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<h2 class="MsoBodyText" style="margin-left:1.5in;text-indent:.5in" align="center"><font face="Verdana, Arial, Helvetica, sans-serif">THE
80/20 RULE</font></h2>
<h2 class="MsoBodyText" style="margin-left:1.5in;text-indent:.5in" align="center"><font face="Verdana, Arial, Helvetica, sans-serif">
CAN MAGIC NUMBERS BE A GUIDE TO SUCCESS?</font></h2>
<p class="MsoNormal"> </p>
<p class="MsoNormal"><span style="font-size: 14.0pt"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Have
you ever heard the business rule that 80% of your business comes from 20% of
your customers? I have often tested that premise and must confess that
I found it fundamentally true ! Although not precise or statistically
accurate, as a guideline it holds up as an excellent tool that can be used in
<u>many</u> ways. The numbers are not always exactly 80% or 20%, but remarkably
close. Certainly enough for this message: �Shouldn�t you be concentrating
your efforts and your resources on that highly rewarding 20%? Concentrating
your efforts on where the biggest return is, seems to be good advice.
But are there any other advantages or applications of the 80/20 rule.
You bet!</font></span></p>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">In
1906 Italian economist Vilfredo Pareto created the mathematical formula to describe
the unequal distribution of wealth in Italy. His studies found that 80%
of the wealth in the country was owned by 20% of the people. </font></p>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Based
on those studies, Dr Joseph Juran working in the U.S. in the 1930s, recognized
this as a universal, natural principle that he called <b>� The Vital Few and
the Trivial Many� </b> This, as defined in his analysis, stated that 20% of
almost anything is responsible for 80% of almost everything ! This became
known as �Pareto�s Principle of the 80/20 rule�.</font></p>
<h3 class="MsoNormal"><b><u><span style="font-size: 14.0pt"><font face="Verdana, Arial, Helvetica, sans-serif">What
Does This Mean?</font></span></u></b></h3>
<p class="MsoNormal"><span style="font-size: 14.0pt"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">This,
in practice, meant that the few (20%) of anything are vital and the many (80%)
are more trivial.</font></span></p>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">In
Pareto�s studies he discovered that 80% of all of the defects in a factory�s
products were caused by 20% of the work process. Project Managers have
since found that 20% of the work (the first 10% and the last 10%) eat up 80%
of the time and resources. The body of the work (80%) only eats
up 20% of the time and resources.</font></p>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">As
studies continued, discoveries became more useful; 20% of your stock items use
up 80% of your warehouse space, 80% of your stock comes from 20% of your suppliers,
80% of your sales come from 20% of your sales staff, and 20% of your employees
will cause 80% of your employee problems.</font></p>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b><i>80%
of your revenue is created by 20% of your employees while it takes the
remaining 80% of your employees to create only 20% of your revenue. </i></b></font></p>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Do
those creating 80% of your revenue get 80% of your compensation budget? I�m
sure they don�t. No more than the idea that the group creating 20% of
you revenues are only getting 20% of your compensation budget. But shouldn�t
it at least be significantly leaning in that direction? </font></p>
<h3 class="MsoNormal"><b><u><span style="font-size: 14.0pt"><font face="Verdana, Arial, Helvetica, sans-serif">Is
This Helpful?</font></span></u></b></h3>
<p class="MsoNormal"><span style="font-size: 14.0pt"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">The
value of the �Pareto principle of 80/20� is to remind you to focus on the �Vital
Few�, the 20% that most matters. Not to ignore the �Trivial Many� the
80% that is so much less productive, but to focus more on what matters most.</font></span></p>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">When
unending fire drills and mini-emergencies are eating up your day <u>and your
life</u>, remind yourself to identify the more important 20% on which you need
to focus. If something on your list needs to slip, should it be from the
vital, most important 20% or the trivial 80%? Doesn�t seem to be so hard to
decide when it�s put that way does it? </font></p>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">There
is much to say in favor of supporting, developing and nurturing the 80% .
