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Germany Wealth Management: HNW Investors 2019

  • ID: 5067861
  • Report
  • May 2020
  • Region: Germany
  • 40 Pages
  • GlobalData
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  • Deutsche Bank
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German HNW investors - who skew heavily towards professional and entrepreneurial males - show strong demand for most forms of wealth advice and planning. A multi-service proposition underpinned by a proven ability to demonstrate returns will be key to tapping into changing demand preferences. German wealth providers should showcase their expertise across all forms of planning, especially around taxation, pensions, and socially responsible investments. A burgeoning appetite for novel options such as robo-advice also provides significant growth opportunities for German wealth managers.

Drawing on our proprietary research - including our annual Global Wealth Managers Survey - this report analyzes the service requirements, investing preferences, and portfolio allocation of German HNW investors.

  • The German HNW investor base is heavily male-led, and skews towards those aged 50 and above. Their wealth is predominantly accumulated through earned income (69.9%) and entrepreneurship (21.2%).
  • Wealth managers specializing in expatriation can profit from expats, who represent just under a quarter of the resident HNW population. French and British citizens lead HNW expats residing in Germany.
  • German HNW individuals are both promiscuous and loyal: they use an average of 4.7 wealth managers but invest over half of their managed wealth with their main wealth manager.

Reasons to Buy
  • Develop and enhance your client targeting strategies using our data on HNW profiles and sources of wealth.
  • Give your marketing strategies the edge required and capture new clients using insights from our data on HNW investors’ preferences for the various styles of asset management.
  • Tailor your product portfolio and service proposition to match current demand among HNW individuals and react proactively to forecasted changes in demand.
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  • Deutsche Bank

1. Executive Summary
1.1. A comprehensive service proposition is critical to success in Germany
1.2. Key findings
1.3. Critical success factors
2. Sizing and Forecasting the German Wealth Market
2.1. The economic impacts of COVID-19 will have an adverse effect on HNW wealth growth
2.2. 0.5% of Germans are considered HNW
3. Demographics
3.1. German female HNW investors remain under-represented
3.2. Earned income accounts for over twothirds of German HNW citizens
3.3. Three industries account for over half of German HNW assets
3.3.1. Almost a quarter of German HNW wealth has been sourced from the financial services industry
3.3.2. Strong exposure to the financial services sector will have a negative effect on HNW wealth
4. HNW Expats
4.1. French and UK citizens lead HNW expats residing in Germany
4.2. Lifestyle, professional interests, and taxation drive expatriation
5. HNW Investment Style Preferences
5.1. Over half of managed wealth is overseen by HNW individuals’ main service provider
5.1.1. HNW individuals use an average of 4.7 wealth managers
5.1.2. HNW Germans primarilyexpect above-average returns from providers
5.2. Discretionary mandates dominate, but self-directed options are becoming more popular
5.2.1. Most wealth is placed in discretionary and advisory mandates
5.2.2. Fully automated digital financial advice platforms are making inroads
5.2.3. German HNW investors are expected to increasinglyopt for more hands-on mandates
6. HNW Asset Allocation
6.1. HNW Germanportfoliosremain skewed towards equites and bonds
6.2. Over 40% of German HNW assets are held via funds and ETFs
6.3. The leading role of bonds in the asset mix is expected to accelerate
7. HNW Offshore Investment Preferences
7.1. Germany will close the gap versus the region for offshore investments
7.2. Europe accounts for the lion’s share of German offshore investment
7.3. A superior range of investments and better returns drive offshoring
7.4. Equities are the main draw for HNW investors when offshoring
8. HNW Product Demand and Provision
8.1. Moderatetostrong demand exists for all planning services
8.2. Demand will grow for mostHNW products and services
9. Appendix
9.1. Abbreviations and acronyms
9.2. Methodology
9.2.1. Demographics data from the publisher's WealthInsight
9.2.2. The publisher's 2019 Global Wealth Managers Survey
9.2.3. Level of agreement calculation
9.2.4. Service level of demand score
9.2.5. Forecast level of demand calculation
9.3. Secondary sources
9.4. Further reading
List of Figures
Figure 1: COVID-19 will see German affluent wealth expand at a lower than expected 1.2% in 2020
Figure 2: 0.5% of Germans qualify as HNW
Figure 3: Nine out of every 10 HNW Germans is male, and are typically aged 50 and above
Figure 4: Earned income and entrepreneurship account for over 90% of German HNWwealth
Figure 5: Financial services, healthcare, and manufacturing are the most prominent industries from which GermanHNW individuals have amassed their wealth
Figure 6: Almost a quarter of German HNW individuals are expats
Figure 7: Expatriation among German HNW residents is primarily driven by better lifestyle conditions
Figure 8: HNW German investors show signs of being both loyal and promiscuous in their usage of wealth providers
Figure 9: HNW Germans are primarily influenced by the prospect of superior returns via their advisors
Figure 10: German HNW wealth is evenly distributed across advisory and discretionary mandates
Figure 11: The merits of all types of asset management are seemingly apparent to Germany’s HNW investors
Figure 12: Advisory mandates are expected to record the highest growth in the shortterm
Figure 13: HNW Germans are drawn to self-directing assets due to confidence in managing simple investments, prudence, and trust gaps
Figure 14: German HNW individuals have an increasingly balanced asset allocation spread that largely mirrors the overall European region
Figure 15: Funds account for over twofifths of the German HNW investor portfolio
Figure 16: Bonds will experience the highest net increase in demand among German HNW investors
Figure 17: The strong forecast for bonds is predominately related to an expectation of higher returns
Figure 18: German HNW individuals hold over a quarter of their wealth offshore
Figure 19: Europe is by far the most popular regional destination for German HNW offshore bookings
Figure 20: Superior returns and a wider range of investments offshore are driving HNW wealth abroad
Figure 21: Foreign stock markets attract the bulk of German offshore investment
Figure 22: Demand is most pronounced for tax planning, yet there is a gap in service provision
Figure 23: Portfolio secured lending, sociallyresponsible investments, and pension planning offer the greatest growth opportunitiesin the German HNW market
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A selection of companies mentioned in this report includes:

  • Deutsche Bank
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