Max Newyork Life Insurance

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MAX India Limited • •

• •

A Multi Business Corporation Focused on Service Oriented Business - Life Insurance - Healthcare Investments of Rs. 350 Crore in Life Insurance Business Top 200 Most Valuable Companies in India (Business India ,Oct. 2005)



Business World Magazine’s Survey, "Great Workplaces In India". 120 Companies that took part in the survey, We are in 20th Position.



Partnership with the most respected names in the world…..  Healthcare Services

: Harvard Medical Institute, USA

 Life Insurance

: New York Life International, USA

 Communication Services

: Lockheed Martin Global Telecommunications, USA

 IT Enabled Services

: Mind Crossing Inc. , USA

 Mobile Telephone Services

: Hutchison Telecommunications ltd. , Hong Kong An ISO 9001 : 2000 Certified company

NEW YORK LIFE •

Insuring Millions of Lives all over the Globe, for over 162 Years



Providing Insurance Solutions Since 1845



Strongly Rooted in the Commitment of ….. * Financial Strength, * Integrity * Humanity



Has Never Failed in its Commitment to Deliver to its Policyholders despite having Hit by World Wars, Famine, Drought and even the Great Depression



Ranked 68 on Fortune 100, ahead of Coca Cola , Microsoft & McDonalds



Ranked 2nd in Fortune’s Global list of …… “Most Admired Life Insurance Companies”



Assets under Management – US $ 201 Billion (Rs. 8,90,456 Crores)

• Annual Revenues – US $ 25 Billion • Annual Surplus & Reserves – US $ 11 Billion (Rs. 50,000 Crores)

FORTUNE 2006 : GLOBAL MOST ADMIRED COMPANIES INSURANCE : LIFE & HEALTH Industry Rank 1).

1

2). 3). 4). 5). 6). 7). 8). 9). 10). 11). 12). 13). 14). 15).

3

Company

Overall Score

Northwestern Mutual New York Life Prudential Financial

7.38 7.25

TIAA-CREF

--

14 4.65 11 16 8 9 --

ING Group MetLife AXA Aegon Meiji Yasuda Life Insurance 13

2006 Score

2005 Rank 7.23

7.05 7.06

2 6.81

6.62

5.90

6.27 6.24 6.18 5.67

6.32 6.46 6.03 5.80 5.57

Dai-ichi Mutual Life

5 4 6 7 4.62

5.52

Nippon Life Insurance

5.51

4.87

Sumitomo Life Insurance

5.20

4.82

Prudential PLC

5.17

4.79

Aviva

5.02

4.64

CNP Assurances

4.82

4.50

International Presence • North America – All 50 states

• Latin America – Argentina (a JV) – Mexico

• Asia Pacific

– JVs • India • Indonesia • Thailand • China • The Republic of South Africa • Cost-Ricca – Wholly Owned Subsidiaries • Hong Kong • Philippines • Taiwan • South Korea – Representative offices • Vietnam

Global Presence

The Company We Keep New York Life, has insured the lives of as many as 9 US Presidents…. • Richard Nixon (1913-1994) • Franklin D. Roosevelt (1882-1945) • Herbert Hoover (1874-1964) • Calvin Coolidge (1872-1933) • Warren Harding (1865-1923) • Theodore Roosevelt (1865-1923) • William McKinley (1843-1901) • Benjamin Harrison (1833-1901) • James Garfield (1831-1881)

• •

Max New York Life

A Partnership between Max India Limited & New York Life International Built on the Foundation of ……  Financial Strength & Integrity  Solidity & Knowledge  Excellence & Caring  Honesty & Team-Work



Vision : To Be The Most Admired Life Insurance Company in India



Wide Distribution Network with 105 Offices across 75 Cities in India



Market Leader in ULIP & L.P.P Policies



Max New York Life has sold over 11,75,000 Individual Policies



Sum Assured of over



Annual First Year Premium -

Rs. 764 Crores



Total Income -

Rs. 995 Crores



Total Reserves -

Rs. 575 Crores



Total Expense -

Rs. 335 Crores



Total Claims in 2005 -

Rs. 11 Crores

-

Rs. 29,146 Crores

An ISO 9001 : 2000 Certified Company

THE CONTROL STRUCTURE Government of India [Various

Defence

Home

Ministries]

FINANCE

Railways

SEBI

IRDA

RBI

(Shares & Equities)

(Autonomous Body Responsible

[ Banking Sector]

[Private & Public Sector]

to The Parliament) [Insurance Sector]

Life Insurance

LIC

Health

ICICI PRUDENTIAL

BAJAJ ALLIANZ

MAX NEW YORK LIFE

General Insurance

BIRLA SUNLIFE

An ISO 9001 : 2000 Certified Company

OMKOTAK MAHINDRA

ETC.

