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.

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: From a session at a meeting of the Society of Actuaries held in San Diego, CA, June 22-23, 2000 A discussion of risk management issues of particular relevance for e-commerce insurance products.

Description: Presented at May 1986 Spring Meeting. This session discussion is about how the profitability of distribution systems are measured, differences in underwriting and mortality or lapse levels by distribution systems, the levels at which to measure profitability, should the profitability of individual producers be reviewed, the best ways to manage the financial aspects of different distribution, the effect of replacement or rollovers on distribution systems, and how the costs of distribution system development is handled.

Description: Updating relevancy of accidental death insurance for seniors

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

Description: This article describes some of the traditional profit measurement standards for direct marketing and then presents a more comprehensive and up-to-date foundation for insurance direct marketers and actuaries to use when reviewing individual direct marketing campaigns or total marketing programs.

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: Response to Life Insurance 2020 Foresight – A Call for Essays. An essay stating the author’s vision for the future of the life insurance sector. Some smaller companies might focus on smaller niche markets rather than compete with larger companies in the broader markets.

Description: 1999 SOA Annual Meeting, San Francisco. Presenters discussed ways in which nontraditional methods of distributing insurance products are continuing to evolve and offered their views on where that evolution may lead for the industry.