dƌĂŝŶŝŶŐΘKƌŐĂŶŝnjĂƚŝŽŶĂůĞǀĞůŽƉŵĞŶƚWƌŽƉŽƐĂů
WƌĞƉĂƌĞĚĨŽƌ͗
'ƌĂĐĞZƵŝnjͲ^ƚĞƉƚĞƌ
ŝƌĞĐƚŽƌ͕,ŽƵƐŝŶŐĂŶĚŽŵŵƵŶŝƚLJĞǀĞůŽƉŵĞŶƚ
ŝƚLJŽĨŶĂŚĞŝŵ
LJ
ZĞĂŐĂŶ&ŽƌůĞŶnjŽ
ŝƌĞĐƚŽƌŽĨŽƌƉŽƌĂƚĞΘ/ŶƚĞƌŶĂƚŝŽŶĂů
ĚƵĐĂƚŝŽŶ
hŶŝǀĞƌƐŝƚLJŽĨDĂƐƐĂĐŚƵƐĞƚƚƐ'ůŽďĂů
^ĐŚŽŽůŽĨ
džƚĞŶĚĞĚ
ĚƵĐĂƚŝŽŶ
ƌĨŽƌůĞŶnjΛƵŵĂƐƐŐůŽďĂů͘ĞĚƵ ϵϰϵͲϯϴϯͲϯϯϬϯ
KĐƚŽďĞƌϭϳ͕ϮϬϮϱ
1
WƌŽŐƌĂŵĞƚĂŝůƐʹDĂŶĂŐĞŵĞŶƚ^ŬŝůůƐƵŝůĚŝŶŐtŽƌŬƐŚŽƉƐ KƵƌǁŽƌŬƐŚŽƉƐĂƌĞŐĞŶĞƌĂůůLJĚĞƐŝŐŶĞĚƚŽďĞĚĞůŝǀĞƌĞĚŝŶƚǁŽͲĨŽƵ ƌŚŽƵƌƐ͘dŚĞǁŽƌŬƐŚŽƉƐŝŶĐůƵĚĞĐŽƌĞ ĐŽŶƚĞŶƚŽĨƚŚĞƚŽƉŝĐ͕ĚŝƐĐƵƐƐŝŽŶƐƚŽĞŶŚĂŶĐĞƉĞĞƌͲƚŽͲƉĞĞƌůĞĂƌŶ ŝŶŐĂŶĚĂĐƚŝǀŝƚŝĞƐƚŽƉƌĂĐƚŝĐĞŶĞǁƐŬŝůůƐ͘
tŽƌŬƐŚŽƉƐĐĂŶ ďĞĚĞůŝǀĞƌĞĚŝŶͲƉĞƌƐŽŶŽƌǀŝƌƚƵĂůůLJ ŽŶhDĂƐƐ'ůŽďĂů͛ƐŽŽŵƉůĂƚĨŽƌŵ͘ tĞƌĞĐŽŵŵĞŶĚ ƚŚĂƚƐĞƐƐŝŽŶƐ ŚĂǀĞ ŶŽŵŽƌĞ ƚŚĂŶϮϱƉĂƌƚŝĐŝƉĂŶƚƐƚŽŵĂŝŶƚĂŝŶĂŚŝŐŚůĞǀĞů ŽĨŝŶƚĞƌĂĐƚŝŽŶĂŶĚĞŶƐƵƌĞ ĂĐƚŝ ǀĞ ƉĂƌƚŝĐŝƉĂƚŝŽŶ͘
ZĞĐŽŵŵĞŶĚĞĚǁŽƌŬƐŚŽƉƐĨŽƌ,ƐƵƉĞƌǀŝƐŽƌLJƐƚĂĨĨŝŶĐůƵĚĞ͗ x >ĞĂĚŝŶŐǁŝƚŚ
ŵŽƚŝŽŶĂů/ŶƚĞůůŝŐĞŶĐĞ
x ,Žǁ>ĞĂĚĞƌƐĂŶƵŝůĚdƌƵƐƚĂŶĚǀŽŝĚƌĞĂŬŝŶŐ/ƚ
x ϱ<ĞLJ^ŬŝůůƐzŽƵEĞĞĚƚŽdƌĂŶƐŝƚŝŽŶĨƌŽŵWĞĞƌƚŽDĂŶĂŐĞƌ x ϳ
ĨĨĞĐƚŝǀĞ&ĞĞĚďĂĐŬ^ƚƌĂƚĞŐŝĞƐƚŽ/ŶĐƌĞĂƐĞWĞƌĨŽƌŵĂŶĐĞĂŶĚ ŶŐĂŐĞŵĞŶƚ
x >ĞĂĚŝŶŐdĞĂŵƐƚŽ,ŝŐŚWĞƌĨŽƌŵĂŶĐĞ
x ƵŝůĚŝŶŐ^ƚƌŽŶŐdĞĂŵƐ͗,ŽǁƚŽWƌĞǀĞŶƚĂŶĚZĞƐŽůǀĞƚŚĞϱDŽƐƚŽŵŵŽŶLJƐĨƵŶĐƚŝŽŶƐ
ůŝƐƚŽĨŽƵƌŵŽƐƚƉŽƉƵůĂƌǁŽƌŬƐŚŽƉƚŽƉŝĐƐĂƌĞŽƵƚůŝŶĞĚŽŶƉĂŐĞϵ͘
WƌŽŐƌĂŵĞƚĂŝůƐʹŽƌĞ^ƚƌĞŶŐƚŚƐĂŶĚ^/ƐƐĞƐƐŵĞŶƚ
dŚĞ ŽƌĞ ^ƚƌĞŶŐƚŚƐ Ͳ ZĞƐƵůƚƐ dŚƌŽƵŐŚ ZĞůĂƚŝŽŶƐŚŝƉƐƉƌŽŐƌĂŵ ŝƐ Ă ƚĞĂŵ ƚƌĂŝŶŝŶŐ ĚĞƐŝŐŶĞĚ ƚŽ ƉƌŽǀŝĚĞ ŝŶƐŝŐŚƚƐ ĂďŽƵƚLJŽƵƌƐĞůĨĂŶĚŽƚŚĞƌƐƵƐŝŶŐƚŚĞ^/ĂƐƐĞƐƐŵĞŶƚƚŚƌŽƵŐŚĚŝƐĐƵƐƐŝŽŶĂŶĚŝŶƚĞƌĂĐƚŝǀĞĞdžĞƌĐŝƐĞƐ͘
dĞĂŵƐƉĂƌƚŝĐŝƉĂƚŝŶŐŝŶƚŚŝƐƉƌŽŐƌĂŵůĞĂƌŶŚŽǁƚŽ͗
x ŽŵŵƵŶŝĐĂƚĞĞĨĨĞĐƚŝǀĞůLJǁŝƚŚLJŽƵƌƚĞĂŵŵĂƚĞƐĂŶĚĐůŝĞŶƚƐƐŽLJŽƵĐĂŶ ĂĐŚŝĞǀĞ ŵƵƚƵĂůůLJ ďĞŶĞĨŝĐŝĂů ƌĞƐƵůƚƐ
x <ŶŽǁ LJŽƵƌ ƐƚƌĞŶŐƚŚƐ ĂŶĚ ĚĞƉůŽLJ ƚŚĞŵ Ăƚ ƚŚĞ ƌŝŐŚƚ ƚŝŵĞ ĨŽƌ ƚŚĞ ƌ ŝŐŚƚ ƌĞĂƐŽŶ ĨŽƌ ŐƌĞĂƚĞƌ ĞĨĨĞĐƚŝǀĞŶĞƐƐ
x /ŶĐƌĞĂƐĞƉĞŽƉůĞΖƐĐŽŵŵŝƚŵĞŶƚƚŽĂŶĚƌĞƐƉŽŶƐŝďŝůŝƚLJĨŽƌĂĐŚŝĞǀŝŶŐƐŚĂƌĞĚŽƵƚĐŽŵĞƐ x ƐƐƵŵĞĂŐƌĞĂƚĞƌƐĞŶƐĞŽĨŽǁŶĞƌƐŚŝƉĨŽƌƉƌŽĚƵĐŝŶŐƌĞƐƵůƚƐ x ŽůůĂďŽƌĂƚĞǁŝƚŚŵĞŵďĞƌƐŽĨLJŽƵƌƚĞĂŵƚŽŵĂŬĞƚŚĞďĞƐƚĚĞĐŝƐŝŽŶƐĨŽƌLJŽƵƌŽƌŐĂŶŝnjĂƚŝŽŶ x ƌĞĂƚĞĂZĞƐƵůƚƐĐƚŝŽŶWůĂŶŶĞƌĨŽƌĂŚŝŐŚͲƐƚĂŬĞƐƐŝƚƵĂƚŝŽŶLJŽƵĂƌĞĨĂĐŝŶŐƌŝŐŚƚŶŽǁ
dŚĞ^/ƐƐĞƐƐŵĞŶƚŵĞĂƐƵƌĞƐ͗
x ,ŽǁLJŽƵĂŶĚŽƚŚĞƌƐĂƌĞĚƌŝǀĞŶͬŵŽƚŝǀĂƚĞĚ
x tŚĂƚLJŽƵƌͬŽƚŚĞƌƐĐŽŶĨůŝĐƚƚƌŝŐŐĞƌƐĂƌĞĂŶĚŚŽǁLJŽƵͬŽƚŚĞƌƐŶĂǀŝŐĂƚĞĐŽŶĨůŝĐƚ x dŚĞƐƚƌĞŶŐƚŚƐLJŽƵƵƐĞƚŽŐĞƚƌĞƐƵůƚƐ
x dŚĞƐƚƌĞŶŐƚŚƐLJŽƵŽǀĞƌĚŽƚŚĂƚĐĂŶĐĂƵƐĞĐŽŶĨůŝĐƚǁŝƚŚŽƚŚĞƌƐͬŵĂŬĞLJŽƵŝŶĞĨĨĞĐƚŝǀĞ
dŚĞĂƐƐĞƐƐŵĞŶƚĂŶĚŝŶƚĞƌĂĐƚŝǀĞƚĞĂŵĞdžĞƌĐŝƐĞƐĂƌĞĚĞƐŝŐŶĞĚƚŽŝ ŶĐƌĞĂƐĞLJŽƵƌZĞůĂƚŝŽŶƐŚŝƉ/ŶƚĞůůŝŐĞŶĐĞ ;ZYͿǁŝƚŚƚŚĞŝŶƐŝŐŚƚƐƚŽĐƵƐƚŽŵŝnjĞLJŽƵƌĂƉƉƌŽĂĐŚĂŶĚĂĐŚŝĞǀĞďĞƚƚĞƌƌĞƐƵůƚƐǁŝƚŚŽƚŚĞƌƐ͘ 2 ĂĐŚƚĞĂŵŵĞŵďĞƌŚĂƐĂĐĐĞƐƐƚŽƚŚĞ^/ƉůĂƚĨŽƌŵĨŽƌŽŶĞLJĞĂƌƚŽƌĞĐĞŝǀĞƉĞƌƐŽŶĂůŝnjĞĚĐŽŵŵƵŶŝĐĂƚ ŝ ŽŶ ƚŝƉƐĨŽƌǁŽƌŬŝŶŐǁŝƚŚĐŽůůĞĂŐƵĞƐ͘dŚŝƐĞŶĂďůĞƐ ƚĞĂŵŵĞŵďĞƌƐ ƚŽƚĂŝůŽƌ ƚŚĞŝƌĂƉƉƌŽĂĐŚƚŽĐƵƐƚŽŵͲĨŝƚĞĂĐŚ ƉĞƌƐŽŶƚŚĞLJǁŽƌŬǁŝƚŚŝŶƌĞĂůƚŝŵĞ͘
