#1Retail Deep Dive AUGUST 2023#2Safe Harbor RBL BANK Years In Your Service ESTABLISHED IN 1943 By attending the meeting / telephonic call where this presentation is made, or by reading the presentation materials, you agree to be bound by the following limitations: The information in this presentation has been prepared by RBL Bank Limited (the "Company") for use in presentations by the Company at analyst and investor meetings and does not constitute a recommendation regarding the securities of the Company. No representation or warranty, express or implied, is made as to, and no reliance should be placed on, the fairness, accuracy, completeness or correctness of the information, or opinions contained herein. Images used are for illustrative purposes only. They have been used to represent content and ideas and not intended to be copied or imitated from any particular brand or organization. and do not constitute actual products. Neither the Company nor any of its advisors or representatives shall have any responsibility or liability whatsoever (for negligence or otherwise) for any loss howsoever arising from any use of this presentation or its contents or otherwise arising in connection with this presentation. The information set out herein may be subject to updating, completion, revision, verification and amendment and such information may change materially. Neither the Company nor any of its advisors or representatives is under any obligation to update or keep current the information contained herein. The information communicated in this presentation contains certain statements that are or may be forward looking. These statements typically contain words such as "will", "expects" and "anticipates" and words of similar import. By their nature forward looking statements involve risk and uncertainty because they relate to events and depend on circumstances that will occur in the future. Any investment in securities issued by the Company will also involve certain risks. There may be additional material risks that are currently not considered to be material or of which the Company and its advisors or representatives are unaware. Against the background of these uncertainties, readers should not unduly rely on these forward looking statements. The Company, its advisors and representatives assume no responsibility to update forward-looking statements or to adapt them to future events or developments. This presentation has been prepared for informational purposes only. This presentation does not constitute a prospectus under the (Indian) Companies Act, 1956 and will not be registered with any registrar of companies. Furthermore, this presentation is not and should not be construed as an offer or a solicitation of an offer to buy securities for sale in the India. 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In particular, neither the information contained in this presentation nor any copy hereof may be, directly or indirectly, taken or transmitted into or distributed in the U.S., Canada, Australia, Japan or any other jurisdiction which prohibits the same except in compliance with applicable securities laws. Any failure to comply with this restriction may constitute a violation of the United States or other national securities laws. No money, securities or other consideration is being solicited, and, if sent in response to this presentation or the information contained herein, will not be accepted. By reviewing this presentation, you are deemed to have represented and agreed that you and any person you represent are either (a) a qualified institutional buyer (within the meaning of Regulation 144A under the Securities Act) or (b) not a U.S. person (as defined in Regulation S under the Securities Act) and are outside of the United States and not acting for the account or benefit of a U.S. person. 2#3Setting The Context 01#4RBL BANK A Reflection of the Journey so Far.. Key events Measurables Core outcomes FY 11 to 19 Initially Wholesale led, which funded expansion into new businesses through portfolio acquisitions and organic growth Phase of investment in bringing Bank into a modern avatar Technology upgradation, digital eco-system partnerships Network expansion across India Smallest commercial bank in 2010, grew to become a mid- size player Achieved scale in Microfinance and Credit Cards Growth momentum driven by scale of advances Improving Profitability Amongst top 10 Credit Card issuers • FY 19-22 Stress in select wholesale and thereafter COVID induced stress in retail Risk off leading to stagnant growth Retailisation of assets and liabilities to avoid stress events Seeds of new product verticals Measures for tightening risk management and credit discipline framework Management level changes to . Absorbed asset quality stress • bring stability in functioning bank's • • Years In Your Service ESTABLISHED IN 1943 FY 23 Year of consolidation focused on setting the platform right Granularizing deposits and building strong retail led asset side Continued Investments in people, process, technology and strengthening risk management and governance • • FY 24-26 Shift from Product approach to Customer Focus Focus Increasing share of granular deposits and Retail and Small Business deposits Scale up on retail products launched in FY 23 Consolidation across business verticals; greater focus on retalilisation of franchise Stable management motivated workforce Predictability in return ratios; delivering consistently on commitments and • Cross-sell engine to complement efforts to expand customer base risk Customer centricity at fore Revamped credit underwriting, monitoring and management principles Advances growth 70% CAGR growth in PAT (2011-19) Amongst Top 5 credit card issuers Branch expansion and granular deposit focus Launched 10 new retail products ~16%, back to growth momentum I Maintain market positioning in credit cards Establish semi- across multiple products urban/rural presence 4#5..And Our Aspirational Leap.. FY 23 NNPA 1.10% Asset quality stress fully absorbed PCR 69% CRAR 16.9 Well capitalized to fund growth LCR : 126 % 5+ senior hires <30% attrition 1600+ touchpoints; 20% share in incremental biz Cost to Income at 68% ROA 0.8% RBL BANK Years In Your Service ESTARUSHED IN 1943 20%+ CAGR in advances 60-65% Retail mix Customer count - 26 mn FY 26 Building on existing "Core" Businesses and building scale in nascent verticals Focus on branch driven asset growth- Focal point of cross sell Building a data led omnichannel customer first approach Strong regulatory and compliance culture Attracting senior management talent; low attrition rates Leveraging points to drive granular liabilities 5€ Responsible Banking New business showing green-shoots HR Transformation Being a relevant Employer for tomorrow's workforce Operating investments largely made Improved tech stack Digital first solutioning Improving Profitability QoQ Return Ratios 1.4-1.5% ROA/13-15% ROE 5#6Our Vision For FY26 New products & channels driving diversifcation of business.. Differentiated product approach Embedded Analytics Repurposed Service delivery ..while leveraging existing platform investments.. 0 Branch-led asset growth model ..with a focus to achieve scale sustainably.. Strategy RBL 2.0 Aspirations RBL BANK Years In Your Service ESTABLISHED IN 1943 ..enabled by a setup to deliver personalized and convenient customer experience engine.. Economic Model Digital orchestration across the bank ..with deepened technology stack and digital play.. Business Model Operating Model T Mobilizing retail deposits Productivity enhancements driving results ..and an ecosystem creating future ready human capital.. 6#7..Driving Momentum in Execution Setting the stage for an expanding growth horizon to FY 26 1.4-1.5% RoA/ 20%+ CAGR 13-15% ROE مسا Advances & Deposits ROA/ROE & IL 30% % Share of new business 50%+ ~2600 Granular Deposits Touchpoints Operating model alive to changing market needs and digital growth drivers Product Suite Vehicle Loans, MSME, Business Loans, Green Finance, Consumer Finance Digital-first Product offering, UPI-based lending, Unified Trade Portal Our 'Bharat' Ambitions Future ready tech-stack Last-mile delivery through branches and BCs Full-fledged digital acquisition capabilities RBL BANK Years In Your Service ESTABLISHED IN 1943 Geography focused asset delivery platform Automated Processes Product innovation at the heart of everything we do Service capabilities across social stratification API-driven Architecture & Scalable Infrastructure Reimagining our delivery model Cross sell as a dedicated channel Symbiotic Partnerships with fintech's and tech providers DIY journeys, hub-and-spoke 7#8Our Key Priorities In This Journey Scale with sustainability Build robustness in our portfolio structure with each business contributing meaningfully to the balance sheet RBL BANK Years In Your Service ESTABLISHED IN 1943 Retail Focus Across assets and liabilities to drive customer acquisition. Large scale investments in people, process and technology to help drive operating leverage Customer approach Each business now has a product and customer KRIs built into performance tracking More from each customer Cross-sell not just as a large opportunity but an integral part of our investment payback.. Our priorities Build predictability in performance and create an engaged customer centric institution 8#9Our Key Priorities In This Journey 4 5 Operating 1 Leverage Digital 2 Readiness People 3 Capability Process Efficiencies IT system stability and resilience → 7 Product to Customer Shift → → OHOH ←→ 8 Brand Recall 9 ESG Focus 10 Data Driven Decisioning 11 Compliance Culture ┳→ 6 On Attracting Talent Where we are.. 0 On Where we aspire to be 12 Organisation Resilience RBL BANK Years In Your Service ESTABLISHED IN 1943 → → TOTOH HOTHO → → 9#10Cross sell potential Opportunity Layer Off us Retail loans (Vol, Size) HL - 0.3 Mn,100K Cr LAP -0.1 Mn,50K Cr GL -0.2 Mn, 6K Cr 2 W-0.2 Mn, 50K Cr PL-1Mn, 35K Cr Education -0.03Mn, 