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

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

Rating:Paying Your Wholesalers Too Much? Not Rated 0.0 Email Routing List Email & Route  Print Print
Friday, June 27, 2014

Paying Your Wholesalers Too Much?

News summary by MFWire's editors

In this brave new world of discount financial service, it seems that in order to succeed as a fundster you gotta be tighter than Ebenezer Scrooge.

You have to worry about costs, costs, costs, costs, costs: distribution costs (including costs tied to platforms); PM fees; shareholder servicing and operations and whatever other overheard.

So, are you paying your wholesalers too much.

A recently issued study by kasina suggests that costs tied to wholesaling comps says that "since the second quarter of 2011, compensation and benefits as percentage of asset-based fees has grown from 31% to 36%, suggesting the cost to bring in each new dollar has risen."

The report, Aligning Wholesaler Compensation with Firm Goals, sets it sights right on external wholesaling.

The report's author, kasina director Jeffrey Strange, had this to write on the subject:

External wholesaler compensation plans are not healthy, … Long-term industry trends argue strongly for asset managers to evolve their plans or risk seeing diminished wholesaling efficiency and firm margins.

The report has garnered the attention of news outlets like Barron's and InvestmentNews, largely articulating what has been driving fundsters nuts over the past few years. It also suggests ways to tweak wholesaling pay.

Firms are already taking action. BlackRock has now shifted its pay system to reward buy-and-hold sales.

Florence, CEO of 361 Capital, refuses to pay for rolodexes, hires moderately-priced talent and trains them ferociously within.

Hennessy Advisors has virtually no wholesaling staff and loves it.

Some say this is one of the reasons why active ETFs have gotten popular. Mutual fund products that can be traded like stocks. Some argue that this product can mean the end of wholesaling.  

Edited by: Tommy Fernandez


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