A comprehensive analysis of residential service agreement programs in the HVAC industry has been released by the Air Conditioning Contractors of America (ACCA) [www.acca.org]. This is the first such detailed analysis, according to ACCA. The publication, "Residential Service Agreements: A Benchmarking Guide for the HVAC Contractor," is an analysis of a detailed survey of more than 300 contracting firms from all over the country.
This reference allows contractors to compare their own programs to those offered by similar companies. The data is invaluable for contractors seeking to create a service agreement program, or improve their current program, says ACCA.
Among the data points compiled and analyzed in the report are such things 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
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.
These points are also cross-tabulated for comparisons among contractors based on geography, number of employees, and annual sales volume.
A separate publication on commercial service agreements, based on a similar survey of contractors, is undergoing final review and is scheduled to be published later this month.
The Guide is available at the ACCA's online bookstore or by calling 888-290-2220. The cost is $185, or $85 for ACCA members.