الر ِح ْي ِم ِ س ِم ْ ِب َّ الر ْح ٰم ِن َّ هللا IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 1 Acknowledgement All the praises and gratitude’s are for almighty Allah, who is entire source of all knowledge and wisdom endowed to mankind. After Allah unbound praises and thanks are also for his dearest prophet, Hazrat Muhammad (PBUH), who is forever a torch of guidance and knowledge for humanity as a whole. I would dedicate my this effort to my beloved parents for their undying love and care with unconditional support throughout my life. Without their guidance, I wouldn’t be able to achieve anything in my life. I would like to thank, especially to my university management who arranged internship and provided a chance to gain practical knowledge and also for their timely guidelines through email or MDBs. I highly thank the staff members of Habib bank Limited, “Matta Branch” Swat.Who really cooperated with me and provided me complete guidance and give me their precious time. They tell me everything related to banking. I am really impressed with their hospitality.I would like to thank my supervisor Dr. Sheikh Raheel Manzoor Assosciate Professor (HRM) who assesed me in writing of this report.Their sympathetic behavior is printed deep on the pages of my memory. IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 2 Dedicate to I would dedicate my this effort to my beloved parents for their undying love and care with unconditional support throughout my life. Without their guidance, I wouldn’t be able to achieve anything in my life MY PARENT IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 3 Table of Contents The Bank 07 Executive Summary 08 Introduction 11 Historical Background of Habib Bank Limited 15 Vision Statement of HBL 18 Mission Statement of HBL 18 Values of HBL 19 Products and Services Offered by HBL 20 SWOT Analysis 22 Human Recourse Management 24 Objectives of Habib Bank Limited 27 Pest Analysis and Environmental Scanning 28 Management 31 Competitors of Habib Bank Limited 23 Departments of Habib Bank Limited 34 Deposit Department 35 Account Opening Department 37 IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 4 Remittance Department 39 Advance Department 43 Marketing 47 Clearing Department 49 Foreign Exchange Department 50 Computer Department 51 Imports and Exports Department 53 Sale Operation in HBL 57 Financial Performance 58 Value of Investments in Employee Retirement Benefits Fund 59 Domestic Network 60 Suggestions & Recommendations 61 Conclusion 63 IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 5 The Bank The term “BANK” is derived from its Italian origin “BANKO” which means “Bench” that is where people used to meet and solve their financial matters. The term bank is being used for a long time yet it has no precise definition. The basic reason is that the banks perform not just one but many types of functions. Originally the banks were supposed to make short term loans to the traders only. The banks now not only make short term loans to the formers, traders, industrialist etc. But also invest in a wide variety of long term earning assets. The commercial banks also undertake and execute trust, deal in stock, shares and debentures, issue guaranties and indemnities underwrite and sell new securities, and deal in foreign exchange etc. However some of the definitions of bank from different authors are as follows. According to Dr. Hart “Banker or bank is a person or company carrying on business of receiving money and collecting drafts for the customers subject to the obligation of honoring cheques drawn upon them from time to time by customers to the extends of the amounts available on their currents accounts” In the words of G W Gilbert “A banker is a dealer in capital or more properly a dealer in money. He is an intermediate party between the borrower and lender. He borrows one party and lends to the another” IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 6 Executive Summery The purpose of the Report in hand is together relevant information to compile internship report on Habib Bank Limited. To observe, analyze and interpret the relevant data competently and in a useful manner. To work practically in an organization. To develop interpersonal communication. Habib Bank Group is a leader in Pakistan’s services industry with an extensive and vibrant network of 1498 domestic branches the largest in Pakistan and 55 international branches to meet customer needs. Perhaps the HABIB BANK LIMITED was established in 1941 at Bombay. But its history starts in 1841 when a young boy, named Ismail Habib reached Bombay for a job search. After some time he got the job with a dealer in utensils and non ferrous metals. Ismail Habib was very keen and intelligent and became partner of his boss. Later on he was elected as a president of the market. For many years, he continued to expand his business and was engaged in private banking. So‟ HBL has come a long way from its modest beginning in Bombay in 25 august, 1941 when it commenced business with a fixed capital of 25000 rupees. Impressed by its initial performance, Quaid-e-Azam Muhammad Ali Jinah asked the bank to move its operation to Karachi after the partition, HBL establish itself in the Quaid’s city in 1943 and became a symbol of prestige and progress for the people of Pakistan. During the early days of newly born state, the government of Pakistan was facing the great problem of fund shortage. HBL, despite of experiencing shortage of funds in its initial time, Put its IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 7 meet customer needs. Perhaps the HABIB BANK LIMITED was established in 1941 at Bombay. But its history starts in 1841 when a young boy, named Ismail Habib reached Bombay for a job search. After some time he got the job with a dealer in utensils and non ferrous metals. Ismail Habib was very keen and intelligent and became partner of his boss. Later on he was elected as a president of the market. For many years, he continued to expand his business and was engaged in private banking. So‟ HBL has come a long way from its modest beginning in Bombay in 25 august, 1941 when it commenced business with a fixed capital of 25000 rupees. Impressed by its initial performance, Quaid-e-Azam Muhammad Ali Jinah asked the bank to move its operation to Karachi after the partition, HBL establish itself in the Quaid’s city in 1943 and became a symbol of prestige and progress for the people of Pakistan. During the early days of newly born state, the government of Pakistan was facing the great problem of fund shortage. HBL, despite of experiencing shortage of funds in its initial time, Put its survival at stake by helping the government with funds as HBL had established its operations in Pakistan in 1947 and moved its head office to Karachi. HBL’s first international branch was established in Colombo, Sri Lanka in 1951 and Habib Bank Plaza was built in 1972 to commemorate the bank’s 25th Anniversary. HBL now has the largest Corporate Banking portfolio in the country with an active Investment Banking arm. Now there are 1773+ braches inside the Pakistan and about 70 Branches overseas providing financial services to its worthy customers. It encompasses product offerings and services in corporate banking to Retail Banking and, in recent years, Consumer Banking as well. Satisfying customers are the only way to stay competitive in today's Market Place. The balancing between what customers wants and what the HBL can provide must be optimized in order to maximize HBL’s long-term profits. HBL is expanding its presence in principal international markets IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 8 including the UK, UAE, South and Central Asia, Africa and the Far East. With a domestic market share of over 40%, HBL was nationalized in 1974 and it continued to dominate the commercial banking sector with a major market share in inward foreign remittances (55%) and loans to small industries, traders and farmers. International operations were expanded to include the USA, Singapore, Oman, Belgium, Seychelles and Maldives and the Netherlands. Habib Bank is working for the last 50 years and become the largest commercial bank in the