Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

kasina Excellence in Distribution: Internal Wholesaling


Published on

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.

  • Login to see the comments

kasina Excellence in Distribution: Internal Wholesaling

  1. 1. Excellence in Distribution: Internal Wholesaling<br />January, 2010<br />
  2. 2. 2<br />Agenda<br />Benchmarking Reports from kasina<br />Costs of Compensation: Sales and National Accounts – August, 2009<br />Excellence in Distribution: External Wholesaling – December, 2009<br />Excellence in Distribution: Internal Wholesaling is third in series of benchmarking reports<br />Survey data and secondary research<br />Strategies and recommendations<br />Upcoming reports<br />National Accounts – 1st quarter<br />Hybrid Wholesaling – 2nd quarter<br />
  3. 3. 3<br />Agenda<br />Key Levers<br />Sales Force Structure and Selling Process<br />Technology Deployment<br />Territory Management<br />Compensation<br />
  4. 4. 4<br />Excellence in Distribution: Internal Wholesaling<br />Internals Spend 54% of Their Time Selling & Servicing<br />Externals spend 57%*<br />Internals are no longer primarily administrative<br />* Excellence in Distribution: External Wholesaling. kasina. 2009<br />
  5. 5. 5<br />Excellence in Distribution: Internal Wholesaling<br />Success StrategyStaff up with Hybrids & Internals<br />Aim for 60% hybrids & internals supporting 40% externals<br />Internals cost 28% of externals. Hybrids cost 47% of externals*<br />Gross sales production levels of hybrids range from 50 – 100 % of externals, depending on firm size **<br />* Costs of Compensation: Sales and National Accounts. kasina. 2009<br />**The Truth About Hybrid Wholesaling. kasina. 2008<br />
  6. 6. 6<br />Excellence in Distribution: External Wholesaling<br />Success StrategyIntegrate Technology To Drive Sales<br />Advisors who use firm’s Web sites and have wholesaler coverage average 25% more sales than advisors with no Web site use*<br /><ul><li>Train and incent wholesalers to integrate Web, e-mail, CRM in selling</li></ul>Ensure wholesalers are training advisors online and track usage<br />*Your Site Can Sell, Too, kasina, 2008<br />
  7. 7. 7<br />Excellence in Distribution: Internal Wholesaling<br />Internals Cover Territories &gt; 2K Advisors at 42% of Firms<br />~100 calls/day to reach each advisor 1x/month<br />
  8. 8. 8<br />Excellence in Distribution: Internal Wholesaling<br />Only 53% of Firms Measure Internals on Gross Sales<br /><ul><li>But, all firms allocate an average 37% of compensation to commissions</li></li></ul><li>9<br />Excellence in Distribution: Internal Wholesaling<br /> Recognized, Responsible & Rewarded<br />Knowledgeable and trusted business partner to advisors <br />Equal, valued team member with hybrids and externals<br />Avid promoter of Web tools and online information<br />Active contributor to CRM <br />Clear path to greater authority, responsibility and reward <br />Aligned with firm’s business and profitability objectives<br />
  9. 9. 10<br /> Andy Edwards<br /> Business Development Manager<br />e-mail:<br />phone: 646 257 4454<br />fax: 212 349 7413<br />Excellence in Distribution: External Wholesaling<br />Aboutkasina<br />Our firm has a singular mission:Innovate distribution in financial services<br />For more information, please contact:<br />