Watch the replay from our Marketing Roundtable moderated by the Marketing Council Steering Committee. Discussions included:

• Diversity & Inclusion
• Client Segmentation
• Prospecting & Lead Generation
• Client Journeys
• Distributing Targeted Content
• Marketing Organizational Structure & Collaboration Across Marketing Teams

 
 
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How has thinking on portfolio construction services evolved? What’s changed and stayed the same since the Pandemic? Hear perspectives from three leading firms on activity levels, digital support and challenges and opportunities on the horizon. Listen in on additional In Sessions.

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The current environment has resulted in new and increased expectations on digital teams to dynamically deliver valuable content. But, what is the right balance between digital deluge and effective engagement? And, what opportunities have been created by increased collaboration between sales and marketing? Listen in on additional In Sessions.

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The pandemic has impacted nearly every phase of the client service model from increased reliance on digital and technology platforms, to continued expectations for enhanced personalized experiences to finding the right balance of client communications, investment management firms are redefining what successful client engagement looks like.

Listen in to this candid conversation with leaders of the IMEA Digital, Marketing and Product Councils for insight on what’s working, what’s not and next steps in this ever changing environment. Listen in on additional In Sessions.

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Leading industry consultant and IMEA Partner ISS MI shared perspectives and research on how the pandemic is affecting the product development process including:

• Product Priority Shifts

• Investment Vehicle Focus

• Impact on ESG/Impact Strategies

• Product Specific Challenges

• Product Launch Obstacles

 
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The Coronavirus Crisis has accelerated the embracement of digital engagement, significantly impacting the dynamic of the sales and marketing relationship. The role of data in delivering a personalized, targeted client experience is more critical than ever. This discussion will provide perspectives on what has changed; opportunities and challenges that have emerged; and, what things will look like moving forward.

 
Hosted by: IMEA Digital Council
 
 
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The current market environment is a trying time not only for financial advisors and marketing participants, but also for investment management professionals. Nonetheless, these periods of volatility and uncertainty offer an opportunity to discover new techniques to help you and your teams cope.

Listen in as IMEA member Janus Henderson Investors provided actionable tools to identify the source of stress, our reactions to it and ways to manage it more productively.

 
Hosted by: IMEA Distribution Council
 

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Executive Roundtable
Wednesday, May 6 • 2:00 PM ET

Listen as IMEA’ Executive Committee, led by Chair Bob Geppner of Franklin Templeton, provided an opportunity to engage with peers on critical issues on everyone’s mind. Items for discussion included:

• Will internal sales and hybrid wholesaling be more prevalent moving forward?

• How will social distancing effect large gatherings and conferences in the near to intermediate term? Will video conferencing become the norm?

• Will clients will embrace technology more for items like portfolio updates etc.?

• Cybersecurity and other WFH concerns.

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From Source to CRM: Ingesting and leveraging Advisor Team Data for Intelligent Distribution
Wednesday, April 29 • 4:00 PM ET

Today more advisors are members of a functional team than just a year ago. What you don’t know about these teams can lead to ineffective and inaccurate reporting, sales, marketing, and targeting strategies. This webinar will share how investment managers are using Advisor Atlas team data in applications like SalesPage and SalesStation to improve accuracy, effectiveness, and decision-making. Topics slated to be discussed include:

• Can you tie sales and activity back to relevant teams? Is that data accurate?

• Is marketing able to reach the right person with the right message, quickly?

• How effective is your BI team if they can’t see the entire buying unit as a whole?

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A Conversation with Morningstar: Portfolio Construction & Model Programs
Wednesday, April 15 • 1:00 PM ET

This discussion focused on initiatives for the qualitative research, analysis and measurement of these solutions. Potential opportunities in the current environment were also addressed.

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Hosted by the IMEA, this webinar will provide advisors with perspectives from multiple firms regarding the impact of Coronavirus on current market conditions.

Join leaders from Franklin Templeton Investments, Matthews Asia and Invesco as they share thoughts on the impact of Coronavirus, the surrounding market volatility and an outlook for the remainder of the year.

