Exhibit 30

INTRODUCTORY POINTS/ASSUMPTIONS:

• If you all will now get paid on exceeding PBIT targets, then management must help to take three categories of customers � core, target and lead2gold � to the next level. Sales reps generally can not do this on their own. There may be rare exceptions.
• The biggest, fastest, easiest source of incremental margin dollars with the highest flow-through to the PBIT line will come from selling more old items to best, most trusting, most open-minded customers on a systematic, larger order size basis. (That�s why we must all super-focus on the top 5 most profitable, core customers within the historic #1 niche of customers at each branch.)
• The biggest, fastest source of operational slack creation needed for re-deployment into taking better care of better customers will come from turning lead accounts into gold. This will answer the "we are too busy putting out today�s fires (minimally as opposed to knowledgeably) to do new stuff that we know we should be doing.
• Even the 2 or 3 out of 10 big losers that won�t work with you will become profitable because you will still have the cherries that they need to pick.
• Longer-term, starting 6 to 9 months out, cracking today and tomorrow�s gazelle accounts will be the biggest source of future profit growth.

QUESTIONS (see the Question Maps* for each category of accounts, then come back to invent your own questions for this section.)

*Questions Maps are: