Financial Engines to Acquire Brick-and-Mortar Advisory
Not convinced that robo-advisers are shaking up the defined
contribution retirement plan advisory space? This week’s news that digital-advice
darling Financial Engines will acquire a firmly established traditional advisory
chain, The Mutual Fund Store, might finally change your mind.
As in politics, deep countercurrents and sudden opportunity-taking
determine many of the trends shaping the retirement plan advisory space—and it
often makes for strange bedfellows, as the saying goes. Such is the case with the
newly announced acquisition of The Mutual Fund Store, a 125-location advisory
chain serving various retirement market verticals, by Financial Engines, one of
the more successful robo-advisers in recent years.
You read that right—a robo-adviser has decided to scoop up a
large national registered investment adviser (RIA) in order to deliver more
in-person advice and holistic, relationship-based advising. Terms of the deal include total consideration
of approximately $560 million to be paid by Financial Engines, including cash
and stock.
PLANADVISER sat down with Financial Engines President and CEO Lawrence (Larry) Raffone to unpack the deal details
and what it all means in the context of the institutional defined contribution
(DC) retirement planning market. For the record, Raffone says this “is not a
brick-and-mortar” play, and instead represents a move towards a more holistic
offering for Financial Engines’ many clients. He says the driving rationale for
the acquisition is presented clearly and concisely in research the firm
published earlier this year, “The Human Touch,” which shows clearly that a middle ground
is emerging in the robo versus traditional advice debate.
“The research found that even those who are interested in
using robo-advisers would value access to in-person advice for certain
situations and circumstances,” Raffone explains. In other words, robo-advising
and traditional advising are not mutually exclusive approaches to doing business in
the intuitional retirement plan advisory space.
Raffone summarizes four additional strategic objectives for Financial
Engines in obtaining the traditional advisory chain: Greater usage and
retention of Financial Engines’ services by a given client; expanded market
opportunities to help 401(k) participants with more complex needs; significant
earnings per share accretion; and strong synergies and higher future growth.
NEXT: Terms of the
deal
Raffone says the culture at The Mutual Fund store will make it
a great fit, as the firm already has the capacity to deliver high quality personalized
financial planning and objective, fiduciary advice through advisers in
locations across the United States. Specifically, Financial Engines will gain the
use of approximately 345 employees/reps and immediate access to approximately
84,000 new accounts at about 39,000 households. The Mutual Fund store carries
over $9.8 billion in assets under management, as of October 31, 2015, according
to press materials.
For merger and acquisition buffs out there, Financial
Engines explains the total transaction purchase consideration includes
approximately $250 million in cash and 10 million shares of Financial Engines
common stock. The combined company will be debt-free following the transaction.
Based on the common stock portion of the transaction, private equity firm Warburg
Pincus will receive Financial Engines common shares representing approximately
12.5% of the pro forma shares outstanding. Concurrent with the closing of the
acquisition, Michael Martin, managing director of Warburg Pincus, will be
appointed to serve on Financial Engines’ board of directors.
Raffone says this introduction of a private equity
representative onto the Financial Engines board of directors is also a natural
extension for the company, which “started as a Silicon Valley play back in the mid-90s.”
He says the ongoing discussion and investment from Warburg Pincus will accelerate
innovation and improve client services and growth potential over time.
The transaction is expected to close in the first quarter of
2016 and is subject to regulatory approvals and other customary closing
conditions. DBO Partners acted as financial adviser to Financial Engines, and
Pillsbury Winthrop Shaw Pittman provided legal counsel. J.P. Morgan acted as
financial adviser and Wachtell, Lipton, Rosen & Katz provided legal counsel
to Warburg Pincus.
NEXT: Deal from the ground
level
Raffone explains that participants and plan sponsors have
simply been hounding the company for more services—not to replace the
robo-advising core of what Financial Engines does but instead to complement it.
For the company’s existing 9.2 million clients, who are
distributed across the United States and are connected to Financial Engines
through their workplace defined contribution retirement plans, a whole host of
new services will soon be rolled out, Raffone says, from greater access to
advisers in the workplace to weekend and evening meeting hours at The Mutual
Fund Stores’ existing offices. Critically, as much as 50% of the current client
base of Financial Engines
lives/works close enough to an existing Mutual Fund
Store location to make evening and weekend advising very practical.
“From day one it’s going to be an effective complement to
what we already offer and will represent a true, comprehensive financial
wellness benefit,” he explains, noting that clients will still be able to use
video-calling features and over-the-phone advising. “Our client base has told us clearly that video advising and advising over the
phone are very useful for some things, but even though you’re dealing with a real person, in some ways it is still not the same as
true in-person advice. They really want the holistic approach and a chance to meet face-to-face with a pro.”
Interestingly, Raffone appears nonplussed by danger of trying to do too many things for too many people. “To do
everything for everyone you need to have the best technology and the best
approach, and I believe we have that,” Raffone concludes.
