At ServiceTrade we know that you want to be the best commercial service contractor in your market. It’s difficult, however, to be the best if you don’t know what the “best” is. You could only guess about how your peers were performing, until now. We analyzed data from over 400 of our commercial service contracting customers to establish performance benchmarks. We used the same business analytics platform available to our customers, Amazon Quicksight, to audit growth statistics from 2017-2018* across every customer account and establish best-in-class benchmarks for the industry. Here’s what we found.

*The growth rates below were updated to represent a more recent analysis of data that spanned 2017Q2-2019Q1

Revenue growth
Average: 17.9% 24.3%
Top 25%: 54.7% 77.1%

Customer count growth
Average: 7.5% 4.9%
Top 25%: 38.4% 15.2%

The top quartile in the above categories is not made up of only small companies as you may expect. That group of high performers is reflective of the company sizes found across the entire dataset. If you are a large contractor, aggressive growth is attainable.

Revenue per customer growth
Average: 12.7% 18.7%
Top 25%: 44.4% 53.0%

Revenue per job growth
Average: 6% 12.1%
Top 25%: 29.9% 30.7%

Companies that earned more revenue per customer and job found additional, high-dollar sales opportunities with existing customers such as repair opportunities and additional services. We’ve also heard from many of the top performers that they “upgraded” their customer base by firing the worst customers and selling to more valuable prospects.

As the adage goes, if you don’t measure it, you can’t manage it. This is true of your metrics compared to industry benchmarks. If you don’t measure how your company performs compared to the rest, you’ll never know if you are the best.

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