The number of cheques released by AMCs to mutual fund distributors is dwindling as well as the number of active IFAs.
The sweeping changes introduced by market regulator Securities and Exchange Board of India (SEBI) in the mutual fund industry are still showing their after-effects. According to sources, two years back, some 39,000-odd monthly cheques were issued by asset management companies (AMCs) to pay upfront commission to distributors. In 2010, this number has plunged to around 9,000-10,000. Upfront commission is released on a monthly basis while trail is paid quarterly. A distributor gets upfront commission when he acquires new business while trail is paid to service the existing client. Currently 0.25% is paid as upfront commission and 0.50%-0.75% is paid as trail depending on the fund house.
“The number of payments received through the electronic clearing service (ECS) as well as cheques has dropped. People either wanted to consolidate or leave the business. People who have decent assets under management (AUM) are undeterred. New people are not joining. The general perception is that this business is not as remunerative as it used to be for a new person to join. This is because of SEBI’s misplaced perception that there is no role of an intermediary,” said a top official from a leading fund house, preferring anonymity.
“The number of cheque issuances among AMCs have dropped,” says a Mumbai-based distributor on the condition of anonymity.
However, registrar and transfer agent (RTA) sources say that the drop in cheques is primarily due to the ECS system. ECS facility was extended to distributors because of the delay and misplacement of cheques.
The following message doing the rounds in the mutual fund industry is a shocking revelation of the number of active IFAs. “What is the similarity between tigers and IFAs? Only 1,411 left. Thanks to SEBI.”
According to an official from a mid-sized AMC in Mumbai, the number of active IFAs bringing in new business has gone down to 1,200 from 5,000 in Mumbai alone. Around 80% of the business comes from metros like Mumbai, New Delhi, Chennai and Bengaluru. In Pune, hardly 40-45 active mutual fund distributors are working. In industry parlance, an active IFA is defined as someone who is still giving door-to-door service and bringing in new clients.
“Last year’s HDFC and Reliance Mutual Fund list showed 1,400 IFAs in Pune but now it has come down. I was submitting 30-40 new applications earlier, now I submit hardly 5-7 applications,” said a Pune-based financial planner.
The drop in the number of monthly cheques indicates that new business is not coming in and distributors are relying on the trail commission and past Systematic Investment Plans (SIPs). The industry added just 2,355 folios while equity funds lost 1.47 lakh folios in the month of July. A part of the money moved into debt funds.
Some distributors are now shifting their focus to allied financial services like general insurance and company fixed deposits, which offer decent commissions while others are completely changing their business model.
After the crackdown on upfront commissions, distributors are struggling to acquire new business. The commission does not even cover the cost of acquiring a client. Now, even the trail commission is not paid to a new distributor in the event of a broker change.
“I have been in this business since 19 years and have a decent AUM. Around 650 families are investing through me since 1994. I have incurred an operating loss of Rs1.75 lakh in the last one year because of ‘no load structure’. Investors are not ready to pay the advisory charges because a number of bank channels are offering free services. We are not able to cover the operating cost of our organisation. It is very difficult to survive. After a lot of convincing we get around Rs40,000 to Rs50,000 worth of investments,” said Yogesh Kulkarni, proprietor, Royal Investments.
Sources also indicate that some mutual fund distributors have completely stopped sending self-declaration forms to AMCs due to the paltry commissions involved. SEBI rules mandate that all intermediaries send a self-declaration form to fund houses annually, failing which the fund house can stop the commission paid to distributors. The self-declaration form contains an acknowledgement that a distributor has disclosed the commission received by him to the investor.
Moneylife Foundation on 16 July 2010 held a workshop-cum-discussion on legal compliance and good governance for Non-Governmental Organisations (NGOs). Speaking on the occasion, the chief executive of The Centre for Advancement of Philanthropy, Mr Noshir Dadrawala, said that the importance of the voluntary sector is that it is able to fill in the gaps which the government and private sector fail to do. He also added that organisations that provide social and welfare help must strive to understand legal nuances even more to operate in a better fashion.
He further stressed that good governance is fundamental for a voluntary organisation. A board must be able to provide a vision, take up responsibility and be capable of self-regulation. He also added that there must be a proper system of working within voluntary organisations and everyone from board members, chief executives and staff members must all work in tandem. "Good governance means watertight directions for the systematic flow of working with various departments," Mr Dadrawala added.
He also touched upon the various ways in which voluntary organisations can register themselves either as a trust, society or a company. Mr Dadrawala also spoke on how voluntary organisations can generate income - either from interest, sale of products, leasing halls or property coupled with membership fees and subscription. He also gave inputs on income-tax related problems and possible solutions for organisations.
Mr Dadrawala elaborated on the implications on voluntary organisations of the Centre's proposed norms under the new Direct Tax Code. "Up to 15% of the surplus or 10% of gross receipts, whichever is higher, will be allowed to be carried forward to be used within three years from the end of the relevant financial year - indefinite accumulation of up to 15% of gross receipts as is prevalent will not be allowed," he said. Also, carrying forward of unspent balance to the next financial year will not be allowed and not-for-profit organisations will no longer be allowed to accumulate funds up to 5 years.
The Centre for Advancement of Philanthropy is a company specialising in areas of charity law, finance, management, taxation, resource mobilisation and human resources development. Mr Dadrawala is also director of 'Resource Alliance' and a member of the Coordinating Committee of the Worldwide Initiatives for Grantmaker Support (WINGS), a global network of more than 140 membership associations and support organisations serving grantmakers. He has written several resource books including The Art of Successful Fund-Raising, Management of Philanthropic Organizations and Merchants of Philanthropy - Profiles in Corporate Citizenship.
The conference was attended by various voluntary organisations.
Mumbai-based agrochemicals company Monsanto India Ltd registered a first quarter net profit of Rs58.7 crore against the loss of Rs8.5 crore for the quarter ending on 31 March 2010. During the quarter its total revenues increased to Rs201.8 crore from Rs28.31 crore in the March quarter.
On Wednesday, Monsanto India shares ended 4.1% higher at Rs1,734 on the Bombay Stock Exchange, while the Sensex closed 0.6% up at 17,977 points.