Description: This article explains the benefits of cross-selling, especially in the middle market, and how it can improve customer retention.

Description: Read the July 2020 issue of NewsDirect published by the Marketing & Distribution Section. Newsletters provide practical information for the working actuary, articles on trends that impact sections and news about section activities.

Description: Discusses attributes of online selling.

Description: Innovation has become a buzz word for insurers in recent years, with boards demanding more innovation and a trend to establish innovation teams and chief innovation officers.

Description: This article takes a look at direct response marketing the associated costs, and the tools necessary to start building a company’s presence in this developing market.

Description: This article evaluates findings from a new LIMRA focus group consumer study that examined the decision-making process that consumers follow when buying life insurance including their use of direct channels, including direct mail, the internet and call centers.

Description: This article defines the distribution gap, customer's gap, and distributor's gap in the marketing and sales process. It offers solutions to close these gaps and therby create a more efficient distribution system that better meets customer's needs.

Description: Chairperson’s column addressing recent and planned activities of the Marketing and Distribution Section of the Society of Actuaries.

Description: Actuary of the Future Section session recap covering market research.

Description: Part III of III Managing Non-Life-Insured Products Sold Through Auto Dealers covers Finance Reserve product