ESTA

BLISH

ING

A STRATEGIC

FRAMEWORK

LONG- TERM

SUCCESS

FOUNDATIONAL

DEVELOPMENT

VISION

MISSION

PURPOSE

VALUES

Kip Miller31 Octombrie 2009

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• To grow our businesses effectively, To grow our businesses effectively, it is critical to establish a it is critical to establish a framework for long-term success.framework for long-term success.

• Most small businesses want to Most small businesses want to significantly increase:significantly increase:

Long Term SuccessLong Term Success

CASH FLOWPROFITS

COMPANY’S VALUE

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Long-Term Success Requires Long-Term Success Requires Developing a FoundationDeveloping a Foundation

• Foundation is built upon a solid:Foundation is built upon a solid:

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• A A ”Snapshot””Snapshot” of what the future looks of what the future looks like to youlike to you

• Consider your gifts, talents, abilities, Consider your gifts, talents, abilities, experiences and passionsexperiences and passions

• Jump into the future with Jump into the future with your camera and take a your camera and take a snapshot snapshot

• Come back and write down Come back and write down what the vision looks like what the vision looks like

What is a Personal or What is a Personal or Professional Vision?Professional Vision?

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• It comes from God.It comes from God.

• We perish without it.We perish without it.

Why is Vision Important?Why is Vision Important?

““Where there is Where there is no vision, the no vision, the

people perish.” people perish.”

[Proverbs 29.18] [Proverbs 29.18]

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• Vision comes before resources, tactics Vision comes before resources, tactics and strategiesand strategies

• Business leaders often skip vision, Business leaders often skip vision, mission, and valuesmission, and values They go straight to tactics and action They go straight to tactics and action

They want instant gratificationThey want instant gratification

They just get going and keep going and They just get going and keep going and going and going and going…going and going and going…

Vision Should Come FirstVision Should Come First

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• What do I want to be when I grow up? What do I want to be when I grow up?

• What do I want What do I want to accomplish? to accomplish?

Vision Begins with Vision Begins with Answering Two QuestionsAnswering Two Questions

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• Prayer and meditationPrayer and meditation

• Dream about possibilitiesDream about possibilities

• What do we want What do we want to be known for? to be known for?

• What is it we’ve What is it we’ve always wanted always wanted to do? to do?

• What is our What is our maximummaximum impactimpact??

Establishing a VisionEstablishing a Vision

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• Begins with the end in mindBegins with the end in mind

• Has inspirational value (God-honoring)Has inspirational value (God-honoring)

• Relays a vivid, Relays a vivid, idealized outcomeidealized outcome

• States the best States the best possible outcomepossible outcome

• States what States what success looks success looks like like

A Vision StatementA Vision Statement

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• Clearly defines your targetClearly defines your target• Is simple and brief, easily rememberedIs simple and brief, easily remembered• Does not include everythingDoes not include everything• An end snapshot of the next 5-10 yearsAn end snapshot of the next 5-10 years

A Vision StatementA Vision Statement

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• Provides everyone in the organization Provides everyone in the organization with a mental picture of “where the with a mental picture of “where the company is headed”company is headed”

• Helps to guide our decision-making Helps to guide our decision-making processprocess

• Stirs you to put the necessary process Stirs you to put the necessary process and procedures in place to support the and procedures in place to support the stated, desired outcomestated, desired outcome

• Stretches the entire organization towards Stretches the entire organization towards greater expectations and aspirationsgreater expectations and aspirations

Benefits of Having a Benefits of Having a Vision StatementVision Statement

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• Creates excitement and develops creative Creates excitement and develops creative energy among peopleenergy among people

• Is fulfilling—we are most effective when Is fulfilling—we are most effective when we are fulfilling we are fulfilling our purpose our purpose

• People survive People survive and thrive vs. and thrive vs. go away and die go away and die

Benefits of Having a Benefits of Having a Vision Statement Vision Statement (continued)(continued)

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Habakkuk 2:1-3Habakkuk 2:1-3 (New King James)(New King James)

VisionVision — — Write it Down!Write it Down!

1 “I will stand my watch and set myself on the rampart, and watch to see what He will say to me, and what I will answer when I am corrected.

2 Then the LORD answered me and said: ‘Write the vision, and make it plain on tablets, that he may run who reads it.’

3 For the vision is yet for an appointed time; but at the end it will speak, and it will not lie. Though it tarries, wait for it; because it will surely come; it will not tarry.”

