Description: This article looks at the question, Should the direct mail marketer sell products until the point at which the cost of the NEXT sale exceeds the marketing allowance for the product or until the point at which the AVERAGE cost of all sales exceeds the marketing allowance for the product?

Description: This session at the SOA 1998 Maui I Spring Meeting presents the concept of marketing to current policyholders, the benefits of such, and a model for success.

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

Description: Panelists discuss various aspects of lead generation, including database development and management, market segmentation, and marketing techniques. From the Record of the Society of Actuaries, Vol. 23, No. 3.

Description: This article discusses customer lifetime value CLV programs for insurance companies and their benefits.

Description: This article is an overview of an SOA seminar on using predictive modeling and other quatitative approaches for evaluating direct marketing programs.

Description: Panelists discuss how product design, premium-rate development, and marketing methods are being used to win the allegiance of an aging U.S. senior market to a carrier's brand. They talk specifically about the Medicare Supplement market, the long-term-care [LTC] market, and travel-cancellation insurance. From the 2002 Record of Society of Actuaries, Volume 28, No. 3. Session 135PD of the Boston Annual Meeting.