Wealth Management System Limited Welcome to

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การสรางยอดขายทมนคงดวยแนวทาง สรางองคกรทถกตอง “กรณศกษา : WEALTH MANAGEMENT SYSTEM LIMITED. ” Present to Master of Marketing Program : Chula Aug 28, 2008

® Wealth Management System Limited Chapter 1 ©

Topics The Right Belief : The richest VS the professional best (NLP) The Build to Last concept : Best Organization not Product The Business Model : Turn Key vs Package The Sale Process Building the Organization (Product / Process / People / Professional Best)

Professional Best Mission The Best R&D and Software House for Asset Management, Treasury and Risk Management in Asia Pacific. Founder Experienced Professional from Global Bank & Corporation. Credential Services Hall of Fame ( SWPark 2008) • Prime Minister National SME Award ( 2007) • Best Financial Software (TICTA 2005 - 6) • FRIT PRIZE Award 2005 ( Nationwide IT Contest ) • Highest Market Share of Asset Management Software since 2004 • Class A Consulting Company by Ministry of Finance • Local Hero (IDC USA – 2000) • Risk Management Projects – BASEL II 2004 -6 • Software Development / Training / Consulting Y 2002 BONANZA Boutique software house + Citibank Private Bank 's management concept

: Risk Consulting Public Debt Management Office : Ministry of Finance Risk Model / Risk Manual / Review Risk Datamart Credit Rating Model / Datamart Ayudhya Investment and Trust Plc. Market & Liquidity Risk Consult / Manual / Credit Scoring Model Government Savings Bank Market & Liquidity Risk System / Credit Scoring Workshop Bank Thai Market & Liquidity Risk System / Consult SPL : The Biggest Car leasing in Thailand Credit Scoring Model Social Security Office Risk Management Consulting / Market Risk GE Money Finance : GE (USA( Mortgage Loan Business Process Airport Authority Of Thailand Exposure Management (Price / Interest Rate Risk( SME Bank (Outsource from AT Kearney : EDS (USA( BASEL II / BOT / MOF Credit Foncier Asia BASEL II / BOT LH BANK BASEL II / BOT THAI CREDIT BANK BASEL II / BOT AIG BANK : AIG Group (USA( BASEL II / BOT Government Savings Bank BASEL II / BOT / MOF Government Housing Bank BASEL II / ALM

Marketing : Market Share & Potential

Functionalities : User Requirements CRM @Risk Selling Agent Bonanza Family Bonanza Investment Bonanza Selling Agent Options Investment New Feature Front Office FX Client-Server Web App. SBL Repo F i x e E d q u I i n t c y o m e Back Office Limit CRM Simulation Customer Profiles Swap IOS Futures Investment Core Asset Management KYC Dual Control Bonanza @Risk Mutual Fund Boom Risk Management Private Bank

Functionalities : User Requirements IBM Clustered System IBM Small & Medium Business Personal Computer Large Business • Web. Sphere • Load Balancing • Window 2003/Window XP • Unix/Linux • Web Service

Quality of Technology : Product Stability & Reliability Auditor In & External • 16. 30 • 17. 00 • 18. 30 Net Asset Value Calculation Trustee Daily Routine SEC • 19. 00 • 20. 00 Custody Stock Market Closing Bond Market Closing NAV (End of Day) Confirm NAV with Trustee & Custody Bank Newspaper Close NAV Advertisement Automatic Send Email to Customers No of Fund : 1, 089 Funds Asset Under Management : USD 40, 000 Millions Unit Holders : 12 Millions

CMMi : The Backbone to Global Market 4 Years Average Growth = 22% Market Share 50% 23% In-house System & Others 44% Bonanza 33% UK 44% 40% 30% 20% 33% 20% 10% Year 2001 Impact 12 Million Thais Save Foreign Reserve 900+ Millions Baht (USD 30 Millions) Asset Under Management USD 50, 000 Millions 2002 Highest Market Share in Thailand (44%) 2003 2004 2005

Marketing : Business & Financial Model/Strategy “…The Key Success of Software Development is to clearly understand the correct business model. As a result, Bonanza Investment which is an invention of Thai company guaranteed by The Princess Award (FRIT Prize) has gained the highest market share in Thailand in Asset Management Application…” CIO FORUM : MAY 2006 Vol. 37

