Speakers include:
Gary Shaughnessy
Chief Executive Officer, UK Life ZurichPatrick Mill
Managing Director
Alliance Trust Savings
Dean Lamble
Managing Director
Sun Life Direct
John Clougherty
Head of UK Retail
Fidelity Worldwide Investment
Nigel Aston
Managing Director, Head of UK Defined Contribution
State Street Global Advisers
Jonathan Willcocks
Managing Director, Global Head of Retail Sales
M&G Investments
Geoff Towers
Managing Director for UK & International Development
Legal & General
Nick Poyntz-Wright
Head of Insurance FCADavid Thompson
Managing Director ElevateClay Hagland
Managing Director – Head of iShares Marketing (EMEA) BlackRock
Peter Mann
Chief Executive Officer SkandiaStephen Ingledew
Managing Director, Customer & Marketing Standard Life
marketforce.eu.com
The Future of
Distribution in
Financial Services
Adapt, innovate, thrive - future-proof your distribution
strategy with insights from industry leaders
3rd & 4th December 2013
Le Méridien Piccadilly, London
Excellent on content, delighted I attended
Early registration
rates available – book
by 20th September
to save £250
Marketforce’s 8th Annual Conference
BOOK ONLINE
www.marketforce.eu.com/distributionThe delivery of financial products is undergoing transformative change, driven by a new advisory landscape,
widespread platform uptake and the irrepressible march of digital technologies. Firmly established as one of
the UK’s leading retail distribution events, The Future of Distribution in Financial Services provides the perfect
forum for fund managers, life assurers, banks and IFAs to network and share insights into current industry
trends. With insights from a range of senior executives, this event presents an unmissable opportunity for you
to future-proof your business strategy and stay ahead of the competition.
A very worthwhile, informative event
Head of Partnerships, Scottish Life
Great line-up
RDR Implementation Manager, Aviva
Very good...good sessions and speakers
Head of Distribution Relationships, NS&I
Join the debate on twitter using the hashtag #distribution13 or follow @MarketforceIns
Comments from our delegates:
Key reasons to attend
• Discuss strategies for success in a changing
landscape
• Discover the latest technological advances to
stay ahead of the competition
• Find out how the advisory market is changing in
a post-RDR world
• Debate the outlook for financial advisors
• Hear from the experts on how to craft new and
enhanced customer experiences
• Network with key industry players
Key topics to be addressed
• The commercial opportunities presented by a
widening advice gap
• Simplifying the customer journey: the next steps
in D2C distribution
• Sustaining success in an ever-changing
regulatory landscape
• The changing world of platforms: challenges and
solutions for 2014
• Engaging the digital consumer – from HNWIs to
the mass market
• Grasping new opportunities in workplace
marketing
• The evolution of financial advice and adviser
charging
2
3
1
09.00 Welcome address by Juliet Knight, Director, Marketforce
09.05 Chairman’s opening remarks
The evolving distribution landscape
09.10 Customer-centric distribution: the imperative of multi-channel reach
Geoff Towers, Managing Director for UK & International Development, Legal & General
09.30 Commission-free fund management: progress, challenges and the path ahead
John Clougherty, Head of UK Retail, Fidelity Worldwide Investment
09.50 Simplifying the customer journey: the next steps in D2C distribution
Patrick Mill, Managing Director, Alliance Trust Savings 10.10 P2P
!
?
!
P2PPanel Discussion
Setting out a vision for 2014
• Does the widening advice gap present only a threat, or is there
an opportunity?
• Understanding the consumer: what products and channels
work?
• Is digital engagement the key to owning the customer
relationship?
• How are new pricing models affecting the industry? • What new forms of strategic partnership will emerge? • Are non-FS brands ready to roll in? What threat do they pose? • How great a role are aggregator sites likely to play in the
future?
• How will the workplace pensions market develop in the
future?
• Beyond the RDR: what will be the next big thing to shake up
distribution?
Geoff Towers, Managing Director for UK & International Development, Legal & General
John Clougherty, Head of UK Retail, Fidelity Worldwide Investment
Patrick Mill, Managing Director, Alliance Trust Savings
Questions will be taken from the audience throughout the panel discussion
10.40 Advisory session
11.00 Refreshments
Seizing the direct-to-consumer opportunity
11.30 D2C: retailing versus distribution
Dean Lamble, Managing Director, Sun Life Direct
11.50 Breaking down the barriers to direct distribution
• Taking D2C to the mainstream: what are the obstacles? • Exploring new ways to reach and engage customers • How important is personal interaction? What form should it
take?
• How can customer segmentation inform a D2C strategy?
Robin Willison, Head of Direct Sales & Operations, LV=
12.10 The role of D2C in the distribution mix
The decline of bancassurance has focused the attention of product providers on the UK advice gap. Direct-to-consumer would appear the way forward for many, but how does this square with a heavily intermediated business model? In this session, an expert speaker will discuss how Standard Life intends to strike a balance between advice-led and direct distribution, and how this will evolve in the future.
