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CONTENTSmission 3
Who’s Behind NAPA Net? 4
NAPA-NET.ORG 5
NAPA NET PORTAL STATIONS 6
NAPA NET DAILY 7
SPONSORED WEBCAST & VIDEO 9
MULTI-MEDIA Pricing 10
NAPA Firm Partners 11
A Unique Opportunity... 13
PARTNER CORNER Online 14
PARTNER CORNER Magazine 15
Partner Corner Daily 16
Profile 18
Helping Advisors 19
Editorial Line-Up 20
Table Of Contents 21
Editorial Contributors 22
Partners 23
Advertising Specifications 24
2014 Terms & Conditions 25
Rates 26
Contact 27
NAPAnetthe magazine
THE OFFICIAL MAGAZINE OF THENATIONAL ASSOCIATION OF PLAN ADVISORS
Powered by ASPPA
NAPA NetPlan Advisor Portal
PARTNER CORNER
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 3
MISSION
The National Association of Plan Advisors is a nonprofit organization dedicated to providing a voice in Washington and beyond for the leading retirement plan advisors in America.
The organization has instant credibility in the marketplace through its sister organization, ASPPA. NAPA is not only dedicated to representation, it is also committed to providing timely and highly relevant content to the greater advisor community through thought leadership, legal and regulatory information, data, news and information. The hub for this information is now the NAPA Net web portal and the NAPA Net Daily email newsletter and NAPA Net the Magazine. NAPA Net Daily and NAPA Net Portal launched in 2012.
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 4
MISSION
Who’s behind NAPA NET?
Plan Advisors!In fact, the National Association of Plan Advisors was created by advisors for advisors. The board of NAPA consists of key advisors…..
In addition, the development of the portal was formatted based on focus groups consisting exclusively of plan advisors, committee meetings with advisors and industry professionals, as well as cutting edge research and directories requested by the industry.
The NAPA web portal is just what our firm needs — business intelligence and an ongoing source of organized yet unfiltered information that we can depend on and turn to each and every day. The portal is an idea whose time has finally come, thanks to the partnership of NAPA and ASPPA.”
Steff ChalkFiduciary Consulting GroupCincinnati, Ohio
We’re in a society of information overload. Having a dedicated web portal where we can access information relevant to our industry, including the challenges in the marketplace and, really, the overall political environment that is affecting the retirement plan marketplace, is a tremendous benefit to advisors like myself.”
Kathleen Kelly, AIFACompass Financial PartnersGreensboro, North Carolina
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 5
NAPA-NET.ORG
Ad dIMENSIONS
A Top Leaderboard (728 x 90)
B Skyscraper (160 x 600)
C Island (300 x 250)
FILE SIzES ANd ANIMATION SPECS
n 39k max file size n Three loops—animation must cease after seven seconds
HTML n No <span style> tags n Without JavaScript preferred
JavaScript and JAVA n Accepted on a case-by-case basis
Rich Media n NAPA Portal accepts only HTML including JavaScript, Java Applets, Shockwave,streaming video, etc.
Standard Files n GIF & JPEG graphics to meet above file size criteria
FLASH n The movie must stop animating after seven seconds. Please supply the following:
n .fla — FLASH movie file. n .swf — compressed version of .fla n .gif — alternate GIF image to be served to non-capable browsers
n URL — the linking UFL for the ad
A
B
C
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 6
Technical compeTence SaleS & markeTing managing a pracTice plan opTimizaTion
401k Advice Advisor Branding Advisor Fees Asset Allocation Funds
401k Education Cross Selling Business Growth Strategies Balanced Funds
403b Plans Marketing Business Systems Behavioral Finance
defined Benefit Plans Prospecting Client Services Benchmarking Performance
defined Contribution Plans Requests for Proposals Industry Trends & Research dC Plan design
ERISA Sales Management Practice Management Capital Preservation
Fiduciary Governance Social Media Strategies Professional development Global Investing
IRA Rollover Strategic Partnerships Service Providers Index & Passive Strategies
Multiple Employer Plans Investment Management
Non-ERISA Plans Investment Strategies
Non-Qualified Plans Mutual Investments
Regulations & Compliance Non-Mutual Fund Vehicles
Retirement Income
Target date Funds
NAPA NET PORTAL STATIONS
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 7
NAPA NET DAILY
circulation: 30,000
FILE SIzES ANd ANIMATION SPECS
n Maximum file size is 39kb. Static JPG or static GIF only. There is no rich media on the newsletter.