country. It has the Authorized capital of RS 5000 Million with a paid up capital and reserves of RS 858 Million and its deposits are more than Rs. 213 billion in approximately 10.7 Million accounts. It has the advances of 131 Million. Habib Bank has innovated a numbers of financial schemes like term deposits, Special notice term deposits, A.T.M. etc. As governments are hoping to be liberal and their policies are innovative and liberal the scope of banking is increasing and Habib Bank has always been one step ahead in the growth and participating very much in the economic growth of Pakistan. Habib bank HEAD QUARTER is situated in KARACHI that building has highest number of stories in Pakistan. Habib bank has basically 9 Regions all over the country to control the entire activity of Habib bank operation is countrywide. IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 9 Introduction HBL is now a Banking tycoon in our country. HBL, which is engaged domestically and overseas in Commercial, Retail Banking and related services, enjoys 20% of the market Share in Pakistan. Today HBL is truly the bank of the people providing its customers with convenience and satisfaction all around the world. Habib Bank Plaza, the tallest building in Pakistan, is the proud symbol of HBL leadership. In Pakistan’s corporate ground HBL is currently rated AA and A1+. Habib Bank Limited was established by Mr.Ismail Habib (Late) on August 25, 1941 at Bombay. It was the first Muslim Bank of the sub-continent. It was established with a Paid up capital of Rs. 25000. IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 10 Bank Position of 1973 Bank No of Brunches Deposit (Rs In Million) HBL 667 6,160 NBP 579 5,660 UBL 497 5,670 MCB 506 1,640 ABL 145 570 Bank Position of 1973 Bank No of Brunches Deposit (Rs In Million) HBL 1926 153,431 NBP 1448 128,679 UBL 1684 87,482 MCB 1288 50,013 ABL 750 33,757 Registered office Habib Bank Limited 4th Floor, Habib Bank Tower Jinnah Avenue Islamabad, Pakistan. Phone: 051-2872203 &051-2821183 Fax: 051-2872205 Head office Habib Bank Plaza I.I. Chundrigar Road Karachi – 75650 Pakistan. IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 11 Board of Directors Sultan Ali Allana Chairman Nauman K. Dar President & CEO Moez Jamal Director R. Zakir Mahmood Director Agha Sher Shah Director Sajid Zahid Director Dr. Najeeb Samie Director Scope of Report As an internee in Habib Bank Limited the main focus of my research report was on general banking practices in one of the branches of HBL. These operations include Financing, Clearing, Advances, remittances, deposits and Account Opening. Objectives of the Report Discuss thorough study of Habib Bank Limited. To understand the various operations and to equip with practical knowledge of the HBL. Limitation of the Report Something is better than nothing. No matter how efficiently a report is conducted, it cannot be perfect in all respects. This report was conducted in accordance with the objectives of the report. The report may not include broad explanations of facts and figures due to the nature of the study. Secondly , the limitation, which affects the report, is the restriction on mentioning every IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 12 fact about the bank due to the problem of secrecy of the bank. In addition, the availability of required data was a problem as all the documents and files are kept strictly under lock and key due to their strictly confidential nature. Thirdly, the problem of short time period also makes the analysis restricted as one cannot properly understand and thus analyze all the operations of a bank in a very short time of six weeks. Benefit of the Study The study will benefit the finance students in particular and banking students in general because the financial analysis section of this report comprehensively encompasses all of financial aspects of this corporate banking giant. Furthermore, HBL Matta Branch, Matta may also benefit from the recommendations made at the end of the report. Research Methodology The report is based on my six weeks internship program in HBL. The methodology reported for collection of data is primary as well as secondary data. The biggest source of information is my personal observation while working with staff and having discussion with them. Formally arranged interviews and discussions also helped me in this regards. IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 13 Historical Background of Habib Bank Limited Mohammed Ali Jinnah, Pakistan's founding father, realized the importance of financial intermediation while he was campaigning for the creation of a separate homeland for the Muslims of India. He persuaded the Habib family to establish a commercial bank that could serve the Indian Muslim community. His initiative resulted in the creation of Habib Bank in 1941, with HO in Bombay (now Mumbai), and fixed capital of 25,000 rupees. The bank played an important role in mobilizing funds from the Muslim community to finance the AllIndia Muslim League's campaign for the establishment of Pakistan. Habib Bank also played an important role in channeling relief funds to the people hurt in the communal riots and violence that preceded the departure of the British from India. Vision Statement of HBL Simply the vision of Habib Bank is mass banking. At the time of formation it changed its motto from class banking to mass banking. Expedite the economic growth of the country through spreading the banking services to the doorsteps of mass people so that they get institutional financial help and participate in the economic activities of the country. Mission Statement of HBL To be recognized as the leading financial institution of Pakistan and a dynamic international bank in the emerging market providing our customers with a premium set of innovative products and services, and granting superior value to our stakeholders, customers and employees. IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 14 Values of HBL Humility We encourage a culture off mutual respect and treat both our team members and customers with humility and care. Integrity For us, integrity means a synergic approach towards abiding our core values. United with the force of shared values and integrity, we form a network of a well-integrated team. Meritocracy At every level,, from selection to advancement, we have designed a consistent system of human resource practices, based on objective criteria throughout all the layers of the organization. We are therefore, able to achieve a specific level of performance at every layer of the organization. Team Work Our team strives to become a cohesive and unified force, to offer you, the customer, a level of service beyond your expectations. This force is derived from participative and collective endeavors, a common set of goals and a spirit to share the glory and the strength to face failures together. Culture of Innovation We aim to be proactively responsive to new ideas and to respect and reward the agents, leaders and creators of change. IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 15 Products and Services Offered by HBL Products HBL Muhafiz Rupee Travellers Cheques HBL Auto Finance HBL Flexi Loans for salaried personnel HBL Life Styles Financing Scheme HBL i-Card HBL House Financing Loans HBL Easy Access HBL Fast Transfer Haryali Agricultural Loans HBL E-Bank Services Retail Banking The Retail Banking network, with 1425 branches, is the core strength of Habib Bank. The network provides HBL with the largest diversified low cost deposit base of any bank in Pakistan, and forms the basis for many of our other business lines: corporate and investment banking and treasury activities. The network provides HBL with the largest diversified low cost deposit base of any bank in Pakistan, and forms the basis for many of our other business lines: corporate and investment banking and treasury activities. IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKSTAN Page 16 Commercial Banking Enterprises operating in the middle market contribute significantly to the economy of a country. During FY-2000 HBL‟s management decided to address this issue. On November 1, 2000 Commercial Banking