Amulya Saxena - Final Report

A REPORT ON
BUSINESS SCOPING FOR MID AND LARGE

CORPORATES
Submitted by:
Amulya Saxena
17BSPHH01C0138
HOUSING DEVELOPMENT FINANCE CORPORATION LIMITED

(KNOWN AS HDFC BANK)
A REPORT ON
BUSINESS SCOPING FOR MID AND LARGE

CORPORATES
Submitted by:
Amulya Saxena
17BSPHH01C0138
HDFC BANK
Submitted to
Mr. D. Satish Mr. Ashutosh Kumar

Faculty Guide Company guide
Department of Finance & Accounting Vice President
IBS Hyderabad HDFC Bank– New Delhi
Date of Submission: 9th May 2018
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SUMMER INTERNSHIP PROGRAM|HDFC BANK
AUTHORIZATION
The report “BUSINESS SCOPING FOR MID AND LARGE CORPORATES” is

submitted by AMULYA SAXENA a student of IBS Hyderabad bearing enrolment number
17BSPHH01C0138, as partial fulfillment of MBA Program of IBS Hyderabad.
Place:
Date: Authorized Signature
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ACKNOWLEDGEMENT
Every work begins with a Planned and systematic Approach for completion but
without the contribution of few people it would not have been possible to
complete it. I hereby acknowledge them.
I would like to thank HDFC BANK to giving me an opportunity to do my
internship from HDFC Bank and allowing me to conduct my internship under the
guidance of organization. I take the opportunity to express my sincere thanks to
my company guide, Mr. Ashutosh Kumar, Vice President, HDFC BANK,
Green Park, New Delhi, for his outstanding support. He stood with me at every
stage of my internship to help and guide me whenever I needed. He put his best
effort to guide me for my research project for which I am so very thankful. I am
obliged to my Faculty Guide Associate Prof D. Satish (Finance & Accounting),
who not only helped to think out of the box but also informed me about the
proceeding and important dates of program completion and course guide lines.
Once again, I would like to thank him for his support. I would also like to thank
Mr. Bhaskar kakkar and all members of our Bank who always kept me
motivating about my work. Last but not the least I would like to thank my Friends,
colleagues, seniors and family members whose support made me do my project.
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TABLE OF CONTENTS
Page No.
AUTHORIZATION……………………………………………………………………………………2
ACKNOWLEDGEMENTS…………………………………………………………………………...3
TABLE OF CONTENT ………………………………………………………………………………4
EXECUTIVE SUMMARY…………………………………………………………………………….7
CHAPTER 1: Introduction………………………………………………………………………....8
1.1 HDFC History……………………………………………………………………...9

CHAPTER 2: Company Profile………………………………………………………………….10
CHAPTER 3: Products and services…………………………………………………………...11
3.1 Products and Services of HDFC bank………………………………………….16
CHAPTER 4: Research objective……………………………………………………………….17

4.1 Research objective……………………………………………………………….18
4.2 Significance of my study………………………………………………………… 33
CHAPTER 5: Methodology……………………………………………………...……………….34
5.1 Introduction…………………………………………………………………………35
CHAPTER 6: Generating Leads…………………………………………………………………36

6.1 Generating leads ……………………………………………………………….37
CHAPTER 7: Analysis…………………………………………………………………………….38
7.1 Cold calling……………………………………………………………………….…46
CHAPTER 8: Conclusion.………………………………………………………………………...47
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CHAPTER 9: Recommendations…………………………………………….………………….48
CHAPTER 10: Reference………………………………………………………...……………….52

Work Done………………………………………………………………………………..………….53
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EXECUTIVE SUMMARY
Customer satisfaction these days is one of the main concerns for every industry
whether its Product based or service based. It has also become very important and
of great concern in Banking industry. Banks are striving hard to offer best
products and services in order to maintain existing customers and gain new one.
Customers on the other hand, want the best products and services for which they
are paying for.
The main Objective for the research is to know the corporates satisfaction about
HDFC Bank by the help of a questionnaire and to increase it by taking various
measures and applying concepts like “NEW MARKET OPPORTUNITY AND
SCOPING THE COMPANIES PROFILE” and reducing the factors which effect
consumer dissatisfaction. It also focuses on knowing what companies think of our
online Banking services and what would help them to use those services more
and more.
Two cases are taken into consideration where in the reasons and figures were
extracted to know the reason for pitching/ not pitching a company according to
their financials
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Chapter 1
INTRODUCTION
1.1 HDFC History
HDFC was incorporated in 1977, and since that time it has hold a healthy growth
in its sector as remains the market leader in Mortgages.
The HDFC (Housing development finance corporation) was one of the first in the
private sector who got the approval from the Reserve Bank of India (RBI) to set
up a Bank, as the part of the governments Liberalization policies of Banking
industry in 1994.The Bank was incorporated in 1994 with the name of “HDFC
Bank limited” and its registered office in Mumbai, India. HDFC Bank
commenced its operations as a commercial Bank in 1995.
HDFC is one of the India’s premier housing finance company and enjoys good
hold in Indian and international markets. Its outstanding portfolio has one of the
best Loan products. HDFC has a good Market share in Retail Banking industry
and it also holds a good position in corporate client base for its housing related
credit. With a good customer base, a good hold over market and a strong market
reputation HDFC is positioned 2nd after S.B.I in both public and private sector
Bank and it holds the first position in private sectors Bank.
HDFC began its operations with a simple motive to be a “World class Indian
Bank”. HDFC realized that to get to this position only a single focus on Product
quality and service quality would make us do this.
HDFC GROUP has a diversified portfolio in case of financial services which
includes “HDFC LTD, HDFC SECURITIES, HDFC SECURITIES, HDFC
MUTUAL FUND, HDFC REALTY, HDFC LIFE, HDFC ERGO, HDFC
PENSION, and HDFC FINANCIAL SERVICES. HDFC provides a range of
Banking and other services including finance and life insurance sector.
The Bank has a network of 4,900 branches across India. And 13,051 Automatic
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teller machines (ATMs).Our endeavor is to that you always have a branch or
ATM near you.
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CHAPTER 2
COMPANY PROFILE
MISSION
1. To be a world class Bank.
2. The Brand Mantra of HDFC Bank Is “we understand your world” & “Bank
apki muthi me”.
3. To gain Market share and be no 1 in case of Mortgage.
4. Best practices in terms of product offerings, Technology, service levels, Risk
management and audit compliance.
VISION STATEMENT
The HDFC Bank is committed to maintain the best level of standards in the
industry. It aims to maintain best ethical standards, professional integrity and
regulatory compliance. HDFC Bank’s Business is based on four core values
such as
1.customers Focus
2.Employee
3. Operational excellence
4.Product leadership
The objective of HDFC Bank is to provide its customers a full range of product
and services at the best prices in the market. HDFC is known to have the best
lending rates in case of PERSONAL LOANS AND other loans.
BUSINESS STRATEGY
1.Increasing market share in India’s banking industry.
2. Delivering Best quality customer service.
3. Maintain high standards for asset quality through disciplined Credit
risk management.
4. Deliver innovative ways to deliver products and services to the
customers and increase efficiency in the Indian financial sector.
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CHAPTER 3
PRODUCTS AND SERVICES
3.1 PRODUCTS AND SERVICES OF HDFC BANK
Banking with HDFC Bank is rewarding and effortless. We have a range of
product and services no matter whatever the occupation or need of customer is,
whether you are salaried person who wants a salaried account or a business owner
who wants a robust corporate partner like HDFC Bank we have perfect solutions
for you.
The services offered by HDFC BANK are
• ACCOUNTS AND DEPOSITS

