Lessons for Plan Sponsors from the Market Volatility

The most recent market environment reinforces the need for bonds and should encourage plan sponsors to look at innovative strategies.

For the most part, during the August 19 through August 25 market dive, most broad equity asset classes—U.S. stock, emerging markets, real estate, etc.—took big hits, notes Rod Greenshields, consulting director at Russell Investments in Seattle.

But, while these asset classes were seeing losses from 7% to more than 11%, the Barclays Aggregate Bond Index was up 0.1%, he notes. “This reinforces why you have bonds. Plan sponsors have been questioning bonds, with expected interest rate increases, but the volatility in recent weeks shows why they need bonds,” Greenshields tells PLANADVISER.

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Joe Halpern, CEO of Exceed Investments in New York City, adds that the equity products that have fared better during the recent market swings are the ones that look to provide some downside protection, by being tactical or having a hedge in place. “A few products in the market have done that and been able to reduce the pain by having less downside,” he says.

According to Greenshields, strategies that have held up best do not sell when the market swings down—not selling in the short-term is the best strategy.

But, why certain investments hold up better is not same for all scenarios, he says. “For the recent period, so much of equity volatility seems to stem from people’s concerns over China and the ripple effect it would have over our economy. But, the people looking at the U.S. economy saw a disconnect from those fears. Unemployment numbers and sales numbers weren’t showing a recession would follow.”

Greenshields notes that these spurts of major market volatility have happened pretty regularly historically, but it hasn’t happened in a while, and people tend to react more when that is the case.

NEXT: Innovation in investments

Halpern tells PLANADVISER now is a great opportunity for plan sponsors and their advisers to reassess what they have in their retirement plan portfolios. Over the past few years, there has been innovation in investments, looking for ways to protect during downturns and diversify when market shake-ups happen. 

“This is a good opportunity to look around to see some of products that are faring well and what makes sense to incorporate into portfolios. A market upheaval allows you to gauge managers and how certain products perform in the market,” he says. “It comes down to two questions: What do I need to do to the portfolio to prepare for further volatility; and what can plan participants deal with, afford and handle behaviorally?”

Halpern says the problem with some products is they have no exposure to the market and only provide safety on the downside, so they are not taking much risk and don’t have good exposure during the upside. “What we focus on is defined outcome investing. We provide a level of definition to the downside and to the exposure on the upside, so the end user understands risk/reward,” he says.

Exceed Investments co-launched a suite of three indexes with the NASDAQ last September that provide defined exposures to the S&P 500. Exceed’s first fund, SHIIX, is a defined outcomes product focused specifically on income generation and wealth preservation. SHIIX, which follows one of the indexes, seeks to provide a floor on loses to 12.5% and upside gain limited to a target of 15%.

According to Halpern, Exceed did back testing and analysis back to 2001 which shows, in 2008, when the market was down 38%, the product was down only 11%. In 2013, when the market was up 32%, the product was up more than 13%. More recently, Halpern shares, at the end of August, the product was down 7%, but the market was down 12%.

NEXT: Selecting investments for retirement plans

Plan sponsors and advisers cannot control the market, but they have control over setting up diverse investment options in retirement plans, Greenshields says.

“Equities are more interesting to people, so they get more headline news. People like to talk about stocks, and bonds are boring in comparison,” he notes. “One result of this is that plans have many more investments available to access slices of the equity market, but maybe have only one or two bond funds.”

He points out that if participants are told not to put all their money in one basket, they will look at what baskets are offered, and they tend to spread their money evenly among those choices. “Some investors may put too much in stock funds simply because there are more of them in the plan.”

Greenshields notes that the entire universe of fixed-income investments is large in number and large in dollar. He suggests plan sponsors align that with the number of fund options in their plans. He points out that in a “balanced” fund, 40% is primarily in U.S. bonds, while the 60% of equity is sliced up among different types.

According to Greenshields, Russell Investments is a big proponent of risk-based and target-date funds in defined contribution (DC) retirement plans because they insulate participants against behavioral biases. “Good plan design is the best thing to counteract market challenges,” he says.

“While its good [for plan sponsors and advisers] to look at how investments are doing in the short term, they need to think about the overall time horizon, because that’s when participants get the benefits of investments—over the long-term,” Greenshields concludes.