MATERIAL dEAdLINE
n Creative must be received three business days prior to the campaign drop.
n Creative emailed directly to jmckibben@napa-net.org
n Linking URL for ad to be supplied. n URL must be in the format “http://” not “www.”
E-MAIL NEWSLETTER AdVERTISING RATE CARd**
A Top Leaderboard (728 x 90)* $825
B Island (300 x 250)* $825
C Island (300 x 250)* $825
* Must supply text along with each ad. Up to 3 lines of text with 65 characters per line.** Starting January 1, 2013.
A
B
C
napa net daily
newsletter opens/wk.30,000
• The NAPA Net daily has quickly become the most-read daily newsletter for experienced plan advisors for market, practice management and regulatory information
• Almost 20,000 unique visitors/month• 30,000 newsletter opens per week• 500,000+ ad impressions• NAPA Net daily has deeply affected
the market and has been embraced by busy plan advisors and industry professionals
20,000unique visitors/month
With all of the noise we receive over email from every vendor
under the sun, it’s comforting to know that I will be well informed and up to date with all the latest retirement industry news by receiving the Napa
Net daily email newsletter. I love it. — Michael Coelho, Managing Director,
SageView Advisory Group
500,000+ad impressions
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 9
SPONSORED WEBCAST & VIDEO
SPONSORED WEBCAST EMAIL AD
STANDARD ONLINE ADS
SPONSORED VIDEO
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 10
MULTI-MEDIA PRICING
mulTi-media parTner non-parTner
Webcasts $18,000 $22,500
Podcasts $2,500 $3,500
Video $7,500 $10,000
Online $7,500 $10,000
• Webcasts. Monthly co-sponsored webcasts hosted by NAPA executives and leading providers and advisors covering timely, cutting edge topics.
• Podcasts. Advisors spend unproductive time in cars or commuting to work -- NAPA Net is producing 10-15 minute podcasts which providers can use to deliver substantive messages about their firm, the market or new products and services. Many advisors would like to get periodic updates from portfolio managers from investment companies about their particular fund, the market segment covered by the fund or the economy in general. Use NAPA’s podcasts to connect these managers with your key distribution manager in an effective and efficient manner. Each podcast will be highlighted in NAPA Net’s daily newsletter and stored in the NAPA Net Partner Corner.
• Video. Interviews with leading providers, advisors and broker dealers discussing important topics and updates about them and their firms (5-10 minutes).
• Napa-net.org. The leading industry website where 20,000 unique visitors come every month to stay current, interact with colleagues and find valuable industry resources – over 500,000 monthly ad impressions.
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 11
BRoKeR DeALeR
AXA EquitableBank of America Merrill LynchCommonwealth Financial NetworkFinancial TelesisING Financial PartnersJohn Hancock Financial NetworkLPL FinancialMML Investors ServicesMorgan StanleyNFP Securities, Inc.Princor Financial ServicesRaymond JamesSignator InvestorsTransamerica Financial AdvisorsUBS Financial ServicesWells Fargo Advisors
DCIo
AllianceBernsteinAllianz Global Investors distributorsAmerican Century InvestmentsAmerican FundsBlackRockBNY Melon Asset ManagementCapital InnovationsEaton VanceFederated InvestorsFidelity InvestmentsFranklin TempletonGoldman Sachs Asset ManagementING U.S. Investment ManagementInvescoJohn Hancock InvestmentsJP MorganLegg MasonMFS Investment Management CompanyNuveen InvestmentsOppenheimerFundsParnassus InvestmentsPIMCOPutnam InvestmentsRidgeWorth InvestmentsT. Rowe PriceThornburg Investment ManagementTransamerica Funds
ReCoRD KeePeR
AdP Retirement ServicesAlliance Benefit Group – NationalAmerican FundsAspire Financial ServicesBlueStar Retirement ServicesCharles Schwab & Co.CPI Qualified Plan ConsultantsdailyAccessFidelity InvestmentsGreat-West FinancialGuardian RetirementING Retirement ServicesJohn Hancock Retirement Plan ServicesJP MorganJuly Business ServicesMassMutual Retirement ServicesNationwide FinancialNorth American KTRAdE AllianceOneAmericaPentegraPrincipal Financial GroupPutnam InvestmentsRetirement RevolutionT. Rowe PriceTransamerica Retirement SolutionsThe Standard
RIA
401(k) Advisors — ArizonaAlliance Benefit Group – North Central StatesArgentus PartnersCAPTRUST Financial AdvisorsCooney Financial Advisorsdice Financial Services Groupdirect Retirement SolutionsEHd Advisory Services, Inc.Fiducia Group, LLCFiduciary Consulting Group at PSAFiduciary Consulting Group, LLCGordon Asset Management, LLCGraystone Consulting, a business of Morgan
