Visions of a Lower-Fee Future

It can be hard to separate noise from actionable insight when discussing investing trends, but two industry experts say now is clearly the time to get ahead on fee issues.

They stand at different ends of the investing spectrum, but Jake Gilliam and Brian Jacobs are both adept at telling the story of falling fees that has, in many respects, redefined the 401(k) industry after the passage of strengthened fee disclosure under the Employee Retirement Income Security Act (ERISA).

Gilliam is a senior portfolio manager at Charles Schwab Investment Management—one of the nation’s largest institutional asset managers, with products including money market funds, index funds, exchange-traded funds (ETFs), sub-advised funds, asset allocation funds and disciplined active funds. Jacobs is president at Direxion, a $9 billion investment boutique that is one of only three fund providers in the U.S. with Securities and Exchange Commission (SEC) clearance to offer “levered” ETFs—which make up a majority of the firm’s assets under management (AUM).

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Despite significant differences in investment approach and organizational structure, both Jacobs and Gilliam tell PLANADVISER their work continues to be redefined by demands for better fees from all types of clients—retirement and retail, institutional and individual. For retirement plan clients in particular, the combination of increased regulatory pressure and plan participant scrutiny has forced plan sponsors and their provider partners to push fees lower, both in the interest of improving outcomes and combating litigation risk.

For Jacobs, the low-fee future will be one dominated by ETFs. Admitting the funds currently hold only a fraction of total 401(k) assets, he says the efficiency and transparency of ETFs still stand a good chance of disrupting an industry long contented with mutual funds, provided current technology hurdles are overcome.

“There is so much more information and interest out there now about ETFs than there ever was before,” Jacobs says. “The latest reports show ETFs just crossed $2 trillion dollars across all the various investing channels. From our perspective, this is really exciting. We’re seeing a convergence between the mutual-fund and the ETF world[s], and I think the end result will be positive for most investors.”

Jacobs says there is significant industry innovation occurring as providers that have long been engaged in the active mutual fund space start launching inexpensive ETF strategies, often seeking to mirror different elements of active management at better price points. Even more interesting, some recently established ETF providers are coming out with low-fee mutual funds to compete with the big industry names. All of this spells opportunity for plan sponsors to find a better deal on investment fees, he says, but more options can bring a more challenging decisionmaking process.

“It’s a really fast-changing environment out there,” Jacobs says. “The talk of the town in the retirement space is always making sure fees are reasonable, so that’s why I think you’re starting to see this blending of active and passive. The use of these types of products among retirement specialist advisers is still far from the norm, but we’re hopeful the development will continue.”

Jacobs notes that his firm’s ETFs are already offered to individual retirement investors through the Schwab ETF OneSource platform. Direct, in-plan access to ETF investments remains elusive, however, as many recordkeeping platforms lack the capability of hosting the funds. One way around this limitation, Jacobs says, is when the plan has a brokerage account window feature. He also remains hopeful that the course of financial technology innovation will make recordkeeping platforms more receptive to ETFs and other fund structures. 

Gilliam agrees that more retirement industry attention is fixed on ETFs, but he sees the low-fee future playing out somewhat differently. He recently penned a column for PLANADVISER describing the impressive fee-reduction potential that can come along with unbundling target-date funds (TDFs) and using open-architecture investment lineups in a 401(k) plan.

“When plan sponsors elect to go custom and work with an adviser to establish an open-architecture investment lineup, we see an ability to negotiate much better fees for the underlying strategies that are ultimately offered to participants,” Gilliam says. “This is especially true when you get into the large and mega segments of the plan sponsor market.”

Gilliam adds that smaller plans will have more trouble aggressively negotiating down their fees, and some may find they do not have sufficient scale or resources to make going custom or open architecture palatable.

“It’s fairly exclusive right now, for the large and mega plans, to get the better pricing due to their size,” he says. “That’s somewhere advisers may be able to help the small-plan clients—working in this market to look at fees, look at the underlying menu construction, and if the plan sponsor can’t go custom for TDFs, the adviser can help them shop around and get something proprietary but still low fee. Those products already exist in the marketplace today.”

One area of agreement for Jacobs and Gilliam is that investment providers that can offer outcome-specific portfolio solutions at a reasonable price will excel in serving ERISA clients.

“People need portfolios to solve for higher-income demands in retirement, for example, while carrying lower tail risk due to the dangers of investment loss in the years after you stop making contributions,” Jacobs says. “Many of these people are thinking, ‘I hope I live another 30 years, so I know I need to have exposure to the equity market, but I don’t want to outlive my money’—that’s the challenge.”

Managing Risks for DC Retirement Plans

Defined contribution retirement plan sponsors are subject to many risks, which ultimately put a company’s reputation at risk, experts at Sibson Consulting note.

Defined contribution (DC) plan sponsors are subject to many risks, including vendor-management risk, financial risk, administration and compliance risk, plan design risk and reputational risk, according to the authors of a Sibson Perspectives article.

Vendor-Management Risk

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Defined contribution plans use many vendors, including recordkeepers, investment managers, banks and legal counsel. The authors of “Mitigating Risk in DC Retirement Plans: The Time to Act Is Now” say plan sponsors need to thoroughly vet new vendors and develop a process to monitor all vendors on an ongoing basis.

One thing the authors suggest is a rigorous administrative audit of the recordkeeper every three years. This should include a careful review of the vendors’ annual SSAE 16 reports, trustee and custodial reports, ratings agency reports and analysis of actual plan administration compared with the requirements contained in the plan document.

