Sharekhan 2.0 ushered in · for 17 years since the inception of Sharekhan Limited, which has grown...

An In-house Magazine of Sharekhan MAY 2017

VOL. 1 NO.1

PUBLISHED FROM MUMBAI

Timesfor Business Partners

Sharekhan 2.0 ushered in

Tarunbhai - a great human being is not among us

With a very heavy heart, I bring to you the sad news that our beloved Tarunbhai left for a

heavenly abode on April 25, 2017. I had the unique privilege of working alongside Tarunbhai

for 17 years since the inception of Sharekhan Limited, which has grown from a 60-people

company to an organisation with 3,500 employees today.

All of us at Sharekhan in some way or the other have been touched by Tarunbhai’s incredible

spirit, his warmth and genuine love.

Tarunbhai was a wonderful human being, an amazing person, a great boss, and a very smart

businessman. The Sharekhan culture today largely is a reflection of Tarunbhai’s high values

and beliefs. Although unfortunately, he is no longer among us now, we will continue to be

guided by his vision and generosity.

Two years back, Tarunbhai was excited about retiring as a CEO of Sharekhan and wanted to

spend more time with his family. But, unfortunately that was not to be. The deterioration in his

health over the recent past has been heart breaking for me personally. My only solace is that

Tarunbhai’s daughter got married last week and he was alive to experience this very important

personal event of his life.

May god give Tarunbhai’s family strength to bear this personal loss.

RIP Tarunbhai. We all will miss you.

- Jaideep Arora.

(1959-2017)

Business Partners | May 2017

FROM HANUMANTH RAO’S DESK

Warm greetings to all the Business Partners. We at

Sharekhan have always acknowledged the contribution of

the Business Partners in the growth and prosperity of the

organisation. In keeping with this ethos, we are now brining

out a dedicated newsletter for the Business Partners that will

seek to showcase their hard work, commitment, new

business initiatives and achievements.

Hope all the Business Partners would like this newsletter.

Your feedback and suggestions are always welcome as we

constantly strive to improve this newsletter in the coming

days.

A big change has taken place at Sharekhan Ltd in the recent

past. Sharekhan is now Sharekhan by BNP Paribas. The

official Sharekhan logo has also changed accordingly. Our

new Board of Directors and the management have drawn up

long-term objectives, which have been articulated in the

VISION 2020. The new Sharekhan logo and the VISION

2020 were unveiled at a grand function at Aamby Valley,

Maharashtra in January (catch all the action from Aamby

Valley) on page no 4.

Check out marketing activities conducted by Business

Partners at their respective locations on page no 9.

Next up is a piece on Sharekhan’s Debutant Business

Partner for FY 2016-2017, Mr. Vimal Kumar Sharma on page

no 11.

Read about SALES ENGINE model adopted by Mr. Namik

Bhatt (BP - Bhadra Services Pvt Ltd) on page no 12.

We appreciate the cooperation of those Sherus who helped

us in bringing out this newsletter.

Send in your contributions for the next edition of Business

Partners Newsletter at [email protected].

Stay blessed.

Best regards,

Hanumanth Rao & Team.

Business Partners | May 2017 2

Strictly for internal circulation

Sharekhan is nowSharekhan byBNP Paribas.

KNOW YOUR MANAGEMENT

Jaideep Arora

- CEO, Sharekhan

Jaideep has been associated with

Sharekhan for the past 17 years and

has overall rich experience of 24

years. After acquisition of Sharekhan

by BNP Paribas, he has been

appointed as CEO of the company. He

is the primary decision- and

policy-maker of Sharekhan and has served on the

company’s board of directors since 2000. He is responsible

for the company’s technology edge and defines

Sharekhan’s technology vision and mission.

Shankar Vailaya

- Director

Shankar has been associated with

Sharekhan for the past 28 years. He

holds strings to the company’s purses

and is responsible for keeping

Sharekhan’s standards for

compliance, risk management and

governance high over the years. He

built Sharekhan from a start-up into India’s third largest stock

broking company. A chartered accountant by profession, he

was appointed director in 2000.

Varun Sridhar

- Director

Varun has extensive retail banking

experience in developing difficult

markets in Asia, Middle-east and

Eastern Europe. He is one of the

Board of Directors of Sharekhan Ltd, a

fully owned subsidiary of BNP Paribas

group. His role involves developing

and implementation of the 2020 strategic vision, managing

digital/CRM and analytics teams and other BNPP strategic

projects in India.

