Cross Selling CGMs CONCLAVE JAN. 2017

OPPORTUNITIES IN CROSS SELLING OBJECTIVE: INCREASE IN CROSS SELLING INCOME BY 100% IN FY 2017-18 From Rs. 666 Crs to Rs. 1400 Crs

Cross Selling Income- JV-wise Rs in crs JVs YTD Dec 15 YTD Dec 16 % Change Budget YTD Dec 16 % of Budget Achieved upto Dec 2016 Budget for FY 16-17 LIFE 215.26 305.86 42.09 301.60 101.41 464.00 65.92 MF 39.04 107.09 174.31 62.17 172.25 84.00 127.49 GENERAL 51.41 65.48 27.37 69.30 94.49 99.00 66.14 CARDS 13.87 16.55 19.32 13.30 124.44 19.00 87.11 SSL 0.28 1.59 467.86 -  -  - TOTAL 319.86 496.57 55.25 446.37 111.25 666.00 74.56 We have achieved 74% of the Budget upto Dec 16

Strategies & Way Forward Branch Activation CIF/ SP/ ACE Creation CIF/ SP/ ACE Activation

Expected Income JV Expected Income SBI Life Rs. 875 Crs SBI MF SBI General Rs. 200 Crs SBI Credit Cards Rs. 40 Crs Total Rs. 1400 Crs

SBI LIFE TARGET: Rs.875 cr Increase in CIF Activation Increase in MDRT Increase in CIF Creation Increase in MDRT

SBI Life : Increase in MDRT No. of MDRTs in the current FY 5018 Income from the MDRTs @ 3 lac per MDRT Rs.150.54 cr Next FY Increase in MDRT by 20% 5700 Income from MDRTs next FY Rs. 173 cr Total Income expected to be earned by the Bank through MDRT in the next FY: Rs. 173 cr

SBI Life : Increase in CIF Activation No. of CIFs current FY 26839 No. of active CIFs 6585 No. of CIFs other than MDRT 11540 Income produced by CIFs other than MDRT Rs. 80 cr Productivity of CIFs Rs.69234 Number of NIL business CIFs among 10218, expected to become Active next FY (15%) 1542 Income expected from Active CIFs in next FY Rs. 197 cr Total Income expected to be earned by the Bank by increasing CIF Activation: Rs.197 cr

SBI Life : Increase in number of CIFs No. of CIFs current FY 26839 If the No. of CIFs increase by 20% next year 32000 Current FY productivity of each CIF Rs.1.13 Lacs Income from the total no. of CIFs in the next FY Rs.365 cr Total Income expected to be earned by the Bank by increase in no. of CIFs Rs.365 cr Renewal Commission Income projected for next year Rs.145 cr

SBI General Target: Rs.200 cr Income target Rs.200 cr Average Commission 9.5% GWP Required Next FY 2100 Branch Activation Active Branches in current FY 2693 Total no. of Branches 17035 Expected productivity per branch next FY (current FY: Rs. 26 lacs) Rs.33 lacs Expected Branch Activation next FY- 40% 6473 Expected GWP next FY Rs.2130 cr Expected Income Rs.200 cr

SBI Mutual Fund Target: Rs.285 cr Gross Mobilization current FY Rs.10500 cr AUM Expected by year end Rs.27000 cr Trail Commission Next year (@0.5%) Rs.135 cr ACE Creation and Activation No. of ACEs 9869 Productivity Per Active ACE Rs.1.06 cr Increase in productivity Rs.1.66 cr No. of Nil performing ACE 1895 % 25 activation next FY 475 Increase in ACEs by 20% 2353 Gross Mobilisation Rs. 20000 Crs Projected income at 0.75% commission 150

STRATEGIES FOR BRANCH ACTIVATION MUTUAL FUNDS InstaInvest !! (Paperless procedure for MF transactions) Every Branch to do SIP as well as lumpsum through InstaInvest from this month itself Online e-KYC (Paperless procedure) Online folio creation (Paperless procedure) Every Branch to do online e-KYC and online folio creation w.e.f. Feb.2016 Focus on SIPs SIPs beneficial for customer, Bank as well as for Mutual Fund. Increases customer stickiness. Avoids market fluctuations Focus on tax saving products Demand from customers for tax saving schemes. 3% upfront commission payment.

STRATEGIES FOR BRANCH ACTIVATION SBI LIFE Focus on traditional policies Higher commission income. Low Reputational Risks as there are no market linked returns. Increase RiNn Raksha Coverage High Commission for Bank Presently 20% Home Loans are sourced by HLCs and many of these loans are not covered under RiNn Raksha. In order to encourage HLCs to market the product, differential payout system worked out for loans sourced along with Rinn Raksha policy (implemented from 7th Dec.2016);

STRATEGIES FOR BRANCH ACTIVATION SBI GENERAL Long term two wheeler insurance policy A new product giving cover for 3 yrs. Focus on liability customers for Home Insurance - Health Insurance for CSP customers, captive Branches etc. Micro Insurance for the Agri sector Frontline staff (account opening etc.) to pitch for General Insurance products Worksite Marketing (at captive branches / CSP customers etc.)

