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2020 Foresight Report: Branding and Segmentation in Wealth Management
Description:
Managing the wealth of individual clients has become a strategic priority for financial institutions across
developed and developing markets. Global wealth management growth in terms of AuM fell dramatically
over the last three years (2009–2012) due to the US economic crisis, combined with the Eurozone crisis in
2011, resulting in high market volatility and sapped economic growth globally that eroded investors' asset
values and refrained them from investing in the capital market. However, wealth management organizations
are adopting various strategies in order to build a distinctive brand, helping to distinguish their product
offerings from their counterparts in order to gain a competitive edge. Moreover, the wealth management
organization segments customers under various categories according to wealth holdings. Many private
banks and wealth managers across the Asia-Pacific, Americas and Europe have developed sector specific
strategies to tap into groups of high net-worth individuals and families through their personal interests,
leading to different approaches to segmentation and the factors that need to be taken into account when
assessing the needs of different groups. Wealth management companies are segmenting their clients
through an asset-based approach or through linear segmentation. In order to deliver cost-effective service
offerings to various levels of wealth management customers and in order to do so, asset management
companies needs to have a well-defined and executable segmentation plan.
Wealth management firms categorize their clients into four segments: the mass market, mass affluent, high
net worth individuals (HNWIs) and ultra high net worth individuals (UHNWIs). The mass market segment
comprises individual households with a moderate income and property which need only basic banking and
investment services. There has been a significant growth in demand for alternative investments among
HNWIs in the Asia-Pacific region. In 2011, certain categories of IOPs such as art, jewelry and collectibles
delivered higher returns than equities since the global financial and economic crisis, and emerged as an
important component of the overall investment strategy for Asia-Pacific HNWIs. China and Hong Kong
overtook the US as the world's largest market for art and antiques and the interest is pushing up the value
of indigenous works, as evidenced by the 20.6% increase in 2011 in the World Traditional Chinese Works of
Art Index. Significantly, Asia-Pacific HNWIs continue to buy into professional sports, despite the lack of
financial returns.
Synopsis
The report provides market analysis, information and insights on branding and segmentation in wealth
management:
- Provides a regional snapshot of branding and segmentation strategies, their market size and future
outlook
- Comprehensive analysis of the respective market size, future outlook and competitive landscape of leading
wealth management companies
- Analysis of trends and drivers and customers attitudes and behaviors towards the wealth management
industry
- Detailed analysis of market entry strategies and product and services strategies adopted by leading wealth
management companies operating in the wealth management industry
Scope
- This report provides a comprehensive analysis of regional branding and segmentation strategies in the
wealth management industry across the world
- It provides data on current market size and future prospects for the wealth management industry in
leading markets
- It details various approaches adopted by wealth market players to segment the market according to target
customers across the industry
- It details the market entry strategies and product, target and customer retention strategies used by various
wealth management companies in the wealth management industry
Reasons To Buy
- Assess the branding and segmentation strategies of leading companies in the wealth management
industry
- Assess the trends, drivers and implications in the wealth management industry
- Make strategic business decisions using historic and forecast market data related to the wealth
management business in leading wealth management companies and key target markets
- The report details the various trends and drivers impacting the growth and profitability of the industry
- Gain insights into the marketing entry strategies, target, and product and customer retention strategies
adopted for expansion of wealth management business
Key Highlights
- The wealth management industry emerged as a significant segment for the financial sector in the late
1980s. Due to increasing demand from wealthy individuals throughout the world, the industry was equipped
with a network of investment advisors to serve high net worth individuals (HNWIs) and ultra high net worth
individuals (UHNWIs).
- There was a significant increase in the number of HNWIs globally, enabling wealth management
organizations to overhaul their business models and target strategies in order to cater to the growing needs
of the wealthy individuals.
- Wealth management companies are segmenting their clients through an asset-based approach or through
linear segmentation. In order to deliver cost-effective service offerings to various levels of wealth
management customers, asset management companies need to have a well-defined and executable
segmentation plan.
- There has been a significant growth in demand for alternative investments among HNWIs in the AsiaPacific region. In 2011, certain categories of IOPs such as art, jewelry and collectibles delivered higher
returns than equities since the global financial and economic crisis, and emerged as an important
component of the overall investment strategy for Asia-Pacific HNWIs.
- European wealth managers have developed the use of smartphone and tablet applications in France,
Germany, Italy, Spain, Switzerland, and the UK. BNP Paribas Fortis is targeting wealthy investors in Belgium
by offering James, a video-based access point for financial advisors.
