Business Partners

Channel Development

Index...
1.Objective

6. Acqisition Process

2.Vission & Mission

7. Development Process

3. Area Selection

8. Back End Support

4.Targets & Goals setting

Manpower Allocation
Manpower Cost
Earnings From Partners
Employee Cost Vrs. Partners Earnings
5. Competitors Comparison

Objective...
The Objective behind Business Expansion is quite clear to all of us as Business Expansion helps
an Organization to enhance Branding along with Business volume at several untouched areas.
Business Expansion can be done in various ways.Such as follows--- Rolling own database for AP Branch set up at various places.
Appointing 'N' number of agents those will help in providing fly quality customers at all potential
and virgin places.
Appointing sub broker centres.
Participating in seminers / canopy activities / customer gatherings from Business Partners or
Organization side for more leads which can help in customer acquisition for Business Expansion.
Appointing manpower at potential places for quality Business Partners addition.
Setting up Master Franchisees for sub franchisee addition.

Vission & Mission...

: Vission :
"To set a Business Standard by providing quality service
& personal care to all Business Partners accross the Country which
will fetch maximum Investors to invest
and sustain for long run."
: Mission :
"To set up 100 New Business Partners by 2018"

Area Selection...
Area Selection for Busienss Development via Business Partners are as important as selecting
and setting up Destination and Goals which helps in achieving set targets in a proper and
managed way.

Targets & Goals for Year'15-16..

State Name

Target

Completion Month

West Bengal

August'15

West Bengal

September'15

West Bengal

October'15

West Bengal

November'15

December'15

January'16

February'16

Jharkhand

March'16

Total

20

To be completed by
March'16

Orissa
Assam
Bihar

4
5
0
3
5
0
N
o
.
f
B
r
a
n
c
h
e
s
2
5
#
R
E
F
!
0
1
5
0
5
0Y
e
a
r1
5
-1
6Y
e
a
r1
6
-1
7Y
e
a
r1
7
-1
8

Acquisition Targets for next 3 Years...

****The figures are taken assuming there will be approx 3-4 AP's that will get acquired per
Month in a Financial Year
Financial Year 2015-2016 : 20
Financial Year 2016-2017 : 40
Financial Year 2017-2018 : 40

Manpower Allocation..
Targets will be based on approached goals. As Goals are fixed to set up 100 Business Partners
by 2018 Financial Year end hence its important to focus on the process.
Process flows-1. Manpower selection--Intially there will be individual goals and later on that is from
Financial 'Year 15-16' Manpower should be allocated. There should be total 2 Franchisee
Managers out of which one will be posted in Kolkata and another Manager will be posted in
Guwahati to develop North East (NE).

Business Head
(Kolkata)

Franchisee Manager
(Kolkata)

Franchisee Manager
(Guwahati)

Manpower Cost..
Manpower cost at initial stage will be as follows-----

Sl no.
1
2
3

Team

Cost per
Month

Cost per Year

Business Head

50,000

6,00,000

25,000

3,00,000

Franchisee Manager 2

25,000

3,00,000

Total

Rs. 1,00,000
(Variable)

Rs. 12,00,000
(Variable)

Franchisee Manager 1

Depending on the requirement and Business Volumes, Franchisee Managers will be recruited
later on.Each Franchisee Managers will be responsible for their own cost expansion and bound to
justify the cost at the end of every Month.
Salary range is an approximate figure and can be varried.

Earnings from Partners..

Assuming that, if 20 Branches gets active on earning Brokerage part as planned in First Financial
Year, then the Organization revenue part can be as follows in next 3 Years---Particulars

Year 15-16

Year 16-17

Year 17-18

20

40

40

Average net Brokerage income per

month per BP

Approx Rs.
10,000

Approx Rs.
10,000

Approx Rs.
10,000

Total Monthly income stands at Year

end
(Branches*Income@month)= X

Approx Rs.
2,00,000/pm
(20 Branches)

Approx Rs.
6,00,000/pm
(60 Branches)

Approx Rs.
10,00,000/pm
(100 Branches)

4 Times

6 Times

10 Times

No. of Branches

Income Revenue Calculation

Manpower Used

****The figures are taken assuming all Branches are providing an approx revenue income
of Rs. 10,000/- per month

Employee Cost
Vrs. Partners Earnings for 1st Year...
Employee
Cost
1st Year

Employee
Cost
2nd & 3rd
Year

BP
Additio
n
Yr. 1516

BP
Addition

BP
Addition

Total
Additio
n in 3
Yrs.

