PREFACE M BA is a stepping-stone to the management carrier and to develop good manager it is necessary that the theoretical must be supplemented

with exposure to the real environment. Theoretical knowledge just provides the base and its not sufficient to produce a good manager thats why practical knowledge is needed. Therefore the research product is an essential requirement for the student of MBA. This resea rch project not only helps the student to utilize his skills properly learn fiel d realities but also provides a chance to the organization to find out talent am ong the budding managers in the very beginning. In accordance with the requireme nt of MBA course I have summer training project on the topic Market Capitalizatio n of Mutual Funds and ULIPS. The main objective of the research project was to st udy the two instruments and make a detailed comparison of the two. For conductin g the research project sample size of 50 customers of Bajaj Capital was selected . The information regarding the project research was collected through the quest ionnaire formed by me which was filled by the customers there. In the growing gl obal competition, business has taken a new shape in the world. Todays Manager has to understand the uncertainty of business environment to cope with the situatio n. Dissertation for each and every student of PGPM is an essential part of compl etion at the end of 1 st year of the course. The prime objective of this summer training to familiar with real life business environment and apply the theoretic al concept of business into reality and know how much theory is applicable in da y to day business activity. It also sharpens their knowledge, hones their analyt ical and other business acumen and develops better appreciation of the practical problems of business, especially from the management point of view. Moreover th e experience acquired by student helps to decide the future professional career. As per the module is concern I underwent in a project entitled Market Capitaliza tion of Mutual Fund & ULIP. 1

ACKNOWLEDGEMENTS A Successful project is fruitful culmination of efforts of many people, some direc tly involved, and others who have quietly encouraged and extended their support, while being in the background. I take this opportunity to extend my deep sense of gratitude and heartfelt thanks to all those who have helped us directly or in directly during the course of my project. My colleagues and associates at ASIAN SCHOOL OF BUSINESS MANAGEMENT continue to have important impact on my thinking. I am in debt to my corporate guide Mr. Sambit Mohanty (Branch Head) & Shibashis Pattanaik(Financial Planning Executive) of Bajaj Capital Bhubaneswar. Who have tau ght me a great deal as we worked together to adopt marketing management thinking to the problems of different situations. This dissertation could not have been written without Prof.Kalpana Sahoo who not only served as my supervisor but also encouraged and challenged me throughout my academic program who patiently guide d me through the dissertation process, never accepting less than my best efforts . I am also appreciative of all that I have learned from working with industry e xecutives who have generously shared their insight and experiences. I would like to give thanks to all the staff of Bajaj capital. Bhubaneswar (Orissa) for their valuable and sincere cooperation and plying all the database of Bajaj capital, Bhu baneswar (Orissa). I am thankful to my parents, & my entire family who are alway s my source of brainchild & unplumbed exertion towards the journey of my life. A t last but not the least I am grateful to Omnipotent God for his manifold blessi ng in this endeavor of mine. Deviprasad Dandapat 28th June 2010 2

EXECUTIVE SUMMARY 3

I EXECUTIVE SUMMARY n todays corporate and competitive world, I find that insurance 7 Mutual Fund sec tor has the maximum growth and potential as compared to the other sectors. Insur ance has the maximum growth rate of 70-80% while as FMCG sector has maximum 12-15% of growth rate. This growth potential attracts me to enter in this sector and Bajaj Capital has given me the opportunity to work and get experience in highly competitive and enhancing sector. My project was to understand the different marketing strategies adopted by the company, namely, B ajaj Capital to increase their market share and also to achieve its own target i n order to attain the zenith of its respective sector. My SIP has helped me in l earning a lot of things about the corporate world. As a project trainee I was re quired to understand the behavior of the consumer in order to manipulate the mar ket and gain an advantage in the competitive scenario. I also learned to develop the agency channel and how to create business opportunities. This helped me to know the issues of the competitive market and also helped me enhance my communic ation and convincing skills. Understanding the ground reality of marketing is li ke stars in the eyes of every Management Professional, & this experience becomes more profound when the inception is with a pioneer like Bajaj Capital. During t he two months Summer Project with Bajaj Capital had a very nice Corporate World Exposure, which I think will serve as a stepping stone for me in my corporate jo urney. In todays corporate and competitive world, I find that insurance 7 Mutual Fund sector has the maximum growth and potential as compared to the other sector s. Insurance has the maximum growth rate of 70-80% while as FMCG sector has 4

maximum 12-15% of growth rate. This growth potential attracts me to enter in thi s sector and Bajaj Capital has given me the opportunity to work and get experien ce in highly competitive and enhancing sector. Unit Links Insurance Plan (ULIP) and Mutual Fund (MF) are the two most preferred options for a part time investor to invest into equity. But how do we decide which one should we go for. Though it is very easy to decide, people tend to confuse themselves most of the time. T his Report talks about some points that you need to consider while deciding whic h option we want to take. Mutual Fund is pure investments. ULIP are combination of Insurance and Investment. 5

Market Capitalization of Mutual Fund and ULIPs Chapter-01 Mutual Fund 6

INTRODUCTION A Mutual Fund is a collective investment vehicle formed with the specific objectiv e of raising money from a large number of Individuals and investing it according to a pre specified objective. The word Mutual in a Mutual Fund signifies a vehi cle wherein the benefits of Investment accrued pro rata to all the investors in proportion to there Investments. Over the past decades Mutual Funds have grown i ntensely in popularity and have experienced a considerable growth rate. Mutual F unds are popular because they make it easy for small investors to invest their m oney in a diversified pool of securities. As the Mutual Fund industry has evolve d over the years MEANING: Mutual Fund is a trust that pools the savings of a number of investors who share a common financial goal. Anyone with an invisible surplus of as little as few th ousand rupees can invest in Mutual Funds. These investors buy units of a particu lar Mutual Fund scheme that has a defined investment objective and strategy. The fund manager in different types of securities then invests the money thus collec ted. These could range from shares to debentures to money market instruments, de pending on the schemes stated objectives. The income earned through these investm ents and the capital appreciations realized by the scheme are shared by its unit holders in proportion of the number of units owned by them. Thus a Mutual Fund is the most suitable investment for the common man as it offers an opportune inv esting a diversified, professionally managed basket of securities at a relativel y low cost. A Mutual Fund is the ideal investment vehicle for todays complex mode rn world. It appoints professionally qualified and experienced staff that manage s each of these functions on full time basis. The large pool of money collected in the fund allows it to hire such staff at a very low cost to each investor. In effect, the Mutual Fund vehicle exploits economies of scale in all three areas research, investing and transaction processing. While the concept of individuals coming together to invest money collectively is not new, the Mutual Fund in its present form is a 20th century phenomenon. In fact, Mutual Funds gained popular ity only after the Second World War. Globally, there are thousand of firms offeri ngs tens of thousand of Mutual Funds with different investment objectives. Today Mutual Funds collectively manage almost as much money as banks. 7

Along with the success of Mutual Funds, inevitably there arose a need to regulat e the industry. Thus regulation and regulatory bodies came into being so that sm all investors were not misled or put to loss by some unscrupulous people represe nting themselves as Mutual Funds. Characteristics of Mutual Funds: The ownership is in the hands of the investors who have pooled in their funds. I t is managed by a team of investment professionals and other service providers. The pool of funds is invested in a portfolio of marketable investments. The inve stors share is denominated by units whose value is called as Net Asset Value (NAV) which changes everyday. The investment portfolio is created according to the st ated investment objectives of the fund. ADVANTAGES OF MUTUAL FUNDS: The advantages of Mutual Funds are given below: Portfolio Diversification Mutual Funds invest in a number of companies. This diversification reduces the r isk because it happens very rarely that all the stocks decline at the same time and in the same proportion. So this is the main advantage of Mutual Funds. Professional Management Mutual Funds provide the services of experienced and skilled professionals, assi sted by investment research team that analysis the performance and prospects of companies and select the suitable investments to achieve the objectives of the s cheme. Low Costs Mutual Funds are a relatively less expensive way to invest as compare to directl y investing in a capital markets because of less amount of brokerage and other f ees. Liquidity This is the main advantage of Mutual Fund, which is whenever investor needs mone y he can easily get redemption, which is not possible in most of other options o f investment. In openended schemes of Mutual Fund, the investor gets the money b ack at net asset value and on the other hand in close-ended schemes the units ca n be sold in a stock exchange at a prevailing market price. 8

 Transparency In Mutual Fund, investors get full information of the value of their investment, the proportion of money invested in each class of assets and the fund managers i nvestment strategy Flexibility Flexibility is also the main advantage of Mutual Fund. Through this investors ca n systematically invest or withdraw funds according to their needs and convenien ce like regular investment plans, regular withdrawal plans, and dividend reinves tment plans etc. Convenient Administration Investing in a Mutual Fund reduces paperwork and helps investors to avoid many p roblems like bad deliveries, delayed payments and follow up with brokers and com panies. Mutual Funds save time and make investing easy. Affordability Investors individually may lack sufficient funds to invest in high-grade stocks. A Mutual Fund because of its large corpus allows even a small investor to take the benefit of its investment strategy. Well Regulated All Mutual Funds are registered with SEBI and they function with in the provisio ns of strict regulations designed to protect the interest of investors. The oper ations of Mutual Funds are regularly monitored by SEBI. Disadvantages of Mutual Funds: Mutual Funds have their following drawbacks: No Guarantees No investment is risk free. If the entire stock market declines in value, the va lue of Mutual Fund shares will go down as well, no matter how balanced the portf olio. Investors encounter fewer risks when they invest in Mutual Funds than when they buy and sell stocks on their own. However, anyone who invests through Mutu al Fund runs the risk of losing the money. Fees and Commissions All funds charge administrative fees to cover their day to day expenses. Some fu nds also charge sales commissions or loads to compensate brokers, financial cons ultants, or financial planners. Even if you dont use a broker or other financial advisor, you will pay a sales commission if you buy shares in a Load Fund.