Contents:
1 Executive Summary
2 Global Snapshot
2.1 Global Market Segmentation Snapshot
2.2 Regional Market Size and Forecast
2.3 Branding and Marketing Strategies
3 Asia Pacific
3.1 Regional Market Segmentation Dynamics
3.1.1 Overview
3.1.2 Regional dynamics by key countries
3.1.3 Analysis of HNWI consumer attitudes and behavior towards investment
3.1.4 Asset allocation
3.1.5 Key trends and drivers
3.2 Regional Market Size and Forecast
3.2.1 By volume of HNWI customers
3.2.2 By value of HNWI wealth
3.2.3 HNWI segmental analysis by key countries
3.2.4 Investable wealth analysis by key countries
3.3 Branding and Marketing Strategies
3.3.1 Branding strategy
3.3.2 Targeting strategies
3.3.3 Product launch strategy
3.3.4 Customer retention strategies
3.4 Branding and Segmentation Case Studies
3.4.1 DBS Bank redefines its marketing and branding strategy to expand presence across Asia
3.4.2 HSBC – Rebranding as a strategy to emphasize wealth management business
3.4.3 ICICI BANK
4 The Americas
4.1 Regional Market Segmentation Dynamics
4.1.1 Overview
4.1.2 Regional dynamics by key countries
4.1.3 Analysis of HNWI consumer attitudes and behavior towards investment
4.1.4 Asset allocation
4.1.5 Key trends and drivers
4.2 Regional Market Size and Forecast
4.2.1 By volume of HNWI customers
4.2.2 HNWI segmental analysis by key countries
4.2.3 Investable wealth analysis by key countries
4.3 Branding and Marketing Strategies
4.3.1 Branding strategy
4.3.2 Targeting strategy
4.3.3 Product strategy
4.3.4 Customer retention strategies
4.4 Branding and Segmentation Case Studies
4.4.1 TD Canada Trust branding strategy via social media
4.4.2 US Trust
4.4.3 UBS Bank
5 Europe
5.1 Regional Market Segmentation Dynamics
5.1.1 Overview
5.1.2 Regional dynamics by key countries
5.1.3 Analysis of HNWI consumer attitudes and behavior towards investment
5.1.4 Asset allocation
5.1.5 Key trends and drivers
5.2 Regional Market Size and Forecast
5.2.1 By volume of HNWI customers
5.2.2 By value of HNWI wealth
5.2.3 HNWI segmental analysis by key countries
5.2.4 Investable wealth analysis by key countries
5.3 Branding and Marketing Strategy
5.3.1 Branding strategy
5.3.2 Product strategy
5.3.3 Targeting strategy
5.3.4 Customer retention strategies
5.4 Branding and Segmentation Case Studies
5.4.1 Deutsche Bank
5.4.2 Erste Group Bank
6 Appendix
6.1 Methodology
6.2 Definition
6.3 Background
6.4 Contact Us
6.5 About Timetric
6.6 Disclaimer
List of Tables
Table 1: Growth of HNWIs in the Asia-Pacific Region by Volume (Million), 2008–2017
Table 2: Growth of HNWI Wealth in Asia-Pacific Region by Value (Trillion), 2008–2017
Table 3: HNWI Population in Asian Wealth Market (Thousand), 2008–2012
Table 4: Percentage of HNWIs who are Considering Investing in Alternative Asset Class
Table 5: Growth of HNWIs in Americas Region by Volume (Million), 2008–2017
Table 6: Growth of HNWI Wealth in Americas Region by Value (Trillion), 2008–2017
Table 7: HNWI Population in the Americas Wealth Market (Thousand), 2008–2012
Table 8: Growth of HNWIs in Europe by Volume (Million), 2008–2017
Table 9: Growth of HNWIs Wealth in Europe by Value (US$ Trillion), 2008–2017
Table 10: HNWI Population in the European Wealth Market (Thousand), 2008-2012
List of Figures
Figure 1: Global Snapshot of HNWI Wealth and Population, 2012
Figure 2: Marketing Process in Wealth Management
Figure 3: Market Segmentation and Scope of Business
Figure 4: Linear Segmentation – The Global Wealth Pyramid
Figure 5: Potential Client Segmentation and Client Requirements
Figure 6: HNWI Client Requirements Based on Stage of Wealth
Figure 7: Global Number of HNWIs (Million), 2008–2012
Figure 8: Total Number of HNWIs in Various Regions of the World (Million), 2008–2012
Figure 9: Value of Global HNWI Wealth (US$ Trillion), 2008–2012
Figure 10: Branding Strategies Adopted by Domestic and Foreign Players
Figure 11: Winning and Regular Marketing Strategies
Figure 12: Snapshot of Asian HNWI Wealth and Population, 2012
Figure 13: Different Approaches to Market Segmentation Adopted by Wealth Market Players
