The European Union (EU) is one of the largest and most diverse investment fund markets in the world. It offers international asset managers unparalleled opportunities to distribute their UCITS* and AIFs across multiple countries. Successfully navigating this market requires an in-depth understanding of local regulations, market trends, and a strategic approach to distribution.
We have compiled an overview for sales decision-makers who want to expand their presence in the EU and utilise partnerships to optimise their reach.
Attractiveness of the European Union Investment Fund Market
International asset managers should not miss the opportunities the EU investment fund market presents. By the end of 2024, the market will exceed total assets under management (AUM) in UCITS and AIFs of €15 tn. This makes the EU a prime market for managers targeting retail and institutional investors. UCITS funds, known for their stringent regulatory standards and cross-border opportunities, represent around €10 tn, while AIFs, which target more professional and institutional investors, hold approximately €5 tn.
Within the UCITS segment, equity funds are particularly significant, managing nearly €4 tn in assets, driven by the demand for diversified global equity exposure. Bond funds hold about €3 tn, appealing to conservative investors seeking stable returns. Multi-asset funds, managing approximately €2 tn, attract investors looking for balanced portfolios across asset classes. With this wide range of fund types in the EU, international managers can tailor their offerings to specific markets.
Market Structure and Investor Segments
It is important to understand the diversity of the EU investment fund market. There is a variety of countries with different investors’ preferences and needs, as well as different investor segments, including:
Institutional Investors: These include pension funds, insurance companies, and large foundations, which are significant players in AIF investments. They seek long-term investment opportunities, especially in infrastructure and real estate, which provide steady returns and diversification benefits.
Retail Investors: The retail market is primarily accessed through UCITS, thanks to their high level of investor protection and transparency. Retail investors often favour equity and balanced funds distributed through banks, financial advisors, and online platforms.
Banks and Wealth Managers: Banks and private wealth managers play a pivotal role in connecting international asset managers with both high-net-worth individuals (HNWIs) and retail investors. Their deep client relationships make them crucial distribution partners across the EU.
Depending on the country, the preferences might differ. So, understanding the unique characteristics of each market within the EU is essential for crafting effective distribution strategies that reach the right investor segments.
Regulatory Requirements and Challenges
Navigating the EU’s regulatory environment is a critical aspect of successful market entry. While the UCITS and AIFMD directives provide a harmonised framework across member states, local variations in implementation can present challenges. Key considerations include:
UCITS Passporting: The UCITS passport is one of the main advantages of the EU for international asset managers. It allows for cross-border distribution of funds with a single approval. This enables managers to launch their UCITS funds in multiple EU countries without needing separate approvals.
AIFMD Requirements: The AIFMD (Alternative Investment Fund Managers Directive) allows non-EU AIF managers to access European markets, but with more stringent requirements, including reporting, transparency, and the appointment of local representatives. AIF managers must carefully navigate these requirements to ensure compliance.
ESG and SFDR Compliance: The Sustainable Finance Disclosure Regulation (SFDR) is increasingly shaping the investment landscape in the EU. Asset managers need to be transparent about their sustainability practices and ESG criteria. This can also be a key differentiator in attracting investors, particularly in countries with strong demand for sustainable investments.
The complex but unified regulatory structure of the EU allows for both broad market access and the need for localised compliance strategies. For success, partnerships with local experts are, therefore, crucial.
Distribution Strategies: The Role of TPMs and Strategic Partnerships
As a Third Party Marketer (TPM), FundFinity helps international asset managers succeed across the EU by leveraging strategic partnerships in the DACH region and beyond. This approach allows managers to benefit from FundFinity’s expertise in markets like Germany, Austria, and Switzerland while also tapping into our network of trusted partners across other EU countries.
The key advantages include:
Partner Network for local Expertise
Partner Network for local ExpertiseFundFinity collaborates with experienced local partners who understand the intricacies of their respective markets. This ensures that asset managers can adapt their distribution strategies to local preferences and regulatory requirements.
Streamlined market access
Streamlined market accessBy working with FundFinity and their network, asset managers can navigate the UCITS passporting process efficiently while ensuring compliance with AIFMD requirements in specific markets..
Tailored Go-to-Market Strategies
Tailored Go-to-Market StrategiesFundFinity and its partners develop customised strategies for each market, from selecting the best distribution channels to targeting the right investor segments, whether through banks, financial advisors, or digital platforms.
Your Next Step to Enter the EU Market
The European Union’s investment fund market presents immense opportunities for international asset managers to grow their UCITS and AIF distribution. By partnering with FundFinity and leveraging our network of local experts, managers can overcome regulatory challenges and reach the right investors across the EU. Start your journey with FundFinity today and discover the potential of the European market. Learn more about our customised solutions and schedule a consultation right away.
Explore more articles and services on our website to understand distribution strategies across the DACH region and beyond, and see how FundFinity can support your business. Let’s succeed together in the European Union!
*Note: UCITS is the Undertakings for Collective Investment in Transferable Securities Directive, an EU directive that allows collective investment schemes to operate freely throughout the European Union.