Chinese business leaders continue to disappear

Today the fashion label Metersbonwe informed investors and the press about the disappearance of the company’s founder, Zhou Chengjian. Metersbonwe also requested that the company’s shares be suspended from trading on the Shenzhen Stock Exchange, in an attempt to protect investors’ interests.

Zhou is the latest in a string of high-profile disappearances across mainland China and Hong Kong, including that of Guo Guangchange, the chairman of conglomerate Fosun International, who was taken away by police at Shanghai Airport in mid-December. He eventually resurfaced a few days later.

The recent spate of arrests and missing people reports are a consequence of the ramping up of Chinese President Xi Jinping’s anti-graft campaign, which targets government and military figures, state-owned company officials and business leaders suspected of corruption.

China’s Secretary for Financial Services and the Treasury, Chan Ka-keung, informed businesses that Hong Kong’s regulators have the power to come after firms that fail to disclose company information to them.

“Where the Securities and Futures Commission considers that there appears to be a delay in disclosing inside information, it will take appropriate action to promote compliance and enforce the relevant disclosure requirements, which may include making enquiries of the relevant listed corporation, issuing a guidance letter or, in very serious cases, taking enforcement action,” Chan explained in an interview with the South China Morning Post.

Many expected the anti-corruption campaign to slow down, but as a result of stock market crashes seen both last summer and at the start of 2016, local regulators have ramped up their efforts to crush incidents of insider trading.

China scraps its circuit breaker mechanism

Chinese regulators have axed their bourse’s new circuit breaker less than a week after it came into effect. Introduced on January 4 in response to the turmoil of China’s stock markets in the summer of 2015, the trading curb was intended to provide stability to the market and prevent the wild swings in prices that were seen throughout 2015.

After the circuit breaker triggered a suspension of trading for the second day in the first week of its implantation, China Securities Regulatory Commission held an internal meeting and decided to suspend the new mechanism.

The circuit breaker was designed to trigger a 15-minute suspension of trading whenever there was a five percent drop in the CSO 300 index. A dip of seven percent or more would result in trading shutting down for the remainder of the day.

The first day of trading on January 4, 2016 saw the CSI 300 Index fall by seven percent, followed by a 7.2 percent dip on January 7, leading to the closure of markets for both days.

While most indexes have a circuit breaker mechanism, China’s circuit breaker has been criticised for being too restrictive. As Bloomberg noted, “In the US, trading is halted temporarily after declines of 7 percent and 13 percent in the Standard & Poor’s 500 Index, and only suspended for the rest of the day if losses reach 20 percent.”

The new regulation has been accused of creating greater instability, as investors look to sell shares in greater numbers and quicker, for fear of getting ‘locked in’ in the event of a trading suspension. And, in a self-fulfilling prophecy, the subsequent dip in prices from the increased volume of sales means the circuit breaker being triggered becomes even more likely.

Tapping into the potential of the Serbian insurance sector

In December 2014, a new Serbian insurance law was introduced. When this legislation formally came into effect in June 2015, it marked another important step taken by the Serbian Government on its road to reforming and restructuring the country’s economy.

After labour, company and real estate property law – plus numerous interventions made in relation to the banking sector, particularly with regards to non-performing loans – insurance law is one of Serbia’s most revolutionised sectors of late. The sector has been deeply altered and enhanced in order to prepare it for future challenges, with a particular focus on Solvency II requirements.

The new insurance laws stipulate that life and non-life insurance must exist as two separate entities: all new entries to the market must exist as specialised and separate companies, while existing insurance companies in Serbia are required to clearly separate their respective assets. The law also saw the introduction of several other policies, including dual system boards; tighter controls over guarantee and technical reserves and strengthened capital adequacy in line with Solvency II regulations; the approved sale of new life products, including those directly linked to the financial market; improved consumer protection through increased transparency of insurance products; continuous and compulsory training for intermediaries and actuaries; the possibility of selling insurance policies through post offices; and a significant speed increase in the claims handling process, with the added possibility of complaints being reported directly to the National Bank of Serbia.

Non-life claims
The Serbian insurance market, with a total life and non-life premium value of €700m and GWP penetration sitting at less than two percent of GDP, is still one of the smallest in the region. However, with such outstanding possibilities for growth, the country is a land of opportunity within the Eastern European insurance sector.

Motor Third Party Liability (MTPL) insurance, at 40 percent of total premium, is currently the only line of business that is directly aligned with its regional counterparts in terms of volume and penetration. Over two million Serbian drivers are now covered by a compulsory third party responsibility policy, with an indenisation limit of €1m and a comprehensive bonus-malus system in place.

Generali Serbia
in numbers

21%

Growth in Serbia’s life insurance division in 2014

34.6%

Generali’s share of the Serbian life insurance market

1.4m

The firm’s client base, 2015

Furthermore, an increase in natural catastrophes as a result of climate change is causing a new awareness of the importance of insurance to spread throughout Serbia. In 2014, severe floods occurred across the northern and central regions of the country, causing what has been estimated at €2bn worth of damage. It was this disaster that caused the Association of Serbian Insurers to prepare a proposal that would offer widespread home cover at competitive rates.

It is the association’s hope that the fiscal incentives of this scheme will encourage the private sector to protect its own properties without relying on government support, which is inherently limited as a result of a lack of financial resources.

The process of improving insurance awareness is a long one, and implies that a new culture of protection – shifting from the old public mind-set to a new, private one – is gradually on the rise. This mind-set shift will also hopefully touch on the health and accident subdivisions; two branches that are at present a long way away from being in line with average European development.

A growing market
In addition to serious advances being made within the non-life division, there are also signs of fast growth occurring among life insurance policies: in 2014, the sector’s growth rate hit 21 percent, with interest rate reduction, together with banking systems offering fewer competitive financial products, pushing the sale of life policies.

The market currently allows life investments to be made both in Serbian dinars and foreign currencies such as euros, US dollars and Swiss francs. However, due to the strong performance of the dinar – something that has been highly supported by a judicious foreign currency policy adopted by the National Bank of Serbia – investments made in the local currency are generally far more profitable for customers. The success of this endeavour has been a major contributor behind a fruitful drive to rebuild trust in the Serbian currency.

Additionally, low inflation levels and a stable foreign exchange rate – two factors that largely occurred over the last two years – have had a positive impact on public opinion of the Serbian Government and financial sector at large. The Serbian population has also seen a tangible increase in purchasing power, with the current average annual income standing at €4,600.

Serbia has also developed a new role within the international arena: with its sights continually set on gaining EU membership in the future, the country has dedicated itself to maintaining amicable relationships with its EU, US and Russian cousins. Its link to Russia, particularly with regards to religious and energy supply ties, is considered to be especially vital. Renewed global attitudes towards former Yugoslavian countries have boosted Serbia’s profile as a peace-keeping and stabilising agent within the Balkans, with the country’s prime minister having shown a moderate and diplomatic attitude towards many unresolved issues within the region, with particular regards to Kosovo: since last summer, Serbia has displayed several acts of goodwill towards the disputed state, with the hopes of settling the pending issues.

Furthermore, Serbia’s increasingly positive relationships with Middle Eastern countries – the UAE in particular – have been spurred by growing investments from oil-rich countries into Serbia, which considers itself to be by far one of the friendliest countries in the world with regards to foreign investment. 2016 is set to be another record year for foreign relations, with the influx of investment expected to exceed €1bn for the fifth year in a row. Should Serbia meet this target, it will signal yet another important phase in the development of the country’s economy. Within this positive scenario, Serbian GDP has increased by one percent this year, with an even brighter prospect set for 2016.

In 2014, the Serbian insurance sector’s growth rate hit 21 percent, with interest rate reduction pushing the sale of life policies

Industry leader
Generali Serbia, a key driver in the Serbian insurance market, enjoyed a record year in 2015, with non-life premium growth hitting 20 percent and life premium growth reaching 31 percent; double the average market growth. The firm is also retaining an indisputable first-rate position in the life insurance market, where one in three customers now prefers Generali products – an impressive increase from the figure of one in six only four years ago.

This rapid growth has mainly been the result of the introduction of a new direct sales network composed of over 900 well-trained salespeople. This network operates from seven regional centres located across the country, with over 60 points of sale in total.

The impressive growth seen within the non-life subdivision was the highest recorded since Generali Group extended its presence to Serbia in 1996. Additionally, while retaining first position in health, travel and agricultural insurance, we also hold second place nationally in motor and property insurance. The exceptional growth rate has not impacted profitability, however, which also improved in 2015. This success has been partially as a result of the implementation of a Generali Group-wide strategy aimed at increasing cash generation and dividend payment.

Over the next 12 months, Generali Serbia will be launching new initiatives based on implementing customer centricity programmes. With more than 1.4 million customers across the country, the firm will continue to be a resilient and dynamic company, ready to achieve new highs and deliver exceptional satisfaction to its shareholders and clients during 2016.

Royal: Execution and liquidity are most important in forex today

The forex industry has changed dramatically over the past few decades, with technology now pushing the boundaries even further. Andrew Taylor, CEO of Royal Financial Trading, discusses the evolution of liquidity in forex, and explains how Royal has invested heavily to ensure best latency and execution for forex traders.

World Finance: The forex industry has changed dramatically over the past few decades – with technology now pushing the boundaries even further.

With me to discuss how the industry has evolved is Andrew Taylor, CEO of Royal Financial Trading Australia.

Well Andrew, forex trading in Australia: what’s the market like there?

Andrew Taylor: Australia is seen as quite a well-regarded market. And we actually put that down to a strong regulation and quite a sound financial banking system.

What this has actually done over the time is given confidence to the Australian market. And it’s also really put Australia as a financial centre, a hub that has given confidence to the market. So we find a lot of businesses feel comfortable bringing their business to companies in Australia. And for someone like myself and Royal, we see that quite constantly. And I’ve seen quite an increase – or a steady increase, I should say – over the years that doesn’t look like it’s receding.

World Finance: So talk me through the evolution of liquidity, and the current dynamics between banks, traders, and brokers.

Andrew Taylor: It’s been very interesting. I remember 20, 25 years ago when an aggressive price in the market was something like five pips, or points in the market. And the evolution of that – the spreads, the prices are now just razor thin.

