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Targeting business owners in Asia Pacific Wealth Management
Datamonitor, Dec 2004, Pages: 40
INTRODUCTION 8
Who is the target reader? 8
Research methodology 8
WHY TARGET BUSINESS OWNERS? 10
Financial needs 11
Personal versus business needs 12
The transition process 15
Market Size 17
Number of companies 17
Outstanding deposits and loans 18
Other targets 20
MEANS OF ATTRACTION 21
Internal referrals 21
Westpac 22
Sand Aire 22
Partnerships and JV’s 23
Product or service pushes 24
National Australia Bank 24
RBS Mentor Services 24
Coutts Asset Reserve 25
Fiducian 26
Sponsorship 27
St.George 28
SICCI-DBS 28
Community ties 29
BankWest 29
ACTION POINTS 31
Step lightly on each others toes 31
Fostering referral 31
Valuable visibility 32
Pertinent partnerships 32
Offering value-add 32
Proactively seeking clients 33
Business relations 33
APPENDIX 34
Data 34
The Global Wealth Model 35
The UK sub model 35
Asia-Pacific sub model 35
Forecasting methodology 35
Our wealth numbers compared with others’ numbers 36
Our SME Model 37
Bespoke Wealth Market Sizing 38
Further reading 39
Wealth Management in Asia-Pacific SPP: Reports 39
Wealth Management in Asia-Pacific SPP: Insight Reports 39
Wealth Management in Asia-Pacific SPP: Competitor Tracking 39
Our Financial Services Consulting 40
Asia-Pacific contacts 40
LIST OF TABLES
Table 1: Number of SMEs and HNWIs in Australia, Hong Kong, Singapore and South Korea, 2003 34
Table 2: Total SME deposits and loans outstanding in Australia, Hong Kong, Singapore and South Korea, 2003 34
Table 3: HNW liquid assets in Australia, Hong Kong, Singapore and South Korea, 2003 34
Table 4: Wealth markets that have been modeled using the Global Wealth Model 38
LIST OF FIGURES
Figure 1: Methodology diagram and report structure 9
Figure 2: A client can with multiple relationships with the bank which could cause problems of internal conflict between business units and cause problems for the client 12
Figure 3: There are many more SMEs than HNW individuals in Australia, Hong Kong, Singapore and South Korea 18
Figure 3: 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 19
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