Description: This presentation is a panel discussion from the 1991 Annual Meeting of the Society of Actuaries, held October 20-23 in Toronto. Panelists share recent success stories and emerging opportunities using direct marketing techniques to profitably grow business. They discuss developing market-driven databases, applying the integrated marketing concept, marketing with individual specific consumer information, development of new market niches, and customized product offer design. Discussion from participants is included. From the Record of Society of Actuaries, Volume 17, No. 4B.

Description: 1992 SOA Regional Meeting, Chicago. This discussion is about direct marketing growth in the 1980s, sustaining the growth in the 1990s, regulatory constraints in the 1990s, impact of continuing production cost increases, new product designs, and declining response rate.

Description: Presented at October 1985 Annual Meeting. This session discussion is about marketing opportunities, marketing techniques, product selection and design.

Description: Panelists discuss the history and background of agent-owned reinsurance companies [AOCs], their impact on attracting producers and improving experience, and applications for corporate distribution groups. From the 1987 Record of Society of Actuaries, Vol. 13, No. 2.

Description: This report is based on simplified issue [SI] products sold during 2004 but introduced before 2004. Twenty-seven companies responded, covering 48 products.

Description: This report helps to identify key socioeconomic trends influencing the need and demand for the industry's products and services, and how these trends will influence marketing methods.

Description: Discusses prepaid legal service, auto clubs, credit security, add-ons, upgrades, and cross-sell. From the 1988 Record of Society of Actuaries, Vol. 14, No. 2.

Description: This article offers ideas on how to simplify the sale of life insurance over the internet.

Description: This 1978 session focused on persistency and agent retention. Questions addressed: 1. What are the current industry practices and experience with regard to the recruiting, training and retention of agents? 2. Are there ways of building the marketing system that can ease the cost impact of loss because of terminated agents? 3. To what extent are agents directed to markets that will allow them to survive ? 4. Are policy persistency studies valuable in helping general agents and managers identify poor markets? 5. Are persistency studies made that relate to the profile of the insured, in addition to relating to policy characteristics? 6. What uses are made of persistency data by agency to improve results? 7. How effective are persistency incentives in compensation plans for agents and home office field management?

Description: The article offers a discussion about future products, distribution, insurance laws, and contracts. Some ideas might not be possible today, but it is offered as food for thought.