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Rating:Ivy Restructures its Sales Force Not Rated 4.0 Email Routing List Email & Route  Print Print
Thursday, February 4, 2010

Ivy Restructures its Sales Force

Reported by Armie Margaret Lee

Ivy Funds has moved from a channelized wholesaling model to a generalized approach. With the reorganization, Ivy wholesalers now serve all advisor clients in smaller territories across the channel system -- wirehouses, regionals and independents. Ivy worked with John "Chip" Robison, and his team at Advanced Sales Corporation on the change.

Overland Park, Kansas-based Ivy has also expanded the ranks of its hybrid wholesalers. Launched in the middle of last year, the hybrid group now includes 6 wholesalers.

Ivy has a total of 46 wholesalers, company spokesperson Roger Hoadley told The MFWire.

Having wholesalers work in smaller territories across all channels, will help deepen Ivy's relationships, company executives said. They also noted that industry consolidation has aligned some business practices across channels, thinning the gap between those channels.

Ivy started working with Advanced Sales on the sales model shift last summer. The two are now working to implement a strategic business planning and territory management system.

They're an organization that's very willing to look forward and make adjustments they feel is necessary for the best of the business," Robison told The MFWire.  

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