Our Investments • We Invest only in Government Securities, Treasury Bills, AAA & AA+ related Securities. • MNYL Invests only in Safe & Secure Debt Investments. Government Securities

Infrastructure and Social Sector. Not less than 15% Rating: Sovereign State & Central Infrastructure and Social Sector 71% Government Securities. (Rating: Sovereign) Rating: AAA/ AA+ Not less than 50%

18%

Others governed by exposure norms (Investments allowed in the Stock Market) Nationalized Bank / Corporate Paper / Mutual Funds

Not exceeding 35%

Rating:AAA An ISO 9001 : 2000 Certified Company

11%

ROLE OF INSURANCE REGULATORY & DEVELOPMENT (IRDA) 

AUTHORITY

Qualifications for Companies to be Registered as Insurer Under : IRDA * Detailed Scrutiny of The History,Financial Strength,Infrastructure,Performance of each Company * Qualification Criteria's laid down for entering into Insurance Sector * License Fees = Rs. 100 Crore to be deposited * Joint Venture = Indian Partner (74%) and Foreign Partner (26%)



Staff Appointment : * IRDA Clearance must for The Appointment of CEO/MD,Whose Past Performance,Reputation Checked * Appointment & Termination of Actuaries



Product : * Design, Modification etc. can be done only with IRDA Approval * Capable of Running even If Company Dissolved / Taken over by Other Company



Investment Norms : * >=71% in Govt. Securities, = 18% in Infrastructure, <=11% in Capital Market,ICRA & CRISIL Rated Companies. * Solvency Margin of Rs. 50 Crores + 0.3% of Collections to be Deposited in Government



Agency Criteria : * 100 Hrs. Training Compulsory for Every Agent * Agency License given only after passing The IRDA exam. Renewal After 3 Years.



Reports : * All Reports to be submitted to IRDA on Quarterly Basis. Soon Converted to Monthly & Weekly if Required.



Vigilance : * Can Appoint IRDA Official in Board of Directors. * Can Take Over The Management. * Can Conduct Surprise Checks Anytime.



Re – Insurance : * Every Company must be Re – Insured with SwissRe. Risks above Rs. 10 Lacs Auto Transferred to SwissRe. An ISO 9001 : 2000 Certified Company

Tax Benefits • Tax Exempt is available on the Premium Paid – u/s 80(c) Limit Rs. 1 Lakh

• Bonus, Sum Insured and Cash Value is fully Tax Exempt - u/s 10(10D) • Under Business Insurance (Key Person / Partnership / Emp-Employee / CEIP / HUF / MWPA) all Premiums Paid exempt - u/s 37(1) D. An ISO 9001 : 2000 Certified Company

Human Life Value Biggest Assets: “Ability to earn a living” Age – 25 years

Annual Income – Rs. 5 lacs

Retirement age – 60 years

Total earnings - Rs. 1.75 crores

Your

and

are insured to their full replacement value…

ARE YOU?? You're worth a fortune to your loved ones, if you live, but what if something unexpected happens to you? How much life insurance is enough?

Liability Curve HOUSING

KIDS MARRIAGE

CHILDREN’S EDUCATION CHILDREN’S MARRIAGE RETIREMENT

LIABILITIES COLLEGE BIRTH

AGE

What are Your Priorities?  Capital Accumulation

 Educational Needs

 Family Income Protection

 Retirement Income

Investment Pyramid Insurance Needs Calculator: Two quick estimators  6-8 times your Annual Salary  5 times salary + debt + mortgage + college funding

Speculative Securities SPECULATIVE INCOME INVESTMENTS Shares and Bonds Real Estate investments GROWTH INVESTMENTS Pension Plans Deposits, Home LONG TERM ACCUMULATIONS Emergency Funds—3-6 months income Bank Savings SHORT TERM SAVING Home and Life Insurance + ULIP (15 %) BASIC SECURITY NEEDS

Prioritize Your Biggest Assets

SAVINGS INVESTMENTS

INVESTMENTS

SAVINGS

INSURANCE

INSURANCE WHERE DOES THE MONEY GO?

