Fullerton securities project Report

1. SUMMER TRAINING PROJECT REPORT
ON
“Marketing & Wealth Management Product ”
FACULTY GUIDE COMPANY GUIDE
Mr. Gaurav Varshney Deepika Agrawal
(Operation manager)
SUBMITTED BY:
Tara Chand Saini
(PGDM 2009-11)
-1-

2. CERTIFICATE
It is certified that this project report entitled “Marketing & Wealth Management
Product” is a record of work done originally by “Tara Chand Saini” under my
guidance and supervision and that it has not previously formed the basis for the
award of any degree, fellowship or associate ship to them or anybody else.
Mr. Gaurav Varshney
(Academic Guide)
-2-

3. DECLARATION
I hereby declare that the project entitled by me for Fullerton Securities Jaipur is
original work undertaken by me for partial fulfillment of the PGDM (Post
Graduation Diploma in Management).
This project has not been submitted to any other institution for award of any degree
or diploma.
TARA CHAND SAINI
PGDM-IIrd SEM
-3-

4. Acknowledgement
I I would like to convey my heartiest gratitude to several people, for their support and guidance
which helped me complete my Summer Internship.
First and foremost I would like to thank Fullerton Securities for giving me an opportunity to
do my internship in their esteemed organization. My special appreciation extends to the
BDE(business development executive) /My guide Deepika Agarwal for his constant
encouragement throughout this period. Who instructed us with the work procedures and dealt
with us with patience at all times.
This internship would not be complete without the support of our Director Mr. A.S. Bhamara.
I would also like to thank our Internship Co-ordinators/My faculty guide, Mr. Gaurav
Varshney for their guidance and unflinching support throughout the phases of my
Internship.
My special thanks to my co-workers & other members of Fullerton securities who being a
part of the same internship, supported me throughout my Internship and with whose help I
could complete my work efficiently and effectively. Their consistent help kept me motivated and
going.
Last but not the least, my endless appreciation goes to my family who has stood by my side
and given me moral support whenever I was low and boosted my will power.
Thank You!
TARA CHAND SAINI
PGDM (II) SEMESTER
-4-

5. Executive Summary
The summer training of a management student plays an important role to develop her into a well
– groomed professional. It gives theoretical concepts a practical shape in a field of applications.
It gives an idea of dynamic & versatile professional world as well as an exposure to the
intricacies & complexities of corporate world.
The Summer Internship Project was of 3 months in Fullerton Securities & Wealth Advisors
Limited, Jaipur.
Today financial sector is a sector which has huge potential and it is very important to choose
correct sector where you can get opportunity to grow and Fullerton Securities has been named as
the “most respected financial company”.
The whole summer internship project was on “Marketing & Wealth Management Product.”
The purpose of this project was to find
How much individual currently trading in share market?
The basic aim of the study is to identify the client’s requirements and their expectations with
regard to their dealings with Fullerton Securities It aims at identifying the areas where Fullerton
lags behind, and proposing a methodology to improve on its products and service offerings.
-5-

6. TABLE OF CONTENTS
S. No. PARTICULARS PAGE NO-
1. LIST OF TABLES AND ILLUSTRATION 7
2. INTRODUCTION OF COMPANY 8-10
3. INTRODUCTION OF TOPIC 11-25
4. MARKRTING SURVEY 26-27
5. METHODOLOGY 28-30
6. ANALYSIS & INTERPREATATION 30-40
7. FINDINGS 41
8. SWOT ANALTSIS 42-43
9. CONCLUSION 44
10. LEARNINGS 44
11. BIBLIOGRAPHY 45
12. ANNEXURE -
-6-

7. LIST OF TABLES AND ILLUSTRATION
TABLE NO. 1 COVERS FORMAT OF TOTAL RECHRGE REPORT
TABLE NO. 2 HAS FORMAT OF PPC SHOW
TABLE NO. 3 INCLUDES FORMAT OF RES
ILLUSTRATIONS OF HOW TO PREPARE REVENUE EARNING SUBSCRIBERS
REPORT IS BEING DEMONSTRATED
-7-

