Those figures come from a new study from Ignites Distribution Research that identifies trends in sales strategy, staffing, and organizational structures. Ignites Distribution Research is a new competitive intelligence provider to the retail asset management industry that launched on February 20. The report also provides key recommendations for how national sales managers and heads of distribution can make adjustments to their wholesaling teams. Ignites Distribution Research surveyed and interviewed sales managers and distribution chiefs from 20 firms of varying size in late November-mid December, 2012. On average, surveyed firms managed $45 billion in assets.
Asset managers are looking to add additional sales resources but are doing so selectively and with an eye on costs – hence the faster growth of internal wholesalers, who generally cost a fraction of external wholesalers. “The reality is that it’s a tough environment out there. So firms are looking to get more out of their internal sales desks,” says Jesse Mark, senior research analyst and report author. ”While the internal wholesaler’s traditional tools of phone calls and online will never replace an in-person relationship, firms may be able to use internals to cost-effectively service low- and mid-tier advisor relationships. This would free up the external wholesalers to spend time with the firm’s most valuable clients and prospects.”
This report on fund sales forces is the first of many planned reports from Ignites Distribution Research. The new, weekly service will publish reports in the next few months on investment product preferences of top financial advisors, best practices in broker-dealer home office support, and the evolving usage of internal wholesalers, among other topics.
The results of the new report indicate that external-to-
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About Ignites Distribution Research
Ignites Distribution Research is a new service that delivers original research and analysis on the world of retail fund distribution from experienced analysts. With fresh content delivered straight inboxes every week, its research covers the topics that asset managers must understand, including sales strategy, financial advisor behavior, client segmentation, gatekeeper relations, and more. Ignites Distribution Research is a sister site to the popular online newsletter Ignites, and is a subsidiary of The Financial Times.