MR. GRIGG: PRUCO Life has its own unique marketing staff which is not associated with Prudential. This is a six-person team who spends their entire time going around the company educating our agents on our variable products and any other products coming out of PRUCO. They have been very successful
to the extent that the PRUCO is now Prudential's new sales. Further, if you include dump-ins, PRUCO generates in excess of 50% of the new premium. To a large extent it is the product that generated the sales, but it is also this marketing staff that generates the excitement for the product. Certainly my involvement in product development has been one of going the extra step and making certain that the field understands and appreciates the products that you have designed. For a company such as Prudential with thousands of agents, most of whom are not very sophisticated, getting the agent to understand the new products and how these products can be used is essential to the success of a new product.

1987 - SOA - Product Development Process -- Bringing New Products To Market Quickly And Efficiently, Society of Actuaries - 22p