“ Demat Account ”

1. PROJECT REPORTON “DematAccount” Submitted to IIeBM in the partial fulfillment of therequirement for degreeof Master of e-Business Management (Finance) By:- Name –Naveen Alwala International Institute of e-BusinessManagement Roll Number–2008/MeBA/07/098

2. MOHALI Year-2009 PREFACE The successful completion of this project was a unique experience for me because by visiting many place and interacting various person, I achieved a better knowledge about sales. The experience which I gained by doing this project was essential at this turning point of my career this project is being submitted which content detailed analysis of the research under taken byme. The research provides an opportunity to the student to devote his/her skills knowledge and competencies required during the technicalsession. The research is on the topic “Angel Broking DematAccount”

3. Acknowledgement It was a great opportunity for me to work with Angel Broking Ltd., pioneers in the field of Finance Industry. I am extremely grateful to all those who have shared their expertise and knowledge with me and without whom the completion of this project would have been virtually impossible. Firstly, I would like to thank our Company Guide Mr. Aditya Parmar, Training Manager who has been a constant source of inspiration for me during the completion of this project. He gave me invaluable inputs during my endeavor to complete thisproject. I am also extremely grateful to Mr. Aditya Parmar, Training Manager, to have given me this opportunity to work with him and gain valuableinsights. I am indebted to all staff of Angel Broking Ltd for their valuable support and cooperation during the entire tenure of this project. Not to forget, all those who have kept my spirits surging and helped delivering mybest.

4. I thank my faculty guide Mr./Ms. Harbajan Singh who helped me out at every critical situation that I faced in my project and gave me his valuable advice to solveproblems. I want to give my special thanks to all members of IIeBM, for providing me opportunity to work on this project with this greatorganization. At last I would like to thank all the respondents met in the preparation, who gave their valuable time to provide us required information and their honest support to complete our project intime. RAJUGOYAL ROLL NO. -2008/MeBA/07/098 CERTIFICATE OFCOMPLETION

5. This is certify that the Final Project report entitled “Demat Account” submittedSummer training report of the requirement for the degree of MeBA, is a work carried out by RAJU GOYAL, Roll No. – 2008/MeBA/07/098 under my supervision andguidance. ProjectGuide: () DECLARATION To TheDirector, International Institute of e-Business Management, Phase-1, Mohali.

6. RespectedSir, I hereby declare that the Summer Training Report, which is entitled “Demat Account”, is compiled and submitted by me is my original frame work. The Procedure in the report is based on the Standards provided in ISO 9001. I have not copied the data from any previous report. However, my Project Guide Respected Mr. Aditya Parmar helped me at various points while preparing thisreport. MR. RAJUGOYAL

7. EXECUTIVESUMMARY Training and development is the essential job of human resources department of every organization. It is necessary to help employees in dealing with the changes caused by the changing businessenvironment. I, RAJU GOYAL had done my project in ANGEL BROKING LTD. which is a leading company in finance industry. The main objective of my project was to “DematAccount”. The training design included departments, and their training needs, month of training, sequence of training and methods of training. A proper matrix was formed differently for each level highlighting the requirements to betrained. It also includes different skills workshop including the contents, objectives of the skills imparted to the employees. Most important in training process are the ice breakers and games which help the trainees in feeling relaxed and refreshed. Each level in organization was considered as separate entity and training procedure for them was alsodifferent.

8. TABLE OF CONTENTS FORPROJECT REPORT Introduction Company Profile SWOT Analysis Discussion onTraining Demat Account of AngelBroking Buying andSelling Need for thestudy Competitors Objective ResearchMethodology Data Analysis andInterpretation Observation and Finding Limitation Suggestion Summary andConclusion Bibliography 8 9 18 20 25 34 38 39 43 44 47 57 59 60 61 62

9. ANNEXURE (containsquestionnaire) 63 Introduction Angel Broking's tryst with excellence in customer relations began in 1987. Today, Angel has emerged as one of the most respected Stock-Broking and Wealth Management Companies in India. With its unique retail-focused stock trading business model, Angel is committed to providing ‘Real Value for Money’ to all its clients. The Angel Group is a member of the Bombay Stock Exchange (BSE), National Stock Exchange (NSE) and the two leading Commodity Exchanges in the country: NCDEX & MCX. Angel is also registered as a Depository Participant with CDSL. FSWA is into FINANCIAL PLANNING which involves selling of financial products like D-mat account, corporate FD’s, mutual funds andinsurance. Angel Broking ltd – Transacting and investing simplified. Get ready to change the way you transact and invest in financial products and services. Whether you wish to transact in equity, equity & commodity derivatives, prefer to invest in mutual funds, life & general insurance products or avail money transfer and money changing services, you can do it all through reliance money. Simply open a Angel demat account and enjoy the convenience of handling all your key financial transactions through this onewindow. In my project I explain in brief about the company, about financial planning, about Demat Account, and almost all the things that I have learned so that others can also read and learn from myexperience.

