Whitepaper

The Four Features that Define the Modern Wholesaler

Wholesalers have been and will continue to be crucial to delivering an asset manager’s unique capabilities and service offerings to the unique and diverse needs of financial advisors. But what those wholesalers need to do to build and maintain strong and profitable relationships in a changing asset and wealth management landscape is far more expansive than ever before.

Distribution leaders have much to consider when it comes to the contours of the wholesaler position:

  • Changing product preferences, including greater adoption of lower-fee strategies and wrappers.

  • Decreased access and influence with advisors due to greater home-office influence and team-based decision-making.

  • A data and BI boom providing more quantitative inputs to sales strategy.

How asset managers adapt their sales teams to meet the challenges and opportunities will be specific to each firm’s strategy. However we believe transformative change will focus on four elements: responsibilities, skills, mindset and motivation.