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AITC aims to home in on IFA channel

IFAs are the “natural home” for selling investment trusts, according to the Association of Investment Trust Companies.

Speaking at the AITC&#39s Investment Trust Forum, director of education, sales and training Geoff Procter revealed that the second phase of the association&#39s marketing campaign, due to begin in January, will stress this IFA-focused message.

He said because of the often complex nature of collective investment schemes investors should seek professional independent financial advice.

At the forum, AITC technical director Ian Sayers said he believes the FSA plans to increase security warnings on the advertising of funds, bringing them into the main text of the ads rather than allowing them to be run in small print at the bottom.

He says this would be a boost for IFAs as investors seek advice to have these risks fully explained to them.

The AITC says IFAs have yet to embrace investment trusts fully, often because of their complicated nature, but expects this trend to be reversed as public awareness of the products grows.

Procter said: “Investment trusts have yet to find their natural home – the IFA. There has been a significant change in attitudes towards investment trusts by IFAs.

“The next phase of our marketing campaign will be clearly focused on pushing investors towards IFAs.”

Backing this message, Foreign & Colonial investments relations manager Simon Cordery says: “The IFA is a key distribution channel for the investment trust market.”

Cordery also promised the IFA-dominated audience inc reased support as the market develops. He said: “You are our distribution channel, you are our marketing channel. We will provide help.”

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