Abstract
Overview
Introduction
In recent years NRIs have come to be seen as an important niche segment for
wealth managers to target and as a key potential growth area in the future.
This brief assesses the strategies that wealth managers are using to target
NRIs.
Scope
- Sizes the global NRI market;
- Presents a profile of NRI clients, based on Datamonitor surveys in Europe
and Asia Pacific;
- Assesses wealth managers' strategies for targeting the NRI market.
Highlights
The global stock of non-resident Indians (NRIs) continues to expand, with the
highest concentrations in Saudi Arabia, the US, the UAE and the UK.
Datamonitor research suggests that NRI clients based in Europe are more likely
to insist on greater involvement in the management of their portfolios. In
fact, 66% of European wealth managers described their NRI clients' desire to
take an active role in their own portfolio management/investment decisions as
above-average or high.
Major wealth managers also perceive the value of targeting the NRI market by
establishing private banking operations in their homeland. SG Private
Banking' s Singapore office serves as the base for its non-resident Indian
(NRI) business line. However, the bank also leverages its on-the-ground
presence in Bangalore, Chennai, Delhi and Mumbai.
Reasons to Purchase
- Identify the most important countries and regions for NRI wealth
management;
- Develop your NRI proposition based on insight into clients'
characteristics and needs;
- Compare your competitors' strategies for targeting this niche segment.
Table of Contents
- Overview
- Catalyst
- Summary
- Methodology
- Executive Summary
- NRIs continue to offer solid business potential for wealth managers
- The global NRI population is concentrated in the US, UK and the Middle
East
- Cultural traditions, demographics and location dictate the needs of
NRIs
- Competitive strategies attempt to marry the best of international and
local expertise
- Table of Contents
- Table of figures
- Table of tables
- Market Context
- The global NRI population is concentrated in the US, UK and the Middle
East
- Saudi Arabia and the US have the biggest NRI populations, but the UAE
is registering strong inflows
- NRIs account for an estimated $500 billion of liquid assets
- Recent and proposed legislation may increase interest in Singapore and
Europe
- Customers
- Cultural traditions, demographics and location dictate the needs of NRIs
- A strong sense of heritage and family stokes interest in Indian
investment
- An entrepreneurial community is also keen to access business banking
and complementary services
- Increasingly sophisticated NRIs are investing beyond their homeland
- NRI investors are willing to take a long-term view
- Mobile NRIs demand portability and flexibility
- Quality of service and the wealth management relationship are
paramount to NRIs
- Location may influence expectations regarding service levels
- NRI investors are driven by quality of service, access to a broad
product range and complementary services
- Competitive strategy
- Competitive strategies attempt to marry the best of international and
local expertise
- Joint venture arrangements provide ready access to investment
expertise and clients
- Investor demand is driving new distribution agreements
- Wealth managers are leveraging their onshore operations in India to
build their NRI businesses
- Subsidiaries also represent an option for market entry
- Both mid-market and up-market strategies have their place
- Competitor profiles
- DSP Merrill Lynch leverages Merrill Lynch' s global reach and offers
online functionality
- Société Générale builds client relationships through event sponsorship
- ABN AMRO targets mass affluent NRIs with a comprehensive
product/service portfolio and an NRI resource center
- ICICI Bank offers a broad product range including specialist services
for property investment
- Axis Bank caters for NRIs and their families
- Appendix
- Data
- Methodology
- Further reading
- Ask the analyst
- Datamonitor consulting
- Disclaimer
- List of Tables
- Table 1: How would you rate NRI clients on their demand for tax
advice, on average?
- Table 2: How would you rate NRI clients on their demand for estate
planning/trust services, on average?
- Table 3: How would you rate NRI clients on their demand for strong
international services such as offshore investments or overseas property
investment/management, etc, on average?
- Table 4: How would you rate NRI clients on their demand for online
functionality from their wealth manager, on average?
- Table 5: How would you rate NRI clients on their desire to take an
active role in their own portfolio management/investment decisions, on
average?
- Table 6: How would you rate NRI clients on their demand for frequent
communication/interaction with their wealth manager, on average?
- Table 7: How would you rate the NRI client segment on its
attractiveness as an area to focus on?
- Table 8: For which of the following products is there "a lot of
demand" from NRI clients?
- Table 9: For which of the following services is there "a lot of
demand" from NRI clients?
- List of Figures
- Figure 1: Stocks of NRIs by destination country, 2006
- Figure 2: Flows of NRIs by destination country, 2006
- Figure 3: How would you rate NRI clients on their demand for tax
advice, on average?
- Figure 4: How would you rate NRI clients on their demand for estate
planning/trust services, on average?
- Figure 5: How would you rate NRI clients on their demand for strong
international services, such as offshore investments or overseas property
investment/management, on average?
- Figure 6: How would you rate NRI clients on their demand for online
functionality from their wealth manager, on average?
- Figure 7: How would you rate NRI clients on their desire to take an
active role in their own portfolio management/investment decisions, on
average?
- Figure 8: How would you rate NRI clients on their demand for frequent
communication/interaction with their wealth manager, on average?
- Figure 9: How would you rate the NRI client segment on its
attractiveness as an area to focus on?
- Figure 10: For which of the following products is there "a lot of
demand" from NRI clients?
- Figure 11: For which of the following services is there "a lot of
demand" from NRI clients?
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