Emerging Opportunities in

Indian Wealth Management

Industry: Market Size,
Strategies, Products, and
Competitive Landscape

Industry Forecast Report

BRICdata
John Carpenter House Reference code: IS2011MR
7 Carmelite Street Published: May 2012
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United Kingdom
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EXECUTIVE SUMMARY

1 Executive Summary
India’s GDP grew at an annual growth rate of X% in 2011, and has a strong growth outlook. This makes the country an
attractive investment location for wealth management firms. India has the main components that comprise a high-growth
wealth management market, including: a very large and young affluent customer base, an improving wealth situation
among global Indians, a goal to more tightly regulate financial services by the Indian government, and an increasing share
of organized companies compared to the unorganized workforce.
Wealth and volumes of HNWIs is expected to double over the forecast period
India currently has the fourth-largest number of high net worth individuals (HNWIs) in the Asia-Pacific region, after Japan,
China and Australia. There were XXX,XXX HNWIs in India, which cumulatively owned assets that valued US$X.X trillion in
2011. The volume of HNWIs in India increased at a compound annual growth rate (CAGR) of X.XX% during the review
period (2007–2011), while the total HNWI wealth increased in value at a CAGR of X.XX%. These figures are impressive
as the strong growth rates include the adverse impact of the global financial crisis, when total HNWI wealth recorded an
annual growth rate of -XX% in 2008 and the number of HNWIs fell by XX%. The wealth and volumes of HNWIs in India
recovered rapidly, and HNWI wealth increased at an annual growth rate of XX% in 2009 while the volume of HNWIs
increased by XX%. The wealth and volume of HNWIs is expected to continue increasing over the forecast period (2012–
2016). The number of Indian HNWIs is projected to reach XXX,XXX individuals in 2016, while HNWI wealth is expected to
value US$X.X trillion in 2016.
Indian HNWI are expected to increase their investment in equities, alternative wealth products and collectable
assets
The HNWIs in India are expected to increase their number of equity asset allocations over the forecast period, while
reducing their number of fixed-income and cash assets. As the wealth management market in India matures, Indian
HNWIs are expected to significantly increase their investments in sophisticated wealth alternatives, such as hedge funds,
private equity and venture capital. Similarly, the number of collectable asset investments is projected to increase
significantly. While the investments allocated to these asset types are expected to increase significantly, a large decline in
investments in commodities is projected, which will minimize the total growth of HNWI wealth invested in alternative
assets.
Rising demand for investment advisory services among India’s HNWIs
India’s HNWIs provide strong growth prospects for wealth management firms and private banks, as there is currently a
relatively low penetration of financial services in India. To be successful, financial service providers must take into account
the specific needs, traditional conservatism and unique attitudes towards family wealth among Indian HNWIs.
Furthermore, the large newly rich Indian HNWIs are the prime target for services provided by the wealth management
companies. Due to the rising demand for investment advisory services, most commercial banks and wealth management
companies in India have started offering a personalized relationship manager for their privileged clients.
Increased regulation over wealth management anticipated
The regulatory environment in the Indian wealth management market is evolving, which presents opportunities for
established wealth managers to expand their product and service offerings in the country. The government is planning to
implement regulations covering fiduciary duties and investor protection. In addition, the changing tax regime in every
annual budget cycle is adding some uncertainty regarding what regulations will be implemented, which could potentially
force wealth managers to significantly change product their offerings. Given ongoing political trends in India regarding
financial services and the wealth management market, increased regulation of the market is anticipated. Analysis
suggests that this regulation could bring more positivity to the industry, as there will be a standardized taxation and the
regulatory structure of wealth management.
Marketing strategies of commercial banks and private wealth management companies
Commercial banks, private wealth management companies and asset management companies in India are adopting
various marketing strategies to become successful in the Indian wealth management market. Foreign banks, such as
HSBC and Barclays, tend to spend heavily on media advertising and customer acquisition campaigns. Meanwhile, local
commercial banks tend to build strategic partnerships with foreign asset management companies in order to offer better
services. HDFC, ICICI, Kotak Mahindra Banks and other domestic and foreign banks providing a number of wealth
management services, such as portfolio management, trust and estate planning, investment management, and tax
advisory services.
Increasing competition is expected to target the non-urban sector of the country
India’s wealth management market is highly fragmented, which is not surprising as it is in an early stage of development.
The organized service providers, such as commercial banks and wealth management companies, have so far focused
mainly on the urban population, leaving an underexplored customer base of approximately one-fifth of India’s high net

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EXECUTIVE SUMMARY

worth individuals (HNWIs) population that reside in rural areas. The inflow of foreign wealth management providers has
forced domestic companies to become more competitive, and domestic banks, brokerage houses and new entrants are
developing their wealth management service offerings.

