SUMMER INTERNSHIP REPORT

“A STUDY ON THE PRODUCTS/SERVICES AND

MARKETING STRATEGIES WITH REFERENCE TO KOTAK

MAHINDRA BANK”

A Summer Training Report submitted to the University of

Mysore in partial fulfilment of the requirements for the award of

the Degree of MASTER OF BUSINESS ADMINISTRATION

Submitted by
MOHAMMED EIDREES RAZA (Reg. No. -MBF22025)

Directorate of Outreach and Online Programmes

University of Mysore
September - 2023

1
 ACKNO W LEDGE ME NT

A t t h e o u t s e t , I w o u ld l ik e t o t h a n k t h e s t a f f o f K O T A K M A H I ND R A
B A N K f o r g i v i n g m e t h e a p p r o v a l a n d c o - o p e ra t i n g m e i n m y p r o j e c t
a n d a s w e l l a s g i v i n g m e g u id a n c e in t h e p r o b le m s f a c e d .

I t h a n k m y P r o je c t G u i d e M r . G a n g a d h a ra p p a ( B ra n c h m a n a g e r o f
k o ll e g a l b r a n c h ) . F o r h is e n co u r a g e m e n t a n d c o n t ri b u t i on o f t i m e ,
c o u ns e l a n d m at e ri a ls .

A h e a r t f e lt t h a n k t o t h e m a n y r e s p o n d e n t s s u r v e y e d w h o s e id e a s ,
c r i t i c a l in s ig h t s a n d s u g g e st io n s h a v e b e e n in v a lu a b l e i n t h e
p re p a r a t i o n o f t h i s r e p or t .

4
 Table of contents
CHAPTER TITLE PAGE NO
Cover Page 1
Declaration 2
Company Certificate 3
Acknowledgement 4
List of Tables 5
List of Figures/Charts 6
1 Introduction 7-8
2 Company Profile 9-11
3 Main Chapter and functioning of 12-37
various department
a). Banking Services and
products
b) Investment Services
c) Convenience
Banking
d) Other services
4 RESEARCH METHODOLOGY 38-43
A) SOURCES OF
DATA
B) RESEARCH
DESIGN
c) DATA SOURCES
d) SCOPE OF THE STUDY
5 Analysis and Findings 44-55
6 Appendices 56-59

5
 List of Figures
CHAPTER TITLE PAGE NO
Banking history 8
1 Satisfaction level of internet 34
banking
1 Duration with bank 45
5 Service compaired to gov bank 54

6
CHAPTER-1

INTRODUCTION

“Think Investment Think Kotak”

Banks like Kotak Mahindra, standard chartered, ICICI, HDFC, and Citibank now bring your Bank
Account and Debit card to your fingertips. With Mobile commerce, you can perform a wide range of
query-based transactions from your Mobile Phone, without even making a call.

Kotak Mahindra is one of India's leading financial institutions, offering complete financial solutions
that encompass every sphere of life. From commercial banking, to stock broking, to mutual funds, to
life insurance, to investment banking, the group caters to the financial needs of individuals and
corporate.
The group has a net worth of over Rs.1, 800 crore and employs over 4,400 employees in its various
businesses. With a presence in 82 cities in India and offices in New York, London, Dubai and
Mauritius, it services a customer base of over 5, 00,000.

Kotak Mahindra has international partnerships with Goldman Sachs (one of the world's largest
investment banks and brokerage firms) and Old Mutual (a large insurance, banking and asset
management conglomerate).

The Kotak Mahindra Group was born in 1985 as Kotak Capital Management Finance Limited. This
company was promoted by Uday Kotak, Sidney A. Pinto and Kotak & Company. Industrialists Harish
Mahindra and Anand Mahindra took a stake in 1986, and that's when the company changed its name
to Kotak Mahindra

Finance Limited. Since then it's been a steady and confident journey to growth and success.

7
 1986 : Kotak Mahindra Finance Limited starts the activity of Bill Discounting
 1987 : Kotak Mahindra Finance Limited enters the Lease and Hire Purchase market
 1990 : The Auto Finance division is started
 1991 : The Investment Banking Division is started. Takes over FICOM, one of India’s largest
financial retail marketing networks
 1992 : Enters the Funds Syndication sector
 1995 : Brokerage and Distribution businesses incorporated into a separate company -
Kotak Securities. Investment Banking division incorporated into a separate company
 1996 : The Auto Finance Business is hived off into a separate company - Kotak Mahindra
Primus Limited. Kotak Mahindra takes a significant stake in Ford Credit Kotak Mahindra
Limited, for financing Ford vehicles. The launch of Matrix Information Services Limited
 1998 : Enters the mutual fund market with the launch of Kotak Mahindra Asset Management
Company.
 2000 : Kotak Mahindra ties up with Old Mutual plc. for the Life Insurance business.
Kotak Securities launches kotakstreet.com - its on-line broking site. Formal
commencement of private equity activity through setting up of Kotak Mahindra Venture Capital
Fund.
 2003 : Kotak Mahindra Finance Ltd. Converts to bank
8
 CHAPTER-2

COMPANY’S PROFILE
Established in 1984, The Kotak Mahindra Group has long been one of India’s most reputed financial
organizations. In Feb 2003, Kotak Mahindra Finance Ltd., the group’s flagship company was given
the license to carry on banking business by the Reserve Bank of India (RBI).This approval creates
banking history since Kotak Mahindra Finance Ltd is the first company in India to convert to a bank.
The license authorizing the bank to carry on banking business has been obtained from the RBI in
tune with Section 22 of the Banking Regulation Act 1949.
KMBL was promoted by Mr. Uday.S.Kotak, Kotak and Company Ltd and Mr. Sidney &A.A.Pinto
under the name of Kotak Capital Management Finance Ltd on 21st Nov 1985 and obtained a
Certificate of Commencement of Business on 11 th Feb 1986.
The bank customers have access to entire VISA network of 4500 ATM’S in India and 800000ATM’S
worldwide accepted in more than 56000 establishments across India and 10 million worldwide. The
customer also has access to over 800 ATM’s with sharing arrangements with UTI BANK, of these
125 are in the NCR.

Key group companies and their businesses

Kotak Mahindra Bank

The Kotak Mahindra Group's flagship company, Kotak Mahindra Finance Ltd which was established
in 1985, was converted into a bank- Kotak Mahindra Bank Ltd in March 2003 becoming the first
Indian company to convert into a Bank. Its banking operations offer a central platform for customer
relationships across the group's various businesses. The bank has presence in Commercial
Vehicles, Retail Finance, Corporate Banking, Treasury and Housing Finance.

Kotak Mahindra Capital Company

9
Kotak Mahindra Capital Company Limited (KMCC) is India's premier Investment Bank. KMCC's core
business areas include Equity Issuances, Mergers & Acquisitions, Structured Finance and Advisory
Services.

Kotak Securities

Kotak Securities Ltd. is one of India's largest brokerage and securities distribution houses. Over the
years, Kotak Securities has been one of the leading investment broking houses catering to the needs
of both institutional and non-institutional investor categories with presence all over the country
through franchisees and coordinators. Kotak Securities Ltd. offers online and offline services based
on well-researched expertise and financial products to non-institutional investors.