Rick Reed, vice president and defined contribution practice leader with Sibson Consulting in Boston, who co-authored the article with Pirie McIndoe, Sibson vice president and defined contribution practice director, tells PLANADVISER this administrative audit is different from a request for information (RFI) or a request for proposals (RFP). With an RFP, a plan sponsor is taking its plan to market to see if it should hire a new vendor, but with an administrative audit, the plan sponsor is looking to see that all parties involved in plan administration are communicating well with each other.

For example, Reed notes, a plan sponsor’s human resources (HR) and payroll departments may not be communicating well about the definition of compensation to be used for plan contributions or nondiscrimination testing purposes. HR may be communicating to employees and other departments that compensation as defined by the plan is one thing, while payroll may have a different compensation coded in its system. If this incorrect data is passed to the plan’s recordkeeper, the plan will have compliance issues.

“Many plans must perform an audit with their annual Form 5500 filing, but that’s not enough,” Reed says. “That audit only reconciles plan assets, but an administrative audit makes sure there is data integrity and the plan is being administered according to the plan document.”

Financial Risk

The Perspectives article points out that improper administration of a defined contribution plan can drive up costs. Higher costs from inadequate retirement readiness and/or Internal Revenue Service (IRS) or Department of Labor (DOL) penalties represent preventable financial burdens. Moreover, as recent litigation has demonstrated, retirement plan fees that are too high, that are collected inequitably or that are not transparent enough can result in significant legal fees and settlement costs.

To reduce financial risks, the article suggests that plan sponsors take four steps:

  • Set up a custom charter to guide the retirement committee in the administration and oversight of the plan and ensure ongoing compliance and improved fiduciary governance;
  • Review all fees and benchmark them on an ongoing basis to ensure the plan and its participants pay reasonable fees for the services provided;
  • Recognize that plan fees should be allocated equitably among the participants; and
  • Document policies and procedures to ensure accurate ongoing administration of the plan.

On the point of fees being allocated equitably among plan participants, Reed explains that, traditionally, fees have been paid by plan participants through investments. He adds that a stock fund has a higher fee than a bond fund, and an active equity fund typically has larger investment expense than a passive or index equity fund. Some investment expense goes back to the plan’s recordkeeper to offset administrative costs—referred to as revenue sharing. If one participant has assets in an index fund, that participant is not picking up as much of the recordkeeping expense as someone who is in an actively managed equity fund; it can be interpreted as an inequitable allocation of expenses, Reed observes. “An equitable allocation would be to strip out all revenue sharing and keep it clean by saying, for example, that everyone pays 35 bps [basis points] for expenses—taking variable costs by fund and saying everyone should pay the same amount,” he says.

Administration and Compliance Risk

Defined contribution plan sponsors do not always follow all the provisions of their plan document and investment policy statement (IPS), according to the Sibson Perspectives article. Many plans become noncompliant when they make impermissible loans or hardship distributions, exclude eligible employees, fail to replace investment options in accordance with the IPS or use the incorrect definition of compensation.

The article gives the example of a large technology firm vice president who was surprised to discover the company’s plan had several violations for delayed loan repayments and for allowing multiple loans—even though the plan had been amended to allow only one outstanding loan at a time. The correction process took more than half a year to complete and cost more than $60,000 after legal fees. Unfortunately, these errors were not discovered during the plan’s routine annual audit.

Initiating the start of payments on time in accordance with the recordkeeper’s loan amortization schedule would have avoided the delayed loan repayments. The recordkeeper had allowed multiple loans because it had never received a copy of the signed amendment from the plan sponsor that limited loans—a simple but costly mistake.

Reed says a plan sponsor should check at least annually to make sure all provisions of the plan document are being administered correctly. This may be a difficult goal, but it is also important for proving adequate monitoring of processes. “Because the plan document governs administration, if there is a discrepancy, the plan sponsor will have a compliance issue with the DOL,” he warns.

Plan Design Risk

A major risk for defined contribution plans is not meeting the goals of the plan for employees and plan sponsors. The Sibson article notes that if an organization’s DC plan fails to meet its goals, employees may not have sufficient retirement assets and, as a result, may delay retirement. In addition to having a direct negative impact on employees, this can hurt the organization when indirect ancillary costs—such as retention, recruitment and health care—rise. An unsuccessful plan also makes it difficult for the organization to hire and develop talent.

Retirement readiness of participants is the pinnacle of plan success, Reed says. He suggests plan sponsors use both qualitative and quantitative measures of success. “Qualitative measures include determining whether the plan is meeting the goals of participants and the plan sponsor, whether there are strong employee communications resulting in strong employee knowledge, whether there is strong plan governance in place and whether employees are engaged,” Reed explains.

Quantitative measures include participation rate, average deferral rate, reasonableness of fees, and proper asset allocation by employees. “Plan sponsors need numbers and want to be able to compare numbers, but they need to drill down more,” Reed contends.

Reputational Risk

Proper plan governance and administration, and making sure the plan is successful, can help to manage a plan sponsor’s reputational risk. Failing to manage all the other risks can lead to negative publicity when a plan is cited by the IRS or DOL or is sued by its participants for breach of fiduciary duties. The Sibson article points out that polishing a reputation after a problem has occurred takes time, effort and resources that are better deployed elsewhere.

“It would be nice to have a hierarchy of risks to manage, to be able to say one is more important than the other, but they are so interrelated,” Reed says. “If a plan has a compliance issue, there is a financial risk; a plan design issue can lead to a compliance risk. One is not more important than the other.”

He adds that if a plan sponsor implements best practices and uses the right experts to help in plan administration and compliance, it can address all DC plan risks at the same time.

The Sibson’s Perspectives article can be read here.

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