Financial Services

New Age Rural Financial Services

JBIMS, Mumbai
Knowledge Partner Media Partner
Primary Research
The consumer insights and surveys were taken in
CONSUMER Thane and Nashik regions

Agenda Specifics
Details regarding the entire customer journey and
DEALERS Total 252 (Rural – 156, Urban – 96)
process of loan processing
Mode Survey / Interviews / FGD
Age Range 19 – 64 years
PROFESSORS Valuable assistance from professors and industry
/ EXPERTS Income Group 77% less than 10L
experts regarding the emerging trends

EMPLOYEES Supportive and patient Employees of Mahindra

Finance

GUMNAAM, JBIMS
 New Age Rural Consumer – Consumption Pattern

RISING PER CAPITA INCOME SURVIVAL TO ASPIRATIONAL

p.a. growth in Components of expenditure on durables
10.9% discretionary spending

45% 17.5%

SEEKS CONNECTIVITY Vehicles White goods

14% Of expenditure on Mobile
phones 23%

p.a. growth in Internet

128% consumption Jewellery
Key
New Age Rural Customer; gradually marching towards an urbane lifestyle
Takeaway
GUMNAAM, JBIMS
 New Age Rural Consumer – Values and Attitudes
BETTER INFORMED ASPIRATIONAL

74% Research before purchase 62% Buy branded goods

See brands as reliable

Consult their friends/family 54% and trustworthy
71% before taking a loan
INDEPENDENT
DIGITALLY LITERATE 68% Seek self-service
options
Willing to use digital
61% channels
OPTIMIZERS

81% Seek value for money

Key New attitudes, priorities and behaviors are reshaping the purchase decisions of
Takeaway rural consumers
GUMNAAM, JBIMS
 Areas for Improvement
Inefficient Loan Disbursal Process Inadequate Customer Connect

• Low customer retention

• Multiple hand-offs • Low cross-selling, follow-up
• Higher TAT (Turnaround Time) mechanisms

Lack of Customer Incentives Lack of Service Accessibility

• Low brand loyalty & brand stickiness • Lack of consistency among channels
• Lack of customer recruitment schemes • Dependence on branch for services

Key MMFSL can achieve service & operational excellence by redesigning certain
Takeaway processes and activities by focusing on a customer-centric digital strategy.
GUMNAAM, JBIMS
 Inefficient Loan Disbursal Process
Lead Generation FI Verification FI completion Document collection

• No progress/status report to dealer • Customer & field force contacted • Documents physically collected
• Lead source classification absent manually leads to delays • No system for central upload

Customer
Accounts dept. file
File creation Agreement Signing appointment for
checking
agreement signing

• File creation initiated after documents • No immediate intimation of loan

physically received, causes delays disbursal success to customer

Sanction Letter Delivery Order Disbursal and

Tele verification
generated printing closure

Key A time-motion analysis of the loan disbursal process reveals highly manual
Takeaway procedures, multiple hand-offs and a high TAT
GUMNAAM, JBIMS
 A step towards Digital Innovation
Key Objectives
• Reduce TAT
• Reduce delays and errors
• Channel integration
• Empower employees
• Greater control
• Scalability
• Better customer experience
Driven By Enabled By
• Customer Management
Software
• Redesigned Digital Process
• Handheld Tablets
• Access ON THE GO
• Dealer Portal
• Centralized Access
• Management Information
Software
GUMNAAM, JBIMS
 Redesigned Loan Disbursal Process

Lead Generation Field force intimated FI Verification Scan Documents Customer

via Dealer Portal for FI verification & Completion & upload on CMS appointment

Auto-disbursal Sanction letter Timely Tele- A/Cs Dept. check Agreement signing
& closure generated & delivered Verification updated on CMS & CMS file creation

Key Digitally-enabled staff and a centralized CMS enable automated communication,

Takeaway real-time updating, channel integration and swift process flow.
GUMNAAM, JBIMS
 Customer Management Software

CCE
Leads

Central Office CMS Branch Collections

BE Customer Service

Key The centralized Customer Management Software will be accessible to the central
Takeaway office, branches, sales persons, collection agents and call center executives.
GUMNAAM, JBIMS
Customer Management Software Capabilities