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TABLE OF CONTENTS

TABLE OF CONTENTS

1 Executive Summary ................................................................................................................................ 2

2 Indian Wealth Management Market Environment ................................................................................ 9
2.1 Macroeconomic Fundamentals ............................................................................................................... 10
2.1.1 GDP at constant prices ........................................................................................................................... 10
2.1.2 Inflation rate............................................................................................................................................. 11
2.1.3 Annual disposable income ...................................................................................................................... 12
2.1.4 Market capitalization ............................................................................................................................... 13
2.1.5 Bank repo rate ......................................................................................................................................... 14
2.2 Regulatory Framework ............................................................................................................................ 15
2.2.1 Investor protection ................................................................................................................................... 15
2.2.2 Evolving tax laws ..................................................................................................................................... 15
3 Market Size and Growth Potential of Indian Wealth Management ................................................... 16
3.1 Wealth Management Market in India ...................................................................................................... 16
3.2 Wealth Management Market by Asset Class .......................................................................................... 18
3.2.1 Direct equity ............................................................................................................................................ 18
3.2.2 Bank deposits .......................................................................................................................................... 20
3.2.3 Mutual funds ............................................................................................................................................ 21
3.2.4 Life insurance .......................................................................................................................................... 22
3.2.5 Alternative assets .................................................................................................................................... 23
3.3 Market Size of Indian Wealth Management by HNWIs ........................................................................... 25
3.3.1 High net worth individuals (HNWIs) ........................................................................................................ 26
3.3.2 Ultra-high net worth individuals (UHNWIs) ............................................................................................. 31
3.3.3 The core high net worth individuals (core HNWIs).................................................................................. 36
3.4 HNWI Investments by Asset Class ......................................................................................................... 41
3.4.1 Investment trends in liquid assets – equity, fixed income and cash deposits ......................................... 42
3.4.2 Investment trends in cash and deposits .................................................................................................. 43
3.4.3 Investments in real estate ....................................................................................................................... 44
3.4.4 Investment trends in equity ..................................................................................................................... 45
3.4.5 Trends in art, wine and automobiles ....................................................................................................... 46
4 Wealth Management Services in India ................................................................................................ 47
4.1 Portfolio Management and Portfolio Rebalancing ................................................................................... 48
4.1.1 Kotak Mahindra portfolio management services ..................................................................................... 48
4.1.2 ICICI Bank portfolio management services ............................................................................................. 48
4.1.3 HSBC India portfolio management services ........................................................................................... 48
4.1.4 Deutsche Bank portfolio management services ...................................................................................... 49
4.1.5 Karvy Wealth portfolio management and rebalancing services .............................................................. 49
4.2 Trusts and Estate Planning and Management ........................................................................................ 50
4.2.1 Kotak Wealth estate planning services ................................................................................................... 50
4.2.2 Client Associates’s estate planning service ............................................................................................ 50
4.2.3 The Royal Bank of Scotland estate planning services ............................................................................ 50
4.2.4 HSBC estate planning service ................................................................................................................ 50

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TABLE OF CONTENTS

4.3 Private Banking and Financing................................................................................................................ 51

4.3.1 HDFC private and preferred banking services ........................................................................................ 51
4.3.2 ICICI private and privilege banking services ........................................................................................... 51
4.3.3 Kotak Mahindra privy league private banking service............................................................................. 52
4.4 Tax Planning and Management .............................................................................................................. 53
4.5 Investment Management and Advisory ................................................................................................... 53
4.5.1 ICICI Bank investment advice ................................................................................................................. 53
4.5.2 Client Associates (CA) investment management services ..................................................................... 53
4.5.3 Kotak wealth and investment management services .............................................................................. 53
5 Trends and Growth Drivers .................................................................................................................. 54
5.1 Emergence of Private-Investment Banking in India ................................................................................ 55
5.2 Increasing HNWIs Volume and Wealth Value ......................................................................................... 56
5.3 Changing Consumer Attitudes are Encouraging Retail Banking Growth ................................................ 56
5.4 Increasing Service Options from Wealth Management Companies ....................................................... 56
5.5 Targeting Mass Customer Base Rather than HNWIs ............................................................................. 57
5.6 Real GDP Growth Rate ........................................................................................................................... 57
5.7 Annual Average Exchange Rate (INR-US$) ........................................................................................... 57
5.8 Government Initiatives to Attract the Wealth of Overseas Indians.......................................................... 58
5.9 Increasing Remittances from Non-Resident Indians (NRIs) ................................................................... 58
6 Marketing and Growth Strategies of Indian Wealth Management Service Providers .................... 59
6.1 Marketing Strategies ............................................................................................................................... 59
6.2 Product Diversification ............................................................................................................................. 59
6.3 Optimization of Risk Management Services ........................................................................................... 60
6.4 Enhancing the Quality of Investment Advisors and Managers ............................................................... 60
6.5 Partnering with Assets Management Companies ................................................................................... 60
6.6 Utilizing Social Media to Interact With Clients ......................................................................................... 61
7 Strategies to Succeed in the Indian Wealth Management Market .................................................... 64
7.1 Maintaining Low Overhead Costs ........................................................................................................... 65
7.2 Building an Effective Distribution Strategy .............................................................................................. 65
7.3 Capitalizing on Technology ..................................................................................................................... 65
7.4 Understanding the Changing Consumer Requirements ......................................................................... 65
7.5 Long-Term Commitment Required .......................................................................................................... 66
7.6 Brand Building ......................................................................................................................................... 66
7.7 Transparency and Regulatory Adherence .............................................................................................. 66
7.8 360 Degree View of Investment .............................................................................................................. 67
8 Challenges ............................................................................................................................................. 68
8.1 Regulatory Issues .................................................................................................................................... 68
8.1.1 Taxation ................................................................................................................................................... 69
8.2 Tightening Government Control .............................................................................................................. 69
8.3 Lack of Talent and Geography of Operation ........................................................................................... 69
8.4 Reputation Issues .................................................................................................................................... 70
8.5 Underdeveloped Product Offerings ......................................................................................................... 70
8.6 Self-Management of Wealth .................................................................................................................... 70

