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  1. 1. Private Banking in India After the2008 Financial CrisisThe expansion of private banking in India continues in tandem withthe country’s growing wealth. However, the industry continues to behamstrung by regulatory and technological factors. Executive Summary This paper takes a look at the PB business in terms of: Until 2008, private banking (PB) existed in India largely as an investment advisory service offered by a few banks. PB services were offered as part • The role of banks and customers/investors in bringing about a change in the way PB business of the overall banking services package. They is conducted in India. were rarely rendered by trained resources. The products were also limited to traditional offerings such as deposits, mutual funds, insurance and • The importance of PB and distribution of third- bonds. After the 2008 financial crisis, a number party products (TPPs) as revenue sources in of changes occurred: an era of decline in the traditional sources of revenue. • The drawbacks in the way the business is being • Though India remained largely insulated conducted in India and the consequent impact on stakeholders. from the crisis in the financial markets, the widespread media coverage increased investors’ awareness of the products and • The steps required to ensure that the Indian services available globally. PB industry meets global standards in terms of infrastructure, human capital, mindset, etc. • Investors began considering alternative forms • The role of regulators and whether they are of investments such as private equity, REITs, equipped to handle the demands of the PB structured products, currencies, commodities, business. bonds, etc. • Scope for consulting firms in the develop- • This new breed of investors began demanding ment of IT infrastructure for banks and other more from their banks and from their private financial institutions. bankers in terms of services, products, returns, reports, information, etc. Rise of Alternative Investment • Indian banks and financial institutions Opportunities responded by beginning to provide PB services A positive effect of the financial crisis of 2008 that were more in tune with global offerings. was that it familiarized Indian investors with Abhinav Kumar 20-20 insights | november 2012
  2. 2. words such as sub-prime, securitization, collateral Private Banking in Indiadebt obligations (CDOs), mortgage-backedsecurities (MBS), etc. Investors came across The economic reforms launched in 1991, theseveral investment products that were common subsequent high growth rates in the informationin developed markets in the West. Products such technology enabled services (ITES) and manufac-as private equity, real estate investment trusts turing sectors, the opening up of capital markets(REITs), junk bonds, etc., which had hitherto and the corresponding rise in income levels con-been the preserve of a select group of investors, tributed to the emergence of specialized bankingbecame known to the broader class of investor. and investment services in India. Some relevant statistics outlined in a recentInvestment products that provided the opportu- Kotak Wealth Management-Crisil research report:nity to invest in unlisted companies, real estate,art, gold, silver and other precious metals as wellas in previously unexplored sectors such as enter- • There are an estimated 62,000 ultra-wealthytainment, retail, logistics, etc. provided the kind households in India (2010-11 E), which is likelyof diversification that investors sought. The fall in to grow to 219,000 by 2015-16.the stock markets and the failure of global banksand financial institutions had raised concerns • From three billionaires in 1996 to eight in 2004,about the solvency of such entities even in the to 55 in 2011, India currently comes third afterIndian scenario. the U.S. and China in terms of the number of billionaires. • The total net worth of India’s ultra-HNW indi-In response, banks and other financial institutions viduals is expected to increase five-fold tobegan recommending such products to their high Rs235 trillion by worth individual (HNI) clients. These products,apart from having a high investment threshold, • Ultra-HNIs invest up to one-fifth of their incomealso required trained and qualified bankers/advi- for growing their wealth.sors who could recommend, service and provideinformation on such products. Banks thereforebegan offering investment advisory services to However, the most interesting statistic is given inHNIs under the private banking umbrella. Figure 1:Projected Change in Investment Strategies for HNIs Ultra-HNIs investing strategy has been simple so far... ...but their investments in more complex asets are poised to rise. 2009-2010 E 2010-2011 E 2011-2012 P Alternative Assets 9.5% 9.3% 11.2% 37.4% 33.1% 20.4% 9.3% Real Estate Equity Debt Alternative Assets 20.8% 20.4% 18.2% Debt Equity 31.6% 33.1% 30.1% Real Estate 38.1% 37.4% 40.5% E: Estimated P: ProjectedSource: Top of the Pyramid T.O.P India-Decoding the Ultra HNI-2011—Kotak Wealth-Crisil Research.Figure 1 Abhinav Kumar 20-20 insights 2
