HDFC Life Insurance Marketing Strategies
HDFC Life Insurance Marketing Strategies
HDFC Life Insurance Marketing Strategies
This Project is about HDFC STANDARD LIFE INSURANCE including its complete
profile, nature and details about its group companies, companys vision, mission and
product range including its manpower, turnover and market share. Detailed explanation is
given on strengths, weakness, opportunities and threats of the organization and also
includes Best Practices/USPs that the Company follows in different functional area.
The main concentration is laid on the functional analysis of the organization i.e. what are
the marketing strategies of hdfc standard life insurance, how they are followed and
practiced , recruitment policy for financial consultants and what is the recruitment
process of HDFC SLI.
In this project have also included the lessons learnt from the summer training including
the few statements given for working environment, personal experience, practical
knowledge gained during summer training, difficulties faced, suggestions for training of
students in future and most importantly the conclusion of the report.
Chapter 1
Profile of the Company
Industry
Functional Area
: Marketing
Employees
: 2000
Head Quarters :
: Mumbai
Phone
Website
: www.hdfcife.com
Regd. Office
providing the diverse customer base of the HDFC Group and other investors, a capability
to transact in the Stock Exchanges & other financial market transactions.
HDFC securities, provides you with the necessary tools to allocate, select and manage
your investments wisely, and also support it with the highest standards of service,
convenience and hassle-free trading tools.
COMPANYS VALUES:
SECURITY: Providing long term financial security to our policy holders will be our
constant endeavor. This is done by offering life insurance and pension products.
TRUST: Company appreciates the trust placed by our policy holders in us. Hence,
company will aim to manage their investments very carefully and live up to this trust.
Companys mission is to be the best new life insurance company in India and these are
the values that will guide us in this.
HDFC CHUBB GENERAL INSURANCE COMPANY LIMITED
With over one century of experience in the field of non-life insurance from Chubb and
HDFCs expertise from the financial segment, HDFC Chubb General Insurance
Company Limited has the consumer insight to make its product range world class and
comprehensive.
STANDARD LIFE
Standard Life is Europe's largest mutual life assurance company. Standard Life, which
has been in the life insurance business for the past 175 years, is a modern company
surviving quite a few changes since selling its first policy in 1825. The company
expanded in the 19th century from its original Edinburgh premises, opening offices in
other towns and acquiring other similar businesses.
Standard Life currently has assets exceeding over 70 billion under its management and
has the distinction of being accorded "AAA" rating consequently for the past six years by
Standard & Poor.
COMPANYS MISSION:
To be the top new life insurance company in the market.This does not just mean being
the largest or the most productive company in the market; rather it is a combination of
several things like
Protection Plans
You can protect your family against the loss of your income or the burden of a loan
in the event of your unfortunate demise, disability or sickness. These plans offer
valuable peace of mind at a small price. Our Protection range includes our Term
Assurance Plan & Loan Cover Term Assurance Plan.
Investment Plans
Our Single Premium Whole Of Life plan is well suited to meet your long term
investment needs. We provide you with attractive long term returns through regular
bonuses.
Pension Plans
Our Pension Plans help you secure your financial independence even after
retirement. Our Pension range includes our Personal Pension Plan, Unit Linked
Pension, Unit Linked Pension Plus
Savings Plans
Our Savings Plans offer you flexible options to build savings for your future needs
such as buying a dream home or fulfilling your childrens immediate and future
needs. Our Savings range includes Endowment Assurance Plan, Unit Linked
Endowment, Unit Linked Endowment Plus, Money Back Plan, Childrens Plan, Unit
Linked Youngstar, Unit Linked Youngster Plus .
10
Group Products
One-stop shop for employee-benefit solutions
HDFC Standard Life has the most comprehensive list of products for progressive
employers who wish to provide the best and most innovative employee benefit
solutions to their employees.
We offer different products for different needs of employers ranging from term
insurance plans for pure protection to voluntary plans such as superannuation and
leave encashment. We now offer the following group products to our esteemed
corporate clients:
Group Term Insurance
Group Variable Term Insurance
Group Unit-Linked Plan
An investment solution that provides funding vehicle to manage corpuses with
Gratuity, Defined Benefit or Defined Contribution Superannuation or Leave
Encashment schemes of your company
Also suitable for other employee benefit schemes such as salary saving schemes and
wealth management schemes
11
Social Products
Development Insurance Plan
Development Insurance plan is an insurance plan which provides life cover to
members of a Development Agency for a term of one year. On the death of any
member of the group insured during the year of cover, a lump sum is paid to that
members beneficiaries to help meet some of the immediate financial needs
following their loss.
