Nicola Tavendale
Nicola Tavendale

Partners of choice - Exceeding customer expectations in FX White Labelling

The rise of new technologies, multiasset class trading and growing sophistication of the markets has led to fundamental changes to the traditional FX white label model. But how has it evolved to meet the needs of today’s markets and what does the future hold for this lucrative sector? Nicola Tavendale writes.

First Published: e-Forex Magazine 75 / FX Brokerage Operations / March, 2017

The legacy of the white label model goes back well over 15 years and it would be fair to say that the prevailing mentality from all involved was one of a land grab, says David De Juan Sardina (De Juan), Head of Institutional Sales at CMC Markets. Yet while the initial focus may have been on signing up as many new partners as possible, this is unlikely to have always been in the best interests of the client. The industry has come a long way since then, however, and now there is much greater recognition of the differences between types of client and their individual needs. “Most counterparties are now far more fl exible when it comes to the white label offering, as well as providing application programming interface (API) and grey label solutions that ultimately put the client’s needs fi rst,” De Juan adds. Initially these counterparties were mostly newcomers to the market, or banks and brokers who wanted to generate new revenue streams for their institutions but without necessarily...continued

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