Andrew Crooke
Editor
Hubbis

MORNING SESSION – PRODUCT AND ADVISORY TRACK

• What does a successful advisory process and model look like in Asian private banking and wealth management today?
• Given that the Asian wealth management industry is facing the significant challenge and balancing act of needing to make money, yet also fulfilling their increasingly-complex regulatory obligations, how can this be achieved from an advisory perspective?
• With Asia likely to move towards more of an advice-based – or even potentially a fee-for-service – culture, what is required to deliver this and service clients effectively?
• What more must the advisory model do to better meet client expectations?
• Given the competitive environment among wealth management providers, yet the risk-averse mindset of clients, what does it take to provide a differentiated advisory offering?
• To what extent can or should the sales and advisory processes be industrialised to keep costs under control and increase efficiencies? Can this be done without sacrificing the quality and completeness of the advice delivered?
  What can be done in today’s environment to help RMs and other advisers engage clients more proactively?
• How should the advisory approach be adapted to encourage more Asian clients to put more money into discretionary mandates?

Chair

Andrew Crooke
Editor
Hubbis

Panel Members

Stefan Mueller
Head of Advisory, Products & Sales, Private Banking, Asia Pacific
Credit Suisse

Bryan Henning
Head of Global Research & Investments, Asia
Barclays

Paul Stefansson
Head of Investment Funds, Singapore
UBS Wealth Management

Angel Wu
Regional Head Products & Solutions, Private Banking Asia
ABN AMRO Private Banking

Kevin Swampillai
Head of Wealth Management Services, South-east Asia
BSI Bank

Kieran Calder
Head of Equities, Asia
Coutts

Urs Tanner
Chief Executive Officer
Assentis Technologies

Providing consistent and individualised communication with relevant content for the user across all channels is more and more essential for banks in order for them to build-up trust with prospects and clients. Regardless whether communication happens through mobile channels, the internet or in paper format, users want to receive personalised and relevant content from their banks. Customer Communication Management (CCM) addresses these needs via an integrated approach. This presentation looks at the role and impact of CCM, and how a wealth manager can implement a successful CCM strategy.

Andy Mukherjee
Asia economics columnist
Reuters Breakingviews

If global growth continues to be lackluster, Asia's shrinking current account surpluses could ultimately leave the region dependent on foreign savings for growth. In a risk-on/risk-off world, that could become a source of additional vulnerability. Policymakers’ approach will be pro-growth but preserving stability will be equally important.

Marco Montanari
Director, Head of db X-trackers ETFs and db-X funds, Asia
Deutsche Bank

• Technicalities about China A-shares ETFs
• Review of emerging markets ETFs – developments and trends

Peter Brooks
Behavioural Finance Specialist, Asia Pacific
Barclays

A "live" Q&A on stage – to cover:

• What does “managing investors” mean? And how can you do this?
• What is so wrong with recommending an optimised portfolio?
• Is this not just an indication that we need more investor education to help eliminate behavioural biases?
• So what can we do differently for investors?

Wendy Price
Product Specialist, High Yield
Columbia Management

Paul Danes
Investment Director, Asia
Martin Currie Investment Management

The pantomime currently being played out in Europe is both fascinating and concerning. This session examines its impact on Asian equities – the euro drama is clearly creating headwinds, but there are also opportunities for those who know where to look.

Jackie Choy
ETF Strategist, Asia
Morningstar

• Picking the right flavour of “China” exposure
• Can ETFs be used to exploit the differences between A and H shares?
• The risks of using ETFs to gain China exposure
• Tax issues
• QFII, RQFII

Philippe de Lavalette
Director
AXA Framlington

In the recent economic and financial turmoil, the US economy and the US equity markets have once again shown their extraordinary resilience. This ability of the US economy to weather the crisis better than other countries derives from a unique American model which relies on flexibility, innovation as well as government and central bank support. This model has, and we believe will continue to show, a competitive advantage and enables the US economy to handle coming headwinds. Within this environment, this presentation will also explain why we believe that growth companies will give investors the strongest return.

AFTERNOON SESSION – BUSINESS STRATEGY TRACK

Mykolas Rambus
Chief Executive Officer
Wealth-X

• Global UHNW populations
• Asia “hot spots” and implications
• AUM movements
• Global trends and impact on the Asia region

• What are the biggest compliance and regulatory challenges and threats in Asian wealth management today? To what extent are these different for international versus Asian institutions?
• How can the role of the compliance officer be better integrated as part of the business? What is the “ideal” model for a compliance unit in Asian wealth management today?
• Against the backdrop of ever-tighter scrutiny over cross-border selling, how can the correct balance be found to enable RMs to meet revenue expectations by sell products and services, yet being compliant?
• What safeguards can help RMs falling victim to the new situation in many jurisdictions where tax offences are a predicate crime?
• To what extent does compliance need to play the role of the “guardian of ethics”? Are senior management making a mistake in assuming their bankers can display traits such as honesty and ethical behaviour?
• How can institutions best prepare themselves for the raft of known and expected requirements in the pipeline from regulators based overseas?

