1. REAL ESTATE DEVELOPERS REALATIONSHIP
WITH CHANNEL PARTNERS
Name: Honey Saini
Rollno: pgdm151710457

2. Anand Rathi
• founded in 1994 by Mr. AnandRathi & Mr.
Pradeep Gupta
• caters wide range of Financial and Advisory
services including Private Wealth
Management, Investment Banking,
Corporate Advisory, Broking and
Distribution
• International presence too.

3. INTRODUCTION
• real estate is the second largest employer after agriculture and is slated to
grow at 30 per cent over the next decade.
• It is expected to touch US$ 180 billion by 2020. The housing sector alone
contributes 5-6 per cent to the country's GDP
• In the period FY08-20, the market size of this sector is expected to increase
at a (CAGR) of 11.2 per cent
• The construction industry ranks third among the 14 major sectors in
terms of direct, indirect and induced effects in all sectors of the economy

4. • Mumbai is the best city in India for commercial real estate investment, with returns of 12-19 per cent likely in
the next five years, Sectors such as IT and ITeS, retail, consulting and e-commerce have registered high demand
for office space in recent times.
• Quikr, an online classifieds platform, has acquired real estate portal Commonfloor.com for US$ 200 million in a
stock-cum-cash deal.
• Housing.com has raised additional funds of Rs 100 crore (US$ 14.82 million) from Japan’s SoftBank Corporation
to drive its new strategy of building scalable revenue streams and going deeper in the real estate value chain.

5. Breakup of city-level investments

6. Declining unsold inventory in Mumbai,
Chennai & Bangalore
• The challenges of demand-supply
mismatch
• cities like Mumbai, Bangalore,
Pune and Hyderabad are slowly
but surely crawling back to
positive growth.
• in Pune it shot up to 1,04,565 in
2015, up 56% when compared to
the 67,181 unsold units in the
previous year.
• The Make in India initiative

7. Channel partner?
• What is a channel partner?
• Why they are different from brokers?

8. Advantages of new trend, channel partner
• Immediate funding of Operational Costs
• Guaranteed sell of the property
• Better than Broking
• Free Promotion

10. Who Is Better
Channel Partner
• Immediate funding of Operational
Costs
• Guaranteed sell of the property:
• Better than Broking
• Free Promotion
Broker
• A Broker acts as a liaison between
the Seller & Buyer and in this
process he takes his commission
from both the parties.
• They look for personal gain as its
commission based

11. Project Under Hand :
• I had four real estate projects from Godrej namely Godrej Infinity, Godrej
Prana ,Godrej Horizon and Godrej emerald thane .
• Lead of corporate activities and marketing

12. Step One: Lead Generation
• Google advert
• Online reality websites eg.
commonfloor.com
• Sms campaign
• Own website creation
• Emailer campaign
• Internal tapping of clients
• Attractive offers campaign For Friends,
relatives and employees.

13. objective
To understand the clients needs.
To present them with all the options.
To make sure they are guided in proper way.
Reason with them for the chosen property.
To convince them for site visits.
To guide client until the end of the deal.

14. Problem on Hand
1. poor quality leads
2. Convincing the client
3. Making them understand
5. Coordinating site visits
6. Understanding the geography of pune.
7. Contacting corporates
9. Facing rejections by corporates

15. How did I do it?
• 1st rule is to keep it simple.
• 2nd rule listen
• 3rd rule present them with all the projects and keep an open mind.
Better understanding of geography.

16. process
• Lead through different online
and offline mode.
• Calling generation
• Explaining
• Convincing for a site visit
• Coordinating
• Maintaining a full record of
clients for ex.

18. Real Estate Market Research
• Benefits of market research for my projects
• Better understanding of objective, collection and analysis of
data about your target market, competition and environment.
• Creates awareness
• Helps minimize the risk.
• Better understanding of clients and real estate developers
requirement mismatch
• Understanding the weakness and short selling of particular
projects

19. budget
30%
possession
20%
location
35%
other
15%
Client Feedback

20. Developers Preference
• 75% developers chose area where the development is
proposed rather then already established area.
• 50% developers were interested in end users or wanted to set
quota for investors buy ins
• 75% projects were under constructions with possession up to
4 years after.
• They preferred selling it in pre-launch
• 100% developers preferred construction vise payments

21. Corporate Activities
1.One of the task was arranging corporate activity
• Calling HR departments.
• Explaining.
• Following up.
• scheduling activity date.
• Problems encountered.
2.When activity is confirmed by the office
• Arrangement of the area.
• Managing clients on spot.
• Generating lead.

22. What did I hear most?
• Not so keen in investing
• Bad market
• High prices
• Possession date was a major set down.
• Distances
• Investors buy out
• Corporates not allowing activities
Its
expensive

23. CONCLSIONS:
• As working in an old firm inside a new vertical gave me
experience of established as well as experience of
working in a startup.
• Made me understand the two different market spaces
• Real estate has vast potential.
• Market is understanding clients
• Channel partners are more organized then brokers

24. Recommendation
• .
• The company needs to makes some changes to the
website. The website is not up to date about our new
vertical
• More advertising so that the people get to know about
this service
• Proper research of projects before taking them into hand

25. SCOPE
• Expand in commercial spaces too as the profit and clients will
be easy
• More expansion in affordable housing projects
• Tapping of internal clients more aggressively

26. I hope you liked it

27. Thank you all