WĞƌƐŽŶĂůŝnjĞĚĐŽŵŵƵŶŝĐĂƚŝŽŶƚŝƉƐŚĞůƉƚŽ͗
x ,ĂǀĞƉƌŽĚƵĐƚŝǀĞŵĞĞƚŝŶŐƐ
x <ŶŽǁǁŚĂƚƚŽƐĂLJ;ĂŶĚǁŚĂƚŶŽƚƚŽƐĂLJͿĞǀĞŶŝĨƚŚĞƌĞ͛ƐĐŽŶĨůŝĐƚ x hŶĚĞƌƐƚĂŶĚŚŽǁƚŽĂƉƉƌŽĂĐŚĚŝĨĨŝĐƵůƚĐŽŶǀĞƌƐĂƚŝŽŶƐ
x DĂƐƚĞƌŵƵůƚŝƉůĞĐŽŵŵƵŶŝĐĂƚŝŽŶƐƚLJůĞƐĂŶĚďƵŝůĚƚƌƵƐƚ
WƌŽŐƌĂŵĞƚĂŝůƐʹŽĂĐŚŝŶŐ
ŽĂĐŚŝŶŐ ŝƐĂ ƉƌŽĨĞƐƐŝŽŶĂů ĚĞǀĞůŽƉŵĞŶƚ ƐƚƌĂƚĞŐLJ ƚŚĂƚ ŚĞůƉƐ ůĞĂĚ ĞƌƐ ŝŵƉƌŽǀĞ ƚŚĞŝƌ ůĞĂĚĞƌƐŚŝƉ ĂŶĚ ŵĂŶĂŐĞŵĞŶƚƐŬŝůůƐƚŚĂƚĂůŝŐŶǁŝƚŚƚŚĞůŽŶŐͲƚĞƌŵŐŽĂůƐŽĨƚŚĞŽƌŐĂŶŝnjĂƚŝŽŶ͘dŚĞŽďũĞĐƚŝǀĞƐ ŽĨ ĐŽĂĐŚŝŶŐĂƌĞ ƚŽŚĞůƉĐůŝĞŶƚƐĂĐŚŝĞǀĞƚŚĞŝƌŐŽĂůƐ͕ƵŶůŽĐŬƚŚĞŝƌƉŽƚĞŶƚŝĂů͕ĂŶĚĞŶŚĂŶĐĞƚŚĞŝƌƉĞƌĨŽƌŵĂŶĐĞ͘
ŽĂĐŚŝŶŐĐĂŶŚĞůƉůĞĂĚĞƌƐ͗
x ^ĞƚŐŽĂůƐ
x ĞǀĞůŽƉƐƚƌĂƚĞŐŝĞƐ
x hŶĚĞƌƐƚĂŶĚ ƚŚĞŵƐĞůǀĞƐ͕ƚŚĞŝƌ ĐƵƌƌĞŶƚ ĐŽŵƉĞƚĞŶĐŝĞƐ͕ŚŽǁ ŽƚŚĞƌƐ Ɖ ĞƌĐĞŝǀĞƚŚĞŵ͕ ĂŶĚ ƚŚĞŝƌ ĐĂƉĂďŝůŝƚŝĞƐ
x /ŵƉƌŽǀĞƚŚĞŝƌĞŵŽƚŝŽŶĂůŝŶƚĞůůŝŐĞŶĐĞ ĂŶĚĐĂƉĂĐŝƚLJƚŽŝŶĨůƵĞŶĐĞŽƚŚĞƌƐ x WƌŽĐĞƐƐĨĞĞĚďĂĐŬ
x ůŝŐŶǁŝƚŚŽƌŐĂŶŝnjĂƚŝŽŶĂůŽďũĞĐƚŝǀĞƐ
dŚĞƌĞ ĂƌĞŶƵŵĞƌŽƵƐ ĂƐƐĞƐƐŵĞŶƚƐ ƵƐĞĚ ŝŶ ĐŽĂĐŚŝŶŐ͕ĞĂĐŚǁŝƚŚŝƚƐŽǁŶ ŵĞƌŝƚƐďĂƐĞĚ ŽŶƚŚĞ ƐŝƚƵĂƚŝŽŶ͕ĂŶĚ ŽƵƌĐŽĂĐŚĞƐĂƌĞǁĞůůǀĞƌƐĞĚŝŶƚŚĞŝƌďĞƐƚƵƐĞ͘KƵƌĐŽĂĐŚĞƐǁŝůůĚĞƉůŽLJ ĂŶ ĂƐƐĞƐƐŵĞŶƚ ĞĂƌůLJ ŝŶ ƚŚĞ ĐŽĂĐŚŝŶŐ ĞŶŐĂŐĞŵĞŶƚĂŶĚĚĞďƌŝĞĨƌĞƐƵůƚƐǁŝƚŚƚŚĞĞŵƉůŽLJĞĞ͘
ƐŚŽƌƚĚĞƐĐƌŝƉƚŝŽŶŽĨƚŚŽƐĞǁĞŽĨĨĞƌŵŽƐƚĐŽŵŵŽŶůLJŝƐŽƵƚůŝŶĞĚďĞůŽǁ͗ x
ǀĞƌLJƚŚŝŶŐŝ^ tŽƌŬƉůĂĐĞΠWƌŽĨŝůĞ͗dŚŝƐƉƌŽĨŝůĞĐĂŶďĞƵƐĞĚďLJĞǀĞƌLJŽŶĞŝŶĂŶŽƌŐĂŶŝnjĂƚŝŽŶ͕ ƌĞŐĂƌĚůĞƐƐŽĨƚŝƚůĞ ŽƌƌŽůĞ͕ƚŽďƵŝůĚŵŽƌĞĞĨĨĞĐƚŝǀĞƌĞůĂƚŝŽŶƐŚ ŝƉƐ͕ĂŶĚŝŵƉƌŽǀĞƚŚĞƋƵĂůŝƚLJŽĨƚŚĞ ǁŽƌŬƉůĂĐĞ͘
ǀĞƌLJƚŚŝŶŐŝ^ tŽƌŬƉůĂĐĞ ĨŽĐƵƐĞƐŽŶ͗ĚŝƐĐŽǀĞƌŝŶŐLJŽƵƌ ŝ^ ƐƚLJůĞ͕ƵŶĚĞƌƐƚĂŶĚŝ ŶŐ ŽƚŚĞƌƐƚLJůĞƐ͕ĂŶĚďƵŝůĚŝŶŐŵŽƌĞĞĨĨĞĐƚŝǀĞƌĞůĂƚŝŽŶƐŚŝƉƐ͕ĂŶĚŝƚ ŝŶĐůƵĚĞƐ ĂŶŽƉƚŝŽŶĂůƉĞŽƉůĞͲƌĞĂĚŝ ŶŐ ŵŽĚƵůĞ͘
x ^/͗ DĞĂƐƵƌĞƐŵŽƚŝǀĞƐ;ǁŚĞŶƚŚŝŶŐƐ ĂƌĞ ŐŽŝŶŐ ǁĞůů ĂŶĚ ǁŚĞŶŝŶ ĐŽŶĨůŝĐƚͿ ĂŶĚ ŝŶƚĞƌƉĞƌƐŽŶĂů ƐƚƌĞŶŐƚŚƐĨŽƌǁŽƌŬŝŶŐǁĞůůǁŝƚŚŽƚŚĞƌƐ͕ĂƐǁĞůůĂƐŽǀĞƌĚŽŶĞƐƚƌĞŶŐƚŚƐ͘ĞŶĞĨŝƚƚŽŽĂĐŚŝŶŐ͗Ăďů Ğ ƚŽĐŽŵŵƵŶŝĐĂƚĞĂŶĚŵŽƚŝǀĂƚĞŵŽƌĞƐƚƌĂƚĞŐŝĐĂůůLJďĂƐĞĚŽŶǁŚĂƚĚƌŝǀĞƐƚŚĂƚƉ ĞƌƐŽŶ͖ĂďůĞƚŽŚĞůƉ ƚŚĞƉĞƌƐŽŶ ďĞŝŶŐ ĐŽĂĐŚĞĚƚŽĐŚŽŽƐĞĂŶĚͬŽƌ ďŽƌƌŽǁƚŚĞŝŶƚĞƌƉĞƌƐŽŶĂů ƐƚƌĞŶŐƚŚƐ ƚŚĂƚ ǁŽƵůĚŚĞůƉ ƚŚĞŵďĞŵŽƐƚĞĨĨĞĐƚŝǀĞĂŶĚŐĞƚƚŚĞĚĞƐŝƌĞĚƌĞƐƵůƚƐ͘
3 x Dd/͗ zŽƵƌ ŶĂƚƵƌĂů ƉƌĞĨĞƌĞŶĐĞƐŝŶ ƚŚĞƐĞĨŽƵƌ ĂƌĞĂƐ ƐŽƌƚ LJŽƵ ŝŶƚŽ ŽŶĞ ŽĨ ϭϲ ĚŝƐƚŝŶĐƚ Dd/ ƉĞƌƐŽŶĂůŝƚLJƚLJƉĞƐ͘hŶĚĞƌƐƚĂŶĚŝŶŐƚŚĞƐĞƚLJƉĞƐŐŝǀĞƐ LJŽƵŽďũĞĐƚŝǀ Ğŝ Ŷ Ɛ ŝ Ő Ś ƚ ƚ Ś Ă ƚ LJŽ Ƶ Đ Ă Ŷ Ƶ Ɛ Ğƚ Ž ĞŶŚĂŶĐĞLJŽƵƌ ƉƌŽĨĞƐƐŝŽŶĂů ĂŶĚ ƉĞƌƐŽŶĂů ƌĞůĂƚŝŽŶƐŚŝƉƐ͕ ĂƐ ǁĞůů ĂƐ LJŽƵƌ ĚŝƌĞĐƚŝŽŶ ͕ ĨŽĐƵƐ͕ ĂŶĚ ĐŚŽŝĐĞƐ͘
