Pavan Manghwani HISTORY The origin of the State Bank of India goes back to the first decade of the nineteenth century with the establishment of the Bank of Calcutta in Calcutta on 2 June, 1806.
Three years later the bank received its charter and was re-designed as the Bank of Bengal (2 January, 1809). A unique institution, it was the first joint stock Bank of British. Tolani Institute of Management Studies
India sponsored by the government of Bengal. The Bank of Bombay (15 April, 1840) and the Bank of Madras (1 July, 1843) followed the Bank of Bengal. These three banks remained at the Apex of modern banking in India till their amalgamation as the Imperial Bank of India on 27 January, 1921.
Tolani Institute of Management Studies KNOW YOUR CUSTOMERS Tolani Institute of Management Studies They had given us work to collect KYC documents from their 80 current account holders. Because these document are necessary for bank to know about the details of customer. Information captured through KYC:-
Name Address Income Profile Age Occupation Family size
The process of KYC helped a lot through the project to know the different demographic profile of customer and establish relation between demographic factor and the buying behaviour of consumers towards different products.
OBJECTIVES To know the customer profiling through demographic factors
To know the buying behavior of customer regarding different products of bank
To know the profitability of different segments.
Tolani Institute of Management Studies DATA COLLECTION METHOD A data was collected through secondary data method and the same was provided to us from the bank and the information regarding demographic factors was collected through primary data collection method.
Tolani Institute of Management Studies SAMPLING DESIGN A random sampling of 254 respondents was done, among them 219 were of saving account and 35 were of term deposit.
The information about their age, gender, income and other products used by them are taken into consideration for analysis of profitability.
Tolani Institute of Management Studies ANALYSIS TECHNIQUE SPSS 19 AND MS EXCEL is used to analysis the data collected. Cross tabulation method used to know the relation between gender-product, age-product, income- product and cross tabulation is used to know the classification of age, gender and income with that of product used.
Tolani Institute of Management Studies GENDER AND PRODUCT FOR SAVING DEPOSITS Tolani Institute of Management Studies ANALYSIS According to the data majority of males have preferred taking insurance in comparison to females.
When it to opting for car loan males are also preferring more than females such is the case in other products like Car Loan, Home Loan, Net banking.
While when it comes to opting for computer loan, education loan, PPF or SIP the preference of female is null.
Tolani Institute of Management Studies CONCLUSION As per our finding the customer base of state bank of India in terms of education loan, computer loan, and car loan is poor however they should focus on female customer base in terms of their target customer because when it comes to selling a car loan the ratio of male to female is 10:1 so there is large untapped market for the bank for selling the car loan.
Tolani Institute of Management Studies Same is the case in terms of computer loan and education loan, with rising rate of literacy there is an large untapped market for both male as well as female because the customer base for the both the product is poor.
Similarly when it comes to selling the Systematic Investment Plan same is the case for the product there is a large untapped market for the product.
Contd. Tolani Institute of Management Studies INCOME AND PRODUCT Tolani Institute of Management Studies ANALYSIS As per the observation, people with income between 0-20000 prefer insurance, car loan, PPF & net banking compared to other products. While people in income bracket of 20001-40000 prefer taking car loan in comparison to the other product. People with income in the bracket of 40001-60000 prefer home loan in comparison to the other product. While people having income more than 60000 only prefer taking home loan.
Tolani Institute of Management Studies CONCLUSION According to the analysis the customer for insurance are more as compared to the other products which contribute as major portion towards profitability. While customers in the age group of 60001-80000 are not purchasing any kind of product nor they are investing in any other schemes which can be considered as an untapped market for the bank. The products like education loan, computer loan, PPF have poor customer base so the bank need to bring awareness and should more emphasis on their marketing.
Tolani Institute of Management Studies AGE AND PRODUCT Tolani Institute of Management Studies ANALYSIS As per the research customer in the age group of 15- 25 prefer taking net banking and insurance compared to other products. While customers in the age group of 26-35 prefer more taking insurance and also prefer taking home loan, car loan and PPF. Customers with more than 35 age prefer taking car loan and home loan as major products.
Tolani Institute of Management Studies CONCLUSION According to the analysis customer in the age group of 26-45 prefer taking home loan and car loan more in comparison to the other products which generates more profitability to the bank however bank should also emphasize on the other age group as well.
