parivartan post

PARIVARTAN

POST

From the Editor’s Desk

24th January 2017 | Edition 5

A new wave of "Parivartan” is embracing SCUF as the Parivartan

program is now live in 319 branches pan India, post a rollout in another

124 branches in January. With the latest Change Leader Bootcamp,

Parivartan has taken 12 new change leaders under its wings who would

be joining the 22 existing change leaders in driving this program

In this super- edition of Parivartan Post we bring to you more on this and

also the much awaited results of the best performing branches & change

leaders in the October to December quarter in both SME & Cross Sell

In addition, this edition brings forth several voices from the field, called

upon to share their experiences, challenges, achievements and learnings

across tenures from being an integral part of the Parivartan team.

Who are our newest batch of change leaders? How does the field feel

about the program? Which branches & CLs have outperformed the

others? Flip through the pages to read about this and more!

Parivartan Gallery

Change Leader Corner : Introducing our Change Leaders12 new Change Leaders have taken up the baton to drive ‘Parivartan’ across all rollout branches

under their purview. We wish them all the success in their new role of coaching & assisting the

scale up of initiatives.

Introducing our 12 New Change Leaders

PARIVARTAN

POST

Y Subrahmanyam

Telangana

“Enjoys cricket &

visiting new places”

Surojit Das

West Bengal

“Enjoys Bangla

Rabindra Sangeet”

Krishnajirao V

TN01

“Loves playing &

watching cricket”

Sachin Kothari

Gujarat

“Enjoys mountain

climbing”

Sudheer

Andhra Pradesh

“Passionate about fund

raising for charities”

Tejas Solanki

Gujarat

“Likes travelling &

reading new books”

Ramesh R

TN01

“Loves working with

high powered, fast

moving teams”

Amol Polad

Maharashtra

“Is always positive no

matter what”

Kiran Kangare

Maharashtra

“Loves watching

movies”

B Muthuraman

TN02

“Loves visiting places

in and around TN”

A Gopinath

TN02

““Enjoys taking long

bike trips”

Sivasubramaniyan

TN02

“Keen interest in

cricket & volleyball”


PARIVARTAN

POST

Vijay BhaskarReddyDM, Telangana

What has been your biggest achievement or learning as part of Parivartan?1

Achievement: When I was the BM in Kamareddy, the average business in the

branch was 50-60 lakhs before Parivartan. After Parivartan was launched, the

average business in the last 6 months has been 1 crore. The quality of

appraisal has improved a lot and the sourcing especially from open market has

given us a good number of leads. This performance was also one of the criteria

that helped me get my promotion from a BM to DM

Learning: I have learned a lot about how best to interact with customers. The

skill to assess a customer has also improved

. How do you motivate your team?

I motivate my team by taking Kamareddy and Nizamabad 2 pilot branch

performance as an example. I talk about how the average business and the

quality of business has improved since Parivartan. All the branches in my area

had zero arrears before demonetization. These examples tend to inspire the

new pilot branches in the area

2

SME has yielded great results for us. We have to improve cross sell follow ups

so we strengthen our performance

If there is one thing you had to change, what would that be?3


Voices from

the field

PARIVARTAN

POST

ShwetaTelecaller, Karnataka

What is your experience being a Parivartan telecaller?1

The experience has been very good. While initially we would try selling

products to new customers mostly, now we are able to identify good existing

customers and cross-sell other products to them. With the CRM, my job of

tracking and follow ups has become very easy. Because we are recording

reasons of customers not being interested, it is also giving us data to do some

analysis in future.

What have been your learnings as part of this program?

My 2 biggest learnings have been -

Product knowledge of different SCUF products. Initially I used to focus only

on 1 product, but now when customer asks I'm able to talk about different

products

Systematic way of doing work. Today, even if CRM is not working for a day, I

am able to record the data in a systematic way so I can update the next day

2

My biggest challenge has been that a lot of customers say they are interested

as soon as you call them and when the ME visits them they say not interested.

I have tried to overcome this by having a longer conversation with the customer

and actually understanding why they need the loan before marking them as

interested.

What has been your biggest challenge in this program?3


Voices from

the field

PARIVARTAN

POST

SathyanarayananME, TN02

What was your initial reaction when Parivartan was introduced?1

I was initially scared that my entire work process would change because of

Parivartan. But I have been willing to learn how to use the app, convince

customers etc. That has really helped me

How is your experience being a Parivartan ME?

