Distribution and Sales Track

Friday, October 9, 2020, 11:00am – 1:00pm (Session 1)

The Future of Wholesaling
The global pandemic prompted the industry to reexamine the wholesaling model and seek creative new ways to interact with advisors. The rapid acceleration of virtual engagement motivated many firms to develop or accelerate the growth of hybrid teams, rethink compensation structures, and review channel strategy. In this session, distribution leaders at three very different firms share perspective on why one size does not fit all. Join us as we debate the options and explore key factors to consider when strategically assessing your wholesaling model.

John Moninger,
Managing Director, Retail Sales, Eaton Vance

David Dunton, Managing Director, National Sales Manager, IBD Channel, Nuveen
Brian Partridge, Managing Director, Head of Investment Solutions Specialists, Merrill Lynch
Mark Spina, President & Chief Operating Officer, FLX Distribution

Effective Sales Targeting
The rules of effective distribution are being rewritten at an exponential rate. It is no longer a volume game with the spoils going to those willing to make the most calls. With the sales environment changing so rapidly, it is critical to clearly define your target client and leverage available data. This session focuses on methods to identify the prospects that are most likely to benefit from what your firm has to offer and how to develop an effective sales targeting strategy and plan.

Brian O'Donnell, Senior Vice President, Head of Business Strategy, Enablement and Administration, Northern Trust Asset Management

Todd Buck, Managing Director, Head of Analytics Sales, Envestnet
Chris Cullen, Chief Distribution Officer, Clark Capital Management Group
Michael Kim, Executive Vice President, Chief Client Officer, AssetMark

Thursday, October 15, 2020, 2:00pm – 4:00pm (Session 2)

Successful Cross-Selling Strategies
This session looks at how firms are leveraging their relationships to cross-sell their strategies. What works, what doesn’t, and why? What are the limits to financial advisors accepting different strategies or products from the same firm? Certain well-known firms have built their business on this approach. Hear experts discuss the pros and cons of different cross-selling strategies and share their experience.

Jim Bumpus,
National Sales Manager, Columbia Threadneedle Investments, U.S.

A.J. Leimenstoll,
Director, Brokerage (Wirehouse) Channel Divisional Sales Manager, Eastern U.S., Eaton Vance
Karen Lutomski, Managing Director, Western Region Manager, U.S. Wealth Advisory Group, Nuveen
Mitchell Schorr, Head of Broker/Dealer Advisor Channel, Dimensional Fund Advisors

Developing a World-Class Advisor Experience
What does it take to develop loyalty with advisors? A world-class advisor experience can set you apart from the competition. But what does it take to get it right? Offering a meaningful advisor experience is about anticipating needs, granting assistance beyond your scope of responsibility, and making the advisor feel appreciated. In this session, top distribution professionals discuss how advisor needs and expectations vary by channel and share practical tips for being an indispensable partner.

Victoria Bendetson, Senior Vice President, 1251 Asset Management

Gary Carrai, Senior Vice President, Strategic Partners and Platform Technology, LPL Financial
Bob Hussey, Executive Vice President, Advisory & Institutional Sales, Natixis Investment Managers – U.S Distribution
Daren Pippio, Senior Vice President, Advisory Strategy and Development, Asset Management, Raymond James