 Taxes During a typical year, most actively managed Mutual Funds sell anywhere from 20 to 70 percent of the securities in their portfolios. If your fund makes profit o n its sales, you will pay taxes on the income you receive; even you reinvest the money you made. 9

 Management Risk When you invest in Mutual Fund, you depend on fund manager to make the right dec isions regarding the funds portfolio. If the manager does not perform well as you had hoped, you might not make as much money on your investment as you expected. Of course, if you invest in index funds, you forego management risk because the se funds do not employ managers. Types of Mutual Fund Schemes: In India, there are many companies, both public and private that are engaged in the trading of Mutual Funds. Wide varieties of Mutual Fund Schemes exist to cate r to the needs such as financial position, risk tolerance and return expectation s etc. Investment can be made either in the debt Securities or equity .The table below gives an overview into the existing types of schemes in the Industry. MUT UAL FUND SCHEME By structure Open-ended Schemes By Investment Objectives Other Schemes Tax saving fund Close Ended Schemes Debt Schemes MM Mutual Fund Equity Schemes Large cap Fund Sector specific fund Interval Schemes FMP Mid cap Fund Index Schemes Other Debt Schemes Small cap Fund Any Other Equity Fund 10

Generally two options are available for every scheme regarding dividend payout a nd growth option. By opting for growth option an investor can have the benefit o f long-term growth in the stock market on the other side by opting for the divid end option an investor can maintain his liquidity by receiving dividend time to time. Some time people refer dividend option as dividend fund and growth fund. G enerally decisions regarding declaration of the dividend depend upon the perform ance of stock market and performance of the fund. Option Regarding Dividend Dividend Growth Payout Systematic Investment Plan (SIP): Reinvested Systematic investment plan is like Recurring Deposit in which investor invests i n the particular scheme on regular intervals. In the case it is convenient for s alaried class and middle-income group. In this case on regular interval units of specified amount is created. An investor can make payment by regular payments b y issuing cheques, post dated cheques, ECS, standing Mandate etc. SIP can be sta rted in the any open-ended fund if there is provision of it. There are some entr y and exit load barriers for discontinuation and redemption of the fund before t he said period. According to Structure: Open Ended Funds: An open ended fund is one that is available for subscription all through the yea r. These do not have a fixed maturity. Investors can conveniently buy and sell u nits at Net Asset Value (NAV) related prices. The key feature of open ended schem es is liquidity. Close Ended Funds: A close ended fund has a stipulated maturity period which generally ranging from 3 to 15 years. The fund is open for subscription only during a specified period . Investors can invest in 11

the scheme at the same time of the initial public issue and thereafter they can buy and sell the units of the scheme on the stock exchanges where they are liste d. In order to provide an exit route to the investors, some close ended funds gi ve an option of selling back the units to the Mutual Fund through periodic repur chase at NAV related prices. Interval Funds: Interval funds combine the features of open ended and close ended schemes. They are open for sales or redemption during pre-determined intervals at their NAV. According to Investment Objective: Growth Funds: The aim of growth funds is to provide capital appreciation over the medium to lo ng term. Such schemes normally invest a majority of their corpus in equities. It has been proven that returns from stocks are much better than the other investm ents had over the long term. Growth schemes are ideal for investors having a lon g term outlook seeking growth over a period of time. Income Funds: The aim of the income funds is to provide regular and steady income to investors . Such schemes generally invest in fixed income securities such as bonds, corpor ate debentures and government securities. Income funds are ideal for capital sta bility and regular income. Balanced Funds: The aim of balanced funds is to provide both growth and regular income. Such sch emes periodically distribute a part of their earning and invest both in equities and fixed income securities in the proportion indicated in their offer document s. In a rising stock market, the NAV of these schemes may not normally keep pace or fall equally when the market falls. These are ideal for investors looking fo r a combination of income and moderate growth. Money Market Funds: The main aim of money market funds is to provide easy liquidity, preservation of capital and moderate income. These schemes generally invest in safe short term instruments such as treasury bills, certificates of deposit, commercial paper an d inter bank call money. Returns on these schemes may fluctuate depending upon t he interest rates prevailing in the market. These are ideal for corporate and in dividual investors as a means to park their surplus funds for short periods. 12

Other Schemes: Tax Saving Schemes: These schemes offer tax rebates to the investors under specific provisions of th e Indian Income Tax laws as the government offers tax incentives for investment in specified avenues. Investments made inequity Linked Saving Schemes (ELSS) and Pension Schemes are allowed as deduction u/s 88 of the Income Tax Act, 1961. Th e Act also provides opportunities to investors to save capital gains. Special Schemes: Index Schemes: Index funds attempt to replicate the performance of a particular index such as t he BSE Sensex or the NSE 50. Sector Specific Schemes: Sector funds are those which invest exclusively in a specified industry or a gro up of industries or various segments such as A group shares or initial public offe rings. Bond Schemes: It seeks investment in bonds, debentures and debt related instrument to generate regular income flow. 13

Industrial Profile 14

Industry Profile: The Mutual Fund industry is a lot like the film star of the finance business. Th ough it is perhaps the smallest segment of the industry, it is also the most gla morous in that it is a young industry where there are changes in the rules of th e game everyday, and there are constant shifts and upheavals. The Mutual Fund is structured around a fairly simple concept, the mitigation of risk through the s preading of investments across multiple entities, which is achieved by the pooli ng of a number of small investments into a large bucket. Yet it has been the sub ject of perhaps the most elaborate and prolonged regulatory effort in the histor y of the country. A little history: The Mutual Fund industry started in India in a small way with the UTI Act creati ng what was effectively a small savings division within the RBI. Over a period o f 25 years this grew fairly successfully and gave investors a good return, and t herefore in 1989, as the next logical step, public sector banks and financial in stitutions were allowed to float Mutual Funds and their success emboldened the g overnment to allow the private sector to foray into this area. The initial years of the industry also saw the emerging years of the Indian equity market, when a number of mistakes were made and hence the Mutual Fund schemes, which invested in lesserknown stocks and at very high levels, became loss leaders for retail in vestors. From those days to today the retail investor, for whom the Mutual Fund is actually intended, has not yet returned to the industry in a big way. But to be fair, the industry too has focused on brining in the large investor, so that it can create a significant base corpus, which can make the retail investor feel more secure. The Indian Mutual Fund industry has Rs 5.67 lakh crores of Assets Under Management (AUM). As per data released by Association of Mutual Funds in I ndia, the asset base of all Mutual Fund combined has risen by 7.32% in April, th e first month of the current fiscal. As of now, there are 33 fund houses in the country including 16 joint ventures and 3 wholly owned foreign asset managers. A ccording to a recent McKinsey report, the total AUM of the Indian Mutual Fund in dustry could grow to $350-440 billion by 2012, expanding 33% annually. While the revenue and profit (PAT) pools of Indian AMCs are pegged at $542 million and $2 20 million respectively, it is at par with fund houses in developed economies. O perating profits for AMCs in India, as a percentage of average assets under mana gement, were at 32 basis points in 2006-07, while the number was 12 bps in UK, 1 7 bps in Germany and 18 bps in the US, in the same time frame. 15

Major Players in Indian Mutual Fund Industry and Their AUM Mutual Fund Name No. of Scheme s 337 54 177 343 22 54 80 187 211 26 39 230 371 2 21 431 262 9 185 112 216 3 151 6 345 45 255 219 389 14 315 As on Crores ABN AMRO MF 7803AIG Global MF SBI Mutual Fund Birla Mutual Fund BOB Mutual Fund Canara Robeco Mutual Fund DBS Chola Mutual Fund Deutsche Mutual Fund DSP Merrill Lynch Mutual Fund Escorts Mutual Fund Fidelity Mutual Fund Franklin Templeton I nvestments HDFC Mutual Fund HSBC Mutual Fund ICICI Prudential Mutual Fund ING Mu tual Fund JPMorgan Mutual Fund Kotak Mahindra Mutual Fund LIC Mutual Fund Lotus India Mutual Fund Morgan Stanley Mutual Fund PRINCIPAL Mutual Fund Quantum Mutua l Fund Reliance Mutual Fund Sahara Mutual Fund Mirae asset Mutual Fund Sundaram Mutual Fund Tata Mutual Fund Taurus Mutual Fund UTI Mutual Fund July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2 008 July 31, 2008 July 31, 2008 Feb 29, 2008 Feb 29, 2008 Mar 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 J uly 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 2008 July 31, 20 08 July 31, 2008 7803 3513 29151.00 37497.00 56.00 4576.00 1853.00 10792.00 19483.00 177.00 7464. 00 24441.00 50,752.00 16,385.00 55,161.00 7091.00 3054.00 18,782.00 17,499.00 78 31.00 2,814.00 11,359.00 66.00 84,564.00 175.00 2546.00 11,898.00 20,443.00 289. 00 46,120.00 Source: www.mutualundsindia.com/amc_snapshot.asp?amc_name=AM008 16

History of Mutual Fund: The Mutual Fund industry in India started in 1963 with the formation of Unit Tru st of India (UTI), at the initiative of the Government of India and Reserve Bank . The history of Mutual Funds in India can be broadly divided into four distinct phases: First Phase 1964- 87 An Act of Parliament established Unit Trust of India (UTI) on 1963. It was setup by the Reserve Bank of India and functioned under the Regulatory and administra tive control of the Reserve Bank of India. In 1978 UTI was delinked from the RBI and the Industrial Development Bank of India (IDBI) took over the regulatory an d administrative control in place of RBI. The first scheme launched by UTI was U nit Scheme 1964. At the end of 1988 UTI hadRs.6, 700 crores of assets under mana gement. Second Phase 1987-1993 (Entry of Public Sector Funds) 1987 marked the entry of non- UTI, public sector Mutual Funds set up by public s ector banks and Life Insurance Corporation of India (LIC) and General Insurance Corporation of India (GIC). SBI Mutual Fund was the first non- UTI Mutual Fund e stablished in June 1987 followed by Can bank Mutual Fund(Dec 87), Punjab Nationa l Bank Mutual Fund (Aug 89), Indian Bank Mutual Fund (Nov 89), Bank of India (Ju n 90), Bank of Baroda Mutual Fund (Oct 92).LIC established its Mutual Fund in Ju ne 1989 while GIC had set up its Mutual Fund in December 1990.At the end of 1993 , the Mutual Fund industry had assets under management of Rs.47,004 crores. Third Phase 1993-2003 (Entry of Private Sector Funds) With the entry of private sector funds in 1993, a new era started in the Indian Mutual Fund industry, giving the Indian investors a wider choice of fund familie s. Also, 1993 was the year in which the first Mutual Fund Regulations came into being, under which all Mutual Funds, except UTI were to be registered and govern ed. The erstwhile Kothari Pioneer (now merged with Franklin Templeton) was the f irst private sector Mutual Fund registered in July 1993. Fourth Phase since February 2003 In February 2003, following the repeal of the Unit Trust of India Act 1963UTIwas bifurcated into two separate entities. One is the Specified Undertaking of the Unit Trust of India with assets under management ofRs.29, 835 crores as at the e nd of January 2003, representing broadly, the assets of US 64scheme, assured ret urn and certain other schemes. The Specified Undertaking of Unit Trust of India, functioning under an administrator and under the rules framed by Government of India and does not come under the purview of the Mutual Fund Regulations. The se cond is the UTI Mutual Fund Ltd, sponsored by SBI, PNB, BOB and LIC. It is regis tered with SEBI and functions under the Mutual Fund Regulations. With the bifurc ation of the erstwhile UTI which had in March2000 more thanRs.76,000 crores of a ssets under management and with 17

the setting up of a UTI Mutual Fund, conforming to the SEBI Mutual Fund Regulati ons, and with recent mergers taking place among different private sector funds, the Mutual Fund industry has entered its current phase of consolidation and grow th. As at the end of September, 2004, there were 29funds, which manage assets of Rs.153108 crores under 421 schemes. Analysis: First Phase 1964-87(UTI was the Only Player) Second Phase 1987-1993 (Entry of Pu blic Sector Funds): Third Phase 1993-2003 (Entry of Private Sector Funds): Fourt h Phase Since February 2003. 18

