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LONDON, March 3 Saif al Islam, the son of Libya's leader Muammar Gaddafi, said on Thursday there was no need for any foreign role in ending Libya's crisis when asked about a mediation offer by Venezuela.
Saif said in an interview with Sky News that he had not heard about the offer by Venezuelan President Hugo Chavez, but added: "We have to say thank you ... but we are able and capable enough to solve our issues by our own people ... ourselves. There is no need for any foreign intervention."
"...They are our friends, we respect them, we like them, but they are far away. They have no idea about Libya. Libya is in the Middle East and North Africa. Venezuela is in Central America. We appreciate this." (Writing by Avril Ormsby; Editing by Myra MacDonald)
Trending On Reuters
India hangs Yakub Memon for 1993 Mumbai bomb blasts
India hanged Yakub Memon on Thursday for his role in the country's deadliest bombings, which killed at least 257 people in Mumbai in 1993, after the Supreme Court rejected a desperate overnight plea to delay his execution. Full Article | Video
BoB Earnings
Bank of Baroda sees pace of bad-loan growth slowing Full Article
Deal Talk
BNP Paribas to buy India's Sharekhan in brokerage push Full Article
Monetary Policy
RBI to hold rates on Aug 4, some see cut by year-end - Reuters poll Full Article
Fed Meet
Fed says economy improving; September rate hike in view Full Article
Facebook Earnings
Facebook profit falls 9 percent as costs soar Full Article
Shell Job Cut
The company to axe 6,500 jobs, cut spending to cope with lower oil prices Full Article
Samsung Results
Samsung Electronics cautious on outlook, says mobile business environment tough Full Article
Android App for India
Download the Reuters app from Google Play and select the India edition for breaking news, analysis and market updates. Install | Also on Amazon

subset: commoncrawl


text:
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Cancer kit sales tipped to rise
Relevant offers
Pacific Edge Biotechnology says sales of its diagnostic test kits for the detection of bladder cancer should ramp up significantly later in the year given a new agreement with a leading Australian health care provider to market the product.
The agreement with Melbourne-based Healthscope means that the Pacific Edge diagnostic bladder cancer tests will be available for Australians, particularly those that show blood in their urine, as well to New Zealanders.
Shares in Pacific Edge yesterday edged up 0.5 of a cent or 2.56 per cent to 20 cents, after the agreement was announced through the NZX.
Under the terms, Healthscope Pathology will market and offer laboratory services to urologists and general practitioners for the detection of bladder cancer using Pacific Edge's non-invasive Cxbladder test in Australia.
Analytical machines owned by Healthscope would be used to provide some of the laboratory services, but the analytics would then be forwarded to Pacific Edge's Dunedin-based operations including a diagnostic laboratory to compile final results.
"It's actually fantastic for this company. It's a very big validation particularly for us as a company and a technology and it will be the start of our revenue stream, (though) we've sold some test kits in New Zealand already to healthcare professionals," Pacific Edge chief executive David Darling said.
"We're just starting really, we're just priming the pump."
Revenue streams from Australia would be some months away, he added.
Pacific Edge would also provide services to New Zealand urologists and GPs through its subsidiary Pacific Edge Diagnostics NZ.
Darling said Healthscope would send initial laboratory-based tests of urine samples to Dunedin for further analytical work.
Pacific Edge had also been working with district health boards, including Canterbury and Counties-Manukau, to introduce the test kits to urologists and GPs.
Inside the kit was a dedicated courier bag to send the urine sample back to its Dunedin laboratory, where results were generated and sent back to the respective GP.
Healthscope was a major company which provided about 60 per cent of the diagnostic services in New Zealand as well. It owned LabPLUS and Southern Community Laboratories.
It operated in every Australian state and territory, and in Asia, as well as New Zealand, where it had pathology business sites including in Christchurch.
- BusinessDay.co.nz
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Scott Reeves runs through some guidelines for adding a second Wi-Fi router to a SOHO network.
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A kingdom for their horses
While many teenagers are off enjoying beach or river holidays this summer, good mates Abby Pedretti and Ashlee Slavich will probably be shovelling horse poo.CATHY WALKER January 8, 2013 4:10am
Ashlee Slavich and Abby Pedretti with Abby's chestnut Revin' It Up, have dreams of making it on the international stage in horse trials.
Abby, 15, from Tallygaroopna and Ashlee, also 15, from nearby Bunbartha are passionate about competing in horse trials.
This May will be one of their pinnacles when they compete for the North Eastern Zone in the Pony Club Association's Horse Trials State Championships, which will be hosted by the Northern Zone at Deniliquin.
''The jumps aren't getting bigger but they are getting a lot more technical,'' Abby said.
The two Shepparton Pony Club members have lots of time to prepare. But you can never have too much practice, or exposure to the experts — especially when the ultimate dream is to ride for Australia.
Which is why Ashlee and Abby will skip the beach to spend a week this month with Beijing Olympian Heath Ryan at his Heatherbrae property, near Newcastle, NSW.
And as ''working pupils'' they will expect to begin at the ground up — literally.
Mr Ryan, who more recently has specialised in dressage, has been the Australian Three-Day Event Champion three times and has a host of national and international performances and team coaching to his name.
Before that trip, the girls will spend two days this week at a clinic at Mansfield with equally decorated Olympic event riders Amanda Ross and Megan Jones.
They hope the visit to the Ryan stables will give them an understanding of what it's like to be a working pupil, and is something they'll be able to repeat in the future.
Both Abby and Ashlee plan to work with horses when they finish school — although as one of their mothers lamented ''their parents are trying to get them to get a career that might earn some money''.
Thankyou for your comment.Your comment will appear once it has been approved by MMG staff.
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Big Bendigo wins
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Small increases in Goulburn and Murray allocations
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The state of the financial services industry 2013
Vishal Sharma
, Business and IT Advisor | Strategic Selling
Published on
Oct 20, 2013
The state of the financial services industry 2013
Published in:
Economy & Finance
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Transcript of "The state of the financial services industry 2013"
1. A money and information business THE STATE OF THE FINANCIAL SERVICES INDUSTRY 2013
Table of Contents Introduction 2 1 Money versus information 2 Information strategy 10 2.1 Information assets 10 2.2 "Coopetition": The evolving financial services landscape 13 2.3 The information balance sheet 19 2.4 An information strategy 22 2.5 A path forward 24 Seven quick takeaways from this report 4 27 Copyright © 2013 Oliver Wyman 1
Introduction This year's State of Financial Services examines the industry's greatest opportunity, and its greatest threat: information. But it is not a paper about "big data". Rather, it is a paper about the migration of trillions of dollars of market value, and where that value will settle. You may be reading this paper on a tablet. You would not have read our 2008 report that way. You may use your smartphone for travel directions, reading the news, getting stock quotes, making bookings and listening to music. You didn't five years ago. You may connect with your friends on Facebook or watch movies on your laptop, streamed from the internet. Again, you probably didn't do those things five years ago. Yet, if you are a banker or an insurer, your work life has probably been little affected by the rapid growth of information. How do you now set prices, underwrite loans or policies, assess performance, segment customers and measure their satisfaction? Chances are your practices are much as they were in 2008 (or perhaps even 1998 or 1988). Though traditional financial firms produce, consume and transmit vast amounts of information, they have yet to use it to change the way they make their most critical decisions. Of course, the "information revolution" has not left the financial services industry untouched. While traditional financial firms largely persist with their historical business models, consumers' preferences and behaviour are changing. And firms have emerged to meet those new consumer needs. While value growth of traditional balance sheet businesses has stagnated, the value of a new breed of information-based competitors is growing fast. Information firms related to US banking have already achieved nearly half the market value of traditional banks, and are on course to potentially surpass them by the end of the decade. This is a familiar story. Similar disruptive change has occurred in music, media, travel, telecom and other industries. But, in financial services, the story could still have a very different ending. Banks and insurers continue to control a unique and extraordinarily valuable array of information assets. And, if only because they have been slow to capitalise on the information opportunity, there are many things they can quickly do better. Traditional financial services firms have two significant problems: they are under nearterm earnings pressure and their business model is under strategic threat. Fortunately, both problems have the same solution, and it is a very powerful one: information. Copyright © 2013 Oliver Wyman 2
Definitions Money businesses are defined here as traditional banks and insurers that depend on their balance sheets to generate earnings. Information businesses describes companies that generate earnings from the sale of products/services related to information including its production, processing, transmission and optimisation. Financial services information businesses include payment networks, merchant acquirers, credit bureaus, rating agencies, data aggregators, exchanges, processors and other businesses, both mature and new, that either help "money" businesses manage and use information, or directly compete against them. information-driven companies use data to generate unique insights that improve their core business beyond their conventional competitors. Regardless of industry, or products/services offered, any business can be an informationdriven company.
