Description: Building on our previous newsletter article (“Who Sells and Distributes”), we continue here in our attempt to define and clarify sales and distribution terms that may be confusing or misunderstood. In this article, we focus on seller and distributor compensation, which includes payments to customer-facing sales experts and separate allowances for the entities supporting those experts

Description: Now that small television screens are available on gas pumps, this article explores whether this is a good advertising medium for insurance.

Description: Bancassurance, the sale of life insurance through banks, has captured a large market share in Europe. This article focuses on the core problems that drive banks and insurers into cooperation, the competencies that make these unions work, and the challenges that must be overcome to make bancassurance a success.

Description: This article discusses the differences between insurance direct marketers and actuaries and the similarities on which they can build.

Description: This article offers an overview of the preneed market, its products and pricing.

Description: This article looks at internet term sales results.

Description: This article is about how telemarketers can incorporate technology to assure compliance with Do Not Call lists.

Description: Article reporting the results of interviews/surveys on the level of success companies were having with automated life underwriting.

Description: This article introduces The Product/Channel Directory, which provides the combination of products offered and distribution channels for over 200 companies.

Description: This is the second installment of an article about using microeconomics and the concepts of embedded value to better manage and understand the profitability of direct marketing programs.