Asset management firms are not fully leveraging the capabilities of their internal wholesalers, according to a new report from Kasina, “Excellence in Distribution: Internal Wholesaling 2011.”

Firms are faced with multiple challenges to their profit margins, Kasina said: increasing client demands, distributors clawing to sustain their own profits and pricing and cost pressures. “In this environment, internal wholesalers provide cost-effective sales and service capabilities that make a huge difference in advisor loyalty and buying intent,” Kasina said.

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