Description: This article looks at the question, Should the direct mail marketer sell products until the point at which the cost of the NEXT sale exceeds the marketing allowance for the product or until the point at which the AVERAGE cost of all sales exceeds the marketing allowance for the product?

Description: Chairperson’s column discussing the Marketing and Distribution Section initiatives.

Description: Presented at the April 1985 Spring Meeting. More agents are becoming independent. Discussion covers how to support and do more for them, and their impact on product design.

Description: 1999 SOA Annual Meeting, San Francisco. This is Table 1 Product/Channel Directory that is associated with Building Bridges with Session 136IF: Building Bridges with Alternative Marketing Methods

Description: This 1980 session was about the various distribution systems, trends in market share, relative costs, differences, major advantages and disadvantages of each, and the way in which these systems will be affected by change.

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

Description: 1993 SOA Annual Meeting, New York. This session is about financial service business: Who's selling what? Topics included: 1. Growth of fixed annuities as sold through banks and thrifts, stockbrokers, and other nontraditional sources. 2. What is the current of variable life and annuity products in the financial services business? 3. What does the future hold for variable products in financial services?

Description: Third in a series giving an overview of direct marketing.

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 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.