Attached files
| file | filename |
|---|---|
| 8-K - 8-K - CNO Financial Group, Inc. | form8-k09302016managementd.htm |
3Q16
Financial and operating results for the period ended September 30, 2016
November 2, 2016
Unless otherwise specified, comparisons in this presentation are between 3Q16 and 3Q15.
Exhibit 99.1
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 2
Forward-Looking Statements
Certain statements made in this presentation should be considered
forward-looking statements as defined in the Private Securities Litigation
Reform Act of 1995. These include statements about future results of
operations and capital plans. We caution investors that these forward-
looking statements are not guarantees of future performance, and actual
results may differ materially. Investors should consider the important
risks and uncertainties that may cause actual results to differ, including
those included in our press release issued on November 1, 2016, our
Quarterly Reports on Form 10-Q, our Annual Report on Form 10-K and
other filings we make with the Securities and Exchange Commission. We
assume no obligation to update this presentation, which speaks as of
today’s date.
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 3
Non-GAAP Measures
This presentation contains the following financial measures that differ from the
comparable measures under Generally Accepted Accounting Principles (GAAP):
operating earnings measures; book value, excluding accumulated other comprehensive
income (loss) per share; operating return measures; earnings before the loss on
reinsurance transaction, net realized investment gains (losses), fair value changes in
embedded derivative liabilities, fair value changes and amendment related to the agent
deferred compensation plan, loss on extinguishment of debt, other non-operating items,
corporate interest expense and taxes; and debt to capital ratios, excluding accumulated
other comprehensive income (loss). Reconciliations between those non-GAAP measures
and the comparable GAAP measures are included in the Appendix, or on the page such
measure is presented.
While management believes these measures are useful to enhance understanding and
comparability of our financial results, these non-GAAP measures should not be
considered substitutes for the most directly comparable GAAP measures.
Additional information concerning non-GAAP measures is included in our periodic filings
with the Securities and Exchange Commission that are available in the “Investors – SEC
Filings” section of CNO’s website, www.CNOinc.com.
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 4
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 5
Operating Earnings Per Share
Excluding Significant Items**
Operating Earnings
Excl. Significant Items**
$64.3 $60.9
Weighted Average
Shares Outstanding
192.4 175.7
3Q16 Summary
* New Annualized Premium (“NAP”) includes 6% of annuity, 10% of single premium whole life deposits and 100% of all other new premiums on an annualized basis.
** A non-GAAP measure. Refer to the Appendix for a reconciliation to the corresponding GAAP measure.
(amounts in millions, except per share data)
Notable Items
Continued franchise growth
‒ First year collected premiums up 7%
‒ Total collected premiums up 2%
‒ NAP* down 4%
‒ Policies in-force grew 1%
‒ Annuity account values up 2%
Operating EPS (excluding significant items)
up 6%
Returned $66 million to shareholders
Recaptured closed block long-term care
business
3Q15
$0.33
3Q16
$0.35
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 6
Closed Block LTC Recapture Update
Assets and liabilities have been recaptured
Administrative functions transitioned to CNO; policyholder
administration has continued without disruption
Expanded asset audit progressing; intend to conclude in
4Q16
Ongoing communication and alignment with regulators
CNO’s financial position remains strong
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 7
3Q15 4Q15 1Q16 2Q16 3Q16
$282.1 $290.6 $294.5 $270.4 $304.8
$366.6 $363.9 $366.2 $357.8
$361.1
3Q15
$648.7
4Q15
$654.5
1Q16
$660.7
2Q16
$628.2
3Q16
$665.9
First Year Premium Renewal Premium
3Q15
$59.9
4Q15
$69.1
1Q16
$60.3
2Q16
$58.5
3Q16
$57.2
3Q16 Sales and
Distribution Results
Bankers Life
* Third party sales are excluded from NAP in all periods.
** Includes Medicare Advantage, Medicare supplement, PDP, Dental/Vision and ACA
products (prior periods have been restated to include ACA product sales).
($ millions)
Collected Premiums
Third party policies sold** 2,980 20,711 3,703 3,148 3,404
Trailing 4-quarters third party
fee income, net
$16.6 $17.6 $17.9 $18.2 $18.4
First year collected premiums up 8%
‒ Driven by annuities growth of 13%
Total collected premiums up 3%
NAP down 5%
‒ Driven by lower life and Medicare
supplement; partially offset by annuities
Agent metrics
‒ New agent recruiting up 15%
‒ Average producing agents down 5%
Third party fee income up 11%
New Annualized Premium *
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 8
$20.2 $20.0 $20.1 $19.8 $19.0
$125.9 $125.7 $129.1 $130.3 $129.8
$19.4 $17.9 $16.3 $15.1 $14.6
3Q15
$165.5
4Q15
$163.6
1Q16
$165.5
2Q16
$165.2
3Q16
$163.4
First Year Premium Renewal Premium Medicare Supplement
Run-off Premium
3Q15
$25.8
4Q15
$26.3
1Q16
$23.4
2Q16
$24.2
3Q16
$24.6
Washington National 3Q16 Sales and
Distribution Results
($ millions)
First year collected premiums down 6%
Total collected premiums down 1%
‒ Supplemental health total collected
premiums up 2%
NAP down 5%
‒ Worksite sales up 12%
‒ Individual sales down 13%
Growth in PMA agent force
‒ New agent recruiting up 4%
‒ Average producing agents up 7%
Collected Premiums
New Annualized Premium
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 9
$13.2 $12.9 $14.0 $13.8 $13.8
$53.5 $53.1 $56.1 $55.8
$56.9
3Q15
$66.7
4Q15
$66.0
1Q16
$70.1
2Q16
$69.6
3Q16
$70.7
First Year Premium Renewal Premium
3Q16 Sales and
Distribution Results
Colonial Penn
($ millions)
Collected Premiums
3Q15
$18.9
4Q15
$15.6
1Q16
$24.1 2Q16
$19.2
3Q16
$18.4
New Annualized Premium
First year collected premiums up 5%
