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

1. Excellence in Distribution: External Wholesaling December, 2009

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

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

4. 4 Excellence in Distribution: External Wholesaling 33% Of Firms Cut External Wholesalers by 15%+

5. 5 Excellence in Distribution: External Wholesaling Externals Don’t Spend Enough Time Selling 57% is spent on selling & servicing 43% on admin, travel, training, internal meetings

6. 6 Excellence in Distribution: External Wholesaling Managers Opting for Large Territories Lose Focus Average territory encompasses more than three states and 1,550 advisors 42% of managers plan to increase territory size

8. 8 Excellence in Distribution: External Wholesaling Compensation is Not Aligned With Business Goals 55% is commission 14% bonus leaves managers little discretion to incent profitable activities

9. 9 Excellence in Distribution: External Wholesaling Focused, Trusted, Profitable Knowledgeable and trusted business partner to advisors Focused team member with motivated hybrids and internals Avid promoter of Web tools and online information Active contributor to CRM and community Web sites Appropriately coached and fairly compensated Aligned with firm’s business and profitability objectives

10. 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: