Sun Life Financial Inc. · TSX:SLF
Sun Life Financial — Wealth-X — 2016 HNW Forum
114 slides from Sun Life Financial's conference presentation, 2016
Slide 1: Market Different (to the UHNW)
Market Different (to the UHNW) WWW.WEALTHX.COM
Slide 2: Wealth-X Overview
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY WEALTH-X Wealth-X Overview
Slide 3: About Wealth-X
About Wealth-X VISION To create a perfect market between those individuals with substantial financial means and those with authentic reasons to engage them MISSION To help Luxury Brands, Private Wealth Managers and Non-Profits better serve their existing key revenue clients and proactively engage th
Slide 4: Factsheet
Factsheet 8/10 600 + 160 $ Of top 10 Global Private Banks are More Billionaires Identified than Countries Included Clients Forbes 225,000 Average Weekly Database Changes 165 + Highly-Trained Researchers 200 + 16,151,7 38 49 33 Language s Spoken by Global Staff Data Points Staff 4
Slide 5: How We Work
How We Work Publicly Available Thousand of Sources Financial Analyses Sources Online and offline, paid and free, Paid search tools to free search Dizzying array of forensic to source our information in many magazines, newspapers, global accounting, modeling, and private languages; no interviews; no
Slide 6: Our Clients
Our Clients Located in every major business center from New York to Singapore. 250+ 20 Private Banks, Luxury Brands, Clients Countries Academic Institutions, Non-Profit Organizations, Aircraft Manufacturers, Auction Houses, 94% 56% Investment Banks, Yacht Builders, Multi Family Offices, Luxury Renew
Slide 7: Bespoke Intelligence Dossier
Bespoke Intelligence Dossier 7
Slide 8: Noted Expertise
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Noted Expertise Mllantic = = lS n= cyto Make Yow | cutst oc sporcou Closely-Held Family Businesses MYKOLAS RAMBUS Rise In Velue CEO, WEALTH-X 1 774 20 man Mac Shes
Slide 9: Our Authority In The News
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Our Authority In The News W WEALTH-X perthGe BATAIPE! TIMES —_ F9 elNuevaHerald} Herald Sun 2 Forbes ote @news Herald Sun WALL STREET ‘orbes Bloomberg FINANCIAL TI
Slide 10: The Ultra-Wealthy Are Different and They Express Themselves Differently
The Ultra-Wealthy Are Different and They Express Themselves Differently 10
Slide 11: More Money
More Money • There are key differences between the mass affluent, high net worth and the ultra high net worth and the super rich… • One of them: More money in their bank account 11
Slide 12: Some local municipalities have larger budgets…
Some local municipalities have larger budgets… 12
Slide 13: …And even larger budgets.
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY ...And even larger budgets. Abu Dhabi Police Completes Fleet Of Cars With Super-Rare Lykan Hypersport Bogdan Zoltan
Slide 14: Chinese Wealth
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY WEALTH Chinese Wealth 3:32 pm HKT 1, 2 CULTURE Chinese Art Collector Stirs Pot With Sip of Tea from $36-Million Cup ARTICLE | COMMENTS (7) ART SOTHEBY'S cm oem | E
Slide 15: London Super Homes
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY London Super Homes Property. Prime housini Rich turn London flats into Applications to redesign have more than quadrupled in one Wealthy borough of the capital A v
Slide 16: Few More Stories to Start
Few More Stories to Start • Bloomberg Luxury Panel on New UHNW Client Acquisition • Salesforce – Marc Benioff – Berluti • Exotic Instruments – American living in Hong Kong • Yacht parked on a golf course in China • Seasoned American entrepreneur with recent liquidity event • Black Keys and Flying Pr
