I think the true answer is in the middle. If I have an employee who is awesome and driving sales revenue, I may not start at the top of the market, but I am not starting at the bottom either. I may not offer a salary commensurate with a more tenured employee who has put up similar numbers for years, but I do want to show that I recognize the impact and performance. So if entry is entry is 50k an top is 100k, I probably start at the 85k to 90k mark. When it comes to people, I don't treat it like a flea market and try to haggle down to the lowest dollar possible. It should be about a relationship.