Targeting Business Owners in Asia Pacific Wealth Management

INTRODUCTION

• Who is the target reader?
• Research methodology

WHY TARGET BUSINESS OWNERS?

• Financial needs
  • Personal versus business needs
  • Capital requirements
  • Pensions and investments
  • Insurance business
  • Tax issues
  • The transition process
• Market Size
  • Number of companies
  • Outstanding deposits and loans
  • Other targets

MEANS OF ATTRACTION

• Internal referrals
  • Westpac
  • Sand Aire
• Partnerships and JVs
• Product or service pushes
  • National Australia Bank
  • RBS Mentor Services
  • Coutts Asset Reserve
  • Fiducian
• Sponsorship
  • St.George
  • SICCI-DBS
• Community ties
  • BankWest

ACTION POINTS

• Step lightly on each others toes
• Fostering referral
• Valuable visibility
• Pertinent partnerships
• Offering value-add
• Proactively seeking clients
• Business relations

APPENDIX

• Data
• The Global Wealth Model
  • The UK sub model
  • Asia-Pacific sub model
  • Forecasting methodology
  • Datamonitors wealth numbers compared with others numbers
• Datamonitors SME Model
• Bespoke Wealth Market Sizing
• Further reading
  • Wealth Management in Asia-Pacific SPP: Reports
  • Wealth Management in Asia-Pacific SPP: Insight Reports
  • Wealth Management in Asia-Pacific SPP: Competitor Tracking
• Datamonitor Financial Services Consulting
• Asia-Pacific contacts
• List of Tables
  • Table 1: Number of SMEs and HNWIs in Australia, Hong Kong, Singapore and South Korea, 2003
  • Table 2: Total SME deposits and loans outstanding in Australia, Hong Kong, Singapore and South Korea, 2003
  • Table 3: HNW liquid assets in Australia, Hong Kong, Singapore and South Korea, 2003
  • Table 4: Wealth markets that have been modeled using the Global Wealth Model
• List of Figures
  • Figure 1: Methodology diagram and report structure
  • Figure 2: A client can with multiple relationships with the bank which could cause problems of internal conflict between business units as well as problems for the client
  • Figure 3: There are many more SMEs than HNW individuals in Australia, Hong Kong, Singapore and South Korea
  • Figure 4: Loans outstanding to SMEs consistently amount to more than two thirds of deposits, indicating that not all SME owners would be appropriate targets to wealth managers