Jenny Vaux, president of Vaux Electronics, is typical of many systems builders when she talks about her company's performance: "We have had positive overall sales growth around 9 percent since last year and also for this quarter. A lot of our growth has been a shift to service contracts, consulting work and premium-priced services, as opposed to just selling the hardware. When you consider just our hardware sales, we probably are about flat." Indeed, the days of high margins on systems are over. As a result, many systems builders have moved into new areas of selling services and supplies to try to earn a living. We asked several what they are doing specifically to keep profits high and to share their experiences with you.
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