Efma Affluent and Private Banking conference

www.efma.com/AffluentPrivate

3 DAYS 2 CONFERENCES

AFFLUENT AND PRIVATE BANKING Developing profitable new sales and service models 12–14 November 2014 Brussels, Marriott Hotel

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SCHEDULE

www.efma.com/AffluentPrivate

AFFLUENT BANKING

PRIVATE BANKING

WEDNESDAY 12 NOVEMBER

THURSDAY 13 NOVEMBER

8.15

Welcome coffee and registration

13.15

Welcome coffee and registration

9.00

Maria Elena Lanciego Perez

14.00

Evolution of client value propositions in the international wealth management & private banking landscape Efma-Deloitte

14.25

Mathieu Gillet

Santander 9.25

Jean-Jacques Barbaroux BNP Paribas

SG Private Banking Hambros

9.50

Eran Habets

10.15

ABN AMRO MeesPierson Questions and answers

10.35

Break

15.15

Questions and answers

11.05

Marco Scarrico

15.35

Break

UniCredit

16.05

Philippe Theytaz

14.50

Marco Silvani Lemanik SA

11.30

João Mello Franco

11.55

Banco Espírito Santo Questions and answers

16.30

12.15

Lunch

16.55

Paul Palmer

14.00

Hanne Egaa Nykredit

17.20

Cass Business School, City University London Questions and answers

Jaroslava Ruscakova & Nikoletta Kovács

17.40

End of day 2

14.25

Credit Suisse Banque Martin Maurel

Erste Group Bank 15.15

Digitisation in Practise Efma-Objectway

15.35

Questions and answers

15.45

Break

16.00

Stergios Zlatanos Piraeus Bank

16.25

Marco Parini CheBanca!

16.50

John Kirkbright

17.15

Efma Questions and answers

17.40

End of day 1

FRIDAY 14 NOVEMBER 8.15

Welcome coffee

9.00

Isabelle Stiegler Axa Banque France

9.25

Hiscox Belgium

Marta Bravo

10.15

ANDBANK Questions and answers

10.35

Break

11.05

Antonio Costa Banco Santander

9.00

Cenk Tabakoğlu Akbank

9.25

Seán Ó Murchú Bank of Ireland

9.50

Alexis Car Raiffeisen Bank International

10.15

Questions and answers

10.35

Break

Antonio Taquenho Banco Espírito Santo

THURSDAY 13 NOVEMBER Welcome coffee

Peter Stevens

9.50

11.30 8.15

Patrice Henri

11.55

Grzegorz Prosowicz

12.20

Comarch Questions and answers

12.40

Lunch

14.10

Corentin Quideau Corentin Quideau Consulting

14.35

Markus Kramer Brand Affairs

15.00

Bert-Jan van Essen Dragon Wealth Questions and answers

11.05

John Kirkbright

15.25

Efma Questions and answers

15.45

Break

11.30

16.15

Stuart Boon

12.00

Lunch

WhiteConcierge 16.40

José Luis Jiménez

March Gestión de Fondos 17.05

Questions and answers

17.40

End of the Affluent and Private Banking conference

OVERVIEW

Scan this QR code on your phone and access event’s regular updates.

AFFLUENT AND PRIVATE BANKING Developing profitable new sales and service models According to the Efma’s Affluent Banking Survey in 2013, the affluent banking segment is growing faster and more profitable than mass retail banking for many retail financial services providers.

On the wealth management side of our industry, private bankers must overcome shifts, both in the market, and in customer demands, in order to take full advantage of this valuable segment.

The new generation of high net worth clients are now techsavvy, hands-on-managers and expect instant access to their finances: private bankers must adapt their services and re-think their fee structures and pricing models in order to stay profitable.

This 3-day Affluent and Private Banking event will address all these issues and more to help delegates find new strategies for success in today’s challenging operating environment.

