Prudential 2001 Annual Report Download - page 54

Prudential Financial, Inc.
channel and Prudential Agents. While there can be no assurance, we believe these actions will result in more
favorable risk adjusted return on business written and an opportunity to enhance sales in our selected markets.
The increase in sales through PruSelect was partially offset by a decline in sales from Prudential Agents. The
number of Prudential Agents declined to approximately 4,400 at December 31, 2001, from 6,100 at December 31,
2000, as we continued to take actions to increase the productivity standards required to continue agency contracts.
Prudential Agent productivity increased slightly to $35,000 in 2001 from $34,700 in 2000. We have not
implemented further increases in these productivity standards for periods subsequent to 2001. While there can be no
assurance, we believe that maintenance of these standards at their current level will contribute to stabilization in the
number of Prudential Agents. We measure Prudential Agent productivity as commissions on new sales of all
products, not only life insurance, by Prudential Agents with us for the entire period, divided by the number of those
Prudential Agents.
2000 to 1999 Annual Comparison. Sales of new life insurance, as measured by statutory first year premiums,
increased $12 million, or 3%, in 2000 from 1999. The increase came from greater unscheduled premiums on
variable life insurance products in 2000 and reflected a higher level of third-party sales through our PruSelect third-
party distribution channel, which grew by $40 million, or 45%, in 2000 from 1999. PruSelect accounted for 33% of
the Individual Life Insurance segment’s sales in 2000, compared to 23% of its sales in 1999. The increase in sales
through PruSelect was partially offset by a decline in sales from Prudential Agents. We continued to take actions to
improve Prudential Agent productivity. The number of Prudential Agents declined to approximately 6,100 at
December 31, 2000 compared to approximately 7,800 one year earlier. However, Prudential Agent productivity
increased 11%, from $31,300 for 1999 to $34,700 in 2000.
Policy Surrender Experience
The following table sets forth the Individual Life Insurance segment’s policy surrender experience for variable life
insurance, measured by cash value of surrenders, for the periods indicated. These amounts do not correspond to
expenses under GAAP. In managing this business, we analyze the cash value of surrenders because it is a measure
of the degree to which policyholders are maintaining their in force business with us, a driver of future profitability.
Our term life insurance products do not provide for cash surrender values.
Year Ended December 31,
2001 2000 1999
($ in millions)
Cash value of surrenders ........................................................................ $637 $641 $597
Cash value of surrenders as a percentage of mean future policy benefit
reserves, policyholders’ account balances, and separate account balances ............................... 3.8% 3.7% 3.7%
2001 to 2000 Annual Comparison. The total cash value of surrenders and the level of surrenders as a percentage of
mean future policy benefit reserves, policyholders’ account balances and separate account balances were relatively
constant from 2000 to 2001.
2000 to 1999 Annual Comparison. The total cash value of surrenders increased $44 million, or 7%, in 2000 from
1999. The level of surrenders as a percentage of mean future policy benefits, policyholders’ account balances and
separate account balances remained constant from 1999 to 2000.
Private Client Group
Operating Results
The following table sets forth the Private Client Group segment’s operating results for the periods indicated.
Year Ended December 31,
2001 2000 1999
(in millions)
Operating results:
Non-interest revenues ....................................................................... $1,973 $2,468 $2,293
Net interest revenues ........................................................................ 243 299 269
Total revenues, net of interest expense ...................................................... 2,216 2,767 2,562
Total non-interest expenses ................................................................... 2,455 2,530 2,338
Adjusted operating income ................................................................... $ (239) $ 237 $ 224
Growing and Protecting Your Wealth52