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

Description: A review of product and sales trends for variable, indexed and fixed annuities against the current backdrop of low interest rates and record equity market valuations

Description: These are the appendices to a report summarizing the results of a Delphi study to identify and debate possible new approaches or Blue Ocean Strategies to acquiring business by life insurers.

Description: This report summarizes the results of a Delphi study to identify and debate possible new approaches or Blue Ocean strategies to acquiring business by life insurers. Appendices are included.

Description: Enhanced or impaired annuities are life annuities underwritten to reflect annuitants' actual mortality. They are not currently prevalent in the U.S. or Canada, where life annuities assume low mortality and are thus unfair for impaired lives. This paper looks at the present annuity marketplace in the United States and Canada. It also reviews the underwriting and marketing of life annuities in the United Kingdom where “enhanced” life annuities are available for a broader cross section of the marketplace. It also reviews the use of P&C risk classification techniques and how they might apply to the annuity marketplace as well as potential legal constraints on broader risk classification for life annuities.

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.

Description: Discussion of the selling of life insurance to the middle income market through banks and with the support of new technologies and underwriting processes.

Description: This is the first article in a four-part series. In this series of articles, analysis of the U.S. life insurance industry's customers, products, distribution system and regulatory and tax environment will be given. This first part of the series focuses on the customer and the changing product mix of the life insurance industry.

Description: This is a research project discussing on the needs and opportunities of the older age market to be used in the development and distribution of products that will protect future retirees from financial risk.