Escolar Documentos
Profissional Documentos
Cultura Documentos
Project Report
on study of
“sales and marketing,study of Brokerage Structure in
reference of other Broking House”
AT
RELIANCE MONEY
PUNE
submitted by
laxmikant singh
REG.NO =35
ADMINISTRATION(MeBA)COURSE
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ACKNOWLEDGEMENT
This research was made possible as per the requirement of the MBA course under
Indian Institute Of e-Business Management .Many individual took interest and were
supportive of my effort. In fact, many have given me their time generously and it is
not possible to mention all of them here and there act of goodness. I take the
opurtunity to place and record my deep sense of gratitude to all who have helped me
in completion of my study
Head) of capital market of Reliance Money, who took keen interest towards my project
I am deeply indebted to my mentor and guide Mr.Tushar Saboo, assistant senior agent
in reliance money.
their constant support and guidance. I also humbly thanks my friend and batch mates
.Ankit Agarwal for his generous participation in the data collection process.
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PREFACE
Cost effectiveness is the buzz word today . so, efficient use of working capital is
An effort has been made in the present study ―sales and marketing ― with respect to
and to make and in-depth study of various element of brokerage charges in reliance
money(pune) so as to come out with an effective result of the study and simultaneously to
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DECLARATION
I here declare that this project entitle work with sales and marketing is a record
Of independent work carried out by me under the guidance of tushar saboo senior
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OBJECTIVES OF THE STUDY
It is said that an objective well defined is half done. Thus in order to make sure that the
proper survey ensures defining clear-cut objective and outline is a prerequisite.
Objective serves as torchlight in a project. It lays down a well-defined path between start
and the end and that is the goal. As also an objective is well defined and it is important
for the research study that a scholar undergoes.
1) To know the various functions which are conducted for day-to-day operations in
RELIANCE MONEY.
2) To know the various norms adopted by RELIANCE MONEY.
3) To know the various products and services rendered to its customers.
4) To know whether the services provided by RELIANCE MONEY is able to attain
its customer‘s satisfaction or not.
5) To find and try to bridge the gap between the expectations and experiences of the
customers in case of dissatisfaction.
6) To know how the branch functions in terms of sales and operations.
7) To market and to promote the products of RELIANCE MONEY.
8) To generate new business opportunities for RELIANCE MONEY by opening up
franchisees.
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METHODOLOGY ADOPTED
Whether it is an army attack to the enemy air base or the way to the theme park we have
to proceed in a very cautious and a planned way. One mistake could give us heavy losses.
We know what to do, how to do in a perfect way and what should be the procedure so
that we are not lost in a way is dwelled by methodology adopted.
In dealing with any real life problem it is often found that data at hand is adequate, hence
it becomes necessary to collect data rather appropriate.
There are several ways of collecting data while doing the project or any survey. In this
project, I have collected from two sources that are:
1. Primary sources
2. Secondary sources
PRIMARY SOURCE:
I have gathered information about our project from the interaction with the customers of
our company i.e. Reliance Money. The sampling method used was basically convenience
sampling and most of the calls made were cold calls made on the generated database of
recipients of other companies.
SECONDARY DATA:
The secondary data, I have collected from the various websites of reliance money,
various journals, magazines etc.
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The methodology adopted in the procedure followed in order to give the projects its
shape is:
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EXECUTIVE SUMMARY
This report is structural as well as procedural study about the extent of flexibility and
transparency present inside the framework of financial industry.
Organization is constantly changing. These changes often result from events which alter
the establishment status quo in some way such as the introduction of new technology
process changes organization merges or restructuring.
Reliance money in its span of two years has undergone many innovations whether it is in
its field of technologies or whether it is customer satisfaction. In this period of our
training we have learnt all the operations done by reliance money i.e. opening of D-MAT
account, filling forms, verification of the form, rectification of the form, checking the
status of the clients, handling the queries of the customers, gaining knowledge about the
various products of reliance money like IPO, Commodities, Derivatives, Life insurance,
etc. and this report also presents a brief idea about the issue of credit cards.
During my project we also came to know about the customer service which the company
provides to its customers. As far as data collection is concerned we have both primary as
well as secondary data in this report. I have collected primary data by interactive sessions
with the working officials of the company and secondary data are collected which are
more qualitative in nature from the manuals, internet, corporate articles and other
preserved data by the company.
Reliance money is equally aware of the needs of its customers and helps them in giving
meaning and content. This company has steadily progressed over the years from strength
to strength. It provides online share trading facility to the customers. Reliance money is
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also into life insurance which provides a very good opportunity to the customers by
giving them a life cover and securing the future of their families. As I dealt with both of
these two products of reliance money so I got a good exposure about the general
expectations of a customer and what he usually experienced while dealing into
investment products. To meet these expectations reliance money is into the concept of
franchisees where private franchisees are given to individuals so that the coverage area
of reliance money can be increased and word load on employees can be decreased in
order to increase Relationship Management.
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Company Profile: Reliance Money Ltd.
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Vision
Empowering everyone live, their dreams we will leverage our strength in executing
complex global scale projects to make leading edge in broking services, affordable by all
individual investors in India. We will offer unparalleled value to create investor delight
and enhance business productivity. We will also generate value for our capabilities
beyond Indian borders while enabling millions of Indian‘s knowledge workers to deliver
their services globally.
Mission
Our Mission is to keep the customer satisfaction by Creating unmatched value for
everyone through dependable, effective, transparent and profitable broking services as
focal point of all our operations, adopt the best international practices in customer
service, be the most innovative in product development, establish presence all over India,
ensure sustained value addition to all stake holders and to uphold Corporate Value &
Corporate Governance.