Overview of Mutual Fund Industry: Over the past decades Mutual Funds have grown intensely in popularity and have e xperienced a considerable growth rate. The graph indicates the growth of assets over the years. Growth in Assets under Management: 19

Erstwhile UTI was bifurcated into UTI Mutual Fund and the Specified Undertaking of the Unit Trust of India effective from February 2003. The Assets under manage ment of the Specified Undertaking of the Unit Trust of India has therefore been excluded from the total assets of the industry as a whole from February 2003 onw ards. This is how a Mutual Fund going on. it is also called as the life cycle of Mutual Fund. This is the way how Mutual Fund works. Its starts from investor and it also end with investor. So investor plays a vital role in Mutual Fund. Its all about Mutua l Fund. Now we are going to discuss about the Reliance Mutual Fund (RMF) in deta il. Economic Environment: While the Indian Mutual Fund industry has grown in size by about 320% from March , 1993 (Rs. 470 billion) to December, 2004 (Rs. 1505 billion) in terms of AUM, t he AUM of the sector excluding UTI has grown over 8 times from Rs.152 billion in March 1999 to $ 148 billion as at March 2008. Though India is a minor player in the global Mutual Fund industry, its AUM as proportion of the global AUM has st eadily increased and has doubled over its levels in 1999.The growth rate of Indi an Mutual Fund industry has been increasing for the last few years. It was appro ximately 0.12% in the year of 1999 and it is noticed 0.25% in 2004 in terms of A UM as percentage of global AUM. 20

Some facts for the growth of Mutual Funds in India: 100% growth in the last 6 years. Number of foreign AMCs is in the queue to the Indian markets. Our saving rate is over 23%, highest in the world. Only chan nelizing these savings in Mutual Funds sector is required. We have approximately 29 Mutual Funds which are much less than US having more than 800. There is a bi g scope for expansion. Mutual Fund can penetrate rural like the Indian insurance industry with simple and limited products. SEBI allowing the MF s to launch com modity Mutual Funds. Emphasis on better corporate governance. Trying to curb the late trading practices. Introduction of Financial Planners who can provide need based advice. Recent trends in Mutual Fund industry: The most important trend in the Mutual Fund industry is the aggressive expansion of the foreign owned Mutual Fund companies and the decline of the companies flo ated by the nationalized banks and smaller private sector players. Many national ized banks got into the Mutual Fund business in the early nineties and got off t o a start due to the stock market boom were prevailing. These banks did not real ly understand the Mutual Fund business and they just viewed it as another kind o f banking activity. Few hired specialized staff and generally chose to transfer staff from the parent organizations. The performance of most of the schemes floa ted by these funds was not good. Some schemes had offered guaranteed returns and their parent organizations had to bail out these AMCs by paying large amounts o f money as a difference between the guaranteed and actual returns. The service l evels were also very bad. Most of these AMCs have not been able to retain staff, float new schemes etc. 21

Members of AMFI: Bank Sponsored 1. Joint Ventures - Predominantly Indian 1. Canara Robeco Asset Management Company Limited 2. SBI Funds Management Privat e Limited 2. Others 1. Baroda Pioneer Asset Management Company Limited 2. UTI Asset Management Compa ny Ltd Institutions 1. LIC Mutual Fund Asset Management Company Limited Private Sector 1. Indian 1. Benchmark Asset Management Company Pvt. Ltd. 2. DBS Cholamandalam Asset Manag ement Ltd. 3. Deutsche Asset Management (India) Pvt. Ltd. 4. Edelweiss Asset Man agement Limited 5. Escorts Asset Management Limited 6. IDFC Asset Management Com pany Private Limited 7. JM Financial Asset Management Private Limited 8. Kotak M ahindra Asset Management Company Limited (KMAMCL) 9. Quantum Asset Management Co . Private Ltd. 10. Reliance Capital Asset Management Ltd. 11. Sahara Asset Manag ement Company Private Limited 12. Tata Asset Management Limited 13. Taurus Asset Management Company Limited 2. Foreign 1. AIG Global Asset Management Company (India) Pvt. Ltd. 2. FIL Fund Management Private Limited 3. Franklin Templeton Asset Management (India) Private Limited 4 . Mirae Asset Global Investment Management (India) Pvt. Ltd. 3. Joint Ventures - Predominantly Indian 1. Birla Sun Life Asset Management Company Limited 22

2. DSP Merrill Lynch Fund Managers Limited 3. HDFC Asset Management Company Limi ted 4. ICICI Prudential Asset Management Company Limited 5. Sundaram BNP Paribas Asset Management Company Limited 4. Joint Ventures - Predominantly Foreign 1. ABN AMRO Asset Management (India) Pvt. Ltd. 2. Bharti AXA Investment Managers Pvt. Ltd 3. HSBC Asset Management (India) Private Ltd. 4. ING Investment Manage ment (India) Pvt. Ltd. 5. JPMorgan Asset Management India Pvt. Ltd. 6. Lotus Ind ia Asset Management Co. Pvt. Ltd. 7. Morgan Stanley Investment Management Pvt. L td. 8. Principal PNB Asset Management Co. Pvt. Ltd. 23

Frequently Used Terms: Advisor - Is employed by a Mutual Fund organization to give professional advice on the funds investments and to supervise the management of its asset. Diversification The policy of spreading investments among range of different sec urities to reduce the risk. Net Asset Value (NAV) - Net Asset Value is the market value of the assets of the scheme minus its liabilities. The per unit NAV is the net asset value of the scheme div ided by the number of units outstanding on the Valuation Date. Sales Price - Is the price you pay when you invest in a scheme. Also called Offe r price. It may include a sales load. Repurchase Price - Is the price at which a close-ended scheme repurchases its un its and it may include a back-end load. This is also called Bid Price. Redemption Price - Is the price at which open-ended schemes repurchase their uni ts and close-ended schemes redeem their units on maturity. Such prices are NAV related. Sales Load - Is a charge collected by a scheme when it sells the units. Also cal led Front-end load. Schemes that do not charge a load are called No Load schemes.\ Repurchase or Back-end Load Is a charge collected by a scheme when it buys back the units from the unit hold ers. Dividend Policy: Dividend will be distributed from the available distributable surplus after the deduction of the divided distribution surplus after the deduction of the dividen d distribution tax and the applicable surcharge, if any. The Mutual Fund is not guaranteeing or assuring any dividend. 24

Chapter-02 ULIP (UNIT LINKED INSURANCE Policy) 25

Introduction: W orld over, insurance come in different forms and shapes. although the generic na mes may find similar, the difference in product features makes one wonder about the basis on which these products are designed .With insurance market opened up, Indian customer has suddenly found himself in market place where he is bombarde d with a lot of jargon as well as marketing gimmicks with a very little knowledg e of what is happening. This module is aimed at clarifying these underlying conc epts and simplifying the different products available in the market. Current Market Share of Private Insurance Companies in India: We have many products like Endowment, Whole life, Money back etc. All these prod ucts are based on following basic platforms or structures viz: Traditional Life Insurance Universal Life or Unit Linked Insurance Policy. 26

Traditional Life An Overview: The basic and widely used form of design is known as Traditional Life Platform. It is based on the concept of sharing. Each of the policy holder contributes his contribution (premium) into the common large fund is managed by the company on behalf of the policy holders. Administration of that common fund in the interest of everybody was entrusted to the insurance company .It was the responsibility of the company to administer schemes for benefit of the policyholders. Policyhol ders played a very passive roll. In the course of time, the same concept of shar ing and a common fund was extended to different areas like saving, investment et c. Features of Traditional Life: This is the simplest way of designing product as far as concerned. He has no oth er responsibility but to pay the premium regularly. Company is responsible for t he protection as well as maximization of the policyholders funds. There is a comm on fund where in all the premiums paid are accumulated. Expenses incurred as wel l as claim paid are then taken out of this fund. Companies carry out the valuati on of the fund periodically to ascertain the position. It is also a practice to increase the minimum possible guarantee under a policy every year in the form of declaring and attaching bonuses to the sum assured on the basis of this valuati on. Declaration of bonuses is not mandatory. Based on the end objective, compani es may offer different plans like saving plans, investment plans etc.(e.g. Endow ment , SPWLIP) It helps to maintain a smooth growth and protects against the vag aries of the market. In other words it minimizes the risk of investments for an average individual. He shares his risk with a group of like-minded individuals. Universal Life or Unit Linked Insurance Policy: ULIP is the Product Innovation of the conventional Insurance product. With the d ecline in the popularity of traditional Insurance products & changing Investor n eeds in terms of life protection, periodicity, returns& liquidity, it was need o f the hour to have an Instrument that offers all these features bundled into one . 27

