争夺300万名千万富豪：私人银行里的隐秘交易

Core Viewpoint - The private banking industry in China is shifting from "land grab" to "stock competition," focusing on retaining existing high-net-worth clients through unique non-financial services and experiences [3][20]. Group 1: Private Banking Clientele - To become a private banking client, individuals must have financial assets exceeding 6 million yuan, with some banks like China Merchants Bank raising the threshold to 10 million yuan [2]. - The number of high-net-worth individuals in China with investable assets over 10 million yuan reached 3.16 million by the end of 2022, with an average of 31.83 million yuan per person [6]. - Private banking clients often utilize services from multiple banks, with average personal assets typically exceeding 15 million yuan [3]. Group 2: Non-Financial Services - Non-financial services have become the core competitive advantage for private banks, with offerings including private jet bookings, Antarctic travel, and exclusive medical consultations [3][6]. - The demand for unique experiences has led to significant increases in client acquisition, as seen with CITIC Bank's "Youth Travel" service, which saw a 77.59% year-on-year increase in private banking clients [6]. - High-net-worth clients are increasingly valuing emotional and experiential benefits, which banks are leveraging to enhance client loyalty [7]. Group 3: Family Trusts and Wealth Management - Family trusts and family offices are becoming focal points for private banks, especially for ultra-high-net-worth clients with assets exceeding 20 million yuan [10]. - Over 70% of high-net-worth individuals are preparing for wealth transfer, with concerns about asset division and family disputes driving the demand for family trusts [10][11]. - The domestic family trust business is projected to reach a balance of 643.58 billion yuan by the end of 2024 [11]. Group 4: Customized Investment Products - Private banks are offering tailored investment products, including access to international asset management firms, with minimum investments often starting at 2 million yuan [14]. - High-net-worth clients are expected to increase their allocation to insurance and gold as part of their asset management strategies [15]. - Gold has seen a significant price increase, with some private banking clients reporting substantial gains from their investments in gold bars [16]. Group 5: Market Position and Client Contribution - As of the end of 2023, the asset management scale of Chinese private banks reached 24.6 trillion yuan, with private banking clients contributing significantly to overall bank assets [18]. - Private banking clients, who represent only 0.75‰ of retail clients, account for over 31% of the asset scale at China Merchants Bank [18][20]. - The competition for retaining private banking clients is intensifying, with banks focusing on preventing client attrition due to the limited loyalty of high-net-worth individuals [20].