1. DOMESTIC MONEY REMITTANCES SERVICE MARKETING 14/02/20141

2. Opportunities in Domestic Remittances Strong existing demand and volume: A research shows migrants send monthly amounts between Rs.1,000 to Rs.3,000 14/02/20141.1.2 Source: MicroSave research on remittances in India (Punjab-Bihar/UP corridor): http://www.microsave.org/research_paper/understanding-remittance-networks-in-punjab-and-uttar-pradesh http://www.microsave.org/research_paper/understanding-remittance-networks-in-punjab-and-uttar-pradesh

3. Current Remittance Channel Increasingly, migrants use bank accounts to transfer money home. Increasing financial inclusion changing the face of informal channels. Tappawalas (in Orissa) and courier services use bank accounts to move money between places giving rise to bank couriers. However, high levels of dissatisfaction exists with current channels of usage including POs 14/02/20141.1.3

4. Current Remittance Channels 14/02/20141.1.4 Source: MicroSave research on remittances in India (Punjab-Bihar/UP and Gujarat/Bihar/Orissa corridor): http://www.microsave.org/research_paper/understanding-remittance-networks-in-punjab-and-uttar-pradesh http://www.microsave.org/research_paper/understanding-remittance-networks-in-punjab-and-uttar-pradesh http://www.microsave.org/research_paper/understanding-remittance-networks-in-gujarat-orissa-and-bihar

5. Remittance Channel Preferences 14/02/20141.1.5 Remittance Delivery ChannelValue PropositionWeakness BanksInstant Delivery, Safe, CheapTime-consuming, Difficult for recipient, Far Away Bank CourierInstant Delivery, SafeNot in own bank a/c Hawala/ TappawallaDoorstep Delivery, ConvenientHigh Cost, Unsafe Carried by friend/ selfTrust, doorstep deliveryCan take time, robbery However, this number hides the large hindrances remitters face in using banks including: Long lines and lengthy processing time Difficulty of opening bank account Inconvenience Lack of doorstep delivery Not surprisingly, formal and informal have completely opposite strengths and weaknesses

6. Current Status of Domestic Remittance Formal and informal channels of remittance co- exist – Formal: bank, post office – Informal: courier/hawala, friend, self, and tappawala (for Orissa only) Good business opportunity – Close to 70% remitters send up to Rs.5,000 per month No single channel matches remitter/recipient requirements – Bank, the most trusted channel does not provide doorstep delivery, high processing time – Courier, which delivers money at the doorstep, charges high fees and is not safe – Post office, which delivers money at doorstep, delays delivery, expensive 14/02/20141.1.6

7. Customer’s requirement Customers are not willing to wait in long bank queues They also appreciate more flexible hours and better service than bank branches currently offer. Customers willing to pay more than bank charges for better service Lesser procedures/documentation 14/02/20141.1.7

8. Can Post Offices bridge the Gap? Post Office’s key strength – Doorstep delivery, particularly important for recipients – Cheaper services example iMO, MMT etc – Customer need not have any account with PO – Easy access – Trust and safety But delay in delivery has to be reduced and experience and repeated transactions needed to build trust. 14/02/20141.1.8

9. How Post Office can fill this gap & what is their role in it? 14/02/20141.1.9 Classroom Discussion

10. Welcoming steps Post Offices wearing a new look due to implementation of project arrow Welcoming atmosphere in all the POs, thanks to National Cleanliness Drive Introduction of Mobile Money Transfer to suit the customer requirements for faster remittances Combined money remittance booking form for easy documentation & delivery information in mobile for iMO & MMT, Mobile alerts track & trace for others Introduction of state of art technologies through India Post 2012 projects including Rural ICT 14/02/20141.1.10

11. What’s my Role? What should I do? How I can Help Gain in-depth knowledge of all the products and services Cultivate good behavioral skills & good customer service techniques Judge the requirement of the customer and suggest suitable remittance service Briefly explain the process of the service and required documents from both remitter and receiver Keep stock of required forms 14/02/20141.1.11

12. Assist the customers in documentation Configure India Post web address in day’s message in MPCM counter receipts Enter the correct PIN Code & other details including Mobile Number while booking Enlighten customer about Track and Trace and other requirement Place all the booking form & other documents before supervisor for immediate authorization 14/02/20141.1.12 What’s my Role? What should I do? How I can Help

13. If you are in a delivery office, process the transactions as early as possible Every day login into website and keep your credentials active Have a list of near-by offices offering different kinds of services and suggest it to customer in exigencies Take print out of all the eMOs received in your office, and arrange for same day delivery 14/02/20141.1.13 What’s my Role? What should I do? How I can Help

14. Take returns in the Postman module with proper remarks and submit the account Update information into the central server by giving call through communication modules regularly If you are in RD counter, give information to Group Leaders about Money remittance service and ask them to share the same with others If you are in-charge of a office, make proper arrangement of funds for early pay-outs Look for better queue management 14/02/20141.1.14 What’s my Role? What should I do? How I can Help

15. INTERNATIONAL MONEY REMITTANCES SERVICE MARKETING 14/02/201415

16. International Remittances Market 14/02/20141.1.16 India is the largest recipient of international remittances in the world. UAE – India [25.09 %],US – India [21.82%], UK – India [7.45%] are 3 among the top 10 global remittance corridors. [ Source : Boyars-Intrinsic-Research-Report-Western-Union]

