["Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Edwin Lamont, CIC. ] ULTIMATELY, you are the product that your clients buy. So what kind of product are you? How would you describe the cost,

Drug Subsidy Gives Retiree Health Plans Some AirAllison BellEmployer-sponsored retiree health plans continue to gasp for life, but the new Medicare drug subsidy has given ...

Buffering 401(k) Plans From InflationAllison BellWhat should retirement plan sponsors do about the possibility that prices might rise (or fall) a lot?Most experts say the ...

Who Wrote That Group Health Bill?Joseph Luchok"Laws are like sausages, it is better not to see them being made."Otto von Bismarck If you sell group ...

Lifestyle Drugs: To Cover or Not to Cover?Sheela AndrewsSales of lifestyle drugs are booming.Fueled by growing demand from an aging population, the market for drugs ...

A Little More PR Couldnt Hurt Most consumers are clueless about how the insurance industry worksMark E. RuquetIf you, the reader, haven't noticed yet, this ...

Keeping Cost Of Risk In CheckBuyers keep casualty costs in line with higher retentionsMark E. RuquetDespite insurers' double-digit premium increases, businesses were able to keep ...

Insurers Lag On Enterprise Risk ManagementCaroline McDonaldAlthough enterprise risk management is ranked high on boardroom agendas in the insurance industry, some leading insurers need to ...