TABLE OF CONTENTS Data Tables · (traditional mailing, broadcast emailing, and data processing) to...

TABLEOFCONTENTS

PurposeandMethod……………………………………………………………………………2AboutReadexResearch……………………………………………………………………….3

DataTables

2

PURPOSEANDFINDINGSThefindingscitedinthisreportarebasedonasurveysponsoredbytheNationalPestManagementAssociation(NPMA)andPestControlTechnology(PCT).Thepurposeofthisresearchprojectwastogathercurrentdataaboutcompensationandbenefitsinthepestcontrolindustry.Thesurveysampleof8,978includedallemailablecontactsinthefollowingtwosegments:

• primarycompanycontactsinNPMA’smembershiplistatuniquecompanylocationsintheUnitedStatesandCanada• recipientsofPCTatuniquecompanylocationsintheUnitedStatesandCanadaandwithtitlesofexecutive,owner,partner,

president,orvicepresident

OnSeptember22,2015,ReadexcontactedallsamplemembersviaanemailinthenameofNPMA’sCEOandPCT’spublisher,whichincludedalinktothesurveyprogrammed/hostedbyReadex,askingfortheirparticipationinthestudy.Asanincentivetoparticipate,respondentswereeligibletoreceiveacopyofthecompleteaggregatedresults(emailedbyNPMA)andtoenterintoadrawingforachancetowinoneoftwo$100Visagiftcards.ReminderemailsweresentonSeptember30andOctober8tothosewithdeliverableemailaddresseswhohadnotyetresponded.ThesurveywasclosedfortabulationonOctober13,2015,with554usableresponses—a6%responserate.Aswithanyresearch,theresultsshouldbeinterpretedwiththepotentialofnon-responsebiasinmind.Itisunknownhowthosewhorespondedtothesurveymaybedifferentfromthosewhodidnotrespond.Ingeneral,thehighertheresponserate,thelowertheprobabilityofestimationerrorsduetonon-responseandthus,themorestabletheresults.Themarginoferrorforpercentagesbasedon554respondentsis±4.0percentagepointsatthe95%confidencelevel.Themarginoferrorforpercentagesbasedonsmallersamplesizeswillbelarger.

3

ABOUTREADEXRESEARCHReadexResearchisanationallyrecognizedindependentresearchcompanylocatedinStillwater,Minnesota.Itsrootsareinsurveyresearchforthemagazinepublishingindustry,butspecializationinconductinghigh-qualitysurveyresearch(bymailand/ortheInternet)hasbroughtclientsfrommanyothermarkets,includingassociations,corporatemarketersandcommunicators,andgovernmentagencies.Sinceitsfoundingin1947,Readexhascompletedthousandsofsurveysforhundredsofdifferentclients.Asafull-servicesurveyresearchsupplier,Readexoffersprofessionalservices,andin-houseprocessingofallphasesofeachproject(traditionalmailing,broadcastemailing,anddataprocessing)toensurecompletecontroloverprojectqualityandschedule.Analyticalcapabilitiesincludearangeofmultivariatestatisticsandmodelingtechniquesinadditiontothemoretraditionalstub-and-bannertabulations.ThissurveywasconductedandthisreportwaspreparedbyReadexinaccordancewithacceptedresearchstandardsandpractices.

NPMA and PCT 2015 Compensation and Benefits Survey

Index To Tables Annual Base Salary and Other Cash Compensation By Years in Business, Gross Revenue, Number of Employees, Primary Revenue Source, Region Serviced and Company NPMA Membership Status 001 General/Branch Manager 002 Office Manager 003 Service Manager 004 Sales Manager 005 Sales Person 006 Customer Service Representative (Administrative) 007 Pest Management Service Technician 008 Termite Technician, Baiting 009 Termite Technician, Liquid 010 Lawn Technician 011 Wildlife Technician Key to Tables n = the number of respondents reporting for their companies (for basing the results) ANNUAL BASE SALARY = annual base salary provided by companies for the position as of July 1, 2015 (in U.S. dollars); hourly wage responses were converted to hourly salary

RESPONDENT INSTRUCTIONS: Exclude overtime, draws, commissions, bonuses, incentive pay, profit sharing, retirement benefits paid, other cash compensation, and

the monetary value of any other benefits. If base salary is not part of the position's compensation, enter 0. Answer either full-time annual salary OR hourly wage.

OTHER CASH COMPENSATION = total value (in U.S. dollars) of all other cash compensation (besides base salary) provided by companies for the position in the 12 months prior to July 1, 2015

RESPONDENT INSTRUCTIONS: Consider only those employed full time in this position all 12 months prior to July 1, 2015. Include overtime, draws, commissions,

bonuses, incentive pay, profit sharing, retirement benefits paid, and other cash compensation. Exclude base salary.

25th = 25th percentile (25% of companies pay less)

50th (median) = the value that lies at the middle of a distribution; 50% of the values are above it and 50% are below. Unlike the mean, it is not influenced by extreme values.

75th = 75th percentile (75% of companies pay)


TABLE 001 page 1 GENERAL/BRANCH MANAGER ANNUAL BASE SALARY OTHER CASH COMPENSATION [those with FT employees in position all 12 months prior to 7/1/15] 25th 50th 75th 25th 50th 75th n percentile percentile percentile n percentile percentile percentile (median) (median) Total 309 $34,300 $50,000 $65,000 268 $2,500 $10,000 $25,000 Years in Business 50 or more 43 $45,000 $60,000 $75,000 41 $5,000 $10,000 $20,600 30 - 49 69 $35,000 $52,000 $76,500 63 $0 $5,000 $18,000 20 - 29 61 $35,700 $50,000 $70,000 58 $3,800 $11,500 $31,800 10 - 19 66 $30,000 $42,500 $60,000 52 $0 $7,300 $20,000 3 - 9 42 $31,500 $41,800 $52,000 38 $4,800 $12,000 $27,000 less than 3 28 $30,200 $41,000 $57,500 16 $100 $7,500 $47,500 Gross Revenue $1.0 million or more 119 $47,800 $60,000 $80,000 115 $5,000 $11,000 $25,000 $500,000 - $999,999 55 $40,000 $45,000 $62,500 53 $2,600 $10,000 $20,000 $250,000 - $499,999 48 $32,500 $42,000 $63,800 42 $0 $5,000 $25,000 under $250,000 82 $24,000 $35,000 $50,000 55 $0 $5,000 $40,000 Number of Employees 50 or more 20 $58,900 $73,500 $93,800 19 $10,000 $12,000 $30,000 20 - 49 70 $41,400 $60,000 $80,000 69 $4,300 $10,000 $20,600 10 - 19 69 $31,200 $43,700 $63,800 62 $3,800 $10,000 $20,000 5 - 9 82 $30,900 $42,000 $60,000 73 $0 $5,000 $20,000 less than 5 68 $28,300 $38,200 $52,000 45 $0 $10,000 $38,500 Primary Revenue Source residential (>50%) 188 $33,900 $48,000 $65,000 163 $1,000 $10,000 $30,000 commercial (>50%) 70 $36,000 $52,000 $75,000 60 $4,000 $10,000 $19,300 Region Serviced Mideast/New England 49 $35,400 $52,000 $81,500 44 $0 $7,000 $28,800 Great Lakes & Plains 53 $29,800 $47,800 $60,000 47 $3,000 $10,000 $20,000 Southeast 71 $31,200 $42,000 $62,400 64 $5,000 $10,000 $19,600 Rocky Mountain/Far West/Southwest 106 $30,900 $50,000 $65,300 86 $0 $9,000 $32,500 Canada 19 $43,000 $56,200 $75,000 17 $2,500 $10,000 $18,000 Company NPMA Membership Status member 246 $36,000 $50,000 $70,000 222 $2,500 $10,000 $20,000 non-member 58 $26,000 $36,700 $52,800 42 $0 $13,000 $48,500 NOTE: results not shown if fewer than 5 valid values


TABLE 002 page 1 OFFICE MANAGER ANNUAL BASE SALARY OTHER CASH COMPENSATION [those with FT employees in position all 12 months prior to 7/1/15] 25th 50th 75th 25th 50th 75th n percentile percentile percentile n percentile percentile percentile (median) (median) Total 253 $30,600 $38,000 $48,400 223 $0 $2,000 $10,000 Years in Business 50 or more 43 $31,200 $38,000 $45,000 39 $0 $2,000 $10,000 30 - 49 67 $33,000 $42,000 $53,000 61 $0 $1,500 $7,000 20 - 29 50 $31,200 $38,000 $45,000 45 $0 $1,000 $5,600 10 - 19 54 $26,500 $34,100 $45,000 46 $0 $1,100 $17,000 3 - 9 23 $30,000 $39,000 $48,800 21 $0 $5,000 $15,000 less than 3 15 $27,300 $32,000 $40,000 10 $0 $3,500 $32,500 Gross Revenue $1.0 million or more 118 $33,300 $42,000 $52,000 112 $0 $2,000 $10,000 $500,000 - $999,999 50 $31,200 $38,500 $45,200 49 $0 $2,500 $20,500 $250,000 - $499,999 45 $27,400 $33,300 $39,500 36 $0 $700 $5,000 under $250,000 35 $25,000 $31,200 $42,000 24 $0 $800 $21,800 Number of Employees 50 or more 20 $37,600 $43,000 $56,000 18 $0 $4,000 $7,500 20 - 49 68 $35,500 $43,400 $54,400 64 $0 $2,800 $10,000 10 - 19 65 $30,000 $37,400 $45,000 60 $0 $2,000 $10,000 5 - 9 75 $28,000 $35,000 $41,600 64 $0 $300 $5,000 less than 5 25 $24,500 $31,200 $43,600 17 $0 $5,000 $27,500 Primary Revenue Source residential (>50%) 156 $31,200 $37,500 $45,000 139 $0 $2,000 $9,800 commercial (>50%) 57 $29,100 $40,000 $50,500 51 $0 $2,500 $16,000 Region Serviced Mideast/New England 47 $33,300 $40,000 $55,000 40 $0 $2,800 $14,800 Great Lakes & Plains 39 $27,500 $33,000 $40,000 36 $0 $1,500 $5,000 Southeast 61 $29,600 $37,400 $45,000 59 $0 $500 $8,000 Rocky Mountain/Far West/Southwest 82 $31,200 $37,400 $46,100 67 $0 $1,000 $6,000 Canada 14 $41,200 $45,000 $60,000 11 $2,000 $8,000 $43,000 Company NPMA Membership Status member 215 $31,200 $38,500 $49,000 192 $0 $2,000 $10,000 non-member 35 $29,500 $37,000 $41,600 28 $0 $0 $21,300 NOTE: results not shown if fewer than 5 valid values


TABLE 003 page 1 SERVICE MANAGER ANNUAL BASE SALARY OTHER CASH COMPENSATION [those with FT employees in position all 12 months prior to 7/1/15] 25th 50th 75th 25th 50th 75th n percentile percentile percentile n percentile percentile percentile (median) (median) Total 172 $35,000 $43,600 $52,500 161 $1,500 $6,000 $19,000 Years in Business 50 or more 34 $39,600 $49,000 $63,500 34 $1,900 $5,000 $14,600 30 - 49 45 $36,200 $42,200 $52,200 42 $1,400 $5,300 $15,000 20 - 29 33 $35,000 $40,000 $48,000 31 $2,500 $5,000 $17,500 10 - 19 31 $35,500 $45,000 $52,000 27 $0 $6,000 $45,000 3 - 9 19 $32,000 $41,000 $60,000 19 $1,500 $10,000 $24,000 less than 3 9 $28,100 $32,000 $50,000 7 $1,500 $20,000 $40,000 Gross Revenue $1.0 million or more 97 $40,000 $48,000 $60,000 96 $2,600 $8,000 $19,500 $500,000 - $999,999 36 $35,000 $40,500 $45,800 33 $2,300 $5,000 $26,500 $250,000 - $499,999 16 $31,400 $36,200 $44,200 16 $0 $5,000 $27,500 under $250,000 20 $29,300 $31,900 $41,600 14 $0 $0 $6,800 Number of Employees 50 or more 19 $45,000 $52,000 $65,000 18 $3,800 $13,800 $22,800 20 - 49 61 $39,100 $46,000 $56,300 61 $2,000 $8,000 $18,800 10 - 19 46 $35,300 $40,800 $52,000 41 $1,500 $5,000 $15,000 5 - 9 38 $30,900 $35,900 $45,000 35 $0 $5,000 $20,000 less than 5 8 $30,000 $35,600 $47,900 6 $0 $0 $11,300 Primary Revenue Source residential (>50%) 99 $33,800 $41,600 $52,400 95 $1,800 $6,000 $20,000 commercial (>50%) 46 $37,100 $45,000 $58,100 42 $2,500 $9,500 $20,000 Region Serviced Mideast/New England 34 $36,900 $46,000 $65,000 30 $2,900 $7,000 $22,600 Great Lakes & Plains 27 $35,000 $42,000 $48,000 27 $0 $3,200 $12,600 Southeast 42 $35,000 $40,000 $50,500 41 $2,300 $10,000 $23,000 Rocky Mountain/Far West/Southwest 49 $31,800 $42,000 $60,000 45 $400 $5,000 $16,300 Canada 8 $38,600 $45,500 $51,500 6 $1,100 $5,300 $23,500 Company NPMA Membership Status member 147 $35,500 $45,000 $57,500 138 $2,500 $7,500 $18,500 non-member 20 $30,300 $38,000 $44,300 19 $0 $1,500 $7,500 NOTE: results not shown if fewer than 5 valid values


TABLE 004 page 1 SALES MANAGER ANNUAL BASE SALARY OTHER CASH COMPENSATION [those with FT employees in position all 12 months prior to 7/1/15] 25th 50th 75th 25th 50th 75th n percentile percentile percentile n percentile percentile percentile (median) (median) Total 65 $30,600 $45,800 $63,700 55 $500 $10,000 $30,000 Years in Business 50 or more 18 $39,000 $61,200 $75,000 16 $5,000 $10,000 $23,800 30 - 49 15 $25,000 $41,600 $72,000 13 $0 $6,600 $37,500 20 - 29 16 $40,400 $45,900 $55,900 15 $0 $7,500 $20,000 10 - 19 8 $6,000 $30,600 $56,300 5 $6,200 $45,000 $52,500 3 - 9 5 $29,000 $73,000 $80,000 4 - - - less than 3 3 - - - 2 - - - Gross Revenue $1.0 million or more 43 $40,000 $50,000 $70,000 39 $5,000 $10,000 $30,000 $500,000 - $999,999 10 $27,300 $40,800 $60,600 9 $1,000 $12,000 $32,500 $250,000 - $499,999 3 - - - 2 - - - under $250,000 8 $24,000 $32,600 $55,800 5 $200 $500 $30,000 Number of Employees 50 or more 16 $51,000 $68,500 $90,000 15 $5,000 $23,600 $40,000 20 - 49 21 $39,800 $45,000 $65,000 20 $500 $10,000 $19,300 10 - 19 18 $24,000 $35,800 $51,300 12 $100 $11,000 $40,000 5 - 9 9 $29,600 $36,000 $54,100 8 $100 $5,000 $20,000 less than 5 1 - - - - - - Primary Revenue Source residential (>50%) 39 $30,000 $44,000 $62,400 35 $2,000 $10,000 $40,000 commercial (>50%) 16 $41,700 $45,900 $69,800 13 $0 $7,500 $27,500 Region Serviced Mideast/New England 14 $31,800 $47,900 $56,600 10 $0 $15,800 $51,300 Great Lakes & Plains 7 $24,000 $40,000 $75,000 7 $500 $12,000 $25,000 Southeast 14 $37,800 $49,500 $72,500 14 $1,600 $10,000 $25,500 Rocky Mountain/Far West/Southwest 21 $30,000 $41,600 $68,500 17 $1,500 $7,500 $32,500 Canada 5 $34,800 $45,000 $60,000 3 - - - Company NPMA Membership Status member 59 $30,000 $45,800 $65,000 50 $2,900 $10,000 $30,000 non-member 6 $23,400 $40,900 $62,100 5 $0 $0 $25,200 NOTE: results not shown if fewer than 5 valid values


TABLE 005 page 1 SALES PERSON ANNUAL BASE SALARY OTHER CASH COMPENSATION [those with FT employees in position all 12 months prior to 7/1/15] 25th 50th 75th 25th 50th 75th n percentile percentile percentile n percentile percentile percentile (median) (median) Total 118 $20,800 $30,000 $40,400 103 $5,000 $20,000 $40,000 Years in Business 50 or more 26 $26,100 $31,800 $46,300 24 $5,000 $12,500 $28,500 30 - 49 30 $20,100 $32,000 $45,000 29 $1,700 $26,000 $37,500 20 - 29 16 $14,300 $29,300 $41,200 15 $6,200 $16,800 $58,000 10 - 19 22 $15,000 $30,000 $40,000 18 $5,800 $17,500 $41,300 3 - 9 17 $19,300 $28,000 $48,100 14 $11,900 $40,000 $49,300 less than 3 6 $0 $37,500 $41,300 2 - - - Gross Revenue $1.0 million or more 74 $23,300 $30,000 $40,000 68 $6,300 $20,500 $43,800 $500,000 - $999,999 16 $24,800 $30,000 $48,800 16 $0 $14,800 $31,300 $250,000 - $499,999 13 $0 $30,000 $40,800 10 $3,000 $29,500 $50,300 under $250,000 12 $6,300 $35,000 $59,300 7 $1,800 $5,000 $55,000 Number of Employees 50 or more 20 $24,300 $31,000 $39,000 20 $19,300 $29,000 $48,800 20 - 49 45 $22,500 $30,000 $40,800 40 $6,000 $22,000 $45,000 10 - 19 28 $15,100 $30,000 $41,200 25 $3,400 $15,000 $32,500 5 - 9 21 $10,400 $30,000 $42,500 15 $1,800 $5,000 $29,000 less than 5 4 - - - 3 - - - Primary Revenue Source residential (>50%) 75 $20,000 $30,000 $41,600 66 $4,800 $20,000 $45,000 commercial (>50%) 24 $24,300 $32,500 $40,000 22 $11,900 $19,500 $40,000 Region Serviced Mideast/New England 27 $30,000 $32,000 $41,600 26 $1,500 $23,000 $54,100 Great Lakes & Plains 16 $20,800 $30,000 $40,000 14 $4,400 $17,000 $30,500 Southeast 32 $18,900 $30,000 $45,000 25 $6,800 $20,800 $35,000 Rocky Mountain/Far West/Southwest 30 $16,500 $29,300 $47,200 26 $4,800 $19,000 $45,000 Canada 3 - - - 2 - - - Company NPMA Membership Status member 107 $20,800 $30,000 $40,000 93 $5,000 $20,000 $42,300 non-member 10 $0 $29,000 $50,500 9 $900 $20,000 $46,000 NOTE: results not shown if fewer than 5 valid values


TABLE 006 page 1 CUSTOMER SERVICE REPRESENTATIVE (ADMINISTRATIVE) ANNUAL BASE SALARY OTHER CASH COMPENSATION [those with FT employees in position all 12 months prior to 7/1/15] 25th 50th 75th 25th 50th 75th n percentile percentile percentile n percentile percentile percentile (median) (median) Total 214 $25,000 $30,000 $35,400 190 $0 $1,000 $4,000 Years in Business 50 or more 41 $25,000 $30,000 $32,800 40 $500 $1,500 $4,300 30 - 49 60 $25,100 $31,200 $35,400 54 $0 $700 $2,600 20 - 29 38 $23,700 $30,000 $35,400 35 $0 $500 $2,500 10 - 19 37 $25,000 $32,000 $36,500 32 $0 $500 $7,800 3 - 9 27 $24,600 $29,100 $36,400 21 $0 $1,000 $6,500 less than 3 10 $26,000 $33,500 $37,400 7 $0 $500 $5,000 Gross Revenue $1.0 million or more 125 $25,000 $31,000 $35,400 123 $0 $1,200 $5,000 $500,000 - $999,999 39 $25,000 $30,200 $38,000 34 $0 $200 $2,600 $250,000 - $499,999 26 $23,000 $25,500 $33,700 19 $0 $0 $600 under $250,000 20 $25,000 $30,000 $34,600 11 $0 $1,000 $5,000 Number of Employees 50 or more 20 $26,300 $31,100 $35,000 19 $700 $3,000 $9,600 20 - 49 69 $25,000 $30,200 $35,200 69 $0 $1,000 $5,000 10 - 19 62 $25,000 $30,100 $37,400 55 $0 $800 $3,000 5 - 9 51 $23,700 $29,100 $35,000 39 $0 $0 $2,000 less than 5 12 $24,200 $30,000 $36,400 8 $100 $1,500 $17,800 Primary Revenue Source residential (>50%) 135 $25,000 $30,000 $35,000 121 $0 $1,000 $4,000 commercial (>50%) 48 $28,000 $31,200 $38,000 43 $0 $1,000 $5,000 Region Serviced Mideast/New England 45 $26,800 $32,000 $37,400 40 $0 $1,000 $5,000 Great Lakes & Plains 31 $25,000 $29,100 $34,000 27 $0 $1,000 $2,500 Southeast 48 $24,000 $29,100 $31,200 45 $0 $700 $2,000 Rocky Mountain/Far West/Southwest 67 $25,000 $30,000 $35,400 57 $0 $500 $3,000 Canada 12 $33,700 $35,700 $39,900 10 $0 $2,000 $14,800 Company NPMA Membership Status member 194 $25,000 $30,000 $35,000 173 $0 $1,000 $4,500 non-member 19 $25,000 $30,000 $37,400 16 $0 $0 $1,700 NOTE: results not shown if fewer than 5 valid values


TABLE 007 page 1 PEST MANAGEMENT SERVICE TECHNICIAN ANNUAL BASE SALARY OTHER CASH COMPENSATION [those with FT employees in position all 12 months prior to 7/1/15] 25th 50th 75th 25th 50th 75th n percentile percentile percentile n percentile percentile percentile (median) (median) Total 331 $27,000 $32,400 $38,000 301 $500 $4,000 $15,000 Years in Business 50 or more 48 $25,300 $31,600 $38,000 45 $1,200 $5,000 $10,500 30 - 49 73 $29,100 $33,800 $40,000 69 $1,000 $5,000 $20,300 20 - 29 61 $29,100 $35,000 $41,400 58 $0 $2,800 $6,600 10 - 19 71 $24,300 $31,200 $37,400 65 $0 $4,000 $25,000 3 - 9 55 $25,000 $31,000 $36,400 45 $200 $5,000 $20,000 less than 3 22 $25,700 $35,200 $39,600 18 $100 $9,000 $23,100 Gross Revenue $1.0 million or more 121 $27,700 $35,000 $40,000 119 $2,000 $6,800 $24,000 $500,000 - $999,999 64 $27,000 $32,600 $40,800 63 $500 $4,000 $15,000 $250,000 - $499,999 65 $27,000 $31,200 $35,400 59 $0 $2,000 $6,000 under $250,000 78 $25,000 $30,700 $36,700 57 $0 $2,000 $20,400 Number of Employees 50 or more 18 $24,700 $32,500 $41,300 18 $6,000 $25,000 $40,900 20 - 49 71 $29,100 $36,000 $40,000 70 $1,200 $5,500 $12,300 10 - 19 73 $27,000 $33,300 $40,000 69 $1,000 $4,000 $25,000 5 - 9 103 $27,000 $33,300 $37,000 94 $0 $2,000 $8,000 less than 5 66 $24,000 $30,000 $35,300 50 $0 $3,300 $21,400 Primary Revenue Source residential (>50%) 197 $26,700 $31,200 $37,800 180 $500 $4,800 $17,300 commercial (>50%) 78 $29,100 $36,000 $40,000 70 $500 $4,000 $11,300 Region Serviced Mideast/New England 67 $31,200 $35,400 $41,600 59 $0 $3,000 $6,500 Great Lakes & Plains 60 $25,000 $30,000 $37,400 54 $500 $3,800 $15,000 Southeast 79 $24,000 $30,000 $36,000 76 $500 $5,000 $15,300 Rocky Mountain/Far West/Southwest 95 $27,000 $32,000 $40,000 86 $500 $5,000 $21,500 Canada 20 $29,300 $37,000 $41,600 16 $800 $7,000 $24,000 Company NPMA Membership Status member 276 $27,000 $33,000 $38,400 256 $500 $4,100 $15,000 non-member 52 $25,300 $31,600 $37,400 42 $0 $3,500 $21,600 NOTE: results not shown if fewer than 5 valid values


TABLE 008 page 1 TERMITE TECHNICIAN, BAITING ANNUAL BASE SALARY OTHER CASH COMPENSATION [those with FT employees in position all 12 months prior to 7/1/15] 25th 50th 75th 25th 50th 75th n percentile percentile percentile n percentile percentile percentile (median) (median) Total 67 $29,000 $32,000 $37,400 56 $100 $4,400 $11,500 Years in Business 50 or more 20 $29,300 $32,600 $43,100 19 $2,000 $5,000 $12,000 30 - 49 21 $28,300 $32,700 $37,500 14 $1,500 $5,500 $11,700 20 - 29 9 $30,600 $33,300 $38,300 8 $0 $0 $4,000 10 - 19 7 $25,000 $28,100 $30,000 6 $0 $3,500 $35,800 3 - 9 4 - - - 4 - - - less than 3 5 $31,600 $36,000 $39,800 4 - - - Gross Revenue $1.0 million or more 41 $28,500 $32,000 $36,000 38 $2,000 $5,800 $15,300 $500,000 - $999,999 9 $29,000 $37,000 $41,800 7 $0 $500 $15,000 $250,000 - $499,999 10 $24,400 $31,200 $36,900 8 $0 $0 $1,500 under $250,000 6 $27,900 $31,000 $49,400 3 - - - Number of Employees 50 or more 9 $31,000 $33,300 $36,600 9 $3,100 $8,000 $26,300 20 - 49 24 $26,000 $31,600 $36,800 22 $2,000 $6,800 $12,800 10 - 19 19 $27,000 $32,000 $39,500 14 $0 $1,700 $18,500 5 - 9 10 $29,800 $34,500 $40,800 8 $0 $300 $4,600 less than 5 5 $23,500 $30,000 $43,300 3 - - - Primary Revenue Source residential (>50%) 48 $26,100 $31,600 $37,000 41 $200 $4,400 $11,000 commercial (>50%) 10 $30,000 $33,500 $36,000 6 $0 $4,000 $16,300 Region Serviced Mideast/New England 14 $29,500 $32,600 $38,100 12 $0 $4,700 $9,500 Great Lakes & Plains 9 $27,000 $30,000 $37,500 7 $2,000 $2,500 $10,000 Southeast 25 $27,600 $32,000 $36,500 23 $0 $2,500 $7,400 Rocky Mountain/Far West/Southwest 15 $30,000 $33,300 $48,000 11 $0 $5,000 $16,000 Canada - - - - - - Company NPMA Membership Status member 58 $29,100 $32,000 $37,700 47 $800 $5,000 $12,000 non-member 9 $26,000 $31,200 $35,800 9 $0 $0 $8,400 NOTE: results not shown if fewer than 5 valid values


