But it's consistent with the value and service they provide. Audio-video installations account for half the work at Custom Electronics. Roughly a third of revenue comes from lighting and computer-controlled security systems. The rest is telephone and home automation. The largest expense is buying the actual equipment, accounting for 60 percent of costs.
Salaries are the second-highest cost of running the business.
Smith and Hayes said gross revenues have grown over the past four years by 20 percent to 40 percent. They said the business is profitable but declined to discuss details. Custom Electronics has come a long way since 1988, when Smith and Hayes were working for Digital Equipment Corp. in Augusta. Both grew up as frustrated musicians used to messing around with audio gear. Smith, who is 50 and lives in Monmouth, played keyboard with area rock bands.