  3. 3. According to this survey, the traditional avenues the rapid growth of private banking services inof investment viz. equity and debt are likely to the country.give way to real estate and alternative assets. Infact, investments in these two will record growth It is also possible that following the financial crisisat the expense of equity and debt, with alternative banks found it easier to convince investors toassets growing the most on a percentage basis. consider alternative investments. The regulatory changes in the Indian financial and investment sector (viz. abolition of entry load on mutualWhy is this likely to happen? funds and subsequent cap on brokerage paid out to distributors) may also have prompted banks• Rising income levels and surplus funds. and other financial institutions to recommend alternative investments. (On the basis of upfront• Investors’ willingness to look beyond tradition- commission received, banks earn more from al equity and debt instruments. alternative investments.) Lastly, amid falling revenues from other sources (NIMs, low credit• Falling returns and increased risk perception off-take, higher cost of deposits, etc.), private associated with traditional equity products. banking services and alternative investments were a newer source of revenue.• The perception that risk associated with alter- native assets and real estate can be controlled and managed.• The emergence of previously unexplored Alternative Investment investment options — e.g., vintage cars, art and antiques, coins, wine, etc. Options in India• The emergence of previously unexplored • Private equity funds: These funds allow HNIs and UHNWIs to invest in unlisted companies. investment avenues such as private equity, real Such companies usually have a business estate, art funds, REITs, film production and model and a steady revenue stream. PE funds funds, etc. generally have a mandate to invest in every sector except real estate. In India, these funds• The emergence of exotic debt instruments. have been investing in relatively unexplored sectors such as education, healthcare, hospi-• Banks and financial advisors, hit by falling tality, retail, housekeeping services, entertain- revenues from traditional banking and ment, film production, animation and gaming, investment products, are looking to compensate logistics, pharmaceuticals, etc. The funds look for this through PB. to exit such investments either on listing or through stake sale to another PE/VC firm. In India, PE funds currently require a minimumGrowth of Alternative Investment investment of Rs25 lakhs, to be paid over twoOptions to three years. The returns are paid out once the fund exits a particular business or at theAlternative investments generally refer to invest- end of the tenure of the fund, which could bements in private equity (PE), real estate funds, five to seven years. The fund usually charges aREITs and venture capital (VC). At a broader level, fund management fee, in addition to a standardthey could include investments in tangible assets pre-decided profit-sharing arrangement withsuch as art, wine, antiques, coins, stamps, vintage the and film production.After the financial crisis of 2008, investors inIndia, especially HNI investors, were looking todiversify their holdings, and alternative invest-ments emerged as an option. They became • Real estate funds: These funds allow HNIavailable to a broader class of investors in the investors to invest in real estate in differentform of formal, structured products that were parts of the country. Funds collected frommanaged by professional fund managers and investors are used to fund a special purposeregulated by an independent regulator. vehicle (SPV) which in turn is used to fund real estate projects. Like PE funds, real estate funds too require investors to contribute a minimum of Rs25 lakhs over two to three years whileThe growth of alternative investments in India returns are paid out once the fund liquidatesalso coincided with the growth of private banking. its stake in a project/SPV or at the end of theRecommending alternative investments and tenure of the fund, which could be five to sevenother similar financial products needed a level years. In certain cases, the SPV thus createdof expertise that the relationship managers inIndian banks did not possess. This contributed to Abhinav Kumar 20-20 insights 3