came into being. The objective of stetting-up Commercial Banking was twofold: First to stop the erosion of market share in the middle market. Second, to regain the lost market share. Commercial Banking is making headway with improvement not only in terms of the business figures but also in its ambiance. Renovation of is being carried out in order to give a professional look to all the Commercial Banking Centers. Corporate Banking The Corporate Banking Group serves large institutional customers who require sophisticated products in an environment of intense competition. HBL Corporate & Investment Banking Group is now recognized as a market leader and regularly arranges and participates in most large structured finance deals. International Operations HBL‟s ability to operate successfully in diversified markets and cultures is a function of a long history in international banking – when first international branch was opened in 1951. The Bank’s branches in financial centers continue to provide efficient trade settlement and reimbursement services to the entire network and business with other banks IQRA NATONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT , PAKISTAN Page 17 SWOT Analysis Strengths Goodwill & historical background Professional and well trained staff Largest customer base HBL is Pakistan's largest commercial bank HBL has a domestic network of 1,425 branches with an international network of 48 Branches in 26 countries 20% share of HBL in financial market Large Balance sheet size Decentralized authority Weaknesses Unfavorable union activities and management conflicts Checking System is at intra-department level Weak marketing policies Nepotism & Favorism Infected portfolio still exists as bad debts Centralized management in particular areas IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM ,SWAT , PAKISTAN Page 18 Opportunities Opportunities for growth and expansion in cash management. Faster market growth represents opportunity to grow and diversify Restoration of investor’s confidence and pick up in private sector investment flows. Large deposit base and funds flow can help to avail related market opportunities Threats Adverse & unstable government policies Political instability Advance technology Competition from other banks IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 19 Human Resource Management Functional Responsibilities Right Now the responsibilities assigned to HR department at Corporate Center can be categorized under three heads Staff mattress / Basic HR Functions Expenses control Security mattress HBL is an organization that provides opportunities for its staff to have a challenging and rewarding long-term career. To this end the Human Resource Group (HRG) encourages and motivates its employees to excel in the responsibility that they have in the organizations. Believes that creativity and innovation comes from talent, knowledge and experience and it is HBL’s endeavor to provide and maintain an environment which not only nourishes these strengths but also provides opportunities for the staff to have a career which has multidimensional growth opportunities. In doing so, HRG has been restructuring and redesigning the overall structure o f t h e organization, which includes rationalization, cutting down the decision layers, improvement in staff training and hiring professionals and MBAs at entry-level management. The overall direction of HRM has been towards nurturing the strengths of the human capital to its maximum with a defining principal to help create a progressive environment and sustain a thorough commitment of our staff towards focused customer service. HRG therefore recognizes the need to proactively invest in staff training and develop courses on a regular basis. Under the umbrella of its Management and Organization Development Division (MODD) its Management Development Institute (MDI) with its three fully equipped chapters at Karachi, IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 20 Lahore & Islamabad regularly conducts and outsource technical and personal development courses for its all level of staff enabling them to meet the challenges of the ever-changing business requirements and customer needs. During 2008, 529 courses, workshops, skill development clinics and seminars in the disciplines of Service & Attitude, Market Research & Selling, Management & Communication, Credit & Finance, I.T. & eBanking, Treasury & Trade Finance, Global/ Domestic Banking Operations and on other diverse subjects were conducted by In / Ex-House professionally skilled, qualified and certified faculty and industry experts for 10233 people of senior/middle line management & staff carving 1334 days training days. There is no budget limit for Training and Education at Habib Bank.HR Group aims to maintain and further improve the serviceoriented culture and to make employment not only satisfying but also enjoyable. qualified and certified faculty and industry experts for 10233 people of senior/middle line management & staff carving 1334 days training days. There is no budget limit for Training and Education at Habib Bank.HR Group aims to maintain and further improve the serviceoriented culture and to make employment not only satisfying but also enjoyable. Selection & Recruitment Our Recruit Meritocracy is an integral part of HBL’s recruitment policy. Our merit-based recruitment process incorporates the principles of equal opportunity and leads to the appointment of the most capable candidate. This ensures openness and transparency, allowing greater confidence in the outcome of the selection process. The merit principle at HBL aims to identify the most suitable person for the job assessed on IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 21 the basis of the following parameters: Educational Background Skills and Competencies Abilities and Attitude Experience Interpersonal / Communication skills Entry level programs It includes Management Trainee Cash Officer Management Associates Internship Experienced Professionals We recruit experienced professionals in all areas of the bank and encourage the creation and pursuit of innovative ideas. Our dynamic work environment offers diverse opportunities to stimulate ongoing employee needs and supports career enhancement opportunities. Selection Process The diagram below represents the process on which we base our selection. This gives an overview to potential candidates as to the steps involved in becoming a part of the HBL team. IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 22 Objectives of Habib Bank Limited Following are some of the main objectives of HBL. To earn profit for the Bank itself and for its shareholders. To promote and boost up business sector inside the country. To provide employment opportunities to people. To help in development and industrialization of the country. To provide loan and advances to help out in self employment schemes Like other business organization the core desire of Habib Bank is to maximize the profit through saving & loaning money to the life of the common people. The Objectives of the Habib Bank is given below: IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 23 Broad Goal: As a nationalized commercial organization, Habib Bank belongs to the people. It implies that it stands for meeting the banking needs of the mass people of the society. Operating Goal: In compliance with the very nature of the organization, the objective in mind the bank aims at excelling quality and diversified services. To fulfill its mission Habib Bank has its main objectives as followings: To provide banking services to people. To earn profit. Act as a media of exchange. To contribute to gross domestic product (GDP). Maintain a satisfactory deposit mix. To promote and boost up business sector inside the country. To help to grow entrepreneurship. Increase loan portfolio diversification and geographical coverage. To mitigate unemployment problem. Provide finance specialized services to the export. To help to boost economic development. To help in development and industrialization of the country. Pest Analysis and Environmental Scanning A broad view of market is considered to be an important tool