TABLE 009 page 1 TERMITE TECHNICIAN, LIQUID ANNUAL BASE SALARY OTHER CASH COMPENSATION [those with FT employees in position all 12 months prior to 7/1/15] 25th 50th 75th 25th 50th 75th n percentile percentile percentile n percentile percentile percentile (median) (median) Total 119 $27,000 $32,000 $37,000 108 $0 $2,500 $10,000 Years in Business 50 or more 33 $28,600 $31,200 $35,400 32 $700 $3,800 $9,000 30 - 49 31 $28,000 $35,000 $40,000 26 $400 $2,700 $10,100 20 - 29 18 $27,800 $31,200 $36,100 18 $600 $5,000 $11,300 10 - 19 22 $19,000 $27,500 $33,700 18 $0 $1,000 $18,500 3 - 9 8 $32,000 $39,000 $44,700 8 $0 $100 $7,700 less than 3 6 $31,500 $34,000 $40,400 5 $0 $2,000 $19,000 Gross Revenue $1.0 million or more 60 $27,300 $31,600 $36,300 58 $1,000 $4,000 $10,100 $500,000 - $999,999 18 $27,300 $33,100 $41,700 18 $0 $4,500 $11,600 $250,000 - $499,999 27 $27,000 $31,200 $35,000 22 $0 $800 $5,300 under $250,000 11 $31,200 $32,800 $40,000 8 $0 $200 $3,900 Number of Employees 50 or more 8 $29,100 $35,900 $43,200 8 $200 $2,900 $8,800 20 - 49 38 $25,800 $31,200 $35,700 37 $1,000 $4,000 $12,000 10 - 19 39 $25,200 $31,200 $36,000 34 $0 $2,800 $10,000 5 - 9 26 $27,800 $34,200 $37,800 21 $0 $300 $5,500 less than 5 8 $31,100 $34,600 $41,200 8 $0 $1,300 $25,300 Primary Revenue Source residential (>50%) 85 $27,100 $31,200 $36,800 75 $0 $1,200 $8,000 commercial (>50%) 13 $28,100 $30,000 $35,200 12 $300 $5,800 $23,500 Region Serviced Mideast/New England 22 $32,400 $37,200 $41,800 19 $0 $2,000 $10,000 Great Lakes & Plains 11 $19,800 $28,100 $38,000 8 $400 $1,500 $34,200 Southeast 50 $27,000 $31,200 $35,100 48 $500 $2,700 $10,000 Rocky Mountain/Far West/Southwest 31 $29,100 $31,200 $41,600 28 $0 $1,400 $5,800 Canada - - - - - - Company NPMA Membership Status member 103 $27,000 $32,000 $37,400 93 $100 $3,400 $10,000 non-member 16 $24,500 $31,200 $35,800 15 $0 $1,200 $15,000 NOTE: results not shown if fewer than 5 valid values


TABLE 010 page 1 LAWN TECHNICIAN ANNUAL BASE SALARY OTHER CASH COMPENSATION [those with FT employees in position all 12 months prior to 7/1/15] 25th 50th 75th 25th 50th 75th n percentile percentile percentile n percentile percentile percentile (median) (median) Total 39 $27,000 $31,200 $35,400 39 $700 $4,000 $15,000 Years in Business 50 or more 7 $26,500 $30,000 $31,200 7 $0 $5,000 $14,000 30 - 49 12 $24,400 $29,100 $35,300 12 $200 $2,900 $33,700 20 - 29 9 $29,100 $35,400 $48,000 9 $1,000 $2,500 $28,500 10 - 19 6 $12,600 $29,300 $31,700 6 $600 $2,500 $31,900 3 - 9 2 - - - 2 - - - less than 3 3 - - - 3 - - - Gross Revenue $1.0 million or more 22 $28,200 $31,200 $37,600 22 $1,300 $7,000 $16,800 $500,000 - $999,999 7 $28,600 $30,000 $31,200 7 $0 $2,500 $37,500 $250,000 - $499,999 5 $8,400 $32,000 $33,900 5 $0 $4,000 $42,500 under $250,000 4 - - - 4 - - - Number of Employees 50 or more 7 $28,600 $29,100 $35,400 7 $0 $8,000 $43,000 20 - 49 10 $26,300 $32,200 $35,900 10 $500 $2,500 $8,000 10 - 19 10 $28,500 $31,200 $46,000 10 $1,900 $10,000 $25,900 5 - 9 9 $0 $28,600 $32,600 9 $0 $2,000 $53,700 less than 5 3 - - - 3 - - - Primary Revenue Source residential (>50%) 32 $27,400 $30,700 $35,300 32 $200 $2,500 $13,800 commercial (>50%) 5 $25,300 $33,800 $39,700 5 $2,000 $14,000 $32,000 Region Serviced Mideast/New England 4 - - - 4 - - - Great Lakes & Plains 2 - - - 2 - - - Southeast 13 $23,500 $29,100 $33,000 13 $0 $2,000 $9,500 Rocky Mountain/Far West/Southwest 16 $29,400 $34,400 $41,000 16 $1,600 $5,500 $15,000 Canada 2 - - - 2 - - - Company NPMA Membership Status member 33 $27,800 $31,200 $35,400 33 $800 $4,000 $15,000 non-member 6 $17,900 $31,000 $36,100 6 $0 $3,400 $31,900 NOTE: results not shown if fewer than 5 valid values


TABLE 011 page 1 WILDLIFE TECHNICIAN ANNUAL BASE SALARY OTHER CASH COMPENSATION [those with FT employees in position all 12 months prior to 7/1/15] 25th 50th 75th 25th 50th 75th n percentile percentile percentile n percentile percentile percentile (median) (median) Total 49 $30,600 $35,400 $40,800 43 $1,000 $4,000 $15,000 Years in Business 50 or more 9 $25,500 $35,400 $41,000 7 $5,000 $14,000 $15,000 30 - 49 11 $33,000 $35,000 $40,000 11 $1,500 $2,000 $30,000 20 - 29 9 $30,200 $38,000 $46,800 9 $0 $2,500 $5,000 10 - 19 13 $24,500 $32,800 $45,000 10 $0 $4,000 $33,900 3 - 9 3 - - - 3 - - - less than 3 4 - - - 3 - - - Gross Revenue $1.0 million or more 28 $33,100 $35,700 $41,200 26 $2,000 $5,000 $30,500 $500,000 - $999,999 11 $30,000 $40,000 $50,000 9 $0 $2,500 $27,300 $250,000 - $499,999 7 $16,800 $32,800 $40,000 6 $0 $0 $3,200 under $250,000 3 - - - 2 - - - Number of Employees 50 or more 6 $0 $34,900 $37,500 5 $5,900 $12,400 $57,700 20 - 49 18 $32,600 $38,000 $43,200 18 $1,000 $4,800 $30,500 10 - 19 13 $27,500 $35,000 $40,800 11 $0 $2,000 $15,000 5 - 9 9 $29,100 $39,500 $42,400 7 $0 $1,500 $5,000 less than 5 3 - - - 2 - - - Primary Revenue Source residential (>50%) 32 $33,100 $36,700 $41,200 30 $1,000 $4,000 $10,600 commercial (>50%) 9 $25,500 $31,200 $45,000 5 $500 $14,000 $38,500 Region Serviced Mideast/New England 9 $29,600 $35,400 $43,200 7 $4,000 $12,400 $39,500 Great Lakes & Plains 8 $27,000 $36,200 $40,000 7 $1,000 $2,500 $9,900 Southeast 16 $31,200 $35,000 $39,900 14 $1,000 $3,000 $11,000 Rocky Mountain/Far West/Southwest 8 $33,300 $36,700 $46,000 7 $0 $5,000 $15,000 Canada 6 $30,600 $41,600 $50,500 6 $0 $1,300 $14,800 Company NPMA Membership Status member 39 $31,200 $35,400 $40,000 36 $1,100 $5,000 $15,000 non-member 8 $30,300 $35,500 $48,900 5 $0 $1,500 $20,700 NOTE: results not shown if fewer than 5 valid values


DATA TABLES Index to Tables

Table Title

Data Interpretation 000 Key to Tables 001 Proportion With Company Membership in NPMA 002 Years in Business 003 Regions Serviced [Multiple] 004 Region Serviced [Single] 005 Number of Employees 006 Gross Revenue 007 Percentage of Revenue From Account Types: Mean Summary 008 Percentage of Revenue From Account Types: Commercial Accounts 009 Percentage of Revenue From Account Types: Residential Accounts 010 Percentage of Revenue From Account Types: Other 011 Medical Insurance Program Offered 012 Waiting Period for Medical Insurance Program Eligibility 013 Percentage of Medical Insurance Paid by Company: For Employee 014 Percentage of Medical Insurance Paid by Company: For Dependent 015 Other Benefits Offered 016 Savings Plans Offered 017 Number of Paid Holidays Provided 018 Days of Paid Time Off: Mean Summary 019 Days of Paid Time Off: Less Than 1 Year of Service 020 Days of Paid Time Off: 1 Year of Service 021 Days of Paid Time Off: 2 Years of Service 022 Days of Paid Time Off: 3 Years of Service 023 Days of Paid Time Off: 4 Years of Service 024 Days of Paid Time Off: 5 - 9 Years of Service 025 Days of Paid Time Off: 10+ Years of Service 026 Holidays/PTO Offered to Part-Time Employees [Based on All Respondents] 027 Holidays/PTO Offered to Part-Time Employees [Based on Those Whose Companies Have Part-Time Employees] 028 Holidays/PTO Offered to Employees Who Are Not FT/PT [Based on All Respondents] 029 Holidays/PTO Offered to Employees Who Are Not FT/PT [Based on Those Whose Companies Have This Type of

Staff] 030 Number of FT Employees: At Least One Summary 031 Number of FT Employees: Mean Summary 032 Number of FT Employees: General/Branch Manager 033 Number of FT Employees: Office Manager 034 Number of FT Employees: Service Manager 035 Number of FT Employees: Sales Manager 036 Number of FT Employees: Sales Person 037 Number of FT Employees: Customer Service Representative 038 Number of FT Employees: Pest Management Service Technician 039 Number of FT Employees: Termite Technician, Baiting 040 Number of FT Employees: Termite Technician, Liquid 041 Number of FT Employees: Lawn Technician 042 Number of FT Employees: Wildlife Technician



Table Title

043 General/Branch Manager: Average Length of Employment 044 General/Branch Manager: Average Hours Worked Per Week 045 General/Branch Manager: Primary Type of Pay Plan Offered 046 General/Branch Manager: Basis for Commissions 047 General/Branch Manager: Basis for Bonuses 048 General/Branch Manager: Basis for Pay Increases 049 General/Branch Manager: Average Pay Increase 050 General/Branch Manager: Proportion Offering Overtime Compensation 051 General/Branch Manager: Average Annual Base Salary 052 General/Branch Manager: Value of Other Cash Compensation Received 053 Office Manager: Average Length of Employment 054 Office Manager: Average Hours Worked Per Week 055 Office Manager: Primary Type of Pay Plan Offered 056 Office Manager: Basis for Commissions 057 Office Manager: Basis for Bonuses 058 Office Manager: Basis for Pay Increases 059 Office Manager: Average Pay Increase 060 Office Manager: Proportion Offering Overtime Compensation 061 Office Manager: Average Annual Base Salary 062 Office Manager: Value of Other Cash Compensation Received 063 Service Manager: Average Length of Employment 064 Service Manager: Average Hours Worked Per Week 065 Service Manager: Primary Type of Pay Plan Offered 066 Service Manager: Basis for Commissions 067 Service Manager: Basis for Bonuses 068 Service Manager: Basis for Pay Increases 069 Service Manager: Average Pay Increase 070 Service Manager: Proportion Offering Overtime Compensation 071 Service Manager: Average Annual Base Salary 072 Service Manager: Value of Other Cash Compensation Received 073 Sales Manager: Average Length of Employment 074 Sales Manager: Average Hours Worked Per Week 075 Sales Manager: Primary Type of Pay Plan Offered 076 Sales Manager: Basis for Commissions 077 Sales Manager: Basis for Bonuses 078 Sales Manager: Basis for Pay Increases 079 Sales Manager: Average Pay Increase 080 Sales Manager: Proportion Offering Overtime Compensation 081 Sales Manager: Average Annual Base Salary 082 Sales Manager: Value of Other Cash Compensation Received



Table Title

083 Sales Person: Average Length of Employment 084 Sales Person: Average Hours Worked Per Week 085 Sales Person: Primary Type of Pay Plan Offered 086 Sales Person: Basis for Commissions 087 Sales Person: Basis for Bonuses 088 Sales Person: Basis for Pay Increases 089 Sales Person: Average Pay Increase 090 Sales Person: Proportion Offering Overtime Compensation 091 Sales Person: Average Annual Base Salary 092 Sales Person: Value of Other Cash Compensation Received 093 Customer Service Representative: Average Length of Employment 094 Customer Service Representative: Average Hours Worked Per Week 095 Customer Service Representative: Primary Type of Pay Plan Offered 096 Customer Service Representative: Basis for Commissions 097 Customer Service Representative: Basis for Bonuses 098 Customer Service Representative: Basis for Pay Increases 099 Customer Service Representative: Average Pay Increase 100 Customer Service Representative: Proportion Offering Overtime Compensation 101 Customer Service Representative: Average Annual Base Salary 102 Customer Service Representative: Value of Other Cash Compensation Received 103 PMST: Average Length of Employment 104 PMST: Average Hours Worked Per Week 105 PMST: Primary Type of Pay Plan Offered 106 PMST: Basis for Commissions 107 PMST: Basis for Bonuses 108 PMST: Basis for Pay Increases 109 PMST: Average Pay Increase 110 PMST: Proportion Offering Overtime Compensation 111 PMST: Average Annual Base Salary 112 PMST: Value of Other Cash Compensation Received 113 Termite Technician, Baiting: Average Length of Employment 114 Termite Technician, Baiting: Average Hours Worked Per Week 115 Termite Technician, Baiting: Primary Type of Pay Plan Offered 116 Termite Technician, Baiting: Basis for Commissions 117 Termite Technician, Baiting: Basis for Bonuses 118 Termite Technician, Baiting: Basis for Pay Increases 119 Termite Technician, Baiting: Average Pay Increase 120 Termite Technician, Baiting: Proportion Offering Overtime Compensation 121 Termite Technician, Baiting: Average Annual Base Salary 122 Termite Technician, Baiting: Value of Other Cash Compensation Received



Table Title

123 Termite Technician, Liquid: Average Length of Employment 124 Termite Technician, Liquid: Average Hours Worked Per Week 125 Termite Technician, Liquid: Primary Type of Pay Plan Offered 126 Termite Technician, Liquid: Basis for Commissions 127 Termite Technician, Liquid: Basis for Bonuses 128 Termite Technician, Liquid: Basis for Pay Increases 129 Termite Technician, Liquid: Average Pay Increase 130 Termite Technician, Liquid: Proportion Offering Overtime Compensation 131 Termite Technician, Liquid: Average Annual Base Salary 132 Termite Technician, Liquid: Value of Other Cash Compensation Received 133 Lawn Technician: Average Length of Employment 134 Lawn Technician: Average Hours Worked Per Week 135 Lawn Technician: Primary Type of Pay Plan Offered 136 Lawn Technician: Basis for Commissions 137 Lawn Technician: Basis for Bonuses 138 Lawn Technician: Basis for Pay Increases 139 Lawn Technician: Average Pay Increase 140 Lawn Technician: Proportion Offering Overtime Compensation 141 Lawn Technician: Average Annual Base Salary 142 Lawn Technician: Value of Other Cash Compensation Received 143 Wildlife Technician: Average Length of Employment 144 Wildlife Technician: Average Hours Worked Per Week 145 Wildlife Technician: Primary Type of Pay Plan Offered 146 Wildlife Technician: Basis for Commissions 147 Wildlife Technician: Basis for Bonuses 148 Wildlife Technician: Basis for Pay Increases 149 Wildlife Technician: Average Pay Increase 150 Wildlife Technician: Proportion Offering Overtime Compensation 151 Wildlife Technician: Average Annual Base Salary 152 Wildlife Technician: Value of Other Cash Compensation Received 153 Geographic Distribution

© 2015 Readex Research


DATA TABLES Data Interpretation

In addition to percentages, three summary statistics may be presented in this report for numeric variables.

A mean is the arithmetic average of a distribution (i.e., a set of values). Because it is arithmetically calculated, it can be multiplied

by the population represented to present a total volume estimate. For example, if 100 survey respondents (representing 10,000

people in the population) reported mean expenditures of $100 each, total expenditures for that population are estimated as 10,000 x

$100 = $1,000,000. Means are very much influenced by extremely large or extremely small values in the distribution (e.g., one

millionaire can substantially raise an estimate of average income).

Means for grouped data are calculated using the midpoint of each range. The lowest-valued group is represented by its largest

value; the highest-valued group by its lowest.

The standard error measures the variability associated with the survey’s estimate of a population mean. The standard error is

analogous to the margin of error associated with percentages: that is, 95% of the time we expect the true (unknown) population

mean to be within plus-or-minus two standard errors of the mean calculated from the sample. A standard error that is large in

proportion to the mean indicates a high level of statistical instability; trending and projections against such estimates should be

undertaken cautiously.

A median is the value that lies at the middle of a distribution: that is, 50% of the values are above it and 50% are below. It

represents the “typical” response, and is not influenced by extreme values. For most distributions, the median will be either roughly

equal to, or significantly smaller than the mean.

Medians for grouped data are calculated by locating the group which contains the 50th percentile, then interpolating between the

lower and upper bounds to estimate the precise value. Only the values listed above the statistics on a data table are used in the

calculations.

Tables may have statistical significance testing enabled, comparing means and proportions between selected columns. Z-scores

for differences are calculated where both tabulation bases are ≥ 30, assuming the statistics are derived from sufficiently large

unweighted probability samples drawn from much larger independent populations. Differences found significant at the 95%

confidence level are reported by appearance of one or more letters under the result, indicating from which tested column(s) to the

left that statistic differs (if any).

When assumptions are met, significance testing accounts for the effect of sampling error on comparisons; if all assumptions are not

met, the reader is advised to use test results cautiously. If results have been unit weighted, the statistical testing should be viewed

only as a general guideline to highlighting potential differences. Effects of other potential sources of imprecision (nonresponse bias,

item reliability, respondent error, etc.) are not similarly quantifiable, and may be of greater magnitude than sampling error.


TABLE 000 page 1 Key to Tables ----------------------------------------GROSS REVENUE--------------------------------------- PRIMARY REVENUE ------------------------------REGION SERVICED----------------------------- -----------SOURCE----------- Mideast/ Great Rocky Mtn/ $100k - $250k - $500k - $1M - New Lakes South- Far West/ TOTAL <$100k $249k $499k $999k $4.9M $5M+ residential commercial England & Plains east Southwest Canada __________________________________________________________________________________________________________________________________________________________________________________________________________ base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 margin of error at 95% confidence (percentage points): ±4.0 ±8.7 ±9.2 ±10.0 ±10.4 ±8.5 * ±5.2 ±8.5 ±9.3 ±9.7 ±8.5 ±7.3 ±14.8 *The margin of error for results based on fewer than 30 responses cannot be meaningfully calculated and the results are considered statistically unstable.

Segment Description

TOTAL all respondents

GROSS REVENUE those reporting their company’s gross revenue last year (including all locations) as:

<$100k under $100,000

$100k - $249k $100,000 - $249,999

$250k - $499k $250,000 - $499,999

$500k - $999k $500,000 - $999,999

$1M - $4.9M $1.0 - $4.9 million

$5M+ $5.0 million or more

PRIMARY REVENUE SOURCE those indicating greater than 50% of their company’s gross revenue last year came from:

residential residential accounts

commercial commercial accounts (including multi-family housing)

REGION SERVICED those indicating their company services the following region:

Mideast/New England Mideast only or New England only

Great Lakes & Plains Great Lakes & Plains only

Southeast Southeast only

Rocky Mtn/Far West/Southwest Rocky Mountain only, Far West only, or Southwest only

Canada Canada only


Columns tested at 95% significance level: bcdefg hi jklmn

TABLE 001 page 1 Proportion With Company Membership in NPMA 1. Is your company currently a member of the National Pest Management Association (NPMA)?

----------------------------------------GROSS REVENUE--------------------------------------- PRIMARY REVENUE ------------------------------REGION SERVICED----------------------------- -----------SOURCE----------- Mideast/ Great Rocky Mtn/ $100k - $250k - $500k - $1M - New Lakes South- Far West/ TOTAL <$100k $249k $499k $999k $4.9M $5M+ residential commercial England & Plains east Southwest Canada __________________________________________________________________________________________________________________________________________________________________________________________________________ a b c d e f g h i j k l m n

base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% yes 407 57 64 73 70 114 19 240 98 80 76 82 120 35 73% 48% 60% 81% 83% 92% 95% 71% 79% 76% 80% 66% 71% 85% bc bc bcd k l

no 140 61 41 16 11 8 1 94 24 24 18 40 48 5 25% 52% 39% 18% 13% 6% 5% 28% 19% 23% 19% 32% 29% 12% bc bc bcd k lm

no answer 7 0 1 1 3 2 0 2 2 1 1 3 0 1 1% 0% 1% 1% 4% 2% 0% 1% 2% 1% 1% 2% 0% 2% b l m



TABLE 002 page 1 Years in Business 2. How many years has your company been in business (since date of incorporation)?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 50 or more 60 0 5 8 8 28 10 37 11 7 13 18 17 3 11% 0% 5% 9% 10% 23% 50% 11% 9% 7% 14% 14% 10% 7% b b b bcde

40 - 49 47 7 9 5 10 10 3 32 4 11 10 10 15 0 8% 6% 8% 6% 12% 8% 15% 10% 3% 10% 11% 8% 9% 0% h jkm

30 - 39 72 10 9 12 12 24 3 44 19 15 12 17 19 3 13% 8% 8% 13% 14% 19% 15% 13% 15% 14% 13% 14% 11% 7% bc

20 - 29 95 12 20 15 20 23 3 60 22 26 16 15 29 8 17% 10% 19% 17% 24% 19% 15% 18% 18% 25% 17% 12% 17% 20% b j

10 - 19 124 25 26 25 20 26 0 70 30 20 19 33 38 10 22% 21% 25% 28% 24% 21% 0% 21% 24% 19% 20% 26% 23% 24% 5 - 9 70 17 21 15 10 5 1 46 13 12 10 13 24 8 13% 14% 20% 17% 12% 4% 5% 14% 10% 11% 11% 10% 14% 20% bcde

3 - 4 28 12 9 3 2 2 0 14 11 5 6 7 5 5 5% 10% 8% 3% 2% 2% 0% 4% 9% 5% 6% 6% 3% 12% b bc h m

less than 3 54 32 7 7 2 5 0 30 14 7 9 11 21 4 10% 27% 7% 8% 2% 4% 0% 9% 11% 7% 9% 9% 13% 10% b b b b

mean: 23.0 14.0 19.6 21.6 25.7 30.2 41.1 23.6 20.8 23.8 24.5 24.0 22.3 17.0 b b bc bcde jklm

standard error: 0.67 1.18 1.37 1.54 1.56 1.37 2.74 0.86 1.33 1.43 1.68 1.46 1.21 2.09 median: 20 9 16 18 24 30 50 21 18 23 22 20 19 13 no answer 4 3 0 0 0 1 0 3 0 2 0 1 0 0 1% 3% 0% 0% 0% 1% 0% 1% 0% 2% 0% 1% 0% 0%



TABLE 003 page 1 Regions Serviced [Multiple] 3. Which region(s) does your company service?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Southeast: AL, AR, FL, GA, KY, 133 25 24 25 17 33 6 91 24 0 0 125 0 0 LA, MS, NC, SC, TN, VA, WV 24% 21% 23% 28% 20% 27% 30% 27% 19% 0% 0% 100% 0% 0% jk l l

Great Lakes & Plains: IL, IN, IA, KS, MI, MN, MO, NE, ND, OH, 105 25 18 15 17 24 5 53 32 0 95 0 0 0 SD, WI 19% 21% 17% 17% 20% 19% 25% 16% 26% 0% 100% 0% 0% 0% h j k k k

Southwest: AZ, NM, OK, TX 91 23 16 16 13 18 3 59 17 0 0 0 85 0 16% 19% 15% 18% 15% 15% 15% 18% 14% 0% 0% 0% 51% 0% jkl m

Mideast: DE, DC, MD, NJ, NY, 84 16 17 11 11 21 5 53 15 77 0 0 0 0 PA 15% 14% 16% 12% 13% 17% 25% 16% 12% 73% 0% 0% 0% 0% j j j j

Far West: AK, CA, HI, NV, OR, 71 7 13 9 12 25 3 45 15 0 0 0 69 0 WA 13% 6% 12% 10% 14% 20% 15% 13% 12% 0% 0% 0% 41% 0% b bd jkl m

New England: CT, ME, MA, NH, 30 3 8 5 2 10 1 15 9 28 0 0 0 0 RI, VT 5% 3% 8% 6% 2% 8% 5% 4% 7% 27% 0% 0% 0% 0% j j j j

Rocky Mountain: CO, ID, MT, 19 6 3 1 2 7 0 11 5 0 0 0 14 0 UT, WY 3% 5% 3% 1% 2% 6% 0% 3% 4% 0% 0% 0% 8% 0% jkl

Canada 43 10 8 7 10 7 1 18 15 0 0 0 0 41 8% 8% 8% 8% 12% 6% 5% 5% 12% 0% 0% 0% 0% 100% h jklm

outside U.S. and Canada 4 2 0 0 0 2 0 0 3 0 0 0 0 0 1% 2% 0% 0% 0% 2% 0% 0% 2% 0% 0% 0% 0% 0% h

indicated at least one 550 116 106 89 84 123 20 335 123 105 95 125 168 41 99% 98% 100% 99% 100% 99% 100% 100% 99% 100% 100% 100% 100% 100% no answer 4 2 0 1 0 1 0 1 1 0 0 0 0 0 1% 2% 0% 1% 0% 1% 0% 0% 1% 0% 0% 0% 0% 0%



TABLE 004 page 1 Region Serviced [Single] 3. Which region(s) does your company service?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Southeast: AL, AR, FL, GA, KY, 125 25 23 25 17 28 4 86 22 0 0 125 0 0 LA, MS, NC, SC, TN, VA, WV 23% 21% 22% 28% 20% 23% 20% 26% 18% 0% 0% 100% 0% 0% jk l l

Great Lakes & Plains: IL, IN, IA, KS, MI, MN, MO, NE, ND, OH, 95 24 17 15 17 18 3 47 29 0 95 0 0 0 SD, WI 17% 20% 16% 17% 20% 15% 15% 14% 23% 0% 100% 0% 0% 0% h j k k k

Southwest: AZ, NM, OK, TX 85 22 16 16 13 14 2 57 14 0 0 0 85 0 15% 19% 15% 18% 15% 11% 10% 17% 11% 0% 0% 0% 51% 0% jkl m

Mideast: DE, DC, MD, NJ, NY, 77 16 17 11 11 16 3 50 12 77 0 0 0 0 PA 14% 14% 16% 12% 13% 13% 15% 15% 10% 73% 0% 0% 0% 0% j j j j

Far West: AK, CA, HI, NV, OR, 69 7 13 9 12 23 3 45 14 0 0 0 69 0 WA 12% 6% 12% 10% 14% 19% 15% 13% 11% 0% 0% 0% 41% 0% b b jkl m

New England: CT, ME, MA, NH, 28 3 8 5 2 8 1 15 8 28 0 0 0 0 RI, VT 5% 3% 8% 6% 2% 6% 5% 4% 6% 27% 0% 0% 0% 0% j j j j

Rocky Mountain: CO, ID, MT, 14 6 3 1 2 2 0 9 3 0 0 0 14 0 UT, WY 3% 5% 3% 1% 2% 2% 0% 3% 2% 0% 0% 0% 8% 0% jkl

