Description: The panel discusses arrangements that are being adopted to finance agents and agencies, the value of annualized commissions and agency statistics for measuring the performance of individual agencies. From Transactions of Society of Actuaries 1959, Vol. 11, No. 29 AB.

Description: Chairman’s corner addressing the many recent external events which have impacted the level of trust in the insurance industry and how this affects product and marketing success for the industry.

Description: This paper looks at policy plans, provisions and benefits and the changes that occurred in the distribution of sales by plan, and if it is desirable to have different nonforfeiture values for standard and substandard business. From Transactions of Actuaries 1960, Vol. 12, No. 33.

Description: This article discusses problems with life insurance sales illustrations. Potential abuses include use of unrealistic interest rates, projection of mortality improvements, elimination of loads after the 15th year and bonus crediting after the 15th year.

Description: Actuary of the Future Section session recap covering market research.

Description: This article is about how to get the attention of consumers when they are inundated with material throught the various media.

Description: A list of activities involving the Marketing and Distribution Section of the SOA.

Description: Panelists discuss various aspects of lead generation, including database development and management, market segmentation, and marketing techniques. From the Record of the Society of Actuaries, Vol. 23, No. 3.

Description: Author cites examples of benefits of smaller companies.

Description: This article summarizes a presentation for the Professional Insurance Marketing Association PIMA discussing the need to better understand the direct marketing customer in order to be successful.