CREATING A HIGH-VALUE BANKING EXPERIENCE FOR AFFLUENT CUSTOMERS

Both the affluent and private banking sectors will continue to grow in 2018. To capitalize on this predicted growth, banks will have

to develop new business models to ensure they can cater to the needs of existing and potential affluent and private banking customers, while operating sustainably.

What will be the burning topics discussed at the event? Multichannel and digital Data and automation New entrants and their impact on profitability Fintech and the rise of robo-advisors Decoupling advisory and products Personalization to redefine the value proposition Changing business models in an evolving market MiFID 2: getting ready to do business under the new Markets in Financial Instruments Directive

Overlap with SME banking: cross-lead generation, customer acquisition

INCREASED KNOWLEDGE AND NETWORKING OPPORTUNITIES! Get more out of your attendance with the SME Banking Summit taking place in parallel, at the same venue! Have a look on: www.efma.com/sme18

#EfmaAPB18

Evy Theunis Senior VP DBS Bank Singapore

Alexis Car Executive Director Premium & Private Banking Raiffeisen Bank International Austria

Laura Comas Private & Premier Business Development Director CaixaBank Spain

Meike Bradbury PhD, VP Robo Advisory Credit Suisse Switzerland

Philippe Wallez Managing Director Retail & Private Banking ING Belgium

Federico Neri VPPoste Italiane Italy

2 AFFLUENT AND PRIVATE BANKING SUMMIT 2016

1 NEW FOR THIS YEAR

3 FEEDBACK FROM PAST DELEGATES

‘VERY GOOD, INTERESTING TOPICS AND SPEAKERS’ Maja Penezic’ Hršak, Chief Key Account Manager, Private Clients Department, Privredna banka Zagreb, Croatia

‘INTERESTING TO KNOW ABOUT THE STRATEGY OF BANKS OUTSIDE MY HOME COUNTRY’ Alessandra Martinoni, Wealth Management, 3rd Party Distribution, Banca Mediolanum, Italy

‘DYNAMIC, INTERESTING PRESENTATION, GREAT ORGANISATION’ Hana Dobre, Head Analyst, Affluent Segment Devel-opment Office, Privredna Banka Zagreb, Croatia

‘DIVERSIFIED, OPEN-MINDED‘ Airiau Etienne-Marie, Deputy Head of Private Banking Axa Banque, France

‘GOOD TOPICS, VERY RELEVANT IN WORLD OF WEALTH MANAGEMENT’ Penelope Bibby, Global Chief Operations Officer, Santander Bank, South Africa

ATTENDEES90

28

SPEAKERS

70%

TOP SENIORS FINANCIAL

76%

INSTITUTIONS

COUNTRIES28

96%OF THE RESPONDENTS

FROM LAST YEAR’S EVENT RECOMMEND THIS EVENT

TO A COLLEAGUE

www.efma.com/affluentprivate18

13–14 JUNE 2018

AFFLUENT AND PRIVATE BANKING SUMMIT KEY REASONS

Get more out of your attendance: in 2018, the Affluent and Private Banking Summit is taking place in parallel with the SME Banking Summit, at the same venue! Enjoy the liberty to find out the latest trends in SME banking by switching sessions free of charge, and network with SME banking experts!

Have a look on:

www.efma.com/sme18

www.efma.com/affluentprivate18

13 JUNE 2018

AFFLUENT AND PRIVATE BANKING SUMMIT PROGRAM

Welcome coffee and registration

Coffee break and networking

8.15

11.00

9.50Why business banking sucks and how Penta is changing that How to build and launch (almost) a bank in less than 12 months. Building a fantastic user experience: learnings and successes The importance of easy KYC and KYB

Ivan Maryasin Senior Marketing Manager Penta Germany

9.25

9.00

The CX afterthought: why your SME & private banking clients sufferCornel Dixon Head of France Backbase Netherlands

