Description: Discusses cost-benefit decision-making for acquiring electronic data-processing equipment and installation issues, ability of small companies to compete in pension trust arena, effectiveness of various agency compensation programs in stimulating sales and improving persistency, success of sales to substandard risks and rating methods, and pricing, reinsurance and experience with individual hospital and medical policies.

Description: From the 1960 Transactions Vol. 12 No. 32, this ‘Digest of Smaller Company Forum’ presentation addresses smaller insurance companies that have entered the group insurance market. Panelists discuss whether business expectations have been met, how their underwriting can compete with the “giant” companies in the group field, and to what extent smaller companies utilize special underwriting.