• LOANS
• CARDS
• DEMAT
• INVESTMENT
• INSURANCE
• FOREX
• PREMIER BANIKNG
• PRIVATE BANKING
ACCOUNTS AND DEPOSITS:
Everyone needs a Bank account for savings his crucial money. HDFC ensures
you to provide an account which meets your needs and expectations.
• Savings accounts
• Salary account
• Current account
• Deposits
• Safe deposit locker
• Rural accounts
• Pension accounts
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SAVINGS ACCOUNT:
HDFC provides toy various varieties of savings accounts as per your needs. You
can choose any account according to the features you want. With the growing
network of our Bank and ATM you are no far away from us.
Types of savings accounts provided By HDFC are
• Savings Max Account
• Regular Savings Account
• Women’s Saving Account
• Kids Savings Account
• Seniors Citizens Account
• Family Group Account
• Basic Savings Group Account
• Institutional Savings Account
SALARY ACCOUNT
HDFC provides the corporate salary accounts which suits your needs.it also
provides special features like free insurance cover.
Types of Salary accounts provided By HDFC are:
• Salary Accounts
• Premium Salary Account
• Regular Salary Account
• Defense Salary Account
• Classic Salary Account
• Reimbursement Account
• Basic Savings Bank Deposit Account
• Salary Family Account
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CURRENT ACCOUNT
We have cost effective current accounts for your business to grow and maximize
your cash flow. We provide fast and effective transactions so to help you take
every opportunity you get in your business.
Types of Current accounts provided By HDFC are:
• Ultima current account
• Apex current account
• Max current account
• Plus current account
• Trade current account
• Premium current account
• Regular current account
• Flexi current account
• Supreme current account
DEPOSITS
We have every solution to your problem whether you want to save lump sum at
a time or in a regular deposits. We provide one of the best interest rates in the
market which is far away from other’s needs.
Types of Deposits provided By HDFC are:
• Regular fixed deposits
• 5 years tax savings fixed deposit
• Super saver family
• Sweep in facility
• Recurring deposit
SAFE DEPOSITS LOCKER
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We have different size of lockers to choose from where you have keep your
belongings safely.
RURAL ACCOUNTS
We understand the world of farmers and so we provide them an everyday Banking
solution with competitive interest rates and services with flexibility to do more
with money and earn more.
LOAN
We offer many types of loans which makes possible for you to release and live
your dreams.
Want to buy a home? Want to buy a car or a two wheeler? Want to study in foreign
institutions? Why to kill your dreams when we are here with the solution.
We have the best interest rates in the market. A loan will realize your dream and
with the best interest rates we are here.
Types of Loans provided By HDFC are:
• Personal loan
• Car loan
• Business loan
• Loan on credit cards
• Loans for professionals
• Loan against securities
• Home loan
• Two wheeler and super bikes loan
• Gold loans
• Loan against property
• Educational loan
CARDS
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Swipe your cards to life your dreams with our secure, cash free and reward points
earning cards. Our cards are hassle free which allow you to pay bills quickly and
safely. You can get cash back and reward points from our shopping cards which
would reduce burden on your pocket. Be it a petrol pump, retail store shopping
website or a movie complex or a travel portal we provide our cards for hassle free
payments. Our different varieties of cards would be enough to bring a smile on
your face and make your smile with our cashback and discounts.
Types of Cards provided By HDFC are:
• Credit cards
• Debit cards
• Prepaid cards
DEMAT ACCOUNT
You can invest and increase your earnings from our demant account it provides
best and safe platform for trading. You can invest in equity, mutual funds, gold
index, and bonds with our account.
INVESTMENT
HDFC provides you with the best of investment options which accelerates your
returns on your disposable funds. HDFC is the answer to your desire to mind your
risk appetite, investment goals and consistent support.
Types of Investments provided By HDFC are:
• Invest Track
• Investment Products
• Public Provident Fund
• Sukanya Samridhi Account
INSURANCE
Protecting your life and assets is a priority for everyone in today’s unexpected
life. HDFC’s vision to protect, support and preserve. With our best of insurance
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services you can step up for tomorrow’s challenges.
Types of Insurance provided By HDFC are:
• Life Insurance
• Health Insurance
• Motor Insurance
• Travel Insurance
• Home Insurance
• Two Wheeler Insurance
• Student Travel Insurance Suraksha
FOREX TRAVEL SOLUTIONS
From currency notes to foreign cards and travelers cheque we provide you
everything you need with best of our services. You are a student *you study
abroad or a traveler we offer prompt assistance and efficient solutions.
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CHAPTER 4
4.1 RESEARCH OBJECTIVE:

