What will financial services distribution look like in 2013?


With the RDR coming into force at the end of this year, the distribution model of the long-term savings industry is undergoing a radical transformation. Newcomers are entering the market whilst the adviser market is shrinking. Product providers are shifting their focus from IFAs and are looking to market directly to consumers.

At Marketforce's recent conference, The Future of Life and Long-term Savings, Ian Ackerley, Director of Investments at Barclays spoke on D2C. He observed that with the growth of technology, changing customer behaviour and the effect of the RDR, the direct to consumer proposition is set to grow drastically over the next few years and explained how Barclays was taking advantage of this opportunity.

To view his presentation for free, simply click here.

Nevertheless a number of questions remain unanswered. For example what will the adviser market look like post-RDR?; how will the adviser/provider dynamic change?; how must each distribution channel adapt to reach different client segments?; what is the future for bancassurance?; how can providers influence financial advisers without commission?; what role will online play in the marketing of products?; how important will mobile and social media be in the engagement of customers?; how can analytics be used to personalise distribution?

Changing distribution models, particularly the growth of D2C will be covered in Marketforce and the IEA's forthcoming The Future of Distribution in Financial Services conference, taking place on 4th and 5th December. Key areas for discussion include online and mobile engagement, the power of ‘Big Data', providing non-advised sales online, growth of the online aggregator, focusing on HNWIs vs. the mass market, grasping the opportunities in workplace marketing and the future for platforms: the rebate debate.

View the programme

For the first time, the conference will also be followed by Better Customer Relationships Workshop on the 6th December. As a result of pressures from the RDR and current economic conditions, financial services firms need to focus more attention on customer relationships and relationship capital. This optional workshop will provide attendees with tools they require to align their business with client needs and will cover behavioural economics, touch point strategies, effective use of social media, price setting strategies and customer value propositions.

Speakers at the conference include:

- Peter Mann, Chief Executive, Skandia
- Paul McNamara, Managing Director, Insurance and Investments, Barclays
- Tony Stenning, Managing Director and Head of UK Retail, BlackRock
- Kevin O'Shaughnessy, Group Digital Director, Standard Life
- Mary-Anne McIntyre, Chief Executive, Openwork
- Virginia Barnes, Global Head of Brand, Aviva
- Carole Avis, Finance & Product Director, Workplace Savings, Legal & General
- Nick Bamford, Executive Director, Informed Choice
- Gillian Cardy, Managing Director & Founder, IFA Centre

Marketforce is offering IFAs the opportunity to attend the two day conference for a heavily discounted rate of £300 + VAT. To register, simply use the code SZI08IFA**. Product providers and other distributors are also welcome to register at the full rate.

Watch Ian Ackerley's presentation from our recent Life and Long-Term Savings conference.

**This discount code is available to registered IFAs only. All registrations are subject to the approval of the conference organizer.

More on RDR

RDR ten years on: An advice industry changed for the better

RDR ten years on: An advice industry changed for the better

'The end of the advice industry as we know it'

Kevin Silvester
clock 08 February 2023 • 2 min read

Deja vu: Are we heading back to the future on commission?

Marty, fire up the DeLorean

Tim Sargisson
clock 13 January 2016 • 3 min read

Blog: How can we shrink the advice gap?

The advice gap has been a popular topic since the Retail Distribution Review, but hasn't this gap always existed?

clock 02 November 2015 •


Deputy Editor's View: Will technology truly bridge the advice gap?

Deputy Editor's View: Will technology truly bridge the advice gap?

The deputy editor's Friday Night Takeaway from 7 June

Jenna Brown
clock 07 June 2024 • 1 min read
Editor's View: Another BSPS-related business goes into administration

Editor's View: Another BSPS-related business goes into administration

The editor's Friday Night Takeaway from 31 May

Hope Coumbe
clock 31 May 2024 • 1 min read
May 2024: Month in review with editor Hope Coumbe

May 2024: Month in review with editor Hope Coumbe

Take a look at some of the news and feature highlights of the last month

Hope Coumbe
clock 31 May 2024 • 3 min read