Stephen Ingledew, Managing Director, Customer & Marketing,
Standard Life 12.30 Advisory Session
Andrew Mcquade, Senior Vice President-Head of Insurance,
Polaris Financial Technology
12.50 Questions
13.00 Lunch hosted by Polaris Financial Technology
14.15 Keynote address
Gary Shaughnessy, Chief Executive Officer, UK Life, Zurich
14.35 Questions
Crafting new and enhanced customer experiences
14.40 From mobile to desktop – delivering a seamless digital experience
• How does online engagement differ between devices, products
and customers?
• How can technology optimise the sales process? • Ensuring ease of use: creating customer-friendly tools
Andrew Audry, Head of Digital Services & CBD Lead Future Bank SSD, RBS
15.00 Understanding customer behaviour across channels
Banks are leveraging internal insight on customers to improve product development, marketing and customer communications. In this session an expert speaker will discuss how data can be
used to understand the customer journey through a tangle of touch points – branches, online, mobile, call centres – and how
these paths affect the distribution and purchase of particular products.
Speaker to be confirmed
15.20 Social media – engaging customers and creating loyalty
• Building a social media presence across a range of outlets • What is the potential for social media to become a sales
channel?
• Creating and sustaining a dialogue with customers
Philip Calvert, Founder, IFA Life
15.40 Advisory session
16.00 Questions
16.10 Refreshments
Day 1 - Tuesday 3rd December 2013
The Future ofDistribution in Financial Services
7
8
6
5
Focus on workplace distribution
16.40 Advisory session 17.00 P2P
!
?
!
P2PPanel Discussion
How is workplace distribution set to evolve?
• Auto-enrolment one year on: what progress has been made? • The consultancy fee ban: will employers pay for advice? • What is the role of corporate platforms in facilitating
workplace distribution?
• In what ways can corporate platforms deliver value to different
stakeholders?
• How significant is the business opportunity for both advisers
and providers?
• How can the industry foster deeper employee engagement?
John Lawson, Head of Policy, Pensions & Investments, Aviva Russell Welsh, Director of Distribution, Corporate Benefits,
Friends Life Group
Nigel Aston, Managing Director, Head of UK Defined Contribution, State Street Global Advisors
Paul Bucksey, Managing Director, Head of Defined Contribution Business Development, BlackRock
Questions will be taken from the audience throughout the panel discussion
17.40 Chairman’s closing remarks and end of day one
09.00 Chairman’s opening remarks
The regulatory environment
09.05 An update from the RegulatorNick Poyntz-Wright, Head of Insurance, FCA
09.25 Questions
Understanding the advice opportunity
The RDR is driving change in the priorities and behaviour of consumers, with many choosing to opt out of advice, either partially or completely. In this session, experts will explore the implications of adviser charging for customers, intermediaries and providers, before exploring the commercial opportunities these changes represent.
09.35 Commission-free fund management: progress, challenges and the path ahead
Jonathan Willcocks, Managing Director, Global Head of Retail Sales, M&G Investments
09.50 B2B2C – tailoring distribution to the evolving needs of advisers and their clients
David Thompson, Managing Director, Elevate
10.05 A new high street proposition – putting branch advice back on the agenda
Kim Rebecchi, Sales & Marketing Director, Leeds Building Society
10.20 Advisory session
10.35 Questions
10.45 Refreshments
Platforms under the spotlight
11.10 Gauging the impact of platforms in financial services distribution
Peter Mann, Chief Executive Officer, Skandia
11.30 A fair and transparent deal: charting the rise of execution-only platforms
Mike Morrison, Head of Platform Marketing, AJ Bell
11.50 Advisory session 12.10P2P
!
?
!
P2PPanel Discussion
The changing world of platforms – challenges and solutions for 2014
• How dominant are corporate and D2C platforms likely to
become?
• What are the implications of the platform rebate ban? • To what extent will marketing allowances enable firms to
circumvent adviser charging rules?
• How close are platforms to providing prompt, automated asset
transfers?
• What factors will determine survival in a consolidating
market?
• How can platforms widen their appeal and engage more
customers?
• Execution only: the next frontier for established platforms?
Peter Mann, Chief Executive Officer, Skandia Mike Morrison, Head of Platform Marketing, AJ Bell Bill Vasilieff, Chief Executive Officer, Novia Financial
Questions will be taken from the audience throughout the panel discussion
12.40 Lunch
The importance of corporate image and
brand recognition
13.55 P2P!
?
!
