摘要
中国的私人银行业务尚处于起步阶段,盈利模式的抉择是首先要解决的问题。目前,全球私人银行盈利模式分为两种:一种为手续费型模式,即以佣金为主要收入来源,鼓励客户经理多销售产品,着眼于销售业绩提升,这种模式盛行于北美;另一种为管理费型模式,以管理费为主要收入来源,是全面的理财规划,致力于建立并维护长期客户关系,较多存在于西欧。本文研究发现,这两种模式在文化背景、客户特征、产品供给、收费方式、经营策略、经营效果诸方面都存在较大差异。对于财富初创期的富裕客户而言,客户对财富的快速增值有强烈需求,这时手续费型模式是相对适合的业务模式,但是当财富达到相当规模后,超富裕客户的需求转变为财富的保值与转移,而此时,管理费型模式能帮助超富裕客户达到稳定的资产管理目的。因此,对不同客户进行盈利模式的配置,是未来中资私人银行需要考虑的一个重要方面。
Currently, private banking in China is still at the initial stage, and the choice of profit-making models turns out to be the first problem to be solved. The optional models include Transaction Based Model and Fee Based Model. The Transaction Based Model takes commission as the main income source and encourages client managers to sell products, focusing on marketing achievement. This model is in vogue in North America. Fee Based Model takes the management fee as the main income source, and depends on long-term customer relations. It generally exists in western Europe. This paper found the differences of the two models in terms of cultural background, client features, product provision, charging manner, management strategies, performance and so on. For those emerging HNWI （High-Net-Wealth Individuals） , who are eager for wealth increment, the Transaction Based Model is suitable for them. For the super-HNWI, whose demands are mainly focused on wealth preservation and transfer, the Fee Based Model can help them achieve the goal of asset management. Therefore, how to arrange different profit-making model to different customers should be considered by the private banking sector in China.
出处
《国际金融研究》
CSSCI
北大核心
2010年第4期60-65,共6页
Studies of International Finance