When it comes to selling for education loan, computer loan, SIP the customer base of bank is poor however these products dont contribute more profitability.
Tolani Institute of Management Studies
Contd.
While in terms of net banking only customers in the age group of 15-25 prefer taking it however bank should also bring awareness about the same in the other age group also.
Tolani Institute of Management Studies GENDER AND PRODUCT FOR TERM DEPOSIT
Tolani Institute of Management Studies ANALYSIS
As per our observation most of the products like insurance, car loan, home loan and SIP are generally preferred by male customers.
Female only prefer to have insurance only.
Tolani Institute of Management Studies CONCLUSION
According to the analysis the major part of the profitability of the bank comes from insurance and home loan because it is mostly preferred by all the customers.
However when it comes to the customer base of other products like car loan, home loan and SIP, the customer base in terms of female is almost null
Bank should need to emphasize more on products like car loan and SIP.
Tolani Institute of Management Studies AGE AND PRODUCT Tolani Institute of Management Studies ANALYSIS
Customers in the age group of 36-45 mostly prefer all types of product offered by bank.
While customers in the age group of 15-25 give more preference to car loan and SIP.
When it comes to buying insurance it is mostly preferred by customers belonging to the age group of More than 55
Tolani Institute of Management Studies CONCLUSION According to the analysis the customer base of insurance is strong in comparison to the other products.
While the customer base of other products is less which can add more towards profitability like home loan, car loan and SIP. Tolani Institute of Management Studies INCOME AND PRODUCT Tolani Institute of Management Studies ANALYSIS
As per our observation customer with more income prefer taking home loan in comparison to the other products.
While customer in the lowest income group prefer taking insurance more in comparison to the other product and also prefer taking car loan.
When it comes to the purchasing of SIP customers in the age group of 20001-40000 generally prefer it.
Tolani Institute of Management Studies CONCLUSION As per our analysis the customer base for car loan and home loan are fair while there is larger market for insurance.
Bank needs to emphasis more in terms of product like loan and SIP because there is larger potential for both the product in the market.
Tolani Institute of Management Studies LEARNING OUT COMES Tolani Institute of Management Studies During the tenure of our internship we came to know about the importance of KYC in the banking industry as to keep updating the necessary details of customer.
During the KYC process one of our major learning was interactions with the top management people of the corporates.
The perceptions of consumers towards different product of bank.
The products which contribute more towards the profitability of bank e.g. home loan, insurance, car loan, education loan.
How profiling can be beneficial for the bank to know its target customer and mould their marketing strategy.
Our biggest learning was to work as per the working hours of the bank.
SME Products State Bank of India has been playing a vital role in the development of small scale industries since 1956. The Bank has developed a wide array of products to meet the changing needs of the industry. It provides end -to -end solutions for the financial needs of the industry. To service the specific credit needs of small and medium enterprise (SME) the Bank established the Small & Medium Enterprise business unit in 2004.
Apart from the general working capital requirements (like Cash credit, Bill Discounting limits, LC, BG etc) to meet the day to day requirements and term loans to take care of investment needs for acquiring fixed assets, Bank has an array of products/schemes to cater to the enterprise specific requirements of SME Units both in Manufacturing and Trade and services sectors. Brief details of some of the schemes are as under:
Tolani Institute of Management Studies SME Loan Products For Micro Enterprises and SSIs SME Credit Card (Up to Rs.10 Lakh) SME Smart Score (Up to Rs.50 Lakh)
For Startups SBI SMILE (Interest Free Loan as equity)
Term Loans for SSIs General Purpose Term Loan for SSI Sector (Up to Rs.50 Lakh) Open Term Loan (Up to Rs.2.5 Cr) Corporate Loan (Fro Rs.25 Lakh up to Rs.10 Cr)
Add Ons SME Credit Plus Standby Line of Credit for Working Capital
Food processing Rice Mill Plus Dal Mill Plus
Collateral Free Loan SME Collateral Free Loan For Traders Traders Easy Loan Flexi Loan for Trade and Services
Miscellaneous Rent Plus SME Construction Equipment Loan SME Car Loan
Tolani Institute of Management Studies SME Liability and Transaction Products SBI Power
SAHAJ Current Account
Surabhi Deposit Account
B2B Payment Solution
Power Jyoti Current Account
Tolani Institute of Management Studies For Micro Enterprises and SSIs SME Credit Card (Up to Rs.10 Lakh)
Product provides loans for the micro enterprises including SSI units, small business enterprises, professional and self employed persons, small retail traders, transport operators etc for meeting any kind of credit requirement including purchase of shops, maximum limit being Rs 10 lakhs including term loan & working capital loan. The loan will be sanctioned for 3 years with an annual review. This product has simplified sanction process without requirement of elaborate financial data. The borrower will be provided a photo identity card and a passbook giving details of the limit and validity of the facility. A cheque book marked as SME Credit Card and a pass book would be issued to the customer.