Slide 17: The Ethics of UHNW Prospect Research
The Ethics of UHNW Prospect Research • “Where a Man’s wealth is, there is his Heart.” • You have a stewardship responsibility to make your time with the prospect the most focused and relevant • Organically discovering your client is a common misnomer • Trust only develops over the course of time any
Slide 18: The Market for Reaching UHNW is Broken and Inefficient
The Market for Reaching UHNW is Broken and Inefficient 18
Slide 19: }ORE | NEW YORK | ORLANDO | SYDNEY
}ORE | NEW YORK | ORLANDO | SYDNEY WEALTH-X
Slide 20: SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON |
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY
Slide 21: The Biggest Mistakes Made when approaching UHNW Sales/Marketing
The Biggest Mistakes Made when approaching UHNW Sales/Marketing 21
Slide 22: Scenario 1
Scenario 1 Fatal Flaw: Disaggregated View of a Key Client across Global Retail Footprint • What you Know Today: – Your Hong Kong office knows they spend in excess of $100,000 per year at their retail store and $100,000 in the Paris store • What you Don’t Know: – He/She is worth $500M; $100M liquid –
Slide 23: “Faith without Works is Dead”
“Faith without Works is Dead” 23
Slide 24: Scenario 2
Scenario 2 Fatal Flaw: Fatal Hope Marketing Event • What You Do Today: – Marketing decides to host an exclusive event for Scotch and wine tasting with dinner by a famous Chef – Marketing calls the manger of the NYC retail store and says please invite your top clients and ask them to invite their “fr
Slide 25: Scenario 3
Scenario 3 Fatal Flaw: We are a Lifestyle Brand • What You Do Today: – Start a “Lifestyle” magazine and content to engage your wealthiest and affluent consumers – You launch the magazine with content around what you “think” they want to consumer and read • Intelligence Deficit Impact: – You don’t kn
Slide 26: Scenario 4
Scenario 4 Fatal Flaw: Advertising • What You Do Today: – Spend $150K on add in New Yorker • Intelligence Deficit Impact: – Have no idea who they are engaging • How Intelligence Can Turn it Around: – Segment and curate digital audience by screening publishers database 26
Slide 27: What is the Market and Where are the UHNW?
What is the Market and Where are the UHNW? 27
Slide 28: UHNW Population: Larger and Wealthier
UHNW Population: Larger and Wealthier 211,275 29.7 US$ trillion UHNW Individuals UHNW Wealth 28 Source: Wealth-X and UBS World Ultra Wealth Report 2014
Slide 29: Almost One Million People Have Access to UHNW Resources
Almost One Million People Have Access to UHNW Resources 845,000 Principal, plus spouse and 2 adult children 29 Source: Wealth-X and UBS World Ultra Wealth Report 2014
Slide 30: The “Typical” UHNW Individual
The “Typical” UHNW Individual Average Net Worth Average Age US$141 million 59 years Average Liquidity Average Number of Children US$35 million 2 children 30 Source: Wealth-X and UBS World Ultra Wealth Report 2014
Slide 31: Private Wealth Dominates
Private Wealth Dominates 31 Source: Wealth-X and UBS World Ultra Wealth Report 2014
Slide 32: Most Concentrated Consumer Segment
Most Concentrated Consumer Segment 211,275 individuals UHNW UHNW 0.004% Market Share $ Wealth US$7,395 37% of the world’s Management billion population 13% Luxury US$234 19% billion of the world’s Non- US$90 wealth Corporate 18% billion Philanthropy 32 Source: Wealth-X and UBS World Ultra Wealth Rep
Slide 33: Where Are The World’s Ultra Wealthy?
