dr hari singh

8/16/2019 Dr Hari Singh

1/71

DEPTT, OF APPLIEDGEOLOGY

Field work report

SUBMITTEDTO :SUBMITTED BY:

Prof. K t! l Sir A" # $ % k

F &'lt( of B.)& Dept. B.)& * Se". B.)& * t! SEMESTE$

SESSIO+ - /0 - 1


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PREFACE

I am pleased to present this project report on preparing marketing policies b/w ICICI

& HDFC Bank before my respected readers. It is a h mble attempt from my part to

j dge cons mer beha!ior for the effecti!eness of e"isting and self designed.

#his st dy deals with a n mber of topics that will help reader nderstand and learn

how cons mers make cons mption decisions regarding ICICI & HDFC.

#his research starts with introd ction and history of ICICI & HDFC followed by the

line of objecti!es$ research methodology and limitations.

%e"t chapter deals with the marketing policies and policies of ICICI & HDFC and

after this$ followed by the Data nalysis and Interpretation that is related to the

position of ICICI & HDFC.

#hen come the Concl sions & ' ggestions of the research report.

(ang age of the report is simple and l cid. ttempts ha!e been made to arrange thes bject matter in a systematic and well)knit style. *fforts ha!e also been made to dealwith all topics precisely and gently.

+ chi Cho bey B.B. , rd 'em.


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ACKNOWLEDGEMENT I ha!e taken effort in this project$ howe!er $ it wo ld not ha!e been possible witho tkind s pport and help of many indi!id als and organi-ation . I wo ld like to e"tendmy sincere thanks to all of them.

I am highly indebted to DR. J.P.N. PANDEY (Principal and Dr. Anand Tiwari ,Dr. Navin Gidion (HOD) & Mrs. H!"HA #RM!$ "HAN (%ac l' ) for their g idance and constant s per!ision as well as for pro!iding necessary informationregarding the project & also for their s pport in completing the project.

I wo ld like to e"press my gratit de toward my parents & member of GO T. G!R$P.G. *O$$EGE, AGAR (M.P.) for their kind co)operation and enco ragementwhich help me completing in this project.

I wo ld like to e"press my special gratit de and thanks of ind stry person for gi!ingme s ch attention and time.

y thanks and appreciation also go to my college in de!eloping the project and people who ha!e willingly helped me o t with their abilities .


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DECLARATION

#his is to certify that the 0roject +eport entitled 1 +2*#I%3

04(ICI*' B*#5**% HDFC & ICICI B %26 is an original work and the same has

not been s bmitted to any other instit te for the award of any other degree or

diploma.

'ignat re of candidate +7CHI CH47B*8

BB III 'em.


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CERTIFICATE

#he project report titled + MAR"ET!NG PO$!*!E ET-EEN

HD * & !*!*! AN"/ has been prepared by R#*H! *HO# EY A !!! s01 .

nder the g idance and s per!ision of rs. H!"HA #RM!$ "HAN for the partial

f lfillment of the degree of B.B. .

!GNAT#RE O THE !GNAT#RE O THE !GNAT#RE O THE #PER ! OR HEAD O E2AM!NER

DEPARTMENT


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INDEX

Chapter %o %ame of Contents 0age %4

Chapter 9 9.Introd ction of ICICI & HDFC :. History

Chapter : 9.4bjecti!e

:.+esearch ethodology

Chapter , 9.5hat is marketing 0olicies :.#ypes of marketing 0olicies ,.marketing 0olicies of

icici and hdfc

Chapter ; 9.Data nalysis:.Finding,.(imitation;.' ggestion


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I+T$ODUTIO+ OF

HDFC B %2 (#D was incorporated in g st 9==; in the name of >HDFC Bank

(imited>$with its registered office in mbai$ India. HDFC Bank commenced

operations as a 'ched led Commercial Bank in ?an ary 9==


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HDFC is India's premier housing finance company and enjoys an impeccable

track record in India as well as in international markets. Since its inception in

!""# the Corporation has maintained a consistent and healthy growth in its

operations to remain the market leader in mortgages. Its outstanding loan portfolio

co$ers well o$er a million dwelling units. HDFC has de$eloped significant

e%pertise in retail mortgage loans to diferent market segments and

also as a large !or"orate !lient #ase $or its o%sing

related !redit $a!ilities& Wit its e'"erien!e in t e financial markets# a strong market reputation# large shareholder base and uni&ue

consumer franchise# HDFC was ideally positioned to promote a bank in the Indian

en$ironment.

HDFC ank began operations in !!( with a simple mission) to be a “World Class

Indian Bank.” *e reali+ed that only a single minded focus on product &uality and

ser$ice e%cellence would help us get there. ,oday# we are proud to say that we are

well on our way towards that goal.