Kotak Mahindra Prime

Kotak Mahindra Prime Limited (KMP) (formerly known as Kotak Mahindra Primus Limited) has been
formed with the objective of financing the retail and wholesale trade of passenger and multi utility
vehicles in India. KMP offers customers retail finance for both new as well as used cars and
wholesale finance to dealers in the automobile trade. KMP continues to be among the leading car
finance companies in India.

Kotak Mahindra Asset Management Company

Kotak Mahindra Asset Management Company Kotak Mahindra Asset Management Company
(KMAMC), a subsidiary of Kotak Mahindra Bank, is the asset manager for Kotak Mahindra Mutual
Fund (KMMF). KMMF manages funds in excess of Rs 20,800 crore and offers schemes catering to
investors with varying risk-return profiles. It was the first fund house in the country to launch a
dedicated gilt scheme investing only in government securities.

Kotak Mahindra Old Mutual Life Insurance Limited

Kotak Mahindra Old Mutual Life Insurance Limited is a joint venture between Kotak Mahindra Bank
Ltd. and Old Mutual plc. Kotak Life Insurance helps customers to take important financial decisions
at every stage in life by offering them a wide range of innovative life insurance products, to make
them financially independent.

10
 BOARD OF DIRECTORS

 Mr. K.M.Gherda – Executive Chairman

 Mr. Uday Kotak –Executive Vice Chairman and Managing Director

 Mr. Anand Mahindra –Co Promoter of Kotak Mahindra Bank and

Vice Chairman and Managing Director of Mahindra and Mahindra

 Mr. Cyril Shroff –Co Promoter

 Mr. Pradeep N Kotak –Agri Division of Kotak and Company Limited

 Dr. Shanker Acharya

 Mr. Shivaji Dam –Managing Director Kotak Mahindra Old Mutual Life Insurance Limited

 Mr. C.Jayaram –Executive Director

 Mr. Dipak Gupta –Executive Director

11
 CHAPTER-3

Banking Service and Product Detail

Kotak Mahindra Bank is one of the prominent subsidiaries of Kotak Mahindra

group. The activities of the company being parallel to its objective are very
wide and cover all the components of a Bank. The Basic area of Operations
is the Banking business, other products are meant for the regular revenue
generation. Being a Banking house, the company is in regular touch with
Banking Accounts, Investment Services, Convenience Banking and Other
Services.

They offer complete solutions that address all your financial requirements, whether you're an
individual or a firm. From everyday banking to long term investments — their offering covers it all.
This wide range of products is delivered to you with a genuine understanding of your specific need
and warm, personalised service.

Kotak Mahindra Bank, it's not about selling you many different products — it's about working out a
holistic, pragmatic solution that addresses your financial needs. Through their varied products,they
commit themselves to becoming “banker” to the customer rather than being “asset financier” to our
customers.

12
 B an king Accou nts

There are three types of banking account:

Savings Account
Current Account
Term Deposit

SAVINGS ACCOUNT
“Choose from our range of Savings Accounts”

KOTAK MAHINDRA has got a variety of options of savings accounts to choose from for its customers
according to their convenience and requirements .These savings accounts offer attractive returns
along with personalized banking services at three convenient average quarterly
balances(AQB)levels of Rs. 10000 (KOTAK EDGE SAVINGS ACCOUNT),Rs. 20000 (KOTAK PRO
SAVINGS ACCOUNT) and at Rs75000(KOTAK ACE SAVINGS ACCOUNT).The average quarterly
balance levels as well the corresponding services and benefits try to ensure the various customer
needs and requirements.

Thus the three account opening options in savings account are as mentioned above:

 EDGE SAVINGS ACCOUNT: Kotak Mahindra Bank´s Edge Savings Account is a

complete financial package customized to suit individual banking needs. Its constant
endeavour is to enable regular financial transactions through online platform so that most of
payments can be made directly through your account or card.

13
Features & Benefits

Wide ATM access through the Kotak Mahindra Bank Debit Card

One can walk into any KOTAK or HDFC Bank ATMs to withdraw cash or enquire balance at no extra
charge!

Multiple Access Channels Access

An account through phone, mobile phone or internet to get information about account balance or
track transactions. One can even transfer funds through Phone Banking or Net Banking.

Financial payments facilitated through the savings account

Use the free Payment Gateway to make online payments for utility bills, credit cards, online trading
of shares or even online shopping.

Quick and easy funds transfer

Quick funds transfer to a third party account with another Bank is available across 15 locations
through Net Banking. Also get a multi-city cheque book so that money from account is received by
the beneficiary in the fastest possible time.

Free investment account

One can open an investment account, and use the Net Banking facility to purchase/redeem mutual
funds online while directly debiting / crediting your Bank Account. Besides this you get a consolidated
view of all your mutual fund investments across schemes with updated returns status, latest NAV
information and research reports.

Attractive returns

14
Earn better returns in your savings account, with our 2-Way Sweep facility that automatically sweeps
out idle funds, above a threshold, from your account into Term Deposits. These Term Deposits
sweep back into your account to meet fund requirements when your withdrawals exceed the balance
available in your account, thereby providing you maximum liquidity.

 PRO SAVINGS ACCOUNT:

Kotak Mahindra Bank´s Pro Savings Account is an account packed with powerful features to provide
a superior banking experience at a very comfortable balance requirement. They provide a
relationship manager who will specifically take care of banking and investment needs.

Features & Benefits

Free ATM access all domestic VISA ATM network

Walk into any VISA ATM in India to check balance or withdraw cash absolutely free. no longer have
to worry about locating your Bank or Partner Bank ATM – Use the first VISA ATM that you spot, for
cash withdrawal or balance enquiry transactions.

Multiple access channels

Access your account through phone, mobile phone or internet to get information on your account
balance or track your transactions. You can even transfer funds through Phone Banking or Net
Banking.

Free investment account

15
One can open an investment account, and use the Net Banking facility to purchase/redeem mutual
funds online while directly debiting / crediting bank account. Besides this get a consolidated view of
all the mutual fund investments across schemes with updated returns status, latest NAV information
and research reports.

Financial payments facilitated through the savings account

Use our free Payment Gateway to make online payments for utility bills, credit cards, online trading
of shares or even online shopping.

Quick and easy funds transfer

Quick funds transfer to a third party account with another Bank is available across 15 locations
through Net Banking. Also get a multi-city cheque book so that money from account is received by
the beneficiary in the fastest possible time

Attractive returns

Earn better returns in your savings account, with our 2-Way Sweep facility that automatically sweeps
out idle funds, above a threshold, from your account into Term Deposits. These Term Deposits
sweep back into your account to meet fund requirements when your withdrawals exceed the balance
available in your account, thereby providing you maximum liquidity.

Dedicated relationship manager

You get a one point contact for all your banking related queries and transactions. Your relationship
manager will also help you with financial planning and sound investment decisions.

16
Free banking transactions

You can issue demand drafts or send cheques for collection on branch locations without any charge
to your account.

 ACE SAVINGS ACOUNT:

Kotak Mahindra Bank's Ace Savings Account has been designed as a gateway to a world of financial
benefits and privileged banking transactions. The account carries benefits ranging from personal
investment advisory services to concierge services to free banking transactions. Onewill find that
this package of services and privileges is unmatched by any other savings account in the market.