‒ Reflects higher level of sales over
past several quarters
Total collected premiums up 6%
‒ Reflects continued growth in in-force
NAP down 3%
‒ Results impacted by election season
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 10
Department of Labor Fiduciary Standards Rule
CNO will meet April 2017 and January 2018 compliance deadlines
Colonial Penn will not be impacted
Washington National will be impacted, but immaterial due to low volume of
subject products
For Bankers Life (and recently launched broker dealer)
‒ Utilizing best interest contract exemption
‒ Transaction based compensation will continue to be paid for covered
products; additional compensation impacts are currently under review
‒ Implementation expenses in the range of $8-$10 million in 2017
Diversity of our distribution channels and products, and our robust compliance
culture have lessened any meaningful disruption to CNO
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 11
3Q16 Consolidated Financial Highlights
Earnings Remain Strong
‒ Bankers Life, Colonial Penn and Corporate segment results in-line with expectations; Washington
National results reflect lower supplemental health margins
‒ Operating earnings per diluted share* of $0.37; $0.35 excluding significant items
‒ Operating ROE* of 9.2%
‒ Net income per share of $0.11, reflecting loss of $0.28 from recapture of LTC block
Cash Flow and Key Capital Measures
‒ Estimated consolidated risk-based capital of 458%, an increase of 10 points from June 30, 2016
‒ Holding company cash and investments of $189 million, in excess of corporate minimum target of
$150 million (represents two years of interest on debt and HoldCo expenses)
‒ Leverage* of 20.1%
‒ Book value per diluted share** increased to $20.80 from $20.67 at June 30, 2016
‒ Repurchased $52 million of common stock at an average cost of $16.80 per share;
repurchased $203 million YTD at an average cost of $17.37
‒ Reached settlement with IRS on certain tax matters from 2008; expect to record a gain of ~$120
million in 4Q16
*A non-GAAP measure. See the Appendix for a reconciliation to the corresponding GAAP measure.
**Excluding accumulated other comprehensive income. A non-GAAP measure. See the Appendix for a reconciliation to the corresponding GAAP measure.
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 12
Closed Block LTC Recapture
Key In-Force Statistics as of 9/30/16 Impact to Earnings & Investment Update
Recorded $53 million after-tax charge, consistent
with previous estimate
Contributed $200 million to insurance subsidiaries
to offset capital impact of recapture and related
loss
Will report as a fifth segment starting in 4Q16;
expect quarterly pretax earnings of approximately
breakeven to a slight loss
Expanded asset audit in progress; intend to
conclude in 4Q16
Portfolio rebalancing in process; expect to release
capital as the portfolio is repositioned
GAAP reserves of $552 million; represents ~2%
of overall CNO reserves
‒ $145 million of claim reserves
‒ $407 million of active life reserves
Average attained age of ~83
10,480 policies in-force (13,905 as of 12/31/13)
~10% annualized termination rate (largely
mortality related)
No actuarial testing margin
All valuation assumptions to be reviewed during
4Q16
‒ 50bps reduction in ultimate new money rate
results in a pretax charge of ~$15 million
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 13
$(4.4) $(4.9)
$(5.1)
$(7.0)
$(4.4)
$0.6 $6.7
$(6.8)
$3.0 $0.9
$79.8
$89.1
$69.9
$88.8
$82.9
$30.6
$31.3
$26.3
$21.5
$25.2
3Q15 4Q15 1Q16 2Q16 3Q16
Corporate CP BL WN
($ millions)
* A non-GAAP measure. See the Appendix for a reconciliation to the corresponding GAAP measure.
Segment Earnings
3Q16 Earnings
Segment Adjusted EBIT Excluding
Significant Items*
$104.6 $106.6
$122.2
$84.3
$106.3 Bankers Life reflects favorable long-
term care results partially offset by
lower Medicare supplement margins
Washington National results impacted
by lower supplemental health margins
Colonial Penn results in-line with
seasonal expectations; full year 2016
total Adjusted EBIT expected to be
breakeven
Corporate results reflect favorable
investment income offset by higher
expenses
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 14
$137 $138 $139 $141 $141
57.4% 57.5% 57.7%
61.6%
59.8%
3Q15 4Q15 1Q16 2Q16 3Q16
Earned Premium Reported Benefit Ratio Adjusted Benefit Ratio**
($ millions)
* Interest-adjusted benefit ratio (IABR); a non-GAAP measure. Refer to the Appendix
for the corresponding GAAP measure.
** Adjusted benefit ratio; long-term care IABR* excluding impact of policyholder actions
following rate increases
Health Margins
3Q16 Highlights & Outlook
Washington National Supplemental Health IABR*
Bankers Life Long-term Care IABR*
Bankers Life Medicare Supplement
$193 $192 $193 $194 $194
71.5% 70.8% 71.1%
73.0% 72.5%
3Q15 4Q15 1Q16 2Q16 3Q16
$119 $119 $118 $118 $117
83.8%
79.6%
75.3%
77.9% 77.7%
85.5%
82.4% 82.1% 82.6%
3Q15 4Q15 1Q16 2Q16 3Q16
Medicare supplement benefit ratio of 72.5% is higher
relative to prior year, but in-line with expectations
4Q16 Outlook: Benefit ratio of 70-73%
Adjusted IABR* of 82.6%, excluding shock lapse
impacts, in-line with expectations
4Q16 Outlook: IABR* of 81-86%, excluding rate
increase impacts
Supplemental health IABR* of 59.8% moderated
relative to prior quarter
4Q16 Outlook: IABR* of ~59%
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 15
$30.3
$48.5
$93.1
$8.7 $13.2
$12.4
$18.3
$10.0
$13.6
$1.2
Investment Results
($ millions)
Earned Yield*: 5.68% 5.72% 5.47% 5.52% 5.59%
New Money Rate: 5.21% 5.17% 4.90% 5.50% 5.29%
Average Invested Assets and Cash Realized Gains, Losses and Impairments
Pre-Pay / Call / Make-
whole Income: $5.6 $10.3 $6.3 $1.8 $5.4
Gross Realized Gains
Gross Realized Losses
Impairments
3Q16 3Q15 4Q15
$66.8
1Q16
$23.1
$42.7
$51.0
$22,042 $22,219 $22,323 $22,640
$22,875
$298.2 $303.2 $291.0 $295.8 $301.7
3Q15 4Q15 1Q16 2Q16 3Q16
Net
Investment
Income
2Q16
$102.2 $103.1
Alternative Investment
Income: ($0.3) ($0.5) ($3.7) $4.6 $4.7
$22.3
$34.9
$26.0
$14.4
* Earned Yield excludes FHLB.
