1. Cross Selling CGMs CONCLAVE JAN. 2017

2. OPPORTUNITIES IN CROSS SELLING
OBJECTIVE: INCREASE IN CROSS SELLING INCOME BY 100% IN FY From Rs. 666 Crs to Rs Crs

3. 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

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

5. 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 Crs

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

7. SBI Life : Increase in MDRT
No. of MDRTs in the current FY
5018
Income from the 3 lac per MDRT
Rs 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

8. 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 cr
Total Income expected to be earned by the Bank by increasing CIF Activation:
Rs.197 cr

9. 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

10. 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

11. SBI Mutual Fund Target: Rs.285 cr
Gross Mobilization current FY
Rs cr
AUM Expected by year end
Rs cr
Trail Commission Next year
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 Crs
Projected income at 0.75% commission
150

12. 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.

13. 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);

14. 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.)

15. 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

16. NPS Tax Benefits (additional exclusive Rs.50000) !!!
Employee Contribution:
Tax exemption for the amount invested in NPS within the overall limit of Rs 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%

17. 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

18. 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

19. 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 staff participated and Investments of Rs 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

20. THANK YOU

21. 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

22. 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

23. 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