Coun t ry mus i c i sn ’ t t he on l y b i g  t h i ng i n Nashv ill e , accord i ng t o Bob Jac k son . H i s agency , Cr i ch t on Brandon Jac k son and Ward , i n i t i a t ed  t he  t rans f er o f  $1  m illi on i n persona l proper t y- casua l t y bus i ness  t o The Har tf ord f rom ano t her i nsurance company i n  2003 . Tha t  adds some n i ce ba l - ance  t o  t he subs t an t i a l boo k o f commerc i a l bus i ness  t he agency a l ready has w i t h us . Jac k son , agency v i ce pres i den t , says The Har tf ord ’ s s t rong presence r i gh t  i n  t own was a ma j or  f ac t or i n  t he agency ’ s dec i s i on  t o ma k e t he change . Building reliable new profit sources In 2003 we built two powerful new engines for  future growth: Dimensions Auto, a new automobile insurance plan, and Spectrum Xpand, a new busi- ness-insurance package of superior products and highly responsive service.  The innovative Dimensions Auto plan enables  us to analyze an enormous range of driving charac- teristics and match insurance premiums to those  factors—and the probability of claims—more  precisely. We geared the plan to better meet cus- tomer needs by increasing the number of premium levels we offer tenfold. The upshot is that agents  can market our auto insurance to over 30 percent more customers. More premium levels also mean minimal rate jumps if customers’ characteristics change during the lives of their policies. Spectrum Xpand is a business owners’ policy that serves the rapidly growing market segment between our small-business and middle-market  customers. These are businesses with 20 to 100 employees and $5 million to $15 million in both total annual sales and property values. There are about 600,000 of these businesses in the United States—coincidentally about the same number  of our current small-business customers. It’s a  $22 billion potential market. 03 02 01 00 99 $ 1 . 0 1 . 2 1 . 4 1 . 7 1 . 9 To t a l Ne t  Wr i tt en Sma ll Commerc i a l Prem i ums ( $  i n b illi ons) Spectrum Xpand opens the door for The Hartford  to a potential market of  $22 billion . 2003 Annual Report Twenty -nine