EXECUTIVE INTERVIEW Peter Rose, CEO Expeditors International Executive Leadership Program Effective Enterprise Chris Jahrman Cass Pittman Helaina Sorey

You’d be surprised how far we’ll go for you. “Work hard, work smart. Be respectful of other people.” “Recognize and promote - people need a pat on the back and sometimes need to be kicked in the ass.” “Education never stops.” Peter Rose Chief Executive Officer Expeditors International

Expeditors’ Growth & Success 95% of Expeditors Growth has been organic. Despite what may happen in the world, global trade continues. Must continually adapt… and focus on one area at a time. from 200 people in 6 offices … to 8,200 people in 170 offices

Focused Leadership “Catering to fads is not the way to run a company.” Distain for “egomaniacal CEOs whose hands are idle” and they end up “doing the devil’s work”. Leaders shouldn’t go “back to basics”… they should have never left them in the first place

Peter Rose’s Focused Leadership “When we get there, we get there” We’re not for sale – no merger or acquisition distractions. Culture is their competitive advantage All employees receive 20% of the pre-tax bottom line. “&#%* Wall Street, they aren’t running this company”

Business Ethics – an oxymoron “Business ethics can’t be separated from personal ethics.” “We live in a land of the underdog – but once you make it to the top, everyone wants you to fall on your face.” No tolerance for cheating or “perks” When you spot a problem, you handle it, and make it public.

Selecting Key Leaders “Peter Rose is not that smart, he just has smart people working for him.” In leaders, he looks for common sense, street smarts, drive, and ambition. Must hire slowly and fire quickly -“they [have] to be able to fire their mother”. Believes internal competition can bring out the best.

Culture “Culture is everything. It’s magical. You can’t touch it or smell it, but it’s there.” The spirit of the company is what motivates employees. It provides challenge and opportunity. Measures “spirit” by who stays and who leaves the company.

Culture – Key Attributes Values based – everyone knows the values and mission Constantly reinforced – on the spot quizzes – “what is our mission”? Zero tolerance policy for ethical violations Attention to detail Tough love

Strength & Balance If you haven’t score a goal in awhile, think back to your past success – when you last scored a goal. When things go wrong, deal with it and move on. “When I’m done, I go home.”

Passion and Personal Satisfaction Watching others grow and become successful. Board member for 8 non-profit organizations – out of a sense of social and civic duty.

Awards and Accolades Include… Trofeu Fenix of Efficiency Award NASDAQ-100 Index Forbes – Top 400 Companies Fortune – Ranked #3 in Transport Industry

And the one Peter Rose is especially proud of… A plaque presented to the three founders by employees that reads: “Your vision created the best company in the world. Your hearts created the best family in the world.”