Eligibility
Employees of the Development Agency are not eligible to join the group. The
group to be covered is only eligible if it contains more than 500 members.
12
III.
IV.
V.
VI.
Turnover
13
Chief Manager
Marketing
Manager
Promotion Head
Accounts
manager
Document
ation
Office
assistant
14
Clerks
forms; 16% of savings is in the form of insurance premiums and another 16% is in
Provident Fund and Pensions i.e., 32% of Indias financial savings of the household
sector are available to be tapped. Therefore, growth for the private life insurance industry
is inevitable and HDFC Standard Life is confident of maintaining a steady growth pace.
Highlighting HDFC Standard Lifes differentiators, Mr. Deepak Satwalekar said, Our
Company has the most competitive fund management charge, which is the lowest in
equity based products. Our fund management charge is as low as 0.8% per annum, the
key to enhancing long-term returns. Our other differentiator is that we believe in offering
life insurance solutions to customers based clearly on their needs, and Disha is the way
it is done.
Disha is a Professional Sales Skills Training Program. The delegates in this program are
introduced to a Need-based selling approach, which can cater to all our clients opting
for life insurance solutions. Disha is aimed at providing a good service to the client and
building long-term relationships Contribution to the individual business premium income
by the different channels of distribution also changed significantly, compared to last year.
The Corporate Agency and Bancassurance channel has grown tremendously and
currently accounts for 43% of the companys business. Speaking on this, Mr. Satwalekar
said, The strategy to concentrate on activating a limited number of bancasurance
partners rather than going in for signing up a large number of banks in the early years,
also paid off. Our key to achieving bancassurance success is our belief in a partnership
approach, customized product offerings, highly ethical dealings and providing good value
to our partners and their customers.
16
HDFC Standard Lifes offerings of Employee Benefit Solutions, to the corporate sector,
through Group Business, have met with increased success with year on year growth of
174%. Commenting on the strong growth of HDFC SLs Group Business, Mr.
Satwalekar said, Our excellent fund performance on retirement products and increase in
our client base with 150 clients cutting across a spectrum of industries spanning from
multinationals to PSUs to the older business houses, have been the highlights of the
year.
Ongoing training for conventional products and specialized training for unit linked
products for more than 33,000 of our financial consultants has also helped its customers
choose the products best suited for their need for protection, savings, investments and
pensions. HDFC Standard Life is the only company requiring its sales force to undergo
specific training in ULIPs before they are permitted to sell the same. There has been a
huge jump in the number of its Financial Consultants who have qualified to become
members of the prestigious Million Dollar Round Table (MDRT). From 124 members as
on 31st December 2004, the number has increased to 318 members as on 31st December
2011.
17
Apr-Mar
Apr-Mar
2011-2012
2012-2013
(Rs. Cr.)
(Rs. Cr.)
668.40
1532.21
129.23
i. New Business
486.15
1028.94
111.65
ii. Renewal
182.25
503.27
176.14
887.30
103.47
135.15
173.58
Parameters
% Growth
(Total)
HDFC Standard Life continues to have one of the widest reaches amongst new
insurance companies. The Companys geographical presence has also increased and
covers 169 offices across the country.
18
Vice Chairman
Finance Director
Director of HDFC
: Head-Business Development
: Marketing Manager
: Line Supervisor
19
20
Primary source:
Primary data measurement observed and recorded as a part of an original study. When the data
required for a particular study can be found neither in the internal record of the enterprise nor
in the published sources, may it become necessary to collect original data that is to conduct
first hand investigation.
The work of collecting original data is usually limited by time, money & manpower available
for the study.
Secondary source:
When an investigator uses a data, which has already been collected by others, such data are
called secondary data.
Method of data collection: The secondary data has been collected through several websites,
journals, business magazines and newspapers, books.
