In this edition of “Conversations with Cannex,” we interview John Faustino, Head of Broadridge Fi360 Solutions, about the growth of in-plan lifetime income and our work together in the Lifetime Income Consortium (along with Fiduciary Insurance Services). In addition to leading Broadridge Fi360 Solutions, he is product manager for Matrix, a custodian that supports many recordkeepers. John talks about why this is the right time to join forces on education and an evaluation framework to help plans adopt lifetime income options—and why it makes sense for this to be a commercially driven effort.

Here are some quick clips from the interview you may find interesting:

John’s Pet Peeves with Annuities

Fi360 Commitment to Lifetime Income

Why Is This the Right Time for In-Plan Income?

The link for the full interview:
Conversations with Cannex: John Faustino (full interview)

If you want to read a snapshot of the highlights, here is a
Q&A summary of the interview (PDF)

In this edition of “Conversations with Cannex,” we interview Elliott Shifman, consulting actuary, about innovation in annuity design and product development. After more than 25 years in the industry in various senior management roles, he has developed a broad view of insurer practices around annuities and key trends. In this conversation, Elliott discusses the details of pricing of fixed annuities and how insurers are using offshore reinsurance.

Here are some quick clips from the interview you may find interesting:
Can an Investor Build and Manage their own FIA?
How Do Carriers Manage FIAs and Determine Rates?
The link for the full interview:
Conversations with Cannex: Elliott Shifman (full interview)
If you want to read a snapshot of the highlights, here is a Q&A summary of the interview (PDF)
To learn more about Elliott, visit his LinkedIn profile

In this edition of “Conversations with Cannex,” we interview David Lau of DPL Financial Partners about making annuities successful with registered investment advisors (RIAs). He discusses his career creating and marketing efficiently administered low-cost annuities and his reasons for founding DPL, which delivers a wide range of annuities and some other insurance to these advisors. Traditionally, RIAs are resistant to annuities and have been slow to adopt them broadly though David and others see opportunity, especially in the face of current client needs and the economic environment.

Here are some quick clips from the interview you may find interesting:
David’s Pet Peeves About Annuities
Adopting Annuities in a Fixed Income Portfolio

The link for the full interview: Conversations with Cannex: David Lau (full interview)

If you want to read a snapshot of the highlights, here is a
Q&A summary of the interview (PDF)

To learn more about David, visit his LinkedIn profile or visit DPL’s website

In this edition of “Conversations with Cannex,” we interview Tim Paris of Ruark Consulting about policyholder behavior, the choices that annuity buyers make around using living benefits. Tim describes how annuities have changed so that policyholder behavior has become a critical element of pricing and risk management for insurers. He also gives some insights into past mistakes and what we have learned about differences among annuity owners.

Here are some quick clips from the interview you may find interesting:
Do Deferral Bonuses Change People’s Behavior?
Why Do Annuity Assumptions Matter so Much?
Here is a link to the full video:
Conversations with Cannex: Tim Paris
If you want to read a snapshot of the highlights, here is a
Q&A summary of the interview (PDF)
To learn more about Tim Paris, visit his LinkedIn profile
Learn more at Ruark Consulting

In this edition of “Conversations with Cannex,” we interview Jay Charles from Luma Financial Technologies about the role of FinTech in the world of annuities. Jay highlights how financial professionals will be able to pinpoint the ideal solutions from a large array of products to give the client the client the best outcome.

Here are some quick clips from the interview you may find interesting:
Using Technology to Understand and Configure Annuities
Pet Peeves with Common Objections to Annuities
COVID Impact on Advisor Use of Technology
Here is a link to the full interview:
Conversations with Cannex: Jay Charles
If you want to read a snapshot of the highlights, here is a Q&A summary of the interview (PDF)
To learn more about Jay Charles, visit his LinkedIn profile Learn more about Luma Financial Technologies at their website LumaFintech.com

In this edition of “Conversations with Cannex” we interview life and annuity expert Bobby Samuelson, President of Life Innovators, LLC. He breaks down how insurance companies price their annuity products to successfully manage retirement risk, and why he thinks some carriers aren’t charging ENOUGH for their annuities.

Here are some quick clips from the interview you may find interesting:
Annuity Fees: Where Does the Money Go?
Are Annuity Fees Worth it?
Annuities Without Fees are not Free!
Why Do Certain Annuity Concepts fail?
How Do You Price an Income Benefit?
Should Insurers Take on Less Investment Risk?
Is the Annuity Industry Straying from its Core Value?
Here is a link to the full interview:
Conversations with Cannex: Bobby Samuelson
If you want to read a snapshot of the highlights, here is a summary of the interview
To learn more about Bobby Samuelson, visit his LinkedIn profile

In our first interview, we speak with Laurence Black about some interesting facts and trends with the design of indices used inside Indexed Annuities. Laurence is the founder and CEO of The Index Standard which provides ratings, insights and forecasts for the various indices used in structured products as well as annuities. The interview also covers a comprehensive overview of today’s index market (it may look very different than you think) and what is driving development.