Meaning: A Unit Link Insurance Policy (ULIP) is one in which the customer is provided wit h a life insurance cover and the premium paid is invested in either debt or equi ty products or a combination of the two. In other words, it enables the buyer to secure some protection for his family in the event of his untimely death and at the same time provides him an opportunity to earn a return on his premium paid. In the event of the insured person s untimely death, his nominees would normall y receive an amount that is the higher of the sum assured or the value of the un its (investments). To put it simply, ULIP attempts to fulfill investment needs o f investor with protection/insurance needs of an insurance seeker. It saves the investor/insurance-seeker the hassles of managing and tracking a portfolio or pr oducts. More importantly ULIPs offer investors the opportunity to select a produ ct which matches their risk profile. Unit Linked Insurance Plans came into play in the 1960s and became very popular in Western Europe and Americas. In India Th e first unit linked Insurance Plan , popularly known as ULIP Unit Linked Insuran ce Plan in India was brought out by Unit Trust Of India in the year 1971 by ente ring into a group insurance arrangement with LIC o provide for life cover to the investors , while UTI , as a mutual was taking care of investing the unit holde rs money in the capital market and giving them a fair return . Subsequently in t he year 1989, another Unit Linked Product was launched by the LIC Mutual Fund ca lled by the name of DHANARAKSHA which was more or less on the line of ULIP of UTI. Thereafter LIC itself came out with a Unit Linked Insurance Product known by na me BIMA PLUS in the year2001-02. Presently a number of private life insurance comp anies have launched Unit Linked Insurance Products with a variety of new feature s. ULIP - Key Features: Premiums paid can be single, regular or variable. The payment period too can be regular As in all insurance policies, the risk charge (mortality rate) varies wi th age. The maturity benefit is not typically a fixed amount and the maturity pe riod can be Investments can be made in gilt funds, balanced funds, money market funds, growth or variable. The risk cover can be increased or decreased. advanced or extended. funds or bonds. 28

 The policyholder can switch between schemes, for instance, balanced to debt or g ilt to The maturity benefit is the net asset value of the units. The costs in UL IP are higher because there is a life insurance component in it as well, in Insu rance companies have the discretion to decide on their investment portfolios. Be ing transparent the policyholder gets the entire episode on the performance of h is fund. ULIP products are exempted from tax and they provide life insurance. Pr ovides capital appreciation. Investor gets an option to choose among debt, balan ced and equity funds equity, etc. addition to the investment component. Functions of ULIP: ULIPs work on the lines of Mutual Funds. The premium paid by the client (less an y charge) is used to buy units in various funds (aggressive, balanced or conserv ative) floated by the insurance companies. Units are bought according to the pla n chosen by the policyholder. On every additional premium, more units are allott ed to his fund. The policyholder can also switch among the funds as and when he desires. While some companies allow any number of free switches to the policyhol der, some restrict the number to just three or four. If the number is exceeded, a certain charge is levied. Individuals can also make additional investments (be sides premium) from time to time to increase the savings component in their plan . This facility is termed "top-up". The money parked in a ULIP plan is returned either on the insureds death or in the event of maturity of the policy. In case o f the insured persons untimely death, the amount that the beneficiary is paid is the higher of the sum assured (insurance cover) or the value of the units (inves tments).However, some schemes pay the sum assured plus the prevailing value of t he investments. 29

Types of Funds do ULIP Offers: Most insurers offer a wide range of funds to suit ones investment objectives, risk profile and time horizons. Different funds have different risk profiles. The potential for returns also varies from fund to fun d. The following are some of the common types of funds available along with an i ndication of their risk characteristics. General Description Equity Funds Income, Fixed Interest and Bond Funds Cash Fund s Nature of investment Primarily invested in company stocks with the general aim o f capital appreciation Invested in corporate bonds, government securities and ot her fixed income instruments Sometimes known as Money Market Funds invested in c ash, bank deposits and money market instruments Combining equity investment with fixed interest instruments Risk Category Medium to High Medium Low Balanced Funds Medium There are various unit linked insurance plans available in the market. However, the key ones are pension, children, group and capital guarantee plans. The Pensi on Plans come with two variations with and without life cover and are meant for p eople who want to generate returns for their sunset years. The Children Plans, o n the other hand, are aimed at taking care of their educational and other needs. Apart from unit-linked plans for individuals, Group Unit Linked Plans are also available in the market. The Group linked plans are basically designed for emplo yers who want to offer certain benefits for their employees such as gratuity, su perannuation and leave encashment. The other important category of ULIPs is Capi tal Guarantee Plans. The plan promises the policyholder that at least the premiu m paid will be returned at maturity. But the guaranteed 30

amount is payable only when the policys maturity value is below the total premium paid by the individual till maturity. However, the guarantee is not provided on the actual premium paid but only on that portion of the premium that is net of expenses (mortality, sales and marketing, administration). USP of ULIPS: Insurance cover plus savings: ULIPs serve the purpose of providing life insuranc e combined with savings at market-linked returns. To that extent, ULIPS can be t ermed as a two-in-one plan in terms of giving an individual the twin benefits of life insurance plus savings. Multiple investment options: ULIPS offer a lot mor e variety than traditional life insurance plans. So there are multiple options a t the individuals disposal. ULIPS generally come in three broad variants: Aggress ive ULIPS (which can typically invest 80%-100% in equities, balance in debt) Bal anced ULIPS (can typically invest around 40%-60% in equities) Conservative ULIPS (can typically invest up to 20% in equities) Although this is how the ULIP opti ons are generally designed, the exact debt/equity allocations may vary across insurance companies. Individuals can opt for a varia nt based on their risk profile. Flexibility: The flexibility with which individu als can switch between the ULIP variants to capitalize on investment opportuniti es across the equity and debt markets is what distinguishes it from other instru ments. Some insurance companies allow a certain number of free switches. Switching also helps individuals on another front. They can shift from an Aggressive to a Balanced or a Conservative ULIP as they approach retirement. This is a reflecti on of the change in their risk appetite as they grow older. Works like an SIP: R upee cost-averaging is another important benefit associated with ULIPs. With an SIP, individuals invest their monies regularly over time intervals of a month/qu arter and dont have to worry about timing the stock markets. 31

Hurdles of ULIP: No Standardization: All the costs are levied in ways that do not lend to standar dization. If one company calculates administration cost by a formula, another le vies a flat rate. If one company allows a range of the sum assured (SA), another allows only a multiple of the premium. There was also the problem of a varying cost structure with age Lack of Flexibility in Life Cover: ULIP is known to be m ore flexible in nature than the traditional plans and, on most counts, they are. However, some insurance companies do not allow the individual to fix the life c over that he needs. These rely on a multiplier that is fixed by the insurer Over stating the Yield: Insurance companies work on illustrations. They are allowed t o show you how much your annual premium will be worth if it grew at 10 per cent per annum. But there are costs, so each company also gives a post-cost return at the 10per cent illustration, calling it the yield. Some companies were not incl uding the mortality cost while calculating the yield. This amounts to overstatin g the yield. Internally Made Sales Illustration: During the process of collectin g information, it was found that the sales benefit illustration shown was not co nforming to the Insurance Regulatory and Development Authority (IRDA) format. In many locations30 per cent return illustrations are still rampant Not All Show t he Benchmark Return: To talk about returns without pegging them to a benchmark i s misleading the customer. Though most companies use Sensex, BSE 100 or the Nift y as the benchmark, or the measuring rod of performance, some companies are not using any benchmark at all. Early Exit Options: The ULIP product works over the long term. The earlier the exit, the worse off is the investor since he ends up redeeming a high-front-load product and is then encouraged to move into another higher cost product at that stage. An early exit also takes away the benefit of compounding from insured. Creeping Costs: Since the investors are now more aware than before and have begun to ask for costs, some companies have found a way to answer that without disclosing too much. People are now asking how much of the premium will go to work. There are plans that are able to say 92 per cent will 32

be invested, that is, will have a front load of just 8 per cent. What they do no t say is the much higher policy administration cost that is tucked away inside ( adjusted from the fund value).While most insurance companies charge an annual fe e of about Rs 600 as administration costs, that stay fixed over time, there are plans that charge this amount, but it grows by as much as 5 per cent a year over time. There are others that charge a multiple of this amount and that too grows . Are Investment Returns Guaranteed in a ULIP? Investment returns from ULIP may not be guaranteed. In unit linked products/policies, the investment risk in inves tment portfolio is borne by the policy holder. Depending upon the performance of the unit linked fund(s) chosen; the policy holder may achieve gains or losses on his/her investments. It should also be noted that the past returns of a fund ar e not necessarily indicative of the future performance of the fund. Charges, fees and deductions in a ULIP: ULIPs offered by different insurers have varying charge structures. Broadly, the different types of fees and charges are given below. However it may be noted th at insurers have the right to revise fees and charges over a period of time. Pre mium Allocation Charge: This is a percentage of the premium appropriated towards charges before allocating the units under the policy. This charge normally incl udes initial and renewal expenses apart from commission expenses. Mortality Char ges: These are charges to provide for the cost of insurance coverage under the p lan. Mortality charges depend on number of factors such as age, amount of covera ge, state of health etc. Fund Management Fees: These are fees levied for managem ent of the fund(s) and are deducted before arriving at the Net Asset Value (NAV) . Policy/ Administration Charges: These are the fees for administration of the p lan and levied by cancellation of units. This could be flat throughout the polic y term or vary at a per-determined rate. Surrender Charges: A surrender charge m ay be deducted for premature partial or full encashment of units wherever applic able, as mentioned in the policy conditions. 33

Fund Switching Charge: Generally a limited number of fund switches may be allowe d each year without charge, with subsequent switches, subject to a charge. Servi ce Tax Deductions: Before allotment of the units the applicable service tax is d educted from the risk portion of the premium. Can one seek refund of premiums if not satisfied with the policy, after purchasing it? The policyholder can seek r efund of premiums if he disagrees with the terms and conditions of the policy, w ithin 15 days of receipt of the policy document (Free Look period). The policyho lder shall be refunded the fund value including charges levied through cancellat ion of units subject to deduction of expenses towards medical examination, stamp duty and proportionate risk premium for the period of cover. What should one ve rify before signing the proposal? One has to verify the approved sales brochure for o All the charges deductible under the policy o Payment on premature surrend er o Features and benefits o Limitations and exclusions o Lapsation and its cons equences o Other disclosures o Illustration projecting benefits payable in two s cenarios of 6% and 10% returns as prescribed by the life insurance council. What happens if payment of premiums is discontinued? a) Discontinuance within three years of commencement If all the premiums have not been paid for at least three consecutive years from inception, the insurance cover shall cease immediately. Insurers may give an op portunity for revival within the period allowed; if the policy is not revived wi thin that period, surrender value shall be paid at the end of third policy anniv ersary or at the end of the period allowed for revival, whichever is later. b) D iscontinuance after three years of commencement At the end of the period allowed for revival, the contract shall be terminated by paying the surrender value. Th e insurer may offer to continue the insurance cover, if so opted for by the poli cy holder, levying appropriate charges until the fund value is not less than one full years premium. When the fund value reaches an amount equivalent to one full years premium, the contract shall be terminated by paying the fund value. 34