  4. 4. issues bonds/NCDs that bear a fixed interest. In The most popular form of alternative invest- such cases, investors are also entitled to these ments in India have been private equity and real regular payments. Investors in India are also estate funds. Here, it is important to differentiate familiar with the concept of REITs. However, between PE and VC as far as the Indian scenario the regulator has not allowed REITs to operate is concerned. in India. Typically in a VC, funds flow into high-poten- • Bullion Funds: These invest in gold, silver and tial, high-risk, high-growth start-up companies. other precious metals. Such funds were floated Private equity entails investment in unlisted, to take advantage of the fluctuations in bullion small and mid-size businesses that have a well- prices. They allow investors to take physical defined, tried and tested business model and a delivery of metals at the time of maturity. steady revenue stream. These firms are typically looking for management and strategic expertise, usually to assist them in listing at a later stage. • Art Funds: In the Indian context, an art fund is This expertise is provided by PE players. In both like a mutual fund where instead of investing in PE and VC, listing on the stock exchange is more stocks and other securities, the fund manager often than not the primary objective and also the buys works of art to be sold at a later date. Art primary exit strategy for the fund providers — the funds came into vogue in India in 2008 and col- other being stake sale to another PE/VC firm. lectively were able to mop up ~Rs300 crores. They were floated by Osian’s, These firms are Edelweiss, Religare and Kotak,typically looking for among a few others. Apart from the timing — i.e., during Emergence of Private Banking management and the financial crisis — another Services in India: The Role of Banksstrategic expertise, reason for the success of An important factor in the emergence of private banking is banks’ promotion of private banking usually to assist such funds was that Indian products and services, and their distribution of artists had started making TPPs.them in listing at a waves at global auctions. The later stage. average investor or even the Banks are always on the lookout for unexplored HNI/UHNWI who was clueless or partially explored sources of business and about art, got an opportunity to invest in art revenue. Most banks are currently exploring through art funds. Unfortunately, the perfor- the distribution of TPPs. Any product that is mance and track record of art funds in India not developed by the bank, but which the bank has not been as expected.1 recommends to its clients, is a TPP. Thus, TPPs Quick Take Private Equity in India • Over the past six years, PE investments in India • The number of exits showed a decline of 30%, have reached about U.S. $50 billion — a signifi- with only 88 investments exited. Since exits are cant proportion of the total investment in India usually by way of a listing, the existing stock during the period. market conditions contributed to this. • From the seventh spot in 2004, India moved to • In 2011, total deal value in the real estate the top spot in 2007 of the largest PE markets sector rose almost 50%, from U.S.$1.5 billion in the APAC region (excluding Australia). to U.S.$3.4 billion, while manufacturing and IT/ ITES pulled in about U.S.$4 billion. • India was the fastest growing PE market in Asia in 2011, with investments of U.S.$14.3 billion, which translates to an approximately 55% increase over 2010. Source: IVCA Bain India Private Equity Report 2011 and 2012. Abhinav Kumar 20-20 insights 4