TRONG NAT!ONA$ NET-OR"

HD *

AN"

Marc4 7889 Marc4 788: Marc4 788;

*i'i0d 77;


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s of arch ,9$ :@@E$ the Bank s distrib tion network was at 9 Branches

and 9= # s in ,: cities as against E; branches and 9$ @< # s in ,:@

cities as of arch ,9$ :@@ . gainst the reg latory appro!als for new branches

in hand$ the Bank e"pects to f rther e"pand the branch network by aro nd 9


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strategy of the bank. aintain good relation with the c stomers is the main and prime

objecti!e of the bank.

2DF3 BA+K M rket Str te4( E"p! )i5e) T!e

Followi#4:

• Increase market share in India s e"panding banking and financial

ser!ices ind stry by following a disciplined growth strategy foc sing on

ality and not on antity and deli!ering high ality c stomer ser!ice.

• (e!erage o r technology platform and open scaleable systems to deli!er more

prod cts to more c stomers and to control operating costs.• aintain c rrent high standardsfor asset ality thro gh disciplined credit risk

management.

• De!elop inno!ati!e prod cts and ser!ices that attract the targeted

c stomers and address inefficiencies in the Indian financial sector.

• Contin e to de!elop prod cts and ser!ices that red ce bank s cost of f nds.

• Foc s on high earnings growth with low !olatility.

!N !DE HD * AN"

FIJ* 1'6 $ 0 +# 4F 2 IK*%

54+2 0( C* #+ %'F4+ #I4%

Foc s on effecti!e work place organi-ation

Belie!e in

+ 1all c4an 0s l0ad 'o lar 0 i1prov010n' /*!ery s ccessf l organi-ation ha!e their own strategy to win the race in the

competiti!e market. #hey se some techni e and methodology for smooth r nning

of b siness. HDFC B %2 also ac ired the ?apanese techni e for smooth r nning

of work and effecti!e work place organi-ation.


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Fi!e A' 0art of "aiB0n is the techni e which is sed in the bank For easy and

systematic work place and eliminating nnecessary things from

INTROD(CTION OF

ICICI Bank is the largest pri!ate sector bank & the second largest bank in the

co ntry in terms of assets. It is a pan)India player with aro nd =


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ICICI Bank will remain a one of the most fancied stocks among the in!estors who

belie!e in India s long)term growth story.

• +etail banking tho gh slowed down will remain foc s area for ICICI Bank

• assi!e scale p in international banking

•

Inno!ate approach to tap potential in + ral & ' * sector • +ob st non)interest income compensating for slower growth in %et Interest

Income

• 'angli Bank ac isition will help the bank to impro!e C ' deposits .

)istor* O$ i!i!i

#he 5orld Bank$ the 3o!ernment of India and representati!es of Indian ind stry form

ICICI (imited as a de!elopment finance instit tion to pro!ide medi m)term and long)

term project financing to Indian b sinesses in 9=


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market rep tation$ large shareholder base and ni e cons mer franchise$ HDFC was

ideally positioned to promote a bank in the Indian en!ironment.

HDFC Bank is head artered in mbai. #he Bank at present has an en!iable

network of o!er s e"pansion plans take into acco nt the need to

ha!e a presence in all major ind strial and commercial centres where its corporate

c stomers are located as well as the need to b ild a strong retail c stomer base for

both deposits and loan prod cts. Being a clearing/settlement bank to !ario s leading

stock e"changes$ the Bank has branches in the centres where the %'*/B'* ha!e a

strong and acti!e member base.

#he Bank also has a network of abo t o!er 9@s # network can be accessed by all domestic and

international Jisa/ asterCard$ Jisa *lectron/ aestro$ 0l s/Cirr s and merican

*"press Credit/Charge cardholders.

HDFC Bank operates in a highly a tomated en!ironment in terms of information

technology and comm nication systems. ll the bank>s branches ha!e online

connecti!ity$ which enables the bank to offer speedy f nds transfer facilities to its

c stomers. lti)branch access is also pro!ided to retail c stomers thro gh the

branch network and tomated #eller achines G # s .

#he Bank has made s bstantial efforts and in!estments in ac iring the best

technology a!ailable internationally$ to b ild the infrastr ct re for a world class bank.

In terms of software$ the Corporate Banking b siness is s pported by Fle"c be$ while

the +etail Banking b siness by Finware$ both from i)fle" 'ol tions (td. #he systemsare open$ scaleable and web)enabled.


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O+,ECTI-E. OF T)E .T(D/&

PR!MARY O JE*T! E M)

• arketing policies b/w hdfc & icici life ins rance

E*ONDARY O JE*T! E M)

• #o know abo t the position of ICICI bank in market.