Where Are The World’s Ultra Wealthy? 33 Source: Wealth-X and UBS World Ultra Wealth Report 2014
Slide 34: USA Keeps its Pole Position
USA Keeps its Pole Position UHNW WEALTH COUNTRY UHNW POPULATION US$ billion 1 UNITED STATES 69,560 9,630 2 GERMANY 19,095 2,580 3 JAPAN 14,720 2,430 4 UNITED KINGDOM 11,510 1,445 5 CHINA 11,070 1,565 34 Source: Wealth-X and UBS World Ultra Wealth Report 2014
Slide 35: Top 10 World Cities
Top 10 World Cities CITY UHNW POPULATION 2012-2013 CHANGE % 1 NEW YORK, UNITED STATES 8,655 7.9% 2 LONDON, UNITED KINGDOM 6,815 7.2% 3 TOKYO, JAPAN 6,185 2.8% 4 SAN FRANCISCO, UNITED STATES 5,460 12.8% 5 LOS ANGELES, UNITED STATES 5,135 3.8% 6 OSAKA, JAPAN 3,405 3.2% 7 PARIS, FRANCE 3,345 4.7% 8 HON
Slide 36: New Generations of Billionaires Emerge
New Generations of Billionaires Emerge 2014 2013 2013-2014 TOTAL TOTAL NUMBER OF NUMBER OF POPULATION WEALTH WEALTH WEALTH BILLIONAIRES BILLIONAIRES CHANGE % CHANGE % US$ billion US$ billion TOTAL 2,325 7,291 2,170 6,516 7.2% 11.9% SELF-MADE 1,273 4,051 1,298 3,825 -1.9% 5.9% INHERITANCE/ 599 1,750
Slide 37: Billionaires’ Network of Wealth
Billionaires’ Network of Wealth 37 Source: Wealth-X and UBS Billionaire Census 2014
Slide 38: Demi-Billionaires Grow Fastest
Demi-Billionaires Grow Fastest WORLD UHNW 2014 2013-2014 UHNW WEALTH NET WORTH UHNW POPULATION POPULATION CHANGE WEALTH CHANGE US$ Billion $1 billion + 2,325 7,291 7.1% 11.9% $750 to $999 million 1,295 1,075 19.9% 15.7% $500 to $749 million 3,590 2,464 14.9% 12.6% $250 to $499 million 9,335 3,530 7.
Slide 39: Wealth-X Five Year Forecast
Wealth-X Five Year Forecast 39 Source: Wealth-X and UBS World Ultra Wealth Report 2014
Slide 40: World UHNW By Tier
World UHNW By Tier 40 Source: Wealth-X and UBS World Ultra Wealth Report 2014
Slide 41: UHNW Asia Market Data
UHNW Asia Market Data Asia China Pacific Australia
Slide 42: Asia
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY W WEALTH-X Asia
Slide 43: Asia UHNW Landscape
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Ww . WEALTHX Asia UHNW Landscape ASIA 2011-2019 70,000 $12,000 60,000 $10,000 50,000 URNW POPULATION 8 3 8 8 UHNW WEALTH, US$ BILLION 2on 2012 2013 2014 2019 6
Slide 44: Asia UHNW Map
NEW YORK | ORLANDO | SYDNEY W 2014 2013 2013-2014 UHNW UHNW © WEALTH-X UHNW eas UKNW weatr | POPULATION WEALTH AS POPULATION ce pion | POPULATION Se nuit, | CHANGE% — CHANGE % la WORLD 20,278 29,725 199,235 27,770 6.0% 70% JH NW ASIA 46,635 6975 44,505 6590 4a% 58% Ma © Beiji 2a\s° wok yo } = ced ©
Slide 45: Asia UHNW Market
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY WwW went m= n ~~ Asia UHNW uUHNW: ceed UKNW wWentry | POPULATION WEALTH POPULATION USS billion POPULATION US$ billion (CHANGE % (CHANGE % k ASIA 46,635 6,975 44,50
Slide 46: China
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY WEALTH-X China
Slide 47: China UHNW Market Segmentation
China UHNW Market Segmentation
Slide 48: China UHNW Market
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY W WEALTH China UHNW Market CHINA 2014 2013 2013-2014 UHNW won UHKNW Weary | POPULATION WEALTH POPULATION We tuie, | POPULATION (Wet | CHANGE% — CHANGE % ASIA 46,63
Slide 49: China UHNW Market
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY W WEALTH China UHNW Market - @- 91% 4% 5% POPULATION NET WORTH SELF-MADE INHERITANCE/ INHERITANCE SELF-MADE TOTAL WEALTH —_US$ 21,310 BILLION UHNW WEALTH —_US$ 1,5
