Description: This literature guide focuses on the distribution costs, especially the field compensation costs, that are incurred through the traditional general agency, branch office or brokerage structures for individual life, annuity and disability products.

Description: This discussion looks at the trends in the use of salary and other financing plans for new agents, steps taken to effect change to a commission basis after an introduction period on salary, and what steps are taken in starting new agents under present cost of living conditions.

Description: This discussion focused on looking at the immediate uses of the 1951 Impairment Study for the smaller company, the use of new technology such as punch card machines in an effort to reduce cost, methods of budget procedure, use of interim financial reporting and attendant issues such as interim period reserve computations, and problems with underwriting, commission accounting, or conflict with interests of own agents when small companies accept business from agents or brokers of other companies.