17. Opportunity Commercial banks have only a 5% share of the global remittance market, because it’s not considered to be part of traditional core banking business. In India though there is over 99000+ bank branch network, only 36,000+ inhabited areas have a bank branch out of the 600,000 inhabited areas in the country. The remittance services offered by the banks are not geared toward cash payouts to the recipient. Here Post Office is having an opportunity 14/02/20141.1.17

18. Remittance Service Providers The remittance market in India is serviced by – Post Offices – Commercial banks & Co-Operative banks – Non-bank Money Transfer Operators (MTOs) – Foreign Exchange Bureaus & – Wide variety of commercial entities [incl. Internet] (acting as agents and subagents) 14/02/20141.1.18

19. Global Remittance Market Today, one in five dollars remitted globally passes either through – Western Union, which owns 16% of the market or – MoneyGram, with 4% market share 14/02/20141.1.19

20. Status of International Remittance Currently international remittance market for cash payouts in India is captured by – Western Union[WU] – MoneyGram[MG] India is the largest recipient of international remittances in the world (World Bank Report) In India both the Money Transfer Operators [WU & MG] are providing these services through its agents 14/02/20141.1.20

21. In India [World Bank Report] – WU is leader in this Money Transfer Service Scheme – It has more than 50,000 agent locations in India – Operates in more than 7,000 cities and towns & – Works with more than 30 leading banks. India Post is among the single largest agents of WU. Around 8,500 post offices offer WU services [World Bank Report]. Western Union’s remittance through India Post – In FY 2012-13, Rs 1482 crores to 592311 customers – In FY 2013-14, Rs 3473 crores to 1398763 customers 14/02/20141.1.21 Status of International Remittance

22. Low Cost of remittance by POs The cost of remittances by commercial banks is 12.53 % – Significantly higher than the global average at 8.36 % – with MTOs cost of remittances is 6.69 % – Where as with post offices it’s only 5.93 % 14/02/20141.1.22

23. What’s my role? Keep your login credentials active Help & assist customers in documentation Remember Code: 8 digits for MG, 9 digits for IFS, 10 digits for WUMT, 26 digits for France IFS Keep a list of loyal customers Keep Help-line numbers for emergencies Keep a list of near-by Post Offices offering the same services & inform the same to customers in case if you are not able to serve Process the transactions as early as possible Arrange cash for early pay-outs 14/02/20141.1.23

24. STRATEGY OF MONEY REMITTANCE MARKETING 14/02/201424

25. Strategy of Marketing Money Remittances Employees should have knowledge of Money remittance services offered by the Department Create Product awareness w.r.t. MMT, iMO among general public by Word of Mouth publicity by our staff members Network of Postman be used for collection of remittance by the senders 14/02/20141.1.25

26. Extension of counter hours from 9am to 9 pm especially in case of IMTs where other agents are operating Expansion of services like iMO and MMTs in all Post Offices Monitoring of Money remittances for faster remittances 14/02/20141.1.26 Strategy of Marketing Money Remittances

27. Use of combined MO remittance form in case of domestic remittance for easy documentation Target migrated population who send money for their family maintenance regularly and special arrangement can be made for collection & remittance of the amount 14/02/20141.1.27 Strategy of Marketing Money Remittances

28. Post Office premises, Mail vans, Passbooks, MPCM receipts can be used for advertising our own product instead of promoting other’s product Use of Direct Post, mouth publicity through Postman Staff, PLI/RPLI melas, Philately exhibition etc Effective use of Social Media for promoting India Post’s products Better Infrastructure like seating arrangement, writing desk, Drinking water, Fan, Lighting for customers and cleanliness in POs 14/02/20141.1.28 Strategy of Marketing Money Remittances

29. Use of MPKBY agents, SAS agents & others for promoting India Post’s products Advertisement in FM Radios, TV Channels, Local news paper, Cable TVs Standing Instruction facility for regular money remittances to ease the documentation & to save valuable customer time Better queue management and faster arrangement of money for payments 14/02/20141.1.29 Strategy of Marketing Money Remittances

30. Use Posters, banners, Hoardings & Open kiosks/information desks in melas & jathras like during Dasara in mysore, kodogu- Bramhotsavam in Tirupathi (AP), During Onam festival in kerala, Kumbha melas, Durga pendals, Puri rathyathra, Republic Day parade in New Delhi etc Arrange for distribution of pamphlets and direct posts Canvas for the products & services in schools, colleges, apartments, State & Central government offices, PSUs, Training Centers, shopping complex, shopping Malls, banks, townships, bus stands, railway stations Target migrated populations who are sending amounts to their dependents like workers in big construction locations/projects, casual laborers in factories, small, medium and large scale establishments, manufacturing industries 14/02/20141.1.30

31. Continued The strategy should contain Prerequisites at the PO(HR, Infrastructure) Identification of the market/customers Promotion of the product Analysis of the impact of the marketing effort 14/02/20141.1.31

32. Activity The trainees to be divided in to 6 groups and to prepare marketing strategy for the following products MO including eMO iMO MMTS MO Videsh WUIMT Moneygram 14/02/20141.1.32

33. Activity Make 10 groups of 3 trainees each and ask them prepare some – marketing posters – advertisements – role plays – slogans with catchy words – poems etc. 14/02/20141.1.33

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