During Lifetime:

77% + Living Expenses and Taxes

15% + Savings, Investments and Speculation

15%

At Death:

Of total net worth (Savings,etc.)

+

8% = Insurance Security and Protection Plans 85% Of total net worth (Insurance)

=

100%

Total Earnings 100%

Total Net Worth

THINGS YOU NEED TO CHECK BEFORE YOU BUY A LIFE INSURANCE PLAN •

ANY PLAN OF LIFE INSURANCE SHOULD BE ABLE TO OFFER YOU FLEXIBILITY.



NEVER BUY A PLAN WITH FIXED TENURE.



THE ABILITY TO DRIVE YOUR PLAN THE WAY YOU WANT TO DRIVE IT SHOULD BE INHERENT IN YOUR POLICY.



THERE SHOULD BE ENOUGH FLEXIBILITY IN THE PLAN FOR YOU TO BE ABLE TO INCREASE YOUR INSURANCE OR STAGNATE THE SAME WHEN YOU WANT.



TODAY YOU ARE FINANCIALLY SOUND WHAT IF IT DOESN’T REMAIN THE SAME OVER A PERIOD OF 10 TO 15 YEARS THE PLAN SHOULD BE ABLE TO SUSTAIN THE PREMIUM.



ANY PLAN THAT YOU BUY SHOULD HAVE THE INHERENT QUALITY TO BEAT INFLATION i.e. THE COVER OF YOUR PLAN SHOULD KEEP ON INCREASING AS PER VALUE OF MONEY.



THE PLAN SHOULD BE SUCH THAT IN CASE OF ANY EMERGENCY OR OPPORTUNITY YOU SHOULD BE ABLE TO WITHDRAW MONEY FROM YOUR PLAN.



THE MOST IMPORTANT BEFORE BUYING A POLICY CHECK THE QUALITY & BACKGROUND OF YOUR ADVISOR. FINALLY ANY LIFE INSURANCE POLICY SHOULD WORK UNDER 3 CONDITIONS,

“MONEY IF YOU LIVE” , “MONEY IF YOU DIE”, “MONEY FOR ANY OPPORTUNITIES OR EMERGENCIES”.

INSURANCE

OR

INVESTMENT ???

Investment thru’ Insurance



Why Do You Need Insurance?

Premium



Maturity at What Age

Why To Invest? * To Beat Inflation Bank P.O Equity

Return 3.5% 7.5% 20%

Current Inflation 9.19% 9.19% 9.19%

* Today Your Money Will Doubled After 14 Yrs. + You Have to Invest Strong Amount At a Time. (As Per Rule of 72) * Rule of 72 = Inflation : % / 72 , Money Doubled : 72 / % * To Meet My Emergency Cash Needs. (Short Term Duration) * To Maintain Standard of Living at Retirement Time. An ISO 9001: 2000 Certified Company

LIFE’S LIABILITY Liability Graph :Kid 2 Marriage

I N C O M E

Kids Higher Edu. Donation

Retirement

Car Own Home

Kid 1

Kid 1 Marriage

Kid 2 Marriage

AG E Birth & Education



Liabilities are Fixed, Funds We have to Fix.



Money Grows thru’ Investment or Savings ?



It Is Better Late Than Never.



Age Will Grow, Income We Have to Grow. An ISO 9001: 2000 Certified Company

INFLATION ??? ITEM

1987

1997

2005

2017

Colgate Tooth Paste (100 gm) Hamam Soap

8.85

18.90

45.00

104.00

3.85

7.85

22.00

52.00

Masala Dosa

3.50

14.90

32.00

224.00

Petrol

7.90

25.00

52.54

259.00

LPG

56.00

137.00

317.00

830.00

Zodiac Shirts

225.00

510.00

1200.00

2620.00 Prices in Rs.

 Inflation Robs You of Your Purchasing Power :1,47,850 * We Pay More to Maintain the Same Standard of Living 68,480

