IRIS - QUALITY RESEARCH AND
ANALYSIS IN THE BANK
WHAT'S NewS Issue 12 December 1996
Robeco special
9
offering which is easy to onderstand and
h'ery easy to monitor. Our funds are listed
xm stock exchanges around the world, so
the cliënt can keep abreast of what is
happening with his or her investment.
Actually, you could call it private banking
at a distance, not least because our funds
tend to be longer-term products, so there is
no need tor continual calls suggesting buys
or sells. Many clients see that as an asset.'
INSTITUTIONAL DRIVE
But Switzerland's activities are not only
concentrated on the private investor. The
team's second area of focus is
institutionals. 'In that respect we are
following France's development and an
enhanced drive by our people in
Rotterdam who are pushing strongly into
this market. In early 1995, we set up a
dedicated institutional service which is
^pecifically geared to the Swiss market.
This includes pension funds, insurance
companies. In other words, those
institutions which manage funds on behalf
of clients. This playing field is wide open
here in Switzerland, not least because a
change in pension legislation in the mid-
1980s led to the creation of a corpora te
pension market. This has become an
enourmous segment in investment and
asset management business in this country
- over SFR 300 billion. Obviously, we
work closely with our colleagues in
Rotterdam in every area. But I would go
so far as to say that our links with
institutional colleagues in Rotterdam are
perhaps even stronger. I'm happy to report
that we have grown that business, we have
won Swiss clients and our long-term
^rospects look very good indeed.'
RELATIONSHIP FOCUS
Among the reasons for this success is -
again - that basic Robeco philosophy - a
clear product offering. 'Institutionals are
also bombarded with literature and with
ever-more competitive offers from just
about everybody,' Kilp says. 'Our
approach has very definitely been
relationship-oriented. We're not running
around with sales books. But rather, we
try to understand cliënt needs. In this
business, whether you're serving private or
institutional clients, you must have and
demonstrate long-term commitment.
Obviously, the Robeco name is very
important because we have quite some
reputation and also the solid foundation
of the expertise in Rotterdam that is
increasingly recognized in this business. I
think our ongoing growth in a highly
competitive market shows that.'
GROWING BUSINESS
While Rotterdams support role for its
network is clearly of major significance, it
shouldn't be forgotten that it is from the
head-office that all the Robeco funds are
managed. It is the hub, the nerve centre of
Robeco and the place where strategies for
the further development of the Group are
defined. Over the next few years, Robeco is
looking to doublé its assets under
management and the institutional
department in Rotterdam has an ambitious
role to play in achieving that result. 'You
IRIS, which serves both Robeco and
Rabobank, is made up of four departments
- asset management, marketing and
support for local Rabobanks, product
will have heard we are moving strongly into
Swiss and French institutional markets,'
says Peter Budde, head of business
development. 'At present, around one-third
of our overall business is institutional. We
want to grow that share significantly and
the first step is an enhanced
professionalization of our team. Currently,
the bulk of our institutional clients is Dutch
- that's not really surprising, considering
that this is the fourth largest market world
wide so this market is enormous. But we
certainly want to expand, also
internationally. Yet, I would say we see this
as a long-term venture.'
OPEN OPTIONS
By long-term, Robeco appears to mean
they will take the time necessary to develop
sound relationships with institutional
investors, not only in the Netherlands, but
increasingly in the developed world. 'There
is a clear trend towards massive growth in
private pension and social security products
in the mature world,' says Budde. 'And the
developing world will be catching up on
that trend. Essentially, as our investment
and asset management approach is by
definition long-term, this is clearly a very
attractive market for us. We're in the
process of developing a strategy for the
millenium. Institutionals are obviously one
potential growth area, but we're also
looking for expansion in retail or private
clients and on the domestic market here -
in fact, all our options are wide open.'
development, and research. The latter,
research and its related units, is probably of
most practical interest to Rabobank
International staff. 'IRIS has been carrying
It is hard to avoid the 'marriage' metaphor, especially when you look at the joint
venture, the Institute for Research and Investment Services, IRIS, established by
Robeco and Rabobank in 1990. You could say that after a fairly long engagement,
both are more than satisfied with this special relationship and are looking to do
even more together in this field.
DE ROBECO INTERNATIONALS
Het kantoor in Parijs, onder leiding van Gilbert Hardy, heeft speciale producten ontwikkeld voor de Franse markt, ook op het
k gebied van levensverzekeringen en pensioenen worden producten aangeboden. Het kantoor behaalt slechts 20% van de
Rikomsten met de Robecofondsen die ook in Nederland worden aangeboden.
In Genève en Luxemburg, een dochter van Robeco Bank Genève, hanteert men uiteraard ook het'Robeco-systeem'. De aangeboden fondsen staan
wereldwijd op de beurzen genoteerd. Volgens general manager Wilfried Kilp stelt dit de klanten in staat om op eenvoudige wijze hun beleggingen
in de gaten te houden. De kantoren richten zich niet alleen op particulieren, maar ook op institutionele beleggers. Een snel groeiende markt die
grote perspectieven biedt.