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: Author cites examples of benefits of smaller companies.

Description: This article discusses the changes in the marketing and distribution of lindividual life and annuity products. It highlights new distribution channels including banks, broker dealers, wirehouses and the Internet as well as fee-for-service financial planning.

Description: Discussion of the 1998 Generally Recognized Expense Table GRET and questions pertaining to the acceptable use of the GRET to demonstrate compliance with the NAIC Life Insurance Illustrations Model Regulation.

Description: Article from The Actuary, February 1972 – volume 6 - Issue 2 provides a recap of the Actuaries Club of New York meeting and the two panel discussions one on Consumerism and one on the Interest Adjusted Cost Method.

Description: Shares a historical summary of perspectives during significant philosphical changes covering the subject of “Price Disclosure and Cost Comparison.” The topic was extremely timely the NAIC having just concluded drafting its model legislation and the entire audience participated through a questionnaire-based opinion poll.

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.