But find out where to draw the line on how much concentration is a good investment
and how much is wheel spinning. Cutting off the 80% and thereby losing 20% of
your revenue can still wipe you out . But don�t spend 80% of your time, energy,
resources and assets chasing 20% of your revenue. </font></p>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b>Don�t
Just Work Smart, But Work Smart On The Right Things.</b></font></p>
<hr>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><img border="0" src="q&a.jpg" width="106" height="41"></font></p>
<p class="MsoNormal"> </p>
<ol style="margin-top: 0in; margin-bottom: 0in" start="17" type="A">
<li class="MsoNormal">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Can I require
my employees to sign agreements that prevent them from going to work for
my competitors if they terminate?</font></p>
</li>
</ol>
<ol style="margin-top: 0in; margin-bottom: 0in" start="1" type="A">
<li class="MsoNormal">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">The simplest
answer is no. You can�t require this of all employees. Those,
such as salespersons, estimators, certain professionals, etc., can be required
to sign. But they must gain some additional value by signing or it�s
not a contract ($100-$500 or some value). You can, in many cases,
prevent <u>those</u> people from using what proprietary knowledge they have
gained with you from exposing it or being employed by competitors in your
immediate competitive geographic area for a period of 6 months to a year.
You cannot prevent an employee form working in his/her field of expertise
for very long. Each case must be evaluated on a case-by-case basis.</font></p>
</li>
</ol>
<p> </p>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Bill
Cook</font></p>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><i style="mso-bidi-font-style:normal">Human
Resource Associates</i></font></p>
<p class="MsoNormal"> </p>
<hr>
<p class="MsoNormal"> </p>
<table border="0" width="76%" height="376">
<tr>
<td width="100%" height="370">
<h2 align="left"><b><u><font
face="Verdana, Arial, Helvetica, sans-serif">Hitchhiking on the Information
Highway</font></u></b></h2>
<p align="left"><font face="Verdana, Arial, Helvetica, sans-serif"><b><font
size="4" color="#FF0000">Dateline: November 2002</font></b></font></p>
<p class="MsoNormal"><i><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Note. Although we attempt to provide the HRU update on the first
of each month, we are normally delayed awaiting the release of several
monthly government statistical reports. We will hereafter update the information
as each report becomes available without waiting for all of them to be
released.</font></i></p>
<h3><font face="Verdana, Arial, Helvetica, sans-serif">JOB APPLICANTS TARGET
OF SCAM</font></h3>
<p class="MsoNormal"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Scams,
the schemes to defraud or steal from unsuspecting victims, have always
been with us. There are many thieves and scam artists preying on
the elderly as well as many other groups.</font></p>
<p class="MsoBodyText"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">These
predators are now attacking job applicants. Recent reports by victims
exposed an Internet based fraud targeting job seekers who are responding
to on-line job postings.</font></p>
<p class="MsoBodyText"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">One
victim submitted his resume to a large well-known company using an on-line
computer recruiting web site (similar to Monster.com). The company responded,
indicating a rush to fill the job. They wanted to do a quick reference
check. They requested his Social Security number, his mother�s maiden
name, bank account information, height, weight and age. </font></p>
<p class="MsoBodyText"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">The
request was also for a four-digit number that was to be his application-tracking
password. The candidate, like most people when asked, supplied the
actual PIN number he used as one of his personal bank accounts. </font></p>
<p class="MsoBodyText"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Three
weeks later the candidate was still trying to find out what had happened
to his application. Getting no response, he then contacted the company
at their headquarters office by phone. He discovered that, not only
was he not being considered for a position, but that the company had not
posted any position as they had no such job opening! The original
job posting had been a fraud. </font></p>
<p class="MsoBodyText"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">The
predators collected a supply of candidates with their information and
proceeded to drain their bank accounts as well as more serious identity
theft, including applying for new credit card in the victim�s name!</font></p>
<p class="MsoBodyText"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">The
FBI is investigating this growing scheme. They advise that no one
should ever issue Social Security numbers or bank information to electronic
communicators. They advise job candidates to be wary of such postings
that have misspellings, grammar mistakes, clumsily worded sentence structure
and missing words.</font></p>
<h3><font face="Verdana, Arial, Helvetica, sans-serif"><u>EMPLOYEE RECOGNITION
PROGRAMS EXPANDING</u></font></h3>
<p class="MsoBodyText"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Despite
a tight economy and a smaller job market, employers are using more employee
recognition programs. A recent survey by WorldatWork and the National
Association For Employee Recognition shows that 84% of companies surveyed
are currently practicing some official form of employee recognition.