StanleyHighTower Advisors – ArizonaInstitutional Investment ConsultingInterServ, LLCKarp Capital Management
LAMCO Advisory ServicesLatus GroupLongview Financial Partners, LLCMayflower Advisors, LLCMCF AdvisorsMillenniuM Investment & Retirement AdvisorsNicklas Financial CompaniesPrecept Advisory GroupPresidium Retirement AdvisersPrincipled AdvisorsRetirement Fund ManagementRetirement Resources Investment CorpSageView Advisory GroupShea & McMurdie FinancialStonegate Wealth ManagementStrategic Wealth ManagementThe Maresh Yoshida 401k GroupTsukazaki & Associates, LLCVigilant Financial Partners
oTHeR
401(k) RekonAmerican National Bank of Texas TrustBenefitsLink.Com, Inc. /
EmployeeBenefitsJobs.comBoston Research GroupBroadridge/Matrix Financial SolutionsColonial Suretydrinker, Biddle & Reath, LLPEnvestnet Retirement SolutionsFi360Fiduciary BenchmarksGalliard Capital ManagementGross Strategic MarketingGROUPIRAIntegrated Retirement InitiativesNAPLIAPension Resource Institute, LLCPershingRetirement Learning CenterShoeFitts MarketingThe 401(k) Coach ProgramThe Retirement Advisor UniversityThe Retirement Readiness InstituteThe Wagner Law GroupUpTick data TechnologiesWealth Management Systems, Inc
NAPA FIRM PARTNERSas of DEcember 2013
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 13
MISSION
A Unique Opportunity for NAPA Firm Partners OnlyOn Oct. 1, 2012, the National Association of Plan Advisors launched the NAPA Net Portal, an online service dedicated to the needs of the nation’s leading retirement advisors. In addition to having breaking news and information, NAPA recruited the leading names in the industry to contribute content, articles and thought leadership to make it the most comprehensive online resource in the industry. Since its launch in October 2012, NAPA Net and the daily have achieved the following:
• Over 20,000 unique visitors per month and growing.
• Over 35,000 subscribers to the NAPA Net daily email newsletter.
• Average visit on the site of more than 5 minutes.
NAPA Firm Partners now have the opportunity to leverage the audience through a 12-month, comprehensive public relations and marketing campaign targeting plan advisors through the NAPA Partner Corner. The Corner includes:
• The ability to publish press releases, white papers and thought leadership in the new Partner Corner section of the NAPA Net daily, sent to nearly 40,000 advisors.
• A comprehensive 500 word listing in the NAPA Partner Corner, where your company can post key information, as well as the features and benefits of your services so that when advisors do a search, they will find your offerings.
• Partners that choose the enhanced listing in NAPA’s Partner Corner will be able to provide a 2-3 minute video from the head of the retirement business outlining to the plan advisor community that NAPA serves their products, services and strategies. This video will permanently reside in the online directory dedicated to the Partner and may be updated twice annually.
• Both enhanced and basic listings in the NAPA Partner Corner may include a fact sheet, territory map and key contacts from the Partner which will reside on dedicated pages in the online directory only.
• Territory map of your salespeople with contact information.
• Complete listing and description of Partner’s value add resources with either links to your website or the actual resource available. In addition, there will be an index of resources by subject area with links back to the applicable Partner Corner.
• A listing in the brand new NAPA Net the Magazine sent to the top 10,000 retirement advisors.
Annual Investment for NAPA Firm Partners Only: $12,000
NAPAPARTNERCORNER
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 14
PARTNER CORNER Online
Enhanced Listing Basic Listing
n 750-word written profile n Business metrics n Territory map/key contacts n Banner ad & logo n Video (2-3 minutes) n Value add services n White papers n News releases
n 250-word written profile n Business metrics n Territory map/key contacts
NAPAPARTNERCORNER
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 15
PARTNER CORNER Magazine
Enhanced Listing Basic Listing
NAPAPARTNERCORNER
n a p a n e t t h e m a g a z i n e42
Firm Profile Legg Mason has a rich history in the DC market and is making strong moves to become more prominent in the DCIO arena. Though Legg Mason has never owned a record keeper as other well-heeled DCIOs have, they did own a brokerage firm and created private-label services with other record keepers for their advisors looking to access their funds. In 2005, Legg “traded” their advisors for Smith Barney’s funds to focus on managing money. (Those advisors are now part of Morgan Stanley.)