Meet, debate and create contacts with our top speakers, including: AFFLUENT BANKING

Maria Elena Lanciego Perez Global Head of Affluent Clients, Europe and USA Santander Spain

PRIVATE BANKING

Cenk Tabakoğlu

Senior Vice President of the Affluent Banking Marketing Akbank Turkey

Mathieu Gillet Commercial Strategy Manager SG Private Banking Hambros United Kingdom

Pascal Martino Partner Advisory & Consulting Deloitte Luxembourg

STUDY PRESENTATIONS Hear new research findings backed up by case studies on how to implement critical change & innovation in your own organisation: Efma SURVEY REPORT: digitisation in practice, transforming wealth management services for affluent clients Efma-Deloitte: Evolution of client value propositions in the international wealth management & private banking landscape

Key questions ow can banks acquire and retain customers more H effectively? What are the most innovative products and services for mass affluent customers?

I s off-shore private banking still alive? How do off-shore private banks redesign their selling propositions and strategies in a world of automatic data exchanges?

ow can banks effectively mix physical and remote H channel delivery? What are the success stories in remote relationship management?

hat are the most effective fee structures to re-establish W a profitable business model? How is regulation impacting and reshaping our industry?

hat is the role of the sales force?

W What is the impact of digitisation on the sales and service model for affluent and private customers?

ow do major private banking centres compete with each H other? What are the pros and cons of Switzerland, London, Luxembourg or Singapore?

12–14 November 2014 Brussels

www.efma.com/AffluentBanking

WEDNESDAY 12 & THURSDAY 13 NOVEMBER 2014

AFFLUENT BANKING

The affluent banking segment offers a significant profit opportunity to most banks. In many cases, it makes up 20-30% of overall retail banking profitability, and, as such, it’s a sector that’s growing faster than ever. It’s also changing fast. With customers demanding more flexibility and convenience in their dealings with banks, many firms are now seeking out even better delivery and operational models to achieve higher levels of growth and profitability, and better serve their customers.

On 12 and 13 November 2014, industry leaders in the affluent banking segment will get a unique opportunity to exchange ideas, share new strategies and better understand how they can change their delivery service model for the better - both to provide more options on service delivery and also to improve the way in which they manage their relationships with affluent customers.

WEDNESDAY 12 NOVEMBER MORNING 9.00

Maria Elena Lanciego Perez Global Head of Affluent Clients, Europe & USA Santander Spain

The challenge of delivering a global offer

Jean Jacques Barbaroux Head of Marketing, Retail Banking & Business Development BNP Paribas France

Managing mass affluent expectations

Eran Habets Managing Director ABN AMRO MeesPierson Netherlands

Affluent and private banking in the Netherlands at a glance

11.05

Marco Scarrico Head of Strategic Marketing UniCredit Italy

Private Banking and digital experience

11.30

João Mello Franco Head of Marketing, Innovation & Direct Channels Banco Espírito Santo Portugal

The remote relationship journey at BES

9.25

9.50

12–14 November 2014 Brussels

www.efma.com/AffluentBanking AFFLUENT BANKING

WEDNESDAY 12 & THURSDAY 13 NOVEMBER 2014

WEDNESDAY 12 NOVEMBER AFTERNOON 14.00

14.25

14.50

Hanne Egaa Divisional Vice President Nykredit Denmark

Mortgage lending abroad: a way to acquire new affluent customers

Jaroslava Ruscakova Specialist Sales, Segment, Channel Management & Nikoletta Kovács Group Retail Business Development, Retail Product Coordination, Specialist for Lending Erste Group Bank Austria

How to meet expectations of premium customers

Efma SURVEY REPORT

Digitisation in practice: transforming wealth management services for affluent clients.

