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PROJECT REPORT
AT
(HSBC GROUP)
A Project Report submitted in partial fulfillment of the requirements
for the award of the degree of
MASTER OF BUSINESS ADMINISTRATION
(Industry Integrated)
TO
MADURAI KAMARAJ UNIVERSITY, MADURAI
BY
ALI AYAN
Reg No.A7752101
Under the guidance of
Mr. VARUN SRIVASTAVA
Area Sales ManagerIL&FS INVESTSMART SECURITIES LTD
HARIKISHAN INSTITUTE OF MANAGEMENT STUDIES, NEW DELHI
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JUNE 2009
Certificate
This is to certify that the Project Report at
II&FS INVESTSMART SECURITIES LTD , NEW DELHI
Submitted in partial fulfillment of the requirements for the award ofthe degree of
MASTER OF BUSINESS ADMINISTRATION
(Industry Integrated)
TO
MADURAI KAMARAJ UNIVERSITY, MADURAI
Is a record of bonafide Training carried out by
KUNAL KUMAR SINGH
Under my supervision and guidance and that no part of this report has
been submitted for the award of any other degree / diploma /
fellowship or similar titles or prizes.
FACULTY GUIDESignature:
Name:
Qualifications: MBA, M. Phil, PhD Signature & seal of the Learning Center
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STUDENTS DECLARATION
I hereby declare that the Project Report conducted at
IL&FS INVESTSMART SECURITIES LTD , NEW DELHI
Under the guidance of
Mr. VARUN SRIVASTAVA
Submitted in Partial fulfillment of the requirements for the
Degree of
MASTER OF BUSINESS ADMINISTRATION
(Industry Integrated)
TO
MADURAI KAMRAJ UNIVERSITY, MADURAI
Is my original work and the same has not been submitted for the
award of any other Degree/diploma /fellowship or other similar titlesor prizes.
Place: ---------------------
Date: Reg.No
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ACKNOWLEDGEMENT
An endeavor over a period can be successful only with the advice and support of
well-wishers. I take this opportunity to express my gratitude and appreciation to all
those who encouraged me to complete this project.
I am deeply indepted to prof: . Dean Harikishan Institute of
Management Studies, New Delhi for my successful completion of the project.
I express my profound and sincere thanks to .. Dean who acted as a
mariners compass and steered me through out my project voyage through his
exellent guidance and constant inspiration.
I shall be failing in my duty if I dont acknowledge my debt to Mr VARUN
SRIVASTAVA Area Sales Manager IL&FS INVESTSMART,NEW DELHI for his
valuable guidance and support,which helped me in giving a shape to my study.
I extend my hearty thanks to Mr. Sandeep Sahgal Manager of IL&FS
INVESTSMART,NEW DELHI for giving me an opportunity to take up the project
work and providing all the facilities for the same.
I also extend thanks to all other faculty members of Hrikishan Institute Of
Management Studies ,New Delhi for their external support and guidance.
I acknowledge with profound gratitude and reverence the help and guidance of one
and all in my endeavor for gainful project work I undertook at IL&FS
INVESTSMART,New Delhi.
PLAC: New Delhi ALI AYAN
MOB-09716636943
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CONTENTS
CHAPTER 1 INTRODUCTION
1.1 General Introduction1.2 Objectives of the study
1.3 Industry Profile.
CHAPTER 2 PROFILE OF THE ORGANIZATION
2.1 Origin of the Organization.
2.2 Growth and development of the Organization.2.3 Present status of the Organization.
2.4 Future plans of the Organization.
2.5 Functional Departments of the Organization.2.6 Organization structure and Organization chart.
2.7 Product and Service profile of the Organization.
2.8 Market profile of the Organization.
CHAPTER 3 DISCUSSIONS ON TRAINING.
3.1 Students work profile (Role and responsibilities).3.2 Description of live experience.
3.3 Students contribution to Organization.
CHAPTER 4 STUDY OF SELECTED RESEARCH PROBLEM
4.1 Statement of research problem.4.2 Statement of research objectives.
4.3 Research design and methodology.
4.4 Analysis of data.4.5 Summary of Findings.
CHAPTER 5 SUMMARY AND CONCLUSIONS5.1 Summary of Learning Experience.
5.2 Conclusions and Recommendations.
APPENDIX
Annexure like copy of questionnaires, interview schedule, leaflets, brochures,
Photographs to be enclosed.
Bibliography.
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CHAPTER 1 INTRODUCTION
1.1 General Introduction about the sector
Financial sector
The financial sector is in a process of rapid transformation. Reforms are
continuing as part of the overall structural reforms aimed at improving the
productivity and efficiency of the economy. The role of an integrated financial
infrastructure is to stimulate and sustain economic growth.
The US$ 28 billion Indian financial sector has grown at around 15 per cent
and has displayed stability for the last several years, even when other
markets in the Asian region were facing a crisis. This stability was ensured
through the resilience that has been built into the system over time. The
financial sector has kept pace with the growing needs of corporate and other
borrowers. Banks, capital market participants and insurers have developed a
wide range of products and services to suit varied customer requirements.
The Reserve Bank of India (RBI) has successfully introduced a regime where
interest rates are more in line with market forces.
Financial institutions have combated the reduction in interest rates and
pressure on their margins by constantly innovating and targeting attractive
consumer segments. Banks and trade financiers have also played an
important role in promoting foreign trade of the country.