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TABLE OF CONTENTS

9 Competitive Landscape ........................................................................................................................ 71

9.1 Industry Structure .................................................................................................................................... 72
9.2 Wealth Managers and Private Banks ...................................................................................................... 72
9.2.1 Public-sector banks ................................................................................................................................. 72
9.2.2 Wealth managers .................................................................................................................................... 73
9.2.3 Private-sector banks ............................................................................................................................... 73
9.2.4 Foreign banks and MNCs ....................................................................................................................... 73
10 Company Profile .................................................................................................................................... 75
10.1 Housing Development Finance Corporation Bank (HDFC) .................................................................... 76
10.1.1 Company overview .................................................................................................................................. 76
10.1.2 Business segmentation ........................................................................................................................... 76
10.2 ICICI Bank Ltd ......................................................................................................................................... 78
10.2.1 Company overview .................................................................................................................................. 78
10.2.2 Business segmentation ........................................................................................................................... 78
10.3 Kotak Mahindra Bank .............................................................................................................................. 80
10.3.1 Company overview .................................................................................................................................. 80
10.3.2 Business segmentation ........................................................................................................................... 80
10.4 AXIS Bank Limited .................................................................................................................................. 81
10.4.1 Company overview .................................................................................................................................. 81
10.4.2 Business segmentation ........................................................................................................................... 81
10.5 Other Private Banks ................................................................................................................................ 83
10.5.1 DBS Bank Ltd (India) .............................................................................................................................. 83
10.5.2 Deutsche Bank (India) ............................................................................................................................. 83
10.5.3 Standard Chartered Bank (India) ............................................................................................................ 83
10.5.4 HSBC (India) ........................................................................................................................................... 83
10.5.5 SG Private Banking (India) ...................................................................................................................... 84
10.6 Non-Banking Investment Management Companies in India ................................................................... 85
10.6.1 Edelweiss Financial Services Limited ..................................................................................................... 85
10.6.2 Client Associates ..................................................................................................................................... 86
10.6.3 Karvy Private Wealth ............................................................................................................................... 86
11 Appendix ................................................................................................................................................ 87
11.1 About BRICdata ...................................................................................................................................... 87
11.1.1 Definitions ................................................................................................................................................ 87
11.1.2 Areas of expertise ................................................................................................................................... 88
11.2 Methodology ............................................................................................................................................ 89
11.3 Disclaimer ................................................................................................................................................ 90