While Bill Miller is Legg’s most renowned port-folio manager, the firm is comprised of eight different independent money managers which have access to shared services like the DCIO group headed by in-dustry veteran and thought leader Gary Kleinschmidt. The network of independent investment managers includes:
Batterymarch Financial ManagementAn equity specialist focused on bottom-up stock
selection, integrated risk control and cost-efficient trading. An early entrant into overseas investing, too.
Brandywine Global Investment ManagementPursuing value since 1986 across equity and
fixed income, globally and in the United States. Historically institutionally focused, the firm has both a boutique’s agility and a leader’s stability and resources.
ClearBridge InvestmentsEquity manager with more than 45 years of
experience and long-tenured portfolio managers who build income, high active share or managed volatility portfolios.
Legg Mason Global Asset AllocationOffers global expertise in strategic and tactical
asset allocation and custom risk management. Solu-tions-focused, the firm combines asset allocation with Legg Mason’s independent manager expertise.
Legg Mason Global Equities GroupA collection of specialty firms dedicated to
global equities. Each pursues its own strategy while benefiting from Legg Mason’s global scale. LMGEG includes: Esemplia Emerging Markets, Legg Mason Poland and Legg Mason Australian Equities.
The Permal GroupA global pioneer in multi-manager, multi-strate-
gy alternative investing. The firm has made invest-ments in new and established hedge fund managers across strategies, asset classes and regions since 1973.
Royce & AssociatesKnown for its disciplined, value-oriented
approach to managing small caps. An asset class pio-neer, the firm’s founder is one of the longest tenured active mutual fund managers.
Western Asset ManagementOne of the world’s leading global fixed-income
managers. Founded in 1971, the firm is known for team management, proprietary research and a long-term fundamental value approach.
The firm focuses on 1,200 plan advisors who specialize in the DC market, providing a con-cierge-like service which gives the advisors access to Legg’s fund managers, their ERISA help desk powered by Ascensus, white papers (many of which are by ERISA expert Marcia Wagner) and other val-ue-added services focused on the use of social media and building a pipeline of prospects.
While Legg Mason “checks all the boxes” need-ed to make it one of the 14 Tier 1 DCIO providers, what distinguishes Legg (and very few others) is their senior management and thought leadership. Gary Kleinschmidt started in the DC business in the 1980s, moving to Ascensus (then BISYS) in the 1990s and then to Van Kampen, which was a pioneer in the DCIO market, in the 2000s. He moved to Legg in 2007 to gain access to a firm that was comprised of eight different managers and because of their focus on DC plans after the 2005 advisor trade with Smith Barney. Gary serves on the NAPA Leadership Council, the group’s governing board.
Thought leadership is important for Legg Mason, which is why they created the Legg Mason Retirement Advisory Council comprised of leading professionals from various record keepers, advisory firms and broker dealers. Following a recent expansion, the Council now includes Brian Graff, Executive Director/CEO of ASPPA and NAPA. The Council supports research and thought leadership on a variety of topics, including auto-IRAs, creating undergraduate programs to attract more people into the retirement industry, and a First & 10 white paper encouraging Americans to first contribute to their retirement plan and then to contribute 10%.
The DCIO market is getting more competitive and the stakes will get much higher, with fewer than 50 providers focused on the advisor-sold market and fewer than 15 who are considered in the top tier based on sales, the number of wholesalers and value-added services, as well as the quality and depth of their investments. In the future, two factors will distinguish firms within the top tier: quality of senior management and thought leadership to help clients (advisors, record keepers and broker dealers) to distinguish themselves and improve participant outcomes. Legg Mason’s DCIO group enjoys great support from the firm and will continue to be a leader in this market.
This description was written by Fred Barstein on behalf of the National Association of Plan Advisors (NAPA). It was not written by Legg Mason.
NAPA is not associated with Legg Mason.