Presentation of the results of a new Efma-Objectway report on the role of digitisation in reinventing affluent client wealth management services

Peter Schramme EVP, International Sales & Buisness Development Objectway Belgium

16.00

16.25

16.50

Stergios Zlatanos Senior Manager, Affluent Banking Piraeus Bank Greece

Aligning and strengthening the sales capability: the Piraeus Bank Case

Marco Parini Head of Investments CheBanca! Italy

Moving low-risk addicted affluent customers from time deposit to investment services

John Kirkbright Senior Retail Banking Adviser Efma UK

Key issues and topics discussed by the Efma Affluent Banking Advisory Council

THURSDAY 13 NOVEMBER MORNING 9.00

9.25

9.50

11.05

Cenk Tabakoğlu SVP of the Affluent Banking Marketing Akbank Turkey

Scope of non-banking services: cost effectiveness and focus on social activities and needs

Seán Ó Murchú Managing Director Private Banking Bank of Ireland Ireland

The BOI affluent/private banking model

Alexis Car Executive Director, Premium & Private Banking Raiffeisen Bank International Austria

Convenience within affluent banking: financial advice via iPad?

John Kirkbright Senior Retail Banking Adviser Efma UK

Summary of key highlights and take away points from the conference

12–14 November 2014 Brussels

www.efma.com/PrivateBanking

THURSDAY 13 & FRIDAY 14 NOVEMBER 2014

PRIVATE BANKING

Private banking clients are roughly 30 times more profitable than a regular retail client. Attracting and retaining these clients is therefore a top priority for banks today. But determining how to best serve private clients and what products and services to offer them to get the most value from every relationship is a topic of great contention. While some clients prefer a self-help model, for example, others prefer a more hands-on approach.

What is clear, though, is that a one-size-fits-all approach is not the way forward.

From 13 to 14 November 2014, representatives from across the private banking sector will gather to discuss what new strategies they should implement to better serve their clients, drive loyalty, differentiate themselves from the competition, and, ultimately, boost profitability.

THURSDAY 13 NOVEMBER AFTERNOON 14.00

14.25

14.50

16.05

16.30

16.55

STUDY PRESENTATION Benjamin Collette Partner, Advisory & Consulting & Pascal Martino Partner, Advisory & Consulting Deloitte Luxembourg

Evolution of client value propositions in the international wealth management & private banking landscape

Mathieu Gillet Commercial Strategy Manager SG Private Banking Hambros UK

How to enhance the client experience in private banking?

Marco Silvani Managing Director Lemanik Italy

Is there any future for Swiss private banking?

Philippe Theytaz Managing Director Credit Suisse Switzerland

Credit Suisse: responding to the industry transformation

Patrice Henri Président du Directoire Banque Martin Maurel France

G-forces on wealth management!

Paul Palmer Associate Dean for Ethics, Sustainability & Engagement Cass Business School, City University London UK

Philanthropy: a competitive added value

How are wealth management & private banking players adapting their value propositions for upscale clients as a result of the industry transformation?

12–14 November 2014 Brussels

www.efma.com/PrivateBanking PRIVATE BANKING

THURSDAY 13 & FRIDAY 14 NOVEMBER 2014

FRIDAY 14 NOVEMBER MORNING 09.00

09.25

09.50

11.05

11.30

11.55

Isabelle Stiegler Head of Client & Investment Department, Private Banking Axa Banque France

AXA’s original credit-driven approach

Peter Stevens Head of Art & Private Client Europe Hiscox Belgium

Insurance solutions for tangible assets and collectables

Marta Bravo Business Development Manager ANDBANK Andorra

Go International?

Antonio Costa General Director Banco Santander Switzerland

Speech to be announced

Antonio Taquenho Head of Strategy Development, International Private Banking Banco Espírito Santo Portugal

A roadmap for restoring client trust, the cornerstone of banking business

Grzegorz Prosowicz Business Development Manager Comarch Poland

Servicing clients in their wealth lifecycle: the role of digital channels

FRIDAY 14 NOVEMBER AFTERNOON 14.10

Corentin Quideau Owner Corentin Quideau Consulting France

Diamonds: a traditional investment for wealthy clients

Markus Kramer Partner Brand Affairs Switzerland

Luxury: what it is and where it is heading?

15.00

Bert-Jan van Essen Co-founder, Managing Director Dragon Wealth Singapore

Digital banking: we should have thought of this earlier!