P2PCase Study
iShares: building on brand strength and scale
• Driving an industry leading brand positioning through
customer insight
• The role of thought leadership in building brand strength • Campaign innovations
Clay Hagland, Managing Director – Head of iShares Marketing (EMEA), BlackRock
14.15 Implementing a customer-centric brand strategy
• Putting the focus firmly on the customer
• The impact of brand equity on customer attrition and attraction • Communicating brand values to a fragmented customer base
David Brooks, Marketing Director, AXA Sun Life Direct
14.35 Advisory session
14.55 Questions
15.05 Refreshments
BOOK ONLINE
www.marketforce.eu.com/distributionDay 2 - Wednesday 4th December 2013
The evolving advisory market
15.30 P2P!
?
!
P2PPanel Discussion
The outlook for financial advisers
• How is the ban on commission affecting the provider/adviser
dynamic?
• How has increased awareness of advice costs changed
consumer behaviour?
• Are advisers keeping pace with clients’ technology
requirements?
• How will advisers engage the next generation of consumers? • Restricted versus independent: which model works when? • Is simplified advice a commercially-viable option for firms? • Aiding the transition to paying for advice: how can advisers justify their fees?
• The need for clarity: do investors understand different advice
types?
Andrew Fisher, Chief Executive Officer, Towry
George Higginson, Chief Executive Officer, Sesame Bankhall Group
Helen Turner, Distribution & Development Director, Tenet Group
Max Wright, Chief Executive Officer, Personal Touch Financial Services
Questions will be taken from the audience throughout the panel discussion
16.20 Chairman’s closing remarks and end of conference
Avelo delivers technology solutions that enable financial services providers, intermediaries and consumers to access the information they need, when they need it. We make the industry more efficient, eliminating unnecessary costs and improving the experience for everyone along the way. We help you better serve
your customers – improving satisfaction, fostering greater loyalty
and maximising lifetime value. www.avelo.com
Morningstar is a leading provider of independent investment research. We work with advisers and institutions and we take a partnership approach to deliver a tailored solution that best meets their needs. We leverage our vast data resources, technological capabilities, and fundamental research to deliver innovative solutions that help investors reach their financial goals. corporate.morningstar.com/uk
Polaris is a USD 430 million company, with talent strength of around 13,000 + technology consultants, solution architects, domain and technology experts and presence in 30 countries worldwide. The company owns the most comprehensive product suite, Intellect Global Universal Banking (GUB) 10.0, the first pure play SOA based application suite for Retail, Corporate, Investment banking and Insurance. Polaris provides technology services including SOA Re-engineering, Application development, Implementation, Maintenance, Independent Testing, Integration and BPO. Polaris has been recognised by the world’s top analysts (Forrester and Gartner) as global leaders in banking and insurance software. Recently, Polaris launched FT8012 Design Center in Chennai, India - the world’s first center dedicated to financial technology.
The center was inaugurated by Michael Harte, Group Executive, Enterprise Services and Chief Information Officer, Commonwealth
Bank of Australia. www.polarisft.com
9
Sponsors:
RelATeD evenTS
The Future of Fund Management
27th november 2013 | The Montcalm london Marble ArchInterested in speaking, exhibiting or hosting an event
around the conference?
There are a limited number of opportunities to engage key decision makers through speaking, exhibiting and other tailored packages. For more details, please get in touch:
Email: sponsorenquiries@marketforce.eu.com
Call: +44 (0)20 7760 8685
This one day event explores strategies for success in response to a shifting global landscape, tightening regulation, and changing patterns of wealth. Regularly attracting over 130 delegates, this year’s conference offers a must-attend forum to discuss the key issues of today and tomorrow.
For more information visit
www.marketforce.eu.com/privatebanking
The Future of Private Banking
26th november 2013 | The Montcalm london Marble ArchThis one day conference brings together key players to discuss the strategic implications of changes to distribution, product development, investment strategy and client demand. Featuring a speaker line up
that includes 8 CEO’s and the largest fund managers, The Future of Fund Management will help you navigate the path ahead in this complex and dynamic industry.
For more information visit
www.marketforce.eu.com/fund
Simply return this form to: Marketforce Business Media Ltd | 3 Sutton Lane | London | EC1M 5PU | United Kingdom Telephone us on: +44 (0)20 7760 8699 Fax this form to: +44 (0)20 7490 2296
Book online at: www.marketforce.eu.com/distribution Email us on: conferences@marketforce.eu.com
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The Future of
Distribution in Financial Services
3rd & 4th December 2013 | Le Méridien Piccadilly, London
register on or before 20th September 2013 register on or before 8th November 2013 Standard rate
1 Delegate £1,145 + vAT = £1,374 (€1614) £1,275 + vAT = £1,530 (€1794) £1,395 + vAT= £1,674 (€1974) 2 Delegates £2,290 + vAT = £2,748 (€3,228) £2,550 + vAT =£3,060 (€3,588) £2,790 + vAT = £3,348 (€3,948) 3 Delegates
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