Chapter-03 ULIPs vs. Mutual Funds 35

Comparison between ULIPS and Mutual Funds: U nit Linked Insurance Policies (ULIPs) as an investment avenue are closest to Mut ual Funds in terms of their structure and functioning. As is the cases with Mutu al Funds, investors in ULIPs are allotted units by the insurance company and a n et asset value (NAV) is declared for the same on a daily basis. Similarly ULIP i nvestors have the option of investing across various schemes similar to the ones found in the Mutual Funds domain, i.e. diversified equity funds, balanced funds and debt funds to name a few. Generally speaking, ULIPs can be termed as Mutual Fund schemes with an insurance component. However it should not be construed th at barring the insurance element there is nothing differentiating Mutual Funds f rom ULIPs. Points of difference between the two: 1. Mode of investment/ investme nt amounts Mutual Fund investors have the option of either making lump sum inves tments or investing using the systematic investment plan (SIP) route which entai ls commitments over longer time horizons. The minimum investment amounts are lai d out by the fund house. ULIP investors also have the choice of investing in a l ump sum (single premium) or using the conventional route, i.e. making premium pa yments on an annual, half-yearly, quarterly or monthly basis. In ULIPs, determin ing the premium paid is often the starting point for the investment activity. Th is is in stark contrast to conventional insurance plans where the sum assured is the starting point and premiums to be paid are determined thereafter. ULIP inve stors also have the flexibility to alter the premium amounts during the policy s tenure. For example an individual with access to surplus funds can enhance the contribution thereby ensuring that his surplus funds are gainfully invested; con versely an individual faced with a liquidity crunch has the option of paying a l ower amount (the difference being adjusted in the accumulated value of his ULIP) . The freedom to modify premium payments at ones convenience clearly gives ULIP i nvestors an edge over their Mutual Fund counterparts. 2. Expenses In Mutual Fund investments, expenses charged for various activities like fund management, sale s and marketing, administration among others are subject to per-determined upper limits as prescribed by the Securities and Exchange Board of India. 36

For example equity-oriented funds can charge their investors a maximum of2.5% pe r annum on a recurring basis for all their expenses; any expense above the presc ribed limit is borne by the fund house and not the investors. Similarly funds al so charge their investors entry and exit loads (in most cases, either is applica ble). Entry loads are charged at the timing of making an investment while the ex it load is charged at the time of sale. Insurance companies have a free hand in levying expenses on their ULIP products with no upper limits being prescribed by the regulator, i.e. the Insurance Regulatory and Development Authority. This ex plains the complex and at times unwieldy expense structures on ULIP offerings. The only restraint placed is that insurers are required to notify the regulator of all the expenses that will be charged on their ULIP offerings. Expenses can have far-reaching consequences on investors since higher expenses translate into lower amounts being invested and a smaller corpus being accumulated. ULIP-relat ed expenses have been dealt with in detail in the article "Understanding ULIP ex penses". 3. Portfolio disclosure Mutual Fund houses are required to statutorily declare their portfolios on a quarterly basis, albeit most fund houses do so on a monthly basis. Investors get the opportunity to see where their monies are bei ng invested and how they have been managed by studying the portfolio. There is l ack of consensus on whether ULIPs are required to disclose their portfolios. Dur ing our interactions with leading insurers we came across divergent views on thi s issue. While one school of thought believes that disclosing portfolios on a qu arterly basis is mandatory, the other believes that there is no legal obligation to do so and that insurers are required to disclose their portfolios only on de mand. Some insurance companies do declare their portfolios on a monthly/quarterl y basis. However the lack of transparency in ULIP investments could be a cause f or concern considering that the amount invested in insurance policies is essenti ally meant to provide for contingencies and for long-term needs like retirement; regular portfolio disclosures on the other hand can enable investors to make ti mely investment decisions. 4. Flexibility in altering the asset allocation As wa s stated earlier, offerings in both the Mutual Funds segment and ULIPs segment a re largely comparable. For example plans that invest their entire corpus in equi ties (diversified equity funds), a 60:40 allotment in equity and debt instrument s (balanced funds) and those investing only in debt instruments (debt funds) can be found in both ULIPs and Mutual Funds. 37

If a Mutual Fund investor in a diversified equity fund wishes to shift his corpu s into a debt from the same fund house, he could have to bear an exit load and/o r entry load. On the other hand most insurance companies permit their ULIP inven tors to shift investments across various plans/asset classes either at a nominal or no cost (usually, a couple of switches are allowed free of charge every year and a cost has to be borne for additional switches). Effectively the ULIP inves tor is given the option to invest across asset classes as per his convenience in a cost-effective manner. This can prove to be very useful for investors, for ex ample in a bull market when the ULIP investor s equity component has appreciated , he can book profits by simply transferring the requisite amount to a debt-orie nted plan. 5. Tax benefits ULIP investments qualify for deductions under Section 80C of the Income Tax Act. This holds well, irrespective of the nature of the p lan chosen by the investor. On the other hand in the Mutual Funds domain, only i nvestments I-Tax-saving funds (also referred to as equity-linked savings schemes ) are eligible for Section 80C benefits. Maturity proceeds from ULIPs are tax fr ee. In case of equity-oriented funds (For example diversified equity funds, bala nced funds), if the investments are held for a period over 12 months, the gains are tax free; conversely investments sold within a 12-month period attract short -term capital gains tax @ 10%. Similarly, debt-oriented funds attract a long-ter m capital gains tax @ 10%, while a short-term capital gain is taxed at the inves tor s marginal tax rate. Despite the seemingly similar structures evidently both Mutual Funds and ULIPs have their unique set of advantages to offer. As always, it is vital for investors to be aware of the nuances in both offerings and make informed decisions. Facts to Be Considered Before Investing In ULIPS: The high returns (above 20 per cent) are definitely not sustainable over along term, as t hey have been generated during the biggest Bull Run in recent stock market histo ry. The free hand given to ULIPs might prove risky if the timing of exit happens to coincide with a bearish market phase, because of the inherently high equity component of these schemes. While a debt-oriented ULIP scheme might be superior to a debt option in a conventional Mutual Fund due to tax concessions that insur ance companies enjoy, such tax incentives may not last. 38

Look beyond NAVs: The appreciations in the net asset value (NAV) of ULIPs barely indicate the actual returns earned on your investment. The various charges on y our policy are deducted either directly from premiums before investing in units or collected on a monthly basis by knocking off units. Either way, the charges d o not affect the NAV; but the number of units in your account suffers. You might have access to daily NAVs but your real returns may be substantially lower. A r ough calculation shows that if our investments earn a 12 per cent annualized ret urn over a 20-year period in a growth fund, when measured by the change in NAV, the real pre- tax returns might be only 9 per cent. The shorter the term, the lo wer the real returns. How charges dent returns: An initial allocation charge is deducted from our premiums for selling, marketing and broker commissions. These charges could be as high as 65per cent of the first year premiums. Premium alloc ation charges are usually very high (5-65 per cent) in the first couple of years , but taper off later. The high initial charges mainly go towards funding agent commissions, which could be as high as 40 per cent of the initial premium as per IRDA (Insurance Regulatory and Development Authority) regulations. The charges are higher for a linked plan than a non-linked plan, as the former require lot m ore servicing than the latter, such as regular disclosure of investments, switch es, re-direction of premiums, withdrawals, and so on. Insurance companies have t he discretion to structure their expenses structure whereas a Mutual Fund does n ot have that luxury. The expense ratios in their case cannot exceed 2.5 per cent for an equity plan and 2.25 per cent for a dept plan respectively. The lack of regulation on the expense front works to the detriment of investors in ULIPs. Th e front-loading of charges does have an impact on overall returns as we lose out on the compounding benefit. Insurance companies explain that charges get evened out over a long term. Thus we are forced to stay with the plan for a longer ten ure to even out the effect of initial charges as the shorter the tenure, the low er our real returns. If we want to withdraw from the plan, you lose out, as you will have to pay withdrawal charges up to a certain number of years. In effect, when we lock in our money in a ULIP, despite the promise of flexibility and liqu idity, we are stuck with one fund management style. This is all the more reason to look for an established track record before committing our hard-earned money. 39

Evaluate alternative options: As an investor we have to evaluate alternative opt ions that give superior returns before considering ULIPs. Insurance companies ar gue that comparing ULIPs with Mutual Funds is like comparing oranges with apples , as the objectives are different for both the products. Most ULIPs give us the choice of a minimum investment cover so that we can direct maximum premiums towa rds investments. Both ULIPs and Mutual Funds target the same customers. If risk cover is your primary objective, pure insurance plans are less expensive. When w e choose a Mutual Fund, we look for an established track record of three to five years of consistent returns across various market cycles to judge a fund s perf ormance. It is early days for insurance companies on this score; investing subst antially in linked plans might not be advisable at this juncture. Try top-ups In surance companies allow us to make lump-sum investments in excess of the regular premiums. These top-ups are charged at a much lower rate usually one to two per cent. The expenses incurred on a top-up including agent commissions are much low er than regular premiums. Some companies also give a credit on top-ups. For inst ance, if you pay in Rs 100 as a top up, the actual allocation to units will be R s 101. If you keep the regular premiums to the minimum and increase your top ups , you can save up on charges, enhancing returns in the long run. Reduce life cov er: The price of the life cover attached to a ULIP is higher than a normal term plan. Risk charges are charged on a daily or monthly basis depending on the dail y amount at risk. Rates are not locked and are charged on a one-year renewal bas is. Our life cover charges would depend on the accumulation in your investment a ccount. As accumulation increases, the amount at risk for the insurance company decreases. However, with increasing age, the cost per Rs 1,000sum assured increa ses, effectively increasing your overall insurance costs. A lower life cover cou ld yield better returns. Stay away from riders; Any riders, such as accident rid er or critical illness rider, are also charged on a one-year renewal basis. Opti ng for these riders with a plain insurance cover could provide better value for money. 40

