JAIPUR NATIONAL UNIVERSITY
MARKETING AND DISTRIBUTION STRATEGY OF
FINANCIAL PRODUCTS OF EDELWEISS PARTNERS LTD.
SUBMITTED BY:-
YASH SONI
BBA 5/ A/ 31
TABLE OF CONTENT
[Link]. CONTENT
1 Introduction of topic
2 Company overview
3 Edelweiss partners introduction
4 Financial products
5. Selling strategy
6. Distribution channel strategy
7. Roles and responsibilities
8. Findings
9. Recommandation
10. Conclusion
INTRODUCTION
This Project is a comprehensive study of marketing and Distribution strategy
of Edelweiss partners. It talks about studying the method of identifying customer’s
investment needs and suggesting them suitable financial products, thus the sales of
various financial products of the company and analyze the various distribution
strategies exploited by the firm. The project also deals with customer relationship
management; it gives a picture about how to build a good relationship with the
clients who bring business for the company (existing, prospective and dormant
clients). This project will explore the various distribution channels used by Edelweiss
to sell its products.
COMPANY OVERVIEW
Edelweiss Group
Type Public company
Industry Banking, Financial services
Founder Rashesh Shah
Headquarters Mumbai, Maharashtra, India
Area served Worldwide
Key people Radhika Gupta
Products Financial products
Website [Link]
EDELWEISS PARTNERS
• The Edelweiss Group is one of India's leading diversified financial services
conglomerates providing a broad range of financial products and services to a substantial
and diversified client base that includes corporations, institutions and individuals.
• Edelweiss Partners is part of the Edelweiss Group, one of India’s leading diversified
financial services enterprise. Our group’s net worth of over INR 28.7 billion makes us
adequately capitalised to exploit opportunities emerging from India’s growing economy.
• Our core philosophy of ‘Ideas create, values protect’ is translated into an approach led
by entrepreneurship and creativity, and protected by intellectual rigour, research and
analysis.
• Edelweiss Partners deploys a disciplined method of investment advice combined with
a sturdy technology platform to provide best services to our partners.
FINANCIAL PRODUCT DISTRIBUTION :-
[Link] funds
[Link] Public Offer (IPO)
[Link] – Convertible Debentures (NCDs)
[Link] FDs
CREATE
SELLING STRATEGY 3. DIRECT
SELLING
PROCESS IDENTIFY
1. Mix of product and client centered selling. CUSTOMER
2. FORMULATION OF STRATEGIC
MAKE
SALES PROGRAM
APPOINTMENT
WITH CUSTOMER
GIVE SUITABLE
DEMO AND
PITCH
IMPLEMENTATION OF SALES
PROGRAM ENSURE
KNOWLEDGE
ABOUT PRODUCT
ENSURE INCREASE
IN CUSTOMER
EVALUATION AND CONTROL OF VALUE
SALES FORCE PERFORMANCE
AFTER SALES
SERVICE
CLOSE DEAL
DISTRIBUTION CHANNEL STRATEGY
Setting distribution objectives in terms of the customer requirements
Finalizing the set of activities that are required to be performed to achieve the channel
objectives
Organizing the activities so that the responsibility of performing the activities is shared
among the entities that are meant to perform these activities
Developing policy guidelines for the smooth functioning of the channel on a day to day
basis
DISTRIBUTION
HIERARCHY :-
REGIONAL AREA SALES RELATIONSHIP
SUB BROKERS
HEAD MANAGER MANAGER
ROLES AND RESPONSIBILITY
[Link] edelweiss portal
[Link]- marketing
[Link] meetings with partners
Other marketing activities like we have also field marketing for marketing of our
company’s product and services and pitch them to get empanel with us to provide us
business as our partner.
Targets achieved
Meeting targets of empanelment through arranging 4-5 meetings with potential
partner in a day.
Successfully achieved empanelment target of 16 higher then the target.
Successfully motivated and activated 4 inactive partners.
Regular follow up with partners.
FINDINGS
Various aspects of selling strategy of Edelweiss.
Various aspects of the Distribution strategy of the company.
Preferred channel for buying a financial product.
Awareness about the products of Edelweiss
Popularity of the Edelweiss products.
Reliable source of financial information.
Satisfaction level of the customers.
Expectations of the customers.
RECOMMENDATIONS
Make the complaint process and complaint redressal process easy so that there is a scope
of improvement.
Increase two way communications between the company and the client.
There should be more number of sub- brokers so that they can tap a large chunk of the
customers.
The company needs to go for aggressive advertisement campaign.
Special training about company products to sales team so that they create
awareness among the people.
Edelweiss should leverage its competence not only for HNWIs but also for retail and
corporate clients.
Edelweiss can also come up with programmes to build awareness of making right
investments with various colleges and university as education campaigns.
CONCLUSION
• From the report that Edelweiss approach to sales and distribution strategies is right and its innovation in
the distribution channel by tie-up with retail shops will help it a lot.
• Edelweiss partners is doing very well when it comes to bringing investments towards security market
even when conditions are not in favour as the client relationship helps a lot to boost motivation in
investors.
• As a part of this organization for 45 days we have learned a lot about real life problems that comes while
bringing business to firm. In the firm we were blessed to have very kind and supportive staff who make us
learn the whole functioning of the firm,we experienced that how to communicate professionally, how to
convince our clients through better services.
• As in report we have discussed about the marketing and distribution strategy of the company that I have
experienced it and came to know that how the whole process of sales and distribution is first well
researched ,designed, experimented and then with lots of confidence product is delievered into the
market and after that through various online and offline channels and with efforts of relationship manager
via sub broker investors are provided with best financial products.
At last I want to say that it was wonderfull experience working there which makes us learn a lot of
practical knowledge.
THANK YOU
