Payroll deduction: a niche market full of potential

Article Abstract:

The use of payroll deductions to pay insurance premiums makes available a potentially huge market to insurance companies. Insurers and their agents will, through payroll deduction programs, obtain access to potential customers they would not otherwise have seen. Life insurers are likely to see the most benefits from an increase in the use of such payroll deduction programs. The benefits to employers include obtaining extra benefits for employees at no extra cost. The benefits to employees include access to benefits and convenience.

Management, Usage, Employee benefits, Payroll deductions

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Changes in marketplace make survival a challenge

Article Abstract:

Traditional insurance companies must reassess their marketing and distribution strategies to compete with increasing competition from alternative distribution channels. Life insurance companies should focus on customer service and developing products and distribution channels to meet customers' needs. Recruitment and training of new agents has a substantial impact on customer service.

Methods, Target marketing

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Finding the middle

Article Abstract:

Life insurance companies are beginning to develop marketing strategies for the middle-income market. Over 33% of middle-income households own no form of life insurance, according to industry estimates. Fidelity & Guaranty Life Insurance Co. has introduced its Assurance Series and New York Life Insurance Co. has reported remarkable success with its Spectra series.

Middle classes, Middle class

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