And that’s an evolution as far as the pricing goes. But when you look behind that, what’s really important is more about the execution, and the real liquidity behind those prices.

It’s one thing to have tight spreads, but if you can’t actually execute on those prices, it’s a concern.

So the prices are derived from one market, the interbank market, and it’s fed down through the market. So you’ll find that everybody is trying to, in essence, hit the same pricing.

So the real trick, and the real key to longevity and making your clients happy is being able to optimise the liquidity that comes through. And what this actually does is, not just recycling like the rest of the market, where everybody’s trying to hit the same pricing in volatile times; but actually optimising your own liquidity, so you’re providing an environment that has better execution for your clients to trade on.

So that’s really important, and you can see how the evolution of liquidity has come to this point.

World Finance: Technology is of course changing the trading landscape – what innovations do people need to be aware of?

Andrew Taylor: It comes down to a big piece of what this market is all about. There was a time when it was about the individual, and how quickly a phone transaction could occur. And then it jumped online.

The evolution of that part is, as you see now, we actually deal in microseconds. It’s technology that’s brought that on. But what’s also key is the latency. How long a price takes to receive electronically, and how long it takes to actually execute on that trade. So the longer that distance is, the wider the latency, and the less likely you’re going to be hitting the prices you’re wanting.

So the premium brokers, the premium players in the market, invest heavily in technology, to cut down the latency and provide that better execution.

What we’ve done at Royal is exactly that. We’ve invested heavily; we have servers in NY4 and LD4 in London and New York. And we’ve gone even further, to place what’s called a cross-connect. So it’s literally the best you can get from the liquidity provider. For us, it’s our focus on the client and what they need. It’s an expense we’re willing to pay to make sure we have that long-term relationship.

World Finance: And what would you say are the key characteristics of navigating a successful brokerage?

Andrew Taylor: First and foremost, I think everything that you do – if you’re in a client business, you’ve got to have the client in mind. If you build your business strategies around this notion, I believe you’re halfway there.

Understand the market that you’re in, what it is that other people are doing; the more knowledge you have, the more power you have in your decisions.

And the other one that really stands out for me is purpose. So the purpose that you have: why are we here, why are we doing this? Understanding that as a company is really important; it gives you the direction you’re headed, knowing what you’re about.

And last I suppose is to invest. Investing is not just about capital outlay, but really investing in your people. Richard Branson said take care of your clients and your staff, and they’ll take care of your business. And it’s just logical sense, it’s something I really believe in.

World Finance: Well of course keeping clients happy is a priority; how do you approach this?

Andrew Taylor: In essence, you do need to have a good product. There’s a product that’s reliable and sellable, and people can rely on it. And that’s where the investment in those areas come in.

I think the human element comes into that as well. Your engagement with the client, letting them know that they’re a part of your focus; letting them know that they’re supported, if there’s glitches, we’re there for them. I think it’s something that’s said a lot but not actually acted on.

And it’s one of those things that you can tell everybody a million times, but when it’s actually in action, that’s when it really counts.

I believe that if it costs extra resource to have more staff so there’s more time to be able to spend with the client, to interact with and understand them: so be it. To me, that’s a good investment.

World Finance: Finally, how do you see the forex market evolving in the coming years?

Andrew Taylor: I do believe that regulation is always welcome. I do think that there is a strong part that the regulators need to play. Within certain guidelines – they still need to be business-friendly, and we’ve seen in some regions it hasn’t obviously been that, it’s been a different environment altogether.

But for me it’s also seeing these partner businesses that do now sit in between the broker and the client who really do add value to the client’s experience and knowledge. And for me I see that really taking off as well – particularly in the emerging markets that don’t have this quite set up, they’re learning about the markets and building. For me, that’s quite exciting times.

The rise of the Millennial entrepreneur

Known for their innovative approach and the mark they have made on the tech space, a number of Millennials are inspired by their families and the many opportunities available to them today. This generation is more inclined to start their own business and to take on professional risks. In fact, female entrepreneurs are among those most successful, often outperforming their male counterparts, despite the fact that they are still often overlooked in the world of business.

The success of these women is rooted in shaping their respective businesses with a clear strategy and strong leadership – as indicated by the results of the latest annual Global Entrepreneur report by BNP Paribas Wealth Management. World Finance spoke with Beatrice Belorgey, CEO of the French private bank BNP Paribas Banque Privée, about the highlights and key trends for 2015 that were captured by the report’s findings.

Behind the Global Entrepreneur Report 2015

The Global Entrepreneur Report highlights again how entrepreneurs have wide diversification in their investments between various assets. They ask for a global approach, combining both professional and personal wealth. That is why BNP Paribas Banque Privée set up a dedicated organisation for entrepreneurs located in France, consisting of highly-qualified private banking experts and both local and international networks, including Business Centres, Corporate & Institutional Banking (CIB) services and Entrepreneurs Centres – known as Maisons des Entrepreneurs. They can count on more than 110 dedicated private bankers in France that work closely with a pool of experts who have a deep know-how in fields such as wealth management, investment solutions, real estate, art and philanthropy. This specific approach is one of the keys of the success of BNP Paribas Banque Privée, the number one private bank in France in terms of assets under management.

What are the main differences in BNP Paribas’ second annual global entrepreneur report from its first?
In the first edition, we focused on the business owners’ approach to success and on the diverse paths of entrepreneurialism. In this second edition however, we tried to identify which geographical areas and which industries many entrepreneurs favour, and the way that they manage their personal wealth. There is also a special attention given to ‘Millennipreneurs’ and women because we believe these two entrepreneurial profiles will have major influence in the coming years.

How do you define Millennipreneurs?
The Millennipreneurs are the generation of entrepreneurs currently under 35 years old, born between 1980 and 1995. In our view, these individuals represent a new type of business leader. They have drawn upon the influence of older generations, especially their parents. Notably, many of these parents are from the baby boomer generation and have run successful enterprises on their own. It’s interesting to compare Millennials and baby boomers. For instance, 78 percent of highly successful Millennipreneurs have a family history in business, versus 46 percent of baby boomer entrepreneurs.

Millennipreneurs started their first business earlier, at the average age of 28 years, against the average age of 35 for baby boomers. Millennial entrepreneurs are also more active, with an average number of launched businesses double than that of the previous generation at 7.7 percent against 3.5 percent.

Why do you expect Millennipreneurs to have a major upcoming influence?
Millennipreneurs grew up in an environment that prepared them to launch their own business. That influence was useful because the annual turnover of businesses run by Millennials outperforms those owned by baby boomers by 43 percent. The successes of Millennipreneurs at a relatively early age marks them out for even further greatness. The gross profit margin target of Millennials stands at 32.6 percent in 2015 to 2016, against 27.5 percent for companies led by baby boomers (see Fig. 1).

BNP Paribas fig 1

Surprisingly, Millennipreneurs are not exclusively focused on dotcom operations – far from it. The top three primary industry sectors for successful Millennial entrepreneurs are retail, professional services – such as accountancy and law – and technology. They are not that different from those of the baby boomer generation, whose primary industries include professional services, retail and real estate. Additionally, the future industry hotspots for Millennipreneurs include financial services, social media and eCommerce, while the baby boomers are more focused on travel, hospitality and leisure, eCommerce and professional services.

Do female entrepreneurs outperform men?
The role of women as successful entrepreneurs has been historically overlooked, with the assumption that men are more able to take risks. The reality is quite different: women have achieved major triumphs in terms of financial success and business legacy over several decades. Our study shows that the average turnover of companies led by female entrepreneurs was nine percent above the overall average, and the outperformance of female Millennipreneurs is even more impressive – at close to 22 percent. The bullishness of women is more pronounced when considering the expected gross profit levels – female entrepreneurs count on an average target of 30.8 percent, against 29.1 percent for male entrepreneurs. Furthermore, this profit target rises even higher to 34.9 percent when considering the female Millennial entrepreneurs, which is over five percentage points above the overall average.

What could many female entrepreneurs be driven by?
A number of female entrepreneurs consistently remark that their decision to pursue an entrepreneurial path was mainly driven by their willingness to write their own rules in regards to running their own business. Therefore, they could take more direct control in their ability to achieve their potential. And when it comes to success factors, female entrepreneurs are not significantly different in their assessment criteria from male colleagues – making a profit on the initial investment is at the top of the list, followed by a number of important factors including transferring a business to the next generation, making a social impact, breaking even on the initial investment and taking a business public.

What influences a decision to launch a business, and how is it funded?
Almost two thirds of successful female entrepreneurs today have a history of business ownership in their family – this is a significant factor. They estimate that the major things that influenced their success is firstly, advice from friends and family, following by the advice from other entrepreneurs, then that of financial and corporate professionals. Educational seminars and networking also play a big role.

 

Aside from family history, these factors are closely considered by BNP Paribas Wealth Management when offering support to female entrepreneurs, such as the Women Entrepreneur Programme that took place last July at the at Stanford Graduate School of Business. The programme was tailored to meet the needs of highly accomplished business women, with a mix of knowledge, skills and development, in order to facilitate the acquisition of efficient management practices, and to identify external growth opportunities. The event also provides an outstanding opportunity for cross border-discussion and global networking.

 

Where are the world hotspots for entrepreneurs in general?
The US, China and Germany have been voted as the top locations for setting up a business. Entrepreneurs in China, India and Turkey had the best year in terms of improved profits compared to all countries surveyed. While Germany, the Netherlands, Switzerland and the UK potentially offer the greatest opportunities to first generation entrepreneurs, namely those who don’t have a family history in business. Poland, Spain, China, Luxembourg, the UK and Italy on the other hand appear to be the most active in terms of female entrepreneurship, with Poland being particularly interesting, since there are proportionately more successful female entrepreneurs than men.

Are entrepreneurs focusing on their core business in terms of wealth management?
In our study, entrepreneurs have increased the volume of their investments globally by 12 percent in the past 12 months, probably as a result of good business performance. The current allocation of their financial portfolio shows that only 20 percent on average is invested in the core business, meaning that the global average has decreased slightly from 25 percent in the previous year. As many entrepreneurs have strong profit performance in their core business, they may be reinvesting these profits into other asset classes in order to diversify their portfolios.