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Christopher
M. Sulyma filed a lawsuit on behalf of two proposed classes of
participants in the Intel 401(k) Savings Plan and the Intel Retirement
Contribution Plan, claiming that the defendants breached their fiduciary duties
by investing a significant portion of the plans’ assets in risky and high-cost
hedge fund and private equity investments through custom-built target-date
funds.
The
lawsuit says the Intel custom-built funds have underperformed peer funds by
approximately 400 basis points annually. The lawsuit claims automatic
enrollment and a reenrollment of existing participants resulted in more than
two-thirds of participants being allocated to custom-built investments. It goes into great
detail about why the plaintiffs believe hedge funds and private equity funds
are inappropriate investments for Employee Retirement Income Security Act
(ERISA) retirement plans.
PLANADVISER
reached out to Marcia Wagner, principle with Wagner Law Group in Boston, for
comments about the case.
PLANADVISER: Do you see the Intel
case as opening the door to other cases about the construction of custom
target-date funds or TDFs, just as the number of cases about excessive fees in
retirement plans grew?
Wagner: While the Intel case
is an offshoot of the excess fee and stock drop cases and utilizes many of the
same legal theories, I doubt the new complaint will open up new opportunities
for the plaintiffs’ bar, since its underlying facts are fairly unique,
specifically that an individual account plan offered alternative
investments.
My
sense is that it is still mainly defined benefit pension plans that are
interested in hedge funds and private equity, which are the focus of the Intel
case. This is not to deny that interest in these alternative investments on the
part of defined contribution plans has grown in recent years. In fact, despite
the added risks and work they entail, many see alternative investments as the
perfect antidote to the anemic returns forecast for the broad-based equity and
bond markets. A 2011 report by the ERISA Advisory Council to the Secretary of
Labor attests to this fact.
PLANADVISER: Do you think the
case has a chance of surviving a motion to dismiss?
Wagner: While it is never
safe to make a prediction, the complaint itself has a number of conceptual and
technical problems that make me wonder whether it can survive a motion to
dismiss.
First
is the issue of establishing proper Bbenchmarks or the issue of how damages
were measured. My reading of the complaint is that accounts in the two Intel
plans did not incur losses in the conventional sense. Rather, the Intel plans,
on average, did not make as much as money during the class period as a certain
benchmark selected by plaintiff’s attorney Cohen Milstein Sellers & Toll. I
do not want to suggest that this result is not actionable if it was caused by a
fiduciary breach. However, it is an unusual circumstance and could influence a
court’s view as to whether a fiduciary breach occurred or has been properly
alleged in the complaint.
The
benchmark the complaint uses to measure the difference between actual returns
under the Intel plans and what the complaint contends these returns should have
been is a series of indexed Fidelity funds. If only the Intel Investment
Committee had had the sense to invest in these Fidelity funds, the complaint
argues, the plan’s rate of return would have been 400 additional basis points
annually. Of course, this translates to an additional 4% return, a significant
figure to be sure, but perhaps not enough to convince me that there has been a
fiduciary breach.
Another
problematic benchmarking-type of issue is how the complaint attempts to
establish that the Intel plan’s level of investment in hedge funds was too
high. The complaint regularly refers to “prevailing asset allocation models,”
“prevailing standards” and “peer TDF’s.” What this means in the end (as reflected in paragraph 118 and Exhibit I
of the complaint) is that eight commercially available target-date funds either
did not utilize alternative investments or failed to break them out in their
reports on investment allocation.
The
correct fiduciary decision-making process for selecting an investment under the
Employee Retirement Income Security Act, or ERISA, is to investigate the
particular investment in question so as to fully understand it and, based on
the facts gathered, make a rationale decision as to whether it fits the role
prescribed for it in the plan’s investment portfolio. This process should
include an evaluation of whether the specific investment’s potential for gain
is commensurate with its risk of loss. The actions of peers and competitors
represent only one strand in this reasoning process.
PLANADVISER: So, do you see a
problem in the lawsuit’s argument that hedge funds and private equity
investments are inappropriate for defined contribution retirement plans?
Wagner: The use of a
passively invested index funds to measure damages is a signal of what the Intel
case is really all about. At bottom, the complaint is an attack on the design
of the Intel plan’s target-date funds, for which the underlying investments are
actively managed funds subject to higher fees in the hopes of obtaining better
returns. This is expressed most directly in paragraph 156 of the complaint
which argues that a “two percent annual flat fee on assets under management [as
charged by an actively managed hedge fund seeking superior returns] … is not
justified in the defined contribution plan context.”
Addressing
the issue of risk in a similar vein, paragraph 139 of the complaint asserts a
corollary to its position on fees: “Managing a retirement plan therefore must
focus always on the most vulnerable participant” by which it seems to mean a
non-highly compensated employee working in the shipping department. As a
general rule, in all investment matters the greater the potential for gain, the
higher the level of risk. The Intel complaint seeks to establish the proposition
that ERISA prohibits target-date funds in a retirement plan from investing in
anything with an unusual level of risk or that is actively managed and has high
fees. In other words, ERISA retirement
plans need to be dumbed down.
The
goals asserted by the Intel complaint are debatable as a matter of policy. However, I do not see that they are reflected
in DOL regulations or other guidance relating to target-date funds, much less
in ERISA’s statutory provisions.