A through our review on customer satisfaction tells that a very few steps if takes
care of could provide not only customer satisfaction but also increase productivity
and efficiency which would in turn result in increase of profits. But this common
thing is not very common which we don’t take care of.
The main objective of research is to know how much customers are satisfied with
our Bank and what factors effect customer satisfaction. Focusing on these factors
would increase customer satisfaction.
The three-main objective of research were
1.Generate some leads through Cold calling.
2. Analyze the customer satisfaction through questionnaire and “NEW

MARKET OPPORTUNITIES”.
3. Know the factors affecting the scope of a company to bank with HDFC Bank.
Specifically, the objective of this research is hereby:
1. To know the Corporates satisfaction for HDFC Bank.
2. The factors which influence corporate satisfaction.
3. To analyze all that factors which results a company choosing HDFC as their
corporate bank
4. To increase business and get some leads through cold calling and direct
selling.
5. To know the factors, affect the quality of services provided by Banks and our
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strengths and weakness which we need to focus on to increase customer
satisfaction.
6. To make recommendations with the result of the study which would enhance
customer satisfaction.
4.2 NEW MARKET OPPORTUNITIES ANALYSIS
A tool to identify and access the attractiveness of a business

opportunity. It is a part of the business planning or strategy processes
wherein before undertaking a new product or service, you analyse the
market for it to determine probable profit and revenue from it. One of
the most important factors considered and analysed in market
opportunity analysis is the forecasted demand for the product or the
service.
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Steps that can be followed to analyse market opportunity analysis
are:-
1. KNOWLEDGE OF MARKET
In today’s world the consumer has unlimited choices of spending his/her money
on a wide range of products and services. These choices are possible due to
global competition, rapid change, and needs and wants of buyers’. For a small
business to have complete knowledge of their market, it is essential for them to
perform a market analysis. Through a market analysis, a small business can:
1. identify business opportunities

2. evaluate existing and potential competition
3. guide the choice of who they should target
4. indicate the customer requirements that will be satisfied by their
marketing position strategy
To be successful, business must pay constant attention to their market. This

should be done so a small business can see shifting requirements of buyers, be
able to evaluate change in competitive position, and recognize opportunities for
new products and services.
2.AWARENESS
It is very important for a small business person to understand the factors affecting
market complexity because these factors can explain why markets change. If
there is a complete understanding of why markets change the business will be in
a better position to anticipate market change and competitive threats. Markets
usually change for four reasons:
1. the shifts in buyers’ needs
2. new technologies
3. socioeconomic forces
4. competitive action
Anticipating ones' market can be done thought mapping or diagraming of your

market. Mapping or diagraming is done to help you conceptualize and
understand every aspect of your market. After mapping or diagraming, a small
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business may be in a position to examine all aspects and anticipate the future so
they can act (instead of react) accordingly.
3.MARKET OPPERTUNITY ANALYSIS
The majority of strategic decisions made by a small business can be done

through identifying and analyzing your product. This is an approach that can be
done in a five step process.
a. Defining Product Market Boundaries and Structure
You need to identify the scope of your product. This should include
aspects such as markets, market size and composition, and the brand or
categories that you will be competing with. Here are two possible
approaches that can help you successfully define your specific boundaries
and structures.
Approach #1: The Hierarchical Approach

Start with a generic need category of interest to your small
business. Next, identify products or services that fit into that
category. Finally, determine what different markets can use your
products or services.
Approach #2: The Structural Approach

The idea of this approach is to link families of a product
markets. This method defines the generic product market so that
it contains all competing specific product market categories.
b. Describing and Analyzing End-Users

You need to identify and describe characteristics of buyers in your
consumer market. You want to determine why people buy the product or
service that you are offering. Make sure to also identify the external factors
that influences buyers. Once you have identified the characteristics,
reasons and external factors it would be helpful for you to compile
customer profiles.
c. Industry Analysis
It is important for you to know all aspects of the industry that you are a part
of. Therefore, it would be helpful for you to perform a study that analyzes
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the companies that make up your specific industry. In doing this you
would want to develop descriptive information of the industry and its
members. Included in this analysis:
o industry size, growth, and composition,

o typical market practices
o industry changes that are anticipated
o industry strengths and weaknesses.
d. Value Added System Analysis

The Value-Added System is a study supplier and distribution
channels. This can identify important patterns and trends in serving end-
users, uncover new market opportunities, and forecast the end-users
demands.
e. Analysis of Key Competitors
Industries are very large today compared to the past, so you must identify
who are your key competitors. These competitors can be selling the same
type or product or service as your business, or a different product or service
that end-uses would choose instead of your product or service. When
analyzing the competition, helpful information about each key competitor
would be:
o estimated overall business strengths

o present market share and past trends
o financial strengths and performance
o management capabilities and limitations
o technical and operating advantages
o description and assessment of strengths and limitations of market
strategies.
f. Market Sizes Estimation

