Not only are individual building decision makers less likely to know about most product and service solutions, they are less likely to have had contractors attempt to call on them. Nine percent report that certain repairs had to be made before the agreement became effective. Thus, the sale of a full coverage maintenance agreement often leads directly to immediate repair and replacement work. Contractors that follow a more professional process make more sales. Most building decision makers seem to like regular maintenance with regular billing.
Contractors generally meet response time expectations.
When asked who they would for a problem, most decision makers stick with the tried and true. Thirty-seven percent, however, would call an equipment or controls manufacturer. Contractors should stress their local presence. Contractors should stress competence and specialization over size. First, the market opportunities for commercial contractors are terrific.