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Banks
The Indian banking system has a large geographic and functional coverage.
Presently the total asset size of the Indian banking sector is US$ 270 billion
while the total deposits amount to US$ 220 billion with a branch network
exceeding 66,000 branches across the country. Revenues of the banking
sector have grown at 6 per cent CAGR over the past few years to reach a
size of US$ 15 billion. While commercial banks cater to short and medium
term financing requirements, national level and state level financial
institutions meet longer-term requirements. This distinction is getting
blurred with commercial banks extending project finance. The total
disbursements of the financial institutions in 2001 were US$ 14 billion.
Banking today has transformed into a technology intensive and customer
friendly model with a focus on convenience. The sector is set to witness the
emergence of financial supermarkets in the form of universal banks
providing a suite of services from retail to corporate banking and industrial
lending to investment banking. While corporate banking is clearly the largest
segment, personal financial services is the highest growth segment.
The recent favourable government policies for enhancing limits of foreign investments to 49 per
cent among other key initiatives have encouraged such activity. Larger banks will be able to
mobilise sufficient capital to finance asset expansion and fund investments in technology.
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Capital Market
The Indian capital markets have witnessed a transformation over the last
decade. India is now placed among the mature markets of the world. Key
progressive initiatives in recent years include:
The depository and share dematerialisation systems that have enhanced
the efficiency of the transaction cycle
Replacing the flexible, but often exploited, forward trading mechanism with
rolling settlement, to bring about transparency
The infotech-driven National Stock Exchange (NSE) with a national
presence (for the benefit of investors across locations) and other initiatives
to enhance the quality of financial disclosures.
Corporatisation of stock exchanges.
The Securities and Exchange Board of India (SEBI) has effectively been
functioning as an independent regulator with statutory powers.
Indian capital markets have rewarded Foreign Institutional Investors (FIIs)
with attractive valuations and increasing returns.
The Mumbai Stock Exchange continues to be the premier exchange in the
country with an increase in market capitalisation from US$ 40 billion in
1990-1991 to US$ 203 billion in 1999-2000. The stock exchange has about
6,000 listed companies and an average daily volume of about a billion dollars
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Many new instruments have been introduced in the markets, including
index futures, index options, derivatives and options and futures in select
stocks.
Insurance
With the opening of the market, foreign and private Indian players are keen
to convert untapped market potential into opportunities by providing tailor-
made products:
The presence of a host of new players in the sector has resulted in a shift
in approach and the launch of innovative products, services and value-added
benefits. Foreign majors have entered the country and announced joint
ventures in both life and non-life areas. Major foreign players include New
York Life, Aviva, Tokio Marine, Allianz, Standard Life, Lombard General, AIG,
AMP and Sun Life among others.
With competition, the erstwhile state sector companies have become
aggressive in terms of product offerings, marketing and distribution.
The Insurance Regulatory and Development Authority (IRDA) has played a
proactive role as a regulator and a facilitator in the sectors development.
The size of the market presents immense opportunities to new players with
only 20 per cent of the countrys insurable population currently insured.
The state sector Life Insurance Corporation (LIC), the largest life insurer in
2000, sold close to 20 million new policies with a turnover of US$ 5 billion.
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The gross premia for the insurance sector was US$ 13 billion for 2001-02.
There are four public sector and nine private sector insurance companies
operating in general/non-life insurance business with a premium income of
over US$ 2.58 billion.
The markets potential has been estimated to have a premium income of
US$ 80 billion with a potential size of over 300 million people. The General
Insurance Corporation (GIC) (which covers the non-life sector) had a total
premium income of US$ 2 billion in 2001-02. This has the potential to reach
US$ 9 billion in the next five years.
Venture Capital
Technology and knowledge have been and continue to drive the global
economy. Given the inherent strength by way of its human capital, technical
skills, cost competitive workforce, research and entrepreneurship, India is
positioned for rapid economic growth in a sustainable manner. To realise the
potential, there is a need for risk finance and venture capital (VC) funding to
leverage innovation, promote technology and harness knowledge based
ideas.
The Indian venture capital sector has been active despite facing a
challenging external environment in 2001 and a competitive market
scenario.
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There were 34 VCFs and 2 Foreign VCFs registered with SEBI in March
2002.
According to a survey conducted by Thomson Financial and Prime
Database, India ranked as the third most active venture capital market in
Asia Pacific (excluding Japan). It recorded 115 deals in 2001 with average
investment per deal amounting to US$ 7.9 million. 57 VCFs invested US$
908 million in 101 Indian companies during 2001.
Disbursements for 2002 are expected to be US$ 2 billion and are estimated
to reach US$ 10 billion by 2007.
There is an increased interest in India: 70 VC funds operate in India with
the total assets under management worth about US$ 6 billion.
The amount has grown nearly twenty fold in the past five years. Most VCs
believe that 2002-03 will be driven by a relatively stable economy and new
initiatives that will boost the e-commerce sector, particularly on-line trading
and e-banking sectors.
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gaining many awards such as Best IT Usage Award by Computer Society in
India (in 1996 and 1997) and CHIP Web Award by CHIP magazine (1999).
The National Stock Exchange of India was promoted by leading Financial
institutions at the behest of the Government of India, and was incorporated
in November 1992 as a tax-paying company. In April 1993, it was recognized
as a stock exchange under the Securities Contracts (Regulation) Act, 1956.