It is important to know where your small business stands in the market. To
determine where your small business ranks in market potential, sales, and
market share there are three measures of market size that can be used by
your small business.
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4.MARKET SEGMENTATION
Now that you have an understanding of where your small business stands, it is
time to take all the information you have collected and use it to segment your
market. Market segmentation is the process of identifying and analysing the
buyers in a product market with similar characteristics. Segmentation allows to
match your products or services with buyers’ requirements. Since you have
already identified and analysed your buyers you need to take it a step further. You
would want to examine the differences among your buyers and categorize them
into subgroups of the total market. You can break down your market
characteristics using three major sub groups:
Demographic Characteristics
• Age
• Sex
• Income
• Education
• Stages in life cycle
• Social class
• Occupation
• Religion
• Race
Psychological Characteristics
• Personality
• Lifestyle
Geographic Characteristics
• Rural
• Urban, rural, suburban
• Region
• Climate
• City Size
• Population Density
Source: https://msu.edu/course/prr/473/oldstuff/MarkI&A.htm
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CASE STUDY
To analysis better, two cases were taken and a detailed analysis was taken out to
check and know what all factors leads to Accepting/ Rejection of the CAM
(Credit Appraisal Memorandum) and to know how to go about opting for a
company to bank with.
In the cases below, the scoping of the company was done and all the related
information was extracted from the Annual Reports and data provided by
HDFC Bank.
CASE 1
Company Name: Mother Dairy Fruit and vegetable Private Limited
INR in Million
CREDITY FACILITY
Facility Name Description Existing Limit Proposed Limit
Cash Credit 1,500.00 2,000.00
Corporate card 0.00 15.00
Bank Guarantee 100.00 200.00
Letter of credit 100.00 200.00
Term loan 0.00 57.50
Total Credit Appetite 1,700 2,472.5
BUSINESS OPERATIONS & FUTURE OUTLOOK
Application Sales Sales
FY 2016 FY 2017
Milk Retail consumptions 45,025.00 47,878.00
Milk Products Retail consumptions and trading 9,769.00 12,066.00

Frozen Fruits and vegetables Retail consumptions 707.00 583.00
Edible Oil Retail 9,039.00 11,257.00
Others Retail consumptions 1,546.00 1,706.00
Fresh Fruits and vegetables Retail Trading 2,970.00 3,108.00
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Raw Milk Retail Trading 504.00 144.00
Milk Commodities Retail Trading 783.00 835.00
Others Retail Trading 708.00 730.00
Sales of Service Others 273.00 240.00
Total 71,324.00 78,547.00
Main products, Capacity utilization, Expansion, and marketing arrangements
KEY RAW MATERIAL
Main Suppliers FY 2016 FY 2017
Cost Cost
Raw Milk Farmers 40,722.00 46,755.00

Conserved Milk Milk federations 436.00 221.00
Fruit and Vegetables Farmers 1230.00 1042.00
Edible oil Oil Mills 4082.00 5977.00
Packaging & other Raw material Various 1543.00 1660.00
Total 48012.00 55655.00
FINANCIALS
Operating Performance
2014 2015 2016 2017- EST

Net Sales 6299.00 68578.00 71051.00 78918.00
OPBDIT 963.00 1814.00 3527.00 2478.00
OPBDIT (%) 1.53.00 2.65.00 4.96.00 3.48.00
Other Income 148.00 150.00 201.00 278.00
Interest 500.00 626.00 547.00 152.00
Depreciation 539.00 677.00 805.00 821.00
PBT 62.00 651.00 2330.00 1505.00
PAT 33.00 391.00 1591.00 1055.00
Interest coverage 2.17.00 3.08.00 6.65.00 21.7
Cash Accrual 572.00 1068.00 2396.00 1876.00
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(a) Company has achieved net ales of Rs. 78,903, an increase of 11% over
last FY on account of increase in dairy operation sales.
(b) OPBDIT decreased to Rs. 2478 MM during FY 2017 as compared to Rs.
3527 MM in FY 2016. The decrease in margin is due to increase in raw
milk price.
(c) Interest cost decreased by 72% to Rs. 152 MM in FY 2017 due to lower
utilization of bank borrowing for working capital purpose.
WORKING CAPITAL MANAGEMENT
2014 2015 2016

Inventory (days) 36.07 56.61 52.53
Debtors (days) 4.03 5.03 5.35
Current ratio 0.8 0.91 0.91
Net working capital -2151 -1200 -1312
Cash flow from operations 1526 -2628 7316
CAPITAL STRUCTURE
2014 2015 2016 2017 -EST

Tangible Net worth 2678 2913 4189 5268
Loans and advances to associates and 46 0 0 0
subsidiaries
Investment in advances to associates 0 0 0 0
and subsidiaries
Adjusted TNW 2632 2913 4189 5268
Long term debt 809 1609 240 200
Short term debt 6396 8560 3432 3242
Long term debt repayable in one year 47 223 96 0
Total debt / TNW 2.69 3.49 0.9 1.62
TOL / TNW 4.25 5.18 3.09 2.35
TOL / Adjusted TNW 4.33 5.18 3.09 2.35
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Notes:
• Tangible net worth has increased to Rs. 5090 MM as at 03/2017 on

account of retained earnings.
• The company’s total leverage as on 03/2017 has improved to 2.35 as

compared to 3.09 as on 03/2016.
ASSESSMENT OF FACILITIES PROPOSED

RBI affiliated format of Maximum Permissible Banking Finance (MPBF)
format for approving credit for Working capital Facilities.
WC limit Assessment- MPBF Method

Year 2018
Estimates/ Projections
1. Net sales 81,000.00
2. Total Current Assets (TCA) 20,750.00
3. Current liabilities (other than bank borrowing) 5,600.00
4.Working capital gap 15,150.00
5. Min. stipulated NWC (25% of TCA excluding 5,187.00
export receivables)
6. Actual / projected NWC 4,800.00
7. (4-5) 9,963.00
8. (4-6) 10,350.00
9. MPBF (lower of 7 or 8) 9,963.00
• The company has estimated a turnover of over Rs. 81,000 MM for FY