Slide 50: Australia
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY W WEALTH-X Australia
Slide 51: Pacific UHNW Market
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Ww WEALTH-X Pacific DHNW Market PACIFIC 2011-2019 6000 $1,400 5,000 4,000 $800 3,000 $600 2,000 400 1000 $200 20m 2012 2013 2014 2019 “ UHKNW POPULATION UKNW WEALT
Slide 52: Pacific UHNW Market
W WEALTH-X SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Pacific DHNW Market 2014 2013 2013-2014 UHNW went UHKNW Werte | POPULATION WEALTH POPULATION ween | POPULATION te enit, | CHANGES CHANGE % WORLD 20,275
Slide 53: Australia UHNW Market
W SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY WEALTH-X Australia UHNW Market 2014 2013 2013-2014 uKNW eseiedy UKNW retvetad WEALTH POPULATION Ue nition | POPULATION USE piiign | CHANGE% CHANGE % WORLD amas 2
Slide 54: Australia UHNW Population
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Australia UHNW Population 2014 2013 2013-2014 UHNW wena UHNW Werte | POPULATION WEALTH POPULATION Yee oiiien | POPULATION WeNiitn | CHANGE% CHANGE % TOTAL 4370 sis
Slide 55: Australia UHNW population
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY WEALTH Australia UHNW population po P AUSTRALIA 79% 12% 9% aoe zon 2os.2014 unww UH | un UN | popuLaTiON WEALTH roruusrion QMEALTH posuixmion JWEALT | "Ekawcese, C
Slide 56: Looking Ahead to 2019
Looking Ahead to 2019 24% more UHNW Individuals 29% more UHNW Wealth 56 Source: Wealth-X and UBS World Ultra Wealth Report 2014
Slide 57: Five Year Forecast
Five Year Forecast AVERAGE ANNUAL AVERAGE ANNUAL WEALTH REGION POPULATION CHANGE % CHANGE % North America 4.2% 5.2% Europe 3.3% 4.5% Asia 5.7% 6.7% Latin America 4.3% 4.9% Middle East 6.0% 5.1% Oceania 3.9% 3.3% Africa 7.0% 5.5% World 4.4% 5.3% 57 Source: Wealth-X and UBS World Ultra Wealth Report 2
Slide 58: Significant Trend
Significant Trend Almost 75% of the UHNW Population is over 50 30.6% 24.8% 19.0% 12.7% 5.5% 4.9% 1.6% 0.8% 0-29 30-39 40-49 50-59 60-69 70-79 80-89 90+ 58 Source: Wealth-X Institute Analysis
Slide 59: Findings from Wealth-X and NFP Family Wealth Transfers Report
Findings from Wealth-X and NFP Family Wealth Transfers Report US$16 trillion to be transferred in the next three decades
Slide 60: Inherited Wealth to Grow
Inherited Wealth to Grow New Generations of UHNW individuals Many used to luxury lifestyle New clients, different expectations 60 Source: Wealth-X and NFP Family Wealth Transfers Report
Slide 61: Liquidity to Increase
Liquidity to Increase • US$6 trillion of wealth to be transferred in privately held wealth • Some heirs likely to sell their stakes • Furthermore, US$4.6 trillion in liquid assets will be transferred 61 Source: Wealth-X and NFP Family Wealth Transfers Report
Slide 62: US$2.9 trillion UHNW wealth held in residential real estate
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Se Es | < Pay = US$2.9 trillion UHNW WEALTH HELD IN OWNER-OCCUPIED RESIDENTIAL REAL ESTATE 62
Slide 63: Engaging the Ultra Affluent
Engaging the Ultra Affluent 63
Slide 64: UHNW Consumer Journey
UHNW Consumer Journey Market Size Mindshare/Marketshare Walletshare 64
Slide 65: Will Robots Wear Cartier?