How do entrepreneurs manage their wealth outside of their core business?
The major part is dispatched between different asset classes, with proportions varying from one country to another. For instance, British and French entrepreneurs have the highest weighting towards real estate, while the Gulf countries have the largest holding in cash and fixed income. Meanwhile, the US has the most important weighting in stocks and the Dutch top the list in terms of private equity. Finally, Luxembourg’s entrepreneurs are the most engaged in SRI, and Italians in hedge funds.

What about entrepreneurs in France, the market you are in charge of?
As their British counterparts, French entrepreneurs show the strongest preference for real estate in their financial portfolio allocation. Conversely, they hold only nine percent in cash, which is six points lower than the global average. French entrepreneurs are among the oldest to start a first business, with an average entry age near 34. However, this is not a handicap for success since 50.5 percent of them have experienced a profit increase in the last 12 months. They are also among the more bullish global entrepreneurs, expecting on average a 31.3 percent gross profit margin for 2015 and have founded 7.1 companies on average. It is also worth noting that French female entrepreneurs have even higher profit margin hopes, at 35 percent for 2015.

In spite of economic uncertainty, Peru’s banking sector is finding new strength

In recent years, Peru has been making a concerted effort to align itself with global standards, with a particular focus on achieving fiscal transparency. In the last two years in particular there have been important changes to the country’s fiscal framework, relating to both local and global investments. These changes seek to not only foster greater transparency, but also to improve tax collection through simplified processes.

One additional outcome that has come from these new fiscal regulations is a reduction in taxes on foreign income, shrinking from up to 30 percent to only five percent, so long as the investment is made through the local stock exchange or through a local investment vehicle, such as an onshore mutual fund or structured product. This arrangement has created a significant opportunity for firms to develop and market global investment products in the local platform – something that financial services companies have previously tried to exploit to the benefit of their customers.

During the past two years, Banco de Crédito del Peru (BCP) has worked tirelessly to establish a series of international investment products in onshore markets, and has successfully launched eight global mutual funds and over 50 structured products on international underlying assets. World Finance spoke to Patricia Dibos, Head of Private Banking at BCP, to learn more about how this lucrative market has developed.

What is driving the need for a holistic approach to wealth management?
The needs of high-net-worth individuals and families typically extend beyond the boundaries of investment and financial advice. Holistic wealth management embodies much more than just these aspects: it also embraces all other relevant aspects, such as succession and estate planning, lending and insurance solutions, and multiple-jurisdiction tax advice. More importantly, by taking into account the peculiarities of family dynamics, holistic wealth management also works towards ensuring the emotional satisfaction of the whole family.

With this in mind, in 2011 we expanded our advisory process to look beyond investment products and more into the long-term objectives of our clients. This initiative led us to set up a financial planning area with experienced advisors in mature markets. Through this service, we place strong emphasis on the adaptation for the local market, as well as on the construction of integrated wealth plans that include succession planning, goals-based portfolios, family cash-flow analysis and multi-generation assets transfers. In recent years, we have expanded this service to include estate planning and insurance solutions. This new service offering has led us to form alliances with world-class fiduciaries and insurance companies that provide multijurisdictional solutions to meet the varying needs of our clients.

1889

Year BCP was founded

$202.9bn

GDP of Peru, 2014

10.7%

Peru’s bank capital to assets ratio, 2014

This holistic service provides our clients with better chances to achieve the asset growth and wealth protection they require, and gives them access to a broader range of professional services to satisfy their particular lifestyles. In doing so, this holistic approach can set our clients up for a more satisfying future.

Peru is going through a political rough period. Has this had any ramifications for your industry?
Peru will hold presidential elections in April 2016, and, as might be expected in the context of political uncertainty, the country’s economy has slowed down in the past months. This scenario is really not new to Peruvians: we seem to go through the same situation every five years, whenever we hold [an election]. As a result, consumer and business confidence, which had boosted domestic consumption and investment during the past few years, are both hovering at five-year lows. This time, however, the situation is somewhat graver because lower global commodity prices, which affect the country’s main exports, have also decelerated economic growth.

As a result of this, the Lima Stock Exchange endured strong losses and Peru’s credit risk premium rose over 100 bps in 2015. These events, coupled with the relative illiquidity of our market, have underlined the need for Peruvian investors to diversify their investment portfolios in global assets. Luckily, this time around current tax regulations have allowed us to complement and round out our local product offering with a wide range of dual-currency international assets, and we’re putting a great deal of emphasis on educating our clients on the benefits of global diversification.

How do you ensure that your clients remain at the heart of your business in both the long- and short-term?
We think that BCP is a bank that does things differently. We believe that private banking is mostly a science in human relations – of course we need a solid investment advisory process and a strong team of investment professionals, and we most certainly need a competitive product and service offering, but we’re convinced that what has really made us successful is the client trust and loyalty we’ve been able to achieve through long-term personal relationships based on a deep understanding of the individuals and families we serve.

We deal with people’s wealth, and we understand that wealth is a very emotional issue for most. It has usually been passed on through generations, or been earned through a great deal of work and sacrifice. Because of this, we believe that clients look for more than just an investment proposal: they value an advisor that makes them feel comfortable, that creates empathy, that takes the time to comprehend their goals and motivations; an advisor that listens, understands, asks and, most importantly, knows how to challenge their opinions for the sake of their best interest. Above all, we believe that clients treasure having a long-term relationship with their advisors.

Naturally, in order to be consistent with this client-centric view, all our compensation schemes point in this direction, seeking to balance income and assets under management growth, as well as quality of advice and performance, with overall client alignment and satisfaction. We have also worked hard in creating a long career path for our private bankers and investment advisors, and in giving them the best all-around training we possibly can.

We have more than 25 years [experience] in the business of private banking, and this is the culture we have always stood by and the one that we convey to our team. [This mentality] has worked very well for us through all these years, and we don’t plan on changing it.

What developments have you noticed within the industry and what actions are you taking to stay up to date with them?
We believe that the drive to increase fiscal transparency will persist, and that the changing and intricate regulatory environment will continue to affect the industry significantly. Major global players have had to rethink their international business strategies, driven by increased compliance costs and regulatory issues, seeking to improve their efficiencies and focus on profitable markets. We have observed that a number of them have closed down rep offices in our region or significantly rotated their staff. We have been prime benefactors of the region coming out of favour for the larger global banks, since we remain fully focused on our market. And naturally, due to the nature of our high net worth clients, who are globally focused in terms of their lifestyle and wealth distribution, we’ve also had to align ourselves with international regulatory and compliance standards, and will continue to do so.

We have also observed a significant shift in focus towards the client and less towards the product – [a shift] towards advisory and less towards brokerage. Wealth management firms are today, more than ever, concentrating on goals-based asset allocation and integrating investment management with broader client objectives. What we find most significant about this trend is that it entails a stronger alignment with clients’ interests, which we believe will be very positive for our industry. As I mentioned earlier, we have always been a very client-focused private bank and we have reaffirmed our commitment to always better serve our clients by offering them a holistic approach in our advisory process, which is competitive in today’s marketplace.

Another major trend we have observed in the industry is the surge in technological platforms that enhance the advisory relationship with clients and make it possible for them to be more involved throughout the investment advisory and execution process. Technological tools have also become much friendlier, and are more accessible through different devices and links. We recognise the need to have the latest technology in order to remain competitive in this industry, and so in 2016 we are engaging in a major investment to revamp our core and investment management systems, as well as to develop a new state-of-the-art online platform that allow us to communicate, manage, execute and report in a manner that keeps us competitive in this new world standard.

What does the future hold for BCP?
BCP posted record earnings in 2015 and, despite Peru’s economic slowdown, we remain optimistic for the future. We believe that the country’s medium- and long-term macroeconomic fundamentals are solid, and that the economic growth rate will accelerate once political uncertainty is resolved.

We also commemorated our 125th anniversary recently: as one of the country’s most longstanding names and most trusted banks, we celebrated this occasion with a rene wed commitment to our clients: to keep serving them with excellence and superb leadership for the next 125 years. As part of this commitment, and looking towards the future, we are also embarking on a number of initiatives to enhance our relationships with our clients’ children. [For example], in 2015 we hosted a family education workshop in Urubamba, Cusco that was directed towards our second generation, or even third generation, clients. We believe that by engaging with these generations many years before transitions happen, we can better serve our clients’ families while getting an early start in developing the close personal relationships that have given us one of our most important competitive edges.

The changing face of European taxation

In keeping with much of Europe, Belgium’s tax system has been subject recently to a shift of important proportions, as policymakers there look to boost entrepreneurship and reduce the financial burdens weighing on lesser earners. The “Belgian tax shift”, said Thierry Afschrift, Partner and Founder of the Afschrift Law Firm, is a package of measures designed to do just that, “by means of enhancing private initiative in the process of funding newly incorporated companies”.

Founded in 1994, Afschrift Law Firm seeks to advise and defend taxpayers in its native Belgium, the financial hubs of Europe, and beyond. This is all the more important now European and Belgium tax systems are home to far-reaching and radical reforms. Aware tax law is a constantly evolving discipline, the firm’s professionals go above and beyond to ensure their clients are kept in the loop about any developments. The association will be of vital importance in the near future as individuals and companies come to terms with the latest changes.

“I believe that these measures will have an impact on our business”, said Afschrift, “as, for the first set of measures, hopefully taxpayers will be willing to take advantage, in order to optimise their tax situation. In order to do so, they will need advice concerning which rules apply to their situation and the actual implementation of the operations.”

A Belgian transformation
Under this framework, the so-called Cayman tax has been introduced into Belgian law. Under cover of this law, patrimonial structures with no legal personality (such as trusts, foundations, etc) and those subject to extremely low tax (under 15 percent) will be seen as transparent, said Afschrift. Any owner will be taxed on the resulting revenue as if the income were received, even if, in fact, they received nothing.

“On the other hand, it is obvious that the measures taken against structures such as trusts, most of the time legally incorporated and sometimes even approved by the tax administration, have caused a real earthquake”, said Afschrift. “Very often, taxpayers’ tax optimisation and (more often) estate planning operations have become ineffective from one time to another: under these circumstances, it has become urgent to find solutions in order to limit or prevent damages for our clients.”