8. INTRODUCTION TO THE COMPANY
Fullerton Securities & Wealth Advisors Limited is a company registered under Indian
Company Law, incorporated on 8th February 2008. It offers world-class financial planning and a
wide range of wealth management products to mass affluent and affluent customer segments.
Fullerton Securities & Wealth Advisors Limited provides a complete range of financial products
and services that include equity broking (internet based online trading as well as offline trading),
financial planning, insurance, investment products, equity research and more.
Our Shareholders
Fullerton Financial Holdings Pte. Ltd. already has a presence in India through Fullerton India
Credit Company Limited, targeting the mass market segment. Fullerton Securities & Wealth
Advisors Limited will target different segments i.e mass affluent and affluent customers across
Tier I and Tier II cities in India.
Fullerton Securities & Wealth Advisors Limited is a part of CEEMEA organisation within
Fullerton Financial Holdings Pte. Ltd.
More about Fullerton Financial Holdings Pte. Ltd.:
Fullerton Financial Holdings Pte. Ltd. invests in financial institutions in emerging markets,
bringing an operational perspective to all investment decisions. As on 31st December, 2007, the
total assets of Fullerton Financial Holdings Pte. Ltd. stood at $59.7 billion and its portfolio
comprised investments in 15 different financial institutions. Fullerton Financial Holdings Pte.
Ltd. supervises and influences its banks to achieve the right risk-reward balance. It seeks to
create shareholder value by differentiating through great people, disciplined development and
execution of unique business models.
Primarily, it focuses on both Business banking and Consumer banking. Within Business banking,
Fullerton Financial Holdings Pte. Ltd. focuses on the Commercial, SME and Self-employed
-8-

9. mass market segments. On the other hand, it focuses on the Mass affluent and Mass salaried
segments within Consumer banking.
Fullerton Financial Holdings Pte. Ltd. is a wholly owned subsidiary of Temasek Holdings, an
Asia investment house, headquartered in Singapore, focused on creating and maximising long-
term shareholder value as an active investor and shareholder of successful enterprises.
FS Vision
Fullerton Securities vision is to
create
value through focus & discipline…
Vision Enabling Success, Enriching Lives
To create superior
Mission long-term shareholder value
in
financial sectors across Emerging
Markets
• Organic Growth
• Acquire and Transform
• Improve Productivity
• Optimize Capital
• Risk-Reward Balance
Executio
Organizati
Pillars Right Processe n
onal
People s Disciplin
Alignment
e
Values
Caring ; Honesty ; Passion to Excel ; Team Work ; Disciplined
Professionalism
Execution Unique People
Discipline Business Financial Critical
value KPI Empower-
model model path
Proposition ment
http://w ww.fullertonsecuritie
http://www.fullertonsecuri
12
s.co.in/
ties.co.in
-9-

10. FFH
Key Milestones for FFH
 16 financial institutions in 9 countries.
 Total headcount in FFH now 104, and close to 65,000
employees in our investee institutions
 Market value of investments of approx ~US $40 billion
Renamed to
Fullerton
Financial April
07
India, Apr
Malaysia, Mar 2005 2009
Indonesia, Jun Dec 2007
2003
India,
FICC UAE, Sep
Dec 2003 Pakistan, Dec 2005 2008
Feb 2005
Incorpora
tion Jan
2003
India, Dec China, Jan China, Dec Mar 2006
2003 2005 2005
China, Aug
2005
South Korea, Mar
2004
http://www.fullertonsecuritie
http://www.fullertonsecuri
3
s.co.in/
ties.co.in
- 10 -

11. “Marketing & Wealth Management Product ”
Marketing – Major Funcation Zone
The success of a business depends largely on the effectiveness with which its marketing
strategies are formulated and implemented. Marketing is said to be the eyes and ears of a
business organizations because in close contact with its environment and informs it of events that
can influence its activities as per requirement of the market.
Securities offer pure services, which are intangibles, therefore marketing of services differ from
marketing of goods of tangible products. Tools and techniques used in formulating strategy for
service marketing are different from those uses for marketing of goods. Mainly Four P’s given
by McCarthy constitutes the marketing mix for products but in case of service it extends to
seven.
To look in to the marketing strategy by FULLERTON SECURITIES we will have to go seven
P’s of service marketing mix.
PRODUCT
A service product is one, which marketers offer to perform. It is an offering of a firm inform of
activities that satisfy customer needs.
Fullerton Securities deals in money and credit. It offers financial services. To stand upright in
existing intense competitive financial world continues improvement in its service product is a
must, because success of service marketer depends upon level of services. These levels are:-
> Generic - Basic benefit level.
> Expected - Customer’s minimum set of expectation from service.
> Augmented - Offering in addition to what customer expects.
- 11 -

