[15422]
December 6, 2002
TO: SALES FORCE MARKETING COMMITTEE No. 24-02
RE: MEETING MINUTES; NOTICE OF FEBRUARY 2003 MEETING
Attached are the minutes from the September 26, 2002 meeting of the Investment Company
Institute’s Sales Force Marketing Committee.
As a reminder, the next meeting of the Sales Force Marketing Committee has been scheduled
for Thursday, February 27th from 9:00 am to 12:15 pm at the Institute offices in Washington,
DC. A block of hotel rooms has been reserved at the JW Marriott Hotel, which is located at 1331
Pennsylvania Ave, NW, for meeting attendees. To make your hotel reservations, please call the
Marriott at 1-800-228-9290 and mention the Institute in order to receive the discounted room
rate of $199/night plus tax. The JW Marriott is a brief walk to the Institute offices.
The following preliminary agenda suggestions were made at the September Committee
meeting:
• An in-depth look at mutual fund redemptions by Brian Reid (ICI senior economist)
• Doing more with less/ideas for increasing productivity
• Sales force structures—specialists/generalists
• Factor-weighted compensation for the sales force
• How to manage the sales force?
• Wholesaler training—how much is being done in-house?
• Are reps leaving the mutual fund business? What can we do to get them back?
• How to prepare for a sideways market?
• Investor behavior
• Mutual fund alternatives—hedge funds
Please review this list of suggestions and contact me with any additional topics you would
like to have addressed at the February 2003 meeting and your comments about the above
ideas. My telephone number is 202/326-5883; email: Brenner@ici.org. Thank you very much
and I look forward to seeing you at the February 2003 meeting.
Linda Brenner
Director - Operations & Continuing
Education
Attachment (in .pdf format)