Retirement Industry People Moves

FBi adds SVPs to growth and product lines; SageView selects chief advisory services officer; and BPAS APS promotes DB director.

FBi Adds SVPs to Growth and Product Lines

Fiduciary Benchmarks (FBi) has appointed two executives to newly created roles supporting the firm’s growth and new product lines. Mike Narkoff joins the team as senior vice president of Institutional Business Development and Kathleen Connelly joins as senior vice president of Institutional Client Development. They will report to CEO Tom Kmak.

Narkoff will be responsible for leading FBi’s sales efforts working with prospective institutional clients. Connelly will focus on expanding recordkeeping relationships and work closely with Kmak to introduce new opportunities leveraging data to deliver enhanced decisionmaking and insights.

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They join Kmak’s leadership team that includes Craig Rosenthal, senior vice president Sales, Service and Marketing, and Matt Golda, senior vice president, Technology and Operations. “We are continuing to invest in people, process and technology,” Kmak says. “Our vision to deliver independent and comprehensive insight is unchanged but our newest tools make these services more actionable with the delivery of the Business Management Dashboard which incorporates workflow, sales tools, compliance oversight and much more.”

“As a prior FBi client, I saw the power of using the independent and comprehensive benchmarking tool to win new business. The tools allow you to put fees in context, and discuss quality and value simultaneously,” Narkoff says. “The newer products give institutions even more ways to grow their businesses efficiently in a competitive climate.” Previously, Mike was head of Institutional Sales at Ascensus. Over a 30-year career, he also held senior leadership roles in advisor plan sales and institutional relationship management.

“FBi is uniquely positioned to help recordkeepers protect their plan sponsors and improve outcomes for their participants, which, of course, enhances the value they deliver to their clients. More than ever, firms want access to current, accurate data and insights to facilitate timely conversations with their clients,” Connelly says. Her 35 years of experience includes executive roles at Financial Finesse enterprise, Ascensus, JP Morgan and T. Rowe Price.

SageView Selects Chief Advisory Services Officer

SageView has promoted Christopher Donnelly, QPFC, to chief advisory services officer.

In his new role, Donnelly will oversee SageView’s initiatives for the institutional business, including Advisor Managed Accounts, the Sage 411 participant call center, USA Retirement Savings Plan and new participant-focused solutions, in addition to remaining the head of the firm’s national Request for Proposals (RFP) team.

“Chris has been a valuable part of SageView for over seven years, leading the adviser and vendor RFP teams and helping facilitate hundreds of successful recordkeeper benchmarking projects for our clients. His organization and innovation help to propel SageView forward and he has been an important driver of our success” says Jon Upham, principal, SageView Advisory Group.

SageView Managing Principal Randy Long says, “Chris’s demonstrated leadership since joining SageView in 2013 continues to make a remarkable and lasting impact. He is a trusted member of our operational team, and we believe this new role is integral to our long-term business goals and future growth.”

Donnelly earned his bachelor’s degree in business administration from Stockton University, where he was a member of the National Honor Society. He also holds the Qualified Plan Financial Consultant (QPFC) designation.

BPAS APS Promotes DB Director

BPAS Actuarial & Pension Services (APS) has promoted Jason Disco to vice president, Sales. BPAS APS is a division of BPAS, a leading national provider of retirement plans, benefit plans, fund administration and collective investment trusts (CITs).

Disco joined BPAS APS in 2015 as director of defined benefit (DB) sales where he focused on delivering innovative DB solutions, including traditional and cash balance plans and DB participant services to financial intermediaries and clients across the nation. He has more than 20 years of experience in the retirement plan industry, including sales positions with ERISA Consultants and Lifetime Benefit Solutions. 

 “Jason’s intuitive collaborative skills perfectly align with the BPAS mantra of one company, one call,” says Paul Neveu, president, BPAS Plan Administration & Recordkeeping Services. “We look forward to collaborating with him in this new leadership role.”

As vice president, Sales, Disco will oversee the DB plan sales process and work with financial intermediary partners to distribute actuarial and consulting services nationwide. He will also coordinate consulting services for DB/DC (defined contribution) combination plans, health care consulting, health savings accounts (HSAs), DB 360, collective investments, PensionEase and other solutions for clients across the nation.

“I’m looking forward to leading the development of new distribution channels and working with the BPAS Sales team to distribute our superior actuarial and consulting services nationwide,” Disco says. “With my extensive knowledge of DC and DB plans and collaborative spirit, I’m excited to be consulting with financial intermediaries to help build their retirement practices.”

Coronavirus Pandemic Exacerbates Retirement Savings Inequality

New data shows that the coronavirus pandemic is having a negative effect on small business employees, especially women, only adding to their retirement savings shortfall. 