10.15

Cross-lead generation Same RM or different RMs for personal and business banking matters? Pros and cons Product bundling

Evy Theunis Senior VP DBS Bank Singapore

& Philippe Wallez Managing Director, Retail & Private Banking ING Belgium & Cornel Dixon Head of France Backbase Netherlands

10.40INTERACTIVE PANEL DISCUSSION: Best practices to leverage synergies between SME and affluent clients

New Rules in the game: Opportunities and challenges, winners and loosers, global leaders and local challengers

There is only one relevant issue: a better customer experience! How to be a real private bank within a universal bank Trends in Personal Banking comparable to retail The challenge of working in best synergy across segments Remote services in Personal Banking

Philippe Wallez Managing Director, Retail & Private Banking ING Belgium

The New World Order Critiquing the size of the SME banking opportunity and market failure, globally and regionally Creating new markets through supply chains, early stage banking, non-financial services, women’s markets Evaluating the rise and sustainability of market place lenders and entry of non-traditional players Strategies in leveraging internal (e.g. corporate, retail, premium/private banking) and external synergies (e.g. market

partnerships) Reviewing the established and emerging best practices in SME and Private & Affluent Banking

Qamar Saleem Global Lead SME Banking Practice International Finance Corporation (USA) Turkey

www.efma.com/affluentprivate18

13 JUNE 2018

AFFLUENT AND PRIVATE BANKING SUMMIT PROGRAM

Lunch and networking

Questions and Answers

12.45

12.25

DBS, digital as a business Introduction to DBS and our digital wealth journey Understanding the client in digital wealth management: identifying the needs and expectations of our wealth clients, and using client insights to align the organisation

Using data to discover, trial and rapidly refine Selected insights from what we have learned about Asian wealth clients, and our response Beyond projects: aligning and transforming the organisation to deliver the needs of the wealth segment as an integrated business

Our aspirations and next challenges

Evy Theunis Executive Director DBS Bank Singapore

11.35

Upscale client experience, delivered digitally

Robo rising

Channel preference vs digital deliveryMalin Hlawatsch Head of Private Swedbank Sweden

The Voice of the Market… and what does it whisper? Which new or disruptive concepts and approaches are looming on the horizon? Some may change the competitive battlefield in the Wealth & Investment Management market. “Food for thought”

to ponder about potential future levers of differentiationPeter Schramme Chief Business Development Officer Objectway Belgium

12.00

15.00

Indosuez Wealth Management and Capgemini: The Power of Partnership With better customer centricity and use of emerging technologies, FinTech firms are revitalizing the FS customer

journey With complementary strengths, FinTechs and incumbents firms enjoy a symbiotic relationship, and FinTechs will most

likely fail if they go it alone Successful collaboration is contingent upon selection of the best partner and engagement model, as well as the

creation of an ecosystem of partners and firms to be ready for future disruption from multinational BigTechs

Pierre Dulon Directeur des Systèmes d’Information, France Crédit Agricole Corporate & Investment Bank France Elias Ghanem Vice President Fintech Continental Europe Capgemini Spain

14.00

Coffee break and networking15.30

www.efma.com/affluentprivate18

13 JUNE 2018

AFFLUENT AND PRIVATE BANKING SUMMIT PROGRAM

End of day 1 - Cocktail party17.30

Catering to different types of client behavior

Merkaat, the market watcher for affluent clients What is Merkaat? Is Merkaat a Roboadvisor like the others? Why is it so convenient for affluent clients? The making of Merkaat

Silvia Cunill Calvet Innovation, Marketing & New Channels Division Director, Member of the Executive Committee Crèdit Andorrà Andorra

Is traditional Private Banking (advisory) the hot new thing? The world is changing - Or is it? What do clients really want?