Discussion topics include:
• The Impact of Coronavirus
• Strategies in a Volatile Market
• What Will Policy Response Be?
• Ways To Help Your Clients Succeed in this Market

PRESENTERS

Moderator: JENNIFER BALL Senior Vice President, Marketing — Franklin Templeton Investments Jennifer is responsible on a worldwide basis for Product Marketing, Client Marketing and Client Strategies & Analytics. Before joining Franklin Templeton’s Global Marketing Services in 2011, she was the senior vice president of Product & Marketing for Franklin Templeton’s Canadian operation.

ROBERT J. HORROCKS, PhD Chief Investment Officer & Portfolio Manager — Matthews Asia With Matthews Asia since 2018, Robert manages the firm’s Asian Growth and Income Strategy and co-manages the Asia Dividend and Asia ex Japan Dividend Strategies. As Chief Investment Officer, Robert oversees the firm’s investment process and investment professionals and sets the research agenda for the investment team.

BRIAN LEVITT Global Market Strategist, North America — Invesco Distributors, Inc. Brian joined Invesco in 2000 and is responsible for the development and communication of the firm’s investment outlooks and insights. He has two decades of experience in the asset management industry.

RESOURCES
 
• Implications of the Coronavirus for Natural Resource Investors
• Coping with Coronavirus-Induced Market Volatility: A Multi-Asset Update
• 2020 Global Investment Outlook
• Fixed Income Views
• Municipal Bond Perspective: Approach High Yield with Caution
• Full Economic Implications of Coronavirus Largely Unknown

• The coronavirus knocked our 2020 outlook off track. But maybe not for long.
• 2020 Outlook: Getting back on track
• Compelling Wealth Management Conversations
• Equity Strategy Playbook
• Income Strategy Playbook

• Webcast — Coronavirus Update
• Coronavirus Q&A
• Troubled Times Can Give Birth to Opportunity
• 2020 Outlook for Asian Markets
• The Coronavirus Impact on China and Global Growth
• AsiaNow: The China Edition

Senior marketing leaders gathered at Columbia Threadneedle in Boston on March 5 for the IMEA Strategic Marketing Pop-Up Roundtable. A presentation by Forrester, “The Business Case for Marketing Innovation” was followed by engaging discussion by senior marketing strategists on issues including:

• Marketing Talent & Managing Teams
• Marketing Organizational Structures
• Current Ste of Sales/Marketing Dynamics
• Global Marketing Challenges
• Marketing as a Driver of Diversity & Inclusion
• Optimizing Data

Let us know if you’d like to learn about Roundtable highlights. Look for announcement of more Pop-Up Roundtables in all investment management business areas coming soon.

AGENDA   ATTENDEES

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Trends in Marketing & Marketing Data – Cutter Associates Benchmarking Survey Results

Cutter Associates surveyed asset management marketing leaders across four marketing focus areas: strategy, content, channels and operations. The survey results revealed a number of surprises, and points to an overall trend of transformation as marketers are embracing new forms of communication to better engage audiences. Key take-aways and trends will be presented with discussion to follow.

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PRESENTER
John Refford, Consulting Director — Cutter Associates
John works with asset managers to improve their strategy and tactics on various client facing initiatives including: customer experience management, marketing automation, lead generation, client portals, client reporting, material production, email marketing, data management and analytics.

AGENDA    ATTENDEE LIST

The IMEA Leadership Summit brought together senior leaders in distribution, product, marketing and innovation. This invitation-only event was hosted by Nuveen in New York on October 30. Agenda highlights include:

• The Impact of the Ongoing Asset & Wealth Management Revolution
• Model Portfolios on the Rise
• Financial Literacy: How to Engage
• Executive Roundtable

Tuesday, October 29
Leadership Dinner | 6:00 – 9:00 PM | Embassy Room
Westin New York Grand Central
212 East 42nd Street, New York, NY 10017

Wednesday, October 30
Leadership Summit | 8:00 AM – 2:30 PM
Nuveen
730 Third Avenue, New York, USA 10017
27th Floor, Greenough Hub Room

 

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Investment management marketers and innovators came together for expert presentations and candid discussions at the annual IMEA Marketing Summit. Leaders from firms of all AUM classes had the chance to share insights, concerns and solutions in a neutral and professional environment.

AGENDA      ATTENDEE LIST      SPEAKER BIOS

 

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In partnership with official Program Sponsor IMPRINT, the 2019 STAR Awards honored excellence in marketing and communications.

