The challenge
The average redemption-to-investment ratio was climbing. The company needed to find the root cause across products and customer segments.
Our approach
- ✓ Analysed AUM movement over four years and within the fiscal year, attributing change to sales vs market growth.
- ✓ Profiled existing customers into positive, negative, neutral and zero-AUM groups.
- ✓ Examined redemption patterns by product, sales load and client tenure.
The results
- ✓ Retail clients showed a 97% redemption-to-investment ratio versus a 79% company average.
- ✓ Transactions without sales load were far more prone to redemption.
- ✓ Findings drove a customer survey and a refined product and service strategy.