[ September 2007 ]

[ September 2007 ]

THE VISIONTHE VISION

[ September 2007 ]

PVF150 VISION

The long-range vision of Eastern is highlighted

by our commitment

to profoundly care for our valued

Associates, with a desire to support their

development to reach their highest level

of personal and professional goals.

(DREAMS!)

PEOPLE-Associates

[ September 2007 ]

PVF150 VISION

We will strive for excellence

in providing our Customers with

unsurpassed service and aspire

to be recognized as the best

PVF/Plumbing organization in the Southeast.

PEOPLE-Customers

[ September 2007 ]

PVF150 VISION

We will cling to our quality of life

ideals—as honesty, integrity, caring,

self-responsibility and a positive attitude

toward hard work will define who we are.

These values will guide and empower us

in our commitment to exceed the expectations

of our Associates and our Customers.

VALUES

[ September 2007 ]

PVF150 VISION

Where there is no risk, there

is no faith. With God’s provision

wisdom and energy to see us through,

our goals can be achieved by honoring Him,

being obedient to His direction, and being

faithful stewards of all that He has entrusted

to us. Faith is being certain of an

invisible reality and acting upon what

we cannot see.

FAITH

[ September 2007 ]

PVF150 VISION

With these values at the forefront of who

we are, Eastern plans for a very bright

future and forecasts for the next five to

seven years the goal to achieve $150 Million

in annual sales. Although an optimistic

goal, with God’s blessing and determined

efforts to serve our Associates and our

Customers, we will achieve unprecedented

success.

150

[ September 2007 ]

• Clinging to empowering

• With that will enable us to…

• Profoundly about while…

[ September 2007 ]

$68M $71M$82M

$95M

FY11

-12

$110M

$130M

$150M

FY12

-13

FY13

-14

FY10

-11

FY09

-10

FY08

-09

FY07

-08

[ September 2007 ]

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• It’s what drives you and your organization It’s what drives you and your organization every dayevery day

• Keeps you and your team focused on ‘what Keeps you and your team focused on ‘what is important today’is important today’

• Implemented properly and performed daily, Implemented properly and performed daily, it serves to assist in accomplishing ‘long-it serves to assist in accomplishing ‘long-range vision’range vision’

• Companies whose employees understand the Companies whose employees understand the mission and goals enjoy a 29 percent greater mission and goals enjoy a 29 percent greater return than other firms return than other firms (Watson-Wyatt Work Study)(Watson-Wyatt Work Study)

Why a Mission Statement Why a Mission Statement is Importantis Important

Luke 18:31Luke 18:31 Then He took the twelve aside and said to them, Then He took the twelve aside and said to them, ““Behold,Behold, we are going up to Jerusalem, and all things that we are going up to Jerusalem, and all things that are written by the prophets concerning the Son of Man will are written by the prophets concerning the Son of Man will

be accomplished.”be accomplished.”

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• A precise statement of what you A precise statement of what you and/or an organization doesand/or an organization does

• A statement of how you will make a A statement of how you will make a difference every daydifference every day

• Should be applicable to the internal Should be applicable to the internal and external customerand external customer

• Needs to be only five or six words longNeeds to be only five or six words long—short enough for everyone to —short enough for everyone to rememberremember

What is a Personal and What is a Personal and Professional Mission Professional Mission

Statement?Statement?

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Kip’s Personal Kip’s Personal Mission StatementMission Statement

“To be a Christian husband, father, churchman and businessman in an evil and sinful world.”

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Eastern’s Mission StatementEastern’s Mission Statement

Committed to Exceeding Committed to Exceeding Customer ExpectationsCustomer Expectations Understanding Customer needsUnderstanding Customer needs Providing sacrificial service Providing sacrificial service TakingTaking CareCare of the Customer of the Customer

And whosoever shall ask thee to go a mile, go with him two.

(Matthew 5:41)

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Eastern’s PurposeEastern’s Purpose

Honoring God daily by Honoring God daily by demonstratingdemonstrating our timeless, our timeless,

God-honoring core values God-honoring core values of…of…

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• Practices that we use (or should be using) to Practices that we use (or should be using) to conduct our work every dayconduct our work every day

• Characteristic traits that the organization Characteristic traits that the organization wants to live outwants to live out

• Represent the persons or organization’s Represent the persons or organization’s highest prioritieshighest priorities

• The foundation of how we conduct ourselvesThe foundation of how we conduct ourselves• Timeless and God-honoringTimeless and God-honoring• Help to explain why we do business the way Help to explain why we do business the way

that we dothat we do• What is “special” about an organizationWhat is “special” about an organization

What are Core Values?What are Core Values?