Net
Earning
s
Yr. 1516

Profit/Loss
in 1st Year

Yr. 1617

Yr. 1718

April

1,00,000

May

1,00,000

June

1,00,000

July

1,00,000

August

50,000

1,00,000

10

50,000

Septemb
er

50,000

1,00,000

11

50,000

50,000

October

50,000

1,00,000

80,000

20,000

Novembe
r

50,000

1,00,000

1,20,000

50,000

Decembe
r

50,000

1,00,000

1,40,000

90,000

January

50,000

1,00,000

1,60,000

1,10,000

February

50,000

1,00,000

1,80,000

1,30,000

March

50,000

1,00,000

2,00,000

1,50,000

Month

The figures are taken assuming all Branches are providing an approx revenue income of Rs. 10,000/9,30,00
per month.
Total
4,00,000
12,00,000
20
40
40
100
4,10,000
0
Franchisee additions & their earnings in every month is bringing effect on Net earnings as well as Profit/Loss Statement.
The actual net income per Branch per month will obviously vary and be much more higher than the shown figure.

Employee Cost Vrs Partner Earnings

for next 2 Years...
Month

Employee
Cost
per Year

BP
Addition
Year 1617

Net
Earnings
Year 16-17

Profit/Los
s
Year 1617

BP
Addition
Year
17-18

Net
Earnings
Year 17-18

Profit/Loss
Year 17-18

April

1,00,000

2,40,000

1,40,000

6,40,000

5,40,000

May

1,00,000

2,80,000

1,80,000

6,80,000

5,80,000

June

1,00,000

3,20,000

2,20,000

7,20,000

6,20,000

July

1,00,000

3,60,000

2,60,000

7,60,000

6,60,000

August

1,00,000

4,00,000

3,00,000

8,00,000

7,00,000

Septembe
r

1,00,000

4,40,000

3,40,000

8,40,000

7,40,000

October

1,00,000

4,60,000

3,60,000

8,60,000

7,60,000

November

1,00,000

4,80,000

3,80,000

8,80,000

7,80,000

December

1,00,000

5,10,000

4,10,000

9,10,000

8,10,000

January

1,00,000

5,40,000

4,40,000

9,40,000

8,40,000

February

1,00,000

5,70,000

4,70,000

9,70,000

8,70,000

March

1,00,000

6,00,000

5,00,000

10,00,000

9,00,000

12,00,000

40

52,00,000

40,00,000

40

1,00,00,000

88,00,000

Total

Competitors Comparison

Competitors Comparison...
Stock Broker Name

Franchisee Deposit

Square off Exposure

Del. Exposure

Brokerage Type

Brokerage Sharing Ratio /

Fixed Rates

Average Brokerage
Rate

BMA

50000

7 Times

2 Times

Fixed

.15% - Delivery / .015% Sq.

Off

Delivery - .30 %, Sq
Off - .03%

60% /.20% - Delivery / .02%

Sq. Off

Delivery - .50 %, Sq
Off - .05%

IIFL

100000

Reliance Securities

100000

Motilal

500000

VAR Exposure

10 Times

2 times

Sharing / Fixed

3-5 times

Fixed

65%

Delivery - .40 %, Sq
Off - .04%

Sharing

Upto 3 Lacs 50:50, Between

3 - 5 45:55, Above 5 Lacs
40:60.

Delivery - .50 %, Sq
Off - .05%

Delivery - .50 %, Sq
Off - .05%

10 Times

Kotak

350000

Sharing

Upto 2 Lacs 50:50, Between

2 - 5 60:40, Above 5 Lacs
70:30.

Sharekhan

100000 per exchange

5 -10 Times

5 -10 Times

Sharing

50 - 50

Delivery - .50 %, Sq
Off - .05%

Bonanza

100000 + 100000
FOR F & O

8 Times

5 Times

Sharing / Fixed

.15% - Delivery / .015% Sq.

