affluent 16

AFFLUENT AND PRIVATE BANKING SUMMIT 15-16 SEPTEMBER 2016 VIENNA

#EfmaAP16

NEW OPPORTUNITIES IN AN EVOLVING MARKET

A

ffluent and Private Banking players are looking for new strategies that will enable them to achieve their goals in today’s challenging operating environment.

This Efma summit is the place to meet the right connections and get the knowledge and inspiration you need.

Each of the main themes will include dedicated sessions focusing on key issues, with in-depth case study presentations, breakout sessions and panels to discuss insights on: D igital, data, automation and new entrants · Multichannel and digital · Fintech and the rise of robo-advisors · Increasing customisation Business models for an evolving market · T he impact of the new entrants on profitability and competition · Revamping the value proposition · Decoupling advisory and products · Changing the business model · Preparing to serve tomorrow’s · The impact of social models B ig versus small: big players versus family offices/independent agents N ew industry regulation · T he effect of regulations on banks’ international business · MiFID 2

Peter Hahn Henry Grunfeld Professor of Banking Ifs University College UK

Marc Michel Innovation Manager Wealth Management UBS Switzerland

Thierry Derungs CDO & Head Digital Solutions, Private Banking BNP Paribas Wealth Management France

Luc Rasschaert CEO IWI International Wealth Insurer Luxembourg

Javier Salgado Muñoz Senior executive, Head of Ixe, Banorte Affluent Banking Director General Adjunto Banca Preferente Banorte Mexico

Marco Silvani Managing Director Lemanik SA Switzerland

Nadeem Mujtaba CEO Gulf Wealth Management UK

AFFLUENT AND PRIVATE BANKING SUMMIT PROGRAMME www.efma.com/affluentprivate16

#EfmaAP16 15 September 2016 8.15 9.00

Welcome coffee and registration RETHINKING THE BUSINESS MODEL

Banking affluent customers: adapting to climate change (not the weather!)

Economics and demographics Technology and transparency Survival and opportunities for success Low rates, low growth, changing the rules & delivery; thoughts on the changing wealth banking business Peter Hahn Henry Grunfeld Professor of Banking Ifs University College UK

BNPP domestic market 2020 programme, the rationale behind, and transformation programme I mproving profitability while adapting to evolving customer expectations, technology & regulatory environments Facing major challenges, from acquisition models to customer knowledge, channels of interaction & satisfaction Becoming ‘The Bank of Customer Knowledge’, transforming our: commercial approach / operational model and customer paths / economic models and partnerships William Aumont Responsible Monitoring & Transformation Steering, Domestic Markets BNP Paribas France

Rethink the banking business models to achieve a sustainable profitable growth.

Is there a Swiss peculiarity? pervasive, changing landscape & major endogenous trends affecting banks A Threats facing the industry Main pillars of future business models Marco Silvani Managing Director Lemanik SA Switzerland 30’ Q&A 10.40

Coffee break and networking

11.10

IDENTIFYING GROWTH OPPORTUNITIES

Life-time customer retention Helping banks increase customer retention Short-term financial performance vs. long-term wealth structuring and preservation Enhancing the value proposition through partnerships Efficiency of wealth insurance solutions Luc Rasschaert CEO IWI International Wealth Insurer Luxembourg

Affluent in the emerging markets: engine of future growth for asset managers & size of the prize tructural factors hindering access to the affluent segment S Fintech is a great help, but not a panacea How to re-define the business model Nadeem Mujtaba CEO Gulf Wealth Management UK

Private banking and wealth management in a large universal bank in Poland Polish private banking sector Specific characteristics of polish HNWIs: who they are and what they want How to meet their needs: service model: mBank’s approach to private banking and wealth management The cooperation between Private Banking and retail banking in client segmentations Małgorzata Anczewska Director of Private Banking Department mBank Poland 12.50

Lunch

AFFLUENT AND PRIVATE BANKING SUMMIT PROGRAMME www.efma.com/affluentprivate16

#EfmaAP16 15 September 2016 PRIVATE BANKING: MIFID2, SEEING THE GLASS HALF FULL

14.20

STUDY PRESENTATION Wealth management and private banking: global market, global customers but local specificities Said Qaceme Director & Pascal Martino Partner, Advisory & Consulting Deloitte Luxembourg

14.45

Leveraging MIFID2 opportunities to redesign our value proposition Speaker to be confirmed Santander Spain

AFFLUENT BANKING: AFFLUENT CUSTOMER CENTRIC STRATEGIES

Banorte… a customer-centric approach Javier Salgado Muñoz Senior executive, Head of Ixe, Banorte Affluent Banking Director General Adjunto Banca Preferente Banorte Mexico

From challenger to winner: successful affluent banking strategy of a new entrant bank Engin Evren Canturk Wealth Management Director Odeabank Turkey

15.10

16.00 16.30

Making Mifid a business opportunity and a positive customer experience

An analytical approach to defining value propositions for affluent customers

Bastiaan Braams Global Head of Marketing Development, Private Banking International ABN AMRO Bank Netherlands

Oğuz Taner Okutan Affluent & Mass Affluent

Coffee break and networking

Segment Manager Isbank Turkey

30’ Q&A

ON-SITE VISITS Get real-life applications during the on-site visits, via direct interactions and learn how big industry players implement the newest and best ideas, to create value.

Visit Erste Hub / BeeOne a responsive creative change platform creating retail banking for out times

18.10

End of day 1

GET YOUR PREMIUM PASS NOW! Enjoy free access to any 2016 Efma conferences www.efma.com/premiumpass

AFFLUENT AND PRIVATE BANKING SUMMIT PROGRAMME www.efma.com/affluentprivate16

#EfmaAP16 16 September 2016 8.15

Welcome coffee and registration PRIVATE BANKING: DIGITAL RELATIONSHIP MODELS

9.00

9.25

STUDY PRESENTATION Evolution of private banking from traditional to digital relationship

András Takács Managing Director, Head of Wealth & Investment Management OTP Bank Hungary

From the digital transformation to customer experience: the road ahead...

