The measures are used by the Company’s management to evaluate performance against historical results and establish targets on a consolidated basis.

A number of these measures are components of net income or the balance sheet but, in some cases, are not based on accounting principles generally accepted in the United States of America (non-GAAP) under applicable SEC rules.

Internally, the Company's management uses the measures to evaluate performance against historical results, to establish financial targets on a consolidated basis and for other reasons.

The Company utilizes sales information as a performance measure that indicates the productivity of its agency force.