Jean-Christophe Gougeon

- Director

Jean-Christophe has strong

experience in management, business

development, marketing, launch of

new projects in the savings &

investments field including brokerage

& wealth management. He is one of

the Board of Directors of Sharekhan

Ltd, a fully owned subsidiary of BNP Paribas group and has

multicultural working experiences. Has worked in countries

like France, Belgium, Spain, India and Singapore.



Beatrice Cossa-Dumurgier

- Head, BNP Paribas Personal Investors

Beatrice is CEO at BNP Paribas Personal Investors. She has been

associated with BNP Paribas since 2004 and has rich experience in

the field of finance. She joined BNP Paribas as Head of Strategy.

With her sheer hard work and diligence, in span of 14 years, she

became CEO of Personal Investors at BNP Paribas. She is Master’s in

Finance & Telecom from the Massachusetts Institute of Technology.

SHAREKHAN 2.0 USHERED IN AT THE PICTURESQUE AAMBY VALLEY

Press Meet at St. Regis

Some Paparazzi

Interactive Q & A with the BNPP Panel Networking over dinner & drinks

JD giving a powerful insight as the merger, using Augmented Reality

Top Leaders answer the inquisitive reporters

Thierry L, Alian P, Eric R, talk about the merger at the Townhall



Ceremonial welcome with Drum beats

Success Points from Thierry Labarde Capping Ceremony- JD & Beatrice

Introduction to the Board of Directors Brand Launch

“Being Cool by the Pool” - Pool party

Grand ‘Day1’ Celebration at the picturesque Banaras Ghat Greetings from Jean Laurent Bonnafe’




Toast to the Successful Acquisition

BNPP Priority launch by Siddarth Pardesi Sneak-Peak of the Sharekhan Answers

Preview of the New Sharekhan website

Launching the V2020 App!

Day 2 Setup of the AuditoriumSheru’s up for the V2020 Challenge


Preview of ShareMobile Pro



Inspirational Talk by the Paraplegic Missionary-Deepa Malik

Work Hard, Party Harder!

Superhit Rock show

Sheru’s engaged in the Fun games

Sheru’s intrigued by the Unbelievable Story

Q&A session for all the Sheru’s Photo Session towards the Seminar End


Celebrations at Naga Island



BUSINESS PARTNERS ENJOYING AT AAMBY VALLEY EVENT



1. Invest India Financial Management - Usually the first step

towards brand building for an outlet and client interaction is

done through the official inauguration of the outlet. One

such inauguration of a Sharekhan outlet done by our new

Business Partner named Invest India Financial

Management (Pune) was very well received. The BP invited

people from his known references as well as from the

natural market, of which 400 people attended the event. All

of them were prospective customers and account opening

is in process for about 100 clients. The inauguration event

was attended by Branch Manager - Milind Kher and

Regional Franchisee Manager - Harshad Kulkarni.

MARKETING ACTIVITIES CONDUCTED BY BUSINESS PARTNERS



Inauguration by Invest India Financial Management

Seminar By Mahek Naresh Gala



2. Mahek Naresh Gala - Associated with Sharekhan for nine

long years, Mahek Gala wanted to cross sell Mutual

Funds to his clients, along with the existing business of

Equity and Commodity. He organised Investor

Awareness Programme on Mutual Funds in association

with BNP Paribas. He was able to gather a crowd of 60

people with many of them having a keen interest in

Mutual Fund investment through SIP and lump sum

investments.

Brand awareness campaign by Abhijit Periwal

Seminar By Amita Pandey

Seminar By Smita Kiran Gohel

Seminar By Smita Kiran Gohel

3. Abhijit Periwal - A veteran investor by nature and an

associated Sharekhan BP, Abhijit Periwal wanted to build

his brand further. To achieve this objective, he conducted

a brand awareness campaign by putting up a stall at the

IIT Bombay campus.

MARKETING ACTIVITIES CONDUCTED BY BUSINESS PARTNERS



5. Smita Kiran Gohel - With a view to add up to her existing

client base, Smita Gohel from Rajkot conducted a

corporate seminar at UltraTech Cement. Key purpose of

the event was to create awareness about Mutual Funds

and Sharekhan products. The session was presented to

30 key employees of UltraTech Cement. The employees

were convinced with the Sharekhan product presentation

and about 7-8 of them decided to associate with the

Business Partner, Ms Gohel. This event not only helped

the Business Partner to acquire new clients but also to

help connect with other potential customers.

