2018 Wholesaler Comp Report by L.C. Kirk

Search & Placement
for the Financial Service Industry
2018 WHOLESALER’S
COMPENSATION REPORT

2018 COMPENSATION REPORT
Survey Results Copyright © L.C. KIRK
2
The following report was designed to provide
information on compensation structures and
distribution statistics for package product sales
and marketing executives within the financial
services industry.The survey was conducted
from industry contacts throughout 2017.
The report covers wholesalers from firms
both large and small, representing all product
categories.The report summarizes the
wholesaling community and then divides it into
three separate tiers.Tier I represents wholesalers
who work for the largest asset managers/
distributors.Tier II covers the midsize
companies, while Tier III represents the
smallest asset managers/distributors.
L.C. KIRK is a search and placement firm
focused exclusively on the placement of C-Suite
Sales and Marketing Executives throughout the
Global Financial Services industry. L.C. KIRK
offers clients a complete recruiting strategy
through competitive intel, industry relationships,
in-depth research, strategic planning and
partnership. We partner with Fortune 500
Companies and Specialty Boutique Firms that
are seeking to expand and grow their product
distribution efforts. Contact L.C. KIRK for
your next executive search.
CLIENTS INCLUDE:
Mutual Fund Companies, ETF Managers,
Hedge Funds, Alternative Investment Providers,
Insurance and Annuity Companies, Business
Development Companies, Broker Dealers,
TAMPS, Master Limited Partnerships, Private
Equity Funds, Retirement Plan Providers,
Bank Trusts, Family Offices, Registered
Investment Advisors,Third- Party Distributors
and Defined-Benefit / Defined- Contribution
Providers.
SPECIALTY AREAS INCLUDE:
Distribution Heads, National and Divisional
Sales Managers, Wholesalers, National Account
Managers, Key Account Managers, Institutional
Sales Reps, Product Specialists, Business
Development Executives, Retail Advisors, Chief
Marketing Officers, Marketing Directors and
Managers, Public & Private Sector Retirement
Plan Specialists, Internal Sales Specialists,
Internal Sales Managers, Portfolio Specialists
and Product Development Managers.
BRIAN A. KIRK JR.
Partner
Ponte Vedra Beach, FL
904-834-3352
brian@lckirk.com
B. ANTHONY KIRK
Managing Partner
St. Louis, MO
314-378-5744
tony@lckirk.com

3
WHOLESALERS
Summary of 2018 Compensation Survey
PRODUCTS SOLD
DISTRIBUTION CHANNEL
INFORMATION ON BASE SALARY
TARGET/TOTAL COMPENSATION
21.7%
Alternative Product
4.2%
All Products
53.2%
Equity Products
6.7%
Annuity Products
14.2%
ETFs
51%
Work All Channels
9.6%
Work Wires
1.3%
Work Banks
14.2%
RIA and Bank Trust
23.9%
Work IBD
ABOUT 40.8%
Have an average Base Salary between
ABOUT 18.4%
Have an average Compensation between
AVERAGE YEARS OF EXTERNAL WHOLESALING
EXPERIENCE
AVERAGE NUMBER OF EXTERNAL WHOLESALERS
4.02% Zero
1.3% 90-100K
14.9% 1-6 11.6% 31-50
12.4% 231-250K
10.4% 40-60K
5.8% 101-130K
5.8% 7-10 5.8% 51-80
18.4% 251-300K
7.5% 61-70K
14.1% 131-175K
7.9% 11-15 29.9% 81+
6.2% 301-350K
40.8% 71-90K
7.5% 176-200K
16.2% 16-20
12.54% 351-425K
19% 91-100K
5.8% 201-230K
7.9% 21-30
5.4% 101-120K
8.3% 121-150K
3.3% 151-200K
1.2% 201-250K
.08% 251K+
7.1% 426-500K
Feedback from
Wholesalers surveyed
in 2017
Feedback from
in 2017
8.7% 501-750K
.08% 751-800K
.08% 801-1MM
$71K – $90K
$251K – $300K
13– 18
YEARS
27.6% HAVE
AN AVERAGE OF
Feedback from
External Wholesalers
surveyed in 2017