Weathering the storm: insights and lessons from managing affluent customers relationships in periods of crisis

9.50

Advisory service model for affluent and private customers in Italy Gualtiero Alberici Head of Development Deutsche Bank Italy

Stergios Zlatanos Senior Manager, Head of Sales, Affluent Banking Piraeus Bank Greece

Affluent clients - group of people or individuals?

Paweł Przybyłek Director of Savings and Investment Products Department mBank Poland

30’ Q&A

Coffee break and networking PRIVATE BANKING: INNOVATING TO GAIN AN EDGE IN A CONSERVATIVE MARKET

11.10

An incumbent strategic perspective: wealth trends in CEE; business models; challenges & methods

Grzegorz Prosowicz Head of Product Management for Capital Markets & Anna Sacha Business Solution Manager Comarch Poland

Thierry Derungs CDO, Head Digital Solutions, Private Banking BNP Paribas Wealth Management France

10.40

AFFLUENT BANKING: GETTING WISER - HOW TO WEATHER CRISIS STORMS AND CHALLENGERS

AFFLUENT BANKING: A PERSPECTIVE ON ROBOADVISORS

Maximising diversification for Brazilian private clients: the challenge

Roboadvice ... friend or foe?

Raul Biancardi International Head of Wealth & Asset Management Banco Bradesco UK

Carlo Giugovaz Founder Supernovae Labs Italy

11.35

How innovation shapes the future of wealth management: Innovation ingredients

Nordea Bank

Marc Michel Innovation Manager, Wealth Management UBS Switzerland

12.00

A new paradigm: digital free to digital value Speaker to be confirmed Raiffeisen Bank

Edoardo Fontana Rava Responsible Marketing Product Banka Mediolanum Italy

30’ Q&A 12.50

Lunch and networking

AFFLUENT AND PRIVATE BANKING SUMMIT PROGRAMME www.efma.com/affluentprivate16

#EfmaAP16 16 September 2016 14.20

NEW APPROACHES TO WEALTH MANAGEMENT

STUDY PRESENTATION Digital engagement & collaboration The hype, the reality and the future in wealth & investment management How technology and digitalisation are radically upending the wealth management industry and considerably challenge its value proposition.

Are digitisation and business process automation essential ingredients to remain competitive?

How digital engagement and collaboration tools can meet evolving client expectations, reduce attrition, realize efficiency and provide tangible business returns?

Case studies of financial service providers that have adopted digital engagement and collaboration tools to deliver their customers a differentiated digital wealth experience .

Peter Schramme Chief Business Development Officer Objectway Belgium

The opportunity for a new deal with our affluent segment I ntesa Sanpaolo affluent segment at a glance: key figures ISP affluent service model: a dedicated, fully integrated network across all channels for affluent customers Market environment and main challenges: Flood of new regulations (e.g. MiFID II), pervasive digital, newcomers, increasingly demanding customers ISP strengths and assets to leverage in order to transform threats into opportunities Intesa Sanpaolo vision: moving from pure investment advisory to a comprehensive advisory service covering all financial aspects of the customer’s life. Key enablers: staff empowerment and a dynamic digital platform Luca Facchini Provera Head of Affluent Segment, Marketing Intesa Sanpaolo Italy 30’ Q&A 16.30 Coffee break and networking LEARNING FROM THE SMALL, AGILE, AND NEW ENTRANTS

Pros and cons of being small in a big group Becoming the private banking division of CARIGE Group Pros and cons of this transition Getting bigger in terms of customer base, while…

Getting slimmer in terms of IT, back offices and other services provided by the group Daniele Piccolo General Manager Banca Cesare Ponti Italy

Adopt a banker Offering Experience Economy Opening to New Core Banking Regtech MiFID2 and PSD2 Singularities External Asset Managers and new distribution trends Alexandre Gaillard CEO & Founder InvestGlass Switzerland 30’ Q&A 18.10

End of the conference

AFFLUENT AND PRIVATE BANKING SUMMIT REGISTRATION FORM www.efma.com/affluentprivate16

#EfmaAP16

15-16 September 2016 ATTENDEE’S INFORMATION

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PRACTICAL INFORMATION DATES The Affluent and Private Banking Summit will begin with a welcome coffee on Thursday 15 September 2016 at 8.15 and will end on Friday 16 September 2016 around 18.00.

LOCATION Le Meridien Vienna Opernring 13-15 1010 Vienna, Austria Tel: +43 1 588 900 www.lemeridienvienna.com LANGUAGES 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 Wednesday 14 and Thursday 15 September 2016 at the Le Meridien Vienna. The cost of a single room per night is € 235, € 255 for a double room (including breakfast and taxes).

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 until Monday 18 July 2016. After this date the hotel cannot guarantee either room availability or prices. The hotel will automatically bill unoccupied rooms or late cancellations.

REGISTRATION FEE

REGISTRATION The registration fee covers participation in the Summit, 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 Thursday 1 September 2016. 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.

SOCIAL NETWORKS

O € 0 for Efma Premium Pass holders - www.efma.com/PremiumPass O € 1,600 for Efma members and associate members O € 2,400 for representatives of non-member institutions

@Efma_news

LinkedIn

Efma channel

Efma flickr

VAT excluded. All registrations are strictly individual.

PAYMENT

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

Card n° Expiry date DATE

SIGNATURE

Please send this registration form by email at registration@efma.com or fax +33 1 47 42 56 76 Efma l 10 Boulevard Haussmann l 75009 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.

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