NSE commenced operations in the Wholesale Debt Market (WDM) segment
in June 1994. The Capital Market (Equities) segment of the NSE commenced
operations in November 1994, while operations in the Derivatives segment
commenced in June 2000.
Since the early 1950s till the early 1990s, Indian policy makers had been
nourishing the goal of Socialist pattern of society. They had been following
the development planning strategy of the former Soviet Russia in a mixed
economic framework. From July 1991, in the face of an unprecedented
foreign exchange crisis, Indian economy started experiencing an IMF-World
Bank dictated regime of liberalisation.
One aspect of this is financial liberalisation. There is a move towards
privatisation of nationalised banks these banks are selling their shares in
the stock market. Transnational banks are encouraged to operate in the
Indian banking sector. Attempts are made to attract foreign direct
investment in different sectors. There is an increasing entry of foreign
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portfolio capital due to stock market liberalisation. People are encouraged to
invest in stocks through income tax benefits and abolition of capital gains
tax. There is a move to develop a national pension fund which will be
invested in different stocks to get returns out of which pension will be
provided to retired people. It is expected that boosting up of stock market
will accelerate the process of capital accumulation and growth.
Stock market development has been an important part of financial
liberalisation in the less developed countries (LDCs). In the pro-liberalisation
circle, stock market is assigned to play an important role in the capitalist
development of LDCs.
There are many studies supporting the positive link between stock market
development and growth. Let us mention some of the recent studies. One
important study was undertaken by Levine and Zervos (1998). Their cross-
country study found that the Development of banks and stock markets has a
positive effect on growth. In another study Levine (2003) argued that
although theory provides ambiguous relationship between stock market
liquidity and economic growth, the cross-country data for 49 countries over
the period 1976-93 suggest a strong and positive relationship (see also
Levine, 2001). Henry (2000) studied a sample of 11 LDCs and observed that
stock market liberalisations lead to private investment boom. Recently,
Bekaert et al (2005) analysed data of a large number of countries and
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observed that the stock market liberalisation leads to an approximate 1 %
increase in annual real per capita GDP growth.
There are some economists who are sceptical. Long time back Keynes
(1936) compared the stock market with casino and commented: when the
capital development of a country becomes the by-product of the activities of
a casino, the job is likely to be ill-done.
Referring to the study of World Bank (1993) Singh (1997) pointed out that
stock markets have played little role in the post-war industrialisation of
Japan, Korea and Taiwan. He argued that the recent move towards stock
market liberalisation is unlikely to help in achieving quicker industrialisation
and faster long-term economic growth in most of the LDCs.
In this perspective this study examines the nature of relationship between
stock market and growth through capital accumulation in India.
Figure 1: Indias Real Share Prices (log-values), 1950-2004
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Figure 2: Indias Annual Growth Rate of Real Industrial Output, 1961-2003
Figure3 : Indias Annual Growth Rate of Real GDP, 1951-2003
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B. Growth and present status of the industry
The ever-growing and fast-maturing 'India Market' is a lucrative business
destination for developed countries. With 7-8% of GDP growth, huge
analytical, young and English speaking work force the 'pull' for opportunities
are luring. The bandwidth of 'India Market' is enviably wide and very deep.
'Markets in India' are well protected by legal guidelines and efficient
administrators. With a liberal and proactive government at the center the
road ahead for 'Markets of India' is very rosy. 'Market India' has witnessed
exponential growth over past one and half decade. Liberal and transparent
financial policies has effected free-in-flow of FII and as a result of which
'India Market' has grown to a colossal monster in the international market.
Foreseeing sure and substantial returns on investments (ROI) companies are
pro- actively listing on the stock market indexes. Government agencies once
much hated for red tape and bribes has shed its image. Professionalism is
their new mantra. Public Enterprises like IOC, ONGC, BHEL, NTPC, SAIL,
MTNL, BPCL, HPCL and GAIL, SBI, LIC, Hindustan Antibiotics Limited, Air
India etc. to name a few, are giving Private Indian companies a good run for
their money. Private giants like Reliance Industries Limited, Infosys, Tata,
Birla Corporation, Jet Airways, Ranbaxy, Biocon, Bajaj Auto, ICICI are
breaking their own records every financial years.
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Board of India which supervises the functioning of the stock markets in
India.
Thus, the growing financial capital markets of India being encouraged by
domestic and foreign investments is becoming a profitable business more
with each day. If all the economic parameters are unchanged Indian Equity
Market will be conducive for the growth of private equities and this will lead
to an overall improvement in the Indian economy.
Indian Stock Market including both NSE-National Stock Exchange and the
BSE-Bombay Stock Exchange have certainly taken a tremendous beating in
the past few weeks. We are sure most of us here knew that the correction in
the trading curve was round the corner which would be healthy, and the
markets would bounce back from 18k levels with the help of mutual fund
investments & buying of Indian stocks again. However the anticipation went
wrong, and the US recession story along with global and Indian commodity
prices have added fuel to the global equity market turmoil on a whole.
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C. Future of the industry
The stock market is booming in spite of the low agriculture output. The
monsoon is good in an overall sense but still the question remains who takes
the credit? The answer is the karma of the people. I appreciate the Indian
politicians and the industrialists who being pawns of destiny are doing things
positive and productive. India, as a country is running a very good period
and the position of planets in the transit are giving wonderful results.
Less than one percent of population own stocks and less than 1000
individuals control the market, the majority being the FIIS, the promoters of
the company. The credit should go to media for making stock market
headlines.
