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Date: Fri, 06 Oct 2006 11:58:59 GMT
From: "Rachel Thompson" <rachel.thompson na researchandmarkets.com>
To: <redhat-cz na linux.cz>
Subject: Wealth Management in Germany 2006

I enclose details of our latest Wealth Management in Germany Report.   

This report focuses on the onshore liquid wealth of Mass Affluent and High Net Worth customers. It sizes, segments and forecasts the number of affluent individuals and the liquid assets they hold. It investigates the competitive landscape in terms of players and products and services and presents the results of our large scale survey of the main players.   

Scope of this title:   

- Sizing and forecasting of mass affluent and high net worth individuals from 2001-2010, generated from our proprietary Global Wealth Model   

- Data presented for 10 liquid asset bands, from EUR50K-75K to EUR3M+   
18 German wealth managers were surveyed during ourWealth Management Market Leaders Survey 2006   

- Survey questions covered business and product/service development, client trends and attitudes, and general market issues   

Highlights of this title:   

- There are more than 9,000,000 wealthy individuals in Germany holding more than EUR1,630bn in onshore liquid assets. Onshore liquid assets will grow to EUR2trn by 2010   

- Europeans largest wealth market is characterized by strong competition and consolidation. Deutsche Bank, UBS and Sal. Oppenheim are perceived by their peers to be the largest wealth managers in Germany   

- Inheritance planning and alternative investments have the most business potential in Germany in the next few years   

Reasons to order your copy:   

- Assess market attractiveness by reviewing size and growth forecasts up to 2010   
- Improve client service through a greater awareness of their attitudes and concerns   
- Assess the threats and opportunities for wealth managers in the market   

For a complete index of this report click on:   
http://www.researchandmarkets.com/product/b993c8/wealth_management_in_germany_2006   

Report Index:   

EXECUTIVE SUMMARY    
Introduction    
Wealthy clients in Germany    
Competition for wealthy customers   
Products and distribution    
Introduction    
What is this report about?    
Who is the target reader?    
How to use this report    
Note to readers    

Chapter 1   
Wealthy clients in germany    
Introduction    
Key findings   
The German mass affluent and HNW market has seen steady growth in the least 4 years    
There are more than 9,000,000 wealthy individuals in Germany    
Wealthy individuals in Germany hold more than EUR1,630bn in onshore liquid assets    
Onshore liquid assets in Germany will grow to EUR2trn by 2010    
Inheritors represent biggest opportunity in German wealth market    
German investors put up to 30% of their liquid assets offshore    
The main motivation for German investors to put their liquid assets offshore is tax avoidance    
Switzerland and Luxembourg are preferred offshore centres among German investors    
Private clients in Germany are demanding a high level of interaction and protection of their current asset base    
Personal relationship is the key determinant of choice of wealth manager in Germany    
Referrals from existing clients remains the number one customer acquisition technique in Germany    
Clients are demanding to know more about their portfolio now than two years ago    
Protecting their current asset base is most clients main interest    
Quick problem solving and regular contact are the best ways to retain clients    
There are several key reasons why private clients in Germany are leaving a wealth management service    
The majority of clients in Germany have more than two wealth managers    
German wealth managers should try to increase clients share of wallet    
German wealth managers tend to have relatively long-term relationships with their private clients    
Supplementary data    

Chapter 2   
Competition for wealthy customers    
Introduction    
Key findings    
Europeans largest wealth market is characterized by strong competition and consolidation    
Deutsche Bank, UBS and Sal. Openheim are perceived by their peers to be the largest wealth managers in Germany    
The German banking sector and private banking in particular are facing further consolidation    
Recent trends in the German wealth market indicate retreat of foreign banks    
The elite of German wealth managers: who comes first and why?    
Minimum investment thresholds for new clients in Germany vary between EUR250K and EUR500K    
German wealth managers are most concerned about finding and attracting quality staff    
German wealth managers face competition from different parts of the financial industry    
The main competitors will remain the same in the next few years    
German wealth managers are concentrating on obtaining new clients and improving CRM and support systems    
Obtaining new clients will drive revenue in Germany in the next two years    
Increasing share of wallet will come through more face to face contact, offering financial planning and better leveraging CRM    
Improving CRM and support systems is the key strategic initiative 5   
IT and CRM system costs is the main concern in controlling cost bases    
German wealth managers tend to organize their business around a key relationship manager, but not all specialize in key client segments    
German wealth managers avoid giving their clients a single point of contact    
Almost 40% of German wealth managers do not have dedicated teams organized around specific customer groups    
Most relationship managers in Germany are assessed based on revenue, profit and number of clients    
New relationship managers will come mostly by hiring them from other wealth managers    
Supplementary data    

