SUPPLEMENT NOVEMBER 2003 PROFESSIONAL WEALTH MANAGEMENT SOLUTIONS FOR EUROPEAN DISTRIBUTORS DISTRIBUTORS’ GUIDE TO OPEN ARCHITECTURE SPONSORED BY OPEN ARCHITECTURE SUPPLEMENT NOVEMBER 2003 CONTENTS INTRODUCTION 4 SLEEPING WITH THE ENEMY Many banks and insurance companies have been forced to sell the funds of rival providers, while others have done so because it makes commercial sense. Yuri Bender examines the internal group politics which often decide the degree of ‘open architecture’ allowed in a European financial services group 8 GOOD ENOUGH FOR THE TOP BANKS Who wants to be a ‘preferred provider’? How important are commission rebates? Is performance the main driver? Niche and mainstream fund groups explain the details behind the fund manager selection process to Roxane McMeeken RESULTS 10 WHAT THE DISTRIBUTORS SAY PWM’s research results from institutions in 12 European countries shows which external fund groups are being chosen by banks and insurance companies, and for which reasons LISTINGS 22 FUND BY FUND Statistical data from Standard & Poor’s provides one, three and five year performance figures plus benchmarks for every fund chosen by our panel of European distributors Supplement to Professional Wealth Management Published by Financial Times Business Ltd, Tabernacle Court, 16-28 Tabernacle Street, London EC2A 4DD, UK Tel: +44 (0)20 7382 8000. Fax: +44 (0)20 7382 8525 Website: www.pwmnet.com Annual subscriptions: £195/€312 Editor: Yuri Bender +44 (0)20 7382 8608, e-mail:
[email protected] Deputy Editor: Roxane McMeeken +44 (0)20