It has helped me in two ways. First, it has increased my understanding of

customers. By answering the questions on the App, I have learned how to talk

to customers and what information to seek from them. It has also improved my

comfort with technology.

2

It has made me more systematic as I am getting an update of the status of

each customer I source. I am also working harder now as I am able to compare

my productivity with other MEs

How has Parivartan changed you?3


Voices from

the field

PARIVARTAN

POST

Tell us a little about yourself (where you are from, education, previous work experience, designation before CL)

I am from small village, which is located 20 km faraway from Ratnagiri & it is

famous for mangoes. I joined Shriram in 2010 as a fresher in the accounts

department. Before I became CL, I was working as a Branch Manager in

Chiplun branch. Based on my performance as a BM, I was promoted to CL.

What challenges have you faced in Parivartan?

It was initially challenging to train my team on the new processes that

Parivartain introduced, especially Credit Engine, cash flow, etc. After training,

the next challenge was to motivate them to adopt the new system.

Shifan Fondu, CL, Maharashtra

1

What has been Parivartan’s impact on you? (for example- your working style, leadership, etc)

Parivartan has made me a lot more punctual and innovative. The daily and

weekly tracking ensures I am always motivated and moving at a fast pace.

2

What do you think is Parivartan’s impact on SCUF?

Parivartan has drastically improved the number of files and the method of

sourcing in my branches. The methodical evaluation has ensured branches

have a good pipeline of customers. Our MEs are also performing better

because of the systematic workflow Parivartan has introduced.

3

What differences do you see in your team over the months you have been at Parivartan?

Team is focusing more & more on visits . Also grasping new technology very

easily for business transmission.

4

5


Voices from

the field

PARIVARTAN

POST

SaravananBM, TN01

How has Parivartan impacted you personally?1

At first I found it very difficult to do business as the way of working was new.

We were part of the first set of branches in Parivartan. Over the months I have

gained a lot of knowledge, especially regarding how to analyse a customer’s

financial position using cash flow and QCA.

What is the most challenging part about Parivartan?

We have to work hard at lead sourcing as we realized that many of the

customers we were doing business with did not have adequate documentation

to analyse their financial strength.

2

It has developed a positive attitude at every level in the branch. We are tapping

into good customers and eliminating bad ones using the new tools we have.

How has Parivartan affected your team and the working of your branch?3


Voices from

the field

PARIVARTAN

POST

Vinayak KumbharME, Maharashtra

What was your initial reaction when Parivartan was introduced in your branch?

1

I was initially nervous because it brought a lot of changes to our work flow. I

had to learn to use the app, and ask more details from the customer when I

went to meet them.

How has your experience been being a Parivartan ME?

It has been a good experience. The systematic method of Parivartan has been

best as it has enhanced my quality of work. I am sourcing more and better

customers now. I have also started approaching open market leads with more

confidence.

2

Parivartan has increased my exposure within SCUF, so I feel more responsible

towards my work. It has changed how I interact with customers, I spend more

time with them now to understand them better.

How has Parivartan changed you?3


Voices from

the field

PARIVARTAN

POST

SathyarajCL, TN01

At first it was challenging to make everyone understand the different aspects of

Parivartan, as it was a transformation of how we work. But over time my team

has become acquainted with the working and we are working unitedly in its

implementation. Of course, our ED has been a great source of support in every

respect.

Tell us a little about yourself (where you are from, education, previous work experience, designation before CL)

1

I am from Chennai and joined SCUF as a fresher. I was Regional Manager for

Two Wheeler collections before I became a Change Leader.

What has been Parivartan’s impact on SCUF?

The biggest impact has been the clarity with which we work now as we have

more data about our team’s work. It has also helped us work unitedly as we

compare our performance with other regions. The digital transformation is also

a big impact.

2

I am very proud of being a Change Leader. It has given me a lot of confidence

and a stage to make impact.

What has been Parivartan’s impact on you?3

What differences do you see in your team from when we first started to now?

4


Voices from

the field

PARIVARTAN

POST

Brijpal SinghBM, Roorkee (North)


Earlier, I would refer all cases to credit team. Now, with Credit Engine and

Cash Flow, I find it easier to judge the customer on my own. This has

increased my confidence as a Manager

What is the most challenging part of Parivartan?

