Investor targeting series: How they do it at CapitaLand
How far ahead do you plan your targeting activity?
Since I took over as the head of IR in 2015, we have been planning all our roadshows and conferences one year in advance, usually in December. As brokers also plan their key events and inform us ahead of time, we see how these events will fit into our overall investor targeting strategy.
Do you set yourself targeting goals or shareholder-base goals, such as increasing ownership of certain types of investors, or investors from certain regions?
My IR strategy is two-fold: stabilize and grow. As I track our institutional investor base regularly, I make sure the needs of our current shareholders are addressed so they continue to hold CapitaLand as one of their top picks. Besides maintaining a stable investor base, I also constantly look for opportunities to expand it in different regions such as Thailand and Australia.
To what extent do you rely on brokers to support your targeting efforts? Has your reliance on brokers changed in the last few years?
We decide principally which investors we want to attract and use brokers to set up meetings. Depending on the type of investor, we do accept requests from brokers to see new investors. This can also help us broaden our shareholder base.
Do you use any technology to support your targeting efforts?
We subscribe to an external service provider called Orient Capital to provide us with information on our shareholder base. This helps us formulate the IR strategy to ensure our current shareholder base is well taken care of. The information also enables us to get a sense of the investment trends in the market so we can formulate our messaging to capture them.
How do you typically approach meetings with new investors? Are there any IR-only meetings?
For new investors, usually the IR team will meet them first to give them the ‘101’ of the company. Once they have a basic understanding of CapitaLand and our business, and if they would like to do further research, we will arrange for a meeting with senior management. Usually meetings with senior management go through high-level matters including company strategy, direction and capital allocation going forward. The only exception is probably when we are conducting an overseas roadshow to meet new investors. Even so, I will usually give them a call or email beforehand to give them a basic introduction to the company and prepare them to see senior management.