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TABLE OF CONTENTS

LIST OF FIGURES
Figure 1: Indian GDP at Constant Prices (US$ Billion), 2007–2016 (Base Year 1999–2000) ..................................................................... 10
Figure 2: Indian Inflation Rate (%), 2007–2016 .......................................................................................................................................... 11
Figure 3: Indian Annual Disposable Income (US$ Billion), 2007–2016 ....................................................................................................... 12
Figure 4: Indian Market Capitalization (US$ Billion), 2007–2011 ................................................................................................................ 13
Figure 5: Indian Repo Rate (%), April 2009 – April 2012 ............................................................................................................................ 14
Figure 6: Indian Wealth Management Market Size by Asset Class (US$ Billion), 2007–2011 .................................................................... 17
Figure 7: Indian Initial Public Offerings (US$ Billion), 2007–2011............................................................................................................... 18
Figure 8: Bombay Stock Exchange Performance (500 Index), 2000–2012................................................................................................. 19
Figure 9: Indian Market Capitalization (US$ Billion), 2007–2011 ................................................................................................................ 19
Figure 10: Indian Total Bank Deposits (US$ Billion), 2007–2011 ............................................................................................................... 20
Figure 11: Indian Asset Under Management of Mutual Funds (US$ Billion), 2007–2011............................................................................ 21
Figure 12: Indian Life Insurance Market Size (US$ Billion), 2007–2016 ..................................................................................................... 22
Figure 13: Indian Life Insurance Total Assets (US$ Billion), 2007–2016 .................................................................................................... 22
Figure 14: India Gold Demand Volume (Tonnes), 2007–2011 ................................................................................................................... 23
Figure 15: India Gold Demand Value (US$ Billion), 2007–2011 ................................................................................................................. 23
Figure 16: Indian Art Funds Market Size (US$ Million), 2007–2011 ........................................................................................................... 24
Figure 17: Indian Wealth Management Market Customers – HNWI Composition ....................................................................................... 25
Figure 18: Indian HNWIs Volume, 2007–2011 ........................................................................................................................................... 26
Figure 19: Indian HNWIs Volume, 2012–2016 ........................................................................................................................................... 27
Figure 20: Indian HNWIs Value (US$ Billion), 2007–2011 ......................................................................................................................... 28
Figure 21: Indian HNWIs Value (US$ Billion), 2012–2016 ......................................................................................................................... 29
Figure 22: Indian HNWIs Regional Distribution (% Share), 2011................................................................................................................ 30
Figure 23: Indian UHNWIs Volume by Type of HNWI, 2007–2011 ............................................................................................................. 31
Figure 24: Indian UHNWIs Volume by Type of HNWI, 2012–2016 ............................................................................................................. 32
Figure 25: Indian UHNWIs Value by Type of HNWI (US$ Billion), 2007–2011 ........................................................................................... 33
Figure 26: Indian UHNWIs Value by Type of HNWI (US$ Billion), 2012–2016 ........................................................................................... 34
Figure 27: Indian UHNWIs Regional Distribution (% Share), 2011 ............................................................................................................. 35
Figure 28: Indian Core HNWIs Volume by Type of HNWI, 2007–2011 ....................................................................................................... 36
Figure 29: Indian Core HNWIs Volume by Type of HNWI, 2012–2016 ....................................................................................................... 37
Figure 30: Indian Core HNWIs Value by Type of HNWI (US$ Billion), 2007–2011 ..................................................................................... 38
Figure 31: Indian Core HNWIs Value by Type of HNWI (US$ Billion), 2012–2016 ..................................................................................... 39
Figure 32: Indian Core HNWIs Regional Distribution (% Share), 2011 ....................................................................................................... 40
Figure 33: Asset Class Composition (% Share), 2007–2016 ...................................................................................................................... 41
Figure 34: Indian HNWI Liquid Asset Composition (US$ Billion), 2007–2016............................................................................................. 42
Figure 35: HNWIs – Investment in Cash and Deposits (US$ Billion), 2007–2016....................................................................................... 43
Figure 36: Indian HNWI Investment in Real Estate (US$ Billion), 2007–2016 ............................................................................................ 44
Figure 37: Indian HNWI Investment in Equities (US$ Billion), 2007–2016 .................................................................................................. 45
Figure 38: Indian Wealth Management Services ........................................................................................................................................ 47
Figure 39: Indian Wealth Management Trends and Growth Drivers ........................................................................................................... 54
Figure 40: Non-Resident Indian Remittances (US$ Billion), 2007–2011..................................................................................................... 58
Figure 41: ICICI Bank – Official Twitter Page ............................................................................................................................................. 61
Figure 42: ICICI Bank – Official Facebook Page ........................................................................................................................................ 62
Figure 43: HDFC Bank – Official Twitter Page ........................................................................................................................................... 63
Figure 44: Strategies to Succeed in the Indian Wealth Management Market .............................................................................................. 64
Figure 45: A Unified View of Customer Investment .................................................................................................................................... 67
Figure 46: Indian Wealth Management Challenges .................................................................................................................................... 68

