Wealth in Hong Kong: HNW Investors 2018

Wealth in Hong Kong: HNW Investors 2018


"Wealth in Hong Kong: HNW Investors 2018", report analyzes the investing preferences and portfolio allocation of HNW investors resident in Hong Kong. The report is based on our proprietary Global Wealth Managers Survey.

The established nature of the Hong Kong market makes it larger and more diversified than is common in the rest of Asia Pacific, with a strong element of offshore wealth management. Local HNW investors have mainly sourced their wealth through a mixture of entrepreneurship and earned income. Convenience is an important factor driving uptake of professional advice. While advisory mandates dominate, this is changing and we are seeing greater uptake of discretionary mandates, in part driven by expats. The average portfolio is heavily invested into equities, but bonds and alternatives will grow. We forecast a bias towards defensive assets.

Specifically, the report -
- profiles the average HNW investor in terms of their demographics and analyzes the expat opportunity in Hong Kong
- analyzes which wealth management mandates are preferred among HNW investors in Hong Kong and how demand will develop looking forward
- examines the allocation of HNW investors portfolios into different asset classes and how this allocation is expected to develop in the future
- analyzes HNW investors propensity to invest offshore, their preferred booking centers, and the asset classes as well as Hong Kongs standing as an offshore center
- analyzes the wealth and investment management product and service demand among HNW investors in Hong Kong.


- Constituting 22,000 individuals, the HNW female segment is predicted to grow strongly as demography and changing social mores reshape Hong Kong.
- 42.8% of the local HNW population are non-nationals, making the expat opportunity a significant one.
- 6% of offshore wealth from the wider region is booked in Hong Kong, but one of the centers key appeals - client anonymity - will be under pressure from the Common Reporting Standard (CRS).
- 31% of HNW wealth is held in bonds, making it the preferred asset class, closely followed by equities (30%); the former and alternatives are forecast to show the steepest increase in demand.
- An increased focus on tax evasion following the introduction of the CRS will drive demand for tax advisory services in the short term, while a focus on discretionary service is a must in the long term.

Reasons to buy

- Develop and enhance your client targeting strategies using our data on HNW profiles and sources of wealth.
- Give your marketing strategies the edge required and capture new clients using insights from our data on HNW investors preferences for the various styles of asset management.
- Tailor your investment product portfolio to match the current and future demand for different asset classes among HNW individuals.
- Develop your service proposition to match the service and product demand expressed by HNW investors in Hong Kong and react proactively to the forecasted change in demand.

1.1. The HNW investor base is diversified, with large elements of offshore 2
1.2. Key findings 2
1.3. Critical success factors 2
2.1. Hong Kongs wealth market requires a keen competitive edge 9
2.2. Demographics: professionals employed in the financial services industry represent a lucrative target market 9
2.3. Expats: Wealth managers in Hong Kong must have a compelling proposition for the expat opportunity 11
2.4. Investment preferences: lack of time drives uptake of advice 12
2.5. Asset allocation: bonds and alternatives will be on the rise 13
2.6. Offshore preferences: a good investment track record and a wide range of products can entice wealth home 14
2.7. HNW product and service demand: wealth managers need to develop tax capabilities along with a range of discretionary options 15
3.1. Offerings aligned with key sectors will be lucrative in trade, construction, and finance 16
3.1.1. Highly paid executives are not uniformly distributed across the economy 16
3.1.2. Hong Kongs HNW population has long been property- and finance-focused, but has moved away from manufacturing 17
3.2. There are more than 22,000 HNW women in Hong Kong 18
3.2.1. Wealth held by women is on a long-term growth path in Hong Kong 18
3.2.2. Tailoring a proposition to HNW women in Hong Kong requires a look at family wealth 19
4.1. Catering to the expat market requires serving business executives 21
4.1.1. The bulk of HNW expats are in Hong Kong only temporarily, requiring rapid response 21
4.1.2. Highlighting the extensive array of investment options will pull expat assets to advisors 23
4.1.3. Wealth managers must be prepared to cater to the needs of HNW investors looking to migrate to Hong Kong from the mainland 24
5.1. Hong Kong is below average in discretionary but this will change 28
5.1.1. The current allocation into discretionary mandates is modest but growing 28
5.1.2. Demand for discretionary mandates has been building in Hong Kong since plummeting during the financial crisis 29
5.1.3. Discretionary mandates appeal to those wanting to spend less time on their investments, but who still want that alpha 30
5.1.4. Asset management needs to be part of a bundled service 31
6.1. Hong Kong investors are big on direct bonds and equity 33
6.1.1. Shares and corporate debt are a major part of HNW portfolios 33
6.1.2. The Hong Kong bond market will be spurred on by government, and wealth managers can benefit 34
7.1. Offshore wealth is primarily Asian, but Hong Kong attracts funds from around the world 37
7.1.1. Offshore HNW AUM are concentrated from Greater China, although India is rising 37
7.2. Providing offshore investors with access to real estate investments is essential 39
7.2.1. Stability and well-developed financial markets make HNW offshore clients crucial to private banking business volumes 39
7.2.2. Wealth managers can play up the stability of the market to attract the cash element of the Asian offshore portfolio 39
7.3. Like many offshore centers, CRS implementation is an issue for Hong Kong 42
7.3.1. The top drivers for non-resident investors booking into Hong Kong derive from its safe-haven status 42
8.1. Abbreviations and acronyms 44
8.2. Bibliography 44
8.3. Supplementary data 45
8.4. Definitions 47
8.4.1. Affluent 47
8.4.2. HNW 47
8.4.3. Liquid assets 47
8.5. Methodology 47
8.5.1. GlobalDatas 2017 Global Wealth Managers Survey 47
8.5.2. GlobalDatas 2016 Global Wealth Managers Survey 48
8.5.3. Level of agreement calculation 48
8.5.4. Service level of demand score 48
8.5.5. Forecast level of demand calculation 48
8.6. Further reading 49