View the 2019 STAR Awards recipients

 

IMEA’s Product Council brought together executives involved in Portfolio Construction and Model Portfolios for the second annual Portfolio Construction Roundtable. Conversation centered around the trends and challenges in this rapidly growing business area. The day included Cerulli presenting current research, client perspective from Morgan Stanley and Envestnet, as well as an intimate discussion on Establishing the Right Portfolio Construction Engagement Model.

Topics discussed include:

• Standard vs. Custom Model Construction Support
• Integrating Firm Asset Allocation Views
• Sales Professionals & Portfolio Construction Specialist Roles
• Leveraging Data
• Training
• Advisor Segmentation Strategy
• Digital & Web Client Engagement
• Open Discussion

 
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SCHEDULE

Tuesday, July 30, 2019 | 6:00 PM Networking Dinner Bobby Van’s Steakhouse 131 E 54th St, New York, NY 10022

Wednesday, July 31, 2019 | 8:00 AM – 3:00 PM Portfolio Construction Roundtable K&L Gates 599 Lexington Ave, 32nd Floor, New York, NY 10022

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Investment management executives with responsibilities in distribution, sales and product management and development will come together in Boston to examine top-of-mind issues in these critical business areas. Leading firms providing perspective include American Century, BlackRock, Columbia Threadneedle, Fidelity, McKinsey, Macquarie, Merrill, Morgan Stanley, Natixis, Nuveen, PIMCO, Principal, Putnam and State Street.

DISTRIBUTION AGENDA    PRODUCT AGENDA   ATTENDEE LIST      SPEAKER BIOS   

 

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IMEA hosted its annual Digital Summit at the Franklin Templeton campus in sunny St. Petersburg, FL.

Addressing key issues around technology trends, personalization, advisor tools and more, participants participated in a day of idea-sharing amongst leading digital strategists.

AGENDA    SPEAKERS    ATTENDEES

 

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The fund industry sits at important crossroads on a number of fronts, carrying critical long-term implications for asset managers. This webinar will provide perspectives on important drivers of industry change and key considerations for fund managers in adapting to such change in 2018 and beyond. Topics will include assessing evolving investor demand characteristics, engaging a rapidly evolving adviser-sold marketplace, key product strategy considerations, and more.

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PRESENTERS
Dennis Bowden, Managing Director of U.S. Mutual Fund Research — Strategic Insight
Dennis is Managing Director of U.S. Mutual Fund Research at Strategic Insight. In his role, Dennis helps to lead SI’s research, data and advisory services focused on the U.S. fund industry- including intermediary-sold distribution, product strategy, fund pricing, and more. Dennis earned his undergraduate degree in economics from Johns Hopkins University and holds an MBA from NYU’s Stern School of Business.

Jeff Strange, Managing Director of U.S. Research — Strategic Insight
Jeff serves as a Managing Director of U.S. Research at Strategic Insight, where he covers asset management and distribution trends. In his role, he helps to lead SI’s research and advisory services focused on the U.S. fund industry, with a specialized coverage of the subadvisory market.

The growth of ETFs, increased power of the retail channel, and move to fee-based advice is changing traditional distribution models. Asset managers are using new, innovative technologies to better enhance their sales and marketing functions to gain traction with advisors. There are trillions of dollars at stake: The fastest growing channel in an absolute dollar basis for combined fund and ETF assets during the last twelve months ending September 30, 2017 was the RIA channel, up $314 billion (14%).

Join us for an in-depth discussion on how asset managers are adopting new marketing and sales strategies to succeed in this new distribution landscape. We’ll explore the latest in client segmentation, benchmarking and product development. Hear what new technologies are taking hold in the industry. Learn how data and analytics, artificial intelligence and geo-targeting platforms are enabling asset managers to gain a competitive advantage.

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The webinar replay will be emailed to registrants not affiliated with MFEA.

