PARIVARTAN
POST
From the Editor’s Desk
24th January 2017 | Edition 5
A new wave of "Parivartan” is embracing SCUF as the Parivartan
program is now live in 319 branches pan India, post a rollout in another
124 branches in January. With the latest Change Leader Bootcamp,
Parivartan has taken 12 new change leaders under its wings who would
be joining the 22 existing change leaders in driving this program
In this super- edition of Parivartan Post we bring to you more on this and
also the much awaited results of the best performing branches & change
leaders in the October to December quarter in both SME & Cross Sell
In addition, this edition brings forth several voices from the field, called
upon to share their experiences, challenges, achievements and learnings
across tenures from being an integral part of the Parivartan team.
Who are our newest batch of change leaders? How does the field feel
about the program? Which branches & CLs have outperformed the
others? Flip through the pages to read about this and more!
Parivartan Gallery
Change Leader Corner : Introducing our Change Leaders12 new Change Leaders have taken up the baton to drive ‘Parivartan’ across all rollout branches
under their purview. We wish them all the success in their new role of coaching & assisting the
scale up of initiatives.
Introducing our 12 New Change Leaders
PARIVARTAN
POST
Y Subrahmanyam
Telangana
“Enjoys cricket &
visiting new places”
Surojit Das
West Bengal
“Enjoys Bangla
Rabindra Sangeet”
Krishnajirao V
TN01
“Loves playing &
watching cricket”
Sachin Kothari
Gujarat
“Enjoys mountain
climbing”
Sudheer
Andhra Pradesh
“Passionate about fund
raising for charities”
Tejas Solanki
Gujarat
“Likes travelling &
reading new books”
Ramesh R
TN01
“Loves working with
high powered, fast
moving teams”
Amol Polad
Maharashtra
“Is always positive no
matter what”
Kiran Kangare
Maharashtra
“Loves watching
movies”
B Muthuraman
TN02
“Loves visiting places
in and around TN”
A Gopinath
TN02
““Enjoys taking long
bike trips”
Sivasubramaniyan
TN02
“Keen interest in
cricket & volleyball”
24th January 2017 | Edition 5
PARIVARTAN
POST
Vijay BhaskarReddyDM, Telangana
What has been your biggest achievement or learning as part of Parivartan?1
Achievement: When I was the BM in Kamareddy, the average business in the
branch was 50-60 lakhs before Parivartan. After Parivartan was launched, the
average business in the last 6 months has been 1 crore. The quality of
appraisal has improved a lot and the sourcing especially from open market has
given us a good number of leads. This performance was also one of the criteria
that helped me get my promotion from a BM to DM
Learning: I have learned a lot about how best to interact with customers. The
skill to assess a customer has also improved
. How do you motivate your team?
I motivate my team by taking Kamareddy and Nizamabad 2 pilot branch
performance as an example. I talk about how the average business and the
quality of business has improved since Parivartan. All the branches in my area
had zero arrears before demonetization. These examples tend to inspire the
new pilot branches in the area
2
SME has yielded great results for us. We have to improve cross sell follow ups
so we strengthen our performance
If there is one thing you had to change, what would that be?3
24th January 2017 | Edition 5
Voices from
the field
PARIVARTAN
POST
ShwetaTelecaller, Karnataka
What is your experience being a Parivartan telecaller?1
The experience has been very good. While initially we would try selling
products to new customers mostly, now we are able to identify good existing
customers and cross-sell other products to them. With the CRM, my job of
tracking and follow ups has become very easy. Because we are recording
reasons of customers not being interested, it is also giving us data to do some
analysis in future.
What have been your learnings as part of this program?
My 2 biggest learnings have been -
Product knowledge of different SCUF products. Initially I used to focus only
on 1 product, but now when customer asks I'm able to talk about different
products
Systematic way of doing work. Today, even if CRM is not working for a day, I
am able to record the data in a systematic way so I can update the next day
2
My biggest challenge has been that a lot of customers say they are interested
as soon as you call them and when the ME visits them they say not interested.
I have tried to overcome this by having a longer conversation with the customer
and actually understanding why they need the loan before marking them as
interested.
What has been your biggest challenge in this program?3
24th January 2017 | Edition 5
Voices from
the field
PARIVARTAN
POST
SathyanarayananME, TN02
What was your initial reaction when Parivartan was introduced?1
I was initially scared that my entire work process would change because of
Parivartan. But I have been willing to learn how to use the app, convince
customers etc. That has really helped me
How is your experience being a Parivartan ME?