CMS
CMS Lead Manager

Start typing a lead name SEARCH

Lead Name
TASK MANAGER Source Stage

NEW Ashok P. Dealer ABC Contact Pending

COLLECTIONS ASSISTANT
NEW Laxman Iyer Dealer ABC Contact Pending
LEADS MANAGER 3
Shankar Vy. Dealer ABC Contact Pending
NEW
CUSTOMER INFORMATION
LOST Dr. A D’Souza Dealer OKJ In Negotiation

KNOWLEDGE BASE WON Shruti Nair Dealer GYH Closing

CAMPAIGNS LOST Arvind Jal DM In Negotiation

Dealer XYO
CONTACTS WON Raghu Ram Closing

GUMNAAM, JBIMS
 Customer Management Software Capabilities
Training Manuals Employee activity calendar
Product library Knowledge Task Dashboards
Relevant articles Base Manager Charts for tracking

Cost & Revenue tracking Campaign Lead Lead capture

Response tracking Management Manager Lead Management
Channel effectiveness Automated notifications
ROI Lead tracking
Customer Collections
Single view of customer details Information Assistant Collection progress
Service grievance tracking Real time updation

Key The CMS is a holistic solution that increases overall sales productivity and
Takeaway efficiency; while making the processes scalable.
GUMNAAM, JBIMS
 Areas for Improvement
Inadequate Customer Connect

• Low customer retention

• Low cross-selling, follow-up
mechanisms

Key MMFSL can achieve service & operational excellence by redesigning certain
Takeaway processes and activities by focusing on a customer-centric digital strategy.
GUMNAAM, JBIMS
 Inadequate Customer Connect
Existing Systems
Customer Managers First Choice Sparsh

• Focus on near maturity & top-up • Focus on Refinance customers approaching • Focus on near-maturity contracts
customers maturity • 9 member team 5-6% conversion
• Unstructured mechanism

Problem Areas

Reach focused on mid/ end of tenure Risk of defection to competition during tenure

Lack of organized database & system Multiple calls & outdated information

Lack of follow up/ forwarding mechanism Opportunity cost from loss of business
Key
Ensure customer retention by timely follow-ups and cross-selling of products
Takeaway
GUMNAAM, JBIMS
 Analyzing the Customer Journey
LOW EXPOSURE
ELIGIBLE FOR TOP-UP LOW EXPOSURE Need for Refinance
HIGH High chances of Need for New Loan Need for New Loan
EXPOSURE Conversion Proven track record – Low Risk Proven track record

Customer
On-Boarding

ELIGIBILITY PERIOD

START YEAR 1 YEAR 2 YEAR 3 YEAR 4 MATURITY

Key Customers need to be aggressively reached out to in penultimate years of loan

Takeaway tenure to avoid defection to competitors
GUMNAAM, JBIMS
 Proposed Solution
Pilot Findings Outbound Call Centre
3 Centers 9 Languages
21 Tele-Marketing Executives

NCR

MUMBAI

15
CHENNAI

Outreach: 306
40000 calls a month
Leads generated :139
Leads from 2nd & 3rd year from maturity = 68% 3000 converted leads
Key
High latent loan requirement in penultimate years
Takeaway
GUMNAAM, JBIMS
 Areas for Improvement

Lack of Service Accessibility

• Lack of consistency among channels

• Dependence on branch for services

Key MMFSL can achieve service & operational excellence by redesigning certain
Takeaway processes and activities by focusing on a customer-centric digital strategy.
GUMNAAM, JBIMS
 Lack of Service Accessibility
Current Service Touchpoints Problem Areas

In-Branch Service
Excellent customer service Lack of Mobility
Customers Speak
Lack of Consistency
Field Service
Prompt service via BE Cost of Travel

Cost of Cash-Handling
Business Executive
Customers directly contact BE
Workload on BEs

Website Communication Void

Poor interface marred with bugs

Key Enhance customer experience by providing multi-channel integration and

Takeaway increasing mobility by harnessing the power of digital.
GUMNAAM, JBIMS
 Improving Service Accessibility
Customer Service Helpline

MIS UPI

Enabled
By
Proposed Solution

Mobile
App
Mobile Digital
Banking Payments

Key To improve customer service MMFSL can create three new touchpoints while
Takeaway also improving channel integration through MIS
GUMNAAM, JBIMS
 Customer Service Helpline
1800 777 9999
Customer Service Centers Services Offered
3 Centers 9 Languages
12 Customer Service Executives Queries/ Complaints New Loan Application