STRATEGIES FOR BRANCH ACTIVATION SBI CARDS All Scale III & above Branches are authorized to market Credit Cards from 15th Dec.2016 This would be extended to all Branches after some time on the basis of feedback SSL - Smart Value Plans

NPS Tax Benefits (additional exclusive Rs.50000) !!! Employee Contribution: Tax exemption for the amount invested in NPS within the overall limit of Rs. 1.50 lacs available u/s 80C. Exclusive tax savings provision: Contribution of Rs.50,000 exempted u/s 80CCD(1B).   Employer contribution: Deduction upto 10% of salary (Basic + DA) u/s 80CCD (2) without any monetary ceiling Superior returns compared to other pension products – Market linked returns Complete withdrawal for corpus less than Rs.2 lacs - In case the total corpus in the account is less than Rs. 2 Lacs on attaining the age of 60, subscriber can avail the option of complete Withdrawal. SBI Pension Fund Manager 5yr Annualized Returns for Tier I (as on 30th Nov 2016)   Equity Corporate Bond G-sec SBI PFM 13.64% 12.27% 12.78% Benchmark 12.43% 12.12% 12.09%

National Pension System CIRCLES SBI OTHER CORPORATES INDIVUDUALS TOTAL YTD Dec.16 A/Cs opened during Dec.16 BUDGET 16-17 AHMEDABAD 46 193 268 507 90 5000 BENGALURU 4 582 676 102 8000 BHOPAL 400 12 402 814 208 BHUBANESWAR 265 57 2000 CHANDIGARH 19 199 218 34 3000 CHENNAI 131 24 262 417 21 DELHI 844 687 1621 220 10000 HYDERABAD 145 9 309 463 152 KOLKATA 64 431 495 114 LUCKNOW 656 665 40 MUMBAI 388 120 1003 1511 356 GUWAHATI 71 184 255 65 PATNA 72 252 324 78 THIRUVANANTHAPURAM 38 251 289 42 Total 1563 1206 5751 8520 1579 80000

STRATEGIES FOR CIF / SP / ACE CREATION All CIF / SP / ACE to be made composite agents All new recruits to be made CIF / SP / ACE by March, 2017 Exclusive Cross Sell Training programmes at SBLCs for CIFs / SPs / ACEs in coordination with representatives of JV Companies for training as well as examination thereat Reimbursement of Examination and training fee for CIF, SP and ACE Advance payment to employees for Exam and Certification fee including Renewal fee for ACEs

Initiatives launched in FY 16-17 3150 CIF, 1537 SPs and 2478 ACEs trained and licensed during April to Dec.16. Also, activation level of existing Sales Persons increased through product training and motivation. Presently 20% Home Loans are sourced by HLCs and many of these loans are not covered under RiNn Raksha. In order to encourage HLCs to market the product, differential payout system worked out for loans sourced along with Rinn Raksha policy (implemented from 7th Dec.2016); Nivesh Tara Campaign launched from 15th July to 31st Dec.16 to generate leads for MF products from staff members. 11292 staff participated and Investments of Rs.835.02 cr received. Leads being generated for SBI Cards and SBI MF through Contact Centre (SBI MF leads generated from Oct.2016); leads also provided by Analytics Dept. on SBI Times. SME Credit Card launched exclusively for Bank’s SME customers

THANK YOU

OPPORTUNITY: INACTIVE BRANCHES Circle Total No. of Branches Active Branches SBI LIFE Active Branches SBI General Active Branches SBI Mutual Fund AHMEDABAD 1272 727 163 28 BANGALORE 718 257 102 15 BHOPAL 1477 510 221 60 BHUBANESWAR 862 341 152 36 CHANDIGARH 1168 466 129 47 CHENNAI 1055 448 110 DELHI 1728 590 189 80 GUWAHATI 739 253 170 37 HYDERABAD 1530 690 558 KOLKATA 1284 743 247 254 LUCKNOW 1647 725 256 69 MUMBAI 1540 678 143 26 PATNA 1532 702 27 THIRUVANANTHAPURAM 483 113 64 10 Grand Total 17035 7243 2693 784 BACK

OPPORTUNITY: Non CIF / SP / ACE Branches CIRCLE Total No. of Branches NO OF NON CIF BRANCHES DEC’16 NO OF NON SP BRANCHES DEC’16 NO OF NON ACE BRANCHES DEC’16 Ahmedabad 1272 290 704 904 Bangalore 718 109 385 521 Bhopal 1477 352 893 1121 Bhubaneswar 862 234 553 723 Chandigarh 1168 259 668 674 Chennai 1055 169 702 735 Delhi 1728 422 1027 1314 Guwahati 739 144 430 463 Hyderabad 1530 241 752 1097 Kolkata 1284 362 858 706 Lucknow 1647 505 1206 1288 Mumbai 1540 158 816 1141 Patna 1532 299 1156 1198 Thiruvananthapuram 483 132 293 260 SBI Total 17035 3676 10443 12175 BACK

OPPORTUNITY: INACTIVE SALES FORCE Circle Total No of CIFs CIFs Active for the month Total No. of SPs SPs Active for the month Total No. of ACEs ACEs Active for the month Ahmedabad 2359 654 1230 382 890 56 Bangalore 1469 268 702 185 384 17 Bhopal 2334 673 1187 355 751 77 Bhubaneswar 1142 349 667 202 309 54 Chandigarh 2134 484 1067 255 996 61 Chennai 1868 320 694 183 34 Delhi 2603 627 1537 373 866 88 Guwahati 1092 372 603 177 548 Hyderabad 2949 567 1647 375 814 70 Kolkata 1739 735 784 329 1044 199 Lucknow 1923 703 779 314 666 69 Mumbai 2666 765 1578 432 833 55 Patna 1828 687 742 228 643 48 Thiruvananthapuram 733 92 361 126 452 18 SBI Total 26839 7296 13578 3916 9869 902 BACK