* We Need to Save & Invest Today not Just To Maintain

31,720

Our Current Standard of Living but also to achieve

Our 14,690

5 Years

Goals

15 Years

25 Years

35 Years

WEALTH CREATION •

Luxury or Necessity :-



Cab le TV

Washi ng M achi ne

Micr ow ave Ov en



Colo r TV

Colo r M ob ile w ith Camer a

2/4 W heel er

“Long Term Wealth Creation Happens Only by Early & Regular Investment...” 20.16%

14.47%

9.19%

7.62% 5.50%

Inflation

Bank FD

Gold

Co. FD

Equities

Source : RBI Report on Currency & Finance (2004-05)

Any Investment Decision Should Be Based on One’s Needs, Risk Appetite & Investment horizon Hence, The Decision to Invest in Equity Funds Should Be Part of a Well-Crafted Financial plan. It Could be a Good Idea to Invest Some Portion of Your Money in Equity based ULIP, In order to Help You Reach Your Goal of Creating Wealth over The long Term.

Table of Financial Needs & Goals Financial Goals

Amount Required (at today’s prices)

Years to Investment Achieve Horizon Your Goals

Retirement

40 lakhs

25

Long Term

Daughter’s Marriage

10 lakhs

17

Long Term

Children’s Education

5 lakhs

7-10

Medium Term

Buying a Car

3 lakhs

5

Short Term

An ISO 9001: 2000 Certified Company

WHICH INVESTMENT IS APPROPRIATE?  Debt : PPF, Post office scheme, Fixed Deposits, Debentures, Bonds, Income Funds  Equity : Individual Stocks, Growth Funds, Sectoral Funds  Banks: Bank Deposits, Liquid Funds OR  Unit Linked Investment Plan – ULIP ( a mix all of the above ) A good investment is one that helps you maximize your total returns, net of taxes and inflation over the time period you invest for! An ISO 9001: 2000 Certified Company

Equity Funds Why Equity Funds? All of us aspire for enough wealth to be able to finance at least some of our dreams. Giving our family the very best, educating our children, including our hobby that can our life more rewarding. One of the most chances of doing so is by investing wisely & regularly today. When one is investing for the long-term, one has to look at generating a return that is greater than inflation. For Ex., If you get a return of 11% from your investment and inflation is 9% then the real return you have made is only 2%.

Why Indian Equities? • • •

Favorable Demographics - High Percentage of Young Population to Drive Spending. Poor Infrastructure – Has to Improve from Present Situation. Cannot Get Worse. Globally Competitive Sectors & Companies – All Implying Strong Sustainable Economic Growth Going Forward.

• Equities As An Asset Class Has Given Higher Returns Over A Long Term. Around The World, Investors Speaks Only One Language ….. “ Equity Based Unit Linked Investment Plan ” An ISO 9001 : 2000 Certified Company

MUTUAL FUNDS Are Mutual Funds Safe ??? ►

One of The Public Limited Company



Investors Company



Company Cannot get Dissolve / Can’t get Runaway



“Mutual Funds are not Just Equity Plan, but they are The Asset Allocation Funds”



In Mutual Funds as per IRDA Law, Money is Invested in a Spread. i.e. At Least In Minimum 15 to 35 Companies, Hence The Risk is minimized.



A Mutual Fund pools the money of people with similar investment goals. The money in turn is invested in various securities depending upon the objectives of the mutual fund scheme, and the profits are shared among investors in proportion to their investments.



M.F schemes are usually Open End (Open for Investment & Redemptions) or Closed End (With a Fixed Term)



In Open End Schemes, Units Can be Purchased from or sold back to the fund at a Net Asset Value (NAV) based price on all business days.



Mutual Funds are everyone. Around the World, Millions of investors invest in M.F because of their safety, Ease of Investing & Help you to achieve your financial goals. An ISO 9001: 2000 Certified Company

FUNDS ALLOCATION Power Chemical Pharmaceutical Telecommunication FMCG Asset Allocation Funds