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Active Managers Offer Institutional Funds to Reduce Fees in 2017

INFOGRAPHIC   PRESS RELEASE

PRESENTERS
Jeff Tjornehoj, Director of Fiduciary and Compliance Research — Broadridge Financial Solutions
Jeff is the Director of Fiduciary and Compliance Research and joined Broadridge in June 2016 after nearly 19 years as a Research Analyst and Head of Americas Research at Thomson Reuters Lipper. At Lipper, he helped create the firm’s fund classification system, fund ratings, and internal methodologies and he co-authored (with Devin McCune) Lipper’s Trends in Subadvised Funds report. He has also published articles on mutual fund performance, flows, and industry trends. His observations on markets and fund industry developments have been frequently quoted in leading investment media such as The Wall St. Journal, Reuters, Barron’s, Financial Planning, and Ignites.

Frank Polefrone, Senior Vice President, Data and Analytics — Broadridge Financial Solutions
Frank Polefrone is the Senior Vice President of Product Development of Broadridge’s data and analytics business. He is responsible for setting the overall product strategy and overseeing the management of the Company’s distribution, finance, data management, compliance and risk management suite of solutions. He brings an extensive understanding of the financial services industry, and a strong record of building business, technology and product solutions for investment management firms to this role. Frank holds FINRA Series 7, 24 and 63 licenses. Frank has a Bachelor of Arts degree in Economics from Bucknell University and a Master of Arts degree in Educational Administration from North Carolina State University. Frank is frequently quoted in media regarding trends in fund flows in publications including CNBC, Barron’s, Ignites, Plansponsor, and ThinkAdvisor.

Bobby Brooks, Managing Director, Head of Retail Sales — Deutsche Asset Management
Bobby Brooks is a Managing Director and Head of Retail Sales for Deutsche Asset Management. With his twenty-one years of industry experience, he is a frequent speaker at major ETF and industry conferences, such as the Money Management Institute and Investment Management Consultants Association.

 
How to Deliver Quality, Relevant Content with a Leveraged Content Supply Chain Process
Tuesday, July 31 • 1:00 PM ET

When it comes to content the quality bar is always rising. In the digital era of the customer this is especially true.

Accurate up-to-date content is table stakes. Marketing and sales content users require high-performing, situation-ready content.

Customers and audiences expect relevant, useful, personalized content.

A common mantra is, “deliver the right content, to the right person, at the right time, in the right format, through their preferred channels and devices.”

This means quality content must be tailored to meet specific situational and personal requirements. This requires content operations teams to create many versions as well as formats.

Content at scale is an inevitable result. It’s a business requirement, but an operational conundrum. Business content teams struggle to meet these strategic imperatives.

Join our webinar on July 31 for an introduction to a new approach to resolve this dilemma. Introducing a leveraged content supply chain process.

Presentation available soon.

RESOURCES

How Smart is Your Content?
A well-planned and structured marketing and disclosure supply chains is critical to executing an effective sales and digital strategy. Appatura’s RealTime Content Hub empowers you to intelligently create, edit, package and deliver content from a central hub, ensuring that only approved content is used at every stage of customer engagement.

PRESENTERS

John Closson, Chief Strategy Officer — Appatura
John Closson has been with Appatura for over 18 years. Prior to joining Appatura, John worked at Merrill Lynch, Eastman Kodak and Bowne Business Solutions. John holds a Bachelor of Arts in Economics from St. Lawrence University, and specializes in process improvement, product management and new business development. During his nearly two decades at Appatura, John has served in the following capacities: Client Services Manager, Product Manager and Project Manager.

Jim Burns, President — Avitage Consulting LLC
Jim Burns is a content operations professional with a unique expertise designing and managing a leveraged content supply chain process. For over 20 years his company Avitage developed software and content that enabled B2B marketing and sales organizations to deliver high-performing situation-relevant content to customers and audiences. This improved marketing campaign performance, as well as sales and channel effectiveness.

Patrice Trichon, Vice President, Strategic Client Services, Global Head of Fund Reporting — Goldman Sachs Asset Management

In partnership with official Program Sponsor IMPRINT, the 2018 STAR Awards honored excellence in marketing and communications.

The STAR Awards Celebration follows the annual Marketing Summit.

Tuesday, October 9
10:30 AM – 4:30 PM: Marketing Summit
5:30 PM: STAR Awards Celebration

Digital Dandelion: Distribute Your Content for Maximum Impact

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State of the Industry: Survival of the Fittest

 

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Digital continues to emerge as a critical component of virtually all key strategies from marketing to communications to distribution to personalization. MFEA brought together digital marketing strategists for two days of industry discussion at the Janus Capital campus in Denver, Colorado.

