Professional Documents
Culture Documents
Presented by…
Susnat Pradhan
PGPIB-03
011103017
Welcome To Edelweiss
The answers to most questions lurk in the shadows;
all but invisible to the untrained eye. What is
needed is Light!
And Edelweiss is a powerhouse of Financial
Innovation –illuminating both the
solutions and the perils!
As one of the fastest growing investment banking
and financial services company in India, Edelweiss
exists to Innovate!
Introducti on: Edelweiss Broking Ltd.
STRENGTHS WEAKNESS
OPPORTUNITIES THREATS
EDELWEISS’S SALES MANAGEMNET PROCESS
Program implementation
ATTENTION
Seek the attention of the prospect client
INTEREST
Maintain the attention by creating interest
A. Inbound Team
B. Sub Broker/ Remissor
C. Corporate Accounts
D. Free Accounts
KEY FINDINGS
• Consumer profiling and investment need
analysis
AGGRESSIVE CUSTOMER
10% 25%
Bond
Stock
Short term
65%
CONTINUE…..
MODERATE CUSTOMER CONSERVATIVE CUSTOMERS
36% 35%
Rs. 1-5
Rs. 5-10
Rs. 10-20
Above Rs. 20
Zero
11% 14%
4%
16% 7%
14%
SALES AND DISTRIBUTION QUESTIONNAIRE ANALYSIS
75%
64
70
60
50 36
40
30
20
10
0
Yes No
Result: 64% of the people are not aware of the products offered
by the Edelweiss. In this category few of the respondents knew
about the equity share trading but were not aware of all the
products, while a large chunk of respondents had never heard of
Edelweiss.
Q. Have you used any Edelweiss financial product?
Fig.
5%
Fig.
30.00%
30%
21.44%
20%
12.00%
10% 7.56% 10.00% 6.00% 5.00%
4.00% 4.00%
0%
ct n al re ls ss es e
e a
sw a u l e i ti lin am
d ir kh o l ig iab lw ri o gr
IC
I are
l al Re d e e cu I nf na
IC Sh oti In Ed C
s
di
a E
M F In
HD
Result: 30% of the respondents ranked ICICI Direct as the number one
share trading company. This is mainly because of its good Brand Image
and linked bank account. Sharekhan is preferred for its customer friendly
approach and trading terminal. Still Edelweiss stands in the competition
and is preferred mainly because of its research facility. The company
needs to give attention to the Brand image building.
Q. Factors affecting the choice of a company
All figuers in % term
30 28
20 23
20 18
10 6.89 8
3.5
0
e n s ce rt D ge
ag tio iv ce n p o R & ra
im va r
si da up ed ka
nd no Se s c o
a In re r n Br
Br ith ale va
y w De Ad
it
xim
o
Pr
Result: When it comes to the choice of the company the factor that
affects the decision to the largest extent is the Brand Image i.e. the
reputation of the company. The best example is ICICI. Brokerage is the
second most important factor. Edelweiss has good research so it has the
capability of attracting customers. Of the above factors all are present
in Edelweiss except a good Brand Image in Kolkata, which it needs to
build.
Q. Possible sources searched for financial product
information.
Fig.
19% Television/Radio
32% Internet
Newspaper/Magazine
Word of mouth
21% Friends
17%
11%
43%
38%
8 11
32
49
Sales
Reduction in brokerage Improved service quality
Customer friendly norms More tips
13% 34%
22%
31%
11% 7%
56%
26%
10% 12%
TEAM LEADERS