when management is interested in introducing better services for customers. Rapid technological change, global competition response and the highly diversified buyer’s preferences in many markets require the constant attention of the market vouchers to identify business opportunities, see the shifting patterns of the buyers, evaluate such changes in competitors positioning strategies and guide the choice of which buyers to target and then classify them according to their respective segments. Identification of external macro factors that influence buyers and thus change the size and composition of market overtime involves initially building customer profiles. These influences include: IQRA NATIONAL UNIVERSITY SWAT CAPUS, ODIGRAM ,SWAT PAKISTAN Page 24 Political and legal environment Economic trends Socio cultural environment Technological factors Political and Legal Environment Banks are overwhelmingly affected by a country’s political and legal considerations. This environment is composed of government regulatory and law enforcement agencies that influence and limit various organizations and individuals. Mostly these laws are designed to create new opportunities for business. Business legislation has following main purposes To protect banking companies from unfair competition. To protect consumers from unfair business practices adopted by banking companies To protect the interest of the society from unbridled business behavior Economic Trends Along with higher borrowing power, a banking market requires better consumer market in volume. The concerned borrowing power depends on: Consumer income Saving rates Consumption patrons Rates of interest Budget deficit Exchange rates IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM , SWAT, PAKISTAN Page 25 Cost of living Inflation Socio-Cultural Environment A society is shaped by stated and/or understood beliefs, norms and values. People in a society consciously and unconsciously interact with: Themselves Others Organization Society Nature Following are the main factors. Which arise because of change in socio-cultural environment? Consciousness about services Concern for environment Improved customer relation Technological Factors Advancement in technological forces has played a very vital role in shaping the lives of people. The rate of technology change and its adoption has significantly affected the rate of growth of economy around the globe and same is the case with Pakistan banking industry ingeneral and people in HBL in particular. With each passing day, new technology is generating deep rooted affects which could be pragmatic in long run. These step up IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 26 techniques involved in on line banking. In brief PEST analysis evaluates the overall banking industry and provides us the information about the external macro condition. general and people in HBL in particular. With each passing day, new technology is generating deep rooted affects which could be pragmatic in long run. These step up techniques involved in on line banking. In brief PEST analysis evaluates the overall banking industry and provides us the information about the external macro condition. Management Management is a unique process consisting of activities of planning, organizing, leading and controlling performed to determine and achieve stated objectives with the use of human being and other resources . Management is the process of reaching organizational goals by working with and through people and other organizational resources. Strategic Management There are three levels of strategies Strategic management analysis Business level strategy Divisional level strategy Strategic management analysis HBL has following corporate level strategies. Growth strategy HBL has adopted growth strategy by expanding its operations. HBL actually have different products and services for both individuals and business customers. HBL product and services for individual customers are credit cards, debit cards, and deposit accounts. HBL product and service for business customer are commercial banking, cash management and asset management. IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 27 Related Diversification HBL has also adopted related diversification strategy, because at first function of HBL was only accepting deposit and advancing loans but now HBL has many related functions like flexi loans, ATM and credit cards. Business Level Strategy Cost Leadership Strategy At business level HBL has adopted cost leadership strategy in a way t h a t c o s t of advancing loans is less as compare to some other well reputed banks like Bank Alfallah, Al Habib, MCB. Differentiation strategy At business level, HBL has also adopted differentiation strategy by introducing some new products into the market earlier to other banks like debit cards. Divisional level strategy Following are the main divisional level strategy fallowed by HBL To establish sound relationships with top industrial groups and various multinationals. To make the bank customer focused To increase the no of online branches To increase the ATM network to further improve the bank market shares. To implement the performance appraisal process to provide motivation and merit oriented culture in the bank to improve extensive training to the employees in the process ,products marketing and selling skills. IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 28 Divisional level strategy Following are the main divisional level strategy fallowed by HBL To establish sound relationships with top industrial groups and various multinationals. To make the bank customer focused To increase the no of online branches To increase the ATM network to further improve the bank market shares. To implement the performance appraisal process to provide motivation and merit oriented culture in the bank to improve extensive training to the employees in the process ,products marketing and selling skills. Upgrading skills level of employees. Competitors Of Habib Bank Limited It has many competitors in its industry only the edge it carry is the deposits of major Govt. organizations and the Gold advances. The others don’t have these type of opportunities but they are far away good than HBL in means of customer care, behavior, outlook, services, time savings, products etc. following is a list of competitors. Local Private Banks in Pakistan Askari Commercial Bank Limited Bank Al Falah Limited Faysal Bank Limited Muslim Commercial Bank Limited United Bank Limited Bank-AL-Habib Limited IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, SWAT ,PAKISTAN Page 29 Departments of Habib Bank Limited There are few departments on which general or day-to-day banking of HBL composes. There details are as under: Deposit Department Account Opening Department. Remittance Department Advances Departments Marketing Department Clearing Department Foreign Exchange Department Computer Department Imports and exports department Now we see the function of each department working at each branch of Habib Bank b Limited. 