Marketing of Deposits Marketing definition :- Is
Description: Marketing of Deposits Marketing definition :- Is the process of creating interest in the potential customers clients in your products and or services. Dr . Philip Kotlar Father of Marketing the science art of exploring , creating
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slide1. Marketing of Deposits Marketing definition :-
Is the process of creating interest in the potential customers & clients in your product/s and or services.
Dr . Philip Kotlar – Father of Marketing
“ the science & art of exploring , creating and delivering value to satisfy the needs of a target market at a profit.”
Marketing identifies unfulfilled needs & desires.
It defines measures & quantifies the size of the identified market & the profit potential.<br>
slide2. Principles of Marketing Seven “P” formula
Product – nature , innovation , acceptability
Price – competitive homework, acceptable
Promotion – reach target group , advertisement, (print-electronic); brochure; hoardings etc.
Place – Requirement of the place; geographical & demographic study.
Packaging – Debit card – ICICI Bank , Attractive, convenient.
Positioning – Efforts to reach customers, time period of launch; (vehicle loans in festivals).
People – Target group ; Teachers for consumer loan ; police for vehicle loans – identify needs of a group.<br>
slide3. Difference<br>
slide4. Products need to change as per times HMT watches ; Swiss watches – Japan , Korea, china.
Nokia mobiles – market share 80% down
Bajaj two wheelers market share declined & captured by Honda.
List of rich persons changed – shift of focus
Rothshilds , Morgans , Rockfellers are behind.<br>
slide5. Marketing in Banking Helping customer/s to open &operate accounts ; making transfers, availing various loans, forex requirements etc.
Marketing in Banks aims at –
Acquiring, Retaining & Growing Customers.
Customer as human being have needs, wants, demands and desires . To start with we should understand these needs.
Mobile and Net Banking becoming most popular.<br>
slide6. Relationship managers Create a customer base. High value customers.
All their requirements – door step service.
Account opening – scanning of KYC documents photo , signature – need not go to branch.
Debit card ; Credit card; Investment plans, personal loans; Travels-forex; everything is taken care.
Payment of utility bills – online.<br>
slide7. Investment Avenues<br>
slide8. Deposits Demand & Time.
Types of deposit A/Cs to suit individual requirements.
Current Accounts – Traders, Businessmen, Professionals
Saving Account – Individuals ,Housing societies, HUF etc.
Monthly Income Depo. – Pensioners; Sr. citizens.
Reinvestment - Time bound requirements.
Recurring - Periodical requirements.
Quarterly Int. Pay-out – Fixed Deposit.<br>
slide9. Strengths of Deposits Premature encashment
Loan up to 90% of deposit.
Overdraft against deposit.
Age old popular investment.
Fixed contracted Interest Rate.
Any period from 7 days to 10 years.
HCs and B.Gs can be availed – Margin.
DICGC Cover up to 1 lac.<br>
slide10. Challenges in Marketing Deposits Competitive rate of interest
Deposits out of savings A/C.
TDS- on int. pay out 10000/-plus.
Form 15H &15-G.
Competition of SIP.
Co-op. Banks – Risk element.<br>
slide11. Marketing CASA Deposits Demand Deposits in nature.
Financial strength depends on % of CASA.
Higher the % better is the profitability.
CASA deposits affect Net Interest Margin (NIM).
Special efforts required for CASA.
Door to Door campaigning-
Package to salary earners-
Current A/C – No cheque book charges, Remittance at par Debit card – email A/C statement.
Selected CASA accounts Accident Insurance
Increase in % of CASA – cost of funds decreases profitability increases – 0
Competitive lending rates possible.<br>
slide12. Widening Customer Base Study of command Area – Residential/Commercial.
Obtain lists of Doctors, CA, Engineers, Teachers etc.
Ensure requirements of present client s met.
Satisfied existing customer can help to generate leads.
Banking awareness campaign – amongst workers.
Mock banking counters for Primary & High Schools.
Enunciate importance of “savings”.
Financial advice to technocrats.
Use of clubs such as Rotary, Lions etc.
Celebrate your foundation day – call customers over a cup of tea.
Ganesh Chaturthi, Haldi – kunku programmes.
Teachers day; Engineers Day, Doctors Day etc.
All employees to work as “TEAM”.
