{"id":888,"date":"2018-06-21T11:12:09","date_gmt":"2018-06-21T09:12:09","guid":{"rendered":"http:\/\/hear-ir.com\/?p=888"},"modified":"2023-12-20T20:59:11","modified_gmt":"2023-12-20T19:59:11","slug":"how-mifid-ii-is-transforming-the-issuers-buy-and-sell-side-dynamics-in-europe","status":"publish","type":"post","link":"https:\/\/hear-ir.com\/it\/how-mifid-ii-is-transforming-the-issuers-buy-and-sell-side-dynamics-in-europe\/","title":{"rendered":"How Mifid II is transforming the issuer\u2019s buy and sell side dynamics in Europe"},"content":{"rendered":"

Mifid II came into effect just over six months ago and it has already dramatically changed the way IR teams interact with the buy-side and sell-side. The regulation has changed the business model for corporate access and equity research, which asks more of IR teams but also poses an opportunity for them to play an increasingly hands-on role in investor targeting and engagement. We recently caught-up with three leading IR professionals based in Europe, to discuss how Mifid II is changing their approach to targeting, roadshows and conferences, as well as IR tools and resources.<\/p>\n

\nThe issuer\u2019s relationship with the buy-side<\/b><\/h3>\n

Many commentators expected to see an\u00a0increase in direct engagement<\/a>\u00a0between issuers and investors, and that has indeed been the case for\u00a0Gunhild Grieve<\/a>, Head of Investor Relations at RWE AG. \u201cWe\u2019ve definitely felt an increase of incoming calls to discuss results, as well as from investors with specific questions about our business performance,\u201d Grieve says. \u201cWe\u2019ve also started reaching out in advance of a roadshow to ensure there\u2019s interest, especially if we have the feeling that the response from the broker was lacking.\u201d<\/p>\n

According to a recent survey from\u00a0IR Magazine,\u00a0<\/i>only 10 percent of buy-side analysts and eight percent of portfolio managers prefer to be invited to roadshows by sell-side brokers. This clearly highlights the extent to which investors are open to reaching out to issuers and expecting a quick response. But it also shows that they\u2019re anticipating to be contacted for meetings, directly by their portfolio companies.<\/p>\n

 <\/p>\n

\"InsetImage\"<\/a><\/p>\n

Source:\u00a0<\/i>IR Magazine<\/p>\n

 <\/p>\n

Tom Hull<\/a>, Investor Relations Manager at Aggreko, has always felt that the buy-side was willing to reach out to him, but recently he\u2019s noticed a difference in the tone of the outreach.<\/p>\n

\u201cWhat\u2019s shocked me is investors\u2019 concern about being left behind,\u201d he says. \u201cWe\u2019ve had to be much more conscious of that, making sure that we\u2019re taking extra steps to ensure that investors are included on target lists, being engaged, and not feeling like they\u2019re missing out.\u201d<\/p>\n

All three of the IR professionals we interviewed confirm that they\u2019ve received letters from institutions who don\u2019t intend to pay for meetings, but want to be included on target lists for roadshows (such as the\u00a0letter that Norges Bank Investment Bank sent to its portfolio companies<\/a>\u00a0at the end of last year).<\/p>\n

For Hull, this means emailing his investor target list,\u00a0ahead of a roadshow<\/i>, to tell them which broker he\u2019ll be using and to watch out for the invitation. That way, if the investor hasn\u2019t heard from the broker, they know to contact Hull directly to set-up a meeting.<\/p>\n

Given this changing dynamic between the buy-side and sell-side, it\u2019s increasingly more important for IR teams to have effective shareholder ID and targeting tools. Greater intelligence about your investor base means that you can be more prescriptive to the sell-side and more reassuring to the buy-side, so that they know you\u2019re striving to meet with them.<\/p>\n