1. Money versus information As early as 1984, then CEO of Citibank, Walter Wriston, saw that "information about money has become almost as important as money itself".1 Citibank's forays into the business of information included competing with Bloomberg and building a "consumer offers engine" that was eerily similar to some of today's internet-based concepts. These ventures failed. Nevertheless, Mr. Wriston was right about the value of information. Information businesses within financial services may soon be more valuable than the rest of the industry: more valuable, that is, than the balance sheetbased businesses. At current growth rates, independent payment networks, credit bureaus, rating agencies, exchanges, data providers and other information companies linked to US banking could have a higher market value than US banks by 2020. We highlight these independent companies because their value is easily measured (as opposed to the information businesses within multi-faceted firms). Our point is not that value has shifted between firms. It is that the source of value in financial services has shifted from balance sheets and physical distribution networks to data: its processing, storage, manipulation and, ultimately, the knowledge it yields. Exhibit 1: Market capitalisation of US banks vs. bank-related information businesses $BN 2,000 Projected growth path 1,500 45% 1,000 Value of bank-related information businesses ÷ US banks 30% Bank-related information businesses 500 0 US Banks 2008 (YE) 2012 (Q3) 2016 (projected) 2020 (projected) Note: Projections are based on recent growth trends and are meant to be indicative of a possible future. They are not intended as definitive future estimates. Source: Company valuations are based on market capitalisation values from SNL, Thomson Reuters Datastream, VentureXpert and Oliver Wyman research and analysis. 1 "The Citi of Tomorrow: Today," written by Walter B. Wriston for the Bank and Financial Analysts Association on 7 March 1984, Available from Tufts University. Digital Collections and Archives. Medford, MA.http://hdl.handle.net/10427/36086, accessed 1st August, 2012). Copyright © 2013 Oliver Wyman 4
This need not be a cause for despair at traditional banks and insurers, nor should it be a cause for victory celebrations at financial services information companies. Banks and insurers remain producers of some of the most valuable information in the global economy. And, because banking and insurance are risk-based businesses where good decision-making rapidly drives returns, they are also businesses where better information can most readily be converted into profit. that their earnings are likely to grow along with the growth of information. Conversations with sell-side analysts indicate that they know banks and insurers have unique information, but also that those banks and insurers don't sell the information or otherwise tie their earnings to its growth. All companies use information to some degree. Even a local café relies on recipes, a history of customer choices and the prices charged at other local restaurants when setting its menu. But there is no Why, then, have information businesses appreciated while traditional financial services reason to believe its earnings will grow firms have stagnated? Obviously, factors such because information does. In short, it is not an information-driven company. as regulatory change, monetary policy and the continued economic downturn all place Yet many firms, from a surprisingly wide pressure on the core businesses of banking range of industries, do stand to gain or and insurance. But they do not explain all of lose from the growth of information. the difference. The critical factor is that few traditional financial firms have demonstrated For example, over recent years many The Five Is of Citibank INITIATIVES PURSUED REASONS THEY FAILED CITIBANK STRATEGY Acquired Quattro (a competitor to Bloomberg) Circa 1985 Execution was difficult – and there were mistakes Developed an offers program at a network of merchants Information Infrastructure was lacking – and had to be purpose built Information Insurance Investment banking Institutional banking Individual banking Q • In the mid 1980s, Walter Wriston launched Citibank on a path that put information on a strategic par with other businesses • Many of the ideas were revolutionary – largely it was deemed to have failed Bought a satellite to facilitate the flow of information $ $ $ $ $ $$ $ Technology Infrastructure was expensive – to the extent that buying a satellite was thought to be cost effective Source: Zweig, Phillip L. Wriston: Walter Wriston, Citibank and the Rise and Fall of American Financial Supremacy. New York: Crown, 1995. Print. Bleakley, Fred R. "Citicorp's Folly? How a Terrific Idea For Grocery Marketing Missed the Targets" The Wall Street Journal [New York] 3 April 1991: A1. Copyright © 2013 Oliver Wyman 5
business – which, in homage to Wriston, we will call the "money business" – was booming. High leverage ratios, an interest rate environment that delivered strong deposit and treasury profits and strong growth in relatively low-risk assets drove up the value of the money business. In this environment, financial firms operated One might expect the same of financial firms. profitably without much use of information (by today's standards). They can capture more information about customers than supermarkets can, and extract more value from it. So why have they There were certainly decisions that could have been made better, mistakes that could been slower to embrace the "information have been avoided. Even before the crisis, revolution"? Why have financial firms not loans were sometimes not repaid and some become information-driven companies? kinds of insurance policies paid-out claims The initial boom of the information era, from that exceeded the premiums collected from all those insured. But the immature the early 90s through the pre-crisis years, information environment also affected happened to coincide with a golden era for financial services. The core, non-information customers' decision-making. supermarkets have increased earnings by basing their business models on information. They use information about customers and their purchases to decide what to stock, how to price it and how to run promotions. Many leading supermarkets are now information-driven companies. Exhibit 2: the rise of Information COST OF STORAGE AND PROCESSING POWER TRENDLINE MARKET CAP GROWTH TRENDLINE OF SELECT INFORMATION-DRIVEN COMPANIES AND GLOBAL FINANCIAL SERVICES FIRMS (INDEXED TO 1991) STORAGE COST $ PER GB 4.2 1,800 MM TRANSISTORS PER PROCESSOR 3,000 2.1 1,500 Processing power 600 1.4 1,000 300 0.7 500 0 0 Informationdriven companies Global financial services 2011 2009 2007 2005 2003 0 2001 Q3. 2012 900 2009 Storage cost 2006 2,000 2003 2.8 2000 1,200 1997 2,500 1994 3.5 1991 1,500 Source: Information-driven company index based on 18 companies across industries. Selection based on Oliver Wyman analysis. Market capitalisation values from Thomson Reuters Datastream. Global FS index from Thomson Reuters Datastream includes approximately 1,700 global FS companies across banks, insurance, real estate, REITs, financial services and equity investment institutions. Storage cost from Gartner (2012). Data on processing power development from Intel and Oliver Wyman analysis. Copyright © 2013 Oliver Wyman 6
and insurers, more than compensating for their own risk-related misjudgements. Paper money, coin, checks and forms made physical locations critical. And a lack of even basic financial information made retail customers dependent on the knowledge of advisors. As a result, customers were willing to pay for advice and locational convenience through higher rates, higher premiums and lower yields – especially when the poor information environment disguised how much they were truly paying. Meanwhile, better information was costly. The information boom was promising but still in its infancy. The data that people and companies left behind as they traversed the internet were digital breadcrumbs compared with the wealth of information today known as a customer's "digital footprint". Many of the transactions that now provide financial firms with extensive information about their Financial firms were favoured in this clients were still occurring on paper. You "information-light" environment. Banks and insurers tended to make mistakes about could perhaps learn a little more about your risk. But because economic conditions were clients by examining the newly available electronic data, but not nearly as much as good, the underlying chances of credit you can now. And the cost of storing and defaults were held down and the values of collateral were held up. So banks' errors were processing information, though dropping, not nearly as costly as they could have been. was still far greater than it is today. Savers, on the other hand, typically failed To summarise, the incremental information to appreciate the true value of their money, that was available could do little to improve which was then high. So their choices decisions and was expensive to obtain, generated substantial earnings for banks Exhibit 3: The shifting balance of money and Information EARLY 90s TO MID 00s TODAY MONEY INFORMATION INFORMATION MONEY • High risk-free rates • High cost • Low risk-free rates • Low cost • Low recent losses • Low coverage • High recent losses • High coverage • High leverage • Easy decisions • Low leverage • Hard decisions Copyright © 2013 Oliver Wyman 7