41% of those surveyed indicated that they had expanded their program in
the previous 12 months. Such programs are typically based on merit
and performance. </font></p>
<h3><font face="Verdana, Arial, Helvetica, sans-serif"><u>QUOTES OF THE
MONTH</u></font></h3>
<p class="MsoBodyText"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">�A
bank is a place where they lend you an umbrella in fair weather and ask
for it back when it rains� <br>
<i>Robert Frost</i></font></p>
<p class="MsoBodyText"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">�Lying
makes the problem part of the future, Truth makes the problem part of
the past.�
<i><br>
Rick Pitino �Lead to Success�</i></font></p>
<p class="MsoBodyText"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">�The
trouble with the world is that the stupid are cocksure and confident and
the intelligent are full of doubt�
<i><br>
Bertrand Russell</i></font></p>
<p class="MsoBodyText"><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">�The
beatings will continue until moral is improved�<br>
</font><font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><i>Anonymous
HR Director </i></font></p>
<hr width="75%">
<table border="0" width="33%">
<tr>
<td width="64%" valign="top">
<div style="border-style: solid; border-width: 1; padding-left: 4; padding-right: 4; padding-top: 1; padding-bottom: 1">
<p align="left"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif"><b>Minimum Wage:</b></font></p>
</div>
</td>
<center>
<td width="100%" valign="top"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif">$5.15/hr.</font></td>
</center>
</tr>
</table>
<table border="0" width="99%">
<tr>
<td width="13%" valign="middle" style="border-left-style: solid; border-left-width: 1; border-right-style: solid; border-right-width: 1; border-top-style: solid; border-top-width: 1"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b>Average
Hourly
Income:</b></font></td>
<td width="55%" style="border-left-style: solid; border-left-width: 1">
<table border="0" width="106%">
<tr>
<td width="100%">
<p align="center"><b><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">Hourly</font></b>
</td>
</tr>
<tr>
<td width="100%">
<table border="0" width="514">
<tr>
<td width="85">
<p align="center"><u><b><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">November</font></b></u><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><br>
$14.54</font> </td>
<td width="85">
<div align="center"><b><u><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">December</font></u></b><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><br>
$14.61</font> </div>
</td>
<td width="85">
<div align="center"><u><b><font color="#000000"
face="Verdana, Arial, Helvetica, sans-serif" size="-1">January</font></b></u><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><br>
$14.59</font> </div>
</td>
<td width="86">
<div align="center">
<p align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif"><b><u>Feb.</u></b><br>
$14.61</font>
</div>
</td>
<td width="86">
<div align="center">
<p align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif"><b><u>Mar.</u></b><br>
$14.67</font>
</div>
</td>
<td width="86">
<p align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif"><b><u>Apr.</u></b><br>
$14.69</font>
</td>
</tr>
<tr>
<td width="85">
<p align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif"><u><b>May</b></u><br>
$14.70</font>
</td>
<td width="85">
<p align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif"><u><b>June</b></u><br>
$14.76</font>
</td>
<td width="85">
<p align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif"><u><b>July</b></u><br>
$14.80</font>
</td>
<td width="86">
<p align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif"><u><b>
August</b></u><br>
$14.84 </font>
</td>
<td width="86">
<p align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif"><u><b>
September</b></u><br>
$14.89 </font>
</td>
<td width="86">
<p align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif"><u><b>
October</b></u><br>
$14.91 </font>
</td>
</tr>
</table>
</td>
</tr>
</table>
</td>
<td width="32%">
<table border="0" width="101%" height="78">
<tr>
<td width="100%" height="40">
<p align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif"><b><u>Family of<br>
Four</u></b></font>
</td>
</tr>
<tr>
<td width="100%" height="30">
<p align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif">$60,500 (annual)</font>
</td>
</tr>
</table>
</td>
</tr>
<tr>
<td width="13%" bgcolor="#C0C0C0" style="border-left-style: solid; border-left-width: 1; border-right-style: solid; border-right-width: 1; border-bottom-style: solid; border-bottom-width: 1"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b>Poverty
Level:</b></font></td>
<td width="55%" bgcolor="#C0C0C0" style="border-left-style: solid; border-left-width: 1"> </td>
<td width="32%" bgcolor="#C0C0C0">
<p align="center"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">$17,650 (annual)</font>
</td>
</tr>
</table>
<hr noshade color="#000000">
<table border="0" width="99%">
<tr>
<td width="100%" style="border-style: solid; border-width: 1">
<p><b><u><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Benefit Costs as a Percentage of Payroll</font></u></b></p>
</td>
</tr>
</table>
<table border="0" width="100%" height="275">
<tr>
<td width="53%" height="25">
