Strategic Outlook – China Distribution

You can’t build a house without bricks and mortar

Z-Ben Advisors believes too much airtime has been given to online and mobile platforms, suggesting it is the panacea for all distribution woes in China. One dangerous thought crossing some global managers minds is: should I forego traditional brick-and-mortar distributors (banks, IFAs, brokerage asset managers and FMCs) in favor of these hot new digital platforms everyone is talking about? Z-Ben Advisors would categorically state: No.

Although online and mobile distribution, largely offered by China’s new wave of innovative tech companies, has its attractions, scalability cannot be achieved by this alone. These new channels should be integrated into a broader distribution ecosystem that keeps traditional channels at its core. We have leveraged our on-the-ground experience to achieve unrivalled insight into what actually happens at China’s financial product distribution counters. This strategic outlook contains key considerations for foreign firms selling their products in this ever-evolving market. We believe China’s hybrid distribution landscape is at the edge of the curve, creating a roadmap for other markets to follow.

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