Japanese asset management companies that sell their funds through distributors are starting to return to the direct sales channel. Their direct sales initiatives are targeted at younger demographics such as recent college graduates, but capturing young customers is not easy. It requires customer journey mapping and micro-targeted marketing through such means as social media advertising, telephone contacts with customers and educational seminars.

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About the Author

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  Mitsuo Fujimoto

  Senior System Consultant

  Asset Management Systems Business Department