3K Cr Engagement Layer Orchestration Layer Fulfillment Layer RBL BANK Years In Your Service ESTABLISHED IN 1943 1.8 Mn Liability Customers Existing Customer Universe 4.5 Mn Card Customers 3.5 Mn MFI Customers 7 mn Partner Base ~500 Branches ~1100 BC points Unified Mobile App 2000+ Dealers ATM, WhatsApp, Chatbot, SMS, Email, Web, Call Centre STP Journeys Demand Aggregation through our in-house Common Data Market In-house CRM One KYC Simplified LOS Account Aggregator BRE / Credit Assessment B Legal/Technical evaluation Physical/Faceless Interface for RM Assisted Journeys 10#11Bridge To Achieving Our Financial Goals Pre-Tax Return on Assets Bridge (As % of Total Assets of the Bank) 1.1% Operating leverage improving in wholesale, cards 1.5% 1.6% RBL BANK Years In Your Service ESTARUSHED IN 1943 2.0% Retail turns 0.3% profitable setting stage for next phase of expansion.. and MFI expanding returns 1.6% 2.1% Breakeven in Two Wheeler, 2.1% 2.1% Gold and Affordable Housing -0.3% -0.1% Breakeven in RVF -0.3% -0.1% -0.4% -0.3% -0.3% Continued investment in platform, distribution franchise, technology for future FY23 FY24 FY25 FY26 Wholesale, Cards, MFI & Treasury Sales ■ Retail Assets exc. Cards & MFI Branch Banking & Corporate Centre Note: The above figures are approximations basis internal allocations, methodology & FTP and are for providing an understanding of segment profitability 11#12Our Credit Card Business 02#13GDP Trends and Macro Environment in India 6.8% 6.5% 3.7% 2017 2018 2019 GDP growth rate GDP ($ Trillion) 5.37 4.95 4.55 4.17 3.82 87% 3.47 6.8% 6.1% 6.8% 6.8% 6.5% 6.2% 3.18 2.65 2.70 2.83 2.67 2020 2021 2022 2023 2024* 2025* 2026* 2027* -6.6% Share of GDP 53% 54% 54% 56% 56% 57% 57% 58% 59% 57% 57% 2017 2018 2019 2020 2021 2022 2023* 2024* 2025* 2026 2027* 30% 29% 28% 28% 27% 27% 27% 26% 17% 17% 17% 17% 16% 16% 25% 25% 17% 16% 17% 18% 26% • 17% • 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 • Agri Industry Services Sources: RBI data Insights India is a strong and resilient economy with fastest growth among major economies Growing discontent with China due to Covid-19 India's growing influence in world politics Better relations with West and Russian counter-part Young population with access to better education RBL BANK Years In Your Service ESTARUSHED IN 1943 • Location of Indian subcontinent on world map 13#14Socio-Economic Trends in India India's Population Population Urban Population Age Distribution 0-14 15-64 65+ 5% 5% 5% 5% 6% 6% 6% 6% 6% 7% 7% 106 115 123 131 138 145 150 29 33 38 43 48 54 ITR filed RBL BANK Years In Your Service ESTABLISHED IN 1943 7.3 6.7 6.7 7.0 7.1 5.3 4.3 64% 65% 65% 65% 66% 66% 66% 67% 67% 67% 68% 19 61 3.4 3.0 2.1 1.6 31% 30% 30% 29% 29% 28% 28% 27% 27% 26% 26% 2000 2005 2010 2015 2020 2025* 2030* 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 24.1 UP up Urbanization under progress at fast rate India is a young country with very low old population 2022 Population 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 • 61 Cr individuals hold PAN Card Salaried vs Self-Employed Self employed Salaried (cr) 31 31 31 30 30 29 29 28 28 28 13.0 11.1 9.9 9.3 8.5 7.9 7.1 6.7 6.6 4.5 3.8 3.7 3.6 3.5 3.1 3.0 2.8 2.6 1.3 1.1 18 MH BR WB AP MP RJ TN GJ KA OR TG KL JH AS PB HR CG DL J&K UK Sources: Globaldata.com, Tradingeconomics.com, theprint.in, Worldometer.info, Statista.com 20 21 23 22 24 24 24 00 20 20 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 # in Crores14#15Emerging Indian Consumer Themes 1 Economic optimism has almost remained constant despite inflationary headwinds Younger generation and vaccinated populated demonstrated higher optimism, at 73-75% Grocery spending witnesses stable patterns, while discretionary spending has increased since 2020 2 Out-of-home activities are back for in-store and social experience Out-of-home activities are steadily returning, with 70% of consumers engaging in modified behaviour Categories such as shopping, entertainment, travel, and social gathering are returning to normalcy 3 Digital and omnichannel are growing; relevance prevails Three in four consumers continue to leverage omnichannel for purchases Digital services (eg, grocery delivery, streaming, online learning, and payments) are becoming the norm 4 Loyalty shake-up continues; perceived value is king, followed by purpose Seven in ten consumers switched brands or retailers, with value as the top reason Other common reasons for retailer switch were quality and sustainability RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 5 Scrimping and splurging in light of disruptions More than 40% continue to splurge on entertainment at home, international flights, vitamins and supplements, and personal-care products Other categories, including consumer electronics, apparel, and groceries, are showing scrimping Sources: Mckinsey Indian Consumer Survey 15#16Key Consumer Trends - Google Search People are choosing to act now, not later RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 + 215% Instant Delivery + 110% E waste Disposal + 100% Retail The convenience of online shopping remains a priority for shoppers who've embraced digital-first lifestyles, but we're also seeing new developments. Alongside continued growth in search interest in “same day delivery” and “free delivery,” which have risen by more than 35% and 15%, respectively, over the last two years, there has been a surge in search interest in "instant delivery," which has grown over 215% from 2021 to 2022. Consumers are no longer just looking for convenience now; they want to have products on hand immediately, especially during peak shopping moments such as the festive season. Technology Consumers are conscious of sustainability, and they're moving from awareness to action, following India's net zero carbon emissions pledge in 2021. For example, there's been a shift in search interest in "what is e-waste" to "e-waste disposal methods" quarter over quarter, with search interest in the latter growing over 110%. At the same time, people are holding brands and the authorities accountable for sustainability efforts. For instance, search interest in “clean India,” which is commonly associated with a country-wide campaign to improve waste management, has risen by over 80%. Finance Rising cost of living has been top of mind for consumers, with search interest in “inflation" and "cost of living" each growing over 20%. Moreover, people are acting to ease their financial concerns, including through short-term financing options. Search interest in “buy now, pay later” has risen over 100%, and search interest in “pay later” has increased over 50%. Buy Now Pay Later 16#17Key Consumer Trends - Google Search People are building their identities in the digital realm Retail + 15% Virtual Try On + 120% Minecraft Skin + 70% Best Stocks RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 Shoppers are forming their identities in the digital world through virtual shopping experiences, including those where they create augmented reality avatars to try on various kinds of products, such as clothing and footwear, without hassle. Search interest in "virtual try on" has grown over 15%. Technology In the world of technology and gaming, where online personas are common, players continue to want to create unique identities. For instance, search interest in “minecraft skin” grew over 120% in the past year, as players of the popular game look for ways to customize their characters with downloadable outer coverings known as "skins." Consumers are also looking to use 3D simulation technology to express who they are and what they like, with search interest in "simulator 3D" growing over 55%. Finance People in India are becoming avid online learners of finance and investing. Search interest in "best stocks” has grown over 70%, while search interest in "silver ETF" grew 8X from last year. 17#18Digital Payment Growth Drivers • • Entry Of New Players The digital payment space is attracting big techs and non-banking players Payment services are now being offered on messaging platforms Value-added services, cross-selling of products and overlay services are a few emerging business models • Regulatory Initiatives The Payments Infrastructure Development Fund (PIDF) has been created to boost the growth of acquiring infrastructure Guidelines have been issued on offline payments, tokenisation and regulatory sandbox Reimbursement of MDR on RuPay card and UPI transactions has been announced Technology as Growth Driver Technology platforms are catalysing the digitisation of payment processes. Cloud hosting, open APIs, etc., are enabling players to provide platform as a service and launch new product offerings. Ecosystem-based platforms with embedded finance have emerged. Change in customer behaviour . RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 Payment behaviour of Indian customers has seen a tectonic shift Integration of payment modes facilitated by FinTechs and PayTechs has led to ease of usage Redefined customer journeys are driving adoption both in the physical and e-commerce space 18#19Digital Payment Trends FY22-FY25 CAGR: 50% 8 21 1 41 11 Growth of UPI In INR trillion 85 131 188 255 327 18-19 19-20 20-21 21-22 22-23 E 23-24 E 24-25 E 25-26 E FY22-FY25 CAGR: 132% Growth on BNPL 3,191 In INR billion 1,076 643 363 192 2,011 Other Key Trends RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 UPI has had a tremendous impact on the Indian payments landscape. Simple mobile-based accessibility, ease of use and changes in consumer behaviour due to the pandemic have led to a significant increase in UPI transactions. UPI is expected to grow phenomenally by FY 2026 as below - • Expected to reach Rs 327 Trillion Transaction volume to surge to 169 billion at CAGR 50% BNPL has seen tremendous growth across the world over the last few years. In India, it has emerged as one of the preferred modes of payment among millennials. BNPL is expected to grow phenomenally by FY 2026 as below - • • • Expected to reach Rs 1,391 billion Expected user base to reach upwards 15 mil Transaction volume to surge to 2 billion at CAGR 67% • BBPS - It has contributed substantially to the overall growth of digital payments. Current BBPS value foy FY 22- 23 stands at Rs 1,230 billion and is expected to grow 4X to Rs 4,701 billion by FY 2025-26. Cross border - International payments act as a catalyst for cross-border trade and investments, and have played an important part in shaping up the Indian economy.. technological advancements are transforming cross border payments, inward remittance has a GAGR of 5% since 2016 and is expected to grow 150% by FY 2035-26. Tokenisation Tokenization refers to replacement of sensitive data by surrogate value known as a token. Scope of tokenisation has been expanded with additional use cases like laptops, desktops, wearables (wristwatches, bands, etc.), internet of things (IoT). As the number and usage of wearable devices across segments increase, tokenisation will help propel small-value transactions for in-store and transit payments. NETC - With FASTag having been made compulsory for all four wheelers, NETC is also expected to grow exponentially in the coming years, especially with the opening up of new use cases like parking and fuel payments. 