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| Published by the Air Conditioning Contractors of America (ACCA)
2009 Residential Service Agreements: A Benchmarking Guide for HVAC Contractors is the first comprehensive analysis of service agreement programs administered by more than 300 contractors nationwide!
This benchmarking guide tabulates and analyzes important data provided by contractors who offer residential service or maintenance agreements.
An invaluable reference for contractors seeking to improve their service agreement offerings, the survey covers such items as:
- Net profit margin on agreements
- Agreement sales per technician
- Full service vs. preventative maintenance
- Number of service agreements
- Retention of service agreement customers
- Service agreement costs
- Renewal efforts
- Repair tickets for service agreement customers
- What is covered by service agreements
- Service agreement marketing and compensation
- Closing rates on service agreement calls vs. cold calls
- And much more!
These data points are cross-tabulated and compared based on a number of factors, including geography, employee numbers, and sales volume.
This unique data is not available anywhere else in the HVACR industry. Compare your program to other contractors and gain insight into this vital market for residential contractors seeking to build a loyal customer base.
From the Introduction
ACCA introduces its first survey on HVAC residential service and preventative maintenance agreements. A survey on HVAC commercial service and preventative maintenance agreements was conducted separately and will soon be available through ACCA. These surveys are designed to seek out information on the types and breadth of service and preventative maintenance agreements offered by HVAC contractors to their residential and commercial customers, and we gathered the overall data submitted by survey participants to isolate and quantify these numbers to specific areas of the country, type of households serviced, size of company/company's annual sales volume, and number of service technicians employed. Our goal in these surveys is to give our members a basic benchmark to gauge their own experience with service maintenance agreements against other contractors (and, possibly, competitors), and use these results in some constructive manner to assess their operations and profit and loss lines.
Surveys were collected via the lnternet though ACCA's on-line survey site, and a total of 335 responses were received.
Figure 1 (pages 2-5) shows the survey tool used for this survey.
This report sets forth the overall averages collected from the results, and also cross tabulates some of the questions to show any significant response trends or curves that merit further analysis and more prominent discussion. Percentages may be rounded and in some cases may not equal 100%.
Table of Contents
Introduction. Figure 1: Residential Service Agreement Survey. Section I: Overview of Basic Demographics. Section II: Analysis of Residential Service Agreement. Survey Questions. Section III: Cross Analysis and Comparison of Demographics and Service Agreement Data. A. Geographic Locations. B. Primary Markets Served. C. Annual Sales Volume. D. Number of Technicians Employed. Section IV: Executive Summary. Section V: Conclusion. |
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