Evolving distributor business models, shifting adviser preferences, regulatory influence and other transformative factors have all driven significant changes in share class demand over the past decade. Today, however, share class pricing sits on the cusp of the next phase of potentially transformational change.

SI’s Fund Sales Benchmarking study provides the most complete analysis of share class demand, based on over 10 years of actual sales data, and a roadmap to guide fund managers’ pricing considerations today and ahead. It includes benchmarking and analysis of fund sales by share class structure and distribution channel – including details of pricing demands within fee-based programs and defined contribution accounts, as well as breakouts of share class activity at 10 leading broker-dealers (BDs). In addition, this year’s analysis contains expanded focus on zero/zero share class use across distribution channels and key considerations around these shares’ future trajectory.

This report is based on the results of a proprietary SI survey and reflects data provided by 31 asset managers who sell primarily through financial intermediaries. Survey participants managed a total of $6 trillion in long-term mutual fund assets and reported in aggregate $735 billion in open-end fund sales during 2017.