20-21 21-22 22-23 E 23-24 E 24-25 E 25-26 E Sources: PWC India 19#20Industry Trends ...... _ Disruptions / Fintech / Threats RBL BANK Years In Your Service ESTARUSHED IN 1943 CARDS Tapping the Untapped SLICE UNI ICICI/AMAZON AXIS/FLIPKART Product BNPL BNPL Credit Card Credit Card 1 Empowering and elevating the 'early' with focus on the 'young Type millennial' segment who could be a student/NTC/thin files- profiles which Banks typically don't underwrite. Key Segments Millennials/ NTC/ Thin File Millennials/ NTC/Thin File Millennials/E-com spenders Millennials/E-com spenders In app sourcing | Zero Fee 2 No annual or renewal charges; making it convenient & lucrative for early users to enroll for the card offering. App based sourcing and card management enable 360 ecosystem for the Monthly Volume (~issuance) 2,00,000 10,000 1,00,000 1,00,000 users Core Feature No cost 3m EMI No cost 3m EMI 5% cashback on Amazon purchases 5% cashback on Flipkart & Myntra No interest EMI 3 Card users can get up to 90 days of interest-free installments Fee Lifetime Free Lifetime Free Lifetime Free Rs 500/- (waived on spend milestone) Big co-brand partnerships Cashback 1%-2% 1% 1%-5% 1.5%-5% 4 With an extensive ETB base merged with a large E-com 'sticky' spender base has resulted in high volume issuances to the tune of 5 million (AMZ+FLP) in the last 3 years 20 0#21Competitive Space ...........Multiple Evolving Consumer Needs Multiple Consumer Needs Category Competition RBL BANK 80 Years In Your Service ESTABLISHED IN 1943 Device Payments Easy Credit Rewards & Discounts Paytm पे Credit History Builder Credit Card Online & International Acceptance New Entrants Expanding Lifestyle Enhances Affordability freecharge Mobikwik G Pay amazon pay Clasic F Select F Wealth F IDFC FIRST F VISA O VISA VISA VISA VISA UNI® CARDHOLDER NAME COLIL SUPER SLICER VISA Millenni VISA Meni FC FIRST BANK FARELY VISA FIRST BANG PAMILY slice airtel money 21#22Lending Trends - Consumer Loan Funnel Products Personal Loan Demand Share Disbursal Share 31% 50% Acceptance Rate 82% Consumer Loan 25% 27% 57% Credit Card 27% 13% 25% Home Loan 3% 2% 26% Auto Loan 4% 2% 22% 2W Loan 4% 4% 51% Business Loan 4% 2% 22% CV Loans 1% 1% 39% Total 38,39,79,721 19,87,52,064 52% Apr 22-Mar 23 Industry View (includes us); Credit Bureau data RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 22#23Lending Trends - Segment Demand Products NTC 501-600 601-730 731-760 761-780 780+ Personal Loan 14% 3% 40% 28% 11% 4% Consumer Loan 20% 3% 36% 27% 10% 3% Credit Card 11% 2% 32% 31% 16% 7% Home Loan 20% 1% 24% 23% 18% 15% Auto Loan 17% 2% 35% 24% 14% 9% 2W Loan 31% 4% 34% 19% 8% 3% Business Loan 15% 2% 36% 28% 12% 7% CV Loans 20% 3% 41% 22% 10% 4% Total 16% 2% 36% 28% 12% 5% Apr 22-Mar'23 Industry View (includes us); Credit Bureau data RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 23#24Lending Trends - Segment Disbursal Products NTC 501-600 601-730 731-760 761-780 780+ Personal Loan 5% 1% 43% 36% 12% 4% Consumer Loan 13% 1% 24% 35% 21% 6% Credit Card 10% 0% 18% 34% 25% 13% Home Loan 9% 0% 20% 26% 22% 22% Auto Loan 9% 1% 29% 28% 19% 14% 2W Loan 28% 2% 30% 24% 11% 4% Business Loan 7% 1% 31% 33% 19% 8% CV Loans 13% 1% 24% 35% 21% 6% Total 9% 1% 33% 35% 16% 6% Apr 22-Mar'23 Industry View (includes us); Credit Bureau data RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 24#25Lending Trends - Portfolio Distribution Products % Trades NTC 501-600 601-730 731-760 761-780 780+ Personal Loan 28% 0.04% 4% 43% 27% 18% 8% Consumer Loan 15% 0.26% 2% 30% 34% 26% 9% Credit Card 31% 0.11% 1% 22% 23% 26% 28% Home Loan 7% 0.06% 3% 24% 21% 26% 26% Auto Loan 5% 0.04% 2% 34% 29% 22% 13% 2W Loan 8% 0.14% 12% 44% 28% 13% 3% Business Loan 3% 0.09% 12% 41% 27% 15% 5% CV Loans 2% 0.04% 11% 54% 21% 10% 4% Total 24,32,83,054 0.10% 4% 33% 26% 22% 15% Mar 23 Industry View (includes us); Sources: Credit bureau RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 5 25#26Credit Card Industry Share & Growth Trends - Jun'23 Cards (#) Spends (INR) Advances (INR) ICICI, 17% Others, 15% AXIS, 14% Kotak, 6% SBI, 20% RBL, 5% HDFC, 21% IndusInd, 3% 88.7 85.3 73.6 FY16-FY23 CAGR: 20% 62.0 57.7 47.0 37.5 29.8 24.5 ICICI, 17% AXIS, 12% Others, 12% SBI, 18% FY16-FY23 CAGR: 29% ICICI, 19% AXIS, 17% KOTAK, 5% RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 RBL, 9% SBI, 21% Indusind, 5% RBL, 4% HDFC, 28% Kotak, 4% INDUSIND, 4% HDFC, 22% Others, 3% 7370 6324 6076 4626 3312 2437 9774 14373 4117 FY16-FY23 CAGR: 26% 1165 1081 883 686 521 377 1478 2094 1943 FY16 FY17 FY18 FY19 FY20 FY21 FY22 FY23 YTM'24* FY16 FY17 FY18 FY19 FY20 FY21 FY22 FY23 YTM'24* FY16 FY17 FY18 FY19 FY20 FY21 FY22 FY23 YTM'24* Cards are in million, Spends and Advances are in Billion YTM'24 is till Jun'23 Source: rbi.org, 26#27Emerging Industry Trends 冯 Emerging Credit ? Card Industry R Trends Sources: PWC India + UPI ON CREDIT CARD RBL BANK Years In Your Service ESTABLISHED IN 1943 UPI on RuPay Credit card has been launched. It will increase the ease on QR transactions on credit Card, which further will increase market penetration for low ticket transactions TECHNOLOGY ENABLERS Technology partners are improving technology stack across various areas such as customer onboarding, underwriting and card processing including virtual cards and instant issuance leading to better experience HYPER PERSONALISATION Customers now prefer curated experience; banks are using data analytics and artificial intelligence to personalized service offering CORPORATE TAX During Covid corporate card spends had reduced, considering travel was among the major use cases. Recently corporates have started using paying taxes using Corporate Credit Card which are driving credit card spends FOCUS ON NEW SEGMENTS • . . • . Under penetrated market | 3% population has credit card Tier ii and iii cities Self employed proffesionals Customers with income range of 2.5 Lacs to 5 Lacs Age brackets of 18-25 years, 55+ years segments 27#28Our Journey So Far > 2021 Start of DST channel Focus on spends and activation post Covid Back to office with full strength Implementation of RBI master guidelines 4.5 million customers 6000 Cr monthly spends 4 2018-2019 • Focus on scaling sourcing and Acquisition • Core system migration from HP to Fiserv • RBL Mycard App 1.0 launch CRMNEXT launch • 1 Million customers - July'18 . . 2 million customers - July'19 Book size of 5,000 Cr - Feb'19 3 2 2020-2021 . Consolidation of portfolio Credit interventions to mitigate loss Regulatory modifications Focus on governance Discontinuation of DSA sourcing Launch of cards on Visa platform Moratorium & restructuring 3 million customer base - Apr 21 10K book size - Jan'20 RBL MyCard App 2.0 launch 1 RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 2014-2017 • • Acquired RBS Portfolio Team and resources setup Ratnakar to RBL Bank • Branding • Invested proposition in value JMD office setup in 2016 Launched Bajaj and Bookmyshow products 28#29Customer Engagement Instant Superior Customer Service Engagement Drive spends with merchant deals & exclusive offers Merchant deals Gifts and merchandise Mobile Penetration 50% of portfolio) Activation Enable Credit Card Usage at the earliest Activation Transparent Convenient Relevant Engagement Loyalty Loyalty Build stickiness with reward programs Exclusive offers SPECIAL OFFER Ongoing Relationship Cross-sell for alternate income EMI facility SPLIT PAY EMI proc fee waiver EMIPASS Insurance R-Shield Instant personal loans Ongoing Relationship Dial for Cash 76% New Customer activate in 90 days Ccustomer active in portfolio in last 120 72% day 85% EMI booked through mobile app at no cost 86% App Downloads Strong engagement will lead to repeat users & higher revenue. Aim to be a leader in customer engagement in Cards Industry..... RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 29 29#30Digital Convergence ChatBot SOCIAL MEDIA Collect dues digitally Digital Sl setup Ready reckoners for customer guidance Continuous updates on defaults Collections Service customers digitally Customer Customer request onboarding through app/bot Service Instant customer-centric request decisioning Credit Card RBLBANK WhatsApp www.rblbank.com Acquisition Organic lead flow through digital channels Automated decisioning Instant on-boarding 0 Build Relationship Generate revenue and cross-sell digital Acquisition, add-on requests through app RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 Account Management View and service account related details digitally Card controls with user on handy app Offer fulfilment details & instant redemption through app Usage awareness/Fraud awareness Engagement New age marketing through WhatsApp, App, notification and BOTS Gamify and engage Account analyzer & derived offerings - upsell/upgrade or offers 30#31Relative Strengths (1/2) Brand Value Distribution Product Service Partnership Technology 2014-2017 2018 - 2019 tttttt tttttt 2020-2021 D > 2021 D D RBL BANK Years In Your Service ESTARUSHED IN 1943 31#32Relative Strengths (2/2) Collection Customer engagement Digital servicing Risk Audit & Governance 2014-2017 2018 - 2019 2020-2021 ttttt ttttt ttttt > 2021 ttttt RBL BANK Years In Your Service ESTARUSHED IN 1943 32#33Credit Card Journey so far New Cards ('000s) 160 605 FY17 AIF ('000s) 2,088 1,581 1,451 1,128 979 4433 3,789 2,980 2,664 1,666 760 244 Portfolio Size (Cr) 5,313 2,254 809 RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 16,852 13,604 12,625 10,637 FY18 FY19 FY20 FY21 FY22 FY23 FY17 FY18 FY19 FY20 FY21 FY22 FY23 FY17 FY18 FY19 FY20 FY21 FY22 FY23 Spends (Cr) 59,900 43,500 29,600 29,600 16,400 6,900 3,000 FY17 FY18 FY19 FY20 FY21 FY22 Spend Share FY20 FY21 FY22 FY23 Daily Spends 69.7% 74.7% 77.4% 78.0% Discr. Spends 18.7% 17.5% 15.8% 15.0% Hotel, Travel & Cash 11.7% 7.8% 6.8% 7.2% FY23 33#34Portfolio Texture - Geography Mix AIF Mix Maharashtra 16% Telangana 11% Gujrat Delhi Tamil Nadu Karnataka uttar Pradesh 8% 8% 8% 7% Andhra Pradesh 6669 6% 6% Haryana 4% West Bengal 4% Rajasthan 4% Madhya Pradesh 4% Punjab 3% Kerala 3% Others 7% NCA Mix Maharashtra Telangana Gujarat Tamil Nadu Uttar Pradesh Karnataka Andhra Pradesh Delhi West Bengal Punjab Rajasthan Madhya Pradesh 14% 9% 8% 8% 7% 7% 6% 6% 5% 5% 4% Haryana 4% 3% kerala 3% Others 9% Advances Mix Maharashtra Telangana Tamil Nadu Delhi Karnataka Gujrat Andhra Pradesh uttar Pradesh 15% 15% 10% 9% 8% 7% 6% 6% Haryana 4% Rajasthan 3% West Bengal 3% Madhya Pradesh 3% Punjab 2% Kerala 2% Others 5% Spend Mix RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 Telangana 17% Maharashtra Tamil Nadu 13% 10% Gujrat 8% Delhi 8% Andhra Pradesh 7% Karnataka 7% Uttar Pradesh 6% Haryana 4% Rajasthan 4% Madhya Pradesh Punjab 3% 3% West Bengal 3% kerela 2% others 5% *Figures Jul 23 34#35Industry vs RBL Performance 6MOB $30+ Rates - Originations (Credit Cards) RBL BANK Years In Your Service ESTARUSHED IN 1943 Co-incidental $90+ Rates (excluding 180+) Industry RBL Oct'21 Nov 21 Dec'21 Jan'22 Feb'22 Mar 22 Apr 22 May 22 Jun 22 Jul 22 Aug 22 Sep'22 2.4% 2.6% 3.0% 3.2% 3.5% 4.0% 4.0% 4.5% 5.2% 5.5% 5.2% 5.3% 1.1% 1.9% 1.6% 1.8% 1.7% 1.9% 1.6% Sep'21 Sep'22 Mar'23 Industry 2.7% 2.5% 3.1% 1.9% 2.0% 1.7% 1.4% 1.6% RBL 3.1% 1.8% 1.6% GNPA, GCO & Credit Cost 13.0% 10.2% 9.7% 7.9% 5.1% 4.2% 3.8% 5.6% 3.8% 4.1% 3.4% 0.9% 1.2% 1.0% 5.3% 5.4% 4.5% 4.7% 2.4% 2.2% 2.3% FY18 FY19 FY20 FY21 FY22 FY23 FY24* GNPA% GCO% Credit cost% RBL 6MOB 30+, 9MOB 90+ & 12MOB 90+ 5.4% RBL 30+, 60+, 90+ 8.9% 3.2% 6.0% 5.7% 2.9% 2.4% 2.5% 2.4% 3.8% 2.0% 3.5% 3.8% 4.1% 3.6% 3.9% 1.8% 1.6% 2.4% 2.6% 1.5% 2.5% 1.4% 2.3% 2.5% 2.4% 2.6% 1.7% 3.7% 1.7% 1.5% 1.4% 1.1% 1.3% 2.6% 1.3% 1.2% 1.4% 1.5% 1.0% 1.1% 1.7% FY18 FY19 FY20 FY21 FY22 FY23 FY24* FY18 FY19 FY20 FY21 FY22 FY23 FY24* 30+ 60+ 90+ 6MOB 30+ 9MOB 90+ 12MOB 90+ * FY24 consists of Q1 only *As % of Bucket Curbal Credit Cards only. Includes all Delinquencies (i.e., includes 180dpd+)35#36Business Segments New to Credit Digital Savings A/C BNPL Credit Card RBL BANK 80 Years In Your Service Prime Credit ESTARUSHED IN 1943 Personal Loan Offer to everyone who applies for a lending product (co-origination) Acquisition channel for secured cards (non- bureau tested) Cross-sell to existing CC base ACQUISITION FUNNEL CREATOR CORE PRODUCT PROGRAM . Onboard customers with low limits / checkout @ecomm • . Decision basis alternate data Start credit journey Upsell to unsecured products: Credit Card & Personal Loan BNPL Market Size ($ Bn) BNPL Market Opportunity To Exceed $40 Bn By 2025 The share of BNPL-triggered payments in the digital commerce. 50.0 40.0 30.0 20.0 10.0 and mobile PoS space is expected to rise from 3-4% in 2021 to 21-22% by 2025 7.4 4.1 0.0 2021 2022 11x Growth 43.3 13.4 2023 24.1 2024 2025 Source: Inc42 Plus, Other Secondary Sources Note: The total addressable market (TAM) for BNPL is calculated as the % penetration Inclus of the combined addressable market for digital commerce and mobile-pos payments • • Muti-channel acquisition: BNPL Co-brand Branch channel Existing to bank DST Store-fronts NBFCs Banking Co-brands Aggregators Innovation is form factor: Digital CARD, Instant Issuance & Usage Partner Ready Plug & Play integration kits (Onboarding & Account Management) 45-60 days from Day-1 to Go-Live MORE REVENUE PER CUSTOMER Quick disbursement Customer friendly digital journey Paperless process via decision basis existing customer profile India To Reach A Trillion-Dollar Fintech Market By 2025 The country's fintech market is estimated to grow at a CAGR of 31% during 2021-2025 1500 1000 $1,300 97 126 $990 339 84 90 $758 216 $584 137 500 $435 616 31 464 350 270 200 139 165 184 198 208 0 2021 2022 2023 2024 2025 Neo-Banking Fintech SaaS Insurance Tech Investment Tech Lending Tech Payments Source: Inc42 Plus, Other Secondary Sources IncPlus 36#37Customer Personas & Segmentation ENTRY STAGE/MILLENIAL MASS/MASS AFFLUENT "Dream Big but start Small" Anirudh R | 25, Bangalore Instant Analyst/Techie at MNC Gratification Dedicated App Key Information RBL BANK Years In Your Service "Every penny counts" NICHE "Match my vibe" PREMIUM "Time is everything" ESTABLISHED IN 1943 Rahul Gupta | 35, Agra Manager at Retail Conglomerate Online Value spender Seeker Rewards Key Information Kavya Sen 38, Udaipur Writer/Blogger Jay Singh 42, Delhi VP at NBFC Rajeev Malhotra | 50, Mumbai CXO/Head at Fortune 500 Credit need Serial Shopper Traveller High POS spends Dedicated RM Exclusive Key Information Key Information Age 45+ Age City 30+ Tier 1,2 & 3 City Annual Income 20 LPA+ FD, PF, Stocks Age City 25-39 Tier 1,2 • Annual Income 10-20 LPA • Investments . Financial Literacy Preferred Spend Instrument Card Low-Medium UPI>Cash Credit Lifestyle & Aspirations Age 25+ City Tier 1,2 & 3 Annual Income 6-30 LPA Investments FD, PF, Gold, Property . Financial Literacy Medium-High Preferred Cash>UPI>Debit Spend Instrument Card>Credit Card Lifestyle & Aspirations Follows pop- • Buys at entry points culture • Tech-geek Looks for cashbacks & discounts UPI is the new Do-it-yourself nature cash mode for them • Influencer Investments Financial Literacy Preferred Spend Instrument FD, RD Low-Medium UPI/Debit Card/ Credit Card Lifestyle & Aspirations Regular shopper Annual Income Investments Financial Literacy Preferred Spend Instrument Tier 1 40 LPA+ Multi Investments High Credit Card> NetBanking Lifestyle & Aspirations Extremely busy schedule Eats in expensive restaurants Savings for travel Domestic Travel frequently Explore different eateries . • . Exclusive Club members Risk averse and calculative spends Routine life • Local Shopping • Primary spends: • Grocery, Fuel, Utilities Decisions basis annual savings High Social Media Influence Goes out often to cafes & pubs Preferred Brands susceptibility syndrome Preferred Brands Netflix | Cred | Amazon | Spotify | Social | BookMyShow | Airbnb Preferred Brands DMart | PhonePe | Samsung | Bata | Dominos | Amul Amazon | Zara | Nykka | Chroma MMT | ITC | IRCTC | Indigo | Lounge Luxury shopping Travels frequently, both domestic & int Enable financial tools for family & children Seeks one-of-a-kind experience/features Preferred Brands MontBlanc | Taj | Apple | Louis Vuitton | BMW Golf Clubs | Emirates 37#38Business Segment | Where we will Play (1/2) PREMIUM MILLENIAL MASS/MASS AFFLUENT RBL BANK Years In Your Service ESTABLISHED IN 1943 Segment Persona & Needs Persona: Premium/Affluent/HNI Needs: Dedicated Assistance | Exclusivity | Wealth Management | Luxury Lifestyle | International Travel Persona: Entry Stage Millennial Needs: Pop-culture enthusiasts | Tech-Savvy | Instant Gratification | Experience seekers | Social conscious Persona: Mass/Mass-Affluent Needs: Everyday shopping offers | Credit building | Value Driven | Budget conscious | Wide Acceptance Private Clubs: • Wealth Mgmt. Firms: • Professional Network: • Marketplaces High-end Real State Agencies: Luxury Retail Stores: for customer • Private Banking: BUY engagement . Luxury Events: Offerings that resonates with segment How we will Metal card Exclusive Memberships Dedicated Card Assistant • Connect with customers Quorum, Golf/Race clubs Aditya Birla WM NASSCOM Lodha Group Gucci/BMW stores HNI/NRI Banking JLF/Indian Derby . Social Media: Online Marketplace: Internet: Banking Application: Fintech Applications: Corporate Parks: Instagram Influencer/Linkedin Amazon/Dunzo Digital Advertising For existing Bank customers MoneyTap CyberHub, Hiranandani Golf & Travel Benefits • Movie offers • Instant Cashbacks . Luxury Shopping offers • OTT Subscriptions • An all-App experience Dining & Hotel privileges • Shopping vouchers Online shopping rewards Banking Relationship HNI Trained Direct Agents in events/clubs Dealings with Agencies, Stores, Organizers etc. Instanta RBLBANK • Bank Website/Digital App Social Media Platforms • • Affiliate Marketing Chatbots Ва COOKIES DRBLBANK RBL Cards catering the segment VIKRAM VERMA 01/25 Insignia Fee: Lifetime Free Monthly Treats Fee: Rs. 75 per month 03/25 Cookies Fee: Rs. 100 per month • • Malls/Hypermarts: Bank's Branches: Banks existing customers: Corporate Parks: Social Media: Online Marketplaces: Mass Events: • • • Movie offers • Add-on Card Lifetime Free membership fee . Ambience/Dmart Bank Physical Branch CASA/Loan CyberHub Facebook/Youtube Amazon/Flipkart Music fests/Flea Markets Rewards points Low Interest Rate Daily shopping, commute, grocery offers Direct Selling Team Bank Website Storefront Channel Matinum RBLBANK Bank Branch Channels Cross-sell to Bank customers Shoprite RBLBANK VIKRAM VERMA 01/25 Platinum Delight Fee: Rs. 1000 Platinum ORBL BANK VIKRAM VERMA 03/25 Shoprite Fee: Rs. 500 DRBLBANK mares VIKRAM VERMA Platinum Maxima Plus Icon HIVES VIKRAM VERMA Icon Fee: Rs. 5000 38#39Business Segment | Where we will Play (2/2) NICHE: TRAVELLER