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Mass Affluent Customers in Germany 2001Published by: Datamonitor Published: Jun. 12, 2001 - 145 Pages Table of ContentsEXECUTIVE SUMMARY INTRODUCTION What is this report about? Who is the target reader? How to use this report Trends in the mass affluent customer sector Focus: Customer requirements in the mass affluent sector Competitor dynamics The future decoded and action points Research methodology Use of primary and secondary sources Model for calculating market size and market growth Data finalization, cross-checks and verification Data inconsistencies Definitions Abbreviations General terms Rates of exchange TRENDS IN THE MASS AFFLUENT SECTOR Trends and developments The mass affluent customer sector has grown rapidly Sustained economic growth and a stock market boom have resulted in increasing wealth Changes in customers' investment behavior German financial service providers are increasingly targeting wealthier customers Financial service providers are fighting for the customers' assets The current range of products for mass affluents is often inadequate Opportunities Globalization provides access to other markets Multi-channel distribution is the way ahead for most providers Do you know your customers? - customer relationship management and proximity to customers CUSTOMER NEEDS IN THE MASS AFFLUENT SECTOR Datamonitor's definition of mass affluent customers Definition according to assets and income Customer segmentation Customer analysis according to income Key aspects in the mass affluent customer sector Segmentation according to gross personal annual income Segmentation according to age and stage of life compared to gross income Online access and usage compared to gross income Preferred distribution channels in the mass affluent customer sector Savings behavior and savings goals compared to gross income Competence in money matters and confidence in the supplier compared to gross income Attitude to investments compared to gross income Investment products held compared to gross income COMPETITOR DYNAMICS Introduction Individual customer service by the universal banks Strengths Weaknesses Case Study: Private customer service by the HypoVereinsbank AG Sparkassen and Volks- and Raiffeisenbanken Strengths Weaknesses Case Study: Hamburger Sparkasse Privately-owned banks Strengths Weaknesses Online brokers Strengths Weaknesses Case Study: comdirect Bank AG Independent financial service providers Strengths Weaknesses Case Study: MLP AG Other providers Case Study: DaimlerChrysler Capital Services (debis) Brief comparison of the services provided THE FUTURE DECODED Growth in the mass affluent customer sector of the market Scenario A: Noticeable slow-down Scenario B: Zero growth Scenario C: Another boom Comparison between the scenarios Porter's Five Forces Model: Factors influencing the mass affluent sector ACTION POINTS Introduction Recommendations (c) Datamonitor 2000. All Rights Reserved. AbstractMass Affluent Customers in Germany 2001' discusses one of the hottest topics in German financial services. Having neglected mass affluent customers in the past, many financial services providers have now identified this segment as a key area for growth. The number of German and international providers wanting to develop this segment of their business is getting more and more complex. This report shows you what developments are taking place, what are the key drivers, and who are the players in this market. An in-depth analysis of the mass affluent segment highlights the needs and requirements of this customer group.Get Full Details About This Report >> |
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