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N2

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by

Muhammad Farid Ul Haq

on 14 May 2013

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Transcript of N2

Regional Head: Sarmed Ijaz Catchment Action Plan for Region N-2 Aspirations for North Region Aspirations for N-2 Important Region Wide Numbers NSR Area Profile Market Analysis Performance Review Awan Arcade Branch G-11 Markaz Satellite Town Branch F-10 Markaz Branch NSR Targets for Q3 UNDP Tower Branch Blue Area Branch F-11 Markaz Branch Diplomatic Enclave Branch Awan Arcade Branch G-11 Markaz Branch F-10 Markaz Branch UNDP Tower Branch Blue Area Branch F-11 Markaz Branch Diplomatic Enclave Branch Performance Review Awan Arcade Branch Actual vs Budgeted as of May 2012 F-10 Markaz Branch Actual vs Budgeted as of May 2012 UNDP Tower Branch Actual vs Budgeted as of May 2012 F-11 Markaz Branch Actual vs Budgeted as of May 2012 Diplomatic Enclave Branch Actual vs Budgeted as of May 2012 Blue Area Sector E Branch Actual vs Budgeted as of May 2012 Satellite Town Branch Actual vs Budgeted as of May 2012 G-11 Markaz Branch Actual vs Budgeted as of May 2012 Actual vs Budgeted as of MARCH 2013 Awan Arcade Branch, Islamabad F-10 Markaz Branch, Islamabad UNDP Tower Branch, Islamabad Diplomatic Enclave Branch, Islamabad Blue Area Sector E Branch, Islamabad F-11 Markaz Branch, Islamabad Satellite Town Branch, Rawalpindi G-11 MarkazBranch, Islamabad To achieve 110% of its NSR total target.
To grow CASA Book by 6 Billion PKR.
To achieve NPS of 65%.
To win EV Trophy for all four quarters.
100% Audit pass rate. To achieve 115% of NSR target.
To grow CASA book by 150% of target.
To achieve NPS of 65%.
To 100% Audit assurance pass rate.
100% Employee volunteering participation rate. North Pakistan Branch Analysis Carrying out a Market Analysis of all the branches
Reviewing the current performance of each branch against their respective budgeted targets
Having a look at the key trends in the area in order to have a deeper understanding of our target customers
Identifying the potential of the Inactive customer base in each branch Defining the NSR targets for each Branch
Establishing the Split between NTB & ETB to achieve the NSR targets
Deciding on the Action Plan to get to our targeted numbers Scope of the plan Number of Branches: 08 Opportunities Key Trends Untapped market area in the surroundings provides potential for NTB customers.
A small portion of customers at this branch avail wealth management solutions, hence there's an opportunity to increase BANCA and IS portfolio.
Branch PPC currently stands at 1.90, with added focus on ADC and WM solutions, it can be increased upto 2.5% by year end. Branch Customer profile includes SMEs, Salaried individuals, housewives, retirees, businessmen and NGOs.
Branch traffic is mostly compromised of customer representatives and surrounding businessmen.
Volatile stock and property markets are causing people to invest in term deposits.
SME and Islamic banking in particular represent areas of potential growth. Official Area: Surrounding include offices of various large multinational; national organizations, educational institutions, government offices, bureaucrat offices.
Residential Area: F-6; F-7 Surroundings are considered to be amongst the elite class residential area, hence HNW individuals are also included in the catchment area of branch. Area Profile Opportunities Key Trends The focus needs to shift towards NTB instead of ETB, making local visits a critical requirement.
Inactive customer base needs to be looked into again and the relationships need to be revitalized through active calling and following up. As well as cross selling more products to existing customer base.
Active marketing campaign to market new products under the supervision of the marketing department. Business owners are increasingly sending their runners to do their banking.
Housing prices growth has slowed down, causing customers to be more conscious of the interest rate. F-10 Markaz is a mix of business and residential market.
The surrounding residential area of F-10 is also amongst the prime residential locations of the city. Hence a size-able residential population exists as potential customers. Area Profile Opportunities Key Trends Untapped market area in the surroundings provides potential for NTB customers.
A small portion of customers at this branch avail wealth management solutions, hence there's an opportunity to increase BANCA and IS portfolio.
Branch PPC currently stands at 1.90, with added focus on ADC and WM solutions, it can be increased upto 2.5% by year end. Branch Customer profile includes SMEs, Salaried individuals, housewives, retirees, businessmen and NGOs.
Branch traffic is mostly compromised of customer representatives and surrounding businessmen.
Volatile stock and property markets are causing people to invest in term deposits.
SME and Islamic banking in particular represent areas of potential growth. Area surroundings include offices of various large multinational and national organizations, educational institutions, government offices, offices of bureaucrats.
The surrounding residential areas of F-6, F-7 are considered to be amongst the posh living areas in the city, hence HNW individuals also fall within the catchment area of the branch. Area Profile Opportunities Key Trends There is an opportunity to increase focus on NTB, particularly the priority banking sector, by increasing conversion ratio.
Branch PPC can be increased from 2.8 to 3.5 in one quarter with major focus on ETB customers through cross selling of products. Customers are shifting their funds from current to savings account owing to the high inflation rates.
Customers are investing in gold and other commodities, also the business segment is investing in flood hit areas.
Market share of islamic banking is on the rise.
Most day to day banking activities are undertaken by runners appointed by business owners. Significant customer base from the residential segment of the area.
SMEs and other surrounding businessmen also constitute the customer base of this area.
Educational institutes and surrounding restaurants and fast foods add to the non-residential segment of the surrounding locality. Area Profile Opportunities Key Trends Opportunity to increase PPC through focused effort on ADC, and customer conversions.