FINTECH CONSUMER CO-BRAND RBL BANK 80 Years In Your Service ESTABLISHED IN 1943 PSU/NBFC/SMALL BANKS Segment Persona & Needs Marketplaces for customer BUY engagement Persona: Traveller (Need-based) Needs: Travel (Hotel/Flight) offers | Eateries exploration | Lounge Access | Travel Assistance | Travel Planning Online Travel Agency: Makemy Trip, Airports/Stations: Airbnb Social Media: Hotels around tourist spots/Airports: Tourist Spots (around eateries, shops etc.): Offerings that resonates with • Airmiles offers Lounge Accesses • segment Fuel Surcharge Waiver Delhi T3/Mumbai T2 Instagram Taj Santacruz, Roseate House City Palace Jaipur, Mehrauli Delhi Travel Insurance Flight/Train/Bus Persona: Entry Stage Millenial Needs: Tech-Savvy | Value Seekers | Financial Advice | Easy process checkout | Instant Gratification Persona: Mass/Mass Affluent Needs Everyday shopping offers | Credit building | Value Driven | Budget conscious | Security Features Persona: Mass/Mass Affluent Needs Everyday shopping offers | Credit building | Value Driven | Budget conscious | Brand Agnostic Partner Channels: o Physical Branches Bandhan О Partner Website Bank, Navi • Online Marketplace Startups/Fintechs: Online Forums: MoneyTap Brick & Mortar Marketplace: Reliance Retail О Partner Mobile App О Partner Finovate, Reddit etc. Ecommerce Website: Amazon Franchisee/Retails Spaces Finserv, Shriram Financing Rewards points Daily shopping, • Lifetime Free • • Instant Decisioning • Credit Score checks • . Instant Cashbacks • Online shopping Online Shopping offer Lifetime Free • Bonus Rewards membership • Tickets Discounts • Balance Transfers rewards membership Offline Shopping discounts • Movie offers • Low Interest Rate commute, grocery offers Direct Selling Team How we will • . Dealings with • Connect with customers Agencies, Stores, Organizers • Affiliate Marketing Storefront Agents Co-brand partners WORLD RBLBANK SAFARI RBL Cards catering the segment VIKRAM VERMA 01/25 • Co-brand Card Partnership with Fintech/Startup Digital Acquisition Partnership with Fintech/Startup b DUET World Safari Fee: Rs. 3000 BB Savemax Fee: Rs.0 & 1499 vCard DRBL BANK Vcard Fee: Rs. 499 PB Duet Fee: Rs. 0 & 1499 LAZYPAY DRALBANK Lazypay Fee: Lifetime Free DERMY . Co-brand Card Partnership with consumer co-brand partner Acquisition Partnership with giant retail conglomerates Co-brand Card Partnership with Small Banks/NBFCs Acquisition Partnership with Small Banks/NBFCs BAJAJ FINSERY Super Card MoneyTap Fee: Rs. 500 & Rs. 3000 01/25 VIKRAM VERMA play DRBLBANK VIKRAM VERMA 01/25 BFL Supercards Fee: multiple cards BMS Play Fee: Rs. 500 39#40Digital Convergence 0000 F RBL BANK Years In Your Service ESTARUSHED IN 1943 • Acquisition Seamless Application Processing Pre-approved journey • Instant Onboarding • Digital customizable programmes (ex: referral prog) OCR Model for Text Extraction • Automated Underwriting Ready sourcing application stack for integrated partnerships Product Setup in 30 days Referral Programme Activation/Engagement Account Management • . Gamify and engage Hyper-personalized communications through bots/WhatsApp Dedicated Assistants for premium customer Virtual Card Specialized segment offerings & instant redemption on MyCard UPI on credit cards Instant EMI conversion Instant Txn visibility • Personalized Statements and complete redemption information Enhanced Fraud Protection Personalized credit limit upgrades/rule models Credit Ratings visibility Spend-wise personalized offering and instant earning & redemption All account information under self-personalized categories Retention Modelled personalized offers Early Dissatisfaction Discovery Model Winback offerings and CRM-led service empowerments Instant add-on request placement . Servicing Proactive communications on spends, reward eligibility & fulfillments Collections Varied Digital modes of payment and integration Digital Sl set-up/E-mandate Priority Assistance & Deviations for HNIs • Mycard automated Omnichannel CRM Integration Chatbot, Watsapp Integrations - instant communication of service requests Agent Empowerment with all information view on CRM reminders & watsapp reminders Instant Payment visibility on Mycard app with revised MAD/TAD amounts 40#41Segment-wise Technology Tailwinds Ahead (1/2) • PREMIUM Seamless application processing Preapproved Applications Instant Onboarding Acquisition . Digital Referral Programme Activation and Engagement Request Placements through Dedicated RM Special Seasonal Offers & Instant Redemption Wealth Management Tools Account Management Retention Service • • • • Dedicated Relationship Manager • Customized credit limits Enhanced Fraud Protection Customizable Reports Models: Personalized Offers RM Feedback system Rewards Notifications & Roadmap Early Dissatisfaction Discovery Communications: Proactive RM App-based Call / Schedule Callback Priority Assistance & Deviations Agent empowerment through all info availability on CRM . Digital collect requests • Digital Sl setup/ E-mandates Collections • Customer guidance • Comms: Continuous updates . . • · • MILLENIAL MASS/MASS AFFLUENT • Instant Online Application Bulk Invite/Referral Campaign • Instant Online Application • Digital Marketing • Ready app stack for application sourcing • OCR Models for Text Extraction • Instant Onboarding • Low credit limit instant checkout • OCR Models for Text Extraction • Virtual First / Only Virtual Card Personalized Offers Page Gamify and engage Engagement through WhatsApp/bots STPL/EMI on transaction cross-sell UPI on credit cards Spend Wise Models Personalized Offers Page Upgrade/credit limit Rules CIBIL Scorecard view/update Models: Personalized Offers Web/App Feedback Feature • Automation: Chatbot, FAQs • • App-based Call / Service Chat/ Schedule Callback Agent empowerment through all info availability on CRM Automated Reminders Digital Sl setup/E-mandates Varied modes of digital payments • • . • • Virtual First / Only Virtual Card Gamify and Engage Engagement through WhatsApp/bots STPL/EMI on transaction cross-sell UPI on credit cards RBL BANK Years In Your Service ESTARUSHED IN 1943 Spend Wise Personalized Offers & credit limit Upgrade CIBIL Scorecard view/update Communications: MyCard Messages/ push notifications • Models: Personalized Offers, • Web/App Feedback Feature • Winback Cancelled Customers Omnichannel CRM Integration • Automation: Chatbot, FAQs • App-based Call / Service Chat/ Schedule Agent empowerment through all info availability on CRM Automated Reminders Digital SI Setup/E-mandate Varied modes of digital payments Increase cash collection points through tie-ups 41#42Segment-wise Technology Tailwinds Ahead (2/2) Acquisition NICHE: TRAVELLER Seamless Online Application Effective Digital Marketing conversion Application @ checkout on travel websites Instant Onboarding FINTECH Instant Online Application Historical Bureau Data API for Referral Traffic Monitoring Preapproval Processing . Instant Onboarding • CONSUMER CO-BRAND Open Banking: API for Online Application Referral Traffic Monitoring Digital Marketing • Instant Onboarding . • RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 PSU/NBFC/SMALL BANKS Partner Lead Generation App Digital Marketing / OCR Models for Text Extraction. Historical Bureau Data for Preapproval Processing Activation and Engagement Account Management Virtual First / Only Virtual Card Travel Planners Engagement through Whatsapp/bots Insurance cross-sell Spend Wise Models and limit Increase Rewards, History and Redemption Travel App Offers Integration Vacation Planner vs Savings Specialized Fraud Protection Unit & immediate assistance on MyCard Virtual First / Only Virtual Card Travel and Accommodation Offers Incremental Spends Model Credit Score visibility Virtual First / Only Virtual Card Incremental Spends Model Cobrand Joining Offers API • Virtual First / Only Virtual Card Incremental Spends Model Open Banking APIs for integration Spend Wise Models and Line Increase Travel App Offers Integration Spend Wise Model Standard Scalable Open Banking APIs Spend Wise personalized Offers & Upgrade/CLI CIBIL Scorecard view/update Communications: MyCard Messages • Vacation Planner for Milestone Retention Service Collections Models: Personalized Offers, Web/App Feedback Feature Win back Cancelled Customers • Automation: Chatbot, FAQs • App-based Call / Service Chat/ Schedule Callback . • Agent empowerment through all info availability on CRM • Automated Reminders Preapproved Repayment plan Digital Sl setup/E-mandates Models: Personalized Offers, Web/App Feedback Feature Winback Cancelled Customers Models: Personalized Offers Web/App Feedback Feature Automation: Chatbot, FAQs Appbased Call / Service Chat/ Schedule Callback Automated Reminders Preapproved Payment plan Automation: Chatbot, FAQs . • . Appbased Call/ Service Chat/ Schedule Callback • • • Automated Reminders Preapproved Payment plan Models: Personalized Offers, Web/App Feedback Feature Winback Cancelled Customers Omnichannel CRM Integration. Automation: Chatbot, FAQs Appbased Call / Service Chat/ Schedule Automated Reminders Preapproved Payment plan 42#43Scale Update FY 2026 goals New Card Acquisitions ~ 90 Accounts in force ~83 lacs lakhs Equal to life to date 2X of life to date Advances at ~ INR 33,000 Cr 2X of FY 23 2 Spends at ~ 3 Lakh Cr 1.5X of life to date Customers at ~90 lakhs RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 Sharper customer segmentation >>> >>> ❖ Deepening marketplace engagement Customer relevant offerings Digital Convergence 43#44Franchise for Cross-sell U # Card Customers % Population Feb'23 AIF Cards Base ~40,00,000 100% 3+ MOB 35,00,000 89.1% At-least 2 full months of card engagement No off-us 30+ in last 6 months No Historical Delinquency (off-us) 31,00,000 79.8% (strong off-us payment behavior) CIBIL > 730 27,00,000 69.2% High CIBIL Score RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 % Population At-Least 1 Home Loan or LAP Trade 26% Opportunity to bring Home/Property Loan in-house At-Least 