Portfolio turnover remains low in light of market reinvestment yields
Continued favorable credit performance (low impairments)
Strong new money rate results
Alternatives rebalancing showing favorable results (reduced
hedge funds, increased credit and real asset allocation)
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 16
Wrap-up
CNO remains a compelling investment
Continued focus on profitably reaching the underserved
middle-income market
Strong free cash flow generation provides ability to withstand
periods of stress and to rebuild excess capital quickly
Recapture of closed block LTC does not materially impact
ongoing operations of our business
Remain committed to goal of reducing relative long-term care
exposure by 50% over the next 3-6 years
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 17
Questions and Answers
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 18
Appendix
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 19
Bankers Life LTC – Key Points of Differentiation
Sold primarily to middle-income individuals at/near retirement
‒ Results in higher average issue age (~67) and higher average attained age (~77)
‒ Assets and liabilities matched
‒ Lower average benefit periods; 87% of policies with benefit period of four years or less and only 4% of
policies with lifetime benefits
‒ Continue to offer solutions to address critical need
‒ Over 90% of current sales have benefit periods of two years or less
‒ Coinsurance on new business since 2008; independent review of underwriting and claim practices
‒ Products periodically re-priced to reflect current key assumptions (interest rates, claim trends, etc)
‒ New sales are ~1% of CNO first year collected premiums
Proactive in-force management
− Five rounds of actuarially justified rate increases since 2006
− Piloting and implementing initiatives to bend the claim cost curve
− Comprehensive claim and persistency studies conducted (and reviewed by third party) in 2014 and 2015
− Solid track record; claim reserves have been net redundant over the past several years
Testing margins are thin but positive
− Recent experience in-line with recent studies/current assumptions
− No future rounds of rate increases included in assumptions
− Interest rates remain a risk
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 20
Producing Agent Counts
1st Yr 2nd Yr 3rd Yr + Total Qtr Avg (3) 1st Yr 2nd Yr 3rd Yr + Total Qtr Avg (3)
9/30/2016 1,953 521 1,863 4,337 4,436 458 144 372 974 953
6/30/2016 2,196 588 1,854 4,638 4,608 425 130 377 932 928
3/31/2016 2,182 626 1,895 4,703 4,548 418 117 372 907 904
12/31/2015 2,051 584 1,927 4,562 4,565 410 127 367 904 899
9/30/2015 2,077 601 1,871 4,549 4,693 411 115 365 891 892
6/30/2015 2,484 606 1,891 4,981 4,939 423 132 346 901 882
3/31/2015 2,468 657 1,894 5,019 4,850 344 127 340 811 830
12/31/2014 2,258 664 1,868 4,790 4,842 365 128 337 830 831
12/31/2013 2,557 693 1,718 4,968 5,046 335 112 296 743 756
12/31/2012 2,429 662 1,600 4,691 4,850 298 108 269 675 687
12/31/2011 2,461 600 1,587 4,648 4,702
12/31/2010 2,199 668 1,486 4,353 4,391
12/31/2009 2,564 662 1,513 4,739 4,742
12/31/2008 2,489 651 1,324 4,464 4,417
12/31/2007 2,198 554 1,231 3,983 4,034
(1) Defined as the number of agents that have sold at least one policy in the period
(2) Defined as active PMA appointed agents with $1,000 or more of New Annualized Premium in the prior 12 months
(3) Agent counts at the end of each month used to calculate the average for the quarter
Bankers Life (1) Washington National (2)
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 21
3Q16 Holding Company Liquidity
($ millions)
3Q16 YTD
Cash and Investments Balance - Beginning $375.7 $382.2
Sources
Net Dividends from Insurance Subsidiaries (154.8) (24.2)
Dividends from Non-insurance Subsidiaries 2.0 11.0
Interest/Earnings on Corporate Investments 21.4 31.4
Surplus Debenture Interest 12.2 36.4
Service and Investment Fees, Net 33.7 62.2
Other 3.0 6.3
Total Sources (82.5) 123.1
Uses
Interest 0.6 22.4
Share Repurchases 61.0 206.7 *
Common Stock Dividend 13.9 40.9
Holding Company Expenses and Other 14.5 40.2
Total Uses 90.0 310.2
Non-cash changes in investment balances (13.9) (5.8)
Unrestricted Cash and Investments Balance - 9/30/2016 $189.3 $189.3
* Includes $3.7 million of purchases from 4Q 2015 that settled in 1Q 2016.
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 22
Non-Life
$737
Non-Life
$68
Non-Life
$52
Life $98
Loss Carryforwards Valuation Allowance
Impact of Settlement with the IRS1
($ millions)
Value of 3Q16 Loss Carryforwards
$2343,4
Impacts
v
Value of life NOLs will increase by $98 million
Net value of non-life NOLs will increase by $16
million ($68 million of NOLs offset by $52
million valuation allowance)
Additional Life NOLs expected to be fully
utilized by end of year (will offset life income in
3Q16 and 4Q16 and the tax gain on the LTC
recapture)
Settlement is expected to result in a 4Q16 gain
of $120 million
Total estimated economic value of NOLs after
the settlement of $520 million @ 10% discount
rate
1 The impact of the settlement is expected to be realized in 4Q16 (the period in which the final settlement documentation is expected to be received).