16.15

Stuart Boon Commercial Director WhiteConcierge UK

Speech to be announced

José Luis Jiménez General Manager March Gestión de Fondos Spain

Speech to be announced

14.35

16.40

12–14 November 2014 Brussels

REGISTRATION FORM

Scan me and register online now

AFFLUENT AND PRIVATE BANKING 12-14 November 2014 Brussels ATTENDEE’S INFORMATION Mrs.

Ms

Mr. / First name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Last name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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Institution . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . VAT ID number (if applicable) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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Assistant’s information (or person in charge of the registration) First name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Last name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Tel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . email . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

PRACTICAL INFORMATION DATES The Affluent Banking conference will begin with a welcome coffee on Wednesday 12 November 2014 at 8.15 and will end on Thursday 13 November 2014 around 12.00.

The Private Banking conference will begin with a welcome coffee on Thursday 13 November 2014 at 13.15 and will end on Friday 14 November 2014 around 18.00.

LOCATION Brussels Marriott Hotel Rue Auguste Orts 3-7/Grand Place Brussels 1000, Belgium Tel: +32 2 51 69 090 Fax: +32 2 51 69 000 www.efma.com/brusselsmarriott LANGUAGE All sessions will be held in English.

ACCOMMODATION

Each participant must pay the cost of his or her accommodation directly to the hotel before departure. A block of rooms has been provisionally reserved for the nights of 11, 12 and 13 November 2014 at the Brussels Marriott Hotel. The cost of a single room per night is e 181.42, e 201.42 for a double room (including breakfast, but excluding the city tax). An automatic confirmation will be sent by email within 24 hours of your registration. In this email you will find a link to book your accommodation online. The hotel guarantees room availability and price before Wednesday 5 November 2014. The hotel will automatically bill unoccupied rooms or late cancellations. If you look for more affordable accommodation, we suggest the following hotels: ibis Brussels off Grand’ Place hotel 3*, Noga hotel 3*

REGISTRATION The registration fee covers participation in one of the conferences, documents, lunches and coffee breaks. Registration fees must be paid in full prior to the event. Efma reserves the right to refuse entry to any delegate who has not paid his or her invoice prior to the event. We welcome late-bookers, but credit card information must be provided.

CANCELLATION All cancellations must be received in writing.

A 20% cancellation fee will be charged for all cancellations received on or before Wednesday 29 October 2014. The full fee will be charged for cancellations made after that date, as well as to delegates who are unable to attend on the day, unless a substitute delegate is provided. Substitutions are accepted at any time.

REGISTRATION FEE AFFLUENT CONFERENCE: e 1,200 (VAT excluded) for Efma members e 1,350 (VAT excluded) for Efma Business Partners e 1,800 (VAT excluded) for representatives of non-member institutions

PRIVATE BANKING CONFERENCE: e 1,200 (VAT excluded) for Efma members e 1,350 (VAT excluded) for Efma Business Partners e 1,800 (VAT excluded) for representatives of non-member institutions

All registrations are strictly individual.

PAYMENT Card n° Expiry date DATE

SIGNATURE

Efma l 8 rue Bayen l 75017 Paris l France l Tel: + 33 1 47 42 52 72 l Fax: + 3 3 1 47 42 56 76 l www.efma.com APE: 8230Z l VAT ID: FR 38 313 062 788 l Efma sarl company with registered capital of EUR 15,000 l RC Paris 313 062 788 In accordance with Article 27 of the law on the processing of personal data of 6.1.78, the information which you are requested to provide is necessary to enable us to process your registration and is intended for Efma’s services. You may access this information and request that it be rectified if necessary.

PEFC/10-31-1190 FCBA/08-00860

Illustrations: Bruno David

By bank transfer to Efma Sarl bank account IBAN: FR 76 1027 8060 4700 0208 2420 111 BIC: CMCIFR2A CCM PARIS 17 ETOILE, 30 Avenue Niel, F- 75017 Paris By credit card: MasterCard Visa American Express