ULIP s as an investment is a very good vehicle for wealth creation, but way Unit Linked Insurance schemes are sold by insurance company representatives and insur ance advisers is not correct. ULIP s usually have following charges built into i t: a) Up-front Charges b) Mortality Charges (Charges for providing the risk cove r for life) c) Administrative Charges d) Fund Management Charges Mutual Funds ha ve the following charges: a) Up-front charges (Marketing, Advertising, distribut ors fee etc.) b) Fund Management Charges (expenses for managing your fund) A few aspects of investing in ULIPs versus Mutual Funds. Liquidity; ULIPs score low on liquidity. According to guidelines of the Insurance Regulatory and Development Authority (IRDA), ULIPs have a minimum term of five years and a minimum lock in of three years. You can make partial withdrawals after three years. The surrende r value of a ULIP is low in the initial years, since the insurer deducts a large part of your premium as marketing and distribution costs. ULIPs are essentially long-term products that make sense only if your time horizon is 10 to 20 years. Mutual Fund investments, on the other hand, can be redeemed at any time, barrin g ELSS (equitylinked savings schemes). Exit loads, if applicable, are generally for six months to a year in equity funds. So Mutual Funds score substantially hi gher on liquidity. Tax efficiency ULIPs are often pitched as tax-efficient, beca use your investment is eligible for exemption under Section 80C of the Income Ta x Act (subject to a limit of Rs 1 lakh). But investments in ELSS schemes of Mutu al Funds are also eligible for exemption under the same section .Besides the pre mium, the maturity amount in ULIPs is also tax-free, irrespective of whether the investment was in a balanced or debt plan. So they do have an edge on Mutual Fu nds, as debt funds are taxed at 10% without indexation benefits, and20% with ind exation benefits. The point, though, is that if you invest in a debt plan throug h a ULIP, despite its tax-efficiency your post-tax returns will below, because o f high front-end costs. Debt Mutual Funds dont charge such costs. Expenses Insura nce agents get high commissions for ULIPs, and they get them in the initial year s, not staggered over the term. So the insurer recovers most charges from you in the initial years, as it risks a loss if the policy lapses. Typically, insurers levy enormous selling charges, averaging 41

more than 20%of the first years premium, and dropping to 10% and 7.5% in subseque nt years. (And this is after investors balked when charges were as high as 65 %) Compare this with Mutual Funds fees of 2.25% on entry, uniform for all schemes. Different ULIPs have varying charges, often not made clear to investors. For ins tance, an agent who sells you a ULIP may get 25% of your first years premium, 10% in the second year, 7.5% in the third and fourth year and 5%thereafter. If your annual premium is Rs 10,000 and the agents commission in the first year is 25%, it means only Rs 7,500 of your money are invested in the first year. So even if the NAV of the fund rises, say 20%, that year, your portfolio would be worth onl y Rs 9,000much lower than the Rs 10,000 you paid. On the other hand, if you inves t Rs 10,000 in an equity scheme with a2.25% entry load, Rs 225 is deducted, and the rest is invested. If the schemes NAV rises 20%, your portfolio is worth Rs 11 ,730. This shows how ULIPs work out expensive for investors. Deduct the cost of a term policy from the Mutual Fund returns, and youre still left with a sizable d ifference. 42

Mutual Fund Vs ULIP in a Nut shell 43

Review of the Literature: In Orissa apart from Bajaj capital there is four more third Party broker Compani es are there. Looking at the market share the LIC is the pioneer but in last few years the private players have performed very well despite that the Performance of Bajaj Capital though satisfactory, but it is not the best. Because the other players are giving a cut throat competition & grabbing a high chunk of the mark et share. In order to decipher the reason behind this cause. At first I inquired my respondents regarding its product line but no where they reflected it as a m atter of worry. As per their opinion Bajaj capital have a sound product line tac kle this problem. Then I focused on the quality of service provided by Bajaj Cap ital, Similarly the ICs marked it to be satisfactory, when I asked for their fee dback in the questionnaire & through personal interview, many of them said that the people of Orissa have less knowledge regarding the products & service qualit y offered by Bajaj Capital. In their view the problem might be lying with the pr omotional strategy of Field Force. So I decided to carry on a study to decipher the competitiveness of Promotional Strategy of Field Force of Bajaj Capital in O rissa. Then I tried to gain as much as knowledge regarding the promotional strat egy being a vital tool for a companys success for this I searched for as much as information as I can & I went through many journals, books , Internet sources. T he knowledge I have acquire & the problem with Bajaj Orissa in Orissa , inspired to me carry on my survey to study the competitiveness of promotional strategy o f field force of Bajaj Capital in Orissa. The hypothesis taken behind this study is that the promotional strategy of field force of Bajaj Capital in Orissa is n ot Profound. 44

Chapter-04 Company Profile Bajaj Capital s Mission Statement The focus of our organization is to be the most useful, reliable and efficient pr ovider of Financial Services. It is our continuous endeavor to be a trustworthy adviser to our clients, helping them achieve BCIBL financial goals. 45

Bajaj Capital Ltd. T he Bajaj Capital Group is one of Indias premier Investment Advisory and Financial Planning companies. It is also SEBI- approved Category Merchant Bankers. Bajaj Capital is among the pioneers of the investment advisory and financial pla nning industry in India. For over four decades, the Company has been serving Ind ian investors, and giving shape to the vision of its founder-chairman, Mr. K.K. Bajaj. It offers personalized Investment Advisory and Financial Planning service s to individual investors, corporate houses, institutional investors, Non-Reside nt Indians (NRIs) and High Net worth Clients, among others. As one of Indias larg est distributors of financial products, we offer a wide range of investment prod ucts such as Mutual Funds, life and general insurance, bonds, post office scheme s, etc. offered by reputed public and private and government organizations. Company Profile: Bajaj Capital is one of Indias leading Financial Services companies offering Free Advice on Investments, Insurance, Tax Saving, Retirement Planning, Financial Pl anning, Childrens Future Planning and other services. It also has a wide range of products and services for Corporate, High Net worth Individuals, and NRIs all u nder one roof. At Bajaj Capital, it believes in dreaming big. Dreams inspire us to excel. They ignite hope and kindle in us the passion to stretch there limits. It also believes that nothing can or should stop us from realizing our dreams a nd financial constraints should be the last thing to stop anyone. Four decades of excellence: For over four decades, we have been helping people realize BCIBL aspirations by helping them make their wealth grow, and plan their financial lives. Today, Baja j Capital is a one of the largest financial planning and investment advisory com panies in India, with a strong presence all over the country. It takes pride in serving our customers both individual and institutional, and is known for our st rong professionalism and work ethics. Wide range of services: We offer a comprehensive range of services including financial planning and inve stment advice, and the entire gamut of financial instruments and investment prod ucts of almost all major 46

companies, both public and private. In addition, we also provide investment assi stance by helping you complete all the formalities, and help you keep regular tr ack of your investments. These services and products are delivered through our n etwork of 134 Bajaj Capital Investment Centers located all over the country. Baj aj Capital is also a SEBI- approved Category Merchant Banker. They raise resourc es for over 1,000 top institutions and corporate houses every year, and offer sp ecialized services to NonResident Indian (NRIs) and High Net worth Clients. Key Personnel Mr. K.K. Bajaj Chairman Mr. Rajiv Deep Bajaj Vice Chairman & Managing Director Mr. Sanjiv Bajaj Joint Managing Director Mr. Anil Chopra CEO & Director 47

Introducing Bajaj Capital Insurance Broking Ltd (BCIBL) By your side whenever you need us Risks are unavoidable in personal life and in business, but can be managed by pr oper planning. As a true partner, BCIBL promises to use their knowledge for cust omer benefit. Be it advice on the right insurance products or looking after your rights and interests in case of a claim, with a mission-well be by your side... w henever you need us. That s exactly where they at Bajaj Capital Insurance Broking Ltd. step in. At BCIBL, an IRDA licensed "Composite Insurance Broker" bearing l icense number CB 042/02, they call it Risk Management. They help customers to id entify the potential risks and pass some of them on to insurance companies. They are customers partners, who help them to identify and understand various risks, prioritize them and eventually manage them. As a broker, BCIBL do not offer cust omers just a single option but multiple options available, and help you select t he most appropriate one.

Products: They offer a wide range of Life and General Insurance products offered by the in surance companies that cover almost the entire spectrum of risks that individual s or your business may face. BCIBL offers a wide range of insurance packages inc luding: Personal Lines Auto Home Travel Accident & Health Property Insura e and Special Peril Marine Machinery Breakdown Electronic Equipment Insurance 48

 Loss of Profits etc. Liability Insurance Commercial General Liability Product Liability Workman s Com pensation/ Employer s Liability Contingency Risks Event Cancellation Wedding Ins urance All Risk for Mobiles, Computers and Laptops etc. Industrial All Risk and Project Insurance Specialty Products Professional Indemnity/Errors & Omissions ( E&O) Directors and Officers Liability (D&O) Fidelity Guarantee Commercial Cyber Crime Insurance Credit Insurance Mutual Fund & Asset Protection 49

Why consult BCIBL? As IRDA licensed Insurance Brokers, BCIBL are your representatives unlike an At BCIBL, BCIBL consider it your right to receive independent, unbiased and BCIBL e njoy the Preferred Insurance Broker status with many of the Insurance In fact, BCIBL enjoy a transactional relationship with almost all the Insurance We are t herefore proud to say that many companies have come up with insurance We have a strong operational and servicing team, and an all-India reach. We also have the support of a strong IT infrastructure and responsive call centers. agent who represents an insurance company. professional advice. companies. This, in essence, translates into a greater benefit for customers. companies present in India. products based on our feedback. As such, we are easily accessible. Milestones: Bajaj Capital has contributed to the growth of the Indian Capital Market at ever y step. In 1965, BCIBL were the first to innovate the Companies Fixed Deposit. T oday, BCIBL is playing an active role in the growth of the Indian Mutual Fund in dustry. BCIBL is also working closely with private insurance companies to deepen India s insurance market. Here is a brief gist of BCIBLs journey through the yea rs. 1964 Bajaj Capital sets up its first Investment Centre in New Delhi to guide individu al investors on where, when and how to invest. India s first Mutual Fund, Unit T rust of India (UTI) is incorporated in the same year. 1965 Bajaj Capital is incorporated as a Company. In the same year, the company introd uces an innovative financial instrument the Company Fixed Deposit. EIL Ltd. (Obe roi Hotels, then known as Associated Hotels of India Ltd.) becomes the first com pany to raise resources through Company Fixed Deposits. 50

