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Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
Reaching High Networth Individuals
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Reaching High Networth Individuals

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  • 1. Reaching High Net Worth Individuals
  • 2. Reaching High Net Worth Individuals Captain John Hills Aviation Advisor to Equiom’s Flymann Division
  • 3. High Net Worth Individuals Definitions
    • High Net Worth Individual (HNWI)‏
    • A person with more than $1,000,000 in assets – excluding primary residence
    • Ultra High Net Worth Individual (UHNWI)‏
    • A person with more than $30,000,000 in assets – excluding primary residence
    • Billionaire (VVHNWI!)‏
    • A person with more than $1,000,000,000 in assets (one thousand million)‏
  • 4. HNWI Market Growth Year 1998 1999 2000 2001 2002 2003 2004 2005 2006 Number* 5.9 7.0 7.2 7.1 7.3 7.7 8.2 8.7 9.5 Wealth# 21.0 25.5 27.0 26.2 26.7 28.5 30.7 33.3 37.2 * Millions # In $ Trillion Source: Cap Gemini/Merrill Lynch
  • 5. Where are They?
    • HNWI UHNWI Billionaires
    • North America 3,200,000 38,400 403
    • Europe 2,900,000 23,200 256
    • Asia-Pacific 2,600,000 18,200 163
    • Latin America 400,000 9,600 26
    • Middle East 300,000 3,300 29
    • Africa 100,000 2,000 5
    • World Wide 9,500,000 95,000 882
    Source: Forbes, Cap Gemini/Merrill Lynch
  • 6. So how do you find them…
    • … and how do they find you?
  • 7. A Comparison and Synergies with the Superyacht Market
  • 8. How Would HNWI’s Prefer to Fly
    • Like This?
  • 9. How Would HNWI’s Prefer to Fly
    • Or Like This?
  • 10. What Sort of Yacht Would They Like?
    • Like This?
  • 11. What Sort of Yacht Would They Like?
    • Or Like This?
  • 12. Superyacht Order Book Growth
    • 1998 81
    • 1999 141
    • 2000 170
    • 2001 238
    • 2002 291
    • 2003 288
    • 2004 290
    • 2005 348
    • 2006 422
    • 2007 435
    Yachts over 30m in length Source: The Yacht Report
  • 13. Where are they Based?
    • Superyacht Deliveries 2006
    • Europe 180
    • The Americas 38
    • Rest of World 19
    Source: The Yacht Report
  • 14. Where do European Business Aircraft Fly to? Airport Departures Per Day Paris Le Bourget 65.6 Nice + Cannes Mandlieu 43.0 Geneva Cointrin 40.9 Roma Ciampino 36.1 Milan Linate 35.8 London Luton 31.0 Zurich 26.7 London Farnborough 20.8 Vienna Schwechat 20.3 Munich 2 20.2 Madrid Torrejon 20.1 Stuttgart 17.7 Source: Eurocontrol 2005
  • 15. How Do We Find Potential Superyacht Owners?
    • Specialist Lawyers (Shipping/Superyachts)‏
    • Family Offices
    • Brokers/Charter Agents
    • Builders
    • Captains
    • Existing Owners
  • 16. How Do Potential Superyacht Owners Find Us?
    • Through the same routes as in the previous slide
    • Plus…
    • Websites (www.yachtsmann.com & www.flymann.com)‏
    • “ Trade Shows” (e.g. Monaco Yacht Show)‏
    • Conferences/Presentations
    • Press Coverage
    • But most importantly…
  • 17. How Do Potential Superyacht Owners Find Us?
    • Reputation and Recommendation!
    But… … first you have to build and maintain your reputation before you can be recommended!
  • 18. Confidence & Security
    • They (and their agents) must have confidence in your service
    • They must have confidence that their asset is in secure hands
    • They must have confidence that the jurisdiction is secure
    • They must have confidence in the Registry (either marine or aviation)‏
    You are dealing with High Net Worth Individuals with very valuable assets so…
  • 19.
    • confidence in the air...
    • … security on the ground

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