Description: This article is a short summary of an essay on using microeconomics and Embedded Value concepts in evaluating direct marketing programs.

Description: Building on our previous newsletter article (“Who Sells and Distributes”), we continue here in our attempt to define and clarify sales and distribution terms that may be confusing or misunderstood. In this article, we focus on seller and distributor compensation, which includes payments to customer-facing sales experts and separate allowances for the entities supporting those experts

Description: This article discusses the growing interest in the Preneed market.

Description: This article takes a look at direct response marketing the associated costs, and the tools necessary to start building a company’s presence in this developing market.

Description: This articles looks at how life insurance companies can profitably address the middle market.

Description: This article provides a contemporary perspective of direct-to-consumer, defines what it is, and offers several considerations for D2C strategies.

Description: This article discusses Promotional Cards, how they have become an integral part of so many direct mail marketing programs, and how new technology offers new options for these cards.

Description: The author reviews trends in the advisor marketplace, a broader view than just traditional life insurance agents. He encourages life insurance companies to understand these trends to assure success in the future.