Secondary Disclosure Statement. Authorised Financial Adviser:

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1 Secondary Disclosure Statement (Authorised Financial Adviser) Name and registration number of Authorised Financial Adviser: Physical address: Benjamin Mark Jones: FSP Bourke Street, Palmerston North Postal address: PO Box 537, Palmerston North 4440 Trading name: Telephone number: address: This disclosure statement was prepared on: 4 May 2015 Details of the firm Pivotal Advisory Limited T/A Pivotal Advisory I founded Pivotal Advisory Limited in 2012, and this new company purchased Leemar Financial Services Limited; a company I had founded in In 2011, I registered as a Financial Service Provider (FSP number ). I am the Managing Director of Pivotal Advisory Limited and act as an employee of the company. The shareholders are Ben Jones, Dannielle Jones, and the trustees of the BM & DL Jones Family Trust. The company is registered as a private company on the Wellington register of the New Zealand Companies Office. My experience and qualifications I have been providing investment advice since July 1999 after qualifying as an adviser with Royal & SunAlliance. I have the following relevant qualifications: Bachelor of Science (First Class Hons.), 1997 Life Insurance Sales Preliminary Certificate, 1999 Diploma in Business Studies Endorsed Personal Financial Planning, I also earned Certified Financial Planner status in 2010 and I have kept my financial adviser services up to date by: Meeting the mandatory number of continuing professional development hours as per the guidelines issued by the Institute of Financial Advisers (IFA) Attending annual industry conferences Attending various courses, workshops and webinars organised by accredited training organisations Regularly travelling overseas and attending other financial planning conferences, forums etc Reading current literature Purchasing comprehensive investment and risk research from a number of sources. In addition, as an Authorised Financial Adviser (AFA), I am required to undertake the mandatory number of continuing professional development hours required by the Code of Professional Conduct for Authorised Financial Advisers. How I operate When I provide financial adviser services, I follow the internationally recognised six-step process as follows: 1. Establishing the client-adviser relationship 2. Gathering client information and determining the client s goals and objectives 3. Analysing and evaluating the client s financial status, which may include financial situation, financial needs, financial goals and tolerance for risk 4. Developing and presenting recommendations and/or alternatives in writing 5. Overseeing the implementation of the financial adviser services recommendations 6. Monitoring and reviewing the financial adviser services. Disclosure Statement version 1505S dated 4 May 2015 Page 1

2 This can require a series of meetings with a prospective client before our advice is finalised. It also means I maintain a close ongoing relationship with clients, regularly reviewing progress and working with them over time to ensure their goals can be met. The services I provide will depend on the client s needs. They may include any or all of those detailed in this disclosure statement. My advice will take account of the client s personal objectives, financial situation and needs. It will be clear and concise, with enough detail for the client to make an informed decision about whether to act on it. Services and products I provide I provide the following types of financial adviser services: Financial advice Investment planning services Contingency discretionary investment management services. I provide financial adviser services on the following subject matters: Cash management (including budgets and banking structures) Mortgage advice and/or broking Retirement planning Investment planning and/or management Risk management (including insurance planning and review) General advice on fire and general Insurance General advice on asset protection and estate planning General advice on taxation relating to investments and insurance General business advice. I provide financial adviser services in relation to the following types of financial products: Risk products Savings and investment products Life cover Accidental death cover Disability income protection Trauma/living insurance Business overheads cover Mortgage protection insurance Key person protection insurance Medical insurance Property investments Direct shares, direct bonds (listed and unlisted) Managed funds including unit trusts, KiwiSaver and superannuation schemes Combined risk and savings Tax paid investment bonds Private equity and venture capital investments Bank deposits and bonus bonds Government stock Property purchasing Syndicated property Mortgages Product providers used: I have no restrictions in placing investments with any product provider. Details of investment products in respect of which I have a normal supplier relationship are provided under the Remuneration section (on page 5). When it comes to risk management products, KiwiSaver and insurance bonds, I and/or Pivotal Advisory Limited have a contractual agreement with the product provider in order to place business with that provider. I and/or Pivotal Advisory Limited have contractual agreements for the sale of these products with the following suppliers: Asteron Life Limited AMP Financial Services Fidelity Life Assurance Company Limited nib NZ Limited OnePath Life (NZ) Limited and ANZ New Zealand Investments Limited Sovereign Assurance Limited Disclosure Statement version 1505S dated 4 May 2015 Page 2

3 Fees payable by the client I provide the initial consultation free of charge, but specific fees charged beyond that initial consultation will vary according to the nature of the services provided, as outlined below. In general terms, fees can be broken down into three areas; getting advice, implementation costs, and ongoing reporting and advice fees. Relevant fees are based on an hourly rate of $200 plus GST. Plan fee Pivotal Advisory Limited charges a plan preparation fee. This plan fee covers the preparation, research and creation of the plan and is payable to Pivotal Advisory Limited upon receipt of invoice. The plan structure is as follows: KiwiSaver recommendations $ 50 plus GST Cash management report $250 plus GST Insurance report $250 plus GST * Business insurance report Up to $1,000 plus GST Investment report Up to $1,000 plus GST Full financial plan Up to $1,500 plus GST * Our current business practice is to rebate this fee upon implementation of our recommendations should we receive a commission payment. Implementation costs Pivotal Advisory Limited is eligible to receive commission, bonuses and non-monetary payments from product providers in relation to the sale of products. Details of these payments are provided in the Remuneration section (on page 5) of this disclosure statement. Please note that entry fees for managed funds and direct investments will be discounted to a maximum of 1%, or that we may agree to provide implementation services on a fee-only basis using our hourly rate of $200 plus GST. In such cases, fees are payable to Pivotal Advisory Limited upon receipt of invoice. Ongoing fees Pivotal Advisory Limited is a fee-based financial planning firm. Consultancy and ongoing service and advice fees are based on the hourly rate of $200 plus GST, at a level dependent on the type of service a specific client may require. Because of the unique nature of service requirements from client to client, agreement of the exact fee applicable will be determined after discussion with each client, and clearly documented in the Statement of Advice. Some general examples are given below. 1. Ongoing fees for wrap service (OneAnswer Portfolio Service) clients Adviser monitoring fees are based on the client s funds under management, with a tiered structure of all assets under $500,000 charged at 1.00% p.a., assets of $500,000 - $1,000,000 at 0.80% p.a., and assets above $1,000,000 at 0.75% p.a. These fees cover ongoing monitoring and advice, regular reviews (as per the table for non-wrap service clients), and tax reporting for the wrap service investments. They are deducted from the client s cash management account on a monthly basis. All commission paid by the product provider, for the funds invested by the client, will be credited to the client s cash management account. The timing of these payments will vary, depending on the product provider selected. In addition to the fees above, the custodian has additional fees charged directly to the client. These are not payable to Pivotal Advisory Limited and for further information please refer to the appropriate investment statement. Disclosure Statement version 1505S dated 4 May 2015 Page 3

4 2. Ongoing fees for non-wrap service clients Amount invested (in NZD) Fees applicable (plus GST) Number of free reviews included 0 $50,000 $600 per annum 1 +$51,000 $250, % per annum 1 +$251,000 $600, % per annum 2 +$601,000 - $1,000, % per annum 4 +$1,001,000 and above 0.75% per annum 4 Additional reviews are available for $500 plus GST per review. Investment tax reports are available for $250 plus GST per investment entity. These fees are based on the client s funds under management, modified for specific client service requests as applicable. A set monthly fee (agreed upon for the following 12 months) suits most clients from a budgeting perspective, as well as for creating certainty upfront. However, if a client prefers, we can also simply work on an hourly basis of $200 plus GST as required. Other interests and relationships There is no contractual requirement, quota or agreement in place, for either Pivotal Advisory Limited or me, to recommend certain supplier products or services. I and/or Pivotal Advisory Limited have a variety of relationships (as detailed below). However none of these commercial relationships present any particular conflict of interest to consumers which would be reasonably likely to materially influence me in providing relevant financial adviser services. Relationship with BrokerWeb Risk Services Ltd Pivotal Advisory Limited has an agreement with BrokerWeb Risk Services Ltd to provide general insurance services. For any general insurance arranged through BrokerWeb Risk Services Ltd, Pivotal Advisory Limited receives 25% of the commission paid by the underwriting insurance company, for clients introduced to BrokerWeb Risk Services Ltd by me. Relationship with Kepler Group Ltd Pivotal Advisory Limited is part of the Kepler Group Ltd; a voluntary grouping of like-minded financial planning businesses across New Zealand. The purpose of the Group is to provide regular discussion around matters pertinent to Financial Planning issues faced by each member of the Group, and to allow for peer review of business processes as relevant. Each member is a separately owned and operated business, with each member represented on the Board of Directors. As such, I am a current Director of the Kepler Group Ltd. Relationship with Asteron Life Ltd Pivotal Advisory Limited is part of the ONE Financial Adviser network supported by Asteron Life Ltd. This is a voluntary group of Asteron Life Ltd user adviser groups that meet regularly to share ideas, undertake training and provide feedback on Asteron Life Ltd s products and services. Asteron Life Ltd, at their discretion, may provide support for training and development grants, marketing grants and any travel and accommodation expenses relating to participation in this programme. There is an expectation that 85% of applicable new risk insurance business is placed with Asteron Life Ltd, although there is no compulsion to place any specific client business with that provider. I still have the freedom and flexibility to recommend the insurance provider that is in the clients best interest. Relationships with First NZ Capital Securities Ltd and Forsyth Barr Ltd Pivotal Advisory Limited has agreements with First NZ Capital Securities Ltd and Forsyth Barr Ltd to provide share broking services. For any transaction arranged through First NZ Capital Securities Ltd, Pivotal Advisory Limited receives 50% of the commission received by First NZ Capital Securities Ltd. For any transaction arranged through Forsyth Barr Ltd, Pivotal Advisory Limited receives 30% of the commission received by Forsyth Barr Ltd. Details of the portions received by Pivotal Advisory Ltd are provided in the Remuneration section (on page 5 under investment products) of this disclosure statement. Disclosure Statement version 1505S dated 4 May 2015 Page 4

