DGL Consultants: Press Release

1st TIER RETIREMENT SERVICES WHOLESALER SIGNIFICANTLY OUTPERFORMS 2ND TIER COUNTERPART

RICHFORD, Vt. — (BUSINESS WIRE) — October 4, 2001 — 2nd Tier Retirement Services Companies average more Wholesalers than 1st Tier firms to structure territories, but the 1st Tier Group Wholesaler averages 306% higher sales production, according to reports published annually by DGL Consultants — "Analysis of Sales Force: Retirement Services" and "Cost of Distribution: Retirement Services."

"The findings in these reports examine key characteristics, including numerous sales force analysis benchmarks separating 1st from 2nd Tier Companies," says Don Lariviere, President of DGL Consultants. "Top Companies are successful not only because they have solid investment performance, but by determining the most appropriate sale force structure and size; and managing its huge cost as market conditions and product needs change."

[1st Tier Group Significantly Outperforms 2nd Tier Group...] Highlights from Analysis of Sales Force and Cost of Distribution reports include:

1st Tier Group Wholesalers earn 57% more total cash compensation.
Top 1st Tier Companies spend 33% more per Wholesaler than Average 1st Tier Companies.
Average 2nd Tier Companies employ 20% more support people per Wholesaler than Top 2nd Tier Companies.
Top 2nd Tier Companies average more Insurance Channel Single-Product Wholesalers.
Top 1st Tier Companies average more Wire House Multi-Channel Sales Managers.

These reports are designed to provide reliable and comprehensive information to support the planning and evaluation needs of Retirement Services Distributors. In order to make valid peer comparisons, 1st and 2nd Tier Group Companies are categorized as top-performing or average-performing based upon sales production per Wholesaler.

Established in 1984, DGL Consultants is a retained executive search and management consulting firm based in Vermont that helps its clients nationwide. Clients are exclusively Mutual Fund, Annuity, Managed Money and Retirement Services Companies.

For more information, methodology and universes may be viewed here.