More Fundsters Drive Wholesaler Behavior With Bonuses

More and more fundsters are using bonuses for their wholesalers, for both externals and hybrids. That’s one finding from the latest edition of the “Sales Management” report in Fuse Research Network’s BenchMark series, which polls sales and distribution chiefs at mutual fund firms of various sizes. In 2018 81 percent of firms were using discretionary bonuses with their hybrid wholesalers, up from 73 percent in 2017, 71 percent in 2016, and 65 percent in 2015. That makes the discretionary bonus more common than any other type of compensation (including commissions on gross sales) for hybrid wholesalers … except for base salary, which all firms use.

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Article Published on January 3, 2019