• #o st dy how the !ario s prod cts are positioned in the market.• Corporate marketing of prod cts.• '54# nalysis of HDFC Bank and ICICI Bank.• #o st dy the cons mer satisfaction with ICICI and HDFC


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• #o st dy of market share in banking sector of ICICI and HDFC.• #o st d of market share in banking sector of ICICI and HDFC.• #o analy-e the decision making process of the cons mers.

.

RE.EARC) MET)ODOLOG/

+esearch methodology is a systematic way$ which consists of series of action steps$

necessary to effecti!ely carry o t research and the desired se encing to these steps.

#he marketing research is a process of in!ol!es a no. of inter)related acti!ities$ which

o!erlap and do rigidly follow a partic lar se ence. It consists of the following stepsM)

• Form lating the objecti!e of the st dy

• Designing the methods of data collection

• 'electing the sample plan

• Collecting the data


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• 0rocessing and analy-ing the data

• +eporting the findings

RE EAR*H DE !GN

+esearch design specifies the methods and proced res for cond cting a partic lar

st dy. research design is the arrangement of conditions for collection and analysis

of the data in a manner that aims to combine rele!ance to the research p rpose witheconomy in proced re. +esearch design is broadly classified into three types as

• *"ploratory +esearch Design

• Descripti!e +esearch Design

• Ca sal +esearch Design

I ha!e chosen the descripti!e research design.

R0s0arc4 D0si n

a1pl0 D0si n

Da'a *oll0c'ion

Da'a Anal sis


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DE *R!PT! E RE EAR*H DE !GNC

Descripti!e research st dies are those st dies which are concerned with described the

characteristics of partic lar indi!id al.

In descripti!e as well as in diagnostic st dies$ the researcher m st be able to define

clearly$ what he wants to meas re and m st find ade ate methods for meas ring it

along with a clear c t definition of pop lation he want to st dy. 'ince the aim is to

obtain complete and acc rate information in the said st dies$ the proced re to be sed

m st be caref lly planned. #he research design m st make eno gh pro!ision for

protection against bias and m st ma"imi-e reliability$ with d e concern for the

economical completion of the research st dy.

W)AT I. MARKETING 0OLICIE.1

It is a process that can allow an organi-ation to concentrate its limited reso rces on

the greatest opport nities to increase sales and achie!e a s stainable competiti!e

ad!antage. marketing policies sho ld be cantered aro nd the key concept that

c stomer satisfaction is the main goal.

arketing policies is a method of foc sing an organi-ation>s energies and


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reso rces on a co rse of action which can lead to increased sales and dominance of a

targeted market niche. marketing policies combines prod ct de!elopment$

promotion$ distrib tion$ pricing$ relationship management and other elementsN

identifies the firm>s marketing goals$ and e"plains how they will be achie!ed$ ideally

within a stated timeframe. arketing policies determines the choice of target market

segments$ positioning$ marketing mi"$ and allocation of reso rces. It is most effecti!e

when it is an integral component of o!erall firm policies$ defining how the

organi-ation will s ccessf lly engage c stomers$ prospects$ and competitors in the

market arena. Corporate policies$ corporate missions$ and corporate goals. s the

c stomer constit tes the so rce of a company>s re!en e$ marketing policies is closely

linked with sales. key component of marketing policies is often to keep marketing

in line with a company>s o!erarching mission statement

T/0E. OF MARKETING 0OLICIE.1

arketing policies may differ depending on the ni e sit ation of the indi!id al

brief description of the most common categori-ing schemes is presented belowM

0olicies based on market dominance ) In this scheme$ firms are classified

based on their market share or dominance of an ind stry. #ypically there are

fo r types of market dominance policiesM(eader Challenger


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Follower %iches

Por'0r 0n0ric polici0s ) policies on the dimensions of strategic scope and

strategic strength. 'trategic scope refers to the market penetration while

strategic strength refers to the firm s s stainable competiti!e ad!antage. #he

generic policies framework Gporter 9=E; comprises two alternati!es eachwith two alternati!e scopes. #hese are Differentiation and low)cost leadership

each with a dimension of Foc s)broad or narrow.0rod ct differentiation GbroadCost leadership Gbroad

arket segmentation Gnarrow!nnova'ion polici0s ) #his deals with the firm>s rate of the new prod ct

de!elopment and b siness model inno!ation. It asks whether the company is

on the c tting edge of technology and b siness inno!ation. #here are threetypesM

0ioneersClose followers(ate followers

Grow'4 polici0s ) In this scheme we ask the estion$ 1How sho ld the firm

growO6. #here are a n mber of different ways of answering that estion$ b t

the most common gi!es fo r answersMHori-ontal integration

Jertical integrationDi!ersificationIntensification

MAR"ET!NG M!2

M0anin and D0%ini'ion

arketing i" means to collect and mi" the reso rces of marketing in the manner

that objects of the enterprise may be achie!ed and ma"im m satisfaction may be

pro!ided to the cons mers. #he term marketing mi" is sed to describe a combination

of fo r elements P the prod ct$ price$ physical distrib tion and promotion. #hese are

pop larly known as + o r P s/ . brief description of the fo r elements of marketing

mi" GFo r 0 s is.


