Calvin Goon

Head, Affluent Segment of RHB Banking Group

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“The Malaysian banks are pursuing SMEs as part of an expanded mandate to help grow its affluent base,” said Mr. Calvin Goon, Head of Affluent Division of RHB Banking Group.

Rising above economic challenges, growing the affluent target segment Mr. Calvin Goon, Head of Affluent Division of RHB Banking Group explains how to move the market forward during challenging times.

It is no secret that industry observers of Malaysia’s wealth management landscape believe that the next decade will be increasingly challenging for the high net worth (HNW) individuals who are constantly seeking higher yields while grappling with an uncertain economic outlook. Factors such as the growing complexity in China’s credit space, Brexit and the Euro uncertainty are cause for major concerns as with the issue of central banks shifting gear from accommodative to tightening which pose serious challenges to banks in moving the affluent market forward.

High net worth individuals from Malaysia and around the world are concerned with three main issues, namely inheritance, global economy and tax. In turn, banks are looking to introduce new propositions, products and solutions to address clients’ concerns. Looking to small- and medium-sized enterprise space (SMEs), there are many untapped opportunities for the banks to work on.

“These clients are more sophisticated and will demand customised products and solutions. They prefer more attentive services due to the nature of their business.”

“The Malaysian banks are pursuing SMEs as part of an expanded mandate to help grow its affluent base,” Mr. Calvin Goon, Head of Affluent Division of RHB Banking Group says. “The potential synergy will be beneficial during this challenging period.”

Taking into consideration this group of SMEs as well as the HNW investors, a more specialised and personalised approach is required. In line with this, RHB Bank created the Private Clients and Business Services segment to hold their assets that are in excess of USD1 million and above.

“These clients are more sophisticated and will demand customised products and solutions,” explains Mr. Calvin Goon. “They prefer more attentive services due to the nature of their business.”

Growing the affluent market means working harder for the clients with customised solutions. The engagement between the bank and these clients is vital, as it boils down to the overall client experience and the impression built from these efforts. It inevitably means not losing any of their capital while seeking returns.

With the inflation surge becoming a global phenomenon, Malaysians also find their incomes eroding from the depreciation of the Ringgit over the past few years. The solution to this could very well be linked to foreign currencies. By providing the benefits of diversification and lessening of risks, these measures could verily mitigate the rising economic challenges.

跨建这个高端市场意味着需要更加努力与更全面为顾客提供专属的金融服务。

在经济挑战中崛起，跨展高端富裕客户为目标市场。阮晨祐,兴业银行集团（RHB Banking Group）高端市场部门资深副总裁解释如何在充满挑战性的市场中前进

马来西亚财富管理观察员相信在接下来十年，高净值人士持续在不确定市场前景中寻找更高的利益时会面对更多挑战。市场因素如中国信贷尺度越加繁杂，英国脱欧和欧洲的不稳定导致国家银行实施紧缩政策。如此一来，这使得银行业者为推动高端市场添加更严峻的挑战。

来自马来西亚及世界各地的高净值人士关注三大方面，即遗产税，全球经济及税务。因此，银行业在不断地寻找新的方案及产品来协助顾客，尤其是针对中小型企业市场，银行有很多可发展的机会。

大马的银行业正在积极寻求中小型企业家，来着重发展建其高端客户。阮晨祐说道“这样的合作在这充满挑战的时期会带来双赢的益处”。

针对中小型企业家及高净值的投资者，他们需要更专属及量身定做的方案。了解这样的需求，兴业银行特别创建了私人客户及商业服务给予拥有资产高达美金 100 万或以上的人士。

“这群客户会比较精细及会要求量身定做的产品及财富规划的方案”。阮晨祐解释道。“由于他们日理万机的关系，他们更喜欢细致的服务”。

跨建这个高端市场意味着需要更加努力与更全面为顾客提供专属的金融服务。这需要顾客及银行的紧密互动与了解，以提升顾客的整体体验。这也意味着银行在极力寻求回抽的同时也要确保客户风险偏好及没有任何损失。

由于通货膨胀成为全球性课题，再加上马币近几年来不断贬值，马来西亚人也发觉他们的收入锐减。外币成为主要解决此问题的方法。在提供多元化及加强风险控制，这些措施可以减轻不断上升的经济挑战，并协助客户达到其财富目标。