Todd Cassler is expanding his team as John Hancock Investments [profile] makes its big ETF push with DFA.

Todd Cassler John Hancock Investments President of Institutional Distribution

Cassler, president of institutional distribution at Boston-based Hancock, confirms that he is currently hiring to fill two new ETF specialist sales positions on his team. Those specialists would divide the country in two and support Cassler's existing wholesaling force in the RIA and bank trust channel.

"The sales processes for open-end mutual funds and ETFs are similar in many ways, but there are important distinctions, too -- particularly with respect to trading and execution. The creation and redemption mechanism of an ETF calls for a different level of engagement in the sales cycle," Cassler tells MFWire. "The ETF specialists will work closely with other members of the sales team, particularly in the registered investment advisor channel."

Hancock's new DFA-powered ETFs are already available on Schwab's no-transaction-fee (NTF) ETF OneSource platform, and the Hancock folks are working with other platforms, too.

"We see selling ETFs and mutual funds as complementary endeavors, and both are key areas of focus for John Hancock Investments in 2016," Cassler says. "We'll be focused on our existing ETF line while continuing to explore additional ways to meet the needs of ETF investors."

All told, the John Hancock Investments distribution team includes about 180 people across different channels and roles. 

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