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PROJECT REPORT
ON

Study and strategy of customer acquisition process in wealth management.


AT

AXIS BANK LTD. AHEMDABAD

Submitted By: Ankit kanungo (MBA-III SEM),


In Partial Fulfillment for Degree of Master of Business Administration during the year 2008-09 AMITY BUSINESS SCHOOL, AMITY UNIVERSITY RAJASTAN, JAIPUR

ACKNOWLEDGEMENT

It is a matter of great satisfaction and pleasure to present t h i s r e p o r t o n A n a l y s i s o f W e a l t h M a n a g e m e n t taking Axis bank as basis. I take this opportunity to owe my thanks to all those involved in my training. T h i s p r o j e c t r e p o r t c o u l d n o t h a v e b e e n c o m p l e t e d without the guidance of our C O O R D I N A T O R - M B A , D r . SHEELA SRIVASTVA & project guide Dr. AMIT DIWIDI. Their timely help & encouragement helped me to complete this project successfully. I thank Mrs. VINEET AGRAWAL (VICE PRESIDENT-HR) for giving me opportunity to work at AXiS BANK, as a FINANCE TRAINEE. I a m t h a n k f u l t o M s . P A M P A G H O S H (MANAGER W E A L T H M A N A G E M E N T ) a n d M R . S A U R A B H T R I P A T H I (DGM, WEALTH MANAGEMENT) for their encouragement and able guidance at every stage of my training work. I e x p r e s s m y g r a t i t u d e t o w a r d s s t a f f o f WEALTH MANAGEMENT DEPARTMENT -AXIS BANK, t h o s e w h o h a v e h e l p e d m e d i r e c t l y o r i n d i r e c t l y i n c o m p l e t i n g t h e training.

Objectives:

1. To find the perception of final consumer about Future capital Holdings and its products. 2. To find out from the sales team the reason for not picking up the sales. 3. To provide a solution considering the views of consumer so that the required level of sales can be achieved.

Scope of project:

Wealth management Service is provided by banks, professional trust companies, and brokerages. For those with sizeable assets, professional wealth management can help you plan your estate or invest your assets based on personal criteria and financial goals. Wealth Management system is an integrated platform designed to s u p p o r t h i g h demand of customer relationship businesses and a complex portfolio management analysis. T h e s o l u t i o n p r o v i d e s t e c h n o l o g y t h a t h e l p s p r i v a t e w e a l t h i n s t i t u t i o n s u t i l i z e t h e i r customers database m o r e p r o f i c i e n t l y a n d m o r e e f f i c i e n t l y . Wealth management System offers a onestop solution to take the guess work out of mandatory rollovers so you can save time and money. Wealth management is an advanced investment advisory discipline that incorporates financial planning and specialist financial services. The key objectives are to provide high net worth individuals and families with tailored retail banking services, estate planning, legal resources, taxation advice and investment management, with the goal of sustaining and growing long-term wealth. Wealth management can be provided by independent financial advisers or large corporate entities whose services are designed to focus on high-net worth retail customers. Such customers would be considered mass affluent or upper retail clients because of their net worth, the number of potential products they own from financial institutions, their assets under management and other methods of segmentation. Large banks and brokerage houses create separate sales forces, services and other benefits to retain or attract these customers who are typically more profitable than other retail banking, brokerage, or insurance customers. In most industrialized countries, a substantial part of financial wealth is not managed directly by savers, but through a financial intermediary, which implies the existence of an agency contract between the investor (the principal) and a broker or portfolio manager (the agent). Therefore, delegated brokerage management is arguably one of the most important agency relationships intervening in the economy, with a possible impact on financial market and economic developments at a macro level. As the per-capita-income of the economy is on the higher side, so it is quite obvious that t h e y w a n t t o i n v e s t t h e i r m o n e y i n p r o f i t a b l e v e n t u r e s . O n t h e o t h e r h a n d , a n u m b e r o f brokerage houses make sure the hassle free investment in stocks. Asset management fi rms allow investors to estimate both the expected risks and returns, as measured statistically. There are mainly two types of Portfolio management strategies.

1. Passive Portfolio Strategy:

A strategy that involves minimal expectation input, and instead relies on diversification to match the performance of some market index. A passive strategy assumes that the marketplace will reflect all available information in the price paid for securities 2. Active Portfolio Strategy: A strategy that uses available information and forecasting techniques to seek a better performance than a portfolio that is simply diversified broadly. The scope of the study includes understanding the needs of various consumers, the various customer acquisition tools, methodology of zeroing on potential customers,

http://210.212.115.113:81/R.%20J.%20Masilamani/Summer%20reports/Finance/Retail%20Fina nce/Puneet%20Dudeja_092_Retail%20Financial%20Services.pdf

http://www.scribd.com/doc/24015814/wealth-management-of-indiainfoline

http://www.scribd.com/doc/13581494/AXIS-BANKWealth-management-#download