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• Define and clarify who we are and what we Define and clarify who we are and what we unwaveringly stand forunwaveringly stand for ””If you don’t stand for something, you’ll fall for If you don’t stand for something, you’ll fall for

anything.”anything.”

• Serve to honor GodServe to honor God

• Impact every aspect of Impact every aspect of our organizationour organization

• Guide us in making Guide us in making decisions decisions

• Help to establish Help to establish priorities in our daily workpriorities in our daily work

Why Core Values Why Core Values are Importantare Important

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• Defined as the human quality of being Defined as the human quality of being • SincereSincere• TruthfulTruthful• TrustworthyTrustworthy• HonorableHonorable

• Includes honesty to others and to oneself Includes honesty to others and to oneself about one’s own motives and inner about one’s own motives and inner realityreality

• Telling the truth – despite consequencesTelling the truth – despite consequences

HONESTYHONESTY – The – The HeartHeart of Our Core Values of Our Core Values

• FairFair• GenuineGenuine• Loyal with integrityLoyal with integrity

And my honesty will

testify for me in the

future…

[Genesis 30:33]

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• Dishonesty’s victim is always a Dishonesty’s victim is always a PersonPerson• Every honest decision strengthens Every honest decision strengthens

relationships with our relationships with our Fellow AssociatesFellow Associates CustomersCustomers SuppliersSuppliers

• When we are truthful, we become When we are truthful, we become trustworthytrustworthy

• When trust is high, business moves at a When trust is high, business moves at a quicker pacequicker pace

HONESTYHONESTY - The - The HeartHeart of Our Core Values of Our Core Values (cont.)(cont.)

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• An alignment of your word intent with An alignment of your word intent with your actionsyour actions Our words and actions tell the same storyOur words and actions tell the same story

• Is Is NOTNOT a sales technique or clever a sales technique or clever phrase that you can memorize or repeat phrase that you can memorize or repeat

• Built by overcoming the lure to be Built by overcoming the lure to be dishonestdishonest

• Develops over time in how we handle Develops over time in how we handle large and small thingslarge and small things

INTEGRITYINTEGRITY – – A Value that EnduresA Value that Endures

He who walks in integrity walks securely, but he who perverts his way will be found out. - Proverbs 10:9

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• If you’re trustworthy in small things, If you’re trustworthy in small things, you’ll be trustworthy in big thingsyou’ll be trustworthy in big things

• If you’re a crook in small things, you’ll be If you’re a crook in small things, you’ll be a crook in big thingsa crook in big things

• If you’re not trustworthy in small jobs, If you’re not trustworthy in small jobs, who will be put in charge of the store?who will be put in charge of the store?

• Greatest thing you can ever do for Greatest thing you can ever do for yourselfyourself Relationships are impossible without itRelationships are impossible without it Fulfillment is impossible without itFulfillment is impossible without it Impact is impossible without itImpact is impossible without it

INTEGRITYINTEGRITY – – A Value that EnduresA Value that Endures

Real integrity stays in place whether the test is adversity or prosperity. - Charles Swindoll

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• Considering others better than ourselvesConsidering others better than ourselves• Not just looking after our own interestNot just looking after our own interest• Looking after the interests of othersLooking after the interests of others• Responding unselfishly to the needs of Responding unselfishly to the needs of

othersothers• Treating others with kindness, Treating others with kindness,

concern and generosityconcern and generosity

CARINGCARING – Impacting – Impacting the Lives of Others the Lives of Others

Each of you should look not only to your own interest, but also to the interest of others.

[Philippians 2:4]

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• Accepting responsibilityAccepting responsibility• Empowering Associates to act responsibly Empowering Associates to act responsibly

in pursuit of our Company missionin pursuit of our Company mission• As long as a person is willing to blame As long as a person is willing to blame

external forces—e.g., company policy, external forces—e.g., company policy, service, pricing, others, etc. — service, pricing, others, etc. — they limit upward mobilitythey limit upward mobility

SELFSELF--RESPONSIBIILTYRESPONSIBIILTY – – Holding Oneself AccountableHolding Oneself Accountable

So whether you eat or drink or whatever you do, do it all for the glory of God…for I am not

seeking my own good, but the good of many...[I Corinthians 10:31-33]

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• A Mind focused on the is A Mind focused on the is

positive, attractive!positive, attractive!

