Citi Group CompANY PROFILE

8/9/2019 Citi Group CompANY PROFILE.

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COMPANY COMPANY PROFILE PROFILE

CITI GROUP Inc. is the preCITI GROUP Inc. is the pre- - eminenteminentfinancial services company, with more thanfinancial services company, with more than

200 million customer accounts in more than200 million customer accounts in more than100 countries.100 countries.Its history dates back to 1812.Its history dates back to 1812.Brand names under Citigroups trademark redBrand names under Citigroups trademark redumbrella include Citi Bank, Citi Financial, Citiumbrella include Citi Bank, Citi Financial, CitiMortgage, Citi Insurance, Primerica, SmithMortgage, Citi Insurance, Primerica, SmithBarney.Barney.


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OBJECTIVES OBJECTIVES A live project with Citi Financial for theA live project with Citi Financial for the

purpose of purpose of

a) selling PLa) selling PL b) logging in 5 cases /day (average) b) logging in 5 cases /day (average)c) managing a 13c) managing a 13- -member DST teammember DST team


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WH Y PERSONAL LOANS ? WH Y PERSONAL LOANS ?

For financing shortFor financing short- -term needs and unforeseenterm needs and unforeseenexpenses.expenses.

PL offers high degree of flexibilityPL offers high degree of flexibilityA ttractive interest rates and repayment periods.A ttractive interest rates and repayment periods.

No need to offer collateral security or No need to offer collateral security or

guarantors.guarantors.Generally quick processing with simpleGenerally quick processing with simple

procedures and documentation. procedures and documentation.


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CONSUMER FINANCE:CONSUMER FINANCE:

CONSUMER FIN A NCE

SECURED UNSECURED

HOMELO A NS

A UTOLO A NS

LA P2 WHEELER

FIN A NCE

PERSON A LLO A NS

CREDITCA RDS


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CITI FINANCIALS TARGET CITI FINANCIALS TARGET

SEGMENT:SEGMENT:It caters to the middle market segments.It caters to the middle market segments.Targets SEC C, B minus and cat. B.Targets SEC C, B minus and cat. B.The targeted age group is 25The targeted age group is 25- -50 years.50 years.It deals with customers that fall in the bracket of It deals with customers that fall in the bracket of Govt. employees, pvt. Sector employees and self Govt. employees, pvt. Sector employees and self- -employed persons.employed persons.It eschews services to people of restricted areasIt eschews services to people of restricted areasand restricted profiles.and restricted profiles.


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PL PROGRAM AND PROCESS PL PROGRAM AND PROCESS

PROFILE PROFILE

TARGET MARKET

N.B E.B

NORMALPROGRAM

SURROGATEPROGRAM

SALES FINANCETO PL CROSS SELL

PL TOPL TOP-UP

AUTO LOANTO PL CROSS SELL


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DOCUMENTS REQUIREMENT DOCUMENTS REQUIREMENT A ddress proof A ddress proof Identity proof Identity proof

Income proof Income proof Latest 6 month bank statementLatest 6 month bank statement ADDITIONAL REQUIREMENTS: ADDITIONAL REQUIREMENTS:

Telephone acceptability criterionTelephone acceptability criterionRestricted profilesRestricted profilesRestricted areasRestricted areas


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PROCESS PROCESS

STEPSTEP--11: Sourcing of PL (DST, DS A , finance partner,: Sourcing of PL (DST, DS A , finance partner,teletele--calling and other media).calling and other media).

STEPSTEP--22: A pplication form, documents, initial screening: A pplication form, documents, initial screeningand data entry.and data entry.

STEPSTEP--33: Deduplication, Citibank Credit card check.: Deduplication, Citibank Credit card check.STEPSTEP--44: telephonic (TVR) and contact point: telephonic (TVR) and contact point

verification (CPV).verification (CPV).STEPSTEP--55: Personal discussion and budget analysis.: Personal discussion and budget analysis.StepStep-- 66: Final approval.: Final approval.


