Leveraging data and analytics to drive your DCIO business

This guest post was submitted by Dan Cwenar, President and General Manager of Access Data, a Broadridge company, who spoke at the 2014 NICSA Strategic Leadership Forum in a session entitled “Leveraging Data & Analytics to Drive Your DC & DCIO Business.”

raising graphToday Americans hold more than $5.6 trillion in employer-based Defined Contribution (DC) retirement plans, of which $4 trillion are held in 401(k) plans. Mutual funds manage $2.5 trillion, or nearly 63 percent, of assets held in 401(k) plans.

The decade-plus old problem of delivering timely, vital DC retirement information to firms involved in the distribution of retirement plans – Recordkeepers, Broker/Dealers, and Fund Firms – is becoming even more critical.  Unfortunately, many gaps still exist in the way DC recordkeepers report information to their investment-only (DCIOs) and broker-dealer partners.  Achieving transparency through multiple advisor driven retirement platforms and identifying those advisors who are influencing the investment mix is equally challenging.

Among the specific challenges and factors are: 

  • Data to provide greater transparency and quality market intelligence for DCIO distribution
  • Unique data challenges that impact DCIO distribution
  • Market segmentation to target advisors selling defined contribution plan business
  • Critical factors in determining return on data investments
  • Track and measure the effectiveness of DCIO distribution

There are strategies to help accelerate business growth and equip sales teams with the tools to most effectively realize the opportunity in the DCIO space.

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