Canada 41 10 8 7 10 5 1 18 14 0 0 0 0 41 7% 8% 8% 8% 12% 4% 5% 5% 11% 0% 0% 0% 0% 100% e h jklm

outside U.S. and Canada 2 2 0 0 0 0 0 0 2 0 0 0 0 0 0% 2% 0% 0% 0% 0% 0% 0% 2% 0% 0% 0% 0% 0% h

answered multiple 14 1 1 0 0 9 3 8 5 0 0 0 0 0 3% 1% 1% 0% 0% 7% 15% 2% 4% 0% 0% 0% 0% 0% bcde

no answer 4 2 0 1 0 1 0 1 1 0 0 0 0 0 1% 2% 0% 1% 0% 1% 0% 0% 1% 0% 0% 0% 0% 0%



TABLE 005 page 1 Number of Employees 4. Approximately how many people (full-time, part-time, and seasonal) does your company employ, including all locations?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 500 or more 1 0 0 0 0 0 1 1 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 5% 0% 0% 0% 0% 0% 0% 0% 250 - 499 2 0 0 0 0 0 2 1 1 0 1 0 1 0 0% 0% 0% 0% 0% 0% 10% 0% 1% 0% 1% 0% 1% 0% 100 - 249 7 0 0 0 0 0 7 5 2 2 1 2 1 1 1% 0% 0% 0% 0% 0% 35% 1% 2% 2% 1% 2% 1% 2% 50 - 99 14 0 0 0 1 2 9 8 3 2 1 4 4 0 3% 0% 0% 0% 1% 2% 45% 2% 2% 2% 1% 3% 2% 0% 20 - 49 79 0 0 1 4 70 1 48 19 18 10 25 20 3 14% 0% 0% 1% 5% 56% 5% 14% 15% 17% 11% 20% 12% 7% bc bcde

10 - 19 96 5 5 10 31 43 0 56 23 16 16 17 37 4 17% 4% 5% 11% 37% 35% 0% 17% 19% 15% 17% 14% 22% 10% bcd bcd

5 - 9 138 7 23 53 46 7 0 85 29 24 27 32 39 13 25% 6% 22% 59% 55% 6% 0% 25% 23% 23% 28% 26% 23% 32% b bc bc cde

2 - 4 140 46 63 25 2 2 0 86 30 27 25 30 43 14 25% 39% 59% 28% 2% 2% 0% 26% 24% 26% 26% 24% 26% 34% b c bcd bcd

1 77 60 15 1 0 0 0 46 17 16 14 15 23 6 14% 51% 14% 1% 0% 0% 0% 14% 14% 15% 15% 12% 14% 15% b bc bc bc

mean: 16.4 2.7 4.1 7.0 11.8 26.1 158.8 17.0 18.1 15.4 15.6 16.7 14.9 11.6 b bc bcd bcde




TABLE 006 page 1 Gross Revenue 5. Approximately what was your company's gross revenue last year, including all locations?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $25 million or more 2 0 0 0 0 0 2 1 1 0 1 0 0 0 0% 0% 0% 0% 0% 0% 10% 0% 1% 0% 1% 0% 0% 0% $10 - $24.9 million 5 0 0 0 0 0 5 3 2 1 1 0 2 1 1% 0% 0% 0% 0% 0% 25% 1% 2% 1% 1% 0% 1% 2%

$5.0 - $9.9 million 13 0 0 0 0 0 13 8 3 3 1 4 3 0 2% 0% 0% 0% 0% 0% 65% 2% 2% 3% 1% 3% 2% 0% $1.0 - $4.9 million 124 0 0 0 0 124 0 80 29 24 18 28 39 5 22% 0% 0% 0% 0% 100% 0% 24% 23% 23% 19% 22% 23% 12% bcde

$500,000 - $999,999 84 0 0 0 84 0 0 46 21 13 17 17 27 10 15% 0% 0% 0% 100% 0% 0% 14% 17% 12% 18% 14% 16% 24% bcd e

$250,000 - $499,999 90 0 0 90 0 0 0 58 16 16 15 25 26 7 16% 0% 0% 100% 0% 0% 0% 17% 13% 15% 16% 20% 15% 17% bc d d

$100,000 - $249,999 106 0 106 0 0 0 0 71 21 25 17 23 32 8 19% 0% 100% 0% 0% 0% 0% 21% 17% 24% 18% 18% 19% 20% b c c c

under $100,000 118 118 0 0 0 0 0 66 30 19 24 25 35 10 21% 100% 0% 0% 0% 0% 0% 20% 24% 18% 25% 20% 21% 24% b b b b

mean (millions):* $1.35 $0.10 $0.17 $0.37 $0.75 $3.00 $11.75 $1.36 $1.61 $1.33 $1.36 $1.17 $1.30 $1.10 bc bcd de

standard error: $0.11 $0.00 $0.00 $0.00 $0.00 $0.00 $1.41 $0.14 $0.30 $0.23 $0.34 $0.15 $0.18 $0.43 median: $0.38 $0.10 $0.17 $0.37 $0.75 $3.00 $8.96 $0.38 $0.42 $0.35 $0.35 $0.38 $0.39 $0.33 no answer 12 0 0 0 0 0 0 3 1 4 1 3 4 0 2% 0% 0% 0% 0% 0% 0% 1% 1% 4% 1% 2% 2% 0% *Due to the significant proportion of respondents answering in the bottom category, the sample statistic may overstate the true population mean.



TABLE 007 page 1 Percentage of Revenue From Account Types: Mean Summary 6. What percentage of your company's gross revenue last year came from commercial accounts, residential accounts, and other types of accounts?


MEAN SUMMARY base: those answering (fill-in answers) residential accounts 60.3% 61.4% 62.8% 62.1% 58.4% 57.2% 59.3% 78.1% 22.7% 60.4% 55.7% 66.2% 63.9% 48.7% h k lm

commercial accounts (including multi-family housing) 35.2% 35.6% 32.2% 34.1% 37.2% 36.3% 39.1% 19.9% 74.7% 36.6% 39.4% 30.2% 32.1% 41.7% h k k lm

other 4.5% 3.0% 5.0% 3.8% 4.4% 6.5% 1.6% 1.9% 2.6% 2.9% 4.8% 3.7% 4.0% 9.6%

TOTAL = 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0%



TABLE 008 page 1 Percentage of Revenue From Account Types: Commercial Accounts 6. What percentage of your company's gross revenue last year came from commercial accounts, residential accounts, and other types of accounts?


COMMERCIAL ACCOUNTS (INCLUDING MULTI-FAMILY HOUSING) base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 9 6 0 0 0 3 0 0 9 0 1 4 2 0 2% 5% 0% 0% 0% 2% 0% 0% 7% 0% 1% 3% 1% 0% b b b h

75% - 99% 49 11 11 7 7 12 1 0 49 11 9 5 15 5 9% 9% 10% 8% 8% 10% 5% 0% 40% 10% 9% 4% 9% 12% h

50% - 74% 101 24 18 15 21 15 6 0 66 20 27 17 21 13 18% 20% 17% 17% 25% 12% 30% 0% 53% 19% 28% 14% 13% 32% e h k k lm

25% - 49% 156 16 29 33 24 47 6 135 0 36 27 33 45 10 28% 14% 27% 37% 29% 38% 30% 40% 0% 34% 28% 26% 27% 24% b b b b h

1% - 24% 196 46 43 29 28 42 6 192 0 30 25 56 71 10 35% 39% 41% 32% 33% 34% 30% 57% 0% 29% 26% 45% 42% 24% h jk jk lm

none 15 7 3 1 1 3 0 9 0 2 3 3 4 2 3% 6% 3% 1% 1% 2% 0% 3% 0% 2% 3% 2% 2% 5%

mean: 35.2% 35.6% 32.2% 34.1% 37.2% 36.3% 39.1% 19.9% 74.7% 36.6% 39.4% 30.2% 32.1% 41.7% h k k lm

standard error: 1.16% 3.03% 2.45% 2.67% 2.69% 2.43% 5.13% 0.72% 1.30% 2.46% 2.64% 2.42% 2.14% 4.17% median: 30% 25% 27% 30% 35% 30% 45% 20% 70% 30% 40% 23% 25% 40% no answer 28 8 2 5 3 2 1 0 0 6 3 7 10 1 5% 7% 2% 6% 4% 2% 5% 0% 0% 6% 3% 6% 6% 2% b



TABLE 009 page 1 Percentage of Revenue From Account Types: Residential Accounts 6. What percentage of your company's gross revenue last year came from commercial accounts, residential accounts, and other types of accounts?


RESIDENTIAL ACCOUNTS base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 9 6 2 1 0 0 0 9 0 2 2 2 2 1 2% 5% 2% 1% 0% 0% 0% 3% 0% 2% 2% 2% 1% 2% b b

75% - 99% 200 47 40 30 28 47 6 200 0 32 27 57 72 7 36% 40% 38% 33% 33% 38% 30% 60% 0% 30% 28% 46% 43% 17% h jk jk lm

50% - 74% 167 23 37 34 28 36 7 127 0 44 28 32 45 14 30% 19% 35% 38% 33% 29% 35% 38% 0% 42% 29% 26% 27% 34% b b b h j j

25% - 49% 86 18 15 10 16 21 5 0 70 11 26 17 21 9 16% 15% 14% 11% 19% 17% 25% 0% 56% 10% 27% 14% 13% 22% h j k k

1% - 24% 46 7 10 10 8 10 1 0 42 10 7 5 13 8 8% 6% 9% 11% 10% 8% 5% 0% 34% 10% 7% 4% 8% 20% h klm

none 18 9 0 0 1 8 0 0 12 0 2 5 5 1 3% 8% 0% 0% 1% 6% 0% 0% 10% 0% 2% 4% 3% 2% b b b cd h j

mean: 60.3% 61.4% 62.8% 62.1% 58.4% 57.2% 59.3% 78.1% 22.7% 60.4% 55.7% 66.2% 63.9% 48.7% h k lm




TABLE 010 page 1 Percentage of Revenue From Account Types: Other 6. What percentage of your company's gross revenue last year came from commercial accounts, residential accounts, and other types of accounts?


OTHER base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 5 1 0 0 1 3 0 0 0 0 0 1 2 1 1% 1% 0% 0% 1% 2% 0% 0% 0% 0% 0% 1% 1% 2% 75% - 99% 1 0 1 0 0 0 0 0 0 0 1 0 0 0 0% 0% 1% 0% 0% 0% 0% 0% 0% 0% 1% 0% 0% 0% 50% - 74% 4 1 0 1 1 1 0 0 0 0 0 0 0 3 1% 1% 0% 1% 1% 1% 0% 0% 0% 0% 0% 0% 0% 7% jklm

25% - 49% 14 1 6 2 1 4 0 3 1 2 6 4 2 0 3% 1% 6% 2% 1% 3% 0% 1% 1% 2% 6% 3% 1% 0% b k

1% - 24% 127 17 27 24 16 37 5 73 39 25 22 25 44 8 23% 14% 25% 27% 19% 30% 25% 22% 31% 24% 23% 20% 26% 20% b b b h

none 375 90 70 58 62 77 14 260 84 72 63 88 110 28 68% 76% 66% 64% 74% 62% 70% 77% 68% 69% 66% 70% 65% 68% b h

mean: 4.5% 3.0% 5.0% 3.8% 4.4% 6.5% 1.6% 1.9% 2.6% 2.9% 4.8% 3.7% 4.0% 9.6%




TABLE 011 page 1 Medical Insurance Program Offered 7. What best describes the primary medical insurance program your company offers to its employees?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% preferred provider organization 93 7 8 16 13 38 9 54 28 14 17 25 34 0 (PPO) 17% 6% 8% 18% 15% 31% 45% 16% 23% 13% 18% 20% 20% 0% bc b bcde jklm

health maintenance organization 66 2 6 6 13 29 6 41 15 16 5 10 30 2 (HMO) 12% 2% 6% 7% 15% 23% 30% 12% 12% 15% 5% 8% 18% 5% bc bcd j kl m

traditional (indemnity/fee for 46 4 6 5 13 15 2 25 11 10 17 3 11 5 service) 8% 3% 6% 6% 15% 12% 10% 7% 9% 10% 18% 2% 7% 12% bcd b jk k l

monetary payment in lieu of 22 0 2 2 7 11 0 17 4 3 3 6 5 2 medical insurance 4% 0% 2% 2% 8% 9% 0% 5% 3% 3% 3% 5% 3% 5% bc bcd

health savings account (HSA) 15 1 2 1 3 6 2 11 2 4 5 1 2 1 3% 1% 2% 1% 4% 5% 10% 3% 2% 4% 5% 1% 1% 2% k k

point-of-service plan (POS) 8 0 0 3 1 4 0 7 1 3 0 3 1 1 1% 0% 0% 3% 1% 3% 0% 2% 1% 3% 0% 2% 1% 2% b b

consumer-driven health plan 6 0 1 1 2 2 0 1 3 1 1 1 0 3 (CDH) 1% 0% 1% 1% 2% 2% 0% 0% 2% 1% 1% 1% 0% 7% h jklm

other 22 10 1 1 4 6 0 9 7 5 2 4 4 5 4% 8% 1% 1% 5% 5% 0% 3% 6% 5% 2% 3% 2% 12% b b klm

no medical insurance program 275 94 80 54 28 13 1 170 53 48 45 72 81 22 50% 80% 75% 60% 33% 10% 5% 51% 43% 46% 47% 58% 48% 54% bc bcd bcde

no answer 1 0 0 1 0 0 0 1 0 1 0 0 0 0 0% 0% 0% 1% 0% 0% 0% 0% 0% 1% 0% 0% 0% 0%



TABLE 012 page 1 Waiting Period for Medical Insurance Program Eligibility 8. What is the waiting period to become eligible for your company's primary medical insurance program (or monetary payment in lieu of medical insurance)?


base: those whose companies offer medical insurance programs 278 24 26 35 56 111 19 165 71 56 50 53 87 19 to their employees 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% over 6 months 12 0 1 3 3 5 0 9 0 5 0 4 2 1 4% 0% 4% 9% 5% 5% 0% 5% 0% 9% 0% 8% 2% 5% h j k

over 3 months to 6 months 46 1 7 8 11 17 1 30 11 10 7 13 11 4 17% 4% 27% 23% 20% 15% 5% 18% 15% 18% 14% 25% 13% 21%

over 1 month to 3 months 144 3 6 13 30 71 15 84 38 29 24 27 48 6 52% 13% 23% 37% 54% 64% 79% 51% 54% 52% 48% 51% 55% 32% d

1 month or less 32 4 4 3 5 13 3 19 8 3 10 2 12 4 12% 17% 15% 9% 9% 12% 16% 12% 11% 5% 20% 4% 14% 21% j k

no waiting period 41 15 7 8 7 4 0 20 14 7 8 7 14 4 15% 63% 27% 23% 13% 4% 0% 12% 20% 13% 16% 13% 16% 21% de

mean (months): 2.1 0.5 2.1 2.3 2.3 2.3 1.9 2.3 1.8 2.5 1.7 2.6 1.9 2.0 j k l




TABLE 013 page 1 Percentage of Medical Insurance Paid by Company: For Employee 9. What percentage of the cost for employee coverage under your company's primary medical insurance program is paid for by your company?


base: those whose companies offer medical insurance programs other than monetary payment in lieu of medical insurance to 256 24 24 33 49 100 19 148 67 53 47 47 82 17 their employees 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 72 5 9 16 20 20 2 42 16 9 12 12 32 6 28% 21% 38% 48% 41% 20% 11% 28% 24% 17% 26% 26% 39% 35% de j

75% - 99% 45 1 1 3 4 26 8 27 15 6 9 8 18 2 18% 4% 4% 9% 8% 26% 42% 18% 22% 11% 19% 17% 22% 12% de

50% - 74% 81 7 5 8 17 35 5 45 20 22 14 18 18 5 32% 29% 21% 24% 35% 35% 26% 30% 30% 42% 30% 38% 22% 29% jl

25% - 49% 29 1 2 4 5 13 4 20 8 8 6 6 5 2 11% 4% 8% 12% 10% 13% 21% 14% 12% 15% 13% 13% 6% 12%

less than 25% 10 2 0 1 1 5 0 6 3 3 1 1 5 0 4% 8% 0% 3% 2% 5% 0% 4% 4% 6% 2% 2% 6% 0% none - employee pays entire 16 7 6 1 1 1 0 6 5 4 5 2 3 1 cost 6% 29% 25% 3% 2% 1% 0% 4% 7% 8% 11% 4% 4% 6% mean: 68.8% 47.3% 59.8% 76.5% 75.3% 70.1% 71.7% 69.9% 67.2% 60.3% 66.0% 69.4% 75.9% 72.7% j

standard error: 1.88% 8.35% 8.64% 5.04% 3.79% 2.52% 5.04% 2.37% 3.76% 4.09% 4.70% 3.95% 3.26% 7.41% median: 72% 54% 69% 100% 75% 72% 75% 73% 72% 62% 71% 71% 88% 75% no answer 3 1 1 0 1 0 0 2 0 1 0 0 1 1 1% 4% 4% 0% 2% 0% 0% 1% 0% 2% 0% 0% 1% 6%



TABLE 014 page 1 Percentage of Medical Insurance Paid by Company: For Dependent 10. What percentage of the cost for dependent (family) coverage under your company's primary medical insurance program is paid for by your company?


base: those whose companies offer medical insurance programs other than monetary payment in lieu of medical insurance to 256 24 24 33 49 100 19 148 67 53 47 47 82 17 their employees 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 29 4 3 8 5 8 1 16 8 3 4 5 9 6 11% 17% 13% 24% 10% 8% 5% 11% 12% 6% 9% 11% 11% 35% d

75% - 99% 8 1 0 1 1 3 2 4 2 3 2 0 0 2 3% 4% 0% 3% 2% 3% 11% 3% 3% 6% 4% 0% 0% 12% j

50% - 74% 38 3 1 4 9 16 5 23 12 21 5 1 6 5 15% 13% 4% 12% 18% 16% 26% 16% 18% 40% 11% 2% 7% 29% j j j

25% - 49% 16 2 1 1 4 6 2 7 5 5 3 2 5 1 6% 8% 4% 3% 8% 6% 11% 5% 7% 9% 6% 4% 6% 6% less than 25% 16 1 1 1 4 5 3 10 5 4 3 3 5 0 6% 4% 4% 3% 8% 5% 16% 7% 7% 8% 6% 6% 6% 0% none - employee pays entire 138 11 14 17 25 59 6 81 33 14 29 33 54 2 cost 54% 46% 58% 52% 51% 59% 32% 55% 49% 26% 62% 70% 66% 12% j j j

mean: 27.7% 34.7% 20.6% 37.1% 28.1% 24.2% 36.8% 26.8% 30.4% 42.2% 22.6% 15.3% 19.3% 70.3% j j j




TABLE 015 page 1 Other Benefits Offered 11. Which of the following other benefits does your company offer to its employees?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% dental insurance 158 9 9 18 24 75 16 96 37 31 25 30 47 14 29% 8% 8% 20% 29% 60% 80% 29% 30% 30% 26% 24% 28% 34% bc bc bcde

prescription drug coverage 130 5 10 15 23 55 17 74 36 28 22 24 36 12 23% 4% 9% 17% 27% 44% 85% 22% 29% 27% 23% 19% 21% 29% b bc bcde

life insurance 114 8 9 9 14 57 14 62 37 18 25 25 28 11 21% 7% 8% 10% 17% 46% 70% 18% 30% 17% 26% 20% 17% 27% b bcde h

vision insurance 98 7 10 10 14 44 11 56 27 15 15 17 32 12 18% 6% 9% 11% 17% 35% 55% 17% 22% 14% 16% 14% 19% 29% b bcde jl

short-term disability insurance 71 3 4 4 11 32 14 36 21 13 13 19 15 7 13% 3% 4% 4% 13% 26% 70% 11% 17% 12% 14% 15% 9% 17% bcd bcde

long-term disability insurance 62 2 1 2 14 27 12 28 24 13 8 16 13 8 11% 2% 1% 2% 17% 22% 60% 8% 19% 12% 8% 13% 8% 20% bcd bcd h m

supplemental coverage (e.g. 62 3 5 3 8 35 6 38 13 12 7 19 16 3 Aflac) 11% 3% 5% 3% 10% 28% 30% 11% 10% 11% 7% 15% 10% 7% b bcde

health or wellness program(s) 54 3 4 8 5 25 9 35 15 12 7 7 17 7 10% 3% 4% 9% 6% 20% 45% 10% 12% 11% 7% 6% 10% 17% b bcde l

cafeteria plan (section 125 47 1 1 1 5 26 11 25 14 7 9 12 14 0 flexible program) 8% 1% 1% 1% 6% 21% 55% 7% 11% 7% 9% 10% 8% 0% bc bcde kl

employee assistance program (professional counseling program usually covered under 45 0 3 0 6 20 14 25 13 9 6 12 9 6 medical insurance) 8% 0% 3% 0% 7% 16% 70% 7% 10% 9% 6% 10% 5% 15% bd bcd m

domestic partner medical 30 1 3 1 5 14 6 18 10 3 1 4 14 6 coverage 5% 1% 3% 1% 6% 11% 30% 5% 8% 3% 1% 3% 8% 15% b bcd k jkl

long-term care insurance 22 2 2 1 5 9 3 11 9 1 3 5 8 5 4% 2% 2% 1% 6% 7% 15% 3% 7% 1% 3% 4% 5% 12% bd jk



TABLE 015 page 2 Other Benefits Offered 11. Which of the following other benefits does your company offer to its employees?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% indicated at least one 237 14 22 34 40 100 20 144 56 49 43 49 65 18 43% 12% 21% 38% 48% 81% 100% 43% 45% 47% 45% 39% 39% 44% bc bc bcde

none of these 313 102 83 56 43 24 0 188 68 56 51 76 101 22 56% 86% 78% 62% 51% 19% 0% 56% 55% 53% 54% 61% 60% 54% bc bc bcde

no answer 4 2 1 0 1 0 0 4 0 0 1 0 2 1 1% 2% 1% 0% 1% 0% 0% 1% 0% 0% 1% 0% 1% 2%



TABLE 016 page 1 Savings Plans Offered 12. What savings plans does your company offer to its employees?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 401(k) savings plan 102 7 6 15 12 45 16 60 32 29 18 20 30 0 18% 6% 6% 17% 14% 36% 80% 18% 26% 28% 19% 16% 18% 0% bc bc bcde j jklm

SIMPLE IRA savings plan 84 6 8 10 16 40 0 54 14 15 17 22 24 0 15% 5% 8% 11% 19% 32% 0% 16% 11% 14% 18% 18% 14% 0% bc bcde jklm

profit sharing program 29 4 1 4 2 13 4 14 9 7 6 6 9 1 5% 3% 1% 4% 2% 10% 20% 4% 7% 7% 6% 5% 5% 2% bce

employee stock ownership 0 0 0 0 0 0 0 0 0 0 0 0 0 0 program (ESOP) 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% college savings program 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other retirement or savings 20 5 3 2 5 3 1 7 6 1 5 4 4 5 plan 4% 4% 3% 2% 6% 2% 5% 2% 5% 1% 5% 3% 2% 12% jlm

indicated at least one 212 19 17 28 32 92 17 128 50 47 41 48 59 5 38% 16% 16% 31% 38% 74% 85% 38% 40% 45% 43% 38% 35% 12% bc bc bcde jklm

none 334 97 87 62 49 31 3 204 71 58 53 76 108 32 60% 82% 82% 69% 58% 25% 15% 61% 57% 55% 56% 61% 64% 78% bc bc bcde jkl

no answer 8 2 2 0 3 1 0 4 3 0 1 1 1 4 1% 2% 2% 0% 4% 1% 0% 1% 2% 0% 1% 1% 1% 10% jklm



TABLE 017 page 1 Number of Paid Holidays Provided 13. How many paid holidays does your company provide to full-time employees in a typical year?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 21 or more 2 1 0 0 1 0 0 1 0 2 0 0 0 0 0% 1% 0% 0% 1% 0% 0% 0% 0% 2% 0% 0% 0% 0%

16 - 20 5 0 2 2 0 1 0 3 1 0 1 1 1 2 1% 0% 2% 2% 0% 1% 0% 1% 1% 0% 1% 1% 1% 5% jm

11 - 15 21 5 3 2 6 5 0 7 10 4 1 1 4 9 4% 4% 3% 2% 7% 4% 0% 2% 8% 4% 1% 1% 2% 22% h jklm

8 - 10 94 6 13 20 13 36 5 48 27 19 10 26 25 11 17% 5% 12% 22% 15% 29% 25% 14% 22% 18% 11% 21% 15% 27% b b bce k k

6 - 7 177 9 24 28 37 61 13 114 39 33 38 40 55 2 32% 8% 23% 31% 44% 49% 65% 34% 31% 31% 40% 32% 33% 5% b b bc bcd jklm

4 - 5 87 3 21 21 20 19 2 60 15 17 10 26 28 4 16% 3% 20% 23% 24% 15% 10% 18% 12% 16% 11% 21% 17% 10% b b b b k

1 - 3 14 3 0 6 4 1 0 10 2 1 1 7 5 0 3% 3% 0% 7% 5% 1% 0% 3% 2% 1% 1% 6% 3% 0% c c d

none 147 85 42 11 3 1 0 90 28 29 34 21 49 11 27% 72% 40% 12% 4% 1% 0% 27% 23% 28% 36% 17% 29% 27% b bc bcd bcd jk l

mean: 5.2 1.9 4.2 5.9 6.7 7.2 6.8 4.9 5.8 5.4 4.2 5.4 4.7 7.5 b bc bc bcd h j k klm

standard error: 0.17 0.38 0.42 0.37 0.36 0.21 0.32 0.20 0.37 0.44 0.36 0.30 0.28 0.94 median: 6 0 4 6 6 7 6 6 6 6 6 6 6 9 no answer 7 6 1 0 0 0 0 3 2 0 0 3 1 2 1% 5% 1% 0% 0% 0% 0% 1% 2% 0% 0% 2% 1% 5% b b b jkm



TABLE 018 page 1 Days of Paid Time Off: Mean Summary 14. How many days of paid time off (non-holiday) including vacation, sick time, and/or PTO does your company offer full-time employees for each of these number of years of service?


MEAN SUMMARY base: those answering each YEAR OF SERVICE: less than 1 year 1.8 0.6 1.1 1.8 2.1 3.1 3.5 1.7 2.1 2.2 1.3 1.8 1.6 2.7 b b bcd

1 year 5.6 1.5 3.1 5.6 7.2 7.9 9.4 5.2 6.0 5.9 4.5 5.7 5.5 6.0 b bc bcd bcd

2 years 6.8 1.7 4.3 6.1 8.7 10.3 10.7 6.4 7.6 7.5 5.9 7.0 6.8 6.3 b bc bcd bcde h

3 years 7.5 1.7 4.8 7.0 9.9 11.3 11.4 7.1 8.3 8.4 6.5 7.8 7.4 6.6 b bc bcd bcde h

4 years 8.0 2.0 5.3 7.3 10.6 11.7 12.2 7.6 8.6 8.9 6.9 8.3 7.9 7.0 b bc bcd bcd

5 - 9 years 9.6 2.6 6.8 9.0 12.3 13.9 14.3 9.3 10.4 10.9 8.2 9.9 9.4 8.6 b bc bcd bcd j

10+ years 10.9 3.7 8.0 10.3 13.5 15.9 16.1 10.6 11.7 11.9 9.8 11.2 10.5 9.5 b bc bcd bcde



TABLE 019 page 1 Days of Paid Time Off: Less Than 1 Year of Service 14. How many days of paid time off (non-holiday) including vacation, sick time, and/or PTO does your company offer full-time employees for each of these number of years of service?


LESS THAN 1 YEAR OF SERVICE base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 21+ days 3 1 0 1 1 0 0 1 0 1 0 1 0 0 1% 1% 0% 1% 1% 0% 0% 0% 0% 1% 0% 1% 0% 0% 16 - 20 days 2 0 0 0 1 0 0 2 0 0 0 0 2 0 0% 0% 0% 0% 1% 0% 0% 1% 0% 0% 0% 0% 1% 0% 11 - 15 days 6 1 0 1 3 1 0 2 4 1 0 1 2 2 1% 1% 0% 1% 4% 1% 0% 1% 3% 1% 0% 1% 1% 5% c h k

6 - 10 days 43 0 7 4 4 23 4 25 9 12 8 9 7 4 8% 0% 7% 4% 5% 19% 20% 7% 7% 11% 8% 7% 4% 10% b b b bcde j

4 - 5 days 52 3 5 13 4 18 7 35 14 9 6 13 15 6 9% 3% 5% 14% 5% 15% 35% 10% 11% 9% 6% 10% 9% 15% bc d bce

1 - 3 days 58 5 7 9 13 20 3 29 20 12 11 12 19 4 10% 4% 7% 10% 15% 16% 15% 9% 16% 11% 12% 10% 11% 10% bc bc h

none offered 312 91 68 53 48 40 6 194 61 55 59 70 99 19 56% 77% 64% 59% 57% 32% 30% 58% 49% 52% 62% 56% 59% 46% b b b bcde

mean: 1.8 0.6 1.1 1.8 2.1 3.1 3.5 1.7 2.1 2.2 1.3 1.8 1.6 2.7 b b bcd




TABLE 020 page 1 Days of Paid Time Off: 1 Year of Service 14. How many days of paid time off (non-holiday) including vacation, sick time, and/or PTO does your company offer full-time employees for each of these number of years of service?


