| DCIO SALES |
| Average number of recordkeeper selling agreements |
62 |
-18.4%3 |
| Salespeople focused on financial advisers |
524 |
+41.2%3 |
| Salespeople focused on institutional market |
262 |
+35.8%3 |
| DCIO sales support staff |
257 |
-14.0%3 |
| Footnote: 3Percent change from 2015 |