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kasina Distribution Shifts Shaping US Asset Management

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Mike Ma

Slides from my Keynote Address at the Institutional Investor Institute Senior Delegate Roundtable in Aspen, CO on January 19, 2010.

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Distribution Shifts Shaping the Future of US Asset Management Mike Ma Institutional Investor Institute Senior Delegate Roundtable Aspen, CO January 19, 2010
Today’s agenda ,[object Object],[object Object],[object Object],[object Object]
State of Retail Distribution
The retail distribution challenge today ,[object Object],[object Object],[object Object],Source: kasina, Aligning Distribution: The $500M Challenge, 2007
Two problems with the external wholesaling model ,[object Object],[object Object],Source: kasina, Aligning Distribution: The $500M Challenge, 2007
How have retail organizations tried to respond? ,[object Object],[object Object],[object Object]
Cost-cutting: Lower-cost distribution models ,[object Object],[object Object],[object Object],[object Object],Source: kasina, The Truth About Hybrid Wholesaling , 2008
Cost-cutting: Using technology to drive sales ,[object Object],[object Object],[object Object],Source: kasina, “Your Site Can Sell, Too”, 2008
Adjusting compensation ,[object Object],[object Object],[object Object],[object Object]
Adjusting compensation ,[object Object],[object Object],Source: MF Wire
Retail Distribution is Focused on Tactical Reform ,[object Object],[object Object],[object Object]
Institutionalization of Retail
Investment decisions are being centralized ,[object Object],[object Object],[object Object],[object Object],Source: kasina, Evolving Distribution Amid Bad Markets, 2009
Institutionalization of retail distribution ,[object Object],[object Object],[object Object],Source: kasina, Cracking the Code, 2007
Key Accounts Strategy Is Requiring a Split of Roles ,[object Object],Source: kasina, Beyond Key Accounts, 2005
Case Study: International Stock Funds Source: Morningstar Direct Fund Flows Update, December 2009 ,[object Object]
How do stars affect eventual market share? ,[object Object],Source: Morningstar Direct, kasina analysis Eventual Morningstar Rating
A counterintuitive result ,[object Object],[object Object],[object Object],Source: Morningstar Direct, kasina analysis Value buying Story
Summary: Institutionalization of Retail is Happening ,[object Object],[object Object]
Why Act In 2010?
There are significant reasons to act today ,[object Object],[object Object],[object Object],[object Object]
Few have done well ,[object Object],[object Object]
Institutional brands matter ,[object Object],Source: MF Wire
Institutional organizations are already institutional ,[object Object],[object Object]
Consolidation creates quality and capacity ,[object Object],[object Object],Source: Casey Quirk Investments Outsourcing Survey 2008
Global Implications of Institutionalization ,[object Object],Source: kasina, Distribution Summit, 2008
Mergers create single point of entry ,[object Object],Source: kasina, Distribution Summit, 2008
Regional footprints are cross-channel ,[object Object],But no matter where the investor is, the firm has tried to stay true to a simple mission: to help investors reach their objectives by being the highest-value provider of investment services -- Bill McNabb
Your audience is growing … and listening online ,[object Object],[object Object],Source: What Advisors Do Online 2009, kasina
Technology makes it easier to build a brand ,[object Object]
There are significant reasons to act today ,[object Object],[object Object],[object Object],[object Object]
Closing
Anyone recognize?
“ None of the songs were suitable for commercial release” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Source: http://en.wikipedia.org/wiki/Yankee_Hotel_Foxtrot
Thirsty for new ideas, and willing to work for them ,[object Object],[object Object],[object Object],[object Object]
Thank You. For more information, please contact: 581 Avenue of the Americas, 5th Fl New York, NY 10011 Mike Ma Principal e-mail: [email_address] phone: +1 646 257 4470 fax: +1 212 349 7413

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kasina Distribution Shifts Shaping US Asset Management

Editor's Notes

  1. [Research analysts - increased scrutiny of investment products] Decisions are data-, not relationship-driven; e-Business should develop online solutions to accommodate each distribution partners’ changing needs;
  2. Show regions, wealth, mf growth, US investment Source si