12. > Potential - Doing everything feasible to retain and attract customers.
Correct transaction recording, timely service etc. are some expected level of services. Once
service exceed expected level, it comes as pleasant surprise to customer encouraging their loyalty
to company. Fullerton securities has always worked towards continues improvement in it’s
services to retain its customer’s loyalty to convert potential into core loyal customers.
PRICING
Prices in relations to securities refer to charges and commission. Service charges are low and
reasonable and are at par with other securities. It offers wide range of services to meet the needs
of different target segment at varying charges. In fact, some of the services rendered by fullerton
securities are absolutely free attached with various like life style benefits , financial benefits and
service etc. while setting a pricing strategy , fullerton securities has to go through instructions of
SEBI.
PROMOTION
It is a marketing tool use to communicate information about services to the target audience
thereby facilitating exchange process. Services being intangible require more promotion because
it has not got physical product or packing to attract customer.
Promotional mix of every company consists of four tools:-
*Advertising
*Personal Selling
*Sales Promotion
*Publicity
PLACE
Place, distribution element of service marketing mix, concerns mainly accessibility and
availability due to inseparable and perishable nature of service. Functioning on the principle of
- 12 -

13. “Anywhere Anytime” Fullerton Securities had not set up broad and vast network but the
companies provide the service according to their customer needs and wants.
Value
Propositi
Unique Value Proposition on
• Need based Financial Planning & Advisory services
• Wide and unbiased (3rd party & proprietary) product range
offered as an integrated offering vs. One-off product push
Product • Value for repeat business or upgrade
• Relationship pricing; value based; competitive; not necessarily the
lowest
• Better pricing for well-performing segments; based on vintage or
Price recognition of customer profile
• Flexible payment options
• Deliver returns better than deposit benchmark
• One-stop access to all asset classes; Single point interface for
all products
Convenience • Convenience of online view of entire relationship with
performance measurement tools
• Advisory (Research) and execution capability
• Personal RM and support team of specialists to ensure
continuity
Service
• Ongoing monitoring and advice for rebalancing
• Fast and accurate processing
• Regular access to Research / Information
• Full relationship access across all customer touch-points; 360°
Experience customer view
• Access to international investment options for diversification
Brand positioning : A relationship focused global Asian financial
institution which understands your needs and provides solutions,
not only offers products
http://w ww.fullertonsecuritie
http://www.fullertonsecuri
16
s.co.in/
ties.co.in
- 13 -

14. Wealth management Products
Financial Planning
Financial planning is a systematic approach by which you get to maximize your existing
financial resources by utilizing several financial tools to achieve your financial goals.
Investing is an essential and indispensible element of financial planning. Broadly, it means
making your money grow or appreciate to fulfill long term financial goals. It is a way of saving
your money to meet your financial plans - children's education, retirement to purchasing your
own home etc. In simple words, investing means making your idle money work for you.
There are different ways of making an investment. It includes placing money into stocks, bonds,
mutual funds, real estate or even starting an enterprise. These options are referred to as
'investment vehicles'.
Investments have a risk-reward spectrum. In accordance to your financial plans, you may invest
in instruments with compatible risk and return ratios. As a general rule of thumb, higher the risk
an investor takes on an investment, the greater potential returns he/she stands to make and vice
versa. The focus is on returns and the spectrum, in terms of risk, runs from conservative to very
aggressive. One way to measure results is by weighing expected returns against anticipated risks.
Along the risk-reward spectrum, investments can be classified into three basic categories: cash,
bonds and stocks. Each category has its own set of characteristics and plays an important role in
structuring a sound investment portfolio.
Time in the market
Investing in the stock market does not depend on timing the market, but time in the market.
Stock prices fluctuate on a day-to-day basis, sometimes drastically. That's the nature of the stock
market. While past performance does not guarantee future results, history has shown that, over a
longer term, stock market investing has been rewarding.
- 14 -

