Description: Discussion of ways direct marketers have beaten recessions in the recent past and suggestions for beating this recession.

Description: Letter from the editor.

Description: This article summarizes a recent session at an SOA meeting that presented tips on improving and speeding the product filing process.

Description: Read the July 2020 issue of NewsDirect published by the Marketing & Distribution Section. Newsletters provide practical information for the working actuary, articles on trends that impact sections and news about section activities.

Description: Feature article clarifying terms used in life insurance distribution

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: This article explains the benefits of cross-selling, especially in the middle market, and how it can improve customer retention.

Description: This is an article adapted from LIMRA's 'Is There Magic in the Middle Market'? - a survey exploring the financial security needs of the middle market and the need and role of life insurance in meeting those needs.

Description: Article discussing a research project to determine the risk selection efficacy of e-underwriting in conjunction with the use of e-data such as MIB, MVR and prescription med history.

Description: Feature article discussing how the insurance industry can better serve the middle income sector. The author cites LIMRA's latest study on personal ownership of life insurance which reveals an under-served and poorly served market. Improvements in marketing, distribution, and the issue process are the keys, in the author's opinion to improvement.