Johan Elmquist is an easy man to talk to and the discussion is at full swing even before the food arrives to the table at Hava in central Uppsala where we are having lunch. ”It wasn’t that T.Rowe Price didn’t have any competition when it opened its office in Sweden some 15 years ago. But it was very different to the situation today,” he says. Working in institutional sales at T.Rowe Price between 2004 and 2006, Johan Elmquist remembers the time when meetings with clients were easier to come by and competition wasn’t as fierce as it is today.
“Today you have more companies with more resources and even the ones without local presence are more disciplined about how they cover the Nordic region,” he says, describing how he recently had a meeting with a big institutional investor in Norway who told him that he turns down most requests for meetings as it has become too many to handle. The investor instead does the initial work in databases and then invites a few selected managers to meetings. ”This of course makes the job of the sales staff more challenging. If you don’t already have a supplier-client relationship it isThe full article is only available to members
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