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The Peak (Hong Kong) - - Cover Story -

he abil­ity to re­boot and start over is the mark of a true cham­pion. So it is with Deutsche Bank, which is gear­ing up to face new chal­lenges in the years ahead. With a three-step pro­gramme in place – Pro­tect, Trans­form, Grow – it is work­ing steadily in its plan in the big leagues of wealth man­age­ment, in Asia and glob­ally.

The most re­cent news about Deutsche Bank is the hir­ing spree, par­tic­u­larly in the Wealth Man­age­ment part of the busi­ness for Asia. Of the 100 client-fac­ing tal­ents that are be­ing hired into Deutsche Bank’s wealth man­age­ment di­vi­sion, about 50 are be­ing based in Asia Pa­cific un­der the man­age­ment of Lok Yim, Head of Deutsche Bank Wealth Man­age­ment, Asia Pa­cific. The new join­ers who have been com­ing on­board are among the top play­ers in the wealth man­age­ment space, bring­ing tal­ent that will work across dif­fer­ent as­pects of the busi­ness.

A slew of new hires in Hong Kong will be ded­i­cated to work­ing on the in­ter­ests of clients in Greater China. Glo­ria Sun, who brings in wealth of ex­per­tise and ex­pe­ri­ence in the re­gion, has joined the bank re­cently to lead a new team and re­ports to Kanas Chan, Man­ag­ing Di­rec­tor and Head of North Asia.

“Wealth Man­age­ment is one of the core ele­ments of Deutsche Bank’s growth strat­egy. Here in Asia, we have achieved fan­tas­tic per­for­mance, with strong client de­mand and rev­enue growth,” said Chan. “We are now fully fo­cused on a multi-year busi­ness ex­pan­sion and hir­ing plan in the re­gion.”

Hong Kong isn’t the only place that the bank is ex­tend­ing its reach in wealth man­age­ment. New hires in Sin­ga­pore and Dubai, both emerg­ing mega-cen­tres in Asian wealth man­age­ment, will en­sure that Deutsche Bank can serve lo­cal clients’ in­ter­ests, as well as con­nect­ing clients to other fi­nan­cial cen­tres.

“We aim to grow our busi­ness, to en­hance our client ex­pe­ri­ence and to pro­tect our clients’ in­ter­ests. We are look­ing for the very best tal­ents in the wealth man­age­ment in­dus­try to join us as the win­ning team in our ex­cit­ing growth jour­ney,” said Chan. “The morale in Asia is great. The Wealth Man­age­ment busi­ness is strong and re­silient. Look­ing

“NOW IT'S TIME TO GROW. WE ARE IN­VEST­ING IN TAL­ENTS AND TECH­NOL­OGY. WE AIM TO EN­HANCE OUR CLIENTS' EX­PE­RI­ENCE AND TO PRO­TECT CLIENTS' IN­TER­EST.”

- Kanas Chan, Man­ag­ing Di­rec­tor and Head of North Asia, Deutsche Bank Wealth Man­age­ment

ahead, we should be able to cre­ate greater syn­ergy be­tween Wealth Man­age­ment and our in­vest­ment bank­ing part­ner in the bank,” she con­tin­ued. “We have com­pleted the Pro­tect agenda and have started our Trans­form jour­ney. Now, it’s time to Grow.”

In essence, Pro­tect is the bank’s ini­tia­tive to en­hance its client on­board­ing process with dig­i­tal as­sis­tance to be­come both more ef­fi­cient and se­cure.

“One of our key strengths and com­pet­i­tive ad­van­tages is our prod­uct ex­per­tise and ex­cel­lence. We will con­tinue to re­in­force this strong po­si­tion. Ev­ery year, our re­la­tion­ship man­agers, to­gether with se­nior ex­ec­u­tives from the Chief In­vest­ment Of­fice, tour around the re­gion twice, alight­ing in nine to ten cities to share our lat­est in­vest­ment out­look and ideas. It is this com­mit­ment to client en­gage­ment and client con­tent that has helped in the Wealth Man­age­ment’s turn­around,” said Chan.

“Ev­ery­thing we have been do­ing is about em­pow­er­ing our re­la­tion­ship man­agers. With sales and data an­a­lyt­ics tools, we can make bet­ter de­ci­sions on be­half of Deutsche Bank Wealth Man­age­ment and clients,” echoed Ron­ald Chong, Man­ag­ing Di­rec­tor and Group Head, Hong Kong.

“Early this year, we launched an in­ter­nal app that con­sol­i­dates mar­ket news and ideas across all as­set classes that re­la­tion­ship man­agers can ac­cess when they are trav­el­ling. Fol­low­ing that, we launched an­other app which equips us with ‘on-the-go’ eq­uity struc­tured prod­uct so­lu­tions and pric­ing,” ex­plained Chong.