How to tap the Target Market ? Transformation of wealth management From 4 Products sale force 4 Secrecy and asset preservation 4 Proprietary products 4 Investments focus 4 Stocks and bonds 4 Transactional pricing 4 Off-shore dominant 4 Fragmented 4 Research as generic service 4 Research paid through trading execution To 4 Trusted wealth advisor 4 Value added solutions 4 Open architecture 4 Full client balance sheet 4 Alternatives, derivatives, etc 4 Annuity pricing 4 On-shore dominant 4 Consolidated 4 Research driving investment insights 4 Research paid explicitly Source : Presentation by Todd S. Thomson, Chairman and Chief Executive Officer, Citigroup Global Wealth management, UBS Asset Gathering Conference, 31 March 2005.

Portfolio Management Technique

Wealth Management System Limited Practical Risk Management Symposium Present by Risk Consulting & Implementing Services Group December 22, 2004

Website

How to tap the Target Market ? Client acquisition at UBS 2% Follow new client advisor 3% External communications initiative 3% Other channels 6% Relationship with UBS employee 7% Through non-client referral 8% Through rep office or other unit/ division 37% Recommendation from existing client 12% Client’s own initiative 22% Through external asset manager Source : Mercer Oliver Wyman (2005)

The Execution 2008 (2 nd or 3 rd Week) April May June July Aug Sep Nov Event: IBM Event: Metro & WMSL 20 Joint Calls 30 Presentations 20 Proposals 20 Workshops 10 Closed Deals Sale Volume Start 4 MM / Client Y 3 : up to 10 MM

My Plan Hello. . 15 Min WMSL Products & Services The Synergy 20 Min How we grow together The Execution 10 Min Sale Force Kick off The Dream Team 30 Min Open Discussion & Q + A

My Plan Hello. . 15 Min WMSL Products & Services The Synergy 20 Min How we grow together Big Bang / Asset Mgt / Risk Mgt The Execution 10 Min Sale Force Kick off Account plan / BS / Asset Mgt / Risk Mgt (Credit Scoring / ALM ) Leasing Co. , / LOS

Account Planning The Execution Proprietary Investment Bonanza : Financial Market Private Fund Management Bonanza : Investment / Wealth Mgt Wealth Management Bonanza : Investment / Wealth Mgt Selling Agent Bonanza : Selling Agent / Omnibus Leasing Loan Origination / WCG : Credit Scoring Mortgage Loan Origination / WCG : Credit Scoring Risk Management Bonanza ALM / Bonanza @ Risk / WCG : Basel 2 Life / Non Life Insurance / Banks / Non Bank (AEON) / Leasing / Securities Houses / Mutual Fund / Holding Co. , / Funds (GPF/SSO) / Listed Company

Uniqueness : Trend Setting Comply Local Law and Regulation Risk Management On Demands Needs Core System Support Business Expand Customer Profile KYC and IOS Bonanza Family Others Software Asset Management Fund Management Business Process IT Innovation Bonanza Family Others Market Convention

Derivative • Structure Product • Future • Option Treasury • REPO • Swap • FX Asset Mgt Tomorrow Asset Management Business • SBL • Fixed Income • Equity Murex, Calipso, Jrisk Kondor FNX, Opic, Wallstreet Charles River Portia, Hiport Bonanza Family Others

The Discipline of Innovation by Peter F. Drucker Reprint R 0208 F www. hbr. org

How much of Innovation is inspiration, and how much is hard work? Innovation is real work, and it can and should be managed like any other corporate function but … The work of knowing rather than doing. Methodically analyzing seven areas of opportunity

The Discipline of Innovation by Peter F. Drucker 1. 2. 3. 4. 5. 6. 7. Unexpected Occurrences. Incongruities. Process needs. Industry and Market changes. Demographic changes. Changes in Perception. New knowledge. In business, innovation rarely springs from a flash of inspiration. It arises from a cold-eyed analysis of seven kinds of opportunities.

Innovation requires knowledge, Ingenuity, and all else, focus

Reprint R 0204 F / www. hbr. org

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