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Equifax Touchstone solution helps protect structured products industry PDF Print E-mail
Tuesday, 07 April 2015

Equifax Investor Profiles, a solution from Equifax Touchstone, the business insights expert, helps structured product providers and advisers target the right type of investors. The recent FCA Thematic Review into the development and governance of structured products has highlighted that retail customers generally struggle to understand the complex features common to many structured products and frequently overestimate the potential returns available from them. The review also stated that some firms should do more to identify a clear target market during the initial product design phase.

Equifax Investor Profiles helps providers and advisory firms to better identify and understand target markets most likely to purchase structured products and therefore be more targeted in their sales and marketing approach. It also supports them in providing the evidence needed to help them comply with FCA requirements.

While many are already providing this proof, Equifax Investor Profiles helps providers and advisory firms to define their target market, and helps demonstrate that the intended target market are those people actually buying the structured product.

Andy Marson, Product Leader, Equifax Touchstone, says: “The financial landscape is constantly changing and an advisory firm’s ability to talk to their clients in the right way, at the right time, about financial products is key to future success. Adopting customer insights and turning them into meaningful segmentation enables better client targeting and conversion. It also helps advisory firms to protect their business against regulatory scrutiny and provide evidence that they are meeting treating customers fairly outcome 2.”

Equifax Investor Profiles is based on more than £345bn of actual investment sales data over the last five years from the Touchstone database and provides insight into the purchasing patterns of investors. Combined with Equifax household composition and life stage data, it provides a comprehensive view of investment purchase activity, in an easy to apply consumer segmentation tool for the financial services market.

Equifax Investor Profiles clusters each postcode into one of 12 segments, identifying groups of people by their life stage, household composition and affluence, with decreasing affluence through the segments. The 12 segments each have a range of micro-segments differentiated primarily by the level of engagement in, and purchase of, retail financial services products. By matching the structured product investors to these micro-segments Equifax Touchstone are able to work with clients to better identify the types of people who are more likely to be interested in these products, thereby improving conversion rates and helping to ensure that the right type of customer is purchasing them.

(Source - Equifax Touchstone Press Release)  

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