SME Smart Score (Up to Rs.50 Lakh)
The Loan product is for units in Micro and Small Enterprise sector in manufacturing trade and services segments to meet working capital needs and for acquisition of fixed assets. A simplified appraisal model has been developed to standardize the appraisal process for loans upto Rs 50 lakhs in SSI sector and upto Rs 25 lakhs for trade and services sector available with attractive interest rates. The loan will be sanctioned for 2 years with an annual review. Tolani Institute of Management Studies For Startups SBI SMILE (Interest Free Loan as equity)
The scheme envisages grant of interest free loan as equity assistance towards part of margin requirements of the project, to assist eligible professional and technically qualified entrepreneurs setting up new Micro and Small enterprises and units covered under the Banks Project uptech for technology upgradation.
Equity assistance is up to a maximum of Rs.10 lakhs. Professional and Technically qualified persons will cover doctors including dentists, engineers, and management graduates etc. The interest free loan is repayable in 3 years with a moratorium period of 5-7 years.
Tolani Institute of Management Studies Term Loans General Purpose Term Loan for SSI Sector (Up to Rs.50 Lakh) This product is for existing borrowers for any general commercial purpose such as shoring up of Net Working capital, substitution of high cost debt, R&D, ISO certification etc, subject to disbursement being made in line with the specific purpose approved. Maximum loan available is Rs 50 lakhs repayable in maximum period of 5 years.
Open Term Loan (Up to Rs.2.5 Cr) A pre-sanctioned term loan with limit upto Rs 2.5 crore for existing or new corporate or non-corporate customers in manufacturing sector and upto Rs 1 crore for hotels, hospitals, educational institutions in service sector. The scheme provides option of multiple disbursements for multiple purposes like expansion/modernization, substitution of high cost debt, up-gradation of technology, energy conservation system, acquisition of software, hardware, visits abroad for acquiring technology, finalizing deals, participation in fairs, market promotion etc. The sanctioned limit is valid for 1 year. Margin requirement is 10%. The borrower can utilize pre-approved sanction to plan capital expenditure and negotiate with suppliers of machinery and finalize best possible contract.
Corporate Loan (Fro Rs.25 Lakh up to Rs.10 Cr) The scheme provides term loan for all existing customers and established non customers (subject to takeover norms of the Bank) in manufacturing sector for repayment of high cost debt, VRS scheme expenses, on going capital expenditure such as replacement of parts of machineries, upgradation and renovation, shoring up of net working capital, R&D expenses, acquisition of tools jigs etc. Quantum of Finance is minimum Rs.25 lakhs and maximum Rs.10 crores for non Corporate and no cap for Corporate borrowers. No Margins are required under the scheme. A maximum of three corporate loans can be outstanding per borrower at any point of time.
Tolani Institute of Management Studies Add Ons SME Credit Plus For existing and new borrowers this scheme provides a clean cash credit facility to meet contingencies, sudden and unforeseen expenditures like repairs, meeting bulk orders, tax payments, mismatch in cash flows etc. Under the scheme 20% of aggregate WC or max Rs.25 lakhs fund based limit can be availed. Margins are not required and interest rate will be same as applicable to cash credit limit. The facility is repayable in 2 months and can be availed for 12 times a year
Standby Line of Credit for Working Capital For existing units including export units, an additional Working Capital(Fund based & non Fund based) limit by way of cash credit, packing credit and bills discounting against stock, receivables to meet contingencies like bunching of orders, delay in shipment, sudden increase in raw material prices, mismatch in cash flows. Under this 15% of aggregate Working Capital or max Rs.5 crore can be availed. Margins as applicable to original limit. The facility is repayable in 2 months and can be availed any number of times in a calendar year
Tolani Institute of Management Studies Food Processing Rice Mill Plus Term loan for acquisition of machinery/factory building for modernization/ expansion and working capital needs of Rice Mills engaged in milling, sorting, grading and polishing. No upper ceiling on loan amount.