1966 Bajaj Capital expands its product range to include all UTI schemes and Governmen t saving schemes in addition to Company Fixed Deposits. 1969 Bajaj Capital manages its first Equity issue (through an associate company) of G rauer & Wells India Ltd.; right from drafting the prospectus to marketing the is sue. 1975 Bajaj Capital starts offering need-based investment advice to investors, which would later be known as Financial Planning in the investment world. 1981 SAIL becomes the first government company to accept deposits, followed by IOC, B HEL, BPCL, HPCL and others; thus opening the floodgates for growth of retail inv estment market in India. Bajaj Capital plays an active role in all the schemes a s Principal Brokers. 1986 Public Sector Undertakings (PSUs) begin making public issues of bonds MTNL, NHPC , IRFC offer a series of Bond Issues. Bajaj Capital is among the top ranks of re source mobilizes. 1987 SBI leads the launch of Public Sector Mutual Funds in India. Bajaj Capital plays a significant role in fund mobilization for all these players. 1991 SBI issues India Development Bonds for NRIs. Bajaj Capital becomes the top mobil iser with collections of over US $20 million. 1993 The first private sector Mutual Fund Kothari Pioneer is launched, followed by Bi rla and Alliance in the following years. Bajaj Capital plays an active role and is ranked among the top mobilisers for all these schemes. 1995 IDBI and ICICI begin issuing their series of Bonds for retail investors. Bajaj C apital is the comanager in all these offerings and consistently ranks among the top five mobilisers on an allIndia basis. 1997 Private sector players lead the revival of Mutual Funds in India through Open-en ded Debt schemes. Bajaj Capital consolidates its position as India s largest ret ail distributor of Mutual Funds 51

1999 Bajaj Capital begins marketing Life and General Insurance products of LIC and GI C (through associate firms) in anticipation of opening up of the Insurance Secto r. Bajaj Capital achieves the milestone of becoming the top Pension Scheme sel ler in India and launches marketing of GIC s Health Insurance schemes. 2000 Bajaj Capital implements its vision of being a One-stop Financial Supermarket. The Company offers all kinds of financial products, including the entire range of investment and insurance products through its Investment Centers. Bajaj Capit al offers full-service merchant banking including structuring, management and marketing of Capital issues. Bajaj Capital reinvents Financial Planning in its international sense and upgrades its entire team of Investment Experts into Fin ancial Planners. 2002 The Company focuses on creating investor awareness for Financial Planning and ne ed-based investing. To achieve this goal, the company introduced the Internation al College of Financial Planning. The graduates of this institute become Certifi ed Financial Planners (CFPs), a coveted professional qualification. 2004 Bajaj Capital obtains the All India Insurance Broking License. Simultaneously, a series of wealth creation seminars are launched all over the country, making Ba jaj Capital a household name. 2005 Bajaj Capital launches 360 Financial Planning, a software-based program aimed at e ncouraging scientific and holistic investing. 2007 Bajaj Capital launches Stock Broking and Depository (Demat) Services. 2008 Bajaj Capital launches Just Trade, an online Platform for investing in Equities, Mutual Funds, IPO s 52

Objectives of Bajaj Capital: To serve their clients with utmost dedication and integrity so that they exceed their expectations and build enduring relationships. To offer unparalleled quali ty of service through complete knowledge of products, constant innovation in ser vices and use of the latest technology. To always give honest and unbiased finan cial advice and earn their clients everlasting trust. To serve the community by educating individuals on the merits of Financial Planning and in turn help shap e a financially strong society. To create value for all stake holders by ensurin g profitable growth. To build an amicable environment that accords respect to ev ery individual and permits their personal growth. To utilize the power of teamwo rk to function as a family and build a seamless organization. The Significance of the Logo of Bajaj capital: The logo depicts Lord Ganesha who is the source of all our values and ethics in business. The large ears of Lord Ganesha remind Bajaj Capital to hear more. They listen carefully to our clients to understand their needs. The weight of the tr unk on the mouth symbolizes silence. Bajaj Capital works silently, without blowi ng their own trumpet. The long trunk symbolizes continuous exploration. Bajaj Ca pital explores all avenues to provide the best investment opportunities for our clients. The heavy posture of Ganesha symbolizes stability. Bajaj Capital helps our clients to attain financial stability through wise investments. 53

 Lord Ganesha is known as the remover of obstacles and bestower of prosperity. Ba jaj Capital emulates His example and tries their best to help our clients attain prosperity by proper financial planning. The logo has a yellow background. Yellow is the color of gold, which symbolizes wealth. According to Vedic lore, it is also the color associated with Brihaspati , the guru and counselor of the Gods. We offer our clients sage counsel to make their wealth grow. The letters are in red. Red is the color rajas symbolizing power and incessant a ctivity. It symbolizes our aggressive quest for your well-being and happiness. T he white streak represents the trunk of Lord Ganesha. White is the color of satv aguna, and implies our selfless commitment to your life-long happiness.

Strengths of Bajaj Capital: Wide range of products and services 41 years expe nce as Investment Advisors and Financial Planners More than eight lakh satisfied clients all over India Countrywide network of 134 branches Over 12,000 NRI clie nts across the globe Personalized wealth management advice 24 x 7 online accessi bility through www.bajajcapital.com Strong team of qualified and experienced pro fessionals including CAs, MBAs, MBEs, CFPs, CSs, Insurance experts, Legal expert s and others SEBI-Approved Category I Merchant Bankers Group Co BCIBL is an IRDA -licensed Direct Insurance Broker 54

Chapter-05 Research Research Methodology 55

Research Methodology: Objective of the Research: To study about the Mutual Funds industry. To study the approach of investors tow ards Mutual Funds and ULIPs. To study the behavior of the investors whether they prefer Mutual Funds or ULIPS? Scope of the research: Subject matter is related to the investors approach towards Mutual Funds and ULIP s. People of age between 20 to 65. Area limited to Cuttack & Bhubaneswar. Demogr aphics include names, age, qualification, occupation, marital status and annual income. Achievements: My On The Job Training has given me a good experience in learning how to sell a product, how to deal with the customers, how to generate leads, how to maintain relation with the existing customers, how to get the references from the existin g customers, how maintain a good relationship with co-employees. I have learn th e convincing and persuasive skills in my OJT. Initially I have faced some hurdle s in the beginning of the project to get the leads, but later on I could coup wi th the problems and I could perform my task successfully. Steps of Research Design: Define the information needed: This first step states that what the information that is actually required is. Information in this case we require is that what i s the approach of investors while investing their money in Mutual Funds and ULIP s. E.g. what do they consider while deciding as to invest in which of the two i. e. Mutual Funds or ULIPs. Also, it studies the extent to which the investors are aware of the various costs that one bears while making any investment. So, the information sought and information generated is only possible after defining the information needed. Design the research: A research design is a framework or bl ueprint for conducting the research project. It details the procedures necessary for obtaining the information needed to solve research problems. In this projec t, the research design is explorative in nature. 56

Specify the scaling procedures: Scaling involves creating a continuum on which m easured objects are located. Both nominal and interval scales have been used for this purpose. Construct and pretest a questionnaire: A questionnaire is a forma lized set of questions for obtaining information from respondents. Where as pret esting refers to the testing of the questionnaire on a small sample of problems. Population: The general public who are investing money in Mutual Funds and ULIP s, both. Sample Unit: Investors and non-investors. Sample Size: This study invol ves 50 respondents. Sampling Technique: The sample size has been taken by non-ra ndom convenience sampling technique Data Collection: Data has been collected bot h from primary as well as secondary sources as described below: Primary sources: Primary data was obtained through questionnaires filled by people and through d irect communication with respondents in the form of Interview. Secondary sources : The secondary sources of data were taken from the various websites, books, jou rnals reports, articles etc. This mainly provided information about the Mutual F und and ULIPs industry in India. Plan for data analysis: Analysis of data is pla nned with the help of mean, chi-square technique and analysis of variance. 57

Analysis & Interpretation 58

Market Capitalization of Mutual Funds and ULIPs: What do investors prefer? 1) Do you invest in Mutual Funds? Response Yes No total Frequency 19 31 50 Percentage 38% 62% 100 Interpretation: 62% of the people invest in mutual funds. 59

2) If not, then what other option(s) do you prefer to invest? Options Fixed deposits Post office schemes Recurring deposits Others Total frequ ency 12 8 4 7 31 percentages 42.10 31.57 15.78 10.52 100 3) What is the mode of information that you use for insurance companies? 60

Options Advertisements Agents Seminar Workshop Others total Frequency 21 11 6 8 4 50 percentage 42% 22% 12% 16% 8% 100 Options Advertisements Agents Seminar Workshop Others Total Frequency Observed- (observed- (observedexpected expected)2 expected) /e 21 11 6 8 4 50 11 1 -4 -2 -6 121 1 16 4 36 178 12.1 0.1 1.6 0.4 3.6 17.8 Expected Frequency=50/5=10 Chi square= observed-expected = 17.8 Expected At 4 degre e of freedom, df (4) =7.815, thus the calculated value is greater than the table value. Hence, H0 is rejected Interpretation: It means that all the modes of information are not the same. Adv ertisement is more popular 61

4) In which sector do you prefer to invest your money? Options Frequency Percentages Government sector 27 Private sector 23 Total 50 54 46 100 Options Government sectors Private sector Total Frequency Observed- (observed- (observedexpected expected)2 expected) /e 27 23 50 2 -2 -2 4 4 8 0.16 0.16 0.32 Expected Frequency=50/2=25 Chi square= observed-expected = 0.32 Expected At df(1), the table value is 3.841 which is greater than the calculated value. Hence, H0 i s accepted. Interpretation: People prefer both the sectors equally. 62

5) At which rate do you want your investment to grow? Options Steadily At an average rate fast Total Frequency 17 13 20 50 Percentages 34 26 40 100 Interpretation: 40% of the respondents want their investments to grow in a faste r rate. 6) Which factor do you consider before investing in Mutual Fund or ULIPs? Options Safety of principal Frequency Percentages 14 28 63

Low risk Higher returns Maturity period Terms and conditions Total 15 14 4 3 50 30 28 8 6 100 Options Safety Of Principal Low Risk Higher Returns Maturity Period Terms And Co nditions Total Frequency 14 15 14 4 3 50 Observedexpected 4 5 4 -6 -7 (observedexpected)2 16 25 16 36 49 142 (observedexpected) /e 1.6 2.5 1.6 3.6 4.9 14.2 Chi square= observed-expected = 14.2 Expected At DF (4), the table value is 9.488 w hich is less than the calculated value. Hence, H0 is rejected Interpretation: pe ople prefer low risk as the most important factor before investing in Mutual Fun ds or ULIPs. 64