Far from the only change to the system, the government has also decided to tax ‘speculative’ capital gains at a rate of 33 percent. Speculative capital gain is to be defined as shares (and in principle, stock-options) that have been sold less than six months (individuals) or one year (companies) from the date of acquisition. “On the contrary, and in any case, capital losses remain non-deductible”, said Afschrift. “The new tax will be withheld: if the sale takes place through a Belgian bank, the tax will be withheld by the bank and be considered as liberatory; on the contrary, if the capital gain occurs at the intervention of a foreign bank, the debtor will have to declare the capital gain in his tax statement.”

Any owner will be taxed on the resulting revenue as if the income were received, even if, in fact, they received nothing

Speaking about whether the move amounts to a positive step at all, Afschrift said, “implementing a new tax is rarely a good option”, and doubts both its effectiveness and the “good sense” of such a system.

Afschrift pointed out speculative capital gains were already taxed under Belgian law if the tax administration could prove the speculative intent of the investor. “Under the new set of rules, given the choice on an objective criterion, a private investor could be taxed even if he had no intention at all to speculate, just because he has decided to sell within the six months of the acquisition (and without taking into consideration the reasons of such transaction).

“Furthermore, most of the taxpayers possibly concerned by these measures will only have to wait until the expiration of the delay before selling. In my opinion, this rule will not apply very often and, when it does, will sometimes penalise normal, and exempt any kind of speculatively intentioned, operations.”

Another development of note is the ‘tax shelter for starter’ measures, which aim to find new ways of financing companies, primarily through crowdfunding. In it, the investor provides the company with cash under whatever form they see fit and receives in compensation shares of the company.

Under the new regime, individual taxpayers (companies are excluded) investing in the frame of the new regulations will benefit from a (federal only) tax reduction, should they subscribe to the capital of a newly incorporated company or a capital increase of an existing company. This is provided the increase takes place within the first four years of the incorporation and under the condition that the shares have been fully paid up.

Other measures have been put in place, including a partial withholding of the income tax for wages, the exoneration of the individual’s income tax, and a withholding tax, concerning the interest that an individual can receive when lending to an eligible company.

“In this way, as has been wished by economists throughout the EU, taxes are used as drivers for the reallocation of funds”, said Afschrift. “By encouraging and enhancing the investment in the capital of starter companies, companies find access to liquidities, while private investors are directly implicated in the economic life of the country, resulting in a win-win situation.

“Entrepreneurship is thus encouraged through private initiatives, which means cash flow needs are met more easily while banks take less risks, the whole situation being highly beneficial for the creation of jobs.”

The European climate
Afschrift saw overregulation at all levels, both national and European, as a major issue for lawyers, especially for those specialising in taxation. As a result, the margins in which to manoeuvre narrow as it becomes increasingly difficult for lawyers to serve their clients’ legitimate interests. A similar problem arises from the fact that private life and individuals’ rights are restricted.

“The economic crisis, combined with the application of VAT on lawyers’ fees, had huge repercussions on the capacity of the clients to face their financial obligations towards their lawyers, while, in the meantime, they had to exercise their right to be properly advised and, more importantly, defended”, said Afschrift. Lawyers in the EU therefore face more competition than before, as the private sector and certain associations, helped by the internet, propose – sometimes illegally – services previously restricted to lawyers.

“As always, difficulties create opportunities, and the first advantage is that difficulty pushes lawyers to raise the quality of their services: they become, or in any case should become, better”, said Afschrift. “It is obvious that overregulation and pressure from governments and international organisations creates a more pressing need for professional help. Furthermore, the impact of EU regulations on the different national legal systems puts EU lawyers in a position to work in many countries and collaborate on a solid basis with foreign colleagues.”

In doing so, firms can exchange ideas and put in place more effective means and systems of defence for their clients, notably, but not exclusively, by taking advantage of the tax competition that exists between EU member states.

Afschrift summarised the current trend of EU institutions as: “Standardise, discover, tax and collect.” EU institutions, he said, “actually confirmed their wish to achieve equitable taxation, by implementing measures which will supposedly lead to the total elimination of tax competition between member states (notably by eliminating, to the extent possible, the differences between national law systems) and enable the member states to achieve two main targets: eliminate secrecy and fight against aggressive tax planning”.

Elsewhere, considerable emphasis has been placed on the need to optimise the effective collection of taxes, notably by developing exchange of information procedures.

“Of course, if the targets seem legitimate, the means used in order to achieve them are very often inadequate or disproportionate and may thus lead to a restriction of taxpayers’ rights, and especially their right to privacy”, said Afschrift. “Furthermore, a ‘standardisation’ of national tax laws and regulations would likely lead to inequalities, plus or minus identical rules would apply to taxpayers who are in different situations. In any case, this trend seems, unfortunately, irreversible; therefore, taxpayers will have to fight more vigorously in the future if they want to preserve their fundamental rights.”

As the founding and managing partner of the firm, Afschrift’s intentions are to continue providing the same level of service to clients, “while absolutely respecting the attorney-client privilege and, at the same time, respecting all applicable laws and regulations, as fraud is not an option”.

To achieve this target, the association’s first priority is to continue innovating (innovation is the trademark of the firm) in order to give clients secure and legal solutions. “On the other hand”, he said, “we intend to respect our commitment to defend the taxpayers before any kind of national or European jurisdiction, in order to enforce their rights, currently too often violated.

“In other words, we need to remain committed to excellence in order to serve our clients’ interests in the best possible way: this is our sole ambition.”

The future of Belarus is brighter than ever before

As one of the first foreign investment and development groups to recognise the potential of emerging Eastern European markets, Dana Holdings has successfully completed over 500 projects since its inauguration and is on track to deliver a number of significant mixed-use schemes over the next few years. In Belarus, as with so many other Eastern European markets, the pathway to sustainable growth begins with full and productive employment, although suitable infrastructure is also a major driver.

Dana Holdings is a leading, fully integrated real estate, investment and development company that specialises in residential, industrial, commercial, educational and mixed-use projects, as well as PPP investments in emerging markets. According to Boyan Karich, Vice President for International Affairs and Development at Dana Holdings, the words that best sum up the firm’s focus for 2016 are ‘Minsk World’. He told World Finance, “We are very proud of our international winning bid for the development of the old Minsk Airport in the centre of Minsk”.

This new Minsk World project is one of the largest mixed-use construction developments in existence in the world today. The gross building area (GBA) of the project will be three million sq m on a plot of 380 hectares, and upon completion will comprise 30,000 high-quality residential units and villas and 305,000sq m gross leasable area (GLA) of Class A office space, all within a new international financial district. There will also be conference, event and leisure centres, schools, lakes and green spaces within a new metropolitan park, plus a 120,000sq m GLA shopping, entertainment and leisure centre.

Operations in Belarus
With a string of reforms in the pipeline for the coming months and years, Belarus promises to realise a series of broad-based and sustainable gains that will positively affect business and consumer response. Writing about the country’s up-and-coming reforms and their potential impact on the economy, the World Bank’s Country Manager for Belarus, Young Chul Kim, was optimistic about the country’s future: “The purpose of a comprehensive reform is to remove the structural constraints which have prevented the Belarusian economy from realising its maximum potential. If the set of key reforms being considered can lead to efficiency, profitability [and] sustained technological progress at all levels of the production sphere, there is no reason why we cannot expect to see Belarus’ per capita income double in the medium term.”

These reforms, coupled with the work of companies like Dana Holdings, have done much to inspire confidence in the country’s future prospects. A mere look at some of its upcoming projects is proof enough that Belarus is headed in a positive direction.

44th

Belarus’ position on the World Bank’s ease of doing business index

$76.14bn

Belarus’ GDP, 2014

$25bn

The current value of Dana Holdings’ full portfolio
of projects

Dana Holdings’ largest development is currently Mayak Minsk, a one million sq m mixed-use scheme that is adjacent to Minsk’s iconic national library. As of December 2015, the project was more than 60 percent complete, and is still developing significantly above target. A new education facility, a major part of the project that was developed jointly with the government, is the largest in Minsk and is already operational. The residential segment of the development is ahead of schedule, while the entire project is on track to be completed by 2017.

A major part of Mayak Minsk is Dana Mall, a 50,000sq m shopping and leisure complex. This is due to open in March 2016, and so is currently the firm’s main focus. However, a team of international real estate experts led by Karich is on hand to ensure that the centre will be delivered on time. Dana Mall’s unique selling point is its ability to surpass the experiential expectations of its guests. “By closely following international standards and mature market tenant expectations, putting strong emphasis on leisure and entertainment, we greatly add to the overall customer experience, increasing dwelling time and additional spend potential”, according to Karich. “As the first truly ‘lifestyle’ mall in Belarus, it’s a classic case of ‘build it and they will come’, and we are pleased to say that international brand names are coming to Dana Mall.”

Inspirational infrastructure
The Minsk World project, meanwhile, is the pinnacle of 40 years of successful developments for Dana Holdings. The firm first began developing industrial buildings in Eastern Europe in the early 1980s, before it progressed onto the construction and renovation of offices and residential buildings across much of the former Soviet Union. Minsk World, as an urban regeneration of the former Minsk Airport, has drawn inspiration from local Belorussian culture and history, but also serves to bring the rest of the world closer to Minsk.

One of the main features will be a beautifully landscaped 50-hectare metropolitan park, which will act as a venue for music festivals, art festivals, equestrian events and many of the other outdoor activities that Belarusians love. Minsk World’s architecture draws inspiration from many of the world’s leading capitals, with the business centre in particular bearing similarities to elements of London’s Canary Wharf. The focal point of this business hub is the new international financial centre, the concept of which was based on the overwhelming success of the Dubai International Financial Centre.

A $5bn investment was required for the creation of Minsk World, which – with the added potential of the financial and business centre – could contribute an additional six to seven percent to Belarus’ GDP growth. This is a game-changing development for Dana Holdings and for Minsk itself, which is at present the third-largest city in the region of Commonwealth of Independent States, behind only Moscow and Saint Petersburg.

