Distributors offer tips on how to improve Asia fund sales

Asset managers are increasing their focus on private banks as a distribution channel due to better product margins, although most are prioritising institutional sales for higher growth prospects. But there are simple ways for mangers to increase fund sales by working smarter with distributors, who tend to focus too much on past performance when selecting managers, according to Abhi Shroff, principal at Greenwich Associates. He was speaking at last week’s Fund Forum Asia, where h…