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Prod c' C #he prod ct itself is the first element. 0rod cts most satisfy

cons mer needs. the management m st$ first decide the prod cts to be

prod ced$ by knowing the needs of the cons mers.

Pric0 C #he second element to affect the !ol me of sales is the price. #he

market or anno nced amo nt of money asked from a b yer is known as

basic !al e placed on a prod ct.

Pro1o'ion C #he prod ct may be known to the cons mers. Firms m st

ndertake promotion work)ad!ertising$ p blicity$ personal selling etc.

which are the major acti!ities.

Plac0 C 0hysical distrib tion is the deli!ery of prod cts at the rights time

and at the right place. #he distrib tion mi" is the combination of decisions

relating to marketing channels$ storage facility$ in!entory control$ location

transportation wareho sing etc.

Mar30'in MiProd c'0rod ct !arietyQ alityDesignFeat resBrand %ame0ackaging'i-es'er!ices

Pric0(ist priceDisco nts

llowances

0ayment periodCredit cards

Pro1o'ion'ales promotion

d!ertising'ales force0 blic relationsDirect marketing

Plac0ChannelsCo!erage

ssortments(ocationsIn!entory#ransport


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MAR"ET!NG !N AN"!NGC6

arketing approach in banking sector had taken significance after 9=


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create new markets$ to protect and de!elop their market shares and to s r!i!e on the

basis of intense competition and demographic chance le!els. #he marketing

comprehension that is performed by banks since 9=


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D! TR! #T!ON

#he comple"ities of banking ser!ices are res lted from different kinds of them. #he

most important feat re of banking is the pers asion of c stomers benefiting from

ser!ices. ost banks ser!ices are comple" in attrib te and when this feat re joins the

intangibility characteristics$ offerings take also mental intangibility in addition to physical intangibility. 4n the other hand$ !al e of ser!ice and benefits taken from it

mostly depend on knowledge$ capability and participation of c stomers besides

feat res of offerings. #his is res lted from the fact that prod ction and cons mption

ha!e non separable characteristics in those ser!ices. ost a thors arg e that those

feat res of banking ser!ices makes personal interaction between c stomer and bank

obligatory and the direct distrib tion is the sole alternati!e. D e to this reason$ like

preceding applications in recent years$ branch offices se traditional method in

distrib tion of banking ser!ices.

PROMOT!ON

4ne of the most important element of marketing mi" of ser!ices is promotion which

is consist of personal selling$ ad!ertising$ p blic relations$ and selling promotional

tools.

PER ONA$ E$$!NG

D e to the characteristics of banking ser!ices$ personal selling is the way that most

banks prefer in e"panding selling and se of them. 0ersonal selling occ rs in two

ways. First occ rs in a way that c stomer and banker perform interaction face to face

at branch office. In this case$ whole personnel$ bank employees$ chief and office

manager$ takes part in selling. 'econd occ rs in a way that c stomer representati!esgo to c stomers place. C stomer representati!es are specialist in banks ser!ices to be

offered and they shape the relationship between bank and c stomer.


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AD ERT! !NG

Banks ha!e too many goals which they want to achie!e. #hose goals are for

accomplishing the objecti!es as follows in a way that banks de!elop ad!ertising

campaigns and se media.9. Concei!e c stomers to e"amine all kinds of ser!ices that banks offer

:. Increase se of ser!ices

,. Create well fit image abo t banks and ser!ices

;. Change c stomers attit des


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E$$!NG PROMOT!ONA$ TOO$

nother element of the promotion mi"es of banks is impro!ement of selling. ostly

sed selling impro!ement tools are layo t at selling point$ rewarding personnel$

seminaries$ special gifts$ premi ms$ contests.

DE E$OPMENT !N MAR"ET!NG *OPE AT THE A PE*T O ER !*E

MAR"ET!NG

arketing scope de!elops day to day. #hese de!elopments carry special significance

for ser!ice sector in which c stomer and ser!ice prod cer interact closely.

!NTERNA$ MAR"ET!NG

*specially in ser!ice sector like e"ternal relations$ internal relations also ha!e

significance. It re ires finding and keeping s ccessf l personnel. For personnel of

the organi-ation to be considered their own goals and ser!ice sit ation$ !al es of the

organi-ation are sold to them. #he comm nication techni es carried o t for

c stomers are also performed for the personnel in internal marketing and this two

techni es go together. For e"ample$ the ads that aim creating firm s image sho ld be

prepared with regarding to a dience which is composed of firm s personnel.