Sectorial Funds

I.T Software Petroleum Banking G-Sec. Finance

Portfolio • • • • • • • • • • • • • • • •

Auto : Mahindra & Mahindra,TVS,Maruti Udyog Ltd,etc. * Software : Satyam Computer,TCS,Infosys,Wipro,etc. Banks : SBI,PNB,ICICI,UTI,BOB,IOB,etc. * Telecom : Bharti Televentures Ltd.,Tata Telecom,etc. Cement : Grasim Ind.,Gujarat Ambuja,etc. * Transportation : Shipping Corp. of India Ltd. Chemicals : Indian Petrochemicals,Guj. Alkalies,etc. * Travel : Balmer Lawrie Consumer Non-Durable : Asian Paints,Nerolac Paints,Tata Tea,Hindu.Lever Ltd.,etc. Consumer Durable : Voltas Ltd. * Unlisted Equity Holdings : India Info line,etc. Fertilizers : GSFC,Indo Gulf Fertilizers Ltd. * Warrants : Jindal Vijaynagar,Television Eighteen,etc. Finance : Sundaram Fin. Ltd.,Tata Inv. Corp. Ltd. Ferrous Metals : Tata Iron & Steel Co. Ltd,Jindal Steel & Power Co. Ltd. Industrial Capital Goods : Bharat Electronics Ltd.,BHEL,Bharat Earth Movers Ltd,.etc. Industrial Products : Finolex Cables Ltd.,BOC (I) Ltd.,etc. Media & Entertainment : NDTV,Deccan Chronicle Holdings Ltd.,etc. Oil : ONGC Petroleum : Reliance Ind. Ltd.,IBP Co. Ltd,.BPCL,etc. Pharmaceuticals : Sun Pharma.Cipla,Glaxo SmithKline,Dr.Reddys,Ranbaxy,etc. Power : Reliance Energy Ltd.,Tata Power Co. Ltd.,

THE TOP MONEY MANAGERS OF THE 20th CENTURY Rank

Fund Manager

Organisation

1st

Warren Buffett

Berkshire Hathaway

2nd

Peter Lynch

Fidelity Management & Research

3rd John Templeton Counsel

Templeton Investment

4th

Graham & Dodd

Security Analysis

5th

George Soros

Soros Fund Management

6th

John Neff

Vanguard Group

7th

John Bogle

Vanguard Group

8th

Michael Price

Franklin Mutual Advisors

9th

Julian Robertson

Tiger Management

10th Mark Mobius Templeton Asset Management Survey conducted by, The Carson Group, a leading global capital markets intelligence consulting firm

FRANKLIN TEMPLETON INVESTMENTS

FRANKLIN T EMPLETON The World’s Most admired “Fund Managers” Managing Your Fund. U.S Based Mutual Fund Company. Manage 415 Billion$ Asset ( Rs.17,50,000 Crore – More than Indian Banking Industry) Global Presence – 30 Countries. •

World’s 3rd. Largest Independent Fund Management Company.



In India, F.T is Managing Over Rs.20,000 Crore, 40 Offices in India & 1.5 Million$ Shareholder Accounts.



Highest Share in Indian Market – 10%



Awarded “Best Mutual Fund Company of The Year 2005”.



Cumulative Annualized Returns in Last 18 Years – 20.16% Approx. Returns in Equity.

MNYL’S Top 10 Tips For Successful Investing •

Invest Regularly

Part 2

The Power Of Rupee Cost Averaging Year

Ave. Unit Price (Rs) 1 20 2 15 3 13 4 10 5 20 6 15 Total Invested (Rs) Average Price Paid (Rs) Total No. of Units Bought Value of Investment After Six Years (Rs)

Lump – Sum Investor Amount Units Invested (Rs) Bought 1,20,000 6000 --------------------1,20,000 20 6000

Regular Saver Amount Units * Invested (Rs) Bought 20,000 1000 20,000 1333 20,000 1538 20,000 2000 20,000 1000 20,000 1333 1,20,000 20 8204

1,20,000

This Example Uses Assumed Figures & Is for Illustrative Purposes Only. * Fractional Units Ignored

An ISO 9001 : 2000 Certified Company

1,64,080

MNYL’S Top 10 Tips For Successful Investing 1.

Review Your Investments



Your investments need to adapt to changes in your circumstances, such as getting married, Having children or starting business.



It’s also a good idea to check that each of the funds in your portfolio is living up to your expectations. Talking to an Investment Advisor could help you decide whether you need to switch between funds. CUMULATIVE RETURNS 1996 - 2004 30 LACS Actively Managed Funds Sensex Total Invested

25 LACS 20 LACS 15 LACS 10 LACS 05 LACS 00

JAN-96

’97

’98

’99

’00

’01

’02

Source : Franklin Templeton Cumulative Returns from Jan-96 to Jan-05

An ISO 9001 : 2000 Certified Company

’03

’04

‘05

LIFE MAKER Unit Linked Investment Plan



100% Tax-Free Returns + 100% White Income.



