Extroverts and Introverts?

September 11, 2006

Could it be that contractors who are fully entrenched in the residential new construction market are introverts, while those predominately involved in the residential replacement/add-on market are extroverts?

That could be one explanation - though possibly farfetched - as to why far more contractors involved in the replacement/add-on segment of the HVACR world responded to The NEWS' all-out search for entrants to The NEWS' 2006 Residential All-Star squad. There were nearly four times the number of entrants in the replacement/add-on category than for new construction.

Then again, in the HVACR universe, there are far more contractors settled in the residential replacement/add-on market overall than in residential new construction. As those who are in new construction will tell you, it takes a brave soul to compete in that market. The rewards, though, can be huge. Just look at Beutler Corp.

The Sacramento, Calif.-based firm took in well over $210 million in revenue in 2005, with 93 percent of that attributed to residential work. In the end, owner Rick Wylie's team accounted for nearly $178 million in residential new construction revenue last year, earning Beutler the top spot - for the second consecutive year - in the residential new construction division of The NEWS' 2006 Residential All-Stars.

Though only seven contracting businesses made the residential new construction squad, 22 contractors made The NEWS' residential replacement/add-on cut. Leading the way for the third straight year is American Home Maintenance, home-based in Phoenix. Owner/president Jordy Tessler's team accounted for $24.5 million in revenue last year, of which 98 percent came from residential work. In the end, American Home Maintenance accounted for $20 million-plus in the replacement/add-on sector.

For the record, The NEWS' Residential All-Stars are ranked according to their 2005 total residential sales volume, but there were other qualification requirements, including:

  • The percentage of work in the residential arena had to be significant. To be more specific, 50 percent or more of a company's total 2005 sales volume had to be in residential sales.

  • The company had to have a reputation for professionalism, quality workmanship, and accountability.

  • Candidates had to be willing to have the company's sales figures published in The NEWS. In truth, the last requirement is why many potential All-Star candidates opted not to come to the plate and bat.

    The NEWS tried to reach as many contractors as it could to compile its list of 2006 Residential All-Stars. However, it is possible we may have missed you.

    The NEWS plans to publish its listing of the 2007 Residential All-Stars in September next year. If you would like The NEWS to consider your company for inclusion in next year's team, please contact senior editor Mark Skaer at 618-239-0288, or e-mail him at

    Publication date: 09/11/2006