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Unit of measure
Advisors
India Opportunity
Trainee Officer
* Footnote
Source: Source 2
Our Shareholder
Unit of measure
•Established in 2005
•Largest NBFC operating in India
•~900 branches and 1 m customers in
short span of ~3 years
100% owned •
•Established in 2008
•
* Footnote
Source: Source 4
Fullerton Financial Holdings - Key Value Differentiation
Unit of measure
* Footnote
Source: Source 5
Fullerton Financial Holdings
Unit of measure
•FFH is an adventurer and pioneer at heart, and continues to explore and expand on
new business opportunities in the financial sector.
•FFH is currently represented in 12 banks spanning 8 countries across Asia . . .
The latest venture has been launched in the United Arab Emirates!
* Footnote
Source: Source 6
FFH Board and Management team
Unit of measure
FFH Board FFH Management Team
* Footnote
Source: Source 7
Dunia
Unit of measure
§FFH entered into a strategic partnership with Mubadala Investment Company PJSC, Waha
Capital PJSC (formerly known as Oasis International Leasing Company PJSC), and A.A.Al
Moosa Enterprises LLC, with 40% ownership by FFH. “Dunia Finance LLC” or “Dunia”, as it
is more commonly known, was created.
§
§Strong Brand Vision – Dunia will mean “a better world” to the millions of people that we
* Footnote
Source: Source 8
FFH’s foray into India with Fullerton India Credit Corporation
Aiming to serve the Masses
Unit of measure
To Serve Millions . . .
India Opportunity
Trainee Officer
* Footnote
Source: Source 11
We create value through focus & discipline…
Unit of measure
Vision Enabling Success, Enriching Lives
To create superior
Mission long-term shareholder value in
Organizational Execution
Pillars Right People
Alignment
Processes
Discipline
Values
Caring ; Honesty ; Passion to Excel ; Team Work ; Disciplined Professionalism
Execution Unique
value
Business Financial Critical
KPI
People
Empower-
Discipline Proposition
model model path
ment
* Footnote
Source: Source 12
We strongly believe that customer’s needs & behavior follow a life-
stage pattern - Customers seek a relationship, not a set of products
Unit of measure
… we need to help
T customers progress
O
seamlessly / … the need to differentiate through a customer-centric v/s
upgrade inter-segment
r as needs evolve
v the conventional ‘Product-push’ approach
F
a e i
… increasingly noffer personalized solutions r
as customer’s
x
relationship expands s / deepens d
M v c n
r n e / o a Credit People
o Analytics
A y s m g T & Risk •Trained & Competent
B r
n t M P e e r •Empathic
t
nC & a m a e d u •Responsive
n g •Customer Oriented
ur e r n / s
a •Ethical & Fair
ie U k n g s A t
g
td n i t i i E c s
s n
e Products Customer Process
ii s n o q c
et e g n •Full range Relationship •Superior Service
u o Reward •Life-stage •Simple
s c & F i u & approach •Convenient Sales
C u & u t n •Relationship •Error-free &
Recognition
a r Age / Life-stage
F n y t pricing •Timely Distribution
r e S u d s •Cross-sell benefits •Competent
•Customized to needs •Friendly
d d a n i
•Financially conservative •Financially aggressive •Simple to understand
v
•Financially challenged d n
•Realistic priorities, wants to •Objective to maximize and use
•Live within their
i
L means acquire wealth
s g wealth while conserving
n capital
o
•Typically risk-averse •Emphasis on capital
t es dni M
•Willing to experiment
a g protection; some risk-taking
eli f or P l ai c na ni F
Marketing
•Credit hungrynwiths Operations
s or
limited access, •Goal oriented, ready •Spoilt for choice
limited net investible access to credit
assets
Source: Source 13
aN
Agenda
Unit of measure
India Opportunity
Trainee Officer
* Footnote
Source: Source 14
India - a key market for FFH
Unit of measure
SME
Retail Mass
Affluent 1.3 1.9 8
market*
Small
business Upper
mass Corporate/
affluent 4.8 8.0 10
Invst banking
Commercial
1.4 2.7 14
mass market*
Un-bankable
* Footnote
Source:* Source
Does not include the large portion of the unorganized market in the mass market segment 16
Our aspirations for India are very high
Unit of measure
5 year goal
* Footnote
Source: Source 17
Talented, well trained high caliber people
Unit of measure
Through a customer-centric business approach in-line with customer expectations delivered
through a high quality people
* Footnote
Source: Source 18
Wide distribution network - accessible to customers
Unit of measure
FS would build a distribution network while leveraging FICC distribution
•13 sales offices in 7 regions at launch
•Targeting total 100 outlets in pilot phase (including FICC branches)
FS
branches FICC
in pilot Distribution points in West
Regions branches
* Footnote
Source: Source 19
Through a relationship-driven organization
Unit of measure
eate Differentiation and Relevance by creating a relationship-driven customer-centric organization delivering value in line with the Unique Value
Customers
Risk Corpor-
Finan- ate
Functional Opera- Tech- Compli- man-
HR Planning Audit Legal cial commu-
Support tions nology ance age-
control nication
ment
CEO
* Footnote
Source: Source 20
Agenda
Unit of measure
India Opportunity
Trainee Officer
* Footnote
Source: Source 21
Trainee Officer - Role Description
Unit of measure
• Acquire new customers and manage relationships
• Carry out personal lead generation and prospecting activities.
• Build a strong referral base from existing customers
• Cross- sell of multiple products to achieve desired product mix in the Sr. RM unit
* Footnote
Source: Source 22
Capability Building
Unit of measure
§Mandatory Certification
§EstablishTraining as a •IRDA
cornerstone of FSWA Product •AMFI
success – internally Brand Knowledge •NCFM
and externally §Internal Product
FS
re §Company Orientation
P
W
r
A
r fe §Systems and Processes
FS
e
R
W
§Coaching and
A
Mentoring Custom §Sales Kit – Right
§Manage large
E WO Selling
er W!
distributed teams VO §Customer Service –
– alignment, Skills exceed customer
C VO
engagement & C experience
Leadership VO
motivation YMDP §Develop Markets
§Develop talent –
build leadership W in W in
depth
Personal
Effectiveness
A
Path 2
Path 1
Option 1 – Driving slow timed to clear signals at green lights without stops.
A
Golden rules
–Employee can influence own
B
M
Option 2 – Driving fast but possible stops at red lights, similar destination ar
career path
–Cross functional expertise
encouraged
–Freedom to choose at any point
in tune A
B
* Footnote
Source: Source 25
Growth Path
Unit of measure
Relationship Officer
* Footnote
Source: Source 26
Compensation
Unit of measure
• Total Compensation
•
* Footnote
Source: Source 27
Last Modified 9/29/2008 7:25:30 PM India Standard TimePrinted 28/09/2008 23:04:42
28
Thank You
Footnote
Source
Unit of measure
*
Source: