Asset Accumulation & Wealth management

Transcription

1 Asset Accumulation & Wealth management Banking Division Presenter: Leo Keemink 1

2 Agenda! The Banking Division: why?! Banking Division overall performance! Targeting specific Customer Needs! Funds under management! Mortgages! The ultimate E-bank! Total fit Delta Lloyd 2

3 The Banking Division: why?! Same kind of clients - complementary Products! Products staying throughout different life stages customer (Mortgages, Investment Funds, Saving Accounts)! Facilitating Asset Accumulation! Different channel - new prospects! All-Finance 3

4 Banking Division: targets Objectives Operating result: Cost ratio: Return on equity: + 15% (at least) % Risk weighted Solvency ratio: 15% - 17% 4

5 Banking Division: CUSTOMER CAPTURE OHRA Bank Delta Lloyd Bank BankUnie Delta Lloyd Private Bankers Delta Lloyd Securities (target) Customer products YEAR % 87% Investment accounts & saving accounts mortgages Securities & Private Banking 5

6 Banking Division: results Results before tax Results M per entity Mln GBP BANK BANKUNIE 17% DELTA LLOYD 28% M SECURITIES OHRA Bank 34% DELTA LLOYD 21% 1GBP = 3.6 NLG 6

7 Targeting specific customer needs Consolidation former activities under Delta Lloyd and OHRA brands Activities Brands Products Clients Retail direct Retail Intermediary Retail Branches Private Bankers Securities OHRA Bank Delta Lloyd Bank BankUnie Delta Lloyd Private Bankers Delta Lloyd Securities Savings accounts Investment accounts Investment funds Mortgages Asset Management/advice Securities trading/brokerage Mass Markets Wealthy individuals Institutional traders 7

8 Investment pattern of the Dutch Target high net worth market Income < GBP % 81% Income between GBP 14,200 and GBP 20,800 39% 61% Income between GBP 20,800 and GBP 27,500 52% 48% 60% Income > GBP 27,500 40% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Do invest Do not invest Source: NIPO 8

9 Investment pattern of the Dutch Strong preference for local brands Bonds Shares Dutch companies Shares foreign companies Investment funds Options Savings or growth funds Lease shares % 10% 20% 30% 40% 50% 60% 70% 80% Source: Centrum voor marketing analyses 9

10 Strong growth in funds under management Market value Delta Lloyd and OHRA funds under management EUR m ,041 2,627 4,070 1,551 Delta Lloyd 4,730 OHRA 2, dec- mar jun- 98 sep- 98 dec- 98 mar- 99 jun- 99 sep- 99 dec- mar jun- 00 sep

11 Banking attracting new funds under management Strong growth of Banking Division distribution channel Self administered Segregated pools Unit-Linked Banking division Third parties (AEX) Inflow new money Bank Banking Banking division M 11

12 Why Selling Mortgages?! Customer pulling - Lifelong customer relationship! Cross-selling opportunities - Excellent product in total product range - Intermediary pulling! Tax plan More combinations with asset accumulation - Investment mortgage 12

13 Mortgages - growth strategy Competitive edge from service quality - no comprise on pricing Total mortgage supplies market vs. Marketshare Delta Lloyd mortgage supplies Mortgage supplies 12 months moving average EUR m per month Delta Lloyd mortgages Total mortgages 1,4% 1,2% 1,0% 0, 8% 0, 6% 0, 4% 0, 2% marketshare per month Oct Nov Dec Jan Feb Mar A pr May Jun Jul A ug S ep 0, 0% total mortgage supplies (homes) Delta Lloyd mortgage supplies (homes) 13

14 The virtual cross-selling platform! OHRA bank, the ulitimate e-bank - investment funds - mortgages Januari savings accounts - investment accounts - discount brokerage (April 2001) - consumer credit! Reaching new clients! The financial portal! Alliances! Future opportunity for one centre of excellence 14

15 Synergy in back offices of banking activities! Bank - globus platform for 80%-90% processing! Internet - joint back offices globus platform! Mortgages - joint central processing in stater (outsourcing)! Securities - joint back offices! Restructuring activity to reduce back office cost: 20/30% lower by

16 Banking Division: Total fit with Delta Lloyd Nuts Ohra! The channel for acquiring new clients! Offering a powerful cross-selling platform! Offering powerful cross-selling products! 2 brands providing integrated effort on asset accumulation and multi-channel approach 16