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| The Association and Worksite Division (AWD) provides employee-paid personal wealth,
asset and family protection to a well-defined market. We know our products: group
disability, cancer, life, accident and hospital indemnity insurance opportunities.
And we know our Customer: organizations with 15 to 500
employees throughout the United States with a strong presence in the auto dealer
market.
We take pride in exceptional service before, during and after the sale. Product
distribution is maximized with a two-pronged sales force of salaried account
managers and trained broker partners who provide employees and Customers with
the education and tools they need to make wise benefit decisions. Great Customer
service is further highlighted by our innovative benefits administration
solutions, including our Tax Advantage plans, in addition to our simplified
underwriting processes and automated systems.
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| 2006 was a year of focus for AWD. Working to improve our market understanding
and meeting Customer needs, we narrowed our focus.
To support our efforts to "Recruit, Train and Retain," we
implemented our new Career Account Manager Compensation plan. This plan not only
attracts and retains quality account managers, it adds to our balance between new
sales and building inforce business.
Building strong relationships with our Customers was a major focus this year. By
increasing the number of account managers and having smaller territories, we are
able to focus on one-on-one servicing for our Customers and groups. The roll-out
of a new cancer product further enhanced our offerings to our Customers. With better
than projected sales, AWD made solid contributions to the overall success of AFA in
2006.
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| Building on the progress made in 2006, we will continue our strong focus in 2007.
Our efforts to attract and retain quality account managers will lead the way in order
to continue focus on Customer relationships and persistency.
The overall expansion of individual product sales and expected
roll out of new products will provide improved opportunities to our Customers.
Our Customers will always remain a priority and the implementation of our Integrated
Customer Service Center will allow us to provide even better service to those
with whom we do business.
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