The pan-India monitoring of our Turn Around Time was initially a challenge. We

had to work hard to maintain our timing especially as everyone needed to learn

the new system of working in Parivartnan.

2

The quality of our portfolio has definitely improved. Even at the Marketing

Executive level, we are able to better judge the quality of the customer.

Therefore, we are targeting better customers from the beginning.

How has Parivartan impacted the business of your branch? (in terms of disbursements and customer profile)

3


Voices from

the field

PARIVARTAN

POST


The biggest impact has been the exposure I got to the senior management of

SCUF. I am more confident now in the way I talk to seniors in the organization.

The fact that all my activities were input into the system gave me confidence as

I could easily access data when I needed it and had numbers on my finger tips.

After Parivartan, as a Branch Manager I was taking policy decisions in the

Knockout Stage. The Credit Engine also helped me take decisions regarding

whether to lend to a customer or not. Earlier, I would refer most cases directly

to my superiors without analyzing them in detail.

Parivartan has also increased my confidence in dealing with computers. Earlier

I would be afraid, but now I see how useful it is.

How has Parivartan impacted your branch?

We used to note down customer data in notebooks. We would lose a lot of

customer data when an ME left or a BM got promoted. The true business

potential of an area could not be realized. Now because of the App and CRM, we

are able to get a better view of our customer pipeline. We are also able to convert

‘Interested Later’ customers, something that was very difficult to do earlier

2

Many of our customers do not maintain accounts, bills, etc. It was initially a

challenge targeting a different profile of customer. Now we also insist on

present customers to maintain better records. So in the long run we are also

helping our customers improve

What is the most challenging part about Parivartan?3

SivasubraminayamCL (BM earlier), TN02


Voices from

the field

PARIVARTAN

POST

BalamuruganBM, TN01


I have gained knowledge and ability to assess financial status of the customers

and have gone forward one step ahead from previous position.

What is the most challenging part of Parivartan?

Converting customers with no or less proof is the most challenging part, even

more when the customer is our existing customer.

2

We are able to identify who are working sincerely. Also, with the regular rank

sharing everyone is now more motivated to work harder and better

How has Parivartan impacted your team and working of your branch? 3


Voices from

the field

Gain knowledge and financial status of the customers, going forward one step a head from previous position.

Gain knowledge and financial status of the customers, going forward one step a head from previous position.

PARIVARTAN

POST

Best Change Leader, SME (Oct-Dec’16)

Praveen KumarAP

Rank 1

Shifan Fondu Maharashtra

Rank 2Rank 3

Rank 1Rank 2

Rank 3

SateeshKumarTelengana

MallinathSwamyMaharashtra

Amit MahurkarMaharashtra

KrishanChauhanNorth

All the hard work from

June has paid off. Still

there is a lot to be done

going forward

The passion and

willingness to adopt

everything new was the

reason for the success

The branches were already

doing well, and the push

from the zonal mangers

and me just helped more

Sourcing has improved

a lot which has

contributed to this

result, but we can still

do much better.

Continuous discussions

and follow ups with

team have resulted in

this success

Ground level

involvement & taking

the DMs along helped

a lot


June Batch

Oct Batch

PARIVARTAN

POST

Best Change Leader, Cross Sell (Oct-Dec’16)

VigneshTN02

Rank 1Rank 2

Rank 3SathyarajTN01 Sushil

MehtaNorth

The result is all thanks

to the team effort and

consistent follow ups.

The regular rankings has

made us all more compe-

titive and we push for

better results each time

NurulKamarNorth

Rank 1Rank 2

Rank 3Shifan FonduMaharashtra

Shripad DangrikarMaharashtra

I had excellent support from

my Branch Managers and

the hardworking

telecallers

After Parivartan my team

has become much more

confident and we are closely

tracking leads

through CRM

Feel great about the result

but we have to continue

working hard. My BMs &

Telecallers have been highly

motivated in focusing on

each lead.