x ^ƚƌĞŶŐƚŚƐ&ŝŶĚĞƌ͗dŚĞƌĞŝƐŶŽŵŽƌĞĞĨĨĞĐƚŝǀĞǁĂLJƚŽ ĞŵƉŽǁĞƌ ƉĞŽƉůĞƚŚĂŶƚŽƐĞĞ ĞĂĐŚƉĞƌƐŽŶ ŝ Ŷ ƚĞƌŵƐ ŽĨ ŚŝƐ Žƌ ŚĞƌ ƐƚƌĞŶŐƚŚƐ͘dŚŝƐ ĂƐƐĞƐƐŵĞŶƚƵŶĐŽǀĞƌƐǁŚŝĐŚ ƚĂůĞŶƚƐLJŽƵ ƌĞůLJŽŶ ƚŽ ďƵŝůĚ ƌĞůĂƚŝŽŶƐŚŝƉƐ͕ƚŚŝŶŬƐƚƌĂƚĞŐŝĐĂůůLJ͕ĞdžĞĐƵƚĞƉůĂŶƐĂŶĚŝŶĨůƵĞŶĐĞŽƚŚĞƌƐƚŽĂĐĐŽŵƉůŝƐŚŐŽĂůƐ͘ x dŚŽŵĂƐͲ<ŝůŵĂŶŶŽŶĨůŝĐƚDŽĚĞ/ŶƐƚƌƵŵĞŶƚ͗dŚŝƐ ŝŶƐƚƌƵŵĞŶƚ ŚĞůƉƐ ƉĞŽƉůĞ ƵŶĚĞƌƐƚĂŶĚ ŚŽǁ ƵƐŝ ŶŐ ĚŝĨĨĞƌĞŶƚĐŽŶĨůŝĐƚ ŵĂŶĂŐĞŵĞŶƚƐƚLJůĞƐĂĨĨĞĐƚƐŝŶƚĞƌƉĞƌƐŽŶĂů ĂŶĚ ŐƌŽƵƉ ĚLJŶĂŵŝĐƐ͕ ĞŵƉŽǁĞƌŝ ŶŐ ƚŚĞŵƚŽĐŚŽŽƐĞƚŚĞďĞƐƚĂƉƉƌŽĂĐŚĨŽƌĂŶLJƐŝƚƵĂƚŝŽŶ͘
ŽĂĐŚŝŶŐ>ŽŐŝƐƚŝĐƐ͗
ůů ĐŽĂĐŚŝŶŐŝƐ ĐŽŶĚƵĐƚĞĚǀŝƌƚƵĂůůLJ͘dŚĞĐĂĚĞŶĐĞŽĨĐŽĂĐŚŝŶŐ ƐĞƐƐŝŽŶƐŝƐĞǀĞƌLJϮ ǁĞĞŬƐ͘dŚŝƐĂůůŽǁƐƚŚĞ ĐŽĂĐŚƚŽŚĞůƉǁŝƚŚďĞŚĂǀŝŽƌĐŚĂŶŐĞŝŶƌĞĂůƚŝŵĞ͕ƐƚƌĂƚĞŐŝnjĞŶĞdž ƚƐƚĞƉƐǁŝƚŚƚŚĞůĞĂĚĞƌĂŶĚƉƵƚƚŚĞƉůĂŶ ŝŶƚŽĂĐƚŝŽŶ͘WůĞĂƐĞŶŽƚĞ͗ĂŶLJƐĞƐƐŝŽŶĐĂŶĐĞůĞĚǁŝƚŚůĞƐƐƚŚĂŶϮϰͲŚŽƵƌƐ͛ŶŽƚŝĐĞǁŝůůďĞďŝůůĞĚ͘
KƵƚĐŽŵĞZĞƉŽƌƚŝŶŐ͗
ƵƌŝŶŐ ĂŶĚ ĨŽůůŽǁŝŶŐ ĐŽĂĐŚŝŶŐ ǁĞ ǁŝůů ĐŽŶĚƵĐƚ ĞǀĂůƵĂƚŝŽŶƐǁŝƚŚ ƚŚĞ ƉĂƌƚŝĐŝƉĂŶƚƐ͕ ĐŽĂĐŚĞƐ͕ ĂŶĚ , ƐƚĂŬĞŚŽůĚĞƌƐ͘WůĞĂƐĞŶŽƚĞƚŚĂƚĚƵĞƚŽƚŚĞŚŝŐŚůLJĐŽŶĨŝĚĞŶƚŝĂůŶĂƚƵƌĞŽĨĐŽĂĐŚŝŶŐ͕ŐĞŶĞƌĂůƚŚĞŵĞƐǁŝůůďĞ ƉƌĞƐĞŶƚĞĚ͕ďƵƚĚĞƚĂŝůƐǁŝůůŶŽƚďĞĚŝƐĐůŽƐĞĚ͘
WƌŽŐƌĂŵĞƚĂŝůƐʹ
ŵƉůŽLJĞĞ^ƵƌǀĞLJ
^ƵƌǀĞLJĞƐŝŐŶĂŶĚĞůŝǀĞƌLJ͗
x ZĞůĂƵŶĐŚ ƚŚĞ ǀĂůŝĚĂƚĞĚ ĞŵƉůŽLJĞĞƐƵƌǀĞLJĨƌŽŵ&ĞďƌƵĂƌLJϮϬϮϱ͘ tĞ ƌĞĐŽŵŵĞŶĚĚĞƉůŽLJŝŶŐƚŚĞ ƐƵƌǀĞLJŝŶ&ĞďƌƵĂƌLJϮϬϮϲ͘
x dŚĞƐƵƌǀĞLJĐŽŶƚĂŝŶƐƚŚƌĞĞƐĞĐƚŝŽŶƐ͗
o YƵĂŶƚŝƚĂƚŝǀĞƐƚĂƚĞŵĞŶƚƐŐƌŽƵƉĞĚĚŝŵĞŶƐŝŽŶƐŽĨŽƌŐĂŶŝnjĂƚŝŽŶĂůĐƵůƚƵƌĞ o ƵůƚƵƌĂů ĞƐĐƌŝƉƚŽƌƐ͕ĐƵƐƚŽŵŝnjĞĚƚŽ LJŽƵƌǀĂůƵĞƐ͕ƚŚĂƚŵĞĂƐƵƌĞƚŚĞĐƵƌƌĞŶƚƐƚĂƚĞŽĨƚŚĞ ĚĞƉĂƌƚŵĞŶƚĂŶĚĨƵƚƵƌĞĚĞƐŝƌĞĚƐƚĂƚĞ
o YƵĂůŝƚĂƚŝǀĞ ;ŽƉĞŶͲĞŶĚĞĚͿƋƵĞƐƚŝŽŶƐƚŽĐĂƉƚƵƌĞ ƚŚĞĞŵƉůŽLJĞĞƐ͛Ɛƚ ŽƌŝĞƐ͕ĨĞĞĚďĂĐŬĂŶĚ ƐƵŐŐĞƐƚŝŽŶƐ
o tĞĐŽůůĞĐƚďŽƚŚ ƚLJƉĞƐ ŽĨ ĚĂƚĂďĞĐĂƵƐĞ ƚŚĞ ƐƚŽƌŝĞƐ ƐƵƉƉŽƌƚ ƚŚĞ ŶƵŵďĞƌƐ ĂŶĚ ƚŚĞ ŶƵŵďĞƌƐ ƐƵƉƉŽƌƚƚŚĞƐƚŽƌŝĞƐ͘dŚŝƐĂĚĚƐƚŽƚŚĞǀĂůŝĚŝƚLJŽĨƚŚĞĚĂƚĂ x ,ŽƐƚĞĚŽŶhDĂƐƐ'ůŽďĂů͛ƐƐĞĐƵƌĞ^ƵƌǀĞLJDŽŶŬĞLJƉůĂƚĨŽƌŵ͘ ŵƉůŽLJĞĞƐƚĞŶĚƚŽƐŚĂƌĞƚŚĞŝƌŵŽƌĞ
ĚĞĞƉůLJĂŶĚ ƉƌŽǀŝĚĞ ŚŽŶĞƐƚ ĨĞĞĚďĂĐŬǁŚĞŶƚŚĞ ƐƵƌǀĞLJ ŝƐ ĐŽůůĞĐƚĞĚ ďLJ Ă ŶĞƵƚƌĂů ƚŚŝƌĚ ƉĂƌƚLJ͘ ZĞƐƉŽŶƐĞƐĂƌĞĂŶŽŶLJŵŽƵƐ͘ůůĞŵƉůŽLJĞĞƐƌĞĐĞŝǀĞƚŚĞƐĂŵĞƐƵƌǀĞLJ ůŝŶŬ͘ x dŚĞƐƵƌǀĞLJŚŽƐƚŝŶŐƉĞƌŝŽĚŝƐϮǁĞĞŬƐ
x ZĞƐƉŽŶƐĞƌĂƚĞƐƉƌŽǀŝĚĞĚĞǀĞƌLJϮďƵƐŝŶĞƐƐĚĂLJƐ
ZĞƉŽƌƚŝŶŐĂŶĚWƌĞƐĞŶƚĂƚŝŽŶŽĨZĞƐƵůƚƐ͗
x ^ƵƌǀĞLJƌĞƐƵůƚƐǁŝůůďĞĚĞůŝǀĞƌĞĚǁŝƚŚŝŶϮǁĞĞŬƐŽĨƐƵƌǀĞLJĐůŽƐĞ x tĞǁŝůůĚĞůŝǀĞƌƚǁŽƐĞƚƐŽĨƌĞƉŽƌƚƐĂŶĚƉƌĞƐĞŶƚĂƚŝŽŶƐ͗ŽŶĞĨŽƌ,ŽƵƐŝŶŐŚŽŝĐĞsŽƵĐŚĞƌWƌŽŐƌĂŵ ĂŶĚŽŶĞǁŝƚŚƚŚĞĐŽŵďŝŶĞĚĚĂƚĂĨƌŽŵƚŚĞŽƚŚĞƌĨŽƵƌ,ĚŝǀŝƐŝŽŶƐ͘ 4 o &ŝŶĚŝŶŐƐ ZĞƉŽƌƚ͗ ĞdžƉůĂŝŶƐ ƚŚĞ ƌĞƐƵůƚƐ ĂŶĚŚŝŐŚůŝŐŚƚƐĂƌĞĂƐ ŽĨ ƐƚƌĞŶŐƚŚĂƐǁĞůůĂƐĂƌĞĂƐƚŚĂƚ ŵĂLJ ŶĞĞĚĂĚĚŝƚŝŽŶĂů ĂƚƚĞŶƚŝŽŶ͘/ƚ ŝŶĐůƵĚĞƐƌĞƐƵůƚƐ ĨƌŽŵƚŚĞƋƵĂŶƚŝƚĂƚŝǀĞĚĂƚĂ͕ ŝŶƐŝŐŚƚƐ ĨƌŽŵƚŚĞƵůƚƵƌĂů ĞƐĐƌŝƉƚŽƌƐ;ǀĂůƵĞƐͿƐĞĐƚŝŽŶ͕ĂŶĚƚŚĞŵĞƐĨƌŽŵ ƚŚĞƋƵĂůŝƚĂƚŝǀĞ;ŽƉĞŶͲ ĞŶĚĞĚͿƋƵĞƐƚŝŽŶƐ͘tĞĐŽŶĚƵĐƚĂƚŚĞŵĂƚŝĐĂŶĂůLJƐŝƐŽĨƚŚĞƋƵĂůŝƚĂƚŝǀĞĚĂƚĂĂŶĚŝŶƚĞƌƉƌĞƚ ƚŚŽƐĞ ƌĞƐƵůƚƐ͘ tĞ ĚŽ ŶŽƚ ƉƌŽǀŝĚĞ ĞŵƉůŽLJĞĞ ĨĞĞĚďĂĐŬǀĞƌďĂƚŝŵ͘ tĞǁŝůůƉƌŽǀŝĚĞŚŝŐŚͲůĞǀĞů ƌĞĐŽŵŵĞŶĚĂƚŝŽŶƐĨŽƌŝŶƚĞƌǀĞŶƚŝŽŶƐƚŽĐůŽƐĞŐĂƉƐĂŶĚĂĐŚŝĞǀĞƐƚƌĂƚĞŐŝĐƌĞƐƵůƚƐ͘dŚŝƐǁŝůů ŝŶĐůƵĚĞĐŽŵƉĂƌŝƐŽŶĚĂƚĂĨƌŽŵƚŚĞϮϬϮϱƐƵƌǀĞLJƚŽƐŚŽǁƚŚĞZK/ŽĨŝŶƚĞƌǀĞŶƚŝŽŶƐ͘ o WŽǁĞƌWŽŝŶƚƉƌĞƐĞŶƚĂƚŝŽŶ ŽĨ ƌĞƐƵůƚƐ ƚŚĂƚ ĐĂŶ ďĞ ƐŚĂƌĞĚ ŽŶ ďŽƚŚ ƚŚĞ ůĞĂĚĞƌƐŚŝƉ ĂŶĚ ĞŵƉůŽLJĞĞůĞǀĞůƐ͘dŚŝƐǁŝůůŝŶĐůƵĚĞĐŽŵƉĂƌŝƐŽŶĚĂƚĂĨƌŽŵƚŚĞϮϬϮϱ Ɛ Ƶ ƌǀ Ğ LJ ƚŽ Ɛ Ś Ž ǁ ƚŚ Ğ ZK / ŽĨŝŶƚĞƌǀĞŶƚŝŽŶƐ͘
o sŝƌƚƵĂůƉƌĞƐĞŶƚĂƚŝŽŶŽĨƌĞƐƵůƚƐƚŽLJŽƵƌůĞĂĚĞƌƐŚŝƉƚĞĂŵ o sŝƌƚƵĂůƉƌĞƐĞŶƚĂƚŝŽŶŽĨƌĞƐƵůƚƐƚŽƚŚĞĞŵƉůŽLJĞĞƐ͘dŚŝƐǁŝůůŝŶĐůƵĚĞĐŽŵƉĂƌŝƐŽŶĚĂƚĂĨƌŽŵ ƚŚĞϮϬϮϱ ƐƵƌǀĞLJƚŽƐŚŽǁƚŚĞZK/ŽĨŝŶƚĞƌǀĞŶƚŝŽŶƐ͘tĞƐƚƌŽŶŐůLJƌĞĐŽŵŵĞŶĚƉƌĞƐĞŶƚ ŝ ŶŐ ƚŚĞƌĞƐƵůƚƐƚŽƚŚĞĞŵƉůŽLJĞĞƐƚŽƐŚŽǁƚƌĂŶƐƉĂƌĞŶĐLJĂŶĚƚŚĞĐŽŵŵŝƚŵĞŶƚƚŽĐŽŶƚŝŶƵŽƵƐ ŝŵƉƌŽǀĞŵĞŶƚ͘
ŝŵĞŶƐŝŽŶƐŽĨKƌŐĂŶŝnjĂƚŝŽŶĂůƵůƚƵƌĞĂŶĚ
ůĞŵĞŶƚƐDĞĂƐƵƌĞĚ͗
>ĞĂĚĞƌƐŚŝƉ
sŝƐŝŽŶĂŶĚŵŝƐƐŝŽŶ
>ĞĂĚĞƌƐŚŝƉĞĨĨĞĐƚŝǀĞŶĞƐƐ
dƌƵƐƚ
ZĞůĂƚŝŽŶƐŚŝƉƐ
ŽůůĂďŽƌĂƚŝŽŶ
/ŶƚĞƌͬ/ŶƚƌĂƌĞůĂƚŝŽŶƐŚŝƉƐ
ŽŵŵƵŶŝƚLJ
dƌƵƐƚ
ŽŶĨůŝĐƚ
ŽŵŵƵŶŝĐĂƚŝŽŶ
&ĞĞĚďĂĐŬ͕ŚĂǀŝŶŐĂǀŽŝĐĞ
/ŶĨŽƌŵĂƚŝŽŶƐŚĂƌŝŶŐ
dƌƵƐƚŝŶŝŶĨŽƌŵĂƚŝŽŶ
/ŶĨƌĂƐƚƌƵĐƚƵƌĞ
dĞĐŚŶŽůŽŐLJĂŶĚƚƌĂŝŶŝŶŐ
WƌŽĐĞƐƐĞƐ͕ƐLJƐƚĞŵƐ͕ƚŽŽůƐĂŶĚƐƚƌƵĐƚƵƌĞ
ŚĂŶŐĞĂŶĚůĞǀĞůŽĨďƵƌĞĂƵĐƌĂĐLJ
ŵƉůŽLJĞĞ
ŶŐĂŐĞŵĞŶƚ
ƵƚŚŽƌŝƚLJůĞǀĞůƐ͕ĐŽŶƚƌŝďƵƚŝŽŶƐ
ĐĐŽƵŶƚĂďŝůŝƚLJĂŶĚĞdžƉĞĐƚĂƚŝŽŶƐ
ĞĐŝƐŝŽŶŵĂŬŝŶŐƉƌŽĐĞƐƐ
ĞůŽŶŐŝŶŐ
&ŝŶĂŶĐĞ >ĞǀĞůŽĨĨŝŶĂŶĐŝĂůĐŽŵƉƌĞŚĞŶƐŝŽŶĂŶĚŝŵƉĂĐƚŽŶƚŚĞĚĞƉĂƌƚŵĞŶƚ ƵůƚƵƌĂůĞƐĐƌŝƉƚŽƌƐ KƌŐĂŶŝnjĂƚŝŽŶĂůǀĂůƵĞƐůŝƐƚ
'ĞŶĞƌĂůůŝŵĂƚĞ KƉĞŶͲĞŶĚĞĚƋƵĞƐƚŝŽŶƐƚŚĂƚĐĂƉƚƵƌĞƚŚĞƐƚŽƌŝĞƐ͕ŽƉĞƌĂƚŝŽŶĂů ŝŵƉƌŽǀĞŵĞŶƚƐĂŶĚŐĞŶĞƌĂůƐƵŐŐĞƐƚŝŽŶƐĨƌŽŵƚŚĞĞŵƉůŽLJĞĞƐ
5 WƌŽŐƌĂŵĞƚĂŝůƐʹ>ĞĂĚĞƌƐŚŝƉĞǀĞůŽƉŵĞŶƚWƌŽŐƌĂŵ
dŚŝƐƉƌŽŐƌĂŵ ŝƐĚĞƐŝŐŶĞĚ ĨŽƌ ďŽƚŚ ĞŵĞƌŐŝŶŐ ĂŶĚ ĞdžƉĞƌŝĞŶĐĞĚ ůĞĂĚĞƌƐ ǁŚŽ ǁĂŶƚ ƉƌĂĐƚŝĐĂů ĂŶĚƉƌŽǀĞŶ ƚŽŽů Ɛ ƚŽďƵŝůĚůĞĂĚĞƌƐŚŝƉ ĐĂƉĂĐŝƚLJ͕ŝŵƉƌŽǀĞĞŵƉůŽLJĞĞ ƉĞƌĨŽƌŵĂŶĐĞ͕ ŝŶĐƌĞĂƐĞ ƚĞĂŵ ĞĨĨĞĐƚŝǀĞŶĞƐƐ ͕ ĂŶĚ ĞŶŚĂŶĐ Ğ ŽƌŐĂŶŝnjĂƚŝŽŶĂůƉƌŽĚƵĐƚŝǀŝƚLJ͘WĂƌƚŝĐŝƉĂŶƚƐǁŽƌŬŝŶĐůĂƐƐƌŽŽŵ͞ůĞĂƌŶŝŶŐƚĞĂŵƐ͟ƚŽďƵŝůĚĂĐĐŽƵŶƚĂďŝůŝƚLJĂŶĚ ĐŽůůĂďŽƌĂƚŝŽŶĂƐǁĞůůĂƐƚŽĚĞǀĞůŽƉ ĂŶĚŝŵƉůĞŵĞŶƚ ĂŶ /ŶĚŝǀŝĚƵĂůĞǀĞůŽƉŵĞŶƚ WůĂŶ͘ EĞǁ ŬŶŽǁůĞĚŐĞ Ă ŶĚ ƐŬŝůůƐĂƌĞĂƉƉůŝĞĚƚŽƐƉĞĐŝĨŝĐůĞĂĚĞƌƐŚŝƉĐŚĂůůĞŶŐĞƐ͕ďĂƐĞĚŽŶĂĐƚƵĂůǁŽƌŬƉůĂĐĞŝƐƐƵĞƐŽƌƐŝƚƵĂƚŝŽŶƐ͕ĂŶĚƚŚĞ ƌĞƐƵůƚƐĂƌĞƉƌĞƐĞŶƚĞĚĚƵƌŝŶŐĂĂƉƐƚŽŶĞĞǀĞŶƚ͘
tĞŚĂǀĞ ĨŽƵŶĚ ƚŚĂƚϰͲŚŽƵƌŵŽĚƵůĂƌďůŽĐŬƐĞƐƐŝŽŶƐ ĚĞůŝǀĞƌĞĚ ŽŶĐĞ ƉĞƌ ǁĞĞŬ ĨŽƌ ϭϬǁĞĞŬƐ ĂƌĞ ŽƉƚŝŵĂůƚŽ ĨĂĐŝůŝƚĂƚĞůĞĂƌŶŝŶŐĂŶĚƉƌŽǀŝĚĞƐĞŶŽƵŐŚƚŝŵĞƚŽŝŵƉůĞŵĞŶƚƚŚĞƚŽŽůƐĂŶĚƐƚƌĂƚĞŐŝĞƐďĂĐŬŝŶƚŚĞǁŽƌŬƉůĂĐĞ ǁŝƚŚŽƵƚůŽƐŝŶŐƚŽŽŵƵĐŚƚŝŵĞďĞƚǁĞĞŶƐĞƐƐŝŽŶƐĚƵƌŝŶŐƚŚŝƐƐƉĂĐĞĚůĞĂƌŶŝŶŐ͘