Human Interest, a firm providing automated 401(k) plans, recently published a white paper examining the savings behavior of the millions of Americans who work for small and mid-sized businesses.

The paper reports that, heading into the coronavirus pandemic, some 30.7 million small and mid-sized businesses in this country employed a collective 60 million people, or roughly half of the U.S. workforce. The subsequent economic turmoil caused by the pandemic is already having a disproportionately large effect on these workers, millions of whom have been furloughed or laid off.

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According to the paper, these 60 million workers were already at an inherent disadvantage when it comes to saving and investing for the future, and it shows clearly in such statistics as their average net worth.

“The primary cause of this retirement savings gap is a lack of access to financial tools that help people save, especially through work,” says Jeff Schneble, CEO of Human Interest. “People save using a workplace retirement plan, or not at all. Too many employees don’t have access to a retirement savings plan at work.”

Human Interest’s data suggests that just 12% of employers with fewer than 100 employees offer a 401(k) plan to their employees, and only 36% of employers with between 100 and 499 employees do. On the other side of the spectrum, 92% of employers with more than 500 workers provide retirement savings opportunities to their employees.

The white paper goes on to note that small and mid-sized business employees, when they do have access to plans, tend to contribute a similar portion of their salary to saving for the future. In the Human Interest book of business, which is concentrated in the small and mid-sized business market, the average employee contribution rate is 7.2%. Notably, married women save the most of all, and even without an employer match, people still save at similar rates.

However, the data shows that the coronavirus pandemic is having a negative effect on small business employees, especially women. After weeks of sheltering in place and schooling from home, the weight on women is intense, the analysis notes. Among those who have not been furloughed or laid off, about 14% have considered leaving the workforce all together.

“We talk a lot about the fact that a women typically earns 80 cents for every dollar a man earns,” Schneble says. “In retirement, that 20 cent differential is magnified. A woman’s income could be hundreds of dollars less every month than a man’s. But that’s not all. Her nest egg needs to last longer, since a woman’s life expectancy is, on average, 2 1/2 years longer than a man’s. If you break down their 401(k) balance into monthly payments to last the rest of their lives, he would end up with roughly $2,200 a month, whereas she would have $1,500. That’s a huge difference in how they are able to live in retirement.”

The analysis goes on to note that it is a common misconception that people have to earn high salaries before they’re able to take advantage of tax-qualified retirement plans. In fact, when given access to a 401(k) plan, Human Interest finds, people across all salaries are saving for retirement. The firm’s data shows people earning between $30,000 and $40,000 are saving 6.1% of their salary, whereas workers earning between $200,000 and $209,999 are saving 7.7%.

“These percentages certainly make a difference in dollars saved, but also show that the common narrative that only people making six figures can save for retirement doesn’t hold up,” the analysis concludes. “Consistent saving is the most important habit, regardless of income level.”

Reflecting on this situation, Josh Cohen, head of institutional defined contribution (DC) for PGIM, says it is very likely that the pandemic will expand U.S. economic inequality from its already historic highs.

“When you look at the data, you can see some clear trends that are troubling for everyone to contemplate,” Cohen says. “The one positive thing I see is that workplace retirement plan assets are one of the main components of peoples’ ability to build wealth over time and to create positive financial outcomes—especially for the middle-class American worker.”

Cohen says the current situation throws into even greater relief what many people working in the defined contribution (DC) plan industry already know.

“The DC plan system is not just important for companies and individual employees,” Cohen says. “It is in fact of fundamental importance for our country to have a vibrant private savings system. We need to make sure the system is designed and maintained in a way that will allow the success to continue and to benefit even more people.”

Cohen says he remains hopeful that the passage late last year of the Setting Every Community Up for Retirement Enhancement (SECURE) Act could go a long way toward bringing the benefits of the DC plan system to small and mid-sized businesses and their employees. This is based on the fact that the SECURE Act establishes a framework for employers to band together to run commonly administered plans that will benefit from the economies of scale generated by larger employers’ plans.

“Another thing that comes to mind when we think about this broad topic of the success of DC plans is the role of Social Security for lower-income Americans,” Cohen says. “For the bottom 50% of Americans in the wealth distribution, their net wealth is frankly pretty limited. We can and should keep innovating to provide these workers more ways for them to save for retirement, but there is also no doubt that the health of Social Security is paramount for them. We need to educate individuals about their options and how they can maximize their payouts based on their situation.”

Cohen concludes that the pandemic situation has also emphasized “the importance of thinking about rainy days during the good times.”

“We need to encourage emergency savings as well,” he says.

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