Leading the pack
In addition to the projects already mentioned, Dana Holdings is also working in Belgrade to implement its two million sq m Tesla City scheme, designed to be the most energy efficient city-within-a-city development in the world. “As an entrepreneurial developer, we are always adapting to market conditions and seeking new opportunities”, said Karich. “[As such], our projects in Moscow and Baghdad are lower on the radar for the time being. That said, we are currently exploring a mega development opportunity in Havana.”

Naturally, it is important to deliver high-quality spaces while simultaneously utilising the company’s vast experience in order to bolster the market as a whole. To this end, Dana Holdings actively employs experienced workers from both Belarus and a variety of mature markets in order to ensure that the firm’s malls, offices and residential spaces are suitably prepared for what the emerging market is going to be, rather than what it is currently; effectively future-proofing its assets. This is also true of its commitment to the country at large and the good of the infrastructure industry as a whole: this is why Dana Holdings is the driving force behind the new Belarusian Council of Shopping Centres, as well as the lead sponsor of the inaugural North Eastern European Real Estate Awards Expansion and Investment Forum in Minsk.

As a company, Dana Holdings aims to strengthen the international investment potential of any market that it enters, which is why it has led the way in many Eastern European countries, including Belarus. It is interesting to note that the World Bank recently announced that Belarus is now the 44th best country in the world in which to do business, while the European Bank for Reconstruction and Development has just announced that it will also increase investment in Belarus, following the lifting of EU restrictions in October 2015.

Dana Holdings is confident about the future of Belarus: the IT sector in the country is currently at an all-time high, having recently seen growth 10 times higher than the global average, and it is extremely positive to see US companies flocking towards the nation, such as General Motors, which recently announced that it will be constructing a Cadillac Escalade manufacturing plant just outside of Minsk.

It is a reasonable assumption that other EU and US companies will follow suit by delving into the Belarusian market, just as Dana Holdings has done, thereby further contributing to the country’s economic success. Belarus now has the potential to follow the economic path of its neighbour Poland, which would see it moving from an emerging market to an established one within the next three to five years.

Over the next 12 months, Dana Holdings will be present at the majority of key industry events, including the CEE Retail Awards, the Global RLI Awards, MIPIM and MAPIC. Karich said, “Dana Holdings is changing the world, one development at a time. However, we could not do so without the absolute commitment and dedication of our staff – this is why we invest in our people, because at the heart of every great company are great people who make concepts become a reality.

“We face many exciting challenges and opportunities at the moment, but our immediate focus is the launch of Dana Mall in March 2016, which will deliver a premier shopping centre to the people of Minsk. [We also continue to work] on the designs of Minsk World Mall, which will be the biggest shopping, leisure and entertainment scheme in the region.”­­

Deep due diligence key to PICTON’s success in Chile, Peru and Colombia

Latin America’s economic and financial landscape has evolved considerably over the past two decades, resulting in the region becoming an attractive destination for asset managers and investors. Jose Miguel Ureta, founding partner of investment advisory firm PICTON, discusses the competitiveness of the three Latin American countries, and the importance of a strong due diligence process.

World Finance: Latin America’s economic and financial landscape has evolved considerably over the past two decades, resulting in the region becoming an attractive destination for asset managers and investors. Here to discuss the opportunities is Jose Miguel Ureta, founder of PICTON: an independent investment advisory firm serving high net worth individuals and institutional investors throughout Chile, Peru and Colombia.

Jose, could you start by talking me through the different stages of development within the three South American countries?

Jose Miguel Ureta: All three countries have embraced a development model based on a market economy, where the private sector plays a key role in economic growth.

The three countries are a sizeable market of almost 100 million people and $840bn GDP.

Chile started more than 30 years ago, and is the most advanced of the countries. And the success of the Chilean model was key to give Peru and Colombia the political support to implement some unpopular reforms that the embracement of this model requires.

World Finance: And when it comes to investment in this region, what’s your philosophy?

Jose Miguel Ureta: We’re quality investors, and knowing who is who is key. Therefore we only invest in Chilean companies. We don’t have any competitive advantage in other countries. We get the exposure to other Latin American countries through those companies – the Chilean companies that we invest in – and through funds.

We recognise that the management of these companies – and local asset managers, in the case of funds – are better prepared to do deep due diligence and understand the industry.

In fixed income we invest in high quality Latin American names, and all other foreign investments we only invest in diversified funds with low correlation to the Chilean markets, which are mainly developed Europe, Asia, and the US.

World Finance: These are still developing markets; what challenges does this represent, and what should investors really be aware of?

Jose Miguel Ureta: That this is a cyclical region, with heavy dependence on commodities. Metals in Chile and Peru, and oil in Colombia. Investing in the Chilean stock market is pretty much the same as investing in copper.

A big part of the cyclicality is explained by currencies. Since December 2012, Brazil has devaluated the real 45 percent. The Colombian peso: 45 percent. Chile: 32 percent; and the Peruvian sol, 24 percent.

World Finance: How investor-friendly is this region?

Jose Miguel Ureta: It is a very investor-friendly region. If you see the June 2005 World Bank Doing Business rankings, Chile is ranked 48th among 189 countries. Within this ranking I’d like to highlight in the case of Chile, a very high minority shareholder protection, a sound tax scheme, and it’s ranked very well in construction permits.

Peru is ranked 50th. And I would like to highlight the ease of registering property in Peru, and getting credit.

Colombia is ranked 54th, and it’s ranked in the second place in access to credit among all the 189 countries, and in the 14th place in minority shareholder protection.

World Finance: OK, so talk me through your typical investment process.

Jose Miguel Ureta: We’re long-term investors. We focus on quality more than price. We prefer a good asset and an adequate price than a cheap, low quality asset. Bargains have proven to be very lousy investments.

We devote a lot of time to checking the character of the majority shareholder, and the quality and consistency of the management of the company, and the investment management team in the case of the fund. And this approach has allowed us to obtain 35 percent excess return, compared to the Chilean stock market in four years – just focusing on quality.

We have a senior investment team of eight people, and a disciplined investment process. We will never do an investment that we don’t have the time to do a deep due diligence on. And that’s key.

World Finance: What trends are you seeing in the wealth management market in the region?

Jose Miguel Ureta: We see additional liquidity events like the recent sale of Lindley in Peru, and the sale of CGE CFR and Cruz Verde in Chile. And that will create more family offices which are very sophisticated investment offices. And it’s an opportunity for independent investment managers like us.

The movement towards open architectures will continue, and the separation of the buy side from the sell side will continue. We think that it is very healthy for the industry to separate the sell side from the buy side.

World Finance: Finally, what have been the consequences of the business scandals in Chile and Brazil? I’m thinking of Petrobras for example, and the challenges that these scandals have put to your development model?

Jose Miguel Ureta: These cases are definitely ugly events that hurt the essence of capitalism. I hope that we’re mature enough to understand that the market economy model is not immune to events like collusion and corruption. In fact, it’s part of human nature.

However, with good regulation and enforcement, the benefits of the model are much higher than its costs. Corruption and collusion have always been there – it was not very visible, which is not good – but these high profile cases, with billionaires in jail, will probably cause lower corruption in the future, which is good.

Tackling the issue of Australian underinsurance

In contrast to other regions, the Australian life insurance industry is rather unique. Firstly, it has a high rate of underinsurance. Multiple reasons for this exist, including a culture that is resilient, optimistic and tough, even in the most trying of times; the ‘she’ll be alright’ attitude. While this may be admirable, it can also be an impediment where insurance is concerned, and may be the cause of high levels of underinsurance.

Australia is also a unique market for insurance, in that the country’s superannuation industry, while not unique, is more considerable than average. This differentiates the Australian market from others in the region. The unbundling of products and the inclusion of insurance as a standalone product has been the largest driver of growth over the last decade, and will continue to create opportunities to address underinsurance in the market. World Finance spoke to Phil Hay, Head of Life Insurance at BT Financial Group, to see how his firm is addressing Australia’s problem of underinsurance, as well as how the company’s innovation and product offers have allowed it to stand out in the market.

How has Australia’s insurance market evolved over the years?
The Australian life insurance market, like other markets around the world, has continued to evolve. In the last 30 to 40 years, major changes include the unbundling of life insurance products, with a move towards a clear separation between investment and insurance-only products, the demutualisation of life insurance companies, and the introduction of superannuation, with the inclusion of risk protection forming part of the superannuation offering.

Today’s life insurance products are designed to protect Australians against the financial and emotional impacts of a range of possible occurrences, including death, disability, loss of income and critical illness – both temporary and permanent. Consumers have a wide variety of ways in which they can purchase insurance, ranging from full-service financial advisors and risk specialists, aligned financial planners, bancassurance models, and direct distribution with products sold over the phone or online.

The Australian life insurance market is continually evolving. As the needs of our customers and their expectations towards protection change, the solutions we are able to provide to our customers also need to adapt. At BT, we are focused on understanding these changes, leading the way and driving new developments to offer the best products and services to our customers.

Most Australians have access to nominal amounts of insurance as part of their compulsory superannuation savings. However, Australia still has high levels of underinsurance

What are the biggest challenges and opportunities for the insurance sector?
The high level of underinsurance across the Australian population is one of the main opportunities. Most working Australians have access to nominal amounts of insurance as part of their compulsory superannuation savings. However, Australia still has high levels of underinsurance. The perception of being ‘covered’ is one of the biggest challenges life insurers are currently facing. Consumer education is absolutely critical to help Australians understand how life insurance can provide real protection for them when they need it most. We see the role of the advisor as the main driver of this – helping customers to place a value on not only creating and managing their wealth, but also protecting it in case the
unthinkable happens.

One of the main challenges in the Australian market is the deterioration in claims experience on disability products and in the group insurance segment. This has required the industry to review its pricing, product and service models. The service provided by an insurer at claim time is a critical element of the insurance value chain. As insurers, we have a duty of care to ensure our customers are given a better quality of life and an ability to return to as much pre-disability wellness as possible.

Tell us about BT’s growth and how it is you’ve achieved such outstanding results
First, I must attribute our growth to our people. It’s their passion and commitment to our customers that is the driving force behind our success. Following this, the strategic direction we have chosen for our business is also important. Product innovation that meets a need and service excellence have been the key drivers of our strategy, and much of our success can be attributed to them.

