1. San Diego 2012 Sales Performance and 2013 Targets See the Notes pane for an explanation of this technique. Business Line 2012 Actual 2013 Target 494 0 184 -1,710 National (New) 1,722 630 National (Existing) 726 710 Strategic (Existing) -36 -540 Feds (Existing) 2,014 1,480 Labor & Trust (Existing) -1,562 -1,630 Large Group (New) Includes Reg/Cons 2,162 1,460 Large Group (Existing) -4,199 -1,340 Small Group (New) 1,262 1,280 Small Group (Existing) 3,599 3,984 Group Medicare 574 -904 Individual Medicare (New) Individual Medicare (Existing)

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