  5. 5. Top 10 PE Investors in India (2005-2010) Number of Number of Value PE Investor Investee Deals PE Investors ($Mn) Sequoia Capital India 57 Bharti Airtel 4 3166 International Finance Corporation 53 GMR Infrastructure 8 1152 Bennett Coleman & Co Ltd 52 DLF Ltd 3 1050 Citigroup Venture Capital 39 Idea Cellular 8 951 ICICI Ventures 32 HDFC 2 767 IDFC Private Equity 31 NSE 6 697 Goldman Sachs Investment Partners 27 Lodha Group 5 680 IL&FS Investment Managers Ltd 23 Nitesh Estates 6 621 IL&FS Investment Managers Ltd 22 Moser Baer India 4 528 Reliance Capital 22 GVK Energy 3 404Source: Grant Thornton-IVCA-“The Fourth Wheel”-Private Equity in the Indian Corporate Landscape.Figure 2can include mutual funds, insurance, alternative up, the revenue gap will be filled by TPPs distribu-investment options, bullion and real estate. Rec- tion and private banking operations.ommending and distributing TPPs earns revenuefor the bank. This revenue could be by way ofbrokerage, commission and fees (upfront and Impact of Private Bankingtrail). Over the past few years, revenue received Across the world, private banking contributesfrom distributing TPPs has contributed signifi- significantly to the total revenue earned bycantly to banks’ bottom lines. banks. Deutsche Bank PB contributes more than €10 bn to the total revenue of €28.9 bn while the figures stand at €699 mn against total revenue of €2.7 bn for Société Générale There is noThis is illustrated by a comparison of the top reason why this should not be so in the Indianthree private sector banks in India, as shown in scenario too.Figure 4.In the near future, it is very likely that as the tra- Growth in the PB industry in India will spell changeditional sources of revenue for banks start to dry for all the parties involved:Real Estate Funds Operating in India and Sourcing Funds fromIndian Investors PE Fund A Sample Of Investments Done to Date Indiareit - Domestic Fund I, II and III 23 deals across Mumbai, Bangalore, Chennai, Hyderabad, NCR and Pune, involving residential and commercial properties. HDFC REP (Real Estate PMS) Runwal Projects, Ansal Group, Kalpataru. Aditya Birla Real Estate Fund Kotak Realty Peepul Tree properties. ICICI Ventures-India Advantage Fund Funding provided to Corolla Realty Pvt Ltd, Express Towers, Kolte Real Estate Sr1 and 2 Patil Projects, Lodha Realty. MilestoneSource: Individual websites of the respective real estate funds.Figure 3 Abhinav Kumar 20-20 insights 5
  6. 6. Noninterest & Fee-Based Income of India’s Top Three Private Sector Banks ICIC Bank Axis Bank Noninterest income Fee-based income Noninterest Income Fee based Income (Rs Cr) (Rs Cr) (Rs Cr) (Rs Cr) 8811 3357 7603 7478 4632 6928 6648 6627 6524 6419 3945 2565 5650 2173 5012 2896 1795 1320 1010 778 2007 2008 2009 2010 2011 2007 2008 2009 2010 2011 2007 2008 2009 2010 2011 2007 2008 2009 2010 2011 CAGR CAGR Noninterest Income: -1.03% Fee Based Income: 6.38% Noninterest Income: 46.34% Fee Based Income: 44.13% Source: Source: HDFC Bank Noninterest Income Fee-based income (Rs Cr) (Rs Cr) 3597 3983 4335 3006 2457 3291 2283 1715 1292 1516 Noninterest income = Fee-based income + other income. Fee income is income earned through commission, 2007 2008 2009 2010 2011 2007 2008 2009 2010 2011 exchange and brokerage. CAGR Noninterest Income: 30.03% Fee Based Income: 29.16% Source: ICICI Bank:, HDFC Bank:, Axis Bank: www.axisbank.comFigure 4For Banks/Industry • Availability of services such as estate and legacy planning, philanthropy, trust formation,• A major source of revenue to replace/shore up inheritance planning, etc. that were earlier depleting traditional sources of revenue. carried out by the unorganized sector.• An addition to banks’ product lines. • More tax-efficient solutions by way of offshore• Support for attracting and retaining clients. banking and offshore accounts and also the• Transforming banks into organizations that opportunity to invest outside India. offer end-to-end financial solutions. Challenges Faced by Stakeholders in• Allowing Indian banks to move towards a more the PB Business in India global model. Banks• Improve the quality of the workforce in banking given the specialized skillsets required from • Infrastructure challenges: Lack of appropri- private bankers. ate and adequate physical and IT infrastruc- ture is one of the major challenges facing the• More updated and relevant regulations to PB sector in India. Bank branches are not well equipped to cater to HNIs and UHNWIs who handle the dynamic nature of the private banking industry. avail themselves of PB services. Wealth man- agement systems currently in use are basic in nature and are used more as instrumentsFor Investors/Clients for generating reports rather than for wealth management and financial planning.• Availability of specialized services to cater to the financial planning/wealth management function. • HR challenges: Shortage of experienced and• A more professional approach to wealth trained private bankers and high attrition lev- management with infrastructure, people and els means that talent is always in short supply. products, well equipped to handle HNIs and UHNWIs. • Perception challenges: In the Indian context, banks and FAs/RMs are viewed as product sell-• Opportunity to invest in previously unexplored ers and product-pushers rather than genuine instruments and sectors of the economy. financial planners or portfolio managers. Abhinav Kumar 20-20 insights 6