ZĞĐŽŵŵĞŶĚĞĚƚŽƉŝĐƐĨŽƌŚŝŐŚĞƌͲůĞǀĞůůĞĂĚĞƌƐ͗
ϭ͘ ^ĞůĨͲDĂŶĂŐĞŵĞŶƚ
Ϯ͘
ŵŽƚŝŽŶĂů/ŶƚĞůůŝŐĞŶĐĞ
ϯ͘ /ŶƚĞƌƉĞƌƐŽŶĂůŽŵŵƵŶŝĐĂƚŝŽŶ
ϰ͘ dĞĂŵĞǀĞůŽƉŵĞŶƚ
ϱ͘ ŽŶĨůŝĐƚZĞƐŽůƵƚŝŽŶ
ϲ͘
ŵƉůŽLJĞĞ
ŶŐĂŐĞŵĞŶƚ
ϳ͘ ŽĂĐŚŝŶŐĨŽƌ>ĞĂĚĞƌƐ
ϴ͘ ĞůĞŐĂƚŝŶŐ
ĨĨĞĐƚŝǀĞůLJ
ϵ͘ >ĞĂĚŝŶŐŚĂŶŐĞ
ϭϬ͘ ^ĞƌǀĂŶƚ>ĞĂĚĞƌƐŚŝƉ
ϭϭ͘ ĂƉƐƚŽŶĞʹ/WWƌĞƐĞŶƚĂƚŝŽŶƐ
ZĞĐŽŵŵĞŶĚĞĚƚŽƉŝĐƐĨŽƌŶĞǁŵĂŶĂŐĞƌƐͬƐƵƉĞƌǀŝƐŽƌƐ͗
ϭ͘ ^ĞůĨͲDĂŶĂŐĞŵĞŶƚ
Ϯ͘
ŵŽƚŝŽŶĂů/ŶƚĞůůŝŐĞŶĐĞ
ϯ͘ WĞĞƌƚŽDĂŶĂŐĞƌdƌĂŶƐŝƚŝŽŶ
ϰ͘ /ŶƚĞƌƉĞƌƐŽŶĂůŽŵŵƵŶŝĐĂƚŝŽŶ
ϱ͘ ŽŶĨůŝĐƚZĞƐŽůƵƚŝŽŶ
ϲ͘ dĞĂŵĞǀĞůŽƉŵĞŶƚ
ϳ͘ ĞůĞŐĂƚŝŽŶΘdŝŵĞDĂŶĂŐĞŵĞŶƚ
ϴ͘
ŵƉůŽLJĞĞ
ŶŐĂŐĞŵĞŶƚ
ϵ͘ &ĞĞĚďĂĐŬĂŶĚĐĐŽƵŶƚĂďŝůŝƚLJ
ϭϬ͘ ŽĂĐŚŝŶŐĨŽƌ>ĞĂĚĞƌƐ
ϭϭ͘ ĂƉƐƚŽŶĞʹ/WWƌĞƐĞŶƚĂƚŝŽŶƐ
tĞĐĂŶĂĚĚ͕ƐƵďƚƌĂĐƚ͕ŽƌƐƵďƐƚŝƚƵƚĞƚŽƉŝĐƐďĂƐĞĚŽŶƚŚĞĚĞǀĞůŽƉŵĞŶƚŶĞĞĚƐŽĨLJŽƵƌĞŵƉůŽLJĞĞƐ
tĞĂůƐŽƌĞĐŽŵŵĞŶĚ ƉƌĞͲǁŽƌŬ ĨŽƌ ĞĂĐŚ ƚŽƉŝĐ͘ WƌĞͲǁŽƌŬ ƵƐƵĂůůLJ ƚĂŬĞƐ ϭϬͲϭϱ ŵŝŶƵƚĞƐ ƚŽĐŽŵƉůĞƚĞ ĂŶĚ ĐĂŶ ŝŶĐůƵĚĞǀŝĚĞŽƐ͕ƐƵĐŚĂƐĂd
dĂůŬ ŽŶƚŚĞƚŽƉŝĐ͕ĂďƌŝĞĨƌĞĂĚŝŶŐƐĞůĞĐƚŝŽŶŽƌŝŶĚŝǀŝĚƵĂůĂĐƚŝǀŝƚLJ͘WƌĞ ͲǁŽƌŬ ĂůůŽǁƐƚŚĞƉĂƌƚŝĐŝƉĂŶƚƚŝŵĞƚŽŵĞŶƚĂůůLJƉƌĞƉĂƌĞĂŶĚƐƚĂƌƚĨŽƌŵƵůĂƚŝŶŐƚŚŽƵŐŚƚƐĂƌŽƵŶĚƚŚĞŶĞdžƚƚŽƉŝĐ͘ 6 ZĞŝŶĨŽƌĐĞŵĞŶƚ͗tĞƌĞĐŽŐŶŝnjĞƚŚĂƚ ǁŽƌŬĨŽƌĐĞĚĞǀĞůŽƉŵĞŶƚ ŵƵƐƚ ďĞŝŶƚĞŐƌĂƚĞĚ ŝŶƚŽ ƚŚĞ ĞǀĞƌLJĚĂLJ ǁŽƌ Ŭ ŽĨ ƚŚĞƉĂƌƚŝĐŝƉĂŶƚƐƐŝŶĐĞŝƚŝƐŽŶůLJƐƵĐĐĞƐƐĨƵůŝĨƚŚĞƉĂƌƚŝĐŝƉĂŶƚƐĂƉƉůLJƚŚĞ ůĞĂƌŶŝŶŐ͘ tĞŝŶĐŽƌƉŽƌĂƚĞ /ŶĚŝǀŝĚƵĂů ĞǀĞůŽƉŵĞŶƚWůĂŶƐ;/WͿŝŶƚŽƚŚĞĐƵƌƌŝĐƵůƵŵ͘KƵƌĐůŝĞŶƚƐŚĂǀĞƚŚĞ ŽƉƚŝŽŶ ŽĨ ƉƌŽǀŝĚŝŶŐ ďƵƐŝŶĞƐƐ ĐŚĂůůĞŶŐĞƐ͕ ǁŚŝĐŚĂƌĞ ƚŚĞďĂƐŝƐĨŽƌƚŚĞ/W͕Žƌ ƉĂƌƚŝĐŝƉĂŶƚƐƐĞůĞĐƚĂŶĚĚĞƐ ĐƌŝďĞĂ ůĞĂĚĞƌƐŚŝƉĐŚĂůůĞŶŐĞďĂƐĞĚŽŶĂ ƐƉĞĐŝĨŝĐƐŝƚƵĂƚŝŽŶŽƌƌĞĐƵƌƌŝŶŐŝƐƐƵĞŝŶƚŚĞŝƌǁŽƌŬƉůĂĐĞĂŶĚůŝƐƚƐƉĞĐŝĨŝĐ ĂŶĚŵĞĂƐƵƌĂďůĞ ŽƵƚĐŽŵĞƐ ƚŽ ŐĂƵŐĞ ƐƵĐĐĞƐƐ͘ĨƚĞƌĞĂĐŚ ƐĞƐƐŝŽŶ͕ƉĂƌƚŝĐŝƉĂŶƚƐ ƌĞĐŽƌĚ ŬĞLJƚŽŽůƐ͕ ƚŝƉƐ͕ ĂŶĚ ƚĞĐŚŶŝƋƵĞƐ͕ďĂƐĞĚŽŶ ǁŚĂƚ ƚŚĞLJ ůĞĂƌŶĞĚ ŝŶĐůĂƐƐ͕ ĂŶĚĚĞǀĞůŽƉ ĂĐƚŝŽŶ ƉůĂŶƐ ƚŽĂĐĐŽŵƉůŝƐŚ ŐŽĂůƐƚŚĂƚŚĂǀĞ ďĞĞŶ ƉƌĞǀŝŽƵƐůLJ ŝĚĞŶƚŝĨŝĞĚ ĂƐ ƉĂ ƌ ƚ ŽĨƚŚĞŝƌ/ŶĚŝǀŝĚƵĂůĞǀĞůŽƉŵĞŶƚWůĂŶ͘
WĂƌƚŝĐŝƉĂŶƚƐĂƌĞŽƌŐĂŶŝnjĞĚŝŶƚŽ ůĞĂƌŶŝŶŐƚĞĂŵƐĨŽƌƐƵƉƉŽƌƚĂŶĚĂĐĐŽƵŶƚĂďŝůŝƚLJĚƵƌŝŶŐƚŚĞƉƌŽŐƌĂŵ͘dŚŝƐ ĐŽůůĂďŽƌĂƚŝǀĞ ĐŽŶǀĞƌƐĂƚŝŽŶ ƚĂŬĞƐ ƉůĂĐĞ ŝŶĐůĂƐƐ͕ĂƚƚŚĞ ĞŶĚ ŽĨĞĂĐŚ ƐĞƐƐŝŽŶ͘>ĞĂƌŶŝŶŐ ƚĞĂŵ ŵĞŵďĞƌƐ ƌĞƉŽƌ ƚ ƚŚĞŝƌŬĞLJ ƚĂŬĞĂǁĂLJƐ ĨƌŽŵ ƚŚĞĐůĂƐƐƐĞƐƐŝŽŶ͕ ŝĚĞŶƚŝĨLJ ĂĐƚŝŽŶƉůĂŶƐĨŽƌƚŚĞĐƵƌƌĞŶƚǁĞĞŬ͕ ĂŶĚ ƌĞƉŽƌƚ ŽŶƚŚĞ ƉƌŽŐƌĞƐƐŽĨƉƌĞǀŝŽƵƐǁĞĞŬ͛ƐĂĐƚŝŽŶƉůĂŶƐ͘
dŚĞƉƌŽŐƌĂŵĐƵůŵŝŶĂƚĞƐǁŝƚŚ ĂƉƐƚŽŶĞƉƌĞƐĞŶƚĂƚŝŽŶƐ͘WĂƌƚŝĐŝƉĂŶƚƐƉƌŽǀŝĚĞĂ ĨŝǀĞͲƐĞǀĞŶͲŵŝŶƵƚĞǀĞƌďĂů ƉƌĞƐĞŶƚĂƚŝŽŶƚŚĂƚƐƵŵŵĂƌŝnjĞƐƚŚĞƌĞƐƵůƚƐŽĨƚŚĞ/ŶĚŝǀŝĚƵĂůĞǀĞ ůŽƉŵĞŶƚWůĂŶĚƵƌŝŶŐĂĂƉƐƚŽŶĞĂƐƚŚĞ ůĂƐƚƐĞƐƐŝŽŶŽĨƚŚĞƉƌŽŐƌĂŵ͘tĞŚĂǀĞĨŽƵŶĚƚŚĞ/WĂŶĞdžƚƌĞŵĞůLJ ƉŽǁĞƌĨƵůƚŽŽůƚŚĂƚƐŽůŝĚŝĨŝĞƐůĞĂƌŶŝŶŐ ŐĂŝŶĞĚŝŶƚŚĞĐůĂƐƐƌŽŽŵĂŶĚĐŽŶƚƌŝďƵƚĞƐƚŽƌĞĂůǁŽƌŬďĞŝŶŐĂĐĐŽŵƉůŝƐŚĞĚďĂĐŬŝŶƚŚĞǁŽƌŬƉůĂĐĞ͘