2018.
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REASONS FOR APPROVING THE CREDIT FACILTY
1. Cash Credit
• Companies total working capital requirement has been estimated at
Rs. 4,000 MM which is reasonable and acceptable.
2. Export Credit
• Export for the current year is estimated to be Rs. 840 MM
3. Working Capital
• The company borrows through WDCL facility to save on the interest
cost
4. FCNR
• Company raises funds through foreign currency loans.
5. Term loan
• Rs. 500 MM loan is sanctioned, as mother dairy has setup integrated
modern fruit processing plant.. The project estimated capital outlay of
756.MM and company’s contribution is 14.7%
6. The overall investment of MDFVPL is observed which include

• Land Development
• Building
• P&M
• Electrical
• Furniture
• Office equipment
• Vehicle
• Computer and software
• Pre- Operative Expense
• Contingencies
Which all cost up to 756.5 Million, this would be finance with ratio of
66:34 Debt/ Equity
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CASE 2
Company Name: ILAND FS TRANSPORTATION NETWORK LTD
INR in Millions
CREDITY FACILITY
Facility Name Description Existing Limit Proposed Limit
Bank Guarantee 0.00 1,310.00
Total Credit Appetite 0.00 1,310.00
BUSINESS OPERATIONS & FUTURE OUTLOOK
• ITNL is a leading surface transportation infrastructure company and one

of the largest BOT road operators comprising a mix of toll and annuity-
based projects.
• ITNL has a diverse portfolio of road sector projects, spread across the
country. ITNL currently holds 23 operational road projects and 8 under
implementation/ financial closure.
• ITNL’s road portfolio is approximately 14,016 lane Km. spread over 31

projects with a pan India presence in 17 states.
• It also has five operational user fee-based projects which include two
metro projects.
• ITNL is wholly owned subsidiary in Singapore, namely ITNL

International Pte Ltd. (IIPL).
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• It has a strong financial track record and relationship with leading
financial institutions
• The company is having 27 various Domestic Road Projects & 8 project

under constructions.
• In addition, company won the bid for construction, operation &

maintenance of 2- lane Bi- directional in Jammu and Kashmir.
FINANCIALS
Operating Performance
2015 2016 2017 2018- EST

Net Sales 32403.3 43822.7 34006.5 0
OPBDIT 5240.3 5597 4932.6 0
OPBDIT (%) 6.17 12.77 14.5 0
Other Income 62356 6536.4 11058 0
Interest 6223.8 9105.7 10858.7 0
Depreciation 98.7 67 80.6 0
PBT 3847.3 -1229.2 1957.1 0
PAT 3186.6 -975.5 2007.4 0
Interest coverage 1.37 0.65 0.93 0
Cash Accrual 3285.3 -880.1 21459.9 0
• During 2016-17, the net sales of the company has come down by
22% on account of lower toll income due to demonetization.
• At even with low income, the company have a higher OPBDIT

margin on account of higher interest income and profit on sale of
investment.
• Other Expenses of the company has also reduced due to reversal of

expected credit loss on loans and receivables in 2016-17.
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• The finance cost increased by Rs. 1753 MM as a result of higher
borrowings for partially funding the increased investment in
projects and working capital requirements.
WORKING CAPITAL MANAGEMENT
2015 2016 2017

Inventory (days) 0 0.48 3.02
Debtors (days) 308.58 312.63 277.69
Current ratio 0.81 0.93 0.78
Net working capital -9968.7 -3230.2 -9547.2
Cash flow from operations 0 0 0
• In FY 2016-17, company had trade receivables of Rs. 25872 MM due

from subsidiary companies owing to annuity-based projects and hence the
debtor cycle is high.
CAPITAL STRUCTURE
2015 2016 2017 2017 -EST

Tangible Net worth 30970.3 26991.2 28275.2 0
Loans and advances to associates 29187.5 36669 58959.7 0
and subsidiaries
Investment in advances to associates 47721.8 48724.4 52818.1 0
and subsidiaries
Adjusted TNW -45939 -58402.2 -83502.6 0
Long term debt 44918.7 64521.6 85657.1 0
Short term debt 33887 33331 31045 0
Long term debt repayable in one 13724.9 10256 9537.7 0
year
Total debt / TNW 2.54 3.62 4.13 0
TOL / TNW 3.13 4.21 4.6 0
TOL / Adjusted TNW -2.11 -1.95 -1.56 0
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• The total debt of the company has increased in FY 16-17 on account of
increased investment in projects and increased working capital
requirement
• The company in FY 16-17 raised Rs 15000MM by issue of Non-
convertible Debentures (NCD’s) with a tenor exceeding 5 years.
ASSESSMENT OF FACILITIES PROPOSED

Justification for non-Fund based facilities
Bank Guarantee INR in Million
2017-18
Bank Guarantee O/S 14207.70
Add :- Fresh Guarantee required during the year 9385.80
Less:- Guarantee expected to expire during the 0.00
year
Guarantee Limit required 23593.00
• Contract price – Rs 48994.2 MM
• Construction Period – 7 years
• The company is required to submit Performance Bank Guarantee if

1310 Mn i.e. 2.65% of the contract price in favour of NHAI.
• The company has to provide advances payments Guarantee of

5389.4 Mn i.e. 11% of the contract price for availing mobilization
advances and BG of Rs 2694.7 Mn to avail advances for purchase
of equipment.
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REASONS FOR REJECTING THE CREDIT FACILTY
1. Negative adjusted tangible net worth given high investment and advances
to subsidiaries.
2. Due to above the debt level of the company are continually increasing,
further it has to make investment of Rs 2000 cr in its SPV as a promoter
contribution. Given current financial looks difficult for the company to
raise such large amount of debt.
3. There are overdues receivables of Rs 2200 cr against net worth of Rs.