1 YEAR OF SERVICE base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 21+ days 6 1 0 1 2 1 0 2 1 1 0 1 2 1 1% 1% 0% 1% 2% 1% 0% 1% 1% 1% 0% 1% 1% 2% 16 - 20 days 7 0 0 0 1 3 2 3 3 4 0 0 2 1 1% 0% 0% 0% 1% 2% 10% 1% 2% 4% 0% 0% 1% 2% j

11 - 15 days 60 2 4 9 14 25 5 37 13 12 6 12 19 7 11% 2% 4% 10% 17% 20% 25% 11% 10% 11% 6% 10% 11% 17% b bc bcd

6 - 10 days 129 4 16 25 26 47 8 72 36 23 24 35 36 5 23% 3% 15% 28% 31% 38% 40% 21% 29% 22% 25% 28% 21% 12% b bc bc bc l

4 - 5 days 122 6 16 29 29 35 5 79 28 16 22 32 41 5 22% 5% 15% 32% 35% 28% 25% 24% 23% 15% 23% 26% 24% 12% b bc bc bc

1 - 3 days 30 4 10 8 2 6 0 20 5 7 3 8 10 2 5% 3% 9% 9% 2% 5% 0% 6% 4% 7% 3% 6% 6% 5% c

none offered 127 60 41 14 7 2 0 83 25 25 28 21 38 12 23% 51% 39% 16% 8% 2% 0% 25% 20% 24% 29% 17% 23% 29% bc bc bcde k

mean: 5.6 1.5 3.1 5.6 7.2 7.9 9.4 5.2 6.0 5.9 4.5 5.7 5.5 6.0 b bc bcd bcd

standard error: 0.22 0.41 0.40 0.45 0.50 0.36 0.96 0.27 0.45 0.57 0.44 0.40 0.40 1.07 median: 5 0 1 5 6 7 9 5 5 5 4 5 5 5 no answer 73 41 19 4 3 5 0 40 13 17 12 16 20 8 13% 35% 18% 4% 4% 4% 0% 12% 10% 16% 13% 13% 12% 20% b bc bc bc



TABLE 021 page 1 Days of Paid Time Off: 2 Years of Service 14. How many days of paid time off (non-holiday) including vacation, sick time, and/or PTO does your company offer full-time employees for each of these number of years of service?


2 YEARS OF SERVICE base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 21+ days 9 2 0 0 3 2 1 1 3 2 0 2 3 1 2% 2% 0% 0% 4% 2% 5% 0% 2% 2% 0% 2% 2% 2% c h

16 - 20 days 19 0 0 1 2 13 2 12 6 6 2 4 4 2 3% 0% 0% 1% 2% 10% 10% 4% 5% 6% 2% 3% 2% 5% bcde

11 - 15 days 88 1 11 10 18 38 7 50 22 19 11 19 30 6 16% 1% 10% 11% 21% 31% 35% 15% 18% 18% 12% 15% 18% 15% b b bc bcd

6 - 10 days 146 6 22 32 33 44 6 89 36 22 33 36 42 6 26% 5% 21% 36% 39% 35% 30% 26% 29% 21% 35% 29% 25% 15% b bc bc bc j k

4 - 5 days 70 5 8 21 16 16 4 48 16 11 8 22 24 3 13% 4% 8% 23% 19% 13% 20% 14% 13% 10% 8% 18% 14% 7% bc bc bd k

1 - 3 days 15 2 4 5 1 3 0 11 3 3 2 4 4 2 3% 2% 4% 6% 1% 2% 0% 3% 2% 3% 2% 3% 2% 5% none offered 120 59 39 14 4 1 0 78 23 21 26 21 37 12 22% 50% 37% 16% 5% 1% 0% 23% 19% 20% 27% 17% 22% 29% b bc bcd bcd

mean: 6.8 1.7 4.3 6.1 8.7 10.3 10.7 6.4 7.6 7.5 5.9 7.0 6.8 6.3 b bc bcd bcde h






3 YEARS OF SERVICE base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 21+ days 16 2 0 0 3 8 2 7 4 4 0 4 5 1 3% 2% 0% 0% 4% 6% 10% 2% 3% 4% 0% 3% 3% 2% c cd

16 - 20 days 24 0 0 3 4 14 1 12 8 6 2 7 7 2 4% 0% 0% 3% 5% 11% 5% 4% 6% 6% 2% 6% 4% 5% b bc bcd

11 - 15 days 99 1 15 14 24 35 8 59 27 21 19 20 28 8 18% 1% 14% 16% 29% 28% 40% 18% 22% 20% 20% 16% 17% 20% b b bcd bcd

6 - 10 days 142 7 19 33 29 44 7 92 33 24 24 33 49 4 26% 6% 18% 37% 35% 35% 35% 27% 27% 23% 25% 26% 29% 10% b bc bc bc klm

4 - 5 days 44 2 7 18 9 6 2 29 10 3 5 18 13 3 8% 2% 7% 20% 11% 5% 10% 9% 8% 3% 5% 14% 8% 7% bc b d jk

1 - 3 days 11 2 2 3 0 4 0 8 3 4 1 2 2 2 2% 2% 2% 3% 0% 3% 0% 2% 2% 4% 1% 2% 1% 5%

none offered 118 60 37 13 4 1 0 75 23 19 26 21 37 12 21% 51% 35% 14% 5% 1% 0% 22% 19% 18% 27% 17% 22% 29% b bc bcd bcd

mean: 7.5 1.7 4.8 7.0 9.9 11.3 11.4 7.1 8.3 8.4 6.5 7.8 7.4 6.6 b bc bcd bcde h






4 YEARS OF SERVICE base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 21+ days 18 2 0 0 4 8 2 7 5 4 0 6 5 1 3% 2% 0% 0% 5% 6% 10% 2% 4% 4% 0% 5% 3% 2% cd cd k

16 - 20 days 31 0 1 5 7 14 3 18 9 8 3 7 8 4 6% 0% 1% 6% 8% 11% 15% 5% 7% 8% 3% 6% 5% 10% b bc bc

11 - 15 days 114 4 19 14 26 42 7 68 29 26 22 22 36 6 21% 3% 18% 16% 31% 34% 35% 20% 23% 25% 23% 18% 21% 15% b b bcd bcd

6 - 10 days 124 5 16 32 27 35 6 79 31 17 23 31 42 4 22% 4% 15% 36% 32% 28% 30% 24% 25% 16% 24% 25% 25% 10% b bc bc bc lm

4 - 5 days 37 2 6 15 7 5 2 25 8 4 3 15 10 3 7% 2% 6% 17% 8% 4% 10% 7% 6% 4% 3% 12% 6% 7% bc b d jk

1 - 3 days 8 0 1 3 0 4 0 5 3 2 1 2 2 1 1% 0% 1% 3% 0% 3% 0% 1% 2% 2% 1% 2% 1% 2% b b

none offered 117 60 36 13 4 1 0 74 23 20 26 20 36 12 21% 51% 34% 14% 5% 1% 0% 22% 19% 19% 27% 16% 21% 29% b bc bcd bcd k

mean: 8.0 2.0 5.3 7.3 10.6 11.7 12.2 7.6 8.6 8.9 6.9 8.3 7.9 7.0 b bc bcd bcd




TABLE 024 page 1 Days of Paid Time Off: 5 - 9 Years of Service 14. How many days of paid time off (non-holiday) including vacation, sick time, and/or PTO does your company offer full-time employees for each of these number of years of service?


5 - 9 YEARS OF SERVICE base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 21+ days 34 2 3 2 7 15 3 17 10 8 1 8 11 4 6% 2% 3% 2% 8% 12% 15% 5% 8% 8% 1% 6% 7% 10% b bcd j k k k

16 - 20 days 69 3 5 9 15 30 5 43 17 22 9 12 18 5 12% 3% 5% 10% 18% 24% 25% 13% 14% 21% 9% 10% 11% 12% b bc bcd j j j

11 - 15 days 133 5 22 24 29 43 7 81 34 20 26 36 42 5 24% 4% 21% 27% 35% 35% 35% 24% 27% 19% 27% 29% 25% 12% b b bc bc l

6 - 10 days 77 4 12 25 16 16 3 49 17 10 14 17 30 1 14% 3% 11% 28% 19% 13% 15% 15% 14% 10% 15% 14% 18% 2% b bc b bd klm

4 - 5 days 28 0 5 10 6 6 1 19 6 5 5 10 6 2 5% 0% 5% 11% 7% 5% 5% 6% 5% 5% 5% 8% 4% 5% b b b b

1 - 3 days 4 0 0 2 0 2 0 2 2 1 0 1 1 1 1% 0% 0% 2% 0% 2% 0% 1% 2% 1% 0% 1% 1% 2% none offered 117 61 35 13 4 1 0 75 22 19 25 21 37 12 21% 52% 33% 14% 5% 1% 0% 22% 18% 18% 26% 17% 22% 29% b bc bcd bcd

mean: 9.6 2.6 6.8 9.0 12.3 13.9 14.3 9.3 10.4 10.9 8.2 9.9 9.4 8.6 b bc bcd bcd j

standard error: 0.33 0.67 0.75 0.62 0.63 0.48 1.12 0.41 0.67 0.81 0.73 0.65 0.57 1.56 median: 11 0 6 9 13 14 14 10 12 12 9 11 10 6 no answer 92 43 24 5 7 11 1 50 16 20 15 20 23 11 17% 36% 23% 6% 8% 9% 5% 15% 13% 19% 16% 16% 14% 27% b bc bc bc m



TABLE 025 page 1 Days of Paid Time Off: 10+ Years of Service 14. How many days of paid time off (non-holiday) including vacation, sick time, and/or PTO does your company offer full-time employees for each of these number of years of service?


10+ YEARS OF SERVICE base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 21+ days 76 6 8 6 16 32 6 43 22 23 3 15 22 9 14% 5% 8% 7% 19% 26% 30% 13% 18% 22% 3% 12% 13% 22% bcd bcd j jk k k

16 - 20 days 88 6 8 14 14 37 6 57 17 16 22 22 20 2 16% 5% 8% 16% 17% 30% 30% 17% 14% 15% 23% 18% 12% 5% b b bcde k kl

11 - 15 days 102 4 18 25 21 27 4 59 27 15 16 26 36 5 18% 3% 17% 28% 25% 22% 20% 18% 22% 14% 17% 21% 21% 12% b b b b

6 - 10 days 53 2 13 16 16 4 2 35 12 7 11 14 20 0 10% 2% 12% 18% 19% 3% 10% 10% 10% 7% 12% 11% 12% 0% b b b cde klm

4 - 5 days 18 0 1 7 3 6 1 13 4 3 2 7 4 2 3% 0% 1% 8% 4% 5% 5% 4% 3% 3% 2% 6% 2% 5% bc b b

1 - 3 days 5 0 0 2 0 3 0 2 2 1 0 1 1 2 1% 0% 0% 2% 0% 2% 0% 1% 2% 1% 0% 1% 1% 5% km

none offered 120 64 34 14 4 1 0 77 22 22 24 22 37 12 22% 54% 32% 16% 5% 1% 0% 23% 18% 21% 25% 18% 22% 29% b bc bcd bcd

mean: 10.9 3.7 8.0 10.3 13.5 15.9 16.1 10.6 11.7 11.9 9.8 11.2 10.5 9.5 b bc bcd bcde

standard error: 0.37 0.80 0.85 0.72 0.70 0.51 1.17 0.47 0.75 0.90 0.86 0.72 0.65 1.63 median: 12 0 8 11 14 18 18 12 13 14 11 12 12 8 no answer 92 36 24 6 10 14 1 50 18 18 17 18 28 9 17% 31% 23% 7% 12% 11% 5% 15% 15% 17% 18% 14% 17% 22% bc b bc



TABLE 026 page 1 Holidays/PTO Offered to Part-Time Employees [Based on All Respondents] 15. Which of these does your company offer to its part-time employees?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% paid holidays 82 6 11 18 17 27 2 55 14 19 11 18 18 12 15% 5% 10% 20% 20% 22% 10% 16% 11% 18% 12% 14% 11% 29% b b bc klm

paid time off (vacation/sick/ 43 4 7 6 10 13 2 32 7 12 5 7 12 6 personal/PTO) 8% 3% 7% 7% 12% 10% 10% 10% 6% 11% 5% 6% 7% 15% b b

indicated at least one 86 6 12 19 17 28 3 59 14 20 11 19 19 12 16% 5% 11% 21% 20% 23% 15% 18% 11% 19% 12% 15% 11% 29% b b bc klm

none of these 254 64 53 32 31 58 9 152 56 47 45 61 78 13 46% 54% 50% 36% 37% 47% 45% 45% 45% 45% 47% 49% 46% 32% bc b

company does not have part-time 206 46 40 37 35 36 8 119 54 35 37 45 68 16 employees 37% 39% 38% 41% 42% 29% 40% 35% 44% 33% 39% 36% 40% 39%

no answer 8 2 1 2 1 2 0 6 0 3 2 0 3 0 1% 2% 1% 2% 1% 2% 0% 2% 0% 3% 2% 0% 2% 0%



TABLE 027 page 1 Holidays/PTO Offered to Part-Time Employees [Based on Those Whose Companies Have Part-Time Employees] 15. Which of these does your company offer to its part-time employees?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% company does not have part-time 206 46 40 37 35 36 8 119 54 35 37 45 68 16 employees 37% 39% 38% 41% 42% 29% 40% 35% 44% 33% 39% 36% 40% 39%

no answer 8 2 1 2 1 2 0 6 0 3 2 0 3 0 1% 2% 1% 2% 1% 2% 0% 2% 0% 3% 2% 0% 2% 0%

base: those whose companies have part-time employees 340 70 65 51 48 86 12 211 70 67 56 80 97 25 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% paid holidays 82 6 11 18 17 27 2 55 14 19 11 18 18 12 24% 9% 17% 35% 35% 31% 17% 26% 20% 28% 20% 23% 19% 48% bc bc bc

paid time off (vacation/sick/ 43 4 7 6 10 13 2 32 7 12 5 7 12 6 personal/PTO) 13% 6% 11% 12% 21% 15% 17% 15% 10% 18% 9% 9% 12% 24% b

indicated at least one 86 6 12 19 17 28 3 59 14 20 11 19 19 12 25% 9% 18% 37% 35% 33% 25% 28% 20% 30% 20% 24% 20% 48% bc bc b

none of these 254 64 53 32 31 58 9 152 56 47 45 61 78 13 75% 91% 82% 63% 65% 67% 75% 72% 80% 70% 80% 76% 80% 52% bc bc b



TABLE 028 page 1 Holidays/PTO Offered to Employees Who Are Not FT/PT [Based on All Respondents] 16. Which of these does your company offer to staff who are not considered full-time or part-time employees and are paid by commission only?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% paid time off (vacation/sick/ 48 0 5 6 11 21 3 28 8 5 13 18 9 1 personal/PTO) 9% 0% 5% 7% 13% 17% 15% 8% 6% 5% 14% 14% 5% 2% b b bc bcd j j kl kl

paid holidays 45 0 5 4 11 20 2 28 5 6 8 21 8 0 8% 0% 5% 4% 13% 16% 10% 8% 4% 6% 8% 17% 5% 0% b b bcd bcd j l l

indicated at least one 56 0 8 6 12 24 3 33 9 6 13 22 11 1 10% 0% 8% 7% 14% 19% 15% 10% 7% 6% 14% 18% 7% 2% b b b bcd j l kl

none of these 195 66 47 26 24 26 3 114 42 41 37 39 55 18 35% 56% 44% 29% 29% 21% 15% 34% 34% 39% 39% 31% 33% 44% bc bc bc

company does not have this type 296 49 50 57 48 72 14 185 73 55 42 64 101 22 of staff 53% 42% 47% 63% 57% 58% 70% 55% 59% 52% 44% 51% 60% 54% bc b b k

no answer 7 3 1 1 0 2 0 4 0 3 3 0 1 0 1% 3% 1% 1% 0% 2% 0% 1% 0% 3% 3% 0% 1% 0% k



TABLE 029 page 1 Holidays/PTO Offered to Employees Who Are Not FT/PT [Based on Those Whose Companies Have This Type of Staff] 16. Which of these does your company offer to staff who are not considered full-time or part-time employees and are paid by commission only?


base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% company does not have this type 296 49 50 57 48 72 14 185 73 55 42 64 101 22 of staff 53% 42% 47% 63% 57% 58% 70% 55% 59% 52% 44% 51% 60% 54% bc b b k

no answer 7 3 1 1 0 2 0 4 0 3 3 0 1 0 1% 3% 1% 1% 0% 2% 0% 1% 0% 3% 3% 0% 1% 0% k

base: those whose companies have staff who are not considered full-time or part-time and who are paid by commission only 251 66 55 32 36 50 6 147 51 47 50 61 66 19 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% paid time off (vacation/sick/ 48 0 5 6 11 21 3 28 8 5 13 18 9 1 personal/PTO) 19% 0% 9% 19% 31% 42% 50% 19% 16% 11% 26% 30% 14% 5% b b bc bcd j l

paid holidays 45 0 5 4 11 20 2 28 5 6 8 21 8 0 18% 0% 9% 13% 31% 40% 33% 19% 10% 13% 16% 34% 12% 0% b b bc bcd jk l

indicated at least one 56 0 8 6 12 24 3 33 9 6 13 22 11 1 22% 0% 15% 19% 33% 48% 50% 22% 18% 13% 26% 36% 17% 5% b b bc bcd j l

none of these 195 66 47 26 24 26 3 114 42 41 37 39 55 18 78% 100% 85% 81% 67% 52% 50% 78% 82% 87% 74% 64% 83% 95% b b bc bcd j l



TABLE 030 page 1 Number of FT Employees: At Least One Summary Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


AT LEAST ONE SUMMARY base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Pest Management Service 397 33 67 77 77 116 20 238 93 78 69 90 119 28 Technician (PMST) 72% 28% 63% 86% 92% 94% 100% 71% 75% 74% 73% 72% 71% 68% b bc bc bc

General/Branch Manager 344 35 57 57 58 108 19 202 82 55 58 80 116 23 62% 30% 54% 63% 69% 87% 95% 60% 66% 52% 61% 64% 69% 56% b b bc bcde j

Office Manager 283 16 31 50 54 107 17 169 68 51 46 69 91 16 51% 14% 29% 56% 64% 86% 85% 50% 55% 49% 48% 55% 54% 39% b bc bc bcde

Customer Service Representative 248 12 20 32 41 114 20 152 56 54 37 54 76 15 (Administrative) 45% 10% 19% 36% 49% 92% 100% 45% 45% 51% 39% 43% 45% 37% bc bc bcde

Service Manager 202 9 20 20 41 89 18 116 55 40 33 47 60 10 36% 8% 19% 22% 49% 72% 90% 35% 44% 38% 35% 38% 36% 24% b b bcd bcde

Termite Technician, Liquid 150 7 14 30 24 60 9 104 17 34 15 55 39 0 27% 6% 13% 33% 29% 48% 45% 31% 14% 32% 16% 44% 23% 0% bc bc bcde h j k l jklm

Sales Person 149 10 10 18 21 65 19 94 29 36 20 41 37 5 27% 8% 9% 20% 25% 52% 95% 28% 23% 34% 21% 33% 22% 12% bc bc bcde j jl jl

Termite Technician, Baiting 98 5 9 12 12 45 11 62 18 26 13 29 23 0 18% 4% 8% 13% 14% 36% 55% 18% 15% 25% 14% 23% 14% 0% b b bcde j jl jklm

Sales Manager 85 6 8 7 13 34 14 49 22 19 10 16 29 7 15% 5% 8% 8% 15% 27% 70% 15% 18% 18% 11% 13% 17% 17% b bcde

Wildlife Technician 68 4 6 8 12 31 6 38 17 16 11 17 12 6 12% 3% 6% 9% 14% 25% 30% 11% 14% 15% 12% 14% 7% 15% bc bcd j

Lawn Technician 47 4 5 6 7 16 7 36 6 5 2 16 19 2 8% 3% 5% 7% 8% 13% 35% 11% 5% 5% 2% 13% 11% 5% bc jk k

indicated at least one 466 59 86 87 81 123 20 286 103 86 81 102 147 32 84% 50% 81% 97% 96% 99% 100% 85% 83% 82% 85% 82% 88% 78% b bc bc bc

indicated none 88 59 20 3 3 1 0 50 21 19 14 23 21 9 16% 50% 19% 3% 4% 1% 0% 15% 17% 18% 15% 18% 13% 22% b bc bc bc



TABLE 031 page 1 Number of FT Employees: Mean Summary Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


MEAN SUMMARY base: those answering each (fill-in answers) Pest Management Service Technician (PMST) 6.4 0.5 1.1 2.3 4.2 10.7 61.8 6.5 7.8 5.8 7.5 5.0 4.8 4.5 b bc bcd bcde

Customer Service Representative (Administrative) 1.7 0.1 0.2 0.5 0.7 3.1 18.4 1.9 1.6 1.4 1.3 1.5 1.4 1.1 bc bc bcde

Sales Person 1.2 0.1 0.1 0.3 0.8 1.4 18.8 1.5 0.9 0.8 0.7 1.0 0.9 0.4 bc bcd

General/Branch Manager 1.1 0.4 0.6 0.7 0.8 1.4 9.3 1.3 1.0 0.9 0.9 0.9 0.9 0.7 b b bc bcde

Service Manager 0.9 0.1 0.2 0.3 0.5 1.1 12.0 1.0 1.0 0.5 0.7 0.7 0.7 0.3 b b bcd bcde jlm

Office Manager 0.8 0.2 0.3 0.6 0.7 1.0 8.0 1.0 0.7 0.5 0.5 0.7 0.6 0.6 b bc bc bcde

Termite Technician, Liquid 0.8 0.1 0.2 0.5 0.7 1.1 6.7 1.0 0.3 0.7 0.3 1.1 0.5 0.0 bc b bcd h k l jklm

Lawn Technician 0.7 0.1 0.1 0.1 0.2 0.5 14.7 1.1 0.1 0.1 0.1 0.6 0.7 0.1 bcd jk

Termite Technician, Baiting 0.4 0.0 0.1 0.2 0.3 0.9 2.8 0.5 0.3 0.6 0.3 0.6 0.3 0.0 b b bcde k l jklm

Wildlife Technician 0.2 0.0 0.1 0.2 0.3 0.5 1.0 0.2 0.2 0.3 0.1 0.2 0.1 0.4 bc bcd j

Sales Manager 0.2 0.1 0.1 0.1 0.2 0.3 1.9 0.2 0.2 0.2 0.1 0.2 0.2 0.2 b bcd



TABLE 032 page 1 Number of FT Employees: General/Branch Manager Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


GENERAL/BRANCH MANAGER base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10 or more 3 0 0 0 0 1 2 2 1 1 1 0 0 0 1% 0% 0% 0% 0% 1% 10% 1% 1% 1% 1% 0% 0% 0% 5 - 9 6 0 0 0 0 1 5 4 2 1 0 1 2 1 1% 0% 0% 0% 0% 1% 25% 1% 2% 1% 0% 1% 1% 2% 4 4 0 0 0 0 2 1 1 2 0 1 1 1 0 1% 0% 0% 0% 0% 2% 5% 0% 2% 0% 1% 1% 1% 0% 3 9 1 0 0 1 6 1 3 5 1 1 3 3 0 2% 1% 0% 0% 1% 5% 5% 1% 4% 1% 1% 2% 2% 0% cd h

2 30 2 2 3 2 17 2 24 2 7 6 9 7 1 5% 2% 2% 3% 2% 14% 10% 7% 2% 7% 6% 7% 4% 2% bcde h

1 292 32 55 54 55 81 8 168 70 45 49 66 103 21 53% 27% 52% 60% 65% 65% 40% 50% 56% 43% 52% 53% 61% 51% b b b bc j

none 185 71 47 30 20 14 1 116 37 44 34 39 43 17 33% 60% 44% 33% 24% 11% 5% 35% 30% 42% 36% 31% 26% 41% b b bc bcde j m

mean: 1.1 0.4 0.6 0.7 0.8 1.4 9.3 1.3 1.0 0.9 0.9 0.9 0.9 0.7 b b bc bcde

standard error: 0.24 0.06 0.05 0.06 0.06 0.17 6.02 0.39 0.13 0.21 0.14 0.09 0.07 0.16 median: 1 0 1 1 1 1 2 1 1 1 1 1 1 1 no answer 25 12 2 3 6 2 0 18 5 6 3 6 9 1 5% 10% 2% 3% 7% 2% 0% 5% 4% 6% 3% 5% 5% 2% b be



TABLE 033 page 1 Number of FT Employees: Office Manager Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


OFFICE MANAGER base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10 or more 1 0 0 0 0 0 1 1 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 5% 0% 0% 0% 0% 0% 0% 0% 5 - 9 3 0 0 0 0 0 3 2 1 1 0 0 1 1 1% 0% 0% 0% 0% 0% 15% 1% 1% 1% 0% 0% 1% 2%

4 1 0 0 0 0 0 1 1 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 5% 0% 0% 0% 0% 0% 0% 0% 3 3 0 0 0 0 1 1 2 0 0 0 2 1 0 1% 0% 0% 0% 0% 1% 5% 1% 0% 0% 0% 2% 1% 0% 2 17 1 0 1 1 12 2 10 6 0 3 7 4 2 3% 1% 0% 1% 1% 10% 10% 3% 5% 0% 3% 6% 2% 5% bcde j j

1 258 15 31 49 53 94 9 153 61 50 43 60 85 13 47% 13% 29% 54% 63% 76% 45% 46% 49% 48% 45% 48% 51% 32% b bc bc bcde m

none 247 97 69 37 23 15 2 154 51 51 44 54 69 21 45% 82% 65% 41% 27% 12% 10% 46% 41% 49% 46% 43% 41% 51% b bc bc bcde

mean: 0.8 0.2 0.3 0.6 0.7 1.0 8.0 1.0 0.7 0.5 0.5 0.7 0.6 0.6 b bc bc bcde

standard error: 0.22 0.04 0.05 0.06 0.06 0.05 6.01 0.36 0.07 0.07 0.06 0.06 0.05 0.18 median: 1 0 0 1 1 1 1 1 1 1 1 1 1 0 no answer 24 5 6 3 7 2 1 13 5 3 5 2 8 4 4% 4% 6% 3% 8% 2% 5% 4% 4% 3% 5% 2% 5% 10% e l



TABLE 034 page 1 Number of FT Employees: Service Manager Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


SERVICE MANAGER base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10 or more 4 0 0 0 0 0 4 2 2 0 2 0 1 0 1% 0% 0% 0% 0% 0% 20% 1% 2% 0% 2% 0% 1% 0% 5 - 9 7 0 0 0 0 1 6 5 2 2 0 3 1 0 1% 0% 0% 0% 0% 1% 30% 1% 2% 2% 0% 2% 1% 0% 4 6 0 0 0 0 4 0 1 2 0 1 3 2 0 1% 0% 0% 0% 0% 3% 0% 0% 2% 0% 1% 2% 1% 0% b

3 8 0 0 0 0 6 2 4 2 1 0 3 3 0 1% 0% 0% 0% 0% 5% 10% 1% 2% 1% 0% 2% 2% 0% bcde

2 29 0 0 3 4 21 1 19 7 4 3 5 13 1 5% 0% 0% 3% 5% 17% 5% 6% 6% 4% 3% 4% 8% 2% b bc bcde

