Wholesalers of investment products and services, including mutual funds and annuities, saw their total cash compensation dip an average of 18.6% last year, according to a DGL Consultants survey.

Mutual fund wholesalers lost an average of 14.1% of their incentive pay, while wholesalers of variable annuities lost 31.9%, according to the results of DGL's 2001-2002 Sales Compensation Survey & Analysis.

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