Quantcast
The MFWire
Manage Email Alerts | Sponsorships | About MFWire | Who We Are

Subscribe to MFWire.com's News Alerts [click]

Rating:When Targeting FAs, Here's What Fundsters Want to Know Now Not Rated 0.0 Email Routing List Email & Route  Print Print
Wednesday, February 24, 2016

When Targeting FAs, Here's What Fundsters Want to Know Now

Reported by Neil Anderson, Managing Editor

When fundsters figure out FAs to target and how, three factors are increasingly driving those decisions: the FA's product usage, the FA's channel, and the FA's practice model. Meanwhile, a half-dozen other criteria are losing popularity in fundsters' segmentation processes.

Patrick Newcomb
FUSE Research
Director of Benchmark Research
"Firms are placing more focus on advisors' product usage when segmenting advisors," Pat Newcomb, director of BenchMark research at Fuse Research Network and author of Fuse's new "Cost of Distribution" report for 2015, tells MFWire.

Fuse gathered data from fundster distribution chiefs and national sales managers (depending on firm size), using both interviews and a 50-question online survey. Fuse found that 83 percent of mutual fund firms surveyed now call product usage "critical" or "very important" when segmenting advisors. That's a higher "critical/very important" percentage this time around than for any of the other nine factors. And it's up from last time, the 2014 study, when about three quarters of those surveyed point to product usage as critical or very important.

Channel is also an important FA segmentation factor to even more fundsters, with more than 65 percent calling it critical or very important this time around (third on this year's list), up from around 55 percent last time (sixth). And practice model jumped up in segmentation popularity, too, to about 50 percent (fifth) from about 35 percent (ninth).

Meanwhile, criteria like "advisor's total production with your firm" (fourth this time), "advisor's firm total production" (sixth), "advisor's firm total AUM" (seventh), "number of funds held" (eigth), "interaction preferences" (ninth), and "support requirements" (tenth) all lost popularity, with smaller percentages of fundsters pointing to them as critical or very important this time around.

"With the help of more robust data, firms are developing stronger convictions about the most and least meaningful characteristics to take into account when segmenting financial advisors," Newcomb writes.

The report also digs into a host of other topics, including distribution of sales by channel, wholesaler compensation trends, sales budgeting, and more. 

Stay ahead of the news ... Sign up for our email alerts now
CLICK HERE

0.0
 Do You Recommend This Story?



GO TO: MFWire
Return to Top
 News Archives
2021: Q2Q1
2020: Q4Q3Q2Q1
2019: Q4Q3Q2Q1
2018: Q4Q3Q2Q1
2017: Q4Q3Q2Q1
2016: Q4Q3Q2Q1
2015: Q4Q3Q2Q1
2014: Q4Q3Q2Q1
2013: Q4Q3Q2Q1
2012: Q4Q3Q2Q1
2011: Q4Q3Q2Q1
2010: Q4Q3Q2Q1
2009: Q4Q3Q2Q1
2008: Q4Q3Q2Q1
2007: Q4Q3Q2Q1
2006: Q4Q3Q2Q1
2005: Q4Q3Q2Q1
2004: Q4Q3Q2Q1
2003: Q4Q3Q2Q1
2002: Q4Q3Q2Q1
 Subscribe via RSS:
Raw XML
Add to My Yahoo!
follow us in feedly


  1. ETF.com Awards 2020, April 20
  2. The 31st Sub-Advised Funds Forum, Apr 20-21
  3. IDC Virtual Roundtable: Florida - April 2021, April 20
  4. IMEA Marketing Council Roundtable | Engaging Advisors In a Virtual World, April 21
  5. MMI Summit 2021, Apr 21-22
  6. MFDF Director Discussion Series - Open Forum via Zoom (Northeast), April 21
  7. FIASI virtual event - ESG in Fixed Income: Shining a Light on Transparency, Apr 22-23
  8. IDC Virtual Roundtable: Alabama, Georgia, North Carolina, and South Carolina - April 2021, April 22
  9. Nicsa webinar - Diversity Data: What is at stake? Business, Reputation and Talent, April 22
  10. IDC Webinar: The Future of the Workplace - April 2021, April 23
  11. IDC Virtual Roundtable: Arkansas, Louisiana, Mississippi, Oklahoma, Tennessee, and Texas - April 2021, April 27
  12. IMEA In Session - Post-Covid Sales Coverage, April 27
  13. MFDF Case Studies in Fund Oversight — A Virtual Roundtable for Directors, Apr 28-29
  14. IDC Virtual Roundtable: Iowa, Kansas, Minnesota, Missouri, Nebraska, North Dakota, and South Dakota - April 2021, April 29
  15. 44th Annual AIMSE Marketing & Sales Conference, May 2-4
  16. MFDF Director Discussion Series - Open Forum via Zoom (Southeast), May 5
  17. ICI 2021 General Membership Meeting - Day 1, May 6
  18. Emerging Manager Forum USA, May 12-14
  19. ICI 2021 General Membership Meeting - Day 2, May 13
  20. 2021 FINRA Annual Conference, May 18-20
  21. IDC Speaker Series - Abby Joseph Cohen: A Conversation About the State of the Global Markets, May 19
  22. 2nd annual ETFGI Global ETFs Insights Summit - USA, May 19-20
  23. MFDF Director Discussion Series - Open Forum via Zoom, May 19
  24. Irish Funds Online Annual Global Funds Conference 2021, May 19-20
  25. MFDF webinar - Fund Director Compensation: MPI Annual Survey (2021), May 20
  26. ICI 2021 Operations and Technology Conference, May 20




©All rights reserved to InvestmentWires, Inc. 1997-2021
14 Wall Street | 20th Floor | New York, NY 10005 | P: 212-331-8968 | F: 212-331-8998
Privacy Policy :: Terms of Use