Description: Presented at May 2002 Spring Meeting. Discusses industry trends in agent compensation with the intent of retaining and attracting the better performing agents and aligning incentives with desired behaviors, while placing the insurer in an acceptable financial position.

Description: This article covers measurement of key actions by presenting an approach to the analysis of direct-mail insurance solicitations.

Description: Discussion of what bank holding companies earned in insurance brokerage fee income in 2008.

Description: This discussion seeks to determine if: 1. Is there justification for paying higher rates of commissions to experienced agents? 2. Is grading of commission rates by size of policy appropriate for Ordinary insurance? 3. In what ways have normal commission scales been modified in connection with the sale of permanent insurance on the minimum deposit plan? 4. What practical methods are available to maintain consistency between the levels of commission payments for pension plans funded by means of individual policies and group annuities?

Description: This report summarizes the results of a Delphi study to identify and debate possible new approaches or Blue Ocean Strategies to acquiring business by life insurers.

Description: From a panel discussion session at the Spring regional meeting of the Society of Actuaries held in Atlanta, Georgia, May 24-25, 1999 Panelists discuss two of the measurements actuaries are using to evaluate direct response products: customer lifetime value and embedded values.

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.

Description: This article is a summary of a session at the SOA 1997 Annual Meeting that focused on opportunities for selling insurance and annuities through banks.

Description: This discussion at the SOA 1968 Philadelphia Regional Meeting looks at research on agency operations and actuarial involvement.

Description: Research managers from prominent non-traditional marketing companies discuss: Structure and composition of research units, methods currently used to conduct research, and specific examples of activities. From the 1988 Record of Society of Actuaries, Vol. 14, No. 2.