HATTIE: Once you've hired a person, what should happen next? Albert Black says we need to do four things: teach, preach, coach and counsel.

ALBERT BLACK: I think you need to start with listening. And have that become a learning experience. To teach is to come from the intellectual side, for me. Preach is to be emotional. We need emotion in business. Coach is to be able to control and direct. Counsel is to be able to be empathetic to people and give them some sort of advice and direction as they move forward with their careers.

HATTIE: Tell me what my field of dreams is. What am I walking into if I come to work for On Target?

ALBERT: On Target Supplies and Logistics promises people three things. We promise people an educational income. If you come to work with us, you will know how to run a business. We have absolute open-book accounting. You would know every expense in this business. You will know every revenue stream. You will know all the cost of sales. You will know how to run a business in a couple of years. That's the educational income. We'll also pay you a psychological income. We want you to feel good about what you're doing at On Target Supplies and Logistics. Just coming in with that spirit de corps, that attitude that says, `Together we can climb mountains and win battles'--that's what we offer people, that psychological income of making a contribution every day that makes a difference.

The last thing, and the most important thing for some, the least important for me, is the financial income. We will pay you above market. We do not want you to think that coming to work for On Target Supplies and Logistics means that you've got to give up the opportunity to earn maximum salary. We like to bring people in and, over the course of their career here, get them above the industry average and then so above the industry average that their desire to leave is based on the first two, psychological and educational, and not financial.