2 Excludes $12 million related to state operating loss carryforwards.
3 Excludes $10 million related to state operating loss carryforwards.
4 Proforma total, including the impact of the settlement.
$9052,4
Non-Life
$182
Impact of settlement
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 23
The table below summarizes the financial impact of significant items on our 3Q15 net operating income. Management believes that
identifying the impact of these items enhances the understanding of our operating results (dollars in millions).
3Q15 Significant Items
* A non-GAAP measure. See pages 28 and 30 for a reconciliation to the corresponding GAAP measure.
Net Operating Income:
Bankers Life $ 79.8 $ - $ 79.8
Washington National
Colonial Penn
Adjusted EBIT from business segments
Corporate Operations, excluding corporate interest expense (1)
Adjusted EBIT
Corporate interest expense
Operating earnings before tax
Tax expense on operating income
Net operating income * $ 56.8 $ 7.5 $ 64.3
Net operating income per diluted share* $ 0.30 $ 0.03 $ 0.33
Three months ended
September 30, 2015
Actual results Significant items
Excluding
significant
items
111.0
30.6 - 30.6
7.5 106.6
(11.3) - (11.3)
0.6 - 0.6
111.0 -
87.8 7.5 95.3
31.0 -
(11.9) 7.5 (4.4)
31.0
99.1
(1) Pre-tax earnings in the Corporate segment included the impact of current market conditions on the value of investments backing our Company-owned life insurance
("COLI") tilized as a vehicle to fund Bankers Life's agent deferred compensation plan. It should be noted that changes in the value of COLI investments are not subject
to income tax.
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 24
The table below summarizes the financial impact of significant items on our 4Q15 net operating income. Management believes that
identifying the impact of these items enhances the understanding of our operating results (dollars in millions).
4Q15 Significant Items
* A non-GAAP measure. See pages 28 and 30 for a reconciliation to the corresponding GAAP measure.
Net Operating Income:
Bankers Life $ 121.2 $ (32.1) (1) $ 89.1
Washington National (2)
Colonial Penn
Adjusted EBIT from business segments
Corporate Operations, excluding corporate interest expense (3)
Adjusted EBIT
Corporate interest expense
Operating earnings before tax
Tax expense on operating income
Net operating income * $ 97.0 $ (25.7) $ 71.3
Net operating income per diluted share* $ 0.52 $ (0.14) $ 0.38
Three months ended
December 31, 2015
Actual results Significant items
Excluding
significant
items
127.1
32.3 (1.0) 31.3
(37.3) 122.2
(11.3) - (11.3)
6.7 - 6.7
160.2 (33.1)
148.2 (37.3) 110.9
51.2 (11.6)
(0.7) (4.2) (4.9)
39.6
159.5
(2) Pre-tax earnings in the Washington National segment included $1.0 million of favorable impacts from our comprehensive annual actuarial review.
(3) Pre-tax earnings in the Corporate segment included a $4.2 million positive impact of current market conditions on the value of investments backing our Company-
owned life insurance ("COLI") used as a vehicle to fund Bankers Life's agent deferred compensation plan.
(1) Pre-tax earnings in the Bankers Life segment included: (i) $25.8 million of favorable impacts from our comprehensive annual actuarial review including the net
impact from model enhancements and changes in assumptions related to mortality, long-term interest rates and the spread earned on fixed index annuities; and (ii) the
$6.3 million release of long-term care reserves (net of the reduction in insurance intangibles) due to the impact of policyholder actions following rate increases.
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 25
The table below summarizes the financial impact of significant items on our 1Q16 net operating income. Management believes that
identifying the impact of these items enhances the understanding of our operating results (dollars in millions).
1Q16 Significant Items
* A non-GAAP measure. See pages 28 and 30 for a reconciliation to the corresponding GAAP measure.
Net Operating Income:
Bankers Life $ 77.6 $ (7.7) (1) $ 69.9
Washington National
Colonial Penn
Adjusted EBIT from business segments
Corporate Operations, excluding corporate interest expense (2)
Adjusted EBIT
Corporate interest expense
Operating earnings before tax
Tax expense on operating income
Net operating income * $ 49.6 $ (3.0) $ 46.6
Net operating income per diluted share* $ 0.27 $ (0.01) $ 0.26
Three months ended
March 31, 2016
Actual results Significant items
Excluding
significant
items
89.4
26.3 - 26.3
(4.7) 84.3
(11.4) - (11.4)
(6.8) - (6.8)
97.1 (7.7)
77.6 (4.7) 72.9
28.0 (1.7)
(8.1) 3.0 (5.1)
26.3
89.0
(2) Pre-tax earnings in the Corporate segment included $3.0 million of accelerated stock compensation expense releated to retirement eligible employees.
(1) Pre-tax earnings in the Bankers Life segment included the $7.7 million release of long-term care reserves (net of the reduction in insurance intangibles) due to the
impact of policyholder actions following rate increases.
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 26
The table below summarizes the financial impact of significant items on our 2Q16 net operating income. Management believes that
identifying the impact of these items enhances the understanding of our operating results (dollars in millions).
2Q16 Significant Items
* A non-GAAP measure. See pages 28 and 30 for a reconciliation to the corresponding GAAP measure.
Net Operating Income:
Bankers Life $ 93.3 $ (4.5) (1) $ 88.8
Washington National
Colonial Penn
Adjusted EBIT from business segments
Corporate Operations, excluding corporate interest expense
Adjusted EBIT
Corporate interest expense
Operating earnings before tax
Tax expense on operating income
Net operating income * $ 63.7 $ (2.9) $ 60.8
Net operating income per diluted share* $ 0.35 $ (0.01) $ 0.34
(1) Pre-tax earnings in the Bankers Life segment included the $4.5 million release of long-term care reserves (net of the reduction in insurance intangibles) due to the
impact of policyholder actions following rate increases.