It has helped me in two ways. First, it has increased my understanding of
customers. By answering the questions on the App, I have learned how to talk
to customers and what information to seek from them. It has also improved my
comfort with technology.
2
It has made me more systematic as I am getting an update of the status of
each customer I source. I am also working harder now as I am able to compare
my productivity with other MEs
How has Parivartan changed you?3
24th January 2017 | Edition 5
Voices from
the field
PARIVARTAN
POST
Tell us a little about yourself (where you are from, education, previous work experience, designation before CL)
I am from small village, which is located 20 km faraway from Ratnagiri & it is
famous for mangoes. I joined Shriram in 2010 as a fresher in the accounts
department. Before I became CL, I was working as a Branch Manager in
Chiplun branch. Based on my performance as a BM, I was promoted to CL.
What challenges have you faced in Parivartan?
It was initially challenging to train my team on the new processes that
Parivartain introduced, especially Credit Engine, cash flow, etc. After training,
the next challenge was to motivate them to adopt the new system.
Shifan Fondu, CL, Maharashtra
1
What has been Parivartan’s impact on you? (for example- your working style, leadership, etc)
Parivartan has made me a lot more punctual and innovative. The daily and
weekly tracking ensures I am always motivated and moving at a fast pace.
2
What do you think is Parivartan’s impact on SCUF?
Parivartan has drastically improved the number of files and the method of
sourcing in my branches. The methodical evaluation has ensured branches
have a good pipeline of customers. Our MEs are also performing better
because of the systematic workflow Parivartan has introduced.
3
What differences do you see in your team over the months you have been at Parivartan?
Team is focusing more & more on visits . Also grasping new technology very
easily for business transmission.
4
5
24th January 2017 | Edition 5
Voices from
the field
PARIVARTAN
POST
SaravananBM, TN01
How has Parivartan impacted you personally?1
At first I found it very difficult to do business as the way of working was new.
We were part of the first set of branches in Parivartan. Over the months I have
gained a lot of knowledge, especially regarding how to analyse a customer’s
financial position using cash flow and QCA.
What is the most challenging part about Parivartan?
We have to work hard at lead sourcing as we realized that many of the
customers we were doing business with did not have adequate documentation
to analyse their financial strength.
2
It has developed a positive attitude at every level in the branch. We are tapping
into good customers and eliminating bad ones using the new tools we have.
How has Parivartan affected your team and the working of your branch?3
24th January 2017 | Edition 5
Voices from
the field
PARIVARTAN
POST
Vinayak KumbharME, Maharashtra
What was your initial reaction when Parivartan was introduced in your branch?
1
I was initially nervous because it brought a lot of changes to our work flow. I
had to learn to use the app, and ask more details from the customer when I
went to meet them.
How has your experience been being a Parivartan ME?
It has been a good experience. The systematic method of Parivartan has been
best as it has enhanced my quality of work. I am sourcing more and better
customers now. I have also started approaching open market leads with more
confidence.
2
Parivartan has increased my exposure within SCUF, so I feel more responsible
towards my work. It has changed how I interact with customers, I spend more
time with them now to understand them better.
How has Parivartan changed you?3
24th January 2017 | Edition 5
Voices from
the field
PARIVARTAN
POST
SathyarajCL, TN01
At first it was challenging to make everyone understand the different aspects of
Parivartan, as it was a transformation of how we work. But over time my team
has become acquainted with the working and we are working unitedly in its
implementation. Of course, our ED has been a great source of support in every
respect.
Tell us a little about yourself (where you are from, education, previous work experience, designation before CL)
1
I am from Chennai and joined SCUF as a fresher. I was Regional Manager for
Two Wheeler collections before I became a Change Leader.
What has been Parivartan’s impact on SCUF?
The biggest impact has been the clarity with which we work now as we have
more data about our team’s work. It has also helped us work unitedly as we
compare our performance with other regions. The digital transformation is also
a big impact.
2
I am very proud of being a Change Leader. It has given me a lot of confidence
and a stage to make impact.
What has been Parivartan’s impact on you?3
What differences do you see in your team from when we first started to now?
4
24th January 2017 | Edition 5
Voices from
the field
PARIVARTAN
POST
Brijpal SinghBM, Roorkee (North)
How has Parivartan impacted you personally?1
Earlier, I would refer all cases to credit team. Now, with Credit Engine and
Cash Flow, I find it easier to judge the customer on my own. This has
increased my confidence as a Manager
What is the most challenging part of Parivartan?
