Sales Year Ended December 31, 2019 Compared with Year Ended December 31, 2018 Year Ended December 31, 2018 Compared with Year Ended December 31, 2017 (in millions of dollars) Group sales declined slightly compared to 2018 due to lower new customer sales in both the core market, which we define as employee groups with fewer than 2,000 employees, and the large case market, partially offset by higher sales to existing customers in both the core and large case markets and growth in our medical stop-loss product. The sales mix in the group market sector for 2019 was approximately 56 percent core market and 44 percent large case market. Individual disability sales, which are primarily concentrated in the multi-life market, decreased compared to 2018 due to lower sales to new customers. Voluntary benefits sales decreased slightly compared to 2018, primarily driven by lower sales to new customers in the core market, partially offset by higher sales to new customers in the large case market. Dental and vision sales increased compared to 2018 driven by higher sales to both new and existing customers. Group sales decreased compared to 2017 due to lower sales to new and existing customers in both the core and large case market segments. The sales mix in the group market sector for 2018 was approximately 59 percent core market and 41 percent large case market. Individual disability sales increased compared to 2017 due to higher sales to both new and existing customers. Voluntary benefits sales increased compared to 2017, primarily driven by higher sales to existing customers in both the core and large case markets, partially offset by lower sales to new customers in the large case market. Dental and vision sales increased compared to 2017 driven by higher sales to both new and existing customers resulting from continued expansion. 64 Year Ended December 31 2019 % Change 2018 % Change 2017 Sales by Product Group Disability and Group Life and AD&D Group Long-term Disability $ 241.5  (0.9) % $ 243.8  1.2  % $ 240.8  Group Short-term Disability 159.2  14.8  138.7  (14.6) 162.5  Group Life and AD&D 258.3  (8.5) 282.4  (9.0) 310.5  Subtotal 659.0  (0.9) 664.9  (6.9) 713.8  Supplemental and Voluntary Individual Disability 75.9  (1.7) 77.2  13.7  67.9  Voluntary Benefits 300.6  (0.8) 303.1  3.6  292.5  Dental and Vision 74.6  7.5  69.4  26.6  54.8  Subtotal 451.1  0.3  449.7  8.3  415.2  Total Sales $ 1,110.1  (0.4) $ 1,114.6  (1.3) $ 1,129.0  Sales by Market Sector Group Disability and Group Life and AD&D Core Market (< 2,000 employees) $ 370.8  (6.2) % $ 395.1  (5.2) % $ 416.9  Large Case Market 288.2  6.8  269.8  (9.1) 296.9  Subtotal 659.0  (0.9) 664.9  (6.9) 713.8  Supplemental and Voluntary 451.1  0.3  449.7  8.3  415.2  Total Sales $ 1,110.1  (0.4) $ 1,114.6  (1.3) $ 1,129.0 