Features & Benefits

Free access at all domestic and international VISA ATMs

No longer have to worry about locating your Bank or Partner Bank ATM - Use the first VISA ATM
that you spot, for free cash withdrawal or balance enquiry transactions. So walk into any VISA ATM
in India or abroad to withdraw cash or for balance enquiry.

Multiple access channels

Access the account anytime through land line, mobile phone or internet to get information on account
balance or track transactions. One can even transfer funds through Phone Banking or Net Banking.

Financial payments facilitated through the savings account

Use the free Kotak Payment Gateway to make online payments for utility bills, credit cards, online
trading of shares or even online shopping. All this at the click of a mouse!

17
Quick and easy funds transfer

Transfer funds easily and with speed, to a beneficiary account at another bank. One can avail of this
facility by walking into any of branches or by simple logging on to Net Banking. Also get a free multi-
city cheque book so that money from your account is transferred to the beneficiary's account at any
of branch locations, in the fastest possible time.

Free banking transactions

One can issue demand drafts or send cheques for collection at all branches for no extra charge.

Attractive returns

Earn better returns in your savings account, with our 2-Way Sweep facility that automatically sweeps
out idle funds, above a threshold, from your account into Term Deposits. These Term Deposits
sweep back into account to meet fund requirements when withdrawals exceed the balance available
in the account, thereby providing maximum liquidity.

CURRENT ACCOUNT

Kotak Mahindra Bank offers unparalleled advantages with its three Current Account offerings.
Whether small/ mid size business or an enterprise spread across multiple locations in the country,
would find a Current Account that's just designed for you. These Current accounts offer attractive
returns along with personalized banking services at three convenient average quarterly
balances(AQB)levels of Rs. 25000 (KOTAK EDGE SAVINGS ACCOUNT),Rs. 50000 (KOTAK PRO
SAVINGS ACCOUNT) and at Rs250000(KOTAK ACE SAVINGS ACCOUNT).The average quarterly
balance levels as well the corresponding services and benefits try to ensure the various customer
needs and requirements. With features ranging from Free DDs, Free Cheque Collection, Free At -
Par Cheque facility to Free Trading Account & free Demat Account, and more!

18
Thus the three account opening options in savings account are as mentioned above:

 Edge Current Account

In need of a well equipped bank account to keep pace in all the business endeavors. They offer the
Kotak Edge Current Account, armed with Kotak 2-Way Sweep and the entire gamut of Banking
Privileges, providing that extra edge to get ahead. The feature rich Kotak Edge Current Account is
the ideal way to make money work harder.

Features & Benefits

Multi City Banking

Current account/s with Kotak Mahindra Bank will be recognized in every other branch. One can just
walk into a Kotak Mahindra Bank branch in any of our branches across country to satisfy all the
banking needs.

2 - Way Sweep* : Term Deposit linked Current Account

Kotak 2-Way Sweep ensures that money never stops working for you. Daily balances, above a
threshold level, in Current Account are automatically swept out into Term Deposits (TD). This 'swept
out amount' is brought back into account to meet fund requirements when withdrawals exceed the
balance available in the account (or when the account balance goes below the specified threshold
level.) With Kotak 2-Way Sweep you enjoy the twin advantages of attractive returns & maximum
liquidity.

Free Demand Drafts and Pay Orders

Enjoy the benefit of our free Demand Drafts, payable at Kotak Mahindra Bank Branch location in
India.

19
At-par Cheques

Get free At-par Cheques that are treated as 'local clearing' cheques across all branch locations. All
these at nominal costs.

Cheque Collection

All Outstation cheques, drawn on any of branch locations, are collected 'at nominal charge' for you.
The strong network of correspondent banks enables us to collect cheques from 1600 locations
across India at faster speed and minimal cost

Mobile Banking and Alerts

Our Mobile Banking & Alerts service enables to access bank account on Mobile Phone. One can
access all your standing instructions (SI), any large credits or debits, available balance, balance
below AQB, any SI failure and SIs successfully executed will be intimated to you via SMS

 PRO Current Account

You need a well equipped bank account to keep pace with you in the ever changing business scenario. We
offer you the Kotak Pro Current Account, armed with Kotak 2-Way Sweep, as well as an entire gamut of
Banking Privileges and 'user-friendly' Convenience Banking facilities. The feature rich Kotak Pro Current
Account is the ideal way to make your money work harder.

20
Key Features

 Dedicated Relationship Manager

 Free Demand Drafts & Pay Orders>
 Free At Home Services
 Better Forex rates and Efficient Trade Services

 ACE Current Account

In the need of a well equipped bank account to keep pace with you in the ever changing business
scenario. They offer you the Kotak Ace Current Account, armed with Business benefits and exclusive
Ace Privileges and an entire gamut of banking conveniences especially designed for you. The feature
rich Kotak Ace Account is the ideal way to make money work harder

Term Deposits

Key Features

 Ease and convenience of operation

 Liquidity through overdraft or sweep-in facility
 No penalty on pre-mature encashment
 Nomination facility available

21
Give your portfolio stability of returns and safety and liquidity. Invest in Kotak Bank Term Deposit. It
offer attractive returns on term deposits and investing in them is really simple and convenient.

Features & Benefits

Ease and convenience of operation

For the first time in India, New to Bank customer can also apply online for term deposit.

An existing customer,can place a term deposit through Phone Banking or Net Banking. What's more,
one can even renew this deposit by placing an instruction over phone. Needless to mention, he can
do all this and more by walking across into any of branches.

Liquidity through overdraft or sweep-in facility

Deposit will be available to you should you need them in case of an emergency. One can avail upto
85% overdraft against term by paying 2% above deposit rate. This facility is available for deposits
above Rs.50,000 for a tenure of 181 days or more. One can also choose to link term

deposit to savings / current account, whereby if need be, term deposit will automatically be encashed
to meet withdrawal requirement.

No penalty on pre-mature encashment

In case term deposit is pre-maturely encashed,one will earn interest at the rate prevailing on the date
of deposit for the withdrawn amount.

Nomination facility available

22
One can avail this facility for each & every account that open with us i.e. nominate different persons
for different term deposit accounts can choose to change the nominee through a declaration in the
appropriate form to revise the nomination during the term of the deposit.

INVETSMENT SERVICES

“Making your money grow”

At Kotak Mahindra Bank,can recognise that financial needs vary, not just amongst individuals, but

across the different stages of your life. They have years of experience in helping people put

together an investment portfolio that works best for them.

