U.S. Intermediary Distribution 2024
Maximize Product Distribution Through Financial Advisors
- Examine practice management, portfolio construction, and other “value-add” resources provided by asset managers to advisors
- Understand the evolving structures for strategic partnership costs between asset managers and intermediaries
- Explore changing client service models and post-meeting communications between wholesalers and advisors
- Review comprehensive data on advisor portfolio construction practices and product use trends
- Strengthen advisor and distributor relationships
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Summary
A sourcebook for asset managers seeking to maximize product distribution through intermediaries across all channels in the U.S., this annual report focuses on the distribution of investment products through financial advisors. This report includes 10 years of market sizing of advisor-controlled assets by channel, rankings of the industry’s largest distributors, and forward-looking projections of marketshare by channel.
A Note from the Author
Maximize Product Distribution Through Financial Advisors
Andrew Blake
Associate Director
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Andrew Blake
Associate Director
Andrew is a member of Cerulli’s Wealth Management practice, leading coverage of asset manager distribution strategy for products sold through financial advisors. With a focus on the wealth management landscape, Andrew assesses trends related to advisor use of investment products as well as their relationships with clients and varying practice types.
Prior to joining Cerulli Associates, Andrew worked at John Hancock Investment Management and a Boston-area RIA. He has spent over a decade working with financial advisors and researching distribution best practices.
Full biography here.
Asset managers have not hesitated to make substantial changes to advisor segmentation in recent years. According to our research, more than three-quarters (79%) of asset managers have made substantial changes to coverage strategy in the last five years, and most distribution teams (58%) believe their firm’s strategy for wholesaler coverage of advisors is only somewhat effective.
Driving these changes are several factors, including internal analytics (67%), new management (42%), newly distributing products (33%), and ineffective results (33%). Cerulli believes that identifying growing advisor practices and efficiently targeting them will continue to be a work in progress, requiring both quality data inputs and the proper technology to optimize complex coverage strategies.
Our latest report, U.S. Intermediary Distribution 2024, will help you consider ways to retool your distribution approach with a granular breakdown of advisor segmentation, technology tools, and other opportunities to optimize your approach to advisor coverage.
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Methodology
Each report is lead authored by a senior Cerulli analyst with significant industry experience. The report incorporates qualitative and quantitative inputs, based on Cerulli’s proprietary research process. For more on our research process, click here.
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