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There is still time to register for Money Marketing Live, phone our 24-hour hotline on 0870 2467762 or visit our website at

Next week will see the biggest financial services event ever held in the North-west. Money Marketing Live in Manchester will give intermediaries the opportunity to discuss some of the key issues they face in the industry. With so much uncertainty in the market and the pressure mounting to offer the latest products, it is essential to understand where the industry is heading.

Unlike any other event, Money Marketing Live will contain six streams of conference content covering the latest developments in the fund, investment, pension and protection markets. Visitors to the show will gain insight from key figures within financial services. FSA director of investment firms David Kenmir will present the keynote session in the main arena and will be followed by industry experts including Aifa director general Paul Smee, Mortgage Code Compliance Board chief executive Luke March and Sofa chairman Nick Bamford.

Alongside the main conference below, advisers will also be able to hear in-depth sessions from leading product providers in the four strategy arenas. The FSA will also be holding a surgery at the event for firms to ask regulatory questions or discuss any issues they may have and the Financial Ombudsman Service will in attendance to discuss their jurisdiction and the complaints&#39 procedure.

The exhibition will feature leading product and service companies and visitors will be able to discuss business with providers in the relaxed hospitality areas. A video wall will be showing looped interviews with leading product provider chief executives and other industry leaders. Entry to the show is free and visitors could also win a Mini Cooper S in Birmingham Midshires&#39 competition. Money Marketing Live will take place on September 23 at the G-Mex in Manchester between 8.45am-5pm.

Full Conference Programme Stream 1


Keynote Presentation

David Kenmir will start the day by setting out regulatory developments which need to be considered when planning your business. His keynote speech will concentrate on what&#39s on the regulatory radar as well as the FSA&#39s approach to communicating with small investment firms. There will also be an update on the current state of play regarding PII, following the end of FSA&#39s consultation and options for the future, as well as outlining the role smaller firms can play in influencing the regulatory agenda.

David Kenmir, Director of Investment Firms Division, Financial Services Authority


Training and Competence – Alive and Kicking!

A debate around current issues and a discussion of the examination review update and senior management responsibilities. This presentation will discuss the work that the FSA has undertaken to assess standards of compliance with the requirements of the T&C sourcebook and highlight a number of weaknesses that have been identified within firms. How can you be involved and what are the issues coming up? The panel will consider current policy issues and provide an overview of key questions that a firm may wish to ask of its T&C arrangements in order to help assess their effectiveness. The session will also include an update on &#39grandfathering&#39 arrangements for qualified advisers from MCCB to FSA regimes.

Panel: Nick Cann, Chief Executive, Institute of Financial Planning; Luke March, Chief Executive, The Mortgage Code Compliance Board; Darren Moxom, Head Trainer, Financial Services Authority Industry Training; Paul Smee, Director General, Association of Independent Financial Advisers; Peter Williams, Head of Industry Development, Aegon UK

Chaired by John Lappin, Editor, Money Marketing


CEO Showcase tbc

Facilitated by John Lappin, Editor, Money Marketing


The Future of Regulation

With far too many incomplete consultations affecting IFAs, how can you keep up with the plot; and what is the plot anyway and how much will it cost? The panel will update on the depolarisation and menu debates; consider whether focused advice has a future and why defining mis-selling could help with the PI situation – and what else should be done. They will also examine why it takes 250 pages to demonstrate that “less is more”, and discuss the latest regulatory changes that could affect your business.

Panel: Geoffrey Clarkson, Chief Executive, IFA Professional Service; Stephen Ingledew, Group Chief Executive Officer, Berkeley Berry Birch; David Kenmir, Director of Investment Firms Division, Financial Services Authority; Paul Smee, Director General, Association of Independent Financial Advisers Chaired by Tim Potter, Publishing Director, Money Marketing


Professional Indemnity – at What Price?

Will changes to FSA rules be enough to restore a working PI market? Can a mutual work in a regulated market, and does being better qualified make it easier or harder to get PI Insurance cover? Do the PI underwriters ask the right questions and do they really understand the risk? Is PI Insurance designed to protect the consumer or the IFA? It seems radical action needs to be taken in order to formulate the answers – in this session the panel will endeavour to answer and bring some solutions to your questions.

Panel: Nick Bamford, Chairman, Society of Financial Advisers; David Kenmir, Director of Investment Firms Division, Financial Services Authority; Glyn Morris – Director of PI Direct Ltd (Magian Underwriting)

Paul Smee, Director General, Association of Independent Financial Advisers

Chaired by John Lappin, Editor, Money Marketing

Stream 2


Advice Implications of the Pensions Green Paper

It will be between one and three years before most of the surviving Green Paper proposals take effect, but there are actions, which corporate and individual clients should be considering in advance of the changes as well as after them. This session will look at the advice issues for both timescales. When might the A-days actually be? What strategies might be used by someone caught by the lifetime limit? How does the Green Paper affect the contracting-out decision? What are the key issues in the brave new world envisaged for annuities and drawdown? These and other big questions will be addressed.