1 148 9 20 17 37 57 5 85 40 33 27 33 40 9 27% 8% 19% 19% 44% 46% 25% 25% 32% 31% 28% 26% 24% 22% b b bcd bcd

none 348 108 86 69 41 35 2 218 67 64 61 77 107 31 63% 92% 81% 77% 49% 28% 10% 65% 54% 61% 64% 62% 64% 76% b b bcd bcde h

mean: 0.9 0.1 0.2 0.3 0.5 1.1 12.0 1.0 1.0 0.5 0.7 0.7 0.7 0.3 b b bcd bcde jlm




TABLE 035 page 1 Number of FT Employees: Sales Manager Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


SALES MANAGER base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10 or more 1 0 0 0 0 0 1 1 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 5% 0% 0% 0% 0% 0% 0% 0% 5 - 9 1 0 0 0 1 0 0 1 0 0 0 1 0 0 0% 0% 0% 0% 1% 0% 0% 0% 0% 0% 0% 1% 0% 0% 4 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 3 1 0 0 0 0 0 1 1 0 0 0 0 1 0 0% 0% 0% 0% 0% 0% 5% 0% 0% 0% 0% 0% 1% 0% 2 9 0 0 2 0 3 4 5 3 2 2 2 2 1 2% 0% 0% 2% 0% 2% 20% 1% 2% 2% 2% 2% 1% 2%

1 73 6 8 5 12 31 8 41 19 17 8 13 26 6 13% 5% 8% 6% 14% 25% 40% 12% 15% 16% 8% 10% 15% 15% b bcd

none 463 110 97 83 70 88 6 284 101 84 84 108 137 34 84% 93% 92% 92% 83% 71% 30% 85% 81% 80% 88% 86% 82% 83% b bcde

mean: 0.2 0.1 0.1 0.1 0.2 0.3 1.9 0.2 0.2 0.2 0.1 0.2 0.2 0.2 b bcd




TABLE 036 page 1 Number of FT Employees: Sales Person Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


SALES PERSON base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10 or more 7 0 0 0 1 1 5 4 3 0 1 2 3 0 1% 0% 0% 0% 1% 1% 25% 1% 2% 0% 1% 2% 2% 0% 5 - 9 22 0 0 1 1 7 13 16 3 5 2 7 4 2 4% 0% 0% 1% 1% 6% 65% 5% 2% 5% 2% 6% 2% 5% bc

4 5 0 0 0 0 4 0 2 1 2 1 1 1 0 1% 0% 0% 0% 0% 3% 0% 1% 1% 2% 1% 1% 1% 0% b

3 17 0 0 0 3 14 0 13 3 6 1 3 7 0 3% 0% 0% 0% 4% 11% 0% 4% 2% 6% 1% 2% 4% 0% bc bcde

2 21 1 1 4 3 10 1 12 6 3 3 5 7 0 4% 1% 1% 4% 4% 8% 5% 4% 5% 3% 3% 4% 4% 0% bc

1 77 9 9 13 13 29 0 47 13 20 12 23 15 3 14% 8% 8% 14% 15% 23% 0% 14% 10% 19% 13% 18% 9% 7% bc jl

none 392 107 92 70 61 55 1 234 93 66 75 81 126 35 71% 91% 87% 78% 73% 44% 5% 70% 75% 63% 79% 65% 75% 85% b bc bcde j k j jl

mean: 1.2 0.1 0.1 0.3 0.8 1.4 18.8 1.5 0.9 0.8 0.7 1.0 0.9 0.4 bc bcd




TABLE 037 page 1 Number of FT Employees: Customer Service Representative Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


CUSTOMER SERVICE REPRESENTATIVE (ADMINISTRATIVE) base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10 or more 12 0 0 0 0 1 11 7 3 2 1 3 2 2 2% 0% 0% 0% 0% 1% 55% 2% 2% 2% 1% 2% 1% 5% 5 - 9 38 0 0 0 0 28 8 24 8 5 7 12 10 0 7% 0% 0% 0% 0% 23% 40% 7% 6% 5% 7% 10% 6% 0% bcde l

4 12 0 0 1 0 10 1 9 2 4 1 0 7 0 2% 0% 0% 1% 0% 8% 5% 3% 2% 4% 1% 0% 4% 0% bcde j l

3 37 0 0 2 1 32 0 26 6 7 5 11 11 1 7% 0% 0% 2% 1% 26% 0% 8% 5% 7% 5% 9% 7% 2% bcde

2 43 0 1 6 13 20 0 21 14 12 8 5 13 2 8% 0% 1% 7% 15% 16% 0% 6% 11% 11% 8% 4% 8% 5% bc bc bcd j

1 106 12 19 23 27 23 0 65 23 24 15 23 33 10 19% 10% 18% 26% 32% 19% 0% 19% 19% 23% 16% 18% 20% 24% b bc e

none 281 103 81 50 35 9 0 166 65 48 55 68 79 24 51% 87% 76% 56% 42% 7% 0% 49% 52% 46% 58% 54% 47% 59% b bc bc bcde

mean: 1.7 0.1 0.2 0.5 0.7 3.1 18.4 1.9 1.6 1.4 1.3 1.5 1.4 1.1 bc bc bcde

standard error: 0.29 0.03 0.04 0.09 0.09 0.20 6.63 0.46 0.33 0.23 0.35 0.24 0.21 0.50 median: 0 0 0 0 1 3 12 0 0 1 0 0 0 0 no answer 25 3 5 8 8 1 0 18 3 3 3 3 13 2 5% 3% 5% 9% 10% 1% 0% 5% 2% 3% 3% 2% 8% 5% b b de l



TABLE 038 page 1 Number of FT Employees: Pest Management Service Technician Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


PEST MANAGEMENT SERVICE TECHNICIAN (PMST) base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10 or more 87 0 0 0 3 61 19 49 26 17 14 24 24 3 16% 0% 0% 0% 4% 49% 95% 15% 21% 16% 15% 19% 14% 7% bc bcde

5 - 9 89 2 2 5 31 46 1 52 22 16 17 15 29 7 16% 2% 2% 6% 37% 37% 5% 15% 18% 15% 18% 12% 17% 17% bcd bcd

4 32 0 2 12 14 4 0 18 7 6 5 7 10 3 6% 0% 2% 13% 17% 3% 0% 5% 6% 6% 5% 6% 6% 7% bc bc bde

3 45 1 5 21 17 1 0 29 11 10 4 10 16 4 8% 1% 5% 23% 20% 1% 0% 9% 9% 10% 4% 8% 10% 10% bc bc de

2 65 3 25 27 7 3 0 43 12 11 16 16 16 6 12% 3% 24% 30% 8% 2% 0% 13% 10% 10% 17% 13% 10% 15% b b cd cd

1 79 27 33 12 5 1 0 47 15 18 13 18 24 5 14% 23% 31% 13% 6% 1% 0% 14% 12% 17% 14% 14% 14% 12% c bc bcde

none 124 65 35 10 5 5 0 74 27 21 20 27 39 10 22% 55% 33% 11% 6% 4% 0% 22% 22% 20% 21% 22% 23% 24% b bc bc bcd

mean: 6.4 0.5 1.1 2.3 4.2 10.7 61.8 6.5 7.8 5.8 7.5 5.0 4.8 4.5 b bc bcd bcde

standard error: 0.89 0.10 0.12 0.15 0.31 0.59 19.05 1.34 1.67 1.03 2.18 0.59 0.60 1.63 median: 2 0 1 2 4 10 34 2 3 2 2 2 3 2 no answer 33 20 4 3 2 3 0 24 4 6 6 8 10 3 6% 17% 4% 3% 2% 2% 0% 7% 3% 6% 6% 6% 6% 7% b b b b



TABLE 039 page 1 Number of FT Employees: Termite Technician, Baiting Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


TERMITE TECHNICIAN, BAITING base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10 or more 3 0 0 0 0 1 2 2 1 1 0 1 0 0 1% 0% 0% 0% 0% 1% 10% 1% 1% 1% 0% 1% 0% 0% 5 - 9 7 0 0 0 1 4 1 5 1 3 1 3 0 0 1% 0% 0% 0% 1% 3% 5% 1% 1% 3% 1% 2% 0% 0% b jl

4 5 0 0 0 0 3 2 4 0 0 0 3 2 0 1% 0% 0% 0% 0% 2% 10% 1% 0% 0% 0% 2% 1% 0%

3 9 0 0 2 1 4 2 6 2 2 1 2 4 0 2% 0% 0% 2% 1% 3% 10% 2% 2% 2% 1% 2% 2% 0% b

2 27 0 3 1 4 15 2 19 4 5 5 6 8 0 5% 0% 3% 1% 5% 12% 10% 6% 3% 5% 5% 5% 5% 0% b bcd

1 47 5 6 9 6 18 2 26 10 15 6 14 9 0 8% 4% 6% 10% 7% 15% 10% 8% 8% 14% 6% 11% 5% 0% bc j jl

none 448 110 95 77 72 77 9 269 104 78 78 95 143 41 81% 93% 90% 86% 86% 62% 45% 80% 84% 74% 82% 76% 85% 100% bcde jl jklm

mean: 0.4 0.0 0.1 0.2 0.3 0.9 2.8 0.5 0.3 0.6 0.3 0.6 0.3 0.0 b b bcde k l jklm




TABLE 040 page 1 Number of FT Employees: Termite Technician, Liquid Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


TERMITE TECHNICIAN, LIQUID base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10 or more 4 1 0 0 1 0 2 4 0 1 1 1 0 0 1% 1% 0% 0% 1% 0% 10% 1% 0% 1% 1% 1% 0% 0% 5 - 9 11 0 0 0 0 7 4 8 2 1 0 6 4 0 2% 0% 0% 0% 0% 6% 20% 2% 2% 1% 0% 5% 2% 0% bcde k

4 3 0 0 1 0 1 1 3 0 0 0 3 0 0 1% 0% 0% 1% 0% 1% 5% 1% 0% 0% 0% 2% 0% 0% l

3 19 0 0 4 5 9 0 13 0 2 0 8 7 0 3% 0% 0% 4% 6% 7% 0% 4% 0% 2% 0% 6% 4% 0% bc bc bc h k k

2 39 0 4 6 4 21 1 27 3 9 3 13 11 0 7% 0% 4% 7% 5% 17% 5% 8% 2% 9% 3% 10% 7% 0% b b b bcde h k l

1 74 6 10 19 14 22 1 49 12 21 11 24 17 0 13% 5% 9% 21% 17% 18% 5% 15% 10% 20% 12% 19% 10% 0% bc b b jl jklm

none 385 106 90 56 55 62 11 222 104 71 76 64 120 41 69% 90% 85% 62% 65% 50% 55% 66% 84% 68% 80% 51% 71% 100% bc bc bce h j jk l jklm

mean: 0.8 0.1 0.2 0.5 0.7 1.1 6.7 1.0 0.3 0.7 0.3 1.1 0.5 0.0 bc b bcd h k l jklm

standard error: 0.18 0.09 0.05 0.10 0.27 0.15 4.30 0.28 0.10 0.21 0.12 0.17 0.09 0.00 median: 0 0 0 0 0 0 0 0 0 0 0 0 0 0 no answer 19 5 2 4 5 2 0 10 3 0 4 6 9 0 3% 4% 2% 4% 6% 2% 0% 3% 2% 0% 4% 5% 5% 0% j j j



TABLE 041 page 1 Number of FT Employees: Lawn Technician Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


LAWN TECHNICIAN base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10 or more 7 0 0 0 0 2 4 6 0 1 0 3 2 0 1% 0% 0% 0% 0% 2% 20% 2% 0% 1% 0% 2% 1% 0% 5 - 9 5 0 0 0 0 3 2 4 1 0 1 2 2 0 1% 0% 0% 0% 0% 2% 10% 1% 1% 0% 1% 2% 1% 0%

4 1 0 0 0 1 0 0 1 0 0 0 0 1 0 0% 0% 0% 0% 1% 0% 0% 0% 0% 0% 0% 0% 1% 0% 3 4 1 1 0 2 0 0 3 0 0 0 2 0 2 1% 1% 1% 0% 2% 0% 0% 1% 0% 0% 0% 2% 0% 5% jkm

2 9 0 1 2 2 2 1 7 1 1 0 6 2 0 2% 0% 1% 2% 2% 2% 5% 2% 1% 1% 0% 5% 1% 0% k

1 21 3 3 4 2 9 0 15 4 3 1 3 12 0 4% 3% 3% 4% 2% 7% 0% 4% 3% 3% 1% 2% 7% 0% k

none 504 112 101 84 77 107 13 298 117 100 92 108 148 39 91% 95% 95% 93% 92% 86% 65% 89% 94% 95% 97% 86% 88% 95% bc jk jk

mean: 0.7 0.1 0.1 0.1 0.2 0.5 14.7 1.1 0.1 0.1 0.1 0.6 0.7 0.1 bcd jk




TABLE 042 page 1 Number of FT Employees: Wildlife Technician Please review the job descriptions and indicate the number of FULL-TIME employees in each position at your company (including all locations) as of July 1, 2015.


WILDLIFE TECHNICIAN base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10 or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 5 - 9 6 0 0 1 1 2 2 3 2 1 0 1 0 1 1% 0% 0% 1% 1% 2% 10% 1% 2% 1% 0% 1% 0% 2% m

4 1 0 0 0 1 0 0 0 0 0 0 0 0 1 0% 0% 0% 0% 1% 0% 0% 0% 0% 0% 0% 0% 0% 2% m

3 2 0 0 0 0 2 0 2 0 1 0 1 0 0 0% 0% 0% 0% 0% 2% 0% 1% 0% 1% 0% 1% 0% 0% 2 19 0 0 2 3 12 2 15 1 7 2 4 5 1 3% 0% 0% 2% 4% 10% 10% 4% 1% 7% 2% 3% 3% 2% bc bcd

1 40 4 6 5 7 15 2 18 14 7 9 11 7 3 7% 3% 6% 6% 8% 12% 10% 5% 11% 7% 9% 9% 4% 7% b h

none 472 109 98 79 71 90 14 291 103 86 83 106 149 34 85% 92% 92% 88% 85% 73% 70% 87% 83% 82% 87% 85% 89% 83% bcde

mean: 0.2 0.0 0.1 0.2 0.3 0.5 1.0 0.2 0.2 0.3 0.1 0.2 0.1 0.4 bc bcd j




TABLE 043 page 1 General/Branch Manager: Average Length of Employment 17. What is the average length of employment for full-time employees in this position at your company?


GENERAL/BRANCH MANAGER base: those whose companies employ at least one full-time 344 35 57 57 58 108 19 202 82 55 58 80 116 23 General/Branch Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 30 years or more 42 4 10 7 8 10 2 21 13 6 10 11 11 3 12% 11% 18% 12% 14% 9% 11% 10% 16% 11% 17% 14% 9% 13% 20 - 29 years 65 4 8 10 7 29 4 37 15 10 15 15 19 3 19% 11% 14% 18% 12% 27% 21% 18% 18% 18% 26% 19% 16% 13% e

15 - 19 years 36 4 5 2 8 13 2 21 7 4 7 6 17 1 10% 11% 9% 4% 14% 12% 11% 10% 9% 7% 12% 8% 15% 4%

10 - 14 years 58 5 9 12 11 19 2 35 12 14 8 16 15 3 17% 14% 16% 21% 19% 18% 11% 17% 15% 25% 14% 20% 13% 13% j

5 - 9 years 82 4 14 15 15 24 7 49 20 12 9 19 28 11 24% 11% 25% 26% 26% 22% 37% 24% 24% 22% 16% 24% 24% 48%

3 - 4 years 38 6 8 6 9 7 1 24 9 5 6 10 13 2 11% 17% 14% 11% 16% 6% 5% 12% 11% 9% 10% 13% 11% 9%

1 - 2 years 15 6 1 4 0 3 1 11 4 4 1 2 8 0 4% 17% 2% 7% 0% 3% 5% 5% 5% 7% 2% 3% 7% 0% b bd b

less than 1 year 4 1 2 0 0 1 0 2 1 0 1 0 3 0 1% 3% 4% 0% 0% 1% 0% 1% 1% 0% 2% 0% 3% 0% mean: 14.8 12.3 14.8 14.1 14.5 16.1 14.7 14.2 15.2 14.4 17.4 15.1 13.8 13.5 b k




TABLE 044 page 1 General/Branch Manager: Average Hours Worked Per Week 18. What is the average number of hours worked per week by full-time employees in this position at your company?


GENERAL/BRANCH MANAGER base: those whose companies employ at least one full-time General/Branch Manager 344 35 57 57 58 108 19 202 82 55 58 80 116 23 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 70 or more 8 1 4 2 1 0 0 3 1 1 2 2 2 1 2% 3% 7% 4% 2% 0% 0% 1% 1% 2% 3% 3% 2% 4% c

60 - 69 35 4 7 5 4 11 3 22 8 7 5 7 13 2 10% 11% 12% 9% 7% 10% 16% 11% 10% 13% 9% 9% 11% 9% 50 - 59 104 11 12 14 18 36 10 50 31 15 26 16 34 5 30% 31% 21% 25% 31% 33% 53% 25% 38% 27% 45% 20% 29% 22% h k k

41 - 49 51 3 3 6 9 26 3 30 18 10 7 18 11 4 15% 9% 5% 11% 16% 24% 16% 15% 22% 18% 12% 23% 9% 17% bcd l

40 128 14 24 25 25 33 3 86 22 19 15 29 53 10 37% 40% 42% 44% 43% 31% 16% 43% 27% 35% 26% 36% 46% 43% h k

35 - 39 14 1 7 4 1 1 0 9 1 2 3 6 2 1 4% 3% 12% 7% 2% 1% 0% 4% 1% 4% 5% 8% 2% 4% c cd l

mean: 46.8 47.2 46.9 45.9 46.1 47.1 49.8 46.0 47.6 47.3 47.9 45.7 46.5 46.9 k




TABLE 045 page 1 General/Branch Manager: Primary Type of Pay Plan Offered 19. What type of pay plan does your company primarily offer to full-time employees in this position?


GENERAL/BRANCH MANAGER base: those whose companies employ at least one full-time 344 35 57 57 58 108 19 202 82 55 58 80 116 23 General/Branch Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% base salary plus bonus 99 2 11 12 13 46 13 62 26 15 19 29 26 2 29% 6% 19% 21% 22% 43% 68% 31% 32% 27% 33% 36% 22% 9% b b bcde l

base salary only 75 17 11 17 14 15 0 44 15 11 11 15 32 6 22% 49% 19% 30% 24% 14% 0% 22% 18% 20% 19% 19% 28% 26% b b bd

base salary plus commission 37 1 7 6 9 14 0 17 13 5 5 10 13 4 11% 3% 12% 11% 16% 13% 0% 8% 16% 9% 9% 13% 11% 17%

base salary plus commission & 33 1 4 4 7 9 6 16 11 5 6 13 5 3 bonus 10% 3% 7% 7% 12% 8% 32% 8% 13% 9% 10% 16% 4% 13% l

hourly plus commission 20 1 5 4 1 8 0 12 4 6 6 3 4 1 6% 3% 9% 7% 2% 7% 0% 6% 5% 11% 10% 4% 3% 4%

hourly only 19 1 6 2 5 4 0 14 4 5 0 2 9 3 6% 3% 11% 4% 9% 4% 0% 7% 5% 9% 0% 3% 8% 13% j k

hourly plus bonus 11 0 3 2 3 3 0 7 0 2 4 1 3 1 3% 0% 5% 4% 5% 3% 0% 3% 0% 4% 7% 1% 3% 4%

commission only 10 2 3 1 2 0 0 5 2 0 1 3 6 0 3% 6% 5% 2% 3% 0% 0% 2% 2% 0% 2% 4% 5% 0% bc

hourly plus commission & bonus 7 0 0 1 2 4 0 4 2 2 0 2 3 0 2% 0% 0% 2% 3% 4% 0% 2% 2% 4% 0% 3% 3% 0% commission plus bonus 6 0 2 2 0 2 0 4 1 0 2 1 1 0 2% 0% 4% 4% 0% 2% 0% 2% 1% 0% 3% 1% 1% 0% draw against commission 3 0 1 0 1 1 0 3 0 1 1 0 1 0 1% 0% 2% 0% 2% 1% 0% 1% 0% 2% 2% 0% 1% 0% other 20 9 4 5 1 1 0 12 3 2 2 1 11 3 6% 26% 7% 9% 2% 1% 0% 6% 4% 4% 3% 1% 9% 13% b b b bcd l

no answer 4 1 0 1 0 1 0 2 1 1 1 0 2 0 1% 3% 0% 2% 0% 1% 0% 1% 1% 2% 2% 0% 2% 0%



TABLE 046 page 1 General/Branch Manager: Basis for Commissions 20. What are commissions for this position based on (if offered)?


GENERAL/BRANCH MANAGER base: those whose companies employ at least one full-time General/Branch Manager 344 35 57 57 58 108 19 202 82 55 58 80 116 23 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% percent of sales 83 2 19 13 17 27 2 42 26 13 13 23 25 6 24% 6% 33% 23% 29% 25% 11% 21% 32% 24% 22% 29% 22% 26% b b b b

percent of service or 45 3 8 6 11 12 3 21 11 2 9 11 16 5 production 13% 9% 14% 11% 19% 11% 16% 10% 13% 4% 16% 14% 14% 22% j j

years of service 9 0 2 0 3 4 0 6 3 1 3 3 0 1 3% 0% 4% 0% 5% 4% 0% 3% 4% 2% 5% 4% 0% 4% kl

certification level 8 0 2 0 4 1 1 3 3 0 2 2 1 1 2% 0% 4% 0% 7% 1% 5% 1% 4% 0% 3% 3% 1% 4% d e

balanced scorecard 3 1 0 0 0 1 1 1 2 2 0 0 0 0 1% 3% 0% 0% 0% 1% 5% 0% 2% 4% 0% 0% 0% 0% j

route value 1 0 0 0 0 1 0 0 1 0 0 0 1 0 0% 0% 0% 0% 0% 1% 0% 0% 1% 0% 0% 0% 1% 0% other 13 4 3 1 0 4 1 10 1 3 2 1 6 1 4% 11% 5% 2% 0% 4% 5% 5% 1% 5% 3% 1% 5% 4% b b

indicated at least one 124 9 26 19 23 37 5 66 32 20 22 31 39 9 36% 26% 46% 33% 40% 34% 26% 33% 39% 36% 38% 39% 34% 39%

commissions not offered for 205 23 30 36 34 66 12 127 47 31 34 46 72 13 this position 60% 66% 53% 63% 59% 61% 63% 63% 57% 56% 59% 58% 62% 57% no answer 15 3 1 2 1 5 2 9 3 4 2 3 5 1 4% 9% 2% 4% 2% 5% 11% 4% 4% 7% 3% 4% 4% 4%



TABLE 047 page 1 General/Branch Manager: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


GENERAL/BRANCH MANAGER base: those whose companies employ at least one full-time General/Branch Manager 344 35 57 57 58 108 19 202 82 55 58 80 116 23 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% profits 86 3 11 9 9 38 16 54 22 16 18 23 20 2 25% 9% 19% 16% 16% 35% 84% 27% 27% 29% 31% 29% 17% 9% bcde k

revenue level 71 2 8 6 14 30 10 42 20 10 13 19 18 5 21% 6% 14% 11% 24% 28% 53% 21% 24% 18% 22% 24% 16% 22% b bcd

annual growth 59 1 9 7 7 23 11 37 15 11 11 14 16 1 17% 3% 16% 12% 12% 21% 58% 18% 18% 20% 19% 18% 14% 4% b

productivity/efficiency 40 1 8 4 6 16 5 22 10 7 9 11 7 3 12% 3% 14% 7% 10% 15% 26% 11% 12% 13% 16% 14% 6% 13% k

customer satisfaction 34 0 5 6 2 13 8 22 8 5 8 9 6 2 10% 0% 9% 11% 3% 12% 42% 11% 10% 9% 14% 11% 5% 9% b b k

quality 31 1 5 4 3 13 5 21 8 8 5 3 8 2 9% 3% 9% 7% 5% 12% 26% 10% 10% 15% 9% 4% 7% 9% j

cancellations 23 0 1 1 2 12 6 15 6 2 2 6 9 0 7% 0% 2% 2% 3% 11% 32% 7% 7% 4% 3% 8% 8% 0% bcd

branch goal attainment 19 1 3 0 3 8 4 9 8 3 2 6 8 0 6% 3% 5% 0% 5% 7% 21% 4% 10% 5% 3% 8% 7% 0% d

department goal attainment 13 0 2 1 0 6 3 6 5 3 2 3 2 0 4% 0% 4% 2% 0% 6% 16% 3% 6% 5% 3% 4% 2% 0%

attendance 12 0 3 3 2 3 1 10 1 2 3 2 2 2 3% 0% 5% 5% 3% 3% 5% 5% 1% 4% 5% 3% 2% 9% individual goal attainment 12 0 1 2 1 5 2 5 6 2 1 1 3 1 3% 0% 2% 4% 2% 5% 11% 2% 7% 4% 2% 1% 3% 4%

turnover 9 0 1 0 1 6 1 4 4 2 2 1 1 2 3% 0% 2% 0% 2% 6% 5% 2% 5% 4% 3% 1% 1% 9%



TABLE 047 page 2 General/Branch Manager: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


GENERAL/BRANCH MANAGER base: those whose companies employ at least one full-time General/Branch Manager 344 35 57 57 58 108 19 202 82 55 58 80 116 23 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% chargeable accidents 9 0 2 1 0 4 2 5 4 1 2 2 1 0 3% 0% 4% 2% 0% 4% 11% 2% 5% 2% 3% 3% 1% 0% unserviced accounts 8 0 0 0 1 6 1 3 4 1 2 2 1 0 2% 0% 0% 0% 2% 6% 5% 1% 5% 2% 3% 3% 1% 0%

market share 4 0 0 3 0 1 0 4 0 2 0 2 0 0 1% 0% 0% 5% 0% 1% 0% 2% 0% 4% 0% 3% 0% 0% j

other 24 4 6 1 0 11 0 17 3 3 4 4 11 2 7% 11% 11% 2% 0% 10% 0% 8% 4% 5% 7% 5% 9% 9% b bc de

indicated at least one 170 8 22 21 26 70 19 104 41 28 33 47 45 7 49% 23% 39% 37% 45% 65% 100% 51% 50% 51% 57% 59% 39% 30% b bcde kl

bonuses not offered for this 167 24 35 34 31 38 0 95 39 27 23 32 68 16 position 49% 69% 61% 60% 53% 35% 0% 47% 48% 49% 40% 40% 59% 70% bcde kl

no answer 7 3 0 2 1 0 0 3 2 0 2 1 3 0 2% 9% 0% 4% 2% 0% 0% 1% 2% 0% 3% 1% 3% 0% b b



TABLE 048 page 1 General/Branch Manager: Basis for Pay Increases 22. On what basis are pay increases determined for this position?


GENERAL/BRANCH MANAGER base: those whose companies employ at least one full-time General/Branch Manager 344 35 57 57 58 108 19 202 82 55 58 80 116 23 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% merit 170 8 32 21 30 64 11 101 47 32 23 46 49 13 49% 23% 56% 37% 52% 59% 58% 50% 57% 58% 40% 58% 42% 57% b c b bd j k l

cost of living 78 6 12 6 20 26 7 51 16 11 13 22 21 7 23% 17% 21% 11% 34% 24% 37% 25% 20% 20% 22% 28% 18% 30% d d

across-the-board same rate 17 0 2 5 3 6 0 9 3 1 3 7 5 0 5% 0% 4% 9% 5% 6% 0% 4% 4% 2% 5% 9% 4% 0%

other 74 8 13 12 11 23 5 38 21 13 13 14 26 6 22% 23% 23% 21% 19% 21% 26% 19% 26% 24% 22% 18% 22% 26% indicated at least one 286 19 48 42 51 100 18 166 71 50 46 70 87 21 83% 54% 84% 74% 88% 93% 95% 82% 87% 91% 79% 88% 75% 91% b b bd jl

none - position not eligible 48 12 9 11 7 6 1 28 10 5 9 9 23 2 for pay increases 14% 34% 16% 19% 12% 6% 5% 14% 12% 9% 16% 11% 20% 9% b b bcd

no answer 10 4 0 4 0 2 0 8 1 0 3 1 6 0 3% 11% 0% 7% 0% 2% 0% 4% 1% 0% 5% 1% 5% 0% b c bd b



TABLE 049 page 1 General/Branch Manager: Average Pay Increase 23. What is the projected (or actual, if already awarded) average pay increase for this position this year?


