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ecent and rapid changes in secu-rities trading have led to increasedfragmentation in the marketplace.To compete effectively in today’senvironment, buy-side traders must play abroader role than they have in the past. Traderstoday must go beyond execution to identify,access, and manage deep and diverse sourcesof liquidity to achievethe best overall resultsfor their clients. Successful traders have adaptedto this newenvironment by becoming skillfulliquidity managers,leveraging the increasingnumber of sophisticated liquidity managementtools and technologies to help maximize their total performance, respond to shifting marketstructurechallenges, and meet their objectiveswhile streamlining workflow efficiency.
BASIC INVESTMENT OBJECTIVES
Within this sea change in technologiesand trading practices, basic investment objec-tives have remained constant. What haschanged dramatically is the environment inwhich a trader transacts and executes. Toachieve the best possible investment objectivestoday, traders must have knowledge of, as wellas the ability to manage,available liquidity.This involves not only taking advantage of thesophisticated liquidity management technolo-gies being developed and disseminated on acontinual basis, but also mastering them effec-tively in a complex global marketplace.Successful traders are looking for toolsto help them access more dark liquidity,reducemarket impact, and minimize expo-sure. Optimal liquidity management offeringsinclude a rangeof sophisticated technologies— crossing engines, dark pools, sophisticatedalgorithms, advanced direct market access tools,innovativeexecution management systems,and performance measurement technology.Taken together, these components enabletradersto have more choice and control over their execution strategies while addressing cost,timing, performance, and market structurerequirements.
AN EVOLVING TRADINGMARKETPLACE
Beforethe advent of electronic commu-nication networks (ECNs) and other ATSs,the vast majority of trading volume took placemanually on the floor of traditional stockexchanges, such as the NewYork StockExchange (NYSE). As the speed, efficiencies,and cost savings of electronic trading becameapparent, trading moved increasingly off theexchange floor. Today, there are two major stock exchanges in the United States: TheNYSE and NASDAQ. The American StockExchange (AMEX), National Stock Exchange,Chicago Stock Exchange, ISE, Chicago BoardEquity Exchange and Philadelphia StockExchange are all competing to be number 
Beyond Execution:
The Changing Role of the Trader in a Liquidity Management Environment 
G
ARY
A
RDELLAND
 J
OSEPH
C
ANGEMI
G
ARY
A
RDELL 
is managing director andhead of financialengineering and advancedtrading solutions (FEATS)at BNY ConvergEx Groupin New York, NY.
gardell@bnyconvergex.com
 J
OSEPH
C
ANGEMI
is managing director andhead of electronic sales atBNY ConvergEx Group inNew York, NY.
 jcangemi@bnyconvergex.com
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three. The NYSE and the AMEX are the only floor exchanges; the others are electronic. Floor brokers nowhandle only 10% of NYSE-traded volume; all the rest iselectronic.Until just two years ago, the NYSE maintained itslong-standing market share of about 80% of trading inNYSE-listed stocks. Since then, dark pools and crossingnetworks have proliferated, causing the NYSE’s share of trading in its own listed stocks to drop to less than 50%.This extraordinary change in trading practices is oneof the driving forces behind the increase in liquidity frag-mentation, particularly over the past few years. In thisenvironment, the science of liquidity management hasbecome increasingly complex, quantitatively oriented,and computer driven. Intelligent, focused traders, how-ever, remain the critical factor in a successful liquiditymanagement equation.
