Agenda - Indian Wealth Management Forum 2015

AGENDA

8.40am

Registration

9.00am

Welcome Address

Michael Stanhope

Chief Executive Officer & Founder

Hubbis

9.05am

Panel Discussion

Changing with the times – evolving the wealth management industry in India

Indian wealth management is at a cross-roads. There is regulatory uncertainty over the advisory model going forward and how firms can make it work. There also continue to be multiple challenges around business models, including: how to align the interests of clients, advisers and the organisation, especially in relation to compensation; deepening the talent pool and building a pipeline of high-quality staff; building a credible and reliable brand; working within regulatory constraints and meeting the compliance burden; and differentiating value propositions.

Where is the Indian wealth management market at? What are the biggest opportunities and challenges?
How can you develop your brand in such a competitive market?
Aligning the interests of the client, adviser and bank? How can you achieve that?
Encouraging front-line advisers to stick with the same organisation is a priority. What career path do you need to offer to retain good staff? How do you compensate them?
What can you do to attract talent in the first place and create a strong pipeline?
How can you catch advisers while they are young? And mould them to be good bankers?
Can we get more women involved as advisers or clients?
Most wealthy customers in India tend to have three or more bank relationships. How can you be the primary relationship?
Is standardised KYC the answer to address various regulatory and compliance hurdles in attracting net new assets more easily? How can you save time and duplication of effort?

Chair

Michael Stanhope

Chief Executive Officer & Founder

Hubbis

Panel Members

Shiv Gupta

Head - Private Banking

RBS Private Banking

Shantanu Ambedkar

Managing Director and Head Private Banking

Global Private Banking, HSBC, India

Ashish Mehrotra

Country Head - Retail Banking, Wealth Products and Retail Commercial Bank

Citi

Himanshu Bhagat

Managing Partner

IIFL Private Wealth Management

Atinkumar Saha

Managing Director & Head - Wealth Management Coverage

Deutsche Bank

Rajesh Iyer

Executive Vice President and Head - Investments and Family Office

Kotak Wealth Management

Arpita Vinay

Executive Director

Centrum Wealth Management

9.45am

Presentation

An Update on the Bond Markets and DSP BlackRock Outlook

Dhawal Dalal

Executive Vice President and Head – Fixed Income

DSP BlackRock Investment Managers

10.05am

Presentation

Wealth Creation the Mutual Fund way

Himanshu Vyapak

Deputy Chief Executive Officer, Executive Vice President - Marketing

Reliance Capital Asset Management

Industry Track Record in wealth creation
Asset allocation trends – where exactly is the money?
Product Innovation – is there enough to serve the wealth clients?
Way forward for the Industry

10.25am

Presentation

Quant – Global Asset Allocator Adviser

Sandeep Tandon

Managing Director & Chief Executive Officer

Quant Capital

Predictive power of quant tools
“Timing is everything” – is this important factor to be considered by the investment managers in today’s scenario

10.45am

Refreshments & Networking

11.15am

Panel Discussion

What does “advice” mean in Indian wealth management?

A lack of regulatory clarity continues to create confusion for wealth managers about how to adapt and evolve their business models towards an advice-based approach. At the same time, SEBI has recently said it is not happy with how asset management companies are misusing investor education money and showing a lack of self-discipline in rationalisng the commissions paid to distributors of mutual funds. The industry is under pressure to come together to take action to address these shortcomings.

What is the difference between “fund distribution” and “advice” in India?
The regulator wants wealth managers to move to advisory, but many people are fearful they might lose their livelihood. How should Indian investment advisory business models evolve?
What has been the experience in other countries that have had to shift to advise-based models? How have these organisations encouraged investors to pay for advice?
Which types of business modes in India will be negatively impacted by these regulations?
There doesn’t seem to be any obvious advantage of being an “adviser”, so why would anybody become one compared with being a “fund distributor”?
How does the economics of the business work with advisory? How can you make money with this new approach?
While cash-flow is negatively affected in the short-term, what do you need to do to evolve your mind-set towards the benefits of long-term and annuity revenue?
What can you do to differentiate yourself in the way you provide advice?
How do you improve the client experience through your advice?
Will you ever be able to encourage investors to pay for advice?

