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

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

Rating:Ross Revamps and Refocuses Highland's Distro Not Rated 0.0 Email Routing List Email & Route  Print Print
Monday, March 21, 2016

Ross Revamps and Refocuses Highland's Distro

Reported by Neil Anderson, Managing Editor

Brad Ross is revamping and refocusing Highland Capital Management's [profile] distribution efforts, building out a new channel while trimming another.

Brad Ross
Highland Capital Management
President
Ross, president of Highland Funds, confirms that in October PJ McDaniel joined the Dallas-based asset manager as managing director and head of independent broker-dealer sales. Over the past six months, Ross has created an IBD channel team that now includes 14 external wholesalers, seven internal wholesalers, and four national accounts specialists. Watch for McDaniel to further expand that new team this year.

"If sales momentum continues, we would be looking to have 20 outside external wholesalers and 12 internal wholesalers by the end of the year," Ross tells MFWire. "We have a very long commitment to this channel."

Meanwhile, Ross confirms that he is also scaling back Highland's distribution in the wirehouse channel. At one point Highland had 19 external wholesalers in the wirehouse channel. Ross has trimmed the wirehouse team down to eight externals and eight internals. Some of the other wirehouse channel folks moved into the Highland's expanded IBD channel, Ross says, and some left Highland altogether.

"We are going to be a boutique firm for the wirehouse side of our business," Ross says.

Ross has been working on the IBD push for the past two years or so, and he spent six months searching for a channel chief before hiring McDaniel.

"We brought on the national account team first. We wanted dealer agreements in place and product launches fully deployed," Ross says. "We consciously had a slow, methodical process as we built it out and now the foundation is firmly laid."

"We've wanted to have a very solid foothold in the independent space for quite a while," Ross adds. "You need more boots on the ground to effectively cover and distribute."

McDaniel is an alumnus of Regis University. He previously worked with SC Distributors, KBS Capital Markets Group, and Credit Suisse First Boston.

Highland is an alternative asset manager with about $18 billion in AUM. It offers hedge-funds, separate accounts, REITs, and non-traded BDCs, as well as mutual funds and ETFs. 

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
2025: Q3Q2Q1
2024: Q4Q3Q2Q1
2023: Q4Q3Q2Q1
2022: Q4Q3Q2Q1
2021: Q4Q3Q2Q1
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


    Sorry, no records in the database matched your search parameters. Clich back and try again.



  1. Nicsa webinar - New research by Alex Edmans and the Diversity Project - The Power of diverse thinking: How the best teams make decisions, July 1
  2. MFDF Director Discussion Series - Open Forum, July 9
  3. MFDF webinar - Mid-Year Tax Update for Registered Investment Companies, July 10
  4. MFDF Director Discussion Series - Open Forum (Philadelphia), July 15
  5. 2025 MMI Women in Advisory Solutions Forum, Jul 15-16
  6. Nicsa webinar - How Trusted GenAI is Transforming Data Access in Asset Management, July 16
  7. MFDF webinar - M&A and Consolidation in Asset Management, July 16
  8. MFDF webinar - ETF Conversions, July 17
  9. MFDF Director Discussion Series - Open Forum (New York), July 22
  10. MFDF Ask Anything webinar - AI Edition, July 24
  11. MFDF webinar - Use of Derivatives by RICs, July 29
  12. MFDF Director Discussion Series - Open Forum (Columbus, Ohio), August 20
  13. Samfund Soiree Boston 2025, August 21
  14. MFDF webinar - The Audit Committee Chair's Guide to Balancing Duties and Emerging Issues, September 3
  15. ICI ETF Conference, Sep 8-10
  16. Nicsa webinar - Reimagining Reconciliation: AI, Regulation, and Capital Markets Transformation, September 10
  17. MFDF webinar - Series Trust Funds - Compliance and Board Reporting, September 10
  18. MFDF In Focus - Board Oversight of DEI in Current Landscape, September 11
  19. MFDF webinar - MFDF 15(c) White Paper Webinar Series: Part 4 – Enforcement Action Takeaways, September 16
  20. MFDF webinar - Latest in Closed-End Funds Litigations, September 23
  21. MFDF webinar - Fixed Income Insights: Navigating Market Trends & Opportunities, September 24
  22. MFDF webinar - Risk Management Essentials for RICs and Boards, September 29
  23. MFDF webinar - Diligent - Tools for Fund Board Book, October 1
  24. 10th annual Fuse Forum, October 8
  25. MFDF webinar - Essential Strategies in Board Oversight of Operational Risk Management, October 14
  26. 2025 MMI Annual Conference, Oct 15-17




©All rights reserved to InvestmentWires, Inc. 1997-2025
14 Wall Street | 20th Floor | New York, NY 10005 | P: 212-331-8968 | F: 212-331-8998
Privacy Policy :: Terms of Use