kasina delves into best practices and benchmarking data for Internal Wholesaling. Recommendations include ideas for optimizing staffing, structure and process, territory management, technology, and compensation.

1. Excellence in Distribution: Internal Wholesaling January, 2010

2. 2 Agenda Benchmarking Reports from kasina Costs of Compensation: Sales and National Accounts – August, 2009 Excellence in Distribution: External Wholesaling – December, 2009 Excellence in Distribution: Internal Wholesaling is third in series of benchmarking reports Survey data and secondary research Strategies and recommendations Upcoming reports National Accounts – 1st quarter Hybrid Wholesaling – 2nd quarter

3. 3 Agenda Key Levers Sales Force Structure and Selling Process Technology Deployment Territory Management Compensation

4. 4 Excellence in Distribution: Internal Wholesaling Internals Spend 54% of Their Time Selling & Servicing Externals spend 57%* Internals are no longer primarily administrative * Excellence in Distribution: External Wholesaling. kasina. 2009

5. 5 Excellence in Distribution: Internal Wholesaling Success StrategyStaff up with Hybrids & Internals Aim for 60% hybrids & internals supporting 40% externals Internals cost 28% of externals. Hybrids cost 47% of externals* Gross sales production levels of hybrids range from 50 – 100 % of externals, depending on firm size ** * Costs of Compensation: Sales and National Accounts. kasina. 2009 **The Truth About Hybrid Wholesaling. kasina. 2008

7. 7 Excellence in Distribution: Internal Wholesaling Internals Cover Territories > 2K Advisors at 42% of Firms ~100 calls/day to reach each advisor 1x/month

9. 10 Andy Edwards Business Development Manager e-mail: aedwards@kasina.com phone: 646 257 4454 fax: 212 349 7413 Excellence in Distribution: External Wholesaling Aboutkasina Our firm has a singular mission:Innovate distribution in financial services For more information, please contact: