2. 2
Confidential
Agenda
1. Performance
i. P & L Comparison
ii. Business Snapshot
iii. Fee Income
iv. Collections Snapshot
2. Portfolio Details
3. Acquisition
4. People, Staffing & Productivity
5. Competition Mapping
6. Customer Profiling
7. Proposition
i. Action Plan
ii. New Initiatives / Future Strategy
3. 3
Confidential
Performance: P & L YTD March’15
31 28 31
365
Actual Actual Actual
YTD
Actual
2014-
2015
Jan-15 Feb-15 Mar-15
Break up of a new business
Loan against Securities
(1,177.9)
(856.7) (2,257.9) (7,008.0)
Loan against Commodity
(545.9)
(103.0) 557.6 175.2
Total
(1,723.8)
(959.7) (1,700.3) (6,832.8)
EOP (INR Lakhs)
Loan against Securities
15204 14347 12089 12089
Loan against Commodity
1981 1878 2435 2435
Total
17185 16225 14524 14524
ANR (INR Lakhs) Average Book
Loan against Securities
15626 15051 13357 17182
Loan against Commodity
2284 1930 2150 3458
Total
17910 16981 15507 20640
Net Interest Income (NII)
278.6 241.3 243.0 3990.7
Non Interest Income
1.4 10.9 11.7 62.5
Total Revenue
280.1 252.2 254.7 4053.2
Cost of Funds (Excl FD / OD Cost)
178.3 154.3 112.2 2238.9
Total Cost of Funds
178.3 154.3 112.2 2238.9
NRFF
101.8 97.9 142.5 1814.3
Actual Actual Actual
YTD Actual 2014-
2015
Jan-15 Feb-15 Mar-15
Gross Profit 87.5 98.9 130.2 1618.8
Supervisory salaries 0.3 0.1 0.1 1
Supervisory Others 0.1 0.0 0.2 1
Total Supervisory Costs 0.3 0.1 0.3 1.5
Gross Profit 87.1 98.8 129.8 1617.3
Direct HO costs salaries 41.7 10.3 9.3 142
Direct HO costs others 0.0 0.0 0.0 0
Total Direct HO Costs 41.7 10.3 9.3 142.7
Gross Profit 45.4 88.5 120.5 1474.6
Allocated HO Cost salaries -15.8 7.0 7.6 79.0
Allocated HO Cost others 7.5 5.4 36.9 120.4
Total Allocated HO Costs -8.3 12.5 44.5 199.4
Total Expenses (Before Corporate Allocation) 48.0 21.9 66.4 539.1
%age of Total Expenses to ANR 2.61%
EBT Before Corporate Allocation 53.7 76.0 76.0 1275.2
Tax 20.3 27.2 33.7 440.3
PAT before Corporate Allocation 33.4 48.8 42.3 834.9
Corporate Salaries 1.2 1.2 1.1 18.4
Corporate Others 0.7 0.7 0.6 11.0
FD/OD Cost 7.0 4.2 13.2 106.5
Dividend Funding Cost 4.5 4.0 4.1 68.7
Interest paid on ICD over and above 13% 0.0 0.0 0.0 11.6
Excess Debenture cost/ RDM Division expenses Borne by KFSL -1.8 2.2 6.3 20.8
CENVAT Credit Reversal 0.1 0.1 8.3 10.0
Guarantee Commission/ Loan Syndication 1.2 1.0 17.2 47.3
Total Corporate Allocation 12.94 13.43 50.92 294.4
Total Expenses 61.0 35.3 117.4 833.5
EBT
40.8 62.6 25.1
980.79
Tax 15.43
22.41 11.13
345.60
PAT
25.3 40.1 14.0
635.19
4. 4
Confidential
Performance: P & L YTD March’15
Jan-15 Feb-15 Mar-15 YTD Actual
Interest Income (NI) 18.32% 18.52% 18.45% 19.33%
Non Interest Income (Proc. Fee + Admin Fee) 0.10% 0.84% 0.89% 0.30%
Total Finance Income 18.41% 19.36% 19.34% 19.64%
