A Large Payments Bank (LPB) & Business Correspondent Network Manager (BCNMs) - Management Assignment Help

Assignment Task

Task 1: in MS Word document (1000-1500 words)
A large payments bank (LPB) has its distribution all over India. The payments bank has a network of feet on the street/sales staff who offer banking services at the customers’ doorstep. You can assume that these sales staffs are permanently on rolls of LPB. Most of these customers are from rural and peri-urban areas where LPB’s doorstep services provide a competitive advantage. LPB uses the sales staff’s network to onboard merchants and provides them two services- UPI (QR) based payment acceptance and a current account for the business transactions. Assume that LPB can offer credit from the 2nd year onwards with a net interest spread of 4%. LPB is contemplating three modes of acquisition for the merchants:

Model 1: LPB deploys its own sales staff for acquiring the merchants. While it has its benefits of using their existing channel, there are specific challenges. LPB has not been very efficient in their sales management and is not confident that they would efficiently manage the merchant acquisition. Secondly, it would also take time out of their other work, which is a higher priority.
Model 2: LPB ties up with a business correspondent network manager (BCNMs) such as Pay Nearby, Spice money, etc., to acquire merchants. Acquiring merchants is daily bread butter for such BCNMs, so there are synergies that can be developed. But, such a partnership would involve a cost. It could be a fixed amount per merchant or a percentage share of the revenue.
Model 3: LPB ties up with a third-party managed sales companies whose job is to acquire merchants for such partners. Here, the cost might be less, but there are challenges with quality.
Please evaluate the three modes of acquisition to determine. 

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