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HNWIs


High net worth individuals (HNWIs) are the most sought after niche in marketing. Though few in number, their spending power and appetite for premium, high margin goods make them the perfect customer base.

 

Ghost busters don’t come cheap

The super-wealthy can splash their cash on whatever they choose. Singer Lady Gaga spent $50,000 (£30,514) on a ghost detector machine and wore a $100,000 (£61,500) meat dress to the Grammy awards. Fellow pop icon Beyoncé (left) spent the same on a pair of Balenciaga gold leggings for another awards ceremony. Actress Kim Basinger bought the town of Braselton in Georgia for $20m (£12m) to turn it into a film studio destination, but it never took off and she had to sell up. Microsoft guru Paul Allen bought his local baseball team, the Portland Trail Blazers, for $70m (£43m). After forgetting his hat, U2 frontman Bono paid $1,700 (£1,045) to fly it first class from London to Italy. HNWIs can be devoted fans, too – a Julian Timberlake devotee bought his idol’s partially eaten French toast for $1,800 (£1,100), while Britney Spears’ used pregnancy test was sold on eBay for $5,001 (£3,076).

 

Everything to play for

Katie Small, founder of bespoke insurer Mercury West Associates, runs classes in personal finance for football players. The lessons began as a pro-bono initiative, but her good work has won her an endorsement from the Professional Footballers’ Association. She says: “Young people rarely understand insurance, so we teach them how to get good value and not to do the wrong thing.” The upside? Small gets to talk to two to three dozen young men at each club who are sorely in need of her products. With wage packets stretching from £10,000 to £240,000 a week, footballers are the ultimate honeypot. Factor in the 92 professional league teams, plus their managing staff, reserves, wives and relatives, and the customer base adds up to around 10,000 HNWIs not known for their frugality. As Blackburn Rovers’ El Hadji Diouf’s taste in cars (right) so perfectly demonstrates.

10 clues

millionaire magnets

1

The Easyjet flight from Monaco to Gatwick is stuffed with millionaires. Sunseeker sends its yacht salesmen on the flight, just on the off chance they’ll bump into a potential buyer.

 

2

Formula One is more than a playboy’s paradise. The pre-race parties are a frenzy of deal making and sales pitches for a share of the jet-setting VIP audience’s spend. When the race starts, the real cognoscenti leave for the airport.

 

3

Hire a toff. Hedge fund star
Alan Miller needs HNWIs to back his new investment boutique. So he’s hired Tatler social editor Lady Emily Compton to rustle up the punters from her contacts book.

 

4

Find their territory. As with all birds of a feather, the super-rich have very specific habitats. St Hilary in Glamorgan, Belmont Drive in Edinburgh and Shrewsbury Road in Dublin are the top nesting grounds outside London. 

 

5

Bend the rules. Aston Martin offers preferential treatment, such as the opportunity to buy new models prior to official launch, to select clients.

 

6

Create a dedicated unit. Banks create specialised HNWI investment and client liaison departments. High-value families merit their own unique bank department.

 

7

Think country sports when marketing to HNWIs. Cartier sponsors polo, Bowmore whisky sponsors the Game Fair; HSBC sponsors three-day eventing. Smaller sub-sponsors are welcome, too.

 

8

Get them early. Coutts Private Bank for HNWIs is focusing its new account drive on young entrepreneurs.

 

9

Raise your prices. The hallmark of a luxury, or “Veblen” good, is that demand is stimulated when the price goes up, as with diamonds, art or wine.

 

10

Give freebies to rappers. Armand de Brignac champagne replaced Cristal as the favourite libation of young millionaires when rapper Jay-Z endorsed it.

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