 <\/p>\n

The issuer\u2019s relationship with the sell-side<\/b><\/h3>\n

Alex Budden<\/a>, Vice President of Communications and Investor Relations at Lundin Petroleum, has experienced the biggest change in his relationship with the sell-side. He\u2019s seen the number of active analysts covering his company fall from 25 to 23, as well as several other brokerage firms change their individual analysts. For him, this is actually good news. \u201cWe\u2019re losing some analysts and some might cover us less. But I\u2019d rather have a group of 10-15 high-quality analysts than 20-25 who dip in and out. Not all analysts are created equal and you have to spend more time with those that dip in and out,\u201d he says.<\/p>\n

Due to the rise in direct engagement from investors, he\u2019s in a position to ask for more creativity and engagement from the analysts covering his stock. \u201cGiven that we know who our investors are through shareholder ID, if an analyst comes with just the offer of meetings and conferences, that\u2019s not value-add,\u201d he adds. Recently one of his analysts approached him with the idea of hosting a webcast focused solely on a company asset that the analyst felt was being underappreciated. It was a success.<\/p>\n

Grieve asserts that the increase in direct engagement hasn\u2019t meant that she leans less on the sell-side, but rather she\u2019s felt the need to have a significantly more open relationship with the brokers with whom she works. \u201cI fully understand that there may be investors who are not under contract with a broker and I\u2019m more than happy to approach them myself, but I need to know that. So I really expect the broker to be frank from the beginning about their strengths.\u201d<\/p>\n

All three IR professionals mentioned that there\u2019s been enthusiasm from the sell-side to market their companies in North America, an issue which isn\u2019t covered by Mifid II. This means that IR teams need a clear targeting strategy to make the right assessment on whether a trip to the US or Canada is worth the expense.<\/p>\n

 <\/p>\n

What Mifid II means for IR<\/b><\/h3>\n

Beyond all of these recent changes, the evolving relationships with the buy and sell sides create new tasks for IR teams. At RWE, Grieve has actually expanded her IR team, to help the IR team with targeting and to capture feedback from investors. \u201cWe were always very tightly staffed and I wanted to make sure we could handle our workload. We do a lot in-house on the targeting front, but if we start losing insight from the sell-side and are not able to cover the market 100 percent ourselves, then we may need to revisit this,\u201d she says.<\/p>\n

As more is asked of IR teams to manage and engage their investor base directly, the \u2018relations\u2019 part of IR is being brought to the foreground. A shift in dynamics between the sell-side and IR teams may inevitably mean that more accountability is placed on IROs for both the direction and quality of roadshows. This is why growing investor outreach data, as well as integrating targeting and pipeline management tools will be particularly welcomed by IR professionals. Data-backed targeting can justify a decision to meet with a specific investor, while pipeline management tools help ensure that senior management\u2019s time is spent wisely.<\/p>\n

For Hull, one of the main takeaways from the first six months of Mifid II is to add more key content to the IR website, as a means to fill any information voids left behind by the sell-side. \u201cIncreasingly the website is somewhere for our potential investors to go<\/a>, so that they can find information that they might have otherwise got from the sell-side. We\u2019ll be listening much more to investor feedback and their regular questions, to see if we can increase the level of disclosure we\u2019re putting there.\u201d<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

Mifid II came into effect just over six months ago and it has already dramatically changed the way IR teams interact with the buy-side and sell-side. The regulation has changed the business model for corporate access and equity research, which asks more of IR teams but also poses an opportunity for them to play an […]<\/p>\n","protected":false},"author":1,"featured_media":889,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7,38],"tags":[15,36,28,30,37,18],"class_list":["post-888","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-7","category-news","tag-buy-side","tag-direct-engagement","tag-investor-relations","tag-ir","tag-ir-magazine","tag-mifid-ii"],"yoast_head":"\nHow Mifid II is transforming the issuer\u2019s buy and sell side dynamics in Europe - Hear-ir<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/hear-ir.com\/it\/how-mifid-ii-is-transforming-the-issuers-buy-and-sell-side-dynamics-in-europe\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How Mifid II is transforming the issuer\u2019s buy and sell side dynamics in Europe - Hear-ir\" \/>\n<meta property=\"og:description\" content=\"Mifid II came into effect just over six months ago and it has already dramatically changed the way IR teams interact with the buy-side and sell-side. 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