For direct-sold firms that want to follow the trend to the adviser-sold channels and develop a wholesaling staff, the good news is that the firms that have done it have not struggled to build and train sales staffs. The bad news, however, is that those transitions took more than a year to implement.

Credit Suisse Asset Management converted its 28 no-load funds to load funds last December, however the firm spent the whole year planning the transition, according to Shiv Mehta, head of product management for the company.

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