Description: Author cites examples of benefits of smaller companies.

Description: This article discusses the changes in the marketing and distribution of lindividual life and annuity products. It highlights new distribution channels including banks, broker dealers, wirehouses and the Internet as well as fee-for-service financial planning.

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: This article defines "elevator pitch" and why one is needed. A great elevator pitch is an indispensable competitive advantage that will accelerate your career progress. A poor one can leave you toiling in anonymity.

Description: This article discusses the benefits of strategic alliances between companies in the insurance and financial services industry to improve product offerings and distribution options.

Description: This article describes the benefits of Interactive Voice Messaging IVM as part of a marketing program and how it can create a measurable impact on sales results.

Description: This article discusses ideas for a long-term Customer Value Program.

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

Description: Third in a series giving an overview of direct marketing.

Description: This article discusses Promotional Cards, how they have become an integral part of so many direct mail marketing programs, and how new technology offers new options for these cards.