Pacer Financial has $4.8 billion in assets under management, which is impressive, given that they’re less than five years old and are in an incredibly competitive industry. They recently gave an interview with ETF.com to talk about their growth.

ETF.com: What do you see as the firm’s core strengths?

O’Hara: No.1: distribution. No. 2: innovation. No. 3: An underdog’s insecurity about competition and wanting to win.

No. 1: Distribution

“Sales” has a negative connotation to it, but you can have the best product or service in the world, and without distribution, you don’t have anything at all. Now, you can have the best sales people and a mediocre product, and the customers will leave just as quickly as they came. The most successful companies marry great sales with great product.

Hit the link below for the whole interview.

Pacer Exploits its Edge