Description: The Marketing and Distribution Section initiated a multi-phase research effort to better understand the middle market for life insurance and to identify segments that would allow the industry to better target customer needs. Supported by the Committee on Life Insurance Research, Product Development and Reinsurance Sections, the phase one research examined young families between the ages of 25 and 40 with household income of $35K-$125K and who have individual life insurance or financial dependents. This summarizes the results of this study and is authored by Dr. Walter Zultowski of WZ Research + Consulting and Dr. Brian Perlman of Mathew Greenwald & Associates.

Description: This 1980 session is about product innovation in response to consumer needs. Topics discussed: 1. Consumer concerns, needs and desires in the 1980's 2. Products to fit these requirements a. Flexible products b. Possibility of new products to protect income c. Product ideas from other countries. d. Keeping old products up to date. e. Group or Individual f. New products which may be invented in the 1980's.

Description: The Marketing and Distribution Section initiated a multi-phase research effort to better understand the middle market for life insurance and to identify segments that would allow the industry to better target customer needs. Supported by the Committee on Life Insurance Research, Product Development and Reinsurance Sections, the phase one research examined young families between the ages of 25 and 40 with household income of $35K-$125K and who have individual life insurance or financial dependents. This summarizes the results of this study and is authored by Dr. Walter Zultowski of WZ Research + Consulting and Dr. Brian Perlman of Mathew Greenwald & Associates.

Description: This keynote address at the SOA 1990 San Francisco Spring Meeting looks at trends in sales, products, services and distribution for the life insurance industry.

Description: This the last deliverable of the Understanding the Changing Middle Market for Life Insurance in China project and is the Chinese translation of the results of the study, along with a whitepaper, now available both in English and Standard Chinese.

Description: Feature article discussing selling life insurance to millionaires, penta millionaires, etc.

Description: The Marketing and Distribution Section initiated a multi-phase research effort to better understand the middle market for life insurance and to identify segments that would allow the industry to better target customer needs. Supported by the Committee on Life Insurance Research, Product Development and Reinsurance Sections, the Phase 1 study examining young families and identified three sub segments. This document are the questions used to identify the three market sub segments.