The Distributor Compensation Files

"When it comes to hiring new salespeople, having a loyal customer base is more important to us than having knowledge of the print business," said Brad Dorsen, president and CEO. "Learning how the industry works is secondary and can be obtained over time."

F.I.A.'s new hires are subject to a six-month trial period, after which the salesperson is reviewed and either accepted into "the family" or asked to leave. If accepted, he or she is given the employee handbook to sign, thus agreeing to company conditions.