The ONLY thing we sell is OURSELVES!

The black boxes simply allow us to show how good we are. You don't buy a book because it was written on a Mac vs a PC, you don't enjoy a piece of music just because it was played on a Steinway. Artists' and house painters both use paint, but it's what they can do with the brush that makes a piece of art cost more than having a whole house painted.

Craftmanship and delivering on a promise is what you sell. Everything else is just the tools to work with.

If today's light switch sells for half as much as yesterdays, now you can either sell twice as many on the same number of jobs or you can sell the same number of switches on twice as many jobs. At least there are more light switches in a house then there are plasmas :)