Wealth Management in the Belgo-Dutch region, 2008

Content

• Overview
• Catalyst
• Summary
  • Methodology
• Executive Summary
  • Servicing The Online Needs Of Hnw Clients
  • Belgium And The Netherlands Have Provided Investors With Some Good Domestic Investment Opportunities
  • Hnws In The Belgo-Dutch Region Are Older And Less Entrepreneurial Than European Averages
  • Belgo-Dutch Wealth Managers Enjoy Fairly Long Lasting Client Relations
  • Servicing The Online Needs Of Hnw Clients
  • Online Services Are Increasingly In Demand Among Hnws
  • Online Services Appeal To A Wide Range Of Customer Segments
  • Demand For Online Services Is Particularly Noticeable In The Belgo-Dutch Region
  • Key Implication: Belgo-Dutch Wealth Managers Must Look At Meeting This High Level Of Demand
  • Developing Online Services For Hnws
  • A Brief History Of Online Banking
  • There Are 11 Core Online Services
  • Key Stages In Developing Successful Online Strategies
  • Innovative Example From The Us: Global Private Bank Takes A Structured Approach To Development
  • Belgium's Wealth
  • Investment Returns Have Boosted Belgium's Wealth
  • Equity Investment Returns Have Boosted Belgian Wealth Considerably
  • Bond Yields And Deposit Rates Have Contributed Steadily To Belgian Investors' Portfolios
  • The Belgian Property Investment Sector Has Grown Strongly
  • The Belgian Onshore Investment Market Has Repositioned Towards Safe Havens
  • Belgian Investors Have Played Safe With Their Wealth
  • The Netherlands' Wealth
  • Local Investment Returns Have Been Good
  • Equity Investment Returns Have Been Lower Than In Other European Countries
  • The Dutch Property Investment Sector Has Soared
  • The Dutch Onshore Investment Market Is Moving Out Of Risky Areas
  • Dutch Investors Are Moving Into Currency And Deposits
  • Wealth In The Belgo-Dutch Region Has Plateaued Recently And Will Fall Back Slightly In 2008
  • The Affluent Populations In Belgium And The Netherlands Were Roughly Stable In 2007
  • Outlook For The Belgo-Dutch Wealthy Population In 2008-12
  • 2008-09 Will Be Characterized By Struggling Economies Worldwide
  • Data Tables
  • The Belgo-Dutch Hnw Investor
  • Belgo-Dutch Hnws Are Mostly Aged 31-65, Less Entrepreneurial And More 'Liquid' Than Their European Counterparts
  • Belgo-Dutch Hnws Are Generally In The Peak Years Leading Up To Retirement
  • Wealth Management Service Implication: Focus On Security In Retirement For The Large Customer Base Age
  • Innovative Example From The Us: Ziegler Wealth Management Offers Services In Pre-Retirement Lifestage
  • Belgo-Dutch Wealth Comes More From Earned Income And Inheritance
  • Wealth Management Service Implication: Providers Need To Develop Specific Products For Customers By Source Of Wealth Segments
  • Innovative Example From The Uk: Investec Private Bank Targets City Elite Segment
  • Belgo-Dutch Hnws Are Heavily Invested In Cash And Deposits
  • Hnw Belgo-Dutch Investors Have The Bulk Of Their Portfolio Invested In Europe, And Will Shift Towards Alternative Investments
  • Belgo-Dutch Hnws Have A Large Proportion Of Their Assets Invested In Europe, But Have Also Invested In North America And Asia
  • Wealth Management Service Implication: Look East And West For Investment Opportunities
  • Innovative Example From China: Hsbc Invests In China's Property Market
  • Hnws Will Switch More Of Their Wealth Into Alternative Investments
  • Wealth Management Service Implication: Provide Clients Access To Alternative Investments
  • Innovative Example From Europe: Axa Private Equity Offers Leveraged Buyout Fund
  • Belgo-Dutch Hnw Customers Are Interested In Higher Returns, Are Relatively Knowledgeable And Very Interested In Less Traditional Investments
  • Belgo-Dutch Hnw Investors Want Higher Returns But Without High Risk
  • Wealth Management Service Implication: Help Clients Balance Risk And Return
