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One change F.I.A. Corporation has implemented is a slight shift in the percent of gross profit a new hire receives—new sales reps work on a 60/40 percentage basis, while current reps receive 50 percent of the gross profit. They are, however, responsible for extra expenses such as lunch, dinners and travel incurred for new business. Those hired on the new plan receive additional support—such as car allowance—in addition to the 40 percent gross profit. "We will give them what they need as long as it fits within our capabilities," said Dorsen.
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