store and use. Meanwhile, inaccurate foundations for decision-making were not very costly because benign macroeconomic conditions made it difficult to go wrong. In 2000, therefore, growing the money business and limiting focus on information still made sense for a financial firm. Fast forward to today, however, and the situation is reversed. Macroeconomic uncertainty and stagnant collateral values have increased risk and, hence, the cost of inaccurate decision-making at financial firms. Meanwhile, the value derived by financial firms from the choices of customers is greatly reduced. Those customers are making different choices, favouring price, speed and digital optimisation over physical presence. And even where they do continue to ignore the risk-free value of their money, that value has fallen. Financial firms are now losing in this exchange. According to one estimate, the average developed country household budget for information increased from 0.75% of income in 1980 (the cost of a landline telephone and a newspaper) to 8.55% in 2010, including internet, cable, mobile subscription services and an annual attribution of the cost of hardware.2 This spending may primarily satisfy entertainment, telecommunications, and news feeds, but it also provides clients with access to data aggregators, rate boards and other services that increasingly lay bare the market for financial services products. And it makes it easier for them to move their money. Exhibit 4: Impact of the changing value of information and money on financial services margins Change in margin US deposits 1/ 3 UK auto insurance 1/ to 3 /4 2 US on-line brokerage fees 1/ 2 Global cash equities 1/ 2 US corporate bonds 1/ 2 Source: Oliver Wyman analysis. Changing customer preferences and the reduced value of "money" have combined to transform the economics of banking and insurance. For example, in 1992 the net interest margin on deposits in the United States was nearly 3%. By 2007 that margin had fallen by 1/3 to 2%.3 This margin reduction has reduced annual bank revenues by $65 BN. At a price to earnings ratio of ten, that is equivalent to more than 1/3 of the current market capitalisation of US banks. (On most estimates, the deposit business generated more than half of banks' shareholder value before the crisis.) Exhibit 4 lists other areas where changes in decision-making by financial services clients or a reduced value of money have eroded financial services margins around the world. 2 Howard Rubin, "Technology's Growing Importance to Business Provides an Opportunity", Wall Street & Technology, Oct. 27 2011 (http://www.wallstreetandtech.com/operations/technologys-growing-importance-to-busine/231901734); Oliver Wyman Analysis. 3 Oliver Wyman's United States deposit revenue model estimating net interest income and fees for all US bank deposits from 1992 to present. Copyright © 2013 Oliver Wyman 8
If this were the whole story, it would be a bleak one for financial firms. Fortunately, it isn't. These losses are not generally visible because, in many cases, they are already being offset by better use of information. For example, the underwriting and pricing of many kinds of insurance have improved appreciably in recent years. And many exchanges now earn a substantial portion of their incomes by selling data (as the revenue associated with the facilitation of trades has fallen). Yet, in other cases, the opportunities to evolve have been ignored. Consider deposits again. The interest margin on deposits has declined. But, because transactions have shifted from paper to electronic formats, fewer branches are now needed to serve deposit customers and transactions deliver much more information. Banks must adjust to this dynamic, transforming distribution to reduce cost and finding ways to profit from the information. In the mid-1990s and early-2000s, the executives of financial firms made a de facto decision to not become information-driven companies, and that wasn't an unreasonable choice. The value of money was high and the value of data was low. Nor could bank and insurance executives devote themselves to becoming better producers and users of information from 2007 until today; the financial crisis made short-term survival an all-encompassing priority. Now, however, long-term welfare should concern the industry. For most firms, long term prosperity will depend on becoming information-driven companies. And the information businesses that already exist in financial services must continue to evolve. Copyright © 2013 Oliver Wyman 9
2. Information strategy An information company need not be an internet or "big data" firm. Some of the best informed financial services companies today are among the smallest and least technologically sophisticated. Yet, like Google, Baidu and Facebook, they build their businesses on areas of informational advantage. They understand better than others the risks of particular industries, the needs of particular client segments, or the values of particular properties. These specialist financial firms – for example, banks focused on technology start-ups or on clients from a particular country of origin – compete strategically by confining their ambitions to areas where they have an information advantage. Large financial firms serving a great number and variety of customers cannot rely entirely on what is inside the heads of their employees. They must rely more heavily on data systems and statistical analysis. Yet the basic strategic issue remains the same. Where can a sustainable information advantage be found? The first step a firm must take is to understand its information assets. 2.1. Information assets The myriad transactions of banks and insurers with households and businesses are sources not merely of revenue and cost but of information (see Exhibit 5). An electronic transfer between a client and another financial institution indicates who the client's other financial services providers are and how much of her spending on financial services each firm captures. A wire is an opportunity to better understand a client's business – its suppliers, customers, needs and exposures. A current account balance and credit/debit transactions are windows into the client's financial health. A series of trades is an indicator of changing beliefs and behaviours. A vast quantity of information is now available; storing it is now cheap; and the processing power required to understand it is now easily within reach. The advantage financial firms can derive from their information asset is limited mostly by their imaginations. Even the information asset itself is not a serious limit, since financial firms can easily gather more information or partner with others who gather it, such as internet search firms or telematics providers. Copyright © 2013 Oliver Wyman 10
Alas, imagination can be hard to unleash. Managers who have been successful in a data-starved environment may struggle to understand the potential value of data. They may lack the time and patience to explore change. And those who do understand data may be unable to identify the most valuable opportunities; they may not understand the economics of the business well enough. Only when these barriers are broken down can a firm understand the potential of its information assets. Exhibit 6 identifies a small number of opportunities from a single source of information: consumer payments and deposits. While the information comes from just one source, it can be used by most areas of an institution. The specific initiatives detailed are representative of five kinds of opportunity that we always observe in the profile of financial firms (see Exhibit 7). Improving offers to clients is the most discussed information opportunity in financial services. It is certainly interesting, but it is only the tip of an iceberg. The same data can be used to better inform cross-sell targeting. It can indicate who your clients' other financial Exhibit 5: The economy viewed through financial services data Credit score CONSUMER Bio/risk factors Claims data Investments Retirement plan BANK Inventory Salary Servicing info. Electronic Check Credit Debit Cash Assets BUSINESS Real time telematics data Risk factors INSURANCE Real time M2M data Trade/supply chain Application data Letter of credit Purchasing cards ACH (low value) Wires (high value) Check Cash Claims data Balance sheet e-Invoices Application data LARGE ENTERPRISE Risk factors Claims data Real time M2M data Futures/FX Commodity options Capital Capital raising Balance sheet CAPITAL MARKETS Individual trades INVESTORS Copyright © 2013 Oliver Wyman 11