15. Long-term investing does not have to span a period of 50 years. Even five years can make a big
difference. Long-term investing in the stock market pays off quite generously too.
It is known that trying to time the market is next to impossible. Timing the market is basically
the strategy of buying and selling financial instruments (most often stocks) by attempting to
predict future market price movements. It's better to stay fully invested during all market cycles.
This has, historically, given investors the greatest average return by comparison. Hence, it's time
in the market that's important, not timing the market
Basic Investment Principles
Establishing realistic financial goals is an essential first step towards successful investing.
Understanding investments that are best suited to help achieve your goals is equally important.
Investment principles guide you in your investment choices. Following these time-tested
investment principles enable you to build a strong foundation of financial security.
Top Principles:
Rupee-Cost Averaging
A systematic approach to long-term investing is called rupee-cost averaging. This refers to the
practice of investing the same amount of money in the same investment vehicle at regular
intervals, regardless of market conditions. If the investor takes the rupee-cost averaging
approach, the amount invested is always the same. Thus, the investor automatically buys more
shares when the price is low and fewer when the price is high.
The investor's natural instinct might be to stop investing if the price starts to drop but history
suggests that the best time to invest may be when you are getting good value. Rupee-cost
averaging can be an effective strategy with funds or stocks that can have sharp ups and downs,
because it gives more opportunities to purchase shares less expensively.
The benefit of this approach is that, over time, you may reduce the risk of having shares with the
highest cost price. Instead, as the example below demonstrates, the average cost of your shares
will be lower.
- 15 -

16. However, rupee-cost averaging does not assure a profit and it does not protect against investment
losses in declining markets
Compounding
Compounding is the ability of an asset to generate earnings, which are then reinvested in order to
generate their own earnings. In other words, compounding refers to generating earnings from
previous earnings.
Through compounding, a small amount of money over time can grow into a substantial sum.
Investments can increase in value over time - and the longer the time frame, the greater the
value. This is achieved through returns that are earned, but not spent. When the return is
reinvested, investor earns a return on the return and a return on that return and so on. Therefore it
is important to start saving early in order to benefit from the power of compounding returns.
Diversification
Diversification is a strategy that can be neatly summed up by the timeless adage "Don't put all
your eggs in one basket." In other words, your funds are spread over a variety of investment
instruments. It is a risk-management technique that mixes a wide variety of investments within a
portfolio. The rationale behind this technique contends that a portfolio of different kinds of
investments will, on average, yield higher returns and pose a lower risk than any individual
investment found within the portfolio.
For example, diversification could mean that you own several stocks, but they all come from
various types of industries or different parts of the world. By having a variety of different stocks,
your funds are more protected. If a certain company is badly hit, you will have other stocks that
may be able to "take up the slack."
Asset Allocation
Asset allocation involves dividing an investment portfolio among different asset categories, such
as stocks, bonds, and cash. These asset categories have different risk-return characteristics, so if
you have them in your portfolio, their different patterns of behavior offset each other. For
- 16 -

17. instance, while one asset category increases in value, another may be decreasing or not
increasing as much.
Asset allocation aims to balance risk and reward by apportioning a portfolio's assets according to
your investment objectives, your risk tolerance and your investment horizon.
Asset allocation is generally the most important factor in determining the return on your
investments. In fact, according to many researches and studies, asset allocation determines
approximately 90% of the return. The remaining 10% of the return is determined by which
particular investments (stock, bond, mutual fund, etc.) you select and when you decide to buy
them.
Rebalancing
Rebalancing your mutual fund portfolio on a regular basis maintains the desired asset allocation
in your investment strategy. Basically, rebalancing is bringing portfolio back to original asset
allocation mix. This is necessary because over time some of the investments may become out of
alignment with the investment goals, as investments don't all move the same way at the same
time. Some will grow faster than others. By rebalancing your portfolio, you will ensure that you
stick to original plans and have the kind of discipline that leads to long-term success.
For example, let's say it is determined that stock investments should represent 60% of portfolio.
But after a recent stock market increase, stock investments represent 80% of portfolio. You will
need to either sell some of stock investments or purchase investments from an under-weighted
asset category in order to reestablish original asset allocation mix.
Rebalancing can be based either on the calendar or on the investments. Many financial experts
recommend that investors rebalance their portfolios on a regular time interval, such as every six
or twelve months. The advantage of this method is that the calendar is a reminder of when
investor should consider rebalancing.
- 17 -