2800cr.
4. CPLTD is higher than cash accrual leading to high refinancing risk for the
company.
5. Currently Rs 22780cr of projects are under execution resulting in high

execution risk.
6. High level of contingent liabilities in terms of guarantees given for group

companies.
7. At CONSOL level TOL/TNW is > 8.5x which indicate clear stress in the
company. With current ongoing project the same is going to further
increase
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OUTCOMINGS OF THE CASES & APPLICATION OF
NEW MARKET OPPORTUNITY
1. The importance of the concept New Market Opportunity while
scoping a company
2. It’s very important for the official who is pitching a company to

know the position of the company they are trying to pitch.
3. The two separate cases make us know all the factors which may
lead to cancellation of the credit facility asked by the company to
bank.
4. The critical analysis that is required for choosing a company to

bank with has to be decided on the very initial stage of scoping.
5. The main reason of taking the case was to tell how we go for
pitching a company and scope them.
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Chapter 5
Methodology
5.1 INTRODUCTION
This chapter deals with the methodology followed while scoping the companies
The steps are as followed
1. Calling the companies for their appointment.
• Calling was done on the bases of a shortlisted list given to me
by HDFC
2. Analyzing their Balance Sheet.
• Analysis done by calculation the following terms
Net sales
OPBDIT
POBDIT%
Non-operating
income
Interest
Depreciation
PBT
PAT
Interest cover
Cash Accrual
3. Scoping sheet
Th scoping sheet is the refence sheet where in the employees who
are scoping, fills the sheet and proceeds further. A sample of
scoping sheet is attached.
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SCOPING SHEET
Name of the Company

Key Decision Maker
Nature of Business
Industry
Software used by
Company
No. of the Plants
No. of Subsidiaries
No. of Promoters
No. of employees
a) Blue collar
b) White collar
Key Vendor Details (minimum Top 10)

Name of Vendor Country Name of Amount of Banking with us If Yes, which
the product purchase (Yes/No) function
Key Customer/ Details (minimum Top 10)

Name of Customer Country name of Amount of Banking with us If Yes, which
the product sales (Yes/No) function
4. Chalking out the products that can be offered on the bases of the analysis
of the balances sheet.
• By checking the financials of the company we choose the
products and services that can be offered
5. We then appraise a CAM , which consist of detailed analysis of the
company, stating all the financial position of the company and basic
operation of the company.
6. Closing the meeting

Apart from pitching the new customer, Existing customers were also
meet and were asked whether they are currently in need of any other
product.
7. A Questionnaire was also prepared.
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CHAPTER 6
GENERATING LEADS
6.1 GENERATING LEADS:

This was done through cold calling and direct one to one interaction with
customers. Although the success rate was very less but it helped generate some
astonishing results and some leads.
6.2 COLD CALLING:

It is one of the trusted and widely used method to generate business from a
customer without meeting them. The rate of conversion is very low because of
some constraints. This activity gives us mixed results sometimes it helped us
generate some leads other times the customer was in a bad mood and even said
to file a complaint against these types if calls. Which helped to get ready for the
experience in job and business of sales. It helped me generate 2 Leads. And other
2 asked to contact next month as they were busy with closing of the year 2017.
6.3 ONE TO ONE INTERACTION:
This was done with existing customer who were already banking with HDFC.
This is the best method to convince a customer for generating business through
him. Because with the help of one to one interaction you can understand his need
and requirement and also suggest him best solution to italic the barriers which
were in the cold calling had no place here like using of gestures here and not in
calling.
This method helped me generate some Leads few were of extending the existing
credit limit to the company and one issue regarding the displacement of salary
date.
6.4 INCREASING BUSINESS OF HDFC BANK :
Any business is setup with the sole objective to generate business. If a business
does not generate enough revenues and profit to sustain its operations the
business would soon shut down. With growing profits and revenues a business
36 | P a g e
has the opportunity to expand but it can also provide better service to its
customers because of huge capital base. A simple Cross sales form can be a
solution to increasing customer base
Cross selling is defined as to “sell related or complementary products to an
existing customer. Cross-selling is one of the most effective methods of
marketing. In the financial services industry, examples of cross-selling include
selling different types of investments or products to investors or tax preparation
services to retirement planning clients.”
Source : Cross-Sell https://www.investopedia.com/terms/c/cross-sell.asp#ixzz5EyfmOeZY
37 | P a g e
CHAPTER 7
ANALYSIS
7.1. COLD CALLING:

There were some astonishing results which I got when I studied the
data which was given to me by the Bank for calling. The results are
stated below:
Table: Responses of customers
% of
Response of customers for any service Total Total
Getting Loan from somewhere else with a Lower
Rate of interest 13 0.76%
Interest Rate of loans are very High 16 0.93%
Already Taken a Loan 22 1.28%
Already got call 44 2.56%
Out of reach/Switched off 78 4.54%
Interested 18 1.05%
Prefix Zero Error/Ported out/NO not in service 397 23.12%
National Do Not Call Registry 533 31.04%
Not Required 407 23.70%
Need Later Will call when Needed 26 1.51%
Want to close account 2 0.12%
Language problem 4 0.23%
Not receiving 157 9.14%
Total 1717
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Now Drawing Pie graph of the Result obtained
Responses of Customers
Getting Loan from somewere else with a Lower Rate of interest