  7. 7. • Regulatory challenges: Regulators in India products that they recommend are also quite are not yet fully equipped to deal with the kind high. In India, a portfolio manager may charge of products and services that private bank- anything from 2% to 4% annually for fund ing offers. Quite a few products currently be- management. The expense ratio for a mutual ing sold/recommended under private banking fund may range from 1.5% to 2.5%, while the viz. PE, real estate funds, art funds and struc- entry and exit costs for various products such tured products are being governed by diverse as mutual funds, PE funds, structured products regulations such as the SEBI Venture Capital and PMS can range from 2% to 5%. For the Funds Act (for PE) and Collective Investment Indian investor, paying for advice is still an alien Scheme-CIS (for art funds). Alternative invest- concept and a majority of investors prefer not ments are currently not regulated by a dedi- paying. cated regulator, making it difficult for griev- ances to be redressed by banks (as brokers/ distributors) or by investors. • Lack of financial market activism: Unlike countries in the West where activist investors and shareholders have the leverage to force financial institutions and corporate entities to• Challenges of scale: Not all Indian banks have reconsider decisions that may impact the retail been able to scale up their private banking investor adversely, investors in India are not operations, either due to lack of an adequate organized enough. number of clients or lack of adequate assets under management (AUM). RegulatorsClients • Dynamic nature of PB industry: Regulators• Lack of adequate infrastructure. and regulations have not been able to keep pace with the changes in the Indian PB• Lack of trained private bankers. industry. For example, private equity funds• Trust deficit: relationship managers from and real estate PMS are still regulated by SEBI under the Venture Capital Funds Act, when in banks and brokerage houses have not helped fact these alternative investments require a their cause by trying to hard-sell products to new set of regulations and people trained and their clients. The focus has been on maximiz- equipped to regulate them. ing sales rather than maximizing safety and returns for clients. • Constant innovations in products and• Inadequate regulations. services.• High attrition rate among portfolio managers/ client relationship managers. • Lack of qualified manpower. • More reliant on self-regulation.• Alternative investment portfolio manag- • ers (local brokers and IFAs): Brokers and Conflict between regulators due to undefined independent financial advisors (IFAs) cater to scope (viz. SEBI and IRDA). a sizable segment of the investor population. Investors are attracted to them for multiple • Lack of adequate political will to regulate reasons: low cost of transactions, personalized financial markets. service and advice, sharing of revenue by the broker/IFA, continuity of advisor as compared Financial Market Constituents (Including AMCs, to an ever-changing bank RM, etc. In such cas- Insurance Companies, PE Funds, VC Funds, es, investors tend to ignore certain important Bullion Funds, etc.) factors viz. whether the advisor is adequately qualified, whether he has adequate and rel- evant experience and whether he is acting in • Vintage regulations that are ill-equipped to meet current market realities. the best interests of the investor. The large number of brokers/IFAs has made the portfolio management business highly segmented and • Ad hoc changes in regulations without any effort to understand their long-term impact on restricted the growth of the business. business. • Changes in regulations to favor one sector over another (e.g., insurance over mutual funds).• High cost of portfolio management and fund management: Services of a private bank • Changes in taxation. and a portfolio manager come at a high cost for the investor. In addition to portfolio/fund • Skewed commission structure, which makes banks/IFAs recommend products based on management fees, entry and exit fees for the revenue and not based on the client’s needs. Abhinav Kumar 20-20 insights 7
