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Sales Network

I valori di banca Mediolanum quali la libertà, relazione, impegno e innovazione, si manifestano nella relazione tra tutti gli stakeholder, in particolare nella fiducia e nella relazione tra Family Banker® e cliente. Il trend di crescita del patrimonio gestito dai family Banker® per cliente continua e conferma la centralità dei valori nel rapporto con i Family Banker®.

In 2014, the global economy continued the recovery that started the previous year, while the situation in Italy showed no signs of improvement and remained weak. Despite the challenging market scenario, Banca Mediolanum continued to strengthen its Sales Network, as shown by the slowdown in the turnover rate: 8.3% in 2012, 5.2% in 2013 and 4.9% in 2014. Specifically, the 2014 performance is, on the one hand, attributable to the constant growth in retention of those advisors who specifically focus on high net-worth customers and, on the other hand, to actions to improve the qualifications of our Sales Network. The strategic decision to focus on candidates with higher-level professional profiles has led to a higher percentage of qualified Financial Advisors, with a slight reduction in the size of the Sales Network.


 
 


Mediolanum Corporate University - Formazione dei Family Banker®

Mediolanum Corporate University is Banca Mediolanum's educational body, established to safeguard and reaffirm the values that have made the Bank the eminent Company it is today. A business within a business that develops professionals expert in customer relations, family asset and succession planning, financial advice, and savings management. Mediolanum Corporate University relies on teaching personnel selected from the Company's most qualified professionals and managers, who work alongside university professors and esteemed corporate consultants selected from the best in their field, both in Italy and worldwide. Mediolanum Corporate University strives to be a vital point of reference for:
  • Banca Mediolanum Family Banker®and employees, in their ongoing professional development and personal growth;
  • Banca Mediolanum customers or small investors, to improve their economic and financial literacy;
  • universities and the academic world, for exploring issues around market trading, sales and customer relationship management;
  • the company’s partners and all those who have ties with the Mediolanum Community.
The Mediolanum Corporate University campus is in Milano 3, Basiglio, Milan, where Banca Mediolanum has its headquarters. More than 4,000 square meters set aside for students, with spacious classrooms, a museum - where the Bank's origins are conserved - and a Media Library, which holds a large collection of texts and videos from around the world, using advanced multimedia equipment. Moreover, to let information learnt during the day sink in and to prepare for the next day's studies, the Mens Sana space has been created: the perfect place to find harmony between mind and body.

Summary of training activity
In 2014, a total of 430,312 training hours were provided, in line with the 2013 figures. Within this figure, there was an increase in classroom training hours (+12.10%) and a decrease in online training activities caused mainly by the rise in decentralised training activities throughout Italy. There were increases in hours of technical and professional training (+26.67), conduct-related training (+6.65) and on IT and digitalisation (+4.69). There was a significant reduction in managerial training hours (-67.97%) due to a suspension in the main institutional courses for these professionals so that the training courses in the segment could be redesigned and fully updated before being relaunched next year.

Preparation for the state exam for registration in the financial advisor register
As regards the number of people who took the exam in the three exam sessions that were held in 2014, there was an increase in the number of candidates from other businesses and a decrease in the number of candidates from Banca Mediolanum.
Ninety-three Banca Mediolanum candidates took the exam, versus 198 in 2013 (105 less than last year, i.e. -53%).
The number of candidates from other businesses who took the exam, instead, increased, reaching 4,842 versus 3,807 in 2013 (1,035 more than last year, i.e. +27%).