1. Deposit department Bank deals in money and they are merely mobilizing funds within the economy. They borrow from one person and lend to another, the difference between the rate of borrowing lending forms their spread or gross profit. Therefore we can rightly state that deposits are the blood of the bank which causes the body of an institution to get to work. These deposits are liability of the bank so from point of view of bank we can refer to them as liabilities. IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, ,SWAT ,PAKISTAN Page 30 Types of account Current account In this type of accounts the client is allowed to deposit or withdraw money as and when he likes. He may, thus, deposits or withdraws money several times in a day if he likes. There is also no restriction of amount to be deposited or withdrawn. However, there is requirement of minimum balance maintenance of Rs.5000/-. Usually this type of account is opened by the businessmen. No profit is paid by the bank and no service charges are deducted by the bank on current deposits account. Features Account can be OPENED with Minimum Balance Rs.1000/- with no maximum limit. Checking balance at any time during banking hours. No profit is paid. Statement of Account dispatched on request letter. There is no restriction for withdrawals of amount and number of cheque. Profit and loss sharing savings This type of account is for those persons who want to make small savings'. This type of account is opened with a minimum deposit of Rs. 1000/- or the amount prescribed from time to time. The profit is paid on these accounts on the minimum balance during a month for the whole of that month. Zapat a & other taxes are deducted as per rules of the government. The IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 31 requirements for this account is duly filled prescribed A/C opening FORM, Photo Copy of National Identity Card (Resident Pakistani), two Passport size photographs with Signatures/Thumb Impression (Resident Pakistani), Photo copy of Passport with Page bearing Resident Visa of the Country where Pakistani Residing, two Passport size photographs and signatures on A/C Opening Form for Non-Resident Pakistani with Signatures/Thumb Impression etc. Features Account can be OPENED with Minimum Balance Rs.1000/- or prescribed limit that is announced time to time with no maximum limit. Profit is payable at monthly subject to adjustment on deceleration of actual profit rate declared every half year. Profit is calculated on monthly products Zakat will be deducted on valuation dates of account. Profit is Paid/Credited in Account on half yearly basis in case of six monthly PLS saving accounts. Statement of Account dispatched on half yearly basis after posting of profit. There is no restriction for withdrawals of amount and numbers of cheque. Fixed deposits Fixed deposits are those which can be withdrawn only after the maturity period. In this type of deposits the Bank allows high rates of interest depending on the time period of deposits. The shorter the period of deposits, the less will be the interest and vice versa. IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 32 1. Account Opening Department In this department I have to learn how to open a new account of a customer. The HBL open the different types of accounts. The opening of an account is the establishment of banker customer relationship. Before a banker opens a new account, the banker should determine the prospective customer’s integrity, respectability, occupation and the nature of business by the introductory references given at the time of account opening. I already explain these accounts. In order to open an account first of all the customer has to fill a form prescribed by the bank. The person is required to bring some reference or introduction for opening the account. Introducer may be a person who has an account with HBL. Some important information regarding introducer e.g. the name and account number of the introducer is written on the space provided on the specimen signature cards. Then in order to find out whether he is a true introducer or not a letter is sent to him thanking him for this introduction, so that anything wrong may come into notice. There are different requirement for different types of accounts and account holders. An important thing is that the customer should have a corporate customer. The corporate customer limit is 40 million and this branch always deals the corporate customer. Procedure of Account Opening Duly filled prescribed A/C opening form. Attested photocopy of N.I.C./Passport of Account Holder(s), Proprietor, Partners, Directors and office Bearers as the case may be. Certified true copy of the certificate of incorporation or registration (in case of limited companies & registered bodies only). IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 33 Certified true copy of the certificate of commencement of business (in case of public limited companies only). Certified true copy of the memorandum and articles of association (in case of limited companies). Certified true copy of rules and regulations or By-Laws (in case of association etc.). Certified true copy of the resolution of the Board of Directors/Managing Committee/Governing Body regarding conduct of the account. Procedure for Account closing Any time the customer can close their account if he is not satisfy with the bank or may be other reason. He can easily close their account. For closing of account the customer meets the manager that he want to close his account .For this purpose the application is written to the manager. The manager sing this application and this is submit to the account opening department this department close the account of the custom. Remittance Department Remittance is a major function of the bank. It is the transfer of money from one place to another place without directly involving cash. As it is the function of the Bank to the money to any place where there is a Bank. It is the most easiest and safe way to send money to any place. Bank charges menial amount as a commission for the remittance. Here in the Habib Bank Limited Chubara Road Layyah Branch there is also remittance Department. By providing this service to the customers the national bank earns a lot of income in “Exchange”. There are two types of bills remittance: IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, SWAT ,PAKISTAN Page 34 I) Remittance Inward II) Remittance Outward I. Remittance Inward Cheques and Drafts received for payment and clearance or drawn on us from customer of other banks on behalf of their customers is called Remittance Inward.” II. Remittance Outward All instruments issued by us, which are drawn on other branch of the same bank or instruments deposited for collection from other bank locally or out of city are called Remittance Outward” There are mostly four methods to remit the money. They are Demand Draft (DD) Mail Transfer (MT) Pay Order (PO) Telegraphic Transfer.(TT) Demand Draft (DD) IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 35 It is the most commonly method used for remittance of money. It is very simple, firstly a form is to be filled in which all details are specified that where and it which branch the draft is to be sent then the money is depositor which is called draft and money can be drawn after showing to the bank of the specified branch of the Bank. Only specified person can draw the money on that draft. Another method to secure the payment of the draft could be the crossing of the draft, which means that it will only be deposited in the payee's account. To make it more secured and safe the Bank has coded the amount exceeding Rs. 15000. Only the banker or the person known the actual amount of the draft in return bank gets a commission which is its mode of earning. Following parties are involved in demand draft: Applicant Issuing branch Drawee branch Beneficiary A demand draft may be issued against the written request of the customer before issuing it must be seen that the demand draft is in order. The DD application must be scrutinized by the counter clerk in respect of following points. There should be branch where payment is to be made. Full name of payer should be mentioned. Amount in words and figures must be same The applicant on two places should sign application. Mail Transfer (MT) IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 36 The money is transferred through mail. One Branch of the bank sends advice to the branch of the same bank to credit the account of payee. In this type of transfer the payee must has the Bank account. For example, now days PTV's licenses are made all over the Pakistan. Bank also gets commission on the mail transfers the amount to the PTV’s Islamabad account. Pay Order (PO) Pay order is less expensive method of transfer money. Normally this method is used to transfer money inside the city. If it is used city wide, it takes a long time. The bank charge Rs. 10 which is flat fee the pay order and an excise duty of Rs, 1 per leaf withholding tax of 20% on the sum is also taken from the party. Now if the pay order is to be cancelled or duplicate of the pay order is to be needed is case of misplacement Rs.20 is to be paid. Following parties are involved in pay order: Applicant issuing branch Payee Telegraphic Transfer.