The question many people in the market ask:
Will the bull run continue? What heights we can reach?
First of all, mark my words Indian bourses in the future will be one of the
best investments in the world. There will be a time when it can even reach
3000 points in the nifty. India will begin one of the best dasas of the Sun,
which will work in its favour. So before 2009 Indian bourses should see an all
time high.
Now this bull run will continue.
There can be some correction in the BSE sensex in the 7500 points
level.
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The market will hover between the 6000- 7000 till mid august.
There will be huge fluctuations.
Investors and new entrants to the market to cool down a bit and come well
below 7000.
In any case if you are long terms players then step-in and buy now and
forget for another 10 years. You will make a killing in the Indian markets.
Most of the tech companies and the main index will do well but slightly in the
lower side of expectations.
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CHAPTER 2 PROFILE OF THE ORGANISATION
2.1 ORIGIN OF THE ORGANISATION
IL&FS Investsmart Ltd is one of the leading financial services organizations
in India. The company is providing customized financial management
solutions to individuals and corporate. Their principal activities are to provide
brokerage related, investing and financial services. They also provide loan
and credit activities, insurance products and security dealing services. IL&FS
Investsmart Ltd was incorporated as Investsmart India Ltd on September 1,
1997, as a wholly owned subsidiary of Infrastructure Leasing & Financial
Services Ltd. The company commenced equity broking on NSE and BSE in
February 1998 and August 1999 respectively. In June 2000, the company
commenced derivative broking on NSE and in January 2001, they launched
investment advisory products. In January 2002, with the view of consolidate
the IL&FS's interests in the capital markets, IL&FS Merchant Banking
Services Ltd and DebtonNet India Ltd were merged with the company. The
company also forayed into insurance distribution by setting up wholly owned
subsidiaries namely Investsmart Insurance Agency Pvt Ltd and Investsmart
Insurance Distribution Pvt Ltd. In March 2003, the name of the company was
changed from Investsmart India Ltd to IL&FS Investsmart Ltd. During the
year 2003-04, the company acquired 4 branches of Tata TD Waterhouse
Securities Pvt Ltd. They incorporated a wholly owned subsidiary, IL&FS
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Investsmart Commodity Brokers Ltd and also acquired IL&FS Academy for
Insurance and Finance Ltd during the year. During the year 2004-05, the
company has Inducted two strategic partners namely, Softbank Asia
Infrastructure Fund L P (SBAIF) and E*Trade Financial Corporation. SBAIF is
a large private equity fund with funds under management exceeding USD 6
billion and E*Trade is one of the largest retail broking and banking equity
based in US with the presence in all major world markets. During the year,
the company commenced derivative broking on BSE and also commenced
commodity broking business through their wholly owned subsidiary, IL&FS
Investsmart Commodity Brokers Ltd. During the year 2005-06, the company
incorporated a wholly owned subsidiary namely IL & FS Investsmart Asia
Pacific Pvt Ltd in Singapore to undertake securities services related business.
During the year 2009-07, the company incorporated IL&FS Investsmart
Securities Ltd as a wholly owned subsidiary and transferred their Portfolio
Management Services to the subsidiary company. Also, they acquired 100%
stake in Tajir Investment & Properties Ltd, a Non-Banking Finance Company
on a going concern basis. During the year 2007-08, the company transferred
Merchant Banking and Underwriting Business to IL&FS Investsmart
Securities Ltd. The company received the 'Best Performing National Financial
Advisor Award' from CNBC for the two years.
The Company was set up as Investsmart India Limited, a wholly owned
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subsidiary of Infrastructure Leasing & Financial Services Limited for carrying
on capital market activities such as share and stock broking,underwriting,
placement of securities etc. The Company was incorporated on September
01, 1997 and received the Certificate of Commencement of Business on
October 07, 1997.
Change In the Registered office of the Company
IL&FS has set up a financial centre in Bandra Kurla Complex in Mumbai with
a view to house all its subsidiaries, ventures etc. at the sameplace for
administrative convenience and to pursue group synergy. Pursuant to this,
on June 14, 2000 the registered office of the Company was changed from
Mahindra Towers, 4th Floor, 'B1 Wing, Dr. G. M. Bhosale Marg, Worli, Mumbai
400 018 to The IL&FS Financial Centre, Plot C-22, G Block, Bandra-Kurla
Complex, Bandra (E), Mumbai 400 051. Subscription by ORIX Corporation,
Japan in 2000 ORIX subscribed to 80,00,000 equity shares in March 2000
representing 27.59% of the paid up capital at that point of time. ORIX is an
integrated financial services group based in Tokyo, Japan, providing
innovative value-added products and services to both corporate and retail
customers. With operations in 24 countries worldwide, ORIX's activities
include leasing, corporate finance, real estate-related finance and
development, life insurance, and investment and retail banking. ORIX is
made up of 202 consolidated subsidiaries and 74 affiliates. ORIX has 974
offices in Japan, with 234 locations throughout the United States, Asia,
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Oceania, Europe, the Middle East and Northern Africa .Amalgamation of
IL&FS Merchant Banking Services Limited (IMBSL) and.DebtonNet India
Limited (OIL) with IL&FS In vests mart Ltd (erstwhile In vests mart India
Limited) IL&FS, in addition to its core activity of infrastructure financing, was
also registered with SEBI as a Category merchant banker since the inception
of the SEBI (Merchant Banking Regulations) 1992. Consequent to changes in
SEBI regulations on segregating merchant banking from fund based
activities, IL&FS set up IL&FS Merchant Banking Services Limited (IMBSL) as
a wholly owned subsidiary. IMBSL was set-up to provide full-fledged
merchant banking services and was registered as a Category I merchant
banker with SEBI.