21
Chapter 2
SWOT Analysis of the Company
22
Threats: elements in the environment that could cause trouble for the
business or project
Identification of SWOTs is important because they can inform later steps in planning to
achieve the objective.
23
First, the decision makers should consider whether the objective is attainable, given the
SWOTs. If the objective is not attainable a different objective must be selected and the
process repeated.
Users of SWOT analysis need to ask and answer questions that generate meaningful
information for each category (strengths, weaknesses, opportunities, and threats) to make
the analysis useful and find their competitive advantage.
SWOT analysis aims to identify the key internal and external factors seen as important to
achieving an objective. The factors come from within a company's unique value chain.
SWOT analysis groups key pieces of information into two main categories:
1. internal factors the strengths and weaknesses internal to the organization
2. external factors the opportunities and threats presented by the
environment external to the organization
Analysis may view the internal factors as strengths or as weaknesses depending upon
their effect on the organization's objectives. What may represent strengths with respect to
one objective may be weaknesses (distractions, competition) for another objective. The
factors may include all of the 4Ps; as well as personnel, finance, manufacturing
capabilities, and so on.
The external factors may include macroeconomic matters, technological change,
legislation, and socio-cultural changes, as well as changes in the marketplace or in
competitive position. The results are often presented in the form of a matrix.
SWOT analysis is just one method of categorization and has its own weaknesses. For
example, it may tend to persuade its users to compile lists rather than to think about
24
actual important factors in achieving objectives. It also presents the resulting lists
uncritically and without clear prioritization so that, for example, weak opportunities may
appear to balance strong threats.
It is prudent not to eliminate any candidate SWOT entry too quickly. The importance of
individual SWOTs will be revealed by the value of the strategies they generate. A SWOT
item that produces valuable strategies is important. A SWOT item that generates no
strategies is not important.
2.1. STRENGTHS
1. HDFC offers a range of individual and group insurance solutions.
2. HDFC has the financial expertise required to manage your long-term
investments safely and efficiently.
3. The company has covered over 8,77,000 lives year ending March 31,
2007
4. Rated AAA by CRISIL and ICRA for the 10th consecutive year for
High service standards
5. HDFC Bank industry is a rapid growing and a nobler service industry.
2.2. WEAKNESSES
1. LIC is prevalent and sustains even today a major source of population.
2. Low number of offices and network and number of life insurance agents.
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6.
2.3. OPPORTUNTIIES
1. HDFC has captured its mere15 20% growth therefore a wide open
untapped market is open to the company to develop, grow and measure its
success.
2. Still the number of companies are few and company has every
capabilities to grow and forward its performance areas to the widest
2.4. THREATS
1. People are hesitant to invest and put their hard earned money to the
private life insurance company with the fear of getting lost.
2. Belief Banks (government) corporation phobia is continue to surmount
the people of India despite lots of flaws and development and
liberalization of life insurance.
3. Alternative financial services such as mutual fund, banking services,
share and securities also pose problems and threats to the working of the
life insurance sector.
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27
Chapter 3
Functional analysis of at the Company
28
It was in the late 1950's that marketing in banking industry emerged in the west. It
emergence was in the form of advertising and promotion concept. At that time, personal
setting could not get a significant place. (.3radually there was a change in the attitude of
bankers, probably in time with the attitudinal change in customers. The idea of customers'
29
satisfaction began in the late 1950's, flourished in 1960's and became an integral part of
the banking services in the
1970's. But the same trend could not be applicable, especially in developing countries and
to be more specific in India because of socioeconomic and political reasons. Marketing
came into Indian banks in the late 1950's not in the form of marketing concept but in the
forms of advertising and promotion concept. Soon it was realised that marketing
transcends advertlslng and friendliness'. Till 1950 it was recognised that personal selling
was not necessary. The bankers went out of their way to avoid being accused of selling.