Less : Cost of Funds/ Money Cost 11.72% 11.85% 8.52% 10.85%
Net Finance Income 6.69% 7.52% 10.82% 8.79%
Add Insurance Income 0.00% 0.00% 0.00% 0.00%
Add Other Income 0.00% 0.00% 0.00% 0.00%
Total Income 6.69% 7.52% 10.82% 8.79%
Less: Operating Expenses 1.22% 0.09% 1.06% 1.02%
Salary Cost 0.51% 0.20% 0.20% 0.17%
People Overheads 0.03% 0.18% 0.02% 0.05%
Rent and Electricity 0.03% 0.28% 0.31% 0.06%
Facility Overheads 0.04% 0.32% -0.52% 0.26%
Telephone Expenses 0.02% 0.03% 0.02% 0.01%
Operational overheads 0.01% 0.07% 0.02% 0.01%
Cost of Acquisition (COA) 0.17% -0.27% 0.09% 0.08%
Professional Charges - Credit 0.02% 0.02% 0.01% 0.01%
Professional Charges - Operations 0.01% -1.11% 0.45% 0.07%
Professional Charges - Collection 0.00% 0.00% 0.09% 0.01%
One Time Expense 0.03% 0.00% 0.00% 0.00%
Depreciation 0.33% 0.38% 0.38% 0.29%
Agreement and Stamping 0.00% 0.00% 0.00% 0.00%
Operating Profit 5.47% 7.42% 9.76% 7.77%
Net Credit Losses 0.00% 0.00% 0.00% 0.00%
Provision for Standard Assets -0.28% -0.17% -0.13% -0.07%
Gross Profit 5.75% 7.59% 9.88% 7.84%
Supervisory salaries 0.02% 0.01% 0.01% 0.00%
Supervisory Others 0.01% 0.00% 0.02% 0.00%
Total Supervisory Costs 0.02% 0.01% 0.03% 0.01%
Gross Profit 5.73% 7.58% 9.86% 7.84%
Direct HO costs salaries 2.74% 0.79% 0.71% 0.69%
Direct HO costs others 0.00% 0.00% 0.00% 0.00%
Total Direct HO Costs 2.74% 0.79% 0.71% 0.69%
Gross Profit 2.99% 6.79% 9.15% 7.14%
Allocated HO Cost salaries -1.04% 0.54% 0.58% 0.38%
Allocated HO Cost others 0.49% 0.42% 2.80% 0.58%
Total Allocated HO Costs -0.55% 0.96% 3.38% 0.97%
EBT Before Corporate Allocation 3.53% 5.83% 5.77% 6.18%
ROA before Corporate Allocation 2.20% 3.74% 3.21% 4.05%
Corporate Salaries 0.08% 0.09% 0.08% 0.09%
Corporate Others 0.05% 0.05% 0.05% 0.05%
FD/OD Cost and dividend funding cost 0.46% 0.32% 1.00% 0.52%
Dividend Funding Cost 0.30% 0.31% 0.31% 0.33%
Interest paid on ICD over and above 13% 0.00% 0.00% 0.00% 0.06%
Excess Debenture cost/ RDM Division expenses Borne by KFSL -0.12% 0.17% 0.48% 0.10%
CENVAT Credit Reversal 0.00% 0.00% 0.00% 0.05%
Guarantee Commission/ Loan Syndication 0.00% 0.00% 0.00% 0.23%
Total Corporate Allocation 0.85% 1.03% 3.87% 1.43%
Total Expenses 4.01% 2.71% 8.91% 4.04%
EBT 2.68% 4.80% 1.91% 4.75%
Tax 1.01% 1.72% 0.85% 1.67%
PAT (ROA after Allocation) 1.67% 3.08% 1.06% 3.08%
Cost to Income ratio (Without Corporate Allocation) 18.20% 1.25% 9.80% 11.59%
Cost to Income ratio (Including Corporate allocations) 64.07% 38.36% 83.56% 46.76%
5. 5
Confidential
Performance: Business Snapshot (As per Monthly Report Received)
Mar’15
YTD FY’14-15 as of Mar’15
TD - Target Disbursal , GD - Gross Disbursal , GR - Gross Redemption
KFSL Total (In Cr)
Zones
Target MTD
Target
Achieve
d
Target
Yield
Yield
(YTD)
PF @
0.5% +
Other
Fee