Senior citizens – health camps – computer awareness programmes.<br>
slide13. Self Help Groups a) National priority – Urban – Semi urban – Villagers.
b) Minimum 10 women to form group.
c) Choose – Secretary; Chairman, Treasurer.
d) Develop Savings habit – get togethers.
e) Develop market for their products.
f) Exhibitions can be arranged at regular intervals.
g) Scheme of Financing – Marketing – Education – Training be approved by NABARD.
h) Expenses for training, Exhibitions etc. are compensated by NABARD.
i) Sizable CASA – Good advances – Excellent Recovery.
j) Low Costing Housing Loans.<br>
slide14. Know your Bank Financially Sound – Well Managed – FSWM Bank
Net worth of the Bank – positive
CRAR- Capital to Risk Asset Ratio 10% +
NPAs – Gross more relevant than Net NPAs – lessthan 7%.
Profit / Earnings – Last 3 years.
No defaults in CRR & SLR.
Sound internal control system – 2 professional Directors on board
CAMELS Rating – Capital Adequacy, Asset Quality, Management, Earnings, Liquidity & systems.
RBI Inspection Grade.
FSWM - On site / off site ATMs
Branch expansion,
Extension- area of operation
Shifting of premises etc.
Keep latest information regarding deposits & lending rates.<br>
slide15. Loan Products Clean Loan Shareholder
50,000 to 5,00,000
Easy process – Quick disbursement.
reasonable Rate of Interest.
Sanctioning Power to Branch Manager.
Compare with Pvt. Sector / Nationalized Bank.
Most powerful product with good return.<br>
slide16. Clean Loan rates & charges<br>
slide17. Vehicle Loans Applicant (most) known to the Bank.
½ page loan application.
Simple, Easy & quick appraisal.
Reasonable Processing Charges.
Bulk/ Group Financing.
Police, Government Employees, Pvt. Companies Etc.
Disbursement with Function.<br>
slide18. Consortium Lending Requirement beyond Exposure Limit.
More than one bank to finance.
Single window document.
Retaining High Value Borrowers.
Group Accounts- Salaries etc.
Documentation on IBA sight.
Lead Bank undertakes appraisal.
Lead Bank executes documents
D.P. is communicated by Lead Bank.
Quaterly Review Meeting.<br>
Is the process of creating interest in the potential customers & clients in your product/s and or services.
Dr . Philip Kotlar – Father of Marketing
“ the science & art of exploring , creating and delivering value to satisfy the needs of a target market at a profit.”
Marketing identifies unfulfilled needs & desires.
It defines measures & quantifies the size of the identified market & the profit potential.<br>
slide2. Principles of Marketing Seven “P” formula
Product – nature , innovation , acceptability
Price – competitive homework, acceptable
Promotion – reach target group , advertisement, (print-electronic); brochure; hoardings etc.
Place – Requirement of the place; geographical & demographic study.
Packaging – Debit card – ICICI Bank , Attractive, convenient.
Positioning – Efforts to reach customers, time period of launch; (vehicle loans in festivals).
People – Target group ; Teachers for consumer loan ; police for vehicle loans – identify needs of a group.<br>
slide3. Difference<br>
slide4. Products need to change as per times HMT watches ; Swiss watches – Japan , Korea, china.
Nokia mobiles – market share 80% down
Bajaj two wheelers market share declined & captured by Honda.
List of rich persons changed – shift of focus
Rothshilds , Morgans , Rockfellers are behind.<br>
slide5. Marketing in Banking Helping customer/s to open &operate accounts ; making transfers, availing various loans, forex requirements etc.
Marketing in Banks aims at –
Acquiring, Retaining & Growing Customers.
Customer as human being have needs, wants, demands and desires . To start with we should understand these needs.
Mobile and Net Banking becoming most popular.<br>
slide6. Relationship managers Create a customer base. High value customers.
All their requirements – door step service.
Account opening – scanning of KYC documents photo , signature – need not go to branch.
Debit card ; Credit card; Investment plans, personal loans; Travels-forex; everything is taken care.
Payment of utility bills – online.<br>
slide7. Investment Avenues<br>
slide8. Deposits Demand & Time.
Types of deposit A/Cs to suit individual requirements.