The bankers even eliminated the word 'selling' and they called the function of customer
contact 'business development function'. The bankers' attitudes and comprehensions
about marketing changed in the 1960's. They began to realise that marketing was a lot
more than smiling and friendly tellers2. The idea of
customer convenience began in the late fifties and it flourished in the 1960's. Bankers
were beginning to understand the concept of market segmentation in the late 1960's. The
bank marketing profession changed dramatically in the 1970's. Marketing positions in
banks were created and marketing was accepted as an organisational imperative. To
understand how banking services can be marketed better, one must examine bank~nga s a
service industry, in the content of a swiftly changing environment, redefine marketing to
suit a banker's needs, analyse how the marketing of financial services differs from that of
other products, identify the tasks involved there in and set forth a series of steps for
effective bank marketing
30
mediation of bank. There are a number of non-banking alternat~vesf or the depositor like
share market, Post-office saving, UTI,
mutual funds and company fixed deposit. All these are investment avenues and many
other similar ones have flooded in to the Indian financial market. Furthermore, it is an
unavoidable process of rapid economic growth. The outcome of these processes is
undermining the traditional banking function of intermediary between investors and
borrowers. This is known as the process of financial disintermediation
DEPOSITOR BANKER BORROWER
Financial Disintermediation
The baslc outcon~e is that the process of financial disintermediation cut tlic. roof of
traditional banking. On the one side, deposit mobilisation is threatened because of
alternative lucrative
investment avenues are available to depositors. Similar is the case for lending aspect also
because borrowers can now access cheaper and less cumbersome avenues tor raising
resources. In a nutshell, financial disintermediation has created a serious threat to the
very survival and
growth of basic banking activities. In such a situation, banks have been frantically
looking for
alternatives to survive and thrive. It is here that bank marketing came to their rescue.
With its emphasis on the centrality of the customer to entire banking operations, the bank
marketing concept has provided a way out in the form oi' a host of new banking services
and instruments.
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Bank marketing has ernerged as the principal survival strategy for banks confronted with
an accelerating pace of disintermediation. Another face of the growth of Indian economy
in recent years has been the fantastic increase in needs and expectation of banking
customers, Important factors for this change are - The spread of Television, including
access to international
channels, - Rise of Indian middle-class with considerable financial resources ant1
furthermore, a higher propensity towards consumption, - Entry of foreign and private
sector banks in India, - Break-up of the joint family system in urban India, and - Govt.
intervention for protecting the interest of consumers. All these and similar other
developments have combined to produce a typical bank customer who is no longer
prepared to accept things lying down. HI: has started harbouring higher-expectations
from banks to fulfil his newfound needs and has become quite articulate about them".
Now due to the change in the attitude of' customers, banks
cannot continue with their "take it or leave it" attitudes. If they do so they will lose their
customers because customers have a number of other options. So banks must be closer to
the customer in order to satisfy them. In other words, this is exactly what bank marketing
is.
An offshoot of economic liberalisation is the phenomenal growth in competition in the
banking industry. A number of private sector banks with considerable financial might and
expertise have already made an entry. In addition to this, foreign banks have also made
their presence in the country Besides, a large number of Non-banking Finance
Companies as awe11 as recently proposed local area banks are competing to get the
maximum share of the market. So for the first
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time, bank customers in lndia are going to have a choice. This situation brings 'bank
marketing' to increase business and profit. Marketing strategies serve as the fundamental
underpinning
of marketing
plans designed
to
fill
market
needs
and
reach marketing objectives. Plans and objectives are generally tested for measurable
results. Commonly, marketing strategies are developed as multi-year plans, with a tactical
plan detailing specific actions to be accomplished in the current year. Time horizons
covered by the marketing plan vary by company, by industry, and by nation, however,
time horizons are becoming shorter as the speed of change in the environment
increases. Marketing strategies are dynamic and interactive. They are partially planned
and partially unplanned. See strategy dynamics. Marketing strategy needs to take a long
term view, and tools such as customer lifetime value models can be very powerful in
helping to simulate the effects of strategy on acquisition, revenue per customer and churn
rate.
Marketing strategy involves
careful
scanning of
the
internal
and
external
modeling,
environmental
plus
factors
performance
include
analysis
customer
and
strategic
constraints External
analysis, competitor
analysis, target
marketing mix to attain these goals, and detail implementation. A final step in developing
a marketing strategy is to create a plan to monitor progress and a set of contingencies if
problems arise in the implementation of the plan.
Marketing Mix Modeling is often used to help determine the optimal marketing budget
and how to allocate across the marketing mix to achieve these strategic goals. Moreover,
such models can help allocate spend across a portfolio of brands and manage brands to
create value.