5 Relationship with New Zealand Financial Services Group Ltd (NZFSG) Pivotal Advisory Limited has an agreement with NZFSG to provide mortgage broking services. For any mortgages arranged through NZFSG, Pivotal Advisory Limited receives 95% of the commission paid by the lender. Details of commission received by NZFSG are provided in the Remuneration section (on page 6 under mortgage products) of this disclosure statement. Relationship with Davidson Fraser Ltd The BM & DL Jones Family Trust has a minor (10%) shareholding in the boutique Palmerston North accounting firm Davidson Fraser Ltd. Remuneration I am remunerated as an employee and shareholder of Pivotal Advisory Limited, primarily by shareholder salary. Pivotal Advisory Limited receives all commissions and client fees that are generated by me, as the financial relationship is between the client and my company. Any income received by my company is used to pay the costs incurred in providing advice (e.g. office, staff and marketing costs), along with my personal shareholder salary. Types of remuneration I receive via Pivotal Advisory Limited are as follows: Investment products Investment product Direct shares and bonds (First NZ Capital) Direct shares (Forsyth Barr) Direct bonds (Forsyth Barr) Managed funds KiwiSaver Max. initial commission as a % of each investment made 0.50% plus $ % (min. $30) 0.23% (min. $30) 1.00% Max. ongoing commission as a % of total value of investment Some of the arrangements I have made to manage any conflict of interest include: using third party research for product suitability, negating any difference in commission by ensuring a maximum of only 1% upfront applies, rebating ongoing commission where possible, upfront disclosure of commission, and basing our remuneration model on charging fees directly to clients. Risk products Product Provider Asteron Life Limited AMP Financial Services Fidelity Life Assurance Company Limited nib NZ Limited OnePath (NZ) Life Sovereign Assurance Limited Max. initial commission as a % of annual premium Ongoing commission as a % of annual premium Some of the arrangements I have made to manage any conflict of interest include: using third party research for product suitability, negotiating commission rates with providers so they are all comparable, and upfront disclosure of commission. Please note the following: Maximum initial commission amounts listed above include the current production bonuses paid. All current bonuses are subject to be revised by the insurance company at any time. There are variable options with all the companies above, such as reducing initial commission and increasing ongoing commission. All of the above companies offer various incentive programmes from time to time based on production. The incentives could range from such things as petrol or grocery vouchers and Fly Disclosure Statement version 1505S dated 4 May 2015 Page 5

6 Buy type rewards, to subsidised offshore conferences. As the specific nature of any incentive changes regularly, please contact us if you require further details of any current incentive programme. Mortgage products Product Provider ANZ Bank New Zealand Limited ASB Bank Limited The Co-Operative Bank home loans The Co-Operative Bank personal loans Cressida Capital DBR Property Financiers Liberty Financial Limited Resimac Sentinel Limited Southland Building Society Banking Sovereign Home Loans Westpac New Zealand Limited Max. initial brokerage as a % of loan Ongoing Brokerage as a % of loan Some of the arrangements I have made to manage any conflict of interest include: using third party research for product suitability, attempting to use a mainstream lender where possible (as all these have comparable brokerage rates), and upfront disclosure of brokerage. Non-monetary benefits (soft dollar disclosure) From time to time, I may receive certain non-monetary benefits from product providers. These could include gratuities such as: a bottle of wine at Christmas time, a free calendar, pen or book, the occasional luncheon, drinks after a briefing session, invitations to sporting events, subsidised professional development, discounted training courses or office supplies, etc. Professional memberships I am a member of the Institute of Financial Advisers (IFA) and, as a condition of my membership, I comply with the Institute of Financial Advisers Code of Ethics and Practice Standards in all facets of my practice. I hold an annual certificate to practice, issued by the Institute of Financial Advisers. Professional indemnity (PI) insurance cover In accordance with industry standards, Pivotal Advisory Limited is covered under a professional indemnity insurance policy. This policy includes the following covers: professional indemnity, public liability, employer s liability, dispute resolution liability, trustee liability and statutory liability. This policy applies when I act in my professional capacity as an adviser providing financial adviser services. As with all insurances, these covers have limitations and are subject to certain exclusions, terms and conditions. Declaration I, Benjamin Mark Jones, declare that, to the best of my knowledge and belief, the information contained in this disclosure statement is true and complete, and complies with the disclosure requirements in the Financial Advisers Act 2008 and the Financial Advisers (Disclosure) Regulations Signed: Date: / / Disclosure Statement version 1505S dated 4 May 2015 Page 6

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