99.4 (4.5) 94.9
35.7 (1.6)
(7.0) - (7.0)
34.1
110.8 (4.5) 106.3
(11.4) - (11.4)
3.0 - 3.0
117.8 (4.5) 113.3
21.5 - 21.5
Three months ended
June 30, 2016
Actual results Significant items
Excluding
significant
items
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 27
The table below summarizes the financial impact of significant items on our 3Q16 net operating income. Management believes that
identifying the impact of these items enhances the understanding of our operating results (dollars in millions).
3Q16 Significant Items
* A non-GAAP measure. See pages 28 and 30 for a reconciliation to the corresponding GAAP measure.
Net Operating Income:
Bankers Life $ 88.1 $ (5.2) (1) $ 82.9
Washington National
Colonial Penn
Adjusted EBIT from business segments
Corporate Operations, excluding corporate interest expense
Adjusted EBIT
Corporate interest expense
Operating earnings before tax
Tax expense on operating income
Net operating income * $ 64.3 $ (3.4) $ 60.9
Net operating income per diluted share* $ 0.37 $ (0.02) $ 0.35
(1) Pre-tax earnings in the Bankers Life segment included the $5.2 million release of long-term care reserves (net of the reduction in insurance intangibles) due to the
impact of policyholder actions following rate increases.
98.3 (5.2) 93.1
34.0 (1.8)
(4.4) - (4.4)
32.2
109.8 (5.2) 104.6
(11.5) - (11.5)
0.9 - 0.9
114.2 (5.2) 109.0
25.2 - 25.2
Three months ended
September 30, 2016
Actual results Significant items
Excluding
significant
items
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 28
Quarterly Earnings
*Management believes that an analysis of earnings before net realized investment gains (losses), fair value changes in embedded derivative liabilities, fair value changes and amendment
related to the agent deferred compensation plan, loss on reinsurance transaction, other non-operating items, corporate interest expense and taxes (“Adjusted EBIT,” a non-GAAP
financial measure) provides a clearer comparison of the operating results of the company quarter-over-quarter because it excludes: (1) net realized investment gains (losses); (2) fair
value changes due to fluctuations in the interest rates used to discount embedded derivative liabilities related to our fixed index annuities that are unrelated to the company’s underlying
fundamentals; (3) fair value changes and amendment related to the agent deferred compensation plan; (4) loss on reinsurance transaction; (5) charges in the valuation allowance for
deferred tax assets and other tax items; and (6) other non-operating items consisting primarily of equity in earnings of certain non-strategic investments and earnings attributable to
variable interest entities. The table above provides a reconciliation of Adjusted EBIT to net income.
3Q15 4Q15 1Q16 2Q16 3Q16
Bankers Life 79.8$ 121.2$ 77.6$ 93.3$ 88.1$
Washington National 30.6 32.3 26.3 21.5 25.2
Colonial Penn 0.6 6.7 (6.8) 3.0 0.9
Adjusted EBIT from business segments 111.0 160.2 97.1 117.8 114.2
Corporate operations, excluding interest expense (11.9) (0.7) (8.1) (7.0) (4.4)
Adjusted EBIT* 99.1 159.5 89.0 110.8 109.8
Corporate interest expense (11.3) (11.3) (11.4) (11.4) (11.5)
Operating earnings before taxes 87.8 148.2 77.6 99.4 98.3
Tax expense on period income 31.0 51.2 28.0 35.7 34.0
Net operating income 56.8 97.0 49.6 63.7 64.3
Net realized investment gains (losses), net of related amortization (19.0) (15.8) (1.0) 12.0 11.4
Fair value changes in embedded derivative liabilities, net of related amortization (15.7) 14.6 (29.5) (16.5) 9.4
Fair value changes and amendment related to the agent deferred compensation plan - 15.1 (6.0) (12.3) 6.3
Loss on reinsurance transaction - - - - (75.4)
Other (0.7) (1.8) (0.6) 0.1 (0.7)
Non-operating income (loss) before taxes (35.4) 12.1 (37.1) (16.7) (49.0)
Income tax expense (benefit):
On non-operating income (loss) (12.4) 4.3 (13.0) (5.9) (17.1)
Valuation allowance for deferred tax assets and other tax items - (32.5) (20.0) (7.0) 13.8
Net non-operating income (loss) (23.0) 40.3 (4.1) (3.8) (45.7)
Net income 33.8$ 137.3$ 45.5$ 59.9$ 18.6$
($ millions)
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 29
The following provides additional information regarding certain non-GAAP measures used in this presentation.
A non-GAAP measure is a numerical measure of a company’s performance, financial position, or cash flows
that excludes or includes amounts that are normally excluded or included in the most directly comparable
measure calculated and presented in accordance with GAAP. While management believes these measures
are useful to enhance understanding and comparability of our financial results, these non-GAAP measures
should not be considered as substitutes for the most directly comparable GAAP measures. Additional
information concerning non-GAAP measures is included in our periodic filings with the Securities and
Exchange Commission that are available in the “Investors – SEC Filings” section of CNO’s website,
www.CNOinc.com.
Operating earnings measures
Management believes that an analysis of net income applicable to common stock before net realized
investment gains or losses, fair value changes due to fluctuations in the interest rates used to discount
embedded derivative liabilities related to our fixed index annuities, fair value changes and amendment
related to the agent deferred compensation plan, loss on reinsurance transaction, changes in the valuation
allowance for deferred tax assets and other tax items and other non-operating items consisting primarily of
equity in earnings of certain non-strategic investments and earnings attributable to variable interest entities
(“net operating income,” a non-GAAP financial measure) is important to evaluate the financial performance of
the Company and is a key measure commonly used in the life insurance industry. Management uses this
measure to evaluate performance because the items excluded from net operating income can be affected by
events that are unrelated to the Company’s underlying fundamentals.