Dal Mill Plus Term loan for Dal mill owners for acquisition of machinery, factory building, modernization and all working capital needs.
Tolani Institute of Management Studies Collateral Free Loans SME Collateral Free Loan (SMECFL) Collateral free loan for viable projects of micro and small enterprises in manufacturing and service sector with maximum guarantee cover up to Rs.1.00 crore under CGTMSE guarantee scheme for working capital & Term Loan (FB+NFB) facilities.
Tolani Institute of Management Studies For Traders Traders Easy Loan Easy loan for specific business needs of traders, wholesalers and professionals, self-employed, small business enterprises, agents engaged in purchase and sale of food grains, commodities, cold storage units, having collaterals like land, buildings and liquid securities. Loan can be availed for normal day to day business requirements or for purchase of equipments/ fixed assets. Loan is available upto Rs 5 crore with very competitive rate of interest.
Flexi Loan for Trade and Services
Term Loans to well established whole sale and Retail Traders, distributors, stockists, construction, transport & supply contractors, hospitals, nursing homes, clinical labs, resorts, travel agents etc for any general purpose such as holding of stocks, book debts, acquisition of land and building, renovation of office/showroom, purchase of vehicles, equipment etc. Repayable in 3-5 years but in deserving cases extendable up to 8 years. Maximum loan Rs.1.00 crore.
Tolani Institute of Management Studies For Doctors Doctor Plus
Loans to Doctors for setting up clinics/ nursing homes, Pathological Labs, drug stores, ambulances, computers, vehicles including expansion/ renovation of existing premises etc. Available for all streams viz. Allopathy, Homeopathy, Ayurvedic etc. Low Margins at 10- 15%, with loans up to Rs.5.00 crore. repayable in 7 years.
Tolani Institute of Management Studies For Schools & Institutes School Plus
Term Loans to educational institutions including primary and higher secondary schools, graduation, under-graduation and post-graduation colleges, technical institutes recognized by AICTE/NBA/MCI available for purchase of land and building, repairs/ renovation, furniture, equipment, computers, vehicles, purchase of books/manuals/software and other training material, sports equipments, equipment for mid day meals scheme etc. Margins 15%, concessions in interest rates, repayable in 7 years.
Tolani Institute of Management Studies For Shop Owners SBI Shoppe
Loans for present and prospective owners of shops/ offices/ show-rooms/ training centres/ service centres/ garages/ offices for Chartered Accountants/ Consultants for the purchase / repair/ renovation of new/ old shops/ establishments/ offices/ dealers showroom etc. Maximum Term loan available is Rs 20 lakhs repayable in 3-7 years.
SBI Shoppe Plus
Loan to individuals/ proprietors/ partners etc with a steady source of income and possessing necessary approvals for construction of their residential house and for construction of office/shop, purchase of furniture, equipment, etc. Loan is given for purchase of residential houses and for office space as well. The scheme is a combination of housing loan and SBI Shoppe for professionals and self employed entrepreneurs. Tolani Institute of Management Studies For Restaurant owners Finance to Restaurants Loans to the Owners of Restaurants and Fast food chains for purchase of kitchen equipments, investment in interior decoration, purchase of furniture and fixtures, purchase of land and construction of buildings etc. The loans are repayable in maximum period of 7 years. Simple sanction process.
Tolani Institute of Management Studies For Transport Operators Transport Plus
Term loans for purchase of new transport vehicles at cost on road basis and working capital facilities against the receivables. Loans are available for surface transport operators owning more than 10 well maintained and road worthy vehicles including trucks, tankers, tippers, luxury buses. Margins 20% for term loans and working capital loans. Concessions in interest rates are also available.