Guiding Principles
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ABOUT RELIANCE CAPITAL
We all know the effect of the word Reliance on us. A company which has entered almost
every arena of business and created wonders. Every project taken up by the company
turns into a golden project. The company has something, which we can call as, The
Midas Touch. Reliance Capital Ltd is a part of the Reliance - Anil Dhirubhai Ambani
Group. Reliance Capital is one of India‘s leading and fastest growing private sector
financial services companies, and ranks among the top 3 private sector financial services
and banking companies, in terms of net worth. Reliance Capital has interests in asset
management and mutual funds, life and general insurance, private equity and proprietary
investments, stock broking and other activities in financial services. Reliance Capital has
a wide Structure that is as follows:
RELIANC
E
CAPITAL
SALES
& LEGAL HUMAN MARKETIN PRODUCT
DISTRIBUTI RESOURCE G TEAM
ON
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ABOUT RELIANCE MONEY:
Reliance Money is a part of Reliance Capital that comes under Anil Dhirubhai
Ambani Group (ADAG). It is a distribution and a broking house that provides its
customers with Online as well as Offline Trading Facility. Reliance Money is the
electronic transaction platform associated with Reliance Capital, one of India's leading
and fastest growing private, ranked amongst the top 3 private sector financial services
and banking companies, in terms of net worth.
PRODUCTS Equity
IPOs
Derivatives
Commodities Trading
Mutual Funds
Insurance
Offshore Investment
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enabling us to access, amongst others Equity, Equity and Commodity Derivatives,
Offshore Investments, IPOs, Mutual Funds, Life Insurance and General Insurance
products. Reliance Money is the most cost-effective, convenient and secures way to
transact in a wide range of financial products and services.
When an unlisted company makes either a fresh issue of securities ( Through primary
markets ) or an offer for sale of its existing securities or both for the first time to the
public then that is known as an IPO. The first sale of stock by a private company to the
public. IPO‘s are often issued by smaller, younger companies seeking capital to expand,
but can also be done by large privately-owned companies looking to become publicly
traded. In an IPO, the issuer obtains the assistance of an underwriting firm, which helps it
determine what type of security to issue (common or preferred), best offering price and
time to bring it to market. Also referred to as a ―public offering‖.
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Derivative:
In finance, a security whose price is dependent upon or derived from one or more
underlies assets. The derivative itself is merely a contract between two or more parties.
Its value is determined by fluctuations in the underlying asset. The most common
underlying assets include stocks, bonds, commodities, currencies, interest rates and
market indexes. Most derivatives are characterized by high leverage. Futures contracts,
forward contracts, options and swaps are the most common types of derivatives. Because
derivatives are just contracts, just about anything can be used as an underlying asset.
Derivatives are generally used to hedge risk, but can also be used for speculative
purposes. To hedge this risk, the investor could purchase currency futures to lock in a
specified exchange rate for the future stock sale.
Futures
Options
A. Futures: A financial contract obligating the buyer to purchase an asset (or the seller to
sell an asset), such as a physical commodity or a financial instrument, at a
predetermined future date and price. Futures contracts detail the quality and quantity of
the underlying asset; they are standardized to facilitate trading on a futures exchange.
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B. Options: A financial derivative which represents a contract sold by one party (option
writer) to another party (option holder). The contract offers the buyer the right, but not
the obligation, to buy (call) or sell (put) a security or other financial asset at an agreed-
upon price (the strike price) during a certain period of time or on a specific date (exercise
date).
a) Call: It is the period of time between the opening and closing of some future markets
wherein the prices are established through an auction process. Call is an option contract
giving the owner the right (but not the obligation) to buy a specified amount of an
underlying security at a specified price within a specified time.
b) Put: Put is an option contract giving the owner the right, but not the obligation, to sell
a specified amount of an underlying asset at a set price within a specified time. The buyer
of a put option estimates that the underlying asset will drop below the exercise price
before the expiration date.
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Insurance:
There are good times and bad times during every stage of our lives, and being financially
prepared to face all kinds of situations makes the journey of life a lot easier and certainly
more. The Financial Product that helps in this is Insurance. Insurance is a
contract (policy) in which an individual or entity receives financial protection or
reimbursement against losses from an insurance company. The company pools clients‘
risks to make payments more affordable for the insured.
Life Insurance
General Insurance
A. Life Insurance: This is the protection against the loss of income that would result if
the insured passed away. The named beneficiary receives the proceeds and is thereby
safeguarded from the financial impact of the death of the insured. The goal of life
insurance is to provide a measure of financial security for your family after you die.
Life insurance products offer comprehensive financial. Solutions which besides
offering financial security also provide opportunity for saving, investment & tax
planning.
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Life Insurance Products Offered by Reliance Money :
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The two main Individual plans are:
Key Features:
A smart plan which adapts to your changing risk profile with increasing age
Option to lower the average cost of units through systematic transfer of your
funds
Flexibility to switch between funds and plans
Options for additional Insurance cover available through riders
As a customer you will have the liberty to choose between the Ready-made and Tailor-
made Plan options. The premium contributions made by you, net of Premium Allocation
Charges and Sum Assured Related Charges are invested in fund/funds of your choice and
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units are allocated depending on the price of units for the fund/funds. The Fund Value is
the total value of units that you hold in the fund/ funds. The Mortality Charges and Policy
Administration Charges are deducted through cancellation of units, whereas the Fund
Management Charge is priced in the Unit Value.
Max No Limit
Sum
Assured
Key Features
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Unmatched flexibility through our ‗Exchange Option‘ to move between the
Reliance Money Guarantee suite of products offered, as you grow up the ladder
Liquidity in the form of partial withdrawals from top-up fund
Option to package with Accidental Death & Disability and Term Insurance riders
The Mortality Charges and Policy Administration Charges are deducted through
cancellation of units whereas the Fund Management Charge is priced in the Unit Value.
The premiums for riders, if selected, are payable over and above the premium for the
basic Policy.
a) Reliance Group Term Assurance Policy: Reliance Group Term Assurance Policy is
a one year Renewable Term Assurance contract. The benefit is payable on the
happening of the contingency during one year. At the end of the year, the contract
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may be renewed. Employers looking for a comprehensive professionally administered
term assurance cover for their employees. Subject to approval by the Provident Fund
Commissioner, this Policy can be used as a replacement for the Employees Deposit
Linked Insurance Scheme under the Provident Fund Act.
b) Reliance Group Gratuity Plan. This is a unit linked group Gratuity product with
three different fund options, namely Capital Secure, Growth and Balanced Funds. It
enables employers / trustees with more than 20 employees to outsource the management
of their employees‘ Gratuity funds and the related administration to Reliance Life
Insurance Company Limited.