June Batch

Oct Batch

PARIVARTAN

POST

Best Branches, SME & Cross Sell - Overall (Oct-Dec’16)

June Batch

SME Cross Sell

Rank 1

Rank 2

Rank 3

Oct Batch

Vijayawada IIAP

NagpurMaharashtra

NarsapurAP

DhuleMaharashtra

Nellore IIAP

JayakondamTN02

Hassan ChitsKarnataka

PudukottaiTN02

VaijapurMaharashtra

GhaziabadNorth

BarshiMaharashtra

VijayawadaAP

June Batch Oct Batch

Suresh Babu Suresh Babu Sathish

Ramesh Velmurgan Suresh Tare

VenakteswaruluChetan Sonar

Mohan Kumar

Jitendra Thawale

Puneet Aggarwal Jaywant Chavan


PARIVARTAN

POST

Top Branch, SME, - Disbursements (Oct-Dec’16)


Vijayawada Vijayawada IIAP

Dasarahalli HubliKarnataka

Nagpur VITAMaharashtra

Dausa JalandharMP & North

Nallagonda MahaboobnagarTelangana

Pondicherry 2 Tiruvannamalai 4TN01

Thanjavur PerunduraiTN02

Top Branch, SME – Productivity (Oct-Dec’16)


Vijayawada Vijayawada IIAP

Dasarahalli HubliKarnataka

Nagpur YeolaMaharashtra

Dehradun SharanpurMP & North

Kamareddy MahaboobnagarTelangana

Adyar 1 Ranipet 2TN01

Singanallur PerunduraiTN02


PARIVARTAN

POST

Top Branches, SME - QCA and Cashflow Overrides (Oct-Dec’16)


Guntur 1, Guntur 2, Machilipatnam, Nellore,Ongole 1, Ongole 2, Vyyur

Chilakaluripet, Chitoor I,Kurnool I, Narasapur, Rajahamundry, TadepalligudemTirupathi II, Vijayawada II

AP

Karnataka Hassan Chits, Rajaji NagarDasarahalli, Mandya, Mysore,Vijaynagar, Wilson Garden

Aurangabad, BhandaraChandrapur, Gondia, Waluj

Maharashtra Ahmadpur, Akola, Baramati, Barshi, Chiplun, IchalkaranjiKolhapur, Latur, Malegaon, Nanded, Nashik, Panjim, RK Circle, Satana, Sangamner, Sangli, Sholapur, Vaijapur, Vita, Warora, Washim, Yavatmal,Yeola

MP & North Dehradun, Dilshad Garden, Faridabad, Jodhpur, Karnal, Ludhiana, Roorkee, Udaipur, Bhopal, Indore, Ujjain, Vidisha

Allahabad, Bareilly, Bhatinda,Bikaner, Chandigarh, East Delhi,Gorakhpur, Gurgaon, Hanumangarh, Haridwar, Jammu, Jhansi, Kangra, Kashipur, Kurukshetra, Mansa,Meerut, Mirzapur, Moga, Pilibhit, Rudrapur, Sharanpur, Shimla, Tonk, Varansi

Kamareddy, Miryalaguda, Nizamabad 2

Janagaon, Khammam I, Warangal I

Telangana

Kanchipuram, Pondicherry 2Porur 2

Ambathur 2, Chengleput, Poonamalle, Ranipet 2

TN01

Aduthurai, Ariyalur, Avinashi, Erode Ill, Jayakondam, Kumbakonam, P N Pudur, Palladam, Papanasam, Pudukottai, Singanallur, Thanjavur, Tiruppur I, Tiruppur II

Gandhipuram, Gobichettipalayam, Mannargudi, Muthupettai, Pattukottai

TN02


PARIVARTAN

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Top Branches, SME - Collections Efficiency (Oct-Dec’16)


VyyurAP

Karnataka Hassan Chits, Hospet, Rajaji NagarMysore, Mandya, Dasarahalli

Jalgaon, Chalisgaon, DhuleMaharashtra Ahmadpur, Akola, Baramati, Barshi, Buldhana, Chiplun, Ichalkaranji, Kolhapur, Latur, Nanded, Nashik, Nashik Road, Osmanabad, Pandharpur,Panjim, Parbhani, Ratnagiri, Rkcircle, Sangamner, Sangli, Satana, Satara, Sholapur,Udgir, Vaijapur, Vita, Wardha, Warora, Warud, Washim, Yavatmal, Yeola