18. Others recommend rebalancing only when the relative weight of an asset class increases or
decreases more than a certain percentage that investor has identified in advance. The advantage
of this method is that investments will tell you when to rebalance.
- 18 -

19. Equity
We all know that saving for significant life events is important, but to get there we need to plan
our investments and manage our spending and debt, today. By starting early, we can achieve our
medium / long term financial needs and goals - be it paying off credit cards bills in time, saving
for a special trip or financing a child's education and other requirements.
Investing in equities is definitely a path to higher returns as –
While investing in equities carries risk, it is an asset class that outperforms in the long run. You
can invest in equities through vehicles such as Mutual Funds and Unit Linked Plans of
insurance companies or directly in stocks / shares of quality companies that are likely to provide
better investment returns
Diversification. The benefits of investing in diverse equities include higher average returns with
lower average volatility (because some of the asset classes perform well when others are
performing poorly, which smoothens out the returns). When combined with other asset classes
such as bonds, real estate or commodities, the diversification benefits can be even greater.
Investing in equities offer protection against inflation through power of compounding. Although
higher inflation often causes stock values to decline in the short term, over long time horizons,
equity returns have a positive relationship with inflation (equity returns are higher when inflation
is higher). This is partly due to the fact that companies can increase prices in inflationary times,
which, in turn, has the effect of increasing earnings.
Although stock markets have bad months - even bad years - statistics show that, in the medium
and long term, they provide better returns than bonds or cash. That is why; there is an universal
agreement on the fact that stocks and shares comprise the best medium to provide long-term
capital gains for investors.
- 19 -

20. Conclusion:
Investors are compensated for the pain of fluctuations in the stock market index by higher returns
on an average. Over long time periods, the power of compounding makes investing in equities
enormously superior to fixed return investments.
- 20 -

21. Mutual Fund
Mutual funds - a beneficial investment option
Investing in Mutual Funds offers you many benefits. Here are some reasons why Mutual Funds
are a preferred avenue of investment...
Professional investment management
Mutual Funds are managed by qualified and experienced professionals. These experts have access
to company research and analysis for making informed, well-timed decisions.
Diversification
Investing in Mutual Funds diversify your portfolio and lower your risk.
Let's say, you have Rs. 20,000/- to invest; you will perhaps be able to buy a couple of blue chip
stocks. However, investing the same amount
Ease of investment and withdrawal
Mutual Funds are easy to invest in and can be purchased with minimum documentation from
investment advisors, banks and mutual fund companies. Open-ended schemes are highly liquid
and one can withdraw from them at the net asset value (NAV) at any time.
Transparency
All mutual fund companies publish details about the investments made by the fund regularly,
hence you can judge if your money is canalized in the preferred manner.
Besides, the charges are transparent and clearly mentioned.
The Net Asset Value of the fund is declared every working day, so you can track the value of
your investments.
- 21 -

22. Affordability
One can invest an amount as low as Rs. 500 per month via Systematic Investment Plans (SIPs),
hence investments in mutual funds are affordable and convenient.
Tax benefits
Equity Linked Savings Schemes (ELSS) offer tax rebates to investors under Section 80C of the
Income Tax Act. Additionally, dividend income from Mutual Funds is tax-free in the hands of
investors.
Your money in safe hands
Most mutual fund houses belong to large industrial groups, banks and foreign institution
investors. Mutual funds are governed by the Securities Exchange Board of India (SEBI) and
guided by Association of Mutual Funds in India (AMFI).
- 22 -

23. Mutual Fund SIP
Systematic Investment Plans - Small Start for Big Dreams
Systematic Investment Plans (SIPs) are an alternate means to invest in a mutual fund. When you
choose to invest via SIP, you invest in smaller denominations at regular time intervals as
opposed to making a single lump sum investment.
SIPs are good way to invest because:
> They help you invest and save in a regular and disciplined manner. SIPs offer the convenience
of direct debits from your bank account through ECS, so you need not worry about missing the
investment date.
> With SIPs you invest regularly through the market swings and gain the advantage of rupee cost
averaging. Simply understood, you average out the cost of buying mutual fund units over
months/years.
> They are likely to have either low or no entry and exit charges when you purchase and sell the
units.
> They are a great way to start saving for your dreams. Small investments starting early in life
compound over time to create a secure nest egg.
Timing your investment
> Buying mutual fund units over a period of time via SIPs allows you to average the cost of
purchase and gives you better returns effectively, eliminating the need for timing your purchase.
> You should keep a periodical tab on the SIP's performance vis-a-vis the benchmarks and other
schemes to keep track on the profitability of your investment.
> The key to formulate an exit strategy is to remove profits when you archive a targeted
percentage.
> Avoid waiting to sell all units at a desired event date (e.g., higher education of your child) as
the market condition may not be favourable at that time.
- 23 -