B) General Insurance:
General Insurance is a form of risk management, primarily used to hedge against the risk of a
contingent loss of many articles and nominal things. This is a single policy that may cover
risks in one or more of the categories set forth below. For example, auto insurance would
typically cover both property risk (covering the risk of theft or damage to the car) and
liability risk (covering legal claims from causing an accident).G.I. may be done for follows:
Automobile Insurance
Aviation Insurance
Equipment Breakdown insurance
Business insurance
Crop Insurance
Crime Insurance Credit Insurance etc.
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Products Offered by Reliance General Insurance:
Health
Individual Mediclaim
Group Mediclaim
The policy covers
Seeing your family in the pink of health ranks highest in priority for you. Yet, despite
your best efforts, illnesses do occur. With the spiraling cost of health care, these
unforeseen circumstances can take a toll on your savings. To ensure that you don‘t
need to spend your hard earned money on treatment of any such illness; we have a
Policy that offers you all the financial support that you need.
Personal Accident
Personal Accident
The policy provides for payment of compensation in the event of accidents leading to
death or disablement of the insured person. The disablement may be of permanent
total or permanent partial or temporarily total in nature. This policy can be issued to
persons in the age group of 5 years to 70 years and can be extended to cover persons
beyond the age of 70 years and upto 80 years on payment of suitable additional
premium. The cover provided is worldwide.
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Policy also provides for reimbursement of expenses incurred for carriage of dead
body and education grant for children (upto a maximum of two children) of the
primary insured person, subject to terms and limits.
This policy can be extended to cover actual medical expenses arising out of the
accident upto an amount not exceeding 40% of the compensation paid in settlement
of a valid claim under this Policy or 20% of the relevant Capital Sum Insured
whichever is less, on payment of 20% of extra premium.
Physical loss to an insured person due to an accidental injury anywhere in the world
and pays for death or disablement .
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Fire
Standard Fire and Special Perils
Consequential Loss (Fire)
Industrial All Risks
Engineering
Erection All Risks/Storage-cum-Erection
Contractor‘s All Risks
Contractor‘s Plant and Machinery
Machinery Breakdown Insurance
Machinery Loss of Profits Insurance
Boiler and Pressure Plant Insurance
Electronic Equipment Insurance
Marine
Marine Cargo Insurance
Motor
Private Car Comprehensive
Liability
Directors and Officers Liability
Public Liability (Act)
Public Liability
Product Liability
Professional Indemnity
Workmen‘s compensation
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Travel
Individual and Family
Asia
Student
Corporate
Miscellaneous
Industry Care
Commercial Care
Office Package
Fidelity Guarantee
Burglary and Housebreaking
Money Insurance
Householder‘s Package
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Equity
paid off. An Investor can invest his money in Equity in two ways i.e. Online or Offline
and for both, he needs a D-Mat A/C.
Mutual Fund:
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Reliance Mutual Funds:
Reliance Mutual Fund, a part of the Reliance - Anil Dhirubhai Ambani Group (R-ADAG)
is one of the fastest growing mutual funds in the country. Reliance Mutual Fund offers
investors a well-rounded portfolio of products to meet varying investor requirements.
Reliance Mutual Fund has a presence in over 80 cities across India, an investor base of
over 2 million and manages assets over Rs. 26,314 crore as on June 30, 2006.
Reliance Mutual Fund constantly endeavors to launch innovative products and customer
service initiatives to increase value to investors. Reliance Mutual Fund schemes are
managed by Reliance Capital Asset Management Ltd., a wholly-owned subsidiary of
Reliance Capital Ltd.
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Choice of Plans:
A. Growth Plan: The Growth Plan is designed for investors interested in capital
appreciation on their investment and not in regular income. Accordingly, the
scheme will not declare dividends under the Growth Plan. The income earned on
the Growth Plan‘s corpus will remain invested in the Growth Plan.
B. Dividend Plan: The Dividend Plan has been designed for investors who require
regular income in the form of dividends. Under the Dividend Plan, the Scheme
will Endeavour to make regular dividend payments to the unit holders. Dividend
will be distributed from the available distributable surplus after the deduction of
TDS and applicable surcharge, if any.
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B. Systematic Investment Plan: Customer can invest on a Monthly or Quarterly basis,
a minimum sum of Rs. 500/- or Rs. 1500/- respectively and in multiples of Re.1/-
thereafter.
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Reliance Fixed Horizon Fund III
Reliance Monthly Income Plan
Reliance Short Term Fund
Reliance Fixed Maturity Fund Series-I
Reliance Fixed Maturity Fund Series-II etc.
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Commodities
In a market that's growing at 400% per
annum.
We offer
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Offshore Investment
Offshore investment is the keeping of money in a jurisdiction other than one‘s country
of residence. Offshore jurisdictions are a commonly accepted solution to reducing
excessive tax burdens levied in most countries to both large and small scale investors
alike. Selected offshore domiciles are superficially viewed by some as havens used by to
conceal or protect illegally acquired money from law enforcement in the investor‘s
country. Although this may be the case, legitimate investors also take advantage of higher
rates of return or lower rates of tax on that return offered by operating via such domiciles.
The advantage to this is that such operations are both legal and less costly than the
solutions offered in the investor‘s country - or ―onshore‖. Locations favored by investors
for low rates of tax are known as offshore financial centers.
Scheme Offered By Reliance Money: Reliance Money, the financial services arm
of the Anil Dhirubhai Ambani Group, is partnering with UK-based CMC Markets, a
global player in the online derivatives trading segment, to bring overseas investment
products to Indian investors. This tie-up will enable customers‘ of Reliance Money to
gain access to several offshore products including —foreign equities, currency and
commodities within the RBI-mandated limits. The central bank currently permits a single
Indian resident to invest up to $50,000 (Rs. 22.5 lakh) overseas per year, which has been
raised from the earlier $25,000.
For instance, an investor with Reliance Money can buy Corus shares through an account
created for him or her by CMC. The shares will then be credited to the account. If the
investor wants to sell, he follows the same procedure, places an order and the shares in
the account are offloaded in the market.