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TABLE OF CONTENTS

LIST OF TABLES
Table 1: Indian GDP at Constant Prices (US$ Billion), 2007–2016 (Base Year 1999–2000) ...................................................................... 10
Table 2: Indian Inflation Rate (%), 2007–2016 ........................................................................................................................................... 11
Table 3: Indian Annual Disposable Income (US$ Billion), 2007–2016 ........................................................................................................ 12
Table 4: Indian Repo Rate (%), April 2009 – April 2012 ............................................................................................................................. 14
Table 5: Indian Wealth Management Market Size by Asset Class (US$ Billion), 2007–2011...................................................................... 16
Table 6: Indian Wealth Management Market Share by Asset Class (%), 2007–2011 ................................................................................. 17
Table 7: Indian Initial Public Offerings (US$ Billion), 2007–2011 ................................................................................................................ 18
Table 8: Indian Large IPOs in 2011 ........................................................................................................................................................... 18
Table 9: Indian Total Bank Deposits (US$ Billion), 2007–2011 .................................................................................................................. 20
Table 10: Indian HNWIs Volume by Wealth Bands, 2007–2011 ................................................................................................................. 26
Table 11: Indian HNWIs Volume by Wealth Bands, 2012–2016 ................................................................................................................. 27
Table 12: Indian HNWIs Value by Wealth Band (US$ Billion), 2007–2011 ................................................................................................. 28
Table 13: Indian HNWIs Value by Wealth Band (US$ Billion), 2012–2016 ................................................................................................. 29
Table 14: Indian UHNWIs Volume by Type of HNWI, 2007–2011 .............................................................................................................. 31
Table 15: Indian UHNWIs Volume by Type of HNWI, 2012–2016 .............................................................................................................. 32
Table 16: Indian UHNWIs Value by Type of HNWI (US$ Billion), 2007–2011 ............................................................................................ 33
Table 17: Indian UHNWIs Value by Type of HNWI (US$ Billion), 2012–2016 ............................................................................................ 34
Table 18: Indian Core HNWIs Volume by Type of HNWI, 2007–2011 ........................................................................................................ 36
Table 19: Indian Core HNWIs Volume by Type of HNWI, 2012–2016 ........................................................................................................ 37
Table 20: Indian Core HNWIs Value by Type of HNWI (US$ Billion), 2007–2011 ...................................................................................... 38
Table 21: Indian Core HNWIs Value by Type of HNWI (US$ Billion), 2012–2016 ...................................................................................... 39
Table 22: Indian HNWI Liquid Asset Composition (%), 2007–2016 ............................................................................................................ 42
Table 23: Indian Real GDP Growth Rate (%), 2008–2016 ......................................................................................................................... 57
Table 24: Indian Annual Exchange Rate (INR-US$), 2007–2011 ............................................................................................................... 57
Table 25: Indian Wealth Management Companies ..................................................................................................................................... 71
Table 26: Karvy Private Wealth: Main Services ......................................................................................................................................... 86
Table 27: Indian Annual Exchange Rate (INR–US$), 2007–2011 .............................................................................................................. 87
Table 28: Definitions .................................................................................................................................................................................. 87

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MARKET SIZE AND GROWTH POTENTIAL OF INDIAN WEALTH
MANAGEMENT CUSTOMERS

2 Indian Wealth Management Market Environment

The Indian economy has grown at a steady pace from a low base, after the government started to implement its ambitious
program of neo-liberal economic reforms in 1991. These reforms opened the country to foreign investment, ended public
banking monopolies and forced state-controlled companies to become more competitive. The reforms have been mostly
successful in converting the Indian economy from a planned- to a free-market model, and have led to significant economic
development in the country. The Indian economy recorded an average annual rate of X% during 1991–2004, which
encouraged foreign direct investment (FDI) to increase by XXX times during the same period and created more
employment opportunities and rapid industrialization. India’s annual GDP growth reached X.X% in 2007, and investment
growth, as reflected in the Indian stock market, rose by over XXX% during 2006–2007.
In addition to government spending, the large FDI inflow in 2008 and 2009 was the main reason why the global economic
crisis had a relatively small impact on India. Compared with massive FDI inflows experienced in 2008 and 2009, the
amount of FDI in the country declined significantly in 2010 and 2011. However, the FDI inflows into the country are
expected to increase over the forecast period. This is due to the continued strong GDP growth anticipated in India, as well
as the slow growth and shortage of profitable investment opportunities available in other locations in the world.
Analysis suggests that India is able to manage the various threats to its economy effectively enough to ensure sustainable
economic growth. The country’s real GDP is expected to record an average annual growth rate of X% over the forecast
period, which will be supported by the country’s expanding middle-class population, increasing disposable income levels
and rising employment levels. While Indian equity levels in US dollars have yet to return to the highs achieved in the pre-
economic crisis period in 2007, it is expected that the equity levels will reach this height over the forecast period.
India’s GDP growth has been consistently impressive. The country is a member of the BRIC countries (Brazil, Russia,
India and China), and it is anticipated to become the world’s third-largest economy by 2050. The financial services are
expected to be integral to this growth alongside the country’s rapidly developing retail, information technology and telecom
industries. In addition, the demand for banking products and wealth management is expected to continue increasing
significantly over the forecast period.
Retail banking experienced an unprecedented level of expansion in India, after growing by XX% during the review period.
Retail banking is projected to continue increasing in value by XX% over the forecast period. The consumer base for the
banking products in India is expected to increase, and the poverty levels in the country will decline, alongside India’s
strong economic growth.

