(Voiceover) All manufacturers' rep companies are basically sales organizations. The name of the game here is recruiting, training and retaining.

ANNE: About, I guess, two years ago, we introduced a program with our reps, and it was basically, who do you know? And so this is still in its infancy.

HATTIE: Is it working?

ANNE: It is working. We've got some good people as a result. Actually, if we had started it many years ago, there would have been many bonuses paid, because so many of our people -- we have mothers and daughters... and sisters and cousins and, you know, all the things that large corporations frown upon... This used to be someone would call the applicants we were interested in, you would talk to them on the phone for hour, hour and a half. And then we developed sort of an applicant packet... about this thick. And what they receive are copies of previous newsletters... ...talks about our reps and some of the things they do and their backgrounds. We send them a handful of catalogs, basically to say ...

HATTIE: This is it.

ANNE: `Is this the kind of product you would enjoy selling? This is representative of what we do.' And then at the page three, it says, `OK, you've read this far. Are you prepared for a very difficult first year?' You know, can you make...

HATTIE: ... no money the first year.

ANNE: Well, possibly, it could happen... We ask for a two-year commitment. Of course you can't hold anyone to that, but we say, `Really think about it.' And if you're not in a position, you know, financially, emotionally -- I guess that really isn't the word we use in the letter -- but to make that commitment, then, please, don't apply. We don't want to waste your time, our time, our vendors' time.

HATTIE: These are the facts. This is what it's going to take.

ANNE: Right.