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: 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: This paper describes a method of comparing net costs of dissimilar life insurance contracts. The principles are consistent with those of the interest-adjusted method recommended by the Moorhead committee. The significance of the results, possible applications of the method, and some concerns and conclusions are discussed.

Description: This discussion is about the new procedures that are being used or are contemplated in the preparation of new rate books and policy forms with reserves and cash values computed under the 1958 CSO Table.

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: Presented at October 1986 Annual Meeting. This session discusses new forms of compensation that are being utilized, the impact on product design, and the impact on company profitability.

Description: Presented at October 1985 Annual Meeting. This session discussion is about marketing opportunities, marketing techniques, product selection and design.