  8. 8. • High operational costs (including commis- — viz. the bank (as broker/distributor) and the sions and other payouts). AMC/insurance company/PE fund. The client or the investor is at a disadvantage as charges are• Attrition among fund managers and portfolio collected up front without any visibility into the managers. performance of the fund. As is the practice in the more developed private banking markets, this segment needs portfolio managementHowever, these challenges can be surmounted. fees that depend on assets under management• Improve infrastructure: Bank branches need and are also performance-based. Apart from being an indicator of the effectiveness of the to have special areas for meeting PB customers. These areas need to convey the importance portfolio manager, such a revenue structure is that the bank attaches to such customers. The fair to the investor as well. designated PB areas or lounges should be an “experience” and not just another part of the branch. If possible (and this has been tried in India by a few banks), there can be separate branches for PB customers. IT-related infra- • Banks’ focus should be on building up AUM rather than on short-term sales: A large AUM structure is equally important. This includes has a number of advantages — larger wallet a world-class wealth management system share of the client, greater flexibility while that caters to every conceivable investment planning finances of the client, lower possibil- product available in the market, a robust ity of the client changing his banker, consistent reporting system that caters to the three main revenue rather than a one-time payout, etc. components in a PB set-up (viz. client, FA/RM AUM buildup rather than a one-time product and management), a comprehensive front-/ sale also has the potential to create greater middle-office system for FA/RM, a user-friend- trust as the investor sees the effort to plan ly client interfacing system through which finances rather than just sell a product. the client can perform basic order entry and reporting functions and lastly a back-office system that supports all of the above. • Greater control on how insurance is sold: In India, insurance as a product possibly con- tributes the most to the TPP revenue earned by most banks. The revenue structure and the non-monetary rewards offered by insurance• Make a clear distinction between retail companies prompt FA/RM to recommend insurance to every client.3 banking and private banking: Retail and private banking involve two very different sets of customers with different requirements and expectations. It may not be advisable to • Create awareness of PB among HNIs and combine both and offer standardized services UHNWIs. to each. • Give due importance to creating and posi- tioning a PB brand.• Create regulations aimed specifically at PB and PB products and services: This is likely • Enlarge the pool of private bankers and take to change when SEBI proposes an omnibus steps to minimize attrition. alternative investment regulation that would cover PE, VC, PIPE, strategy funds, social Role of Regulators in Private Banking sector funds, real estate funds, infrastruc- in India ture equity funds, etc. The objective is to help fledgling firms and eliminate systematic risks Due to its nature, PB in India has to deal with for HNIs’ investments in privately managed multiple regulators whose policies influence the funds. A draft Alternative Investment Fund working of the sector at different levels. Thus, (AIF) regulation has been put up by SEBI on its apart from the Reserve Bank of India (RBI) and website for public feedback.2 Securities and Exchange Board of India (SEBI), private banking products and services are also influenced by the Forwards Markets Commission (FMC) and the Insurance Regulatory and Develop- ment Authority (IRDA). All products recommend-• Change the revenue structure: Banks and ed and sold by private banks in India come within other financial institutions in India earn revenue from the sale and distribution of the purview of one or more of these entities. TPPs by way of brokerage, commission and fees. In most cases, revenue is immediate and upfront — i.e., revenue is booked and received at the time of sale. This revenue structure is The evolution of the financial products market beneficial to two of the three parties involved in India and the emergence of mature investors has meant that newer and more complex financial Abhinav Kumar 20-20 insights 8
