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Key industry reports.

Self Managed Super Funds

Investor Report

Considered to be the most comprehensive research study on SMSF investors available, this Report explores SMSF trustees appetite for products, adviser relationships, use of investment platforms, and their experiences and difficulties in running an SMSF. Research coverage includes:

  • Market size and growth
  • Views and perceptions of regulatory reforms
  • Appetite for products – Investments, investment strategies, goals and behaviour, including
    • Trends/ changes in asset allocation
    • Appetite for gearing with super
    • Detailed analysis of use of cash/ cash products, managed funds, capital protected products, ETFs, separately managed accounts, international investments & retirement income products
    • Drivers, catalysts and barriers to investing, by product type
    • Drivers of switching to another provider
  • Adviser relationships
    • Usage of advisers, and satisfaction by adviser type
    • Unmet advice needs, what SMSF investors would pay to fulfil their unmet advice needs, what this looks like as an overall market opportunity
    • Attitude towards fees paid to advisers, obstacles to using a financial adviser
  • Movement between SMSFs and other super types, including
    • Profile of investors leaving their super funds for SMSFs and reasons behind choice
    • Factors previous super funds could have done to prevent investors from transferring to an SMSF, etc.
  • The drivers, experience and difficulties in running an SMSF
  • Preference for investing on/ off platforms
  • Media usage of SMSF investors
  • SMSF member profile.

Accountant Report

This report will give you an extensive range of valuable insights, including:

  • Views on proposed regulatory reforms
  • Anticipated growth in SMSF market
    • % who advise on SMSFs, and % of total revenue from SMSFs and how this is changing over time
  • Establishment and servicing of SMSFs
    • Reasons for establishing SMSFs
    • Who is driving SMSF establishment? (client/ planner/ accountant)
    • Who provides/ services different aspects of the SMSF process
    • Relationships with planners
    • Functions performed by accountant compared to functions outsourced
    • Barriers and challenges when servicing the SMSF market
  • Fees charged by accountants and amounts paid on to other service providers
  • Functions accountants would like to outsource but currently don’t/ can’t, including how much they would pay for this unmet need and what do these accountants look like
  • Investment strategies, goals and behaviour – What products do accountants favour for their SMSF clients and their extent of influence
  • View on investment platforms and problems encountered
  • Borrowing within SMSF – Current adoption, interest level and desired product attributes
  • Software used
  • Administrators used and what accountants look for when selecting an SMSF administration service

Planner Report

This report will give you an extensive range of valuable insights, including:

  • SMSF market size and growth
  • Impact of recent government regulations to ban commissions on planner businesses
  • Charging structures: Asset based versus annual fees
  • Planner attitudes to SMSFs
  • SMSF usage: Where SMSFs fit into planners’ business
  • Level of engagement with SMSFs
    • % of practice revenue currently derived from SMSFs and expected level in 3 years
    • Barriers preventing planners from advising on SMSFs
    • Biggest challenges for planners when servicing the SMSF market
  • Investment strategies, goals and behaviour for SMSF clients
  • Products used/ needed
  • Borrowing within super: Interest level and desired product attributes
  • Use of and features needed from investment platforms
  • Establishing and servicing of SMSFs
    • Who provides/services different aspects of the SMSF process
    • Functions performed by planner and those outsourced
  • What planners look for when selecting an SMSF administration service
  • Profiling of SMSF specialists and generalists.

Superannuation

Member Sentiment and Comm’s Report

The goal of this Report is to help product providers understand:

  • Investor sentiment in the current volatile markets and how this has changed from the height of the GFC
  • What investors are expecting from their product providers
  • Which communications messages are resonating with them (and which are not)
  • Which providers they feel are doing a good/bad job and why
  • Where are the gaps
  • What do we, as an industry need to do to increase loyalty, trust and retention amongst investors

Member Engagement Report

Super Fund Brand Tracker

Retirement

Retirement Income Report

The goal of this report is to examine how investors/ members are thinking about retirement, what their biggest concerns are, and how well prepared they are for retirement. We then look at how all of this is impacting on their product and advice needs, where the gaps and opportunities in the market are, and ultimately what product providers can do to increase their satisfaction, retention and acquisition rates. Research coverage includes:

  • Consumer engagement, sentiment and concerns with retirement
  • How prepared investors/ members are for retirement, including
  • % of future retirement savings coming from each wealth source
    • Average super balance, level of savings/ income they are aiming for
    • Expected numbers of year in retirement and how much they think they will need, etc.
  • Dependency on the government age pension
  • Increasing retirement savings – % of investors thinking they don’t have enough retirement savings and action they will undertake to increase these savings
  • How investors/members are planning for retirement
  • Usage of advisers for retirement planning
  • Estate planning – how retirees are thinking about it, what do they think is important to leave behind
  • What investors/ members plans are regarding aged care, how they intend to fund it
  • Whether accumulators intend to stay with their current super provider in retirement, those looking to transfer super to retirement income stream, and provider they will use
  • Retirement income products
    • Usage/ intended usage and awareness of products and product providers
    • Detailed analysis of annuities

Retirement Planner Report

The Report will give you valuable insights into :

  • How planners think about their clients’ retirement strategies
  • Planner’s product needs
    • What they want from capital protected products, income guaranteed products, term deposits, etc.
    • What support they want from product providers
    • Product provider use (current and future) and brand perceptions
  • How they service their retirees/ pre retiree clients
    • How this part of their client book is changing and how this effects their overall business
    • Investment and draw-down strategies used for these clients
    • Variation in product needs between two groups/during TTR.

Investor Needs

High Net Worth Investor Report

The most comprehensive analysis of the HNW market currently available, based on extensive research of over 1,600 HNW investors, covering:

  • How HNW investors view the current crisis
  • How their views and, more importantly their actions are changing
  • The types of investments they are likely to make in the future
  • Their satisfaction with their advisers and the areas where they want more guidance
  • Which media most impact their decision making
  • The importance of brand
  • How financial services professionals need to adapt to survive

Investor Product Needs Report

This Report will help you gain a better understanding of investor demand for alternative investments and their decision making process, including:

  • Attitudes and approach toward different alternative investment products
  • How products are researched
  • Channel issues and key influencers
  • Triggers for investing by product
  • The differences and relationships between various alternative investment categories
  • Adviser relationships and inter-relationships
  • Investment strategies, goals and behaviour

Financial Advice Report

This report focuses on the advice needs of Australians in order to help financial providers and super funds optimise their advice offering to investors/ members:

  • Consumer engagement, sentiment and concerns
  • Preferred approach to advice – We apply choice modelling to determine the trade off between service and cost
  • Attitudes to financial advice – How much investors think they should pay, how long financial planning should take, and how this looks from a planner’s perspective
  • Current usage of advisers, satisfaction across various key metrics and views towards them (NPS rating)
  • Current advice needs/ usage (super and non super related advice) including
    • Which areas are investors getting advice in, format in which they received advice
    • How valuable was the advice they received
    • Whether they paid for the advice received, how much and how, etc.
  • What future needs/ usage of advice looks like
    • Which areas are investors more likely to want advice on
    • Which areas are they willing to pay for, and how this looks like for each adviser
    • Whether they would use an adviser, and if not what are the barriers to doing so
    • Where they will go to look for an adviser, most important characteristics of the adviser they will be looking for
    • How they will want the advice to be delivered
  • How advice needs differ when looking at
    • Advised vs self directed investors, by preferred advice approach, level of engagement, etc.

Direct Client Report

Direct Insurance Report

Product

CFD, FX, Online Broking Reports

Capital Protected Products Report

The Report will give you valuable insights into investor and planner demand for and usage of CPP, including desired product attributes, motivations for investment and views/ perceptions of related fund managers. Research coverage includes:

  • Investors & CPP:
    • How has appetite/ usage of CPP changed over last 3 years
    • Which investor segments is future growth concentrated in
    • What does broader investment strategy of these investors look like
    • Key drivers to usage/ take up
    • Perceived benefits, problems encountered, barriers
    • Key channels & advisers that influence usage
    • Opinions on optimal pricing structure, form of cap protection preferred, importance of yield vs capital gains, intended holding period, return expectations, appetite for gearing
    • Fund managers currently used for CPP/ considering investing with
    • Full brand analysis by manager.
  • Planners & CPP
    • How has appetite/ usage of CPP changed, relative to other product types
    • Which planner segments is future growth concentrated in
    • Which clients do planners recommend CPP to (e.g. retirees, HNWs, SMSFs, accumulators, etc.)
    • Form of cap. protection preferred amongst existing users vs next wave
    • Perceived benefits, barriers to usage, problems encountered
    • Opinions on optimal pricing structure
    • CPP products currently used / considering investing with
    • Full brand analysis by manager.