Penalty & Charges Loan/ NOC Tracking

NCR
Loan Details Pre-approved Loan Amount
MUMBAI
EMI Information Feedback Surveys
CHENNAI

Key
Takeaway A toll-free service helpline will enable a satisfactory customer experience

GUMNAAM, JBIMS
 A Case for Mobile Branch

Rural smartphone penetration growing at 73%

CAGR

Mobile internet population to double at 720

million by 2020

75% of new internet users in India will come

from rural areas

Key We propose a mobile-app with multiple features to support anywhere and

Takeaway anytime access
GUMNAAM, JBIMS
 Mobile Branch Capabilities
Apply Loan
for Loan Info. AUTO LOAN
AUTO LOAN AUTO LOAN 12345ABCD
12345ABCD 12345ABCD
Login ID:
Password: REINSURANCE
DSGEG3565
Sign Up
New user? Check
MUTUAL FUND
Status of SDERGE7634 MARUTI SWIFT EMI Info.
Apply for Loan
A/Cs SAI SEVICE
823

PREAPPROVED
AUTO LOAN LOANLOAN
AUTO
12345ABCD
A/c
Late Payment Statements CONGRATULATIONS!
Rs. 982 You have a preapproved loan of
Rs 3,00,000 on Auto Loan
Charges Walk into your nearest Mahindra
Summary Pre- Finance branch to know more!

Total Charges Rs. 982

Approved
Loans *Terms & Conditions Apply

GUMNAAM, JBIMS
 Mobile Branch Capabilities
YOU REFER WE
PRODUCTS & SCHEMES & PREFER
SERVICES
Product OFFERS Referral
Corporate Scheme @ Please enter details of
Auto Loan Library 10.99% only Scheme
SME Loan person you want to
Insurance refer:
Mutual Funds Government
Fixed Deposits Employee Scheme @
Commercial Vehicle Latest 11.49% only
Name:
Phone No:
Housing Loan Schemes
Used Car Loan Email ID:
Top up Loan & Offers SUBMIT

Online
Payment
Gateway

EMI
Calculator

GUMNAAM, JBIMS
 A Case for Digital Payments
India is becoming a Digital Country
People Mobile Phone Users Internet Users Smart Phone Users
#2 in the world

2015 1250 mn 1000 mn 300 mn 240 mn

2020 1350 mn 1200 mn 720 mn 520 mn

Rise in Adoption of Digital Payments

Number of transactions (mn) 387
94%
172
53 95

2012-13 2013-14 2014-15 2015-16

60 224 1035 4018

Value INR billion

GUMNAAM, JBIMS
 UPI - Unified Payment Interface
Needs a Virtual Payment Address only

Accessible Online/ Offline

Hassle-free

Speed Ease of trial

Simplicity
and onboarding

Regular Cost of
Universality/
Payments handling cash
Reach

Key
Redefine Earn and Pay model using ‘One – Click’ EMI repayment using UPI
Takeaway
GUMNAAM, JBIMS
 Areas for Improvement

Lack of Customer Incentives

• Low brand loyalty & brand stickiness

• Lack of customer recruitment schemes
Key MMFSL can achieve service & operational excellence by redesigning certain
Takeaway processes and activities by focusing on a customer-centric digital strategy.
GUMNAAM, JBIMS
 You Refer We Prefer
A INCENTIVE STRUCTURE
Level 1 Level 2 Total
Name
Level 1 C incentive incentive Incentive
B A 2000 2000 4000
B 2000 - 2000
C 2000 - 2000
Level 2 Total Rs 8000
Ticket Size: Rs 5 lakh
D F
E G

Dealer Payout to Referral Incentive Ratio = 9:1

Key We can nurture our customers into brand loyalists with the correct incentive
Takeaway scheme
GUMNAAM, JBIMS
 Business Outcomes - Digitization
Operational Outcome Financial Outcome

New a/c sales per FTE 45%

Improve
end-to-end Cycle times 60%
performance
Call Centre metrics 33%

New a/c per ops FTE 30%

Develop Increased Cost Savings
efficient & Level of automation 40%
effective
processes Documented processes 70% Increased Revenues
Streamline the Customers per total FTE 50%
organization Incremental Returns = 180 Cr
Customers/ Branch 40%

