Stefan Schulze, senior sales and product manager at Scoach, explains to Hubbis why the European exchange platform is reaching out to the Asian market with new opportunities to invest in structured products on a global basis.

Marc Van de Walle, managing director and global head of products at Bank of Singapore, talks to Hubbis about how the organisation's product platform is structured and reveals the priorities for developing it further.

Michael Hartweg of EFG Financial Products describes the benefits such as flexibility and transparency of using structured products.

Paul Hodes, head of wealth management for the consumer bank at Citibank in Asia Pacific, reveals the bank's success story in delivering value to clients.

Dennis Harhalakis, head of products and services, private banking at Chinatrust Commercial Bank, talks to Hubbis about the bank's approach to advising its clients, as well as around fees.

Simpler products and more alignment of industry initiatives around marketing activities and education are key priorities for industry players in 2013.

Banks and IFAs looking to generate interest amongst retail customers in mutual funds and insurance products are likely to retain the distribution model, looking at embedding advice into products they offer.

Bruno Lee, regional head of retail for Fidelity Worldwide Investment in Asia Pacific ex-Japan, tells Hubbis how the firm is now targeting end-clients directly with what it believes is a new way to distribute a broader offering of mutual funds.

Having in place investment processes and generating performance which meet client expectations are a result of taking a client-centric approach, according to panel speakers at Hubbis' inaugural Independent Wealth Management Forum 2013 in Singapore in mid-March.

Pius Zgraggen of OLZ & Partners explains why European investors and family offices should consider investing in Asia, including how they can do it and what to be aware of.

Discretionary portfolio management (DPM) has not yet been fully accepted by clients and become widespread within Asia’s flourishing private banking and wealth management industry. Ways to address this issue include understanding what sorts of relationships will work for different clients, identifying ways to help them preserve their wealth, as well as open architecture, increased transparency and accountability, and flexibility around fees.

In today’s difficult environment, many wealth management firms in Asia are struggling to establish trust-based relationships with clients that are stable enough to ensure those clients opt for discretionary mandates. Onboarding the people with the right profiles and skillsets can help with this, along with minimising turnover or churn of advisers within the organisation. In addition, communication and understanding your clients are both key to trust-based relationships – rather than simply offering them what you think they need.

In order to develop a winning discretionary portfolio management (DPM) offering in Asia, organisations and their advisers need to be aware of the various ways in which the general culture, expectations, and preferences of wealthy Asian clients differ from those of wealthy clients elsewhere in the world.

Chris Van Aeken, chief executive officer of Bank Morgan Stanley AG, and head of products and services, international wealth management at Morgan Stanley, explains to Hubbis the increasing importance of a more focused and client-centric product and advisory offering, especially given uncertain and volatile markets.

Choon Nean Chong, director, private client services at Jardine Lloyd Thompson, talks to Hubbis about recent innovations by insurance companies in terms of product features to cater to evolving demand, especially in the high net worth segment.

Freddie Chen, managing director of China Asset Management (Hong Kong) Limited, talks to Hubbis about the various product development initiatives the firm has in place to create new opportunities for foreign investors to access China, especially the RQFII ETF.

Ernst Roth, managing director of theScreener in Singapore, talks to Hubbis about the firm’s offering in the equities space, and outlines the value it provides for the wealth management industry.

Mandeep Nalwa, chief executive officer and founder of Taurus Wealth Advisors, the independent asset management company, talks to Hubbis about the importance of clients opting for an advisory-led approach rather than trying to be self-directed.

Neil Robson of Threadneedle Investments looks at opportunities and considerations for investing in Asian and global equities in 2013.

Advisers in Indonesia must take time to properly assist clients in setting their return expectations.

Arjan de Boer, managing director and head of private banking, North Asia, at ABN AMRO Private Banking, talks to Hubbis about the growing opportunities for discretionary portfolio management (DPM) in the region, as well as the components of a successful DPM offering that will appeal to – and manage the expectations of – Asian clients.

Neil Robson of Threadneedle Investments explains his outlook for investing in various equities markets around the world.

Amelie Remond, head of business development, private banks, Singapore and Hong Kong, at Aberdeen Asset Management Asia, explains to Hubbis how product providers and private banks can work together more closely – and effectively – to develop offerings in line with genuine client needs and shifting market circumstances.

Delivering solid investment advice that manages client expectations and builds trust comes down to advisers having open and realistic conversations with clients about products, strategies and other topics they know, says Sen Sui, senior director and head of markets and investment solutions for Credit Agricole Private Banking in Asia.

As the importance of income looks set to stay, Charles Chui, director, asset management at Falcon Private Bank, looks at some of the current opportunities and considerations for investors.

Steve Chiu, managing director at Bosera Asset Management, talks to Hubbis about the approach investors should take when investing in China and getting access to RMB assets.

Henry Wong of BEA Union Investment Management Limited looks at some of the main trends in the appetite for Asian bonds and other income products, and explains some of the factors influencing this.

Jane Leung of iShares discusses the considerations around how investors should use ETFs in their portfolios, including the importance of fees.

Jean-Luc Freymond, chief executive officer of SAGE SA, talks to Hubbis about how wealth management organisations should look to enhance their systems to optimise portfolios and better-manage risk, and in turn enhance performance.