From the evaluation of key digital drivers to the role of paid opportunities, social advertising and print marketing, participants heard from panels of fund innovators who understand the unique digital landscape of the industry.

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SalesFocus Solutions Webinar – Turning Data Into Actionable Intelligence

With the MARS Mobile solutions your sales and marketing teams will have the information they need to quickly identify new prospects, cross-selling opportunities and close new business.

SalesFocus Solutions has enhanced its innovative mobile app with advanced timeline and search functionality, sales and activity analytics, market share data integration and more. In addition, learn how the Unify Database can enhance your current data cleaning efforts.

EVENT MATERIALS

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Increasing Marketing’s Efficiency and Effectiveness with Content and Communications Technologies

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MFEA met in Balitmore on May 10-11 for the Distribution & Product Summit

Hosted at Legg Mason’s headquarters, we brought together some of the biggest thinkers in two critical business areas.

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Future Technologies in Measurement & Marketing

Understanding what and how our customers interact with our businesses has never been more difficult, marketers are living in an age of data explosion. James took us through some of the burning questions facing Google’s largest partners today and how they are harnessing technologies to help understand their customers better than ever before.

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SPEAKER

James Coghill, Account Executive, Google Analytics 360

James’s passionate pursuit of marketing and technology started 6 years at Google, where he has since held roles across the marketing and more recently, the measurement side of the business. He is responsible for client acquisition across the financial services sector for the new Google Analytics 360 Suite — a set of integrated data and marketing analytics products designed specifically for the needs of enterprise marketers.

New Approaches for Reaching Advisors
Gain insight on one of the biggest challenges facing fund marketers today –reaching advisors electronically. Oracle will present on best practices for email deliverability.

Other presenters include Columbia Threadneedle’s Vicki Lester, Vice President – Head of Intermediary Marketing, and Legg Mason’s Jenn Gomez, Vice President, Head of Marketing Automation Global Marketing, who will weigh in on alternative methods they’re using to connect with advisors.

PRESENTATION

 

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PRESENTERS
James Crickmore-Thompson, Senior Director, Financial Services—Oracle
Vicki Lester, Vice President – Head of Intermediary Marketing—Columbia Threadneedle Investments
Jenn Gomez, Vice President, Head of Marketing Automation Global Marketing—Legg Mason Global Asset Management

Account Based Approach
Increasing Wallet Share with Your Best Clients
Janus Henderson’s Sean Hampton sat down with Jon Russo, Founder of B2B Fusion and three-time global Chief Marketing Officer in successful public and private high tech companies to discuss making account-based marketing an integral part of their marketing services.

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PRESENTERS
Jon Russo, Chief Marketing Officer — B2B Fusion
Jon Russo is a three-time global Chief Marketing Officer in successful public and private high tech companies in Silicon Valley, New York City, and Luxembourg.
 

Sean Hampton, Vice President, Global Head of Marketing Technology — Janus Henderson Investors
Sean Hampton is the Head of Marketing Technology at Janus, where he is responsible for the strategic direction and overall management of the company’s marketing technology strategy and execution.

Efficient Marketing with Limited Resources
Paul Leibowitz of Leibowitz Communications discussed how small to medium-sized firms can do more with less. This webinar looked at how asset managers without large marketing departments and large budgets can effectively communicate and provide investors with information and tools to make informed decisions about investing with your company.

Topics:
– How to define your positioning and shape your strategic advantages
– Creating engaging visual and editorial messaging that inspires action
– Communicating with consistency across all media
– Ensuring your brand has the latitude to grow

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Paul Leibowitz, Owner —Leibowitz Branding & Design
Paul Leibowitz is President, Chief Creative Officer and Owner of Leibowitz Branding and Design. He oversees integrated brand, print, digital and e-marketing strategies for a variety of clients in financial services, education, media and healthcare. Paul is a corporate partner of MFEA, an associate member of the IAA (Investment Adviser Association), a member of the AMA (American Marketing Association) and the AIGA (American Institute of Graphic Artists). 

Content Marketing: From Frustration to Success
You’ve been working at content marketing for while now, but the traffic, leads and sales just aren’t adding up. The reason why comes down to one simple fact: you’re making some key mistakes that are preventing you from being successful. 

