COST OF DISTRIBUTION:
VARIABLE ANNUITY SALES FORCES

Overview [Table of Contents] [Methodology]
[Universe of Companies] [Press Release]

This report identifies key costs and trends that impact variable annuity sales distribution. Cost of Distribution: Variable Annuity Sales Forces presents quantitative insights from leading 1st and 2nd Tier Group Variable Annuity distributors. This report will enable you to evaluate the cost of distribution and position your company most effectively in the marketplace.

Field sales costs are the major cost element in sales and marketing. Managing the huge cost of a sales force has become a top priority for Variable Annuity distributors pursuing asset gathering through as many distribution channels as economically feasible. There now appears to be a corresponding shift from increasing sales at any cost to a more profit-centered focus. The management challenge is to make more effective use of the sales resource.

Table of Contents

INTRODUCTION

GENERAL CONCLUSIONS
200 Summary
210 Annual Sales Production
220 Total Sales Costs
230 Annual Production per Sales Cost
240 Basis Points of Expense
250 Sales Cost Allocation
260 Wholesaler: Total Cash, Base and Incentive Compensation
270 Performance Profile

1ST TIER GROUP
300 Summary
310 Support Function: Compensation, Ratios, Expense
320 Staff/Management Function: Compensation, Ratios, Expense
330 Fixed vs. Variable Compensation Mix
340 Wholesaler: Total Cash, Base and Incentive Compensation
350 Performance Profile

2ND TIER GROUP
400 Summary
410 Support Function: Compensation, Ratios, Expense
420 Staff/Management Function: Compensation, Ratios, Expense
430 Fixed vs. Variable Costs
440 Wholesaler: Total Cash, Base and Incentive Compensation
450 Performance Profile

BENCHMARKS
500 Summary
510 1st vs. 2nd Tier Group