IL&FS also had a 50% stake in another company called DebtonNet India
Limited (OIL), which was set up along with. National Stock Exchange Of
India Limited. DIL was set up to provide an automated and transparent
platform, using the Internet, for book built debt issuances. Over a period of
time DIL had enhanced the scope of the platform to provide a wide range of
information, news and analytics relevant to the debt market. With a view to
consolidate IL&FS's interests in the capital markets IMBSL and DIL were
merged into the Investsmart India Limited. Prior to this, IL&FS had taken
over the 50% stake of National Stock Exchange of India Limited in DIL. The
scheme of amalgamation was approved by the High Court on August 01,
2002 and was effective from January 01,2002.
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2.2 Growth and Development of the Organization
UK banking giant HSBC will acquire 73.21% of IL&FS Investsmart for Rs
1002.55 crore (around $241.6 million), paving its entry into the retail
brokerage arena. This would also give the group an entry into the non-
banking finance market, which it has been looking at entering for the past
couple of years. It is also keeping the options of delisting the broking
company open.
Under the terms of the agreements, HSBC proposes to acquire a 43.85%
stake from E*TRADE Mauritius and an additional 29.36% from IL&FS for
Rs 200 per share. HSBC will also pay IL&FS Rs 82 crore as part of a
three-year non-compete agreement. It will also make an open offer to
acquire up to another 20% of Investsmart. The open offer will be
announced on May 20.HSBC tookeover IL&FS Investsmart. E*TRADE and
Softbank Asia Infrastructure Fund L P had in 2004 collectively acquired
34% equity in IL&FS Investsmart at Rs 54 per share. In late 2006,
E*Trade had made an open offer for Rs 210 per share. On Friday, the
scrip closed on BSE at Rs 198.80. HSBC Securities and Capital Markets
(India) Private Ltd, the Group's securities arm in India, will pick up IL&FS
stake while HSBC Mauritius will pick up the stake of E*TRADE Mauritius.
Investsmart provides equity and commodity broking, investment banking,
insurance broking and distribution, mutual funds distribution and related
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financing services. It has 88 branches and 190 franchisee outlets.
However, the RBI is not in favour of allowing foreign entities to get into
the commodity broking space. HSBC may have to offload the commodity
broking piece."We have not taken a decision on the commodity broking,"
says Ms Kidwai. HSBC will also use the investment banking capabilities of
Investsmart for its maid-market clients. According to Tarun Kataria, MD
and head of corporate, investment banking and markets, HSBC India,
Investmart has a strong management team and they are very much part
of our future growth plans. This acquisition will allow us to scale our
institutional brokerage business. Investmart also allows us a platform to
do mid cap research and mid size ECM transactions. The group could look
at delisting the company depending on the response to the open offer.
2.3 Present Status of the Organisation
IL&FS INVESTSMART LIMITED, a financial services company, provides
customized financial management solutions for retail customers,
institutional investors, and corporate clients in India. Its retail offerings
include mutual fund advisory, portfolio management, IPO advisory and
distribution, and insurance advisory services, as well as equities and
derivatives, and commodity trading services. The companys institutional
offerings comprise financial advisory and capital-raising services, as well
as investing and trading strategies. In addition, it also provides online
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trading services. HSBC Holdings has offered to delist IL&FS Investmart
from the BSE and NSE. IL&FS Investmart was started in 1999 as a
broking arm of IL&FS. The company had issued a GDR and E*Trade and
SAIF Partners subscribed to the issue triggering an open offer. HSBC
holding bought about 73% from E*Trade, SAIF Partners, and IL&FS for Rs
1,311 crore. It later acquired another 20% stake, increasing its stake to
93.8%. However, HSBC has now offered to delist the company from the
BSE as well as the NSE. HSBC currently holds 93.8% stake in IL&FS
Investmart. As far as HSBC stake goes, in 2008 they bought 73.2% stake
from E*trade, SAIF Partners and IL&FS and then made an open offer for
20%. The open offer was for Rs 200 per share and currently its sitting on
Rs 144-145.
In last evenings announcement to the exchanges, the HSBC board took a
final approval and they are looking at delisting by offering to buyback the
remaining 6.2% shares and delist the company from the Indian stock
exchanges.
Valuation of IL&FS Investsmart
Valuation wise this is will not be as far as what Motilal or Edelweiss is
because the market share in the Indian retail market is just constituted
by several large players which constitute 60% of the market share and
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the rest of the market share is split across the board, across small
brokerages and regional players.
IL&FS doesnt have a market share of more than 1% but what is
interesting is that it has a good branch network and this is what HSBC
wanted. Even when they bought that 70% stake, the whole idea was to
get into the branch network.
