Description: Essay of using microeconomics and Embedded Value concepts to evaluate direct marketing programs.

Description: This article discusses various approaches currently being used to sell term insurance over or with the assistance of the internet.

Description: This is the third and final installment of an article about using microeconomics and the concepts of embedded value to better manage and understand the profitability of direct marketing programs. The article illustrates how traditional asset share calculations are not appropriate in this case.

Description: NonTraditional Marketing Section Member Survey Results Finally In! by Christopher H. Hause from NewsDirect Newsletter, May 2003, Issue No. 43.

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

Description: This article discusses how insurers that focus on their core competencies and astutely outsource other functions will become more competitive and improve their performance.

Description: This article summarizes a presentation for the Professional Insurance Marketing Association PIMA discussing the need to better understand the direct marketing customer in order to be successful.

Description: This is an interview with Prakash Shimpi who talks about enterprise risk management, research and development. From News Direct, September 2005, Issue No. 51.

Description: Welcome to our first full year as the Marketing and Distribution (MaD) Section. As the incoming chair, I’d like to thank the section council for their ideas and energy as we expanded the scope of the section and positioned the section as the key thought leaders regarding the distribution and delivery of insurance products. From News Direct, January 2006, Issue No. 52.

Description: This article discusses how a prospect passes from step to step through the sales process until becoming a customer, and how brand plays a significant role in that process.