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Credit Cards offered by Reliance Money:
Reliance-Anil Dhirubhai Ambani group has joined hands with Citi bank to launch
reliance credit card. In addition to usual benefits available with regular credit
cards,reliance credit cards come free for life, and provide a host of benefits and reward
points as part of a unique loyalty program. Reliance credit cards also offer complimentary
vouchers for usage at Reliance World Outlets and Adlabs Multiplexes, Cash Advance
Facility, Free Utility Bill Payment Facilities, Hospital Allowance, Free towing of
Vehicles, and Zero Fuel Surcharge at IOC Petrol Pumps. Reliance Credit Cards are
available in two categories - Silver and Gold.
Highlights:
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Pay bills of Reliance ADA group companies-Reliance Post Paid Bills, Reliance
Energy Electricity Bills, Insurance Premier, Recharge of Mobile Pre-paid Cards
and also for other utility companies on an on going basis by signing up once.
Customer can opt for free Photo Credit Card for added Security.
Reliance Credit Card holders can receive up to 5 add-on cards at no additional
charges, free email statements, free alerts, and will be able to transfer money from
one Visa Card to another using Citibank Online.
Reliance Money Provides with Zero Loss card Liability i.e. Customer just need to
give a call at the helpline no. and thus he gets a reference no. After that he does
not have the liability for increasing credit limit in his card.
Customer need to have another credit card (except that of Citi bank), before
having Credit Cards provided by Reliance Money.
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Division of Reliance Money:
Providing investors the Commodity related trading, Registered NBFC under Reliance
Facility of anytime anywhere online Distribution, warehouse receipt Money which will be in the
Trading in all major asset classes Financing will be provided Distribution and funding
Business
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INTRODUCTION
b) Preferred Stock:
These stocks also give ownership right to its holders. Its holders enjoy the privilege of
receiving dividends from the company in preference to any other common share holders.
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Trading:
Share market is the market for securities where organized issuance and trading of shares
takes place. Shares are certificates which represent ownership rights of the holder in a
company. It plays an important role in channelising capital from the investors to the
business houses which consequently lead to the availability of funds for business
expansion.
(b) Over-the -Counter (OTC): These are not centralized exchanges and the trade takes
place through a network of dealers.
1. Intra day trading: In this type of trading an investor buy and sell stocks during the
same day. Intra day Traders are of two types :-
i. Scalp Traders: Investors who perform many trades per day for scalping out small
profits out of the bid-ask spread, from each trade are known as scalp traders.
ii. Momentum Traders: Investors who pounce on those stocks which move
significantly in one direction and book desired profit are called momentum
traders. They do this within a day.
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2. Delivery trading: In this type of trading an investor buys the share for holding
purposes. Delivery Traders are :-
i. Technical Traders: They believe that buying/selling signals are present within
the graphs and charts of the stock.
ii. Fundamental Traders: They perform trade on the basis of study of fact-sheets
of the company like historical profit graph, balance sheet, anticipated earning
reports, stock splits, mergers and acquisitions, etc.
iii. Swing Traders: They are basically fundamental traders who take delivery of
trades for a span of short period generally more than one day.
(a) Offline Share Trading: In this form of trading the customer has to place order to the
dealer of the stock broking firm either in person or over phone. Offline trading is the
main form of investing the money in securities. Offline trading offers many benefits as
well.
1. The one benefit that an investor appreciates the most is that they are not alone
when making investment decisions.
2.There are experienced and professional brokerage companies that handle their
investments for them.
3. Investors are not faced with the challenge of making these vital investment
decisions; especially, if they do not have the experience necessary to make the
appropriate investments.
4. Also, there is someone there to answer any questions that may cause concerns.
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(b) Online Share Trading: The client could place his order on his own from any place
he wants, provided he has a computer with an Internet connection. Online Trading has
made it easy for private investors to gain straight access to a range of different security
markets that were, at one point, only reserved by the use of investment professionals.
Online trading has dramatically changed over the last decade. It continues to be
redefined. Services have expanded to include integrated management of additional
financial accounts. It has subsequently expanded in conjunction with ground-breaking
improvements to the traditional trading interface, such as telephone interface systems.
There are several wonderful reasons to invest online rather than offline trading.
1. Instant online access: - You can gain instant access to your account, the value
of your portfolio updates immediately before your eyes.
2. Enter online trades at anytime during Market hours: - You can enter online
trades at anytime and from anywhere. This is very convenient if you live in a
different time zone than the country you are trading in. It especially fits for
investors with busy schedules.
3. With online trading you are in charge: - You are in control of your
investments. No sales pitches and no hassle. You decide where to invest your
money.
Thus, online stock trading is the easy way to buy and sell shares from the comfort of
your home.Finding a company that provides us with a secure trading account can be
difficult. There are many companies that offers us excellent services for trading, but we
need to find which will meet our needs and requirements .Instead of going with a
company based on their reputation we should see what they can offer us because our
needs as a trader will be radically different from someone traders who have different
levels of experience and who have different proclivities toward risk and security. Its not
that we always want to look towards the most economical rate of trading but rather work
with a reputed organization like ―RELIANCE MONEY”.
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DEPOSITORY:
In the Depository System, the securities of a shareholder are held in the electronic form
by conversion of physical securities to electronic form through a process called
'dematerialization' (demat) of share certificates and facilitates transactions electronically
without involving any share certificate or transfer deed.
Depository system is playing a significant role in stock markets around the world and
hence has become popular and prevalent in many advanced countries. In India the
National Securities Depository Ltd. (NSDL), promoted by Industrial Development Bank
of India, Unit Trust of India, and National Stock Exchange is the first depository. A
second Depository by name Central Depository Services (India) Ltd, promoted by The
Stock Exchange, Mumbai and Bank of India has been registered recently and will
commence its operations shortly. Investors have choice of two depositories now
Depository
Depository Participants (DPs)
Share Registrar/Issuers
Investor
Clearing Corporation/Member
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Role of Depository:-
Enabling the surrender and withdrawal of securities through the process of demat
and remat to and from the depository system,
Maintaining investors' holdings in the electronic form through computers,
Effecting settlement of securities traded on the stock exchanges.
Carrying out settlement of "off market trades" (i.e. trades not done on the stock
exchanges)
Advising periodically to the Share Registrar / Issuer about the beneficial owners
of the securities.
