In a period of volatile markets and rising interest rate concerns that can make it hard to deliver performance, for managers who sell through intermediaries, you can add to the mix a highly fragmented marketplace. They have their work cut out for them.
Managers’ ranges of clients each have a variety of product needs and different fee structures that place extra demands to distribute products efficiently and drive distribution scale. Managers also realize that absent a proper distribution plan in place, their business is vulnerable in a competitive landscape. Even those firms with immense distribution capabilities may find it increasingly challenging to find the right clients for their products.