DEMAT

Key Features

 Efficient depository services that allow you to hold your shares in convenient, "demat"
formats
 Leverage opportunities in the stock-market when you spot them

23
It offers streamlined, efficient depository services that allow to hold shares in the convenient "demat"
formats and leverage opportunities in the stock-market when you spot them Being a brokerage
house, the company is in regular touch with the share market and its relative indexes like NSE &BSE,
NCDEX. NSDL, CSDL. L e t ’ s u n d e r s t a n d t h e r e l a t i v e t e r m s :

SEBI (Stock Exchange board of India)

It check out on NSE and BSE and all type of share trading (Both primary and
secondary market)

N S E & B S E : - Kotak Mahindra Bank a l l o w s t o c o s t u m e r t o t r a d e i n s h a r e w i t h N S E

and BSE both (in primary and secondary market both). In BSE costumer can
trade in 2452 stocks and in NSE costumer can trade in 933 companies. The
index of NSE is Nifty and for BSE Sensex

N S D L AN D C S D L
Kotak Mahindra Bank a l l o w t o c o s t u m e r t o i n v e s t i n m u t u a l f u n d a n d b o n d s . N S D L
(National security depository limited) and CSDL (Central security depository
limited check out on this type of investment

M C X AN D N C DE X

Kotak Mahindra Bank a l s o a l l o w t o c o s t u m e r t o t r a d e i n c o m m o d i t y b y M C X ( M u l t i

Commodity exchange) and NCDEX (National Commodity daily exchange. In
NCDEX 55 commodity are to trade

24
 PRODUCTS OFFERED BY KOTAK MAHINRA BANK

The following are the various products of Kotak Mahindra Bank:

 DEMAT & ON LINE TRADING ACCOUNT:

The 3-in-1 account integrates your banking, broking and demat accounts. This enables you to trade
in shares without going through the hassles of tracking settlement cycles, writing cheques and
Transfer Instructions, chasing your broker for cheques or Transfer Instructions etc.

 I N I T I AL P U B L I C O F F E R S ( I P O ’ S )

In the above products we have discussed investment in equity through

secondary markets .another way of investing in equity markets is through the
primary market route .whenever a company comes out with an initial public
offering you may choose to apply for the share. Based on number of valid
application received, the company would then allot the share to applicants.

The offline way of investing in an IPO is by filling physical application forms,

cheques. And submitting the forms through your broker. With KOTAK
MAHINDRA BANK all you have to do is filling number of share on the site and
submit.

 D E R I V AT I V E S

Customers with different types of risk profile can use derivatives.

25
  Hedging the cash market position – ideal for low risk profile.
 Taking advantage of arbitrage opportunity in equity and derivatives
markets –ideal for low risk profile
 Taking a view on stock/index for as long as 3 month period – medium risk
profile
 Speculative trading-high risk profile

KOTAK MAHINDRA BANK offers online investment in future and option, with
benefit of automated settlements and online risk monitoring system

Mutual Funds

Key Features

 Assitance at every step of the investment process

 An experienced research team to analyse and research the Mutual Funds available in the
market
 Portfolio assistance

Team analyses and researches the Mutual Funds available in the market, helping you make more
informed decisions. The recommendations take into account all relevant factors including the
investment philosophy of the Asset Management Company, portfolio quality, risk-adjusted returns
and market trends.

The Mutual funds on advisory list range form Debt to Equity funds and are drawn from top performing
schemes of renowned Mutual Fund houses like Franklin Templeton, Kotak, Reliance, Prudential
ICICI etc.Relationship Manager will recommend the funds that suit the investment objectives.

Instead of buying shares of different companies tracking the price movement’s

performance of the company, growth prospects of the industries etc. and then

26
taking your own buy/sell decision, you may consider making investment in
equity/debt market through the mutual fund route. Mutual fund is a SEBI
registered entity that pools the money of many individuals’ investors to
purchase the stocks, bond or other financial instruments .professional

Management and diversification are the two primary benefits of mutual fund
investing. For beginners, or for customer who are unable to spend time on
researching stocks themselves, mutual fund is an ideal route for a

investment in equity. Investing in mutual funds offline involves, tracking down

the agents appointed by the mutual funds AMCs, filling lengthy forms, writing
cheque, rushing to the office of the agents before the cut off timing to ensure
that the desired NAV is allotted

Bancassurance

They offer a range of carefully selected insurance policies across the entire spectrum of life insurance
products Relationship managers will analyze your insurance needs and develop the solution that
works best for you.

KOTAK INSURANCE has a wide array of insurance plans that have been designed with the
philosophy that different individuals are bound to have differing insurance needs.

The ideal insurance plan is one that addresses the exact insurance needs of the individual that will
depend on the age and life stage of the individual apart from a host of other factors.

The various plans offered by KOTAK INSURANCE are as follows:

27
  Kotak Smart Advantage Plan
 Kotak Eternal Life Plans
 Kotak Headstart Child Plans
 Kotak Safe Investment Plan II
 Kotak Flexi Plan
 Kotak Easy Growth Plan
 Kotak Capital Multiplier Plan
 Kotak Term Plan
 Kotak Preferred Term Plan

C O N V E N I E N C E B AN K I N G

“Anywhere, Anytime Banking”

In today's day and age time is money. You work hard and have a busy schedule. Doing banking
should be easy and convenient and not add to worries.

Kotak Mahindra Bank realize this and have specially tailored a wide range of value added products
and services to make money work for you. These, coupled with the highest standard of customer
care will make life simpler and easier.

28
  Multiple Banking Channels

Today the technology driven banks are finding various means to reduce costs and reach out to as
many customers as possible spread over a diverse area. This has led to using multiple channels of
delivery of their products.

 ATM (Automatic Teller Machine):

An ATM is basically a machine that can deliver cash to the customers on demand after
authentication. However, nowadays we have ATMs that are used to vend different FMCG products
also. An ATM does the basic function of a bank’s branch, i.e., delivering money on demand. Hence
setting of newer branches is not required thereby significantly lowering infrastructure costs.
Cost reduction is however possible only when these machines are used. In India, the average cash
withdrawal per ATM per day has fallen from 100 last years to 70 this year. Though the number of
ATMs has increased since last year, it is not in sync with the number of cards issued. Also, there are
many dormant cardholders who do not use the ATMs and prefer the teller counters. In spite of these
odds, Indian banks are increasing the number of ATMs at a feverish pace. These machines also
hold the keys to future operational efficiency
Account holders of Kotak Mahindra Bank Saving Account having Visa Electron Debit Card can
access other Banks ATM machines unlimited times per month for free, after that the Account holder
has to pay nothing for the transaction. But also holders of ATM cards cannot access machines
belonging to other Banks.
The number of ATM machines installed by Kotak Mahindra Bank is 20 in Delhi and the All India tally
is 156 machines. When this figure is compared to ICICI Bank which has thrice the number of
machines in Delhi or HDFC Bank which has nearly twice the number of machines in Delhi, this is
worrying for Kotak Mahindra Bank.

29
 “Growth In ATM Machine With Increased Use”

NAME OF BANK NUMBER OF ATM NUMBER OF ATM

MACHINES (ALL MACHINES (DELHI)
INDIA BASIS)

KOTAK MAHINDRA 122 26

Bank
ICICI Bank 560 112
HDFC Bank 625 66
IDBI 350 43
CITIBANK 160 22
HSBC 103 21
AMN Amro 40 13
UTI 507 -
GTB 250 20

The Table below shows the number of ATM machines belonging to various banks in India:-

From the above table we can clearly see that HDFC Bank is the Bank which has highest number of
ATM machines on All India basis, this is followed by ICICI Bank, then UTI.