DEPOSITORY PARTICIPANTS
CDSL/NSDL's demat services are extended through its agents called Depository
Participants (DP). The DP is the link between the investor and CDSL/NSDL. An
investor who opens a demat account with a DP can utilize the services offered by
CDSL/NSDL. While the DP processes the instructions of the investor, the account and
records thereof is maintained with CDSL/NSDL. A DP is thus a "service centre" for the
investor.
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Role of Depository participants:
Similar to brokers, who act on behalf of a client in the stock market, a Depository
Participant is also a representative in the depository system. Financial Institutions / Banks
/ Custodian / Stock Brokers etc. can become DPs provided they meet the necessary
requirements and guidelines prescribed by SEBI. DP serves as a link between the investor
and the Company through NSDL for dematerialization of shares and other electronic
transactions. DP provides various services with regard to your holdings such as….
DP SERVICES:-
Account Opening:
To utilize the services offered by a depository, any person having investment in any
security or intending to invest in securities needs to have a demat account with a CDSL-
DP. This holder of such demat account is called as "Beneficial Owner (BO)". A BO can
maintain a demat account with zero balance in such account. A BO can open more than
one account with the same or multiple DPs, in the same name/s and order, if
he/shedesires so. The investor can approach any DP/s of his/her choice to open a demat
account.
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Dematerialization:
Dematerialization is a process by which physical certificates (of shares / debentures /
other securities) are converted into electronic balances. A BO has to submit the request
for dematerialization by submitting the demat request form (DRF) duly completed along
with the concerned physical certificates, to his/her DP.
Account Statement:
Generally a DP sends to the BO, a statement of his account, monthly, if there is any
transaction in the account or every quarter if the account is not operated during that
period.
Rematerialisation:
Rematerialisation is the process by which the electronic balances held in the demat
account can be converted back into physical certificates
Pledging:
If the BO decides to pledge any securities in his BO account, he can avail of the same by
submitting the pledge creation form duly completed, to his DP.
Nomination:
BO accounts also have a facility for nomination in favor of any person.
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Transmission of securities:
CDSL offers a facility for transmission of balances held in BO account/s (to other BO
Account/s) if so required due to death, lunacy, bankruptcy, insolvency or required due to
operation of any law.
Change in Address:
A BO who wishes to register his change in address submits his/her request in writing to
his/her DP. The changes entered by the DP in the CDSL system will be automatically
downloaded to all the companies in which the BO is holding securities. This facility
offered by CDSL saves money, time and effort for the BO.
Every investor who wants to hold shares in Demat form must open account with a DP of
his/her choice. The DP provides all the services relating to transmission of shares and for
this service DP levy some charges which is to be paid by the account holder, and charges
for annual maintenance which is to be paid by account holder, in turn the DP provide
clients with passbook and delivery instruction slips to operate from his Demat a/c .
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D-MAT Account Opening:
A demat account are opened on the same lines as that of a Bank Account. Prescribed
Account opening forms are available with the DP, needs to be filled in. Standard
Agreements are to be signed by the Client and the DP, which details the rights and
obligations of both parties. Along with the form the client, requires to attach Photographs
of Account holder, attested copies of proof of residence and proof of identity needs to be
submitted along with the account opening form.
In case of corporate clients, additional attachments required are - true copy of the
resolution for Demat a/c opening along with signatories to operate the account and true
copy of the Memorandum and Articles of Association is to be attached
46
D-Mat A/C Provided By Reliance Money:
Reliance Money provide its customers with the D-Mat A/C, through which they can
invest their money in any Financial Instrument like Equity, Derivatives, IPOs, Life
Insurance , General Insurance etc. Reliance Money handles all the key financial
transactions through this Single Window. D-Mat A/C is an account in which securities
are kept in Electronic form.
Scheme:
The current leaders in the retail broking segment like ICICI Direct, India
Info line and India bulls offer a ‗pay per use‘ model where the customer
pays a percentage of the amount transacted by him. Whereas Reliance
Money, aims to tap investors in the smaller towns and cities through a
flat fee structure instead of percentage or per transaction brokerage
system.
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FLAT TIMEVALIDITY TURNOVER TRADING LIMIT
FEE VALIDITY
Rs.500 12 Months Rs.3,00,000 Delivery: up to 3
lacs
or
Intraday: up to 3
lacs
Flat Fee is charged based on the Turnover of an Investor. This model is
as follows:
3. 3 -Tier Service :
Reliance Money provides its customers with a three tier service i.e.
interlinked D-Mat A/C, Trading A/C and Savings Bank A/C. This makes
the customer free to trade online and makes the trading more hassle free.
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Reliance Money has its tie up with three banks i.e. HDFC, IDBI and UTI
Bank and customer need to have his Savings Bank Account with any of
these Banks for enjoying this three tier service.
User ID
Password
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Security Token Key that has a unique, six digit no. This no. changes
every 32 seconds and works as a dynamic password for keeping the
Equity
Equity and Commodity Derivatives
Mutual Funds
IPO‘s
Life Insurance
General Insurance
Money Transfer
Money Changing
Credit Cards amongst others.
7. Free Tips: Customer gets free tips, current market information and reports on their:
Mobiles
E-Mail IDs
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8. Value Added Services: Customers can get some value added services on
www.reliancemoney.com
Documents:
For opening a D-Mat A/C with Reliance Money, following documents are needed:
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3 Coloured Passport size photographs of the First Holder of Account, 1
Photograph of Second Holder (if any) and 1 photograph of Third Holder
(if any).
A Cheque (S/B) worth Rs.750 + (500, 1350, 2500).
Operations
1) Internet trading
2) Client Account Opening
3) Clearing And Settlement
4) Capital gain on securities transaction
5) LevIies on securities transaction
6) Trading policy for employees
INTERNET TRADING:
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Funds and securities are transferred online from client account to broker account
and vice versa hence avoid manual work of cheque and DP slip.
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Clearing and Settlement
Clearing: A process to find out how much and who has brought or sold
securities through our broking platform
How much money is to be paid or is to be received to/from clients and
exchange
How much securities is to be delivered or to be received to/from clients and
exchange
Settlement is pay of funds and securities from the clients and then to the
exchange
Pay out of funds and securities from the exchange and to clients.
Capital Gain
Capital gain/loss is the difference between sale proceeds and cost of acquisition of
asset.
