Evolving doors

The insurance industry is exploring separate distribution companies that allow companies to continue to nurture and grow exclusive sales forces while simultaneously incorporating an integrated distribution strategy. Unbundling distribution will allow for closer management of expenses associated with...

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Bibliographic Details
Published in:LIMRA's MarketFacts Quarterly 2002-01, Vol.21 (1), p.92
Main Author: Goldberg, Irwin W
Format: Article
Language:English
Subjects:
Corporate profits
Distribution
Distribution channels
Insurance industry
Life insurance
Market shares
Productivity
Retention
Statistical data
Trends
Universal life
Online Access:Get full text
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Summary:The insurance industry is exploring separate distribution companies that allow companies to continue to nurture and grow exclusive sales forces while simultaneously incorporating an integrated distribution strategy. Unbundling distribution will allow for closer management of expenses associated with that activity, as well as providing greater flexibility in attracting qualified producers with targeted profiles. Companies are now looking at distribution not just as a function but as a profit center. Certainly, sub-par performance of face-to-face distribution has become unacceptable.
ISSN:1535-4040