From a product perspective, six years ago we embarked on a customer-centric design process, with the aim of making our products and customer service as transparent, simple and accessible as possible. From this, we launched Protection Plans in 2011 to the open financial advisor market. This decision enabled our insurance solutions to be sold as standalone products, as part of our leading platform offer, or flexi-linked inside and outside of superannuation. We were not content with just launching our new solution, but have continually sought to innovate and provide more cover to more Australians, such as income protection for homemakers and key person income insurance.

How important is innovation in the insurance sector?
At BT, we see innovation as key to the insurance sector. BT is driven by innovation, but not just for the sake of it. We are focussed on delivering new and improved products and services to maximise the best outcome possible for our customers. Of course, it’s not just about creating new product benefits. We continue to innovate across different parts of our business, including the introduction of tele-claims, simplified underwriting processes and faster turnaround times. I don’t think that is something that will ever stop. I only hope that other insurers also follow this approach.

How has BT employed innovation through products, services and people?
In 2012, we identified the need to provide greater protection to the non-working members of a household and were the first in the market to introduce income protection for homemakers. At the same time, we extended insurance to older working Australians and those working in the mining sector. We also launched BT Reserve for high-net-worth customers. In 2014, we introduced Key Person Income, which is Australia’s first income protection solution for small businesses. We have also been able to introduce Protection Plans for Mortgage Customers to our banking customers. This new provision allows customers taking out a home loan peace of mind for their mortgage repayments.

The experience our customers have at claims time is another area that has been driven by innovation at BT. We were the first life insurer to launch a tele-claims service. At first, our focus was just on income protection, but we have since expanded this to cover key living insurance (trauma) claims as well. Now, 25 percent of claims can be resolved over the phone without any forms, meaning our customers have access to financial support quicker and more efficiently.

To support our customers who have claimed, we have developed a comprehensive health support programme. This initiative uses a bio-psycho-social approach to a claimant’s rehabilitation, which is planned and monitored by medical experts alongside our claims consultants. We have also introduced a health outcome measure, based on the same principles, to measure their progress and an index to establish an industry benchmark. It’s not just about paying out a claim, but ensuring the customer has the best long-term outcome.

As far as driving innovation through our people, I can, very proudly, refer to the number of individuals looked to as key industry influencers and presenters at key industry conferences. They are profiled within the broader Westpac Group and recognised with industry awards.

Can you expand on your personal leadership approach?
My approach is simple – I want our business and the people who work in it to be driven by a higher purpose. By that, I mean we all have a clear understanding of the role we play in being there when our customers need us the most. It should be what motivates our people and their decisions. I know that this creates a place where people want to come to work, because they understand the importance of what they do every day, and how it makes a difference to the lives of our customers.

This is backed up by investment in development initiatives to maintain professional skills and a high-performance culture. This is something I focus on with my leadership team – understanding what drives their people, ensuring they reach their potential, and have clarity about their role and career development paths.

We work in such an important industry, providing financial comfort to people in their time of greatest need. I’m extremely proud to have such a strong and dedicated team, who go above and beyond to support our customers, day in and day out.

What are BT’s plans for the future?
Our strategy has been developed with a long-term view and remains the same. Our aim is to build a sustainable company that is absolutely committed to being there for Australians and their families when they need us most. We know what we do has a profound impact on our customers’ lives, and we will continue to focus on them as our absolute priority.

Why the MENA region is becoming a hotspot for foreign investment

With a number of markets still at nascent stages, rapid growth can be seen across the Middle East and North Africa in numerous industries. As such, the region has started attracting the attention of international investors from around the globe. The growing potential of various countries is enhanced further by a big governmental push to diversify their respective economies and invest heavily in infrastructure. Having recognised the area’s vast opportunities, some key players in investment and asset management are rapidly growing their networks and scope, capturing increasing foreign investment along the way. One such group that is currently sending ripples across the pond is Al Masah Capital.

A leading investment management company in the MENA region, Al Masah Capital provides a range of alternative and tailored solutions for asset management, private equity, real estate consultancy and market research. By specialising in education, healthcare and food and beverages, the company is able to offer its clients a wealth of expertise, which has enabled it to grow rapidly in the space and outdo many of its peers. Having an ethos of constant development, the firm is now extending its focus into the energy and logistics markets, which is opening up new doors and industries for both Al Masah Capital and its partners.

Innovative business design
Established in 2010, Al Masah Capital has quickly become the fastest growing alternative investment company in the region. Within five years, the group has raised more than $1bn in funds, of which $350m is directed towards private equity businesses. With offices now in Abu Dhabi and Singapore, as well as its headquarters in Dubai, the company is able to spread its reach across the whole of the GCC, and now Southeast Asia too.

Founder and CEO Shailesh Dash puts the group’s success down to offering something both specialised and unique: “From the very beginning, we’ve always tried to innovate and be different than other equity players”, Dash recently said in an interview with Gulf News, CEO REPORT – Gulf 2020. “Because we were a new company, despite the fact that the members of the team have extensive background in the industry, it was hard to convince the institutional investors to support us. This is where innovation and strategy becomes important.”

Despite the numerous challenges facing the company, it quickly overcame them and surpassed all expectations through its prudent understanding of the markets it operates in. “Many opportunities still exist, this region remains one of the most exciting places in the world, and regional investors are becoming smarter and more sophisticated – meaning they are looking for investment managers that are dynamic, focused, result orientated and deeply in tune with investor needs”, wrote Dash in Al Masah Capital’s 2014 annual report.

Rapid growth can be seen across the Middle East and North Africa in numerous industries

The group’s healthcare investment arm Avivo Group, formerly known as Healthcare MENA, was established in 2011 with the aim of creating a new and innovative platform for primary care and diagnosis centres across the region. “Our healthcare platform has grown rapidly and now we are looking at a 2016 trade sale or IPO that will further crystallise shareholder gain”, commented Dash in the company’s most recent annual report.The focus of Avivo Group’s investment strategy entails carefully assessing both the location and the profitability of each new healthcare asset in order to ensure that it has significant growth potential. At present, Healthcare MENA’s assets include 14 medical centres, eight premium dental centres, six pharmacies, two diagnostic centres and two hospitals, which collectively see and treat more than 1.3 million patients a year.

This number is set to grow considerably over the course of 2016. Last November, Al Masah Capital announced its plans to invest around $300m over the next two years in the expansion of the Avivo Group throughout Oman and the entire region. This surge of capital will enable the group to open up a new string of healthcare facilities, as well as create more than 1,000 jobs.

“The opportunities are immense”, said Amitava Ghosal, CEO of the Avivo Group in an interview with Thomson Reuters Zawya. “Healthcare spending in Oman is expected to increase. The private sector is already playing a key role in providing healthcare to Omani citizens and residents. This is a market that is expected to grow 8.9 percent between 2015 and 2018 to hit $3.1bn by 2018.” By investing heavily in the Oman’s medical sector, Al Masah Capital is tapping into one of the biggest economic drivers of the Sultanate, and one of the biggest medical networks in the region. Being undersupplied at present, the company is capturing a market at the precipice of rapid expansion, thereby making the healthcare industry in the GCC extremely promising for investors.

Education is key
Since it was established in 2012, Al Najah Education has expanded at an exceptional pace, which can be largely attributed to its steadfast focus on addressing today’s social and economic challenges through education. The objective of this segment is to enhance the platforms for pre-primary, primary and further education across the entire MENA and Southeast Asian region. In 2014 it was a year of particular success for Al Najah Education, having successfully acquired nurseries in Abu Dhabi, Singapore and Oman, in addition to the Drama Scene, a professional acting academy in the UAE. Then in 2015, it broadened its network further with the purchase of My Little Campus in Singapore and the Horizon’s Kids Nursery in Al Safa, Dubai.

The company’s education platform also forms an important aspect of the group’s corporate and social responsibility values. Its altruistic initiatives include its partnership with Dubai Cares, a philanthropic organisation that strives to improve children’s access to primary education in developing countries. In support of the charity, Al Masah Capital has placed donation boxes across many of its restaurants and healthcare facilities.

Another widely successful division of Al Masah’s investment portfolio is Diamond Lifestyle, a hospitality company that was founded in 2013 to focus on food and beverage markets. Although the company is still young, the Diamond Lifestyle team has a shared experience of 200 years in the luxury hospitality sector, thereby ensuring an excellent experience for customers together with high returns for investors.

In 2013, the subsidiary secured the franchise rights of the restaurant chains La Porte des Indes in Dubai and Abu Dhabi, in addition to Café Rouge in the UAE. Then last year, Diamond Lifestyle hit another milestone through its acquisition of 14 Johnny Rockets restaurants across the UAE, as well as the rights to develop the chain in Oman. The decision to takeover the American style premium burger franchise has already begun paying off, with the restaurant generating 86 percent of net sales in the first half of 2015 alone.

The latest addition to the Al Masah Capital vision is Gulf Pinnacle Logistics (GPL), a transportation and logistics private equity initiative that was established in May 2014. In its very first year, GPL acquired a 75 percent stake in the Abdul Muhsen Shipping Company and an 87.5 percent stake in the So-Safe Logistics Company – both profitable and experienced firms in their own right. With a scalable business model based on basic logistics services, the group is confident that it will mirror the success of its other segments in its latest venture.

Al Masah Capital’s rate of expansion and success illustrates the power of the right people working together with a visionary strategy for a region that is ripe for investment. “Our private equity verticals target specific sectors because each sector carries inherent opportunity based on unique regional demographics and disposable income. Healthcare, education, food, beverage and logistics, historically, form the bedrock of any emerging or growing economy.

“They are not only defensive sectors in developed economies but in a growing economy they offer higher rates of returns and greater dividend income”, Dash wrote. “Each of our platforms reflects this trend”. With a string of acquisitions and growth returns under its belt for 2015, only time will tell what Al Masah Capital can achieve for this coming year also.

