athwart the years, distribution has...

athwart the years, distribution has reigned as single of the top management challenges facing financial-services companies. The sale of insurance yields now takes place through many different channels, from traditional captive agents to work-site marketing. Each channel has its confess cost of doing business, requirements and customer appeal.

Insurance executives realize they must better understand their distribution channels, moreover most don't have the tools or the guidance to effectively manage and measure performance. Their reliance upon dated reports from disconnected legacy methods only clouds an already dim picture. An analytical approach using customer-level data can provide insurers with