Alts Boom Pushes Shops to Rethink Pay Model

The rise of retail access to private markets has led some shops to adjust how they compensate their wholesalers and product specialists, according to asset management executives.

At present, fund shops tend to assign wholesalers the responsibility of building rapport with potential clients through the greater part of the sales process until the product specialist is brought in to act as a “closer” and finish the deal, said Alan Johnson, president of financial compensation consultants Johnson Associates.

Ignites / October 14, 2025