The CEO Magazine Asia - 10.2018

theceomagazine.com | 53

H

aving held the role of Vice President at

BPI Asset Management & Trust Group for

more than five years, this veritable fund

manager is no stranger to the business.

Now taking on the role as President and

CIO of BPI Investment Management Inc

since the start of the year, he’s got grand plans for the

company. “We’re currently trying to be innovators in product

development by launching unique funds in response to the

changing needs of our clientele,” Martin says.

The banker admits, however, that intense competition,

particularly in the variable insurance space, is forcing the

firm to review its fee structure and distribution channels.

“Being the largest mutual fund operator in the country,

market share is for us to lose. Therefore, we’ve begun to

lower our fees as a way to protect our dominant share,”

Martin admits.

“More importantly, lowering our fees allows for

affordability as we move towards downstream retail

customers. The other strategic intent of lowering fees

is for us to be competitive with regional funds. Offshore

distribution of our funds is something we are looking at

as a potential growth area,” he adds.

As one of oldest and the largest mutual fund companies

in the country, backed by one of the largest banks as well,

Martin says BPI helps to reassure clients of the brand’s

longevity and stability. “We leverage off the bank’s assets and

reputation for prudent risk-taking in providing a safe and

stable environment for long-term clients,” he says. “We are

constantly in the process of developing funds that allow

for broader diversification and risk management for our

clientele, thus creating a one-stop shop environment.”

As for the future, Martin foresees a growing middle class

along with a sustained rise in income in the Philippines. “As

a result, investment management is starting to make inroads

with the youth as their disposable income grows. Whereas

the thinking a decade ago was to tap retirees for their

savings, nowadays it’s to help millennials save up for their

retirement,” he says.

In terms of the company’s long-term goals, Martin

explains that it is taking a two-pronged approach. “One is

to increase our partnerships with wholesale distributors, and

the other is to go downstream, perhaps with fintech, towards

smaller, bite-sized and more frequent top-ups. We couple

this with continued product development and innovation

to sustain our medium to long-term growth trajectory.”

As for Martin’s leadership philosophy, he aims to extract

the best performance with the limited resources available –

particularly with human resources. “We strive to win and we

make it a point that everyone’s contribution to this victory,

is recognised. But should there be a failure in the systems

or strategies, it is my responsibility to take care of it.”

Money

talks

MARTIN ENRILE,

PRESIDENT AND CIO

OF BPI INVESTMENT

MANAGEMENT INC,

TALKS ABOUT HIS

NEW ROLE AND HIS

PLANS TO MOVE THE

COMPANY FORWARD.

WORDS FAYE JAMES � IMAGES JASPER SALCEDA

As featured in

The CEO Magazine

For more info visit

theceomagazine.com

Interview | INSPIRE