Stewart Ritchie, OBE, Director (Pensions Development), Scottish Equitable


Pensions Debate

In this session the panel will discuss the impact of the DWP proposals and the Inland Revenue&#39s tax proposals will have on the financial services sector, and also what is missing from the DWP proposals – will people actually save more for retirement as a result of these changes and is compulsion the answer? The panel will also discuss the lessons we can learn about pension investment from the recent bear market.

Panel: Iain Anderson, Director and Chief Corporate Counsel, Cicero Consulting; Steve Bee, Head of Pensions Strategy, Scottish Life; John Lawson,Senior Technical Manager, Standard Life Stewart Ritchie OBE, Director (Pensions Development) Scottish Equitable.

David Astley, Director of Benefits, NAPF.

Chaired by Tim Potter, Publishing Director, Money Marketing


Improving the bottom line through tax planning

In a time when investment markets are hard and investor parameters have narrowed, smart (but often simple) tax planning can significantly improve the bottom line. Tax planning can also be used as an interest generator for advisers seeking to do more business with existing clients and to increase the number of key clients that they deal with. In this session Tony Wickenden of Technical Connection will be looking at ways for advisers to add value, differentiate and profit through the delivery of tax-driven planning and solutions.

Tony Wickenden, Partner, Technical Connection


Investment Question Time

The major stockmarkets around the globe have recorded falls in value for the last three years. This is unprecedented in most IFAs working lifetimes. How do you set about constructing the proper balance in your client investment portfolios to cope with these circumstances? What difficulties lie ahead? Will there be an upturn in sentiment and performance in 2003? What other asset classes might now be appropriate for inclusion in a private client portfolio?

This is your chance to question leading figures on current investment issues that concern you.

Where next for equity markets?

Where next for interest rates?

What classes of alternative investment are appropriate to Private Client portfolios?

What are Covered Warrants and ETFs?

What asset allocation techniques should I be employing in today&#39s market conditions?

Ensure that you do not miss the opportunity to take part in a lively and topical discussion designed to stimulate debate, ideas and increases in knowledge that should prove invaluable to you in your day-to-day investment work.

Panel: Robert Burdett, Joint Head, Multi-Manager Services, Credit Suisse Asset Management; Andrew Watkins, Independent Investment Analyst; Harry Morgan, Director, Newton Investment Management;

Brian Tora, Head of Intermediary Division, Gerrard.

Chaired by David Harris, Chief Executive, InvaTrust Consultancy


Choosing Investment Tax Wrappers

Choosing the right investment vehicle or wrapper can maximise returns. Changes in the 2003 budget and recent developments in the market have changed the balance in the old argument of UK and offshore bonds v. unit trust/OEICs.

Financial advisers can add value by choosing the right wrappers for their client to help them boost their investment returns. They can also increase returns by allocating different investment classes to different tax vehicles. The tax rules governing bonds have changed yet again in 2003, making the choice even more problematic.

Danby Bloch of specialist publishers Taxbriefs and chairman of City IFAs Helm Godfrey asks two main questions: What are the most attractive investment wrappers for UK resident and domiciled individuals? What is now the role for offshore bonds. You could find some of the answers surprising and controversial.

Danby Bloch, Director, Taxbriefs

Money Marketing Pensions Arena


IFAs Essential to Help Pension Take-up – Stakeholder Products still need Advice

– Is Government policy heading in the right direction? – Are pensions suitable for the purchaser?

– Misbuying, misselling and means testing – cannot leave consumers to buy without advice

– Pension decisions still complex – remove disincentives and improve incentives

– Advice in the workplace

– Pooling of advice, products and purchasers

Dr. Ros Altmann, Independent Consultant


Communicating the Benefits: the Changing Face of Product Information

– Why change was needed

– How Raising Standards has helped

– The new FSA product disclosure regime

– Getting the What? and the How? right

– Working together to improve consumer understanding

Ian Naismith, Head of Marketing, Scottish Widows (for PPIAB)


No Time for Pensions Technology?

In today&#39s 1% world, the complex universe of pension options can be systematically researched and selected with choices justified via a comprehensive audit trail and suitability report, to meet the demands of compliance. In addition to your research, you benefit from an innovative Customer Relationship Management system, designed to minimise the amount of resource spent on administration and increase the amount of time available to spend with your clients. This session will look at how an end-to-end solutions particularly how advisers benefit from product or client focused research, with advanced filtering techniques alongside extensive product and ranking criteria.

