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Midwest Single Source, said Osborne, has been selling to Wichita State University for many years—but the accounts come and go. "We lose the contracts every once in a while," he said, "and it can be a pretty good hit. But that's the way it is."
He also noted that most bid jobs are on a very small margin. "It becomes one of those situations where you try to substitute products that you can make more money on," he said. "It becomes a question of who can best manipulate the numbers."
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