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How RIAs are forcing mutual fund wholesalers to lead or get out of the way

Numbers of internal salespeople are fast on the rise as the old-model external forces hit a plateau, according to Ignites research

Author Kelly O'Mara April 9, 2013 at 4:47 AM
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Jesse Mark: The RIA channel is probably the most sophisticated of the distribution channels. [Wholesalers] need to be able to speak at the level of that RIA.

Tim Welsh


Cathy Saunders


Tony DeMarino


Michael Winnick

Leonard Rickey

Leonard Rickey

April 9, 2013 — 6:44 PM

It is not the sophistication of the service but the sophistication of the delivery. The large fund families need an RIA direct Channel similar to the account structure that serves qualified plans and TPAs. The fee structure could be set by the RIA or an overall share class like the R share.

Brian Lauzon

Brian Lauzon

April 10, 2013 — 12:27 PM

This is such a positive trend. It’s more evidence of a cycle of maturation within the wealth management industry.

RIAs are enhancing their services to satisfy increasingly sophisticated (and demanding) clients. The resources they rely on (e.g. fund complexes) upgrade to align with the more sophisticated expectations of RIAs.

Great article.

Leonard Rickey

Leonard Rickey

April 10, 2013 — 5:45 PM

The Large fund families that build a RIA platform for direct business may win the war.

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Mentioned in this article:

Russell Investments
Top Executive: Jennifer Tice

Nexus Strategy
Consulting Firm
Top Executive: Timothy D. Welsh

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