Exhibit 6: Potential Information Opportunities From Consumer Deposit and Payment Data INFORMATION OPPORTUNITIES INTERNET DATA • Search • Social BUSINESS AREA • Offers – Where they shop – What they need • Cross-sell – Other financial services providers – Size of wallet • Pricing – Elasticity – Drivers of flow BANK DATA Consumer payments and deposits data Consumer banking • Underwriting/Risk management – Financial health – Change in cash-flow • Loan targeting, underwriting, monitoring – Change in market share – Financial health of customers Commercial banking • Targeting and underwriting – Indicators of riskiness – Changes in coverage needs • Branch value – Travel patterns – Usage OTHER DATA • Telematics • Aggregators Insurance Operations services providers are and how big their relationships are; it can improve pricing and deposit characterisation; it can improve credit offers, underwriting and monitoring; it can help to better evaluate the true contribution of a branch. And that's all before stepping outside of consumer banking. The same data can reveal SME market share, changes in that share, and threats that would otherwise be invisible. This allows commercial banks to target the right customers and then to underwrite and monitor risk more effectively. Exhibit 7: Information opportunities across financial services True value measurement • Return on capital • Relationship lifetime value • Customer satisfaction • Branch/RM "profit" Client service • Timeliness • Accuracy • Fluidity • Ease of use Client advice and offers • Commercial • Consumer • Financial • Non-financial Client behaviour • Price elasticity • Pre-pay • Deposit behaviour • Utilisation • Uptake • Lapse Underwriting and risk monitoring • Telematics • Payment data • Social media and search Copyright © 2013 Oliver Wyman 12
True Value Measurement Example: Branch Profitability Metrics Move beyond banking to insurance and ask whether commercial clients that are suddenly in financial distress may be more likely to take risks that would result in a claim. Ask whether companies making new investments might also need new policies. Profit as typically accounted Direct cost Loss branch actually generates Revenue as typically accounted Revenue lost if branch closed Note: Illustrative. Bank branches per 100K adults 50 40 50% reduction in 10 years 30 20 35% increase in 5 years 10 Many such cross-business opportunities are lost because large financial firms fail to link the areas that produce information with those that could create the most value by using it. Connections must be made and barriers to collaboration eliminated, for example, by "paying" the internal suppliers of such information. It was not that long ago that many firms failed to transfer price deposits and, as a result, they often underestimated their importance. Could a transfer price for information reveal the true value of data? There is no shortage of opportunities to use financial services information to create value. They are not limited to the relatively weak and ill-fated CRM initiatives of the past, and instead range across areas of revenue creation, risk management, cost reduction and operational efficiency. To create value, firms must successfully integrate the new use of information into business processes (a common area of failure that must not be underestimated), but they need not develop the necessary technology and analytics on their own. 0 US Japan AUS UK Netherlands Mexico Source: The World Bank; World Development Indicators, Oliver Wyman analysis. Does better understanding of branch profit provide a sustainable strategic advantage? Despite representing a substantial portion of regional banking cost, individual branch value is opaque at most institutions. Newly emerging information from client transactions, payments, customer value models, and customer preference research can dramatically clarify the picture. Multi-channel distribution, rather than just the branch, is seen as the future at most companies. Verdict: Many firms have an emerging understanding of what the future of their distribution should look like. Far fewer have a plan as to how to get there. An advanced understanding of current branch contribution is the key to bridging the gap. There is a wide range of firms already leading the way in this area. Some of these firms are clearly allies. Some are clearly competitors. Most could be either. 2.2. "Coopetition": The evolving financial services landscape The commercial applications of information presented in Exhibit 6 and 7 are not the future of financial services but the present. In some cases they are being developed by traditional banks and insurers acting alone, intent on creating their own unique information capabilities. Or they are being developed by financial Copyright © 2013 Oliver Wyman 13
of deposit and lending products is being improved 10%-20% by better understanding customers' price elasticity.4 Telematics is improving the targeting and underwriting of auto insurance, delivering 15-20% improvements in the combined ratio.5 Lenders have been able to double or triple their micro-business lending approval rates (within existing risk criteria) by analysing digital cash flows and merchant acquiring data.6 Similar examples can be found across the financial services landscape. services information specialists alone, intent on disrupting the industry. But more often they are being developed jointly. Information firms offer their expertise in the production, management, and analysis of data while financial services firms provide their information and opportunities to monetise it through traditional financial services products. This environment of "coopetitition" may be the most dynamic force in financial services, bringing together the complementary strengths and weaknesses of partnering firms. Traditional financial firms need not be experts in technology or analytics to use information, and firms that are expert at using information can access the tremendous value of financial services without building their own balance sheets. However, this evolving landscape also has three serious strategic implications. First, with information and analytics disassociated from traditional firms, new entrants can quickly enter and disrupt markets and small firms can compete with the technology platforms of much larger ones (see Exhibit 8 on the Australian life insurance industry). Secondly, there is the prospect that value growth in financial services will accrue to new-form Such partnerships can produce significant tactical earnings opportunities in short periods of time. For example, the pricing Exhibit 8: Strategic threat #1 – Cooperation with information companies reduces barriers to entry and opens the door to greater competition Example: The impact of "Information companies" on Australian Life Insurance TRADITIONAL MODEL INSURANCE ACTIVITY CHAIN Insurer does it all Active customer targeting DISAGGREGATED MODEL Lead generation Trusted retailer Application/ sale Underwriting Product design Servicing and admin. Information company Claims handling Balance sheet/risk retention Global reinsurer Source: Oliver Wyman analysis. 4, 5, 6 Oliver Wyman analysis and client work. Copyright © 2013 Oliver Wyman 14
Exhibit 9: The Global Financial Services Information Company Landscape Each bar represents an individual company, with the length of the bar indicating market value ($ BN log scale) TRADITIONA L PAY MEN TS u •C er De sp ls Pro nge A r n • ren Ci cyFa rcl ir eU • K p • ick P2 Mi start er laa PS p ER VIC ES Pa yP al •S M 0.01 0.1 1 10 100 l •B nt Bu fro • lth e ea sam W e d• tS R uar redi FE BillG a • C s• OF rdlytic isaWais Ca ND Pa EA Mint • VIC D TA EN CLI S ital• ZestFinance • eck Cap On D 's• Wonga • DriveFactor dy Moo TRUE VA CLIE LUE NT MEA BEH SU AV RE IOU ME Nom R NT is So luti MAR o Q S ns • erv Ma ice rki t s RITING AND UNDERW NITORING RISK MO 0 Visa • Ma ster First Da Card • ta NTS ME PAY W NE ate • Paym ee • in intr P Bra s • Pay s a• oll lopa Dw • Al e• e ar eng qu bilp o ange • ck Exch g Sto Kon ASDAQ ong N l H na tio n Na o ty ati s eli orm vice Fid Inf Ser RS SO ES OC PR o nd om le sp • e ot To ro ES HANG EXC Note: Firms listed in the diagram are representative examples. The chart reflects several hundred companies across the globe. Source: SNL, Thomson Reuters Datastream, VentureXpert, Orbis, Capital IQ, Dealogic, Oliver Wyman analysis. Copyright © 2013 Oliver Wyman 15
