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

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

Rating:Duckworth Partially De-Channelizes Hancock Not Rated 0.0 Email Routing List Email & Route  Print Print
Wednesday, September 27, 2017

Duckworth Partially De-Channelizes Hancock

Reported by Neil Anderson, Managing Editor

Jeff Duckworth is changing the way John Hancock Investments handles advisor distribution, and he's also expanding his team.

Duckworth, president of intermediary distribution at the Boston-based fund firm, tells MFWire that he is partially de-channelizing his external wholesaling team. He's also expanding a specialty internal wholesaling unit and adding several other positions, too, even as he reduces his external wholesaling team a bit.

"We've always been purely channelized historically," Duckworth says.

Yet now he's de-channelizing smaller markets, while staying channelized in major markets. So in big cities, different Hancock wholesalers will cover wirehouse FAs and advisors with independent broker-dealers. Yet in the less densely populated parts of the country, the same wholesalers will cover both wirehouse and independent FAs. In some places, this led to the creation of new territories, Duckworth says, and in others it led to the consolidation of existing territories. The upshot, he says, is that his wholesalers will not be spread as thin across the smaller markets.

"We were missing opportunities in some of the more remote areas," Duckworth says. "I reduced their travel in half ... We have the ability to provide a better white glove service moving forward than we have in the past."

"Most firms are purely channelized or purely dechannelized," Duckworth adds. "I still believe that channelization is critical to our success."

Duckworth ended up net reducing his territory count by five, and he now has 59 external wholesalers in total.

"We've also added to our staff on the internal desk," Duckworth says.

While his traditional internal wholesaling team remains the same size, targeted at a one-to-one ratio with his externals, he's added ten more business development associates to a special internal team whose "sole purpose is to do prospecting." That more doubled the specialty team's size to 19 people.

He's also added a data or business intelligence expert, as well as four more people focused on digital connectivity and on advisors who contact Hancock electronically.

Netting out the various additions and the external territory reduction, Duckworth added eight positions to his team.

As of June 30, Hancock had more than $144 billion in AUM. 

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
2018: Q3Q2Q1
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




©All rights reserved to InvestmentWires, Inc. 1997-2018
40 Wall Street | 28th Floor | New York, NY 10005 | P: 212-331-8968 | F: 212-331-8998
Privacy Policy :: Terms of Use