tĞŵĂŬĞƚƌĂŝŶŝŶŐ ƌĞůĞǀĂŶƚĨŽƌŽƵƌ ĐůŝĞŶƚƐ ďLJĐƵƐƚŽŵŝnjŝŶŐŽƵƌ ƚŽƉŝĐƐǁŝƚŚĐĂƐĞƐƚƵĚŝĞƐ͕ĞdžĂŵƉůĞƐ͕Ă ŶĚ ĚŝƐĐƵƐƐŝŽŶ ƋƵĞƐƚŝŽŶƐƵŶŝƋƵĞƚŽ ƚŚĞ ŽƌŐĂŶŝnjĂƚŝŽŶ͘ dŚŝƐ ĂƵƚŚĞŶƚŝĐ ĐƵƐƚŽŵŝnjĂƚŝŽŶ ďŽƚŚ ŝŶ ƐƚƌƵĐƚƵƌĞ ĂŶĚ ĐŽŶƚĞŶƚŝƐŽŶĞŽĨƚŚĞƚŚŝŶŐƐƚŚĂƚƐĞƚƐƵƐĂƉĂƌƚĨƌŽŵŽƚŚĞƌƚƌĂŝŶŝŶŐŽƌŐĂŶŝnjĂƚŝŽŶƐ͘
WƌŝĐŝŶŐ͗
WƌŽĨĞƐƐŝŽŶĂů^ĞƌǀŝĐĞƐ ĞƐĐƌŝƉƚŝŽŶ dŽƚĂůWƌŽŐƌĂŵ&ĞĞ
DĂŶĂŐĞŵĞŶƚ^ŬŝůůƐ
ƵŝůĚŝŶŐtŽƌŬƐŚŽƉƐ
x ΨϲϬϬ ƉĞƌŚŽƵƌĨŽƌŝŶͲƉĞƌƐŽŶƐĞƐƐŝŽŶ;ŵŝŶŝŵƵŵŽĨ
ϮŚŽƵƌƐͿ
x ΨϱϱϬ ƉĞƌŚŽƵƌĨŽƌůŝǀĞ͕ǀŝƌƚƵĂůƐĞƐƐŝŽŶ͕ŚĞůĚǀŝĂ
hDĂƐƐ'ůŽďĂůŽŽŵƉůĂƚĨŽƌŵ
x DĂdžŝŵƵŵŽĨϮϱƉĂƌƚŝĐŝƉĂŶƚƐ
x /ŶĐůƵĚĞƐƉĂƌƚŝĐŝƉĂŶƚǁŽƌŬŬ
x dŽƉŝĐƐůŝƐƚĞĚŽŶƉĂŐĞϵ
ΨϲϬϬƉ Ğƌ Ś Ž Ƶ ƌ
ŝŶͲƉĞƌƐŽŶ
ΨϱϱϬ ƉĞƌŚŽƵƌ
ǀŝƌƚƵĂů
ŽƌĞ^ƚƌĞŶŐƚŚƐʹZĞƐƵůƚƐ
dŚƌŽƵŐŚZĞůĂƚŝŽŶƐŚŝƉƐ
WƌŽŐƌĂŵ
x ŽƌĞ^ƚƌĞŶŐƚŚƐʹZĞƐƵůƚƐdŚƌŽƵŐŚZĞůĂƚŝŽŶƐŚŝƉƐ
WƌŽŐƌĂŵ͗ϲŚŽƵƌƐ͕ŝŶͲƉĞƌƐŽŶ
x DĂdžŝŵƵŵŽĨϮϱƉĂƌƚŝĐŝƉĂŶƚƐ
x ^/ĂƐƐĞƐƐŵĞŶƚΨϭϰϬƉĞƌĂƐƐĞƐƐŵĞŶƚ
x ^/ĂƐƐĞƐƐŵĞŶƚĂĚŵŝŶŝƐƚƌĂƚŝŽŶĂŶĚƌĞǀŝĞǁƚĞĂŵ
ƌĞƐƵůƚƐ
x ^/ŽŶůŝŶĞĂƐƐĞƐƐŵĞŶƚĂŶĚĂĐĐĞƐƐƚŽƚŚĞ^/
ƉůĂƚĨŽƌŵĨŽƌϭLJĞĂƌ
Ψϰ͕ϴϬϬнΨϭϰϬ ƉĞƌ
ĂƐƐĞƐƐŵĞŶƚ
ŽĂĐŚŝŶŐWĂĐŬĂŐĞ x &ŝǀĞ͕ϭͲŚŽƵƌǀŝƌƚƵĂůƐĞƐƐŝŽŶƐƉĞƌŝĚĞŶƚŝĨŝĞĚƚĞĂŵ ŵĞŵďĞƌ
x ŽĂĐŚŝŶŐŝƐĐŽŶĚƵĐƚĞĚǀŝƌƚƵĂůůLJ
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9 Discover the HOW of Working Better Together
Attend a Core Strengths: Results through Relationships Workshop to learn how to build a culture of collaborative relationships.
Doesn’t it seem like some managers and teams always make “it” happen, no matter what “it” is? They’ve mastered the secret to getting consistent, stellar results despite changing roles, goals, accountabilities, structures, or even new team members. They transform the stumbling blocks of conflict and misunderstanding into opportunities to accelerate their success.
For these high-achievers, building and sustaining collaborative relationships is priority one. They understand that members of their team can go further together than they can alone. The good news is that you too can leverage the power of collaborative communication.
Attend a Core Strengths: Results through Relationships Workshop In this up-on-your-feet, learning-by-doing program, you’ll discover how to:
Q Communicate effectively with your teammates and clients so you can achieve mutually beneficial results Q Know your strengths and deploy them at the right time for the right reason for greater effectiveness Q Increase people's commitment to and responsibility for achieving shared outcomes Q Assume a greater sense of ownership for producing results Q Collaborate with members of your team to make the best decisions for your organization Q Create a Results Action Planner for a high-stakes situation you are facing right now Core Strengths: Results through Relationships ™
