What Is Most Important to Fund Selectors in Europe?

Performance, fees, service, brand—what will it take to win shelf space among fund selectors?

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Mark Horan

Mark Horan

Senior Account Manager, Europe

Competing for Shelf Space

Competition among asset managers to win shelf space among fund selectors has tightened due to increased product proliferation and new due diligence requirements. Cerulli can help you strategically differentiate.

Product Proliferation

In recent years, the high level of product proliferation has blurred the differences between asset managers’ value propositions

42% Pie

Due Diligence

In addition, managers face increased scrutiny from fund selectors who have tightened their due diligence processes when assessing third-party managers’ offerings. Cerulli’s research finds that the breadth of the product shelf is one of the top factors when selecting managers, with the quality of client services and the ability to offer innovative products the next-most-important criteria.

Product and Service Differentiation

Product and Service Differentiation

Managers that continue to pursue better dialogue with their clients by offering state-of-the-art relationship management and high-quality client service will be well placed to differentiate their offerings.

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Source: European Distribution Dynamics 2021: Reassessing Growth Opportunities. Chapter 4

Learn How to Set Your Strategy Apart

Cerulli can help you position your products and service models for growth. Understand evolving due diligence requirements, assess your product lineup, and learn how and where you can gather assets.

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Meet the Team

Subject Matter Experts

André Schnurrenberger, CFA

André Schnurrenberger, CFA

Managing Director, Europe

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André Schnurrenberger, CFA

André Schnurrenberger, CFA

Managing Director, Europe

André Schnurrenberger is the managing director of EMEA for Cerulli Associates and leads all research, consulting, and business activities in the region. Since joining Cerulli Associates, André has focused on wider distribution and product trends across European asset managers and has worked with some of the largest global investment firms, reviewing their product shelves, enhancing their business models, and helping them define strategies for future growth.

Prior to joining Cerulli, André spent 7 years at Columbia Threadneedle Investments, most recently as head of Business Management and Market Intelligence & Research for EMEA Distribution, and before that as Head of Performance. He held previous roles at UBS Wealth Management in Zurich and London, including Head of Investment Analytics and Performance.

Full biography here.

Vidushan Ragukaran, CFA

Vidushan Ragukaran, CFA

Senior Analyst

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Vidushan Ragukaran, CFA

Vidushan Ragukaran, CFA

Senior Analyst

Vid is a member of the Retail and Wholesale Asset Management team, specializing in investment products and strategies. He provides quantitative analysis and authorship for Cerulli’s European research products. He also contributes as a writer and analyst for The Cerulli Edge series.

Prior to joining Cerulli, Vid worked at the Financial Conduct Authority, where he served as a Sector Analyst covering multiple sectors of the U.K retail and wholesale investment markets. He also previously worked as an Equity Research Analyst at Investec in their asset management and wealth management practices.

Full biography here.

Tina Zhang, CFA

Tina Zhang, CFA

Analyst

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Tina Zhang, CFA

Tina Zhang, CFA

Analyst

Based in the London office, Tina is a member of Cerulli’s European research team, focusing on asset and wealth management. Tina is responsible for collecting, compiling, and analyzing large amount of qualitative and quantitative datasets and providing market intelligence for the practice’s reports.

Tina began her career as an investment analyst at Hywin Wealth in London, where she was responsible for supporting investment managers with fund research, preparing investment presentations, and proposals.

Full biography here.

Fabrizio Zumbo

Fabrizio Zumbo

Associate Director

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Fabrizio Zumbo

Fabrizio Zumbo

Associate Director

Fabrizio leads the European Retail/Wholesale Asset Management research practice, which focuses on analyzing asset management product development trends, investment, operational and marketing strategies, market and distribution dynamics, regulatory changes, and performing market and competitive intelligence in the United Kingdom, Continental Europe, and the Nordics.

Prior to joining Cerulli, Fabrizio served as a Lead Industry Analyst at State Street in London and as a Senior Analyst & Research Editor for the PwC’s Global Market Research Centre in Luxembourg. Previously, he carried out several field-based research projects in emerging and frontier markets for international market research and economic consulting firms, spending almost five years performing economic and industry analyses in several countries in Latin America, Africa, and the Middle East.

Full biography here.

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