Brod Whiting, Corporate Business Development Manager, Synaptic


What Impact will Pension Simplification have on SSASs & Sipps?

The first round of consultation on Pensions Simplification has been completed and the White Paper is expected at the end of September. The Inland Revenue has confirmed that it is their intention to have the legislation enacted in April 2004 with A Day in April 2005. Neil Marsh, of Hornbuckle Mitchell Trustees, will be discussing the impact of these proposed changes on SSAS and Sipp schemes. Neil will be looking at contribution levels, investment in commercial property and loans, pension benefits, and death benefits. Comparing the current regimes against the proposals, and discussing the action required prior to A-Day.

Neil Marsh, Managing Director, Hornbuckle Mitchell


Can you afford to Ignore Section 32?

Post-April 2005, it is likely that we&#39ll see just one pensions tax regime. But in the run up to A-Day – can advisers afford to ignore Section 32? If you are advising controlling directors or high earners then in many cases a simple transfer to a personal pension plan could significantly reduce their tax free cash sum or death benefits leaving you open to a compensation claim from a dissatisfied client. Mike Brown looks at how you can maximise your high net worth client&#39s benefits using Section 32.

Mike Brown, Head of Business Development, SippsDivision, Abbey National for Intermediaries

Protection Strategy Live


Maximising Electronic Benefits

The barriers to paperless transactions in the life and pensions industry are slowly disappearing, with more advisers than ever before realising the benefits.

This session will help you get to grips with submitting new business electronically whatever service you use, and will share hints and tips that will maximise the benefits to you.

Stephen Wynne-Jones, Business Manager, Assureweb


Winning Client Commitment for Action Against the Threat of Income Loss

It is vital that we protect clients&#39 from the consequences of income loss in the event of an illness or accident when providing a complete and professional financial planning service to clients. This is a top priority in needs based advice. Yet the UK Financial Services industry only sold just over 200,000 income protection insurance (IPI) sales in 2002 (a new record with sales above this level for the first time). Currently, only 11% of the population benefit from this type of protection.

This session will look at some of the issues faced by advisers:

Why do clients&#39 fail to act on their need for income protection?

What are the possible alternatives available to meet their needs?

How can their objections be overcome and a cost-effective solution found?

What are the issues and benefits to both clients and IFAs of selling IPI?

The aim of the session will be to help advisers open up this market, increase sales and provide clients with greater financial security.

Richard Worth, National Sales Manager, Cirencester Friendly Society


Products for the Future Do we have customer insight in the protection market?

The role of product design in meeting and satisfying customer wants and needs What are the products of the future in the face of the changing competitive landscape

Wojciech Dochan, Head of Product Development, Bupa



How much time and money could you save by having online comparative quotations automatically pre-populated with client-specific data – and then have the option to submit and transact your chosen policy online in just one streamlined process? This session will explain how this is now possible, using Webline with its 17 providers and software partners such as 1st Software, Quay and Plum.

Paul Holland, Managing Director, Webline


The Protection Market – Whatever Next?

As Head of Product Development and Marketing for Scottish Provident and Chairman of the ABI Critical Illness Working Party, Nick is well placed to consider the issues facing the protection market. In his presentation, Nick will present new research findings into consumer attitudes to protection and will answer some of the key questions about the future of the protection market. Some of these include…

What are consumers&#39 attitudes to protecting themselves and their families?

What will be the effects of the recent changes in the reinsurance market?

Will we see the end of guaranteed premiums for critical illness cover?

Will critical illness premium rates continue to rise?

What effect will regulation have on the protection market?

Find out the answers to these key questions and more at Nick&#39s presentation

Nick Kirwan, Head of Marketing and Product Development, Scottish Provident


Standing Out in the Crowd

The Protection market is both growing and changing. The presentation looks at the market, and explores ways in which providers and IFAs can use different marketing ideas and techniques to differentiate themselves. A proposition is more than simply a product. That differentiation can come in a number of guises. The use of e-commerce and particularly electronic underwriting is one example of how the protection market is changing, with potential benefits for customer, distributor and provider. How does it work and, more importantly, how does it help? What further developments can we expect?

Peter Hamilton, Head of Marketing, Friends Provident

Fund Strategy Live


Looking for Ways to Increase your Revenue?

Spending too much time tied up with compliance and other admin?

Need to spend more time with clients, providing personalised advice in these difficult markets?

We think we&#39ve got the answers for you. Come and hear about the new Isis solution, which takes the hassle off your hands, leaving you to concentrate on the areas of the business that really matter. It&#39s a new concept which allows your clients to consolidate investments into a properly structured portfolio with capital protection as well.

John Yule, Director, Isis


Panel Debate: What Use to Advisers are Fund Rating Agencies?