1 Auto Loan Trade 14% Opportunity to bring Auto Loan in-house At-Least 1 Personal Loan Trade 65% Opportunity to cross-sell Personal Loan At-Least 1 Two-Wheeler Loan Trade 13% Opportunity to cross-sell 2-Wheeler Loan RBL Card Customers as of Feb'23 end 44#45Our Microfinance Business 03#46Microfinance Distribution Network STATES & UTS: 23 States (1) (2) (43) (39) 8821 (82) 6 56 DISTRI CT: 405 (39) (47) 87 (14) Village 110000+ S 5 105 (82) 116 27 (40) 101 (58) (113) (50) 86 (67) 24 (83) میرا (26) Active Clients: (2) 27.60 lakhs active loan clients Portfolio: 6517 Cr as of June'23; ~90% through RFL RBL Finserve - 821 branches (Exclusive or Dominant) Branch: 1112 BC Branches 821 RFL branches Other BCs (with Finserve) 60% Outreach - villages Market Share of Pan 2% 298 Banking Outlets & towns Pan India India Microfinance book Pan India RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 *All nos. as of 30 June' 2023 46#47Performance Trend (FY 2024 - Disbursement achieved till Q1'FY24) Disbursement Vs. POS 7132 6,469 2,169 1,483 5,038 3,574 6517 5963 4852 FY16 FY17 FY18 FY19 FY20 FY21 FY22 FY23 FY24 I Disb (In Cr) POS (In Cr) Active Loan Client Base (In Lakhs) 33.23 30.39 29.93 27.60 24.99 25.94 18.62 13.62 9.61 Conscious slow down due external factors (COVID) during FY 21 - FY22. Ready to capitalize on current macro economic growth phase Started FY24 with strong disbursement momentum Focus is to increase productive branch outlets while expanding branch presence Total branches by end of FY26 1600+ BRANCHES 1218 1251 1239 1151 1112 905 727 540 373 FY16 FY17 FY18 FY19 FY20 FY21 FY22 FY23 FY24 (Till FY16 FY17 FY18 FY19 FY20 FY21 FY22 FY23 FY24 (Till June'23) June'23) RBL BANK Years In Your Service ESTARUSHED IN 1943 47#482011 2013 2015 Journey of MFI Business in RBL Bank RBL Bank Started JLG Business through direct branches Onboarded 4 new BC Partners (VAYA, TSPL, Sonata, Saggraha) RBL Finserve Pvt. Ltd. Re-branding of SWADHAAR, January'19 100% AADHAAR based eKYC onboarding of JLG customers Introduction to FIS (New LMS) system for JLG business, October'22 2018 2020 2019 2021 Partnered with SWADHAAR Finserve Pvt. Ltd as 1st Business Correspondent for JLG business. SWADHAAR Finserve Pvt. Ltd. becomes 100% owned subsidiary of RBL Bank in June'18 Starting of Digital ERA, JLG customer onboarding via digital platforms Implementation of RBI Microfinance business new guidelines pertaining to be approx. 10% of to JLG business (assessing HHI), June'22 Consolidation of BCs into RBL Finserve overall advances; Incremental cross sell of newer retail products 48 2022 2026 2022 ESTARUSHED IN 1943 RBL BANK 80 Years In Your Service#49Process & Business Controls - Among The Best In Industry KNOW YOUR CUSTOMER • • eKYC - Biometric customer authentication - No Ghost Customers Secondary KYC - Strengthen Credit underwriting OTP verified mobile number - Better customer connect DISBURSEMENT Hv BUSINESS RULE ENGINE HOUSE VERIFICATION CUSTOMER DEDUPE Q • Real Time Credit Underwriting • Business Rule Engine (BRE): Customized credit parameters basis state, branch & products • • Inhouse developed Score card assessment to further strengthen credit underwriting Digital House Verification process capturing geo coordinates & house image. DOCUMENT DIGITIZATION E-RECEIPTING • • Customer De-dupe ensures control of disbursement to unique clients Only Extremely Critical in MFI segment from risk perspective RISK MANAGEMENT • 100% loan disbursement in Bank Account • • Penny Drop validation & Name Match for 100% Bank accounts RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 Digitally acknowledged Disbursement Documents - No paperwork, better track & retrieval Immediate & real time e-receipting of EMI collections Transparency in transaction Control on cash collection related fraud risk • Robust framework on risk management Well defined model to track state, district & branch level risk parameters • Pre-emptive risk mitigation framework 49#50Risk Management Microfinance PAR - RBL* vs Peer/Industry 1.80% 1.36% 1.06% 2.10% 1.65% 1.08% RBL_Apr'23 Industry_Apr'23 30+ 60+ 90-179 Source: Bureau data 33 לי A Risk Appetite ROBUST RISK CONTROLS RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 Thresholds Monitoring of leading indicators • Behavioral Footprint Analysis Monitoring Feedback Loop Defined threshold of exposure at state, district, branch level; Inhouse developed scorecard for assessment of customer profile Early Indicator of Stress identification through collection efficiency, flow rates Analytics driven collection strategies (high-touch/low touch) based on leading indicator outcome Regular Onus & Off us performance analysis Diligent monitoring of quick mortality cases Rigorous review mechanism in place to conduct regular reviews at branch, state, region and corporate level to ensure proper monitoring and action On ground portfolio monitoring/trigger-based monitoring by an independent risk monitoring team Origination and underwriting parameters are continuously watched and improved based on the dashboard results 0 50#51Cross Sell Opportunities - Retail Loans to Microfinance customers 0 RETAIL PENETRATION FOR MICROFINANCE HOUSEHOLDS 56% RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 • 44% of sample households already have atleast 1 retail loan No. of Retail Loans 4+ 1 23% 2 9% 3 4% 7% No. of retail tradelines Business Loan Vehicle Loan Consumer Subtotal (BL) (VL) Durable 123 ~22% ~29% ~16% ~67% ~21% ~22% ~18% ~61% 3 ~18% ~18% ~20% ~56% 4+ ~10% ~9% ~18% ~37% Grand Total ~16% ~17% ~18% ~50% *Penetration data is on sample data of ~2.5 lakh households • Of this, more than half have one of Business Loan, Vehicle Loan or Consumer Durable • BL/VL are a natural progression for a household already utilizing microfinance loan used for income generation • As the 56% households graduate, there exists a clear opportunity to harvest the economic and demographic potential 51#52Large Distribution Network LEVERAGING THE MFI BRANCH NETWORK - MULTI PRODUCT DISTRIBUTION RFL BEING THE LARGEST PARTNER & BANK SUBSIDIARY TO LEAD THIS Branch Network & Feet On Street • 1100+ BC Branches 9000+ Feet on street انا Business Volume ~3 million customer base 2.5 million loan disbursement annually ~ 1 million Hospicash insurance enrollment expected FY24 RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 IIII Product Basket Readily available product like AHL, MSME, Tractor, TW, Gold/Car Loans Existing product execution capabilities & underwriting capability Non JLG product to be extended through BC distribution network Rural Domain Expertise MFI BC Channels has deep business understanding of rural geographies & rural customer base Expertise to handle collections in the target segment Existing infra highly cost effective & capability to expand fast Robust Tech Platform Clear understanding of "Hi-Tech, Hi-Touch" approach that works in the segment Agile tech platform to accommodate processing of multiple product 52#53Identified Asset Products for Cross-Sell Two-Wheeler loan Used Car Loan LOAN Affordable Housing MSME LOAN MSME Loan Specialized Business Line - To focus and drive productivity Rural Vehicle Loan Customer Base - Upsell to current customer base (household) as well as NTB Geographical Radius - Coverage of 40 to 50 km from existing premise Gold Loan High Tech - High Touch Model for Rural Segment Assisted journey & doorstep delivery - extremely important factor for this segment Existing well defined loan journeys to ensure excellent customer experience Collection through NACH - also existing feet on street provides additional support TITTIT TITTTT Customized Product - Taking shortest possible route of need based product. Technology - Agile technology & API based integration to make loan journeys simpler & faster Nuanced risk management - Capitalizing on high touch customer connect to minimize credit risk. RBL BANK Years In Your Service B ESTARUSHED IN 1943 53#54Multiproduct - Customer Journey TWO-WHEELER/CAR Existing Customer RURAL VEHICLE FINANCE Target Segment Household + Village Ecosystem Farming leads during center meetings go Sourcing Strategy Leads from existing field staff Leads from existing field staff AFFORDABLE HOUSING Existing + Graduated Customers MSME/GOLD New to Bank/Graduated Customers/Existing Customer Households RBL BANK Years In Your Service ESTABLISHED IN 1943 Dedicated Workforce to source customers Dedicated Workforce to source customers Under- writing Rule Engine Based Rule Engine Based Physical + Rule Based Underwriting Physical + Rule Based Underwriting Collection NACH based NACH based NACH based NACH based TIMELINE H2 FY24 H1 FY24 H2 FY24 H2 FY24 54#55Liabilities Desk- Garnering Granular Deposits Through Digitized BC Channel Upgradation of existing accounts - to premium account Digital Account opening for new liability customer Offering products like RD, FD, to existing SA customers Dedicated Customer App for MFI segment customers ETB NTB BC Branch to have dedicated Liabilities Officer Simple & Standard Products for the Segment Product Offering SA, RD, FD Mobile App based - Assisted Onboarding Future Cross Sell Opportunities - Government Schemes Covering deep rural geographies not covered by Bank Branch RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 55#56Our Growing Retail Assets Business 04#57Retail Journey K-O- Objective Approach Change Retail Strategy Credit Monitoring Collections RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 57#58Retail Journey Objective Approach Change Retail Strategy Credit Monitoring Ö Collections RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 58#59Objectives Leverage Existing Customer Live the value of "Apno Ka Bank" Customer Focus Better Efficiency • Increase wallet share of customer • Target Multi Product ownership for all customers Improved Revenue per customer • Lower cost of acquisition Higher ROA Better Profitability RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 59#60Approach change Objective ☑Approach change Retail Strategy