GUMNAAM, JBIMS
 MAHINDRA – Strong Brand Equity
Mobility B2B
• Construction Eq.
• After-Market • Industrial Eq.
• Boats • Steel
• Aerospace • Consulting
• Automotive • Logistics

Agriculture Urban
• Agribusiness Lifestyle
• Farm Equipment • Hospitality
• Real Estate
Information Financial • Retail
Technology $ Services

Key The companies within Mahindra group enjoy significant individual brand
Takeaway equity which must be leveraged to drive sales for Mahindra Finance
GUMNAAM, JBIMS
 Strategic Tie Up -
End-to-End Agri Solutions Far- Reaching Movement Widespread Presence
OVERVIEW

Mechanized farming Touches Digital Presence

Seed Quality (10k+ app downloads)
Crop protection 22 Lakh Physical Presence
Irrigation farmers (155 Centres)
OPPORTUNITY

Improved access to Farmers Customer Experience Marketing for Awareness

‘Learn. Interact. Collaborate’
App Based Marketing
Knowledge based society Retain loyalty
Leveraging physical & Influence purchase BTL Activities
digital presence decision

Key There exists a strong strategic rationale for collaboration and leveraging
Takeaway strengths of Sammriddhi to increase awareness & revenue
GUMNAAM, JBIMS
 Strategic Tie Up -
Widespread Presence Fast Growing Target - Tier II & III
OVERVIEW

790 Branches >400 existing outlets

35% CAGR

365 Locations Expansion to 1000+

5% Market Share
outlets in 2 yrs
OPPORTUNITY

Product Portfolio match Product Profile match Growing Market

Cars & Utility Vehicles
comprise >50% of our
product portfolio
Pre-owned car market
Avg. ticket size =
= 32 lakhs p.a.
Rs. 3-4 lcs
Ratio from 1:1.1 to 1:3
Avg. term = 3-4 yrs
CAGR = 20% p.a

Key
Great scope for collaboration and creating one-stop solution for used car market
Takeaway
GUMNAAM, JBIMS
 Business outcome with Sammriddhi

Lead Generation Improved Customer Potential Loan Book:

Experience Rs 1127.5 Cr

Potential Revenue:
Rs 188 Cr

Reduced Default Increased Product

Rate Awareness
Key Cross-selling by using Samriddhi’s wide network of farmers can reduce
Takeaway customer acquisition costs and instill brand loyalty.
GUMNAAM, JBIMS
 Business outcome with First Choice
Car Buyers

Lead

2%
Seamless
Lead Generation experience
Financer
2%
Agg. Loan Book: Rs. 3000 Cr
by 2020
Car Sellers
Revenue: Rs. 475 Crore
Lead

2% PAT : Rs.35 Crore

Key Used car financing brings tremendous opportunity for us as the market gains
Takeaway momentum in rural and semi-urban areas.
GUMNAAM, JBIMS
 CSC – Common Service Centres

With key focus on the rural citizen, CSC is the single largest government
initiative to empower Rural India through digital infrastructure

1.8 lakh CSC 2.5 lakh CSC 1 CSC in every

centres centres by 2018 Gram Panchayat

Key
Potential to claim an additional 50,000 branches
Takeaway
GUMNAAM, JBIMS
 CSC Loan Disbursal Process Map
CSC walk-in

Central Server
Sales pitch
Customer CSC VLE

Loan Disbursal process

Loan Disbursed
Nearest Mahindra
Finance Branch
Key Swift processes, well-trained VLEs to replicate the superior in-branch
Takeaway experience.
GUMNAAM, JBIMS
 CSC Capabilities & Business Outcomes

300 customers/month
Monthly
per centre
footfall/centre
30
Lead Generation EMI Repayment Leads generated customers
(10%)
Leads converted 3
(10%)
Total Business opportunity: 3*12*50000 =
Client Servicing 18 lakhs customers
Key With multiple activities that replicate a branch and a wide-spread presence, the
Takeaway CSC allows us to support the dreams of many rural citizens.
GUMNAAM, JBIMS
 SME Loan Portfolio
Present contribution MSME to GDP – 8%

Projected contribution by 2020 – 20%

But….
Financial exclusion in rural MSMEs - 93%
Major roadblock for Mahindra Finance?
Small ticket size in scattered areas Higher operational costs