10. COMPANYPROFILE Angel Broking HouseLimited COMPANYBACKGROUND Philosophy of theCompany Angel broking ltd. already has a presence in India through company Law, incorporated on December, 1997. It offers world-class financial planning and a wide range of wealth management products to mass affluent and affluent customer segments. Angel Broking limited provides a complete range of financial products and services that include equity broking (internet based online trading as well as offline trading), financial planning, insurance, investment products, equity research, demat account andmore. Angel Broking Limited is one of the leading and professionally managed stock broking firm involved in quality services and research. Angel Broking Limited is a corporate member of The Stock Exchange,Mumbai. The membership of the company with The Stock Exchange Mumbai was originally in the name of Mukesh R. Gandhi, which was eventually turned into a corporate membership in the name of Angel BrokingLimited. Angel Broking Limited is managed by Mr. Dinesh Thakkar and he is well

11. supported by Mr. Mukesh Gandhi, a fifteen years veteran in themarket. The group is well supported by a professional and qualified research team and efficient operations and back office team, which comprises of highly dedicated and qualified individuals. Angel has an in-house, state of art researchdepartment. Angel believes in reaching out to the customer at the farthest end rather than by reaching out to them. The company in its endeavour to give its client the best has opened up several branches all over Mumbai, which are efficiently integrated with the HeadOffice. Angel Broking Limited is primarily into retail stock broking, with a customer base of retail investors, which has been increasing at a compounded growth rate of 100% every year. The company has huge network sub-brokers in Mumbai and other places outside Mumbai, registered with SEBI, who act as Chanel partners for the company. The company presently has total staff strength of around 150 employees who are spread accordingly across the head office and all thebranches. Angel has empowered its physical presence throughout India through various strategies which it has been adopting efficiently and effectively over a period of time, like opening up of branches at various places, tie-ups with various agencies and sales agents, buy-outs of smaller regional outfits and appointment of sub- brokers and franchisees. Moreover Angel has been tapping and including high net- worth and self-employed individuals it its vast array ofclients. Angel has always strived in the direction of delivering ultimate client satisfaction and developing stronger bonds with its customers and chose partners. Angel has a vision to introduce new and innovative products and services regularly. Moreover Angel has been one among the pioneers to introduce the latest technological innovations and integrate it efficiently within itsbusiness. Mission: To create long term value by empowering individual investors through superior financial services supported by culture based on highest level of teamwork, efficiency andintegrity.

12. VISION: • To provide best value for money to investors through innovativeproducts. • Trading/InvestmentsStrategies • State of the art technology and personalizedservice. • CustomerPromise • They are passionate about their customers' success and promise to deliver exceptional service with every meeting, interaction and dealing. They strive to offer simple, straightforward, friendly and trustworthy service. They are a financial company with a differentattitude. DEA ANGEL LINGIN

13. EQUITY LIFE INSURANCE MUTUAL FUND COMMODITY Milestones Awarded with 'Broking House with LargestDistributionNetwork'and'Best Retail Broking House' at Dun & Bred street Equity Broking Awards2009 May,2009 August, 2008 Crossed 500000 tradingaccounts November, 2007 ‘Major Volume Driver’ for2007 March, 2007 Crossed 200000 tradingaccounts December, 2006 Created 2500 businessassociates October, 2006 ‘MajorVolumeDriver’awardfor2006 September Launched Mutual Fund andIPO ,2006 business July,2006 Launched the PMSfunction

14. March, 2006 Crossed 100000 tradingaccounts October, 2005 ‘MajorVolumeDriver’awardfor2005 September ,2004 Launched Online TradingPlatform April, 2004 Initiated Commodities Brokingdivision April, 2003 First published researchreport November, Angel’s first investorseminar 2002 March, 2002 Developed web-enabled backoffice software November, Angel Capital and Debt MarketLtd. 1998 incorporated December, 1997 Angel Broking Ltd.incorporated Angel Broking House Board ofDirector Mr. Dinesh Thakkar Founder Chairman & ManagingDirector The Angel Group of Companies was brought to life by Mr. Dinesh Thakkar. He ventured into stock trading with an intention to raise capital for his own independent enterprise. However, he recognised the opportunity offered by the stock market to serve individual investors. Thus India’s first retail-focused stock-broking house was established in 1987. Under his leadership, Angel became the first broking house to embrace new technology for faster,more