(TT) It is a good safe and fast method of transferring money from one place to another. The advice is sent through the telegram and the bank to which the advice is made reconfirms that whether the advice is made or not. After the confirmation the money is paid to the payee. Telegraphic Transfer could be made by giving the name and the telephone number of the payee but account number is considered good and sage. The amount exceeding Rs.15000 is coded in order to keep security. Following parties are involved in TT IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 37 Applicant Drawing branch Drawee branch Beneficiary Following important things should be included in TT: Full name of the beneficiary or account number should be mentioned in the application form. Instruction regarding mode of payment should be obtained. A record in the remittance outward register should be maintained. All the remittance must be controlled through number or codes. 2. Advances Department IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 38 This department has been working under the supervision of knowledge experienced & well qualified banker. Mr. Nadeem, who has been serving this bank for the last 22 years. This department has been playing one of the primary functions of the bank because a bank is the organizations that accept deposits & give advances. Advances department is one of the most sensitive and important departments of the bank. The major portion of the profit is earned through this department. The job of this department is to make proposals about the loans. The Credit Management Division of Head Office directly controls all the advances. As we known bank is a profit seeking institution. It attracts surplus balances from the customers at low rate of interest and makes advances at a higher rate of interest to the individuals and business firms. Credit extensions are the most important activity of all financial institutions, because it is the main source of earning. However, at the same time, it is a very risky task and the risk cannot be completely eliminated but could be minimized largely with certain techniques. Any individual or company, who wants loan from HBL, first of all has to undergo the filling of a prescribed form, which provides the following information to the banker. Advances are investments of bank to earn profit. After restructuring of Habib Bank Limited, Head office gives loan targets to each branch that must be achieved for its survival. The manager is responsible to achieve these targets in the given period. The amount is collected partially with an agreement containing the markup or interest rate, which is to be paid the interest, or markup is applied on a time limit after that it can be increased with the given conditions applied. There are basically two types of loans. Fund base Non-fund base Fund base IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 39 In fund base the cash is involved. Non-fund base While is non fund base cash is not involved. These are following types of advances those are given by the BANK. Cash Finance (CF) Running Finance (RF) Machinery Loan. International Development Agency Loan(IDA) Cash finance (CF) Cash Finance is the biggest loan given to the businessmen, industrialists, and its limit is in crores and bank do require security for this purpose. After the proper investigation and documentation these finances are given and genuine property is pledged as a matter of security. These loans are taken for the purchase of stocks etc. The bank appoints its staff of two or three persons at the place where that stock is lying. Bank also keeps the record of the stock and current position too. A notice is also written at the place that the stocks are pledged with the bank. To get these types of loans prior permission from the zonal office of the Habib bank is also required. The bank gets back its principal amount and also markup for the loan Running finance (RF) Running Finances are also given for the purchase of stock etc. But its limit is not too much. Normally up to RS 15, 00,000 is given as a Running Finance and no staff is appointed. This is termed as Hypothecation, which means that party is wholly liable for the stock and payment of the principal amount and markup. The procedure is almost same as for the cash finance and the loan is given to those parties which are able to prove its genuineness and IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 40 satisfies the bank. The bank also pledges the genuine security of the party which normally more valuable than the amount of loan. To get this type of loan prior permission of the zonal office is necessary. Machinery loan Certain loans are given for the purchase of machinery. These loans are called Local Machinery Manufacturing Loan (LMM LOAN). The bank finances for the machinery, which is manufactured in Pakistan. Like other loans after the proper verification and proper documentation. With the prior approval from the zonal office, these loans are given. The bank pledges some genuine property as a security. Personal security is also required in the getting of this loan. The loan is to repay in certain installments which includes the mark-up also. Normally these loans are for the period of five years and first six or three months are exempted from the installments as the ease or as the terms and conditions may be. The rate of the interest to be paid by the party is 8% per annum. International Development Agency Loans. These loans are given for the purchase of foreign machinery, stocks, etc. Though these loans are not in practice but there is a provision for this loan. The cause of in practicing of the loan may be the unawareness of the people about the provision. The rate of interest on these loans is 11% per annum. These finances are provided by the World Bank. Principles of Advances IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 41 There are five principles, which must be duly observed while advancing money to the borrowers. Safety Liquidity Dispersal Remuneration Suitability Other Finance system of the HBL Demand finance Fixed assets financing (FAF) House Finance Hire Purchase Financing 3. Marketing Department IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 42 Function of Market Department The function of the marketing department of a HBL is to advertise about the bank and reach more possible customer who would open accounts with the HBL. They usually start up the campaign or a promotional scheme explaining a benefit that come along with the process of account opening with the bank. Such a campaign usually results in the increase in the customer’s base and increased the profit for the HBL. Another important function of HBL is to use of the segmentation strategy, in it the HBL divide the market into distinct group of buyers with different needs how might require It is very important strategy which is applied by the operation marketing department in the HBL, the Main focus of this selecting strategy is to spreading the market into different groups, where the persons have comparable needs as well as wants for services and products. The marketing department in HABIB BANK LIMITED is very strong. It is the main source of gaining and maintains the customers that can give a large profit to the bank. There are five relationship managers in Habib bank and every person is responsible for the credit of his party. There are three market of HBL. Money Market T-Bill and Govt. Securities Bonds of Provincial Govt. Defense Saving Certificates Mutual Funds etc. Capital Market IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 43 Equities e.g. shares Mutual Funds Bonds Debt Market Foreign Exchange Market Spot Transactions Outright Transactions Swap Transactions Customer dealing HBL corporate center only deal with the following categories of business: The organization that have minimum 250 million sales in a year. The organization that have availed 80 million finance Agri based industry. HBL do not deal with the agriculture sector. 