final presentation july
TRANSCRIPT
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ANALYZING THE WORKING CAPITAL BANKING REQUIREMENTS
OF MANUFACTURING COMPANIES AND DESIGNING A
SOLUTION TO SUIT THEIR BANKING REQUIREMENTS
Presented by
Manju Khubchandani
Aishwarya Tiwari
Project Guide
Mr. Jateen Waghdhare
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Index
W H Y ?
Objective
Research Methodology
Data Analysis
Leads Generated
Recommendations
Experience - Learning Take Away
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W H Y ?
Dhanlaxmi Bank is new entrant in Pune.
Fragmented information on companies
Collation of database inclusive of turnover/contact persons etc is time
consuming and inefficient for SM/RM.
Cold Calling requires time for conversion and closure of deal.
Big SME market/market mapping
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Objective
Understanding the decision making process on selection of working capital
banker by a manufacturing companies.
Identification of the parameters behind selecting the working capital banker.
Identification of potential customers forDhanlaxmi Bank in SME sector in
Pune city.
Identification of the current banking structure and the banking problems
faced by manufacturing company.
Identification of services that would create a demand forDhanlaxmi Bank.
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Research Methodology
Sample selection.
Database Creation.
Criteria to prepare the database .
Manufacturing companies.
Turnover of the company : more than 10 crores.
Area: MIDC Pimpri , Chinchwad, Bhosari.
Source for database.
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Research Methodology
Exploratory Research
Customer
Banker
Questions
ParametersRequirements
Problems
Findings
Nationalized bank.
International presence.
Branches.
Documentation /Procedure.
Grievance handling.
Flexibility.
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Research Methodology
Questionnaire Preparation.
Based on exploratory research.
Sample survey. Geographical Division.
Appointment.
Telephonic.
Area wise.
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Data Analysis Bank Selection Parameters
Respondents preferring a bank on the basis of:-
1. Reputation of the bank2. No of branches
3. Banks flexible in sufficing changing Needs of the client
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Data Analysis Current Bank Problems
- 45% customers facing some problem with their existing bankers
- Transaction related services a major problem with existing bankers
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Data Analysis Current Bank Satisfaction
None of the customers dissatisfied with their current bankers
28% of customers willing to add new bank for working capitalfacilities
More than 50% Customers neutral on satisfaction level , willing
to add new bank
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Data Analysis InterestRate Sensitivity
68% of the customers selecting neutral on satisfaction level for interest rate are
willing to add a new bank
68% of customers surveyed are in the interest range of 10-11.5%
Interestingly 2 customers in higher interest range willing to add a new bank (Out of 4as shown in graph)
Total responses - 44
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Data Analysis Customers / Suppliers
ExportSales (% Turnover)
3
12
10
4
3
48%
Imports (% Turnover)
5
4
11
3
10
40%
Responses - 33Responses -
32
- Most of the manufacturing setup source raw material from outside Pune
- 75% of the companies surveyed are into exports
- Overall customers satisfied with NFB facilities from their existing bankers
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Data Analysis NFB Cost Sensitivity
- Customers prefer keeping more margin than increasing commission
- 31% of customers surveyed are paying commission between 1.25% - 1.75%
- Clear opportunity to convert 7 customers (>2.25%) basis cost savings
Co
ission forNon Fund Based Fa
ility
11
6
13
5
7
2.25%
Responses - 42
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Data Analysis NFB Cost Sensitivity
- Ideally Higher the exports/imports higher the bargaining power for the customer
and lower the commission
- Opportunity to pitch lower commission and convert customer on cost savings
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LEADS GENRATED
-15 leads generated
- Turnover ranging from 10
Cr to 400 Cr
- 13 clients having either
export or import- All 15 using NFB facilities
- 13 clients disclosed their
current range of Cash
Credit interest rates
-15 leads generated
- Turnover ranging from 10
Cr to 400 Cr
- 13 clients having either
export or import- All 15 using NFB facilities
- 13 clients disclosed their
current range of Cash
Credit interest rates
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Recommendations
1. Customers prefer proximity toward bank branch. Dhanlaxmi Bank should
have a branch in MIDC area
2. Sales call should include banks pro-activeness to address clients changing
requirements in terms of products and limits
3. Sales call should include banks pro-activeness to address transaction related
convenience to the clients
4. Ample measures should be taken to promote the bank at the local level to
create awareness of the bank.
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Experience Learning Take Away
1. Making Cold Calls How to convince a stranger Confidence
2. Taking Appointments How to ensure an appointment Communication
Skills
3. Seeking specific Information How to mould your discussion in the right
direction Communication Skills
4. Speaking to receptionist for connecting the call to the right person
Persistence Softer skills
5. Overlapping and rescheduled appointments Always keep a backup option
Time Management
6. Travelling to the respondents in rains on a two wheeler Still be presentable
Hard work pays
7. Interacting with range of deranged people Patience Limit of patience
8. Visiting MIDC area Knowing MIDC area We know the roads now!!
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THANK YOU!!