Chapter 3   
Products and distribution    
Introduction 7   
Key findings    
Inheritance planning has most potential in Germany while foreign exchange is least attractive    
Inheritance planning and alternative investments have the most business potential in Germany    
There is only moderate interest in life insurance, deposits and savings products, payment mechanisms and foreign exchange    
German wealth managers will focus on alternative investments, financial planning and traditional investments in coming years    
Developing new distribution channels/approaches is not on top of the strategic agenda of German wealth managers    
German wealth managers seek to improve CRM and support systems    
Accountants and lawyers are important distribution channels in German wealth management    
Financial advisors remain important distribution channels for wealth managers    
More German wealth managers should be focusing on developing new distribution approaches/channels    
Supplementary data    

List of Tables   
Table 1: Number of German MA and HNW individuals by liquid asset band, 000s, 2001-2005    
Table 2: German MA and HNW aggregate onshore liquid assets by liquid asset band, EURbn, 2001-2005    
Table 3: Forecasted number of German MA and HNW individuals by liquid asset band, 000s, 2006-2010    
Table 4: Forecasted German MA and HNW aggregate onshore liquid assets by liquid asset band, EURbn, 2006-2010    
Table 5: What client types offer the greatest potential in your country in the next five years?    
Table 6: In your opinion, what proportion of liquid assets do investors in your country put offshore?    
Table 7: What is the main motivation for investors in your country to put money offshore?    
Table 8: In your opinion, where do investors from your country prefer to put their offshore money?    
Table 9: In your experience, what are the key influences that determine a clients choice of wealth management service?    
Table 10: In your experience, what are the most effective customer acquisition techniques in your market?    
Table 11: To what extent do you agree with the following?    
Table 12: What are your clients most interested today?    
Table 13: What is the best way to retain clients?    
Table 14: In your experience, what are the most likely reasons for clients to leave a wealth management service?    
Table 15: Which statement do you most agree with?    
Table 16: Approximately what share of your clients wallet do you think you have on average?    
Table 17: How long has your client base, on average, been with you?    
Table 18: Number of German banks and branch offices, 1995-2004    
Table 19: German wealth managers: recent changes of ownership    
Table 20: In your opinion, who are the biggest wealth managers in Germany? (open-end)    
Table 21: What is your minimum asset threshold for new clients?    
Table 22: What are the most pressing concerns for your business at present?    
Table 23: How much of a threat to your wealth business are the following competitors today?    
Table 24: How much of a threat to your wealth business will the following competitors be in three years?    
Table 25: What will most determine revenue growth in the German market in the next two years?    
Table 26: What is the most effective means of increasing share of wallet?    
Table 27: What strategic initiatives are you planning or implementing in the next year?    
Table 28: What are your main areas of concern in controlling your cost base?    
Table 29: Which best applies to your companys relationship management?    
Table 30: Do you have dedicated teams set up in Germany to attract and manage any of the following customer groups?    
Table 31: What quantitative measures are used to assess your relationship managers?    
Table 32: Where will you get your staff from in the next three years?    
Table 33: Please rate the following product areas in terms of their business potential among wealthy clients in your market during the next two years    
Table 34: From the product areas just mentioned, which three will your company focus most resources on in the next two years?    
Table 35: What strategic initiatives are you planning or implementing in the next year?    
Table 36: How important are the following distribution channels for your wealth business today?    
Table 37: To what extent do you agree with the following?    

