Latest Issue
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CITIC Ka Wah Takes Tailored Approach to Wealth Advice
Creating a successful wealth management platform in today's environment is all about providing a more personalised service for customers, rather than loading advisers with several hundred customers each and setting high sales targets on individual products, says Zoe Lau, head of wealth management and consumer finance in the retail banking group at Hong Kong's CITIC Ka Wah Bank.
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Retail Takes a Protected Route
Against the backdrop of the current tough investment climate, mass affluent investors now see the value of principal protection clearer than ever before. Lena Lim, regional head of investment products for Citi's global consumer group in Asia, explains to Innovative Investor what this means for the role of structured products as a diversity play within portfolios, as well as revealing the infrastructure support she needs from manufacturers for retail distribution.
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Selling Under Scrutiny
Bruno Lee, head of HSBC's wealth management business in Asia-Pacific, and Sanna Wong, the firm's senior manager for investment products in Hong Kong, talk to Innovative Investor about why adequate education, risk profiling and product positioning are so vital — especially in an environment where retail sales practices are in the spotlight — to ensure the right products are being sold to the right clients.
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Demanding Markets Demand a Tailored Approach
Product innovation mapped to a range of clear investment themes and strategies is the main way distributors will match the changing client appetite in such uncertain times. Leong-Guan Lim, head of transaction products for UBS Wealth Management in Asia Pacific, talks to Innovative Investor about the type of structured products platform required to succeed in today’s highly competitive market — as well as the dangers the industry faces if it gets too complacent in the way it services clients.
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Retail Rewards
One benefit of the rapid growth in structured product providers in Asia is that the mass affluent sector can now get access to deals previously only sold to high net worth investors. But this poses various challenges for distributors in meeting client expectations and knowing who best to source product from, says Agnes Chen of DBS.
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Managing Expectations
Innovative Investor talks to UOB Private Banking's Paul Leo about how the firm's meticulous approach to tailoring and selling structured products to clients works.
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Diversity and Efficiency: Critical Success Factors
Todd James, senior director & head of structured products at HSBC Private Bank, tells Innovative Investor why it is imperative for the positive future of the business that the industry immediately confronts issues such as the need to diversify underlyings and products, as well as develop infrastructure to streamline documentation, processing, execution and monitoring of positions.
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Structured to Succeed
Innovative Investor talks to Sutat Chew about how he has built a robust structured products platform for Standard Chartered Bank’s wealth management business.
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