Credit Monitoring Collections RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 9 60#61Product Focus To Customer Focus Focus on Individual Product Sale Product Physical Acquisition Model Increased Customer Wallet Share Focus Robust Customer Service Digital Acquisition Model Customer Focus Robust Customer Service Shift to customer wallet share focus to improve unit economics, customer stickiness.. RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 61#62Salaried Customer - an illustration Product Focus Approach RBL BANK Years In Your Service ESTABLISHED IN 1943 0 SA Credit Card Personal Loan TW / Car Loan Housing Loan Education Loan Gold Loan Customer Applies for a Home Loan His application is processed and Home Loan is sanctioned ➤ Cross sell is incidental Profitability tracked at product level Customer Focus Approach Customer applies for a Home Loan His application is processed and Home Loan is sanctioned He gets a pre approved Credit Card Savings account is opened for the customer for disbursal of HL and repayment is taken from his RBL account 62#63Retail Strategy Objective ☑Approach Change Retail Strategy Credit Monitoring Ö Collections RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 63#64Product focus areas.. Grow New Launches • Business Loans including Working Capital • Home Loans • Rural Vehicle Finance Micro Finance • Credit Cards Agri Small / Micro business loans • Affordable Housing Two Wheeler Loans Used Car Loans • Gold Loan Education Loan RBL BANK Years In Your Service ESTARUSHED IN 1943 64#65Business Loans - Channels & Distribution Sourcing Mix 5% 10% 15% 15% 24% 20% 35% 45% 50% I 1500+ branches I 85% 76% 50% 40% 30% Healthy CASA Branch Sourcing FY22 FY23 FY24 FY25 FY26 DSA Branch ■BC / Co-Lending Product Mix 25% 35% 50% 100% 100% 75% 65% 50% FY22 FY23 FY24 FY25 FY26 Prime LAP Micro LAP I I I I Zero Acquisitio n cost I Cross Sell / Upsell Tier 3 & 4 markets New Product (Micro RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 LAP) Distribution through RFL & other BC Better Risk adjusted Yield • Data Analytics on existing base • Cross Sell / Upsell Campaigns Loan Repayment from RBL CASA A/C Primary Banker to customer • Ensure customer stickiness • Increase customer wallet share . Expand in tier 3 & 4 markets Leverage and cross through RBL Finserve network • Create clusters for branch led cluster approach for working capital/NFB etc. 65#66Home Loans - Building Scale Sourcing Mix 5% 8% 10% 15% 15% 25% 30% 35% 45% Book Growth CAGR ~ 75% 21000 Grow Product Focus RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 95% 8000 67% 60% 50% 40% 3156 1924 1296 FY21 FY22 FY23 FY24(P) FY26(P) FY21 FY22 FY23 FY24(P) FY26(P) Higher customer base DSA/Connector Branch Co-Lending Granular Loan Risk adjusted yield Improved profitability Affordable Product Mix 5% 10% 10% 0% 25% 25% 15% 25% 5% 40% 50% Business Metrics Snapshot ₹ LTV 350 branches 0.39 61% 60:40 60% Distribution ATS(In cr) LTV Sal: SE 75% 70% 45% 25% 5% FY21 FY22 FY23 DA PHL AHL FY24(P) HL CO FY26(P) Tier-II & III Distribution Footprint Housing Loan Primary focus on bank branch led distribution 66#67Digital Shift New Loan Origination System Front End API Integrations Mobile Journey E-Sign, E- Nach, ITR, Banking, GST, KYC Access to Partners Paperless Journey Use of Analytics for greater share of Customer Wallet Existing Customer Data BRE based underwriting Internal Bank systems Bureau Data CRM Back End Data Reporting Cross sell Analytics Master-driven approach Faster Decisioning (48 to 72 hours) Data Accuracy & Ease of Reporting 3x Productivity Increase Account Aggregator Risk Monitoring Tools RBL BANK Years In Your Service ESTABLISHED IN 1943 Up-sell Business Loans Top up Loans Working Capital Finance Cross-sell CA/SA Home Loan Education Loan 67#68Rural Vehicle Finance - Journey FY 2021 RVF Journey Started in Dec' 20 28th Entrant into Tractor business Started with 3 States and 70 locations FY 2023 Added 1 State and increased reach to 400+ locations Reached 3% market share of New Tractor industry Improved our rank to 11th among all financiers FY 2026 Will Cover 14 States with over 700+ locations Target 7% market share Will aim to improve our rank and be in Top 5 Improved Used Tractor Penetration FY 2022 Launched RVF Digital Journey Added 5 States and increased reach to 200+ locations Reached 1.5% market share of New Tractor Ranked 16th among all financiers FY 2024 Added 3 States with increased reach of 500+ locations Target 4.5% market share Improved current ranking to 9 after Q 1 Expand our focus on Used Tractor Business RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 68#69Success Story of RVF - STP Digital Process Best in class TAT in RVF. Aim to replicate in other retail products. TAT as a Value Proposition Sourcing Analytics Underwriting Analytics Login to Financial sanction 10 mins Industry Peer Inbuilt BRE Benchmarking Delinquency trends Financial sanction to FI 2 hrs Mandi prices State Fiscal API Integrations Position Fl to Credit Approval 2 hrs Cash Cycle Credit Approval to Disbursal 24 hrs Market Penetration Collection Efficiency Sowing Patterns Digital Journey User friendly UI Enhanced Customer Experience Leading to improved Market Position Straight Through Processing RBL BANK Years In Your Service ESTABUSHED IN 1943 69#70Loan Against Gold - Using RBL/RFL Network to Grow LAGO 1 2 5% of advances by FY 26 Channels 1 All RBL Branches Strategic Partners Focus Road Map 1. Set up the required infra readiness quickly for all branches | Increase Distribution 2. Push threshold productivity to keep branch on active mode 1. Map competitive landscape to identify opportunity | Improve Process & System 2. Improve underlying system for loan process RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 Projected Output PAN India Presence | I | Distribution across 500+ branches 3. Stitch ancillary processes like Auction, Audit etc for quality portfolio | Robust internal process Strategic Partnership 1. Identify partners with strong process 2. Strategically Collaborate to leverage strength Portfolio Control | Rapid Customer Acquisition 70#71Credit Monitoring E-O-] 櫃 Objective 919 Approach Change Retail Strategy Credit Monitoring Collections RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 71#72Retail risk framework Early Indicator of Stress identification through - Bounce Rates, 6 MOB 30 plus, early mortality, 12 MOB 90 Plus, roll rate analysis etc Analytics driven collection strategies (high-touch/low touch) based on leading indicator outcome New Age Portfolio Customer group, segmental and portfolio Management • level monitoring Monitoring portfolio based on LTV, Collateral Type, Bureau Score Segmentation Score to facilitate retention and collections strategy RBL BANK Years In Your Service ESTABLISHED IN 1943 Risk Appetite Statement Retail Risk Framework Risk Dashboards Clearly defined threshold of risks are defined for each portfolio, segment, geography; regular review and internal calibration of risk thresholds Monthly reviews at various level across the bank and business strategies pivoted on a real-time basis Early Warning In-house EWS framework (more than 200 triggers), use of partnership platforms for additional triggers Usage of Bureau data up to PIN code level for geographical expansions & periodic portfolio scrub to monitor portfolio health Internal & external credit markers; generic + trigger based action matrix Adapt to Changing Regulatory and Market Signal Dynamics 72#73Credit monitoring framework Credit Risk Monitoring Acquisition RBL BANK 80 Years In Your Service ESTABLISHED IN 1943 Monitoring to be focused on through the door acquisition quality (Policy parameters of the customer are monitored to align operating guidelines for that product). Disbursement Trends across customer segments, detection of early vintages delinquency/mortality and to fine-tune operating guidelines/BRES accordingly. Partnerships For all Tie-ups, Bought portfolio, Digital Partners, Business correspondents specific monitoring mechanisms have been put in place. Co-lending relationships and Direct Assignment with different partners are separately tracked. Performance of assignment portfolio across different lender categories, bureau performance, and actions taken for future deals, BC wise MFI performance report. Collection Metrics Resolution Rates, Flow Rates & Early Warning signals are being generated to monitor the slippages Segment wise monitoring of delinquency parameters Collection Efficiency, OTS trend, Recovery Trends, Slippages Portfolio Monitoring Portfolio is monitored at various segment levels to identify any pocket of opportunity/stress. Feedback is provided to relevant teams. Early Warning signals, Risk Appetite threshold monitoring, Risk Segment Monitoring, Concentration risks 73#74Collections - Using Analytics as a Predictive Tool Objective Approach Change Retail Strategy Credit Monitoring Collections RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 74#75Collection Analytics . Classify the Customer into Segments basis Propensity to pay : Self Cure Low Risk Medium Risk High Risk Right Channel to Collect • Execute the Right Channel for each risk Category • Digital • Tele calling / IVR · Targeted approach helps in Better Efficiency / Resolution Rates Better Customer Experience Cost Saves Analytical Model Field Collection Legal Collection RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 Better Efficiency and Reduction in cost 75#76Impact of New Product Launches Higher Profitability leading to higher RoA I FY23 FY26 RBL BANK Years In Your Service ESTABUSHED IN 1943 Retail Disbursals 6000 cr 24000 cr 4x Increase in Secured Loan Book Retail Book 12900 cr 40000 cr 3x Wider geographical footprint in tier 3 & 4 cities Wider dealer / partner network Small/Micro LAP Affordable HL Two-Wheeler Loan Used Car Loan Loan Against Gold Education Loan Business Banking Digital Journey ensuring faster Granular Loans ~ Significant increase in customer base processing time No of Products 8 00 