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SOURCING C H ANNELS SOURCING C H ANNELS

EMPLOYED EMPLOYED The process of locating potential customers for The process of locating potential customers for PL can be accomplished by single, dual or PL can be accomplished by single, dual or

multiple sourcing.multiple sourcing.DST comprises of sales executives. They coldDST comprises of sales executives. They coldcall(P2P) to generate leads and follow themcall(P2P) to generate leads and follow them

by tele by tele--calling.calling.DS A employ executives to meet assignedDS A employ executives to meet assignedtargets, for a pretargets, for a pre- -determined consideration.determined consideration.


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Sourcing channels contd Sourcing channels contd ....

Telecalling (inbound and outbound) is another Telecalling (inbound and outbound) is another tooltool employed to attract customers.to attract customers.

EB customers are qualified on the basis of EB customers are qualified on the basis of their previous track histories.their previous track histories.Finance partners locate customers using their Finance partners locate customers using their own existing customer base.own existing customer base.Internet is another upcoming channel;Internet is another upcoming channel;applicants can appy online for loans.applicants can appy online for loans.


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JUNE 8 JUNE 8 - - JUNE 30:JUNE 30:

WEEK WEEK 1:1:Cold calling (using pamphlets, flyers, etc.).Cold calling (using pamphlets, flyers, etc.).

Door to door calling.Door to door calling.Generating leads from local markets, touristGenerating leads from local markets, touristplaces, hospitals, parks, etc.places, hospitals, parks, etc.

Creating cognizance regarding schemes asCreating cognizance regarding schemes as lucky draw, assured gift with the loan, etc.lucky draw, assured gift with the loan, etc.TelecallingTelecalling


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JUNE 8 JUNE 8 JUNE 30 contd..JUNE 30 contd..

WEEK WEEK 22::Delegation of a 9Delegation of a 9- -member DST team.member DST team.

Objective of the team is to get 5 logins/dayObjective of the team is to get 5 logins/day(average).(average).To accomplish the mission, multipleTo accomplish the mission, multiplemicromarketing activities are organized.micromarketing activities are organized.

Canopy put up at Sunny Enclave (a residentialCanopy put up at Sunny Enclave (a residentialtownship); the response was a whooping 64%township); the response was a whooping 64%conversion of the leads.conversion of the leads.


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JUNE 8 JUNE 8 JUNE 30 contd..JUNE 30 contd..

Week Week 33::Canopies put up in the out skirts of the city.Canopies put up in the out skirts of the city.

Markets and residential complexes at Kharad,Markets and residential complexes at Kharad,Khurali, Krishangarh targeted.Khurali, Krishangarh targeted.MobiMobi--van stationed at the upcoming residentialvan stationed at the upcoming residential

area at Panchkula. Canopy set up at thisarea at Panchkula. Canopy set up at thislocation too.location too.OnOn--spot filling of application forms.spot filling of application forms.


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UPS H OT TO MONT H UPS H OT TO MONT H - - 1 ACTVITIES:1 ACTVITIES:

A t the end of June, the team hadA t the end of June, the team had logged in 76logged in 76cases.cases.

Number of disbursals : Number of disbursals :2

12

1Conversion ratio :Conversion ratio : 2 7.632 7.63


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JULY 1JULY 1 JULY 26 JULY 26

Week Week 1:1:The teams focus shifted to disbursal of PLThe teams focus shifted to disbursal of PLPlus and PL Ultima.Plus and PL Ultima.These are big ticket size loans, rangingThese are big ticket size loans, ranging

between Rs. 65K between Rs. 65K 4 Lakh.4 Lakh.DST team deployed at Govt. schools andDST team deployed at Govt. schools and

offices.offices.A ctivity organized at the office of A G PunjabA ctivity organized at the office of A G Punjaband Haryana.and Haryana.


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JULY 1JULY 1 JULY 26 contd..JULY 26 contd..

