Description: This article discusses how publicly traded companies fail to realize their full potential due to a lack of clarity in identifying which shareholders they are trying to serve, especially when viewing short term versus long term goals.

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 article defines the distribution gap, customer's gap, and distributor's gap in the marketing and sales process. It offers solutions to close these gaps and therby create a more efficient distribution system that better meets customer's needs.

Description: Chairperson’s column addressing recent and planned activities of the Marketing and Distribution Section of the Society of Actuaries.

Description: This article summarizes a session at a recent SOA meeting that featured numerous short presentations on underwriting ideas. The focus was on areas such as, process improvement, improved underwriting information, middle market penetration, and organizational issues.

Description: Editor's column for the May 2019 issue of NewsDirect.

Description: This article discusses ideas for a long-term Customer Value Program.

Description: Task Force for developing a new credit disability table Executive Report Summary

Description: Part III of III Managing Non-Life-Insured Products Sold Through Auto Dealers covers Finance Reserve product

Description: This article describes New York Life's philosophy and approach to the use of the internet in selling life insurance.