Fund Based Revenue Fee Based Revenue Gross Revenue
COF -
12.60%
of ND
Net Revenue
Volume Volume Units % % % Volume Target Actual
Target
Achieve
d %
Target Actual
Target
Achieve
d %
Target Actual
Target
Achieve
d %
Volume Target Actual
Target
Achieve
d %
North 5.00 -11.01 -3
-
220.16% 16.00% 17.86% 0.00 1.01 0.50 49.18% 0.00 0.02 0.00% 1.01 0.52 51.36% -0.12 1.01 0.63 62.82%
West 5.00 0.25 16 4.97% 16.00% 16.27% 0.02 1.01 0.83 82.58% 0.00 0.00 0.00% 1.01 0.83 82.58% 0.00 1.01 0.83 82.32%
South 5.00 -5.35 23
-
107.06% 16.00% 21.89% 0.00 1.01 1.64 162.60% 0.00 0.00 0.00% 1.01 1.64 162.60% -0.06 1.01 1.70 168.18%
Total 15.00 -16.11 36
-
107.41% 16.00% 18.76% 0.02 3.02 2.97 98.12% 0.00 0.02 0.00% 3.02 2.99 98.85% -0.17 3.02 3.16 104.44%
Apr'2014 - Mar'2015 (inCr.)
Month Disbursal Total Interest
Product TD GD GR Net Plan(3Cr PM) Achieved % of Total Int Rec % Achieved
CF
60.00
193.89 192.51 1.38
36.00
5.19 12.44%
116%
LAS 39.55 109.95 (70.40) 32.09 76.83%
MTF 46.74 46.45 0.29 4.48 10.74%
Total 60.00 280.18 348.91 (68.73) 36.00 41.77 100.00% 116%
6. 6
Confidential
Expected Operating Cost for Apr’15
Prticulars Estimated Estimated
Apr-15 Mar-15
SF SF Reasons for variance from Actuals
Salary Cost 2.4 2.4 NA
- Salary Cost 2.4 2.4 ** Increment and Bonus for FY13-14 yet to consider for Projection. Will updated once received
- Other Charges 0 0
People Overheads 1.2 1.2 NA
- Travelling 0.6 0.6
- Conveyance 0.6 0.6
- Staff Welfare 0 0
Rent and Electricity 0.5 0.5 NA
- Rent 0 0
- Electricity 0.5 0.5
Facility Overheads 0.11 0.11 NA
- Repairs & Maintenance 0 0
- AMC Charges 0 0
- Computer Consumables 0 0
- Office Maintenance 0.08 0.08
- Water Charges 0.01 0.01
- Others/ Stamping & Franking/Legal 0.02 0.02
Telephone Expenses 0.2 0.2 NA
Operational overheads 0.06 0.06 NA
- Printing & Stationery 0.02 0.02
- Courier 0.02 0.02
- Membership and Subscription 0 0
- Other - Operational Expneses 0.02 0.02
Cost of Acquisition (COA) 1 1 Karvy Group/DSA Payout
- Primeone Salary 0 0
- Business Promotion /Micro Marketing/ DSA 1 1
- Cross Sell reversal 0 0
Professional Charges - Credit 0 0 NA
Professional Charges - Operations 0.02 0.02 NA
- Gunman/ Security Charges 0 0
- Insurance 0 0
- Professional Fees 0.02 0.02
Professional Charges - Collection 0 0 NA
One Time Expense 0 0 NA
- Recruitment Charges/Full and Final 0 0
- Brokerage/Signage/Registration 0 0
- Other - One Time Expenses 0 0
Depreciation 5 5 NA
Employee Incentive 0 0 NA
Total Operating Expenses 10.49 10.49
8. 8
Confidential
Portfolio Details: Product wise & Zone wise
Product
Securities EOP(in Cr.)
Volume Volume %
Funding in
Units Units %
LAS 93.48 64.42% 27 9.25%
MTF 27.28 18.80% 256 87.67%
CF 24.35 16.78% 9 3.08%
Total 145.11 100.00% 292 100.00%
Zones
Securities EOP(in Cr.)