Week Week 2:2:A ctivity organized at Govt. dispensaries, StateA ctivity organized at Govt. dispensaries, Stateelectricity board, Govt. primary, secondary andelectricity board, Govt. primary, secondary andhigher secondary schools.higher secondary schools.A ctivity (cold calling and door to door) fashioned atA ctivity (cold calling and door to door) fashioned ata shopping complex at Mohali.a shopping complex at Mohali.

Flyers distributed extensively at the local markets.Flyers distributed extensively at the local markets.5 new DST members hired and imparted product5 new DST members hired and imparted productknowledge.knowledge.


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JULY 1JULY 1 JULY 26:JULY 26:

WEEK WEEK 3:3:This week, the aim was to exploit the referralThis week, the aim was to exploit the referral

channel.channel.For this purpose, finance partners were made.For this purpose, finance partners were made.FPs create awareness about Citi Financial PLFPs create awareness about Citi Financial PL

among their customers; give access to their among their customers; give access to their customer base and locate potential customers.customer base and locate potential customers.SevenSeven finance partners were created.finance partners were created.


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JULY 1JULY 1 JULY 26 contd..JULY 26 contd..

Week Week 4:4:Deals struck with newspaper vendors toDeals struck with newspaper vendors todistribute flyers alongside The Times of India,distribute flyers alongside The Times of India,The Indian Express, Dainik Jagran, TheThe Indian Express, Dainik Jagran, TheTribune and Punjab Kesri.Tribune and Punjab Kesri.Lucky draws organized at the offices of Hutch,Lucky draws organized at the offices of Hutch,

Dell, A irtel and Qwark at the industrial estate,Dell, A irtel and Qwark at the industrial estate,Mohali. Collaboration with HR departments of Mohali. Collaboration with HR departments of these offices involved.these offices involved.


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UPS H OT TO MONT H UPS H OT TO MONT H - - 2 ACTVITIES:2 ACTVITIES:

A t the end of July, the team hadA t the end of July, the team had logged in 90logged in 90cases.cases.

Number of disbursals : Number of disbursals : 3535Conversion ratio :Conversion ratio : 36.536.5


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JUNE JULY

LOGINS

DISBURSALS


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LEARNINGS FROM T H E PROJECT:LEARNINGS FROM T H E PROJECT:

Importance of planning in projects.Importance of planning in projects.Team work is the prerequisite for targetTeam work is the prerequisite for target

achievement.achievement.Importance of coImportance of co- -ordination andordination andsynchronization.synchronization.

Significance of STP in the viability of anSignificance of STP in the viability of anorganization.organization.-->unique segmentation>unique segmentation


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LEARNINGS contd..LEARNINGS contd..

-->small ticket size to spread risk >small ticket size to spread risk -->quick turnaround time (T A T)>quick turnaround time (T A T)

Importance of achieving customer delight.Importance of achieving customer delight. Need to keep the team members motivated . Need to keep the team members motivated .


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RECOMMENDATIONS:RECOMMENDATIONS:

GE Money offers the same product to prospectiveGE Money offers the same product to prospectivecustomers. Citi Financial must offer differentiation incustomers. Citi Financial must offer differentiation inform of service quality or by introducing new,form of service quality or by introducing new,attractive schemes to its customers.attractive schemes to its customers.Existing customers must be retained; this has an ever Existing customers must be retained; this has an ever- -increasing importance, in view of the growingincreasing importance, in view of the growingcompetition in the SEC cat. B and C.competition in the SEC cat. B and C.Promotion of brand awareness among the targetedPromotion of brand awareness among the targeted

segment of customers of Citi Financial.segment of customers of Citi Financial.Sales executives must avoid any sort of commitmentSales executives must avoid any sort of commitmentwith the customers at any point of time.with the customers at any point of time.


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RECOMMENDATIONS contd..RECOMMENDATIONS contd..

DST members must be imparted with completeDST members must be imparted with complete product knowledge. This should followed product knowledge. This should followedreligiously for every new recruit.religiously for every new recruit.

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Citi Group CompANY PROFILE