The lack of interest in hot rates/hot dates promotions was painfully obvious at the Marriott Insurance Planners seminar in December 1999: Ninety percent of the 30 insurance planners in attendance said they did not find these mailings valuable. Nearly 18 months later, in the midst of an economic slowdown that's hitting the financial services sector particularly hard, the majority of the insurance planners contacted for this article still agree. Either the inventory wasn't what they needed, ...

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