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Aug 16, 2010

Offshore Excellence: Building the proposition your customers most want

Dallas, TX: ReportsandReports announce Japanese Offshore Excellence: Building the proposition your customers most want Market Research Report in its Store.

Browse complete Offshore Excellence Market Report

Datamonitor’s Offshore Banks Survey of more than 40 players across 6 centers underpins a detailed Offshore Excellence Model for banks. The report identifies the critical compenents of a successful offshore proposition, and assesses 9 major offshore bank against the components in the Excellence Model.

Scope

  • Datamonitor’s proprietary Offshore Banks Survey of more than 40 players, covers the needs and decision triggers of offshore clients.
  • The survey was conducted in Guernsey, Jersey, Isle of Man, Switzerland, Hong Kong and Singapore
  • The Peer Group was analysed in 5 areas of excellence: Bank accounts, Investments, Ancillary services, Technology and Customer Service
  • Peer Group: Abbey In’tl, Barclays Wealth Int’l, Citi Int’l Pers. Bank, HSBC Int’l,Lloyds TSB Int’l, DBS Bank, Standard Chartered, Credit Suisse & UBS

Highlights

Nearly 70% of Channel Islands/ Isle of Man’s offshore client base is domiciled in Western Europe (and around half are based just in the UK), which is a legacy of the strength of the UK banks in those centres.

Multiple currency accounts will be among the most important features of both deposit and savings accounts within two years, especially in the Channel Islands and IoM. In these centers, 41% of wealth managers cited the availability of multiple currency deposit accounts as one of the most important features for their clients in two years’ time.

The pressure brought to bear upon offshore centers has fundamentally changed the way the banks do business there. These conditions mean that banks must proactively approach clients affected both by specific amnesties and by the more general shift in sentiment, to ensure they make it easy for clients to move funds between countries.

Reasons to Purchase

  • Understand your clients’ offshore needs. Use our Offshore Banks Survey results to see what offshore clients want in terms of products and services
  • See which of your competitors are doing things right. Our in-depth analysis of 9 Offshore banks provides the benchmark for Best Practice
  • Build/upgrade your offshore proposition. The 5 areas of excellence helps ensure your service meets the needs of offshore clients

Table Of Contents

Overview

Catalyst

Summary

Methodology

Executive Summary

Five areas of excellence determine the success of an offshore banking operation

Multiple currency accounts are critical

Discretionary asset management focus differs between centers

Trusts tend to be offered through subsidiaries or partners

Sufficient access to RMs is a cornerstone of offshore banking

Transfers between centers must be simplified, or there is a risk of losing the client to ‘onshore’ banking

Table of Contents

Table of figures

Table of tables

Who are the Offshore Clients?

The offshore client base is balanced within most centers, with clients domiciled worldwide

Only banks in Jersey, Guernsey and the Isle of Man source their clients predominantly from the local region, making them vulnerable to single country tax amnesties

Why do clients have relationships with banks in these centers?

Jersey

Guernsey

Isle of Man

Switzerland

Hong Kong

Singapore

Offshore Excellence Model: Peer Group Offerings

Bank account excellence

Multiple currency accounts

The peer group offerings: multiple currency accounts

Abbey International

Barclays Wealth International

Citi International Personal Bank

HSBC International

Lloyds TSB International

DBS Bank Hong Kong and Singapore

Standard Chartered

Debit and credit cards

The peer group offerings: debit and credit cards

Abbey International

Barclays Wealth International

Citi International Personal Bank

HSBC International

Lloyds TSB International

The Asian card offerings: DBS Bank and Standard Chartered

Competitive interest rate products

Investment excellence

Discretionary and advisory asset management

The peer group offerings: discretionary and advisory asset management

Abbey International

Barclays Wealth International

Citi International Personal Bank

HSBC International

Lloyds TSB International

Credit Suisse

UBS

Alternative investments and structured products

The peer group offerings: alternative investments and structured products

Abbey International

Barclays Wealth International

Citi IPB

HSBC International

Lloyds TSB International

DBS Bank

Standard Chartered

UBS

Ancillary services excellence

Trusts and corporate structures

The peer group offerings: trust services

Abbey International

Barclays Wealth International

Citi International Personal Bank

HSBC International

Lloyds TSB International

DBS Bank

Standard Chartered

UBS

Credit Suisse

Technological excellence

Sufficient access to RMs

Transactional website

The peer group offerings: access to RMs and transactional websites

Abbey International

Barclays Wealth International

Citi International Personal Bank

HSBC International

Lloyds TSB International

DBS Bank

Standard Chartered

Customer services excellence

Living the brand

A Named Relationship Manager

Easy transfer between centers

APPENDIX

Definitions

Domicile

Offshore

Methodology

Further reading

Ask the analyst

Datamonitor consulting

Disclaimer

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