<p> </p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b><u>1997</u></b></font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b><u>1998</u></b></font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b><u>1999</u></b></font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b><u>2000</u></b></font></p>
</td>
<td width="11%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b><u>2001</u></b></font></p>
</td>
</tr>
<tr>
<td width="53%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Statutory
Benefits</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8.55%</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8.39%</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">7.93%</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8.15%</font></p>
</td>
<td width="11%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8.3%</font></p>
</td>
</tr>
<tr>
<td width="53%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Health
Care Benefits</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8.58</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8.43</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8.11</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">7.47</font></p>
</td>
<td width="11%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">7.47</font></p>
</td>
</tr>
<tr>
<td width="53%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Pension
Plans</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">4.66</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">4.31</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">3.84</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">5.06</font></p>
</td>
<td width="11%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">5.06</font></p>
</td>
</tr>
<tr>
<td width="53%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Capital
Accumulation Plans</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">3.71</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">3.53</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">3.88</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">3.62</font></p>
</td>
<td width="11%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">3.62</font></p>
</td>
</tr>
<tr>
<td width="53%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Death
Benefits</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.55</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.49</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.46</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.37</font></p>
</td>
<td width="11%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.37</font></p>
</td>
</tr>
<tr>
<td width="53%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Disability
Benefits</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.48</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.48</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.47</font></p>
</td>
<td width="10%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.47</font></p>
</td>
<td width="11%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.47</font></p>
</td>
</tr>
<tr>
<td width="53%" height="25">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Other
Benefits</font></p>
</td>
<td width="10%" height="25">
<p><u><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">1.02</font></u></p>
</td>
<td width="10%" height="25">
<p><u><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">1.16</font></u></p>
</td>
<td width="10%" height="25">
<p><u><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.87</font></u></p>
</td>
<td width="10%" height="25">
<p><u><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.91</font></u></p>
</td>
<td width="11%" height="25">
<p><u><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">0.91</font></u></p>
</td>
</tr>
<tr>
<td width="53%" height="25">
<p align="center"><b><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">Total Benefits</font></b></p>
</td>
<td width="10%" height="25">
<p><b><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">24.83%</font></b></p>
</td>
<td width="10%" height="25">
<p><b><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">23.40%</font></b></p>
</td>
<td width="10%" height="25">
<p><b><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">22.83%</font></b></p>
</td>
<td width="10%" height="25"></td>
<td width="11%" height="25">
<p><b><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">27.10%</font></b></p>
</td>
</tr>
</table>
<table border="0" width="100%">
<tr>
<td width="100%">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Predicted
increases in benefit costs (adjusted since 9/11/2001 terrorist attacks):</font></p>
<table border="0" width="99%">
<tr>
<td width="61%" valign="top">
<blockquote>
<p><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Overall health & accident policy benefits</font></p>
</blockquote>
</td>
<td width="39%" valign="top"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">30%
increase</font></td>
</tr>
<tr>
<td width="61%" valign="top">
<blockquote>
<p><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Workers Compensation</font></p>
</blockquote>
</td>
<td width="39%" valign="top"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">30% increase
nationwide</font></td>
</tr>
<tr>
<td width="61%" valign="top">
<blockquote>
<p><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Health</font></p>
</blockquote>
</td>
<td width="39%" valign="top"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">20% increase
on average but 25-30% for small companies</font></td>
</tr>
</table>