Kuwait’s economy extends beyond oil

A robust and highly regulated banking sector has helped a great deal to support Kuwait’s economy, which has been severely affected by the declining price of oil. Without a solid banking sector, the Kuwaiti economy would likely struggle to negotiate the pitfalls that have so characterised its past. Now, a burgeoning banking sector is supporting not just economic, but social developments in an economy that has been stymied by a new low-oil-price environment. Within a banking sector boasting a number of prominent institutions that serve a range of needs, one bank has risen to prominence on the Islamic banking front – Kuwait International Bank (KIB).

Incorporated in 1973 and originally known as Kuwait Real Estate Bank, since 2007 KIB has operated according to Shariah law, and has demonstrated time and again that banking has an important part to play in Kuwait’s development. Known for its operational excellence, customer focus, innovative products and outstanding service, KIB has been instrumental in the development of the banking sector at large, serving as an active participant in the economic and social development of Kuwait. Far from alone in this regard, KIB is only one name, albeit a major one, in Kuwait’s fast-growing banking sector.

Going beyond individual banks, the country’s central bank has been instrumental in keeping the sector robust, having introduced prudent regulations in line with international best practices, in a bid to mitigate the risks born of a low oil price environment. As a result, the Kuwaiti banking sector accounts for upwards of 80 percent of the country’s financial system, and its well-capitalised and profitable operations have created an environment wherein local businesses can rely on banks to provide credit and keep pace with the evolution of international banking standards like Basel III.

Looking at the country’s economic performance over the past few years, the sector has been especially influential in drumming up much-needed funding for development projects and in boosting employment. What’s more, banking has supported entrepreneurship wherever it can by creating tailored products and services for SMEs and inviting locals to participate in businesses of their own.

Apart from the sector’s influence on the economy, the prosperity of any non-oil sector is important for Kuwait in that it reduces the country’s singular reliance on oil. Banking, therefore, is something of a safety net for the Kuwaiti economy, should oil decline further than it has done in recent months, and, aside from the issue of diversification, the sector has boosted financial and social wellbeing, all while creating new opportunities for local businesses.

The issues plaguing Kuwait’s economy, at a local and international level, are incentives to pursue genuinely innovative advancements and find inventive solutions

Up to October 2015, Kuwait awarded projects worth $30bn, up around $6bn on the whole of 2014. In February 2015, Kuwait’s National Assembly approved a five-year development plan that envisages spending $112bn between the 2015/16 fiscal year and 2019/20. Projects planned include a metro system at $18.5bn, a railway project as part of the GCC railway link at $6.6bn, and a power plant at $8bn. Contracts worth $13bn were awarded to foreign firms during third quarter of 2015 to build a 615,000-barrel-per-day refinery.

Oil low
All this isn’t to say that there aren’t still challenges for the local economy, and a new low oil price environment has placed an additional burden on the government. As recently as March 2012, Brent crude oil prices stood at $128.14 per barrel, so it’s understandable that a new sub-$50 price has inflicted major pains on oil producing nations, not least Kuwait.

Having posted an 11.7-percent surplus in 2013/14, the country racked up a 4.4-percent fiscal deficit the following year – excluding income derived from investment and a 25-percent contribution to the Future Generations Fund. Effectively, the fallout has reduced the country’s real GDP growth to zero, although capital spending plans for development projects have been largely unaffected. This is true not just for today but also years past, and lower oil prices have rarely influenced government or private expenditure by any significant degree. As far as the short-term fiscal deficit is concerned, $16.4bn of government money is parked with local banks, and this, together with financial reserves equivalent to almost 300 percent of GDP, should offset any shortfall.

Looking at the figures for 2013, government and private sector consumption expenditure represented 41 percent of GDP, whereas the hydrocarbon industry accounted for 55.9 percent of total output and 93.6 percent of government revenue. Oil prices, therefore, go some way towards determining the government’s fiscal balance, and price movements are sure to have a material impact on bank deposits. However, excess funding among Kuwaiti banks means that the consequences of a price swing are less than they could be.

Although the consequences of a short-term price drop are few, the issue underlines the importance of fiscal consolidation in Kuwait, as the government continues to implement far-reaching reforms. In light of the oil price slump, more progress has been made on this front, not least in 2014 and 2015, when the government started to rethink the introduction of corporate and value added tax, and initiate a series of subsidy reforms. On this same point, the National Assembly has launched a wage bill reform initiative, to give the government more control over the wage bill and in capping annual salary increases, as well as initiatives to enhance PPPs, private sector development and SME support. Nonetheless, there is a great deal more to be done if the country is to increase the private sector’s contribution to economic growth and diversify its economy.

Returning to the ways in which local businesses might be affected by economic uncertainty, it’s true that higher oil revenues of years past have facilitated additional government and private expenditures, which have, in effect, facilitated higher growth rates. The situation described here has created a growth-enabling environment, and this, supported by a formidable banking system, has resulted in fertile ground for local businesses. Encouraging business regulations together with impressive infrastructure have allowed local businesses to operate both locally and internationally, should they choose to take advantage of a stable economic and financial environment and a promising outlook for the local economy.

A strong real estate sector
Aside from banking, real estate has played a major part in Kuwait’s economic progress over the past few years. The sector contributed an impressive $16.1bn in sales and represented 7.7 percent of GDP in 2014. As a result, the real estate and construction sectors account for over 31 percent of credit facilities extended by local banks.

Results for the real estate sector are not all bright, however; the figures for the opening nine months of 2015 show both the count of deals and total sales volume are down relative to 2014. However, a thought should be spared for the fact that returns and prices were not greatly affected until recently, and an economic uptick in the coming months should positively affect the performance of real estate for the year. This could serve as a window for real estate investors to take advantage of valuations and compensate with above-average returns in rental yields.

Into the future
Although the challenges for Kuwait look considerable, those in banking, not least KIB, anticipate a brighter future in the months and years ahead. For KIB, the issues plaguing Kuwait’s economy, at a local and international level, are incentives to pursue genuinely innovative advancements and find inventive solutions. The bank has set a positive outlook for Kuwait’s economy, and sees the slump in oil prices as an opportunity for policymakers to introduce much-needed reforms and accelerate economic developments. Indeed, in terms of the fiscal reforms initiated by the government, the bank expects to reap the rewards in the coming years, and expects the improved economic climate to benefit the banking community at large.

Looking at the steps taken by the country’s central bank and other regulatory authorities, the financial system is in better shape today than perhaps it ever has been. KIB has decided, therefore, to set out a strategy for 2015-20, not to mention a long list of ambitious targets, as it looks to become the fastest growing bank in Kuwait and the first choice for the country’s youth. Should the bank’s plans succeed, they will benefit customers and investors both, and reinforce KIB’s status as a financial institution of significant influence on the local economy.

How Vancouver became a hub for technological talent

Cities have an increasingly important role to play in global economic development. With increased urbanisation occurring in most major economies, cities are more than ever setting the international agenda for market growth.

Vancouver in particular offers a wealth of talent and potential for investment: the city is expected to achieve a growth rate of 3.5 percent over the next four years, making it one of the fastest-growing economies of any city in North America. With its desirable location in the Pacific Rim, it is also an exceptional destination for business and a highly attractive place for individuals in equal measure. The Canadian metropolis is consistently rated as one of the most liveable cities in the world, with its vibrant downtown core, surrounded by beaches and mountains, the envy of the rest of the world.

Nurturing start-ups
Looking past the geography, however, a whole host of stakeholders – ranging from politicians, citizens and community groups to business leaders and governmental and non-government organisations – are continually hard at work to ensure that Vancouver retains its desirability. One such backer is the Vancouver Economic Commission (VEC), which works tirelessly to guarantee the city’s enduring prosperity. The VEC’s main ambition is to ensure that Vancouver is globally recognised for its innovation, creativity and sustainability, with the intention that it will consequently attract like-minded businesses. The organisation primarily achieves this by strengthening the city’s technology, digital entertainment and green economy sectors through strategic programmes and initiatives that focus on supporting businesses at each stage of growth.

Some 75,000 technology professionals now work in the city. As such, a diverse range of technology firms can be found across Vancouver, including social media, business intelligence, security and financial technology, e-commerce and web technology companies. The sector as a whole boasts some major home-grown and global players, including Microsoft, Amazon, Cisco Systems, Samsung, SAP and Zenefits.

Growing creativity
Despite Vancouver already displaying such impressive tech credentials, the VEC is active in furthering the city’s reputation as a world-class technology hub, which it achieves by focusing on one key area: talent and capital attraction. The organisation is acutely aware of the need to draw smart talent and smart capital into the city in order to fuel its rapidly growing technology sector, and so it concentrates its efforts on putting local start-ups in front of investors, as well as telling the Vancouver story to investor groups around the world. The VEC is also building on its research capacity in order to better track capital flow into the city.

Vancouver is expected to achieve a growth rate of 3.5 percent over the next four years, making it one of the fastest-growing economies in North America

Vancouver’s digital entertainment and interactive media sector is closely connected to its burgeoning tech industry. Various screen-based productions fall under this umbrella, including film and television production and visual effects firms, totalling around 1,000 businesses. Furthermore, Vancouver now boasts the largest visual effects and animation cluster in the world.

There are a number of reasons why this industry is thriving: Vancouver’s artistic atmosphere, plus its close proximity to Los Angeles and Silicon Valley, have long been a lure for young creatives, which has readily allowed the city to gather top talent. Furthermore, highly competitive tax incentives combined with a stimulating and beautiful natural environment provides a high quality of life and the creative inspiration on which such industries thrive.

Green leader
The city is also leading the way in the fight against climate change. Vancouver aims to become the greenest city in the world by 2020 through its Greenest City 2020 Action Plan; a strategy led by the VEC that, among other things, aims to double the number of jobs related to green, local food production. The initiative also includes an accelerator programme for clean technology start-ups, a demonstration programme allowing companies to access city resources for trial opportunities, and a digital platform to connect solution providers with companies seeking to ‘green up’ their operations.

Vancouver recognises that the fight to protect the environment is a global one. Now known as a major cleantech hub, with hundreds of such companies boasting global and cross-sectoral expertise, the city is a leading force in cleanteach innovation, especially in fuel cell solutions, power electronics and wastewater treatment technologies. As the economies of East Asia begin to place increasing concern on environmental issues, Vancouver’s location on the coast of the Pacific Rim gives the sector access to vital export markets.