Retirement Specialist Advisers Gaining Serious Clout

Already controlling half of the assets in the adviser-sold DC marketplace, according to Cerulli Associates, retirement specialists are turning up the heat. 

The influence of specialist advisers in the defined contribution (DC) market is “significant and growing,” says Jessica Sclafani, associate director at Cerulli Associates, “as evidenced by the consistent year-over-year rise in adviser-sold assets.”

From a top-level dollar perspective, recent Cerulli research finds nearly half of the $1.3 trillion adviser-sold DC market is controlled by advisers who qualify as retirement specialists. Despite what Cerulli calls “their powerful reach,” retirement specialists comprise only 5% of the total adviser population.

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“Across dozens of Cerulli research interviews with senior executives in the DC industry, the retirement specialist adviser was almost unanimously identified as the primary sales target relative to the small- and mid-sized plan markets,” Sclafani explains. “When Cerulli analysts pressed for a definition of this adviser, however, it became clear the DC industry lacks a universal understanding.”

For Cerulli, a retirement specialist is as “an adviser who generates a minimum of 50% of total revenue from retirement plans.” Cerulli says this 50% income threshold is not the only factor for defining retirement specialists—in fact, some defined contribution investment only (DCIO) firms are also targeting the next generation of retirement specialist advisers who are not yet generating 50% of practice profits from retirement plans but who show a lot of promise for growth and innovation in the segment.  

Cerulli refers to this group as “emerging retirement specialists,” and recommends that all “DC providers and asset managers, even those that are satisfied with their current retirement specialist presence, build a strategy to identify, engage, and nurture the emerging retirement specialist adviser.” 

NEXT: What specialists do best 

Cerulli’s research shows retirement specialists have benefited nicely from equity market gains in recent years, especially during 2013 and 2014. Overall 401(k) assets grew 10% in 2014 to reach nearly $4.7 trillion—or 90% of the almost $5.2 trillion invested in total across private DC markets.

According to Cerulli, recent growth was also supported by a renewed focus on improving plan design, “with particular emphasis on the adoption of automatic services such as auto-enrollment and auto-escalation.”

“Based on Cerulli sizing, retirement specialists [excluding those in the insurance channel] control 44% of the total adviser-sold DC market,” Cerulli says. “Retirement specialists within the wirehouse channel hold the greatest assets per practice.”

Within the whole retirement specialist universe, 45% still do not offer services as an Employee Retirement Income Security Act (ERISA) fiduciary, highlighting the significant potential impact of the Department of Labor’s ongoing rulemaking in the area.

“Of the remaining half, 37% act as an ERISA 3(21) and a slim 13% serve as an ERISA 3(38) fiduciary,” Cerulli says. “Only 5% serve as a 3(16) ERISA fiduciary, which is related to plan administration.”

From an asset structure perspective, Cerulli says greater than half of DCIO assets reside in internally managed mutual funds, followed by collective trusts and institutional separate accounts. “Asset managers’ perspective on the use of collective trusts in DC plans is incrementally more positive than in the recent past,” Cerulli adds, “which is largely the result of a concentrated effort to increase education and plan sponsor familiarity with this investment vehicle.”

NEXT: Interest strong in income products 

Cerulli says recent survey data collected from “a broad group of asset managers, broker/dealers, and insurers” reveals that 48% of firms launched a new retirement income product within the last year. Cerulli recommends asset managers review how existing products may fit into a retirement income solution, but in terms of avoiding regulatory issues and meeting fast-changing client demands, “this is a space where it may benefit to be a latecomer.”

Revenue sharing as a topic will continue to be hotly debated, Cerulli says, “but asset managers that offer plan sponsors the flexibility to choose from various non-revenue sharing share classes (e.g., a non-revenue-sharing share class with sub-TA fees or a zero-zero share class) will be best positioned with the broadest opportunity set.”

Cerulli projects that almost half of all 401(k) contributions as of year-end 2015 will be directed into target-date funds, matching volumes of industry research marking the persistent dominance of TDFs in terms of capturing DC inflows.

Heading into 2016, Cerulli anticipates these trends to continue, while demand for 3(16) services will strengthen “due to an increasingly onerous regulatory environment.”

Information on obtaining Cerulli research, including “Defined Contribution Distribution 2015: Addressing Specialist Advisors in the Small and Mid-Sized Plan Segments,” is available here

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