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2011 ACCA

2011 ACCA. Service Managers Forum Managing By The Numbers. Matthew A. Maleske. 7 th grade Math & Science teacher Entered HVAC Industry in 1999 Maintenance Technician for Artic Aire Service Experts: District Sales & Service Trainer Regional Sales & Service Trainer

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2011 ACCA

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  1. 2011 ACCA Service Managers Forum Managing By The Numbers

  2. Matthew A. Maleske • 7th grade Math & Science teacher • Entered HVAC Industry in 1999 • Maintenance Technician for Artic Aire • Service Experts: • District Sales & Service Trainer • Regional Sales & Service Trainer • General Manager • General Air Conditioning & Heating • General Manager • Started Own Company • On-Site Business Consulting & Sales Training GoBenchmark.com

  3. Residential Replacement Business Model $702 Annual Revenue Sales GoBenchmark.com 25% Maintenance Agreement Customer Demand Service IAQ & Accessories 75% Open Tune-Ups 63%

  4. RPTTH Revenue Per Time Ticket Hour Meaning: Revenue Per Billable Hour To Get This Number: Take Total Revenue For The Tech For The Day Divided By The Number Of Hours That Tech Billed You For The Day Example: $680 Generated 8 Hours Billed To Company $680 Divided By 8= $85GoBenchmark.com

  5. RPTTH What Are Good Numbers Service Maintenance $125-$140 $90-$115 Possible Solutions If These Numbers Are LOW *Adjust Flat Rate Pricing *Training *Not Offering Accessories And Preventative RepairsGoBenchmark.com

  6. Average Ticket Meaning: Total Revenue Divided By Calls To Get This Number: Take The Total Amount Of Revenue Collected For The Day and Divide It By The Number Of Calls That The Technician Ran. Example $680 Generated 5 Calls Ran $680 Divided By 5= $136 GoBenchmark.com

  7. Average Ticket What Are Good Numbers? Service Maintenance $190-$225 $125-$140 Possible Solutions If These Numbers Are LOW *Adjust Flat Rate Pricing *Training *Not Offering Accessories And Preventative RepairsGoBenchmark.com

  8. Labor Rate The Best Measuring Stick Meaning: Percentage Of Labor Based On Revenue To Get That Number: The Amount Of Revenue Generated Divided By The Amount You Have To Pay The Technician For That Time Example: 8 Hours X $20(Hourly Rate)=$160 $160 Divided By $680=24%GoBenchmark.com

  9. Labor Rate What Are Good Numbers? Service Maintenance 22% 34% Possible Solutions If These Numbers Are LOW *Adjust Flat Rate Pricing *Training *Not Offering Accessories And Preventative RepairsGoBenchmark.com

  10. Services Benchmark Technician Training IAQ Sales Training Comfort Advisor Training Business Consultation Company Planning Meetings Keynote Speaking GoBenchmark.com

  11. Please Arrange A Time For Us To Talk During ACCA 2011! GoBenchmark.com

  12. Where You Put Your Focus… Is Where You See Results! -Matthew A. Maleske GoBenchmark.com

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