Martin Gregor Schuricht Managing Director - Private Banking Nykredit Denmark

Positioning of MCB private banking in Mauritius Context – Why MCB and why Mauritius? Evolution of MCB private banking MCB private banking value proposition and uniqueness Our growth strategy Key enablers

Didier Merle Head of Private Banking MCB Mauritius Commercial Bank Mauritius

17.00

16.00

16.30

www.efma.com/affluentprivate18

14 JUNE 2018

AFFLUENT AND PRIVATE BANKING SUMMIT PROGRAM

Welcome coffee

Coffee break and networking

8.15

10.15

Understanding clients and helping clients understand: insights from behavioral finance ESMA provides guidelines on MiFID II suitability requirements: suitability needs to be assessed in the light of behavioral finance findings

Insights into applied behavioral finance risk profiling approaches (e.g. use of graphical visualisation of different possible market scenarios over time in order to assess a client’s risk tolerance) that are revolutionising the advisory/client discussion and the decision-making process

Importance in the industry is growing: this year’s Nobel Prize for Economics was awarded to Richard H. Thaler for his contribution to behavioral economics

Meike Bradbury PhD, VP Robo Advisory Credit Suisse Switzerland

8.30

9.00

9.30

Valore Insieme: Intesa Sanpaolo’s new fee based advisory service Strategy behind this initiative How to steer such a complex project in a large bank How to create a consensus among all stakeholders (clients, salesforce, legal, compliance, etc.) How to promote it Lessons learned

Luca Facchini Provera Head of Affluent Segment, Marketing Intesa Sanpaolo Italy

10.45

Behavioral finance explained

User Experience taylored to affluent segments

What is true UX in wealth management all about – employee and customer perspective Top trends addressing CX in wealth management Employee experience as important as customer experience Key areas to improve EX in wealth management AI as an ally to EX and CX

Anna Sacha Business Solutions Consultant Comarch Poland

11.15

A “postal” affluent client Moving from a trusted friend to a trusted and competent RM Service model turnaround: using compliance as an opportunity for change Tailoring journeys to reinforce relationships

Federico Neri Head of Affluent Segment Poste Italiane Italy

11.40

From asset to relationship manager or how Raiffeisen Bank International (RBI) became MiFID-compliant Challenging initial situation: 7 EU subsidiary banks should be applying the same approach/tool Solution: RBI s securities business in new clothes Outlook & next steps

Alexis Car Executive Director, International Premium & Private Banking Raiffeisen Bank International Austria

Affluent & private clients asset management digitalisation How TreeTop did change its distribution model adding direct distribution in Belgium Digitalization as enabler to serve the full range of investors

Julien Palissot Project Manager TreeTop Asset Management BelgiumKurt Vanhee Director Professional & Customer Services Objectway Italy

www.efma.com/affluentprivate18

14 JUNE 2018

AFFLUENT AND PRIVATE BANKING SUMMIT PROGRAM

End of conference15.30

Refining your business model

WORKSHOP SESSION: 10-step plan to turn big data into a practical profit generator Big data and modelling definitions (predictive, cognitive), standard uses 10-step plan for guaranteed profit, from data inventory and data gap fills through data monetisation to profit

modelling Self diagnostics for dig data readiness in 4 key areas: strategy, organisation, infrastructure and processes

Sandy Vaci Managing Director Bay Devonshire UK (Former Chairman Credit Bank of Moscow, Former CRM Director, Citibank EMEA)

14.30

Coffee break15.00

Lunch and networking12.10

Agile Transformation of the SME Segment How to build a new SME segmentation model with Agile Project management? Team structure, management and dedication for successful results Accomplishments & Key lessons of Yapi Kredi experience

Sander Cansaver Head of SME Banking Product and Business Development, SME Segment Product Management and Business Development Manager Yapi Kredi Bankasi Turkey

13.30

New insight on Trade Finance products for SME – Digi Trade Digitalization of guarantees and letters of credit Simplified Bank’s backoffice processes

Marcin Kwilosz Product Manager Asseco Poland Poland & Marta Mroz-Sipiora Product Manager Asseco Poland Poland

14.00

Decentralised Lending and Financial Application using Smart Contracts How ETHLend is using Smart Contracts to enable p2p lending. What are the benefits of blockchain technology and how can this be applied to financial applications. Why is this new blockchain technology so important.