The VEC is proud of its unique and dynamic city. Vancouver is a vibrant 21st-century hub that is attracting smart talent, smart capital and smart businesses – and, as North America’s Asia Pacific gateway, it is perfectly positioned to take advantage of global trade and capital flows.

What globalisation has taught investors

The health of the global economy is built on complex systems of finance, enormous stockpiles of data and the shared principle of prosperity. And while this mindset has been warmly embraced by the majority, the path to this line of thinking requires a deep understanding of the systems in place, not to mention a great deal of patience. Contained in these finer points, I believe, are the roots of the so-called agency problem.

This theory, which is closely associated with corporate finance, describes a conflict of interest inherent in any relationship where one party is expected to act in another’s best interests. In this instance, global leaders with limited understanding of economic rules pretend to have easy – and seemingly magical – solutions to the world’s problems. My advice is to keep in mind the limitations. It’s not my intention to judge their true will, although to me this makes no difference. I may have all the willingness in world to perform surgery on a person, yet I’ve never been trained for such a task. Would you accept my offer, with your decision based solely on my willingness?

Growing complexity
Nowadays, financial structures are complex and able to address most requirement. On top of that, there is such an excess of cash globally that there will likely be an investor for almost any level of risk. This does not change the basic rule for the use of any resource: that it should return enough to comfort the partners of the venture. It’s that simple.

Innovation cannot create free capital. There is no such notion and there never will be. So understanding the limitations of the system marks a crucial step on the road to developing an appropriate economic strategy. Accepting also that prosperity is a result of knowledge and effort, among other important factors, and in the right combination, creates the appropriate framework for developing a sound economic system. Leadership without strategy and financial engineering without understanding are essentially meaningless, and one without the other simply leads to financial cachexia and instability.

Globalisation has divided the world in four parts. Western Europe and North America are the main consumption areas, while Asia has been the world’s factory floor

The last financial crisis in 2008 revealed several interesting truths. Maybe the most important of those was the fact that what we then called globalisation had already inflicted major changes and on a huge scale. Really how many of us realised that suddenly we had more G20 meetings within 12 months than we did G7 meetings in the previous few years? It was unclear then what the central issue these meetings were looking to address. One answer could be that global instability brought the issue of sovereignty into focus. In other words, governments would now face problems issuing new debt and, quite possibly, the consumers of this world – Western Europe and North America included – would need to reduce their consumption as a result. An issue like this is a global one and must be addressed immediately.

My view is that the G20 decided to focus on sovereignty issues first and only at a later stage did they hone in on the debt-to-GDP ratio in a way that would minimise the impact on consumers’ day-to-day lives. In other words, I believe they decided to kick the can down the road for several years to come. Maybe that was their initial decision, maybe that was the play up until now, but it seems the game has changed recently.

The globalisation effect
Globalisation has divided the world in four parts. Western Europe and North America are the main consumption areas, and well in excess of 70 percent of total energy is consumed in this area. Asia, meanwhile, has been the world’s factory floor for quite some time, while the rest is surviving mostly on raw materials and physical resources.

Although this is a very rough description of a very complex system, I feel both the relationship between the regions and the impact of globalisation is clear. My initial thinking here was that the globe should react cautiously and take all the necessary measures to adjust economic activity, everyday life and investments, in a manner that might more easily suit all participants. It seems I was more romantic than I should have been. Globalisation is an economic notion, not a culture.

Nowadays we see an alteration in the pattern. The interest in a global equilibrium has been diminishing, whereas the focus on localised effects has increased. There have been numerous signs of this policy alteration in practice, but recent evidence stemming from China is the most compelling. Remember, Asia is the factory of the world, and if there is any one single priority for a factory then it is to keep things running at full capacity. Keeping tabs on differing prices is an essential element in this task. When it comes to global prices, few factors are more important than currency value – the rest is history – and a movement in that area could trigger a price war, provided several economies could conceivably compete for that extra euro or dollar from any one area of consumption.

I may be proven wrong, but I believe that China took some precautions against the possibility of a consumption slowdown, and equity markets have adjusted accordingly for the possibility of any sudden price movements. The country has also accounted for lower prices, earnings and a generally worse economic environment, with commodities prices pointing in the same direction. Looking at the facts, it seems the road ahead could be bumpy.

Dealing with assets
Having worked for more than 20 years in asset management, it has made me consider all the more why investing can prove a dangerous game even for the most well equipped participants. Reacting, as opposed to studying and acting, is a common mistake, while the underestimation of risk is another. The use of debt, meanwhile, in overleveraged positions may become unsustainable.

In general, ignorance is an important factor in taking the wrong first step. Having assumed a position it is essential to be patient. Markets can move in either direction for some time, and research has proven that it is not possible to time the markets.

Being confident and having patience for well-studied positions is a must. But one should go back to ignorance. The important question to ask are whether the underlying risks of an investment are known, to consider the difference between a winning company and a press favourite – although who’s to say newspapers don’t appreciate the fundamentals of any one company. An investor has to accept their ignorance first and invest later – in some cases years later. Another critical and often underestimated characteristic in the world of investment is patience. Given that you know most of the ‘whys’ of an investment, you must wait for the appropriate time to move on. No, you can’t time the market but you can avoid going against it. I only mean that the wrong sentiment can drive prices at lower levels in the short run and this ‘short run’ could last for two or three years, so make sure the trend of the market is compatible with your interpretation.

Another reason for staying patient is key to understanding investments, not least equity investments. Plans take time to materialise, earnings are announced quarterly and branding takes longer still. On top of that, all traded assets are branded as investments, which is in most cases separate from the company brand to a certain extend. Finally, investors would be wise to utilise their memory, and remembering ‘things’ can be very important – good issues as well as bad. Names, career histories and specific situations can prove as critical as deep fundamental analysis. History repeats itself and financial markets have their own history of crimes, wars and evolutionary legends. After all, investing is as much a science as it is an art.

In this case, global diversification, low volatility and discipline are essential elements in our investment strategy. Although globalisation has strengthened the relationship between markets, global diversification remains the surest means of creating a stable, modern portfolio. On the other hand, low volatility investments are seen as an extra precaution in what is a volatile marketplace. Discipline in investment is like the brakes of a car: you don’t know their importance until you need to stop.

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In spite of tough conditions, the Greek insurance sector is staying on course

According to a recent economic forecast by the OECD, Greece is set to ‘gain momentum’ in the latter half of 2016 off the back of increased rates of Chinese investment, something that has helped investor confidence. Investors are no doubt happy to see a number of much-needed structural reforms being implemented that will serve the country, boosting exports and increasing foreign direct investment.

Problems still remain, however; with the OECD noting that the low rate of inflation in the country is the result of a state economy in disarray. The international organisation also mentioned that ‘unemployment will decline’, but only slightly, emphasising the ‘importance of poverty reduction efforts’ in Greece.

Return of the underdog
Many people enjoy discussing the downfall of Greece, a country whose debt to GDP sat at 175.1 percent in 2013, according to data compiled by Eurostat, and whose economic future looks bleak. But despite the Greek economy slipping back into recession in the third quarter of 2015 – after managing to momentarily pull growth out of the abyss near end of 2014 – there are some positive signs beginning to appear, including in the corporate sector.

INTERAMERICAN – one of the top key players in the Greek insurance market – is showing positive signs of growth by continuously reshaping its business in accordance with the new digital era. In the last five years, despite the challenging economic and regulatory environment, the company has succeeded in differentiating from its peers, thanks to key investment decisions in innovation and technology.

The company belongs to the largest Dutch insurance Group, Achmea, which has a co-operative holding identity and 200 years of history. It also has a leading position in the Dutch market and is an innovative player in selected markets including Greece, Turkey, Slovakia, Ireland and Australia.By providing products and services of added value for the society as a whole, INTERAMERICAN plans to become the most trusted insurer for its customers. It has a multi-distribution strategy, which is based on three strategic pillars: innovation, digitalisation and optimisation via lean procedures. John Kantoros, Chief Operations Manager at INTERANMERICAN, said: “The company provides it’s digital experience to large agencies, via its digital infrastructures, seeking the optimal collaboration.”

INTERAMERICAN is showing positive signs of growth by continuously reshaping its business in accordance with the new digital era

During the last five years, the investments carried out in technology exceeded €20m. That money has been used to provide a unique customer experience across all of INTERAMERICAN’s digital platforms. The influx of investment has helped the company enhance the productivity of all its sales networks.
It has also helped it harness the power of Big Data in order to improve business and customer intelligence, while simultaneously reducing operating costs, allowing it to create more attractive products for its customers.

“Close collaboration between business and IT has assisted to implement various digital projects, such as the use of telematics in motor business – a pay-as-you-drive concept – which offers the opportunity to provide an insurance coverage connected to the kilometres driven from the insured, ‘360° customer view’ project, investing in platforms (MDM &CRM) to ensure data quality and customer service, the integrated information system ‘OnE’, achieve operational excellence in non-life business”, explained Xenophon Liapakis, Chief Information Officer at INTERAMERICAN.

Implementing a digital revolution
On top of all this, the company’s other projects included in this digital ‘revolution’ are things like motor insurance for the first self-driving vehicle of the CityMobil2 project in Northern Greece or the shopassurance model which uses new technologies to track and activate the insurance product and also serves to expand INTERAMERICAN’s distribution channels. In the meantime, on-line direct channel Anytime, the first digital insurance brand introduced in the Greek market – is constantly growing, and last August the goal of insuring 250,000 people was achieved. Some of Anytime’s innovative functions include new portal architecture and enhancing user experience via online issuing in less than five minutes.

At the same time, the impressive ‘digital office’ crated for the company’s sales partners is also available on smart phones and tablets and permits them to do business 24/7, as well as decreasing their administrative costs. The question right now for the Greek insurance industry, according to INTERAMERICAN, is how well it is prepared to respond to the new behavioural patterns of consumers in this new volatile, dynamic environment, and change it into an opportunity. INTERAMERICAN has always been the key player and is planning to continue treating all its stakeholders, clients, partners and the wide society, in a balanced way. The company hopes to continue delivering value to each and everyone involved, expanding into new markets and increasing its competitiveness, all in a human-friendly high-tech environment.