• A Mind focused on the almost A Mind focused on the almost

always produces clear thinking!always produces clear thinking!

BEINGBEING POSITIVEPOSITIVE – Essential – Essential Characteristic of a Fruitful Characteristic of a Fruitful LifeLife

There is nothing better for man than to enjoy his work, because that is his lot…[Ecclesiastes 3:22]

Do all things without murmurings and disputing…[Philippians 2:14]

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The longer I live, the more I realize the impact of attitude on life. Attitude, to me, is more important than education, than money, than circumstance, than failures, than success, than what other people think, or say or do. It is more important than appearance, giftedness, or skill. It will make or break a company, a church, a home. The remarkable thing is we have a choice every day regarding the attitude we embrace for that day. We cannot change our past, we cannot change the fact that people act in a certain way. We cannot change the inevitable. The only thing we can do is play on the one string we have, and that is our attitude. I am convinced that life is 10% what happens to me and 90% how I react to it. And so it is with you…we are in charge of our Attitudes!

-- Chuck Swindoll

BEINGBEING POSITIVEPOSITIVE – – It’s all about It’s all about Attitude!Attitude!

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Impacting the Lives of People

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EASTERNEASTERN (est. 2002)(est. 2002)

Dedicated to four Dedicated to four ““CC’’ss””of focus:of focus:

COMPANYCOMMUNITY

COUNTRYCULTURES

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Helping Hands

ConcernCompassion

Acts of Service

CARING

OUROURPURPOSEPURPOSE–– in Actionin Action

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Our desire is to have a positive impact Our desire is to have a positive impact upon the lives of othersupon the lives of others

Caring about Caring about PEOPLEPEOPLE in: in:– Professional marketplaceProfessional marketplace– Private homesPrivate homes– Far-reaching corners of the globeFar-reaching corners of the globe

At Eastern, we desire to:At Eastern, we desire to:

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MARRIAGE CONFERENCE

EDUCATIONAL REIMBURSEMENT

CHAPLAINS PROGRAM

cpr trainingcpr training

DEFIBRILLATORS-CPR TRAINING

SCHOLARSHIPS ADOPTION BENEFITS

ASSOCIATEEMERGENCY

FUND

CaresCares

LUNCH BOOK STUDIES

Our COMPANYOur COMPANYCaring for Caring for

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Caring for Our COMMUNITIES

5050MIRACLE HILL

MINISTRIES

MARCH OF DIMESCAMPUS CRUSADE

FOR CHRIST

FELLOWSHIP OF CHRISTIAN

ATHLETES

COMMUNITY YOUTH AND

CHILDREN’S HOMES

CHRISTIANBUSINESSLEADERS

COMMUNITY BLOOD DRIVES

Reaching out to Lend a Helping Hand

AMERICAN CANCER SOCIETY

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COMPANY MATCHED CONTRIBUTIONS

PACKAGESFOR OUR TROOPS IN IRAQ

HELPING HANDSMINISTRY

SAMARITAN’S PURSE

Our COUNTRYOur COUNTRYCaring for Caring for

NATIONAL DAY OF PRAYER

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Other CULTURESOther CULTURESCaring for Caring for

• USA• Romania

• Kenya

• Dominican Republic

•

• Peru • Tanzania

India

• Ecuador

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Caring for Caring for Other CULTURESOther CULTURES

Supporting the building of a Church in Mumbai, Supporting the building of a Church in Mumbai, IndiaIndia

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Caring for Caring for

Daily Daily Bread Bread Life Life Children’s Children’s Home in TanzaniaHome in Tanzania

Other CULTURESOther CULTURES

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We create a We create a company of company of which we can which we can be proud!be proud!

A CARING cultureA CARING culture When we When we ““Take Care of theTake Care of the

CustomerCustomer”” – serving the – serving the Customer and serving one Customer and serving one another — good things another — good things happen!happen!

CULTURE OF

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CULTURE OF CARING

CARING for and serving one another with a CARING for and serving one another with a smile — smile — THATTHAT makes Eastern a great place to makes Eastern a great place to work!work!

Our Desire? - By caring so much, Eastern will Our Desire? - By caring so much, Eastern will become the most vibrant, fulfilling, and become the most vibrant, fulfilling, and enjoyable place we’ve ever worked!enjoyable place we’ve ever worked!

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The

Heart of

Impacting the Lives of

Others