06/12/2013
Asset management firms need to improve their asset retention rates
Global fund groups are diversifying sources of income by expanding into new markets and moving quickly to capitalize on new product trends, but managers in Europe and Asia also need to work at improving asset retention rates, according to the December issue of The Cerulli Edge-Global Edition.Within Europe, Germany and Switzerland are the key distribution targets for managers, followed by Italy and Spain and then France. However, raising assets and retaining assets do not go hand in hand. Since 2005, the annual redemption rate for cross-border funds in Europe has ranged between 48% and 97%, observes Cerulli. In the United States, the range is between 24% and 36%."A Cerulli survey of 153 fund selectors found that asset managers are failing to communicate their investment philosophy to buyers, an omission that is especially costly during short-term underperformance when a deep understanding of the managers’ process can help retain the client,» commented Barbara Wall, a Cerulli director.The problem of asset retention is particularly acute in Asia. A new product may raise significant assets under management (AUM) at the launch stage, only to see assets dry up after that. Cerulli found that investors typically hold their funds for short periods of less than a year. In Taiwan, for instance, retail investors hold their funds for about six to nine months, while in China the holding period can be as brief as one month!
