UTI Asset Management Company Limited CC-Apr26.pdf · 2026-04-23
So, as I said in my opening statement, Gaurav, I think, from our point of view, the company has carried out very significant refresh of its platforms, of its technology, of its infrastructure , of our reach in terms of the branch expansions that we have done. So, if you ask me what is the single-line agenda, the single line agenda is growth. You know, we are operating with roughly 270 branches. I gave you the employee count, which is now in the 1200 number. And if I look at all of these numbers put together, I would say we are operating below our capacity. So, the simple target over the next few years is to grow, is to grow faster than certainly our peers in the Top 10 of the industry, such that we can start to get the benefit of the operating leverage that is now already built in because we have absorbed a lot of those costs. From a people point of view, I mentioned in my opening comment, there has been a significant refresh in terms of the people and also I would say over the last few yea rs, there has been a dramatic transformation. If I just look at the age group of what we call our frontline cadre, the average age of the team has dropped from 41 years in FY21 to 36 years in FY26. And Gen Z now makes up 38% of the workforce. And if I go back five years, it used to make up 5% of the workforce. So, there's a very dramatic people refresh, which has taken place. My sort of callout to the internal team is to make sure they are well equipped, they are trained, they have best-in-class support, be it from our data platform, be it in terms of technologies available to them, to be able to raise their productivity and their efficiency, so that we can raise our share of gross sales, net sales, and achieve a much higher level of AUM wit hout in any way having to add further costs on the people front, particularly within the context of the MF business. So, the single line agenda is growth. If I were to drill down into the second line agenda, it would be to sort of grow our share of SIPs di sproportionately, because I think that is the key to growth, particularly on the active equity side of the business. And we know that is a much higher yielding part of our business mix. And clearly on top of these two, all the technology refreshes that we have done are allowing us to engage effectively with the young cohort and in the digital space. You know, if you look at the new SIP signups, which are happening, I would say given on which data point you look at, more than 50% of the SIPs are now originating digitally. So, all the investment that we have made in digital is something that we hope to use once again to be able to increase our growth rate. But single line agenda, grow the business. Second, manage the cost, increase the efficiency and use all the other tools that I mentioned.
This is Vetri here, just to add to what Sandeep said, one of the numbers that we are now tracking closely, and we are also putting that into our sales metrics so that we know what those numbers are, and we know what strategies we can use to drive it is the new customer acquisition, which to us basically means, are we getting a customer with a PAN number, which we earlier did not have in our MF folio base. So, the idea is to target that number. I mentioned that last year, we added 7 lakh P ANs. So, this year, we are targeting to grow that number significantly. So, a lot of the activities that we are doing in the digital space, as well as on ground including B30 cities, etc., as an example, women investors as an example, is to widen that pool, because that has been our historic legacy. But also, we think that is a great way to create the customers, who as they grow, you will grow with them. What we also have now with our salesforce marketing automation is the ability to communicate with these clients using our salesforce marketing automation and being able to cross sell and upsell opportunities to them. We implemented the salesforce marketing automation sometime in the middle of last year, early days at this point of time, but we are starting to see that driving engagement with those customers helps you make them think through their investments better and also gives you that opportunity to upsell and cross sell. So, new customer acquisition is certainly a key part of that. And now with digital, there is an ability to target and communicate appropriately with them to raise your share of AUM with them.