Talked to two major Recordkeepers this week and both of them said they are pricing their record keeping for plans with $20MM or more at a loss right now. What does that mean for the long term of 401(k) record keeping?

likeuplifting
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I completely agree they are pricing those plans at a loss. Empower and Fidelity are using that as a loss leader for additional services like rollovers. Their target capture rate is 70% of rollovers leaving the retirement plan.

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Interesting and shocking

Group plans 🤷‍♂️

I’m seeing this too. It’s the answer to some in acquisition mode. Instead of buying others out (like Empower is), some RKs are pricing ridiculously low and likely hoping to pick up revenue on managed accounts or rollovers.

Investment companies have been pricing their record keeping at a loss for years. They do this in order to get the assets and make their money on the investments. It’s a loss leader.

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