Workshop
10 What the Workshop Covers
Before . . .
You will personalize your experience by completing the Strength Deployment Inventory 2.0 ® (SDI 2.0) before the workshop begins.
The SDI 2.0
Core Strengths ® is powered by the Strength Deployment Inventory 2.0 (SDI 2.0). This scientifically validated assessment reveals why you do what you do—your motives—and your most authentic behaviors—your strengths—when interacting with others. The SDI 2.0 provides tools for choosing the right strengths to use in high-stakes situations. It also offers insights you and your team need in order to make the right decisions and build strong and collaborative relationships.
SDI 2.0 Shows What Drives You
The SDI 2.0 maps three essential motives people have for acting how they do:
Q People — a drive to help and develop others
Q Performance — a drive to direct action and achieve results Q Process — a drive to establish clear and meaningful order Everyone expresses these motives differently. The unique way you prioritize People, Performance, and Process places you in one of seven categories in what is called the Motivational Value System (MVS). During the workshop, you’ll identify your MVS, which will help you choose the best course of action (strengths to deploy) to achieve results in good times and in times of conflict. The SDI 2.0 empowers the awareness you need to make better choices and to use your strengths to improve your interactions with others.
SDI 2.0 Highlights Your Strengths and Weaknesses
This snapshot reveals the way you prioritize 28 strengths. By analyzing the results, you’ll gain insight into the broader range of traits or behaviors you can draw on during a given situation. This knowledge will allow you to make better choices when working with different people.
The SDI 2.0 gives you and your team unique, personalized insights needed to:
Q Take personal responsibility for results
Q Develop innovative solutions
Q Make better decisions
Q Navigate opposition and conflict
Q Strengthen relationships within your team
During . . .