List of Figures   
Figure 1: The number of German mass affluent and HNW individuals has grown    
Figure 2: Liquid wealth of German mass affluent and HNW individuals amounted to more than EUR1.6trn in 2005    
Figure 3: The German mass affluent and HNW market will reach EUR2trn by 2010, held by more than 10.5m people    
Figure 4: We forecast steady growth in all asset bands for the German market in the next 5 years    
Figure 5: Inheritors offer the greatest potential in the German market in the next five years    
Figure 6: German investors put up to 30% of their liquid assets offshore    
Figure 7: Tax avoidance is the main motivation for German investors to put their money offshore    
Figure 8: Switzerland is the number one offshore destination for German investors    
Figure 9: Personal relationship is the most important determinant of a clients choice of wealth management service    
Figure 10: Word of mouth remains most effective for client acquisition    
Figure 11: Clients are demanding to know more about the management of their portfolio now than two years ago    
Figure 12: Clients are most interested in protecting their asset base    
Figure 13: The best ways to retain clients are talking to them regularly and quick problem solving    
Figure 14: German wealth managers identify several reasons why clients are leaving a wealth management service    
Figure 15: The majority of wealthy individuals in Germany has more than two wealth managers    
Figure 16: German wealth managers should concentrate on gaining a bigger share of clients wallets    
Figure 17: German wealth managers tend to have relatively long-term relationships with their clients    
Figure 18: Deutsche Bank, UBS and Sal. Oppenheim are perceived to be the biggest wealth managers in Germany    
Figure 19: The German wealth management market is characterized by a diverse mix of domestic providers    
Figure 20: The elite of German wealth managers according to German newspaper Welt am Sonntag, 2006    
Figure 21: Many German wealth managers target clients with EUR250K+    
Figure 22: German wealth managers are most concerned about finding and attracting quality staff    
Figure 23: Large wealth managers are perceived as strongest competitors    
Figure 24: The main competitors will remain the same in the next 3 years    
Figure 25: Obtaining new clients and increasing share of wallet will most determine revenue growth in Germany in the next tow years    
Figure 26: Increasing face to face contact is the most effective way of increasing share of wallet    
Figure 27: Improving CRM and support systems is the key initiative ahead    
Figure 28: IT and CRM system costs are the main concern in controlling cost bases    
Figure 29: German wealth managers tend to provide their clients more than one contact    
Figure 30: 40% of surveyed wealth managers stated that they do not have dedicated teams set up to target and attract specific customers    
Figure 31: Most relationship managers in Germany are assessed on revenue, profit and number of clients    
Figure 32: New relationship managers will come mostly by hiring them from competitors    
Figure 33: The biggest business potential lies in inheritance planning and alternative investments    
Figure 34: Deposits and savings products, payment mechanisms and foreign exchange are perceived to have less business potential    
Figure 35: German wealth managers will focus on alternative investments    
Figure 36: German wealth managers seek to improve CRM and support systems in the next year    
Figure 37: Accountants and lawyers are seen as important distribution channels for German wealth managers    
Figure 38: German wealth managers will increasingly develop services to manage financial advisors as part of their client base     

Pricing:   
Electronic : EUR 4810   
Site License : EUR 5291   
Enterprisewide : EUR 9619   

Ordering - Three easy ways to place your order:   

1] Order online at http://www.researchandmarkets.com/product/b993c8/wealth_management_in_germany_2006   

2] Order by fax: Print an Order form from http://www.researchandmarkets.com/product/b993c8/wealth_management_in_germany_2006 and Fax to +353 1 4100 980   

3] Order by mail: Print an Order form from http://www.researchandmarkets.com/product/b993c8/wealth_management_in_germany_2006 and post to Research and Markets Ltd. Guinness Center, Taylors Lane, Dublin 8. Ireland.   

Thank you for your consideration.   
Best Regards,   

Rachel Thompson

Senior Manager

Research and Markets Ltd

rachel.thompson na researchandmarkets.com   

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