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1、Wealth Management in the US 美国的财富管理John ClendeningA Personal Journey in a career at Charles Schwab 嘉信案例分析2Agenda 主要课题John Clendening Background John Clendening背景简介Why Schwab A Personal Perspective 缘何选择嘉信 个人观点Brief History: Four phases 嘉信简史：四大阶段Chuck and Schwab Culture 查克与嘉信文化The market for investmen
2、t services, Brand and Customer Loyalty 投资服务的市场、品牌与客户忠诚度Breadth of business lines 业务线的广度3John Clendening Background John Clendening背景简介14John Clendening Background Brief Bio John Clendening背景简介Education Background: 教育背景： Northwestern University BA 西北大学 文学士5John Clendening Background Brief Bio John Cl
3、endening背景简介Education Background: 教育背景： Harvard Graduate School of Business - MBA 哈佛商学院 - MBA6John Clendening Background Brief Bio John Clendening背景简介 Consulting at Booz, Allen 咨询业：博思艾伦 (世界顶尖管理和技术咨询公司之一) 7John Clendening Background Brief Bio John Clendening背景简介 Packaged goods at Coca-Cola and Frito-
4、Lay 包装食品业：可口可乐和菲多利 (世界休闲食品最大的制造与销售商)8John Clendening Background Brief Bio John Clendening背景简介 Banking at Wachovia 银行业：美联银行9John Clendening Background Brief Bio John Clendening背景简介 Startups backed by Silicon Valley VCs 受硅谷创投资金支持的创新公司10John Clendening Background Brief Bio John Clendening背景简介 Several r
5、oles at Charles Schwab 嘉信集团内部多个职位与角色11Why Schwab A Personal Perspective 缘何选择嘉信 个人观点212Why Schwab A Personal Perspective 缘何选择嘉信 个人观点 Personal experience as a client 作为客户的个人体验 Used Schwab as a typical new, “do it yourself” investor and loved it versus my prior broker 像一个典型的“自力更生型”新投资者那样使用嘉信 喜爱嘉信的程度超过既
6、往经纪商 Like many, I thought I was a great investor as the markets rose in the 90s 跟很多人一样，上世纪九十年代的市场上扬让我自认为是个伟大的投资者。13Why Schwab A Personal Perspective 缘何选择嘉信 个人观点 One of the few brands in financial services with brand equity though needed refreshing 金融服务业当中为数不多的几个拥有“品牌资产”的品牌 尽管需要不断刷新 How do you think
7、about brand equity? 您对品牌资产的理解是什么？What defines it? 如何界定？Consider your personal favorite brands what makes them different, better, special? 请考虑你个人最喜欢的品牌 什么因素让它们不同、更好或特别？What defines your brand? Makes it unique? 界定你的品牌的是什么？什么因素让你的品牌独一无二？ The concept of brand equity 品牌资产的概念14Why Schwab A Personal Perspe
8、ctive 缘何选择嘉信 个人观点 Question is: Why refreshing needed? 问题是：为何需要不断刷新？15Why Schwab A Personal Perspective 缘何选择嘉信 个人观点 One of the few brands in financial services with brand equity though needed refreshing 金融服务业当中为数不多的几个拥有“品牌资产”的品牌 尽管需要不断刷新 How do you think about brand equity? 您对品牌资产的理解是什么？What defines
9、it? 如何界定？Consider your personal favorite brands what makes them different, better, special? 请考虑你个人最喜欢的品牌 什么因素让它们不同、更好或特别？What defines your brand? Makes it unique? 界定你的品牌的是什么？什么因素让你的品牌独一无二？ The concept of brand equity 品牌资产的概念 Why refreshing needed? 为何需要不断刷新？16Why Schwab A Personal Perspective 缘何选择嘉信
10、个人观点 The business had not yet recovered from the “dot com bust” presenting opportunity 经济还没有从高技术泡沫爆破中完全恢复 呈现的是机会17Why Schwab A Personal Perspective 缘何选择嘉信 个人观点 Strong talent including but not limited to Chuck himself 强大的人才 包括但不限于查克本人18Why Schwab A Personal Perspective 缘何选择嘉信 个人观点 Schwab leaders in m
11、y eyes: major characteristics 我眼中的嘉信领袖：主要特质 Client centered 以客户为中心 Understand marketing 理解市场 Bold and considered risk takers 勇敢而审慎的风险承担者 Long term thinkers 长期型思维19Why Schwab A Personal Perspective 缘何选择嘉信 个人观点 Schwab leaders in my eyes: major characteristics 我眼中的嘉信领袖：主要特质 Client centered 以客户为中心 Under
12、stand marketing 理解市场 Bold and considered risk takers 勇敢而审慎的风险承担者 Long term thinkers 长期型思维 Question for you: What are the ideal qualities for leadership? (Please consider your real situation.) 请问各位：领导层应该具备什么样的理想素质 (请考虑公司的实际情况)？20Why Schwab A Personal Perspective 缘何选择嘉信 个人观点 San Francisco area an addi
13、tional “plus” 旧金山地区 额外的“加分因素”21Career highlights at Schwab four phases 在嘉信时期的职业亮点 四个阶段 Co-architect of the turnaround of the retail business (2004-2005) 零售业务柳暗花明的共同缔造者 (2004-2005) Trade commission pricing - $29.95 versus a market that said the price should be $7 to $13 交易佣金定价- $29.95 当时市场认为的价格是$7 -
14、$13Brand enough to justify a premium? 品牌 足以让人觉得我们的佣金溢价是理所当然？Who really has the power to set prices in a competitive market? Only the consumer. 在一个充满竞争的市场，谁拥有真正的定价权？只有消费者22Career highlights at Schwab four phases 在嘉信时期的职业亮点 四个阶段 Co-architect of the turnaround of the retail business (2004-2005) 零售业务柳暗花
15、明的共同缔造者 (2004-2005) Trade commission pricing - $29.95 versus a market that said the price should be $7 to $13 交易佣金定价- $29.95 当时市场认为的价格是$7 - $13Brand enough to justify a premium? 品牌 足以让人觉得我们的佣金溢价是理所当然？Who really has the power to set prices in a competitive market? Only the consumer. 在一个充满竞争的市场，谁拥有真正的定价权？只有消费者 Account service fees a quarterly fee for the “privilege” of being a client 账户服务费 按季收取，代表的是成为一名客户的“特权”Small clients being charged a fee 小客户被收费In 2004, even large clients were meant to be charged a fee 在2004年，就算是大客户也要被收费23Career highlights at Schwab four phases 在嘉信时期的职业亮点 四个阶段 Co-archi
