Atlanta, September 14, 2004 – Commitment to the fundamentals of marketing, risk management, and rational decision-making are the key strategies for success in disability (DI) and long-term care (LTC) insurance, said James Zilinski, chairman, president and CEO of Berkshire Life Insurance Company of America, during his keynote presentation at last week’s 5^th Annual DI & LTC Insurers’ Forum.   

Berkshire Life, a wholly-owned stock subsidiary of The Guardian Life Insurance Company of America , is one of the largest disability income insurance providers in the industry, and in June also entered the long-term care insurance market.  Berkshire is approved to sell long-term care in 45 states and has already certified 1,000 Guardian field representatives.

“Providers in the DI industry face some challenges, among them low consumer awareness, producer apathy, and poor industry reputation, “Zilinski said.  “While the LTC market shows promise, determining profitability strategies for this line of business can be an elusive undertaking. Growth is critical to success in both of these markets, but we should never sacrifice profitability for growth. Rather, we should achieve expansion through a commitment to the fundamentals ¾ marketing, risk management, and rational decision-making.”  

Larry Thomas, chief marketing officer of Equitable Life & Casualty Insurance and chair of LIMRA International’s DI/LTC Committee, welcomed attendees to the Forum by saying, “We need to maintain a rational approach to these products, and this conference is an excellent forum for doing so.  There are many credible companies telling their stories here, and we all benefit from their experiences.”

Next year’s DI & LTC Insurers' Forum will be hosted by LIMRA International, LOMA, and Milliman on September 14-16, 2005, in Baltimore , MD. Sessions are expected to address new product development, underwriting, claims, sales and marketing, and the regulatory environment. For more information, visit www.loma.org/diltc.asp or call 770-984-6446.

Editor's Note
LIMRA International is a worldwide association providing research, consulting and other services to nearly 850 insurance and financial services companies in more than 60 countries. LIMRA was established in 1916 to help its member companies maximize their marketing effectiveness. Visit LIMRA International at www.limra.com.

For over 50 years, Milliman has pioneered strategies, tools and solutions worldwide. One of the largest consulting firms in the United States, we are recognized leaders who have helped shape significant changes in the markets we serve. Milliman consultants specialize in solving the complex and technical challenges facing disability and long-term care carriers in today’s marketplace.