Exchange Traded Funds Report

The Report will give you valuable insights into demand for and usage of ETFs, including desired product attributes, motivations for investment and views/ perceptions of related fund managers. Research coverage includes:

  • Investors & ETFs:
    • How has appetite/ usage of ETFs changed over last 3 years
    • Which investor segments is future growth concentrated in, and what does broader investment strategy of these investors look like
    • Key drivers to usage/ take up, and perceived benefits, problems encountered, barriers
    • Key channels & advisers that influence usage
    • Optimal pricing structure, importance of yield vs capital gains, intended holding period, return expectations, appetite for gearing
    • Fund managers currently used for ETFs/ considering investing with
    • Full brand analysis by manager.
  • Planners & ETFs:
    • How has appetite/ usage of ETFs changed relative to other product types
    • Which planner segments is future growth concentrated in
    • Perceived benefits, barriers to usage, problems encountered
    • Opinions on optimal pricing structure, gaps in products currently available
    • Preference for investing on/ off platform.

We issue a similar report on the UK ETP market, which broadly covers the same points as the Australia report.

Margin Lending

Investor Report

This Report examines investor usage of margin lending to determine key factors in acquisition, satisfaction and churn.
It covers:

  • Market share and dynamics
  • Perceived benefits and barriers to margin lending
  • Market share by channel, conversion rates, competitive positioning of margin lenders by client type
  • Acquisition: drivers of lender selection, changes in selection drivers over time, role of advisers in lender selection
  • Churn and retention: levels and drivers of churn, proportion of lost clients relative to share in recent inflows.
  • Incidence of margin calls, channels used, satisfaction with handling, action taken after call.
  • Brand awareness and positioning
  • Drivers of overall satisfaction across 27 key metrics, industry gap analysis, industry league tables
  • Differences between current and prospective margin lending clients

Broker Report

This Report examines the distribution of margin loans via the financial broker channel covering:

  • Perceived value and anticipated growth of asset classes
  • Expected movement of interest rates in asset classes
  • Drivers to increase and decrease gearing
  • Total incidence and level of borrowing across gearing products
  • Preferred forms of gearing overall and for specific types of clients
  • Information clients receive about margin lending from planners
  • Current proportion of borrowings going to managed funds versus shares and other investments
  • Barriers and catalysts to further margin lending usage
  • Market share and positioning
  • Brands, product selection criteria and satisfaction levels.
  • Drivers of loan selection

Planner Report

This Report examines the distribution of margin loans via the financial planner channel covering:

  • Perceived value and anticipated growth of asset classes
  • Drivers to increase and decrease gearing
  • Total incidence and level of borrowing across gearing products
  • Preferred forms of gearing overall and for specific types of clients
  • Information clients receive about margin lending from planners
  • Current proportion of borrowings going to managed funds versus shares and other investments
  • Barriers and catalysts to further margin lending usage
  • Market share and positioning
  • Brands, product selection criteria and satisfaction levels.
  • Perceived benefits of margin lending
  • Drivers of loan selection

Planner Technology

Planner Technology Report

This Report tracks the usage of technology (investment platforms and planning software) by financial planners and. The Report includes:

  • Primary and secondary market shares
  • Satisfaction with current offerings
  • Statistical analysis to determine the ultimate drivers of overall adviser satisfaction
  • Benchmarking of strengths and weaknesses of each major provider
  • Gap analysis at an industry level: What are the current opportunities and unmet needs?
  • Current priorities in terms of selection behaviour and desired improvements

Platform Report

This Report will help you:

  • Independently benchmark your platform against competitors across all key aspects of adviser functionality.
  • Assess which platforms are leading the industry in functions and features most important to financial planners.
  • Evaluate if platform functionality across the industry has improved since 2006 and which platforms are improving their offerings faster than others.
  • Determine how wide the functionality gaps are between Full Function Platforms and Standard Platforms.
  • Prioritise spending on technology and process improvements to maximise return on investment from finite resources.

We issue a similar report on the UK market, which broadly covers the same points as the Australia report. It also provides an analysis of the key functionality and unique offerings from Australian platforms applicable to the UK platform industry.

