BEST SALESPERSON
Allison Katen, HSBC
New York-based Allison Katen is a die-hard supporter of HSBC’s efforts to build its equities franchise over the past three years.
“I’m absolutely thrilled at the results [of the Brokers Poll],” she gushes to Asiamoney. “Seeing HSBC rise to number two for sales and research is outstanding; we’ve greatly improved year after year but it’s great to see us being recognised for delivering good research.”
Katen has benefited too. The support of her US asset manager and hedge fund clients in our poll speaks volumes about the rise of Asia’s appeal across the world.
Asiamoney speaks to Katen a few days after New York has borne the brunt of hurricane Sandy, a late season hurricane that left many parts of Manhattan out of power, including parts of HSBC’s office and several of her 20-odd clients.
“There was a crane swinging in the harsh winds on Monday and Tuesday [October 29 and 30] that was very close to the offices of some of my clients and they were asked to work from home,” Katen says, noting that she and her colleagues stayed in touch with them about the Asia markets.
Katen says that her strengths as a salesperson come extensively from the good work being done by the HSBC research team, about whom she is cannot speak highly enough. “We’ve got great resources in research, the Asia team writes really rich pieces, and the analysts frequently visit too and which helps us to build strong relationships with them.”
HSBC is working to improve corporate access too, an important step given the burgeoning interest of US investors into Asian companies. The bank arranges regular management roadshows, field trips and conferences to facilitate such access. “I’ve just returned from a trip to China and India,” Katen says.
Asked about particular calls that were popular with clients, Katen points to one recommendation by HSBC’s Korea autos analyst. “He had a cautious view on Hyundai Motor which prompted mixed feedback but the risks he cited were accurate and he ended up being proven right,” she says. Offering an underweight call on HTC in May was also wise, as that stock ended up under pressure.
When she isn’t enduring the very long hours needed to cover both Asian markets and US-based investors, Katen’s enthusiasm for HSBC is matched by her work in a charity called Big Brothers Big Sisters, in which volunteers act as mentors to underprivileged youths.
“I matched up with a lovely girl when she was six and she’s just turned 17 and is looking to go to college; it’s rewarding to be a source of support in these kids’ lives,” Katen says.
Her investors appear equally appreciative of her efforts on their behalf.