4. Clearing Department IQRA NATIONAL UNIVERSITY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 44 The major function of clearing department is to receive the cheques, which are drawn on some other banks. The customer can get the money in his account at Habib Bank Limited through a cheque drawn on another bank. The bank accepts these cheques and collects the amount from that bank on which cheques are drawn through the Clearing House. Bank charges some commission for this function. Every bank performs both as a paying as well as collecting functions on behalf of its customer. It is however an important function of crossed cheques. A large part of this work is carried out through the bankers clearing house. A clearing house is a place where representatives of all the banks of a city get together and settle the receipts and payments of cheques drawn on each other bank. As the collecting banker runs the certain risks in receipt of their ownership, the law has provided certain protections to the banks. The basic function of clearing dept. arises when HBL account holder deposits cheque of another back to collect its payment on his behalf or HBL account holder gives a cheque to any other party concerning to any other bank. Usually a cheque is sent through clearing is credited to the depositor account day after tomorrow. In this regard there are two types of clearings. Inward Clearing Outward Clearing Inward Clearing Inward clearing means all those cheques which are issued by account holders too their parties and now these cheques are presented for payment (in term of amount of cheque credit to presenter account). Outward Clearing IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 45 Similarly when outside parties issue some cheque to our account holders, they deposit these cheques in cheque Receipts Department. Afterward these cheques, as relating to other banks operating in country, are sent to clearing department or further process. Clearing dept. sends these cheques to respective banks and after realization of cheque, funds are credited to the account of respective customer. In this regard there are two types of clearing Intra city clearing Intercity clearing 5. Foreign Exchange Department As the Pakistani currency accounts are opened the requirements are same for the foreign currency accounts. All the transactions are made in the foreign currency in which the account is opened. 6. Computer Department IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 46 Through this department bank has make its way to enter in twenty-first century. This department is playing a very important role in making the banking procedures fasters and helping the bank for providing the new services to its customers. This division provided the bank with online branches system to make the whole procedure fool proof. Types of Branches: There are three types of branches in all over the Pakistan. Online Branches The branches, which are directly, linked with the central computer AS-400 through wide area networking through fiber optic cables. These branches have dumb terminal directly linked with central computer. Yet only forty-four branches all over the Pakistan are online. Out of forty-four, seventeen are located in Karachi, seven are located in Lahore, and two are located in Islamabad and two in Multan and two in other regional offices. Batch Branches; The branches where all transactions are carried out with the computer based system but these branches are not connected to the central computer with wide area networking. Batch branches are using three types of system, Branch Back Office (BBO) based on FoxPro, Branch Automated System (BAS) based on UNIX Branch Integrated System (BIS) based on FoxPro, in Karachi mostly branches facing this problem. Now-a-days efforts are under way to convert all branches into Electronic Banking System (EBS) which is used by online branches as this system doesn't require a person to remaining sitting till the branch closed its operation but the system automatically close itself when the branch time is over. The database in head office is also on this system. Manual Branches: IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 47 The branches where all transactions are carried out manually and records are maintained on registers. All branches in Pakistan report to their regional office regarding their daily transactions. In RHO through online terminal data goes to head office central computer. Except for branches those are online as they transfer their daily data directly through their own terminal. As day-to-day, activities of all branches are recorded in a central computer. 5. Imports and exports department IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 48 Exports Introduction and registration: Federal Govt. has empowered by Imports and exports act 1950 to regulator the import and export in Pakistan. Being a developing country like other developing countries, Pakistan’s imports exceeds than exports. To control this condition the registration order 1993 has been made mandatory for the registration of import and export. Export promotion bureau has taken the authority of registration. Any importer or exporter who has not granted with registration will not be able to import or export any kind of goods into or out of Pakistan. The requirements for getting registration are as under: Application form. Photocopy of I.D card. Copy of memorandum and article of association (in case of limited company). Ownership deed of office. Fee payment. Certificate of incorporation. Applicant should regular taxpayer. The most important exports from Pakistan are sports goods, surgical goods, hand noted goods, textile goods, leather goods etc. Export procedure: The imports and exports act regularly changed by the government in each year under which all the exports works. When the importer send the L.C to bank in respect to import or when the L.C comes to the advising bank from the issuing bank then the concerned officer allot the number to the L.C and get registered. The concerned officer write down the name of issuing bank and the party name in a register and intimate the party about L.C. the exporter after IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 49 receiving the L.C from bank will prepare the documents as per the L.C usually the following documents have to be prepared by the exporter: Bill of lading Covering letter E- Form Bill of exchange Packing list Commercial invoice Quota documents in case of quota country Certificate of origin Special custom invoice Imports Imports regulation Government of Pakistan and ministry of commerce controlled the import under the import and export act: Categories of imports Imports are classified into the following categories: Commercial sector imports Industrial sector imports Public sector imports Registration of importers IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 50 Any individual should have to get himself listed with the export promotion bureau under the act of import and export registration no of imports and exports act if he desires to approach the bank for importing goods from overseas. He needs to complete the following conditions before getting himself registered: Nic number National tax number Member of registered association IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 51 Sales Operation in HBL Business activities and procedures has set by the Sales operation department which provides help to HBL perform its functions effectively and efficiently The sales operation department of Habib Bank Limited is organized to assess condition of the various branches. The sales operation department entirely regulates the operations which are performed by the HBL. Purpose and benefit of sales operation in the Habib Bank Limited For banks to run successfully sales operation department is essential. Bringing together the branches and customer is the core purpose of sales operation Department. It saves time of the management. It’s a good symbol for the progress of HBL. Through this progress we know that how much sales are made, and how much profit has earned during this year by the branches of the bank. Function of sales department Attraction and retention customers are the core purpose of sales department in HBL. The sales department in HBL is very dynamic it is always ready to works for the assistance of clients. Therefore it is said that