<hr noshade color="#000000">
</td>
</tr>
</table>
<table border="0" width="100%" bgcolor="#C0C0C0">
<tr>
<td width="12%" valign="top" style="border-style: solid; border-width: 1"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b>Gas Prices:<br>
</b><i>Regular<br>
<br>
(National Averages)</i></font></td>
<td width="12%" valign="top">
<p align="center"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>National Avg.<br>
<u>December<br>
2001</u></b><br>
$1.09/gal.</font>
</td>
<td width="12%" valign="top">
<p align="center"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>National Avg.<br>
<u>January<br>
2002</u></b><br>
$1.11/gal.</font>
</td>
<td width="12%" valign="top">
<p align="center"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>National Avg.<br>
<u>February 2002</u></b><br>
$1.08/gal.</font>
</td>
<td width="13%" valign="top">
<p align="center"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>National Avg.<br>
<u>March 2002</u></b><br>
$1.24/gal.</font>
</td>
<td width="13%" valign="top">
<p align="center"> <font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b>National
Avg.<br>
<u>April 2002</u></b><br>
$1.42/gal.</font>
</td>
<td width="13%" valign="top">
<p align="center"> <font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b>National
Avg.<br>
<u>May<br>
2002</u></b><br>
$1.42/gal.</font>
</td>
<td width="13%"> </td>
</tr>
<tr>
<td width="12%" valign="top" style="border-top-style: solid; border-top-width: 1"> </td>
<td width="12%" valign="top">
<div align="center"> <font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b>National
Avg.<br>
<u>June<br>
2002</u></b><br>
$1.39/gal.</font> </div>
</td>
<td width="12%" valign="top">
<div align="center"> <font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b>National
Avg.<br>
<u>July<br>
2002</u></b><br>
$1.40/gal.</font> </div>
</td>
<td width="12%" valign="top">
<div align="center"> <font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b>National
Avg.<br>
<u>August<br>
2002</u></b><br>
$1.40/gal.</font> </div>
</td>
<td width="13%" valign="top">
<div align="center"> <font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b>National
Avg.<br>
<u>September<br>
2002</u></b><br>
$1.40/gal.</font> </div>
</td>
<td width="13%" valign="top">
<div align="center"> <font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b>National
Avg.<br>
<u>October<br>
2002</u></b><br>
$1.43/gal.</font> </div>
</td>
<td width="13%" valign="top">
<div align="center"> <font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b>National
Avg.<br>
<u>November<br>
2002</u></b><br>
$1.45/gal.</font> </div>
</td>
<td width="13%">
<p align="left"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>High (HI) $2.03<br>
Low (WA) $1.09</b></font>
</td>
</tr>
</table>
<hr noshade color="#000000">
<b>
<table border="0" width="100%">
<tr>
<td width="37%" style="border-style: solid; border-width: 1">
<p align="left"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>IRS Mileage Allowance <i>(1-01-02)</i>:</b></font></p>
</td>
<center>
<td width="63%" style="border-left-style: solid; border-left-width: 1">
<div align="left"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">36.5 cents per mile<br>
<i>Being changed to 36 cents effective 01/01/03</i></font></div>
</td>
</center>
</tr>
</table>
<table border="0" width="100%" bgcolor="#C0C0C0">
<tr>
<td width="32%" style="border-style: solid; border-width: 1">
<p align="left"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>Postage:</b></font></p>
</td>
<center>
<td width="68%" style="border-left-style: solid; border-left-width: 1"> </td>
</center>
</tr>
<tr>
<td width="32%" style="border-top-style: solid; border-top-width: 1"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">1 oz.</font></td>
<td width="68%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">.37</font></td>
</tr>
<tr>
<td width="32%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Each additional ounce</font></td>
<td width="68%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">.23</font></td>
</tr>
<tr>
<td width="32%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><i>Postcards</i></font></td>
<td width="68%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">.23</font></td>
</tr>
</table>
</b>
<hr noshade color="#000000">
<b>
<table border="0" width="38%">
<tr>
<td width="100%" style="border-style: solid; border-width: 1"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>Where your federal tax dollar went in 2001:</b></font></td>
</tr>
</table>
<table border="0" width="99%">
<tr>
<td width="67%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Social Security</font></td>
<td width="33%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">23%</font>
</td>
</tr>
<tr>
<td width="67%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Discretionary</font></td>
<td width="33%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">19%</font>
</td>
</tr>
<tr>
<td width="67%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Defense</font></td>
<td width="33%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">16%</font>
</td>
</tr>
<tr>
<td width="67%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Medicare (over 65 years of age)</font></td>
<td width="33%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">13%</font>
</td>
</tr>
<tr>
<td width="67%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Other</font></td>
<td width="33%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">11%</font>