Client Service Example: Rise of electronic trading in global cash equities $ $ vs. $ $ Electronic vs. Voice volumes and revenues Cash Equities – institutional (dealer to client), 2012 est. VOLUME information firms rather than traditional companies (see Exhibit 10 on the global telecom industry). Finally, traditional firms that rely on third parties for data and analytics must evolve their operating models to ensure appropriate controls are in place. Those firms that outsource key components of decision-making must continually remind themselves that they do not also outsource the implications of those decisions. So, while this competitive landscape offers tremendous near-term opportunity, it also points to the broader long-term threat. Exhibit 9 represents the hundreds of financial services-related information companies now active in the market, including many that help provide the kinds of changes discussed above. They are arrayed across almost all aspects of the industry, from payments to underwriting, client behaviour analysis to exchanges. MARGIN Each bar in the array represents an individual company, with the length of the bar varying with the firm's market capitalisation. Some of these firms have a wellestablished place in the financial services landscape. Many more are still in their infancy and have low or unknown valuations (where unknown, a small valuation has been used to mark a place on the graph). 100% 80% Voice 25% 60% 40% Electronic 75% 20% 0% Voice Electronic Source: Oliver Wyman analysis. Do electronic trading capabilities provide a strategic advantage in cash equities trading? Volume has shifted dramatically in this direction and made these capabilities critical to mid-term relevance – laggards have and will lose share of the business. Equities trading has been pressured into lower cost execution methods, forcing firms to seek even greater volumes. Those that do not invest in electronic execution are quickly being displaced. Verdict: As demands of clients (across businesses) shift towards digital needs, traditional firms must decide whether they continue to have a strategic advantage or not. Where their advantage has been eroded, re-thinking the strategy may be more sensible than investing in a technological arms race they are not well positioned to win. The greatest concentration of value in the array is in the mature portions of financial services: •• Traditional payments, including the payment networks and merchant acquirers •• Processors that provide back-end banking and insurance technology platforms •• Providers of information for underwriting, risk management and understanding clients' behaviour and value But most firms are located in three new areas: •• New forms of payments purpose-built for the internet and mobile world •• Peer-to-peer exchanges •• Client advice and offers Copyright © 2013 Oliver Wyman 16
Exhibit 10: Strategic Threat #2 – Value Migration From Traditional Players to Information-Driven Companies Example – Global Telecom APPLE FACEBOOK CONTENT AND APPLICATION CREATION AND AGGREGATION Google Books Reflexive Entertainment GOOGLE Karma Messages GMail Hotmail SERVICES/APPS Cloud-based (e.g., iTunes, Netflix) Windows Messenger Google Music IMDb Instagram Talk Market Google Offers Zagat Woot YouTube Sendit Office 365 Aardvark Facebook iTunes Google TV Messenger G+ Amazon Prime Places Google Maps Xbox live Apple Productivity Apps Bing Google SERVICES Network-based (e.g., SMS) SOFTWARE (e.g., OS, other) Google Talk Pets.com Drugstore.com Zappos Apple Wallet ShopBop DoubleClick AdSense Strobe Skype Android Windows Phone Nokia Deal CONNECTED DEVICES (e.g., Mobile handsets, other connected devices) Google Wallet Weddingchannel .com Apple TV DISTRIBUTION (Retail and online) Alexa.com EngineYard Amazon Web Services Blogger Apple Face Time AMAZON Google Translate Picasa PLATFORMS Internet-based MICROSOFT Motorola Smartphone Windows Phone OS ITA Yieldex Gowalla Google Analytics Amazon.com Jump Networks Windows Audible Xbox Google Product Search Snaptell iPad Apple TV SideWinder iPod AmazonKindle PLATFORMS Network-based ACCESS (e.g., Wireless, wireline) Value Outflows Value Outflows Value Outflows TRADITIONAL TELCO PROVIDERS COMMUNICATION ENTERTAINMENT SOCIAL AND COMMUNITY • Voice • Music • Text • Video • Email • Games • Video • Reading INFORMATION • Search PRODUCTIVITY TRANSACTION AND COMMERCE Source: Oliver Wyman Communications, Media and Technology practice. Copyright © 2013 Oliver Wyman 17
client Advice and Offers Example: Consumer Purchase Advice $ $$ Airline "A" Fare: $300 Baggage fee: $50 Change fee: $100 Total cost: Airline "B" Fare: $340 Baggage fee: $0 Change fee: $15 $ Total cost: $355 $450 "I would trust my bank to provide a discount at merchants more than I would others" 60% 20% Agree 20% Disagree No opinion Source: 2012 Oliver Wyman North American consumer financial services survey. Can advice and offers be a sustainable strategic advantage for financial services companies? Bank clients trust banks to make these offers, consumer regulation is pushing banks towards greater transparency in the future, and many other industries are moving towards less transparency. US-based banking information companies alone have a market cap that is greater than Google, Baidu, Facebook, and Groupon combined (global leaders in this arena). Verdict: Financial services companies possess the data to bring far greater efficiency to buyers and sellers – but the best way of monetising that data is likely not digital coupons. Rather the most valuable uses are yet to be developed. The prevalence of firms in each of these categories may tell us a great deal about the future of the industry. The first of these categories – new forms of payments – serves as a reminder of how fast the information world can change. The very payment networks and merchant acquirers that helped fuel the growth of information companies highlighted in Section 1 are themselves facing new competition. Firms must now constantly re-evaluate their information positions, how changes might affect their relevance, and how they can both defend themselves and exploit new opportunities. The second category – peer-to-peer exchanges – should make the traditional firms question their historical role. Banks have been in the lending business for hundreds of years, employ tens of thousands of skilled analysts and have proprietary information on consumers and businesses that exists nowhere else in the market. Yet dozens of companies have emerged to connect borrowers to what amount to "hobbyist" lenders. These models may never achieve high market share, and they may not even survive. But the simple fact that they exist today must force the industry to ask whether banks' regulatory burdens and complexity to investors may now outweigh their regulatory advantages and informational advantage in separating good credits from bad. The third category – client advice and offers – should help guide the industry to the future. Competitors and regulators are set to make buyers of financial products more selective. Banks and insurers may suffer margin compression as a result. But they can recover these losses by playing the same role themselves. Financial firms have access to information that can help their clients make better commercial decisions in areas as diverse as mitigating the risk of rising fuel prices to managing supply chains to choosing the best airline. Once a firm understands its information assets, and how the evolving financial services information landscape can help monetise those assets (or threaten them), it can build its "information balance sheet". Copyright © 2013 Oliver Wyman 18
2.3. The information balance sheet client behaviour Example: Client Price Elasticity vs. $$$ $$$ $$$ $ Usage of pricing segmentation at European banks % OF BANKS USING SEGMENTATION 100% 75% Never 50% Sometimes 25% Often 0% Segmentation based on customer price sensitivity Differentiation of prices depending on channel Differentiation of prices based on customer value Differentiation of prices based on product usage Risk-based pricing for credit products Always Source: Pricing at European Retail Banks, 2012, Oliver Wyman & EFMA. Does better understanding of price sensitivity offer a sustainable strategic advantage? Pricing is one of the least sophisticated areas of bank operations – and one that has shown among the greatest and most immediate impacts on revenue when improved. The spread of information and regulatory influence continues to erode pricing power across financial services. All financial services firms take careful account of their financial positions (assets and liabilities), forecasting how changes to the macroeconomic landscape might affect earnings and change their value. But few do the same for their information positions. This is a mistake. The way clients and other firms are using information is changing and the quantity of information being produced is growing rapidly. But the economy is not. This means that changes in the information landscape may be more important to the state of financial services over the next several years than changes to what historically have been more important