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY WEALTH-X Will Robots Wear Cartier? Will Inequality Spark Class War? ‘orter, Alfred Dunhill and jeweler Van Cleef & Arpels, along with luxury watch brands Cartier,
Slide 66: Key Luxury Landscape Trends & Lessons
Key Luxury Landscape Trends & Lessons • The Search for the Soul of Luxury – Democratization of luxury; has it overextended • Rag & Bone with Target • Vera Wang with Kohl’s • Acquisition of HW by Swatch – De-democratization of luxury and retrenchment towards UHNW • Levi’s Bespoke Store in Meatpacking
Slide 67: Key Trends & Lessons from Luxury
Key Trends & Lessons from Luxury • UHNW consumers are looking for strong brand voices and narratives yet for bespoke experiences – Successful engagement of the UHNW market by luxury brands will have to navigate this tension successfully • Data driven marketing – Shift from “What did they spend” to “
Slide 68: Key Trends
Key Trends • From “brick’n’mortar” to “click’n’mortar” back to “brick’n’mortar” – 90% of Asia’s luxury purchases will be outside of China – For highest price items, its about the experience – Tiffany’s Salon
Slide 69: Global UHNW Pockets
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Ww WEALTHX Global UHNW Pockets y PROPORTION OF EXPATRIATED UHNW INDIVIDUALS @ 2.0% -3.9% @ 4.0%-5.9% @ 6.0%-79% @ 8.0%-9.9%
Slide 70: Risk Graph - Reputational Risk
Risk Graph - Reputational Risk • The emergence of hyper polarized wealth in emerging economies is closely linked with traditional risk and compliance issues • AML/KYC – Casinos – Auction Houses • Enlightenment Publishing – Cyprus – Arkady R. Rotenberg, a judo sparring partner from Mr. Putin’s St. Pe
Slide 71: Towers of Secrecy
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY WEALTHX Towers of Secrecy Q searci The New Mork Cimes Fimes Premier = TIMES INSIDER <> TIMESTALKS —§] TBOOKS Se PREN. Times Insider ‘STORY BEHIND THE STORY Inside
Slide 72: Chinese Luxury Consumer
Chinese Luxury Consumer • Chinese anti-corruption purge has facilitated major pull back • Macao revenues have shrunk for the first time • Conspicuous and over luxury is receding • “This is going to hit hard,” said David Friedman, the president of Wealth-X, a luxury intelligence firm. Mr. Friedman, w
Slide 73: SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON |
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Jun, 30-Jul. 13, 2014 Watching Justin Bieber Watch I Oe tortie: Giese
Slide 74: Convergence of UHNW, Luxury, Residential Property & Visas
Convergence of UHNW, Luxury, Residential Property & Visas
Slide 75: Best Practices and Strategy
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Ww WEALTH-X Best Practices and Strategy
Slide 76: Sale, Market & Advertise Different: Bespoke Marketing
Sale, Market & Advertise Different : Bespoke Marketing From Targeting Segments to Crafting Sales/Marketing approaches that engage an individual person based on who they are (their life story, passions, hobbies, interests) and who they spend time with • What if you could directly qualify an individua
Slide 77: Let’s Review – Cornerstones of an UHNW Engagement Strategy
Let’s Review – 3 Cornerstones of an UHNW Engagement Strategy 1. Where are my future key and highest revenue/margin clients? – Hidden within your existing database – Wealth Screen and Client Analytics – Connected to your existing clients – Future Client Strategy Mapping exercise 2. Who are they? Weal
Slide 78: But Who Are They, Really?
Ww WEALTH SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY But Who Are They, Really? 78
Slide 79: From Shotgun to Rifle
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY THX From Shotgun to Rifle Syuan Lam WANG Primary Position Primary Company Estimated Net Worth Estimated Liquid Assets Wealth Trend Source Nickname Biography Welcom
Slide 80: Who is She?
