Connecting Markets East & West
Investor Day
Satoshi Arai
Head of Retail
Nomura Holdings, Inc.
May 12, 2021
© Nomura
Review of last year
Excerpt from Investor Day in May 2020
Offer clients advice on entire balance sheet to maximize client engagement
branches Retail
Radical organizational change | Improve productivity of existing | Full-scale business shift | |||||||
(~FY2019/20) | businesses (FY2020/21) | (~FY2022/23) | |||||||
Realign channels | Expand existing businesses | Fully implement high value-added | |||||||
(Organize to meet individual client needs) | (Effectively provide high quality services) | advisory model | |||||||
Corporates/ | In charge | Raise value of contact with clients | |||||||
of corporates | |||||||||
owners | Boost advisory functions by | ||||||||
through combined digital and people | |||||||||
consolidating CIO functions | |||||||||
HNWI | In charge | ||||||||
approach | |||||||||
of HNWIs | |||||||||
Maximize | |||||||||
Mass | In charge of | client | |||||||
engagement | |||||||||
affluent | mass affluent | ||||||||
Increase contact with clients using | |||||||||
Mass retail | |||||||||
digital tools and data | |||||||||
Branch office consolidation |
ups-Tie
Comprehensive business alliances with | Expand business through collaboration with third parties |
regional financial institutions | |
Enable business expansion by pursuing inorganic growth | |
Established LINE Securities | |
1
Initiatives taken to reposition business
- Realigned channel formation in 2019 to deliver optimal services to individual clients at the most appropriate time
- Strengthened consulting for clients' entire assets and implemented measures to increase client interactions
Strengthen private strategy
1
Channel realignment and improvement of sales Partners expertise
1
2
Branch integration aimed at staff reallocation
- Reassigned retail sales representatives (Partners) based on client type (Reviewed Partner assignment for over 1.5 million client accounts in 2
years)
- Refined expertise of sales Partners
Corporates/
owners
HNWI
Mass
affluent
Mass retail
Matching
In charge of corporates
In charge of HNWIs
In charge of
mass affluent
Departments/
branches
2
3 ContactCenters
3
Branch integration towards effective channel realignment
178
156
128121
March 2012 | March 2019 March 2020 March 2021 |
Enhancement of contact center functions to increase contact with clients
- In addition to three centers in Sapporo, Tokyo and Naha, four new centers opened in FY2020/21 in Osaka, Nagoya, East Tokyo and West Tokyo for a total of 7 centers and 1,000 personnel
- Increased number of Inbound Partners making outbound calls to identify client needs, as well as Remote Partners to offer detailed investment management consultations through asset plan (About 120 people as of April 2021; additional headcount increases planned)
2
Current business achievements: Wealth Management Group
Wealth Management Group
- Higher revenues driven by proposal of a wide range of solutions matched to client needs, including review of securities based on capital policy, real estate transactions, pension and insurance
Stronger Wealth Management Group revenues from transaction business
(FY2018/19 =100)
- Enhanced services for listed company executives in collaboration with Investment Banking - Account openings by listed company executives increased as a result of introduction of restricted stock remuneration
plan (RS)
25,000 | Number of RS accounts | 24,116 |
(cumulative total) | ||
20,000 | ||
15,000 |
Main transaction businesses
- Review of securities in line with capital policy
- Real estate transactions
- Corporate pensions, insurance, etc.
Up approx. 1.6x in 3 years
160
10,000 |
5,000 |
0
Mar | Sep | Mar | Sep | Mar | Sep | Mar |
2018 | 2019 | 2020 | 2021 |
100
Share of corporate RS account openings by securities company
Nomura: | |
As of April 30, 2021 | |
419 | |
Companies | |
companies | |
implementing RS | |
plans: 930 | 45% |
- Nomura share: 45%
FY2017/18 | FY2020/21 |
3
Current business achievements:
Business geared towards corporates/owners and HNWIs
Corporate/owner and HNWI businesses | All channels |
250 | Corporates/owners | 1,869 | 2,000 | ||
Onboarding of owners | 1,800 | ||||
200 | Number of monthly account openings(lhs) | 1,600 | |||
Cumulative total from FY19/20 2H(rhs) | 1,400 | ||||
150 | 1,200 | ||||
1,000 | |||||
100 | 800 | ||||
600 | |||||
50 | 400 | ||||
200 | |||||
0 | 0 | ||||
Oct | Nov Dec Jan Feb Mar | Apr May Jun Jul Aug Sep | Oct | Nov Dec Jan Feb Mar | |
2019 | 2020 | 2021 |
(billions of yen) | Real estate related transactions | ||
200 | 175.2 | ||
163.8 | |||
150 | 138.8 | ||
117.3 | 124.2 | ||
100 93.4
50
0
FY15/16 | FY16/17 | FY17/18 | FY18/19 | FY19/20 | FY20/21 |
2,500 | Number of consulting contracts | 26,012 | 30,000 | (billions of yen) | Equity Center | |||||||
200 | Number of accounts/stock client assets | 187.2 | 2,000 | |||||||||
Number of monthly contracts(lhs) | ||||||||||||
25,000 | ||||||||||||
2,000 | Cumulative total from FY19/20 2H(rhs) | |||||||||||
1,500 | 20,000 | 150 | Stock assets(lhs) | 1,107 | 1,500 | |||||||
Number of accounts(rhs) | ||||||||||||
15,000 | ||||||||||||
100 | 1,000 | |||||||||||
1,000 | ||||||||||||
10,000 | ||||||||||||
500 | 5,000 | 50 | 500 | |||||||||
0 | 0 | 0 | 0 | |||||||||
Oct Nov Dec Jan Feb Mar Apr May Jun Jul | Aug Sep Oct Nov Dec Jan Feb Mar | Oct | Nov Dec | Jan | Feb Mar Apr May Jun Jul | Aug Sep | Oct Nov Dec Jan | Feb Mar | ||||
2019 | 2020 | 2021 | 2019 | 2020 | 2021 | |||||||
4 |
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Disclaimer
Nomura Holdings Inc. published this content on 12 May 2021 and is solely responsible for the information contained therein. Distributed by Public, unedited and unaltered, on 12 May 2021 07:21:02 UTC.