At a time when asset management in China will usher in a great development era and become a * * * knowledge, major financial institutions have launched their own strategies around the transformation of wealth management business.
Explore new asset management models
With the rising demand of residents for wealth management, innovations in asset management models are also emerging.
Specifically, CITIC Securities has more than 1 investment and research teams, among which the FOF team plays the role of "asset management platform" in this model; CITIC Bank has a large number of high-quality private banking customer resources and has channel advantages. After the two platforms are grafted, CITIC Securities will provide customers with appropriate asset allocation schemes according to the customer needs provided by CITIC Bank, and finally issue products through CITIC Bank channels.
"The products issued in this mode not only meet the needs of banks, but also solve the pain points of customers in asset management with the help of professional managers' investment and research ability." Wei Xing said.
It is reported that the cooperation between CITIC Securities and CITIC Bank in the FOF business field was officially launched in November 22. In less than a year, we have achieved brilliant results. One of the equity products sold 2.5 billion in a week, 4 billion in a month or so, and it is expected to reach 7 billion by the end of the year. By then, the scale of private FOF products of CITIC Bank will be expanded to more than 2 billion yuan, and the strategy will cover many tracks such as long-term stocks, mixed multi-strategies and fixed income, which is unique in the field of private banking.
in fact, the development rhythm of the above-mentioned group cooperation mode is also closely in line with the capital market environment since this year.
Xu Peng, director of asset management business and head of macroeconomic and strategic research of CITIC Securities, said that since 221, China's capital market has been characterized by wide fluctuations and extreme structure. The traditional "flat" configuration mode has encountered great challenges this year. Wealth management urgently needs to combine fund selection with asset allocation and industry rotation, and this is the specialty of FOF products. The professional accumulation of CITIC Securities and the strategic layout of CITIC Bank meet under the catalysis of the market.
the whole chain resources are integrated and complementary.
according to the feedback from the first-line outlets of citic bank, the private banking sector has become one of the core elements for integrating the domestic management resources of the group. Since 22, in addition to products managed by CITIC Securities, many units in CITIC Group, such as CITIC Futures, CITIC Jiantou Securities and Huaxia Fund, have customized products for private banks of CITIC Bank and sold them online.
According to the introduction of CITIC Securities' private banking business, under the collaborative mode, the institutional headquarters of CITIC Group not only cooperates closely, but also has a lot of interaction and cooperation among its branches. For example, the sales of private placement products of CITIC Bank can be initiated by branches to the head office, and all major branches have products that independently initiate the management of CITIC Securities. In the process of selling asset management products, the front-line account managers of CITIC Securities Business Department are closely bound to the relevant business personnel of CITIC Bank, and product information can spread deeply within the wealth management managers.
"In fact, CITIC Bank has the advantages of sales channels and customers, but it can't leverage so many research resources and service resources by itself; CITIC Securities has a full product line from fixed income, stocks and mixed products, but it cannot obtain such a huge customer base. " Wei Xing added, "Top-down and bottom-up multi-dimensional resource integration will not only help CITIC Bank to promote product line transformation, but also enhance the influence of CITIC Securities in CITIC Bank's customer base, and finally implement it to provide customers with better services."
transition to portfolio management
"In the past two years, the domestic wealth management market has exploded frequently, but they are all single products, and FOF products are rare." In Wei Xing's view, in the future wealth management field, it is the general trend to provide customers with a single product and service and do portfolio management for customers, and FOF products that can realize multi-asset and multi-strategy configuration will become an important starting point for overtaking on the wealth management track.
Wei Xing said: "At present, the domestic wealth management industry is in the stage of brokerage mode, and the subscription fee is collected by selling asset management products and extracted from the traffic. However, the mature model should be to charge management fees. From the perspective of products, fund companies and banks have jointly issued asset management products before, but these products are often on a track, either stocks or bonds, and FOF products are rare. "
"In fact, CITIC Securities directly launched a distinctive FOF product to manage risks and returns for customers, and achieved a breakthrough from single product service to asset allocation by using FOF tools, which has gone out of the mode different from most products on the market at present." Wei Xing said.
When talking about the enlightenment of the cooperation model between CITIC Securities and CITIC Bank to the wealth management industry, relevant persons of the private banking business development team added, firstly, for banking channel institutions that want to improve wealth management, they can introduce institutions that are already familiar with the market through the FOF product portal; Secondly, for FOF products, the larger the scale, the stronger the bargaining power and resource integration ability of the bottom managers, and the better the front-end service effect. Finally, from the perspective of customer upgrade, well-designed FOF products have significant new customer acquisition effect, and at the same time can meet the customization needs of ultra-high net worth customers.
"It's not easy to overtake in a curve on the financial track, but if you want to achieve it, it's a good path through FOF products." A related person from the above-mentioned private bank development team said.
this article comes from china securities journal. Related questions and answers: the relationship between CITIC Securities and CITIC Bank
CITIC Securities and CITIC Bank are both subsidiaries of China CITIC Group Co., Ltd.
A subsidiary is an independent legal entity, and it has its own personnel appointment and dismissal rights and is undoubtedly an ordinary company. However, the branch company is not independent, and it needs to obey the command of the head office. It does not have its own independent power to appoint and remove personnel, and it needs the approval of the head office. In other words, CITIC Securities and CITIC Bank are two independent companies, which can also be understood as brother companies.