The customer of HDFC bank today is most discerning. With banks operating in a
buyer's market, the customer looks for a bank which can meet all his present ant1 future
requirements at an affordable competitive cost. He is also increa:;ingly quality-conscious.
Almost everyone would appreciate that no two classes of customers are alike. Therefore
in any environment relating to a banks branch or region, the potential clientele can
always be classified into different homogeneous segments and distinct 4 Ps package
judiciously offered to each segment.
Market segmentation is the strategy of dividing markets inorder to conquer them, a
continuous policy of looking for differences, geograph~cal or otherwise in the total
market and the continuous exploitation of these differences2'. Market segmentation
differentiates customers with similar banking needs from those with dissimilar needs. If
homogeneity is greater in needs and behaviour of a group of customers then it is easier to
understand them. In addition to that, segmentation provides a solid basis upon which the
marketing strategy of a bank can be designed. Furthermore, segmenting the market also
helps to evolve a distinctive marketing package for each segment based on the needs of
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different customer segment. This in turn helps the marketer to cultivate in the customer's
mind a perception of
psychological membership of bankers' offerings. A customer is more likely to have a
feeling that the given marketing package has been specially designed for a person like
him only, and not for everyday. This will result in greater satisfaction of customer needs
which will inturn result in to higher return for every rupee spent.
Marketing literature is teeming with information about the different basis on which
market segmentation may be attempted. Some of the popular basis of segmentation are
geographic, demographic, psychological, volume., benefit2' etc. Geographic
segmentation in the banking context, one may have variations like metropolitan, urban,
rural, north west, east, south, large city, small city on the b;asis of population, hill area,
tribal area and desert area. By this segmeni.ation, it is assumed that customers in a given
geographic region would show a high degree of homogeneity in their banking needs. As
geographic region are already demarcated, it is the easiest way of segmenlation.
Generally, geographic segmentation could be further extended on the basis of
demographic segmentation of customers. Typical demographic parameters in use are age,
sex, income, occupation education, social class etc. In India, geographic and demographic
segmentation combined together are likely to yield far more homogeneous segments than
either of them individually.
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The extent to which what customers say they want does not match their
purchasing decisions. Thus surveys of customers might claim that 70% of a
restaurant's customers want healthier choices on the menu, but only 10% of them
actually buy the new items once they are offered. This might be acceptable except
for the extent to which those items are money-losing propositions for the
business, bleeding red ink. A lesson from this type of situation is to be smarter
about the true test validity of instruments like surveys. A corollary argument is
that "truly understanding customers sometimes means understanding them better
than they understand themselves." Thus one could argue that the principle of
customer focus, or being close to the customers, is not violated herejust
expanded upon.
The extent to which customers are currently ignorant of what one might argue they
should wantwhich is dicey because whether it can be acted upon affordably depends on
whether or how soon the customers will learn, or be convinced, otherwise. IT hardware
and software capabilities and automobile features are examples. Customers who in 1997
said that they would not place any value on internet browsing capability on a mobile
phone, or 6% better fuel efficiency in their vehicle, might say something different today,
because the value proposition of those opportunities has changed
Types of market research
Market research, as a sub-set aspect of marketing activities, can be divided into the
following parts:
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Primary research (also known as field research), which involves the conduction
and compilation of research for a specific purpose.
Secondary research (also referred to as desk research), initially conducted for one
purpose, but often used to support another purpose or end goal.
38
39
A clear and concise recruitment policy helps ensure a sound recruitment process.
It specifies the objectives of recruitment and provides a framework for implementation of
recruitment program. It may involve organizational system to be developed for
implementing recruitment program and procedures by filling up vacancies with best
qualified people.
HDFC SLI has formulated its recruitment policy giving consideration to the
following factors:
Organizational objectives
40
41
It ensures that every applicant and employee is treated equally with dignity and
respect.
It is an unbiased policy.
42
EXCELLENT OPPORTUNITY
time, depending on your convenience. However, the time you invest will determine
your success
or Working Professionals.
Zero Investment
Attractive Remuneration - Company offers excellent commissions, award and rewards for the
performers.
You have unlimited earning potential. Commission structure is pretty handsome and
is 15-40% and renewal commission of 5% second year onwards till the policy is in
force.
