Description: This presentation is a panel discussion from the 1991 Annual Meeting of the Society of Actuaries, held October 20-23 in Toronto. Panelists share recent success stories and emerging opportunities using direct marketing techniques to profitably grow business. They discuss developing market-driven databases, applying the integrated marketing concept, marketing with individual specific consumer information, development of new market niches, and customized product offer design. Discussion from participants is included. From the Record of Society of Actuaries, Volume 17, No. 4B.

Description: 1992 SOA Regional Meeting, Chicago. This discussion is about direct marketing growth in the 1980s, sustaining the growth in the 1990s, regulatory constraints in the 1990s, impact of continuing production cost increases, new product designs, and declining response rate.

Description: Presented at April 1985 Spring Meeting. This session discussed: Target Markets - true third party, fictitious trust, individuals, Media - mail, television, periodicals, Product choice and design.

Description: Presented at October 1986 Annual Meeting. This session discussion is about recent trends in direct response marketing. This discussion will be led by two prominent direct response marketing professionals. Their initial remarks will provide a contrast of the growth strategies of a large established direct response company with those of a smaller, more recent entrant into this increasingly competitive market.

Description: Discusses the purpose, membership, and many activities of the Non-Traditional Marketing Section, which was formed in 1984.

Description: 1993 SOA Spring Meeting, Boston. This session is about the marketing front, including demographic trends, impact on products, market research, market segments and distribution.

Description: 1993 SOA Annual Meeting, New York. This session was about defining lifetime marketing, a calculation of the lifetime customer value, and database marketing.

Description: This article presents an overview of the history and issues associated with penetrating the middle market for individual life insurance. Underwriting and marketing approaches are suggested. The potential role of the reinsurer is explored.