factors, such as GDP growth and unemployment. "Information shocks" may affect earnings as much as interest rate shocks. An "information shock" is a change in firm, competitor or client information-related behaviour that has a significant impact on earnings. These can be positive: for example, using better information to better price clients. Or they can be negative: for example, clients becoming more price elastic as it becomes easier for them to identify and switch to better priced products. Across the industry, many such shocks are possible as the landscape evolves. Financial firms need a way of recognising and responding to them. The information balance sheet is conceptually straightforward and designed to give executives and board members a clear view of their firm's opportunities and exposures relative to information. It includes three key components regarding each line of business the firm is in (or could be in): •• What is the firm's information position relative to competitors and clients? •• How is that information position likely to change given shifts at the firm, competitors and clients? •• Verdict: Firms that improve their understanding of client price elasticity, as well as their governance of how to use that knowledge, will establish a key sustainable advantage. If that information position changes, what level of earnings or value could be available or at risk? Copyright © 2013 Oliver Wyman 19
Exhibit 11: The information balance sheet (for an illustrative firm) CURRENT POSITION Disadvantaged Advantaged PROSPECTIVE INFORMATION POSITION Improving/ improvable Improved with use of payment data SME lending Deteriorating if others use payment data Deteriorating/ at risk Improved due to telematics Auto insurance with telematics Sell-side research Size of bubble represents the value of the business Note: The unspecifed grey bubbles represent other business areas that are not focused on in this example. Exhibit 11 presents part of an indicative information balance sheet for a representative universal financial services company. The location of each bubble indicates its current informational position (x-axis) and its potential change in position (y-axis). The size of the bubble indicates the current value of the business to the firm and, hence, how much current value stands to be affected. Locating bubbles against the x-axis requires a sober review of where your business uses information in a differentiated way. Locating assets on the y-axis requires analysis of emerging trends in information, including both opportunities and threats. Consider, for example, sell-side equity research, located in the lower right corner of the balance sheet. This quadrant represents an area of historical and current informational advantage combined with a strong likelihood that this advantage will diminish (along with the earnings that flow from it). Why is sell-side equity research located there, especially when most firms do not explicitly charge for it? Historically, equity trading desks charged clients a fee for trades that covered not only the cost of execution but also other "value added" services provided, including research provided by the banks' analysts. Copyright © 2013 Oliver Wyman 20
Underwriting and Risk Management Example: Telematics in Auto Insurance xxx A+ xxx F INSURANCE COMPANY Europe and Americas auto insurance telematics traction Not assessed in detail Lower traction Medium traction Higher traction Source: 2010 Oliver Wyman telematics study and subsequent updates. Does telematics provide a sustainable strategic advantage in insurance? Telematics more sharply selects good and risky drivers and reduces leakage in the claims process – early adopters report improvements to combined ratios of 15-20%. As usage of telematics in insurance increases, any relative advantage among insurers will likely erode. While better drivers will be better off, traditional insurance companies could re-set at historical levels of return. Verdict: In the near-term, early buyers of telematics technology and information will gain an advantage (at the expense of laggards). As adoption spreads, industry revenue dynamics will re-set to historical levels. Producers of the information asset, exceptional users of that information, and good drivers will be the longterm beneficiaries. This revenue stream relied on an information advantage in two ways. First, there were few credible independent equity analysts outside of the banks. So the captive analysts had an information advantage over the independent market. Second, there were few trading desks that would provide trade execution without the cost of the value added services. So there was little competition for the bundled model and most clients had to pay for research whether or not they valued it. In recent years, however, the digitalisation of trading has created desks that will sell simple trade execution without the extra cost of research. And many top analysts have left sell-side firms to become independents and create true competition in research. In other words, both of the informational advantages that supported a revenue stream attached to equity research are deteriorating. This is but one of many examples. Digitalisation, dis-aggregation and the free flow of information have given consumers in many areas a clearer view of the cost associated with each component of what used to be bundled services and the opportunity to be more selective in their spending. How much, for example, do clients now value a wealth advisor or a bank branch? As the alternatives to these physical attributes, such as automated financial advice and virtual banking become more accessible, the market will make clear just how much customers truly value each separable component of financial services offers. Now consider a more encouraging example. Auto insurance with telematics is represented in the middle of Exhibit 11. This is a business where most firms have used similar approaches to underwriting. Telematics (GPS and other reporting directly from the car) is now allowing insurers to improve the quality of drivers they attract. This gain comes at the expense of insurers that do not adopt this technology. They are likely to experience adverse selection as better drivers are drawn to the lower premiums offered by insurers using telematics. Copyright © 2013 Oliver Wyman 21
2.4. An information strategy All firms can find ways to create more value from better uses of information, as identified in the information balance sheet exercise. However, this delivers a set of tactics, not an information strategy. Strategic archetype Example: Collaborator model INDIVIDUAL An information strategy must be based on factors that will make your firm successful in the rapidly evolving landscape of "money" and information, and ensure that they are at the core of everything you do. Importantly, these factors may not include information. Some financial firms may rightly decide that their value proposition to clients does not depend upon better use of information – and is not threatened by others' superior use of information. They may, for example, have a distinct value proposition, such as high touch customer service, that will continue to distinguish them in the market. But many other firms – both those that are currently in the information business and those that are currently in the money business – will come to realise that success in the future will depend on information. They will recognise that they can thrive only by finding ways to grow and monetise their information assets. These firms will prioritise the protection, development and growth of their information assets above other opportunities. They will consider the information assets in other strategic and tactical decisions that may not initially appear to be information decisions. For example, they must consider the information gained or lost in businesses that they are considering acquiring or divesting. And they must evaluate the information that they would lose to other parties if they failed to meet a client's need, either because they lose the account or because the client shares her information with another institution. COLLABORATOR vs. Each bank collects much of the same data Banks collaborate to use a single capability Data requirements of Dodd-Frank ding Client onboar bility) ita (KYC, AML, Su t Swaps produc reference data (UPI & USI) Swaps pricing discovery and valuation Swaps data ng rti repository repo ent metadata Enhanced cli designation, (LEI, trading ,…) incipal name domiciles, pr Can collaboration provide a sustainable strategic advantage in regulatory response? Dodd-Frank (among other global regulations) has significant implications for data collection, architecture and processing. In many cases, the costs are common and the data does not present a clear competitive advantage. Collaboration across firms is often complex and slow moving. Verdict: Utilities will emerge to help deal with many of the data elements required by new regulations – whether traditional firms have an ownership stake in those utilities or are merely customers is yet to be determined. We have identified eight possible archetypes of information strategy (see Exhibit 12). Most firms will employ tactics that conform to more than one model. But, ultimately, each firm must determine which one of these archetypes their information strategy depends upon most. Copyright © 2013 Oliver Wyman 22