Using focused marketing efforts to attract customers from the huge untapped market potential. This can be done through better customer service and focus ADC. Payroll account holders from Embassies, high commissions, and foreign companies account for the major traffic of the branch.
Residential, overseas Pakistanis and SME relationships exist amongst the customer base. Embassies, high commissions, and foreign companies of different countries are present in the surrounding area.
Other important government institutions (Supreme Court), and international institutions (office of the World Bank) are present in the surroundings.
Resident area similar to most F-sectors exists here as well. Area Profile Opportunities Key Trends "Focus on NTB" can help expand customer base.
BANCA; IS portfolio should increase so that the proportion of WM solutions offered can increase.
Branch PPC currently stands at 4.05 with the push on ADC's via Digital Banking and WM solutions, it can further increase by year end. Customers in the area are generally rate conscious and want to invest in products with high returns.
SME and Islamic Banking are again, potential areas for growth. Similar surrounding area as that of the Awan Arcade Branch.
Restaurants, garments, cosmetics and other such businesses have their presence in the area.
The surrounding F-Sectors constitute the residential segment of the customer base at this branch. Area Profile Opportunities Key Trends Untapped market area in the surroundings provides potential for NTB customers.
Wealth management solutions form a small portion of the bank's business volume, hence an added focus on BANCA and IS are essential.
Branch PPC stands at 3.21 and as mentioned a focus on WM; Digital Banking can increase it up to 1.5% by year end. Branch traffic is mostly compromised of customer representatives and surrounding businessmen.
Volatile stock and property markets are causing people to invest in term deposits.
SME and Islamic banking in particular represent areas of potential growth. The only branch of N-2 region located in Rawalpindi
Located in the main market of the area.
The area is comprised of a huge surrounding residential population and the businesses operational in the main satellite town market. Area Profile Opportunities Key Trends Due to better rate of returns offered by private and Islamic banks, the opportunity to attract customers lies in the marketing our strengths like Digital Banking (online; internet banking; other ADC's).
With focus on increased customer calls, opportunities exists to further deepen those relationships which at the same time generate referrals for more business.
Market storming activity campaign by RM's going door to door; obtaining maximum amount of referrals through the activity. Due to the general trend in the economy, the real estate activities have slowed down. Area Profile & Key Trends Area Profile & Key Trends Area Profile & Key Trends Area Profile & Key Trends Area Profile & Key Trends Area Profile & Key Trends Area Profile & Key Trends Area Profile & Key Trends Action Plan Reduce the amount of inactive and dormant accounts through calls/letters to each account holder
Further growth in the Priority segment through specifically targeting foreign banks and banks in the phase of liquidation or Takeover
Targeting the Restaurants and Educational Institutions in the area by persuading them to hold their accounts with SCB
Focusing on the NTB segment by placing referral forms in all the branches for the customers, and also asking our Priority customers through personal calls to make referrals
Submission of a referral form by RM on a daily basis (at least 5 referrals)
Improving our overall customer service in the region in order to increase our NPS Micro Marketing Activities Organizing a "Movie Night" for the wives of our HNW customers
Inviting our top priority HNWs to a hi-tea in order to deepen the relationship
Holding mall based activities (a 1+1 offer where customers of standard chartered can avail 1+1 services with our selected partners) Revitalize Inherited/legacy relationships, this can lead to increased goodwill.
Educate customers on employing value added services that add to their convenience. For example using different ADC channels/ Non-financial Solutions (Online Banking, Cards etc.)
Deepen the relationship with existing customers by selling them new products, or more of the existing products.
Potential extension of personal and SME into priority customers. Senior Citizen Account and tailored products for the elderly customer base.
Similarly providing Junior Accounts for school/college going kids. This could lead to establishment of customer base with parents as well.
Outdoor marketing activities by RMs adjacent to central retail and shopping stores to generate NTB.
Focusing on SME account acquisition, especially in the Peshawar region due to the number of NGOs working over there. Standard Chartered Stalls in busy areas, with the aim of brand and product awareness.
Road Shows in collaboration with partners such as Efu life insurance etc.
Development of souvenirs to be distributed to selected customers and employees. Campus recruitment drives in esteemed universities.
Present gift items to a few selected, top priority customers to help increase loyalty. The catchment area comprises mostly of residential surroundings with limited commercial activities. Satellite Town Branch Untapped Market Potential: 19.2B
SCB Book Size: 4.5B Personal: 1.892B Priority: 2.102B SME: 0.88B Untapped Market Potential: 9.9B
SCB Book Size: 1.796B Personal: 0.596B Priority: 0.844B SME: 0.356B Untapped Market Potential: 3B
SCB Book Size: 2.378B Personal: 0.76B Priority: 1.368B SME: 0.25B Untapped Market Potential: 0.5768B
SCB Book Size: 1.326B Personal: 0.86B Priority: 0.34B SME: 0.126B Untapped Market Potential: 5.8B
SCB Book Size: 1.25B Personal: 0.80B Priority: 0.3B SME: 0.15B Untapped Market Potential: 2.06B
SCB Book Size: 0.416B Personal: 0.465B Priority: 0.241B SME: 0.050B Untapped Market Potential: 20B
SCB Book Size: 1.799B Personal: 0.836B Priority: 0.714B SME: 0.249B Untapped Market Potential: 6.5B
SCB Book Size: 0.941B Personal: 0.388B Priority: 0.553B SME: 0.136B Dormant Accounts
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