Current Accounts – Traders, Businessmen, Professionals
Saving Account – Individuals ,Housing societies, HUF etc.
Monthly Income Depo. – Pensioners; Sr. citizens.
Reinvestment - Time bound requirements.
Recurring - Periodical requirements.
Quarterly Int. Pay-out – Fixed Deposit.<br>
slide9. Strengths of Deposits Premature encashment
Loan up to 90% of deposit.
Overdraft against deposit.
Age old popular investment.
Fixed contracted Interest Rate.
Any period from 7 days to 10 years.
HCs and B.Gs can be availed – Margin.
DICGC Cover up to 1 lac.<br>
slide10. Challenges in Marketing Deposits Competitive rate of interest
Deposits out of savings A/C.
TDS- on int. pay out 10000/-plus.
Form 15H &15-G.
Competition of SIP.
Co-op. Banks – Risk element.<br>
slide11. Marketing CASA Deposits Demand Deposits in nature.
Financial strength depends on % of CASA.
Higher the % better is the profitability.
CASA deposits affect Net Interest Margin (NIM).
Special efforts required for CASA.
Door to Door campaigning-
Package to salary earners-
Current A/C – No cheque book charges, Remittance at par Debit card – email A/C statement.
Selected CASA accounts Accident Insurance
Increase in % of CASA – cost of funds decreases profitability increases – 0
Competitive lending rates possible.<br>
slide12. Widening Customer Base Study of command Area – Residential/Commercial.
Obtain lists of Doctors, CA, Engineers, Teachers etc.
Ensure requirements of present client s met.
Satisfied existing customer can help to generate leads.
Banking awareness campaign – amongst workers.
Mock banking counters for Primary & High Schools.
Enunciate importance of “savings”.
Financial advice to technocrats.
Use of clubs such as Rotary, Lions etc.
Celebrate your foundation day – call customers over a cup of tea.
Ganesh Chaturthi, Haldi – kunku programmes.
Teachers day; Engineers Day, Doctors Day etc.
All employees to work as “TEAM”.
Senior citizens – health camps – computer awareness programmes.<br>
slide13. Self Help Groups a) National priority – Urban – Semi urban – Villagers.
b) Minimum 10 women to form group.
c) Choose – Secretary; Chairman, Treasurer.
d) Develop Savings habit – get togethers.
e) Develop market for their products.
f) Exhibitions can be arranged at regular intervals.
g) Scheme of Financing – Marketing – Education – Training be approved by NABARD.
h) Expenses for training, Exhibitions etc. are compensated by NABARD.
i) Sizable CASA – Good advances – Excellent Recovery.
j) Low Costing Housing Loans.<br>
slide14. Know your Bank Financially Sound – Well Managed – FSWM Bank
Net worth of the Bank – positive
CRAR- Capital to Risk Asset Ratio 10% +
NPAs – Gross more relevant than Net NPAs – lessthan 7%.
Profit / Earnings – Last 3 years.
No defaults in CRR & SLR.
Sound internal control system – 2 professional Directors on board
CAMELS Rating – Capital Adequacy, Asset Quality, Management, Earnings, Liquidity & systems.
RBI Inspection Grade.
FSWM - On site / off site ATMs
Branch expansion,
Extension- area of operation
Shifting of premises etc.
Keep latest information regarding deposits & lending rates.<br>
slide15. Loan Products Clean Loan Shareholder
50,000 to 5,00,000
Easy process – Quick disbursement.
reasonable Rate of Interest.
Sanctioning Power to Branch Manager.
Compare with Pvt. Sector / Nationalized Bank.
Most powerful product with good return.<br>
slide16. Clean Loan rates & charges<br>
slide17. Vehicle Loans Applicant (most) known to the Bank.
½ page loan application.
Simple, Easy & quick appraisal.
Reasonable Processing Charges.
Bulk/ Group Financing.
Police, Government Employees, Pvt. Companies Etc.
Disbursement with Function.<br>
slide18. Consortium Lending Requirement beyond Exposure Limit.
More than one bank to finance.
Single window document.
Retaining High Value Borrowers.
Group Accounts- Salaries etc.
Documentation on IBA sight.
Lead Bank undertakes appraisal.
Lead Bank executes documents
D.P. is communicated by Lead Bank.
Quaterly Review Meeting.<br>