Abstract

This caselet discusses the change in positioning of Kotak Securities Ltd’s (KSL) portfolio management services to cater to the high net worth individuals (HNIs) of India. It explains the product variations and other steps taken to provide better customer service to HNIs. Finally, it looks at future strategies of the company which aim at a comprehensive product basket for the investment savvy customers.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Impact of changing attitude of customers towards savings and investments
• Objective behind differentiation of investment products
• Importance of providing value added services in financial services.

Keywords

Kotak Securities, High Net-Worth Individuals, Private Client Group, Portfolio Management Services, Investments, Financial Services