Information Related to Certain Non-GAAP Financial Measures
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 30
Information Related to Certain Non-GAAP Financial Measures
A reconciliation of net income applicable to common stock to net operating income (and related per-share amounts) is as follows
(dollars in millions, except per-share amounts):
3Q15 4Q15 1Q16 2Q16 3Q16
Net income applicable to common stock 33.8$ 137.3$ 45.5$ 59.9$ 18.6$
Non-operating items:
Net realized investment (gains) losses, net of related amortization 19.0 15.8 1.0 (12.0) (11.4)
Fair value changes in embedded derivative liabilities, net of related amortization 15.7 (14.6) 29.5 16.5 (9.4)
Fair value changes and amendment related to the agent deferred compensation plan - (15.1) 6.0 12.3 (6.3)
Loss on reinsurance transaction - - - - 75.4
Other 0.7 1.8 0.6 (0.1) 0.7
Non-operating income (loss) before taxes 35.4 (12.1) 37.1 16.7 49.0
Income tax (expense) benefit:
On non-operating (income) loss 12.4 (4.3) 13.0 5.9 17.1
Valuation allowance for deferred tax assets and other tax items - 32.5 20.0 7.0 (13.8)
Net non-operating (income) loss 23.0 (40.3) 4.1 3.8 45.7
Net operating income (a non-GAAP financial measure) 56.8$ 97.0$ 49.6$ 63.7$ 64.3$
Per diluted share:
Net income 0.18$ 0.73$ 0.25$ 0.33$ 0.11$
Net re lized investment (gains) losses (net of related amortization and taxes) 0.07 0.05 - (0.04) (0.04)
Fair value changes in embedded derivative liabilities (net of related amortization and taxes) 0.05 (0.05) 0.11 0.06 (0.04)
Fair value changes and amendment related to the agent deferred compensation plan (net of taxes) - (0.05) 0.02 0.04 (0.02)
Valuation allowance for deferred tax assets and other tax items - (0.17) (0.11) (0.04) 0.08
Loss on reinsurance transaction (net of taxes) - - - - 0.28
Other - 0.01 - - -
Net operating income (a non-GAAP financial measure) 0.30$ 0.52$ 0.27$ 0.35$ 0.37$
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 31
3Q15 4Q15 1Q16 2Q16 3Q16
Operating income 56.8$ 97.0$ 49.6$ 63.7$ 64.3$
Weighted average shares outstanding for basic earnings per share 190,259 185,608 180,350 178,323 174,247
Effect of dilutive securities on weighted average shares:
Stock options, restricted stock and performance units 2,106 2,342 1,778 1,944 1,476
Weighted average shares outstanding for diluted earnings per share 192,365 187,951 182,128 180,267 175,723
Operating earnings per diluted share 0.30$ 0.52$ 0.27$ 0.35$ 0.37$
A reconciliation of operating income and shares used to calculate basic and diluted operating earnings per share is as
follows (dollars in millions, except per-share amounts, and shares in thousands):
Information Related to Certain Non-GAAP Financial Measures
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 32
Book value per diluted share
Book value per diluted share reflects the potential dilution that could occur if outstanding stock options were exercised, restricted stock and performance units
were vested and convertible securities were converted. The dilution from options, restricted shares and performance units is calculated using the treasury stock
method. Under this method, we assume the proceeds from the exercise of the options (or the unrecognized compensation expense with respect to restricted
stock and performance units) will be used to purchase shares of our common stock at the closing market price on the last day of the period. In addition, the
calculation of this non-GAAP measure differs from the corresponding GAAP measure because accumulated other comprehensive income (loss) has been
excluded from the value of capital used to determine this measure. Management believes this non-GAAP measure is useful because it removes the volatility
that arises from changes in the unrealized appreciation (depreciation) of our investments.
3Q15 4Q15 1Q16 2Q16 3Q16
Total shareholders' equity 4,171.0$ 4,138.5$ 4,226.6$ 4,456.2$ 4,493.8$
Shares outstanding for the period 186,741,760 184,028,511 179,098,447 176,240,559 173,543,965
Book value per share 22.34$ 22.49$ 23.60$ 25.28$ 25.89$
Total shareholders' equity 4,171.0$ 4,138.5$ 4,226.6$ 4,456.2$ 4,493.8$
Less accumulated other comprehensive income (510.4) (402.8) (540.5) (777.8) (855.5)
A justed shareholders' equity excluding AOCI 3,660.6$ 3,735.7$ 3,686.1$ 3,678.4$ 3,638.3$
S tst n ing for the period 186,741,760 184,028,511 179,098,447 176,240,559 173,543,965
Dilutive common stock equivalents related to:
Stock options, restricted stock and performance units 2,176,988 2,311,877 1,803,822 1,744,508 1,349,207
Diluted shares outstanding 188,918,748 186,340,388 180,902,269 177,985,067 174,893,172
Book value per diluted share (a non-GAAP financial measure) 19.38$ 20.05$ 20.38$ 20.67$ 20.80$
A reconciliation from book value per share to book value per diluted share, excluding accumulated other comprehensive income (loss) is as follows (dollars in
millions, except per share amounts):
Information Related to Certain Non-GAAP Financial Measures
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 33
Information Related to Certain Non-GAAP Financial Measures
The interest-adjusted benefit ratio (a non-GAAP measure) is calculated by dividing the product's insurance policy benefits less
imputed interest income on the accumulated assets backing the insurance liabilities by insurance policy income. Interest income is
an important factor in measuring the performance of longer duration health products. The net cash flows generally cause an
accumulation of amounts in the early years of a policy (accounted for as reserve increases), which will be paid out as benefits in
later policy years (accounted for as reserve decreases). Accordingly, as the policies age, the benefit ratio will typically increase, but
the increase in the change in reserve will be partially offset by the imputed interest income earned on the accumulated assets. The
interest-adjusted benefit ratio reflects the effects of such interest income offset. Since interest income is an important factor in
measuring the performance of these products, management believes a benefit ratio, which includes the effect of interest income, is
useful in analyzing product performance. The interest-adjusted benefit ratio excluding the impact of rate increases eliminates the
release of reserves due to the impact of policyholder actions following rate increases.