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY ere Who is She? Interesting Facts a Wang appears to travel with luggage from upmarket purveyor Rimowa. Wang claims to have attended a "business meeting” in London,
Slide 81: What are Her Passions Investment?
What are Her Passions Investment? • Wang appears to travel with luggage from upmarket purveyor Rimowa. • Wang appears to drive a Porsche automobile. • Wang enjoys luxury clothing brands including Hermes, Balenciaga, Isabel Marant Bazil, Bebe, Birkin, Christian Louboutin, and Chanel. She also appears
Slide 82: What is on Her Mind?
What is on Her Mind? • Wang appears to spend the majority of her time shopping, partying, and traveling with friends and her mother. • Her social and lifestyle activities are regularly shared on her Twitter account. • Recent tweets include: "Long day of retail therapy w/ @ezrajwilliam @AngelinaCindy
Slide 83: What are Her Passions & Hobbies?
What are Her Passions & Hobbies?
Slide 84: Who Does She know?
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Ae Who Does She know? Known Associates Ports International Enterprises President of Beijing Chun Tian Real Estate; Vice President and Assistant to the Director of
Slide 85: Yiqian Liu
Yiqian Liu Notable Art Collector Owns over US$460 million in art 85
Slide 86: Find Out Who He Knows
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Find Out Who He Knows Company Hubei Blocause Pharmaceutical Hubei Blocause Pharmaceutical Beijing Council international ‘Auction Hubei Blocause Pharmaceutical Hube
Slide 87: “LinkedOut” The Wealth Graph and Referrals
“LinkedOut” The Wealth Graph and Referrals Who do your top clients know that should be your next key clients? 87
Slide 88: Referrals: #1 Source of New Client Acquisition
Referrals: #1 Source of New Client Acquisition • The study – revealed at the Google Beach Pavilion in Cannes – notes that consumers now make purchasing decisions in the same way they consume content – with the purpose of choosing brands that engage their passion and interests. • “With consumer behav
Slide 89: Wealth Graph
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Wealth Graph Politics Entertainm The 10 Wealthiest Networking Kings and Queens Tweet) {70 Fstae | BG reser | Evew an WORLD NEWS By SUSANNA KIM (@skirnm) Jan.31,201
Slide 90: Business jet owners’ social graph worth: US$ 1.1 trillion
Business jet owners’ social graph worth: US$ 1.1 trillion
Slide 91: Why Referrals?
Why Referrals? “The last hundred years have been defined by the mass media. In the next hundred years, information won’t be just pushed out to people. It will be shared among the millions of connections people have…Nothing influences people more than a recommendation from a trusted friend…A trusted
Slide 92: Referrals are Cost Effective
Referrals are Cost Effective “Referrals generate more than half of the site’s new customer, creating multiple economic advantages across the businesses…eBay relies more on word of mouth than on advertising and traditional marketing. The company has found that referred customers cost less to serve be
Slide 93: Targeted Events (No “Hope Marketing”)
Targeted Events (No “Hope Marketing”) 93
Slide 94: Case Study: Bespoke Marketing Event
Case Study: Bespoke Marketing Event • Challenge ITEMS RESULTS – Global Luxury Client wanted to target specific Conference Attendee List 500 UHNW individuals at an Oil & Gas UHNW Identified 50 conference. % Target 10% • Solution: Invites Sent 50 Bespoke Marketing Campaign RSVPs 40 – Wealth-X Screenin
Slide 95: Bespoke Marketing Methodology
Bespoke Marketing Methodology Data Driven & Predictive Analytics Sales & Marketing 95
Slide 96: Key Bespoke Marketing Strategic Planning Steps