30
When we look at the concentration of machines in the Delhi Region we see that out of ICICI Bank’s
560 Machines 112 are located in Delhi representing 20%.
The corresponding figure for Kotak Mahindra Bank is 14.2%. HDFC Bank is 11.8%, IDBI Bank is
12.3%, and CITIBANK is 13.75%.

Net Banking:

Net banking means carrying out banking transactions via the Internet. Thus the need for a branch is
completely eliminated by technology. Also this helps in serving the customer better and tailoring
products better suited for the customer.
A customer can view his account details, transaction history, order drafts, electronically make
payments, transfer funds, check his account position and electronically communicate with the bank
through the Internet for which he may have wanted to visit the bank branch.
Net banking helps a bank spread its reach to the entire world at a fraction of the cost

Phone Banking:

This means carrying out of banking transaction through the telephone. A customer can call up the
banks help line or phone banking number to conduct transactions like transfer of funds, making
payments, checking
of account balance, ordering cheques, etc. This also eliminates the customer of the need to visit the
bank’s branch.

Mobile Banking:

Banks can now help a customer conduct certain transactions through the Mobile Phone with the help
of technologies like WAP, SMS, etc. This helps a bank to combine the Internet and telephone and

31
leverage it to cut costs and at the same time provide its customer the convenience. Thus it can be
seen that tech savvy banks are tapping the entire above alternative channels to cut costs improve
customer satisfaction

SMS Banking

Kotak Mahindra Bank's SMS Banking service enables you to access your bank account, investment
account and demat account on your Mobile Phone. Now get latest update on your account balance,
salary credits, large debits, large credits, holding value and much more, on your mobile anytime.

INTERNET BANKING

INTRODUCTION

The Internet banking is changing the banking industry and is having the major effects on banking
relationships. Internet banking involves use of Internet for delivery of banking products & services. It
falls into four main categories, from Level 1 - minimum functionality sites that offer only access to
deposit account data - to Level 4 sites - highly sophisticated offerings enabling integrated sales of
additional products and access to other financial services- such as investment and insurance.

DRIVERS OF CHANGE

Advantages previously held by large financial institutions have shrunk considerably. The Internet has
leveled the playing field and afforded open access to customers in the global marketplace. Internet
banking is a cost-effective delivery channel for financial institutions. Consumers are embracing the

32
many benefits of Internet banking. Access to one's accounts at anytime and from any location via
the World Wide Web is a convenience unknown a short time ago.

The primary drivers of Internet banking are:

· Improve customer access
· Facilitate the offering of more services
· Increase customer loyalty
· Attract new customers

SATISFACTION LEVEL WITH INTERNET BANKING

14 13
12
10
8 7
6
4
2 0 0 0
0
Very Satisfied Somewhat Neither Somewhat Very
Satisfied Satisfied nor Dissatisfied Dissatisfied
Dissatisfied

Internet Banking is the most technological advanced means to do Banking. Through this medium
the Account holder can do various types of transactions without having to leave his
Office/Residence.
The Account holder has the convenience to do transaction no matter where he is in the world at
any time of the day. Internet is the most cost effective medium of Banking from the point of view of

33
the Banks; it costs a fraction to the Bank as compared to other mediums like Branch Banking or
ATM.
But this medium is not as favored a medium as it in the west , the reasons for this is that firstly ,
this is a relatively new concept in India , secondly , general perception that this is not safe , thirdly ,
computers and internet are not widely spread all over the country.

MAIN CONCERNS IN INTERNET BANKING

In a survey conducted by the Online Banking Association, member institutions rated security as the
most important issue of online banking. There is a dual requirement to protect customers' privacy
and protect against fraud.

1. A multi-layered security architecture comprising firewalls, filtering routers, encryption and digital
certification ensures that account information is protected from unauthorized access:
Firewalls and filtering routers ensure that only the legitimate Internet users are allowed to access
the system.

2· Encryption techniques used by the bank (including the sophisticated public key encryption)
would ensure that privacy of data flowing between the browser and the Infinity system is protected.

3· Digital certification procedures provide the assurance that the data you receive is from the
Infinity system.

34
 STRATEGIC ALLIANCES ENTERED BY KOTAK MAHINDRA BANK
NATIONAL ATM ALLIANCES

The Institute for Development and Research in Banking Technology (IDRBT), a group established
by the Reserve Bank of India (RBI) in 1996, has planned to set up a national switch to hook up all of
the country's 10,000-odd ATMs.
The idea of establishing ATM interconnectivity through a national switch has been approved by the
information chiefs of various Banks.
The expected cost of transactions routed through the switch is to be under 10 rupees (21 cents U.S.)
each, due to the high volumes of transactions -- almost 100,000 per day.

CASH NET

It is an Alliance between Citibank, Industrial Development Bank of India, Kotak Mahindra Bank and
UTI Bank. This is the country's first independent shared ATM network.
IDBI Bank received permission from the Reserve Bank (RBI) to serve as the network's settlement
bank.
Cash net will give access to more than 1,300 ATMs for more than 6 million debit cardholders of the
member banks. The Alliance would constitute about a third of the total card base and 15 percent of
the ATM base in the country.

35
 Kotak Mahindra Bank and REDIFF.com

REDIFF.com India and Kotak Mahindra Bank have entered into an alliance to provide online and
offline banking and related services to the Indian consumer.
The alliance will enable information on the entire range of the banks consumer banking products to
be made available to the 6.4 million online customers of Rediff.com.

The services offered include detailed information on various deposits, loans and mortgages, credit
cards, mutual funds and insurance products of the bank. Users will be able to directly interact with
the bank and request for products online

OTHER SERVICES

BANKING HOURS

Kotak Mahindra Bank Account holders have been able to infer that Branch Banking is the second
most Frequent Point of Interaction with the Bank. The Average Banking Hours is a very important
aspect associated with any Bank. In today’s fast paced life where people who hold Accounts with
the Bank are busy working it is important that they can find a way to visit the Bank without having to
miss out on work.

The Average Banking Hours of Kotak Mahindra Bank is from 9am to 7pm, the Bank is open to the
public for ten hours. These timings are convenient for especially those Account holders who are
working, these people can visit the Bank after their Office finishes.
Apart from the Average Banking Hours Kotak Mahindra Bank offers to it’s Account holders 24 Hour
Branch, 365 Days Branch and the facility of Sunday Banking.

36
Kotak Mahindra Bank is the only Bank which offers a 24 Hour Branch in India, this is a big boon for
people who cannot take the time out to visit the Bank during the normal working hours and is also
very handy during emergencies.

The 365 Day Branch of Kotak Mahindra Bank is also unique and the only other Bank offering this
service is ABN Amro , this Branch is open regardless of the fact that it is a Sunday or a public holiday.

Sunday Banking is very useful for people who are busy throughout the week and the only day when
they find the time is Sunday. Other Banks offering this service apart from Kotak Mahindra Bank are
ABN Amro and CITIBANK.

Best Compliments Card – the perfect gift

Introducing Best Compliments Card - the prepaid card from Kotak Mahindra Bank. It lets your
loved ones choose their own gift or shop or enjoy at any place that accepts Visa cards, be it a
shopping mall, a restaurant or a multiplex. So go ahead and give someone the perfect gift!