Option to Choose Death Benefits ( Level & Increasing )



The Facility to Change Death Benefit Option As per Your Need in Life.



Premium Flexibility, You Can Pay Premium Any-Time In Whole Year after First 3 Years.



After First 3 Years, Withdrawal Facility Any Time/Partial Surrender/Full Surrender.



Facility To Pay Top-Ups. Only MNYL to give 1% Extra Bonus On Top-Ups.



Persistency Unit on All Plans Available. i.e. If 10 Yr. Plan Is Taken Then At The Time of Maturity ...... Customer Gets “X” % From The Company (MNYL) As a Loyalty Benefit.



Front End Charge of The Company – “ We Do Not Participate in Customers Profits”. Hence, We Charge Initially.



The Facility to Increase or Decease Your Sum-Assured, Based on Your Family.



Our Investment Process is Aimed at Delivering Consistently Strong Investment Performance & World Class Service.



Our Investment Process Harnesses Our Global Reach & Local Expertise to Identify Investment Opportunities Most Suited to Your Needs. An ISO 9001: 2000 Certified Company

DECIDE

Whether You Should Work For Money OR

Should Money Work For You!!! Life & Wealth Cycle Stage 4C Inflation Proof Returns – Rule of 72 PREMIUM FLEXIBILITY - Increase & Decrease of Premium - Stop Premium - Extra Top-Ups - Any Time Premium

LIFE MAKER SAFETY - Mutual Fund Industry - IRDA - SEBI - Section 27 of Insurance Act 1938

PROTECTION - Death - Disease - Disability

EXPERIENCE - 162 Yrs. Of New York Life Intl. - 52 Yrs. Of Franklin Templeton - 22 Yrs. Of Max India Ltd. LIQUIDITY OF MONEY TAX – BENEFIT U/S 80 C ( 1 Lakh limit)

FUND ALLOCATION (Bench-Mark) - F.I.B.C.F - T.I.I.F An ISO 9001: 2000 Certified Company

MNYL Growth Fund & Balance Fund Govt. Securities 16%

Corporate Bonds 11%

Govt. Securities 30% Corporate Bonds 20%

Cash 14%

Equities 33% Equities 59%

Cash 17%

MNYL Conservative Fund & Secure Fund Govt. Securities 23%

Govt. Securities 62%

Corporate Bonds 15%

Cash 12% Cash 20%

Equities 0%

Equities 42%

Corporate Bonds 26%

INDIAN MUTUAL FUND INDUSTRY 303000

253000

203000

153000

103000

53000

3000 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2004 2006 Source: Mutual Fund Yearbook 2001 (AMFI)

Performance of PPF in Last 7 Years 1200%

11 9.5

Interest rate

1000%

9

800%

8

8

2003

2004

7.5

7.5

2005

2006

600% 400% 200% 0% 2000

2001

2002

Years

Rate of Return in Percentage

Performance of National Savings Certficate (NSC) in the last 7 years 14 12 10 8 6 4 2 0

11.5 9.5

2000

9

2001 2002

8

8

7.5

2003 2004 2005 Years

7.5

2006

Performance of Bank Deposits (F.D) in the past 5 years

Percentage Rate of Return

12 10

10

9.5 8

8 6

5.5

5.25

5.25

5.25

2003

2004

2005

2006

4 2 0 2000

2001

2002

Years

Rate of Return on Investment

Performance of FT Bluechip Fund in the last 12 years 45 40 35 30 25 20 15 10 5 0

39.91 27.03 19.54

1 year

17.97

3 years

5 years

Years

Series1

since inception

Percentage Rate of Return on Investments

Performance of FT Prima Fund Since Inception 80 60 40 20 0 Series1

1 year

3 years

5 years

since inception

56.88

62.77

29.67

23.91

Years

The Better The Equities Perform The More Your Investment Grows……….. Top 5 Companies had a Growth of 32% in their Turnover in the Last Year

Top 5 Company’s Net Profit Increased by 35% in the Last Year

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