customer acquisition stgy

7/28/2019 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 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 (LEVEL4) 6500 1700 61 to 70 35 150

3 CUSTOMER ACQUISITION TEAM (LEVEL5) 6800 2700 71 to 80 NIL NIL



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

customer acquisition stgy

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