The Changing Distribution Model

Chris RiggioChief Revenue Officer, BrightScope, Inc.Chris Riggio is Chief Revenue Officer at BrightScope, a leading provider of software and data analytics to the world’s largest financial institutions. He is responsible for the client facing engagement team made up professional sales executives, project management, marketing, data solutions and client success representatives. As part of BrightScope’s Executive team, he is tasked with accelerating the company’s growth given the industry demand for better data transparency and visualization. Chris has over 20 years experience running Sales and Marketing organizations in the FinTech industry.

Your Moderator

Your PanelistsRyan MullenSenior Managing Director of National Sales, MFS Investment ManagementRyan has over 20 years experience and is the Head of Sales and National Accounts for the Investment Specialist Group (ISG) at MFS Investment Management®. He is responsible for MFS’ distribution efforts for defined contribution investments, managed accounts, ultra high net worth, and registered investment advisors

Ken BurdVP Head of Retail Business Strategy and Internal SalesKen has been in the financial services industry since 1999. He leads the retail business strategy effort for Delaware and oversees the internal sales desk. He currently manages a team of 2 desk managers 25 internal wholesalers and 1 business analyst. Ken is also currently enrolled in a doctoral program focusing on business strategy and crisis communication.

Yaqub AhmedHead of Investment-Only Division-U.S., Franklin Templeton InvestmentsMr. Ahmed has over 20 years of experience in financial services, with a focus on the corporate retirement markets. He is responsible for Franklin Templeton's U.S. advisory defined contribution and variable annuity investment-only business. Mr. Ahmed has been named as one of the “100 Most Influential” in the defined contribution industry by InvestmentWires.com each year from 2008 through 2014.

How Can you Improve Team Efficiencies? According to Lyons, different channels require different strengths in order to be successful in sales. This is especially true for wirehouses versus the independent space. Wirehouse prospects have already had five people in talking to them this week and they only can give you 45 seconds to make your sale, while an independent might not have seen anyone for 2-3 weeks and can give you 45 minutes, he explained.

Coverage Models

According to Industry Research, asset management firms are moving away from organizing their salesforce by channel.

How is your firm’s salesforce organized?

Source: http://wmtoday.com/2014/05/08/8-great-distribution-lessons-for-asset-managers/

Channel within a Channel

Delivery of Sales Insights & Metrics

What are some ways asset management firms can increase profitability?The biggest challenge in the asset management side of the business is aligning your compensation structure with the firm’s financial success, Supple emphasized. You should avoid regarding people for transactions and instead use measure that are good for the whole organization, such as holding periods.

Source: http://wmtoday.com/2014/05/08/8-great-distribution-lessons-for-asset-managers/

Deepening Coverage in Multiple Markets – Use Case

DCIO Market Spectrum

The DOL’s Proposed Fiduciary Rule has the potential of being a “game-changer”, disrupting traditional advisor business models and distribution channels.

Are advisors aware of the implications of being deemed as a fiduciary? The DOL’s inclusion of IRAs expands ERISA’s reach into the retail world.

How will existing distribution channels be affected? Will the RIA market expand, or will small investors be priced out?

Best Interest Contract – Do dealers have the ability to meet the criteria? Will they limit retirement sales to “walled gardens”?

Discussion

Thank You!