Off

Delivery-.30%,sq off.03%

Peerless

100000

VAR Exposure

3 times

Sharing

60%

Delivery - .50 %, Sq
Off - .05%

LKP

25000

10 Times

5 Times

Sharing / Fixed

70%

Delivery - .30 %, Sq
Off - .03%

Acquisition
Process

Acquisition Process
Part-1
1. All personal AP lead conversions to be made at initial stage.
2.Visit on Franchisee database from NSE site with appointment by the Whole Team / Individually
for Franchisee addition in case of lack of fixed appointments.
3.Before capturing a particular area,all NSE subbrokers along with Financial agents are to be
contacted for appointment.
4.Cold calling in several local areas in case of lack of appointment via whole team / individually.
5. Track eye on visited list and a strong follow up for better conversion.
6. Organization Research Reports (Both Fundamental & Technical) are to be sent to all interested
prospective partners on trial basis(7 Day's--1 Month) by both mail and SMS and a systematic
track on feedback of same.
7. Query raised by prospective AP's on Portal links or such kinds are to be properly handled and
solved so that we can able to choose right people out of the list,those are interested to get
associated as Business Associates.
8. AMFI and Chartered Accountant list of different places are also should be in focused for AP
conversion.

Acquisition Process
Part-2
9. All Equity franchisees to be pushed for commodity or other segments registrations and vice
versa.
10.Local News Paper advertisement from Company end for Business Partners Association.
11. All existing franchisees should be distributed with their local other sub brokers / agents list for
trapping them as master franchisee and expand their Branches.
12. All NSE listed existing franchisees of other Broking Houses with one/two segments should be
called for association with other non-existing segments too.
13. Mailers for Busienss Partners should be designed and circulated among all NSE
subbrokers,AMFI agents and Chartered Accountants accross India on periodical basis by the
Employees.
14. Mail from Management to all employees for franchisee referrals and if converted then
rewarded.
15. Doing Way2Sms sort of activities to invite Association via SMS to all non-existing Partners will
always help to add pipelines or conversions.
16. Areas to be covered up as per monthwise plan.

Acquisition Process
Part-3
17. Monthly tour plan should be scheduled on prior basis.
18. Exsisting Partners,outside West Bengal are to be trasferred while covering other
States.
19. Minimum meeting of three quality people per day should not be deviated at any cost.
20. Business referrals from converted Parters are to be utilized.
21. Master Franchisee concept to be offered to all converted Business Partners for further
Business expansion.

Development
Process

Development Process
Part 1
Existing Franchisee meet on periodical basis for betterment of service which will br
effect on revenue.
Incentive scheme for Franchisees on referral should be rolled out for Business Partner
expansion.
Brokerage contest on existing franchisees should be rolled out.
Manpowers are to be allocated in West Bengal & necessary places wherever required in later
on with Management Approval to expand teh Business outside WB.
Acquisition Target for Direct team(from 'Year 15-16' onwards) will be fixed i.e 2 per month and
should be achieved at any cost.There will be review meetings per Manager on Weekly basis
without fail.
Each employees(from 'Year 15-16' onwards) will be having brokerage targets from their
Business Partners along with Acquisition part as well.
Employees will be given target for No. of accounts from their exsisting Franchisees per month
rather per weekly basis.
Doing Canopy activities or participating in Trade Fair sort of activities by the Direct Team will
definitely help in generating AP leads.

Development Process
Part 2
Each Manpowers will be trained properly about Organization objectives along with
Franchisee terms conditions for better conversion.
AP Documentaion & Coding part will be as fast as possible for a faster Branch Opening
process.
Each Franchisee will be trained about Company ethics along with nuts and buts of RMS
system for a smooth running operation.
At least a Quarter review meet will be Organised at HO for Prize or Certification.
To create the Brokerage earning zeal among Franchisees, there will be certain Reward/tour
sort of contests on earning slab brokerage.
I will personally meet every possible exsisting Franchisees once in a month atleast for their
betterment and growth related discussions & will be keeping a close eye towards smooth
running of account opening process.
Research team along with myself will be giving a continuous support for more valuable
delivery based trading ideas and help Franchisees as well as clients to earn profits.

Back End Support

Back End Support..

Processing AP Agreement with Exchange for approval and coding is a very crucial part.Hence its
necessary to keep an eye on the code generation process so that Business Partners gets active
as fast as possible & starts generating revenue.

Approval and coding

Business Process Starts

Franchisee Manager

Exchange

Co-ordination with Exchange

Back End Support..

Back end Support not only implies a faster way to open dmat and trading account but the faster
way to co-ordinate with Business Partners by back end people for all Back end related support &
activities.
Back end Support also includes the people those are looking for RMS system,accounts
Department,Customer Care,Research,IT etc.To conclude,the better support a Partner will get
form all these related Departments,the much better they will perform Day by Day.
Registration Dept.
Dealing Desk

Customer Care
Compliance
Sales Team

IT Department

Reserach Dept.
Accounts Dept.
RMS Team

Franchisee
Back Office Team

Thank You