India’s consumption is expected to become concentrated in urban areas. BRICdata estimates that XX% of private
spending originated from rural areas in 2011, although cities are anticipated to generate XX% of private spending in 2025.
The most competitive areas for retail banking will be in India’s mega cities of Delhi and Mumbai and its six next-largest
cities of Kolkata, Chennai, Hyderabad, Bangalore, Ahmedabad and Pune. However, the emerging urban areas, known as
the tier 2 cities, will become contested areas for the future growth of retail and ‘affluent’ banking.

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MARKET SIZE AND GROWTH POTENTIAL OF INDIAN WEALTH
MANAGEMENT CUSTOMERS

3 Market Size and Growth Potential of Indian Wealth Management

3.1 Wealth Management Market in India
The size of Indian wealth management market is calculated by adding the value of all investments made by Indians in
various asset classes. The following investment avenues and financial assets have been considered to generate the
Indian wealth management market size:

Direct equity: includes initial public offerings (IPO) and India’s market capitalization.
Assets in life insurance: the total assets invested in life insurance.
Deposits (saving and fixed): includes the total sum of saving deposits and fixed deposits held in the commercial
banks.
Mutual fund: the amount invested by individuals in mutual funds.
Alternative investment: consists of gold and art.
The Indian wealth management market valued US$X.X trillion in 2011, after growing at a CAGR of XX.XX% during the
review period. Deposit assets have always been popular among risk-averse investors. This type of asset was the largest
in India, with a total size of US$X.X trillion in 2011. Direct equity was the second most popular investment instrument in
India in 2011, with the total market size of US$X.X trillion. Assets in life insurance registered the highest growth rate
among asset types, at a CAGR of XX.XX% during the review period, followed by deposits, at a CAGR of XX.XX% during
the review period, and mutual funds, at a CAGR of XX.XX% during the review period.

Table 5: Indian Wealth Management Market Size by Asset Class (US$ Billion), 2007–2011

2007 2008 2009 2010 2011 CAGR 2007–

Asset Class 2011
Direct equity X,XXX.X X,XXX.X XXX.X X,XXX.X X,XXX.X X.XX%

Deposits XXX.X XXX.X X,XXX.X X,XXX.X X,XXX.X XX.XX%

Assets in life insurance XXX.X XXX.X XXX.X XXX.X XXX.X XX.XX%

Mutual fund XX.X XXX.X XX.X XXX.X XXX.X XX.XX%

Alternative investment XX.X XX.X XX.X XXX.X XXX.X XX.XX%

Total X,XXX.X X,XXX.X X,XXX.X X,XXX.X X,XXX.X XX.XX%

Source: BRICdata analysis © BRICdata

Figure 6: Indian Wealth Management Market Size by Asset Class (US$ Billion), 2007–2011

Source: BRICdata analysis © BRICdata

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MARKET SIZE OF INDIAN WEALTH MANAGEMENT BY HNWIs

3.2 Market Size of Indian Wealth Management by HNWIs

The Indian wealth management market services the upper-income population, which includes high net worth individuals
that have an investable asset of US$X.X million or more, excluding their primary residence, collectibles, consumables and
consumer durables.
3.2.1 High net worth individuals (HNWIs)
Given the close correlation between the creation of new HNWIs, equity markets and corporate earnings, it is surprising
that the number of HNWIs in India increased by over XX% during 2007–2011. It is clear that, since India was relatively
unaffected by the global economic crisis and was able to register rapid economic recovery, wealth creation continued in
India. Although there were significant declines in the number of HNWIs across all wealth bands in 2008, the numbers
increased by an annual growth rate of XX% during 2009 alone.
The number of UHNWIs increased at a faster rate than the number of core HNWIs. However, since core HNWIs still
comprise the vast majority of all Indian HNWIs, whether UHNWI volumes increase or decrease has a relatively small
impact on the overall volume of HNWIs. The increasing number of HNWIs in India was mainly due to the large increase in
the number of core HNWIs that benefited from India’s rapid economic recovery and growth in asset classes during 2009
and 2010, in addition to the smaller-than-expected decline in real estate prices in 2009.
Volume of HNWIs
The total volume of HNWIs, including UHNWIs and core HNWIs, increased from XXX,XXX in 2007 to XXX,XXX in 2011, at
a CAGR of X.XX% during the review period. The volume recorded a significant decline in 2008, due to the global
economic crisis. The core HNWIs, which includes the mid-tier millionaire and lower-tier millionaire wealth bands that
represents individuals holding assets between US$X–XX million, accounted for the largest share of total HNWI volumes
with XXX,XXX.X people in 2011. Meanwhile, the number of UNHWIs number, which includes individuals that own assets
of US$XX million or more, reached X,XXX.X people in 2011.

