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Ny Life Annuities

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Professors Julio J. Rotemberg and John T. Gourville prepared this case. HBS cases are developed solely as the basis for class discussion. Cases are not intended to serve as endorsements, sources of primary data, or illustrations of effective or ineffective management.
Copyright © 2009, 2010, 2011 President and Fellows of Harvard College. To order copies or request permission to reproduce materials, call 1-800-
545-7685, write Harvard Business School Publishing, Boston, MA 02163, or go to www.hbsp.harvard.edu/educators. This publication may not be digitized, photocopied, or otherwise reproduced, posted, or transmitted, without the permission of Harvard Business School.
JULIO J. ROTEMBERG
JOHN T. GOURVILLE
New York Life and Immediate Annuities
In July 2009, Ted Mathas, the chairman and CEO of New York Life Insurance Company (NYL), was satisfied with the bet he had placed on immediate annuities back in 2002. An immediate annuity was a financial product sold to a current or soon-to-be retiree. In the annuity’s simplest form, a 65-year-old person would give NYL a lump sum, say $100,000. In return, NYL would provide that person with a guaranteed income stream, say $650 a month, for the rest of his or her life.
In 2002, immediate annuities were a somewhat neglected $120 million annual business for NYL. But because Americans were living longer and because corporations were cutting back on their retirement benefits, Mathas saw immediate annuities as the ideal vehicle to guarantee retirees a lifetime income. By 2008, first under Mathas and later under NYL’s senior vice-president Paul Pasteris, immediate annuities had grown into a $1.4 billion business for NYL, making the company the undisputed leader in the field (see

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