GENERAL/BRANCH MANAGER base: those whose companies employ at least one full-time 344 35 57 57 58 108 19 202 82 55 58 80 116 23 General/Branch Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10% or more 11 2 2 1 1 4 1 8 1 2 1 3 3 1 3% 6% 4% 2% 2% 4% 5% 4% 1% 4% 2% 4% 3% 4% 8% - 9.9% 5 0 1 0 0 3 1 3 1 1 0 1 1 0 1% 0% 2% 0% 0% 3% 5% 1% 1% 2% 0% 1% 1% 0% 6% - 7.9% 12 2 2 2 3 2 1 9 2 2 3 3 3 1 3% 6% 4% 4% 5% 2% 5% 4% 2% 4% 5% 4% 3% 4% 4% - 5.9% 49 0 13 3 10 17 4 25 16 14 9 9 15 1 14% 0% 23% 5% 17% 16% 21% 12% 20% 25% 16% 11% 13% 4% b c bd bd j j

3% - 3.9% 62 3 3 11 10 26 7 34 17 9 7 18 18 8 18% 9% 5% 19% 17% 24% 37% 17% 21% 16% 12% 23% 16% 35% c c bc

2% - 2.9% 72 3 11 16 14 26 2 41 18 10 16 17 20 7 21% 9% 19% 28% 24% 24% 11% 20% 22% 18% 28% 21% 17% 30% b b

less than 2% 39 4 6 4 8 13 2 26 5 6 7 11 10 2 11% 11% 11% 7% 14% 12% 11% 13% 6% 11% 12% 14% 9% 9%

0% 89 18 19 18 12 17 1 53 21 11 14 17 43 3 26% 51% 33% 32% 21% 16% 5% 26% 26% 20% 24% 21% 37% 13% b bcd jl

mean: 2.7% 1.7% 2.7% 2.2% 2.7% 3.1% 4.1% 2.7% 2.7% 3.2% 2.6% 2.8% 2.3% 3.0% b bd j

standard error: 0.13% 0.51% 0.36% 0.29% 0.29% 0.23% 0.58% 0.18% 0.25% 0.34% 0.30% 0.28% 0.23% 0.46% median: 3% 0% 2% 2% 3% 3% 4% 2% 3% 3% 2% 3% 2% 3% no answer 5 3 0 2 0 0 0 3 1 0 1 1 3 0 1% 9% 0% 4% 0% 0% 0% 1% 1% 0% 2% 1% 3% 0% b b b



TABLE 050 page 1 General/Branch Manager: Proportion Offering Overtime Compensation 24. Does your company offer overtime compensation to full-time employees in this position?


GENERAL/BRANCH MANAGER base: those whose companies employ at least one full-time 344 35 57 57 58 108 19 202 82 55 58 80 116 23 General/Branch Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% yes 87 4 19 14 17 31 0 50 24 16 14 13 31 11 25% 11% 33% 25% 29% 29% 0% 25% 29% 29% 24% 16% 27% 48% b b b

no 249 29 38 41 38 76 19 148 57 39 42 65 82 12 72% 83% 67% 72% 66% 70% 100% 73% 70% 71% 72% 81% 71% 52%

no answer 8 2 0 2 3 1 0 4 1 0 2 2 3 0 2% 6% 0% 4% 5% 1% 0% 2% 1% 0% 3% 3% 3% 0%



TABLE 051 page 1 General/Branch Manager: Average Annual Base Salary 25. As of July 1, 2015, what was the average annual base salary for this position (in U.S. dollars)?


GENERAL/BRANCH MANAGER: AVERAGE ANNUAL BASE SALARY base: those whose companies employ at least one full-time General/Branch Manager 344 35 57 57 58 108 19 202 82 55 58 80 116 23 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $100,000 or more 21 0 1 3 3 11 3 15 5 8 1 2 7 2 6% 0% 2% 5% 5% 10% 16% 7% 6% 15% 2% 3% 6% 9% bc j j

$80,000 - $99,999 26 0 0 3 2 17 3 13 8 5 6 4 8 1 8% 0% 0% 5% 3% 16% 16% 6% 10% 9% 10% 5% 7% 4% bcde

$60,000 - $79,999 71 2 7 8 16 30 6 40 18 10 8 18 25 6 21% 6% 12% 14% 28% 28% 32% 20% 22% 18% 14% 23% 22% 26% bc bcd

$50,000 - $59,999 42 6 6 4 6 16 3 24 10 5 11 6 16 3 12% 17% 11% 7% 10% 15% 16% 12% 12% 9% 19% 8% 14% 13% k

$40,000 - $49,999 42 3 8 8 15 6 1 29 8 3 9 11 13 5 12% 9% 14% 14% 26% 6% 5% 14% 10% 5% 16% 14% 11% 22% b e

$30,000 - $39,999 56 6 16 15 7 12 0 38 10 15 5 20 15 1 16% 17% 28% 26% 12% 11% 0% 19% 12% 27% 9% 25% 13% 4% c cd j k jl

less than $30,000 31 8 7 5 3 8 0 16 8 2 9 6 13 1 9% 23% 12% 9% 5% 7% 0% 8% 10% 4% 16% 8% 11% 4% b b j

$0 20 5 7 2 3 3 0 13 3 1 4 4 9 0 6% 14% 12% 4% 5% 3% 0% 6% 4% 2% 7% 5% 8% 0% bc

n: 309 30 52 48 55 103 16 188 70 49 53 71 106 19 75th percentile (thousands): $65.0 $50.0 $50.0 $63.8 $62.5 $80.0 $88.8 $65.0 $75.0 $81.5 $60.0 $62.4 $65.3 $75.0 50th percentile (median): $50.0 $35.0 $35.0 $42.0 $45.0 $60.0 $72.5 $48.0 $52.0 $52.0 $47.8 $42.0 $50.0 $56.2 25th percentile: $34.3 $19.5 $26.5 $32.5 $40.0 $40.3 $58.9 $33.8 $36.0 $35.4 $29.8 $31.2 $30.9 $43.0 no answer 35 5 5 9 3 5 3 14 12 6 5 9 10 4 10% 14% 9% 16% 5% 5% 16% 7% 15% 11% 9% 11% 9% 17% d h



TABLE 052 page 1 General/Branch Manager: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


GENERAL/BRANCH MANAGER: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employ at least one full-time 344 35 57 57 58 108 19 202 82 55 58 80 116 23 General/Branch Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% did not have full-time employees in this position all 12 months 41 19 8 6 2 4 0 25 10 5 6 7 20 2 prior to July 1, 2015 12% 54% 14% 11% 3% 4% 0% 12% 12% 9% 10% 9% 17% 9% b b bc bc

no answer 35 5 5 9 3 5 3 14 12 6 5 9 10 4 10% 14% 9% 16% 5% 5% 16% 7% 15% 11% 9% 11% 9% 17% d h

base: those whose companies employed at least one full-time General/Branch Manager all 12 months prior to July 1, 2015 268 11 44 42 53 99 16 163 60 44 47 64 86 17 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $80,000 or more 8 0 2 0 0 5 1 5 2 1 1 0 6 0 3% 0% 5% 0% 0% 5% 6% 3% 3% 2% 2% 0% 7% 0% l

$60,000 - $79,999 12 1 1 3 3 3 1 7 2 2 0 3 5 1 4% 9% 2% 7% 6% 3% 6% 4% 3% 5% 0% 5% 6% 6%

$40,000 - $59,999 31 2 8 3 5 13 0 21 5 7 6 6 10 1 12% 18% 18% 7% 9% 13% 0% 13% 8% 16% 13% 9% 12% 6% $30,000 - $39,999 11 0 4 3 1 1 2 8 3 1 2 2 3 0 4% 0% 9% 7% 2% 1% 13% 5% 5% 2% 4% 3% 3% 0% cd

$20,000 - $29,999 21 1 1 2 6 9 0 10 3 4 3 5 5 2 8% 9% 2% 5% 11% 9% 0% 6% 5% 9% 6% 8% 6% 12%

$10,000 - $19,999 59 0 6 6 12 26 9 33 21 6 14 17 14 6 22% 0% 14% 14% 23% 26% 56% 20% 35% 14% 30% 27% 16% 35% h

$5,000 - $9,999 41 2 4 6 8 19 1 25 8 4 6 16 11 3 15% 18% 9% 14% 15% 19% 6% 15% 13% 9% 13% 25% 13% 18% j

$1,000 - $4,999 26 2 4 6 6 7 1 14 7 7 8 4 7 0 10% 18% 9% 14% 11% 7% 6% 9% 12% 16% 17% 6% 8% 0%

less than $1,000 3 0 1 1 0 1 0 1 0 0 1 0 2 0 1% 0% 2% 2% 0% 1% 0% 1% 0% 0% 2% 0% 2% 0%



TABLE 052 page 2 General/Branch Manager: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


GENERAL/BRANCH MANAGER: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employed at least one full-time General/Branch Manager all 12 months prior to July 1, 2015 268 11 44 42 53 99 16 163 60 44 47 64 86 17 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% no other cash compensation 56 3 13 12 12 15 1 39 9 12 6 11 23 4 received 21% 27% 30% 29% 23% 15% 6% 24% 15% 27% 13% 17% 27% 24% c

75th percentile (thousands): $25.0 $48.0 $39.5 $25.0 $20.0 $25.0 $26.3 $30.0 $19.3 $28.8 $20.0 $19.6 $32.5 $18.0 50th percentile (median): $10.0 $5.0 $7.5 $5.0 $10.0 $10.0 $12.0 $10.0 $10.0 $7.0 $10.0 $10.0 $9.0 $10.0 25th percentile: $2.5 $0.0 $0.0 $0.0 $2.6 $5.0 $10.0 $1.0 $4.0 $0.0 $3.0 $5.0 $0.0 $2.5



TABLE 053 page 1 Office Manager: Average Length of Employment 17. What is the average length of employment for full-time employees in this position at your company?


OFFICE MANAGER base: those whose companies employ at least one full-time 283 16 31 50 54 107 17 169 68 51 46 69 91 16 Office Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 30 years or more 14 2 6 0 3 3 0 7 7 1 5 1 6 1 5% 13% 19% 0% 6% 3% 0% 4% 10% 2% 11% 1% 7% 6% c c c k

20 - 29 years 31 1 4 5 5 15 0 22 4 6 5 7 12 1 11% 6% 13% 10% 9% 14% 0% 13% 6% 12% 11% 10% 13% 6% 15 - 19 years 26 2 2 3 8 8 2 12 5 5 4 6 8 1 9% 13% 6% 6% 15% 7% 12% 7% 7% 10% 9% 9% 9% 6% 10 - 14 years 51 2 1 12 6 25 2 29 15 12 8 12 15 3 18% 13% 3% 24% 11% 23% 12% 17% 22% 24% 17% 17% 16% 19% c c

5 - 9 years 88 3 7 16 19 35 7 54 18 17 8 26 26 6 31% 19% 23% 32% 35% 33% 41% 32% 26% 33% 17% 38% 29% 38% k

3 - 4 years 33 1 1 7 6 12 5 19 9 6 8 7 9 2 12% 6% 3% 14% 11% 11% 29% 11% 13% 12% 17% 10% 10% 13% 1 - 2 years 18 2 5 3 5 3 0 12 5 1 5 6 5 0 6% 13% 16% 6% 9% 3% 0% 7% 7% 2% 11% 9% 5% 0% c

less than 1 year 12 2 2 2 0 4 1 8 2 2 1 1 7 1 4% 13% 6% 4% 0% 4% 6% 5% 3% 4% 2% 1% 8% 6%

mean: 11.5 11.8 14.1 10.1 11.7 11.8 7.8 11.3 11.8 11.5 12.4 10.5 12.0 10.9 standard error: 0.49 2.62 2.15 0.96 1.12 0.74 1.14 0.64 1.07 1.02 1.43 0.87 0.93 2.04 median: 9 10 10 9 9 10 7 9 10 10 10 9 9 9 no answer 10 1 3 2 2 2 0 6 3 1 2 3 3 1 4% 6% 10% 4% 4% 2% 0% 4% 4% 2% 4% 4% 3% 6% c



TABLE 054 page 1 Office Manager: Average Hours Worked Per Week 18. What is the average number of hours worked per week by full-time employees in this position at your company?


OFFICE MANAGER base: those whose companies employ at least one full-time Office Manager 283 16 31 50 54 107 17 169 68 51 46 69 91 16 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 70 or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 60 - 69 10 2 3 1 4 0 0 5 4 1 3 1 3 2 4% 13% 10% 2% 7% 0% 0% 3% 6% 2% 7% 1% 3% 13% ce

50 - 59 40 2 5 3 8 18 3 18 13 8 9 6 11 3 14% 13% 16% 6% 15% 17% 18% 11% 19% 16% 20% 9% 12% 19%

41 - 49 48 0 1 8 5 27 6 34 8 11 11 13 7 2 17% 0% 3% 16% 9% 25% 35% 20% 12% 22% 24% 19% 8% 13% ce jkl

40 165 10 19 30 35 58 8 101 37 29 19 40 67 7 58% 63% 61% 60% 65% 54% 47% 60% 54% 57% 41% 58% 74% 44% jkl

35 - 39 8 0 1 5 0 2 0 5 2 0 2 5 0 1 3% 0% 3% 10% 0% 2% 0% 3% 3% 0% 4% 7% 0% 6% d d j kl

mean: 43.1 44.9 43.8 41.4 43.6 43.1 43.7 42.8 43.7 43.3 44.6 41.9 42.5 44.9 d d jk l




TABLE 055 page 1 Office Manager: Primary Type of Pay Plan Offered 19. What type of pay plan does your company primarily offer to full-time employees in this position?


OFFICE MANAGER base: those whose companies employ at least one full-time 283 16 31 50 54 107 17 169 68 51 46 69 91 16 Office Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% base salary only 98 5 4 23 22 32 8 49 32 18 13 32 29 6 35% 31% 13% 46% 41% 30% 47% 29% 47% 35% 28% 46% 32% 38% c c d h

base salary plus bonus 55 1 5 11 6 23 8 34 11 8 10 15 14 1 19% 6% 16% 22% 11% 21% 47% 20% 16% 16% 22% 22% 15% 6% hourly only 39 2 10 5 9 12 0 26 7 6 4 7 17 5 14% 13% 32% 10% 17% 11% 0% 15% 10% 12% 9% 10% 19% 31% c c

base salary plus commission 19 0 3 1 6 9 0 14 4 2 5 3 8 1 7% 0% 10% 2% 11% 8% 0% 8% 6% 4% 11% 4% 9% 6%

base salary plus commission & 14 0 0 1 2 10 0 9 3 3 2 3 4 1 bonus 5% 0% 0% 2% 4% 9% 0% 5% 4% 6% 4% 4% 4% 6%

hourly plus bonus 14 0 3 1 3 6 1 10 1 2 5 4 1 2 5% 0% 10% 2% 6% 6% 6% 6% 1% 4% 11% 6% 1% 13% k

hourly plus commission 10 1 0 3 1 5 0 7 2 5 1 0 3 0 4% 6% 0% 6% 2% 5% 0% 4% 3% 10% 2% 0% 3% 0% j

hourly plus commission & bonus 9 0 0 2 2 5 0 8 0 5 0 2 2 0 3% 0% 0% 4% 4% 5% 0% 5% 0% 10% 0% 3% 2% 0% j j

commission only 3 1 1 0 0 1 0 2 1 0 0 0 3 0 1% 6% 3% 0% 0% 1% 0% 1% 1% 0% 0% 0% 3% 0% commission plus bonus 1 0 0 0 0 1 0 0 0 0 1 0 0 0 0% 0% 0% 0% 0% 1% 0% 0% 0% 0% 2% 0% 0% 0% draw against commission 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 9 3 4 1 1 0 0 4 3 0 3 1 5 0 3% 19% 13% 2% 2% 0% 0% 2% 4% 0% 7% 1% 5% 0% c c c

no answer 12 3 1 2 2 3 0 6 4 2 2 2 5 0 4% 19% 3% 4% 4% 3% 0% 4% 6% 4% 4% 3% 5% 0%



TABLE 056 page 1 Office Manager: Basis for Commissions 20. What are commissions for this position based on (if offered)?


OFFICE MANAGER base: those whose companies employ at least one full-time Office Manager 283 16 31 50 54 107 17 169 68 51 46 69 91 16 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% percent of sales 40 0 3 6 9 21 0 30 6 9 7 5 15 2 14% 0% 10% 12% 17% 20% 0% 18% 9% 18% 15% 7% 16% 13%

percent of service or 18 1 2 2 2 11 0 13 4 3 3 6 5 1 production 6% 6% 6% 4% 4% 10% 0% 8% 6% 6% 7% 9% 5% 6% years of service 8 1 1 0 3 3 0 5 3 1 2 2 2 1 3% 6% 3% 0% 6% 3% 0% 3% 4% 2% 4% 3% 2% 6%

certification level 3 0 0 0 3 0 0 2 1 0 1 1 0 1 1% 0% 0% 0% 6% 0% 0% 1% 1% 0% 2% 1% 0% 6% e

balanced scorecard 1 0 0 0 0 1 0 0 1 1 0 0 0 0 0% 0% 0% 0% 0% 1% 0% 0% 1% 2% 0% 0% 0% 0% route value 1 0 0 0 0 1 0 1 0 0 0 1 0 0 0% 0% 0% 0% 0% 1% 0% 1% 0% 0% 0% 1% 0% 0% other 6 0 1 2 1 2 0 4 0 2 1 0 2 1 2% 0% 3% 4% 2% 2% 0% 2% 0% 4% 2% 0% 2% 6%

indicated at least one 58 2 6 8 11 30 0 42 10 15 8 8 22 3 20% 13% 19% 16% 20% 28% 0% 25% 15% 29% 17% 12% 24% 19% j l

commissions not offered for 207 10 24 39 41 72 15 117 52 33 32 59 63 13 this position 73% 63% 77% 78% 76% 67% 88% 69% 76% 65% 70% 86% 69% 81% jk l

no answer 18 4 1 3 2 5 2 10 6 3 6 2 6 0 6% 25% 3% 6% 4% 5% 12% 6% 9% 6% 13% 3% 7% 0% k



TABLE 057 page 1 Office Manager: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


OFFICE MANAGER base: those whose companies employ at least one full-time Office Manager 283 16 31 50 54 107 17 169 68 51 46 69 91 16 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% profits 39 0 4 5 6 19 5 23 8 7 6 13 9 1 14% 0% 13% 10% 11% 18% 29% 14% 12% 14% 13% 19% 10% 6% revenue level 33 0 3 7 4 16 3 22 6 6 5 8 6 3 12% 0% 10% 14% 7% 15% 18% 13% 9% 12% 11% 12% 7% 19% productivity/efficiency 30 0 2 2 3 18 5 17 9 4 3 7 8 3 11% 0% 6% 4% 6% 17% 29% 10% 13% 8% 7% 10% 9% 19% de

annual growth 29 0 3 7 5 11 3 18 5 7 4 9 5 1 10% 0% 10% 14% 9% 10% 18% 11% 7% 14% 9% 13% 5% 6%

quality 20 0 1 1 2 12 4 11 6 2 3 4 6 2 7% 0% 3% 2% 4% 11% 24% 7% 9% 4% 7% 6% 7% 13%

customer satisfaction 20 0 0 2 5 10 3 11 5 4 4 3 4 1 7% 0% 0% 4% 9% 9% 18% 7% 7% 8% 9% 4% 4% 6%

attendance 13 0 1 2 2 7 1 9 2 2 2 2 4 2 5% 0% 3% 4% 4% 7% 6% 5% 3% 4% 4% 3% 4% 13% individual goal attainment 11 0 0 0 1 7 3 5 5 1 2 1 1 1 4% 0% 0% 0% 2% 7% 18% 3% 7% 2% 4% 1% 1% 6%

department goal attainment 11 0 0 0 0 7 4 6 4 1 2 3 1 0 4% 0% 0% 0% 0% 7% 24% 4% 6% 2% 4% 4% 1% 0%

cancellations 10 0 0 1 0 6 3 7 3 2 1 3 1 0 4% 0% 0% 2% 0% 6% 18% 4% 4% 4% 2% 4% 1% 0%

unserviced accounts 8 0 0 1 0 7 0 6 2 2 1 2 1 0 3% 0% 0% 2% 0% 7% 0% 4% 3% 4% 2% 3% 1% 0%

turnover 6 0 0 1 1 2 2 3 3 1 1 1 1 1 2% 0% 0% 2% 2% 2% 12% 2% 4% 2% 2% 1% 1% 6% branch goal attainment 5 0 0 1 0 3 1 3 2 1 2 1 1 0 2% 0% 0% 2% 0% 3% 6% 2% 3% 2% 4% 1% 1% 0%



TABLE 057 page 2 Office Manager: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


OFFICE MANAGER base: those whose companies employ at least one full-time Office Manager 283 16 31 50 54 107 17 169 68 51 46 69 91 16 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% chargeable accidents 3 0 0 1 0 2 0 2 1 2 0 0 0 0 1% 0% 0% 2% 0% 2% 0% 1% 1% 4% 0% 0% 0% 0%

market share 2 0 0 1 0 1 0 1 1 1 0 0 0 0 1% 0% 0% 2% 0% 1% 0% 1% 1% 2% 0% 0% 0% 0% other 20 1 4 1 2 10 0 11 3 4 5 4 5 2 7% 6% 13% 2% 4% 9% 0% 7% 4% 8% 11% 6% 5% 13% c

indicated at least one 97 1 11 14 12 48 9 63 18 18 20 23 23 5 34% 6% 35% 28% 22% 45% 53% 37% 26% 35% 43% 33% 25% 31% de k

bonuses not offered for this 170 13 19 32 38 55 8 97 46 31 22 42 63 11 position 60% 81% 61% 64% 70% 51% 47% 57% 68% 61% 48% 61% 69% 69% e k

no answer 16 2 1 4 4 4 0 9 4 2 4 4 5 0 6% 13% 3% 8% 7% 4% 0% 5% 6% 4% 9% 6% 5% 0%



TABLE 058 page 1 Office Manager: Basis for Pay Increases 22. On what basis are pay increases determined for this position?


OFFICE MANAGER base: those whose companies employ at least one full-time Office Manager 283 16 31 50 54 107 17 169 68 51 46 69 91 16 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% merit 150 2 15 25 30 65 11 95 34 34 22 34 45 10 53% 13% 48% 50% 56% 61% 65% 56% 50% 67% 48% 49% 49% 63% j

cost of living 73 1 9 10 17 30 4 43 17 10 11 21 23 5 26% 6% 29% 20% 31% 28% 24% 25% 25% 20% 24% 30% 25% 31% across-the-board same rate 14 0 2 2 4 6 0 10 4 2 3 4 4 1 5% 0% 6% 4% 7% 6% 0% 6% 6% 4% 7% 6% 4% 6% other 38 1 6 11 4 11 4 19 10 0 8 9 17 3 13% 6% 19% 22% 7% 10% 24% 11% 15% 0% 17% 13% 19% 19% d d j j j

indicated at least one 229 4 24 41 46 94 15 142 52 39 38 57 73 15 81% 25% 77% 82% 85% 88% 88% 84% 76% 76% 83% 83% 80% 94% none - position not eligible 35 9 6 5 5 7 1 17 9 8 5 6 14 1 for pay increases 12% 56% 19% 10% 9% 7% 6% 10% 13% 16% 11% 9% 15% 6% c

no answer 19 3 1 4 3 6 1 10 7 4 3 6 4 0 7% 19% 3% 8% 6% 6% 6% 6% 10% 8% 7% 9% 4% 0%



TABLE 059 page 1 Office Manager: Average Pay Increase 23. What is the projected (or actual, if already awarded) average pay increase for this position this year?


OFFICE MANAGER base: those whose companies employ at least one full-time 283 16 31 50 54 107 17 169 68 51 46 69 91 16 Office Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10% or more 8 0 2 1 0 4 0 3 3 0 2 1 2 2 3% 0% 6% 2% 0% 4% 0% 2% 4% 0% 4% 1% 2% 13%

8% - 9.9% 1 0 0 0 0 1 0 1 0 0 0 0 1 0 0% 0% 0% 0% 0% 1% 0% 1% 0% 0% 0% 0% 1% 0% 6% - 7.9% 11 0 1 4 4 2 0 8 3 2 5 3 1 0 4% 0% 3% 8% 7% 2% 0% 5% 4% 4% 11% 4% 1% 0% k

4% - 5.9% 40 0 7 6 7 15 5 27 7 12 3 11 10 1 14% 0% 23% 12% 13% 14% 29% 16% 10% 24% 7% 16% 11% 6% j j

3% - 3.9% 53 2 4 9 9 25 4 27 18 11 11 9 16 4 19% 13% 13% 18% 17% 23% 24% 16% 26% 22% 24% 13% 18% 25%

2% - 2.9% 66 0 6 13 14 27 5 42 12 12 10 17 20 6 23% 0% 19% 26% 26% 25% 29% 25% 18% 24% 22% 25% 22% 38% less than 2% 31 1 3 1 8 15 2 24 4 1 4 9 15 1 11% 6% 10% 2% 15% 14% 12% 14% 6% 2% 9% 13% 16% 6% d d j j

0% 57 11 7 12 9 13 1 29 16 11 8 14 21 2 20% 69% 23% 24% 17% 12% 6% 17% 24% 22% 17% 20% 23% 13%

mean: 2.8% 0.6% 3.1% 2.9% 2.7% 3.0% 3.1% 2.8% 2.9% 2.9% 3.2% 2.6% 2.4% 3.4% standard error: 0.14% 0.34% 0.50% 0.35% 0.28% 0.22% 0.38% 0.17% 0.32% 0.28% 0.39% 0.27% 0.24% 0.72% median: 3% 0% 3% 3% 3% 3% 3% 3% 3% 3% 3% 3% 2% 3% no answer 16 2 1 4 3 5 0 8 5 2 3 5 5 0 6% 13% 3% 8% 6% 5% 0% 5% 7% 4% 7% 7% 5% 0%



TABLE 060 page 1 Office Manager: Proportion Offering Overtime Compensation 24. Does your company offer overtime compensation to full-time employees in this position?


OFFICE MANAGER base: those whose companies employ at least one full-time 283 16 31 50 54 107 17 169 68 51 46 69 91 16 Office Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% yes 93 1 12 11 17 46 4 62 16 26 11 16 31 7 33% 6% 39% 22% 31% 43% 24% 37% 24% 51% 24% 23% 34% 44% d j j j

no 171 12 18 34 34 55 13 95 47 22 31 49 54 8 60% 75% 58% 68% 63% 51% 76% 56% 69% 43% 67% 71% 59% 50% j j

no answer 19 3 1 5 3 6 0 12 5 3 4 4 6 1 7% 19% 3% 10% 6% 6% 0% 7% 7% 6% 9% 6% 7% 6%



TABLE 061 page 1 Office Manager: Average Annual Base Salary 25. As of July 1, 2015, what was the average annual base salary for this position (in U.S. dollars)?