On sale of securities investor has to pay either short term or long term capital gain
tax if he earns profit.
Long term capital loss can be set off against long term capital gain only
Short term capital Gain. When securities are hold for less than one year and sold
Tax is paid @10% on the short term capital gain from sale of securities.
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Securities should be old through recognized stock exchange and subject to
securities transaction tax
Short term capital loss can be sent off against short term capital gain
When securities are sold after holding for more than one year
If shares are sold through recognized SE and STT is payable then no tax is
payable on long term capital gain otherwise IT @ 20% has to be paid.
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Objective: Inside information , diversion
Applicability: Employee and dependent.
Exempted transaction: IPO, MF, Bonds, and PF.
Approval: HOD, Compliance officer.
Securities holding period: 3 days and 30 days.
Restricted transaction: Group Company.
Disclosure: Joining time and every year 31st march.
After the forms being sent to Mumbai the following process is adopted…..
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Application inward:
There are two persons who collect these forms and then forward these forms for their
entries.
Entry:
There are persons who maintain an excel sheet for the entries of the forms in the
format which includes the various details as- application number, branches ,region
,zone, client name ,cheque number etc which is then forwarded to all branches .
Scrutiny:
After doing entries in the excel sheet the forms are being sent for scrutiny. There is a
team of 10 -15 people who are responsible for scrutinization.
The scrutinization includes-
Scanning:
In this process the first three pages of the summary sheet viz (Form no 1) are scanned
for presenting the pages in DMS.
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DMS:
After the form is scanned then they are presented in DMS (document management
system) which is a software used to maintain the record of the client which includes
the address, phone number, name of client which is used for further processing..
PAN Validation:
In this step there are two persons who check the PAN card of clients from the Income
Tax site for its validation. This is the step where the form can again be rejected and sent
back to branches.
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Authorization:
In this process, there are 3 to 4 person who send request to CDSL for authorization in
which a report is generated in every 45 minutes from CDSL that the form is approved
and account is opened. And in this report CDSL gives the client code for every client.
Once the code is generated the details are sent for preparation of Client master report
which is issued to every client.
This client master contains all detail of client including his bank details, nominee detail,
BO Id, client ID etc.
Then the client master report is sent to the department where the security key are
mapped .This is a special feature of reliance Money DP account which provide security
to the client and the password are prepared for cases.
This key is given with the kit known as welcome kit to client which includes client
master, DRF (Demat request form), DIS (delivery instruction slips).
Once the kit is fully equipped then it is dispatched to the client through courier.
The password of the client is dispatched on the other day of dispatch of kit.
With the dispatch of kit the account opening process is completed.
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ACCOUNT OPENING FLOW CHART
BRANCH
If any rejection
found send back Application inward
to BRANCH
Entry
Scrutiny
If not then send it
for further
Scanning processing
If any rejections
found send back
to DMS
DMS If not then send it
for further
processing
Checker
PAN validation
Authorization
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COMPARITIVE STUDY
Currently the main Players in Retail Brokerage Business are ICICI Direct, Share khan,
5paisa.com, HDFC Securities, India Bulls, and Motilal Oswal. Here is the Brief study and
Comparative analysis of these companies with Reliance Money.
ICICI Direct:
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Sharekhan:
Sharekhan is online stock trading company of SSKI Group, provider of India-based
investment banking and corporate finance service. ShareKhan is one of the largest stock
broking houses in the country. Sharekhan‘s equity related services include trade
execution on BSE, NSE, Derivatives, commodities, depository services, online trading
and investment advice. Trading is available in BSE and NSE. Along with Sharekhan.com
website, ShareKhan has around 250 offices around the country.
Allow investor to buy and sell stocks online along with the following features like:
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India bulls:
Indiabulls is India‘s leading Financial Services and Real Estate Company having
presence over 414 locations in more than 124 cities. Indiabulls Financial Services Ltd
is listed on the National Stock Exchange, Bombay Stock Exchange, Luxembourg
Stock Exchange and London Stock Exchange.
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Live Streaming Quotes
Fast Order Entry and execution
Tic by Tic Live Charts
Technical Analysis
Live News and Alerts,
Extensive Reports for Real-time Accounting.
5 paisa.com:
5paisa is Online Stock Trading Company of India Infoline Securities Private Ltd.,
Owner of popular business portal Indiainfoline.com. Besides high quality investment
advice from an experienced research team, the site offers real time stock quotes, market
news and multiple tools for technical analysis. Trading is available in BSE and NSE.
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Advantages of 5paisa Trading Terminals
Motilal oswal:
Motilal Oswal Securities Ltd. (MOSt) is one of the best broking houses in India. Founded
in 1987, MOSt has in 200 cities through 400 outlets. MOSt provide advice-based broking
(equities and derivatives), portfolio management services (PMS), e-Broking, depository
services, commodities trading, IPO and mutual fund investment advisory services.
MOSt E-Broking is complete online stock trading solution for Indian stock market.
Features:
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HDFC Securities:
Features:
Rs. 799/- (Including trading account, bank account and DP account with HDFC)
Note: HDFC Bank savings account required a quarterly minimum balance of Rs.
2,500/-. If you already have Saving account or DP account with HDFC, you could
link them with trading account.
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COMPARATIVE STUDY
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FRANCHISE MODEL
Reliance money gives equal opportunities to self employed people by letting them earn
through the fantastic DSA model of it. This model provides hefty commission on all the
products of reliance money and enhances the sales. For a certain number of franchisees
there is a manager who is the person responsible to excel the satisfaction of the franchise
holder. A DSA can deal into all the products of reliance capital, i.e.:-
DEMAT Account.
Life Insurance.
General Insurance.
Mutual Funds.
Credit Cards.
Portfolio Management Services etc.
Else of these products there are many other promotional products which come in
different variables of time giving good earning opportunities to the DSAs.
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PROMOTION
As into customer survey I was also asked to go for promotion of reliance money on my
own. The best way I found out to promote the product was a canopy. Working on this
way, after 15 days of hard struggle I finally managed to get the permission of canopy in
Kirloskar Pneumatics. The customer exposure I got over there was terrific and I
generated some good leads for the company and this was one of my achievement of the
project conducted.