NET-OR" MAR"ET!NG

#his approach takes the organi-ation as a se ence which in!ol!es prod cer and

c stomer that market ser!ices to each other in the organi-ation. In this str ct re$ the

acti!ities of departments that compose organi-ation wo ld be more foc sed on

market. #his will also affect the str ct re of organi-ation.

RE$AT!ON H!P MAR"ET!NG

It was mentioned that close relationship was established between prod cer and

c stomer in ser!ice sector. In addition to this$ life cycle of a c stomer relationship was

also mentioned nder the prod ct o tline. ccording to the researchers$ maintaining


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the relationship for e"tant c stomer increases the profit of firms. It sho ld be

emphasi-ed that this fact has an importance for ser!ice sector.

NEED OR T#DY

#he research project e!al ation of the banking sector in India has primal importance

d e to intense competition$ and changing banking reforms. #his research project is

!ery important beca se in today scenario there is strong competition in p blic and

pri!ate sector banks. It s !ery important for s to know which sector is performing

well and what are the marketing policies adopted by banks Gp blic sector or pri!ate

sector


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MARKETING 0OLICIE. OF ICICI+ANK

• India s second largest bank

• 9; branches and e"tension co nters

• ::@@ # '

• Biggest pri!ate sector bank in India

• ost !al able bank in India in terms of market capitali-ation

• Described by the competitors and ind stry e"pert in one word P +A r0ssiv0/

Fir)t I# T!e I#d')tr(

• Introd ced concept of branding in the Indian banking ind stry

• 0rocess$ 0eople and 0hysical e!idence P bro ght to life by ICICI

• 0rod ct Inno!ation P 0 t the Ac stomer first in the tr e sense

• Cash on the celebrity fe!er P Introd ced the concept of brand ambassadors

• Introd ction of D' s and D'# s

• 7nleashed the power of the internet P introd ced the concept of net banking

and e)mail marketing

• First bank to foc s on retail banking as a dri!er for growth


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• Comprehensi!e data centre a!ailability & data protection sol tions

In effect P changed and shaped the Indian Banking Ind stry

oc s Ar0as O% Mar30'in E%%or's

• Target marketing and customer acquisition

• Share of wallet

• Channel strategy and management

• Relationship management and database marketing

• Product development innovation

• Credit approval

asis or 0 10n'a'ion

• !ccupation

" #i$erent products for di$erent occupational segment

identi%ed

• &ncome

" 'inimum balance serves as a income segment barrier

• (eographical

" Concentrated on Tier ) Tier * Cities trying to e+tend

reach

• ,ge

" #i$erent products like student account.


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T r4eti#4:

Di6ere#ti ted " rketi#4 )tr te4( :

• Tailors its marketing campaigns to meet the needs of its target

prospects

• Creates di$erentiated product o$ering for di$erent segment• -se of technology in tracking customer segment.

Po)itio#i#4:

• Core proposition P AH m hain na P tr st$ credibility$ total financial sol tion

pro!ider Gbro ght abo t thro gh its cross selling effort

• oderni-ation P process and physical e!idence P technology as the backbone

and accelerator

• ICICI bank is absol te appalling. #heir slogan of 1H m hain na6 is !ery apt$

only that it applies to their c stomers Gi.e. s poor mortals . H m hain na

&&& to bank with ICICI.

• ICICI bank the most ama-ing bank with a p nch line as 1H m Hain %a6$ i

think they mean 6 H m hain ) )na Gnot a!ailable 6

• G*arlier I was with ICICI I m st say they rockN !ery good bank with great

c stomer s pport.


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D! TR! #T!ON TRATEGY & *HANNE$ TRATEGY O !*!*!AN"

RRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRRR RRRRRRRRR

D! TR! #T!ON TRATEGYC

• Cross selling of products as a ma or area of focus

• Creation of concept of #S, /#irect Selling ,gent0

• Creation of concept of #ST /#irect Selling Team0

• 1$ort on the part of the bank to reach the customer rather

than waiting for the customer• -se of internet2 mobile2 ,T'3s and other technological device

to reach and serve the customers

*HANNE$ TRATEGYC


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$ed0 7/8 Br #&!

Bl'e0 9 8 ATM

Gree# ; 18 3 ll &e#ter)

*iolet0 /8 I#ter#et Yellow0 8 3OPS

PHONE AN"!NG

'elf 0hone Banking GIJ+ access echanisms are as followsM

or D0posi's ))#he c stomer wo ld need to key)in his # /Debit Card % mber andits corresponding # 0I%.

or *r0di' *ards )#he c stomer wo ld need to key)in his 9 digit Card % mber andits corresponding # 0I%.

or D01a' Acco n' Hold0rs )#he c stomer wo ld need to key)in his 9; DigitDemat cco nt % mber and its #0I%

or ond Acco n' Hold0rs )#he c stomer wo ld need to key in his Bonds holder % mber only.