OFFICE MANAGER: AVERAGE ANNUAL BASE SALARY base: those whose companies employ at least one full-time Office Manager 283 16 31 50 54 107 17 169 68 51 46 69 91 16 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $100,000 or more 1 0 0 0 0 1 0 0 1 1 0 0 0 0 0% 0% 0% 0% 0% 1% 0% 0% 1% 2% 0% 0% 0% 0% $80,000 - $99,999 4 0 1 0 0 3 0 2 1 1 0 1 2 0 1% 0% 3% 0% 0% 3% 0% 1% 1% 2% 0% 1% 2% 0% $60,000 - $79,999 25 1 2 0 7 13 1 9 9 7 2 4 6 4 9% 6% 6% 0% 13% 12% 6% 5% 13% 14% 4% 6% 7% 25% d d h

$50,000 - $59,999 31 0 1 2 4 16 6 21 5 8 2 8 10 2 11% 0% 3% 4% 7% 15% 35% 12% 7% 16% 4% 12% 11% 13% d

$40,000 - $49,999 60 0 6 9 13 26 5 42 13 8 8 14 21 6 21% 0% 19% 18% 24% 24% 29% 25% 19% 16% 17% 20% 23% 38% $30,000 - $39,999 82 1 10 19 19 28 4 57 13 17 14 19 27 1 29% 6% 32% 38% 35% 26% 24% 34% 19% 33% 30% 28% 30% 6% h

less than $30,000 45 6 5 14 7 13 0 23 13 5 12 15 12 1 16% 38% 16% 28% 13% 12% 0% 14% 19% 10% 26% 22% 13% 6% d j

$0 5 1 1 1 0 2 0 2 2 0 1 0 4 0 2% 6% 3% 2% 0% 2% 0% 1% 3% 0% 2% 0% 4% 0%

n: 253 9 26 45 50 102 16 156 57 47 39 61 82 14 75th percentile (thousands): $48.4 $29.6 $42.8 $39.5 $45.2 $52.0 $54.5 $45.0 $50.5 $55.0 $40.0 $45.0 $46.1 $60.0 50th percentile (median): $38.0 $24.0 $33.5 $33.3 $38.5 $41.8 $46.5 $37.5 $40.0 $40.0 $33.0 $37.4 $37.4 $45.0 25th percentile: $30.6 $21.0 $29.8 $27.4 $31.2 $33.2 $38.5 $31.2 $29.1 $33.3 $27.5 $29.6 $31.2 $41.2 no answer 30 7 5 5 4 5 1 13 11 4 7 8 9 2 11% 44% 16% 10% 7% 5% 6% 8% 16% 8% 15% 12% 10% 13% c



TABLE 062 page 1 Office Manager: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


OFFICE MANAGER: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employ at least one full-time 283 16 31 50 54 107 17 169 68 51 46 69 91 16 Office Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% did not have full-time employees in this position all 12 months 30 4 7 9 1 5 1 17 6 7 3 2 15 3 prior to July 1, 2015 11% 25% 23% 18% 2% 5% 6% 10% 9% 14% 7% 3% 16% 19% cd cd j l

no answer 30 7 5 5 4 5 1 13 11 4 7 8 9 2 11% 44% 16% 10% 7% 5% 6% 8% 16% 8% 15% 12% 10% 13% c

base: those whose companies employed at least one full-time Office Manager all 12 months prior to July 1, 2015 223 5 19 36 49 97 15 139 51 40 36 59 67 11 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $80,000 or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% $60,000 - $79,999 3 1 0 0 1 1 0 2 1 1 0 1 0 1 1% 20% 0% 0% 2% 1% 0% 1% 2% 3% 0% 2% 0% 9% $40,000 - $59,999 16 1 1 2 6 6 0 10 5 3 2 2 6 2 7% 20% 5% 6% 12% 6% 0% 7% 10% 8% 6% 3% 9% 18% $30,000 - $39,999 14 0 1 1 3 8 1 10 2 4 1 6 1 0 6% 0% 5% 3% 6% 8% 7% 7% 4% 10% 3% 10% 1% 0% jl

$20,000 - $29,999 7 0 2 0 2 3 0 4 3 1 2 2 2 0 3% 0% 11% 0% 4% 3% 0% 3% 6% 3% 6% 3% 3% 0% $10,000 - $19,999 18 0 1 3 3 10 1 8 7 7 1 3 3 2 8% 0% 5% 8% 6% 10% 7% 6% 14% 18% 3% 5% 4% 18% j j j

$5,000 - $9,999 28 0 3 4 7 12 2 18 5 3 5 6 10 3 13% 0% 16% 11% 14% 12% 13% 13% 10% 8% 14% 10% 15% 27% $1,000 - $4,999 46 1 1 8 6 23 6 30 11 7 10 8 16 2 21% 20% 5% 22% 12% 24% 40% 22% 22% 18% 28% 14% 24% 18%

less than $1,000 11 0 1 2 2 6 0 7 1 1 2 4 3 0 5% 0% 5% 6% 4% 6% 0% 5% 2% 3% 6% 7% 4% 0%



TABLE 062 page 2 Office Manager: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


OFFICE MANAGER: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employed at least one full-time Office Manager all 12 months prior to July 1, 2015 223 5 19 36 49 97 15 139 51 40 36 59 67 11 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% no other cash compensation 80 2 9 16 19 28 5 50 16 13 13 27 26 1 received 36% 40% 47% 44% 39% 29% 33% 36% 31% 33% 36% 46% 39% 9%

75th percentile (thousands): $10.0 $60.0 $12.0 $5.0 $20.5 $10.0 $5.0 $9.8 $16.0 $14.8 $5.0 $8.0 $6.0 $43.0 50th percentile (median): $2.0 $2.5 $0.5 $0.7 $2.5 $2.0 $4.0 $2.0 $2.5 $2.8 $1.5 $0.5 $1.0 $8.0 25th percentile: $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $2.0



TABLE 063 page 1 Service Manager: Average Length of Employment 17. What is the average length of employment for full-time employees in this position at your company?


SERVICE MANAGER base: those whose companies employ at least one full-time 202 9 20 20 41 89 18 116 55 40 33 47 60 10 Service Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 30 years or more 12 1 3 2 0 4 0 3 5 2 4 1 5 0 6% 11% 15% 10% 0% 4% 0% 3% 9% 5% 12% 2% 8% 0%

20 - 29 years 19 0 3 0 4 11 1 9 6 2 4 7 5 1 9% 0% 15% 0% 10% 12% 6% 8% 11% 5% 12% 15% 8% 10% 15 - 19 years 22 2 1 0 5 11 1 14 4 4 5 6 7 0 11% 22% 5% 0% 12% 12% 6% 12% 7% 10% 15% 13% 12% 0% 10 - 14 years 37 1 1 4 11 15 4 24 7 13 1 14 5 2 18% 11% 5% 20% 27% 17% 22% 21% 13% 33% 3% 30% 8% 20% j k jl

5 - 9 years 62 2 4 5 13 30 8 33 20 10 9 11 19 4 31% 22% 20% 25% 32% 34% 44% 28% 36% 25% 27% 23% 32% 40% 3 - 4 years 25 1 2 4 6 9 3 16 7 3 5 5 10 1 12% 11% 10% 20% 15% 10% 17% 14% 13% 8% 15% 11% 17% 10% 1 - 2 years 11 1 2 2 0 5 1 8 2 4 3 3 1 0 5% 11% 10% 10% 0% 6% 6% 7% 4% 10% 9% 6% 2% 0%

less than 1 year 4 0 1 0 2 1 0 1 3 0 0 0 3 1 2% 0% 5% 0% 5% 1% 0% 1% 5% 0% 0% 0% 5% 10%

mean: 11.8 12.3 14.0 9.8 10.9 12.2 9.2 11.0 11.9 11.5 13.3 12.6 11.8 9.4 standard error: 0.58 3.24 2.69 2.04 1.01 0.85 1.30 0.69 1.21 1.16 1.76 1.08 1.18 2.29 median: 10 10 10 7 10 10 8 9 9 11 9 12 9 8 no answer 10 1 3 3 0 3 0 8 1 2 2 0 5 1 5% 11% 15% 15% 0% 3% 0% 7% 2% 5% 6% 0% 8% 10% l



TABLE 064 page 1 Service Manager: Average Hours Worked Per Week 18. What is the average number of hours worked per week by full-time employees in this position at your company?


SERVICE MANAGER base: those whose companies employ at least one full-time Service Manager 202 9 20 20 41 89 18 116 55 40 33 47 60 10 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 70 or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 60 - 69 12 1 1 1 3 4 2 9 2 4 2 1 5 0 6% 11% 5% 5% 7% 4% 11% 8% 4% 10% 6% 2% 8% 0% 50 - 59 52 1 4 2 8 27 9 27 15 12 9 8 15 1 26% 11% 20% 10% 20% 30% 50% 23% 27% 30% 27% 17% 25% 10% 41 - 49 46 0 2 4 10 23 5 23 16 8 10 12 10 4 23% 0% 10% 20% 24% 26% 28% 20% 29% 20% 30% 26% 17% 40% 40 70 4 6 10 18 28 2 44 15 14 7 24 22 1 35% 44% 30% 50% 44% 31% 11% 38% 27% 35% 21% 51% 37% 10% k

35 - 39 3 0 2 0 0 1 0 2 1 0 0 2 0 0 1% 0% 10% 0% 0% 1% 0% 2% 2% 0% 0% 4% 0% 0% mean: 45.8 46.3 44.2 43.1 45.2 46.2 48.8 45.6 46.0 46.7 47.2 43.3 46.3 44.7 j k jl

standard error: 0.47 4.63 1.71 1.34 1.08 0.65 1.27 0.65 0.86 1.12 1.18 0.72 0.99 1.31 median: 45 40 40 40 43 45 50 45 45 45 46 40 45 45 no answer 19 3 5 3 2 6 0 11 6 2 5 0 8 4 9% 33% 25% 15% 5% 7% 0% 9% 11% 5% 15% 0% 13% 40% k l



TABLE 065 page 1 Service Manager: Primary Type of Pay Plan Offered 19. What type of pay plan does your company primarily offer to full-time employees in this position?


SERVICE MANAGER base: those whose companies employ at least one full-time 202 9 20 20 41 89 18 116 55 40 33 47 60 10 Service Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% base salary plus commission & 42 0 0 1 12 22 5 24 10 7 8 11 11 2 bonus 21% 0% 0% 5% 29% 25% 28% 21% 18% 18% 24% 23% 18% 20% base salary plus commission 41 0 3 2 14 18 4 26 12 9 6 12 11 2 20% 0% 15% 10% 34% 20% 22% 22% 22% 23% 18% 26% 18% 20%

base salary plus bonus 35 1 2 3 4 16 7 18 10 7 4 12 7 1 17% 11% 10% 15% 10% 18% 39% 16% 18% 18% 12% 26% 12% 10%

base salary only 34 4 3 10 4 10 2 15 13 8 4 7 13 1 17% 44% 15% 50% 10% 11% 11% 13% 24% 20% 12% 15% 22% 10%

hourly only 8 1 3 0 1 3 0 5 0 3 2 0 3 0 4% 11% 15% 0% 2% 3% 0% 4% 0% 8% 6% 0% 5% 0%

hourly plus commission 6 0 1 0 1 4 0 4 2 1 0 1 1 2 3% 0% 5% 0% 2% 4% 0% 3% 4% 3% 0% 2% 2% 20% hourly plus bonus 6 0 2 0 1 3 0 5 0 0 2 2 0 1 3% 0% 10% 0% 2% 3% 0% 4% 0% 0% 6% 4% 0% 10%

hourly plus commission & bonus 6 0 0 0 2 4 0 2 3 3 2 0 1 0 3% 0% 0% 0% 5% 4% 0% 2% 5% 8% 6% 0% 2% 0%

commission plus bonus 4 0 0 1 1 2 0 3 0 0 1 1 2 0 2% 0% 0% 5% 2% 2% 0% 3% 0% 0% 3% 2% 3% 0% commission only 3 1 0 0 1 1 0 3 0 0 1 0 2 0 1% 11% 0% 0% 2% 1% 0% 3% 0% 0% 3% 0% 3% 0% draw against commission 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 4 1 1 0 0 2 0 1 3 0 0 1 3 0 2% 11% 5% 0% 0% 2% 0% 1% 5% 0% 0% 2% 5% 0%

no answer 13 1 5 3 0 4 0 10 2 2 3 0 6 1 6% 11% 25% 15% 0% 4% 0% 9% 4% 5% 9% 0% 10% 10% k l



TABLE 066 page 1 Service Manager: Basis for Commissions 20. What are commissions for this position based on (if offered)?


SERVICE MANAGER base: those whose companies employ at least one full-time Service Manager 202 9 20 20 41 89 18 116 55 40 33 47 60 10 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% percent of sales 76 0 2 3 25 39 6 51 19 12 8 21 24 6 38% 0% 10% 15% 61% 44% 33% 44% 35% 30% 24% 45% 40% 60%

percent of service or 37 1 4 2 12 16 2 20 11 6 10 9 8 2 production 18% 11% 20% 10% 29% 18% 11% 17% 20% 15% 30% 19% 13% 20% k

years of service 9 0 1 0 6 2 0 5 3 0 1 5 1 1 4% 0% 5% 0% 15% 2% 0% 4% 5% 0% 3% 11% 2% 10% e j l

certification level 7 0 1 0 4 1 1 4 3 0 3 1 0 1 3% 0% 5% 0% 10% 1% 6% 3% 5% 0% 9% 2% 0% 10% e k

route value 6 0 1 1 2 2 0 2 3 1 0 1 3 0 3% 0% 5% 5% 5% 2% 0% 2% 5% 3% 0% 2% 5% 0% balanced scorecard 5 0 1 0 2 1 1 2 3 2 0 1 0 1 2% 0% 5% 0% 5% 1% 6% 2% 5% 5% 0% 2% 0% 10%

other 4 0 0 0 1 2 1 2 1 3 1 0 0 0 2% 0% 0% 0% 2% 2% 6% 2% 2% 8% 3% 0% 0% 0% j

indicated at least one 100 1 4 5 31 50 8 62 27 19 17 24 29 6 50% 11% 20% 25% 76% 56% 44% 53% 49% 48% 52% 51% 48% 60% e

commissions not offered for 78 7 11 12 10 28 7 39 23 17 12 21 20 3 this position 39% 78% 55% 60% 24% 31% 39% 34% 42% 43% 36% 45% 33% 30% no answer 24 1 5 3 0 11 3 15 5 4 4 2 11 1 12% 11% 25% 15% 0% 12% 17% 13% 9% 10% 12% 4% 18% 10% e l



TABLE 067 page 1 Service Manager: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


SERVICE MANAGER base: those whose companies employ at least one full-time Service Manager 202 9 20 20 41 89 18 116 55 40 33 47 60 10 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% profits 45 0 3 3 8 21 10 25 11 6 7 13 10 3 22% 0% 15% 15% 20% 24% 56% 22% 20% 15% 21% 28% 17% 30% productivity/efficiency 32 0 1 1 5 18 6 15 10 7 6 9 4 2 16% 0% 5% 5% 12% 20% 33% 13% 18% 18% 18% 19% 7% 20% l

annual growth 31 0 1 2 4 16 7 18 7 6 7 9 5 0 15% 0% 5% 10% 10% 18% 39% 16% 13% 15% 21% 19% 8% 0%

revenue level 30 0 1 1 8 16 4 17 7 5 4 6 8 2 15% 0% 5% 5% 20% 18% 22% 15% 13% 13% 12% 13% 13% 20% quality 25 0 1 0 5 13 6 12 10 5 7 3 4 2 12% 0% 5% 0% 12% 15% 33% 10% 18% 13% 21% 6% 7% 20% k k

cancellations 20 0 0 0 2 11 6 10 7 3 3 6 4 1 10% 0% 0% 0% 5% 12% 33% 9% 13% 8% 9% 13% 7% 10% individual goal attainment 17 0 1 0 3 10 3 9 7 3 3 3 4 1 8% 0% 5% 0% 7% 11% 17% 8% 13% 8% 9% 6% 7% 10% department goal attainment 17 0 0 0 2 9 5 10 5 1 2 5 5 1 8% 0% 0% 0% 5% 10% 28% 9% 9% 3% 6% 11% 8% 10% customer satisfaction 15 0 0 0 3 10 2 9 4 5 2 1 3 1 7% 0% 0% 0% 7% 11% 11% 8% 7% 13% 6% 2% 5% 10%

branch goal attainment 13 0 0 1 1 9 2 5 6 1 2 4 5 0 6% 0% 0% 5% 2% 10% 11% 4% 11% 3% 6% 9% 8% 0% unserviced accounts 11 0 0 0 1 6 4 5 5 2 2 2 2 1 5% 0% 0% 0% 2% 7% 22% 4% 9% 5% 6% 4% 3% 10% attendance 6 0 0 0 1 5 0 3 2 1 2 1 0 2 3% 0% 0% 0% 2% 6% 0% 3% 4% 3% 6% 2% 0% 20%

chargeable accidents 5 0 0 0 1 3 1 2 3 2 2 0 0 1 2% 0% 0% 0% 2% 3% 6% 2% 5% 5% 6% 0% 0% 10%

turnover 4 0 0 0 1 2 1 2 2 1 1 0 1 1 2% 0% 0% 0% 2% 2% 6% 2% 4% 3% 3% 0% 2% 10%



TABLE 067 page 2 Service Manager: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


SERVICE MANAGER base: those whose companies employ at least one full-time Service Manager 202 9 20 20 41 89 18 116 55 40 33 47 60 10 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% market share 2 0 0 0 0 0 2 1 1 0 0 0 1 0 1% 0% 0% 0% 0% 0% 11% 1% 2% 0% 0% 0% 2% 0% other 12 1 0 1 3 5 1 5 4 4 3 2 2 1 6% 11% 0% 5% 7% 6% 6% 4% 7% 10% 9% 4% 3% 10% indicated at least one 96 1 4 4 20 50 13 53 24 17 17 29 21 4 48% 11% 20% 20% 49% 56% 72% 46% 44% 43% 52% 62% 35% 40% l

bonuses not offered for this 88 7 11 12 20 33 4 49 28 18 13 18 31 5 position 44% 78% 55% 60% 49% 37% 22% 42% 51% 45% 39% 38% 52% 50% no answer 18 1 5 4 1 6 1 14 3 5 3 0 8 1 9% 11% 25% 20% 2% 7% 6% 12% 5% 13% 9% 0% 13% 10% jk l



TABLE 068 page 1 Service Manager: Basis for Pay Increases 22. On what basis are pay increases determined for this position?


SERVICE MANAGER base: those whose companies employ at least one full-time Service Manager 202 9 20 20 41 89 18 116 55 40 33 47 60 10 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% merit 121 1 7 11 27 59 12 71 33 28 18 31 30 6 60% 11% 35% 55% 66% 66% 67% 61% 60% 70% 55% 66% 50% 60% j

cost of living 46 1 2 4 12 19 8 25 13 7 8 15 10 4 23% 11% 10% 20% 29% 21% 44% 22% 24% 18% 24% 32% 17% 40%

across-the-board same rate 7 0 0 1 4 2 0 4 1 1 0 4 2 0 3% 0% 0% 5% 10% 2% 0% 3% 2% 3% 0% 9% 3% 0%

other 29 2 3 3 4 12 4 10 12 2 5 5 12 2 14% 22% 15% 15% 10% 13% 22% 9% 22% 5% 15% 11% 20% 20% h j


none - position not eligible 17 4 3 0 4 5 1 10 5 3 4 4 6 0 for pay increases 8% 44% 15% 0% 10% 6% 6% 9% 9% 8% 12% 9% 10% 0% no answer 20 1 6 3 3 7 0 14 4 5 3 1 8 2 10% 11% 30% 15% 7% 8% 0% 12% 7% 13% 9% 2% 13% 20% l



TABLE 069 page 1 Service Manager: Average Pay Increase 23. What is the projected (or actual, if already awarded) average pay increase for this position this year?


SERVICE MANAGER base: those whose companies employ at least one full-time 202 9 20 20 41 89 18 116 55 40 33 47 60 10 Service Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10% or more 10 0 2 2 0 4 1 6 2 3 0 2 1 1 5% 0% 10% 10% 0% 4% 6% 5% 4% 8% 0% 4% 2% 10% 8% - 9.9% 2 0 0 0 0 2 0 2 0 0 0 1 1 0 1% 0% 0% 0% 0% 2% 0% 2% 0% 0% 0% 2% 2% 0% 6% - 7.9% 8 0 0 2 3 3 0 6 2 1 4 1 2 0 4% 0% 0% 10% 7% 3% 0% 5% 4% 3% 12% 2% 3% 0%

4% - 5.9% 31 0 1 1 11 10 7 21 7 12 2 8 7 1 15% 0% 5% 5% 27% 11% 39% 18% 13% 30% 6% 17% 12% 10% e j j

3% - 3.9% 38 1 4 3 7 19 2 16 15 7 6 8 14 2 19% 11% 20% 15% 17% 21% 11% 14% 27% 18% 18% 17% 23% 20% h

2% - 2.9% 42 0 2 5 6 23 6 23 11 11 7 9 9 5 21% 0% 10% 25% 15% 26% 33% 20% 20% 28% 21% 19% 15% 50% less than 2% 25 2 2 1 6 13 1 15 6 0 5 9 6 0 12% 22% 10% 5% 15% 15% 6% 13% 11% 0% 15% 19% 10% 0% j j j

0% 33 5 4 3 8 11 1 17 10 4 6 9 14 0 16% 56% 20% 15% 20% 12% 6% 15% 18% 10% 18% 19% 23% 0%

mean: 3.1% 0.7% 3.1% 3.7% 3.0% 3.1% 3.8% 3.3% 2.9% 3.9% 2.7% 2.9% 2.7% 3.8% j j

standard error: 0.19% 0.43% 0.84% 0.76% 0.34% 0.27% 0.51% 0.26% 0.32% 0.39% 0.41% 0.37% 0.32% 0.82% median: 3% 0% 3% 3% 3% 3% 3% 3% 3% 4% 3% 3% 3% 3% no answer 13 1 5 3 0 4 0 10 2 2 3 0 6 1 6% 11% 25% 15% 0% 4% 0% 9% 4% 5% 9% 0% 10% 10% k l



TABLE 070 page 1 Service Manager: Proportion Offering Overtime Compensation 24. Does your company offer overtime compensation to full-time employees in this position?


SERVICE MANAGER base: those whose companies employ at least one full-time 202 9 20 20 41 89 18 116 55 40 33 47 60 10 Service Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% yes 53 1 4 5 15 27 1 27 15 17 10 9 10 4 26% 11% 20% 25% 37% 30% 6% 23% 27% 43% 30% 19% 17% 40% j j

no 130 5 11 11 25 56 17 75 36 21 20 36 40 5 64% 56% 55% 55% 61% 63% 94% 65% 65% 53% 61% 77% 67% 50% j

no answer 19 3 5 4 1 6 0 14 4 2 3 2 10 1 9% 33% 25% 20% 2% 7% 0% 12% 7% 5% 9% 4% 17% 10% l



TABLE 071 page 1 Service Manager: Average Annual Base Salary 25. As of July 1, 2015, what was the average annual base salary for this position (in U.S. dollars)?


SERVICE MANAGER: AVERAGE ANNUAL BASE SALARY base: those whose companies employ at least one full-time Service Manager 202 9 20 20 41 89 18 116 55 40 33 47 60 10 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $100,000 or more 2 0 0 0 0 1 1 1 0 1 0 0 1 0 1% 0% 0% 0% 0% 1% 6% 1% 0% 3% 0% 0% 2% 0% $80,000 - $99,999 2 0 0 0 0 1 1 2 0 1 0 1 0 0 1% 0% 0% 0% 0% 1% 6% 2% 0% 3% 0% 2% 0% 0% $60,000 - $79,999 32 0 2 1 5 18 6 15 11 8 1 4 15 1 16% 0% 10% 5% 12% 20% 33% 13% 20% 20% 3% 9% 25% 10% j kl

$50,000 - $59,999 23 0 2 0 3 14 3 16 5 5 4 6 4 1 11% 0% 10% 0% 7% 16% 17% 14% 9% 13% 12% 13% 7% 10% $40,000 - $49,999 52 1 2 5 12 25 5 26 17 8 15 13 10 4 26% 11% 10% 25% 29% 28% 28% 22% 31% 20% 45% 28% 17% 40% j k

$30,000 - $39,999 46 2 5 8 12 18 1 29 11 8 3 17 12 2 23% 22% 25% 40% 29% 20% 6% 25% 20% 20% 9% 36% 20% 20% k

less than $30,000 11 1 4 2 2 2 0 6 2 3 2 1 5 0 5% 11% 20% 10% 5% 2% 0% 5% 4% 8% 6% 2% 8% 0% $0 4 1 0 0 2 1 0 4 0 0 2 0 2 0 2% 11% 0% 0% 5% 1% 0% 3% 0% 0% 6% 0% 3% 0%

n: 172 5 15 16 36 80 17 99 46 34 27 42 49 8 75th percentile (thousands): $52.5 $37.0 $50.0 $44.1 $45.8 $59.5 $67.5 $52.4 $58.1 $65.0 $48.0 $50.5 $60.0 $51.5 50th percentile (median): $43.6 $30.0 $32.0 $36.2 $40.5 $45.9 $52.4 $41.6 $45.0 $46.0 $42.0 $40.0 $42.0 $45.5 25th percentile: $35.0 $12.0 $29.6 $31.4 $35.0 $38.8 $45.0 $33.8 $37.1 $36.9 $35.0 $35.0 $31.8 $38.6 no answer 30 4 5 4 5 9 1 17 9 6 6 5 11 2 15% 44% 25% 20% 12% 10% 6% 15% 16% 15% 18% 11% 18% 20%



TABLE 072 page 1 Service Manager: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


SERVICE MANAGER: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employ at least one full-time 202 9 20 20 41 89 18 116 55 40 33 47 60 10 Service Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% did not have full-time employees in this position all 12 months 11 2 4 0 3 1 0 4 4 4 0 1 4 2 prior to July 1, 2015 5% 22% 20% 0% 7% 1% 0% 3% 7% 10% 0% 2% 7% 20%

no answer 30 4 5 4 5 9 1 17 9 6 6 5 11 2 15% 44% 25% 20% 12% 10% 6% 15% 16% 15% 18% 11% 18% 20% base: those whose companies employed at least one full-time Service Manager all 12 months prior to July 1, 2015 161 3 11 16 33 79 17 95 42 30 27 41 45 6 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $80,000 or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% $60,000 - $79,999 4 0 0 1 2 1 2 2 1 1 0 1 0 2% 0% 0% 3% 3% 6% 2% 5% 3% 4% 0% 2% 0% $40,000 - $59,999 17 0 2 5 8 1 10 6 5 2 5 4 1 11% 0% 13% 15% 10% 6% 11% 14% 17% 7% 12% 9% 17% $30,000 - $39,999 6 0 2 1 3 0 5 1 0 0 4 2 0 4% 0% 13% 3% 4% 0% 5% 2% 0% 0% 10% 4% 0%

$20,000 - $29,999 13 0 1 3 7 2 8 3 4 2 1 3 0 8% 0% 6% 9% 9% 12% 8% 7% 13% 7% 2% 7% 0%

$10,000 - $19,999 29 1 1 4 18 4 17 9 3 3 11 8 1 18% 9% 6% 12% 23% 24% 18% 21% 10% 11% 27% 18% 17%

$5,000 - $9,999 28 1 3 7 13 3 16 5 8 4 6 7 1 17% 9% 19% 21% 16% 18% 17% 12% 27% 15% 15% 16% 17% $1,000 - $4,999 29 2 2 6 14 4 19 8 3 7 7 8 2 18% 18% 13% 18% 18% 24% 20% 19% 10% 26% 17% 18% 33% less than $1,000 1 0 0 1 0 0 0 1 0 0 0 1 0 1% 0% 0% 3% 0% 0% 0% 2% 0% 0% 0% 2% 0% no other cash compensation 34 7 5 5 14 2 18 7 6 8 7 11 1 received 21% 64% 31% 15% 18% 12% 19% 17% 20% 30% 17% 24% 17% 75th percentile (thousands): $19.0 $3.0 $27.5 $26.5 $20.0 $19.0 $20.0 $20.0 $22.6 $12.6 $23.0 $16.3 $23.5 50th percentile (median): $6.0 $0.0 $5.0 $5.0 $8.0 $8.0 $6.0 $9.5 $7.0 $3.2 $10.0 $5.0 $5.3 25th percentile: $1.5 $0.0 $0.0 $2.3 $2.5 $2.9 $1.8 $2.5 $2.9 $0.0 $2.3 $0.4 $1.1

NOTE: results not shown if fewer than 5 valid values



TABLE 073 page 1 Sales Manager: Average Length of Employment 17. What is the average length of employment for full-time employees in this position at your company?