Planning Software Report

This Report will help you:

  • Independently benchmark your financial planning software against competitors across all key aspects of advice functionality
  • Assess which financial planning software is leading the industry in functions and features most important to financial planners
  • Evaluate how financial planning software functionality across the industry has improved since 2006 and which financial planning software providers are improving their offerings faster than others
  • Prioritise spending on technology and process improvements to maximise return on investment from finite resources

Other Planner

Planner Business Model Report

This Report provides an in-depth analysis of how, and which planners are affected by the reforms, including detailed analysis of where the industry is up to around remuneration:

  • Largest challenges posed by bans on commission and proposed FOFA reforms
  • Effects of reforms on clients serviced, types of advice provided, use of platforms, business profitability, fees charged, planners’ future in industry, business strategy, value of business/client book
  • Planners’ understanding of fiduciary duty
  • Client opt-ins:
    • Level of concern
    • Which clients they will focus on ensuring opt-in
    • % of active and passive clients expected to opt-in
    • Change to value proposition to ensure opt-in
  • Where/ who planners expect support from to implement reforms
  • Remuneration
    • % of current and expected revenue from different fee types
    • How planners prefer to collect fees
    • Cost of providing advice, and how this cost is calculated
    • Cost of maintaining a client
    • % of clients that cover breakeven cost
  • Dealer group
    • NPS
    • Where planners need more help
    • Intention to leave and why
    • If and why they changed dealer groups in the last 12 months

Adviser Product and Marketing Needs Report

This Report provides a detailed picture of planner appetite for investment products, and their usage and perception of fund managers. Research coverage includes:

  • Trends in investment products
    • Asset allocation across Australian & International equities, Cash, Australian & International fixed interest/term deposits, Property, ETFs, Hedge funds, Diversified funds
    • Where planners intend to increase/ decrease new client money,
    • Preference for income vs capital gains
  • Cash and excess cash – How much is currently in cash/ cash products/ excess cash, and drivers to allocating client funds to cash
  • Detailed analysis of usage and appetite for ETFs and international investments
  • Perception of fund managers, including
    • Most used fund managers and perception of best manager
    • Brand analysis
    • Satisfaction metrics
    • Gap analysis – unmet service/ product/ information needs
  • Adviser marketing needs, including what fund managers can do to improve their marketing support to advisers, unmet information needs
  • Client value proposition – What planners perceive their value proposition to be, most important benefits they provide to their clients, etc.
  • Research usage and providers, including where planners go for information to support their advice, who they are using, how satisfied they are with their offering, what they use them for, etc.
  • Media consumption and usage of smart phones/ tablet device.

Planner Direct Equities and Managed Accounts Report

The Planner Direct Equities and Managed Accounts Report replaces the old SMA: Planner Report. SMA usage is now examined in the broader context of how planners currently handle direct equities, and how they would prefer to do so. The Report covers:

  • Planner involvement with direct shares
    • Proportion of FUA invested in direct equities
    • Drivers and barriers to usage
  • Approach to direct share investments
    • Preference for the use of margin lending to gear into direct equities
    • Preference for model portfolios vs individually selected stocks
  • Platform usage
    • Preference for on/ off platform placement
    • Barriers to usage
  • Separately managed accounts (SMAs)
    • Perceived benefits of using SMAs
    • Barriers to usage

Planner Risk Report

This report provides a detailed picture of adviser appetite for risk products as well as how platform and software providers can improve their offering. It covers:

Advisers

  • How advisers write risk
  • Currently and in the future
  • Across product and software providers – directly with life insurers, specialist risk software, main platform, other platform, planning software or specialist risk platform
  • Anticipated growth in risk advice
  • Contribution of risk to overall practice revenue

Product Providers

  • Adviser criteria for current risk insurer selection
  • Capabilities considered most important.
  • Adviser ratings of life insurer across over 40 key metrics.
  • Statistical analysis of drivers of satisfaction and industry gaps
  • Net Promoter Score (NPS) of life insurers
  • Future enhancements sought from risk product providers

Risk Software

  • Adviser criteria for current risk software selection
  • Adviser ratings of risk software applications across 8 key attributes
  • Statistical analysis of drivers of satisfaction and current industry gaps and opportunities
  • Future enhancements sought from planning/ risk software application – What advisers want planning/ risk software applications to do to help them write more risk.

Platforms

  • Adviser criteria for current insurance selection on investment platform
  • Demand for risk enhancements on platform compared to overall platform improvements sought
  • Adviser ratings of life insurance capabilities on platform across 10+ key attributes
  • Future enhancements sought from investment platforms – What advisers want platform providers to do to help them write more risk.”

Customised research services

Custom research projects (via focus groups, 1-2-1 interviews, online surveys)

Client Experience Optimization (Satisfaction trackers)

Institutional research

Syndicated Research Reports: Australia