4. Amita Pandey - Amita Pandey, our Business Partner from

Unnao (Uttar Pradesh) wanted to conduct a seminar to

create market awareness and to make his presence felt

in the surrounding areas. Thus, the key focus of the

seminar was on market outlook and Sharekhan products

in association with CDSL. In all, 28 participants were

addressed by Mehul Dedhia (HO Advisory) and Saurabh

Saxena (Regional Advisory manager). Mr Dedhia gave an

insight on market trends in the current scenario.

Mr. Saxena explained the various products offered by

Sharekhan.

What is your professional background?

Vimal Kumar Sharma (VKS): After completing my MBA, I

started my career with Indiabulls Securities and served them

for eight years. I then got an opportunity to work with Globe

Capital and handle (role). In 2016, I joined hands with

Sharekhan Ltd as a Business Partner and have been

associated with the organisation for good 10 months. Each

passing month at Sharekhan has made the bond with the

company stronger.

What made you choose stock broking as a business?

VKS: Having made my career in the capital markets, it was a

natural extension for me to start my own venture. Being in a

job has its own limitations and the growth aspect was a

missing component. With relevant experience, client

acquisition and client management became my forte,

encouraging me to start my own business. In short, I was

looking at things from a 70mm perspective.

Why did you choose Sharekhan as a partner?

VKS: From among the numerous options available in the

capital markets to partner with, I chose Sharekhan because

of their lineage and its tremendous brand value. The

state-of-the-art trading platforms and top-notch advisory

services distinguish Sharekhan from the rest of the pack.

Most importantly, the trust that Sharekhan enjoys was the

clear indicator to me.

How has your journey been so far with Sharekhan? Also share your vision?

VKS: Sharekhan understands the way the business has to be

done and stood by me during the initial teething problems. In

this highly dynamic age of rapidly changing business trends

and fast evolving technologies, Sharekhan is digitally well

equipped to provide support to the Business Partners - right

from opening an account to managing the clients’ risks. BNP

Paribas acquiring Sharekhan is a game changing

development for all connected with Sharekhan. With this, the

organisation has emerged stronger, raising the bar in terms

of service delivery. I foresee Sharekhan introducing many

new products in the future, which will help the Business

Partners to focus in a much better way on client acquisition

and their service requirements.

How do you acquire clients?

VKS: I have been acquiring clients in my 11 years of

relationship building in this industry. The process involves

gathering the minutest of information regarding the clients

before meeting them. Post meeting, if the client is willing to

open an account, we run the client through a selection

criteria and if the same is met, the account is opened via

Scan KYC, which has made the process simpler. Next in line

is localising the client acquisition process, by organising

more events and participation in local fairs.

How do you maintain your risk/compliance mechanism?

VKS: Each client’s position is analysed using Risk Tiger and I

ensure that margin collection happens within the stipulated

timeframe. With regard to compliance, we collect ledger

confirmation from each client on a quarterly basis. Risk and

compliance departments at Sharekhan also have made it

easier for us, providing more time to focus on our business. I

am also in the process of installing Voice Logger to mitigate

any risk arising out of the business.

How have you been able to achieve success in your business and how do you intend to continue the same?

VKS: My unwavering focus is to make sure that I add new

clients every month and more importantly, create wealth for

them. If I can diligently do that for all my customers, it not

only helps in getting more referrals but also helps me to

become the preferred choice for the prospective clients.

Do you do cross selling/up selling. If yes, then which products do you cross-sell?

VKS: I have started doing the Mutual Fund business with

Sharekhan and plan to scale it up from here on.



DEBUTANT OT THE YEAR (FY 2016-2017) VIMAL KUMAR SHARMA

Namik Bhatt is an MBA and was working in Kotak Securities

as a Branch Manager for the Mehsana region. In 2008,

during the global financial meltdown, Kotak Securities

decided to shut the branches at Mehsana and Unjha. Mr.

Bhatt offered to forgo his salary and continued to operate

the branches, but all these efforts did not yield the desired

results despite his hard work and dedication.

Owing to his vast experience of the capital markets, Mr.

Bhatt decided to start his entrepreneurial venture instead of

searching for a job. Among the vast number of options and

popular brands to choose from, he decided to partner with

Sharekhan because, one, he wanted to be associated with a

forward-looking brand and have a first mover advantage.

Secondly, he wanted to build a significant presence within

the territory.