24. Rupee Cost Averaging
Below is the performance of SIP over different periods based on the Franklin India Index Fund NSE Nifty
Plan (G):
Jan 2001 - Jan Jan 2001 - Jan Jan 2004 - Jan Jan 2004 - Jan
SIP
2008 2008 2008 2008
Date of first
1-Jan-01 1-Jan-01 1-Jan-04 1-Jan-04
investment
Time period 7 years 8 years 4 years 5 years
Amount per
Rs. 1000 Rs. 1000 Rs. 1000 Rs. 1000
investment
NAV as on
9.44 9.44 14.55 14.55
investment date
Total investment 84000 96000 48000 60000
No of units 6649.97 7008.77 2384.1600 2742.96
Date of
1-Jan-08 1-Jan-09 1-Jan-08 1-Jan-09
redemption
NAV as on
48.66 23.88 48.66 23.88
redemption date
Total value on
323587.54 167369.43 116013.23 65501.88
redemption
Returns (CAGR%) 21.25 7.20 24.69 1.77
The above example shows that:
> Entering early in SIP may not necessarily yield higher returns. This is clear from the fact that
the returns generated in Column 1 (entry January 2001) are less than the returns generated in
Column 3 (entry January 2004). This is because the level of market at the time of entry and prior
to that affects the returns generated.
> Early exit from an SIP can make a difference to the returns. In the above example, as the exit
in columns 1 and 3 have been made at market highs, the returns generated are higher than those
generated in columns 2 and 4. The reverse could also be true if the markets had risen between
January 2008 and January 2009.
- 24 -

25. Insurance
Our Offerings
At Fullerton Securities, we understand your need to protect all that you hold dear. In our
undertaking to multiply and fortify your assets, we have partnered with ICICI Lombard
General Insurance Company Ltd. to bring you customized general insurance solutions that suit
your specific needs. It is our constant endeavour to offer you, our valued customer, the best
solutions that are endorsed by our team of leading financial experts
General Insurance
Be it family, home, business or vehicle, all your valued possessions are prone to various
unpredictable hazards. The uncertainties may range from emergency medical expenses, accidents
to the loss of baggage or passport while travelling.
To ensure security for you and your family during such critical moments, Fullerton Securities
provides you with time-tested and trusted financial solutions. We also have various Non-Life
Insurance solutions, offered by ICICI Lombard.
- 25 -

26. Market Survey
Of
Investor’s Awareness
on
Equity Market
- 26 -

27. Objective of the Survey …
The Project undertaken with the aims at finding out the perceptions of people about Equity
Market and to analyze how a layman does perceives the stock market as an investing alternative.
By finding the perceptions of people about the Equity Market, and the factors affecting these
perceptions, the objective of the study is then to try and identify ways to attract the non-
investing community or the major target, which forms majority of the non-investing community
in securities.
According to RBI Data for the year 2001-02, household sector which accounted for 82.4% of
gross domestic savings, invested 38% of financial savings in deposits, 33% in insurance /
provident funds, 11% on small savings, and 8% in securities.
Thus the fixed income bearing instrument are the most preferred assets of the household sector in
India.
But country to the conventional thought, this sector can be made to invest in securities. The share
of financial savings of the household sector in securities (share, debenture, public sector bonds
and units of UTI and other mutual funds and government securities) was about 22.9% in 1991-92
before the Harshad Mehta scam became public. This share later had gone down to a mere 4.3%
in 2000-01, which again increased to about 8% in 2001-02. This supports the view that the
household sector can be made to invest in securities provided they are convinced about the
nature of the market.
But the fact that the markets are never convincing enough is what the challenge to the whole
process.
- 27 -

