比利時、荷蘭之理財顧問市場

比利時、荷蘭之理財顧問市場 是由出版商Datamonitor在2010年01月所出版的。 這份英文市場調查報告書包含32 pages 價格從美金1695起跳。

簡介

雖景氣不振產生了投資人尋求意見之情況，使得金融業者將重點放在自家之顧問模式上。

本報告為，關注比利時、荷蘭之理財顧問市場，探討現狀與未來趨勢之最新分析，並匯集檢證數據，以下列摘要形式闡述。

Datamonitor之見解

• 發展因素
• 概要

實施概要

• 市場結構
• 法規環境
• 顧客需求

市場結構

• 金融仲介市場之樣貌在比利時與荷蘭有極大差別
  • 兩國加起來之理財顧問僅為1萬2000人之小規模金融仲介市場
  • 代理之營運型態雖各有不同，但在兩國中保險公司在人壽保險與年金市場上皆有銷售潛力
  • 專屬顧問在兩國仲介市場中雖為一大勢力，但在比利時市場中尤其明顯

法規環境

• 荷蘭中有多數之行政機關監督金融市場
  • 荷蘭之理財顧問監督當局AFM
  • 在比利時，CBFA（The Banking, Finance and Insurance Commission） 具監督責任
• 歐洲委員會近年導入多數影響兩國理財顧問銷路之法規改革案
  • （項目名稱未定）
• 理財顧問之手續費被媒體否定性公開以及新的立法，使基本費用免費之理財顧問活動展開
  • （項目名稱未定）
• 因年金法規修正而顯著重要之仲介代理，尤以為荷蘭市場受到囑目

顧客應對

• 比利時與荷蘭之富裕層認識風險和回報之關係、並為其強大之風險期待更高的報酬
  • 強烈風險欲望與平均下降之商品知識度、對市場之理解力
  • 在市場混亂中逆向操作，並鎖定投機性大之產品
• 富裕層未來之需求以高風險、高回報產品為主
  • 對直接投資及保證金貸款之興趣顯示出比利時與荷蘭富裕層在高風險取向之線索
  • 兩國富裕層尋求評價過小之物件，為此不惜要求援助
• 比利時與荷蘭之財富管理師為擴大財富佔有與延續客戶關係而祭出最佳策略
  • 兩國與CRM之直接談話為擴大財富佔有最具效果之技巧
  • 不斷積極建議投資成為延續客戶關係之原動力
• 對專家之理財建議仍具懷疑態度之荷蘭零售顧客

附錄

圖表

目錄

Abstract

Introduction

The recession is causing investors to seek advice, and FS providers are focusing their attention on their advisory models.

Scope of this research

• Structure of the Belgo-Dutch advisory market including distribution data.
• HNW investors' views of, and use of, financial advice based on Datamonitor' s proprietary survey.
• Belgo-Dutch consumers' trust in banks and independent financial advisors based on results from Datamonitor' s proprietary survey.
• Regulatory environment for financial advice in Belgium and the Netherlands.

Research and analysis highlights

The Netherlands' retail customers are not yet convinced by professional financial advice and remain distrustful of financial advisors. However interestingly Dutch consumers are less motivated by trust when making FS decisions and thus a strong agent presence is maintained in the Netherlands.

Belgo-Dutch HNWs are strongly driven by return and look to risky asset classes and more aggressive investment strategies to seek out greater returns.

Over 70% of Belgo-Dutch HNWs are seeking tax advice today, significantly greater than the 50% seen within Europe as a whole.

Key reasons to purchase this research

• Understand the structure of the Belgo-Dutch financial advice market, and the broader financial services distribution channels.
• Gain an insight into what customers are demanding from their financial advisors, both now and in the future.
• Find out what impact regulation has had on the financial advice market landscape in Belgium and the Netherlands.

Table of Contents

OVERVIEW

• Catalyst
• Summary

EXECUTIVE SUMMARY

• Market structure
• Regulatory developments
• Customer demands

MARKET STRUCTURE

• There are strong differences between the financial intermediary market in Belgium and the Netherlands
  • Belgium and the Netherlands have a small financial intermediary market, amassing only 12,000 financial advisors between the two countries
  • Insurance companies have a strong channel in place within the life and pensions markets in both countries, although the distribution by agents differs quite strongly
  • Tied advisors account for sizable components of both intermediary markets but play a more important role in the Belgian market

• REGULATORY DEVELOPMENTS
• A number of government bodies control regulation of the financial markets in the Netherlands
  • In the Netherlands, the AFM is responsible for the monitoring of financial advisors
  • The Banking, Finance and Insurance Commission is responsible for the supervision of the Belgian Market

• The European Commission has introduced a number of regulatory reforms affecting the financial advice distribution channel in Belgium and the Netherlands in recent years
  • (Untitled sub-section)

• Negative press coverage and new legislation forcing advisors to reveal commission rates may initiate the move towards fee-based financial advice
  • (Untitled sub-section)

• Changes in the provision of pensions looks set to increase the role of intermediaries, with opportunities in the Netherlands looking particularly interesting

SERVICING CUSTOMERS

• Belgo-Dutch HNWs appreciate the risk-return relationship and look to reap higher rewards for their sturdy risk appetites
  • Belgo-Dutch HNWs combine strong risk appetites with below-average knowledge of products and market understanding
  • Belgo-Dutch HNWs are looking to take advantage of the market turbulence, bearing more risk to gain potentially higher returns

• HNW demands for the future revolve around high risk, high return products
  • An interest in direct equity and margin lending signposts Belgo-Dutch HNWs high return preferences
  • Belgo-Dutch HNWs are looking for mispriced equities and are not averse to doing so unaided

• Belgo-Dutch wealth managers reveal the best strategies to increase wallet share and customer retention
  • CRM and face-to-face contact are the most effective techniques for driving wallet share in the Belgo-Dutch region
  • Pro-activity with investment suggestions drives customer retention

• The Netherlands' retail customers are not yet convinced by professional financial advice

APPENDIX

• Definitions
• Methodology
• Further reading
• Ask the analyst
• Datamonitor consulting
• Disclaimer

TABLES

• Table: Market share breakdown by type of intermediary: Belgium and the Netherlands vs. European average

FIGURES

• Figure: The Belgo-Dutch markets are much smaller than their European neighbors
• Figure: The prevalence of agents distributing L&P varies between Belgium and the Netherlands
• Figure: Belgium and the Netherlands have quite similarly structured intermediary markets
• Figure: Belgo-Dutch HNWs reveal strong appetites for risk coupled with average knowledge and understanding
• Figure: The high risk appetite is tempered by an understanding of the risk return relationship
• Figure: Belgo-Dutch HNWs are demanding very different products from those seen from the European average
• Figure: Interest in direct equity investment and margin lending once again highlights the robust Belgo-Dutch risk profile
• Figure: Mistrust of banks has caused Belgo-Dutch HNWs to consider managing their own money
• Figure: CRM is particularly effective in the Belgo-Dutch region
• Figure: Being proactive is essential to maintaining a client base in the Belgo-Dutch region
• Figure: Dutch consumers reveal a mixed response concerning professional financial advice
• Figure: Dutch consumers are showing a preference for advice from their primary bank
• Figure: Dutch consumers fly in the face of the global trend and are not shopping around more for financial products
• Figure: There are lower levels of trust in financial advisors within the Dutch market compared to other markets globally

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