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Isa sales grow but IFA market share declines

Isa sales are picking up but IFAs are failing to capitalise, according to


data from Autif.


July Isa sales outstripped Pep sales in July last year, with net Isa sales


for July reaching £639m compared with £586m in June and Pep sales of £475m


in July 1998.


But IFAs saw their share of the market drop slightly from June. They took


34 per cent of the business in July compared with direct salesforces which


took 43 per cent.


In June, IFAs won 39 per cent of Isa business and salesforces accounted


for 37 per cent. The best-selling retail funds for July were in the UK


general bonds sector and the UK all companies sector.


More than half of the gross unit trust and Oeic sales were in these two


sectors.


Institutional investors piled their cash into the UK all companies sector


and Japan.


Worst-selling retail funds were UK money market and global equity & bond


while institutions steered clear of European specialist and UK smaller


companies.


Overall gross sales of unit trusts and Oeics reached £3.69bn in July,


which was slightly down on June&#39s figure of £3.73bn but ahead of July 1998


sales of £3.3bn.


Autif director of communications Anne McMeehan says there are signs that


inves- tors may be warming to Isas.


She says: “The continuing popularity of investment funds has resulted in


particularly good sales for the time of year. Securities Isas have enjoyed


their most successful month so far. It may be that investors, having taken


out a cash Isa, are now looking at their longer- term savings to the


advantage of investment fund Isas.”

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