Ita公司ú’公司的销售团队在LatAm Investors排名第一

Even the best investment research is of little value if it doesn’t make its way into the hands of clients. The task of delivering research in a timely manner — plus answering logistical questions and arranging meetings between investors and corporate executives — generally is directed by a firm’s sales force.

Which bank’s sales team outperforms all others when it comes to meeting the myriad needs of research customers? To find out, Institutional Investor asked participants in the2011 Latin America Research Team调查告诉我们哪家公司的整体销售团队最好。在一场势均力敌的竞争中，Ita以不到1个百分点的差距跻身前四名ú BBA在拉丁美洲销售团队中赢得了榜首位置，摩根士丹利位居第二，美银美林全球研究公司位居第三，瑞士信贷位居第四。这些结果是基于来自527名买方分析师和基金经理的回应，这些分析师和基金经理来自大约320家公司，这些公司总共管理着约4090亿美元的拉美资产。在拉美研究团队的调查中，大约80%的人投了票，代表了88%的买方机构，回答了我们关于该地区最佳销售团队的问题。

Three firms — BofA, Itaú and Morgan Stanley — appear in the top five in each ranking. Portfolio managers credit J.P. Morgan with providing the best Latin American equities and fixed-income research, but the firm tumbles to No. 7 in sales. BofA ties for second in research and takes third in sales; Morgan Stanley is No. 2 on both teams. The full list of winning firms on the Latin America Sales Team appears on the right.

Ita的Adam Cherry解释说：“客户正在寻找深入的股票研究，寻找能够显示对公司的深刻理解以及对盈利增长或多重扩张的潜在驱动力的洞察的角度。”ú’s驻纽约，北美机构投资者股票销售主管(该公司还在伦敦拥有一支由马克·芬顿（markfenton）领导的团队，为欧洲、中东和亚洲的客户提供服务，还有一支团队总部设在美国ã由卡洛斯·马吉奥利（Carlos Maggioli）执导的《圣保罗》（Lo Paulo），为拉丁美洲各地的客户提供服务。）“他们对Ita特别赞赏ú’“我们在研究和销售电话方面的本地优势。”亚博赞助欧冠

确实如此。”Ita公司ú BBA的销售团队由Carlos Maggioli领导ã一位客户说：“圣保罗和纽约的亚当·切里（Adam Cherry）将巴西最活跃的银行和经纪人的本地业务与纽约和伦敦的全球业务结合在一起。”作为一名驻巴西的投资组合经理，我设法了解全球投资者的想法。此外，他们还可以处理大量信息，并根据我的需要进行定制—绝对是顶级研究小组的顶级销售团队。”

One U.S.-based hedge fund manager agrees. “Itaú BBA has become one of the institutions that we consider to be a go-to,” he says. “Their sales coverage is second to none, with a team environment whereby there is coverage even when the main person is out of the office.”

摩根士丹利(Morgan Stanley)的客户同样的热情about that firm’s sales team. “They respond promptly to any request I send their way,” applauds one Brazil-based portfolio manager. “Be it a meeting with an analyst or a company, they always get it done very quickly.”

Dario Lizzano, Morgan Stanley’s New York–based head of research and sales for Latin America, oversees offices around the globe to meet the needs of clients who invest in the region. “In equities we have 14 salespeople fully dedicated to Latin America — five in New York, three in London, two in Mexico and four in Brazil,” he says. The firm also has a three-person equity derivatives sales team based in São Paulo, he adds.

“Clients first and foremost need to get great investment ideas based on solid fundamental research,” Lizzano says. “They need salespeople to understand their needs and investment profiles, as well as somebody who can put the broker resources at the service of the client. In addition, they need somebody who can help them understand how global fundamentals will affect countries, markets, sectors and companies in Latin America. Morgan Stanley’s strategy in the region is to complement our strong global franchise with a very strong local presence.”

瑞士信贷也采取了类似的策略。该公司的经纪、研究、销售和交易业务都集中在一个管理集团之下，由艾默生·莱特（研究）和爱德华·韦弗（销售）共同领导，两人的总部都设在美国ã圣保罗。Weaver说，这个由10名成员组成的销售团队由4名代表组成，他们分别为美国和欧洲及拉丁美洲的客户提供服务我们也有一个专门的拉坦股票衍生品部队的两个人在Sã“圣保罗，”他补充道。

Clients are impressed. “The person in charge of our account sends us a daily e-mail in which he summarizes not only the main points of the day but also all the research that came out that day and the day before,” explains one Brazil-based fund manager. “This is very helpful as it reduces the time we spend going through reports, reading only those that really add value to our investment decision making.”

该公司的销售人员不仅仅是提供研究和向分析师提供问题和答案。”瑞士信贷（creditsuisse）一直在与公司管理层组织多次集体会议，包括早餐、午餐和一对一会议他们总是很有帮助的。”

Picking the Team

为了挑选机构投资者成立拉丁美洲销售团队的成员，我们亚博赞助欧冠邀请了2011年拉丁美洲研究团队调查的参与者，列出他们认为在该地区拥有最好销售团队的四家公司。

我们收到了来自约320家公司520多名买方分析师和基金经理的回复，这些公司总共管理着约4090亿美元的拉美资产。在研究团队调查中，大约80%的人投了票，代表88%的参与买方机构，回答了我们关于最佳销售团队的问题。

We weighted votes by a respondent’s Latin American equity assets under management and by the place awarded (first through fourth). The names of those surveyed and the institutions they work for are kept confidential to ensure their continuing cooperation. Voters are required to meet eligibility requirements, and all ballots are subject to review.

《2011拉丁美洲销售团队》由资深编辑塔克·尤因、副编辑丹尼斯·霍格特和Sã总部位于圣保罗的研究员米琳娜·马佐拉·莫雷蒂（milenamazzola Moreti）在总编辑托马斯·W。约翰逊。