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From an RIA custodian that gives away the actual custody services, trading, and execution for free (and gets paid for its technology platform instead), to model management software that makes it feasible to buy index ETFs (or factor-weighted smart beta, or portfolios with SRI tilts) without the need for a mutual fund or ETF itself, and even the possibility that in the future some financial advisors might stop charging for investment management altogether and instead charge fee-for-service financial planning and “give away” the investment management services for free!

Ultimately, the challenge of disruptive cross-subsidy models is that they still require finding who is willing to pay for a key component of value, potentially at a cost that is far higher (or at least far different) than what he/she was accustomed to previously.

Although such disruption is perhaps most commonly seen in the technology industry.

Such as when Google disrupted Garmin and other in-vehicle GPS navigation devices, by giving away a (superior) Google Maps product for free…

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The distinction, however, is that a straight bps-for-custody model reduces many of the other conflicts between RIAs and their custodians, from the pressure to keep cash on platform, to fighting about the cost of ticket charges (which should vanish entirely in a bps-for-custody model), to the ability to get the lowest cost version of funds (e.g., DFA funds without ticket charges, Vanguard ETFs without shareholder servicing fees, or American Funds F-3 shares).In other cases, it’s simply because it’s a new solution that consumers aren’t yet accustomed to paying for.In fact, often some of the most disruptive business models are the ones that succeed through the use of cross-subsidies – giving away “for free” something that consumers were previously paying for, because there’s an opportunity to make money in other ways instead.In some cases, this is a classic “loss leader” or “freemium” approach to marketing, dating back to when King Gillette famously gave away razors because he knew people would end out buying a lifetime of razor blade refills anyway – or in the model era, how wireless carriers give away low-cost or entirely free cell phones, that are ultimately subsidized by expensive data plans.In other situations, though, the model is not one of “loss leaders” – where a disruptive offering is given away for free because it’s expected to be profitable later – but a “cross-subsidy” model, where a solution is free and remains free because there is some aspect of the business that generates revenue.




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