Exhibit 12: Information tactics archetypes Summary of approach Wins based on The Conceder Concedes that it cannot maintain information parity in parts of the business and focuses on a limited set of areas where it believes it can •• Correctly estimates the size of the space where information parity can be maintained •• Gains maximum value from the sale of businesses that it plans to exit •• Has true differentiation in its service delivery that clients value The Buyer Buys vended solutions from third parties to address key areas of information need •• Buys discerningly and with good terms •• Integration of technologies into its business processes •• Has true differentiation in its service delivery that clients value The Investor Invests in high potential emerging financial services information companies to lockup the advantage. This may include spinning off its own information assets into separate companies •• Evaluation, acquisition and incubation of new companies and assets •• Integration of technologies into its business processes The Collaborator Collaborates with other financial services companies (balance sheet or not) to develop information/information technologies that represent a sustainable advantage •• Selection of partners and management of partnership agreements •• Integration of technologies into its business processes The Miner Mines its proprietary information diligently – and actively develops new sources of information – to develop a sustainable information advantage •• Ability to prospect (identify areas of high potential) and mine data •• Discipline to focus on areas where it has a true information advantage The Technologist Invents, patents and develops new information technologies that provide a sustainable advantage •• Ability to identify areas of opportunity and execute in technology builds •• Ability to patent/protect new technologies from competitors The Inventor Invents new ways of using information that others have yet to uncover •• Very strong and creative analytical talent •• Extremely strong controls to prevent mistakes The Ostrich Ignores the changing information landscape Loses While this paper has been focused largely on the power of the information asset, the most critical factor for a successful information strategy is protecting against the information "liability". One lesson of the financial crisis must be that success in using information depends not on the number of "hits" but on the size of the "misses". Large sets of data, algorithms, benchmarking reports and the rapid flow of ideas from organisation to organisation were as responsible as anything else for bringing many firms to their knees. This inclines some to argue that the best action is therefore inaction. After all, most of the (relative) winners of the past half-decade succeeded because they largely ignored temptations such as subprime lending and CDOs and instead focused on prudence. And it is true that if a firm cannot build the capabilities, controls, and disciplines necessary to safely utilise data to drive good decision-making, limiting the reliance on data must be the correct choice. Copyright © 2013 Oliver Wyman 23
Example of Strategic archetype Miner model ym Pa Were the state of financial services today as it was in the past, with money worth more and information less, the right strategy for a firm without confidence in its information capabilities might indeed be to limit the use of new data sources in decision-making. But it is not. While inaction was proven wise in the past, it is unlikely to be sufficient now. Instead most firms must undertake the hard work to ensure they are capable of safely monetising the information asset. They must continually expand their abilities to use information with the growth of information itself. In 2013, financial services firms must accept that they are informationdriven businesses, whether they like it or not. ent Trades s rket Mahare s Cashs w Financial flo D Health abrivin ilit g Dependencies y Posts Searches ADVICE LOAN OFFER Balan ces Purchases INSURANCE POLICY ns Positions Actio Who do you think will benefit most and least from payment innovation? Survey of c. 150 EMEA FS Organisations, 2012 TOP 3 EXPECTED TO BENEFIT MOST 2.5. A path forward TOP 3 EXPECTED TO BENEFIT LEAST 100 80 60 3rd 40 2nd 20 0 Payment card issuers POS unit manufacturers Current account providers Mobile network operators Payment card networks Customers 1st Source: Oliver Wyman/EFMA report "Advanced and mobile payments: what's stopping you?" Can information "mines" be a sustainble strategic advantage for financial services companies? The information flowing through financial services firms is powerful enough to understand the macroeconomy at a microscopic level. The more information a firm has, the greater the synergies become, and the more the value of the asset grows. A wide array of firms, from mobile companies to internet search engines to advice providers and new payment networks are now competing for this information. And many of these firms are treating the information itself as an asset. They will readily concede the economics of the banking businesses (e.g., current accounts) to which that information has historically been attached. Verdict: The future of many banks and insurers will hinge on their ability to mine the information asset and use it as the key raw material in manufacturing differentiated products. However, a wide range of firms is now competing for this asset, and the ultimate owner is yet to be determined. While an information strategy may well be critical, the "critical list" at most institutions is already long. And most management teams are already stretched. Appreciating this, we identify the three most important information-related activities that even the most constrained firms should be able to accomplish: 1. Hold one meeting of key business and information executives in each business unit, review your information assets and make one decision. Decide what your differentiating information asset will be. This asset should then be considered in all other tactical and strategic decisions 2. Demand that every item on your planned IT investment for 2013 generate earnings. Complying with new regulations is driving much of the IT work in financial services. This work is of course necessary, but firms that treat this spend as a sunk cost rather than an opportunity to become a more effective information-driven business may find that they have met the needs of survival but sacrificed an opportunity to thrive 3. Demand one new information-based earnings generator in each business unit, producing material returns by the end of 2013 Given the rapid growth of information and the many ways to monetise it, there is no reason why the financial services industry in late 2013 should be in the state it is today. Copyright © 2013 Oliver Wyman 24
INFORMATION-DRIVEN BANKING and INSURANCE EXAMPLE: Advanced SME Lending & Support for Joe's coffee shop INSURANCE INVESTMENT BANKING INVESTMENT BANKING INFORMATION AND CLIENT CASH-FLOW Information CONSUMER DEBIT AND CREDIT DATA • The fuel for this transformation is the information flow not only within but also across individual banking, institutional banking, investment banking and insurance (as originally described in Citibank's five Is of the 1980s) Reality vs. Science Fiction? • Nearly all of the information concepts articulated in the example of information-driven SME lending on the right exist in the market today (in some form) • No institution is currently conducting SME banking in this way, and few institutions have the business scale or scope to try (in its entirety) VERDICT: The example on the right is science fiction today. Do you believe it is closer in-kind to the Teleporter of Star Trek fame (still quite a way off) or the 3D printer that you can now buy in a High Street store for $2,000? Insight from cash-flow provides efficient, verified and ongoing earnings information to inform underwriting and risk monitoring DATE PARTY AMOUNT Dec 4 Customer 7 $20.54 Dec 4 Customer 8 Dec 5 Customer 1 $23.83 $15.37 Dec 5 Customer 2 $6.43 BUDGETING Budget goal for new espresso machine Cash-flow data combined with optimisation tools informs client budgeting and helps the client appreciate, manage and reduce liquidity risk Sep • Client expenditures • Commodities volatility and forecasts • The information asset has not only the power to improve existing products, but