LIQUIDITY MANAGEMENT: THE NEWBEST EXECUTION PARADIGM
Today, best execution depends on the ability to accessdeep sources of liquidity while adding performance,value,and cost efficiency to transactions. A keycomponent for achieving this new paradigm is algorithmic trading, whichcurrently is used to generate one-third of all trading activityin the U.S.and 40% of trades on the London StockExchange. The most advanced algorithmic strategiesdynamically adapt to market trends, enabling the trader to be more productive, have more control over execu-tion choices, and connect with other liquidity manage-ment technologies, such as dark pools and crossingengines, to optimize performance.Today’ssophisticated algorithms can be used to slicelarge orders into smaller sizes, often with the intention of hiding the size of these large orders from other marketparticipants—a technique known as “iceberging.” For momentum investors, “participating” algorithms can beused to ensure that a certain percentage of trading volumein a particular stock is captured. “Benchmark” algorithmscan be used to achieve specific benchmarks such as thevolume weighted average price (VWAP) or time weightedaverage price (TWAP) over a certain time period. Analgorithm may trigger a buy order on a certain percentageupward movement in a share price. Trades can be drivenwhen the spread between two stocks exceeds a certainamount, and they can even be generated by news events.Quantifiable events such as a company’s sales, net profit,or earnings per share can be e-mailed automatically inXML (extensible mark-up language) with tags aroundparticular figures so those figures can be read by algorithmsand instantaneously translated into stock trading orders.As the use of algorithms grows, trading is becomingfaster and more frequent. Daily trading volume hasincreased exponentially, and constant stock-price volatilityhas become a way of life. Product development continuesto accelerate as algorithms are developed to accommodateawide array of long and short strategies, multi-asset invest-ment portfolios, and the use of interest rate, currency,commodity, and credit derivatives. The next wave of algorithms will prove to be even more sophisticated andtrader focused, with such advanced features as embeddeddark pool seeking technology, true global reach, and moreprecise specialization for individual execution strategies.
DARK POOLS: UPPING THE LIQUIDITYMANAGEMENT ANTE
In many ways, algorithms are the answer to the ques-tion, “How can a trader do institutional size in markets opti-mized for retail trading?” With the evolution of the markets,often the best wayto work a one million shareorder is bydoing a few hundred shares at a time. Big computers andtrading algorithms make this possible. However, it is usefultoremember that, ultimately,this is a little likedigging aswimming pool one shovel full at a time—it is easy to arriveat the thought that there has got to be a better way. For thisreason dark pools were born. The dream is to match naturalorder with a natural contra order in the dark, without infor-mation leakage, gaming, or market impact. Not surpris-ingly, the reality is somewhat more complicated.
WHO NEEDS DARK LIQUIDITY—AND WHEN
Manytrading situations do not call for dark liquidity.Others virtually demand it. As we can see in Exhibit 1,whether dark liquidity is needed depends on whether thetrader is dealing with large cap, medium cap, or small capstocks (vertical axis), and the portion of average daily tradingvolume (ADV) that the trader is trying to buy or sell (hor-izontal axis). In the upper left, where the trader is dealingwith large cap stocks and not buying or selling more than5% of ADV, the open markets are perfectly satisfactory. Darkpools are not needed. But at the opposite end of the spec-trum, where investors are trading small and medium cap
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stocks, wherespreads aremuch wider and an order mightdemand a large portion of ADV,dark pools areessential.
UNDERSTANDING THE VALUEOF A GREATTRADER
Next, traders should appreciate the value of accessingliquidity well. Exhibit 2 illustrates the difference in per-formance between a great trader and a careless trader interms of market impact, measured in basis points. Marketimpact is shown on the vertical axis and the portion of ADVthat the trader is buying or selling is shown on thehorizontal axis. Both the great trader and the carelesstrader may be able to buy just 1,000 shares at the offer priceand both will haveto payan increasing premium as theamounts they try to buy increase, but as those amountsgrow larger, the disparity in performance between thetwo traders becomes apparent. Great traders know whichexchanges are geared to higher institutional rather thanretail volume and how to check for liquidity in dark pools,and therefore they minimize market impact as the volumetheybuy increases. Careless traders, who don’t know verymuch about how to prioritize and poll the various liquiditypools, tend to payahigher premium over the offer pricesooner as theytryto buy moreshares. In contrast, weseethe ideal situation represented by the bottom arrow, hov-ering just above the horizontal axis, where the trader encounters fortuitous market conditions such as a coun-terparty with a huge natural block and is able to executealarge trade with no market impact at all.
UNDERSTANDING THE VALUEOF DARK LIQUIDITY
Exhibit 3 helps the trader further understand the valueof dark liquidity,with market impact on the vertical axisand the portion of ADV traded on the horizontal axis. Wecomparethe trader’sresults, in terms of market impact mea-sured in basis points, among three hypothetical situations:trading in the open market, trading in the open market butalso having access to dark pool liquidity, and finding a nat-ural block cross. In the open market, the trader will pay apremium that grows at an increasing rate as the amount heis buying increases as a percentage of ADV. If he learns howto poll some sources of dark liquidity as partof his tradingroutine, with a little luck and skill his performance will
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