No Kotak Mahindra Bank account required

Not restricted to a single brand or outlet - accepted at over 3 lakhs merchant establishments
in India that accept Visa cards

Can be used at your convenience - no need to spend the entire value in a single purchase

Attractively packaged and ready-to-gift

Available at all Kotak Mahindra Bank branches

Valid for two years from date of issue of card

37
CHAPTER-4

EXECUTIVE SUMMARY

The project is based on the sales strategies for the Banking products
with a special references to KOTAK MAHINDRA BANK and the
consumer perception about the same.
 First and Foremost, the purpose of KOTAK MAHINDRA BANK is to
fulfill the needs for investment under one roof.
 This project shows, the common man has started capital market
term like bull and bear explode new time.
 It gives the detail view of the regulatory framework for the KOTAK
MAHINDRA BANK
 The focus the shift to various products of KOTAK MAHINDRA
BANK to cater to the needs such as return explanation, financial
position, risk tolerance, etc.
 The next phase look up the investment in growth oriented stock
which are available at attractive relative valuation.

Further to this, project proceeds with the research designed in the light
of the core objectives of the study along with the sub objectives that
are given due consideration throughout the research. It also enlists all
the data sources as to by which means the study has gained
momentum. The data has been collected by virtue of questionnaires
and websites, respectively. The scope of the study is suggested in
favor of the companies striving to emerge as super powers drawn out
by the survey. These companies can fine tune their prospective ones
and can grab the opportunities of the transforming the weakness of
other into their own strength.

38
 RESEARCH OBJECTIVES

 Study how new distribution channels such as Internet Banking, ATM

facility, Phone Banking have changed the face of the Banking industry.

39
 REASEARCH METHODOLOGY

As the title of the project suggests the purpose to study the access of prudential in area like
Pitampura.
Research comprise defining and redefining problems, formulating hypothesis or suggested
solutions; collecting, organizing and evaluating data; making deductions and reaching
conclusions; and at last carefully testing the conclusions to determine whether they fit the
formulating Hypothesis.

In short, the search for Knowledge through Objective and Systematic method of finding
solutions to a problem is Research.

SOURCES OF DATA

Data is collected from primary as well as secondary source. And profiles given by the bank &
then randomly members selected from total report given. For primary data customer were
personally intervened and for secondary data. Annual report, journals, internet and personal
interview.

METHODOLOGY

The methodology adopted in conducting this survey was quite simple. First there was collection
of data from various sources including personal interview. Then after scanning and properly
analyzing and interpreting the information available on hand, a final report was prepared.

40
RESEARCH DESIGN

Type of Research: - Descriptive research

Descriptive research is also called Statistical Research. The main goal of this type of research is
to describe the data and characteristics about what is being studied. The idea behind this type
of research is to study frequencies, averages, and other statistical calculations. Although this
research is highly accurate, it does not gather the causes behind a situation.
The regular interaction with the Customers and the Line Managers revealed about the various
strategies involved in performing business activities and gathering data using various
techniques and software applications

Descriptive research includes Surveys and fact-finding enquiries of different kinds. The main
characteristic of this method is that the researcher has no control over the variables; he can only
report what has happened or what is happening.

DATA SOURCES
There are two types of data:

PRIMARY DATA
The data that is collected first hand by someone specifically for the purpose of facilitating the
study is known as primary data. So in this research the data is collected from respondents
through questionnaire.

41
SECONDARY DATA

For the company information I had used secondary data like brochures, web site of the
company etc.

The Method used by me is Survey Method as the research done is Descriptive Research.

RESEARCH INSTRUMENTS

Selected instrument for Data Collection for Survey is Questionnaire.

SAMPLE SIZE

The survey is conducted among 150 respondents.

Simple statistical tools have been used in the present study to analyze and interpret the data
collected from the field. The study has used percentile method and the data are presented in
the form of diagrams.

42
 SCOPE OF THE STUDY

Access the Market Potential of Kotak Mahindra Bank Saving Account with the help of a survey
conducted on a total of 150 Respondents (50-Kotak Mahindra Bank customers, 100-Other Banks
customers).

LIMITATIONS

The study could not be made that comprehensive due to time constraints. Some customers
feel uncomfortable to reveal some personal information relating to income, Privacy etc. it might
have happened that some more essential information could have been collected.

Time constraint.
Biases and non-cooperation of the respondents.
Financial constraint.
Geographical selectivity in study limiting to Delhi city only.
People are not interested in giving personal opinion.

43
CHAPTER-5

ANALYS IS AND FIN DINGS

Survey Conducted on 155 Respondants

 DURATION WITH BANK

DURATION WITH BANK

Less than 6 months

Over 2 years 3%
17%
6 months to 1 year
30%

1 to 2 years
50%

The study of 50 Kotak Mahindra Bank respondents consisted of a majority of customers who had
been with the Bank for a reasonable amount of time. This is good as these customers have had the
opportunity to properly access the service level of the Bank, and can compare their experiences of
Kotak Mahindra Bank with banks they have previously and are currently dealing with.
Out of the total respondents only 3% have been with the Bank for less than 6 months, the rest
97% have had the opportunity to know about the strengths and weaknesses of the Bank.
Another inference that we can draw from this study is that couple of years the Bank has been actively
acquiring new customers as from the survey we can see that about 80% of the

44
customers have opened their accounts during the past two years. The reason for this could be that
during the past two years the Bank has been able to convince many prospective customers about
the superior service it is able to offer in comparison to competing Banks.
Another reason could be that the customer base of the Bank has increased due to sheer word of
mouth of the Banks millions of satisfied customers.

 REASON FOR CHOOSING BANK

REASON FOR CHOOSING BANK

Recommended by
Family/Friend

Brand Name/Reputation of
bank
44% 34%
Advertisement

6% Branch near Office/Residence

16% 0%

Other Reasons

If the Bank could get to know of that very compelling factor that convinced the customer to open the
account then the Bank could use this in its favor to attract more customers.
From the study conducted the factor which has come out strongest in this regards is the “Other
Reasons” getting 44% of the responses, going deeper into this response by asking the respondent
what is the factor they include in this Other Reasons is that most people are not the deciding factor
when they open a saving account, this is done so by their employers. The customer’s salary accounts
are created by the companies in which they work.

45
 MOST FREQUENT POINT OF INTERACTION
WITH THE BANK

MOST FREQUENT POINT OF INTERACTION

30
26
25

20
16
15
10
6
5 2
0 0
0
Visit Branch ATM Phone Drop Box Internet Door Step
Banking Banking

The Banks are very interested to know the most popular Point of Interaction with the Bank as if the
Bank is lacking in one of these steps can be taken to make the situation better.
From the study we can see more than half (more than 50%) of the total respondents feel that they
interact most with the Bank with the help of ATM. Hence the importance of ATM cannot be
overstated.
The Second most popular point of interaction that arises from the study is the Branch with 32% of
the respondents favoring this option. Kotak Mahindra Bank is unique in an aspect that it follows the
“Any Branch Banking” wherein the Account holder can use any of the Banks 156 Branches all
over the country.
An aspect that customers really appreciate is the 24 hour Branches and the 365 Days Branches
of Kotak Mahindra Bank. The 24 Hour Branch of Kotak Mahindra Bank is located at sector 18 noida
apart from these Branches in Mumbai and other cities in India.
Kotak Mahindra Bank is the only Bank which has the facility of a 24 Hour Branch. As for a 365 Day
Branch the only Bank having this facility apart from Kotak Mahindra is UTIBank.