“WE ARE IN­VEST­ING IN TECH­NOL­OGY TO EN­ABLE OUR RE­LA­TION­SHIP MAN­AGERS TO EX­CEL FOR THEIR CLIENTS EF­FI­CIENTLY.” - Ron­ald Chong, Man­ag­ing Di­rec­tor and Group Head, Hong Kong, Deutsche Bank Wealth Man­age­ment

The bank has em­barked its dig­i­tal jour­ney, with data in­tegrity and se­cu­rity con­tin­u­ing to re­main key fo­cal points. The dig­i­tal ini­tia­tive is partly driven by the bank’s Wealth Man­age­ment strat­egy to en­hance client ex­pe­ri­ence.

Go­ing for growth in a time of tech­no­log­i­cal tur­moil in­volves more than in­vest­ing in peo­ple. The wealth man­age­ment arm will in­vest €65 mil­lion glob­ally in new dig­i­tal ca­pac­ity from now to 2019. High up on Deutsche Bank Wealth Man­age­ment APAC’S to-do list is de­vel­op­ing the lat­est dig­i­tal tools to meet de­mand for the lat­est in tech­no­log­i­cal sup­port for wealth man­age­ment clients.

Bonita Chuang, Man­ag­ing Di­rec­tor and Group Head, Hong Kong & Philip­pines, said “We have just in­tro­duced Deutsche Wealth On­line to our clients. This is a dig­i­tal plat­form which aims to con­nect our clients to their wealth – any­time, any­where, seam­lessly and se­curely. To­day, clients are glob­ally present so a huge de­mand for an ef­fi­cient and se­cure ac­cess to in­for­ma­tion when they are on the road.”

“WE HAVE JUST LAUNCHED A DIG­I­TAL PLAT­FORM FOR CLIENTS, AND WE WILL IN­TRO­DUCE MANY MORE DIG­I­TAL SO­LU­TIONS FOR OUR CLIENTS.” - Bonita Chuang, Man­ag­ing Di­rec­tor and Group Head, Hong Kong & Philip­pines, Deutsche Bank Wealth Man­age­ment

Ac­cord­ing to Chuang, Deutsche Wealth On­line is in­tro­duced to the two mar­kets of Hong Kong and Sin­ga­pore where the plat­form made its global de­but. It of­fers con­sis­tent ex­pe­ri­ence across all de­vices, en­hanced port­fo­lio trans­parency with ac­cess to per­for­mance and val­u­a­tion charts; and a dig­i­tal mail­box to ac­cess and down­load state­ments.

On the other end of the spec­trum, in­no­va­tion is also about cre­at­ing a holis­tic ap­proach that ad­dresses clients’ needs, now and in the fu­ture. The holis­tic ap­proach runs the gamut from in­vest­ment prod­ucts like de­posits, eq­ui­ties, fixed in­come and struc­tured prod­ucts to wealth plan­ning, trust so­lu­tions and be­spoke trans­ac­tions, such as IPOS and pri­vate mar­ket trans­ac­tions.

Mar­garet Kwong, Man­ag­ing Di­rec­tor and Group Head, Hong Kong, said, “Gone were the days when clients ex­pected just a

“WITH STRONG PROD­UCT PLAT­FORM AND IN­VEST­MENT CA­PA­BIL­I­TIES, WE ARE ABLE TO PRO­VIDE EF­FEC­TIVE SO­LU­TIONS TO DIF­FER­ENT CLIENTS, IN­CLUD­ING NEW BIL­LION­AIRES AND THE NEXT GEN­ER­A­TION.” - Mar­garet Kwong, Man­ag­ing Di­rec­tor and Group Head,

Hong Kong, Deutsche Bank Wealth Man­age­ment

port­fo­lio of cer­tain per­cent­age of bonds ver­sus cer­tain per­cent­age of eq­ui­ties. With the emerg­ing wealth in this re­gion, you can imag­ine the new bil­lion­aires’ and the next gen­er­a­tion’s chang­ing views and de­mands on holis­tic wealth man­age­ment and ef­fec­tive port­fo­lio di­ver­si­fi­ca­tion. Thanks to our strong plat­form and prod­uct ca­pa­bil­i­ties that al­low us to be in­no­va­tive in terms of in­vest­ment ideas.”

