1、1,Western XX FMCBusiness Plan(2004-2007),to be further discussed(Confidential),2,Content,1、Profile of Western XX Asset Management Co.,Ltd.2、Organizational Structure 3、Business Development Strategies 4、Roadmap 5、Assumptions and Forecast 6、Sales Breakdown in 2005,3,1、Profile of Western XX Asset Manage
2、ment Co.,Ltd.,4,Registered Capital and Share Structure,Registered Capital:RMB 100 millionRegistered Place:Pudong District,Shanghai,ChinaProposed Share Structure:Western Securities Co.,Ltd.RMB 40 million Other foreign sponsor RMB 33 million Shaanxi Investment Group Co.,Ltd.RMB 27 million,5,Business S
3、cope,Fund management and investment advisory business in China as permitted by the applicable law.(incl.promotion,sale,issuance and management of investment funds),Other asset management business permitted by the applicable law.,6,Vision,Philosophy and Strategy,Vision,One of the leaders in the great
4、 China wealth management,Philoshophy,Investors benefits are everything,Strategy,Brand,Service and Product all in one,7,Business Goal,Grow the JV into one of the top 5 FMCs in China,in the following three categories:Profitability Fund Performance Total AUM Professionalism,8,2、Organizational Structure
5、,9,FMCs Organization Chart(at the beginning),CEO(1),CMO(1),CIO(1),CEO/COO(1),Sales&CustomerService(5),Marketing&Productdevelopment(3),Head of Compliance(1),R&D(5),Fund Manager(2),BODChairman(1),Trader(2),FundAccount-ing&TA(3),IT(2),Admin&HR(2),Auditing&Compliance(2),32 persons in the 1st year(propos
6、ed),10,FMCs Organizational Chart(in 3 years),Customer Service Dept.,CMO,CIO,COO,Fund Manage-ment Dept.,Fund dealing Dept.,R&DDept.,CEO,TA,IT Dept.,HR&Admin.Dept.,FundSales Dept.,Marketing Dept.,Strategy research,Finance engineer-ing,Industry&Company research,Centraldealing room,Call center,FundAccou
7、nt-ing,Market-ing&Productdevelop-ment,Direct sale,Agency sale,OA,Systemmaintain-ence,Complianceoffice,Auditing&Supervis-ing,Info.disclosure,Head of Compliance,11,Structure of Governance,Board of directors,Qualification examination and compensationcommittee,CEO,The shareholders meeting,Board of super
8、visors,The compliance committee,Head of Compliance,12,Structure of Business Operation,CEO,Investment decision committee,Risk control committee,Fund appraisal group,CMO,CIO,COO,Head of Compliance,13,3、Business Development Strategies,14,Adding long-term value,DistributionChannelsClients baseLocal mark
9、et acknowledgement,22 branches,strategic cooperation with ICBC,CCB etc.700，000 individual clients,main institutional clients exceed 400 Excellent performance record,good reputation,Strong government support,Opportunities from the development of western China,ProfessionalismInternational experiencePr
10、oductdevelopment,International standard in FM.International management teamFund product innovation&importation,15,Outsourcing,Value-addedbusiness,Market Segmentation,Product Design,Promotion/Fund Distribution,Research and Development,Fund Transaction/Investment Management,Risk Control/Performance ev
11、aluation,Non value-addedbusiness,Compliance,HR/Administration,IT Maintenance,Customer Service,TA/Fund accounting,Internal Audit,Outsourcing to the reliable third-party,16,Market Segmentation,Market analysis Market volume 182 billion units in 2003 Growth rate Aver.annual growth rate 50%New opportunit
12、ies QFII,National Security Funds asset allocation Deregulation in fund issuance procedureCustomer segmentationInstitutional v.s.Individual clients 40%v.s.60%(estimate)Internal sales package A.M.clients transfer into funds holders,17,Customer Needs Anlysis,18,Identifying the needs of domestic custome
13、rs Institutional clients:Fixed income,low risk,cash flow management Individuals clients:Growth,Small and middle cap,active managementFee Structure varies according to client base Institutional clients:Low subscription and redemption feeIndividuals clients:Varies according to the period of holdingDec
14、iding on distribution channels,depending on target groupsInstitutional clients:Direct sales/custodian bank recommendationIndividuals clients:Agency sales via banks,securities houses etc.,Customer Segmentation,19,Product Strategy,Present fund products Equity,bond,balance,hybrid,index,money market,gua
15、ranty etc.Competition products Deposit,fund biding insurance,asset management,trust,underground fund etc.Development plan Meet the needs of main clients group Product frame Based on capital market environment Image/Brand,20,Guaranty Fund,Money Market Fund,Bond Fund,Balance Fund,High Risk Low,Equity
16、Fund,Low Return High,Product Frame,Fund Type,21,Distrubution,Distribution methodsDirect sales to main institutional clients Agency sales through agency banks,securities firms,China Unionpay etc.E-business through website and call centerDistribution channelsPresent channels banks,securities firms,internet etc.Channels selection 3-4 commercial banks,10 sec.firmsIncentive scheme front-load fee kickbacksBinding promotion flight tickets,insurance,credit card,lottery etc.,22,Investment Management,Inve
