European Distribution Dynamics 2020

Cross-Roads and Cross-Borders

Analyze Demand. Incite Growth.

  • Explore a comprehensive overview of the ESG product landscape, including an analysis of current and expected demand from retail distribution channels
  • Review an in-depth analysis of IFAs’ businesses in Europe, highlighting their needs, risks, opportunities, and challenges
  • Examine European funds of funds with granular quantitative analysis
  • Gain insight into the main subadvisory markets in Europe


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Report Retail Investor Advice 2020 Detail

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Mark Horan

Mark Horan

Senior Account Manager, Europe


Gain an in-depth analysis of the European fund management industry and understand the key trends in the region’s main fund markets. Our research covers seven key markets—the U.K., Germany, Italy, Switzerland, France, Spain, and Sweden—as well as cross-border activity. This report examines the state of mutual fund and exchange-traded fund (ETF) distribution across the main European asset management markets and assesses the implications for asset managers.

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A Note from the Author

What Do European Investors Want and at What Price?

Fabrizio Zumbo

Fabrizio Zumbo

Associate Director

Bio →

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.

Responsible investing has become increasingly important for European private banks: 76% of the banks Cerulli surveyed expect to see an increase in demand for ESG/SRI funds. More specifically, 40% of them anticipate significant demand for such funds from their clients over the next 12 to 24 months and 35% expect moderate demand. ESG thematic funds are increasingly popular with European investors, who are increasingly open to the narratives behind such products. In particular, managers are experiencing increased demand for thematic ESG value propositions from the wholesale channel, particularly private banks.

Cost-effectiveness is also becoming paramount for European investors and ETFs are set to play a more important role in private banks’ client portfolios as they seek diversification and new drivers of performance. Building long-term partnerships is taking a central role in asset managers’ strategic planning because distributors such as private banks are focusing on working with preferred partners.

Understand what investors want and drive your strategy toward them. Our report can provide you with the ideas you need to incite product and distribution innovation.

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