also to transform the nature of the business. Increasingly, financial services companies will have the ability to not only measure risk more effectively but also to help their clients improve performance (and reduce their own level of risk) VERIFIED CASH-FLOW ONGOING SUPPORT … • Current account transaction and balance flow • Merchant acquiring flow INDIVIDUAL BANKING INSTITUTIONAL BANKING CLIENT CASH-FLOW UNDERWRITING … DATA SOURCE • Aggregated data (market share) • Individual data (offers targeting) Imported Colombian coffee VOLATILITY ASSESSMENT Insight from cash-flow provides indicators of key supply exposures. Insight from the capital markets indicates the level of potential earnings volatility those exposures introduce PERFORMANCE BENCHMARKING Insight from consumer market share data indicates historical and upcoming changes of fortune for the SME client COST BREAKDOWN Local pastries • Peer group merchant acquiring data • Peer group current account data RELATIONSHIP DATA • Institutional and Individual banking • Insurance OPERATIONAL BENCHMARKING Insight from similar clients provides performance benchmarking across a range of metrics RELATIONSHIP VALUE Insight from across banking businesses and similar clients accurately indicates the potential relationship value of the client beyond lending Information on key exposures and their volatility can be used to target and structure hedge products that typically are available only for larger clients Nov Dec Cost of coffee beans (commodity & F/X hedged) Coffee Hedged $USD/$COP Q1 Q2 Q3 Q4 Q1 Q2 CUSTOMER TARGETING Revenue COUPON Sam's café Q2 Q3 leaves market Café Julia Q4 Q1 Q2 Joe's coffee shop Peer average Joe's Network of suppliers helps the client identify the best vendors for their need and reduce cost COUPON Costs/ employee All accounts & relationships COUPON Costs/ hour open VALUE-DRIVEN CROSS-SELL 0101 0101 0101 0101 COUPON Joe's SUPPLY SOURCING Cost Costs/ cup sold COUPON Targeted consumer offers help the client reach new customers and promotes revenue growth Joe's coffee shop Q1 AGGREGATE INSTITUTIONAL DATA Local coffee cups HEDGING Oct For example: Information on purchases, new locations, and performance is used to identify additional insurance coverage needs and operational risk factors JOE'S COFFEE SHOP DASHBOARD COUPON
Seven quick takeaways from this report The industry overall 1. Financial services is an information business but many traditional financial services firms have chosen not to be information-driven companies 2. The implications of this choice are increasingly apparent. For example, non-balance sheet informationfocused competitors now account for nearly 1/3 of total bank-related market value in the United States and are on pace to potentially be worth as much as traditional banks by the end of the decade 3. Financial services is a complex business where "misinformation" can easily lead to negative long-term outcomes. The ability to understand and control information must therefore serve as a critical limit on how that information is used Traditional financial services firms 4. You do not need to be an information company like Google or Amazon, but you must realise that you are in an information industry. The choices you make or don't make with regard to information will define a large part of your future 5. Changes to information advantages and disadvantages are as likely to dictate your fortunes in the next several years as changes to the macroeconomic environment. Understanding your information balance sheet is critical to success 6. Despite the de facto concessions already made, banks and insurers still command the bulk of the financial services information asset and the most valuable ways of deploying it. Given the technology partners available, firms in this space can quickly become information-driven companies (at least in specific areas) Financial services information businesses 7. The information environment in financial services is evolving rapidly, with new sources of value and new sources of competition (including heavyweights from other industries). Those firms that are complacent may quickly find that their information asset has eroded, and unlike traditional firms they will not have the money business to fall back upon Copyright © 2013 Oliver Wyman 27
"Money" is a value business, "information" is a growth business. The value of money has never been lower and so financial services firms that define themselves by their monetary balance sheet will struggle to grow. Those that instead define themselves by the growth potential of their information have a very different future. This is not easy. But it is achievable. And it is worth achieving. The ideas in this report reflect many contributions from across Oliver Wyman. The primary authors were Aaron Fine and Jamie Whyte supported by Henry Carr, Anthony Marrato, Julia Persson, Samuel Sinensky, Neal Behrend and Lakshmisha SK. In addition, the authors drew on the contributions of many partners across the firm, but in particular wish to acknowledge the help of the Steering Committee: Anthony Bice, Peter Carroll, Colin Cobain, Scott McDonald, Michael Poulos, Adrian Slywotzky, Nick Studer and Michael Zeltkevic. Additional thanks for the contributions of our Americas Senior Advisory Board: Susan Schmidt Bies, Chuck Bralver, Bob Crispin, Mac Gardner, Guillermo Guemez, David Martin, Nigel Morris, William Rhodes, and David Sidwell. The design work for the 2013 report was led by Sujin Lee.
DETAILED MATERIAL Within this report, we were in many cases able to touch only briefly on specific information-related topics. The reports and information assets listed on this page are available to readers that would like additional detail. Please contact the marketing department (email@example.com) or your Oliver Wyman relationship partner for follow-up. Reports True value measurement •• •• •• Branch flexing: An agile approach to cost management Strategic capital: Defining an effective real-world view of capital Getting risk-adjusted performance measurement right for Solvency II Client behaviour •• Pricing at European retail banks (in collaboration with Efma) •• The state of interest rate risk management Underwriting & risk monitoring •• •• •• 1 March 2011: A starting gun for telematics Uneven road ahead: Telematics poised to reshape auto insurance Impact of proposed alternatives to credit ratings in market risk capital rules Client services •• •• Advanced and mobile payments: What's stopping you? (in collaboration with Efma) Mobile payments: Aligning strategy with opportunity Broader industry reports •• •• •• Perspectives on the UK retail banking market Big data: A guide to where you should be, even if you don't know where you are (by Celent)* Emerging technologies in retail banking: The long journey to customer centricity (by Celent)* Proprietary information assets •• •• •• •• Oliver Wyman US deposit model Global FS information company database US consumer and small business financial services surveys EMEA consumer financial services survey * Celent is a member of the Oliver Wyman Group. Reports are available by subscription.
Oliver Wyman is a global leader in management consulting that combines deep industry knowledge with specialised expertise in strategy, operations, risk management, and organisation transformation. For more information please contact the marketing department by email at email@example.com or by phone at one of the following locations: EMEA +44 20 7333 8333 North America +1 212 541 8100 Asia Pacific +65 6510 9700 www.oliverwyman.com Copyright © 2013 Oliver Wyman. All rights reserved. This report may not be reproduced or redistributed, in whole or in part, without the written permission of Oliver Wyman and Oliver Wyman accepts no liability whatsoever for the actions of third parties in this respect. The information and opinions in this report were prepared by Oliver Wyman. This report is not a substitute for tailored professional advice on how a specific financial institution should execute its strategy. This report is not investment advice and should not be relied on for such advice or as a substitute for consultation with professional accountants, tax, legal or financial advisers. Oliver Wyman has made every effort to use reliable, up-to-date and comprehensive information and analysis, but all information is provided without warranty of any kind, express or implied. Oliver Wyman disclaims any responsibility to update the information or conclusions in this report. Oliver Wyman accepts no liability for any loss arising from any action taken or refrained from as a result of information contained in this report or any reports or sources of information referred to herein, or for any consequential, special or similar damages even if advised of the possibility of such damages. This report may not be sold without the written consent of Oliver Wyman.


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