January 1, 2009 was the day Mr Bhatt started his business

with Sharekhan and there has been no looking back since.

Let us fast forward to the current time and see how he has

grown his business since then. Although Mr Bhatt was still

having his existing client base of Kotak Securities, he was

much more ambitious. He slowly and steadily built up his

sales team to 25, which takes care of sales as well trade

execution of the clients.

Bhadra Services has been acquiring 100 clients a month and

efficiently gets these accounts opened through scan KYC.

He truly appreciates the Sharekhan way of user-friendly,

time-saving and hassle-free approach towards opening an

account.

Acquiring these clients has been possible for him because a

lot of effort goes behind conducting activities for lead

generation. Also, due credit goes to Mr Bhatt’s competent

sales team. Mr. Bhatt ensures to keep his team highly

motivated by offering them lucrative incentives on meeting

tough sales targets as well as on trade execution goals.

A high client base involves high risks too, which is very well

monitored by Mr. Bhatt through Risk Tiger. He also keeps a

tab on the activities of all the clients being introduced and

bi-annually keeps filtering clients between two major

categories, ie traders and investors.

Another major point to be noted here is that all around the

year, each client is spoken to at least once and every client

is given a personalised service (including sending of

greetings on birthdays, anniversary or on any other

important occasions).

Last but not the least, we would like to congratulate Bhadra

Services and its entire team for getting 250+ clients in

February 2017, which is their highest ever monthly client

acquisition number.



SALES ENGINE MODELBHADRA SERVICES PVT. LTD. (MR. NAMIK BHATT)

Business Partners’ training is a key activity at Sharekhan. The

training programmes for BPs are imperative when it comes

to on-boarding of a new BP. Such training programmes

equip BPs with the skills required to grow their business.

The main objective behind these training programmes is to

familiarise the BPs with Sharekhan systems, processes,

products and business model. A two-day programme is

being conducted every month for all newly acquired BPs at

Sharekhan’s Head Office in Kanjurmarg, Mumbai. Outstation

BPs are provided accommodation.

The day one started with a comprehensive training on KYC,

account opening process by Milan Acharya and Jason

Rodney. Trade Tiger presentation was done by Kabir

Chadha and Prasad Baikar. Managing risks for the clients is

a critical part in the broking business. Mukul Damle gave

valuable insights and guidance on managing risks for clients

to the BPs.

On day two, Rakesh Parab and Anand Maniar from the

Handholding Team guided the BPs on the business

development process and various methods of client

acquisition. Market Outlook presentation was given by Anil

Balani and the presentation on Sharekhan Advisory Products

was given by Sridhar Krishnamoorthy.

The BP training programme ended on a successful note with

presentations by Ambar Garg and Chintan Vekharia from the

Commodity Desk.

Business partners were feeling confident after training, also

they shared their business targets and plan of actions to

achieve their milestones.

BUSINESS PARTNERS INDUCTION PROGRAMME AT HEAD OFFICE



Benjamin Franklin said, “An investment in knowledge pays the best interest.” So, brush up your knowledge with our quiz.

Q1. What is the name given to the digital payments

literacy campaign of Govt of India?

A) Digital India Programme

B) INSPIRE Programme

C) VISAKA (Vittiya Saksharta Abhiyan)

D) Swavalamban

Q2. In the latest Forbes billionaires list Bill Gates is 1 and

Warren Buffett is 2, who is the new No. 3 in the list?

A) Mark Zuckerberg

B) Jeff Bezos

C) Carlos Slim

D) Mukesh Ambani

Q3. Identify this logo. Clue: It is in the news for a large

investment by Anil Agarwal of Vedanta.

A) Anglo American

B) BHP Billiton

C) Rio Tinto

D) Glencore

QUIZ#01

BUSINESS QUIZ FORBP NEWSLETTER

Q4. Which TV channel has paid the highest ever fee of

Rs110 crore for the world tv rights of Rajnikant film 2.0?

A) STAR TV

B) SONY TV

C) Zee TV

D) Colours TV

Q5. Intel has acquired a company called Mobileye for

US$15 billion. In which area of technology it is

working on and it is based in which country?

A) Self driving cars; Israel

B) Artificial Intelligence; Germany

C) Big Data; France

D) Augmented Reality; Japan

Special giftfrom Sharekhan



Sharekhan 2.0 ushered in · for 17 years since the inception of Sharekhan Limited, which has grown...

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