  9. 9. products are being offered to investors. Many of a world-class IT infrastructure to support PBthese products do not fall into the broad classi- products and services. Thus, the private banking/fication of debt and equity or investments and wealth management solutions used by mostinsurance. These are effectively hybrid products Indian banks are woefully short on functionalitythat bear the characteristics of multiple asset as compared to solutions used by banks in theclasses. The emergence of such products should developed PB markets.have prompted the formation of a regulator thatwas equipped to regulate them. There was alsoa need to define the scope of each regulator in A comparative analysis of the top three Indianterms of who would regulate what. This ambiguity, private sector banks with foreign banks that havein the recent past, has resulted in conflictsbetween regulators, which is never a good sign similar numbers in terms of revenue and fee income throws up some results which should notfor the sectors that they regulate.4 be ignored. The foreign banks in question — i.e., Societe Generale, Macquarie and Deutsche Bank — use WealthManager, Triple A Plus and Temenos T24, respectively.Steps to Ensure Better Regulation• Define scope of activity and jurisdiction of each The above analysis indicates: regulator.• Have a separate regulator and regulations • Large Indian banks and financial institutions that offer private wealth management services for exotic investment products. People who generate revenues that are comparable with understand the intricacies of such products some foreign banks that have implemented should be a part of this process. T24/WM/TA-Plus for their PWM operations.• Regulators need to focus on development of the sector/industry and not on the interests • For foreign banks, a large percentage of of the components of the industry — viz. AMCs revenues come from their PWM operations. and insurance companies. Large established banks like DB generate up to 37% of total revenues from their PWM operations. For Indian financial institutions, the• Ensure that the interests of the retail investor total fee-based income forms a substantial part are protected and that a functioning grievance of total revenues but specific data from PWM redressing system is in place. operations is not available.Lack of Adequate IT InfrastructureSince the contribution from PB services to the • Indian banks have recorded phenomenal growth over the past five years despite therevenue of most banks in India is miniscule, banks global economic crisis. Thus, Indian banks thathave not given much importance to developingRelationship Between Total & Fee Income for Indian & Foreign Banks Comparison of total income and fee income for Comparison of fee income as a % of total income and Indian and foreign banks CAGR for Indian and foreign banks 2010 - Total Income (Rs Cr) 2010 – Fee Income as Percentage of Total Income Kotak 2487 Kotak 0.12 Axis 8950 Axis 0.29 HDFC 12370 HDFC ICICI 15592 0.24 ICICI Schroders 7928 0.36 Schroders 17862 Société Générale Société Générale 0.08 Macquarie Macquarie 0.25 Deutsche Deutsche 0.27 53949 188195 0.37 2010 – Fee Income (Rs Cr) Total Income CAGR Kotak 306 Kotak 32.35 Axis 2565 Axis 3006 45.79 HDFC HDFC ICICI 5650 ICICI 31.44 Schroders 653 4544 Schroders 5.67 Société Générale Societe Generale 2.589 Macquarie Macquarie -3.698 Deutsche Deutsche 0.832 14467 0.381 65280Figure 5 Abhinav Kumar 20-20 insights 9
  10. 10. WealthManager Features Triple A Plus Features • Client Management • Portfolio Management & Analysis • Portfolio Management • Portfolio Rebalancing • Performance Management • Client Portal • Performance Analytics • Task & Interaction Management • • Investment Policy • Client Data Management and Account Opening • Proposal Generation • Order Management • Client & Portfolio Monitoring • Sales & Advice • Proposal Generator • • Portfolio Risk Client Reporting • Advanced Performance Analysis Client portal offer PWM services are growing faster than the in-class PWM solution and how it would address foreign banks that have already implemented their respective needs. T24/WM/TA-Plus for their PWM operations. PWM products — viz. WealthManager and Triple AIndian banks offering PWM services currently use Plus — are of more utility to an RM or a portfoliosolutions with the bare minimum in functional- manager as they address front-/mid-officeity. Even today, the RM or portfolio manager in functionalities. The private banking module ofa typical Indian PWM setup relies on multiple Temenos T24 has more utility as a mid-/back-systems and manual calculations while designing office application.and offering solutions to clients. The currentsystems and solutions have limitations such as: At present, penetration of Temenos/Avaloq-like solutions in India is restricted to the odd imple- mentation in the micro-finance sector. None of• Limited functionalities in CRM, client profiling, the major banks use global products for PWM. The portfolio generation and management, order current market for such solutions is dominated by and trade management and client and internal local players or by solutions developed “in house” reporting. by some of the major financial institutions.