The measures are used to provide investors, financial analysts, rating agencies and other financial statement users with a better understanding of the significant factors that comprise the Company’s periodic results of operations and how management evaluates the Company's financial performance.

Some of these measures exclude net investment gains (losses), net of tax, and/or net unrealized investment gains on fixed maturity securities, net of tax, which can be significantly impacted by both discretionary and other economic factors and are not necessarily indicative of operating trends.

Some of these measures exclude goodwill and intangible asset impairments, net of tax, deferred policy acquisition costs (DAC) unlocking, net of tax, and intangible asset amortization, net of tax.

The company utilizes sales information as a performance measure that indicates the productivity of its agency force and as a leading indicator of future revenue trends.