Chair

Andrew Crooke
Editor
Hubbis

Panel members

Adam Long
Head of Legal & Compliance, Wealth Management & Priority/International Banking
Standard Chartered Bank

Bobby Singh
Head of Business Control, Asia, Private Wealth Management
Morgan Stanley

Vincent Koo
Regional Head of Wealth Management Compliance, Asia Pacific
BNP Paribas Wealth Management

Evelyn Koh
Head of Compliance, Asia Pacific
RBC Wealth Management

Alex Jagmetti
Head of Asia, Member of the Board
Gonet & Cie

Marcus Leese
Partner
Ogier

• Death, divorce and disputes can have catastrophic effects on families and their wealth
• The effects are inevitably much worse without preparation, planning and advice
• Simple steps can greatly limit the adverse impact
• This can be done while preserving and enhancing the client/banker relationship

Wyson Lim
Global Head of Wealth Management
OCBC Bank

A “live” Q&A on stage.

• As consolidation gathers momentum in Asian private banking – what models are likely to work best in the new world of wealth management?
• Does size even matter anymore? Why?
• How important today is brand awareness? What can banks of different models and sizes do to stand out in this ever-more crowded marketplace?
• Rather than trying to cover all client segments, to what extent do firms need to be more tactical and focused in their strategies than ever before?
• What is required to deliver value to clients in today’s environment?
• Given that the approach of many clients to their wealth management relationships is ever-more rational and selective – what do private banks and other advisory firms need to do to adapt the way they engage prospects and clients?
• What does it take to win AUM from local clients in order to justify expansion in Asia?
• Thinking it is possible to emulate the European model in Asia is not a viable approach. How can international firms penetrate the market and access a meaningful client base in this region?
• How are wealth management organisations balancing the desire to take a long-term approach with the need to be profitable and justify the decision to look to grow in this region?
• To what extent will private banks increasingly need to build strategic relationships with independent firms, and also with onshore consumer banks in markets such as Indonesia, Thailand, Malaysia and Taiwan to access new clients?
• To what extent will the increasingly-complex tax, cross-border and wealth planning needs and issues require scale and expertise to ensure firms gain a competitive advantage? Will this separate wealth management relationships into strategic partnerships and “nice to haves”?
• Given the magnitude of many requirements, how can smaller firms cope?

Chair

Andrew Crooke
Editor
Hubbis

Panel chair

Peter Flavel
Chief Executive Officer, Asia
J.P. Morgan Private Wealth Management

Barend Janssens
Head of Wealth Management, Emerging Markets
RBC Wealth Management

Rohit Bhuta
Chief Executive Officer
Religare Macquarie Wealth Management

Ian Pollock
Chief Executive Officer, Asia
VP Bank

Richard Piliero
Regional Executive
Finaport

Wendy Price
Product Specialist, High Yield
Columbia Management

Adrian Jenkinson
Vice President, Head of Marketing
Wealth-X

An interactive workshop that combines real case studies, insights from UHNW individuals and audience participation to demonstrate what it really takes to win an UHNW client.

Marcus Leese
Partner
Ogier

This workshop is an introduction to the subject for private bankers and other investment professionals for whom trusts are relevant because (a) your clients have trusts, (b) your clients ask you about trusts, and/or (c) you otherwise come across trusts in your professional lives.

Bert-Jan van Essen
Head APAC
Assentis Technologies

Urs Tanner
Chief Executive Officer
Assentis Technologies

Client communication in today’s wealth management world is often old fashioned and doesn‘t support efforts to create trust or generate add-on business. Asian clients expect consistent, to-the-point and tailored information from their banks, throughout the entire relationhsip management cycle. This workshop discusses the role of touch-points in client communication and how to use them to improve a client relationship, for example:

• How to create individualised pitch-books
• The role of account statements and client reports in creating up-selling and cross-selling opportunities
• Outlook for the eco-system of client communication

Paul Danes
Investment Director, Asia
Martin Currie Investment Management

This session looks at why a fundamental, bottom-up focus to Asian equities offers clients the best opportunity for sustainable returns, whatever the economic backdrop.

Alex Looijen
Regional Business Manager, Lipper
Thomson Reuters

• Global fund flows and movement
• The development of UCITS and cross-border funds in Asia
• The next global fund trend

Philippe de Lavalette
Director
AXA Framlington

• Short-term challenges facing the US
• Why the US will successfully handle these challenges
• Why the US equity markets offer value
• Why quality growth companies will keep outperforming in the coming years