5 PAISA
1 BRANCH MANAGER 35K
2 RELATIONSHIP MANAGERS 15K
3 SALES EXECUTIVE 8K
CONV MOBILE TARGETS.NO EMPLOYEE DISG. SALARY
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ORGANISATIONAL HIERARCHY OF INDIA BULLS
Branch Manager(SHIFALI)
Sales Manager Sales Manager
Relationship Mgr Relationship Mgr Relationship Mgr Relationship Mgr Relationship Mgr
Sales Manager Sales Manager
Branch Manager(Sheethal)
Regional Manager (Akshay Bhalla)
Branch Manager(Vinay) Branch Manager(Laxman Rao)
Regional Manager (Dashmeet Singh Bhatia)
Vice President (AP) (Yuraj Singh Chowdary)
Executive Director/ National Sales Head (Gagan Danga)
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SALARY & INCENTIVE STRUCTURE INDIA BULLS
INCENTIVES
On Brokerage >10 >15 >20
1 REGIONAL MANAGER 50K
2 BRANCH MANAGER 35K
3 SALES MANAGERS 25K
4 RELATIONSHIP MANAGER 12K TO 18K 15 a/c & 4 times bkr.of salary 10% 1500 2000 2500
MOBILE TARGETSPL.INCENTIVES
S.NO EMPLOYEE DISG. SALARY CONV
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ORGANISATIONAL HIERARCHY OF ICICI DIRECT
Segment Manager
Salary.Exec Variable.Exec
Customer Aquistion Team
Segment Manager Segment Manager
Regional Product Manager
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Open. Trade.
1 REGIONAL PRODUCT MANAGER 20000
2 SEGMENT MANAGER ( LEVEL 1 ) 5000 3000 250
2 SEGMENT MANAGER ( LEVEL 2 ) 6500 3500 201 to 250
2 SEGMENT MANAGER ( LEVEL 3 ) 8000 4500 251 to 300 35 150
2 SEGMENT MANAGER ( LEVEL 4 ) 9500 5500 301 to 350 NIL NIL
2 SEGMENT MANAGER ( LEVEL 5 ) 11000 6500 351 to 400
2 SEGMENT MANAGER ( LEVEL 6 ) 12500 7500 401 to 450
2 SEGMENT MANAGER ( LEVEL 7 ) 14000 8500 451 to 500 35 150
3 CUSTOMER ACQUISITION TEAM (LEVEL 0 ) 3750 11 to 30
3 CUSTOMER ACQUISITION TEAM (LEVEL1) 5000 NIL 31 to 40 NIL NIL
3 CUSTOMER ACQUISITION TEAM (LEVEL2) 5500 3000 41 to 50
3 CUSTOMER ACQUISITION TEAM (LEVEL3) 5500 1400 51 to 60
3 CUSTOMER ACQUISITION TEAM (LEVEL4) 6500 1700 61 to 70 35 150
3 CUSTOMER ACQUISITION TEAM (LEVEL5) 6800 2700 71 to 80 NIL NIL
3 CUSTOMER ACQUISITION TEAM (LEVEL6) 7100 3900 81 to 90
3 CUSTOMER ACQUISITION TEAM (LEVEL7) 8000 4000 91 to 100
3 CUSTOMER ACQUISITION TEAM (LEVEL8) 9000 4500 101 to 125 35 150
3 CUSTOMER ACQUISITION TEAM (LEVEL9) 10000 5500 126 to 150 NIL NIL
3 CUSTOMER ACQUISITION TEAM (LEVEL 10) 11000 7000 151 to 175 35 150
3 CUSTOMER ACQUISITION TEAM (LEVEL 11) 12000 8000 >175 NIL NIL
3 FIXED SALARIED AGENTS 4250 NIL 4, 1st Month,7,9,11,12, > 12 resp every month 150 400
3 VARIABLE SALARIED AGENTS 750/- Per NIL NIL NIL NIL
TARGET
INCENTIVES
>Target ,For Each Appl.S.NO EMPLOYEE DISG. SALARY INCENTIVES IF TAGET REACHED
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ORGANISATIONAL HIERARCHY OF IDBI CAPITAL
MARKETS LTD
Region 1
AGENTS(COMMISSION BASIS)
ASM (ALT Channel)
RO / SRO (11)
Team Leader
RO / SRO (11)
Team Leader
Team Manager
ASM (DST) Satish
Region 2 (AP) Region 3 Region 4
Regional Sales Manager(Irshad)
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SALARY & INCENTIVE STRUCTURE IDBI CAPITAL
MARKETS LTD.
Above
TGT Open. Trade. >13 & 18 & 25
1 REGIONAL SALES MANAGER 60K
2 AREA SALES MANAGER (DST / ALT.CNL) 4 0K
3 TEAM MANAGERS 20K 250
4 TEAM LEADER 11K 150 >40 75 NIL
5 Sr. RELATIONSHIP OFFICER 8K 12 >5 200 200 750 1500 3000
6 RELATIONSHIP OFFICER 7K 12 >5 200 200 750 1500 3000
S.NO For Each A/C.INCENTIVES SPL.INCENTIVES
MOBILE TARGETS ALARY CONVEMPLOYEE DISG.
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THANK YOU
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