Description: Presented at May 19996 Spring Meeting. This session focuses on emerging compensation plans in the life insurance industry: levelized commissions, potential changes in NY regulations, compensation in alternative channels, salaried agents, innovative programs.

Description: Discusses some of the industry dynamics driving change in the industry distribution and compensation systems, the general-agency/career-agent system at MassMutual, the branch-manager and PPGA-like systems at Penn Mutual, and New York's recent letter on agent-owned reinsurance companies. From the 1988 Record of Society of Actuaries, Vol. 14, No. 2.

Description: This panel discussion examines marketing distribution systems, discussing the marketing problems and opportunities facing life insurers. From the 1977 Record, Vol. 3, No. 3.

Description: Presented at May 1996 Spring Meeting. Considers many ways product distribution might evolve in the future. Discussion compares traditional forms in place today with some expected and even some unexpected forms of tomorrow. The impact of distribution on product development and design is also explored.

Description: Chairperson’s column discussing the Marketing and Distribution Section initiatives.

Description: This literature guide focuses on individual life insurance distribution, with an emphasis on marketing operations which use the agency distribution system - although much of the material is applicable to direct response marketing.

Description: Panelists discuss the purposes of life insurance sales illustrations – for participating and non-participating products – and what use they really are to potential customers. From the 1988 Record of Society of Actuaries, Vol. 14, No. 2.

Description: The article is Part 1 of two articles that provide a case study for the development of a profitability and risk dashboard. The sample dashboard provides distilled information regarding actual to expected (A/E) ratios for key risks, agent quality scores and customer value scores. The dashboard would also provide the value of new business written, surplus strain, debit balances, and expected losses on debit balances at different levels, down to the agent level. A product mix index is provided, together with visual comparisons of key metrics to the company's business plan. The Part 2 article will add information to the dashboard regarding risk margins, target capital, and company value.

Description: Presented at May 1996 Spring Meeting. Discusses how marketers are pushing the distribution frontiers of insurance and financial services: technology utilized, what is successful, product and service implications.