Why should people ask about AFLAC at work?

       Most people get their health insurance at work. As the importance of employee benefits continues to grow, employers and employees are becoming increasingly aware of the value of our products. Our research shows that workers are asking their employers about AFLAC, which means there is a much stronger likelihood that the employer will offer our products.

AFLAC U.S. is coming off a record year marked by increased rates of revenue and earnings growth. How can you maintain that kind of momentum?

       I think we have to continue what we have been doing, which means recruiting new sales associates and promoting AFLAC through advertising. Because of our ads featuring the AFLAC duck, people know who we are and what we offer. We will continue to aggressively market our company and continue to offer the best products with the best service at the best price. I believe strong growth is possible for several years to come.

You now insure workers at some of the smallest and some of the largest businesses in the United States. Why have you had recent success at selling at large worksites, and do you see your focus changing from the small-business to the large-business market?

       I think we have had success at large accounts for the same reason we've had success at small accounts — we offer great products at affordable prices with great service, and we enroll employees very efficiently. However, even though we have enrolled some very large accounts recently, we are still oriented toward small businesses. Most Americans work at companies with fewer than 500 employees. And typically, company-paid health care plans at small businesses are not as rich as those of larger employers. That makes it a very large and attractive market for our products, so I think penetrating the small-business market will continue to be our strength.

How has the AFLAC duck benefited your business, and how long do you anticipate using the AFLAC duck?

       The AFLAC duck commercials have been tremendously successful. Our U.S. sales were up 29% in 2001, following a 28% increase in 2000, and our advertising awareness is 91%. But great ads don't make a great company. You also need great products and great distribution, and we have both. The AFLAC duck is also becoming closely identified with our philanthropic work at the AFLAC Cancer Center. The sale of toy ducks at aflac.com raises money for the AFLAC Cancer Center. In that respect, the AFLAC duck benefits our overall corporate image by tying together our business and philanthropic endeavors. As for how long the duck will continue to benefit us, our research suggests that people won't tire of the AFLAC duck as long as it is going new places and doing new things. So I think the AFLAC duck will be with us for a long time.