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Welcome to.. Wealth Management System Limited Wealth Campus ® ©

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1 Welcome to.. Wealth Management System Limited Wealth Campus ® ©

2 การสร้างยอดขายที่มั่นคงด้วยแนวทาง สร้างองค์กรที่ถูกต้อง การสร้างยอดขายที่มั่นคงด้วยแนวทาง สร้างองค์กรที่ถูกต้อง “ กรณีศึกษา : WEALTH MANAGEMENT SYSTEM LIMITED.” Present to Master of Marketing Program : Chula Aug 28,2008

3 Wealth Management System Limited Chapter 1 ® ©

4 The Right Belief : The richest VS the professional best (NLP) The Build to Last concept : Best Organization not Product The Business Model : Turn Key vs Package The Sale Process Building the Organization (Product / Process / People / Professional Best) Topics

5 Mission The Best R&D and Software House for Asset Management, Treasury and Risk Management in Asia Pacific. Software Development / Training / Consulting Boutique software house + Citibank Private Bank 's management concept Founder Experienced Professional from Global Bank & Corporation. Credential Hall of Fame ( SWPark 2008) Prime Minister National SME Award ( 2007) Best Financial Software (TICTA ) FRIT PRIZE Award 2005 ( Nationwide IT Contest ) Highest Market Share of Asset Management Software since 2004 Class A Consulting Company by Ministry of Finance Local Hero (IDC USA – 2000) Risk Management Projects – BASEL II Y2002 Services Professional Best BONANZA

6 : Risk Consulting : Risk Consulting Public Debt Management Office : Ministry of Finance Risk Model / Risk Manual / Review Risk Datamart Credit Rating Model / Datamart Ayudhya Investment and Trust Plc.Market & Liquidity Risk Consult / Manual / Credit Scoring Model Government Savings BankMarket & Liquidity Risk System / Credit Scoring Workshop Bank ThaiMarket & Liquidity Risk System / Consult SPL : The Biggest Car leasing in ThailandCredit Scoring Model Social Security OfficeRisk Management Consulting / Market Risk GE Money Finance : GE (USA)Mortgage Loan Business Process Airport Authority Of ThailandExposure Management (Price / Interest Rate Risk) SME Bank (Outsource from AT Kearney : EDS (USA) BASEL II / BOT / MOF Credit Foncier AsiaBASEL II / BOT LH BANKBASEL II / BOT THAI CREDIT BANKBASEL II / BOT AIG BANK : AIG Group (USA)BASEL II / BOT Government Savings BankBASEL II / BOT / MOF Government Housing BankBASEL II / ALM

7 Marketing : Market Share & Potential

8 Functionalities : User Requirements Investment Investment New Selling Agent Core Asset Management Private Bank Risk Management Risk Management CRM Mutual Fund Boom Mutual Fund Boom BonanzaInvestment Fixed IncomeFixed IncomeFixed IncomeFixed Income EquityEquityEquityEquity Options FX Dual Control Bonanza Family Bonanza Selling Agent Back Office Front Office Client-Server Web App. SBL Repo Limit Simulation Futures Swap CRM Customer Profiles IOS KYC

9 Functionalities : User Requirements Personal Computer Small & Medium Business IBM Large Business IBM Clustered System WebSphere WebSphere Load Balancing Load Balancing Window2003/Window XP Window2003/Window XP Unix/Linux Unix/Linux Web Service Web Service

10 Quality of Technology : Product Stability & Reliability Net Asset Value Calculation SECAuditor In & External TrusteeCustody Stock Market Closing 17.00Bond Market Closing 18.00NAV (End of Day) 18.30Confirm NAV with Trustee & Custody Bank 19.00Newspaper Close NAV Advertisement 20.00Automatic Send to Customers No of Fund : 1,089 Funds Asset Under Management : USD 40,000 Millions Unit Holders : 12 Millions Daily Routine

11 CMMi : The Backbone to Global Market 44% Bonanza 23% In-house System & Others 33% UK Impact 12 Million Thais Save Foreign Reserve 900+ Millions Baht (USD 30 Millions) Asset Under Management USD 50,000 Millions Highest Market Share in Thailand (44%) % 40% 30% 20% 10% 20% 30% 44% 40% 33%33% Year Market Share

12 Marketing : Business & Financial Model/Strategy “…The Key Success of Software Development is to clearly understand the correct business model. As a result, Bonanza Investment which is an invention of Thai company guaranteed by The Princess Award (FRIT Prize) has gained the highest market share in Thailand in Asset Management Application…” CIO FORUM : MAY 2006 Vol.37

13 From  Products sale force  Secrecy and asset preservation  Proprietary products  Investments focus  Stocks and bonds  Transactional pricing  Off-shore dominant  Fragmented  Research as generic service  Research paid through trading execution To  Trusted wealth advisor  Value added solutions  Open architecture  Full client balance sheet  Alternatives, derivatives, etc  Annuity pricing  On-shore dominant  Consolidated  Research driving investment insights  Research paid explicitly Transformation of wealth management Source : Presentation by Todd S. Thomson, Chairman and Chief Executive Officer, Citigroup Global Wealth management, UBS Asset Gathering Conference, 31 March How to tap the Target Market ?

