2. Agenda
• What to Offer
A. Wealth Management / Investment Products
B. SME Lending
• Whom to Offer
A. Wealth Management: Market
B. SMEs: Some Data
c. SMEs: Further Analysis
D. Target Group: Wealth Management
E. Target Group: SMEs Lending
• How to Offer: Differential Approach
Indian and Subcontinent Expats
A. Connect
B. Engage
C. Grow
UHNWIs and HNIs
• Some Keys
3. Wealth Management / Investment Products
Equity Advisory Mutual Funds
Sovereign
Bonds/Corporate
Bonds or Deposits
Real Estate-
Advisory
Personal Loan/
Advances / Auto
Loans /Credit
Cards
5. Wealth Management: Market
Ultra High Net
worth Individuals -
High Net worth
Individuals
Affluent
No of UNHI- 828 , No. Oh HNI- 53800 and No of Affluent- Continuously growing
6. Wealth Management : Market
• UHNWI & HNIs- Normally inhabitant, have been traditionally cherry picked by Global Wealth
Management House. They have asset base of USD 80-110 billion and making majorly off-shore
investment
• Affluent- Besides affluent Emirati 20% of Expats earning more than USD 250000 per year. Majorly ,
they are Indian and subcontinent expats. Their saving rate is as high as 70% of their disposable
income. They generally repatriate wealth to home nation
• They are don’t have much exposure to local financial/ investment products
• Expats of this region has very low insurance penetration
• India and subcontinent nations going through high interest rate phase: Very high finance rate
7. SMEs: Some Data• SMEs accounted 95% of total establishment in Dubai
• SMEs are categorized in 3 industries : Service, Trading and Manufacturing
• Some data about these categories :
Industry
No Of Units (% to
total no SMEs Units)
Contribution to SME
Total Value Addition
Workforce
Employed
Current Ratio Debt to Equity Ratio
Service 32% 41% 51% 4.01 0.5
Trading 57% 47% 33% 4.02 0.8
Manufacturing 8% 14% 16% 2.05 0.8
8. Further Analysis
• Manufacturing Industry- Manufacturing of Food and Beverages accounted 24% of new licenses granted in
this sector between 2009 to 2014 and this segment witnessed the growth of 12% in this period.
• Service Industry- Tourism segment grew at 32%(CAGR) between 2009 to 2012 which was highest in service
industry. Gross margin in this segment was in range of healthy 40-45%.
• Trading- License issued to Food and Beverage trading grew at 30% (CAGR) between 2009 to 2012 , which
was highest in industry.
• SMEs in service sector is contributing 41% to SME total Value Additions though their number counts only
32% .
• Their liquidity ratios are robust
• This is sizeable market and to grow in future
• This trend , Sluggish demand in real estate , EXPO 2020 and Government focus on diversifying the economy
indicate SMEs units engaged in tourism and travelling ( trade/service/manufacturing) to see robust growth
in future
9. Target Audience: Wealth Management/ Retail
Investment Products
Emirati
• UNHIs
• HNIs
• Affluent
Indian and Subcontinents Expats
• Corporate Professional
• Traders and other employee earning more
than AED 5000 PM
10. Target Audience: SME Lending
SME – Service Industry
SME units( Service/ Trading / Manufacturing)
engaged in Tourism and Travelling
11. How to Offer : Differential Approach
Indian and Subcontinent Expats
SME : SME Lending
Connect
Engage
Grow
12. Connect
Expats
• Position among them “We have customized
products and service based on requirement of
Indian subcontinent expats “
• We can understand them better as we share
same culture and silo
• Connect them at Indian residential society with
organizing awareness event
• Start communication and initiate brand
awareness
SME
• SMEs
• Identify the locations where our TG SMEs are
situated
• Divide them in clusters
• Divide each clusters into old and newly established
units
• Prepare different strategy for different clusters
considering business potential of each clusters
• Connect with them and communicate how can we
partner in fulfilling their business objectives
• Start this stage before official launch
• To make it cost effective , can take help of intern from local universities
• This will assure strong database of our target group
• We will get inputs from field which will be handy in product placement
13. Engage
• connect with the clients with service and products
• Develop flow of communication
• Develop the brand awareness to next level so that it becomes Top of
The Mind
• Engage the TG through mail , Social Network sites and YouTube with
investment informations message and products informations
• Cautious use of advertisements after extensive cost benefit analysis
• Continuous follow up and extensive field visits
• Focus on initial conversion
14. Grow
• Continuous discussion with clients about financial objectives and
planning
• Not only render service and sell products to SME clients partner in
theor business objectives: provide feedback , market insight and time
to time training program
• Cross sale the different products and service
15. UNWIs / HNIs- 2 way Approach
• Divide them 2 age category: 30 -45 and 45 to 65
30-45
• Grab them young , engage
and grow
• Meet with customized
investment solution in the
area of emerging start-up
eco system and emerging
field
• Offer structured products
considering risk appetite of
this young age group
45-65
• Network with them and
communicate that how
differently we can offer
customized Private Banking
solution to them
• Position as our self as
premier private banking
solution provider
16. Focus
• Identify volume Drivers and Value Drivers
• Balance between both of them
• Focus on deeper penetration against wider coverage
• Focus on reducing operational cost