The pan-India monitoring of our Turn Around Time was initially a challenge. We
had to work hard to maintain our timing especially as everyone needed to learn
the new system of working in Parivartnan.
2
The quality of our portfolio has definitely improved. Even at the Marketing
Executive level, we are able to better judge the quality of the customer.
Therefore, we are targeting better customers from the beginning.
How has Parivartan impacted the business of your branch? (in terms of disbursements and customer profile)
3
24th January 2017 | Edition 5
Voices from
the field
PARIVARTAN
POST
How has Parivartan impacted you personally?1
The biggest impact has been the exposure I got to the senior management of
SCUF. I am more confident now in the way I talk to seniors in the organization.
The fact that all my activities were input into the system gave me confidence as
I could easily access data when I needed it and had numbers on my finger tips.
After Parivartan, as a Branch Manager I was taking policy decisions in the
Knockout Stage. The Credit Engine also helped me take decisions regarding
whether to lend to a customer or not. Earlier, I would refer most cases directly
to my superiors without analyzing them in detail.
Parivartan has also increased my confidence in dealing with computers. Earlier
I would be afraid, but now I see how useful it is.
How has Parivartan impacted your branch?
We used to note down customer data in notebooks. We would lose a lot of
customer data when an ME left or a BM got promoted. The true business
potential of an area could not be realized. Now because of the App and CRM, we
are able to get a better view of our customer pipeline. We are also able to convert
‘Interested Later’ customers, something that was very difficult to do earlier
2
Many of our customers do not maintain accounts, bills, etc. It was initially a
challenge targeting a different profile of customer. Now we also insist on
present customers to maintain better records. So in the long run we are also
helping our customers improve
What is the most challenging part about Parivartan?3
SivasubraminayamCL (BM earlier), TN02
24th January 2017 | Edition 5
Voices from
the field
PARIVARTAN
POST
BalamuruganBM, TN01
How has Parivartan impacted you personally?1
I have gained knowledge and ability to assess financial status of the customers
and have gone forward one step ahead from previous position.
What is the most challenging part of Parivartan?
Converting customers with no or less proof is the most challenging part, even
more when the customer is our existing customer.
2
We are able to identify who are working sincerely. Also, with the regular rank
sharing everyone is now more motivated to work harder and better
How has Parivartan impacted your team and working of your branch? 3
24th January 2017 | Edition 5
Voices from
the field
Gain knowledge and financial status of the customers, going forward one step a head from previous position.
Gain knowledge and financial status of the customers, going forward one step a head from previous position.
PARIVARTAN
POST
Best Change Leader, SME (Oct-Dec’16)
Praveen KumarAP
Rank 1
Shifan Fondu Maharashtra
Rank 2Rank 3
Rank 1Rank 2
Rank 3
SateeshKumarTelengana
MallinathSwamyMaharashtra
Amit MahurkarMaharashtra
KrishanChauhanNorth
All the hard work from
June has paid off. Still
there is a lot to be done
going forward
The passion and
willingness to adopt
everything new was the
reason for the success
The branches were already
doing well, and the push
from the zonal mangers
and me just helped more
Sourcing has improved
a lot which has
contributed to this
result, but we can still
do much better.
Continuous discussions
and follow ups with
team have resulted in
this success
Ground level
involvement & taking
the DMs along helped
a lot
24th January 2017 | Edition 5
June Batch
Oct Batch
PARIVARTAN
POST
Best Change Leader, Cross Sell (Oct-Dec’16)
VigneshTN02
Rank 1Rank 2
Rank 3SathyarajTN01 Sushil
MehtaNorth
The result is all thanks
to the team effort and
consistent follow ups.
The regular rankings has
made us all more compe-
titive and we push for
better results each time
NurulKamarNorth
Rank 1Rank 2
Rank 3Shifan FonduMaharashtra
Shripad DangrikarMaharashtra
I had excellent support from
my Branch Managers and
the hardworking
telecallers
After Parivartan my team
has become much more
confident and we are closely
tracking leads
through CRM
Feel great about the result
but we have to continue
working hard. My BMs &
Telecallers have been highly
motivated in focusing on
each lead.