Chair

Anurag Seth

Head – Global Wealth Management

Quant Capital

Panel Members

Kanwar Vivek

Senior President and Head - Wealth Management & Global Indian Banking

Yes Bank

Arvind Bansal

Head of Products

Avendus Wealth Management

Sirshendu Basu

Head - Managed Investment and Product Management

Standard Chartered Bank

Purvi Parkeria

Vice President

IIFL Wealth Management

11.55am

Presentation

The future of fiduciary services in private banking

Peter Golovsky

Managing Director, Global Head of Private Clients

Amicorp Group

• State of play in the global trust industry
• Factors driving industry change
• Banks at a tipping point - strategic options and choices around delivering fiduciary services
• Opportunities and challenges from global tax transparency, FATCA, CRS

12.10pm

Presentation

Transforming wealth management in the digital age

Sandeep Lalwani

Senior Director, Global Sales and Key Accounts

Miles Software Solutions

Key trends on the impact of digitisation
Challenges and client expectations in the digital age
Systems in the digital age
Social collaboration
Sharing customer insights
Future of digital wealth management

12.30pm

Panel Discussion

What can be learnt from the world of wealth management outside India?

Against the backdrop of a changing regulatory landscape, combined with the blurring of lines and business models between private banks, retail banks, IFAs and insurance companies in Hong Kong and Singapore especially, staying relevant and profitable is an increasingly-urgent priority for wealth management firms. Difficulties for some organisations in achieving this has led to different approaches being taken – consolidation is happening at an increasing pace on the one hand, while other firms are looking to focus on what they are best at, or use technology solutions such as mobile and digital channels to create more effective and user-friendly client experiences. Ultimately, it is about creating tangible points of differentiation in the value proposition.

At what stage of development is wealth management at in countries like Hong Kong and Singapore?
Has anyone got it right? Or do we need a new model?
How are different types of wealth management firms trying to capture this potential?
Who has a successful business model?
A look at the different models and how they are developing: private banks Vs retail banks Vs insurance companies Vs IFAs Vs family offices / independent advisers
Globally, margins are shrinking. What are the most forward-thinking firms doing to make money?
How can they increase margins and/or get more assets?
How are banking leaders dealing with and responding to the regulatory trends and implications from global tax transparency, FATCA, Common Reporting Standards, etc?
What are the product trends? And what innovation are we seeing?
What trends are we seeing in terms of India investing in the world, and the world investing in India?

Chair

Michael Stanhope

Chief Executive Officer & Founder

Hubbis

Panel Members

Tariq Aboobaker

Managing Director, Director - Estate Planning

Amicorp Group

Atul Singh

Managing Director and Head Global Wealth & Investment Management, India

Merrill Lynch Global Wealth Management

Kees Stoute

Managing Director

Hubbis

Angelo Venardos

Chief Executive Officer

Heritage Trust Group

Rajendra Kalur

Founder Director and Chief Executive Officer

Trust Plutus Wealth Managers

1.10pm

Lunch

1.50pm

Panel Discussion

Market opportunities

India has seen an expansion in the range of products available for wealthy individuals, with growth of alternative investment funds and pension products, for example. In looking at where the markets are at, and how structures and offerings will evolve further, the discussion will also look at the effective ways to bring investment know-how and innovation to clients – as well as the right balance for advisers between tactical revenue generation, wealth generation and wealth preservation.

With no clear consensus to the markets, it is very challenging to find the right strategy and product mix for clients. How are you advising them?
What products and investments are you talking to your clients about for the rest of this year? And over the next 12 months?
How can clients get access to more interesting products? Is there enough product innovation?
With so much invested in fixed income, how can you persuade clients to buy equities?
What opportunities are we likely to see in alternatives?
Is there scope for investing in products such as real estate, absolute return funds, social impact funds, and retirement or pension-related solutions?
What is the potential passive investing?
How can you create a more rational framework and move away from a focus solely on performance?
Should performance be linked to risk in India?
How can you get investors to start thinking long-term as opposed to short-term?

