A Project On Customer Acquisition At

BY JAGAT DAVE (11) HARSHAD MAKWANA (23) IQBAL MANSURI (24)

Objective :

Primary Objective : Acquiring customers for online trading at ShareKhan. Secondary objective : Study online trading and Indian stock market.

Methods Adopted For Customer Acquisition :

Cold Calling Working On Leads References

Prospects :
People trading in stock market New entrants Unsatisfied customers of competitors HNI (High Networth Individual)

What we need to explain ?

About Sharekhan Benefits of Investing in Stock Market Product Specific Research of Sharekhan

About SSKI :
Founded 1922 - Indias oldest brokerage House Founding member of The Stock Exchange, Mumbai It has mainly three business institutional Broking Investment Banking Retail Broking

About Sharekhan:
Retail Broking arm of SSKI Services offered Equity Trading Derivative Trading Commodity Trading Depository Services Customised Research

About Sharekhan:
COVERAGE Largest chain of 280 share Shops Covers 123 cities 17 states across India

Achievements :

Winner of CNBC - Awaaz consumer award for Most preferred stock broking house in 2005 Winner of Chip magazines Best Financial Website Award in 2001

Benefits Of Investing In Stock Market :

Average Bank FD return 5-6% Average Post Office return 7-9% Average Mutual Fund return 20-30%

Product Specific :

Online/Offline trading account 3-in-1 concept, which integrates Trading Account Demat Account Linking with the Savings account Exposure : 4 times of Deposit

Product Classification :
Mainly 2 types Product Offers :
1. CLASSIC ACCOUNT For Retail Investors Trade through websites JAVA BASED APPLET Terminal For Cash and derivatives market Lifetime Registration Fees Rs. 750/ Demat Account Charges 300/- p.a.

Product Classification :
2. SPEED TRADE ACCOUNT For, HNI customers Single Screen Trading Terminal Internet based application Live Tic by Tic Technical charts Advice available on terminal itself Lifetime Registration Fees Rs. 1000/ Minimum Brokerage Requirement Rs.1000/- p.m.

Features :

NSE terminal Bank Affiliation Instant Credit And Transfer After Hour Orders Timely Advice
On the website Via email Print magazine SMSTic By Tic Price Fluctuations

Dial-n-trade
IT-enabled Call Centre

No Incoming & Outgoing Demat Charges

Brokerage Structure :
Same day sq off Next day sq off Buy Cash 0.10% Sell 0.10% Buy 0.50% Sell 0.50%

Derivatives

0.10%

0.02%

0.10%

0.10%

Research of Sharekhan :

categories companies into six clusters to help you identify the stocks that fit your time horizons and return objectives the best.

Evergreen Applegreen Emerging Star Ugly Duckling Vultures Pick Cannonball

What We Achieved :
Target : 30 customers Met 300 Prospects Acquired 24 customers From Cold calling 8 From Leads 10 From References - 6

What We Learned :
Basics of Stock market Stock market working Online Trading Mechanism Selling Skills Providing After Sales Service

Recommendations:

Maintain Customer Relationship Enlarge Customer convenience Provide Online Pledging Simplify the account opening procedure Provide Online demonstration

Thank You