SERVICES PROVIDING BY THE IL&FS INVESTSMART LTD
Retail offering
Institutional Offering
Advisory report
Online Trading
Advisory Services
2.4 Functional Department of the Organisation
EQUITY
DERIVATIVES
IPO
PMS
ONLINE TRADING
COMMODITIES
INSURANCE
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2.5 ORGANISATION STRUCTURE AND ORGANISATION
CHART
HOME
RETAIL OFFERING
INSTITUTIONAL OFFERING
MARKETS
ADVISORY REPORT
ONLINE REPORT
ADVISORY SERVICE
2.6 Product and Services of the organization
competitors
A. Online product offering
1. SMARTSTART
features
Trade on NSE & BSE
Simple order entry for Equity & Derivatives
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Fully Customizable display
User friendly Get Quote screen
Integrated Accounts (Bank. Demat & Trading)
Live order status
Track your orders real-time
Dynamic buying power
Works behind a Proxy
Back office access
2. SMARTINVEST
Features
Instant Loading
Works behind a Proxy
Live Streaming quotes
Multiple Watch lists
NSE& BSE Access
Single order form for Cash and FnO
Point and Click order entry
Hot Key Functions
Market Depth Window
Back Office access
3. SmartTRADE
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Features
Fully Customizable display
Dynamic Charts with Indicators
EOD Charts
Real-Time market data
Advanced Alert capabilities
Live order status
Track your orders real time
Real time position updates
Dynamic buying power
Derivative chain
Lock terminal option
Message window docking
ADVISORY SERVICES
1.Why invest?
Saving v/s Investing is not a new debate. While savings pertains to money
put away for short time periods, Investing on the other hand is a decision
catering to a longer time duration.
Saving V/s investing
Savings is normally the money that is put away for short term periods
and is associated with low risk and low return.
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The after tax returns generated from savings rarely outpace inflation.
Investing on the other hand is a conscious decision.
Monies are invested for a longer duration of time, over 3-5 years.
The returns generated are generally higher when compared to the
returns from savings.
2.7 MARKET PROFILE OF THE ORGANISTION
IL & FS Investsmart Limited (Bombay Stock Exchange)
Sector: Financials industry: Investment Services
As of 26 Jun 2009
198.75INR
Price Change
+9.45
Percent Change
+4.99%
Analyst Recommendations
OVERVIEW
IL & F S Investsmart Limited provides financial management solutions. The
Companys business comprises of loan financing and credit facilities. It
provides individuals and corporates with customised financial management
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solutions. It provides personalised investment management services
including planning, advisory, execution and monitoring of the of investment
services. The Company offers financial advisory and capital-raising services
to corporates. As of March 31, 2008, the Company had 143 institutional
clients.
QUICK FINANCIAL SYNOPSIS
BRIEF: For the fiscal year ended 31 March 2009, IL & FS Investmart Ltd.'s
revenues decreased 44% to RS2.19B. Net loss totaled RS1.09B, vs. a profit
of Rs549.6M. Revenue reflects a decrease income from operations and lower
other operating income. Net loss reflects an increase in rent, higher
depreciation, the presence of provision for contingencies, an increase in
other expenditure and the presence of exceptional items.
COMPANY ADDRESS
IL & FS Invest smart Limited
The IL&FS Financial
Centre, Plot C - 22, G-Block
Bandra-Kurla Cmplex, Bandra(E)
Mumbai 400 051
P: +9122.26533333
F: +9122.26533075
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TOTAL EMPLOYEES
1997
COMPANY WEB LINKS
- Home Page
- News Releases
- Investor Relations
- Corporate History/Profile
- Executives
- Products/Services
- Employment Opportunities
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CHAPTER 3 DISCUSSION ON TRAINING
3.1 Students work profile(role and responsibilities)
I worked there with IL&FS INVESTSMART with a profile of sales trainee. This
profile offers me to understand the need of customer and provide them the
best deal possible with maximization of the profit, both for the company as
well as for the customer.
The most important aspect for the role of trainee is trust. So far
fulfillment of the targets one needs to:
Capitalize on the old and loyal clientage which can be building slowly
by advising people in the best possible way.
Generating new leads through various activities.
Generation of leads
Since I was new in the field so I had to start from scratch and
generate new leads to sustain in the market.
Cold calling is one of the trusted ways of getting to the customers without
meeting them. Although the rate of conversion remained very less.for cold
calling the quality and accent remains a very important criterion . this
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activity give me mixed result. I often got success and generated many leads
through it but it also landed me in awkward position where the customer
were in different mood and made us hear words for which a marketer
should be always prepared to hear.corporate calls always remained more
difficult to crack with respect to retail sector.
The corporate were the most difficult and most temping to get the
business from. It took me one one day to crack Hi-tech Gears.
At IL&FS INVESTSMART after getting the product knowledge in the first week
at the branch I was also allotted distributor to work with. In the initial phase
I was accompanied by more experienced staff. After I became known to the
market and procedure I started attending calls alone only.
After the third week my performance also improved and I was able to get
close to the targets, though it looked difficult to achieve in the beginning. To
get awareness of the every product I attended diversified calls. This helped
me to implement cross selling to get better results.
LIMITATIONS:
1. Cold Calling
Voice and accent plays a major role.
The right time to call a customer cannot be decided, as the customer
may in a different mood at the time of calling.
Time consuming
Less success rate
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2. Corporate
Time consuming
Contacts with higher authorities play a major role
3.1 Description of live experience
I was supposed to use the database provided by the company to make cold
calls or by directly meeting people to get new leads.
While making cold calls, we need to have:
Good Communication Skills (Voice quality is clear and articulate)
Persistent and able to bounce back from rejection
Good organizational skills.
