Apparently the folks at American Express Financial Advisors(www. americanexpress.com/advisors) have some lofty goals. They'redeploying the Trilogy Distributor Management System (www.trilogy.com) to a network of10,000 advisors to increase the flexibility of their distributorrelationships.

American Express Financial Advisors selected Trilogy DMS topower its flexible compensation models for the agent network, andhas implemented the first phase for structure changes and tosupport distribution channel growth. Accenture (www.accenture.com) helped Trilogydeploy the solution. (For more on Accenture and Trilogy, see theEditor's Note, page 4.)

The big picture includes implementing variable compensation andbusiness process models that support competitive pay, retain andmotivate the sales forces, and are easily understood. Thebrowser-based app's features include rapid addition of newdistribution channels, enhancement and development cost reduction,and distributor cash flow tracking.

"The ability to implement flexible, industry standardcompensation programs is an important step in helping financialservices organizations increase the value derived from theirdistribution channels," said Marc Surplus, vice president offinancial services at Trilogy.

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