</td>
</tr>
<tr>
<td width="67%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Interest on National Debt</font></td>
<td width="33%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">11%</font>
</td>
</tr>
<tr>
<td width="67%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Medicaid</font></td>
<td width="33%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">7%</font>
</td>
</tr>
<tr>
<td width="67%"> </td>
<td width="33%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>100%</b></font>
</td>
</tr>
</table>
<hr noshade color="#000000">
<table border="0" width="98%" bgcolor="#C0C0C0">
<tr>
<td width="100%" style="border-style: solid; border-width: 1"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>Where Uncle Sam got his money in 2001:</b></font></td>
</tr>
</table>
<table border="0" width="98%" bgcolor="#C0C0C0">
<tr>
<td width="61%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Individual income tax</font></td>
<td width="39%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">50%</font>
</td>
</tr>
<tr>
<td width="61%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Payroll taxes</font></td>
<td width="39%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">32%</font>
</td>
</tr>
<tr>
<td width="61%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Corporate taxes</font></td>
<td width="39%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">10%</font>
</td>
</tr>
<tr>
<td width="61%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Other</font></td>
<td width="39%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">8%</font>
</td>
</tr>
<tr>
<td width="61%"> </td>
<td width="39%">
<p align="right"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>100%</b></font>
</td>
</tr>
</table>
<hr noshade color="#000000">
<table border="0" width="98%">
<tr>
<td width="34%" style="border-style: solid; border-width: 1">
<p align="left"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b><u>Population:</u></b></font></p>
</td>
<center>
<td width="82%" style="border-left-style: solid; border-left-width: 1"> </td>
</center>
</tr>
<tr>
<td width="34%" style="border-top-style: solid; border-top-width: 1"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>World</b></font></td>
<td width="82%">
<p align="left"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">6 billion</font>
</td>
</tr>
<tr>
<td width="34%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>U.S.</b></font></td>
<td width="82%">
<p align="left"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">282 million</font>
</td>
</tr>
</table>
</b>
<hr noshade color="#000000">
<table border="1" width="99%" bgcolor="#C0C0C0">
<tr> <b>
<td width="48%" style="border-style: solid; border-width: 1">
<p align="left"><b> <font face="Verdana, Arial, Helvetica, sans-serif" size="-1">U.S.
Workforce</font></b></p>
</td>
</b>
<center>
<b>
<td width="12%" align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif"><b><u>November 2001</u></b></font></td>
<td width="12%" align="center">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b><u>December
2001</u></b></font></p>
</td>
<td width="12%" align="center"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><u><b>January
2002</b></u></font></td>
<td width="12%" align="center"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><u><b>February
2002</b></u></font></td>
<td width="12%" align="center"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><u><b>March
2002</b></u></font></td>
<td width="12%" align="center"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><u><b>April
2002</b></u></font></td>
</b>
</center>
</tr>
<tr>
<td width="48%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">U.S. Civilian Workforce</font></td>
<td width="12%" align="right"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif">142,279,000</font></td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">142,314,000</font></p>
</td>
<td width="12%" align="right"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">141,390,000</font></td>
<td width="12%" align="right"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">142,211,000</font></td>
<td width="12%" align="right"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">142,005,000</font></td>
<td width="12%" align="right"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">142,570,000</font></td>
</tr>
<tr>
<td width="48%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Number Unemployed</font></td>
<td width="12%" align="right"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif">8,160,000</font></td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8,300,000</font></p>
</td>
<td width="12%" align="right"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">7,900.000</font></td>
<td width="12%" align="right"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">7,892,000</font></td>
<td width="12%" align="right"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">8,111,000</font></td>
<td width="12%" align="right"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">8,594,000</font></td>
</tr>
<tr>
<td width="48%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Unemployment Rate</font></td>
<td width="12%" align="center"><font size="-1"
face="Verdana, Arial, Helvetica, sans-serif">5.7%</font></td>
<td width="12%" align="center">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">5.8%</font></p>
</td>
<td width="12%" align="center">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">5.8%</font></p>
