WASHINGTON - Trying to edge out your competition for market share? Building a bigger wholesaling force that understands the critical need for one-on-one face time and can provide the perfect "value-added" services may be just the ticket to winning over the business of registered financial advisers, financial consultants and brokerage reps.

That is according to a panel of industry executives that spoke at the Investment Company Institute's General Membership Meeting held here last month. Five executives - three from major brokerage firms, one from a mid-sized mutual fund complex and one from an asset management market research firm - discussed ways to create value through effective partnerships with distributors. The challenge lies in executing those strategies, panelists said.

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