Ability to project a telephone personality (Enthusiasm, friendliness)
Flexibility: can adapt to different types of clients and new situations.
Using a good database is very essential.
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Eighty percent of our business comes from 20 percent of our customers" is
a frequent statement at any sales convention. There's hardly a sales
executive who is not aware of the 80/20 rule.
While talking to customers, I analyze their needs. Whether they want to go
for investment purpose or insurance or both. Suggest them the plan that
best suits them. If they agree to it then either we send across the agents to
close the deal or close it themselves.
Problems faced while selling products:
Customer dissatisfied with the services.
People fear that Reliance Money Being a Private company and a new
entrant may be able to sustain or not.
Insurance means LIC for people.
Past experience, word of mouth.
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Misguidance by agents.
People do not want insurance products.
Lack of knowledge and awareness about general and life insurance.
People risk appetite is very low, so they are afraid of mutual fund as
well.
People relate the problems of mobile phones of Reliance
Communication with IL&FS INVESTSMART.
SWOT ANALYSIS
Weakness Inexperienced Staff
Low awareness due to
lack of advertisement.
Lack of loyal clientage
Developing product.
Strength Co-operative and
Experienced Branch
Managers
Good Database
Reliance Brand
Low pricing
Opportunity Untapped Market
Increased spending power
Changing Mindset of
Customers
Unpredictable Sensex
Threat Reach
Stiff competition from
existing players in the
market
Better products
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CHAPTER 4 STUDY OF SELECTED RESEARCH
PROBLEM
4.2 Statement of Research objectives
To f ind the market potential and market penetrat ion ofIL&FS Investsmart product offerings in New delhi.
To collect the real time information about preference level
of customers using Demat account and their incl inat ion
towards var ious other brokerage f irms e.g. Indiabulls,
Sharekhan, Indiainfoline, Religare, Alankit , Unicon.
To expand the market penetration of IL&FS Investsmart.
To provide pricing strategy of competi tors to f ight cut
throat competition.To increase the product awareness of
IL&FS Investsmart as single window shop for investment
solutions
4.3 Research design and methodology
It was important to collect detailed information on various aspects for
effective analysis. As Marketing today is becoming more of a battle based
on information based society companies with superior information enjoys a
competitive advantage.
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Methodology Adopted
The information was collected through person interview and
interview was conducted through the mode of questionnaire.
4.4 Analysis of Data
Data collection
The data collection was collected through primary as well as secondary
source.
PRIMARY DATA :
Primary data was collected from 155 respondents using a schedule of
question and a survey was conducted. The tabular and graphical data
was Microsoft exel.
SECONDARY DATA :
Secondary data was collected mainly from internet ,printed journals on
the capital markets of India ,newspaper articles and books written on
the Indian stock markets.
SAMPLING:
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Judgment, non-random sampling was used. Respondents were request
to help with the schedule at their offices , homes or at the IL&FS
office.
4.5 SUMMARY OF FINDING
1. Preference of Investment
Fig4.5.1 Result of Preference of Investment
Interpretation: This shows that although the mutual funds market is on the
rise yet, the most favored investment continues to be in the Share Market.
So, with a more transparent system, investment in the Stock Market can
definitely be increased.
2. Awareness on Online Share Trading
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Fig4.5.2 Result of Awareness of Online Share Trading
Interpretation: With the increase in cyber education, the awareness
towards online share trading has increased by leaps and bounds. This
awareness is expected to increase further with the increase in Internet
education.
3. Awareness of IL&FS Invest smart as a Brand
Fig4.5.3 Result of Awareness of Reliance money as a Brand
Interpretation: This pie-chart shows that reliance money has a reasonable
amount of Brand awareness in terms of a premier Retail stock broking
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company. This brand image should be further leveraged by the company to
increase its market share over its competitors.
4. Awareness of Reliance Money Facilities
Fig4.5.4 Result of Awareness of Reliance money Facilities
Interpretation: Although there is sufficiently high brand equity among the
target audience yet, it is to be noted that the customers are not aware of the
facilities provided by the company meaning thereby, that, the company
should concentrate more towards promotional tools and increase its focus on
product awareness rather than brand awareness.
5. Satisfaction Level among Customers with current broker
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Fig4.5.5
Result of satisfaction level among customers with current broker
Interpretation: This pie-chart corroborate the fact that Strategicmarketing, today, has gone beyond only meeting Sales targets andgenerating profit volumes. It shows that all the competitors are striving hard
not only to woo the customers but also to make them Brand loyal bygenerating customer satisfaction.
6. Frequency of Trading
Fig4.5.6 Result of Frequency of Trading
Interpretation: Inspite of the huge returns that the share market
promises, we see that there is still a dearth of active traders and investors.
This is because of the non transparent structure of the Indian share
market and the skepticism of the target audience that is generated by the
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volatility of the stock market. It requires efficient bureaucratic intervention
on the part of the Government.
7. Percentage of earnings invested in Share Trading
Interpretation: This shows that people invest only upto 10% of theirearnings in the stock market, again reiterating the volatile and non-transparent structure of the Indian stock market. Hence, effective andefficient steps should be undertaken to woo the customers to invest more inthe lucrative stock market.
Fig4.5.7 Result of percentage of earning invested in share trading
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CHAPTER 5 SUMMARY AND CONCLUSIONS
5.1 SUMMARY OF LEARNINGS EXPERIENCE
To get initial success in this field is very difficult. Although the business
generation becomes easier with time as we serve more people who then get
added up in the loyal clientage. Thus time and service are two most factors
to get in this field.