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SWOT ANALYSIS
Meaning:
A SWOT analysis is a method for describing the business in terms of those factors that
have the most impact. Essentially the co. nominate the Strengths and Weaknesses of the
business (its internal resources and capabilities), then it identify the Opportunities and
Threats it faces (factors external to the organization). Strengths and weaknesses are
often internal to your organization. Opportunities and threats often relate to external
factors. For this reason the SWOT Analysis is sometimes called Internal-External
Analysis and the SWOT Matrix is sometimes called an IE Matrix Analysis Tool.
Strengths:
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Team of talented and committed professionals available to improve company‘s
performance.
Weaknesses:
New entrant in the market which is dominated by big brand names like ICICI,
India Bulls etc.
Company has a small staff with a shallow skills base in many areas
Opportunities:
The share trading sector is expanding, with many future opportunities for success
The competitors may be slow to adopt new technologies.
Threats:
Developments in technology will change the share market beyond the ability to
adapt.
A small change in focus of a large competitor is a threat for the market position.
Constant pressure to be cost competitive to meet customer expectations.
Relentless pressure to maintain profitability due to rising input/raw material
prices.
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QUESTIONNAIRE
Q. 1). Which age group do you belong?
a). 18 – 30.
b). 30 – 40.
c). 40 – 50.
d). 50 and above.
________________________________________________________________________
________________________________________________________________________
.
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Q. 6). How do you come to know about Reliance Money?
a). Advertisement.
b). Friends.
c). Relatives.
d). Our executives.
Q. 8). If no, then would you like to trade if provided with complete market knowledge?
a). Yes.
b). No.
Q. 9). Who is your current service provider?(for the people who alredy trade).
a). ICICI Direct.
b). India Bulls.
c). Karvy.
d). Religare.
e). Reliance Money.
f). Share Khan.
g). Motilal Oswal.
h). Anand Rathi.
i). others.
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Q. 10). Are you satisfied with your current service provider? If not, then do specify your
reason of dissatisfaction?(non reliance customers)
a). Yes.
b). No.
__________________________________________________________________
__________________________________________________________________
.
Q. 11). What amongst the following do you feel is the most important element to open up
a demat/trading account?
a). Good market predictions.
b). lower brokerage charges.
c). Fast responding services.
d). User friendly web portal.
e). Good relationship managers.
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Q. 1). Which age group do you belong?
a). 18 – 30.
b). 30 – 40.
c). 40 – 50.
d). 50 and above.
8%
10%
18 – 30.
30 – 40.
40 – 50.
21%
61% 50 and above.
QUALITATIVE ANALYSIS:
According to the survey, most of the samples which enquired about the investment
products were in the age range of 18 – 30. The reason behind can be assumed that people
of this age range have less responsibilities to bear and thus have maximum risk bearing
capacity and therefore are more keen towards investments as they have more disposable
income as compared to older age groups.
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Q. 2). What do you do?
a). Service.
b). Self- employed.
c). Profession.
d). Student.
e). Retired.
6%
6%
7%
a). Service.
b). Self- employed.
c). Profession.
57% d). Student.
24%
e). Retired
QUALITATIVE ANALYSIS:
As seen by the survey most of the people interested into investments were the people who
were into service. This is because these are the people who are able to find more time and
disposable income as compare to another sample groups. Though self-employed people
are also keen towards investments but they also need liquid cash in order to keep their
money running into the business. Professionals are assumed to get no time because of
their hectic schedules and students are anyhow not so interested towards investments at
such an initial stage. Students do invest into stock markets as their hobby.
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Q. 3). Your income per annum?
a). upto 1 lakh.
b). 1 lakh – 2lakh.
c). 2lakh – 3lakh.
d). 3lakh and above.
11%
28%
QUALYTATIVE ANALYSIS:
People earning in the range of 1 lakh are not able to invest much because they are not
able to invest much. Therefore the range of 3 lakhs and above is the appropriate range
which should be targeted for the sales of investment products.
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Q. 4). What is your perception about Reliance in general?
________________________________________________________________________
________________________________________________________________________
.
QUALITATIVE ANALYSIS:
Though most of the people as shareholders feel Reliance is a company which is ideal to
invest your money in but very few actually have faith in Reliance when these
shareholders come into the shoes of buyers. They feel that Reliance at most of the times
is not able to keep upto its promises as they feel that Reliance keeps all of its focus on
sales and hardly gives any importance to the service side. People have a perception that
Reliance is a name which is associated with hidden charges and they actually don‘t
believe on the tariffs of Reliance very easily. Most of the complaints were towards the
service segment of Reliance as a company.
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Q. 5). Have you heard about Reliance Money?
a). Yes.
b). No.
9%
a). Yes.
b). No.
91%
QUALITATIVE ANALYSIS:
Almost all of the people I met during the project were familiar with the name of Reliance
Money which is a good sign for the marketing department as this figure shows that this
product is marketed well into the market. The remaining unknown people are those which
actually do not participate into investment activities and are thus unaware of this market
segment.
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Q. 6). How do you come to know about Reliance Money?
a). Advertisement.
b). Friends.
c). Relatives.
d). Our executives.
22%
a). Advertisement.
b). Friends.
11% c). Relatives.
55%
d). Our executives.
12%
QUALITATIVE ANALYSIS:
Most of the people came to know about Reliance Money through the sales executives
which is again a good sign which shows that Reliance has an efficient sales staff which is
working with its full efficiency and dedication. And again 23% of people have come to
know about the company by their friends or relatives which shows that the efficiency of
the sales staff has turned the existing customers into the brand ambassadors of the
company to attract the potential customers.
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Q. 7). Do you trade or invest?
a). Yes.
b). No.
22%
a). Yes.
b). No.
78%
QUALITATIVE ANALYSIS:
Almost 80% of the people surveyed are trading or investing their money into the market
which shows that the market potential is very high and future growth perspectives of the
company are very good.
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Q. 8). If no, then would you like to trade if provided with complete market knowledge?
a). Yes.
b). No.
30%
a). Yes.
b). No.
70%
QUALITATIVE ANALYSIS:
This can be seen very easily from the response that most of the people do not show their
interest in the investment activities because they are unaware of the market trends and
thus they are afraid of burning their hands. These people if provided with complete
market knowledge and proper purchase assistance can turn into the potential customers of
the company and these customers as fully satisfied ones will remain much loyal to the
company than the other ones.