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'ome of the ser!ices offered are listed below

an3s nc'ionali'i0sC

• cco nt Balance• ini 'tatement• Che e Book +e est• Che e 'tat s en iry• 'top Che e 0ayment• 7tility Bill 0ayment• Internet 7serid• obile banking +egistration

*ard nc'ionali'i0sC

•

4 tstanding Balance• Details of (ast 'tatement• #etails of 4ast Payment• 4ast %ve Transactions• Reward Points status•

D01a' nc'ionali'i0sC

• I'I% ery• Holding statement• #ransaction History• ' bmitting Deli!ery Instr ctions• +e est for Instr ction Booklet

onds nc'ionali'i0s MInformation on +edemptionInformation on InterestInformation on Despatch of Bonds certificates

O'40rsC

(ost/+eplacement card# pin re)iss e

'tanding Instr ctions


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Complaints and s ggestionsIn ire abo t any ICICI Bank prod ct

R0 is'0r %or P4on0 an3in

#here is no phone banking registration which needs to be done for Banks /Cards/Bonds it is gi!en to the c stomer by defa lt .

For Demat we j st ha!e to fill the form and drop it at the nearest ICICI Bank Branchor # .

#

ICICI Bank>s :; Ho r # network is one of the largest and most widespread #

%etwork in India. # s are located in commercial areas$ residential localities$ major


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petrol p mps$ airports$ near railway stations and other places which are con!eniently

accessible to c stomers.

ICICI Bank # s feat res ser)friendly graphic screens with easy to follow

instr ctions. ICICI ha!e introd ced # s which interact with c stomers in their local

lang age for increased con!enience.

Following are the feat res a!ailable on # s$ which can be accessed from anywhere

at anytime.

*as4 -i'4drawal M 5ithdraw pto +s. :


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Pa 10n's M #he latest feat re of o r # s$ this f nctionality can be sed for payment

of bills$ making donations to temples / tr sts$ b ying internet packs$ airtime recharges

for prepaid mobile phones and m ch more...

O'40rs M+e est for a checkbook from # s and concerned branch will dispatch it

s ch that it reaches c stomers within 9@ working days.

*4ar 0sC #here is no charge le!ied on ICICI Bank c stomers for transacting on ICICI

Bank>s # s. Howe!er for c stomers not maintaining the minim m arterly

a!erage balance in their sa!ings acco nt$ first transactions in the arter will be free

and +s. :< per transaction will be charged thereafter.

I+TE$+ET BA+KI+G

ICICI bank pro!ides following internet ser!icesM

!$$ PAYMENT

ICICI bank helps to pay bills for 7tility Companies G*lectricity and #elephone $ ICICI

Bank Credit Card$ obile bills$ Ins rance 0remi ms and lot more.ICICI bank offersa

free bill payment ser!ices thro gh Internet Banking cco nt.

HOPP!NG

ICICI Bank facilitates to b y !ariety of prod cts online from more than < shopping

websites. 0ayment can be made con!eniently sing ICICI Bank cco nt.

RE*HARGE MO !$E


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AD*E$TISI+G

It is the paid form of non)personal comm nication of ideas or prod cts in the prime

media i.e. #.J$ radio$ maga-ines$ etc. d!ertising is intended to pers ade and inform.

d!ertising of ICICI banking prod cts and ser!ices is mainly seen thro gh #.J$

newspaper$ billboards$ internet and maga-ines. #his helps toM

Create awareness and c stomer interest

#o boost sales

#o remind and reass re c stomers

#o b ild company or brand image

#o s pport sales forceICICI Bank spends a reported +s E. E crore ICICI Bank has once again decided to

resort to the celebrity endorsement ro te to promote its brand.

lmost two)and)a)half years since s perstar mitabh Bachchan endorsed the brand$

the company has signed p 'hah + kh 2han as its global ambassador.

#he energy and inno!ation which 'hahr kh 2han represents co pled with his

pop larity both in India and abroad make him the ideal choice for ICICI Bank$

partic larly as the Bank makes its global forays.

ANNER AD ERT! !NG

ICICI bank does banner ad!ertising at !ario s places like yellow pages$ b s stands$

metro stations etc. #his helpsM

• 4!er 9@@$@@@ b siness eries generates per month.

• %e!er ending b siness opport nities.


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• Be a step ahead of yo r competitors.

• ttract right !isitors to yo r site and get a fr itf l b siness.