4
TIER 1 WHOLESALERS
9.6%
Alternative Product
9.6%
All Products
54.3%
Equity Products
10.6%
Annuity Products
13.8%
ETFs
2.1%
401K
57%
Work All Channels
11.8%
Work Wires
14%
RIA and Bank Trust
17.2%
Work IBD
ABOUT 44.1%
ABOUT 18.3%
5.4% Zero
2.2% 101-130K
1.1% 1-6 10.8% 31-50
18.3% 251-300K
10.8% 40-60K
4.3% 131-175K
3.2% 7-10 12.9% 51-80
9.6% 301-350K
6.5% 61-70K
3.2% 176-200K
1.1% 11-15 54.7% 81+
17.1% 351-425K
44.1% 71-90K
5.4% 201-230K
6.5% 16-20
10.8% 426-500K
18.3% 91-100K
12.9% 231-250K
9.7% 21-30
3.2% 101-120K
7.5% 121-150K
2% 151-200K
2.2% 201-250K
14% 501-750K
Feedback from
in 2017
Feedback from
in 2017
2.2% 751-800K
$71K – $90K
$251K – $300K
Feedback from
surveyed in 2017
EXPERIENCE
13– 18
YEARS
26.9% HAVE
AN AVERAGE OF
PRODUCTS SOLD

5
TIER 2 WHOLESALERS
1.2%
Alternative Product
35.8%
Alternative Product 2
44.3%
Equity Products
3.7%
Annuity Products
13.6%
ETFs
1.4%
401K
46.9%
Work All Channels
2.5%
Work Wires
13.3%
RIA and Bank Trust
37.3%
Independent BD
ABOUT 42.5%
ABOUT 19.8%
9.9% 40-60K
1.2% 90-100K
11.1% 1-6 9.9% 31-50
14.6% 231-250K
7.4% 61-70K
4.9% 101-130K
3.7% 7-10 3.8% 51-80
19.8% 251-300K
42.5% 71-90K
14.6% 131-175K
12.3% 11-15 6.2% 81+
6.2% 301-350K
20% 91-100K
14% 176-200K
37% 16-20
7.4% 351-425K
4.9% 101-120K
4.9% 201-230K
16% 21-30
10.2% 121-150K
2.5% 151-200K
1.3% 201-250K
1.3% 251K+
2.5% 426-500K
Feedback from
in 2017
Feedback from
in 2017
7.4% 501-750K
2.5% 801-1MM
$71K – $90K
$251K – $300K
Feedback from
surveyed in 2017
EXPERIENCE
13– 18
YEARS
25% HAVE
AN AVERAGE OF
PRODUCTS SOLD

6
TIER 3 WHOLESALERS
56.9%
Equity Products
36.2%
Alternative Product
6.9%
ETFs
53.4%
Work All Channels
8.6%
RIA and Bank Trust
38%
Independent BD
ABOUT 27.6%
ABOUT 37.9%
6.9% Zero
5.2% 90-100K
60.3% 1-6
3.4% 231-250K
20.7% 40-60K
15.5% 101-130K
19% 7-10
15.6% 251-300K
5.2% 61-70K
37.9% 131-175K
8.7% 11-15
1.7% 301-350K
27.6% 71-90K
13.8% 176-200K
10.3% 16-20
1.7% 351-425K
15.5% 91-100K
5.2% 201-230K
1.7% 21-30
6.9% 101-120K
10.3% 121-150K
5.2% 151-200K
1.7% 251K+
Feedback from
in 2017
Feedback from
in 2017
$71K – $90K
$131K – $175K
Feedback from
surveyed in 2017
EXPERIENCE
13– 18
YEARS
20.7% HAVE
AN AVERAGE OF
PRODUCTS SOLD

BRIAN A. KIRK JR.
Partner
Ponte Vedra Beach, FL
904-834-3352
brian@lckirk.com
B. ANTHONY KIRK
Managing Partner
St. Louis, MO
314-378-5744
tony@lckirk.com

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