PLANADVISER: But, the Intel
custom-built funds underperformed peer investments, according to the lawsuit; does
that not add validity to the complaint?
Under
the pleadings standard set forth by the Supreme Court in Ashcroft v. Iqbal, a complaint must contain sufficient factual
matter, which if accepted as true, states a “claim to relief that is plausible
on its face.” In my opinion, the Intel complaint does not do a very good job in
linking the asserted underperformance of the plan’s target date portfolios (TDPs)
to specific hedge fund and private equity positions taken by the plan. There is
no need to prove anything at this stage, but it is necessary to do more than
cite press reports and various studies claiming that hedge funds, as a group,
are risky and have underperformed.
Paragraph
181 of the complaint does note that the Intel plans’ hedge fund portfolio lost
17% during the 2008 financial crisis. I would not consider that a major
indictment, since many funds lost money in 2008, and reasonable investors could
well have anticipated a rebound. The complaint contrasts the 2008 loss with a
5.2% gain in a Barclay’s bond index. This comparison is an apples and oranges
type of comparison, and it is hard to understand the point being made. After 2008,
the supporting factual evidence cited by the complaint rests largely on
generalized predictions regarding hedge funds that appeared in magazine
articles and certain studies. Since these reports have no connection to the
Intel plan’s actual investments, I would say that the complaint runs the risk
of failing to meet the Supreme Court’s pleading standard.
PLANADVISER: The complaint
accuses the plans’ administrative committee of failing to adequately disclose
to participants the risks, fees and expenses associated with investment in
hedge funds and private equity. Participants were given virtually no
information about these investments other than that there were some hedge fund
and private equity investments made by the plan. Virtually nothing about the
strategy, the risks, the fees or anything about underlying investments was
disclosed in anything that defendants provided to or made available to
participants. Does this allegation have a chance of moving forward?
Wagner: As is common in
excess fee and stock drop cases, the Intel complaint asserts a cause of action
for failing to disclose certain particulars (e.g., investment performance over
specified periods) regarding three of the plan’s nine “Investment Funds”, specifically,
the “Hedge Fund,” “Private Equity Fund” and “Commodities Fund.” There appears
to have been an assumption that this disclosure is required, because these
funds constitute “Designated Investment Alternatives,” a term defined by the
applicable disclosure regulations as “an investment alternative designated by
the plan into which participants and beneficiaries may direct the investment of
assets held in, or contributed to, their individual accounts.”
I
am not sure how the Intel plan works, and whether or not participants can
choose to invest their account assets directly into one or more of these
investment funds or whether a participant must choose one or more of the
so-called TDPs. Each TDP allocates a different percentage of its assets across
the Intel plan’s various Investment Funds with each TDP becoming more
conservative as it nears its maturity date.
If the only way to invest in the Intel Hedge Fund or Private Equity Fund
is through one of the TDPs, then it would seem that the TDPs, not the Investment
Funds, are the plan’s Designated Investment Alternatives. (This analysis is consistent with Question 28
of DOL Field Advisory Opinion 2012-012R.) The consequence of this would be that
the disclosure obligation would relate to each TDP, not to a TDP’s underlying
investment funds.
Another
possible misfire relates to the fact that the earliest possible effective date
for the then new disclosure requirement was August 2012, just as the
plaintiff’s two-year tenure with Intel was ending. If the plaintiff had cashed
out his plan account, he would not have been entitled to any disclosure under
the new regulations. Even if disclosure were required to the plaintiff as a
continuing plan beneficiary, it would only be for periods after the effective
date of the new rule. Thus, for at least half of the class period, there was no
requirement to make the disclosures demanded by the plaintiff.
PLANADVISER: If the lawsuit does
survive a motion to dismiss, do you think it will get class action approval?
Wagner: Cohen Milstein has
obviously attempted to construct the broadest possible group of Intel employees
as participants in the plaintiff class in order to ensure a large damages
award. In this, it may have overreached, as is often typical in this type of
case. As already noted, the sole plaintiff who seeks to represent the class had
a relatively brief tenure with Intel. This makes it more likely that the
circumstances of his plan dealings differ from those of other plan participants
so that he has less in common with them and may even have interests that are
adverse to them.
The
Intel Plan appears to have offered at least 12 TDPs with maturity dates set five
years apart, each of which was allocated differently among the plan’s nine
investment funds. As previously noted, the allocations of target-date funds,
such as the TDPs, grow more conservative as the funds approach maturity. Thus,
participants in each TDP would have experienced different rates of return or
loss in a given period. Even if the plaintiff is successful in asserting that
his TDP experienced a 400 basis point loss, he could be sacrificing the
interest of participants in another TDP who experienced a more favorable
result. This type of analysis has served as the basis for denying class
certification in other cases, because it demonstrates the lack of commonality
among putative class members.
PLANADVISER: Any other comments
about the case?
Wagner: The Intel case
provides a lot to think about, and the issues are not limited to those we’ve discussed.
This is a preliminary analysis of the complaint.