15. effective and affordable services to retailinvestors. Mr. Thakkar is valued for his understanding of the economy and the stock-market. The print and electronic media often seek his views on the market trend as well as investmentstrategies. Mr. Lalit Thakkar Director – Research Mr. Lalit Thakkar is the motivating force behind Angel’s highly acclaimed Research team. He’s been a part of the senior management team since theAngel Group’s inception. His technical and fundamental outlook has provided impetus to Angel’s market research team. Research-based & personalized advisory services are Angel’s forte, and Mr. Lalit Thakkar has undoubtedly been the brain behindit. When it comes to analyzing the market, Mr. Lalit Thakkar is truly a genius. His hands-on experience and fundamental knowledge of the market can predict the market trend early. His views on the market trend are often quoted in the print and electronicmedia. Mr. Amit Majumdar Chief StrategyOfficer A chartered Accountant by qualification, Mr. Amit Majumdar is a key member of Angel’s strategic decision-making process. He has been with the group since August 2004. He has handled several functions of the group like finance and operations, to name a few. He has rich experience in finance, investment banking, treasury, consultancy and advisoryservices. Mr. Majumdar has led many successful initiatives for the group. Before joining the Angel Group, Mr. Majumdar has been associated with Rabo India Finance, Ambit Corporate Finance and Ernst &Young. Mr. Rajiv Phadke Executive Director – HR & Corp. communications Mr. Rajiv Phadke has actively contributed to the Group’s growth over the last four years. Holding a major in Finance, Mr. Rajiv Phadke is a strategic thinker with expertise in the field of corporate planning, international marketing, financial services, brand-building, HRD and qualitymanagement.

16. With over 32 years of experience, Mr. Phadke has successfully led SBUs and financial companies from concept to commissioning. His career horizon spans Motilal Oswal Securities, Times Guaranty Financials, Nagarjuna Securities and Tata Exports Ltd. He is also a well-known speaker in the HR and business development circuit and his views are featured on various electronic media aswell. Mr. Vinay Agrawal Executive Director – EquityBroking Mr. Vinay Agrawal leads the Equity Broking business at Angel, which comprises Business Development, Operations, Product Development and E- broking initiative. He is actively involved in exploring new ways to adopt technology for businessenhancement. A Chartered Accountant by qualification, Mr. Agrawal began his career with the Angel Group as Finance and Operations Consultant, and since then he’s quickly climbed up the corporateladder. Mr. Nikhil Daxini Executive Director - Sales andMarketing With an MBA in finance, Mr. Nikhil Daxini has been instrumental in introducing the concept of professional marketing of broking services at Angel. His area of focus is Business Development, Risk Management andOperations. Mr. Daxini has immense experience in the marketing of financial products and services. He has been associated with HDFC Bank Ltd. in thepast. Mr. Hitungshu Debnath Executive Director - Distribution & WealthManagement A marketing professional and a British Chevening scholar from the London School of Economics, Mr. Hitungshu Debnath leads the Distribution and Wealth Management business at the Angel Group. It includes the distributionof Insurance, mutual funds, IPOs, personal loans and other wealth managementproducts.

17. Mr. Debnath has over 18 years of industry experience. He has been associated with Times Guaranty Financial Ltd., Fortress Financial Services Ltd., Alliance Capital Asset Management and HDFC Asset Management Ltd. in thepast. Mr. Mudit Kulshreshtha Executive Director - Business Intelligence &Analytics Mr. Mudit Kulshreshtha heads the advance analytics and strategic business intelligence division at Angel. With a Bachelor’s degree in Engineering and PhD in Economics, Mr. Mudit Kulshreshtha has more than 12 years experience in the field of strategy and business consulting. He has been associated with reputed consulting firms like Deloitte Consulting India, Ernst and Young,ArthurAndersenandWNSGlobal.HehasadvisedseveralbigclientsintheU.S.and U.K. He is also a known speaker at public seminars and conferences organized by CII, NASSCOM, Indian School of Business andIIT. Mr. Santanu Syam Executive Director -Operations Mr. Syam brings with him over 18 years of experience in the field of Transaction Banking, Wholesale Banking, Treasury Banking, Consumer Banking and CBS. He started his career with ANZ Grind lays Bank and he was also associated with Standard Chartered Bank in India as Director TransactionalBanking. Mr. Syam followed up his Engineering degree with an MBA. He has also attended Banking & Technology seminars organized by SCB Singapore, BSE India & EuroFinance. Mr. Ketan Shah Associate Director - InformationTechnology

