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And we have personal contact with almost everybody we sell to. >> but there's more. the schroggs could not get a loan when they started, so that paid them for everything. that kept them from getting too big too fast and sinking money into buildings or help and it helped them to prepare fr hard times. >> you didn't have the loan money to work with, but you also didn't have the debt to be saddled with. >> with us, since we've always worked out of our pocket and made our cash flow work. we weren't hit with that when all the banks started tightening up on their money. >> at wichita state, the smal...

The shrogs could not get a loan when they started, so they paid for everything. that kept them from getting too big, too fast, or sinking money into buildings or help, and it prepared them for hard times. so, you didn't have the loan money to work with, but you also didn't have the debt to be saddled with. >> that's correct. with us, since we've always worked out of our pocket and always made our cash flow work, i think we weren't hit with that when all the banks started tightening up on their money. >> reporter: at wichita state, the small business development center says such homegrown succe...

Big, too fast, or sinking money into buildings or help, and it prepared them for hard times. so, you didn't have the loan money to work with, but you also didn't have the debt to be saddled with. >> that's correct. with us, since we've always worked out of our pocket and always made our cash flow work, i think we weren't hit with that when all the banks started tightening up on their money. >> reporter: at wichita state, the small business development center says such homegrown success stories are critical to this state's rebound. because, david may says, only a tiny fraction of new jobs come ...

Worked out of our pocket and cash flow work, i think we weren't hit with that when all the banks started tightening up with all their money. >> reporter: at wichita state the development center says such homegrown success stories are critical to the state's rebound. because, david may says, only a tiny fraction of new jobs come from out of state companies moving in. so what makes the difference between a small business that succeeds and one that does not? >> i think the biggest thing is probably customer focus. and it really starts with, i think, identifying a real need that exists and going a...