Key MSME sector gathering steam, extensive Credit gap in MSME holds key to
Takeaway growth
GUMNAAM, JBIMS
 Mahindra Finance & Power2SME tie up –
Unlocking the potential in SME lending

– India’s first raw materials Buying Club for SMEs

Products Sold

Big ticket loans disbursal Lower operational costs

Business Outcome of
the tie up
Key
Partnership to ensure penetration in MSME market at low operational costs
Takeaway
GUMNAAM, JBIMS
 E-commerce vendors-The New Age Rural Enterprise

1233 out of 4556 e-commerce 20% of sellers for e-commerce

hubs are in rural India portals are form rural India

A credit requirement of > $75 Billion by 2020

Key E – commerce growing rapidly across rural India, need to stay ahead of the
Takeaway curve to reap benefits
GUMNAAM, JBIMS
 Tie ups with Ecommerce sites to fund vendors

Key The strategic tie ups are going to foster our growth by contributing to the
Takeaway transformation of Bharat into India
GUMNAAM, JBIMS
 Paradigm Shift in Rural Expenditure

JEWELLERY WHITE GOODS E-COMMERCE

10% 7.4% 100%
CAGR

FMCG AUTOMOBILES MOBILE PHONES TRAVEL

13.2% 22% 13.4% 8.9%
Key Rural consumption patterns are changing, dominated by FMCG, Electronics and
Takeaway Lifestyle products
GUMNAAM, JBIMS
 Untapped Business Opportunity
Rural Consumption Expenditure Postpone Expenditure due to lack of funding
16.7% CAGR* 84% of total sample

Funding of Consumption Expenditure Business Opportunity

100%
Borrowing Largely
Large Financing Gap
80%
Unorganized
60% Aggregate Rural Consumption
(INR bn)
40%
20%
2.7x
0% 26383
Saved Cash Loan from Loan from Loan from
Relatives Moneylenders Banks 9688 16701

Kisan & General Credit Card 2005 2015 2025F

Cover max 10% of Consumption Expense
Need for Rural Consumption Credit

Key There is a credit gap in financing rural consumption expenditure and it brings a
Takeaway big opportunity
GUMNAAM, JBIMS
 Capture the Opportunity…
A pre-approved loan in the customer’s wallet

 Pre-Approved Eligibility
Jiyo
Zindagi  Minimal Documentation

 Easy Online Shopping

 Flexi Tenor Options

1234 56789 0123 45678
VALID
FROM 12/16 VALID
THRU
12/26  Pre-Approved Offers
ANIL KUMAR SINGH
 Instant Approval

Key The Jiyo Zindagi card is simply a smarter way to buy consumer durables, digital
Takeaway and lifestyle products.
GUMNAAM, JBIMS
 Innovative. Inclusive. Inspiring.
A HOLISTIC OFFERING
Expenditure

Mass-Market Loyalty “Zindagi Mart”

Program Regular deals & offers
• Cashback offers Consumer goods
• Aspirational gifts/ offers E-commerce
“At a store near you” Jiyo Jewellery/ Lifestyle goods
Zindagi
Rewards Offers

Key The holistic offering meets the new-age rural consumer’s need for a smarter way
Takeaway to spend.
GUMNAAM, JBIMS
 Use your Jiyo Zindagi Card anywhere

JIYO ZINDAGI Card

Place Jiyo
Zindagi Card in
Scan Card front of phone
Lifestyle Products Jewelers

Online Shopping
अब जो चाहो, वो पाओ Consumer
Durables/
amazon IRCTC
Electronics

Key Kiosk with integrated smartphones in retail outlets to make loan disbursal quick
Takeaway and simple
GUMNAAM, JBIMS
 Co-Creation
Customer Recruitment Model

Existing Customers Friends & Family of Existing New Customers

Customers
Phase I Phase II Phase III
Increasing Risk
Key
Co-creation is a safe recruitment model given the risk involved
Takeaway
GUMNAAM, JBIMS
 Unique Risk Assessment Model
Instant risk-scoring tool by
To authorize MF to
use your mobile
records in your
credit evaluation,
reply 1 now. Reply 2
to deny. Reply 3 for
more information

Customer applies Customer’s mobile

for EMI Card no. sent to CV Customer receives SMS from
CV requesting consent to use
Mobile phone records
 Calls  Texts mobile number.
Recommended EMI
Card for Zulfiqar  Bill Pay  Mobile Money
Tahari at MMFSL: 5000
INR over 12 months.  Recharge
Eligible for instant
disbursal. Demographic Financial Social

