How one fund manager tries to break in

Taking on incumbent fund managers isn''t easy, but changing times let firms like First State wedge their way into Asia.

It is common wisdom these days in the funds management business that a house must either have a niche specialization that forces distributors and consultants to seek it out, or it must be big, have a famous name and be able to provide every portfolio strategy under the sun. If you're not a boutique or Fidelity, then it will be difficult to win consultant recommendations or get on a distributor's shelf.

Mid-sized players trying to make a name...

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