7) Imagine that stock market drops immediately after you invest in it then what will you do? Options Withdraw your money Wait and watch Invest more in it frequency 8 26 16 Interpretation: 26% of the respondents will wait and watch even if the share mar ket drops. 8) How often do you monitor your investment? Options Daily Monthly Occasionally Frequency 15 25 10 65

Interpretation: It shows that most of the people .i.e. 50% prefer monitoring the ir investment on monthly basis. 20% of the people monitor their investment occasionally. 9) What percentage of your income do you invest? Options 0- 5% 5-10% 10-15% Total Frequency 26 13 11 50 Percentages 52 26 22 100 Options 0-5 5-10 10-15 Total Frequency MV Dx=MV-7.5/5 Fdx 26 2.5 -1 -26 13 11 7.5 12.5 0 1 0 11 -15 50 MEAN= 7.5+ -15/20 * 5= 6% Interpretation: People invest around 6% of their income 66

10) You would describe your financial situation as being: Options (X) Very Unstable(1) Somewhat Unstable(2 Moderately Stable(3) Stable(4) Very Stable(5) Total Frequency ( ) 11 12 9 10 8 50 x 11 24 27 40 40 142 x 11 48 81 160 200 500

Sample mean = Fx = 142 = 2.84 f 50 Standard deviation, = x - x = 2.675 Sta Standard Deviation = 2.675 = 0.3783 n 7.07 Z= Xs - Xp= 2.84-3= 0.4229 S.E 0.3783 Sin ce The Calculated Value Is Lesser Than the Table Value at (.05) I.E 1.96, Ho is accepted. Interpretation: The Financial Situation Is Moderately Stable. 11) If in the near future if you ever plan to invest in your money in any of the mutual fund company, which would be your choice? Options SBI Mutual Fund HDFC Mutual Fund Reliance Mutual Fund ABN AMRO Mutual Fu nd Others Total Frequency Options Frequency Percentages 7 14 8 16 14 28 11 22 10 20 50 100 Observed- (Observed- (ObservedExpected Expected)2 Expected) /E 67

SBI Mutual Fund HDFC Mutual Fund Reliance Mutual Fund ABN AMRO Mutual Fund Other s Total 7 8 14 11 10 50 Expected -3 -2 4 1 0 0 9 4 16 1 0 30 ----0.9 0.4 1.6 0.1 3.0 Chi square= observed-expected = 3.0 At df (4), the table value is 9.488 which is greater than the calculated value. Hence, H0 is accepted. Interpretation: People mostly prefer all the brands equal ly for their future investments. 12) Do you have any Idea about Bajaj Capital? Response Frequency Percentage 32 64 Yes 18 32 No Total 50 100 68

Interpretation: There are 64% of people are known about the Bajaj capital. 13) Have you ever invested through Bajaj Capital? Response Frequency Percentage 42 84 Yes 8 16 No Total 50 100 Interpretation: People of Cuttack and Bhubaneswar are pretty much interested to Invest through Bajaj Capital. 69

14) Are you satisfied by the offerings & services provided by the Bajaj Capital? Response Frequency Percentage 28 56 Yes 22 44 No Total 50 100 Interpretation: There is a mix response from the respondents about the services provided by Bajaj Capital. 70

15) In which Product of Bajaj Capital you have invested? Products Life Insurance s General Insurances Mutual Funds Fixed Deposits Online share Trading Total No o f people Invested 26 14 21 17 11 50 Note: Here one people have invested in more than one product. Interpretation: Li fe Insurances And Mutual Funds Could Fetch More Investments. Followed By Fixed Deposit, General Insurance And Online Share Trading. 71

Demographics: 58% of people belong to 25-35 age group and on the other hand only 17% of people age belongs to above 40 groups. 17% of the people are under graduate. 52% of th e people are graduates, 31% of the people are post graduates. 55% of the people are married 45% of the people are unmarried. 31% of the people are having their own business. 31% of the people are salaried. 25% are professionals. 8% are hous ewives. 5% are retired. 24% of the people belong to below 1, 50,000 income group . 36% of the people belongs to1, 50,000 2, 50,000 income groups. 33% of the peop le belong to 2, 50,000 4, 00,000 income group. Only 7% of the people belong to a bove 4, 00,000 income group. 72

FINDINGS & Recommendations Findings: 73

 Highest number of investors comes from the salaried class. Highest number of inv estors comes from the age group of 25- 35. Most of the people have been investin g their money n the share market belongs to Rs.400000 and above income group. Mo stly investors prefer monitoring their investment on monthly basis. Most of the people invest up to 6% of their annual income in mutual funds. Most of the peopl e between the age group of 25 35 invest their money in share market. 74

Recommendations: The performance of the mutual fund depends on the previous years Net Asset Value of the fund. All schemes are doing well. But the future is uncertain. So, the A MC (Asset under Management Companies) should take the following steps: The peopl e do not want to take risk. The AMC should launch more diversified funds so that the risks become minimum. This will lure more and more people to invest in mutu al funds. The expectation of the people from the mutual funds is high. So, the p ortfolio of the fund should be prepared taking into consideration the expectatio ns of the people. Try to reduce fund charges, administration charges and other c harges which help to invest more funds in the security market and earn good retu rns. Different campaigns should be launched to educate people regarding mutual f unds. Companies should give regular dividends as it depicts profitability. Mutua l funds should concentrate on differentiating the portfolio of their MF than the ir competitors MF Companies should give handsome brokerage to brokers so that th ey get attracted towards distribution of the funds. 75

CONCLUSION 76

Conclusion After the successfully completion of my summer internship I understood that mark et research is an important aspects for a company through out the life cycle of a particular product. It helps in knowing the changing taste, preference, life s tyle etc. of the consumer. During the training I found that Random Sampling meth od is a perfective market research technique. With reference to my research topi c that is Market Capitalization of Mutual Fund & ULIPs. I found that, 43% of the r espondents have responded with a positive note. But a major chunk of them i.e. 5 3% respondents opined it to be not satisfactory. A mutual fund is the ideal inve stment vehicle for todays complex and modern financial scenario. Markets for equi ty shares, bonds and other fixes income instruments, real estate, derivatives an d other assets have become mature and information driven. Today each and every p erson is fully aware of every kind of investment proposal. Everybody wants to in vest money, which entitled of low risk, high returns and easy redemption. In my opinion before investing in mutual funds, one should be fully aware of each and everything. At the same time ULIPs as an investment avenue is good for people wh o have interest in staying for a longer period of time, that is around 10 years and above. Also in the coming times, ULIPs will grow faster. ULIPs are actually being publicized more and also the other traditional endowment policies are beco ming unattractive because of lower interest rate. It is good for people who were investing in ULIP policies of insurance companies as their investments earn the m a better return than the other policies. 77

BIBLOGRAPHY 78

B Books: ibliography: Business Research Methods Zikmund William G. Research Methodology- Kothari C.R. Management research Methodology- Krishnaswamy K.N., Sivakumar Appa Iyer, Mathira jan M. Managerial Decision Modeling with spreadsheets Balakrishnan Nagraj, Rende r Barry & Stair Ralph M. Summer Internship Simplified Prof. Mishra Anil Marketin g Management- Kottler Philip Indian financial system Securities analysis & port folio management -Avadhhani.V.A Websites: www.bajajcapital.com www.amfiindia.com www.mutualfundsindia.com www.principalindia.com www.investorsg uide.com www.moneycontrol.com www.sbimf.com www.sebi.co.in 79

 www.reliancemf.com www.sebi.co.in www.google.com www.quickmba.com www.indiainfoline.com www.hindubusinessline.com www.wikipedia.com www.economictimes.com www.yahoofinan ce.com Magazine and Newspapers; Front Line Stock Market Book Dallas Street Journals Outlook Money Company Brochur es & Presentations 4Ps Magazine The Times Of India The Economic Times 80

APPENDIX 81

QUESTIONNAIRE DECLARATION: I am Deviprasad Dandapat pursuing PGPM from Asian School of Busines s Management, Bhubaneswar. As a part of the curriculum I am doing research on Mar ket Capitalizations of Mutual fund & ULIPs. Kindly help me in the same by filling the Questionnaire. Your response would be kept strictly confidential and would be used only for academic research. 1. Do you invest in Mutual Funds or ULIPs? Y es invest? Fixed deposits Post office schemes Recurring deposits 3. Insurance Co mpanies? Advertisement 4. 5. Seminar Work shops If others, please specify: No 2. If not, then what other option(s) do you prefer to ... How do you get the information of the various In which sector do you prefer to invest your money? Public Sector Private Sector Steadily At an average rate 6. At which rate do you want your investment to grow? Fast Which factor do you consider before investing in Maturity period Terms and condi tions Mutual Fund or ULIPs? Safety of principal Low risk High returns 82

7. Imagine that stock market drops immediately after Invest more in it

you invest in it then what will you do? Withdraw your money Wait and watch 8. w often do you monitor your investment? Daily Monthly 0-5% Very unstable Somewha t unstable Moderately stable 5-10% Stable Very stable 10-15% Occasionally 9. What percentage of your income do you invest? 10. You would describe your financial situation as being: 11. If in the near future if you ever plan to invest in your

money in any of the Mutual Fund Company, which would be your choice? SBI Mutual Fund HDFC Mutual Fund Reliance Mutual Fund ABN AMRO Mutual Fund Others: 12. Do you have any Idea about Bajaj Capital? Yes No 13. Have you ever invested through Bajaj Capital? Yes Life Insurances No General Insurances 14. In which Product of Bajaj Capital you have invested? 83

 Mutual Funds Fixed Deposits Online share Trading

Are you satisfied by the offerings & services provided by the Bajaj Capital? Yes PERSONAL DETAILS Name: Address: No Qualification: Under graduate Graduate Post graduate Other: Occupation: Salaried 84 Business Housewife Professional

 Retired Other: Annual income: Below Rs 1, 50,000 Rs 1,50,000- Rs2,50,000 Rs 2,50,000- Rs 4,00,0 00 Above Rs 4,00,000 Signature of the Respondent Thanks for Your Kind Co-operati on 85