3Q15 4Q15 1Q16 2Q16 3Q16
Bankers Life
Long-term care benefit ratios
Earned premium 119.0$ 118.6$ 118.5$ 118.3$ 116.6$
Benefit ratio before imputed interest income on reserves 141.1% 137.1% 132.9% 134.7% 137.7%
Interest-adjusted benefit ratio 83.8% 79.6% 75.3% 77.9% 77.7%
Interest-adjusted benefit ratio, exluding the impact of reserve releases due to rate increases 83.8% 85.5% 82.4% 82.1% 82.6%
Underwriting margin (earned premium plus imputed interest income on reserves less policy benefits) 19.3$ 24.2$ 29.3$ 26.2$ 26.0$
A just d und rwriting margin (excluding the impact of reserve releases due to rate increases) 19.3 17.2 20.9 21.1 20.3
Was ington National
Supplemental health benefit ratios
Earned premium 136.6$ 138.0$ 139.2$ 140.9$ 141.5$
Benefit ratio before imputed interest income on reserves 81.7% 81.8% 81.2% 85.7% 84.0%
Interest-adjusted benefit ratio 57.4% 57.5% 57.7% 61.6% 59.8%
Underwriting margin (earned premium plus imputed interest income on reserves less policy benefits) 58.2$ 58.6$ 58.9$ 54.0$ 57.0$
Interest-adjusted benefit ratios
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 34
Information Related to Certain Non-GAAP Financial Measures
Operating return measures
Management believes that an analysis of net income applicable to common stock before the net loss on sales of CLIC
and loss on reinsurance transaction, net realized investment gains or losses, fair value changes due to fluctuations in
the interest rates used to discount embedded derivative liabilities related to our fixed index annuities, fair value changes
and amendment related to the agent deferred compensation plan, changes in the valuation allowance for deferred tax
assets and other tax items, loss on extinguishment of debt and other non-operating items consisting primarily of equity
in earnings of certain non-strategic investments and earnings attributable to variable interest entities (“net operating
income,” a non-GAAP financial measure) is important to evaluate the financial performance of the Company and is a
key measure commonly used in the life insurance industry. Management uses this measure to evaluate performance
because the items excluded from net operating income can be affected by events that are unrelated to the Company’s
underlying fundamentals.
Management also believes that an operating return, excluding significant items, is important as the impact of these
items enhances the understanding of our operating results.
This non-GAAP financial measure also differs from return on equity because accumulated other comprehensive income
(loss) has been excluded from the value of equity used to determine this ratio. Management believes this non-GAAP
financial measure is useful because it removes the volatility that arises from changes in accumulated other
comprehensive income (loss). Such volatility is often caused by changes in the estimated fair value of our investment
portfolio resulting from changes in general market interest rates rather than the business decisions made by
management.
In addition, our equity includes the value of significant net operating loss carryforwards (included in income tax assets).
In accordance with GAAP, these assets are not discounted, and accordingly will not provide a return to shareholders
(until after it is realized as a reduction to taxes that would otherwise be paid). Management believes that excluding this
value from the equity component of this measure enhances the understanding of the effect these non-discounted
assets have on operating returns and the comparability of these measures from period-to-period. Operating return
measures are used in measuring the performance of our business units and are used as a basis for incentive
compensation.
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 35
Information Related to Certain Non-GAAP Financial Measures
The calculations of: (i) operating return on equity, excluding accumulated other comprehensive income (loss) and net
operating loss carryforwards (a non-GAAP financial measure); (ii) operating return, excluding significant items, on
equity, excluding accumulated other comprehensive income (loss) and net operating loss carryforwards (a non-
GAAP financial measure); and (iii) return on equity are as follows (dollars in millions):
3Q15 4Q15 1Q16 2Q16 3Q16
Operating income 246.8$ 274.7$ 264.2$ 267.1$ 274.6$
Operating income, excluding significant items 260.7$ 262.3$ 248.8$ 243.0$ 239.6$
Net Income 217.3$ 270.7$ 263.4$ 276.5$ 261.3$
Average common equity, excluding accumulated other
comprehensive income (loss) and net operating loss
carryforwards (a non-GAAP financial measure) 3,009.4$ 2,992.3$ 2,981.7$ 2,977.9$ 2,991.1$
Average common shareholders' equity 4,563.1$ 4,425.5$ 4,290.9$ 4,236.6$ 4,288.4$
Operating return on equity, excluding accumulated other
comprehensive income (loss) and net operating loss
carryfo wards (a non-GAAP financial measure) 8.2% 9.2% 8.9% 9.0% 9.2%
Operating return, excluding significant items, on equity, excluding
accumulated other comprehensive income (loss) and net
operating loss carryforwards (a non-GAAP financial measure) 8.7% 8.8% 8.3% 8.2% 8.0%
Return on equity 4.8% 6.1% 6.1% 6.5% 6.1%
Trailing Twelve Months Ended
(Continued on next page)
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 36
Information Related to Certain Non-GAAP Financial Measures
The following summarizes: (i) operating earnings; (ii) significant items; (iii) operating earnings, excluding significant
items; and (iv) net income (dollars in millions):
Operating
Operating earnings,
earnings, excluding Net
excluding significant income -
Operating Significant significant items - trailing Net trailing
earnings items (a) items four quarters income four quarters
4Q14 69.1$ 0.6$ 69.7$ 272.3$ 83.9$ 51.4$
1Q15 60.1 - 60.1 270.6 52.8 332.2
2Q15 60.8 5.8 66.6 265.9 46.8 300.9
3Q15 56.8 7.5 64.3 260.7 33.8 217.3
4Q15 97.0 (25.7) 71.3 262.3 137.3 270.7
1Q16 49.6 (3.0) 46.6 248.8 45.5 263.4
2Q16 63.7 (2.9) 60.8 243.0 59.9 276.5
3Q16 64.3 (3.4) 60.9 239.6 18.6 261.3
(a) - The significant items have been discussed in prior press releases.