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Q. 9). Who is your current service provider?(for the people who already trade).
a). ICICI Direct.
b). India Bulls.
c). Karvy.
d). Religare.
e). Reliance Money.
f). Share Khan.
g). Motilal Oswal.
h). Anand Rathi.
i). others.
4% 2%
6% a). ICICI Direct.
b). India Bulls.
12% 35% c). Karvy.
d). Religare.
e). Reliance Money.
f). Share Khan.
g). Motilal Oswal.
h). Anand Rathi.
28% 6% i). others.
2%
5%
QUALITATIVE ANALYSIS:
It‘s just one and a half year of reliance money into the market and it has become the
second largest player in the industry. This shows that reliance money is moving on the
right path but it needs to maintain the quality of services and assistance offered to the
customers and keep moving ahead consistently. ICICI though as a largest player has a
good quantity of customers but it lacks good quality traders as it is the most expensive
brokerage house in India but it manages to make customers because of no account
opening charges. As discussed earlier, reliance money has also eliminated the doubt of
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hidden charges by taking prepaid brokerage from the customer. This concept relaxes the
customers and they feel free to trade upto the amount they have already paid.
25%
a). Yes.
b). No.
75%
QUALITATIVE ANALYSIS:
Because of the tremendous growth of technology the way of trading and investing has
also changed a lot. People now prefer to trade online as they feel it is more transparent
and reliable rather than trading offline as there are some chances of human error while
trading online.
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Q. 10). Are you satisfied with your current service provider? If not, then do specify your
reason of dissatisfaction?(non reliance customers)
a). Yes.
b). No.
__________________________________________________________________
__________________________________________________________________
.
32%
a). Yes.
b). No.
68%
QUALITATIVE ANALYSIS:
Though many people think that they are completely satisfied still the number of
unsatisfied users id substantial. Customers complain that either the brokerage house is too
expensive but most of the users were ready to pay more on the sake good purchase
assistance. People want the assistance to be customized according to their risk bearing
capacity and this is the area where reliance lacks behind as all its assistance is in general
whereas customers want it to be according to their needs. If reliance money puts in more
effort to its relationship management than it will soon become the market leader and will
gain loyal customers.
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Q. 11). What amongst the following do you feel is the most important element to open up
a demat/trading account?
a). Good market predictions.
b). lower brokerage charges.
c). Fast responding services.
d). User friendly web portal.
e). Good relationship managers.
QUALITATIVE ANALYSIS:
After the survey it‘s pretty clear now that people are actually ready to pay more on the
sake of excellent market predictions, good investment assistance and relationship
management. Reliance money which is a bit weak in all the three areas can make up new
customers by offering lowest brokerage charges and other monetary benefits but to
sustain in the industry well it needs to create a customized system which takes care of
each and every individual. This will not only increase the loyalty of the customers
towards the company but their good word of mouth will also bring in new customers
without any marketing cost.
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RECOMMENDATIONS AND SUGGESTIONS
After analyzing all the expectations of the customers and the experience they basically
get while using the product we can a gap between the expectations and the experience.
This gap needs to be filled before it starts bringing in some adverse consequences. To fill
this gap I have come up with some recommendations and suggestions which can help the
company satisfy their customers better. These suggestions are listed below:-
1) Though reliance money is having a very good and well trained sales staff which is
able to bring in customers but it is very necessary to build relationship with the
customers to keep them retained. Company should train its employees regarding
relationship management so that the products can be personalized according to the
needs of the customers.
2) Most of the customers trade via the online platform of the company and not from
the office therefore company should start a system of filling up of feedbacks and
complaints online so that rectification of errors can be done easily.
3) Many of the customers are not in touch of company but actually deal with
franchisees and remissers. These are untrained people and are unaware of the
importance of relationship. Company should start a kind of soft skill training
program for all of its distributors so that the customers feel the same level of
satisfaction as they feel while transacting with the company.
4) As seen in the qualitative analysis, many people don‘t trade or invest because they
don‘t have any knowledge regarding the market. Company should start a free of
cost training program for these kinds of customers.
5) Though the sales staff is very effective but reliance money is lacking behind in
operational effectiveness. Company should take a note on this.
6) Motivational programs should be conducted in order to increase the efficiency of
the customers.
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7) Though the service quality is good but it should become better consistently as
good service and better relationships are the key success factors of current market
situations.
8) The process of documentation is a hassle for customers as it is not at all user
friendly. Company should take care of user friendliness of the system.
Some of these changes in the system can actually create miracle for the company. These
changes though look small but create a lot of value to the customers and make the
company more approachable.
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LIMITATIONS
While conducting the survey there were various limitations because of which the results
cannot be declared correct by 100%. Some of these limitations are as follows:-
1) People are reluctant towards the survey and take it as a waste of time.
2) Taking appointments was very tough as people were not ready to give their time
for a survey.
3) Cold callings were not entertained everywhere and thus we were not able to meet
all the classification of customers.
4) Because of the temporary fluctuations in the market it was a tough time talking to
the people regarding investments.
5) People were reluctant towards the products of reliance because of a general
perception that reliance always comes with low price but always has hidden
charges.
6) Language was a hurdle while talking to many of the local people.
Though these limitations were there but because of the support of the people I have
surveyed and the experience I have gained while preparing for the survey presentations of
my college, I was able to complete the survey and prepare my project report much before
the deadline.
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CONCLUSION
The expectations of the customers are regularly increasing because of the increasing
competition and emergence of global market. In such conditions it becomes very
necessary for a company to fulfill all the expectations of the customers and give them a
delightful experience. Though reliance money is working very hard in order to do so but
there is a gap between the expectations and the experiences of the customers which is
widening regularly. This gap has emerged because of the sales oriented focus of reliance
money. In order to increase the sales figures, the company has somewhere ignored the
service delivery and left the customer on his own. In order to fill this gap, company needs
to customize its services as it is dealing into financial instruments. These financial
instruments are risky and it is very essential to make the customer feel that you are taking
care of his money. This can be done only if all the services are customized and the system
is made transparent for the customer as well as for the employees.
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