Description: This is the third and final installment of an article about using microeconomics and the concepts of embedded value to better manage and understand the profitability of direct marketing programs. The article illustrates how traditional asset share calculations are not appropriate in this case.

Description: In the face of declining response rates from direct mail campaigns, the author suggests use of the internet to generate leads will be much more efficient and successful.

Description: A basic overview of the life reinsurance market in Mexico. Including historical information regarding life insurance and life reinsurance premium. Briefly touches on the expected implementation of new solvency regulations and how this may affect the reinsurance marketplace.

Description: This article looks at internet term sales results.

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: The Actuary Vol. 22, No. 11. This is a debate regarding two approaches to Life Insurance Illustrations: The Range approach vs. the Current Scale approach

Description: This article looks at new point of sale technology and how it can assist in selling to the middle market.

Description: This article summarizes two sessions sponsored by the Nontraditional Marketing Section at a recent SOA meeting held in Washington, D.C. One session was about debt cancellation insurance and the other was about voluntary benefit plans.

Description: This article explains the benefits of cross-selling, especially in the middle market, and how it can improve customer retention.

Description: At least 60 percent of households are now on the Do Not Call list, the level of telemarketing is down, but it still remains an effective marketing channel for insurance companies.