46
The third most Frequent Point of Interaction is Phone Banking with 11.5% of the respondents
favoring this medium. Phone Banking is one of the new age Banking techniques. It is in it’s infancy
in India and people have not taken to it as is the case in other Developed Countries in the World.
In the study it was seen that customers have mixed feeling when it comes to Phone Banking as
sometimes they do not find it as an effective alternate to traditional forms of Banking.

The forth most Frequent Point of Interaction with the Bank is Internet Banking with 4% of the
respondents favoring this medium. Internet Banking is the most modern means of Banking available
to the customers but due to the general perception that this medium is not safe it is not used by many
people.
In our study only 60% of the total respondents have at least once used Internet Banking.
The two options which were not favored by any respondents as the most Frequent Point of Interaction
are Drop Box Facility and Door Step Banking
.
OVERALL SATISFACTION LEVEL

OVERALL SATISFACTION LEVEL

30 26
25
20
14
15
10
10
5
0 0
0
Very Satisfied Somewhat Neither Somewhat Very
Satisfied Satisfied nor Dissatisfied Dissatisfied
Dissatisfied

Any service provider would want their customers to have a high Overall Satisfaction level. Kotak
Mahindra Bank has scored very well in this regard.

47
The most important thing is that no respondent has complained that they are overall dissatisfied
with the bank. This is a very important finding because this shows the effort Kotak Bank puts in
providing their customers a superior service has not gone waste.
More than half of the total respondents (52%) say that they are somewhat satisfied with the overall
service of the Bank. About 30% of the total respondents say that they are Very Satisfied with
their Overall Experience with the Bank.
Hence about 82% of the Respondents are Satisfied with their Overall Experience with the
Bank.
The study is showing a very good Overall Satisfaction Level by the Account holders

SATISFACTION LEVEL WITH BANK STAFF

SATISFACTION LEVEL WITH BANK STAFF

(Courtesy,Qualified)

25 23

20
15
15
10
10
5 2
0
0
Very Satisfied Somewhat Neither Somewhat Very
Satisfied Satisfied nor Dissatisfied Dissatisfied
Dissatisfied

48
Banks are institutions which are backed up by a large amount of capital; today’s Banks are spending
a huge amount of money on technology, improvement in infrastructure, etc. But even today the most
lasting impact about any Bank comes from the customers experience with the Bank Staff.
Any paining experience can have a lasting impact on the mind of the customer, this can force him to
change Banks or even discourage others from joining the Bank. Hence Banks should train their
employees to maintain good relations and be cooperative with the customers.
From the results of the findings we can see that Kotak Mahindra Bank has been successful in
marinating a high level of customer satisfaction with the employees. Only 4% of the total respondents
included in the study were dissatisfied.

The number of respondents who were Very Satisfied represented 30% of the total respondents
while those who were Somewhat Satisfied were 46% of the total. The respondents who were
Neither Satisfied nor Dissatisfied are 20% of the total.

SATISFACTION LEVEL WITH BANKING HOURS (10 am to 7 pm)

SATISFACTION LEVEL WITH BANKING HOURS (10 am

to 7 pm)

25 22
20
14
15
10
10
4
5
0
0
Very Satisfied Somewhat Neither Satisfied Somewhat Very Dissatisfied
Satisfied nor Dissatisfied Dissatisfied

49
From the analysis of the data that has been collected from Kotak Mahindra Bank Account holders
we can see that majority of the respondents are satisfied with the Average Banking Hours.

The respondents who are Somewhat Satisfied with the Banking Hours consist of 44% of the total,
while 28% of the total respondents studied say that they are Very Satisfied. In all 72% of the total
respondents are satisfied with the Banking Hours of Kotak Mahindra Bank.
The respondents who are neither Satisfied nor Dissatisfied consist of 20% of total number studied,
while 8% of the respondents are somewhat dissatisfied.

THE RESULTS OF A GENERAL SURVEY WHICH WAS CONDUCTED ON10

DIFFERENT BANKS IS AS FOLLOWS

BANKS STUDIED

BANKS STUDIED

25
20 20
20
15
10 10 10 10 10
10
5 5 5
5
0

This study involved mainly Banks operating in the Private Sector, there are some Banks from the
Public Sector but these are at a relatively lower proportion.

50
The Private Bank include both Indian and Foreign Banks, the Indian Banks included ICICI Bank,
HDFC Bank While the Foreign Banks apart from Kotak Mahindra Bank studied included CITIBANK,
HSBC, ABN Amro.

The Government Banks included most noticeably State Bank of India (India’s Oldest and largest
commercial Bank) , Bank of Baroda , apart from other Banks.

MOST IMPORTANT QUALITY IN A BANK

MOST IMPORTANTANT QUALITY IN A BANK

ATM Décor of Bank

12% 0%

Courteous Staff
26%

Efficient service
62%

From the survey of more than hundred respondents belonging to different Banks we can to the
conclusion that Efficient Service offered by Banks is considered most important by account
holders , 62% of the respondents felt that the Bank should concentrate more on this service aspect.
The next aspect which is considered highly important by the Account holders of various Banks is the
Staff of the Bank. It is true that today’s Banking far less of Branch Banking as it was the case a few
years ago , today Account holders have a constant interaction with non-human interface like ATM
machines , Internet Banking , Drop Box , Even phone Banking when customers do not interact in a
face to face manner with the Bank employees.

51
But in the minds of the respondents it is very important that the Staff the Bank employs should be
cooperative, courteous and qualified to solve the various problems of the Account holders.

The percentage of respondents favoring Staff quality as most important was 26% of the entire sample
size.

The most frequent point of interaction with the Bank is ATM facility, the Account holders whether in
Private/Foreign sector or the Government sector have been provided with ATM facility by their
respective Banks. To judge the performance level of any Bank today it is crucial that the ATM service
of the Bank be studied, this includes not only the number of ATM machines installed by the Bank ,
but also how technologically advanced the machines are (number of transaction that can be done
with the ATM Facility), the effort Bank undertakes to maintain the machines and also the overall
experience of the Account holder with the service.
The percentage of respondent considering the ATM service as most important were 12% of the
total sample size.

But from the respondents who were questioned none of them said that the Décor/Ambience of
the Bank Branch was most important. On further Questioning it was revealed that they did want
well-maintained Branches/Other Bank Interaction points but this was not the most important aspect.

52
 PRIVATE BANKS PROVIDE SUPERIOR SERVICES COMPARED TO
GOVERNMENT BANKS?

PRIVATE BANKS PROVIDE SUPERIOR SERVICES AS

COMPARED TO GOVERNMENT BANKS ?

No
21%

Yes
79%

The general perception is that the service quality of Private Banks is superior to that offered by
Government sector Banks; we wanted to study whether this is a true phenomenon or whether this
was just hearsay.
The most important findings would come from the group of respondents who hold Saving Accounts
with both Private and Government run Banks, as these people would be in the best position to judge
the service offered by the Banks.
According to this group of respondents the Range of Products that are offered by Private sector
Banks are much more diverse than those offered by Government Banks.
Also these respondents felt that the Banks in the Private sector were much more flexible than their
Government counterparts when dealing with customers were concerned.

