Wealth in India: HNW Investors 2017

Wealth in India: HNW Investors 2017


"Wealth in India: HNW Investors 2017", analyzes the Indian investment market, with a focus on the HNW segment. The report is based on our proprietary datasets.

The Indian wealth management market is characterized by family business owners and inheritors. A lack of expertise and access to sophisticated investment products are driving uptake of financial advice. However, execution-only services are the most popular. As many Indian wealthy individuals made their wealth through the IT sector, it is unsurprising that demand for automated services is forecast to rise. Wealth managers should develop digital propositions to attract this tech-savvy client segment and meet their high expectations in terms of financial advice. Equities are the preferred asset class, and as economic growth will be strong, demand for this product will continue to rise. The provision of financial planning services is also mandatory.

Specifically the report -
- Sizes the affluent market (both by number of individuals and their demographics) using our proprietary datasets.
- Analyzes which asset classes are favored by Indian investors and how their preferences impact the growth of the total savings and investments market.
- Examines HNW clients attitudes towards non-liquid investments such as property and commodities.


- Family business ownership and inheritance are the most important sources of wealth, reflecting the importance family holds in India.
- Execution-only mandates are the preferred means for investing among Indias HNW individuals, followed by advisory mandates, which are forecast to experience the greatest increase in demand.
- Equities, property, and bonds have come to dominate HNW portfolios. Allocations in these asset classes are forecast to grow in the next 12 months.
- Pension planning will be the priority for HNW investors, along with financial and tax planning.

Reasons to buy

- Benchmark your share of the Indian wealth market against the current market size.
- Forecast your future growth prospects using our projections for the market to 2020.
- Identify your most promising client segment by analyzing penetration of affluent individuals in India.
- Evaluate your HNW proposition by understanding how the Indian tax system will impact HNW clients.
Table of Contents
1.1. Rising levels of affluence have seen Indian HNW investors diversify 3
1.2. Key findings 3
1.3. Critical success factors 3
2.1. Financial services and IT are the primary sources of HNW wealth 9
2.1.1. The bulk of Indian HNW individuals are males above 50 years of age 9
2.1.2. Family business ownership is the leading source of Indian HNW wealth 10
2.1.3. Many HNW investors have built their fortunes through the financial services sector 13
2.1.4. The majority of HNW investors in India hold executive positions 15
2.2. Expats in India account for a lower proportion than the regional average 16
2.2.1. Few HNW individuals in the Indian market are drawn from abroad 16
2.2.2. Investor and entrepreneur visas require relatively low capital 17
2.2.3. Most HNW expats residing in India originate from the US 17
3.1. A lack of expertise drives demand for professional advice 19
3.1.1. HNW investors favor execution-only mandates 19
3.1.2. HNW Indians expect their wealth managers to be highly experienced 20
3.1.3. Indias HNW investors place more than half of their managed wealth with their main wealth manager 22
3.2. The expectation of better returns drives demand for advisory asset management 23
3.2.1. Demand for advisory mandates is strong 23
3.3. The appetite for advice is still on the rise 24
3.3.1. The demand for advisory mandates will strongly increase 24
3.3.2. High expectations are driving demand for advisory mandates 25
3.3.3. A large share of Indian HNW wealth will remain in execution-only platforms 27
4.1. Equity allocations will continue to rise 30
4.1.1. Investors are loyal to equities and bonds 30
4.1.2. Indian HNW clients look for capital growth 31
4.1.3. Capital appreciation opportunities feed HNW appetite for equities 32
4.1.4. Indian HNW individuals enjoy fixed income 33
4.1.5. Bond holdings are driven by the predictability of returns 34
4.1.6. Cash and near-cash allocations are below the regional average 36
4.1.7. Investors desire to maintain liquidity drives allocations into deposits 37
4.1.8. Indian HNW investors are more interested in property than their regional peers 38
4.1.9. Property prices are an important determinant of HNW demand for property 39
4.1.10. Creating a perception of exclusivity is paramount to drive demand for alternatives 40
4.1.11. Perception of exclusivity is the leading driver for investments into alternatives 41
4.1.12. Commodity allocations in India beat the regional average 42
4.1.13. Commodity investments are forecast to decrease 43
5.1. Demand for pension planning services is forecast to increase strongly 46
5.1.1. Demand for financial planning is particularly pronounced 46
5.1.2. Internationally active millionaires require advice on pension matters 47
6.1. Abbreviations and acronyms 49
6.2. Definitions 49
6.2.1. Affluent 49
6.2.2. HNW 49
6.2.3. Liquid assets 49
6.2.4. Mass affluent 50
6.3. Methodology 50
6.3.1. GlobalDatas 2016 Global Wealth Managers Survey 50
6.3.2. GlobalDatas 2015 Global Wealth Managers Survey 50
6.3.3. Global Datas WealthInsight 50
6.3.4. Exchange rates 51
6.4. Bibliography 51
6.5. Further reading 53

List Of Figures

Figure 1: Women remain underrepresented within the Indian HNW population 10
Figure 2: Family assets account for a high proportion of HNW wealth 12
Figure 3: Karvy Private Wealth caters for Indias unique wealth characteristics 13
Figure 4: Indian wealth is largely derived from financial services, IT, and real estate 14
Figure 5: Most Indian HNW investors hold top executive positions 15
Figure 6: The expat population in India is well below the regional average 16
Figure 7: US nationals account for almost half of the Indian expat population 18
Figure 8: Execution-only is significantly more popular in India than the wider region 20
Figure 9: Lack of expertise is the major driver of demand for wealth management services 21
Figure 10: ICICI satisfies Indian HNW investors sophisticated investment needs 22
Figure 11: Almost every Indian HNW investor uses more than one advisor 23
Figure 12: HNW demand is highest for advisory services 24
Figure 13: Advisory asset management will experience the highest increase in demand 25
Figure 14: HNW investors opting for advisory mandates expect higher returns 26
Figure 15: UBS Advice Asia empowers clients through cutting-edge technology 27
Figure 16: Non-financial investments put a strain on wealth managers business 28
Figure 17: FundsIndia caters to individuals who want self-directed services 29
Figure 18: Indian HNW investors portfolios are led by equities 31
Figure 19: Almost three quarters of equity investments are held in funds 32
Figure 20: Equities growth will be driven by capital appreciation opportunities 33
Figure 21: Bonds account for a fifth of HNW portfolios 34
Figure 22: Bond investments are forecast to increase further 35
Figure 23: Cash and near-cash allocations are much lower in India than in the wider region 36
Figure 24: HNW investors use cash products to ensure liquidity 37
Figure 25: Direct holdings are significantly more popular than property funds 38
Figure 26: Investors will shift away from property investments 40
Figure 27: Investors show strong interest in private equity funds 41
Figure 28: Strong growth for Indian alternatives is expected 42
Figure 29: Indian HNW investors commodity allocations are mostly held directly 43
Figure 30: Commodity investments will stagnate over the next year 44
Figure 31: Paytm offers a secure way to invest in gold 45
Figure 32: Financial planning is the priority for Indian HNW investors 47
Figure 33: Wealth managers should lead with pension planning services 48

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