June 1, 1989
TO: SMALL FUNDS MEMBERS NO. 3-89
RE: Generic Sales Literature, Audio-Visuals, and Training
Materials
__________________________________________________________
In response to expression of interest at the May 24 meeting
of the committee, I am sending you: (1) a catalog that lists all
of our generic informational materials that may be used with
prospective shareholders--as well as with your own employees, and
(2) a list of training programs and materials that you may wish
to use in your organization.
Please send your orders, with payment enclosed, to Michelle
Worthy, Public Information and Marketing Department, Investment
Company Institute, 1600 M Street, NW, Washington, DC 20036.
Best regards,
L. Erick Kanter
Vice President
Public Information and
Marketing
Audio/Visual Training Aids Available From the Institute
I. "Trust"
"Trust" is an 18-minute videotape produced by the Institute to
aid its members in the training and orientation of new employees.
A professional actor, playing the role of a fellow fund employee,
describes the history of the fund industry and the regulatory
structure which governs it. He also describes the fiduciary
responsibility of fund employees, as well as the importance of
that responsibility to the fund group and its shareholders.
"Trust" is suitable for all fund employees, both professional and
non-professional. It can be used in the initial orientation and
training of new employees or a "refresher" for more experienced
personnel.
"Trust" is available in VHS or 1/2" Beta formats for $175 for the
first tape ordered by a fund complex, $90 for the second tape
from the fund complex, and $40 for the third and each additional
tape.
II. "Techniques for Handling Mutual Fund Marketing and Service
Calls"
This three-to four-hour training program is designed to help
instruct mutual fund telephone representatives in the basics of
handling incoming telephone calls from present and prospective
shareholders. Topics addressed in the program include proper
telephone etiquette, listening skills, dealing with confused and
irate callers, and how to handle callers with questions that
telephone representatives cannot legally answer. Materials
consist of a 44-minute training videotape, as well as ten trainee
workbooks and one leader's guide per videotape ordered.
"Techniques for Handling Mutual Fund Marketing and Service Calls"
is available in VHS and 1/2" Beta videotape formats for $800 for
Institute members, and $1200 for non-members. Discounts for
multiple-copy purchases and volume discounts for additional
workbooks and leader's guides are available.
III. "On the Threshold of New Opportunities" (NEW ITEM)
This lively, 15-minute videotape depicts the many opportunities
for selling mutual funds in the 1990s and beyond. It begins in
the 1920s with a short history of the fund industry, and traces
significant industry events through the 1980s which form the
framework for new marketing opportunities in the 1990s. This
program is ideal for informing new fund employees or motivating
more experienced fund personnel. It is an exceptional
motivational tool which is also suitable for mutual fund sales
meetings.
"On the Threshold of New Opportunities" is available in VHS or
beta videotape format for $40.
IV. Mutual Fund Training Conference Videotapes
This set of nine 1 1/2 hour videotapes of the Institute's 1988
Training Conference serves as a training vehicle or refresher
course for fund employees, their outside counsel, transfer
agents, or custodians. Each of the nine videotapes presents an
overview of a specific legal or regulatory issue concerning
mutual funds, including Federal Registration, State Registration,
Transfer Agent and Custodian Issues, Investment Management
Compliance Rules, the Role of Fund Directors, Taxation of Mutual
Funds, Fund Distribution and Advertising, Accounting and
Recordkeeping, and the Role of the SEC.
The nine training conference videotapes are available as a set,
for $500 for Institute members and $600 for non-members, or
individually, for $180 per videotape. Each set comes with one
free conference notebook. The conference notebook can be
purchased separately, for $150 each (six to nine books are $100
each). VHS videotape format only. Please add $3.00 for shipping
and handling.
V. "What is a Mutual Fund?"
This 12-minute videotape was developed to help educate consumers
on the types and benefits of mutual funds, it has been used very
successfully in the training of new fund employees. Please see
the enclosed catalog for further details.
VI. "Different Needs and Different Goals: the Basics of Mutual
Fund Investing"
Comprised of 73 color slides and script or audiotape, this
25-minute slide show is another example of a program that was
originally intended to help educate consumers, but has proved to
be equally helpful for training new fund employees. Please see
the attached catalogue for further details.
Ordering Information
To order any of the Institute's audio/visual training aids,
please complete the attached order form and return it, along with
a check made payable to the Investment Company Institute, to:
Michelle Worthy
Investment Company Institute
1600 M Street, NW Suite 600
Washington, DC 20036
For more information, please call Ms. Worthy at 202/955-3534.
INVESTMENT COMPANY INSTITUTE
AUDIO/VISUAL TRAINING AIDS
ORDER FORM
NAME________________________________________________________
FUND GROUP__________________________________________________
ADDRESS_____________________________________________________
____________________________________________________________
TELEPHONE___________________________________________________
QUANTITY ITEM ORDERED COST
__________________________________________________$_____________
__________________________________________________$_____________
__________________________________________________$_____________
__________________________________________________$_____________
__________________________________________________$_____________
__________________________________________________$_____________
__________________________________________________$_____________
Total amount enclosed (Payment must accompany order) $_______
Please include videotape format, if applicable.
Return to:
MICHELLE WORTHY
INVESTMENT COMPANY INSTITUTE
1600 M STREET, NW SUITE 600
WASHINGTON, DC 20036