Figure 14: Asset Allocation in Leading Markets (US$ Million), 2012
Figure 15: Market Segmentation by Source of Wealth
Figure 16: Women HNWI Investor Behavior
Figure 17: HNWI Regional Distribution in China and India, 2011
Figure 18: HNWI Product Offerings According to Religious Orientation
Figure 19: Regional Dynamics by Key Countries
Figure 20: Asset Allocation in Leading Markets, 2012
Figure 21: Asset Allocations to Alternate Investments, 2012
Figure 22: Key Trends in the Asia-Pacific Region
Figure 23: Drivers of Wealth Management Industry in Key Markets of the Asia-Pacific Region
Figure 24: Growth of HNWIs in the Asia-Pacific Region by Volume (Million), 2008–2017
Figure 25: Growth of HNWI Wealth in Asia-Pacific Region by Value (Trillion), 2008–2017
Figure 26: Asian HNWI Population by Key Countries (Thousand), 2008–2012
Figure 27: Investable Wealth in Key Countries and Drivers
Figure 28: Growth Prospects of Investable Wealth in Key Countries and Drivers (%), 2008–2017
Figure 29: Branding and Marketing Strategies
Figure 30: Key Branding Strategies in the Asia-Pacific Region
Figure 31: Gap in Wealth Management Product Offerings
Figure 32: Branding, Marketing and Targeting Strategies of DBS Bank
Figure 33: Branding, Marketing and Targeting Strategy of HSBC Bank
Figure 34: Branding, Marketing, Product and Targeting Strategy of ICICI Bank
Figure 35: Snapshot of Americas HNWI Wealth and Population, 2012
Figure 36: Market Segmentation Adopted by Wealth Market Players in the Americas
Figure 37: Volume of HNWIs in Americas, 2012
Figure 38: Wealth Distribution by Industry in Brazil and the US, 2012
Figure 39: Regional Dynamics by Key Countries
Figure 40: Asset Allocation in Leading Markets, 2012
Figure 41: Key Trends in the Americas Region
Figure 42: Asset Allocation in Leading Markets, 2012
Figure 43: Growth of HNWIs in Americas Region by Volume (Million), 2008–2017
Figure 44: Growth of HNWI Wealth in Americas Region by Value (Trillion), 2008–2017
Figure 45: Americas HNWI Population by Key Countries (Thousand), 2008–2012
Figure 46: Investable Wealth in Key Countries and Drivers (US$ Billion), 2008, 2012, 2015 and 2017
Figure 47: Growth Prospects of Investable Wealth in Key Countries (%), 2008–2017
Figure 48: Branding and Marketing Strategies in the Americas
Figure 49: Merrill Lynch Mobile Application for Wealth Management
Figure 50: Scale-driven Consolidation in Bank Brokerage and Emergence of Integrated Institutions
Figure 51: JP Morgan Chase's Facebook Marketing Initiative
Figure 52: Screenshot of Visa Business Network Facebook Login Page
Figure 53: Coverage Models Dominate the Ultra HNW Market
Figure 54: Wealth by Design for Women Portal of HoyleCohen
Figure 55: Screenshot of TD Canada Trust's $PLIT IT Facebook Application
Figure 56: US Trust ‘What is Worth?' Campaign
Figure 57: UBS Bank ‘We Will Not Rest' Campaign
Figure 58: Asset Allocation in Leading Markets, 2012
Figure 59: Market Segmentation Adopted by Wealth Market Players in Europe
Figure 60: Wealth Distribution in European Countries Relative to the World (%), 2012
Figure 61: UHNWIs – Regional Distribution in France and the UK (%), 2011
Figure 62: Regional Dynamics by Key Countries
Figure 63: Asset Allocation in Leading Markets, 2012
Figure 64: Share of Sustainable Investments in Total HNWI Portfolio, 2007, 2009 and 2011
Figure 65: Key Trends in the European Region
Figure 67: Growth of HNWIs in Europe by Volume (Million), 2008–2017
Figure 68: Growth of HNWIs Wealth in Europe by Value (US$ Trillion), 2008–2017
Figure 69: European HNWI Population by Key Countries (Thousand), 2008–2012
Figure 70: Investable Wealth in Key Countries and Drivers (US$ Billion), 2008, 2012, 2015 and 2017
Figure 71: Growth Prospects of Investable Wealth in Key Countries (%), 2008–2017
Figure 72: Branding and Marketing Strategies in Europe
Figure 73: Branding and Marketing Strategies
Figure 74: Rebranding Strategies Adopted by Wealth Management Organizations in Europe
Figure 75: Product Strategies
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