Sell Side Focus Day

Understand Buy Side Needs & Give Them The Solutions They Need! Boost Your Sales Flow!

9:00 Chair’s Welcome Address Chair’s Welcome Address

9:15 Working & Winning In The New Fragmented Environment: How CanYou Take Advantage Of The Current Market? Market structure changes can help you identify potential opportunities in differentiation and in assessing the viability of new products and strategies for your customer. Join this market overview to see how your customers’ expectations are likely to change and what you need to do to prepare for the future. Find out how the changes in the market are changing the buy side trading desk. Learn what your relationship with your clients will look like in 1-2 years.

9:45 How Is The New Market Structure Affecting Your Customers - TheBuy Side? As multilateral trading facilities, established under MiFID, fragment liquidity and market data, the buy side struggles with transparency and is challenged to attain best execution. Your customers are adapting their strategies and are changing their behaviour patterns to become more effective in the new fragmented marketplace. You need to know exactly what is changing in the buy side strategies, to remain their broker of choice. Join this buy side case study to learn exactly what it is that makes your customers change. Build your sales strategy based on your customers’ needs and future plans.

10:15 Morning Coffee Morning Coffee

10:45 Understanding The Structure & Human Dynamics Of A Buy SideTrading Desk: What Happens On A Day To Day Basis? Would it be nice to spend a day as a fly on the wall of one of your customers? Find out how their desk is structured. Learn who reports to whom on a daily basis. See how trading decisions are made. Get insight into the relationships between different traders and fund managers. See first hand how your customers choose a broker for each trade. Find out how they view different brokers. This session will give you invaluable insight into the structure and operational realities of a buy side trading desk. By the end of the presentation you will have a very clear picture of how your clients operate and what is important to them on a day to day basis. Where else can you get an objective insider view of buy side?

11:15 The Future of Trading & Implications for Sell-side Firms Securities trading automation was pioneered in the 1980’s by players such as the Toronto Stock Exchange, Instinet and the Investment Technology Group. These developments coincided with the birth of Statistical Arbitrage at Morgan Stanley out of the pairs trading ideas of Gerry Bamberger. 1980 also saw the beginnings of a revolution in Information Technology development pioneered by nascent firms such as Microsoft, Digital Equipment Corporation and the introduction of ARPANET, the forerunner of the Internet, by the U.S. Defense Advanced Research Projects Agency The pioneering trading innovations have seen wide adoption aided by remarkable developments in computers and networking. However the underlying trading ideas and techniques have not been the subject of quantum leaps in innovation, rather they been progressively refined and imitated. This session will review the current state of the art in securities trading and point to possible future developments.

12:00 Lunch & Networking Lunch & Networking

13:15 Interactive Training Session Use The Secrets Of Neuro-Marketing For A Booming Sales Flow! Take home a practice guide and scripts for using these new sales techniques on your prospects IMMEDIATELY! Despite greater volumes of available information, investment decisions are made under pronounced uncertainty. Just at the moment when your clients should be at their most analytical - they end up going back to the vibes they pick up from everyone else. Your customers are often inclined to stop using their highly tuned, fancy human brains, and go back to the good old reliable animal brain. You cannot rely on just selling them computer power. The combined use of decisive ideas, models, processors, perception and judgment is what will impress your customers most! Learn The Psychology Of Your Client, And Boost Your Performance! You’ll see interest for your products boom! You will learn and get practical tools to better assess: Where is the market going? When do I get in? When do I get out? What does my buy side client think before ringing me? How do I make sure they choose my desk over my competitors? What is the best way of influencing them? What should I change in my behaviour to get them to respond better?

18:00 Drinks Reception With 200+ Buy Side! Drinks Reception With 200+ Buy Side!