Private sector Banks are much more proactive when it comes to offering it’s customers new-age
methods of Banking like ATM Facility , Internet Banking , Phone Banking, These services make the
life of Account holders much easier.

Another major difference that comes to most of the respondents minds when comparing the Private
and Government sector Banks is the Staff Attitude towards the customers. Sure Private sector Bank

53
Account holders have had problems dealing with Bank Staff, but they still feel it is much better than
how Government employees behave. These Government employees show as if they are doing a
favoring on the customer when they do their job.
Private sector Bank customers are offered many freebies and incentives to remain with the Bank, or
try new products of the Bank. This is never the case with Government Banks.

Overall the result of this question very clearly states that people consider the service level of
Private Banks much higher than Government Banks as 79% of the respondents agree and
only 21% of the respondents disagree.

CONCLUSION

1. Kotak Mahindra Bank is Leading Bank in the country, it provides a variety of products and
services to different segments of customers.

2. The Bank aims to serve customers from teenagers to senior citizens, hence different products
designed to suit specific requirements of the above.

3. Aims to serve all classes of the society from the salaried middle class to the high income business
class.
Customers are categorized and segmented according to their requirements and needs.
For Example, the EDGE Saving Account aims to serve middle class customers so minimum
balance required to be maintained is Rs. 10000. While the PRO and ACE Saving Accounts are
targeted at high income customers, the minimum balance requirement is Rs. 20000 and Rs.
75000.

4. Customers who are more profitable to the Bank (High Value Customers) are provided special
facilities. Priority Banking is meant to serve these high value customers.

54
5. The Bank prides itself with the ability to provide differentiate products in the crowed market of
saving accounts. Bank offers the free home baking, special co-branded debit cards (Smart fill
Debit Card) which makes its product unique.

6. The Bank is also involved in marketing activities which serves as a medium of advertisement
for the Bank. These are as follows:

 Extended happy hours at certain pubs in Delhi for the Bank’s account holders.

 Gift Vouchers on making utility payments, such as cell phones, electricity and MTNL bills.

 Free Gifts like caps, pens/wollets to its customers.

 Free add-on cards for relatives.

7. The Bank wants it’s customers to transact more through Internet Banking and ATM, Rather
than the customers using the branch.

8. The Debit Cards provided by the Bank are Internationally Accepted around the world, hence
giving the customers the convenience to transact anytime, anywhere.

9. The Bank has tied up with other Banks so that it’s customers can use other Bank’s ATM facility
for free transactions

10. The Bank also provides DEMAT account and also sells Mutual Funds, this provides the Bank
and Government additional revenue.

11. The Bank has been very successful in enlarging its customer base during the last couple of
years.

55
CHAPTER-6

12. The Number One Reason of people choosing Kotak Mahindra Bank is the Brand
Name/Reputation of the Bank. Hence it should be careful that the Brand name and Goodwill
the Bank has earned is not diluted.

13. The Biggest competitors of the Bank are ICICI Bank and HDFC Bank and STANDRAD
CHARTERED.

14. ATM Facility is most popular way to transact with the Bank.

15. Overall the customers appreciate the service and products offered by the Bank and are willing
to recommend the Bank to their acquaintances , But more attention has to paid towards:

 Increasing the number of ATM machines.

 Improving Internet Banking Facility.

GENERAL FINDINGS

1. ATM Facility is more widely used by customers belonging to Private/Foreign Banks as

compared to Government Banks.

2. Customers value Efficient Service over every other aspect, this is far more important than the
number of ATM machines, Staff, Décor of Bank.

3. Reputation of Bank is most important when it comes to choosing especially a Private Bank.

56
4. The general perception is that Private Banks provides better services as compared to a
Government Bank.

5. People realize that Private Banks are as safe as compared to Government Banks.

6. Advertisements and Freebies can be used to attract more customers.

BIBLIOGRAPHY

There was immense need and flow of the information while conducting the analysis as well as
while writing the thesis report, which was gathered through various sources mentioned below:

 Various Magazines and Newspapers such as

Outlook
Financial Times
The Economic Times
The Times of India
The Hindustan Times

 Other References
Questionnaires, Journals, Broachers and various other documents gathered and collected from
bank and various other sources such as ATM centers and associates.
 Internet
www. Kotak Mahindra Bank. com
www. Kotak Mahindra Bank.co.in
www.google.com
www.economictimes.com

57
 SYNOPSIS
The central bank of India is the Reserve Bank: most large commercial banks were nationalized in
1969, with more being nationalized in 1980. The Department of Banking at the Ministry of Finance
controls all banking. The State Bank of India, the largest commercial bank, handles some of the
Reserve Bank’s roles. Cooperatives and credit societies are an important supplement to the private
banking industry, especially in rural areas.

The Entry of Foreign Banks in the Early 1990’s has brought about a Revolution in the Banking
industry. The superior service levels of these Banks have forced even the Nationalized Banks to
wake up to the reality that if they do not live up to the customer’s expectation they will soon cease to
exist.

Indian Banking Industry today is in the midst of an IT revolution. A combination of regulatory and
competitive reasons has led to increasing importance of total banking automation in the Indian
Banking Industry.

Earlier profitability gained only secondary importance, since banks lived in the comfort of a controlled
environment. However, today banks cannot survive only with the Government support. They have to
set

goals of profitability along with service and set targets and evolve strategies to reach them.

There is certainly a paradigm shift in banking in India in the recent past. At present profitability, capital
restructuring and transparency is considered important and significant for banks. Also, banks in India
have started realizing the need to be ‘customer focused’ that in turn leads to ‘customer
appreciation’, which is imperative for survival and growth.

58
The first change along this line was brought in by the foreign banks with their emphasis on high
quality and efficient service combined with technological advantages like satellite banking and tele-
banking manned by skeletal staff and lesser number of branches.

Further, development of special manpower, innovative products, technology exploitation and

personalized services play a crucial role on the banking industry today, since the customer has more
options in choosing bank. Thus leading to consumerism in the banking sector. Also, since
customers are becoming more sophisticated and educated, their expectation from the neighborhood
bank is increasing.
To sum, the new private sector banks are poised to redefine banking sector in India. Though they
don’t pose a threat to the existing private banks they will certainly force them to gear up their
strategies to remain in the field.

The last few years have seen a sea change in banking strategies, with more focus on quality. The
adoption of a specialized customer-oriented focus is fast getting wider acceptability. In a market that
keeps growing in depth and diversity, niche banking is new mantra adopted by all. Thus, instead
of targeting an entire market segment, banks have adopted a specific business focus to reach their
target audience.

Over the last few years, the communication style too has changed with respect to the banking
industry. Communication has shifted from branding the bank to branding banking products,
highlighting service commitments, convenience, etc. Further, branding of banking products such
as home loans, consumer durable loans, tele banking, ATMs, net banking etc

have started taking place, especially after the entry of foreign banks and private sector banks which
had the advantage of the latest technology.
-

59