Key Bespoke Marketing Strategic Planning Steps 1. Uncover your detailed target client profile through screening and client analytics and future target profiles using affinity clustering 2. Apply UHNW archetype to: – Existing data set to surface golden needles in the Haystack – Social graph of key am
Slide 97: Surfacing the Golden Needles in the Haystack
Surfacing the Golden Needles in the Haystack What Key Client Intelligence Could Look Like 97
Slide 98: The Future: Big Data Driven Marketing
The Future: Big Data Driven Marketing • Intelligence and Data: – Greater ability to customize content to connect with the UHNW consumer • Integration of Data with CRM Systems: – Allow global organizations to have a 360 degree view unified across a global platform Accelerate micro-targeting of based
Slide 99: Global Luxury Diversified
CASE STUDY Global Luxury Diversified Top Global Retailer – Top 10 US retail markets • 99,666 records • 292 UHNW true matches (0.29%), combined wealth $45bn • 2.4% of US billionaires • 2,370 UHNW Known Associates, worth $437bn Match Combined 30 – 50m 50 – 100m 100 – 250m 250 – 1bn > 1bn TOTAL Quality
Slide 100: Client Analytics: Segmenting
Client Analytics: Segmenting Cumulative Spend Distribution 100% 90% 80% 70% 60% 50% All 40% UHNW 30% 20% 10% 0% 10 Source: Wealth-X Screening
Slide 101: Client Analytics: Affinity Clustering
Client Analytics: Affinity Clustering Client All UHNW % Characteristic Average UHNW Client Rank Hobby or Interest UHNW % (rank) Gender Male 1 Philanthropy 44.8% 33.9% (1) Marital Status Married 2 Management 31.3% 28% (2) Age 60-69 (average: 62.7) 3 Education 28.1% 22.4% (3) Ethnicity Caucasian 4 Hun
Slide 102: Dynamic News & Alerts & Warm Referrals
Dynamic News & Alerts & Warm Referrals 10 Source: Wealth-X Pro
Slide 103: Dynamic News Allows Monitoring for Opportunities to Engage
Dynamic News Allows Monitoring for Opportunities to Engage 10 Source: Wealth-X Pro
Slide 104: iPad and iPhone Access
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY iPad and iPhone Access
Slide 105: Content & Digital Marketing
Content & Digital Marketing 10
Slide 106: Digital Marketing: Still Nascent
Digital Marketing: Still Nascent 68% of respondents feel UHNW clients do not respond to digital marketing • Only 25% of respondents say they use online marketing to engage with UHNW clients • 84% of respondents feel digital marketing is particularly useful in brand awareness 10 Source: Wealth-X Luxu
Slide 107: Content is the “New Black”
WwW WEALTH-X SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Content is the “New Black” Ww WEALTHX US &® NFP © ARTON CAPITAL 2 UBS
Slide 108: SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON |
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY W WEALTH-X Die Tetegraph LUXURY Home Gur Expens The Diary | Pictures | Tops My Notebook Signin Register TU Barbados’s $125m house
Slide 109: Social Media and the UHNW Market
Social Media and the UHNW Market Nerds Dinner at Davos “Larry, do you use Facebook? “No, not really,” Page replies without affect in • They are online his high-pitched nasal voice. Zuckerberg • But for a majority, they are seems disappointed. “LinkedOut”: “Why not?” he perists. – They are not on Fac
Slide 110: The Power to “Convene”
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY The Power to “Convene”
Slide 111: The Near Future
SINGAPORE | BEIRUT | BUDAPEST | HONG KONG | KUALA LUMPUR | LONDON | LUGANO | MEXICO CITY | MUMBAI | MYSORE | NEW YORK | ORLANDO | SYDNEY Ww WEALTH-X The Near Future 111
Slide 112: The Future of UHNW Advertising
The Future of UHNWAdvertising Your Data CRM Segmenting Mass Affluent/ HNW Digital Marketing by Segment Targeted UHNW 11
Slide 113: Taking Technology & Data Further
Taking Technology & Data Further Target Identified Facial Recognition Profile Found 11
Slide 114: Connect With Us
Connect With Us David S. Friedman President dfriedman@wealthx.com www.billionairecensus.com www.wealthx.com/wealthxubswealthreport WWW.WEALTHX.COM 11