Table 10: Indian HNWIs Volume by Wealth Bands, 2007–2011

CAGR
Wealth Bands 2007 2008 2009 2010 2011
2007–2011
UNHWIs X,XXX.X XXX.X X,XXX.X X,XXX.X X,XXX.X X.XX%

Core HNWIs XXX,XXX.X XXX,XXX.X XXX,XXX.X XXX,XXX.X XXX,XXX.X XX.XX%

Total Volume of HNWIs XXX,XXX.X XXX,XXX.X XXX,XXX.X XXX,XXX.X XXX,XXX.X X.XX%

Source: WealthInsight and BRICdata analysis © BRICdata

Figure 18: Indian HNWIs Volume, 2007–2011

300,000

250,000

200,000

150,000

100,000

50,000

0
2007 2008 2009 2010 2011

Volume of High-Net-Worth Individuals

Source: WealthInsight and BRICdata analysis © BRICdata

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MARKET SIZE OF INDIAN WEALTH MANAGEMENT BY HNWIs

Demographic breakdown of the Indian HNWIs by region

Although the eight cities represented in the following figure contain XX.X% of India’s total HNWIs, there are sizeable
wealth holdings in India’s second- and third-tier cities, and XX.X% of India’s HNWIs originate from the rest of India. There
are also significant wealth holdings in rural areas, especially among the core HNWIs from wealthy land-owning Indian
families. These HNWIs represent the traditionally wealthy groups within the Indian society. Although the vast majority of
Indian HNWIs, especially in the major cities, have accumulated their own wealth, family wealth across wealth bands is
also prevalent in modern urban areas. Mumbai, New Delhi, the technology and software centers of Bangalore and
Hyderabad, and the commercial and industrial cities of Kolkata and Chennai, are all the main economic centers that
India’s HNWIs have generated the wealth from.
With a registered population of just over XX million, and its ability to generate X% of India’s GDP, Mumbai is both India’s
and South Asia’s richest city, and is also one of the largest cities in the world. As such, it is perhaps unsurprising that
Mumbai contains the notably highest number of HNWIs in any Indian city. Since Maharashtra contains Mumbai and Pune,
as well as second-tier cities such as Nagpur and smaller cities such as Jalgaon and Kolhapur, it is also unsurprising that
Maharashtra is not only India’s richest state but also home to over XX.X% of India’s HNWIs.

Figure 22: Indian HNWIs Regional Distribution (% Share), 2011

Rest of India
20.6%

Mumbai
37.4%
Ahmedabad
2.8%

Pune
4.4%

Chennai
5.3%

Kolkata
5.5%
Hyderabad New Delhi
6.1% Bangalore 11.1%
6.9%
Source: WealthInsight and BRICdata analysis © BRICdata

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APPENDIX

4 Appendix
4.1 About BRICdata
BRICdata publishes in-depth strategic intelligence reports that help its customers better understand opportunities in
emerging markets and industry sectors. Its reports provide an independent, expert view supported by primary research
and access to leading data and intelligence sources.

BRICdata is a comprehensive source of insights and analysis, and publishes a broad range of reports across a number of
different industry sectors, including consumer, retail, financial services, technology, telecoms and construction.

BRICdata is headquartered in London with research, analysis and account management teams based across Europe, the
US and Asia-Pacific. Its global research footprint is supported by a network of external associates, data partners and
industry experts to give the clearest possible perspective on emerging markets.

4.1.1 Definitions
For the purposes of this report, the following timeframes apply:

Review period: 2007–2011

Forecast period: 2012–2016

Table 27: Indian Annual Exchange Rate (INR–US$), 2007–2011

2007 2008 2009 2010 2011

Annual Exchange Rate XX.X XX.X XX.X XX.X XX.X

Source: OANDA and BRICdata analysis © BRICdata

Table 28: Definitions

The high net worth individuals (HNWIs) wealth band comprises all types of HNWIs. It
HNWIs represents individuals that holding assets of US$1 million or more in equities, bonds, cash and
deposits, fixed-income products, real estate, alternative assets and business interests.

The ultra-high net worth individuals (UHNWIs) wealth band comprises the billionaire,
centimillionaire and affluent millionaire types of HNWIs. It represents individuals that hold
UHNWIs
assets of US$30 million or more in equities, bonds, cash and deposits, fixed-income products,
real estate, alternative assets and business interests.

The cores HNWIs wealth band the mid-tier millionaire and lower-tier millionaire types of
HNWIs. It represents individuals that hold assets between US$1–30 million in equities, bonds,
Core HNWIs
cash and deposits, fixed-income products, real estate, alternative assets and business
interests.

Billionaires are HNWIs that hold investable assets of US$1 billion or more in equities, bonds,
Billionaires cash and deposits, fixed-income products, real estate, alternative assets and business
interests.

Centimillionaires are HNWIs that hold assets between US$100 million and US$1 billion in
Centimillionaires equities, bonds, cash and deposits, fixed-income products, real estate, alternative assets and
business interests.