The Core Strengths Workshop features:
Q Interactive lessons on how to assess motives—
yours and others'—and choose the right strengths
in your high-stakes situations
Q Insightful discussions with peers about
overcoming common stumbling blocks that get in
the way of collaborative communication
Q State-of-the-art tools that deliver your
personalized results
Q Compelling videos showing strengths-based
communication in action
Q Hands-on exercises that let you practice the
skills essential for working better together
MOTIVATIONAL VALUE SYSTEM
My MVS is:
CONFLICT SEQUENCE
My CS is:
SDI 2.0 Results
®
Victoria Patel
53 27 20
Performance People Process
RED
63 20 17
Assert Accommodate Analyze
R-[BG]
CONDITION #1: WHEN THINGS ARE GOING WELL
MOTIVATIONAL VALUE SYSTEM
Your Motivational Value System (MVS) dot is in the Red
region of the triangle.
RED
Assertive-Directing
You are motivated by task
accomplishment and achieving results.
You have a strong desire to set goals,
take decisive action, and claim earned
rewards.
CONDITION #2: WHEN FACED WITH CONFLICT
CONFLICT SEQUENCE
Your Conflict Sequence (CS) arrowhead is in the R-[BG]
region of the triangle.
1 R
2 [BG]
3 [BG]
R-[BG]
Red-[Blue or Green]
You want to assert your rights and win. If
that does not work, you want to make a
choice depending on what's better in the
situation: to give in with conditions or to
disengage and save what you can.
YOUR MOTIVES AND VALUES
As a person with a Red MVS, you achieve feelings of self- worth by being a successful leader of others and by
providing direction to achieve results.
You are an achiever in the face of competition. You
understand that you must be clear about your goals and
give direction to achieve those goals. You exercise power and control, set high performance standards, and take
decisive action. You believe the bigger the game, the
greater the need to rally support to achieve success. You value the power of productively directing others.
You succeed in a world where opportunities are constantly being discovered and where challenges are revealed so
they can be overcome. For you, a missed opportunity
equals failure. You want to rise to positions of ever-
increasing authority, thereby creating platforms for ever- widening spheres of influence and responsibility.
You have a desire to accomplish things and direct
others—but not at the expense of others. You believe that competition is the “name of the game” and that
winning—both the goals that you seek and the loyalty of others—is the real measure of success.
HOW YOU EXPERIENCE CONFLICT
As a person with a R-[BG] Conflict Sequence, you engage
the issue or other people as quickly as possible. You feel a sense of urgency, and want a quick resolution. You are
direct and assert your rights. You want to be sure that some action is taken. You believe that the best way to
show you care about the problem is to respond
immediately, before the problem can get worse.
You want other people to be direct, listen to your view, and take action. You do not want People to withdraw, take too long to decide, or try to minimize the issue.
If conflict progresses to your Stage 2 blend of Blue and Green, you may accommodate with conditions or analyze
the situation, depending on how important the results are to you. You feel that others don't share your priorities and that you need to decide what matters most to you.
If conflict progresses to your Stage 3 blend of Blue and Green, you distance yourself from the issue or others.
THE PATH BACK TO YOUR RED MVS
Your path back to Red from Stage 1 Red may involve
meeting the challenge and refocusing on the results.
Strength Deployment Inventory results provided by PSP 3 9 You urge, influence, and
convince others.
PERSUASIVE
You act with conviction,
power, and drive.
FORCEFUL
You remain faithful to the
commitments you make to
others.
LOYAL
You consider different
perspectives, ideas, and
opinions.
OPEN-TO-CHANGE
You believe in your own
powers and strengths.
SELF-CONFIDENT
You maintain the same course
of action despite obstacles.
PERSEVERING
You take chances on losses in
pursuit of high gains.
RISK-TAKING
You are determined to
succeed and to get ahead.
AMBITIOUS
You get things started without
delay.
QUICK-TO-ACT
You give assistance to others
who are in need.
HELPFUL
You concern yourself with the
well-being of others.
CARING
You follow certain rules of
right conduct.
PRINCIPLED
You strive to win against
others.
COMPETITIVE
You dissect and digest
whatever is going on.
ANALYTICAL
You respect differences, even
when you don’t agree.
TOLERANT
You act justly, equitably, and
impartially.
FAIR
You bring people together in
order to reach consensus.
INCLUSIVE
You engage easily in group
conversations and activities.
SOCIABLE
You are dedicated to some
people, activities, or purposes.
DEVOTED
You give encouragement and
help to others.
SUPPORTIVE
You adjust readily to new or
modified conditions.
ADAPTABLE
You act in whatever manner is
appropriate at the moment.
FLEXIBLE
You are careful to make sure
of what is going on.
CAUTIOUS
You play down what you are
capable of doing.
MODEST
You are orderly in action,
thought, and expression.
METHODICAL
You place your faith in others.
TRUSTING
You look for and suggest
different ways of doing things.
OPTION-ORIENTED
You practice self-restraint
in expressing thoughts and
feelings.
RESERVED
Strengths Portrait
Victoria Patel
The Strengths Portrait is a picture of
you. It shows the way you prioritize
and use your strengths when you work
with others.
WORK PERSPECTIVE
Strengths with a
blue bar are about
people
Strengths with a
red bar are about
performance
Strengths with a
green bar are about
process
Strengths with a
grey bar are about
perspective
THE FOUR TYPES OF STRENGTHS
Strength Deployment Inventory 2.0 results provided by PSP February 23, 2019© Copyright 2019 by PSP , Inc.
Most Likely To Use
Least Likely To Use
11 Your Action Planner
You’ll leave the workshop with the knowledge and skills critical for making effective decisions for your high-stakes situations—including a Results Action Planner tailored to a specific situation you’re facing.
Your plan will detail a situation that:
The Results Action Planner focuses on:
The Workshop Is Presented in Five Modules:
Assess Motives: When Things Are Going Well
In this first module, you'll learn how to Access Motives when things are going well. You'll unpack the results from your SDI 2.0 (Strength Deployment Inventory 2.0) assessment, which will reveal your Motivational Value System (MVS). You’ll see how your MVS influences the way you work with others and how their MVS influences the way they work with you. You’ll also dive into your Results Action Planner, which will help you focus and apply everything you learn throughout the program, so you can produce better results through relationships.
Assess Motives: When There Is Conflict
You’ll continue learning, based on your scientifically valid and reliable SDI 2.0 results, about how to Access Motives when they change during conflict and how that affects your working relationships.
Bring the Right Strengths: Know Your Reasons
You have 28 strengths at your disposal, and it is important to understand how to use the best strengths for each of your high-stakes situations. In this module, you’ll look at how you currently use your strengths and learn how to deploy different strengths that will produce better results. You’ll also have an opportunity to see and hear exactly how your strengths are perceived by others and gain a new awareness about how your strengths affect your team relationships. You'll be able to clearly determine the motives underlying each of your strengths, giving you a way to decide which to use when.
Bring the Right Strengths: Prevent Overdoing
Your weaknesses often make it difficult to work productively with others. What you don’t realize is that your weaknesses actually begin as personal strengths that you use to excess and have become ineffective or annoying, or even lead to interpersonal conflict. In this module, you’ll take a hard look at the ways you get over-invested in your strengths and how you limit your effectiveness. A powerful and revealing activity will show you exactly who you’re most likely to run into difficulty with if you overdo a strength to the extent that it actually becomes a liability (weakness). But more importantly, we’ll show you how to manage your overdone strengths and turn them back into the productive forces that you intend them to be.
Communicate in the Right Style: Use the Language of SDI 2.0 Core Strengths training is like learning a powerful new language. We help you build a collaboration vocabulary that you can use whether you’re writing a crucial customer email, navigating a tricky conference call, or taking part in an important meeting. When you have a clear goal in mind and have assessed your motives and your stakeholder’s motives, you can literally speak the other person’s language. Then the challenge is to communicate in a way that the other person will understand while still being true to yourself. We’ll show you, with structured practice, how to learn this skill and then apply it to a high-stakes situation where you need to produce a key result. You leave with a new communication skill and a completed Results Action Planner to implement to get better results through relationships.
Q Is critical to you and your
organization
Q You are currently facing
as a manager
Q Has measurable outcomes
Q Involves working closely
with other stakeholders—
whether they are direct
reports, peers, senior
executives, or customers
ASSESS MOTIVES
BRING THE RIGHT STRENGTHS
COMMUNICATE IN THE RIGHT STYLE
Stakeholder: Situation: Desired Results:
These results are important to me because... What’s at risk if the relationship fails? CONDITION 1: When Things Are Going Well
MOTIVATIONAL VALUE SYSTEM
My MVS:
Stakeholder’s MVS:
CONDITION 2: When There Is Conflict
CONFLICT SEQUENCE
My CS:
— —
Stakeholder’s CS:
— —
Elements of Opposition: Stakeholder’s Conflict Triggers:
Meeting Date:
Desired Progress or Outcome:
Effective Style:
Things to Avoid:
Strengths I Currently Bring: Strengths I Will Bring: Reasons:
© 2019 PSP , Inc. All rights reserved. No part of this document may be reproduced or transmitted without permission in writing from PSP . www.CoreStrengths.com Results Action Planner
Name:
Q Your current reality and
the critical decisions you
need to make
Q Who your stakeholders
are and what drives
their priorities
Q What actions you
need to take with your
stakeholders to create the
best possible outcomes
1 2
3 4
5 12