RAD!O AD ERT! !NG

ICICI bank also does ad!ertising of its prod cts like loans$ credit cards$ debit cards

etc. on radio which helps it in following waysM

• 5ider acess like in r ral areas

• Can be nderstandable to those who are not able to read

D!RE*T MAR"ET!NG

Direct marketing is concerned with establishing an indi!id al relationship between

the b siness offering a prod ct or a ser!ice and the final c stomer. It incl desM

• Direct mail

• Direct response on #.J. $ radio

• aga-ines inserts

• #elemarketing

properly managed mailing database enables a b siness toM


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• Foc s on the best prospecti!e c stomers

• Cross)sell related prod cts

• (a nch new prod cts to e"isting c stomers

PR&C1

ICICI B %2 PER ONA$ $OAN

D0scrip'ion o% *4ar 0s P0rsonal $oans

(oan 0rocessing Charges / +enewalCharges

:S of loan amo nt

0repayment Charges < on the principal o tstanding

Charges for late payment Gloans : per month

Che e 'wap Charges +s.


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$i%0 !ns ranc0

Being away from India doesn>tmean we ha!e to compromisethe safety and sec rity of o rlo!ed ones. In fact$ o r sa!ingsfrom time o!erseas can beeasily channelised to meet o rfamily>s needs ) now and in thef t re.

G0n0ral !ns ranc0

ICICI Bank %+I 'er!ices & ICICI(ombard brings ins rance ser!ices forthe 3lobal Indian. If we are an %+I$and o r family or o r parents are inIndia$ o r key concerns wo ld be tosec re o r assets back home Ghome /commercial property / motor and thehealth of o r dependents in India.

MARKETING 0OLICIE. OF )DFC+ANK

PER ONA$ $OAN

D0scrip'ion o% *4ar 0s P0rsonal $oan

(oan 0rocessing Charges 7pto a ma"im m : of the loanamo nt

0re)payment charges 7pto ; of the 0rincipal4 tstanding

%o D e Certificate / %o 4bjectionCertificate G%4C %il

Charges for late payment of * I T :; p.a on amo nt o tstandingfrom date of defa lt

'tamp D ty & other stat torycharges s per applicable laws of the state

Che e swapping charges 7pto +s


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charges / +e)sched ling

Bo nce Che e Charges 7pto +s ;


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• 0ay Bills

• 4rder a Che e Book

• +e est 'top 0ayment on a Che e

Internet Banking is the most con!enient and powerf l way to manage acco nt.

• %et Banking is +eal #ime$ gi!ing p)to)the)second details on acco nt.

• It can be accessed anytime$ from anywhere$ gi!ing yo complete control o!er

finances

• #here are no e es to stand in$ or t rns to wait for.

HDFC Bank>s %et Banking ser!ice is sec re. 7sing ind stry)standard technologies

and infrastr ct res$ HDFC ser!ice gi!es peace of mind.

P2O+E BA+KI+G

5#6C avail of the following services via Phone 7anking8

*40c3 acco n' 5alanc0 ) 3et p)to)the)second details of 'a!ings or C rrent

cco nts and Fi"ed Deposits. 4ne can also get the details of the last = transactions on

acco nt$ or ha!e a mini statement fa"ed across to c stomers.

EnF ir0 on '40 c40F 0 s'a' s ) C stomers can se 0hone Banking to check on the

stat s of che es iss ed or deposited from anywhere in India.


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Ord0r a *40F 0 oo3 Acco n' 'a'010n' ) ? st call 0hone Banking and get

Che e Book or latest cco nt 'tatement deli!ered at doorstep.

'op Pa 10n' ) 'top payment of a single che e or a series of che es$ :; ho rs a

day.

$oan R0la'0d F 0ri0s ) Details of the o tstanding loan amo nt$ en ire abo t loan

acco nt$ re est for an interest certificate and repayment sched le$ etc.

MO !$E AN"!NGHDFC obile Banking ser!ice pro!ides a host of feat res at finger)tips thro gh

' 'M

• 3et balance details

• 4btain last , transaction details


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• +e est a che e book

• 'top a che e payment

• *n ire che e stat s

• +e est an acco nt statement

• 3et Fi"ed Deposit details

obile Banking works thro gh a set of te"t messages G' ' . 5ith ' ' one can

perform a wide range of ery)based transactions from yo r mobile phone$ witho t

e!en making a call.

ATM

C stomers can enjoy the following benefits at any of HDFC 9@


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7?64o r acc0ss 'o cas4 6 5ithdraw p to +s.9@$@@@/) per day on # Card and p

to +s. 9


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!N #RAN*E HDFC Bank offers yo a world of choice in ins rance.8o can now a!ail of (ife )

Ins rance plans from HDFC 'tandard (ife Ins rance & %on ) (ife Ins rance plans

from HDFC Ch bb 3eneral Ins rance thro gh any of o r Bank branches.

$i%0 !ns ranc0 Non $i%0 !ns ranc0

or o r c4ildC

3i!e yo r children a head start by

growing yo r sa!ings. In!est in HDFC'tandard (ife>s 7nit (inked 8o ng 'tar

0lan that has a do ble benefit.