Stani Kulechov Founder & CEO ETHLend Switzerland

14.15

ATTENDEE’S INFORMATION

Mrs. Ms Mr. / First name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Last name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Job title . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Institution . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . VAT ID number . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Address . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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Email . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Twitter account @ . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Assistant’s information (or person in charge of the registration)

First name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Last name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Tel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . email . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

www.efma.com/affluentprivate18

DATESThe Affluent and Private Banking Summit will begin with a welcome coffee on Wednesday 13 June 2018 at 8.15 and will end on Thursday 14 June around 18.00.

LOCATIONMarriott Rive Gauche Hotel & Conference Center 17 Boulevard Saint Jacques75014 ParisTel. +33 1 40 78 79 00

LANGUAGES All sessions will be held in English

ACCOMMODATIONThis period of the year will be very busy in Paris.

Therefore, we encourage you to book your accommodation at the soonest.As the Marriott is almost fully booked, we recommend you below some hotels nearby the conference venue:• Hotel Montparnasse Daguerre 3*• Hotel Aiglon Paris 4*• Best Western Bretagne Montparnasse 4*

REGISTRATION The registration fee covers participation in the Affluent and Private Banking Summit, documents, lunches and coffee breaks. Registration fees must be paid in full prior to the event. Efma reserves the right to refuse entry to any delegate who has not paid his or her invoice prior to the event. We welcome late-bookers, but

credit card information must be provided. The event is reserved for top-level bankers and space is limited. Please note that the organizers reserve the right to refuse some applications.

CANCELLATION If you cancel your registration before Friday 13 April, it’s free of charge!For a cancellation made between Saturday 14 April and Wednesday 30 May, you will be charged 20% of your registration fee.From Thursday 31 May until the event, you will be charged 100% of your registration fee unless medical certificate provided.If you are really not able to come to the event, please send a substitute delegate as no reimbursement will be made.

By bank transfer to Efma Sarl bank account IBAN: FR 76 1027 8060 4700 0208 2420 111BIC: CMCIFR2A Crédit Mutuel CCM PARIS 17 ÉTOILE 30 Avenue Niel, F- 75017 Paris

By credit card: MasterCard Visa American Express

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REGISTRATION FEE

Efma l 10 Boulevard Haussmann l 75009 Paris l France l Tel: + 33 1 47 42 52 72 l Fax: + 33 1 47 42 56 76 l www.efma.com APE: 5819Z l VAT ID: FR 38 313 062 788 l Efma sarl company with registered capital of EUR 15,000 l RC Paris 313 062 788In accordance with Article 27 of the law on the processing of personal data of 6.1.78, the information which you are requested to provide is necessary to enable us to process your registration and is intended for Efma’s services. You may access this information and request that it be rectified if necessary.

PRACTICAL INFORMATION

PAYMENT

13–14 JUNE 2018

€0 for Efma 2018 Premium Pass holders — www.efma.com/premiumpass €1,920 for Efma members and associate members €2,880 for representatives of non-member institutions

We strongly advise you to proceed to online registration on www.efma.com/registerapb18If you wish to continue via the form below, please fill it in and send it back to registration@efma.com

Do you plan to join this event with your team? Good news, discounts apply for group registration! Contact registration@efma.com for more details.

Participants 3-9 10-14 15+Discount 10% 30% 40%

AFFLUENT AND PRIVATE BANKING SUMMIT REGISTRATION FORM

I want to pay online using the ePass - www.efma.com/epass Please note 1 ticket is needed to register for each day of the event

VAT included. All registrations are strictly individual.

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