Also the corporate remains a very important segment which gets
business in bulk but retail cannot be ignored which makes your business
ticking.
Customer remains in the pivotal position.
5.2 CONCLUSION AND RECOMMENDATIONS
Based on the findings of our project we would like to suggest the following:-
After sales services and follow up calls are important for getting new
references so trained telesales should be appointed for this purpose whose
sole work should be to make feedback calls.
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Investsmrt is having too many financial products right from Demat
account to General Insurance and not all the salespeople are familiar with
each and every product so the work force should be segregated each group
dealing in a specific product and the sales target should be given likewise.
While interacting with the investors I found that most of the customers
are unaware about the Mutual fund. Some of the people look upon mutual
funds and equity trading as gambling. Thus a mutual fund awareness
program can help to increase the penetration of mutual funds in the market.
INVESTSMART should declare in black ink that they will charge just 1
paisa per transaction. People tend to think that there must be some hidden
charges.
Rs950 account opening charges are too high when targeting a
corporate so the company should be flexible on this amount.
INVESTSMART should provide periodic training for updating the
product knowledge of various financial advisors.
Company should have a scheme of rewards and recognition to
employees and the field persons to boost their motivation.
KEY ISSUES AND CONCLUSIONS
Based on the above SWOT analysis and study of the available data I have
come to the following conclusions:
HUGE POTENTIAL:
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All though relatively new entrants in the market, INVESTSMART is
slowly but surely gaining a strong hold because it is finally able to grasp the
investment climate in Delhi. Secondly the branch managers at all the
branches are very knowledgeable with a lot of experience in the financial
markets so under their leadership can definitely expand its base
The entire workforce consists of mostly youngsters, which means they
can be encouraged and motivated to do good work because they have a long
way to go and most of them are eager to climb the ladder.
Right now Reliance is at its nascent stage and will surely grab the
major market under its belt very soon like in other fields.
Huge investments taking place:
The Stock Market has been very buoyant until now especially in the
past 3 years. This particular trend is very favorable because a soaring
SENSEX means higher returns, which encourages the investors to invest
their money in the market. Although in the past 3 months the market has
shown very unpredictable trend and has already lost over 1000 points.
So in order to make the best the only thing required is to recruit more
field staff who should be trained in a proper way to get better results.
In case of insurance, it requires push selling because people always
associate it with emergencies and unpleasant situations like death and they
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dont want to think about such situation let alone prepare for them, which
means it requires a lot of conviction on part of the executives.
Large untapped market:
People have just opened up to the idea of ULIPs because till now they
knew only two kinds of insurance plans, endowment and term plans so the
concept of high returns with protection is very new to them and slowly and
slowly these are becoming popular so there is a huge market waiting to be
tapped.
In the past few years there has been a tremendous inflow of funds in
the Indian market which has lead to the sky rocketing SENSEX. In fact there
has been a tremendous response from the investors not only in shares but
mutual funds as well. The Rs5700Cr infused in the market through the HSBC
INVESTSMART Equity mutual Funds is an example of the growing trust of
investors who earlier shied from such investments due to stock market
fiascos like the Harshad Mehta scam or the US64 disaster in which investors
lost huge amounts of money as well as their trust in financial instruments.
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With the FDI limits being relaxed, a lot of avenues will open up in the
insurance sector and insurance companies are expected to come up with
new plans with a great deal of customization and flexibility.
APPENDIX
QUESTIONNAIRE
Q1. In which of these Financial Instruments do you invest into?
Shares Mutual Funds Bonds Derivatives
Q2. Are you aware of online Share trading?
Yes No
Q3. Heard about IL&FS INVESTSMART?
Yes No
Q4. Do you know about the facilities provided by IL&FS INVESTSMART?
Yes No
Q4. Do you know about the facilities provided by IL&FS INVESRTSMART?
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Yes No
Q5. With which company do you have your DEMAT account?
Reliance money ICICI Direct IL&FS INVESTSMART India Bulls
Others (please specify)
Q6. What differentiates your Share trading company from others? (in regards of
brokerage, satisfaction, services, products )
Q7. Are you currently satisfied with your Share trading company?
Yes No
Q8. How often do you trade?
Daily Weekly Monthly Yearly
Q9. What percentage of your earnings do you invest in share trading?
Up to 10% Up to 25% Up to 50% Above 50%
Q13. How do you rate these share trading companies?
1. 2. 3.
4. 5.
Q14. What more facilities do you think you require with your DEMAT account?
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Name :
Age :
Sex : Male Female
Phone No :
Occupation:
References and Bibliography
Articles
Capital Market Review 2003-04,Published by SHCIL
Books
Financial Management Prashanna Chandra,6thedition
Financial Management Khan & Jain ,3th edition
Securities Analysis and Portfolio Management ,Fischer & Jordon
Research Methodology ,David .R. Cooper and Schindler
Websites
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Personal Information
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www.shcil.com
www.icicidirect.com
www.investsmart.com
www.nseindia.com
www.economicstimes.com
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http://www.shcil.com/http://www.icicidirect.com/http://www.investsmart.com/http://www.nseindia.com/http://www.economicstimes.com/http://www.shcil.com/http://www.icicidirect.com/http://www.investsmart.com/http://www.nseindia.com/http://www.economicstimes.com/