Released by Brendan Wood International
Confidential Closed Circuit Communication
January 14th, 2019
Dear Panel Members & Clients,
In seeking to identify and calibrate sales performance each year, the Brendan Wood team consults the ultimate authorities, namely the customers, in this case Canada’s big ticket asset managers. The majority of big league Canadian equity buyers participate in Brendan Wood’s Shareholder Confidence intelligence program. While reviewing their confidence in Canadian stocks, portfolio managers simultaneously evaluate the quality of the sales professionals, analysts and traders who influence their investment choices. The client focus on sales coverage is sharp and insightful as only a real customer rating can be. However, their evaluations are particularly acute since BWI’s debriefs focus on the value of sales coverage in the context of the corporate names in their portfolios and on their closest watch lists. Portfolio managers are clear about what they want from sales coverage and which sales professionals deliver where it counts. Customers are equally clear about what constitutes, mediocre and bottom gun coverage.
Global asset managers allocate about 22% of their commissions (approximately $264M) for the sales coverage they receive on Canada stocks. At the average investor account about 70% of these “sales” commissions are allocated to the top three sales professionals covering the portfolio manager(s). Being a TopGunSM is no easy task in that a TopGunSM has to outperform as many as twenty competitive sales professionals in order to break into TopGunSM status.
Anatomy of a TopGunSM Sales Professional?
According to their asset management clients, a TopGunSM sales executive fully understands the client’s style and objectives and delivers actionable investment ideas aligned with the client’s portfolio. A TopGunSM sales professional understands and focuses on fertile investment terrain, is personally well connected with C suite executives of target investment companies and can effectively introduce them to his/her client. A TopGunSM delivers quality “independent” research analysis including analysts’ off line opinions and arranges timely interactions between analysts and clients. A TopGunSM delivers consistent coverage which clients can rely upon for the above mentioned services. Needless to say, clients believe TopGunSM sales professionals place their interests first.
What Differentiates a TopGunSM Sales Professional?
Copyright© 2019 All Rights Reserved – Reproduction in any form, strictly prohibited
The Top Canadian Sales Teams by Share of TopGunSM Sales Relationships:
(Order by Rank):
CIBC World Markets
RBC Capital Markets
Scotia Capital
BMO Capital Markets
TD Securities
National Bank Financial
Raymond James
Desjardins Securities
GMP Securities
Peters & Co.
Copyright© 2019 All Rights Reserved – Reproduction in any form, strictly prohibited
The TopGun Canadian Sales Professionals Selling Canadian Equities 2018 – Generalist:
(Alphabetical Order by Last Name)
Bernie Allion – RBC Capital Markets
Scot Atkinson – Raymond James
David Beevor – RBC Capital Markets
Mike Bryden – BMO Capital Markets
Frank Cantoni – BMO Capital Markets
Jeff Carruthers – Raymond James
Olivier Caza Lapointe – CIBC World Markets
Jeff Clapp – National Bank Financial
Jean-Philippe Cousineau – National Bank Financial
Gonzalo Escoto – Scotia Capital
Steve Foley – RBC Capital Markets
Karl Fortin – Scotia Capital
Jhad Friesen – CIBC World Markets
Jonathan Greer – Raymond James
Steve Kelly – CIBC World Markets
Bannon Kopko – Scotia Capital
Todd Krauser – RBC Capital Markets
Kyle MacGregor – BMO Capital Markets
Ryan Males – CIBC World Markets
Robert Posthumus – CIBC World Markets
Ali Qureshi – CIBC World Markets
Cendrine Rollet – BMO Capital Markets
Olivier Setlakwe – Canaccord Genuity
Matthew Sheehan – Scotia Capital
Jason Trainor – National Bank Financial
Karin Treiberg – BMO Capital Markets
(Some Sales Professionals may have moved firms)
Copyright© 2019 All Rights Reserved – Reproduction in any form, strictly prohibited
The TopGun Canadian Sales Professionals Selling Canadian Equities 2018 – Specialist:
(Alphabetical Order by Last Name):
Giorgia Anton – CIBC World Markets
Robin Kozar – BMO Capital Markets
Michael Marcotte – Macquarie Bank
Chris Maurer – CIBC World Markets
Nathan Normandin – BMO Capital Markets
Menal Patel – Peters & Co.
Andrew Thompson – RBC Capital Markets
(Some Sales Professionals may have moved firms)
Copyright© 2019 All Rights Reserved – Reproduction in any form, strictly prohibited
About Brendan Wood International:
A private partnership formed in 1970, the firm independently conducts performance audits throughout the capital markets world. Relying on real time intelligence, the firm advises public companies, institutional and activist investors, investment banks and broker dealers on strategy, performance and recruitment of TopGunSM talent. The firm’s partners have formally presented at 1000+ C level strategy meetings and corporate off sites in fifty cities. Brendan Wood founded the exclusive TopGunSM Club through which the firm provides value add career management services to TopGunSM professionals and introduces ‘game changer’ recruitment solutions to the firm’s clients.
Related Links:
www.TopGunPress.com
www.brendanwood.com
Contacts:
Jordan Novak
Partner
Brendan Wood International
+1 416 924 8110
jnovak@brendanwood.com
Amanda Knott
Managing Director
Brendan Wood International
+1 416 924 8110
aknott@brendanwood.com
Posted in Press Releases
|
You can follow any responses to this entry through the RSS 2.0 feed.
Both comments and pings are currently closed.