List Of Tables

Table 1: Cash and near-cash products: importance of asset allocation drivers 45
Table 2: Equities: importance of asset allocation drivers 45
Table 3: Bonds: importance of asset allocation drivers 45
Table 4: Property: importance of asset allocation drivers 46
Table 5: Commodities: importance of asset allocation drivers 46
Table 6: Alternatives: importance of asset allocation drivers 46

List Of Figures

Figure 1: Hong Kongs wealth market remains male-dominated, but wealth is slowly starting to transfer to women from founding patriarchs 10
Figure 2: The large expat client base is mainly drawn from the Commonwealth or around the region 11
Figure 3: Investors are becoming more risk-averse, with a greater preference for short-term investments 12
Figure 4: Commodities remain out of favor in Hong Kong as bonds go from strength to strength 13
Figure 5: The US and European financial centers entice money out of Hong Kong with better returns and range 14
Figure 6: Strong movement towards discretionary asset management means it should be the focus for all wealth managers 15
Figure 7: The key industries for high-earning executives in Hong Kong are trade and construction 17
Figure 8: Real estate and construction have traditionally generated Hong Kongs fortunes and this remains the case 18
Figure 9: Women in Hong Kong have been major wealth generators for some time 19
Figure 10: Womens wealth in Hong Kong is more aligned to family wealth but that doesnt make them idle heiresses 20
Figure 11: Hong Kong expats are typically in the market for one or two postings before moving on 22
Figure 12: The broader foreign population in Hong Kong is longer-term than HNW expats 23
Figure 13: Hong Kongs superior capital markets attract expat wealth to local wealth managers 24
Figure 14: Greater China figures strongly in the HNW expat community, along with the Commonwealth 25
Figure 15: The bulk of foreigners in Hong Kong are from the rest of Asia 26
Figure 16: Hong Kong, like the rest of Asia, lags in uptake of discretionary mandates 29
Figure 17: Discretionary mandates will be the clear winner in terms of growing demand from HNW clients 30
Figure 18: HNW investors expect time savings and alpha from their discretionary mandates 31
Figure 19: Planning services have strong demand currently but few are expected to grow 32
Figure 20: The stability of fixed-income products is gaining traction among local risk-averse HNW investors 34
Figure 21: Though the Hong Kong bond market remains near an all-time high, the dim sum element has shriveled 36
Figure 22: Hong Kong is among the top offshore financial centers for Asian HNW investors 38
Figure 23: Property and equities dominate the Asian offshore portfolio 40
Figure 24: Hong Kong remains the worlds pre-eminent offshore renminbi booking center 41
Figure 25: Stability and anonymity are big drivers for offshore investors in Hong Kong 43

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