Majorities of advisors say that wholesalers influence their adoption of new products, their product selection and their outlook for capital markets. These responses were more or less consistent across all advisor channels in the industry. Advisors reported that wholesaler interactions were the third-most important factor they weighed when making decisions about product selection, behind personal screens (6.9 out of 10) and third-party data sources (6.9).
The low perceived impact of wholesalers’ input in the area of client acquisition (31%) reinforces the finding that advisors place relatively little value on wholesalers’ attempts to help acquire clients (see Value of services provided above).
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