Certificate by IRDA- You will get world class training free of cost and
certification by Insurance Regulatory Development Authority.
43
Desired Profile:
Age: 18Yrs to 65 Yrs
Education: Intermediate or more
Experience: Not mandatory
Type of Job: Full Time or part time
Documents Required:
8 photograph
Age proof (passport, Birth certificate, College Leaving Certificate, Driving License)
Address proof
Education proof
Copy of PAN Card
Duely Signed Cancelled Cheque of self
A candidate needs to bring a DD of Rs. 925/- in case of offline training and Rs.825 in
case of online training towards HDFC SLIC LTD payable at Mumbai.
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IRDA Exam
Fail
Pass
Exit
Product Training
Tradition Product
ULIP Product
Internal Assessment
Fail
Exit
Fig. No.3.1 Recruitment Process of Financial Consultants
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Pass
Certification
The Career Path in HDFC Standard Life Insurance Company Ltd. mainly has two
operations in its all branches. HDFC Standard Life Insurance Company Ltd. has divided
its operation into two departments for the better management. These departments are:
Channel Development Department
1. Area Managers
2. Channel Development Managers
3. Channel Development Executives
4. Recruitment Consultant
Sales Department
1.
Territory Manager
2.
3.
4.
Financial Consultants
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Financial Consultant, and he/she transferred to the sales department for the further
process.
3.3.1Role of CDMs
1. Team building The first step for any CDM is make a team for the recruitment process.
A CDM can use the different resource for the recruitment like Recruitment Consultants &
Project. Through these resource of recruitment a CDM can move for the further process.
2. Training & Induction The next step is to provide the training & induction programs
for his/her team (i.e. recruitment resource) and he/she should has to do field work with
his/her team.
3. Planning & Implementation of Lead Generation Activities. A CDM required
minimum one BOP per week, he can use the canopy, road shows, BTL activities as well
for better recruitment for the organization.
4. Resource Motivation and Drive.
One Vendor Review meet per Week ( Channel Development Manager to Review)
One Vendor Meet per Month( AM-CD to Address) Felicitation & Rewards to top
performers
5. IRDA Training & Examination A CDM has to arrange FCs 50 hours training
tracking through LC & RCs. and IRDA Examination tracking through increasing I/O
Ratio.
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Relationship Management
Q Score
Fulfillment of RI documents
100 % adherence
3.4.Sales Department
Sales Department is the most important department for any organization, without it no
organization move further. All the business is depends on the sales department and all
the operations are done for promoting the sales. So i.e. the better management and better
sales executive are require for increasing the sale of Insurance products (Insurance
Policies).
The Territory Manager monitors the branch and all the BDMs are the
subordinate of him. TM keeps the eyes on all the activities or a branch and his/her
48
department helps in recruiting the best Financial Consultant to the organization so he/she
would be able to take more business (large amount of Premiums) and helps in achieving
the organizational goal. After getting the IRDA licence FCs are transferred to sales
department from channel development department under different SDMs & BDMs. Then
sales department provides them product and other training which can make them to go in
the market and to sell the insurance policies
Closing sales.
AIG. It also faces competition from LIC. To compete effectively HDFC SLIC could
launch cheaper and more reasonable products with small premiums and short policy
terms
(the
number
of
years
premium
is
to
be
paid).
Insurance sector has become more dynamic and critical for thriving existence in todays
uncertain world. Selling insurance as a product is a lot difficult in practicality as it looks
theortically. One has to get an insight into this field to resolve it.Working for such
objective will definitely hone us and once accomplished it provides a great satisfaction of
fulfillment. It also helps us to understand the real organizational problems, perceptions
and challenges. This will add a very useful knowledge to our repertoire in the form of
knowledge about the nitty-gritty of one of the most promising sectors in India i.e the
banking and insurance sector
GROWTH AND MARKETING
In good times and bad, HDFC Bank sticks to its 30 per cent profit growth. Delivering
such growth, quarter after quarter, is a carefully crafted strategy. Its a well known fact
that the bank increases its provision cover for its loans, such that it can deliver 30 per cent
growth in more challenging years. This strategy is evidently paying off this year. Though
the net interest income has grown at 22.3 per cent in the first quarter compared to the
corresponding one last year, the bank has managed to deliver a 30 per cent net profit
growth.
