RESHAPING RETAIL FUND DISTRIBUTION

WINNING STRATEGIES AND TACTICS

3

As outlined in the previous sections, new regulations, Millennials’investing habits and recent technological develop- ments have altered the balance of power within the fund in- dustry value chain. The relationships between asset managers, distributors and retail investors have changed – and more disruptive changes are coming. In effect, clients have been empowered by the recent regula- tory agenda that restates investor protection as imperative, forcing product manufacturers and distributors to embrace stronger levels of transparency in favour of end-customers. In concert, distributors will be obliged to seek new revenue streammodels, as regulations proclaim the end of the induce- ment-based model. In light of the new playing field, both asset managers and distributors have to adopt winning strategies and tactics.

WINNING STRATEGIES AND TACTICS FOR ASSET MANAGERS, DISTRIBUTORS AND FINANCIAL ADVISORS

FIGURE 11

Source: PwC Market Research Centre

DISTRIBUTORS AND FINANCIAL ADVISORS

ASSET MANAGERS

New pricing and distribution models

Product Mix /Specialisation

Product Specialisation (Active/Passive/ Pension Products / ELTIFs)

Digitalisation and robo-advice

Focus on institutional-type reporting for retail investors

Enhancement of Mandate Management

BRANDING +

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