Optimizing Distribution Systems in Asset Management : Institutional Arrangements as Key Factor of Success

Philipp Caspar Koch

ISBN 10: 3834911070 / ISBN 13: 9783834911070

Verlag: Gabler Verlag, Gabler Verlag, 2008

Beschreibung

Druck auf Anfrage Neuware - Printed after ordering - Foreword The content of this book is dealing with distribution systems for mutual funds in Germany. The production and distribution for these investment vehicles is usually organised along multiple structural levels: The producers of investment funds avail themselves of banks and insurance networks as distribution agents, and consequently do not have direct access to the investors. Both groups, especially in the last couple of years, have expressed strong interest in optimising the marketing of these financial services. It has to be taken into account that in Germany - as well as in other countries in Continental Europe - the producers of investment funds usually are part of banks or insurance groups. This translates into a very strong integration of value chains related to producers and distribution agents, resulting in a tendency of banks to sell primarily their own products to their clients. However, the economic crisis at the beginning of this decade highlights that profitability in the mutual fund market requires growth (i.e. de facto the acquisition of new clients). As alternative distributions channels, like for example direct marketing or distribution via independent financial advisors, play only a relative minor role, this growth requires the optimisation of existing and exploration of new relationships in particular with the distribution channel of banks.

Bestandsnummer des Verkäufers 9783834911070

Bibliografische Details

• Titel: Optimizing Distribution Systems in Asset Management : Institutional Arrangements as Key Factor of Success
• Verlag: Gabler Verlag, Gabler Verlag
• Erscheinungsjahr: 2008
• Sprache: Englisch
• ISBN-10: 3834911070
• ISBN-13: 9783834911070
• Einband: Taschenbuch
• Zustand: Neu
• Abmessungen: 210B x 148 H x 19 T Millimeter Breite: 210 mm, Höhe: 148 mm, Tiefe: 19 mm
• Gewicht: 451 Gramm

Über diesen Titel

Inhaltsangabe

Foreword The content of this book is dealing with distribution systems for mutual funds in Germany. The production and distribution for these investment vehicles is usually organised along multiple structural levels: The producers of investment funds avail themselves of banks and insurance networks as distribution agents, and consequently do not have direct access to the investors. Both groups, especially in the last couple of years, have expressed strong interest in optimising the marketing of these financial services. It has to be taken into account that in Germany – as well as in other countries in Continental Europe – the producers of investment funds usually are part of banks or insurance groups. This translates into a very strong integration of value chains related to producers and distribution agents, resulting in a tendency of banks to sell primarily their own products to their clients. However, the economic crisis at the beginning of this decade highlights that profitability in the mutual fund market requires growth (i.e. de facto the acquisition of new clients). As alternative distributions channels, like for example direct marketing or distribution via independent financial advisors, play only a relative minor role, this growth requires the optimisation of existing and exploration of new relationships in particular with the distribution channel of banks.

Über die Autorin bzw. den Autor

Dr. Philipp Caspar Koch promovierte bei Prof. Dr. Claudia Fantapié Altobelli am Institut für Marketing an der Helmut-Schmidt-Universität Hamburg. Er ist als Berater bei McKinsey & Company, Inc. in München tätig.