Money Moves

One-stop service requires all-round sales skills

by Carmen To

Elaine Lau, senior vice president Tanrich Financial Group
Photo: Ringo Lee

Tanrich Financial Group may have five wholly owned subsidiaries which focus respectively on futures, corporate finance, securities, finance and asset management, but this makes it possible to offer clients a one-stop investment service with a comprehensive range of choices. Portfolios can be designed to match specific client needs and include products based on both local and international markets.

Senior vice president Elaine Lau says that, with the economy looking up, it has been a challenge to hire enough staff to keep pace with expansion.

"Recently, the competition has been fierce, especially for frontline staff," she explains. "We need new blood, not just to fill current vacancies, but also to bring new ideas and insights to help us rise to the challenges presented by a dynamic business environment."

The group's core business is in commodity futures, but trading in securities and asset management has also been growing fast. Therefore, sales teams are trained to be experts in cross-selling, competent to deal with different client needs and able to respond to any type of enquiry.

"All of our sales professionals receive regular training to update their product knowledge and equip them with the latest market information," Ms Lau says. "This means they can give all-round yet specialist advice to clients."

She emphasises that it is group policy to welcome recruits from diverse backgrounds in the belief that each person will bring different experience and can add something extra. New joiners receive help in identifying target customers and, if necessary, support to obtain mandatory licences required by the Securities and Futures Commission. For someone with an academic background in a finance-related subject, this should take no more than 10 days.

In view of the need to build good rapport with clients, relationship management and customer service get close attention. "We hope our clients have no cause to worry when they use our services,"

Ms Lau says. "The best way to do that is by ensuring the quality of our professionals. Besides the usual methods for attracting good recruits, we are also working with the Hong Kong Financial and Technology Institute to find students and graduates interested in joining our team."

Taken from Career Times 03 November 2006, p. A2
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