| In2011, revenue and net profit of109securities companies had been reduced by28.86%and49.23%respectively, among which19experienced loss with accelerating reduction ofagency trades income and continuous falling of commission rate. Grim statistics shows thatsimple channel business mode is being challenged severely and it is necessary to makeinnovation for agency trades. Western Securities Co has been listed successfully from Maythis year. It has entered a new development stage and its business is facing unprecedentedopportunities and challenges. In order to survive in vehement industrial competition,transition and new service mode of agency trades are needed critically.With the formal implementation of the Tentative-Provisions for the Investment-AdvisoryBusiness, developing investment-advisory business becomes the breakthrough for strategicplanning and transition by securities companies who are exploring how to carry outinvestment-advisory business actively. In view of the agency trades condition of our company,the kind of clients who don’t have client managers contribute about75%of asset and traderatio, but they are provided inadequate active service, it results in intensive loss of this kind ofclients. Therefore, it is necessary to develop investment-advisory business.This paper explores the suitable way for the Investment-Advisory Business developmentof Western Securities Co, according to the research on the development of securitiesbrokerage business and references to the development experience on wealth managementbusiness both at home and abroad, and combination with domestic policies and economicenvironmental background. By methods such as Delphi method and pairwise comparisonjudgment matrix, this paper establishes investment-advisory system for Western Securities Coand designs questionnaire and weight ratio. Also, by survey on investment-advisory manageror general manager in7departments, it analyzes the quantitative survey results, from whichdata is obtained. Based on the obtained data, this paper finds out the existing problems ininvestment-advisory business and takes advantage of conception of information managementto show the importance of investment-advisory business in the development and transitionprocess of securities business. In addition, this paper integrates various kinds of informationeffectively and makes specialized analytical research to find out new revenue growth opportunities for securities companies during their service for customers.By deep analysis on current situation of each department of Western Securities Co, thispaper finds out common problems of each department to put forward some new constructivemethods on the product structure and management framework of investment adviser. By thedevelopment pattern of “service--promotion on customer loyalty--income creation” and theinvestment-advisory business mode of combination of “commercialized services, IT-basedtools, streamlined system and professional teams”, customer service quality and businessprocess can be optimized, and finally set up investment-advisory business system andpromote brand image for Western Securities Co. |
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