CV makes recommendation CV conducts credit

to BE on CMS assessment based on
various parameters
Key Credit Vidya to provide analytics for credit check for Card disbursal, thereby
Takeaway drastically reducing Operational cost & TAT for Card Disbursal
GUMNAAM, JBIMS
 Jiyo Zindagi Card Sales Channels
In - Store Kiosk Sutradhar Branding Mobile App
JIYO ZINDAGI Card
Enter
Name contact
Mobile No details
You will be
contacted shortly

अब जो चाहो, वो पाओ

MMFSL Branch Office MMFSL Website CSC – Common

Service Centre

Key Multiple sales avenues enable us to reach as far as we can and recruit
Takeaway customers aggressively
GUMNAAM, JBIMS
 Key Milestones
6678803
Customers
Reached 2797463
977500 CAGR = 21.19%
INR Crore 4571.6
Revenue 33.41%
1985.5
248.7 907.8

MH KA WB OR BR

Geographical TS GJ MP UK GO Wide
Reach TN KL PJ JH HP Presence
RJ UP HR CG AS

TRAVEL LIFESTYLE FMCG

Physical 66K+
Partnerships
Online 200+

1 2 3 4 5 6 7 8 9 10
GUMNAAM, JBIMS
 JBIMS, Mumbai

Thank you for your time & attention!

Knowledge Partner Media Partner
 APPENDIX

Knowledge Partner Media Partner

 Changing Values and Attitudes
INDEPENDENT ASPIRATIONAL

Prefer self-service and mobility Expect better products and services

OPTIMIZERS BRAND LOYALISTS

Nurtured with superior experience and

Prioritize speed, efficiency and price motivating incentives
A new-age rural NBFC must recognize this change in its systems, processes and activities.

GUMNAAM, JBIMS
 Proposed Referral Program
A Evaluating the Payout
Level 1 ASSUMPTION:
B C
Average ticket size = INR 5 lakh
Total clients gained = 6
Level 2

D  Referral Program
E F G • Total Incentive paid out = INR 8000
• Ticket size : Payout = 375

TERMS & CONDITIONS  Dealership program

• Trade advance Interest on 30 lakh
• Offer is valid for Existing Mahindra Finance Customers with ETR/ATR track only
(5%) + Payout (2%) = 12.5k + 60k
• Incentive will only be provided on closure of referred loan
= INR 72500
• Level 1 incentive(0.2%) will be provided via DD and Level 2 (0.1%) via relaxation in EMI
• Incentive can be earned up to Level 2 only • Ticket size : Payout = 41
• Incentive will be provided only once for referred customer, irrespective of no of loans
• Maximum Incentive per person = Rs 10,000

We can nurture our customers into brand loyalists with the correct incentive scheme

GUMNAAM, JBIMS
 Business outcome with Sammriddhi
Asset Units Ticket Conv. Rev/
size Rate
Tractor 22000 4.5 L 2.0% 990 Cr

Auto 1100 5L 0.1% 55 Cr

Lead Generation Improved Customer
Experience Housing 3300 2.5 L 0.3% 82.5 Cr

Potential Loan Book: Rs 1127.5 Cr

Reduced Default Increased Product
Rate Awareness
Potential Revenue: Rs 188 Cr
Qualitative and quantitative gains via collaboration

GUMNAAM, JBIMS
 A proactive growth strategy reflected in an extensive branch network
Coverage by Number of Branches Branch Network as of

1167 1172
1108
CAGR
14.83%
893

547
436

256
Below 10

10 - 30

30 - 70

Above 70 Mar-05 Mar-08 Mar-11 Mar-14 Mar-15 Mar-16 Jun-16

• Mahindra Finance’s success has been characterized by a “physical” format” - customers and prospects are physically and personally met
 Paradigm shift in occupation and consumption growth
Increase in per capita income indicated by Rising Share of agriculture
Expenditures 70.50%
62.80%
54.50%
48.40%
38.90%
29.90%

1970-71 1980-81 1993-94 1999-00 2004-05 2012-13

Share of non-agriculture
70.10%
61.10%
51.60%
45.50%
37.20%
29.50%

1970-71 1980-81 1993-94 1999-00 2004-05 2012-13