18. IT is a strategic function at Angel. And Mr. Ketan Shah is involved in the designing of Angel’s IT policies and Strategies. Mr. Shah leads all IT-related activities from planning and budgeting to implementation andmaintenance. Mr. Shah has over 18 years of industry experience. He has been involved in various aspects of Business Operations in his previousassignments. Ms.PinkyKothariAssociateDirector-SalesAnd Marketing Ms. Pinky Kothari is responsible for development and expansion of the Angel Group’s business in Southern India. She started her career at Angelas Business Development Executive. She was then appointed the head of Surat Branch and the South Gujarat region, before assuming the role of AssociateDirector. A qualified Company Secretary and an MBA in Finance, Ms. Kothari has vast experience in business development in the financial servicesindustry. Mr.Naveen MathurAssociate Director –

19. CommoditiesBusiness A CFA of 1997, Mr. Mathur holds a Post Graduation degree in Financial Management and Business Finance. He brings with him over 14 years of experience in the financialmarkets He had been associated with Religare Commodities, Karvy Consultants and with BLB Ltd in the past. He has been involved in several management activities, treasury operations, corporate and strategic planning, and research activities in Futures and Options markets in his pastassignments. Mr. Mathur is a regular speaker on all the prominent financial newschannels. • SWOTANALYSIS:- • Strength:- • Co-operative and Experienced Branch Managers • GoodDatabase • RelianceBrand • Lowpricing • Weakness:- • InexperiencedStaff • Low awareness due to lack of advertisement. • Lack of loyalclientage • Developingproduct.

20. Opportunity:- • UntappedMarket • Increased spendingpower • Changing Mindset ofCustomers • UnpredictableSensex • Threat:- • Reach • Stiff competition from existing players in the market • Betterproducts WHAT DOES ANGEL BROKING LTD.OFFERS PersonalizedService Company believes in providing personalized service and individual attention to each client to ensure that we understand their goals and help them achieveit. ProfessionalAdvice Company offers expert advice on equity and debt portfolios with an objective to provide consistent long-term return while taking calculated market risks. Companies approach helps clients build a proper mix of products, and not concentrate on just one individual product. Hence, serving long-term objectives in the bestway. Long-termRelationship Company believes that long-term vision is the only means to steady wealth creation. However to achieve this one also needs to take advantage of short-term market opportunities while not losing sight of long-term objectives. Hence it partners all its clients in realizing their long-termvision.

21. Access to ResearchReports • Company provides the clients with access to the expert opinion of economists andanalysts. • Transparency andConfidentiality • Companies clients receive regular portfolio statements from relationship managers viaemail. • DISCUSSION ONTRAINING • Student’s work profile(role andresponsibilities) • I worked there with ANGEL BROKING LTD. with a profile of sales trainee. This profile offers me to understand the need of customer and provide them the best deal possible with maximization of the profit, both for the company as well as for thecustomer. • The most important aspect for the role of trainee is trust. So far fulfillment of the targets one needsto: • Capitalize on the old and loyal clientage which can be building slowly by advising people in the best possibleway. • Generating new leads through variousactivities. • Generation ofleads • Since I was new in the field so I had to start from scratch and generate new leads to sustain in themarket. • Cold calling is one of the trusted ways of getting to the customers without meeting them. Althoughtherateofconversionremainedveryless,forcoldcallingthequalityand

22. accentremainsaveryimportantcriterion.thisactivitygivememixedresult.Ioftengotaccentremainsaveryimportantcriterion.thisactivitygivememixedresult.Ioftengot success and generated many leads through it but it also landed me in awkward position where the customer were in different mood and made us hear words for which a marketer should be always prepared to hear. Corporate calls always remained more difficult to crack with respect to retailsector. The corporate were the most difficult and most temping to get the business from. It took me one one day to crack Hi-techGears. At ANGEL BROKING LTD. after getting the product knowledge in the first week at the branch I was also allotted distributor to work with. In the initial phase I was accompanied by more experienced staff. After I became known to the market and procedure I started attending calls aloneonly. After the third week my performance also improved and I was able to get close to the targets, though it looked difficult to achieve in the beginning. To get awareness of the every product I attended diversified calls. This helped me to implement cross selling to get betterresults. LIMITATIONS: 1. ColdCalling • Voice and accent plays a majorrole. • Therighttimetocallacustomercannotbedecided,asthecustomermayina • different mood at the time ofcalling. • Timeconsuming • Less successrate

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