The bank is nimble-footed enough to change its loan mix in different scenarios. With
corporate India going through a difficult phase, the bank has increased the share of retail
loans to 52 per cent now from under 50 per cent last year. Analysts say the bank is
growing ahead of the sector across most retail segments. According to Emkay Global, the
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33 per cent growth in retail loans year-on-year (YoY) and 4.4 per cent quarter-on-quarter
was predominantly led by automobile loans (up 19 per cent YoY), commercial vehicles
(60 per cent YoY), business banking (27 per cent YoY), home loans (up 23 per cent
YoY) and personal loans (34 per cent YoY). These segments cumulatively account for 80
per cent of the retail loans.
Even as the rest of the industry is faced with deceleration in deposits, the bank has
managed to grow its deposits by 22 per cent YoY and 4.4 per cent sequentially. The
banks loan/deposit ratio has moved up by 360 basis points sequentially to 82.8 per cent.
The low-cost current account-savings account deposits have also grown by 14 per cent
YoY. Though the banks net NPAs are up 24 per cent annually and 12 per cent
sequentially, Vaibhav Agarwal of Angel Broking says it has enough fire power to sustain
a bottom line growth of 30 per cent even after provisions and a net interest income
growth of 22 per cent
Analysts say since the bank has created a buffer in good times, it would be able to deliver
superior earnings even in difficult times. Would this kind of growth sustain in the years to
come? Given that Indias nominal GDP growth is 12-14 per cent, analysts believe credit
growth would be in 17-20 per cent. Given that HDFC Banks share in the banking sector
is 4.3 per cent, there is enough room for growth. This effectively means the bank can
grow at least 22-25 per cent for some more years
51
Chapter 4
Lessons Learnt
52
There is strict discipline regarding working hours in the company which reaps
employee turnover.
Good working conditions are provided to the employees so that employee can
perform their task efficiently.
If any employee has any doubt or clarification it can be easily resolved by consulting
it with immediate superior. This makes an employee perform the tasks in the manner
as required by the company.
With this summer training lot information in the field of finance and insurance is
now known to me.
Hard work & zeal to work is very much needed to be on the top in a trading
company as there is very high competition in this field.
This company is utilizing the talents of its employees in a very efficient manner as
every person has been assigned different tasks to perform. This makes the work of
the company in a very efficient way.
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Working time in the company is strictly followed with which employees are also
satisfied.
54
As my summer training was in the field of finance and marketing, it was difficult
to work as a sales executive of the company and increasing the business through
selling policies and recruitments
There was a lack of time to expose, learn and analyze the environment fully as
well as to complete the project.
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4.6 CONCLUSION
Summer training is a best example for a trainee to learn about the company working,
corporate culture under which is operating the functions. HDFC is company under
which I gained a significant knowledge with respect to Financial concepts, its
importance and applicability as well as undertook the task to recruit capable life
insurance advisors which is conducive for the company to grow with more
prosperity. What I taught in the management institute utilized them fruitfully leading
to the best advantage to the company and to the best experience for mine.
At far I can conclude that life insurance is a noble service which is very important
for every citizen to learn and realize its importance because this is the only source
which can remain the status where one is with the family bread earner and ever when
he is not.
With the growing financial sector I would like to opt. this industry for my future
career advancement and as an opportunity to service this industry.
From this 40 days experience in a corporate, I got a good exposure about what really the
corporate life is about. Its waking along with targets and mind stresses every morning.
The person who can manage these target and stress are shining in those fields.
The practical experience is an entirely different aspect when considered about what we
learnt in classroom. This summer training report would reveal the various learning
process. I have learned some of the key things like how to behave in the organization?
How to talk with customers? how to communicate with senior officials?
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The study, which I conducted on the analysis of finance and marketing, public relations
of Hdfc Life , has been a great experience.
As the objective was to examine the Finance department of the company the entire report
has been an effort to do just that. The insight obtained has been helpful in understanding
what happens in the industry.
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References/Bibliography
http://www.hdfclife.com/
http://www.hdfclife.com/AboutUs/AboutUs.aspx
http://en.wikipedia.org/wiki/Standard_Life
Internal Experts
Journals
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