While Wealth Man­age­ment APAC is a core com­po­nent of Deutsche Bank, the busi­ness also en­joys a strong in­vest­ment bank­ing fran­chise. Pa­trick Sze, Man­ag­ing Di­rec­tor and Group Head, Greater China, said, “We make the most of our re­la­tion­ship with our col­leagues in Global Mar­kets, Cor­po­rate Fi­nance and Global Trans­ac­tion Bank­ing in or­der to de­liver the ‘One Bank’ so­lu­tions to clients in this part of the world who look for in­vest­ment bank­ing sup­port glob­ally. Ear­lier this year, we closed a flag­ship

“THE COM­BINED OF­FER­ING OF WEALTH MAN­AGE­MENT SER­VICE AND AN IN­VEST­MENT BANK­ING FRAN­CHISE EN­ABLES US TO AD­DRESS CLIENTS' NEEDS IN BOTH THEIR PRI­VATE AND COR­PO­RATE WEALTH AR­EAS.” - Pa­trick Sze, Man­ag­ing Di­rec­tor and Group Head, Greater China, Deutsche Bank Wealth Man­age­ment

struc­tured fi­nanc­ing deal. Thanks to the part­ner­ship be­tween Wealth Man­age­ment and Global Mar­kets who rose to meet all kinds of un­ex­pected chal­lenges over a pe­riod of nine months. Our team­work de­liv­ered a pos­i­tive im­pact both to the busi­ness, build­ing a lot of good­will, and to our client, who has com­mended our de­liv­ery and pro­fes­sion­al­ism.”

Deutsche Bank is a truly Ger­man, Euro­pean and global univer­sal bank. It came to Asia in 1872 when its first branches were opened in Shang­hai and Yoko­hama. De­spite be­ing one of the old­est banks to set foot in the re­gion, Deutsche Bank isn’t one to rest on its lau­rels, with the rich bank­ing tra­di­tion. The Wealth Man­age­ment busi­ness here is dy­namic and en­tre­pre­neur­ial. More im­por­tantly, the bank is defin­ing it­self in terms of en­trepreneuri­al­ism and ap­peal­ing to the young and tech­ni­cally as­tute,

“DEUTSCHE BANK HAS AN IN­TER­NA­TIONAL FOOT­PRINT THAT IS FULLY GEARED TO GROW IN ASIA. FOR THOSE WHO WISH TO MAKE A PER­SONAL MARK IN A GROWTH STORY, THIS IS A PLACE TO BE. ” - Glo­ria Sun, Man­ag­ing Di­rec­tor and Group Head, Greater China, Deutsche Bank Wealth Man­age­ment

the peo­ple who will power the bank for­ward for years to come. The wealth man­age­ment team at Deutsche Bank is given an ef­fi­cient bal­ance sheet that en­cour­ages size­able deals and com­plex­ity. For young up-and-com­ers, there is plenty at Deutsche Bank Wealth Man­age­ment that’s at­trac­tive. While a flat man­age­ment struc­ture gives ac­cess to se­nior man­age­ment, the wealth arm is present in 25 coun­tries cov­er­ing more than 100 mar­kets and has a truly global back­ground that’s stim­u­lat­ing and mul­ti­cul­tural.

For those who are com­mit­ted to the wealth man­age­ment in­dus­try and are look­ing for op­por­tu­ni­ties to gain ac­cess to world-class in­vest­ment banks with top-tier mar­kets, cor­po­rate fi­nance and trans­ac­tion bank­ing, Deutsche Bank Wealth Man­age­ment is the place to be.

“As a global bank, Deutsche Bank best serves clients who are look­ing for over­seas in­vest­ment op­por­tu­ni­ties, so­phis­ti­cated in­vest­ment so­lu­tions and a one-stop-shop to look af­ter their per­sonal and cor­po­rate wealth,” noted Glo­ria Sun, Man­ag­ing Di­rec­tor and Group Head, Greater China. “It is truly the place for ded­i­cated wealth man­age­ment pro­fes­sion­als to make their mark in the in­dus­try.”

Ul­ti­mately, Deutsche Bank has turned the cor­ner and started its jour­ney to be­ing a trans­formed, dig­i­tally as­tute and vi­tal bank with the ex­cel­lent wealth man­age­ment so­lu­tions for an Asian clien­tele. New and tal­ented staff have been brought on­board, and new dig­i­tal tech­nol­ogy is go­ing into place. For Deutsche Bank Wealth Man­age­ment, the time to Grow is here.

OP­PO­SITE Ron­ald Chong, Man­ag­ing Di­rec­tor and Group Head, Hong Kong, Deutsche Bank Wealth Man­age­ment TOP Bonita Chuang, Man­ag­ing Di­rec­tor and Group Head, Hong Kong & Philip­pines, Deutsche Bank Wealth Man­age­ment

BE­LOW Mar­garet Kwong, Man­ag­ing Di­rec­tor and Group Head, Hong Kong, Deutsche Bank Wealth Man­age­ment OP­PO­SITE Pa­trick Sze, Man­ag­ing Di­rec­tor and Group Head, Greater China, Deutsche Bank Wealth Man­age­ment

BE­LOW Glo­ria Sun, Man­ag­ing Di­rec­tor and Group Head, Greater China, Deutsche Bank Wealth Man­age­ment

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