Interest Rate very High
Already Taken a Loan
Already got call
Out of reach/Switched off
Interested
Prefix Zero Error/Ported out/NO not in service
National Do Not Call Registry
Not Required
Need Later Will call when Needed
Want to close account
Language problem
Not receiving
39 | P a g e
7.2 QUESTIONNAIRE ANALYSIS
11 Companies were given online questionnaire and were asked to fill their
preferences when we visited to their office.
The Questionnaire is as below with the analysis :
1. Name of the Company
2. Sector of your Company
Fig. 2
INTERPRETATION: The above table shows out of 11 responses 5 are of PSU

holding a percentage of 45.5% which is maximum, and rest to be private
company, and insurance sector.
40 | P a g e
3. Which income group do you belong to?
Fig.3
Analysis
Which income group do you belong to? COUNTA of Name of the Company
300 to 500 crore p.a. 4

More than 500 crore p.a. 7
Grand Total 11
Table 1
INTERPRETATION: According to the chart out of 11 companies, 7 are

having income more 500 crores and 4 companies have income of 300 to 500
crore.
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4. How you find the current/saving accounts of HDFC Bank?
Fig. 4
INTERPRETATION: According to the responses out of 11 companies 5

companies find current and saving account to be good which accounts for
45.5% and 4 companies found it to be very good which accounts fir 36.4%
and one to be excellent.
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5. Do you have any other product of HDFC Bank other than salary/saving
account?
Fig. 5
INTERPRETATION: According to the responses out of 11, 8 are having other

products of HDFC bank and rest 3 don’t have the products.
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6. Are you satisfied with your Current /saving account?
Fig. 6
INTERPRETATION: Out of 11 companies, all were satisfied with their

accounts.
This shows satisfaction of the corporates towards HDFC bank.
44 | P a g e
7. Which bank has ease of access?
Fig. 7
INTERPRETATION: In case of ease of banking, out of 11 companies 81.8% of

the companies feels HDFC to be much easier to bank as compared to others
8. Which bank offers you the flexibility in its products?
45 | P a g e
INTERPRETATION: According to the responses 54% of the companies
respond HDFC to be more flexible, 27.3% feels ICICI to be more flexible, 9.1%
to Kotak Mahindra & 9.1% to Yes Bank.
9. Which is the area of improvement for HDFC Bank?
Fig. 9
INTERPRETATION: The area of improvement for HDFC Bank responses

came out where in 36.4% of companies feels services to be improved, 36.4% of
companies fells technology to be improved and 9.1%, 9.1%, 9.1% RM,
Technology & updates respectively.
46 | P a g e
CHAPTER 8
CONCLUSION
9.1 CONCLUSION BASED ON COLD CALLING

We are not able to reach 60% of our customers through calling either because
their calling number is on DND or they do not receive our calls
9.2 INCREASE BUSINESS OF HDFC BANK

60 % of the Customers can not be reached through calling. Also due to work
load the employees are in a hurry to finish their work. Which some time due to
negligence results in loss of business.
To tap more business opportunities the “CROSS SELL “ concept can be used
to know what products our existing companies already using and what all
complementary products we can provide them with.
9.3 DELAY IN RESPONSE FROM PSU’S

Due to late reply and follow up from the PSUs, it takes a lot of time to covert
them and leads to wastage of time and delay in the results.
47 | P a g e
CHAPTER 9
RECOMMENDATIONS
RECOMMENDATIONS
10.1 BASED ON COLD CALLING
We need to update our Database and also find a better way like informing our
customers about offers through internet banking, by giving a pop up when they
open their account.
10.2 INCREASE BUSINESS OF HDFC BANK
To tap more business opportunities the “CROSS SELL “form is designed

which could not only be used to generate more business but also to create our
own banks updated data.
It would be used whenever a customer visits our bank or at the time of opening
of the bank account of a new customer. It would be more helpful at the time of
new account opening as at that time the information given by company is true
because the customer is in doubt whether their account would be opened or not.
The form would collect information of any current or future business that could
be generated from the same customer and taking over all the prospective
business from him at the same time.
It’s like hitting the bull’s eye. For example: A customer wants to buy a phone
next month. Before he could make up his mind to buy phone of a particular
company. We call him and offer him the benefits of our company (bank) and
generate business from the customer.
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10.3 BASED ON NEW MARKET OPPORTUNITY ANALYSIS
This is the growth strategies matrix, with which we can tap on the customer and
would make the work more simplifier and accurate.
Graph of the Product
• Start with exploring and identifying an opportunity

• Figure out the right offering that can achieve Product – Market fit
• Scale up to drive growth
• At some point, the growth slows down and plateaus
49 | P a g e
• Then it declines
The key word here is the market. You have to look at the market and understand
where it is not served well. You do this by looking at people in that market (the
customers) and understanding which of their needs are not being met.
This is an exploratory step but you typically have a hypothesis or a hunch, you
may see trends, you may have observed something in your own experience, or
seen a report, etc.
50 | P a g e
CHAPTER 10
REFERENCES
[1] HDFC,2018: PRODUCTS AND SERVICES : [Online]

Available From : http://www.hdfcbank.com/personal/products/accounts-and-
deposits
[2] HDFC,2018 : SAVINGS ACCOUNTS OF HDFC BANK : [Online]

Available From : http://www.hdfcbank.com/personal/products/accounts-and-
deposits/savings-accounts
[3] HDFC,2018 : PERSONAL PRODUCTS AND POANS : [Online]

Available From : http://www.hdfcbank.com/personal/products/loans
[4] HDFC,2018 : HDFC CARDS [Online] Available From :

http://www.hdfcbank.com/personal/products/cards
[5] HDFC,2018 : DEMAT ACCOUNT OF HDFC: [Online] Available From :

http://www.hdfcbank.com/personal/products/demat
[6] HDFC,2018 : TYPES OF INVESTMENT IN HDFC: [Online] Available

From : http://www.hdfcbank.com/personal/products/investments
[7] HDFC,2018 : HISTORY OF HDFC BANK : [Online] Available From :

http://www.hdfcbank.com/aboutus/default.htm
[8] HDFC,2018 : AWARDS WON BY HDFC: [Online] Available From :

http://www.hdfcbank.com/aboutus/awards/default.htm
[9] HDFC,2018 : MANAGEMENT TEAM OF HDFC [Online] Available

