Wholesaler Alpha: Why You Should Demand Above-Benchmark Value From Your Wholesaler
We believe in the value of advisors. But do advisors believe in the value of wholesalers?
Clearly, wholesalers who call on advisors run the spectrum from bad to great. Are the wholesalers you work with providing you with above-benchmark value—what we call wholesaler alpha? They should be. Like advisors, wholesalers are under more pressure than ever to prove they are worth their fees. In the short run, this creates some noticeable pain for fund companies, but the good wholesalers don’t fear this trend.