9/13 FN1312984
Business Metricswww.leggmason.com
Number of external wholesalers:
DC: 8
Retail: 60
DC AUM:
Total: $20 Billion
Non-IRA Retirement AUM:
$92 Billion
Total AUM:
$654 Billion as of May 31, 2013
Investments:
Mutual Fund
Group Annuity
Collective Trusts
SMAs
Asset Allocation Funds:
TDF (To/Through/Both): Both
Passive/Active/Both:
Active
Capital Preservation Funds:
Money Market
Fixed Income:
Yes
Bonds:
Yes
Top 5 Funds by DC Assets:
Royce Pennsylvania Mutual Fund: $507 Million Gross Sales, $2.3 Billion AUM
Royce Total Return Fund: $381 Million Gross Sales, $1.5 Billion AUM
Western Asset Core Bond Fund: $487 Million Gross Sales, $1.2 Billion AUM
ClearBridge Appreciation Fund: $275 Million Gross Sales, $484 Million AUM
Western Asset Core Plus Bond Fund: $444 Million Gross Sales, $1.9 Billion AUM
Key Contacts:Sales: Gary Kleinschmidt, Head of Legg Mason Retirement 215.872.1317
Service: Ursula Henry, Vice President, Account Service Manager
NAPAPARTNERCORNER
n a p a n e t t h e m a g a z i n e48
Business Metricswww.oneamerica.com
Number of external wholesalers:
32
DC AUM:
Total: $18.1 Billion
Retirement AUM:
$23.1 Billion
Total AUM:
$23 Billion
DC Plans UM:
9,700
Retirement Plans UM:
10,000
DC Participants UM:
514,000
Retirement Participants UM:
620,000
Asset Allocation Funds:
TDF Proprietary/Outside: Outside (Alliance Bernstein, Allianz Global, American Century, Fidelity, Russell, T.Rowe Price, and Wilmington Trust)
TDRisk Proprietary/Outside: Outside (American Century, DFA, Manning & Napier, Russell)
Custom Glide Path: custom models and glide paths are Financial Advisor driven
Service Model(s):
Bundled and Unbundled
Distribution Model(s): advisor/direct/both):
Advisor
Primary Market(s) Served:
Micro (<$1 Million)
Small ($1-$10 Million)
Mid ($10-$100 Million)
Large ($100-$250 Million): Limited
Mega (+$250 Million): Limited
Plan Type(s):
DC
DB
Non-Erisa 403(b)
457
Taft Hartley
Non Qualified
IRA
Fiduciary Services Offered:
3(21)
3(38)
OneAmericaKey Contacts:Sales: National Sales Desk: 1.866.313.7355Service: National Sales Desk: 1.866.313.7355
Business Metricswww.Oppenheimerfunds.com
Number of external wholesalers:
DC: 12
Retail: 89
DC AUM:
Total: $31.8 Billion
New 2012: $29.3 Billion
Non-Retirement AUM:
$50.5 Billion
Total AUM:
$215.3 Billion
Investments:
Mutual Fund
Collective Trusts
SMAs
Asset Allocation Funds:
Target Risk
Passive/Active/Both:
Active
Capital Preservation Funds:
Money Market
Fixed Income:
Yes
Bonds:
Yes
Top 5 Funds by DC Assets (with asset total & last year new flow):
Developing Markets Fund:$9.4 Billion, $3.2 Billion
International Bond Fund: $2.0 Billion, $508.6 Million
Global Fund: $4.5 Billion, $774.8M
Main Street: $1.3 Billion, $274.1 Million
International Growth Fund: $2.9 Billion, $915.8 Million
OppenheimerFundsKey Contacts:Sales: James Howard, 212.323.5016 jhoward@ofiglobal.com
n 750-word written profile n Business metrics n Key contacts
n Business metrics n Key contacts
NAPAPARTNERCORNER
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 16
Partner Corner Daily
STAY IN THE SPOTLIGHT!For enhanced partners only. The ability to post relevant news on your firm’s product and service announcements, up to twice per month, with a link back to your Partner Corner page.