14 Portfolio Management Technique

15 Practical Risk Management Symposium Present by Risk Consulting & Implementing Services Group December 22, 2004 Wealth Management System Limited

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17 Website

18 How to tap the Target Market ? Source : Mercer Oliver Wyman (2005) 2% Follow new client advisor 3% External communications initiative 3% Other channels 6% Relationship with UBS employee 7% Through non-client referral 8% Through rep office or other unit/ division 37% Recommendation from existing client 22% Through external asset manager 12% Client’s own initiative Client acquisition at UBS

19 The Execution Sep AugJulyJune (2nd or 3rd Week) May April Event: IBM Event: Metro & WMSL 20 Joint Calls 30 Presentations 20 Proposals 20 Workshops 10 Closed Deals Nov 2008 Sale Volume Start 4 MM / Client Y3 : up to 10 MM

20 My Plan Hello Min Hello Min WMSL Products & Services WMSL Products & Services The Synergy 20 Min The Synergy 20 Min How we grow together How we grow together The Execution 10 Min The Execution 10 Min Sale Force Kick off Sale Force Kick off The Dream Team 30 Min The Dream Team 30 Min Open Discussion & Q + A Open Discussion & Q + A

21 My Plan Hello Min Hello Min WMSL Products & Services WMSL Products & Services The Synergy 20 Min The Synergy 20 Min How we grow together How we grow together Big Bang / Asset Mgt / Risk Mgt The Execution 10 Min The Execution 10 Min Sale Force Kick off Sale Force Kick off Account plan / BS / Asset Mgt / Risk Mgt (Credit Scoring / ALM ) Leasing Co.,/ LOS

22 The Execution Account Planning Account Planning Proprietary Investment Bonanza : Financial Market Proprietary Investment Bonanza : Financial Market Private Fund Management Bonanza : Investment / Wealth Mgt Private Fund Management Bonanza : Investment / Wealth Mgt Wealth Management Bonanza : Investment / Wealth Mgt Wealth Management Bonanza : Investment / Wealth Mgt Selling Agent Bonanza : Selling Agent / Omnibus Selling Agent Bonanza : Selling Agent / Omnibus Leasing Loan Origination / WCG : Credit Scoring Leasing Loan Origination / WCG : Credit Scoring Mortgage Loan Origination / WCG : Credit Scoring Mortgage Loan Origination / WCG : Credit Scoring Risk Management Bonanza ALM / Risk / WCG : Basel 2 Risk Management Bonanza ALM / Risk / WCG : Basel 2 Life / Non Life Insurance / Banks / Non Bank (AEON) / Leasing / Securities Houses / Mutual Fund / Holding Co., / Funds (GPF/SSO) / Listed Company Life / Non Life Insurance / Banks / Non Bank (AEON) / Leasing / Securities Houses / Mutual Fund / Holding Co., / Funds (GPF/SSO) / Listed Company

23 Comply Local Law and Regulation Risk Management On Demands Customer Profile KYC and IOS Fund Management Business Process Market Convention IT Innovation Support Business Expand Uniqueness : Trend Setting Asset Management Bonanza Family Others Needs Core System Needs Core System Others Software Bonanza Family

24 Tomorrow Asset Management Business FNX, Opic, Wallstreet Portia, Hiport Murex, Calipso, Jrisk Bonanza Family Others Structure Product Future Option SBL Fixed Income Equity REPO Swap FX Derivative Asset Mgt Treasury Kondor Charles River

25 The Discipline of Innovation by Peter F. Drucker Reprint R0208F

26 How much of Innovation is inspiration, and how much is hard work? Innovation is real work, and it can and should be managed like any other corporate function but… The work of knowing rather than doing. Methodically analyzing seven areas of opportunity

27 The Discipline of Innovation by Peter F. Drucker In business, innovation rarely springs from a flash of inspiration. It arises from a cold-eyed analysis of seven kinds of opportunities. 1.Unexpected Occurrences. 2.Incongruities. 3.Process needs. 4.Industry and Market changes. 5.Demographic changes. 6.Changes in Perception. 7.New knowledge.

28 Innovation requires knowledge, Ingenuity, and all else, focus

29 Reprint R0204F /

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32 Continue with.. Wealth Management System Limited Chapter 2 ® ©


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