Here are some quick clips from the interview you may find interesting:
Index Design Trends for Fixed Income
What Makes for a Well Designed Index?
Did You Know that the S&P 500 is an Active Index?
Full Interview: Conversations with Cannex: The Index Standard
You can also access a written summary of interview to read a snapshot of the highlights, here:
Conversations with Cannex: The Index Standard (Summary)

To learn more about Laurence Black and the Index Standard, visit www.TheIndexStandard.com

Description: This session brings together two experts to discuss their approach to treasury management in the Canadian banking industry, and further explores the challenges of managing the balance sheet through some unprecedented times, particularly the 2007-2008 credit crisis and now COVID-19.

Click here to replay webinar

Panelists’ Bios:
DOUG ADAMS
Founder of Treasury & Balance Sheet Management Inc.
Born in Etobicoke, Ontario and graduated from University of Alberta with a BSc. (Mathematics) in 1985 and from McMaster University with an MBA in 1987.
Doug’s finance career started out programming option arbitrage models as an independent contractor for two Toronto merchant banks. Doug then joined Yield Management Group in 1989 as a financial analyst and was soon promoted to portfolio manager.
In 2002, Doug left YMG with three others to form the investment counseling firm The Asset/Liability Management Group and grew the business to have over $2.5 billion of assets under management while also running a successful consulting practice.
Doug and another partner left A/LMG to join their client Canada Trust to run their Treasury. Doug joined Canada Trust as Assistant Treasurer and was promoted to Treasurer within two years. Upon the acquisition of Canada Trust by TD Bank, Doug became part of the senior executive of TD’s Treasury with primary responsibilities for the Treasury middle office and risk measurement/management.
Upon the acquisition of Canada Trust by TD Bank, Doug became part of the senior executive of TD’s Treasury with primary responsibilities for the Treasury middle office and risk measurement/management. While at TD Bank, Doug was brought in by CMHC as a key architect in the design and creation of Canada Housing Trust and the Canada Mortgage Bond program.
Doug left TD in 2002 to return home to Edmonton to begin raising a family. TBSM was formed when multiple old clients / contacts reached out to Doug for assistance in the management of their Treasury operations. Joel Nattrass joined TBSM in 2010 to retool the software platform (Doug is now a fossil in software terms!). Doug and Joel have continued to grow TBSM to its current state of 14 clients (9 OSFI regulated banks, 1 credit union, 1 large provincially regulated FI, 2 leasing companies and 1 large private lender). The nine professionals at TBSM are split between client management/financial analysis and software development.
Doug is married and has three daughters (one in university and two in high school) and mostly enjoys family time.

GORD MOONEY
President, General Bank of Canada
Gord was born in Winnipeg, and graduated from Red River College, Business Administration in 1977.
In 1977 Gord moved to Edmonton to start a career in financial services with Guaranty Trust, specializing in in heavy equipment financing, auto finance, and real estate lending.
In 1988 Gord moved to ATB Financial as an Account Manager, where his first account was a major automotive group. During his time with ATB, Gord assumed increasing responsibilities including Branch Manager, General Manager Small Business, Vice President Credit, and finally Sr. Vice President Personal and Business Banking, responsible for all Branch, mobile and electronic sales channels.
In 2005, that first ATB account founded General Bank of Canada. Gord joined GBC at its inception as employee #3, and has since overseen all aspects of sales distribution, risk management, deposit gathering, technology partners, administration, customer service, and expansion into commercial lending in 2015. As retirement approaches, Gord is more focused than ever on ensuring that the bank has a solid foundation in risk, compliance, and treasury management, to support GBC’s Vision of “Building a Bank that can stand for Generations”.
Gord is an active supporter of the United Way, having been Executive Sponsor while at ATB, and a founding member of the Edmonton Major Gifts Committee in 2007. More recently, GBC won the 2015 Small Business Award of Distinction for its employee campaign.
Gord is an avid cyclist and recreational golfer, loves to travel (When not restricted by Covid) and spend time with his family.

Description: This session explores how the pandemic crisis has influenced investor and advisor preferences for different investment products, how money has been allocated and reallocated across risk profiles and what deposit-takers and wealth managers could expect in the near future and in the longer term.

Click here to replay webinar

Presenter Bio:
Carlos Cardone
As the Senior Managing Director at Investor Economics, an ISS MI Business, a premier Toronto consulting firm specializing in the financial services industry, Carlos Cardone leads a team of 14 professionals heavily immersed in the research of investment funds globally, deposit products and Canada’s wealth market. He is one of the key contributors to the Household Balance Sheet Report, a research service that tracks (and forecasts) the financial holdings of Canadian households.
With his team, Mr. Cardone is responsible for the Insight Report, which focuses on investment funds; SIMFUND Canada, a web-based decision-making tool for mutual fund companies; the ETF and Index Fund Report and the Deposit and Fixed Income Advisory Service among other research services. Mr. Cardone also leads Investor Economic’s global research service, which tracks developments in the investment funds industry, distribution and regulation in Europe and Asia.
Mr. Cardone joined Investor Economics in 2004. Trained as a market analyst, he has several years’ experience in the automotive industry in South America. He graduated from the Social Sciences School, University of Buenos Aires, in Argentina. He is a native Spanish speaker, and as you might anticipate, a soccer fan.