NAPAPARTNERCORNER
Media Kit
NAPAnetthe magazine
THE OFFICIAL MAGAZINE OF THENATIONAL ASSOCIATION OF PLAN ADVISORS
Powered by ASPPA
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 18
NAPA Members With most of the major dC broker dealers and RIAs as members of NAPA, our membership accounts for an estimated 50% of all new dC plan assets sold in 2012. NAPA’s broker dealers are allowed to nominate all of their significant plan advisors as part of their membership package which provides NAPA access to the advisors that focus on this industry and drive most of the new business in the dC market.
readership info
plan aum
$10–$50 million
$50–$100 million
+ $100 million
other
56%
20%11%
13%35%
29%
15%
21%
plans under management
other
10–25
26-100
+100
profile of napa net Readers and members
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 19
how napa helps advisors
Advocacy NAPA was born out of necessity. debates over a uniform fiduciary standard and the definition of investment advice under ERISA prove that policymakers in Washington have little understanding of what plan advisors do. Add in major issues like tax reform, the federal budget deficit, the economy’s uncertainty and debates about the future of 401(k) plans and it’s critical that advisors have a strong voice in Washington. That’s where NAPA comes in. We’ve developed powerful grass roots and grass tops campaigns that enable advisors to be heard clearly on Capitol Hill. Plus, NAPA has ASPPA’s political clout and expertise behind it every step of the way.
EventsNewly branded NAPA 401(k) Summit (March 23-25,2014 New Orleans) – premier industry convention with over 1500 people and 500 advisors expected; NAPA Fly-in Forum with over 100 elite plan advisor delegates convening in dC to meet with and lobby legislative and regulatory leaders; quarterly webcasts free to NAPA members.
EducationNAPA provides professional education to plan advisors via the QPFC designation program and has launched the “401(k) Practice Builder” to help broker dealers train and certify advisors interested or dabbling in the dC market.
NAPA Net Daily The #1 daily e-newsletter in the advisor space, sent to almost 40,000 of the retirement industry’s elite professionals each week, the daily contains the latest analysis and commentary from the NAPA Net portal, the latest insider news about the industry, and breaking news about the latest developments affecting the plan advisor community.
NAPA Partner CornerProfiles of NAPA’s provider partners containing profiles, value added resources, white papers, territory maps, and news about significant new products and services.
MagazineNAPA Net the Magazine includes in-depth articles and columns focused on the practicing plan advisor published by their own association as well an industry resource directory. It features a mix of articles and regular columns by noted experts and advisors to help practitioners keep informed.
The Trusted Source For AdvisorsNAPA has become the trusted source for advisors, demonstrated through the consistent growth of its membership in the last year and a half.
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 20
editorial line-up
NAPA Net the Magazine Inaugural Issue (october 2013)
CoVeR ARTICLe TITLe DeSCRIPTIoN AuTHoR
dC Top Power Hitters Profiles of Washington's top decision makers affecting retirement
Fred Barstein
FEATURES TITLE dESCRIPTION AUTHOR
Whose Revenue is it Anyway?
Is participant fee equalization coming?
Fred Barstein
Selling the Financial Value of Retirement Benefits
Selling the CFO on the value of retirement plans
Bruce Shutan
Transitioning Broker dealers
What to think about when changing broker dealers
Elayne demby
COLUMNS TITLE dESCRIPTION AUTHOR
Inside the Beltway Reg/leg update and forecast Brian Graff
Inside the Plan Steward's Mind
Focus on advisors don Trone
Inside the Marketplace Focus on providers Fred Barstein
Inside the Law Legal developments david Levine
Inside Investments What's new in dC investing Jerry Bramlett
Inside the Plan Sponsor's Mind
What's on the mind of plan sponsors?
Steff Chalk
Inside the Participant's Mind
Focus on participants Warren Cormier
Inside the Numbers Focus on industry research Nevin Adams
dEPARTMENT TITLE dESCRIPTION AUTHOR
From the Editor Fred Barstein
President's Message Marcy Supovitz
Partner Corner directory
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 21
NAPAnetthe magazine
THE OFFICIAL MAGAZINE OF THE
NATIONAL ASSOCIATION OF PLAN ADVISORS
Powered by ASPPA
NAPA’s List of Top 25 Washington
Officials Shaping Retirement Policy
POWeRHITTeRSDC
FALL 2013 • NAPA-NET.ORG
n a p a n e t t h e m a g a z i n e
2
Editor-in-ChiEf
Fred Barstein
PublishEr
Erik Vander Kolk
evanderkolk@napa-advisors.org
Editor
John Ortman
jortman@napa-advisors.org
assoCiatE Editor
Troy Cornett
tcornett@asppa.org
art dirECtor
Tony Julien
advErtising Coordinator
Jenn McKibben
jr. graPhiC dEsignEr
Michelle Brown
naPa offiCErs
PrEsidEnt
Marcy Supovitz, CPC, QPA, QKA,
AIK, ChFC, CLU
PrEsidEnt-ElECt
Steven Dimitriou, AAMS, PRP
ExECutivE dirECtor/CEo
Brian H. Graff, Esq., APM
NAPA Net — The Magazine is published quarterly by the
National Association of Plan Advisors, 4245 North Fairfax
Dr., Suite 750, Arlington, VA 22203. For subscription
information, advertising and customer service, please
contact NAPA at the above address or call 800-308-
6714, or customercare@asppa.org. Copyright 2013,
National Association of Plan Advisors. All rights reserved.
