Fund companies have only been marginally successful at distribution because they are more focused on gathering assets – as opposed to profits, a forthcoming kasina report indicates. Next-generation CRM (see MFMN 3/17/03) and focusing on individual business units, as opposed to the overall enterprise, are two ways firms can improve their distribution, kasina maintains.

"There is a disconnect between how firms gather data from their financial intermediaries and the how that data is analyzed and used for sales and marketing purposes," said Steven Miyao, the firm’s chief executive.

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