Description: This article describes New York Life's philosophy and approach to the use of the internet in selling life insurance.

Description: Overview of call center and digital sales platforms for the development of distribution strategy in the individual insurance market.

Description: This article discusses the use of product databases to increase response rates from direct mail campaigns. The concept includes renting name lists for a year, appending demographic information, and using a model to better target prospects.

Description: The Distribution Channels: Part 1 -- Agent Channels provides general information on agent distribution channels covering a high-level perspective of members and the pros and cons to insurers.

Description: Discussion of the findings of a survey conducted by Deloitte Consulting on the experience insurers were having with automated underwriting. This survey was solicited by the Society of Actuaries' Marketing and Distribution Section Council, the Product Development Section Council and the Committee on Life Insurance Research.

Description: This is the second installment of an article about using microeconomics and the concepts of embedded value to better manage and understand the profitability of direct marketing programs.

Description: This article looks at internet term sales results.

Description: In the face of declining response rates from direct mail campaigns, the author suggests use of the internet to generate leads will be much more efficient and successful.