This magazine may not be reproduced in whole or in part
without written permission of the publisher. Opinions
expressed in bylined articles are those of the authors and
do not necessarily reflect the official policy of NAPA.
Postmaster: Please send change-of-address notices for
NAPA Net — The Magazine to NAPA, 4245 North Fairfax
Dr., Suite 750, Arlington, VA 22203.
Cover Illustration by: Tyler Charlton
Stock Images: ThinkStock
20 TRANSITIONING BROKER
DEALERS
by Elayne R. Demby
44 WHOSE REVENUE IS
IT ANyWAy?
by Fred Barstein
48 SELLING TO THE C-SUITE
by Bruce Shutan
04 LETTER FROM THE EDITOR
by Fred Barstein
06 INSIDE NAPA
by Marcy Supovitz
08 INSIDE THE BELTWAy
by Brian Graff
10 INSIDE THE LAW
by David N. Levine
12 INSIDE THE PLAN
SPONSOR’S MIND
by Steff C. Chalk
16 INSIDE INVESTMENTS
by Jerry Bramlett
18 INSIDE THE STEWARDSHIP
MOVEMENT
by Donald B. Trone
33 NAPA PARTNER CORNER
52 INSIDE THE PLAN
PARTICIPANT’S MIND
by Warren Cormier,
Allegra Heyligers and
Laraine McKinnon
56 INSIDE THE NUMBERS
by Nevin E. Adams
58 INSIDE THE MARKETPLACE
by Fred Barstein
dc power
hitters
by Fred Barstein
NApAnetthe magazine
26
?44
20
48
Meet the five people in
Washington who will have the
biggest impact on the future of
the retirement industry.
FEAT
URES
COLU
MNS
COVE
R
fall 2013
NAPAnetthe magazine
THE OFFICIAL MAGAZINE OF THE
NATIONAL ASSOCIATION OF PLAN ADVISORS
Powered by ASPPA
winter 2013 • NAPA-NET.ORG
What’sNext?...and Who’s Driving
NAPA’s Top 10 DC Innovators
n a p a n e t t h e m a g a z i n e
4
Editor-in-ChiEf
Fred Barstein
PublishEr
Erik Vander Kolk
evanderkolk@napa-advisors.org
Editor
John Ortman
jortman@napa-advisors.org
assoCiatE Editor
Troy Cornett
tcornett@asppa.org
art dirECtor
Tony Julien
advErtising Coordinator
Jenn McKibben
jr. graPhiC dEsignErs
Michelle Brown
Elyse Jennings
naPa offiCErs
PrEsidEnt
Marcy Supovitz, CPC, QPA, QKA,
AIF, ChFC, CLU
PrEsidEnt-ElECt
Steven Dimitriou, AIF, AAMS, PRP
ExECutivE dirECtor/CEo
Brian H. Graff, Esq., APM
NAPA Net — The Magazine is published quarterly by the
National Association of Plan Advisors, 4245 North Fairfax
Dr., Suite 750, Arlington, VA 22203. For subscription
information, advertising and customer service, please
contact NAPA at the above address or call 800-308-
6714, or customercare@asppa.org. Copyright 2013,
National Association of Plan Advisors. All rights reserved.
This magazine may not be reproduced in whole or in part
without written permission of the publisher. Opinions
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05 LETTER FROM THE EDITOR
by Fred Barstein
Only infinite patience will
produce immediate results.
06 INSIDE NAPA
by Marcy Supovitz
Join the rest of “NAPA Nation”
in March to catch up, keep up,
get ahead and find the next
path.
08 INSIDE THE BELTwAy
by Brian H. Graff
Admitting there is a problem
is the first step.
10 INSIDE THE LAw
by David N. Levine
Are you a fiduciary? Here are
four reasons why you should
care.
12 INSIDE THE PLAN
SPONSOR’S MIND
by Steff C. Chalk
It’s time plan sponsors come
to grips with their new
three-part role.
