Description: This article discusses Promotional Cards, how they have become an integral part of so many direct mail marketing programs, and how new technology offers new options for these cards.

Description: Discussion of the selling of life insurance to the middle income market through banks and with the support of new technologies and underwriting processes.

Description: These are the appendices to a report summarizing the results of a Delphi study to identify and debate possible new approaches or Blue Ocean Strategies to acquiring business by life insurers.

Description: This report summarizes the results of a Delphi study to identify and debate possible new approaches or Blue Ocean strategies to acquiring business by life insurers. Appendices are included.

Description: This discussion reviewed: A. Measures used by smaller companies to deal with below average policy persistency rates, B. The extent to which smaller companies issue policies with little to no retention for their own accounts, C. The extent to which new lines of insurance, such as accident and sickness, and changing distribution of business by line, plan, or age, have caused reconsideration of qualification bases for agency convention and honor awards.

Description: This is the first article in a four-part series. In this series of articles, analysis of the U.S. life insurance industry's customers, products, distribution system and regulatory and tax environment will be given. This first part of the series focuses on the customer and the changing product mix of the life insurance industry.

Description: Chairman’s corner addressing the many recent external events which have impacted the level of trust in the insurance industry and how this affects product and marketing success for the industry.

Description: Panel discussion session examining individual retirement account competition including products offered by banks, stock brokerage firms,mutual fund companies, and insurers. Discussion of market share of each type of financial institution in the IRA market.

Description: This is an article about single women and marketing to them.

Description: This article discusses the benefits of online insurance sales and how it is another form of direct marketing.