January, 2015

Business Strategy 2015……..2016

Copyright © 2014 Knight Frank India

OSG NCR

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

Key Deals

9,00,000 sq.ft

5,00,000 sq.ft

1,60,000 sq.ft

3,30,000 sq.ft

3,00,000 sq.ft5,00,000 sq.ft

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