sales activities are to be organized to encounter the customer demand with suitable supply. The 2nd function is to boost the sales volume of HBL in a specific time period. Providing motivation through various methods to the sales force and giving proper training to them which will be helpful for individuals to carry sales activities successfully. Analyzing the demand of the market, study the psychology of customer, preparing the sales budget and searching the new markets is the duty of the sales department of HBL. IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 52 Sales Methodology Sales policy is the accepting customization and proposal of the sales procedure exclusively for the product being sold to the target customers and the degree of sales complexity; In sales procedure there are numerous means to categorize suspects, gain their attention, raise their interest, build their desire, move them to action and close the sales: Sales policy is the sales technique which is used in the selling of products by the HBL. The HBL practices the various methods for their sales. The HBL delivers the improved sales to their customers so that customer should be satisfied with their goods and should remain loyal to them permanently, The HBL use this sales policy to accomplish their desire outcome. IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 53 Value of Investments in employee retirement benefits fund The following is the value of investments of provident, gratuity, pension and benevolent funds maintained by the Bank, based on the latest audited financial statements. Particulars Rupees in Million Employee’s Provident Fund 8,224 Employee’s Pension Fund 3,620 Employee’s Gratuity Fund 1,146 Employee’s Benevolent Fund – Executive and Officers 997 Employee’s Benevolent Fund – Clerical and Non-Clerical 354 IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 54 Domestic Network Name of Region Number of Branches Karachi South 66 Karachi North 76 Hyderabad 55 Sukkur 48 Quetta 37 Multan 95 Bahawalpur 54 Sahiwal 76 Faisalabad 93 Lahore 95 Sialkot 71 Gujranwala 65 Gujrat 66 Sargodha 74 Jhelum 74 Islamabad 116 Mardan 88 Peshawar 100 Mirpur A.K 51 Islamic Banking 33 Commercial 19 Corporate (Including K.E.P.Z) 12 IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 55 Suggestions And Recommendations There should be authority in every region which ensures efficient flow of communication and its understanding. HBL should immediately take brave steps towards the welfare of experienced Habibians. In this regard HBL has set best example The management should try to decrease job insecurity among the employees. Training program should be started for internees and newly appointed employees. The bank charges high service charges as compared to the other banks, so these should be lowered down. Surveys must be conducted regarding customer satisfaction level and all employees of this dept. should look forward to getting feedback whenever possible. Adding of value added features that offer competitive advantage is also a means of avoiding customer dissatisfaction. It is strongly recommended that HBL should automate its branches and develop a powerful computer network for on-line banking. Govt. should take keen interest to recover its bad debts, which can improve its financial position. HRM department must have a proper plan for placement of employees HBL must give the proper attention toward increasing the customization. It should establish a customer-oriented section in each branch for receiving him respectfully and provide proper guidance that he requires. Along with the officers, the training must also be given to the clerical staff. Because of HBL are running on manual system and the training of its staff directly improving IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 56 their efficiency of work? Working conditions must be improved for employees. Upper management should take decisions for promotion of employees on the basis of professional justice. Internal politics and lobbies should be minimized. There is also a need of proper recruitment and selection program. New young talent should be introduced to inject the new ideas. HBL major fault is that wasn’t keeping its pace with ongoing changing in banking industry unlike other bank. Now this bank combining all it power and trying to approach other banks. Latest reorganizing efforts are necessary to make it cost effective also making its facility accordingly to modern banking. These must continue. Bank management has to put its all efforts to change the prevailing culture of the bank and to put the foundation stone of business oriented culture in which employees give important to the bank and its consumers. To attract the customer in the future HBL have to make extensive efforts to facilities of retail and consumer banking. Plus the technologies in the banking, which will be necessary for future banking is another week area, need to be stressed. The outlook and interior layout of the branches is another thing, which needs to be improved. The procedure of taking services from the bank must be made easier and straight forward not involving long difficult procedure for simple task. To remain in the market bank need to be vigilant in the eyes of customer. One-way is through promotion efforts, so that people aware about he services of the banking and any addition, which the bank as made in the portfolio of its services. IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 57 Conclusion HBL is clearly the first choice of everyone who believes in qualitative approach of banking an environment of highly responsible people. Bank is enjoying a healthy market share and taste of good status in terms of its operative features and customer support. HBL is clearly the best bank operating in Pakistan. Corporate and commercial functions are distinguished features of HBL experiencing a good reputation and reasonable mark up with respect to prevailing market mark up with assurance of satisfaction and support. HBL has more customers as compare to other banks, if they given proper attention to every customer then in few years it will be the leading bank of the country (asset point of view) Being a nationalized Bank, it has been facing the problem of pursuing the policies of the govt. whether or not they are profitable for the Bank. The Bank had to undertake many compulsory advances schemes which resulted in a situation where the Bank had to incur huge losses. The yellow Cab Scheme and the Karobar Scheme are prime examples for that. Moreover, the bank has to undertake many such services and functions which are not much beneficial for the bank in monetary terms, but the bank has to perform those functions since no other bank is ready to perform those functions, such as dealing the salaried accounts, pension payment services etc. HBL has revamped its structure in the recent past, and many revolutionary changes have been brought in, but still the overall image of the bank is not very satisfactory. Especially, in the field of Information Technology, the bank is lagging behind. However, recently the Bank has contracted with a company of international repute to incorporate the latest, state of the art computer infrastructure into the Bank, namely The Core Banking Application (CBA), which would be the most advanced banking technology in the country. IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 58 Customer service has been another prime problem of the bank. The bank employees don’t get the enough room for dealing the customers the way the private banks deal. The reasons are very obvious, that the clientage and the customer base of the bank is so vast that it hardly can give the same level of service to all its customers, given the problems and regulatory problems faced by the bank are there. Given the strengths and the commitment level of the employees, HBL can easily out-class its competitor banks, if some of the problems are removed, by working sincerely for the achievement of the goals, such as bringing the branches to online mode, incorporating computerized system, uplift of the branches appearance etc. IQRA NATIONAL UNIVERISTY SWAT CAMPUS, ODIGRAM, SWAT, PAKISTAN Page 59