(Continued on next page)
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 37
Information Related to Certain Non-GAAP Financial Measures
A reconciliation of pretax operating earnings (a non-GAAP financial measure) to net income is as follows (dollars in
millions):
3Q15 4Q15 1Q16 2Q16 3Q16
Pretax operating earnings (a non-GAAP financial measure) 381.5$ 422.8$ 407.4$ 413.0$ 423.5$
Income tax (expense) benefit (134.7) (148.1) (143.2) (145.9) (148.9)
Operating return 246.8 274.7 264.2 267.1 274.6
Non-operating items:
Net loss on sale of CLIC and loss on reinsurance transaction 2.9 - - - -
Gains (losses), net of related amortization (23.8) (36.1) (46.2) (23.8) 6.6
Fair value changes in embedded derivative liabilities, net of related amortization (20.2) 11.9 (4.9) (47.1) (22.0)
Fair value changes and amendment related to the agent deferred compensation plan (15.0) 15.1 9.1 (3.2) 3.1
Loss on reinsurance transaction - - - - (75.4)
Loss on extinguishment of debt (32.8) (32.8) (32.8) - -
Other (9.3) (13.2) (6.7) (3.0) (3.0)
Non-operating income (loss) before taxes (98.2) (55.1) (81.5) (77.1) (90.7)
Income tax expense (benefit):
On non-operating income (loss) (34.6) (18.6) (28.2) (27.0) (31.7)
Valuation allowance for deferred tax assets and other tax items (34.1) (32.5) (52.5) (59.5) (45.7)
Net non-operating income (loss) (29.5) (4.0) (0.8) 9.4 (13.3)
Net income 217.3$ 270.7$ 263.4$ 276.5$ 261.3$
Twelve Months Ended
(Continued on next page)
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 38
Information Related to Certain Non-GAAP Financial Measures
A reconciliation of consolidated capital, excluding accumulated other comprehensive income (loss) and net operating
loss carryforwards (a non-GAAP financial measure) to common shareholders’ equity, is as follows (dollars in millions):
1Q14 2Q14 3Q14 4Q14
Consolidated capital, excluding accumulated other comprehensive
income (loss) and net operating loss carryforwards
(a non-GAAP financial measure) 2,996.0$ 3,032.6$ 3,028.0$ 3,045.3$
Net operating loss carryforwards 948.0 885.6 834.7 817.6
Accumulated other comprehensive income 766.2 926.1 859.3 825.3
Common shareholders' equity 4,710.2$ 4,844.3$ 4,722.0$ 4,688.2$
1Q15 2Q15 3Q15 4Q15
Consolidated capital, excluding accumulated other comprehensive
income (loss) and net operating loss carryforwards
(a non-GAAP financial measure) 3,026.1$ 2,989.7$ 2,924.9$ 3,011.6$
Net operating loss carryforwards 793.3 769.5 735.7 724.1
Accumulated other comprehensive income 934.2 605.0 510.4 402.8
Common shareholders' equity 4,753.6$ 4,364.2$ 4,171.0$ 4,138.5$
1Q16 2Q16 3Q16
Consolidated capital, excluding accumulated other comprehensive
incom loss) and net operating loss carryforwards
(a non-GAAP financial measure) 2,975.3$ 3,010.1$ 3,010.1$
Net operating loss carryforwards 710.8 668.3 628.2
Accumulated other comprehensive income 540.5 777.8 855.5
Common shareholders' equity 4,226.6$ 4,456.2$ 4,493.8$
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 39
Information Related to Certain Non-GAAP Financial Measures
A reconciliation of consolidated capital, excluding accumulated other comprehensive income (loss) and net operating
loss carryforwards (a non-GAAP financial measure) to common shareholders’ equity, is as follows (dollars in millions):
3Q15 4Q15 1Q16 2Q16 3Q16
Consolidated capital, excluding accumulated other comprehensive
income (loss) and net operating loss carryforwards
(a non-GAAP financial measure) 3,009.4$ 2,992.3$ 2,981.7$ 2,977.9$ 2,991.1$
Net operating loss carryforwards 791.4 767.3 745.3 722.4 696.3
Accumulated other comprehensive income 762.3 665.9 563.9 536.3 601.0
Common shareholders' equity 4,563.1$ 4,425.5$ 4,290.9$ 4,236.6$ 4,288.4$
Trailing Four Quarter Average
CNO Financial Group | Third Quarter 2016 Earnings | November 2, 2016 40
Information Related to Certain Non-GAAP Financial Measures
3Q15 4Q15 1Q16 2Q16 3Q16
Corporate notes payable 909.8$ 911.1$ 911.5$ 912.0$ 912.5$
Total shareholders' equity 4,171.0 4,138.5 4,226.6 4,456.2 4,493.8
Total capital 5,080.8$ 5,049.6$ 5,138.1$ 5,368.2$ 5,406.3$
orporat debt to capital 17.9% 18.0% 17.7% 17.0% 16.9%
Corporate notes payable 909.8$ 911.1$ 911.5$ 912.0$ 912.5$
Total shareholders' equity 4,171.0 4,138.5 4,226.6 4,456.2 4,493.8
Less accumulated other comprehensive income (510.4) (402.8) (540.5) (777.8) (855.5)
Total capital 4,570.4$ 4,646.8$ 4,597.6$ 4,590.4$ 4,550.8$
Debt to total capital ratio, excluding AOCI (a
non-GAAP financial measure) 19.9% 19.6% 19.8% 19.9% 20.1%
Debt to capital ratio, excluding accumulated other comprehensive income (loss)
The debt to capital ratio, excluding accumulated other comprehensive income (loss), differs from the debt to capital ratio because accumulated
other comprehensive income (loss) has been excluded from the value of capital used to determine this measure. Management believes this non-
GAAP financial measure is useful because it removes the volatility that arises from changes in accumulated other comprehensive income (loss).
Such volatility is often caused by changes in the estimated fair value of our investment portfolio resulting from changes in general market interest
rates rather than the business decisions made by management. A reconciliation of these ratios is as follows ($ in millions):