Tolani Institute of Management Studies For skill based businesses Artisan Credit Card
The scheme provides loans to Artisans to meet their credit requirements both for investments as well as working capital in a flexible manner at liberal rates of interest. A photo Id card and a passbook will be issued and the limit is valid for 3 years subject to annual review. Beneficiaries registered with the Development Commissioner (Handicrafts) will be eligible for insurance cover under group guarantee scheme for which premium will be paid by the government and the beneficiaries in the ratio of 60:40. Maximum loan under the scheme is Rs. 2.00 Lakh No collateral security is required. Loans will be covered under CGTMSE scheme, the fees for the same will be reimbursement by the Development Commissioner (Handicrafts, Ministry of Textile, GOI) Tolani Institute of Management Studies Loans to Women Entrepreneur Stree Shakti Scheme
For women entrepreneurs in Retail trade, Business enterprises, Professionals and self employed, small scale units or tiny units where the women entrepreneurs stake is more than 51%, Term Loan & Working Capital facility is available with concessionary margins and interest rates.
Tolani Institute of Management Studies Miscellaneous Rent Plus Loan is given for purchase of residential house and for office space as well. The scheme is a combination of housing loan and SBI Shoppe for professionals and self employed entrepreneurs. The loan is to meet the liquidity mismatches of the borrowers business
SME Construction Equipment Loan Term Loan for purchase of construction equipments viz. loaders, excavators, cranes etc., for contractors and firms engaged in construction activity. Loan is not available for purchasing old machinery/ vehicles. Maximum loan available is upto Rs 25 crore with minimum margin applicable upto 15%. Tenure of loan can be extended upto maximum of 4 years.
SME Car Loan Loans for purchase of passenger cars, jeeps, multi utility vehicles etc., to the promoter/partner/senior executives of the SME units having borrowing arrangements with the Bank/ their family members either in their own name or the units name as per the choice of the customer. SME Current Account holders of the Bank or their family member either in their own name or in the units name, and other SME clients subject to obtaining a NOC from the bank where they might have a loan account, are also eligible. MCG units of the Bank will also be eligible for the product. Loans available for used cars also. Tolani Institute of Management Studies For Vendors and Dealers: Supply Chain Finance Supply Chain Financing is an online collaborative platform for the banks, buyers and sellers for transactions and financing across the financial supply chain.
Electronic Vendor Finance Scheme The scheme provides for financing receivables of vendors of reputed Cor- porates/ Industry majors (IMs). The scheme is a completely web based so- lution with minimal branch intervention and provides instant credit to ven- dors account electronically. This enables both the Industry Majors and their vendors to achieve the objective of Just In Time production. The vendors enjoy timely availability of funds.
Electronic Dealer Finance Scheme The scheme provides for financing purchases of Dealers from Corporates/Industry Majors (IMs). It is a completely web based solution with customized MIS provided to the stakeholders. The Industry Major enjoys timely availability of funds. The dealer can make effective utilization on working capital funds. Both Industry Major and dealer can make use of improved cash flow forecasting.
Tolani Institute of Management Studies SBI Power
Value added Current account with eight variants with concessions in cash transaction, remittances, collections and various other banking needs, based on the Quarterly Average Balance (QAB) maintained by our business customers.
POWERCURRENTACCOUNTVARIANTS POWER PACK QAB Rs.5lacs POWER PREMIUM QAB Rs.4lacs POWER PRIVILEGE QAB Rs.3lacs POWER ADVANTAGE QAB Rs.2lacs POWER GAIN QAB Rs.1lacs POWER SUPER QAB Rs.75,000 POWER LITE QAB Rs.40,000 POWER BASE QAB Rs.20,000
Tolani Institute of Management Studies Sahaj and Surabhi SAHAJ Current Account A special Current account for entrepreneurs having small means and who are otherwise not able to have an account with the Bank. They can open account with us with a Quarterly Average Balance of Rs.1,000/- only.
Surabhi deposit account To cover that section of non-individual customers who have surplus funds for investments, but at the same time need the Convenience of liquidity. Accounts under SURABHI Scheme are Savings Bank/Current Accounts with auto sweep and reverse sweep facility.
Tolani Institute of Management Studies B2B & Power Jyoti B2B Payment Solution A complete IT solution to Corporate needs. The dealers/retailers can pool periodical remittances in the pooling account of their service/commodity major with customized MIS availability.
Power Jyoti Current Account A one stop solution for Fee Collection of educational institutions, recruitment agencies and other SME customers. The highlight of the product is that the funds could be transferred without the remitter having an account in our bank. We have also customized Power Jyoti for brokers.