Supplemental Income Protection Program PROGRAM FOR OFFERING SUPPLEMENTAL INDIVIDUAL DISABILITY INCOME (IDI) INSURANCE TO EMPLOYEES Taking Your Benefits Strategy Further The information in this presentation is designed to be general in nature and for educational purposes only. The complete text, with nothing taken out of context is the only manner in which it should be used. Guardian, its subsidiaries, agents or employees do not give tax or legal advice. You should consult your tax or legal advisor regarding your individual situation.

Supplemental Income Protection Program Keeping Competitive *LIMRA, Weathering the Storm Report, No cost to the company Attract & retain employees Provides employees a wider array of options Employees ask for the benefit Improves employee morale Better options for employees than purchasing on their own

Supplemental Income Protection Program Average Duration of a Group Long-Term Disability = 2.6 Years * 9 in 10 Employees agree that voluntary benefits add value to their benefits package ** 50% Employees specifically interested in voluntary disability income insurance ** * Gen Re, U.S. Group Disability Rate & Risk Management Survey 2012, based on claims closed in 2011 ** Guardian Workplace Benefits Study, 2012.

Supplemental Income Protection Program The Core to All Planning INCOME Savings & Wealth Building Mortgage Bills Retirement Planning Insurance Purchase of Assets

Supplemental Income Protection Program Common Causes * Muscle, back, joint disorders Multiple Sclerosis Heart Attack Lupus Rheumatoid Arthritis * Council for Disability Awareness, Long-Term Disability Claims Review, 2014

Supplemental Income Protection Program A Great First Step: Group LTD A good foundation –Group plans typically replace 60% of base salary (before tax) –Provide basic protection –Initial rate offered to group is generally low Limitations could lead to inadequate coverage –Highly compensated employees may have the least amount of income replacement due to one-size-fits-all strategy –Taxation can further reduce benefits –Incentive and bonus compensation not covered –Employees don’t own it –Rates and coverage provisions can change

Supplemental Income Protection Program Do they have Adequate Coverage? Could a key employee live off of 40% of their gross income?

Expenses Supplemental Income Protection Program Scenario: Senior Executive Earning $250,000 Monthly Income if Disabled $8,875 $0 $ 2,125 Deficit $0 Net Monthly Income $14,791 $ 3,400 $ 1,500 $ 1,000 $ 1,600 $ 0 $ 200 $ 0 $ 2,700 $ 300 $ 0 $ 11,000

Expenses Supplemental Income Protection Program Scenario: Executive Earning $100,000 Monthly Income if Disabled $3,750 $0 $ 1,700 Deficit $0 Net Monthly Income $6,250 $ 1,400 $ 1,000 $ 500 $ 600 $ 0 $ 700 $ 0 $ 1,200 $ 0 $ 50 $ 0 $ 5,450

An Exceptional Team of Professionals State-of-the-Art Web-based Enrollment System Industry Leadership & Financial Strength Flexible, Tailored, Turnkey Approach Guaranteed Standard Issue with a Robust Individual Product Enhance Disability Benefits & Increase Income Replacement Supplemental Income Protection Program A Powerful Program

Supplemental Income Protection Program Leadership & Strength Berkshire Life AGENCY A.M. Best Company Standard & Poor’s Fitch (as of April 2015) RATINGS * A++ (Superior) AA+ (Very Strong) Guardian Life AGENCY A.M. Best Company Standard & Poor’s Moody’s Fitch (as of April 2015) RATINGS * A++ (Superior) AA+ (Very Strong) Aa2 (Excellent) AA+ (Very Strong) With Guardian, you have the ability to leverage a quality product portfolio and the financial strength found within its subsidiaries. *Ratings are subject to change.

As of April 2015 A.M. Best Company S & PMoody’sFitch Comdex Ranking Northwestern Mutual Insurance Company A++AA+AaaAAA100 Berkshire Life Insurance Company of America A++AA+N/AAA+ 99 The Guardian Life Insurance Company of America A++AA+Aa2AA+ 98 Massachusetts Mutual Life InsuranceA++AA+Aa2AA+98 Metropolitan Life Insurance CompanyA+AA-Aa3AA-94 Principal Life Insurance CompanyA+ A1AA-90 Ameritas Life Insurance Corporation (UNIFI Companies) AA+N/A 83 Standard Insurance CompanyAA+A2A79 UNUM Life of AmericaAAA2A 77 Supplemental Income Protection Program A Composite of All Ratings Top Carriers as Ranked by Comdex Source: VitalSigns, April Berkshire Life is not rated by Moody’s. Ameritas is not rated by Moody’s or Fitch. Ratings are subject to change. Please consult with your financial advisor for complete details concerning the ratings stated above. Some of the ratings reflect the performance of the parent company and/or other entities related to the issuing insurer.

Hassle-free Administration No Cost Way to Build Portfolio A Welcome Benefit for Employees Supplemental Income Protection Program Complementing Your Benefit Portfolio Attract, retain, reward Fill a key need Enhances existing coverage Aligns with your benefits culture Turnkey enrollment *Retirement Protection Plus is not a pension plan or a substitute for one. No medical exams (3 “yes/no” questions) Discounts Up to 75% income replacement Individually-owned Non-cancellable More types of income covered ( Bonus compensation and retirement contributions*) Flexible programs (Voluntary, Employer-paid, Cost Share, Carve-out) Customized communication strategy State-of-the-art enrollment capabilities (paper or online enrollment) Flexible billing options including e-billing

1.Align with your benefit culture 2.Provide first-class service so you can remain focused on your business 3.Utilize an educational approach so every employee feels confident in their purchase decision Supplemental Income Protection Program Unparalleled Enrollment Services Our guiding principles:

Customized on all levels –Employer –Employee –Plan Options 80-85% login rates with online-only enrollments 25% participation on voluntary cases Web security best practices Interactive, education-based tools Easy 3-step enrollment process True e-signature Real-time enrollment tracking Online choice of coverage options Technology Drives Results Supplemental Income Protection Program State-of-the-Art, Highly Secure Enrollment Site

Supplemental Income Protection Program Announce, Educate & Drive to Action Announcement letter Educational campaign Meeting presentations Video presentations Online/paper proposals

Highlights: Guaranteed Standard Issue (GSI) – No medical exam just 3 “yes/no” questions Premium discounts Coverage for bonus/incentive compensation Coverage for retirement contributions (and employer matches) Non-cancellable & guaranteed renewable to age 65/67 Supplemental Income Protection Program Income ProVider

Supplemental Income Protection Program No Cost Program that can Meet Your Objectives Increased awareness of current benefits & the value additional income protection can offer Tailored implementation & enrollment strategies designed for your company Provides additional income restoration caused by Group plan limitations Directly impacts your ability to recruit, retain and reward Strengthens benefits portfolio with high quality coverage & critical employee advantages Hassle-free implementation designed to educate & increase employee satisfaction

Next Steps [Discuss Plan Design ] [Accept and Sign Offer Letter] [Provide Complete Final Census] [Provide a copy of your company’s group LTD Booklet] [Begin Implementation Planning] Supplemental Income Protection Program Taking Your Benefits Strategy Further

[Agent Name, Title] [Agent Phone] [Agent ] Supplemental Income Protection Program Thank You 8545 (05/15) (Exp. 05/16) Disability insurance Policy Form 1200 underwritten and issued by Berkshire Life Insurance Company of America, Pittsfield, MA, a wholly owned stock subsidiary of The Guardian Life Insurance Company of America, New York, NY. Policy Form 1200 the expected benefit ratio is 60% (NY). Product provisions and availability may vary by state. Optional riders available for an additional premium.