Affluent millionaires are HNWIs that hold assets of US$30–100 million in equities, bonds, cash
Affluent Millionaires
and deposits, fixed-income products, real estate, alternative assets and business interests.

Mid-tier millionaires are HNWIs that hold assets of US$5–30 million in equities, bonds, cash
Mid-Tier Millionaires
and deposits, fixed-income products, real estate, alternative assets and business interests.

Lower-tier millionaires are HNWIs that hold assets of US$1–5 million in equities, bonds, cash
Lower-Tier Millionaires
and deposits, fixed-income products, real estate, alternative assets and business interests.
Source: BRICdata analysis © BRICdata

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APPENDIX

4.1.2 Areas of expertise

BRICdata operates a dedicated, multilingual team of in-house industry analysts with significant experience of global and
country-level research. BRICdata also maintains data and research partnerships with other research companies, industry
experts and trade associations, along with a network of independent industry consultants and former industry participants
contributing research and reports to bring additional insight and expertise in more specialist areas.

BRICdata’s research offering spans the following industry areas:

Construction
BRICdata publishes reports covering the entire construction value chain: construction materials, equipment, construction
services, architectural services and interior design. It also covers the main value sectors of construction activity:
commercial, infrastructure, industrial, institutional and residential.

This comprehensive view of the market enables BRICdata to detail key growth sectors and countries and identify the most
attractive industry opportunities.

Consumer goods
Covering a broad range of areas across the consumer goods market, from interior products to fast-moving consumer
goods (FMCG), ingredients, and packaging, BRICdata offers a comprehensive insight into key consumer sectors across
fast-growing markets, identifying key trends, future innovations and growth opportunities.

Comprehensive data sets including unique primary survey-driven research creates accurate market forecasts and
understanding of the factors driving consumption behavior.

Financial services
Providing detailed insights into insurance and banking markets, BRICdata’s financial services reports identify key market
opportunities, emerging technologies and channel strategies. The reports provide unique data combined with local
examples of best practice and expert insights into the market.

Retail
BRICdata maintains a comprehensive database of forecasts of retail spending, along with a series of unique indicators
enabling a forward view of retailers’ prospects in emerging markets. The reports identify emerging concepts in retail,
including the nascent online and mobile retail sectors in the BRIC countries and other emerging markets.

Technology
BRICdata tracks key trends and innovations, emerging technologies and markets, and the key operators in both emerging
markets and technologies. Covering a range of emerging and disruptive technologies including telecoms, social media,
online and mobile retailing, and telemedicine, BRICdata examines strategies for success, the state of the competitive
landscape and the inherent threats and opportunities in the emerging economies.

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APPENDIX

4.2 Methodology
All BRICdata reports are rigorously sourced and created according to a comprehensive, two-stage methodology. This
includes internal audit and primary research.

A) Internal audit
Review of in-house databases to gather existing data:
o Historic market databases and reports
o Company database
o projects database

B) Primary research
Review of the latest company strategy and asset management trends

1) Research

A. Sources
Collection of the latest market-specific data from a wide variety of industry sources:
o Government statistics
o Industry associations
o Company filings
o Broker reports
o International organizations

B. Expert opinion
Collation of opinion taken from leading industry experts
Analysis of third-party opinion and forecasts:
o Broker reports
o Industry associations
o Official government sources

C. Data consolidation and verification

Consolidation of data and opinion to create historical datasets
Creation of models to benchmark data across sectors and geographies

2) Research Analysis

Market forecasts
Feed of forecast data into market models:
o Macroeconomic indicators
o Industry-specific drivers

Analysis of Market Databases to identify trends by sector:

o Latest trends
o Key drivers of the market

3) Report Writing

Analysis of market data

Discussion of company and industry trends and issues
Integration of survey results
Annual review of trends
Standardization of market definitions using recognized industry classifications

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APPENDIX

4) Quality Control

A. Templates
Detailed process manuals
Standardized report templates and accompanying style guides
Complex forecasting tool used to ensure forecast methodologies are consistently applied
QC checklists

B. QC process
Peer review
Senior-level QC
Random spot checks on data integrity
Benchmark checks across databases
Market data cross-checked for consistency with accumulated data from company filings

4.3 Disclaimer

All rights reserved.

No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form by any means,
electronic, mechanical, photocopying, recording or otherwise, without the prior permission of the publisher, BRICdata.

The facts of this report are believed to be correct at the time of publication but cannot be guaranteed. Please note that the
findings, conclusions and recommendations that BRICdata delivers will be based on information gathered in good faith
from both primary and secondary sources, whose accuracy we are not always in a position to guarantee. BRICdata can,
therefore, accept no liability whatsoever for actions taken based on any information that may subsequently prove to be
incorrect.

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