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Western & Southern Unveils Hybrid Wholesaling Model

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A subsidiary of Western & Southern Financial Group will start serving its existing broker-dealer relationships through a hybrid wholesaling model, the parent company disclosed today.

The move by the subsidiary, W&S Financial Group Distributors, Inc., Cincinnati, will lead to the company discontinuing its traditional face-to-face wholesaling to the broker-dealer channel. The company says it will rely instead on e-marketing and telephone communication.

While the company will no longer use an external sales force to conduct face-to-face wholesaler meetings with broker-dealer advisors, it will continue to meet their needs through the current hybrid model.

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Separately, Western & Southern Financial Group announced the sale of its subsidiary Capital Analysts to Lincoln Investment Planning Inc. The Philadelphia-based broker-dealer and registered investment advisor provides wealth management services to independent investment advisors serving affluent clients nationwide.

Western & Southern says the two announcements are not related.