  • Belgo-Dutch Hnws Are More Financially Sophisticated Than Average
  • Wealth Management Service Implication: Look For Innovative Ways To Reach And Service Clients Through Technology
  • Innovative Example From Switzerland: Website Helps Hnws Find Their Ideal Wealth Manager
  • Belgo-Dutch Hnws Are Demanding Less Traditional Investments
  • Belgo-Dutch Hnws Are Self-Reliant And Less Dependent On Face To Face Contact
  • The Belgo-Dutch Wealth Manager's View
  • Wealth Managers In The Belgo-Dutch Region Have Fairly Strong Relationships With Their Clients Compared To Europe As A Whole
  • Belgo-Dutch Hnws Are More Loyal Than Their European Counterparts
  • Belgo-Dutch Wealth Managers Plan To Drive Revenue Growth Through Capturing New Clients And Increasing Existing Clients' Share Of Wallet
  • Wealth Managers Think New Clients Will Drive Revenue In The Next Two Years
  • Financial Planning Will Be The Most Effective Means Employed To Increase Share Of Wallet
  • The Key To Attracting Clients Will Be Personal Relationships
  • Belgo-Dutch Wealth Managers Can Best Attract New Clients By Leveraging Personal Relationships
  • Wealth Managers See Their Own Clients As The Best Route To New Clients
  • Lack Of Proactive Advice Will Prompt Clients To Leave A Wealth Manager
  • The Key To Keeping Clients Will Be Proactive Investment Suggestions And Resolving Problems Quickly
• Appendix
  • The Drivers Of Growth In The Wealthy Population
  • Income Growth (Combined With Inflation, Changes In Gdp By Sector, Household Savings Rates And Debt Levels)
  • Investment Returns (Market Capitalization, Interest Rates And Bond Yields)
  • The Following Measures Are Not, In Themselves, Drivers Of Wealthy Population Growth
  • Market Capitalization
  • Gdp
  • The Following Measures Are Not Drivers Of Wealthy Population Growth Except Under Very Restricted Circumstances
  • Primary Residence Value Growth
  • Inheritance
  • Methodology
  • Wealth Management Market Leaders Survey 2008
  • Global Wealth Model
  • The Uk Sub Model
  • Global Sub Model (For All Other Countries)
  • Forecasting Methodology
  • Continuous Refinement To The Understanding Of Liquid Wealth Distribution
  • Datamonitor's Wealth Numbers Compared With Other Wealth Numbers
  • Bibliography
  • Definitions
  • Western Europe
  • Further Reading
  • Ask The Analyst
  • Datamonitor Consulting
  • Disclaimer
• List Of Tables
  • Table 1: Number Of Affluent Individuals In The Belgo-Dutch Region By Liquid Asset Band, 000s, 2003-7
  • Table 2: Number Of Affluent Individuals In The Belgo-Dutch Region By Liquid Asset Band, 000s, 2008-12
  • Table 3: Aggregate Onshore Liquid Assets Of Affluent Individuals In The Belgo-Dutch Region By Liquid Asset Band, Eurbn, 2003-7
  • Table 4: Aggregate Onshore Liquid Assets Of Affluent Individuals In The Belgo-Dutch Region By Liquid Asset Band, Eurbn, 2008-12
  • Table 5: What Proportion Of The Hnw Customer Base In The Belgo-Dutch Region Is In Each Age Band?
  • Table 6: What Proportion Of The Hnw Customer Base In The Belgo-Dutch Region Accumulated Their Wealth Through (Source)?
  • Table 7: What Proportion Of Hnw Customers' Portfolios In The Belgo-Dutch Region Is Allocated To (Product)?
  • Table 8: What Proportion Of The Hnw Customers' Portfolio In The Belgo-Dutch Region Is Allocated To (Region)?
  • Table 9: Belgo-Dutch Hnw Customers' Portfolio Allocation Now Versus In Two Years Time
  • Table 10: What Are Hnw Customers In The Belgo-Dutch Region Most Interested In Today?
  • Table 11: Hnw Customer Attributes In The Belgo-Dutch Region On A Scale Of One To Four (Knowledge)
  • Table 12: For Which Investment Opportunities Is There A Lot Of Demand From Hnw In The Belgo-Dutch Region?
  • Table 13: Hnw Customer Attributes In The Belgo-Dutch Region On A Scale Of One To Four (Relationship Drivers)
  • Table 14: How Long Have Hnw Customers In The Belgo-Dutch Region Been With Their Wealth Manager?
