6
In our life operations, aided by the Fortis Financial Group acquisition, we’re enhanc-
ing our market share and our distribution advantage. Individual life sales rose 14 percent
over 2000. Retail mutual fund sales increased 11 percent—despite a 19 percent drop in total
industry retail sales for the year. Performance in our Investment Products Division was
strong across all lines of business. Sales of 401(k) plans and institutional investment prod-
ucts rose 58 and 46 percent, respectively, in 2001, and our variable annuity market share
increased to 8.6 percent. 
We believe we are uniquely positioned to reap the beneﬁts of a recovering and, ulti-
mately, rising stock market because we’ve enhanced our industry-leading market share for
individual retail variable annuities in a down market. This is especially encouraging since
industry-wide variable annuity sales declined by more than 17 percent last year. We’re lever-
aging our wholesaling capabilities to sell more mutual funds and retirement plans, and
we’re pursuing long-term growth opportunities driven by consumers’ ﬁnancial needs,
demographic shifts and our strengths as an organization.
As we add scale, we’re reinventing the life insurance sales process. Our SimplifyLife
program makes it easier for ﬁnancial intermediaries to sell life insurance to clients in the
“emerging afﬂuent” market. We’re relieving ﬁnancial professionals of time spent ﬁlling out
applications or asking their clients personal medical questions. Our in-house interviewers
call the client, ﬁll out the application and order any necessary medical tests or underwriting
requirements. As a result, intermediaries can concentrate on what they do best: selling.
We’re also making inroads into international markets. We have a highly successful
venture in Brazil to sell personal savings, pension and life insurance products. In addition,
our new venture in Japan, Hartford Life Insurance K.K., reported more than $500 million in
variable annuity sales in 2001. We are also exploring the possibility of establishing opera-
tions in a few select markets with favorable demographics.
The relentless pursuit of excellence also applies to our property-casualty operations.
Excluding the effect of Sept. 11, our Business Insurance segment saw a 20 percent jump in
premiums in 2001. Our combined ratio in this segment was 97.8—a 2.8-point improvement
over the prior year. Our afﬁnity personal lines premiums rose 11 percent, reﬂecting our grow-
ing business with AARP members. And our specialty professional liability business saw a 56
percent premium gain.
We merged our personal and business insurance sales and agency management
organizations in 2001 to give agents a single point of contact. This makes it easier for them
to do business with us and enhances their ability to cross-sell these lines. We also gave
agents a wealth of new technological tools. They include continuously updated small-busi-
ness underwriting guidelines available online, customized direct-bill status reports, online
access to commission statements, and online quoting capabilities, to name just a few.  
Dave Zwiener, 
President and Chief  Operating
Ofﬁcer, Property & Casualty
Operations