Strat 2015 !
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Transcript of Strat 2015 !
NCRGURGAON
NOIDADELHI
0.01.02.03.04.05.06.07.08.0
7.7
5.2
1.41.1
Market-Volume
Mill
. Sq.
ft
NCR Market
NCRGURGAON
NOIDADELHI
98.9
63.4
10.6 24.9
Brokerage Value Share
INR
CR
NCR 2014 Transactions
NCR Transaction Sheet
NCR GURGAON NOIDA DELHI0.0
20.0
40.0
60.0
80.0
100.0
120.0
140.0
64.1 61.0
37.0
115.0
Avg. RentRe
nt/s
q.ft
NCR GURGAON NOIDA DELHI0
5000
10000
15000
20000
25000
30000
35000
40000
30445
35599 35790
16675
Avg. Size
Sq.ft
CBRE JLLC&W
Colliers
DTZ
Knight F
rank
14.1 18.3 12.7 7.7 1.98.5
15.0 24.0 16.0 19.0 11.010.0
Value (INR CR) Team Size
CBRE10%
JLL20%
C&W13%
Colliers9%
DTZ1%
Knight Frank14%
Direct23%
Local Brokers9%
Volume Share (sq.ft)
S.No TM Reach-outs Meetings LeadsLead Value (cr) Weeks
Avg. Reach outs Avg. Met
1 Ketan 591 57 9 1.5 37 16 1.5
2 Kaushlendra 550 75 11 0.4 37 15 2.0
3 Arjun/Tarun 1468 24 31 3 22 40 1.1
4 Ruchi 477 37 8 2 37 13 1.0
5 Shatanjay 501 26 3 0.3 37 14 0.7
6 Dhawal 125 10 7 0.75 5 25 2.0
Business Development-FY 14-15
Chase Volume across markets-Gurgaon & NOIDA-(IT/ITES
50k-70 k sq.ft -TMFocus on Delhi & Gurgaon Commercial
15k-20 k sq.ft -TM
Growth Sectors De-growth –AutomobilesGovt. Focus-Infra & Defence Re-location-Industrial Sectors
Team Target RecruitmentsTarun• Arjun• TM (to be
recruited)
2 cr (Total)7575
Ashish 1.25
Ketan 90
Shatanjay 80
Kaushlendra 90
Dhawal 80
Ruchi 75
Team Target 8 cr 5 cr local Business1 cr NSN2 cr Corporate Referral
3 Analyst & 1 Senior Manager/AVP to be recruited
Market Value Volume AVP Managers/Sr. Managers
NCR 8 cr (approx) 2.5 cr (Local) 3 cr (Local)
Gurgaon 3.25 cr IT-2.5 lac @ 45/sq.ftCommercial-40 K @ 100/sq.ftAsset Sale-25 lac
IT 50 K eachCommercial-1o k eachAsset Sale-10-15 lac
IT 30 K eachCommercial-1o k eachAsset Sale-1 Transaction-10-15 lac
Delhi 1 cr Commercial-35 K@ 150 1o k each 5 k each
NOIDA 1.25 cr IT-1 .5 lac @ 35/sq.ftAsset Sale -25 lac
IT 25 K eachAsset Sale10-15 lac
IT 20 K eachAsset Sale- 10-15 lac
NSN 1 cr
Referral 2 cr
Business Development-Client Engagement
Strategic
key accounts/occupiers-Initiate & nurture relationship with RE heads, CFO, Admin. Head. segregate on priority & business probability.
Engagement Tools:
Relevant Market reports-Quarterly Snapshots-Gurgaon , Delhi & NOIDA each Quarter & NCR comprehensive.Events-Corenet , NASSCOM & GRE.
Sponsor & participate roundtable events on industry trends.
Host Annual City events for KF NCR Clients. Relevant Reports-SEZ Trends & Policy(Partner with E&Y etc) , Upcoming NCR Infrastructure & Projects , Growth Area Developer Relationships Integrate Pitch template-OSG,FM & PM Transaction Relationship-all PM & FM clients
Business Development-FY 16
Sectoral
Indian IT firms-HCL, TCS, Infosys , Cognizant & BPO-Serco, Iyogi E-commerce-Snapdeal, Jabong, Myntra, online payment solution firms. Telecom Defence BFSI
Occupier/Micro-Market
Industrial Areas-Udyog Vihar, Gurgaon; Sector 1 to 10 and sector 58 to 63- NOIDA Delhi Commercial Bldg’s, Aerocity Gurgaon Cyber City, Hines Horizon 2,NH 8 (Hines),Golf Course Ext. Rd, ASF SEZ
Occupier data
Target list of top 50 IT clients & TOP 50 commercial clients to be share by 15 January 2015. Key occupiers-already mapped (Excel attached) Stacking complete & data needs to be pruned-will end in January 2015 PM & FM WIP also mapped OSG India clients to be mapped by 10 Jan 2015 OSG Global Client relationships & network to be explored Key clients to be targeted-attached excel sheet-this data is of the large occupiers but this sheet needs to be
pruned for mandated/non-mandated and then subsequently prioritized based on Lease term, Bldg.-Grade & Sectorial trends-Jan-2015
Data purchase(RE Heads, CFO ,HR Head, Admin Head) to be explored-D & B -Jan 2015-objective is to reduce TAT for BD.
Business Development-Data
NCR Occupier DataNCR Occupier Data
AM, Supply Team & Analysts
Managers/Sr.Managers
AVP
RH/VP
VP to plan & track pipeline QOQ & YOY
VP/AVP to manage & nurture Client relationships-15-20 each.
Pitch & win Key accounts. Manage Developer
Relationship AVP’s to mentor team on
execution & to monitor BD
To generate opportunities
Create pitch templates
Market Snapshots Manage supply
Generate Leads Independently execute Collaterals Developer Relationship
Team Structure & KRA • 15 team members• RH & 3 AVP• 4 managers & 2 Senior Managers• 2 Supply Managers• 3 AM/Analyst