MP & North Vidisba, Dewas, Ujjain, Dilshad Garden

Agra, Allahabad, Bareilly, Bhatinda, Bikaner, Chandigarh, Dausa, Gorakhpur, Gurgaon, Hanumangarh, Haridwar, Hathras, Jammu, Jaunpur, Jhansi, Kaithal, Kangra, Kanpur, Kashipur, Lucknow, Mansa, Meerut, Mirzapur, Moga, Patiala, Pilibhit, Rudrapur, Sharanpur, Shimla, Sitapur, Uttam Nagar, Varansi, East Delhi

Ananthapur II, Chilakaluripet, Cuddapah II, Hindupur,Kurnool II, Narasapur, Nellore II,Proddatur I, Rajahamundry I, Tadepalligudem, Tirupathi I, Vijayawada II


PARIVARTAN

POST

Top Branches, SME - Collections Efficiency (Oct-Dec’16)


Himayathnagar Sangareddy, Janagaon, Karimnagar I, Khammam I, Kukatpalli

Telangana

Kumbakonam Gandhipuram, Gobichettipalayamm, Mannargudi, Muthupettai, Pattukottai, Perundurai

TN02

Porur 2TN01 Ambathur 2, Avadi, Cuddalore 2,Poonamalle, Ranipet 2, Tirunindravur, Tiruvannamalai, Tiruvoutriyur, Vellore 3


PARIVARTAN

POST

Top Branch, Cross Sell – Disbursements (Oct-Dec’16)


Guntur 1 Nellore IIAP

Dasarahalli Mangalore Chit IKarnataka

Aurangabad RatnagiriMaharashtra

Ghaziabad Uttam NagarMP & North

Bodhan SangareddyTelangana

Pondicherry 2 ChengleputTN01

Jayakondam GobicettipalayamTN02

Top Branch, Cross Sell – Conversion (Oct-Dec’16)


Vyyur Nellore IIAP

Dasarahalli Hassan chitsKarnataka

Chalisgaon VaijapurMaharashtra

Ghaziabad DausaMP & North

Bodhan SangareddyTelangana

Pondicherry 2 Tiruvannamalai 4TN01

Thanjavur GobicettipalayamTN02


PARIVARTAN

POST

Top Branch, Cross Sell – Turnaround time (Oct-Dec’16)


Vyyur Kurnool IAP

Vijaynagar Mangalore Chit IKarnataka

Pimpri Nashik roadMaharashtra

Udaipur Shimla, Moga, MeerutMP & North

Nallagonda Khammam ITelangana

Porur 2 Tiruvannamalai 4TN01

Erode III MuthupettaiTN02


PARIVARTAN

POST

Top Branches, Cross Sell – Collections Efficiency (Oct-Dec’16)


GudurAP

Karnataka Rajaji Nagar, Hospet, Hubli, Hassan Chits

Mysore

MP & North Noida Gorakhpur, Meerut, Shimla, Moga, Kangra, Jammu, Jaunpur, Mirzapur, Hathras, Sharanpur, Jhansi, Lucknow, Bhatinda, Kanpur, Agra, Rudrapur

Chilakaluripet, Tadepalligudem, Narasapur, Cuddapah II, Hindupur, Kurnool I, Proddatur I, Kurnool II, Chitoor I,Ananthapur II, Nellore II, Rajahamundry I, Tirupati II

ChandrapurMaharashtra Yavatmal, Warud, Vita, Panjim, Osmanabad, Sholapur, Ahmadpur, Barshi, Pandharpur, Latur, Yeola, Nashik, Sangamner, Nashik Road, Malegaon, Satana, Washim, Sangli, Warora, Ratnagiri, Akola, Chiplun, Buldhana, Nanded, Vaijapur, Pusad, Satara, Udgir, Wardha, KolhapurIchalkaranji


PARIVARTAN

POST

Top Branches, Cross Sell – Collections Efficiency (Oct-Dec’16)


Himayathnagar Khammam I, Mahaboobnagar, Kukatpalli, Karimnagar 1, Janagaon, Warangal I, Sangareddy

Telangana

Erode III, Tiruppur I, Avinashi

Gandhipuram, Mannargudi,Perundurai, Pattukottai, Muthupettai

TN02

Avadi IITN01 Poonamalle, Tiruvoutriyur, Alwarthirunagar, Ranipet 2, Ambathur 2, Vellore 3,Tiruvannamalai 4


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