Description: This article discusses the use of product databases to increase response rates from direct mail campaigns. The concept includes renting name lists for a year, appending demographic information, and using a model to better target prospects.

Description: This article looks at the attitudes of insurance companies toward using technology for assisting in sales and marketing of insurance.

Description: This article is a review of the book, Insurance Coverage for All...And How Insurers Can Afford To Provide It, by Maria Thomson. The book focuses on the lack of penetration by life insurance companies into the middle market noting the issues and providing suggested solutions.

Description: The NAIC's 'Life Insurance Illustrations Model Regulation,' which goes into effect on January 1, 1997, is largely a response to the perceived misrepresentations in life insurance illustrations, of which vanishing premiums is a notorious example. From an actuarial perspective, this state of affairs presents an interesting challenge. Rather than disallowing illustrations of risky contracts, why not develop an illustration for potential policyholders which adequately conveys the essence of these contracts and their probabilistic nature. The purpose of this paper is to discuss some preliminary observations related to the development of such illustrations.

Description: This article gives an overview of the worksite marketing/volutary products market and addresses the pros and cons of this marketing approach.

Description: This panel discussion lookas at various marketing distribution systems for life insurance including structure, compensation, and profitability.

Description: This session at the SOA 1962 Jacksonville and Chicago Regional Meetings focuses on the sales results for pension trust and profit sharing plans. Also, the shift from Industrial to Ordinary sales and resultant mortality is discussed.

Description: Life insurers in the worksite market face some unique challenges. This session will discuss the valuation findings from a 2019 survey of worksite life companies. Topics will include: Implementation of VM-20 and 2017 CSO Reserving of combination life and health riders, such as chronic or critical illness riders

Description: Essay of using microeconomics and Embedded Value concepts to evaluate direct marketing programs.

Description: The purpose of the article is to discuss the benefits of small policy purchases by seniors, describe the market and distribution for these small face amounts of life insurance, and demonstrate the dimensions of the market.