</td>
<td width="12%" align="center">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">5.5%</font></p>
</td>
<td width="12%" align="center">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">5.7%</font></p>
</td>
<td width="12%" align="center">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">6.0%</font></p>
</td>
</tr>
<tr>
<td width="48%"> </td>
<td width="12%" align="center"><u><b> <font face="Verdana, Arial, Helvetica, sans-serif" size="-1">May</font></b></u><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><u><b> 2002</b></u></font></td>
<td width="12%" align="center"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><u><b>June 2002</b></u></font></td>
<td width="12%" align="center"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><u><b>July 2002</b></u></font></td>
<td width="12%" align="center"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><u><b>August
2002</b></u></font></td>
<td width="12%" align="center"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><u><b>
September 2002</b></u></font></td>
<td width="12%" align="center"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><u><b>
October 2002</b></u></font></td>
</tr>
<tr>
<td width="48%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">U.S. Civilian Workforce</font></td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">142,800,000</font></p>
</td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">142,476,000</font></p>
</td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">142,390,000</font></p>
</td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">142,616,000</font></p>
</td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">143,277,000</font></p>
</td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">143,123,000</font></p>
</td>
</tr>
<tr>
<td width="48%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Number Unemployed</font></td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8,351,000</font></p>
</td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8,424,000</font></p>
</td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8,345,000</font></p>
</td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8,142,000</font></p>
</td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8,092,000</font></p>
</td>
<td width="12%" align="right">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">8,209,000</font></p>
</td>
</tr>
<tr>
<td width="48%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">Unemployment Rate</font></td>
<td width="12%" align="center">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">5.8%</font></p>
</td>
<td width="12%" align="center">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">5.9%</font></p>
</td>
<td width="12%" align="center">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">5.9%</font></p>
</td>
<td width="12%" align="center">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">5.7%</font></p>
</td>
<td width="12%" align="center">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">5.6%</font></p>
</td>
<td width="12%" align="center">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">5.7%</font></p>
</td>
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<table border="0" width="99%" bgcolor="#C0C0C0">
<tr>
<td width="50%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>Average Cost of replacing one Federal Government employee:</b></font></td>
<td width="50%"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1">$36,000</font></td>
</tr>
</table>
<hr noshade color="#000000">
<table border="0" width="98%" bgcolor="#C0C0C0">
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<td width="25%" style="border-style: solid; border-width: 1">
<p align="left"><font face="Verdana, Arial, Helvetica, sans-serif"
size="-1"><b>Absentee Rates (annualized)</b></font></p>
</td>
<center>
<td width="15%" align="center" valign="top" style="border-left-style: solid; border-left-width: 1"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b><u>1997</u></b></font></td>
<td width="15%" align="center" valign="top"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b><u>1998</u></b></font></td>
<td width="15%" align="center" valign="top"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b><u>1999</u></b></font></td>
<td width="15%" align="center" valign="top"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b><u>2000</u></b></font></td>
<td width="15%" align="center" valign="top"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1"><b><u>2001</u></b></font></td>
</center>
</tr>
<tr>
<td width="25%" style="border-top-style: solid; border-top-width: 1">
<font face="Verdana, Arial, Helvetica, sans-serif" size="-1">Men equal
approximately ⅓ of all absenteeism<br>
Women approximately ⅔</font></td>
<td width="15%" align="center" valign="top"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">2.0%</font></td>
<td width="15%" align="center" valign="top"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">2.6%</font></td>
<td width="15%" align="center" valign="top"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">2.4%</font></td>
<td width="15%" align="center" valign="top"><font
face="Verdana, Arial, Helvetica, sans-serif" size="-1">2.9%</font></td>
<td width="15%" align="center" valign="top">
<p><font face="Verdana, Arial, Helvetica, sans-serif" size="-1">1.1%</font></p>
</td>
</tr>
</table>
</td>
</tr>
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