Sales (in millions of dollars) Segment Outlook Year Ended December 31, 2020 Compared with Year Ended December 31, 2019 Year Ended December 31, 2019 Compared with Year Ended December 31, 2018 The impact of COVID-19 has caused higher unemployment levels and general uncertainty around the financial condition of our customers as well as disruption in our sales processes. As a result, sales for each of our product lines and market sectors have declined during 2020 compared to 2019. The number of new accounts and average new case size decreased 27.9 percent and 1.9 percent, respectively, in 2020 compared to 2019. Commercial market sales decreased primarily due to lower new customer account sales in both the core market, which we define as accounts with fewer than 1,000 employees, and the large case market, partially offset by higher existing customer account sales in the core market and the continued expansion of our dental and vision products. The increase in our public sector market for 2019 was driven by an increase in both new and existing customer account sales. The number of new accounts and average new case size decreased 4.5 percent and 4.7 percent, respectively, in 2019 compared to 2018. We remain committed to providing employees and their families with simple, modern, and personal benefit solutions. During 2021, we will continue to utilize our strong distribution system of agency sales personnel, benefit counselors and broker partnerships. We will also continue to invest in new solutions and digital capabilities to expand our reach and effectiveness, driving growth and improving productivity while enhancing the customer experience. In 2021, we will also bring an enhanced engagement and enrollment platform to market enabling deeper connections with employees through the enrollment process as well as maintaining stronger relationships throughout the customer lifecycle. We believe our distribution system, customer service capabilities, digital and virtual tools, and ability to serve all market sizes position us well for future growth in the long-term. Given the uncertainty caused by the COVID-19 pandemic, we expect to experience further disruption in our sales activity, persistency, and ultimately, premium income in 2021. We could also continue to experience claims volatility, particularly in our life and disability products. The lower interest rate environment will continue to have an unfavorable impact on our profit margins, and volatility in miscellaneous investment income is likely to continue. While we believe our underlying profitability will remain strong, current economic conditions and increasing competition in the voluntary workplace market are seen as external risks to achievement of our business plans. We continuously monitor key indicators to assess our risks and adjust our business plans accordingly. 79 Year Ended December 31 2020 % Change 2019 % Change 2018 Sales by Product Accident, Sickness, and Disability $ 261.5  (26.2) % $ 354.4  (0.2) % $ 355.0  Life 88.8  (27.6) 122.7  9.7  111.9  Cancer and Critical Illness 62.8  (29.4) 88.9  (5.8) 94.4  Total Sales $ 413.1  (27.0) $ 566.0  0.8  $ 561.3  Sales by Market Sector Commercial Core Market (< 1,000 employees) $ 266.2  (23.0) % $ 345.7  (0.9) % $ 349.0  Large Case Market 57.4  (29.5) 81.4  (14.8) 95.5  Subtotal 323.6  (24.2) 427.1  (3.9) 444.5  Public Sector 89.5  (35.6) 138.9  18.9  116.8  Total Sales $ 413.1  (27.0) $ 566.0  0.8  $ 561.3 