2023 Distribution Leadership Forum

Arlen Oransky,
Executive Vice President, Chief Membership Officer, Money Management Institute

Forum Co-Chairs:
Jeff Carlin, Senior Managing Director, Global Head of Wealth Advisory Services, Nuveen
Amanda Harwood, Head, Practice Management, BMO Private Wealth
John Moninger, Head of U.S. Distribution, Allspring Global Investments
Melissa Roe, Senior Vice President, Division Manager, Capital Group

So Much Data: What is Your Strategy?

Over the past decade, the availability of advisor data has transformed the asset management industry. When used effectively, data can dramatically improve wholesaler productivity, but many asset managers are struggling to digest the vast amount of data now available to them. This session explores how firms are incorporating data and analytics into their sales strategies and how wholesalers are leveraging data in the field. Our panel will offer insights on such topics as prioritization and pairing of different data sources, tools developed to enable wholesalers to efficiently access data, and sales management and wholesaler best practices.

Moderator:
Meghann Peterson, RIA Business Development, Nuveen

Panelists:
Megan Hopps, Vice President, Divisional Sales Manager, Hartford Funds
Russ Martin, Regional Investment Consultant, T. Rowe Price
Jennifer Round, Senior Vice President, Sales, Natixis Investment Managers
Max Sparshatt, Head of Business Intelligence & Distribution Analytics, Nuveen

The pandemic has fundamentally changed the operating model of the advisor space. With advisors more spread out from a geographic perspective and working with fewer asset managers, new approaches are required to develop relationships. Leveraging your contacts in the industry can be key to your success. In this session, learn about an innovative approach that can help you drive around the “meeting wall” rather than ramming into it repeatedly with no success - and then exchange tips and best practices with your industry colleagues in small discussion groups. 

Moderator:
Troy Chakarun, Managing Director, Head of Private Wealth & Alternatives Distribution, Voya Investment Management

Discussion Leaders:
Matt Beck, Senior Financial Planner, Chief Operating Officer, Brio Financial Group
Terry Riordan, Principal, Client Relations, Alternative Fund Advisors 
Craig Straub, Managing Director, Financial Institutions Group, Lazard Asset Management

Growing Your Business & Personal Brand: Breakout Group Discussions

Gain fresh points of view and strategies to stay front of mind with advisors amid challenging market conditions and client conversations. These small group discussions will allow you to drill down with fellow attendees on what’s working to grow assets, how to handle challenging performance conversations, effective value add strategies, and how to manage your personal brand and career progression.

Moderator:
Amanda Harwood, Head, Practice Management, BMO Private Wealth

Panelists:
Will Davis, Managing Director, ETF National Sales Manager, J.P. Morgan Asset Management
Heidi Horwitz-Marcus, National Sales Director, Cross Channel East, Capital Group
Brad Jung, Head of North American Advisor and Intermediary Solutions, President, Russell Investments-Canada

Closing Remarks & Day One Close

Forum Co-Chairs:
Jeff Carlin, Senior Managing Director, Global Head of Wealth Advisory Services, Nuveen
Amanda Harwood, Head, Practice Management, BMO Private Wealth
John Moninger, Head of U.S. Distribution, Allspring Global Investments
Melissa Roe, Senior Vice President, Division Manager, Capital Group

The Evolution of the Internal Desk: Breakout Group Discussions
Delivering value to financial advisors while meeting sales expectations is a challenging balance. These small group discussions unpack the evolution of the internal sales desk, allowing you to share perspective and best practices with your industry peers on advisor segmentation, client service models, and successful ways to develop and maintain centers of influence.

Moderator:
Amanda Harwood, Head, Practice Management, BMO Private Wealth

Advisors Share Keys to Successful Engagement: Are You Listening?
The team at FUSE has surveyed advisors for 10 years about their preferences for support from asset management firms. Their responses make quite clear what it takes to deliver the type and level of service required to achieve “preferred access” status. The cost of ignoring this guidance has risen as advisors (and their platforms) eliminate asset managers that do not match their overall offering to FA needs. This session goes beyond simply sharing what should be done. Our panel will discuss tactical implementation of the changes required of sales managers, and their wholesaling teams, to succeed in the future.

Moderator:
Neil Bathon, Managing Partner, FUSE Research Network

Panelists:
Alaina Giampapa, Senior Vice President, National Sales Manager, Natixis Investment Managers
Kimberly LaPointe, Executive Vice President, Head of Wealth Management Consulting Group, Cohen & Steers
Barron Tiedemann, Head of Wealth Management/Intermediary Distribution, Abrdn

The Future of Distribution Compensation
While the industry continues to exhibit declining pricing pressures, the importance and value of distribution in a post COVID era is increasing. As leaders, how do you develop a compensation plan that attracts the best talent for your organization while aligning compensation with your business? In this session, a panel of experts discuss the development of plans for the many different roles within distribution organizations, including field sales, internal sales, national accounts, specialists, and support personnel. Topics will include how to set compensation targets, how to build an effective incentive structure, commission versus bonus plans, gross vs. net vs. sales vs. revenue or the combinations, how to incentivize new or strategically important initiatives, and other levers you should consider pulling in comp plans. If you are challenged by the status of your current compensation plan, this session will offer ideas and considerations to position your sales organization for future success.

Moderator:
John Moninger, Head of U.S. Distribution, Allspring Global Investments

Panelists:
Rubesh Jacobs, Managing Partner, Jacobs & Company
Tom Morelli, U.S. Intermediaries, Head of Wealth Management Distribution, T. Rowe Price
Steven Pogorelec, Divisional Sales Manager, West, PIMCO 

Forum Co-Chairs:
Jeff Carlin, Senior Managing Director, Global Head of Wealth Advisory Services, Nuveen
Amanda Harwood, Head, Practice Management, BMO Private Wealth
John Moninger, Head of U.S. Distribution, Allspring Global Investments
Melissa Roe, Senior Vice President, Division Manager, Capital Group