24th January 2017 | Edition 5
June Batch
Oct Batch
PARIVARTAN
POST
Best Branches, SME & Cross Sell - Overall (Oct-Dec’16)
June Batch
SME Cross Sell
Rank 1
Rank 2
Rank 3
Oct Batch
Vijayawada IIAP
NagpurMaharashtra
NarsapurAP
DhuleMaharashtra
Nellore IIAP
JayakondamTN02
Hassan ChitsKarnataka
PudukottaiTN02
VaijapurMaharashtra
GhaziabadNorth
BarshiMaharashtra
VijayawadaAP
June Batch Oct Batch
Suresh Babu Suresh Babu Sathish
Ramesh Velmurgan Suresh Tare
VenakteswaruluChetan Sonar
Mohan Kumar
Jitendra Thawale
Puneet Aggarwal Jaywant Chavan
24th January 2017 | Edition 5
PARIVARTAN
POST
Top Branch, SME, - Disbursements (Oct-Dec’16)
June Batch Oct Batch
Vijayawada Vijayawada IIAP
Dasarahalli HubliKarnataka
Nagpur VITAMaharashtra
Dausa JalandharMP & North
Nallagonda MahaboobnagarTelangana
Pondicherry 2 Tiruvannamalai 4TN01
Thanjavur PerunduraiTN02
Top Branch, SME – Productivity (Oct-Dec’16)
June Batch Oct Batch
Vijayawada Vijayawada IIAP
Dasarahalli HubliKarnataka
Nagpur YeolaMaharashtra
Dehradun SharanpurMP & North
Kamareddy MahaboobnagarTelangana
Adyar 1 Ranipet 2TN01
Singanallur PerunduraiTN02
24th January 2017 | Edition 5
PARIVARTAN
POST
Top Branches, SME - QCA and Cashflow Overrides (Oct-Dec’16)
June Batch Oct Batch
Guntur 1, Guntur 2, Machilipatnam, Nellore,Ongole 1, Ongole 2, Vyyur
Chilakaluripet, Chitoor I,Kurnool I, Narasapur, Rajahamundry, TadepalligudemTirupathi II, Vijayawada II
AP
Karnataka Hassan Chits, Rajaji NagarDasarahalli, Mandya, Mysore,Vijaynagar, Wilson Garden
Aurangabad, BhandaraChandrapur, Gondia, Waluj
Maharashtra Ahmadpur, Akola, Baramati, Barshi, Chiplun, IchalkaranjiKolhapur, Latur, Malegaon, Nanded, Nashik, Panjim, RK Circle, Satana, Sangamner, Sangli, Sholapur, Vaijapur, Vita, Warora, Washim, Yavatmal,Yeola
MP & North Dehradun, Dilshad Garden, Faridabad, Jodhpur, Karnal, Ludhiana, Roorkee, Udaipur, Bhopal, Indore, Ujjain, Vidisha
Allahabad, Bareilly, Bhatinda,Bikaner, Chandigarh, East Delhi,Gorakhpur, Gurgaon, Hanumangarh, Haridwar, Jammu, Jhansi, Kangra, Kashipur, Kurukshetra, Mansa,Meerut, Mirzapur, Moga, Pilibhit, Rudrapur, Sharanpur, Shimla, Tonk, Varansi
Kamareddy, Miryalaguda, Nizamabad 2
Janagaon, Khammam I, Warangal I
Telangana
Kanchipuram, Pondicherry 2Porur 2
Ambathur 2, Chengleput, Poonamalle, Ranipet 2
TN01
Aduthurai, Ariyalur, Avinashi, Erode Ill, Jayakondam, Kumbakonam, P N Pudur, Palladam, Papanasam, Pudukottai, Singanallur, Thanjavur, Tiruppur I, Tiruppur II
Gandhipuram, Gobichettipalayam, Mannargudi, Muthupettai, Pattukottai
TN02
24th January 2017 | Edition 5
PARIVARTAN
POST
Top Branches, SME - Collections Efficiency (Oct-Dec’16)
June Batch Oct Batch
VyyurAP
Karnataka Hassan Chits, Hospet, Rajaji NagarMysore, Mandya, Dasarahalli
Jalgaon, Chalisgaon, DhuleMaharashtra Ahmadpur, Akola, Baramati, Barshi, Buldhana, Chiplun, Ichalkaranji, Kolhapur, Latur, Nanded, Nashik, Nashik Road, Osmanabad, Pandharpur,Panjim, Parbhani, Ratnagiri, Rkcircle, Sangamner, Sangli, Satana, Satara, Sholapur,Udgir, Vaijapur, Vita, Wardha, Warora, Warud, Washim, Yavatmal, Yeola
MP & North Vidisba, Dewas, Ujjain, Dilshad Garden