Fund ratings, past performance figures and other information designed to assess funds and their managers are a hot topic for fund strategists desperate to find the key to long-term out-performance. But to what extent can any of this information be used to select the right funds for client?

Daniel Ben-Ami, Senior Editor,

James Tew, Director, Head of Fund Rating, Europe, Standard & Poors

Paul Denley, Senior Analyst, Lipper

Lawrence Lever, Citywire

Chaired by Stephen Sheppard, Editor, Fund Strategy


Structured Products – Have they a Role in a Client&#39s Portfolio?

Trevor will review the positioning of structured products in terms of payoff types and product wrappers to see where they sit in a customer&#39s portfolio. Trevor will also review the type of customers that purchase these products and review whether the risk/reward ratio is fair value.

Trevor Cheal, Sales & Development Director (Retail Investments), Legal & General


Understanding the Wrap Market

In this presentation, Steve Conley, one of the key figures involved in the development of Abbey&#39s Wrap proposition will look at the challenges facing the wrap market and the implications for both Intermediaries and their clients.

Steve will explain how the wrap concept works, and why it will make such a difference in the future. Steve will present thought provoking evidence on how Wrap has changed the market in the US and Australia and will run through the key benefits of Abbey&#39s new Wrap proposition.

Steve Conley, Heads of Wrap and Innovation – Wealth Management and Banking, Abbey National for Intermediaries


How With-Profits Really Works

The with-profits market has seen its toughest period for years. This has led many to speculate on the future of with-profits funds in their current form and their suitability for the customer. But is this the full picture? Tom and Colin will explore these arguments in their presentation, which aims to dispel more than one or two myths about with-profits and offer some food for thought on the future of this market.

Tom Imber, UK Actuary, Prudential

Colin Brockman, Investment Development Manager, Prudential Intermediaries Division

Mortgage Strategy Live


E-business: What&#39s in it for me?

Stuart will review the benefits online business brings to the Financial Services Industry, and in particular “what&#39s in it for me the Intermediary? ” He will consider the challenges facing Providers in the delivery of user friendly and effective e-business solutions for intermediaries and their customers. There will be specific focus on the Mortgage, General Insurance and Protection areas of the business, with demonstrations of Abbey National for Intermediaries offerings in these areas.

Stuart Gash, Divisional Sales Director, Abbey National for Intermediaries


Benefiting from the Evolution of Flexible Finances

The presentation covers the economic conditions that led to the birth of flexible mortgages in the UK. Anthony will look back at the “Australian experience” where this type of product was born and now is one of the best selling mortgage products on that continent. The similarities between Australia and the current UK climate will be explored, and what the UK flexible mortgage market can expect over the next decade. A detailed explanation is provided of how Current Account, Offset and All in One mortgages have developed and the differences between them. Details are also provided of the typical customer profile that is most likely to benefit from this style of product and how best to target them to secure additional sales.

Anthony Richardson, National Business Partnership Manager, The One Account


The Online Revolution

Steve Sandiford, head of product development, BM Solutions, will discuss the three imperatives post-regulation: low cost provision, speed and choice. Sandiford will take a look at how these essential competitive elements can square with the demands of regulation on both lenders and brokers alike. He will explore the role of online services and continuing innovation in Information Technology as potential solutions to the compliance burden

Stephen Sandiford, Head of Product Development, Birmingham Midshires


The Challenges and Opportunities for Intermediaries in the Adverse Credit Market

When Bristol & West entered the adverse credit market four years ago, they entered a part of the market that had previously been the realm of the niche lender. This entry helped to bring respectability to what had previously been seen as the fringe of the mortgage market, by introducing a high-street brand that customers had heard of.Since this time, the market has grown almost beyond recognition.

With over 1,000 adverse-credit mortgages from 17 different lenders, all with different criteria and definitions, mortgage brokers and IFAs have their work cut out to find the best mortgage for their customers. This is made more difficult by the fact that these customers often fit very different profiles and come from very different backgrounds. Bristol & West Mortgages will take a look at the market, which of your client base are most likely to be in need of an adverse credit mortgage and the key aspects that brokers should look for in order to help these more challenging customers.

Stewart Wright, Managing Director, Bristol and West Mortgages


How the Industry Can Make Suitable Preparations for Mortgage Regulatory Proposals

– Understanding the needs of consumers and firms in light of regulatory requirements

– What will be the impact of new regulation on the mortgage market?

– Bans on cold calling: what changes lenders and intermediaries can expect to make to stay compliant

– Understanding the preparations needed for the new regime

Amanda Usher, Compliance Director, CMS


Commercial Property for Private Investors

Why private investors should include property in their investment portfolio.

Nick Sinfield, Associate Director, Jones Lang LaSalle Corporate Finance



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