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Strategy, Structure and Channel Management
Retirement Research Inc, January 2012
An In-depth Look at DC Product Distribution in a Changing Market
- Describes Traditional Sales and Sales support models and the changing landscape in working with retirement plan advisors, particularly fee-based advisors and RIAS.
- Discusses TPAs as both a distribution channel and partner including the evolution of TPA products and the emergence of TPAs working with RIAs as well as growing competition from fully-capable TPAs.
- Also explores implications for Sales & Sales Support (strategy, structure, staffing) for platform providers and DCIO Marketers.