28. RESEARCH METHODOLOGY:
Data Collection:
Primary Data:
A comprehensive questionnaire has been designed for the purpose of the study and the
respondents were interviewed to collect feedback on the subject. His is the main source for the
primary data. Also, discussions among peers and colleagues were carried out on the subject to
understand the perceptions that people hold about Mutual Fund and Equity Market.
Secondary Data:
The Secondary Data was collected from books and journals relevant to the subject and also from
the Internet. This was mainly to get an understanding of the operational side of the market.
Sample Size:
The method of Random Sampling was followed for the purpose of Data collection and a sample
of 100 interviewed.
Questionnaire was randomly circulated and the respondents were interviewed for their thoughts
on the subject matter.
Statistical Tools:
Descriptive analysis and percentage analysis have been used for the analysis of the Data.
- 28 -

29. Market analysis questionnaire format
Q1. Do you know about Fullerton Securities?
a) Yes b) No
Q2. Have you taken any product from this organization?
a) Yes b) No
If Yes…………………………………………………………………………………..
Q3. How would you rate this organization on the basis of
customer service?
a) Great b) Satisfactory c) Moderate d) Awful
Q4. Rate your satisfaction with the service you have
received/the purchase that has been made.
a) Great b) Satisfactory c) Moderate d) Awful
Q5. Would you like to avail the services from Fullerton
securities?
a) Yes b) No
- 29 -

30. Name……………. Contact No………….
Address…………. Occupation…………..
(Thank you for taking your time to complete our survey)
- 30 -

31. PREFERENCE OF AN INDIVIDUAL FOR INVESTMENT:
Objective: To know where the individual would like to invest his money.
CONCLUSION:
Through the above data, we come to know that the maximum respondent opted for Fix Deposits
(FD’S) in banks for safe and guaranteed return. Secondly, they choose insurance for securing life.
Mutual Funds get 5th preference facing more competition with shares and properties.
PRIORITY OF INVESTMENT:
Objective: To know the basic USP of the product
- 31 -

32. CONCLUSION:
According to the above data:
Maximum no of individuals prefer good returns.
Tax benefit is the second priority of investment.
Liquidity of investment is ranked the last.
CONCERN FOR INVESTMENT:
Objective: To know through which source the individual manages its portfolio.
- 32 -

33. CONCLUSION:
From the above data, it can be derived that:
Most of individual take help of an agent/distributor/broker for their financial investment.
Second best response goes for self decision making in this regard.
Friend’s recommendation is the third choice to make investment.
AWARENESS OF MUTUAL FUNDS & EQUITY MARKET
Objective: To know awareness about mutual fund Equity Market as an investment option.
- 33 -

34. CONCLUSION:
It can be concluded that:
58% of the people are aware of mutual funds & Equity Market.
42% are still unaware.
Hence, there is a large untapped potential & so there is a need to spread awareness through
proper promotional measures.
AWARENESS LEVEL OF MUTUAL FUND &SHARE MARKET COMPANIES:
Objective: To know the awareness level of individuals about the Mutual Fund companies.
- 34 -

35. CONCLUSION:
It can be concluded that:
Majority of people are aware of the Reliance Mutual Fund i.e., 22%.
The same no of individuals are aware of other international players such as DSP Merrill Lynch,
Franklin Templeton, Fidelity, etc.
- 35 -

36. SOURCE OF INFORMATION:
Objective: To know which source of information inspires the investor, the most.
CONCLUSION:
From the above data, it can be judged that:
Advertising played a very important role in getting information. Hence, maximum credit to media
- 36 -

37. for spreading awareness.
Agents and friends play a secondary, but an important role.
PURPOSE/MOTIVATING FACTOR FOR INVESTMENT:
Objective: To know the root cause of an individual’s investment.
CONCLUSION:
From the above data, it can be analyzed that:
Most of individual like to invest for short term requirements and future purposes.
But after that the basic motive is to save for their dependents& retirement safety.
- 37 -

38. SATISFACTION ON EXISTING INVESTMENT:
Objective: The level of satisfaction on existing schemes.
CONCLUSION:
Almost 82% of the respondents are satisfied with their investments in existing schemes while 18%
of the respondents are still not satisfied. Hence, they try to go for other investment avenues.
REASONS FOR NOT INVESTING IN MUTUAL FUNDS & SHARE MARKET:
Objective: To judge the basic retarding factor of public investment in mutual funds & Share Market.
- 38 -

39. CONCLUSION:
According to above information, it can be analyzed that:
Most of the individuals are not investing in mutual funds, the major reason being lack of
appropriate knowledge.
Fear of uncertainty, Low return and Lack of trust are also considerable factors.
OPINION REGARIDNG FUTURE OF MUTUAL FUND INVESTMENT:
Objective: To know the future of mutual funds in the field of investment
- 39 -

40. CONCLUSION:
Most of opinions go in favour of:
Excellent future of mutual funds i.e., 56%
About 38% assume that mutual funds have a moderate future because of cut throat competition in
different options of mutual funds.
Nearly 6% think that mutual funds can’t survive in future.
- 40 -

41. Findings:
The results obtained from the Market Survey can be summarized into the following findings,
which can be concentrated upon attract people to invest in shares:-
The awareness level about stock market is low which needs to be improved to attract
people towards investing in stock market.
Fullerton as Brand is well perceived by the people and this should be utilized by
Fullerton Wealth Management for penetrating the untapped market.
It is knowledge level of people, which is influencing their perceptions about the equities
market. Increased awareness will enable changes in perceptions and also increase the
investments in Mutual Funds.
More important than getting new customers is to retain existing customers as a satisfied
customer will get new customers and this can be achieved by increasing the awareness
levels of people.
The least preferred option is Equity Market as people have low level of knowledge and
consider it risky. On the other hand, majority of the common mass rate the services of
Fullerton as best, so this would help in convincing the customers.
The people who have never invested in Equity & Mutual Funds also had a good opinion
about it. The only thing was that their knowledge level was low for trading and they
wanted safety for their investments.
More than any thing else, it is safety that concerns the customers most about the share
market. This aspect must be targeted while approaching the new customers.
- 41 -

42. SWOT Analysis:
Strengths:
Brand Name : The brand name “Fullerton” itself is the biggest strength as it was rated
among the top 10 Best Share Market company in Asia.
Advisory Services : Fullerton Securities & Wealth Advisor company got
EUROMONEY Awards -2009 for best corporate Advisory Services.
Different Investment Options : Fullerton Securities has got different investment
options.
Easy Procedure for Redemption of Mutual Funds : We have open-ended schemes, so
Mutual Funds are easily redeemable.
Weakness:
Unawareness : Most of the people are aware of Fullerton Securities as a Brand but they
are not actually aware the different kinds of services being provided by it.
Prove to Market Risk : The investment options depend on over all macro economic
conditions and market scenario.
Opportunities:
Hoarding : People who are having black money in huge amounts do not prefer to invest
in banks. So approaching them would be beneficial.
Indian Capital Market : The Indian Capital Market is growing at a rapid race. As a
result, more and more investors are interested in marketing investments.
- 42 -

43. Tailor Made Products : We have tailor made products/ structured products such as
sector specific schemes and even diversified schemes.
Threats:
Tough Competition : Large number of Asset Management Companies are emerging
with new ideas, so there is a very tough competition.
Changing Market Scenario : Our market scenario is changing day by day i.e., our
market is fluctuating invariably, hence this makes investors hard to invest.
- 43 -

44. Conclusion…
The perceptions of people about share markets are very strong. But they can be influenced , if
not completely changed.
The reason is that the people prefer staying away from the markets is lack of confidence – about
their own understanding of the market and the very nature of the market.
The fact is that the Stock Markets themselves are volatile and wide open to changes in external
forces makes, and it much more difficult for people co-consider them as an investment
alternative.
The right kind of campaigning directed towards increasing the awareness of people will get new
customers. But more than that, this campaign will help ti retain customers, which is the key to
staying ahead in the market.
Fullerton Securities is currently one of the financial investment company in the country and its
strategies to penetrate further into the market will certainly take it way ahead of its competitors.
- 44 -

45. BIBLIOGRAPHY
Magazines:
Business World
Business Today
ICICI Bank
Newspaper:
Economic Times
DNA Analysis
Websites:
www.fullerton securities
www.google.com
www.yahoo.com
www.icici.com
www.amfindia.com
- 45 -