From: http://www.hdfcbank.com/aboutus/general/management.htm
[10] HDFC,2018 : PROFILES OF DIRECTORS : [Online] Available From :

http://www.hdfcbank.com/aboutus/cg/Profiles_of_Directors.htm
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[11] KUNAL SRIVASTAVA,2010 : REPORT : [Online] Available From:
https://www.scribd.com/doc/17320689/HDFC-BANK-PROJECT-SAVING-
ACCOUNT
[12] MONEY CONTROL,2017 : ANNUAL REPORT OF HDFC: [Online]

Available From: http://www.moneycontrol.com/annual-
report/hdfcbank/directors-report/HDF01
[13] New Market opportunities: [ONLINE] Available from

http://www.investorwords.com/19306/market_opportunity.html
[14] New Market opportunities

https://www.3pillarglobal.com/insights/finding-new-market-opportunities
[15] RBI 2017 : CONSUMER CASES ON BANKING :

[online] Available From :
https://www.rbi.org.in/scripts/bs_viewcontent.aspx?Id=171
[16] HOWARD J.WEISS 2010 : POM QM MANUAL : [online] Available

From : https://uits.columbusstate.edu/mytechtab/docs/POM-
QM%20for%20Windows%20Manual.pdf
[17] MONEY CONTROL,2017 : ANNUAL REPORT OF HDFC: [Online]

Available From:
http://www.moneycontrol.com/annual-report/hdfcbank/directors-report/HDF01
52 | P a g e
WORK DONE
S.NO DATE WORK DONE
1. 23nd February to 1. Cold calling for pitching customers
15st March 2. Took the notes of a sample calling.
2. 16th March to 25th 1. Helped to generate some data by analyzing

March the balance sheet
2. Helped in appraising CAM(credit appraisal
memo.)
3. 26th March to 5th 1. Worked on NEW MARKET OPPORTUNITY

April concept.
2. one to one Lead generation.
3. Cold calling.
4. Find out the details of company’s financials by
analyzing Balance Sheet.
3. 6th April to 10th 1. Questionnaire filling by customers on

April customer satisfaction.
2. Cold calling.
3. 4.Lead generation of 2 companies
11th April to 30th 1. Questionnaire filling by customers
4. April 2. Cold Calling
3. Prepared tabular data for psu’s
5 1st May to 9th May 1. Visits to companies / cold calling for next
follow up and appointments.
53 | P a g e

Amulya Saxena - Final Report

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A REPORT ON

BUSINESS SCOPING FOR MID AND LARGE

HOUSING DEVELOPMENT FINANCE CORPORATION LIMITED

BUSINESS SCOPING FOR MID AND LARGE

Mr. D. Satish Mr. Ashutosh Kumar

Date of Submission: 9th May 2018

The report “BUSINESS SCOPING FOR MID AND LARGE CORPORATES” is

Date: Authorized Signature

1.1 HDFC History……………………………………………………………………...9

CHAPTER 4: Research objective……………………………………………………………….17

CHAPTER 6: Generating Leads…………………………………………………………………36

CHAPTER 10: Reference………………………………………………………...……………….52

1.1 HDFC History

• ACCOUNTS AND DEPOSITS

SAFE DEPOSITS LOCKER

4.1 RESEARCH OBJECTIVE:

2. Analyze the customer satisfaction through questionnaire and “NEW

Specifically, the objective of this research is hereby:

1. To know the Corporates satisfaction for HDFC Bank.

2. The factors which influence corporate satisfaction.

A tool to identify and access the attractiveness of a business

1. identify business opportunities

To be successful, business must pay constant attention to their market. This

Anticipating ones' market can be done thought mapping or diagraming of your

3.MARKET OPPERTUNITY ANALYSIS

The majority of strategic decisions made by a small business can be done

a. Defining Product Market Boundaries and Structure

Approach #1: The Hierarchical Approach

Approach #2: The Structural Approach

b. Describing and Analyzing End-Users

o industry size, growth, and composition,

d. Value Added System Analysis

o estimated overall business strengths

f. Market Sizes Estimation

BUSINESS OPERATIONS & FUTURE OUTLOOK

Application Sales Sales

Milk Products Retail consumptions and trading 9,769.00 12,066.00

KEY RAW MATERIAL

Main Suppliers FY 2016 FY 2017

Raw Milk Farmers 40,722.00 46,755.00

2014 2015 2016 2017- EST

WORKING CAPITAL MANAGEMENT

2014 2015 2016

2014 2015 2016 2017 -EST

• Tangible net worth has increased to Rs. 5090 MM as at 03/2017 on

• The company’s total leverage as on 03/2017 has improved to 2.35 as

ASSESSMENT OF FACILITIES PROPOSED

WC limit Assessment- MPBF Method

• The company has estimated a turnover of over Rs. 81,000 MM for FY

6. The overall investment of MDFVPL is observed which include

Company Name: ILAND FS TRANSPORTATION NETWORK LTD

Total Credit Appetite 0.00 1,310.00

BUSINESS OPERATIONS & FUTURE OUTLOOK

• ITNL is a leading surface transportation infrastructure company and one

• ITNL’s road portfolio is approximately 14,016 lane Km. spread over 31

• ITNL is wholly owned subsidiary in Singapore, namely ITNL

• The company is having 27 various Domestic Road Projects & 8 project

• In addition, company won the bid for construction, operation &

2015 2016 2017 2018- EST

• At even with low income, the company have a higher OPBDIT

• Other Expenses of the company has also reduced due to reversal of

WORKING CAPITAL MANAGEMENT

2015 2016 2017