ICICI Bank 2011 Annual Report Download - page 37

During fiscal 2011, we continued our focus on increasing the proportion of low-cost retail deposits in our funding base.
Our current and savings account (CASA) deposits as a percentage of total deposits increased from 41.7% at March
31, 2010 to 45.1% at March 31, 2011.
During the year, our retail disbursements increased as we focused on opportunities in residential mortgages, vehicle
finance and construction equipment finance. The realignment of our retail sales and service architecture helped
us increase our reach while simultaneously bringing focus towards customer service. We sourced an increasing
proportion of our mortgage business through our branch network. In addition to mortgages, we also saw traction in
auto loans, commercial vehicle financing and construction equipment business in fiscal 2011.
We also continued to focus on cross-selling new products and products of our life and general insurance subsidiaries
to our existing customers. Cross-sell allows us to deepen our relationship with our existing customers and earn fee
income. We will continue to focus on cross-sell as a means to improve profitability and offer a complete suite of
products to our customers.
SMALL ENTERPRISES
Medium & small enterprises are important engines of growth and reflect India’s entrepreneurial energy. We offer
complete banking solutions to small and medium enterprises across industry segments. We support the growth of
the small and medium enterprises sector while adopting a cluster based financing approach for enterprises with a
homogeneous profile in industries such as infrastructure, engineering, information technology, education, life-sciences
and agri-based businesses. We also offer supply chain financing solutions to the channel partners of large corporates.
During fiscal 2011, we strengthened the sales and relationship coverage by increasing our presence with greater
empowerment at zonal levels. This has allowed us to deepen our customer relationships and supplement the customer
acquisition by leveraging our branch network along with our commercial banking franchise. The Bank also contributes
significantly to the SME eco-system through multiple initiatives such SME CEOs Knowledge Series, Emerging India
Awards, SME Expos and the SME Toolkit - an online business and advisory resource.
We have a long tradition of partnering entrepreneurs early in their growth phase, building lasting and mutually beneficial
relationships that deliver recurring value. We will continue to further strengthen our proposition and penetration in this
segment.
CORPORATE BANKING
Our corporate banking strategy is based on providing comprehensive and customised financial solutions to our
corporate customers. We offer a comprehensive suite of corporate banking products including rupee and foreign
currency debt, working capital credit, structured financing, loan syndication and commercial banking products and
services. Our corporate and investment banking franchise is built around a core relationship team that has strong
relationships with almost all of the country’s corporate houses. The relationship team is product agnostic and is
responsible for managing banking relationships with clients. We have also put in place product specific teams with
a view to focus on designing financial solutions for clients spread across structured finance, project finance, loan
syndication and markets. The Structured Finance Group is responsible for working with the relationship team in India
and our international subsidiaries and branches for structuring and execution of investment banking mandates and
other transactions.
We have a Commercial Banking Group working closely with the Corporate Banking Group for growing this business
through identified branches. Our strategy for growth in commercial banking, i.e. of meeting the regular banking
requirements of companies for transactions and trade, is based on leveraging our strong client relationships and
focusing on enhancing client servicing capability at the operational level.
We have enhanced our client servicing capability by the effective use of “Mega Branches” spread across all major
commercial centres across the country catering to specialised commercial banking needs of clients. These branches
have highly cohesive and dedicated customer focused transaction teams, led by senior branch heads, to service
customers and provide a better transactional experience to the client. An efficient central operations team complements
the service delivery capability.
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