Banks need to go beyond their fixation on old white men to connect with a new generation of wealth owners around the world. Originally delivered at the NextBank Asia 2013 conference in Hong Kong.

1. Beyond old, white men:
Marketing to the emerging generation of wealth owners.
2013.04.16.

2. There’s a big
opportunity
out there.

3. If we can get over
our fixation on
old white men.

4. Agenda:
The fixation.
The opportunity.
Three principles.

5. Agenda:
The fixation.
The opportunity.
Three principles.

6. Banking is fixated
on old white men.

12. When it comes to
money, old white
men run deeper.

21. Old white men
are not just on
our money.
They run our
money too.

25. Banking is fixated
on old white men.

26. How do banks view
the rest of us?

34. STFU

39. +

40. High-rate mortgages among borrowers with good credit score.
25%
21% 20%
19%
15%
10%
6% 5%
0%
White Latino Black

49. ✔ Handbag theft insurance €200 ✔ Handbag theft insurance €400
✔ Roadside assistance hotline ✔ Roadside assistance hotline
✔ Handyman hotline ✔ Handyman hotline

50. Superficial. Biased. Condescending.

51. Agenda:
The fixation.
The opportunity.
Three principles.

52. Last year Asia-Pacific became the largest region for HNWIs.
HNWI population by region, millions.
4.0
3.4 3.4 3.5
3.2
3.0
2.5
2.0
1.5
1.0
0.5 0.5
0.5
0.1
-
Africa Middle Latin Europe North Asia
East America America Pacific

53. Median age of millionaires.
54 39 USA CHINA

54. Gender of millionaires.
27% WOMEN

55. The World’s largest opportunity.
$14.0tn
$5.9tn
$1.7tn
India’s GDP China’s GDP Female income

56. Agenda:
The fixation.
The opportunity.
Three principles.

57. Principle #1:
Treat me as an equal.

68. Principle #2:
Understand my culture.

70. North America Asia

72. North America Asia

76. Principle #3:
Go below the surface.

81. Stanchart Breeze Future

82. Stanchart x Wharton

83. Stanchart x Wharton

84. Stanchart x Wharton

85. Connecting with the emerging generation of wealth owners.
Principle #1:
Treat me as
an equal.

86. Connecting with the emerging generation of wealth owners.
Principle #1: Principle #2:
Treat me as Understand
an equal. my culture.

87. Connecting with the emerging generation of wealth owners.
Principle #1: Principle #2: Principle #3:
Treat me as Understand Go below
an equal. my culture. the surface.

88. subha@shiftpartners.com
BEIJING HONG KONG SINGAPORE
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