Arnie Kuenn, CEO of Vertical Measures, discussed the current state of the digital marketing industry, and why research claims that the practice of content marketing has entered into a “trough of disillusionment.” Further, learn effective ways to revamp your digital strategy and move the needle.

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Arnie Kuenn, CEO — Vertical Measures
Arnie Kuenn is the CEO of Vertical Measures. Arnie is a frequent speaker and author of the award winning content marketing book Accelerate! (available on Amazon) and his second book, Content Marketing Works, which is available for free download. Arnie is also an instructor for the Online Marketing Institute and the Content Marketing Institute. Arnie has held executive positions in the world of new technologies and marketing for more than 25 years.

Product Council Virtual Roundtable
MFEA hosted a Product Virtual Roundtable as part of the summer virtual roundtable series. Moderating a discussion with James LaFleur, Principal – Mercer Wealth Division, and Todd Wilhelm, CFA, Senior Area Mutual Fund Research Analyst – Edward Jones, is Charissa Chasin, Director – Product Management and Development – Principal Funds.

With a focus on platform placement and product trends and opportunities, members were invited to join this interactive discussion with the Product Council.

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PRESENTERS

Moderator:
Charissa Chasin, Director of Product Management & Development — Principal Funds
Charissa Cashin is the Director of Product Management & Development with Principal Funds. She is responsible for the team that supports product management, product marketing and new product development efforts. Before joining The Principal Financial Group® (The Principal®) in May of 2013, she spent more than ten years with Franklin Templeton Investments, of which many were spent within its Global Product Strategy division.

Jason Blackwell, CFA, CAIA, Principal — Mercer Wealth Division
Jason is a Principal in Mercer’s Wealth business. He is a senior consultant within the Wealth Manager Solutions group, assisting clients in manager selection, portfolio construction and asset allocation. Jason is also an active member of several of Mercer’s North American Strategic Research Teams (SRTs); he chairs the team responsible for developing education materials and thought leadership on alternatives and is a member of both the Wealth Management and the Environmental, Social & Governance SRTs.

Todd Wilhelm, CFA, Senior Area Mutual Fund Research Analyst — Edward Jones
Todd Wilhelm is a Senior Area Analyst in Mutual Fund Research department at Edward Jones. He is responsible for leading the U.S. Small and Mid-Cap Team. The Mutual Fund Research team recommends funds and strategies that support Advisory Solutions Program, Bridge Builder funds, Guided Solutions, and the Mutual Fund Focus List.
 

PRODUCT COUNCIL SPONSOR

Wednesday, October 25 at the JW Marriott Chicago, MFEA hosts its 21st annual STAR Awards celebration. Following the day-long Marketing Council Summit, the asset management industry’s best in marketing and communications will be recognized over cocktails and hors d’oeuvres.

Event Details
5:30 — 6:00 PM: Cocktails and hors d’oeuvres
6:00 — 6:45 PM: STAR Program and awards presentation
6:45 — 7:30 PM: Celebratory cocktails, hors d’oeuvres and networking

Thank you to the 2017 STAR Award Sponsors:

MFEA returned to New York this fall and brought senior executives together with product, distribution and marketing leadership. This invitation-only event was hosted by OppenheimerFunds on November 7. A Leadership Dinner was held the evening before at the New York Marriott Downtown on November 6.

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The upheaval in financial services distribution is raising the bar dramatically for wholesalers, reducing opportunities to engage advisors and rendering the classic product pitch obsolete. In response, wholesalers must broaden and deepen their knowledge as well as master new skills so that they can bring personalized, strategic insight to each advisor conversation.

In this webinar, Allego’s Mark Magnacca hosts Sarah Barillaro of John Hancock Investments and Rob Shore of Wholesaler Masterminds to discuss how leading manufacturers are retooling sales training and knowledge delivery to provide the speed, breadth and effectiveness wholesale teams need to survive and thrive in the new normal. Participants will learn about new ways to:

• Assess wholesaler competencies to target training investments
• Reinforce training to ensure mastery and fluency
• Provide timely, cutting edge insight for wholesalers to share with FAs

PRESENTERS
Mark Magnacca, President — Allego
Sarah Barillaro, Director, Sales Training & Development — John Hancock Investments
Rob Shore, Founder — Wholesaler Masterminds

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