Branches 16 2x 300 1500 5x Customer Base 0.14 mn 1 mn 7x New Products to fuel retail growth 76#77Retail Liabilities Business 05#78RBL BANK Sustainable & Granular Growth... FY'2018 ~50% BBB Contribution to Overall deposits 44% Small ticket Deposits Journey So far : • • ~6L Customer Base of BBB ~80 Crs. Deposit Per Branch FY'2023 ~60% BBB Contribution to Overall deposits 52% Small ticket Deposits. ~17L Customer Base of BBB ~100 Crs. Deposit Per Branch Last few years focused on granularity and making the deposits more sustainable Significant progress on improving productivity of sales roles; increased by 1.7X in last 5 years New Segments and products introduced 65% of branch banking book actively managed Our Journey From hereon: • • FY'2026 ~70% BBB Contribution to Overall deposits 65% Individual Deposits < 2Crs. Adding 50 to 75 branches per annum to organically grow the deposits. Expand and densify distribution reach Retooling processes to increase productivity and improve client experience • Scale alternate channels for inorganic growth B2B2C • Grow small format branches in periphery of metro & urban cities to align with Retail asset strategy Source: RBI data ~34L Customer Base of BBB Years In Your Service ESTABLISHED IN 1943 ~150 Crs. Deposit Per Branch 78#79RBL BANK Deposit Playground (India vis-à-vis Our Branch Banking Footprint) *Map shows states with the highest deposits (Rural and Urban) with Banks in Q4FY23 *Map shows states with overall deposits as of June 2023 Jammu & Kashmir 0.08L Cr Ladakh 1.56L Cr Total Deposits with banks 188 Lakh Cr(approx) Punjab 1.29 L Cr Himachal Pradesh 5.48 L. Cr 1.93 L Cr Uttarakhand Haryana Delhi Sikkim Assam 6.82 L Cr 16.59 L Cr 0.14 L Cr Rajasthan 5.52L Cr Uttar Pradesh 14.31 L Cr Arunachal Pradesh 0.25 L Cr LA J&K HP 1-3K Cr CH 0.5-1K Cr PB 1-3K Cr UK HR <0.5K Cr 1-3K Cr DL AP 5-14K Cr RJ 0.5-1K Cr UP 1-3K Cr 1.72 L Cr Bihar 4.37 L Cr Meghalaya 0.28 L Cr Tripura 0.26 L Cr Manipur 0.14 L Cr BH <0.5K Cr AS <0.5K Cr ML NG Nagaland 0.15 L Cr GJ 1-3K Cr MZ MP 0.5-1K Cr JH CH <0.5K Cr WB 1-3K Cr OD <0.5K Cr Madhya Pradesh 5.19L Cr Jharkhand 2.95 La Chhattisgarh 6.22 L Cr Gujarat 10.07L Cr Odisha 4.4 L Cr Mizoram 0.10 L Cr D&D Maharashtra Daman & Diu 0.14L Cr 39.02L Cr West Bengal 10.27 L Cr < 0.5K Cr MH >14K Cr TG 3-5K Cr → Telangana 6.72L Cr Goa 1.02L Cr Karnataka 14.3L Cr ▸ Andhra Pradesh 3.81 L Cr Puducherry 0.26L Cr *Source: RBI report Kerala 7.02L Cr Tamil Nadu 0-1L 1L-2L 2L-6L 6L-12L 13L+ 11.9L Cr Save For Later Someone Needs To See This Source: RBI data Branch Banking Sourced Deposits ~ 52,000 Crores 25 States & UTS 151 Districts 519 Branches Years In Your Service ESTABLISHED IN 1943 Statewise Deposit Contribution State Maharashtra Industry Contribution BBB RBL No of Contribution branches 21% 28% 138 Delhi 9% 15% 56 Goa 0.5-1K Cr KA 3-5K Cr AP 1-3K Cr Tamil Nadu 6% 11% 56 Karnataka 8% 11% 58 Telangana 4% 6% 23 PD *Growth & Expansion Opportunities TN < 0.5K Cr Uttar Pradesh 8% 4% 24 5-14K Cr Gujarat 5% 4% 16 0.5-1 Cr West Bengal 5% 5% 22 Focus on Mass Affluent Population Replicate India deposit footprint through expansion in high deposit cities within large states and expand presence in other large states 79#80RBL BANK Expansion of RBL Bank's Distribution Deposit Density (FY'23) Years In Your Service ESTABLISHED IN 1943 RBL Metro & Urban Branch Distribution Metro & Urban 74% Industry 88% Semi Urban RBL Bank & Rural 26% Industry 12% Branch Vintage < 6 M 6 M to 1 Y 1 to 3 Y >3 Y RBL Bank Metro & Urban 4% 4% 35% 57% Jun'23 J&K PB LA HP 0 2 UK HR 0 7 D&D 2 Goa 8 GJ 23 RJ 10 20 MH 101 DL 13 AP UP AS 5 BH 0 ML 0 NG MZ MP 15 JH WB CH 9 1 OD 0 KA 28 14 TG 96 AP TN PD 0 KL 1 23 Mar'18 Branch Deposits ~20,000 Cr. 18 States & UT 265 Branches Branch Deposits LA J&K ~ 52,000 Cr. HP PB 2 25 States & UT 519 Branches CH 14 UK 4 HR 17 1 CASA Per Branch Trend Metro & Urban 7.9X GJ 7.2X 28 82 25 RJ 15 DL 56 UP 24 BH 6 MP JH WB 15 CH 22 5 OD go 6 6.1X 5.7X 5.8X D&D MH 2 137 5.2X 4.1X 4.8X 3.7X TG 23 2.8X 2.8X 3.6X 2.7X Goa 2.0X 7 2.6X X 58 5. KA X X X X MAR' 18 (13 BR.) MAR'19 (27 BR.) MAR'20 (71 BR.) MAR' 21 (53 BR.) MAR'22 (76 BR.) MAR 23 (29 BR.) AP 96 PD TN 1 KL 56 13 High Growth Moderate Growth No Growth Newly Entered Source: RBI data CASA growth to be led by improving vintage of metro and urban branches and network effect AP AS 1 ML NG MZ 80#81Branch Led Fee Income Growth - Metro / Urban Branches X OVERALL FEE INCOME 3X X FY'18 FY'23 2X of FY'23 25% CAGR FY'26 Projections MONTHLY AVG. FEE INCOME PER BRANCH METRO & URBAN 3X 20X 9X Hyper persona based targeting using Analytics Fee Income 3x of 3rd Year < 6 MONTHS 6 MONTHS TO 1 YEAR 1 TO 2 YEARS 2 TO 3 YEARS > 3 YEARS BRANCH VINTAGE Focus on Fee Income Via Personlisation Cross sell Life Cycle Stage & Potential mapping Propensity Model Triggers RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 Transactional Analyses Cohort Analyses CLCM Service Impact Analyses Continuous opportunity to increase same shop growth basis vintage and classification of existing branches 81#82ESTARUSHED IN 1943 Increased Focus Towards Customer Centricity -Managed Books RBL BANK 80 Years In Your Service RBL Bank's Preferred banking i.e segment program aims to provide a customized, consultative and personalized approach to each customer. The segment program delivers a rich and elevated banking experience through its 3 segments i.e- Insignia, Signature & Aspire Key Features of RBL's Segment Program • • • • Dedicated, qualified, experienced Relationship Manager & Service manager Team of product specialists who provide expert advice across Investments, Insurance, Trade & forex, Cash Management and Lending products Preferential Pricing & minimal processing fee for Asset products Bouquet of Benefits and rewards on segment Debit & Credit cards • Benefits & privileges of segment to family members Adding Virtual RM to non-managed / high potential customers Large part of our CASA A/c is managed by experienced RMs 32% Insignia PREFERRED BANKING 12% 21% June'23 Book Contribution Signature Banking Aspire Banking 882#83High Impact areas.. NGO f Co-op Banks RBL BANK 80 Years In Your Service ESTABLISHED IN 1943 USP: NRI Competitive interest on Savings & Fixed Deposit Enhanced digital service architecture 24X7 banking program through X'perience Center TASC USP: Structured Solutions Payment gateway & other CMS related value-added services ERP based solutions for educational institutes USP: CMS / API solutions Sub membership offering UPI collect Diplomats USP: Unique Segmented offering for Embassy and Diplomats Lifecycle management approach for better wallet share Exclusive door-step banking services Award winning mobile banking app for Diplomats India Startup Club USP: Proposition for Start Up Ecosystem State of the art Tech solutions through API stacks Unique Corporate Salary solution Co-Workspaces tie ups through OYO Cloud services through Amazon Web Services Support through Incubators and accelerators Dedicated Relationship Managers & Service Teams#84Current account approach Catchment Specific Action Plans High Value Mobilizers RERA, Capital Account Transactions, Religious Trusts, Companies under Liquidation, Share Application for Start ups., Law Firms/ Consultancy Mid Value Opportunities IT ITES, WCF based relationships, Retail Chains, Housing Societies, Account Customizations ( No lien, Cash, Outward clearing,), Granular Business Opportunities Strategic Approach Enablers Fund Transfer- NEFT/RTGS/IMPS Trade & Forex Services Working Capital Finance Payment Gateway & POS Doorstep Banking POS/QR Collection Bill & Tax Payments NACH/E-NACH SFTP Virtual Accounts Payment & Collection API Escrow/ Nodal Current Account POS, LACR, SBL, Referral Models, Branch Catchment Approachment RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 84#85Our Branch Offerings - From a liability franchise to a universal branch Gold Loan RBL BANK 80 Years In Your Service ESTARUSHED IN 1943 Deposit Building Insurance Locker Transaction Service/Redressal H Bo 食品 A Home Loan / Loan against Property 食品 LOAN Education Loans Business Loan Rural Vehicle Finance Used Car Loans Two-Wheeler Loans AB Credit Cards Investment 99 S 5) Trade Forex 85#86RBL BANK Get Started with Digital Banking – 3 step process b RBL BANK apno ka bank - Years In Your Service ESTABLISHED IN 1943 Open Digital Account on your platform in 3 simple steps ENTER AADHAAR NO 87** **** **** Enter your 12 digit Aadhaar Number AQXPD7739E By continuing, you agree to all the terms and conditions 1 Scan QR code Customer will be redirected to landing page to begin their journey 2 Continue Play Video demonstrating 3 step journey 3 https://www.rblbank.com/pdf-pages/terms-and-conditions Complete KYC Post redirection, customer choose FD/ SA and provides Aadhar and PAN details along with personal details and complete Video KYC process Fund FD | Account Customer can fund FD/SA via UPI and access through Mobile Banking Application of the Bank 86#87Digital Acquisition and Servicing Ways of Acquiring Mobile Banking APPLICATION St Conventional Banking Users 11.01L • Segmented approach 92% Android users • 60+ products & services • 77% penetration into base TAB Banking/ BYOD Users 4.48L DO IT YOURSELF DIY Banking/ Digital Account Digital Standalone FD Net Banking 61% 24% 15% . • Omni Channel with Mobile app Behaviour based Risk management • Integrated portal for corporates SMS SMS Banking ~ Queries 11 M • • • MyCard Users 38.65L Active 92% Converting credit card transactions into EMIS Collaboration with multiple vendors 83% regular users WhatsApp Banking . Conversations ~ 2 M 10 services (primarily queries) . Express channel • 40% penetration into base Users 0.96L Chatbot • 21 services (primarily queries) Savings Account • Financial Inclusion • Services accessible across country without Internet connectivity • 98% accuracy ⚫ 1.95 mins chat duration . Available on all channels Queries 2.8 M N RBL BANK Years In Your Service ESTARUSHED IN 1943 87#88Thank You! RBL BANK 80 Years In Your Service ESTARUSHED IN 1943