<p>
STRATEGIC ISSUES IN
INSURANCE DISTRIBUTION
MANAGEMENT
Karlyn Carnahan
May 2015
CONTENTS
Executive Summary ............................................................................................................ 1
Key Research Questions ................................................................................................. 1
Key Findings .................................................................................................................... 1
Introduction.......................................................................................................................... 3
About this Survey ............................................................................................................ 3
Key Research Questions ................................................................................................. 4
Organizational and Strategic Issues ................................................................................... 5
Responsibility for Distribution Management .................................................................... 5
Importance of Issues in Distribution Management .......................................................... 6
Agency Segmentation ..................................................................................................... 7
Compensation ..................................................................................................................... 8
Strategic View of Compensation ..................................................................................... 8
Types of Compensation Utilized ...................................................................................... 9
Effectiveness of Compensation Techniques ................................................................. 10
Technologies and Challenges ........................................................................................... 11
Licensing and Appointments ...........................................