Investor Economics, the Toronto-based unit of ISS Market Intelligence (ISS MI), announced the release of the State of Wholesaling in Canada, the first comprehensive study of wholesaling since 2012 which also includes Canada’s first-ever coverage of National Accounts. The study establishes and maintains an analytical, fact-based framework for asset managers to measure, benchmark, and optimize institutions’ wholesaling infrastructure against peers using a holistic set of quantitative and qualitative metrics exclusively developed for the users of this research.
The in-depth report features the traditional hallmarks of Investor Economics (IE), and includes new research methodologies using IE’s Customer Insights market research online survey capability and its league-leading U.S. distribution intelligence Market Metrics team. The study also features insights from Canadian sales leaders on the early impacts of the global COVID-19 pandemic and expected changes to the wholesaling model going forward.
“Even before we found ourselves operating amid a global pandemic, the subject of the efficiency of the Canadian fund wholesaling infrastructure was top-of-mind for asset management leaders,” said Goshka Folda, President and CEO for Investor Economics and Global Head of Research at ISS Market intelligence. “The current wholesaling infrastructure was developed during a major expansionary cycle in the funds industry and was optimized to capture a large volume of sales. With margin pressures and the recent acceleration of digital adoption, we expect many asset managers will devote considerable attention to optimizing their sales infrastructure in the coming years.”