BusINess moDel continued
Services/tools used
Sponsorship of certifications/designations
Compliance
Conferences
DC plan benchmarking
DC plan lead generation
Investment monitoring products
Marketing collateral
Practice management support
Research
Training specific to DC plans
Investment Managers
34.2%
10.6%
58.4%
42.4%
48.3%
40.4%
56.6%
40.5%
60.2%
44.3%
DC Recordkeepers
22.8%
48.1%
58.4%
50.6%
41.7%
31.5%
49.4%
38.0%
34.4%
65.8%
Broker/Dealers
68.4%
66.3%
53.9%
37.6%
45.0%
62.9%
45.8%
65.8%
59.1%
48.1%
Broker/Dealer
How do you feel about your broker/dealer?
z Love 30.1%
z Like 39.7%
z Don’t like, but no plans to move 6.4%
z Don’t like, and plan to move 4.1%
z No real feeling about it 14.6%
z No basis of comparison 5.0%
Most common broker/dealers
NRP Financial
Morgan Stanley Smith Barney
Merrill Lynch
LPL Financial Services
NFP Securities, Inc.
UBS Securities
Wachovia Securities
Financial Telesis
Raymond James Financial Services
Robert W. Baird & Co.
9.7%
9.3%
8.4%
6.8%
5.5%
4.2%
3.0%
2.5%
2.1%
2.1%
Changed broker/dealers in the past 12 months
Yes 8.5%
No 91.5%
If so, which firm did you leave?
Merrill Lynch 20%
RBC 12%
Wells Fargo 8%
Does B/D affect services you provide to plans?
Yes, positively 44.3%
Yes, negatively 5.7%
No, but I take special steps 5.7%
No 44.3%
Do you serve as broker of record on ret. plans?
Yes 65.7%
No 14.2%
Sometimes 20.1%
Does your B/D offer following support specializing in ret/qualified plans? z YES z NO z DON’T KNOW
Sales support 62.3% 33.0% 4.7%
Expertise in 401(k) plans 67.6% 25.0% 7.4%
Expertise in 403(b) plans 48.1% 35.5% 16.4%
Expertise in 457 plans 39.4% 39.0% 21.6%
Expertise in defined benefit plans 50.5% 33.6% 15.9%
Expertise in 409A/nonqualified plans 42.0% 33.5% 24.5%
Expertise in other retirement plans 54.2% 28.8% 17.0%
Lead generation or proposal/marketing support for qualfied plans 37.6% 52.9% 9.5%
RFP/401(k) provider search support 51.7% 38.4% 10.0%
Access to ERISA counsel 37.7% 47.2% 15.1%
Participant education 47.4% 45.0% 7.6%
Asset allocation models or managed account programs for ret. plan participants 56.7% 32.9% 10.5%