Chair

Michael Stanhope

Chief Executive Officer & Founder

Hubbis

Panel Members

Hrishikesh Parandekar

Chief Executive Officer

Ambit Wealth

Gaurav Pant

Vice President & Fund Manager

DSP BlackRock Investment Managers

Prateek Pant

Executive Director - Products and Services

RBS Private Banking

Vinay Bajpai

Managing Director, Head of Product

Deutsche Bank

Gaurav Awasthi

Head - Product - Private Wealth Management

ICICI Securities

Ashish Kehair

Head - Financial Advisory, Wealth Management & Private Banking

IDFC Bank

2.30pm

Presentation

Wealth Managers and Technology: Expanding Cadence

Chetan Pandya

Senior Vice President

Intellect Design Arena

How to strengthen your investment process
How to scale your business and engagement of clients
How to improve the client experience

2.50pm

Presentation

Driving greater professionalism and ethics in Indian wealth management

Shreenivas Kunte, CFA
Director of Content
CFA Institute

• Wealth management landscape – roles, skills & opportunities
• Benefits of studying for the CFA charter

3.10pm

Presentation

Asian wealth management centres

Angelo Venardos

Chief Executive Officer

Heritage Trust Group

Assessing the merits and pitfalls of different jurisdictions in Asia
How to decide what’s best for your clients

3.25pm

Refreshments & Networking

3.50pm

Presentation

Equity market outlook

Navneet Munot

Executive Director & Chief Investment Officer

SBI Funds Management

Major developments
Indicators
SBI MF Outlook

4.10pm

Panel Discussion

IFAs – what does it take to survive and thrive?

With tens of thousands of IFAs operating across India, standing out from the crowd and being profitable is the goal they should strive to achieve. Most will fail, so there needs to be a clear understanding the success factors for running an IFA business. This needs to address issues such as: how to provide value for money, what’s required to add value, whether the individual or the brand matters most, what a holistic approach looks like in India today, finding the right partners, and weighing the merits of one-stop-shops versus specialist advice.

What is an IFA today?
How will the industry evolve from here?
Why do clients need so many advisers?
How can you prove you’re different?
Can you reduce the cost of acquiring a new client? And can you get them when they’re young?
What can be done to move away from being too product driven?
Why is there no wrap platform or open architecture model?

Chair

Raman Grover

Head - West, Global Wealth Management

Quant Capital

Panel Members

Jayant Vidwans

Chief Financial Planner

Chaitanya Financial Planners

Vishal Dhawan

Founder Director and Chief Financial Planner

Plan Ahead Wealth Advisors

Dhruv Mehta

Chairman

Foundation of Independent Financial Advisors

Roopa Venkatkrishnan

Secretary

Foundation of Independent Financial Advisors

4.50pm

Panel Discussion

How can technology drive the industry to the next level?

In India, more so than most other countries, using technology to create a more relevant, consistent and profitable wealth offering via mobile, digital and social offerings is critical in delivering financial services. The country’s retail banks have made the biggest leaps forward in mobile and digital offerings so far. When it comes to the more specific wealth segments, however, and especially the upper end of the wealth pyramid, the industry is lagging. It now needs to adapt and move with the times, which includes becoming more process-oriented, as part of formulating appropriate advisory processes and scaling the business.

What trends are we seeing in the use of technology in wealth management in India?
What is the role of digital in this industry?
When will the digital engagement really take off in India?
How will it disrupt traditional wealth managers?
How can you use technology to scale your business?
Are you making the most of the technologies and channels which exist?
In which areas should you be looking to extend your reach?
What is the role of technology in fostering a better advisory process?
What is the outlook for robo-advisers in India?
What is the level of acceptance among clients of the online channel?
How do you get your messaging right to ensure the floodgates will open?
Where is the opportunity to build-out the technology engagement?
How do you need to change the way you think about the business?