  • Table 15: How Many Wealth Managers Do Hnw Customers In The Belgo-Dutch Region Have On Average?
  • Table 16: What Will Most Determine Revenue Growth In The Belgo-Dutch Wealth Management Market In The Next Two Years?
  • Table 17: What Is The Most Effective Means Of Increasing Wealthy Clients' Share Of Wallet In The Belgo-Dutch Region?
  • Table 18: What Are The Key Influences That Determine A Client's Choice Of Wealth Management Service In The Belgo-Dutch Region?
  • Table 19: What Are The Most Effective Wealth Management Customer Acquisition Techniques In The Belgo-Dutch Region?
  • Table 20: What Are The Most Likely Reasons For Clients In The Belgo-Dutch Region To Leave A Wealth Management Service?
  • Table 21: What Is The Best Way To Retain Wealthy Clients In The Belgo-Dutch Region?
• List Of Figures
  • Figure 1: Online Services Have Broad Appeal Across Most Of The Customer Segments
  • Figure 2: Demand For Online Services Is Particularly Marked Among The Belgo-Dutch Hnws
  • Figure 3: Services Plotted Against Client Use And Level Of Value
  • Figure 4: Personal Disposable Income Has Risen Significantly
  • Figure 5: The Belgian Stock Market Has Outperformed Many Of Its Peers In Europe
  • Figure 6: Rates On The Belgian 10 Year Benchmark Have Climbed Upwards The Past Couple Of Years
  • Figure 7: Belgians Have Deserted The Riskier Assets Recently
  • Figure 8: Dutch Growth In Personal Disposable Income Has Been Limited By Modest Wage Increases
  • Figure 9: Relatively Uninspiring Returns From The Netherlands Stock Market
  • Figure 10: There Has Been A Noticeable Inflow Into Currency And Deposits In The Netherlands
  • Figure 11: The Growth In The Number Of Affluents Has Leveled Off
  • Figure 12: Things Should Start To Get Better From 2009 Onwards
  • Figure 13: The 31-50 Age Band Accounts For The Greatest Share Of Hnw Customers In The Belgo-Dutch Region
  • Figure 14: Ziegler Wealth Management Pre-Retirement Solution
  • Figure 15: Business/Entrepreneurship Is The Main Source Of Wealth In The Belgo-Dutch Region Accounting For 32% Of All Hnws
  • Figure 16: 28% Of Hnw Portfolios In The Belgo-Dutch Region Are Invested In Equities
  • Figure 17: Hnw Investors In The Belgo-Dutch Region Have 60% Of Their Portfolios Invested In Europe
  • Figure 18: Over The Next Two Years, Hnw Customers In The Belgo-Dutch Region Will Increasingly Look To The 'Alternative Investments' Category That Will Grow Its Share Of Hnw Investors' Portfolios From 13% To 16%
  • Figure 19: Achieving Higher Returns Is A Key Priority For 65% Of Belgo-Dutch Hnw Investors
  • Figure 20: Hnw Investors In The Belgo-Dutch Region Have A Greater Level Of Knowledge Than The Average European Hnw Investor
  • Figure 21: Emerging Market Equities/Funds Is The Investment Opportunity Most In Demand From Hnw Clients In The Belgo-Dutch Region
  • Figure 22: Hnw Investors In The Belgo-Dutch Region Place Less Emphasis On Provider Relationships Than The Average European Hnw Investor
  • Figure 23: Almost Half (47%) Of Wealth Managers Have Had Relationships With Clients For 5-10 Years On Average
  • Figure 24: Obtaining New Clients Will Be The Key Driver Of Revenue Growth In The Next Two Years For Wealth Managers In The Belgo-Dutch Region
  • Figure 25: Offer Financial Planning Is The Most Effective Means Of Increasing Share Of Hnw Wallet In The Belgo-Dutch Region
  • Figure 26: Personal Relationship Is The Key Influencer That Determines A Client's Choice Of Wealth Manager In The Belgo-Dutch Region
  • Figure 27: Referrals From Existing Clients Are The Most Effective Customer Acquisition Technique For Wealth Managers In The Belgo-Dutch Region
  • Figure 28: Lack Of Proactive Advice Is The Most Likely Reason For Clients To Leave A Wealth Manager In The Belgo-Dutch Region
  • Figure 29: Being Proactive With Investment Suggestions Is Key To Retaining Hnw Customers In The Belgo-Dutch Region