Structured Products Forum 2015 - Hong Kong

 

8.40am

Registration

 

9.00am

Welcome Address

 

Harry Krkalo
Head Structured Solutions, Private Banking Sales
Leonteq Securities

 

9.10am

Panel Discussion

What’s selling – and why – in structured products in Asia?

 

Less leverage is the main difference between how structured products are used today compared with 2007. But appetite among HNW clients in Asia remains strong, witnessed by record-breaking months for structured products sales in the second quarter of 2015. Beyond flow products, knowing which non-standard products are being sold in decent volume, and also what other clients are buying and why, is the basis for banks to be able to offer a broader range of specific products that clients can – and will – use. With a certain amount of investor fear creeping into some asset classes and markets, the focus should be on products and structures which meet investor needs, and are scalable.

 

• Beyond standard flow products such as ELNs, accumulators and range accruals – what are the non-core products that are selling well and have seen an increase in volume?
• What are the new, scalable products and structures we will see in the market?
• What structured products are relevant in different market environments?
• Is there scope for more Smart Beta-type products? How will that develop further?
• With asset bubbles forming in some markets – what should clients be doing to reduce their risk and protect principal?

 

Chair

 

Michael Stanhope
Chief Executive Officer & Founder
Hubbis

 

Panel members

 

Sebastien Dupuy
Executive Director, Product Solutions Head, Private Banking/Treasures Private Client, Consumer Banking Group and Wealth Management

DBS Bank

 

Albert Yuen
Managing Director, Head of Product Marketing Department
BOC International

 

Bart Wong

Managing Director, Head of Custom Assets Group, Asia Pacific

Credit Suisse Private Banking

 

Lemuel Lee
Head of Third Party Distribution, Asia Pacific, Equity Derivatives Group
J.P. Morgan

 

Mark Munoz
Managing Director
Contineo

 

9.55am

Presentation
Product innovation and trends - Equities

 

Harry Krkalo
Head Structured Solutions, Private Banking Sales
Leonteq Securities

 

10.15am

Presentation
A more effective RM Workstation

 

Mahesh Bulchandani
Chief Executive Officer, Asia
FinIQ

 

• So what does an RM ideally need on a Workstation?
• How should that be delivered?
• What should the end-game look like?

 

10.45am

Refreshments & Networking

 

11.15am

Presentation
Efficiently investing into China

 

Tera  Terasawa
Global Equities, London
J.P. Morgan

 

• Enhanced delta 1 exposure
• Smart hedging
• Tradable indices

 

11.45am

Presentation

Product innovation and trends - FX

 

Ken Tan

Head of FX Investors Solutions, Wealth Management and Family Offices Distribution, Global Markets Asia Pacific

BNP Paribas

 

12.15pm

Presentation
Product innovation and trends - Commodities

 

Ker Lih Gan
Commodity Investor Solutions, Asia Pacific
J.P. Morgan

 

• Navigating decorrelation and volatility in commodities

• How to monetise decorrelation in commodities through JPM SSP/CCP
• How to monetise volatility through JPM Volemont

 

12.45pm

Lunch

 

1.35pm

Panel Discussion
Educating RMs and advisers – and clients

 

The level of knowledge and understanding among the majority of RMs and other client-facing staff in Asian wealth management about structured products needs to improve to ensure they are capable of discussing them with clients – and in a way that can clearly explain how they apply in their portfolios. Part of this comes down to giving bankers a targeted range of products that are relevant to their specific group of clients. It can also be achieved by delivering training to the bankers via a combination of delivery formats, including mandatory training, to get the right concepts into their heads most efficiently. And if RMs and advisers can help their clients understand more about the full range of products they can potentially use for their portfolios, then everyone stands to gain – as clients can assess for themselves what is suitable and will help them meet their individual objectives.

 

• Which types of products should product gatekeepers be trying to get RMs and advisers to discuss with their clients?
• Is it better to focus them on a relatively small range of products most relevant to the stage of the market cycle and client types?
• What can be done to bring greater transparency to the sales process?
• How can we get front-line staff to be more confident and capable of having appropriate conversations with clients about structured products?
• What is the right format for delivering product training and understanding to RMs and advisers?
• How do we get everybody in the conversation – including the client – at the same level of understanding, and aware of the various alternatives?
• How can we ensure a client is making the right buying decision that will work within their portfolio to meet their individual objectives?
• How do we get more consensus and consistency in how products are defined and also standardisation in the documentation used?

 

Chair

 

Michael Stanhope
Chief Executive Officer & Founder
Hubbis

 

Panel members

 

Alessandro Caironi
Head of Capital Markets Sales, APAC
UBS Wealth Management

 

Mahesh Bulchandani
Chief Executive Officer, Asia
FinIQ

 

Philip Cheng

Adjunct Associate Professor of Finance

The Hong Kong University of Science & Technology

 

Mark Stephens

Founder & Chief Technology Officer

Simulytics Systems

 

2.20pm

Presentation
Structured products 101

 

Peter Williams
Structured Solutions Sales
Leonteq Securities

 

• What product categories exist?
• How do structured products generate value?
• FCN, Bonus Certificate, Twin Win Autocallables – easily explained

 

2.50pm

Panel Discussion
Creating a bigger role for structured products in client portfolios

 

Rather than structured products being considered and used as individual components with a portfolio, they need to be increasingly viewed by both bankers and clients as a fully integrated component within the entire portfolio. In this way, they can be used to achieve specific client needs and goals, and understand the entire portfolio risk – if both parties are aware of the potential of different products and are able to monitor them on an ongoing basis. As part of this, the focus needs to be on simpler products, rather than looking to increasing complexity unnecessarily and push structures which won’t in fact fulfil the client’s objectives.

 

• How do you find opportunities within a portfolio for structured products to add value?
• What are the different scenarios where structured products can add value?
• How do you select the right structured products for portfolios?
• How do you analyse a portfolio to assess whether a structured product can meet a specific need?
• How do you educate clients about where the product fits within their portfolio?
• What follow up is required? How should you monitor the amount of time which the product is relevant for the portfolio, and when the client should sell it?
• A lot of structured products are sold on an advisory basis, but what are there opportunities to use them within a discretionary mandate?

• Structured products tend to be used for selling options and in exchange investors receive premiums. But in the context of the entire portfolio (advisory or discretionary), isn’t there more value that structured products can contribute?

 

Chair

 

Michael Stanhope
Chief Executive Officer & Founder
Hubbis

 

Panel members

 

Adam Cowperthwaite
Head of Equities, Asia Pacific
Citi Private Bank

 

Harmen Overdijk
Managing Partner
CAIDAO Wealth

 

Harold Y. Kim, Ph.D.
Founder and Chief Executive Officer
Neo Risk Investment Advisors

 

Stephane Honig
Managing Director, Head of Sales, Wealth Management and Family Offices, Global Markets Asia Pacific
BNP Paribas

 

3.45pm

Forum Ends - Refreshments & Networking