Volume Volume % Funding in Units Units %
South 62.57 43.12% 190 65.07%
North 17.63 12.15% 36 12.33%
West 64.91 44.73% 66 22.60%
Total 145.11 100.00% 292 100.00%
9. 9
Confidential
Interest and Fees/Penal Income Details
Interest/Processing Fee/Penal Income Data for FY14-15
From Old Clients up to March'14 From New Clients in FY14-15
Total FY14-15
Sr.No Product RM Name Zone Interest Income Total No. of Clients Interest Income Total No. of Clients Interest Income Total No. of Clients Processing Fee Income Penal Income
1 CF Naresh Goyal North 2.37 72.00 0.85 8.00 3.22 80.00 - -
2 CF Pankaj Patel West 1.11 12.00 0.92 9.00 2.03 21.00 - -
CF Total (A) 3.48 84.00 1.77 17.00 5.25 101.00 - -
1 SF Ragesh RK South - Chennai 0.95 100.00 0.50 23.00 1.45 123.00 0.06 -
2 SF KSBS Murthy South - Hyderabad 14.99 114.00 0.15 21.00 15.14 135.00 - -
3 SF Nitin Bhushan North 9.17 55.00 0.34 7.00 9.51 62.00 0.01 -
4 SF Nitin Bhushan West 7.39 84.00 1.16 12.00 8.55 96.00 0.22 0.15
SF Total (B) 32.50 353.00 2.15 63.00 34.65 416.00 0.29 0.15
Grand Total (C) 35.98 437.00 3.92 80.00 39.90 517.00 0.29 0.15
11. 11
Confidential
Portfolio Details: EOP of new clients sourced
SF/CF - New Clients and EOP Disbursal (in Cr.)
Month
No. of Clients new
Clients (Units)
EOP New Clients(Units) -
Cumulative
EOP Disbursal (in
Cr.)
Apr'14 8 8 6.84
May'14 4 12 20.80
June'14 10 22 34.14
July'14 11 33 31.26
Aug'14 7 40 29.09
Sep'14 6 46 28.67
Oct'14 9 55 32.42
Nov'14 2 57 33.00
Dec'14 13 70 32.44
Jan'15 5 75 23.78
Feb'15 2 77 24.26
Mar'15 5 82 29.49
New Client
Tracker FY14-15
Sr.No Product Total No.s of New clients Added from April'14 % of New Client Added
1 CF 17 20.73%
2 LAS 8 9.76%
3 MTF 57 69.51%
Total 82 100.00%
12. 12
Confidential
Acquisition
Sr.No Product Total No.s of New clients Added from April'14 % of New Client Added
1 CF 17 20.73%
2 LAS 8 9.76%
3 MTF 57 69.51%
Total 82 100.00%
Acquisition
Tracker
13. 13
Confidential
People: Staffing & Productivity
Zone Product RM Name
Back Office Support
Name
Location
Existing Existing
EOP Book
(inCr)
Gross
Disbursal
(FY14-15) in
Cr.
Gross
Redemption
(FY14-15) in Cr.
Interest Earned
(FY14-15) in Cr.
Manpower
(nos) RM's
Manpower
(nos)
Backoffice
Support
North CF Naresh Goyal Kapil Sharma
SriGanga
Nagar
1 1
21.20 122.71 113.13 3.22
West CF Pankaj Patel Ahmedabad 1 0
3.16 72.74 80.57 2.02
Total 2 1
24.36 195.45 193.70 5.24
Zone Product RM Name
Back Office Support
Name
Location
Existing Existing
EOP Book
(inCr)
Interest
Earned(FY14-
15) in Cr.
Processing
Fee/Foreclosure
Charges Earned
(FY14-15) in Cr.
Manpower
(nos) RM's
Manpower
(nos) Backoffice
Support
North SF
Nitin Bhushan
Amit Chawdhary New Delhi 1 1
25.54 9.51 0.06
West SF Ashok Mishra Mumbai 0 1
34.63 8.55 0.32
South SF KSBS Murthy
Hyderabad 0 1 51.05 15.14 -
South SF Ragesh RK
Chennai 1 0 9.52 1.75 0.06
Total 2 3 120.74 34.95 0.44
14. 14
Confidential
Action Plan/New Initiatives/Future Strategy
CF – Projected Gross Disbursal Target Vs Actual Gross Disbursal
To keep focus on 3-5Cr New Disbursal in line every month for LAS/PF/Broker Funding cases.