Accid0n' cov0r

B y a 0ersonal ccident 0lan and get

financial assistance from inj ry arising o tof an accident 8o can also pro!ide for

hospitali-ation e"penses.

or r0'ir010n'

*arn a pension for life by ma"imi-ing

yo r ret rns. In!est in HDFC 'tandard

(ife>s 7nit (inked 0ension 0lan.

Accid0n' and ic3n0ss cov0r

2eep medical e"penses at bay in the e!ent

of an accident or sickness. B y a #ricare

0olicy.

or '40 lon 6'0r1

In!est in a sa!ings plan with a long)term

hori-on and get life co!er too. In!est in

HDFC 'tandard (ife>s 7nit (inked

*ndowment 0lan

A 'o1o5il0 cov0r

3et yo r !ehicle ins red in the e!ent of a

road accident and also get yo rself &

others co!ered. pply for to Ins rance.


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). Lo # $ tio :&t is the bank s assets that are financed with loans and

financial obligations lasting more than one year. #he ratio 0ro!ides a general meas re

of the financial position of a bank$ incl ding its ability to meet financial re irements

for o tstanding loans. a year)o!er)year decrease in this metric wo ld s ggest the bank

is progressi!ely becoming less dependent on debt to grow their b siness loan ratio U

loans/total assets.


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7. *r0di' D0posi' Ra'ioC It is the ratio of how m ch a bank lends

o t of the deposits it has mobili-ed. It indicates how m ch of a bank>s core f nds are

being sed for lending$ the main banking acti!ity. higher ratio indicates more

reliance on deposits for lending and !ice)!ersa. Credit Deposit +atioU#otal

d!ances/C stomer Deposit


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7.Tot l A))et) T'r#o=er $ tio:

#his ratio meas res the efficiency in

tili-ation of the assets. It is arri!ed at by

di!iding sales by total assets. #otal ssets

# rno!er +atioU'ales/#otal ssets.


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/. 3'rre#t $ tio: C rrent ratio may be defined as the

relationship between c rrent assets and c rrent liabilities. C rrent assets

incl de cash in hand$ balance with +BI$ balance with other banks Gboth inIndia and abroad $ money at call and short notice and stock. C rrent

liabilities incl de short)term borrowings$ short)term deposits$ bills

payables$ bank o!er draft and o tstanding e"penses. It is a meas re of

general li idity and it is widely sed to make the analysis of a short)term

financial position or li idity of a bank. It is calc lated by di!iding the


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#he main reasons for these shortcomings are d e to the pa city of time$

an e"ha sti!e analysis co ld not be done. 'ome re ired data were not

a!ailable which$ if sed co ld ha!e presented a better concl sion.

.(GGE.TION.

ICICI Bank and HDFC bank has to impro!e its brand image$ i.e. it

has to position itself in the minds of prospects in a better way incomparisons to others.

It sho ld pro!ide better career opport nities for the retention of its

potential ad!isors.


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F rther it has to pro!ide training to its recr ited ad!isors by good and

efficient training methods$ which might be a little bit c stomi-ed if

needed.It sho ld more emphasi-e in ad!ertising$ as it is the most powerf l

tool to position ant brand in the mindsets of c stomers.It sho ld pro!ide online training and for those who are in jobs and

want to become ad!isors ICICI sho ld pro!ide e!ening training

classes$ so that they can join the training after doing their jobs.

CONCLUSION

Banking sector o tlook is more attracti!e than e!er before. #he go!ernment in the

b dget has gi!en se!eral soaps to banking sector. #he banks in the last few years had

an ne"pected bo nty of great magnit de in the form of capital appreciation on

go!ernment sec rities and other debt sec rities. s interest rates pl mmeted the !al e

of these sec rities sky)rocketed gi!ing them significant hidden profits$ this co ld

absorb %0 losses.


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#he retail re!ol tion has j st started for banking sector. #he ne"t few years growth

will lead by the retail re!ol tion as banks aggressi!ely grow assets in this area and

signs of it are aro nd s.

HDFC Bank ICICI Bank has emerged as the leading players in the banking ind stry

with so nd asset ality$ strong risk management practices$ inno!ati!e prod cts and

appreciable ser!ice ality in place$ they are showing !ery so nd prospects for f t re

growth.

I -I /012H3

OO" C

2othari$ C.+$ +esearch ethodology$ %ew delhi$ Jikas 0 blishing Ho se 0J#

(#D. :@@

ICICI and HDFC broch re of ad!isors +ecr itment.

B7'I%*'' #4D 8 3 KI%*.

0HI(I0 24#(*+ ' +2*#I%3 % 3* *%#

WEBSITES


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dr hari singh

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