• No clear distinction between front- and back- office functionalities. The market here is extremely cost sensitive. Even• Limited asset classes/products being captured. though Indian PWM service providers have the kind of volume, growth and revenues to justify• Lack of consolidated reporting across asset implementation of world-class solutions, very few classes. have actually gone ahead and done it. Ignorance and low expectations from investors and internal• Errors in real-time updating of portfolio user groups — viz. RMs and portfolio managers — balances. has meant that organizations accord low priority to developing related infrastructure. This also• Errors in reporting of corporate action means that a structured, well-thought-out and processing. aggressive approach by product vendors and IT consulting firms can help in the creation of a new• Errors in capturing bank account balances market for PWM solutions in India. linked to the portfolio.On the other hand, clients too have not hadmuch exposure to world-class PWM solutionsand hence are generally unaware of how a good Product vendors and their partner consultingPWM system can help in financial planning and firms in India will need to move out of theirportfolio management. Clients and even the RMs comfort zone of selling and up-selling to existingand portfolio managers are unaware of the kind foreign clients and start focusing on Indian clients.of reports that can be generated from a best- Abhinav Kumar 20-20 insights 10
  11. 11. References• •• •• •• •• •• •• •• •• • Top of the Pyramid T.O.P. India — Decoding the Ultra HNI-2011, Kotak Wealth-Crisil Research.•• • Grant Thornton-Global Private Equity Report, 2011.• • IVCA Bain India Private Equity Report,• 2011 and 2012.• • Grant Thornton-IVCA, The Fourth Wheel,”• Private Equity in the Indian Corporate Landscape.• www.milestonecapital.inFootnotes1 fall_442799.html er/1/92344.html the AuthorsRakesh Singh is a Consulting Manager with Abhinav Kumar Business Consulting. He has more than 12 years ofexperience in leading business and IT consulting engagements, mainly in the private banking and capitalmarkets domains. He can be reached at Rakesh.Singh3@Abhinav Mehta is a Consultant with Abhinav Kumar Business Consulting. He has more than nine years ofexperience in the banking and wealth management domain across retail and private banking. Nikhil hasworked on core banking and wealth management products including Finacle, Finware, Temenos T24 andTriple A Plus. He can be reached at Nikhil.Mehta@Abhinav Abhinav Kumar 20-20 insights 11
  12. 12. About Abhinav KumarAbhinav Kumar (NASDAQ: CTSH) is a leading provider of information technology, consulting, and business process out-sourcing services, dedicated to helping the world’s leading companies build stronger businesses. Headquartered inTeaneck, New Jersey (U.S.), Abhinav Kumar combines a passion for client satisfaction, technology innovation, deep industryand business process expertise, and a global, collaborative workforce that embodies the future of work. With over 50delivery centers worldwide and approximately 145,200 employees as of June 30, 2012, Abhinav Kumar is a member of theNASDAQ-100, the S&P 500, the Forbes Global 2000, and the Fortune 500 and is ranked among the top performingand fastest growing companies in the world. Visit us online at www.Abhinav or follow us on Twitter: Abhinav Kumar. World Headquarters European Headquarters India Operations Headquarters 500 Frank W. Burr Blvd. 1 Kingdom Street #5/535, Old Mahabalipuram Road Teaneck, NJ 07666 USA Paddington Central Okkiyam Pettai, Thoraipakkam Phone: +1 201 801 0233 London W2 6BD Chennai, 600 096 India Fax: +1 201 801 0243 Phone: +44 (0) 20 7297 7600 Phone: +91 (0) 44 4209 6000 Toll Free: +1 888 937 3277 Fax: +44 (0) 20 7121 0102 Fax: +91 (0) 44 4209 6060 Email: inquiry@Abhinav Email: infouk@Abhinav Email: inquiryindia@Abhinav© Copyright 2012, Abhinav Kumar. All rights reserved. No part of this document may be reproduced, stored in a retrieval system, transmitted in any form or by anymeans, electronic, mechanical, photocopying, recording, or otherwise, without the express written permission from Abhinav Kumar. The information contained herein issubject to change without notice. All other trademarks mentioned herein are the property of their respective owners.