Agra, Allahabad, Bareilly, Bhatinda, Bikaner, Chandigarh, Dausa, Gorakhpur, Gurgaon, Hanumangarh, Haridwar, Hathras, Jammu, Jaunpur, Jhansi, Kaithal, Kangra, Kanpur, Kashipur, Lucknow, Mansa, Meerut, Mirzapur, Moga, Patiala, Pilibhit, Rudrapur, Sharanpur, Shimla, Sitapur, Uttam Nagar, Varansi, East Delhi
Ananthapur II, Chilakaluripet, Cuddapah II, Hindupur,Kurnool II, Narasapur, Nellore II,Proddatur I, Rajahamundry I, Tadepalligudem, Tirupathi I, Vijayawada II
24th January 2017 | Edition 5
PARIVARTAN
POST
Top Branches, SME - Collections Efficiency (Oct-Dec’16)
June Batch Oct Batch
Himayathnagar Sangareddy, Janagaon, Karimnagar I, Khammam I, Kukatpalli
Telangana
Kumbakonam Gandhipuram, Gobichettipalayamm, Mannargudi, Muthupettai, Pattukottai, Perundurai
TN02
Porur 2TN01 Ambathur 2, Avadi, Cuddalore 2,Poonamalle, Ranipet 2, Tirunindravur, Tiruvannamalai, Tiruvoutriyur, Vellore 3
24th January 2017 | Edition 5
PARIVARTAN
POST
Top Branch, Cross Sell – Disbursements (Oct-Dec’16)
June Batch Oct Batch
Guntur 1 Nellore IIAP
Dasarahalli Mangalore Chit IKarnataka
Aurangabad RatnagiriMaharashtra
Ghaziabad Uttam NagarMP & North
Bodhan SangareddyTelangana
Pondicherry 2 ChengleputTN01
Jayakondam GobicettipalayamTN02
Top Branch, Cross Sell – Conversion (Oct-Dec’16)
June Batch Oct Batch
Vyyur Nellore IIAP
Dasarahalli Hassan chitsKarnataka
Chalisgaon VaijapurMaharashtra
Ghaziabad DausaMP & North
Bodhan SangareddyTelangana
Pondicherry 2 Tiruvannamalai 4TN01
Thanjavur GobicettipalayamTN02
24th January 2017 | Edition 5
PARIVARTAN
POST
Top Branch, Cross Sell – Turnaround time (Oct-Dec’16)
June Batch Oct Batch
Vyyur Kurnool IAP
Vijaynagar Mangalore Chit IKarnataka
Pimpri Nashik roadMaharashtra
Udaipur Shimla, Moga, MeerutMP & North
Nallagonda Khammam ITelangana
Porur 2 Tiruvannamalai 4TN01
Erode III MuthupettaiTN02
24th January 2017 | Edition 5
PARIVARTAN
POST
Top Branches, Cross Sell – Collections Efficiency (Oct-Dec’16)
June Batch Oct Batch
GudurAP
Karnataka Rajaji Nagar, Hospet, Hubli, Hassan Chits
Mysore
MP & North Noida Gorakhpur, Meerut, Shimla, Moga, Kangra, Jammu, Jaunpur, Mirzapur, Hathras, Sharanpur, Jhansi, Lucknow, Bhatinda, Kanpur, Agra, Rudrapur
Chilakaluripet, Tadepalligudem, Narasapur, Cuddapah II, Hindupur, Kurnool I, Proddatur I, Kurnool II, Chitoor I,Ananthapur II, Nellore II, Rajahamundry I, Tirupati II
ChandrapurMaharashtra Yavatmal, Warud, Vita, Panjim, Osmanabad, Sholapur, Ahmadpur, Barshi, Pandharpur, Latur, Yeola, Nashik, Sangamner, Nashik Road, Malegaon, Satana, Washim, Sangli, Warora, Ratnagiri, Akola, Chiplun, Buldhana, Nanded, Vaijapur, Pusad, Satara, Udgir, Wardha, KolhapurIchalkaranji
24th January 2017 | Edition 5
PARIVARTAN
POST
Top Branches, Cross Sell – Collections Efficiency (Oct-Dec’16)
June Batch Oct Batch
Himayathnagar Khammam I, Mahaboobnagar, Kukatpalli, Karimnagar 1, Janagaon, Warangal I, Sangareddy
Telangana
Erode III, Tiruppur I, Avinashi
Gandhipuram, Mannargudi,Perundurai, Pattukottai, Muthupettai
TN02
Avadi IITN01 Poonamalle, Tiruvoutriyur, Alwarthirunagar, Ranipet 2, Ambathur 2, Vellore 3,Tiruvannamalai 4
24th January 2017 | Edition 5