14 INSIDE THE STEwARDSHIP
MOVEMENT
by Donald B. Trone
Next time you’re in a finals
presentation, go in naked.
56 INSIDE THE PLAN
PARTICIPANT’S MIND
by Warren Cormier
Participants and plan
sponsors live in two different
service-quality worlds.
58 INSIDE THE MARKETPLACE
by Fred Barstein
The DC industry is just waiting
to consolidate. Here’s why.
60 INSIDE THE NUMBERS
by Nevin E. Adams
Being positioned to offer advice
through the plan may turn out
to be less of a challenge than
getting participants to take it.
COLUMNS
14
58
n a p a n e t t h e m a g a z i n e
2
16 Unintended ConseqUenCes of investment
PoliCy and oPen arChiteCtUre
by Jerry Bramlett
What can we learn from the policy and practice
traits of plan sponsors who refuse to fall into
the fund rotation trap?
35 naPa Partner Corner
Our directory of leading record keepers and DCIOs
52 if at first yoU don’t sUCCeed, try sCienCe
by Robert L. Frick and Cathy Smith
A look inside the Center for Behavioral Finance —
and “Behavioral Finance 2.0”
What’s Next? …aNd
Who’s driviNg
by Fred Barstein
PARTNER
CORNER The Partner Corner connects plan advisors with
leading record keepers and DC Investment Only
(DCIO) �rms — highlighting DCIOs’ services,
resources and positioning in the market, as well as
territory maps for their sales and support people.
Value added services and white papers also may be
accessed by topic. Currently, only NAPA Firm Part-
ners at a certain membership level have the oppor-
tunity to publish a basic or enhanced listing in the
Partner Corner.
35
16
DATApsycholo
gy
behaviorOUTCOMES
FACTSresear
ch
SCIEN
CE
knowledge
52
NAPA’s list of the top 10 innovators
in the DC industry
featUres
Cover illustration by: tyler Charlton
NaPanetthe magazine
winter 2013
20
Cover
TABLE OF CONTENTS
FALL 2013
WINTER 2013
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 22
editorial contributors
Founder and executive Director The Retirement Advisor University (TRAU), Founder and Executive director, The Plan Sponsor University (TPSU) and Editor-in-Chief of NAPA Net
Nevin Adamsdirector of Education and External Relations, EBRI, & Co-director of EBRI’s Center for Research on Retirement Income
Don Trone Founder, Fiduciary360, LP
Marcy Supovitz PrincipalBoulay donnelly & Supovitz Consulting Group, Inc.
Brian GraffExecutive director/CEO, ASPPA & NAPA
Warren CormierPresident and CEO, Boston Research Group
Jerry BramlettStrategic Consultant, NextStep defined Contribution, Inc., President & Founder of the 401(k) Company
Steff ChalkCo-founder & CEO, Fiduciary Consulting & Governance Group, Inc., Founder of CHALK Advisory Board, Inc., and COO of The Retirement Advisor University (TRAU)
David LevinePrincipal, Groom Law Group
John ortmanManaging Editor, NAPA Net & NAPA Net the Magazine
NAPA NetPlan Advisor Portal
Media Kit | NAPA NET | 23
NAPA’s mission to further the interests of retirement plan advisors and those who support them — is supported by nearly 100 institutional Firm Partners. Their support has helped make NAPA the fastest growing organization in the history of the retirement plan industry.
SoMe oF ouR FIRM PARTNeRS INCLuDe:
about napa & our partners
...and dozens of other broker-
dealers, RIAs, record keeping and
DCIO firms.
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advertising specifications
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Preferred file format: PDF/X-1a; marks must be at least 0.125” from trim; safety area must be at least 0.375 from trim edge; all color images must be CMYKImages: 300 dpiLine art: 1200 dpi
For advertisement delivery instructions contact Jennifer McKibben:jmckibben@napa-net.org or 703.516.9300 x116
PRoDuCTIoN CALeNDAR
ISSue ReSeRVe MATeRIALS MAIL
Spring 2014 January 20 February 7 March 11
Summer 2014 April 21 May 7 June 16
Fall 2014 July 21 August 7 September 15
Winter 2014 October 20 November 7 december 15
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Media Kit | NAPA NET | 25
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digital magazines, e-newsletters and/or websites.
A. Payment: Invoices are sent upon receipt of advertiser’s order. Payment is required before advertiser’s ad
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