Focus on Karvy Group for enrollment of more Margin Funding Clients.
Focus for login of more Broker/NBFC Funding keeping the ROI Issue in comparison to other leading
lenders
CF Projected Gross Disbursal Target Vs. Actual Gross Disbursal
Month
CF - Gross
Disbursal
Target
CF - Gross
Disbursal
Achieved
Variance Variance %
Apr'14 11.00 31.14 20.14 183.09%
May'14 21.00 30.66 9.66 46.00%
June'14 26.00 18.96 -7.04 -27.08%
July'14 26.00 22.26 -3.74 -14.38%
Aug'14 20.00 17.70 -2.30 -11.50%
Sep'14 25.00 12.03 -12.97 -51.88%
Oct'14 10.00 23.35 13.35 133.50%
Nov'14 15.00 8.63 -6.37 -42.47%
Dec'14 11.00 20.44 9.44 85.82%
Jan'15 16.00 0.35 -15.65 -97.81%
Feb'15 9.00 0.03 -8.97 -99.67%
Mar'15 10.00 6.31 -3.69 -36.90%
Total 200.00 191.86 -8.14 -4.07%
15. 15
Confidential
Cases not disbursed due to Back to Back/Other Issues
Sr.No Case login Month Company Name Product Loan Amount Requested in Cr. Remarks
1 April'2014 Arvind Remedies LAS-PF 3.00 Back to Back not available / Treasury Issue
2 May'2014 JBF Limited LAS-PF 5.00 Back to Back not available / Treasury Issue
3 Jul'2014 GMR Infra LAS-PF 8.00 Credit Approved/Pending final Approval
4 Jul'2014 The Byke Hospitality LAS-PF 5.00 Back to Back not available / Treasury Issue
5 Aug'2014 Insecticides Ltd LAS-PF 5.00 Back to Back not available / Treasury Issue
6 Aug'2014 Combo of Reliance Ind & Raj TV LAS-PF 2.50 Back to Back not available / Treasury Issue
8 Sep'2014 Tree House LAS-PF 5.00 Back to Back not available / Treasury Issue
9 Sep'2014 DeepWater - Jindal Drilling LAS-PF 10.00 Back to Back not available / Treasury Issue
10 Sep'2014 Vivimed Labs LAS-PF 2.00 Back to Back not available / Treasury Issue
11 Sep'2014 Granules Limited LAS-PF 10.00 Back to Back not available / Treasury Issue
12 Oct'14 Ajanta Pharma LAS-PF 5.00 Back to Back not available / Treasury Issue
13 Nov'14 Prime Focus LAS-PF 5.00 Final CAM not approved
14 Nov'14 Murli Dhar Shrikrishan Commodity 5.00 Treasury Issue
15 Nov'14 Jai Shree Trading Company Commodity 2.00 Treasury Issue
16 Nov'14 Prem kumar pradip kumar Commodity 5.00 Treasury Issue
17 Nov'14 Pragati Global corp Commodity 5.00 Treasury Issue
18 Nov'14 Shobha Chand Commodity 6.00 Treasury Issue
19 Nov'14 Systematix fincorp Broker Funding 3.00 Back to Back not available / Treasury Issue
20 Nov'14 Choice international Broker Funding 3.00 Back to Back not available / Treasury Issue
21 Dec'14 Murli Dhar Shri Krishan Commodity 5.00 Treasury Issue
22 Dec'14 Jai Shree Trading Co. Commodity 2.00 Treasury Issue
23 Dec'14 Prem Kumar Pradeep Kumar Commodity 5.00 Treasury Issue
24 Dec'14 Pragati Global Corporation Commodity 5.00 Treasury Issue
25 Dec'14 shobha Chand Ram Avtar Commodity 3.00 Treasury Issue
26 Jan'15 Rekha Srivastava MTF - HNI 0.40 Back to Back not available / Treasury Issue
27 March'15 HiPoint Trading MTF - HNI 5.00 Back to Back not available / Treasury Issue
Total 119.90