SALES MANAGER base: those whose companies employ at least one full-time 85 6 8 7 13 34 14 49 22 19 10 16 29 7 Sales Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 30 years or more 4 1 1 0 0 1 0 0 3 1 1 0 1 1 5% 17% 13% 0% 0% 3% 0% 0% 14% 5% 10% 0% 3% 14% 20 - 29 years 8 0 1 0 2 3 2 3 1 1 2 3 2 0 9% 0% 13% 0% 15% 9% 14% 6% 5% 5% 20% 19% 7% 0% 15 - 19 years 8 2 0 1 2 2 0 4 2 1 1 1 4 1 9% 33% 0% 14% 15% 6% 0% 8% 9% 5% 10% 6% 14% 14% 10 - 14 years 12 0 1 1 1 6 2 7 2 2 0 6 2 0 14% 0% 13% 14% 8% 18% 14% 14% 9% 11% 0% 38% 7% 0% 5 - 9 years 13 1 1 0 2 6 3 12 1 3 2 1 6 1 15% 17% 13% 0% 15% 18% 21% 24% 5% 16% 20% 6% 21% 14% 3 - 4 years 9 0 0 0 0 6 3 5 3 3 2 1 3 0 11% 0% 0% 0% 0% 18% 21% 10% 14% 16% 20% 6% 10% 0% 1 - 2 years 14 0 1 1 4 4 4 8 5 1 1 4 4 2 16% 0% 13% 14% 31% 12% 29% 16% 23% 5% 10% 25% 14% 29% less than 1 year 5 1 1 1 0 2 0 2 2 2 0 0 3 0 6% 17% 13% 14% 0% 6% 0% 4% 9% 11% 0% 0% 10% 0% mean: 10.6 14.7 13.0 8.2 10.9 9.8 8.4 8.8 10.9 9.7 13.6 11.7 9.7 11.8 standard error: 1.03 4.95 4.93 4.03 2.74 1.48 2.11 1.05 2.50 2.40 3.61 2.06 1.70 5.36 median: 8 15 10 6 10 7 5 7 5 6 10 11 7 10 no answer 12 1 2 3 2 4 0 8 3 5 1 0 4 2 14% 17% 25% 43% 15% 12% 0% 16% 14% 26% 10% 0% 14% 29%



TABLE 074 page 1 Sales Manager: Average Hours Worked Per Week 18. What is the average number of hours worked per week by full-time employees in this position at your company?


SALES MANAGER base: those whose companies employ at least one full-time Sales Manager 85 6 8 7 13 34 14 49 22 19 10 16 29 7 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 70 or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 60 - 69 2 0 0 0 0 0 2 2 0 1 0 0 0 0 2% 0% 0% 0% 0% 0% 14% 4% 0% 5% 0% 0% 0% 0% 50 - 59 17 1 1 0 3 7 4 6 4 3 4 2 5 2 20% 17% 13% 0% 23% 21% 29% 12% 18% 16% 40% 13% 17% 29% 41 - 49 15 0 1 1 1 9 3 10 5 5 2 4 3 0 18% 0% 13% 14% 8% 26% 21% 20% 23% 26% 20% 25% 10% 0% 40 34 2 3 3 6 13 5 21 7 5 2 9 15 2 40% 33% 38% 43% 46% 38% 36% 43% 32% 26% 20% 56% 52% 29% 35 - 39 1 0 1 0 0 0 0 0 1 0 1 0 0 0 1% 0% 13% 0% 0% 0% 0% 0% 5% 0% 10% 0% 0% 0% mean: 44.2 43.3 41.7 40.5 44.0 44.3 46.6 43.8 43.8 45.5 45.6 42.5 43.0 45.0 standard error: 0.66 3.33 2.11 0.50 1.80 0.88 1.89 0.89 1.25 1.67 2.12 0.95 0.98 2.89 median: 40 40 40 40 40 45 45 40 45 45 45 40 40 45 no answer 16 3 2 3 3 5 0 10 5 5 1 1 6 3 19% 50% 25% 43% 23% 15% 0% 20% 23% 26% 10% 6% 21% 43%



TABLE 075 page 1 Sales Manager: Primary Type of Pay Plan Offered 19. What type of pay plan does your company primarily offer to full-time employees in this position?


SALES MANAGER base: those whose companies employ at least one full-time 85 6 8 7 13 34 14 49 22 19 10 16 29 7 Sales Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% base salary plus commission 15 0 2 1 1 9 2 9 5 5 3 2 4 1 18% 0% 25% 14% 8% 26% 14% 18% 23% 26% 30% 13% 14% 14% base salary plus commission & 15 0 0 0 1 8 4 8 4 4 1 4 6 0 bonus 18% 0% 0% 0% 8% 24% 29% 16% 18% 21% 10% 25% 21% 0% base salary only 14 2 1 1 2 6 2 6 5 3 1 2 5 2 16% 33% 13% 14% 15% 18% 14% 12% 23% 16% 10% 13% 17% 29% base salary plus bonus 13 1 1 1 2 2 6 6 2 0 3 4 3 0 15% 17% 13% 14% 15% 6% 43% 12% 9% 0% 30% 25% 10% 0% hourly plus commission 4 0 0 1 2 1 0 4 0 1 0 1 1 1 5% 0% 0% 14% 15% 3% 0% 8% 0% 5% 0% 6% 3% 14% commission only 4 1 0 0 0 2 0 3 0 0 0 1 3 0 5% 17% 0% 0% 0% 6% 0% 6% 0% 0% 0% 6% 10% 0% hourly plus bonus 2 0 1 0 1 0 0 2 0 1 0 1 0 0 2% 0% 13% 0% 8% 0% 0% 4% 0% 5% 0% 6% 0% 0% commission plus bonus 2 0 0 0 2 0 0 2 0 0 1 1 0 0 2% 0% 0% 0% 15% 0% 0% 4% 0% 0% 10% 6% 0% 0% hourly only 1 0 0 0 0 1 0 0 1 0 0 0 0 1 1% 0% 0% 0% 0% 3% 0% 0% 5% 0% 0% 0% 0% 14% hourly plus commission & bonus 1 0 0 0 0 1 0 0 1 0 0 0 1 0 1% 0% 0% 0% 0% 3% 0% 0% 5% 0% 0% 0% 3% 0% draw against commission 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 2 1 1 0 0 0 0 1 1 0 0 0 2 0 2% 17% 13% 0% 0% 0% 0% 2% 5% 0% 0% 0% 7% 0% no answer 12 1 2 3 2 4 0 8 3 5 1 0 4 2 14% 17% 25% 43% 15% 12% 0% 16% 14% 26% 10% 0% 14% 29%



TABLE 076 page 1 Sales Manager: Basis for Commissions 20. What are commissions for this position based on (if offered)?


SALES MANAGER base: those whose companies employ at least one full-time Sales Manager 85 6 8 7 13 34 14 49 22 19 10 16 29 7 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% percent of sales 34 0 1 1 5 19 5 21 8 8 3 8 13 2 40% 0% 13% 14% 38% 56% 36% 43% 36% 42% 30% 50% 45% 29% percent of service or 3 1 0 0 1 1 0 2 1 0 0 1 2 0 production 4% 17% 0% 0% 8% 3% 0% 4% 5% 0% 0% 6% 7% 0% balanced scorecard 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% route value 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% certification level 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% years of service 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 7 1 2 1 0 2 1 4 3 2 2 0 3 0 8% 17% 25% 14% 0% 6% 7% 8% 14% 11% 20% 0% 10% 0% indicated at least one 43 2 3 2 6 21 6 27 11 10 5 9 17 2 51% 33% 38% 29% 46% 62% 43% 55% 50% 53% 50% 56% 59% 29% commissions not offered for 30 3 3 2 5 9 8 14 8 4 4 7 8 3 this position 35% 50% 38% 29% 38% 26% 57% 29% 36% 21% 40% 44% 28% 43% no answer 12 1 2 3 2 4 0 8 3 5 1 0 4 2 14% 17% 25% 43% 15% 12% 0% 16% 14% 26% 10% 0% 14% 29%



TABLE 077 page 1 Sales Manager: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


SALES MANAGER base: those whose companies employ at least one full-time Sales Manager 85 6 8 7 13 34 14 49 22 19 10 16 29 7 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% profits 14 0 1 1 3 4 5 7 3 1 1 5 5 0 16% 0% 13% 14% 23% 12% 36% 14% 14% 5% 10% 31% 17% 0% department goal attainment 11 0 0 0 1 5 4 4 4 2 2 2 3 0 13% 0% 0% 0% 8% 15% 29% 8% 18% 11% 20% 13% 10% 0% revenue level 10 0 1 0 2 4 3 4 4 1 1 5 1 0 12% 0% 13% 0% 15% 12% 21% 8% 18% 5% 10% 31% 3% 0% annual growth 9 0 2 0 0 1 6 6 1 2 0 2 2 0 11% 0% 25% 0% 0% 3% 43% 12% 5% 11% 0% 13% 7% 0% productivity/efficiency 7 0 2 0 0 3 1 3 0 2 0 1 4 0 8% 0% 25% 0% 0% 9% 7% 6% 0% 11% 0% 6% 14% 0% quality 4 0 1 0 0 1 2 2 1 1 0 0 2 0 5% 0% 13% 0% 0% 3% 14% 4% 5% 5% 0% 0% 7% 0% individual goal attainment 4 0 0 0 1 0 2 2 1 0 0 0 2 0 5% 0% 0% 0% 8% 0% 14% 4% 5% 0% 0% 0% 7% 0% market share 3 0 0 0 0 1 2 2 1 1 0 0 1 0 4% 0% 0% 0% 0% 3% 14% 4% 5% 5% 0% 0% 3% 0% branch goal attainment 3 0 0 0 1 2 0 2 0 0 0 0 3 0 4% 0% 0% 0% 8% 6% 0% 4% 0% 0% 0% 0% 10% 0% attendance 2 0 1 0 0 0 1 2 0 1 0 0 1 0 2% 0% 13% 0% 0% 0% 7% 4% 0% 5% 0% 0% 3% 0% customer satisfaction 2 0 0 0 0 1 1 0 1 0 0 0 1 0 2% 0% 0% 0% 0% 3% 7% 0% 5% 0% 0% 0% 3% 0% cancellations 1 0 0 0 0 0 1 1 0 0 0 0 1 0 1% 0% 0% 0% 0% 0% 7% 2% 0% 0% 0% 0% 3% 0% turnover 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% unserviced accounts 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% chargeable accidents 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 6 1 1 0 1 2 1 4 1 0 2 2 2 0 7% 17% 13% 0% 8% 6% 7% 8% 5% 0% 20% 13% 7% 0%



TABLE 077 page 2 Sales Manager: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


SALES MANAGER base: those whose companies employ at least one full-time Sales Manager 85 6 8 7 13 34 14 49 22 19 10 16 29 7 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% indicated at least one 34 1 3 1 6 11 10 19 7 5 5 10 11 0 40% 17% 38% 14% 46% 32% 71% 39% 32% 26% 50% 63% 38% 0% bonuses not offered for this 39 4 3 3 5 19 4 22 12 9 4 6 14 5 position 46% 67% 38% 43% 38% 56% 29% 45% 55% 47% 40% 38% 48% 71% no answer 12 1 2 3 2 4 0 8 3 5 1 0 4 2 14% 17% 25% 43% 15% 12% 0% 16% 14% 26% 10% 0% 14% 29%



TABLE 078 page 1 Sales Manager: Basis for Pay Increases 22. On what basis are pay increases determined for this position?


SALES MANAGER base: those whose companies employ at least one full-time Sales Manager 85 6 8 7 13 34 14 49 22 19 10 16 29 7 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% merit 35 0 3 1 4 18 8 19 11 10 2 9 11 1 41% 0% 38% 14% 31% 53% 57% 39% 50% 53% 20% 56% 38% 14% cost of living 14 0 1 0 5 7 1 9 3 4 1 5 2 1 16% 0% 13% 0% 38% 21% 7% 18% 14% 21% 10% 31% 7% 14% across-the-board same rate 4 0 0 1 3 0 0 2 1 1 2 1 0 0 5% 0% 0% 14% 23% 0% 0% 4% 5% 5% 20% 6% 0% 0% other 16 1 3 2 0 5 4 8 5 1 4 0 9 1 19% 17% 38% 29% 0% 15% 29% 16% 23% 5% 40% 0% 31% 14% indicated at least one 59 1 6 4 9 25 12 33 16 12 8 12 20 3 69% 17% 75% 57% 69% 74% 86% 67% 73% 63% 80% 75% 69% 43% none - position not eligible 11 4 0 0 0 4 2 6 2 2 1 3 4 1 for pay increases 13% 67% 0% 0% 0% 12% 14% 12% 9% 11% 10% 19% 14% 14% no answer 15 1 2 3 4 5 0 10 4 5 1 1 5 3 18% 17% 25% 43% 31% 15% 0% 20% 18% 26% 10% 6% 17% 43%



TABLE 079 page 1 Sales Manager: Average Pay Increase 23. What is the projected (or actual, if already awarded) average pay increase for this position this year?


SALES MANAGER base: those whose companies employ at least one full-time 85 6 8 7 13 34 14 49 22 19 10 16 29 7 Sales Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10% or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 8% - 9.9% 2 0 0 0 1 1 0 2 0 0 0 1 1 0 2% 0% 0% 0% 8% 3% 0% 4% 0% 0% 0% 6% 3% 0% 6% - 7.9% 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 4% - 5.9% 7 0 2 0 1 2 1 3 3 3 1 1 2 0 8% 0% 25% 0% 8% 6% 7% 6% 14% 16% 10% 6% 7% 0% 3% - 3.9% 16 0 2 2 2 8 2 7 6 4 3 2 6 1 19% 0% 25% 29% 15% 24% 14% 14% 27% 21% 30% 13% 21% 14% 2% - 2.9% 15 0 0 2 2 7 4 9 4 2 1 3 5 3 18% 0% 0% 29% 15% 21% 29% 18% 18% 11% 10% 19% 17% 43% less than 2% 8 0 1 0 2 3 2 7 1 2 0 3 1 0 9% 0% 13% 0% 15% 9% 14% 14% 5% 11% 0% 19% 3% 0% 0% 21 4 1 0 2 9 4 11 5 2 3 5 9 1 25% 67% 13% 0% 15% 26% 29% 22% 23% 11% 30% 31% 31% 14% mean: 2.2% 0.0% 3.0% 3.0% 2.8% 2.2% 1.8% 2.2% 2.5% 2.8% 2.2% 2.1% 2.2% 2.2% standard error: 0.25% 0.00% 0.85% 0.29% 0.86% 0.38% 0.45% 0.36% 0.41% 0.50% 0.70% 0.64% 0.46% 0.58% median: 2% 0% 3% 3% 2% 2% 2% 2% 3% 3% 3% 2% 2% 2% no answer 16 2 2 3 3 4 1 10 3 6 2 1 5 2 19% 33% 25% 43% 23% 12% 7% 20% 14% 32% 20% 6% 17% 29%



TABLE 080 page 1 Sales Manager: Proportion Offering Overtime Compensation 24. Does your company offer overtime compensation to full-time employees in this position?


SALES MANAGER base: those whose companies employ at least one full-time 85 6 8 7 13 34 14 49 22 19 10 16 29 7 Sales Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% yes 14 0 4 4 4 2 0 9 3 3 1 5 3 2 16% 0% 50% 57% 31% 6% 0% 18% 14% 16% 10% 31% 10% 29% no 56 5 2 0 7 25 14 31 15 10 7 11 21 3 66% 83% 25% 0% 54% 74% 100% 63% 68% 53% 70% 69% 72% 43% no answer 15 1 2 3 2 7 0 9 4 6 2 0 5 2 18% 17% 25% 43% 15% 21% 0% 18% 18% 32% 20% 0% 17% 29%



TABLE 081 page 1 Sales Manager: Average Annual Base Salary 25. As of July 1, 2015, what was the average annual base salary for this position (in U.S. dollars)?


SALES MANAGER: AVERAGE ANNUAL BASE SALARY base: those whose companies employ at least one full-time Sales Manager 85 6 8 7 13 34 14 49 22 19 10 16 29 7 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $100,000 or more 2 0 0 1 1 0 2 1 1 0 0 0 2% 0% 0% 3% 7% 0% 9% 5% 10% 0% 0% 0% $80,000 - $99,999 7 1 1 1 4 6 1 0 0 3 2 0 8% 13% 8% 3% 29% 12% 5% 0% 0% 19% 7% 0% $60,000 - $79,999 13 1 2 7 2 5 2 1 2 3 4 2 15% 13% 15% 21% 14% 10% 9% 5% 20% 19% 14% 29% $50,000 - $59,999 7 0 0 4 3 5 2 5 0 1 1 0 8% 0% 0% 12% 21% 10% 9% 26% 0% 6% 3% 0% $40,000 - $49,999 16 0 3 8 2 9 6 3 1 4 5 2 19% 0% 23% 24% 14% 18% 27% 16% 10% 25% 17% 29% $30,000 - $39,999 8 3 1 4 0 5 2 1 1 1 5 0 9% 38% 8% 12% 0% 10% 9% 5% 10% 6% 17% 0% less than $30,000 8 1 2 3 1 5 1 2 1 2 2 1 9% 13% 15% 9% 7% 10% 5% 11% 10% 13% 7% 14% $0 4 0 1 2 0 4 0 1 1 0 2 0 5% 0% 8% 6% 0% 8% 0% 5% 10% 0% 7% 0% n: 65 2 6 3 10 30 13 39 16 14 7 14 21 5 75th percentile (thousands): $63.7 $66.8 $60.6 $60.5 $90.0 $62.4 $69.8 $56.6 $75.0 $72.5 $68.5 $60.0 50th percentile (median): $45.8 $35.0 $40.8 $45.5 $65.0 $44.0 $45.9 $47.9 $40.0 $49.5 $41.6 $45.0 25th percentile: $30.6 $29.4 $27.3 $30.0 $47.5 $30.0 $41.7 $31.8 $24.0 $37.8 $30.0 $34.8 no answer 20 4 2 4 3 4 1 10 6 5 3 2 8 2 24% 67% 25% 57% 23% 12% 7% 20% 27% 26% 30% 13% 28% 29%




TABLE 082 page 1 Sales Manager: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


SALES MANAGER: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employ at least one full-time 85 6 8 7 13 34 14 49 22 19 10 16 29 7 Sales Manager 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% did not have full-time employees in this position all 12 months 10 1 2 1 1 4 0 4 3 4 0 0 4 2 prior to July 1, 2015 12% 17% 25% 14% 8% 12% 0% 8% 14% 21% 0% 0% 14% 29% no answer 20 4 2 4 3 4 1 10 6 5 3 2 8 2 24% 67% 25% 57% 23% 12% 7% 20% 27% 26% 30% 13% 28% 29% base: those whose companies employed at least one full-time Sales Manager all 12 months prior to July 1, 2015 55 1 4 2 9 26 13 35 13 10 7 14 17 3 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $80,000 or more 3 1 1 1 2 1 1 0 1 1 5% 11% 4% 8% 6% 8% 10% 0% 7% 6% $60,000 - $79,999 2 0 1 1 1 1 1 0 1 0 4% 0% 4% 8% 3% 8% 10% 0% 7% 0% $40,000 - $59,999 6 1 2 1 6 0 2 1 1 2 11% 11% 8% 8% 17% 0% 20% 14% 7% 12% $30,000 - $39,999 3 0 1 2 2 1 0 0 0 2 5% 0% 4% 15% 6% 8% 0% 0% 0% 12% $20,000 - $29,999 6 2 2 2 3 1 1 2 0 1 11% 22% 8% 15% 9% 8% 10% 29% 0% 6% $10,000 - $19,999 11 1 8 2 7 2 0 2 6 2 20% 11% 31% 15% 20% 15% 0% 29% 43% 12% $5,000 - $9,999 7 0 5 1 3 1 1 0 1 4 13% 0% 19% 8% 9% 8% 10% 0% 7% 24% $1,000 - $4,999 3 2 0 1 3 0 0 0 1 1 5% 22% 0% 8% 9% 0% 0% 0% 7% 6% less than $1,000 3 0 0 0 1 2 0 2 1 0 5% 0% 0% 0% 3% 15% 0% 29% 7% 0% no other cash compensation 11 2 6 2 7 4 4 0 2 4 received 20% 22% 23% 15% 20% 31% 40% 0% 14% 24% 75th percentile (thousands): $30.0 $32.5 $21.3 $35.0 $40.0 $27.5 $51.3 $25.0 $25.5 $32.5 50th percentile (median): $10.0 $12.0 $10.0 $23.6 $10.0 $7.5 $15.8 $12.0 $10.0 $7.5 25th percentile: $0.5 $1.0 $3.8 $4.0 $2.0 $0.0 $0.0 $0.5 $1.6 $1.5




TABLE 083 page 1 Sales Person: Average Length of Employment 17. What is the average length of employment for full-time employees in this position at your company?


SALES PERSON base: those whose companies employ at least one full-time 149 10 10 18 21 65 19 94 29 36 20 41 37 5 Sales Person 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 30 years or more 3 2 0 0 0 1 0 1 1 1 0 1 1 0 2% 20% 0% 0% 0% 2% 0% 1% 3% 3% 0% 2% 3% 0% 20 - 29 years 8 1 2 1 2 2 0 5 2 2 1 4 1 0 5% 10% 20% 6% 10% 3% 0% 5% 7% 6% 5% 10% 3% 0% 15 - 19 years 10 2 0 1 2 4 1 6 1 2 1 1 4 1 7% 20% 0% 6% 10% 6% 5% 6% 3% 6% 5% 2% 11% 20% 10 - 14 years 15 1 0 2 4 6 1 11 2 7 2 4 2 0 10% 10% 0% 11% 19% 9% 5% 12% 7% 19% 10% 10% 5% 0%

5 - 9 years 27 1 1 4 3 9 8 15 6 5 6 6 8 0 18% 10% 10% 22% 14% 14% 42% 16% 21% 14% 30% 15% 22% 0% 3 - 4 years 34 0 1 1 4 19 7 21 8 6 6 10 6 1 23% 0% 10% 6% 19% 29% 37% 22% 28% 17% 30% 24% 16% 20% 1 - 2 years 28 0 0 5 4 17 2 19 7 6 2 9 8 1 19% 0% 0% 28% 19% 26% 11% 20% 24% 17% 10% 22% 22% 20% less than 1 year 11 2 3 0 1 4 0 7 1 1 1 4 4 1 7% 20% 30% 0% 5% 6% 0% 7% 3% 3% 5% 10% 11% 20% mean: 7.8 15.8 9.2 8.0 9.1 6.6 6.4 7.5 7.7 9.2 7.4 7.8 7.5 6.1 standard error: 0.62 3.75 4.17 1.84 1.68 0.82 0.85 0.75 1.46 1.40 1.36 1.30 1.25 3.84 median: 5 15 5 6 6 4 5 5 5 7 5 4 5 3 no answer 13 1 3 4 1 3 0 9 1 6 1 2 3 1 9% 10% 30% 22% 5% 5% 0% 10% 3% 17% 5% 5% 8% 20%



TABLE 084 page 1 Sales Person: Average Hours Worked Per Week 18. What is the average number of hours worked per week by full-time employees in this position at your company?


SALES PERSON base: those whose companies employ at least one full-time Sales Person 149 10 10 18 21 65 19 94 29 36 20 41 37 5 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 70 or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 60 - 69 4 1 0 1 1 1 0 3 1 0 3 1 0 0 3% 10% 0% 6% 5% 2% 0% 3% 3% 0% 15% 2% 0% 0% 50 - 59 24 2 1 1 1 13 4 10 6 7 2 5 5 2 16% 20% 10% 6% 5% 20% 21% 11% 21% 19% 10% 12% 14% 40% 41 - 49 30 1 1 2 3 17 6 20 6 7 6 9 5 0 20% 10% 10% 11% 14% 26% 32% 21% 21% 19% 30% 22% 14% 0% 40 70 4 4 10 11 31 9 46 15 15 6 21 23 1 47% 40% 40% 56% 52% 48% 47% 49% 52% 42% 30% 51% 62% 20%

35 - 39 4 0 1 0 2 0 0 3 0 0 2 2 0 0 3% 0% 10% 0% 10% 0% 0% 3% 0% 0% 10% 5% 0% 0% mean: 43.4 45.6 41.4 42.6 41.9 43.9 43.5 43.0 43.8 43.7 45.1 42.8 42.3 46.7 j j




TABLE 085 page 1 Sales Person: Primary Type of Pay Plan Offered 19. What type of pay plan does your company primarily offer to full-time employees in this position?


SALES PERSON base: those whose companies employ at least one full-time 149 10 10 18 21 65 19 94 29 36 20 41 37 5 Sales Person 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% base salary plus commission 45 1 0 2 4 25 11 26 13 11 6 11 12 2 30% 10% 0% 11% 19% 38% 58% 28% 45% 31% 30% 27% 32% 40% base salary plus commission & 17 0 1 0 3 10 3 11 5 5 3 6 1 0 bonus 11% 0% 10% 0% 14% 15% 16% 12% 17% 14% 15% 15% 3% 0%

base salary only 15 3 1 4 5 2 0 11 1 4 2 1 5 2 10% 30% 10% 22% 24% 3% 0% 12% 3% 11% 10% 2% 14% 40%

draw against commission 15 0 0 2 2 6 5 9 2 3 1 7 3 0 10% 0% 0% 11% 10% 9% 26% 10% 7% 8% 5% 17% 8% 0% commission only 13 1 0 1 1 8 0 11 0 1 0 5 7 0 9% 10% 0% 6% 5% 12% 0% 12% 0% 3% 0% 12% 19% 0% j

base salary plus bonus 8 1 1 2 1 3 0 4 1 1 2 3 1 0 5% 10% 10% 11% 5% 5% 0% 4% 3% 3% 10% 7% 3% 0% commission plus bonus 6 1 1 1 1 2 0 3 1 0 2 3 1 0 4% 10% 10% 6% 5% 3% 0% 3% 3% 0% 10% 7% 3% 0%

hourly plus commission 4 0 0 1 1 1 0 2 0 2 1 1 0 0 3% 0% 0% 6% 5% 2% 0% 2% 0% 6% 5% 2% 0% 0% hourly plus bonus 3 0 1 0 1 1 0 2 1 2 0 0 0 0 2% 0% 10% 0% 5% 2% 0% 2% 3% 6% 0% 0% 0% 0% hourly plus commission & bonus 3 0 0 0 0 3 0 1 2 0 1 1 1 0 2% 0% 0% 0% 0% 5% 0% 1% 7% 0% 5% 2% 3% 0% hourly only 2 0 1 0 1 0 0 2 0 0 0 1 1 0 1% 0% 10% 0% 5% 0% 0% 2% 0% 0% 0% 2% 3% 0% other 3 2 1 0 0 0 0 1 2 0 1 0 2 0 2% 20% 10% 0% 0% 0% 0% 1% 7% 0% 5% 0% 5% 0% no answer 15 1 3 5 1 4 0 11 1 7 1 2 3 1 10% 10% 30% 28% 5% 6% 0% 12% 3% 19% 5% 5% 8% 20% j



TABLE 086 page 1 Sales Person: Basis for Commissions 20. What are commissions for this position based on (if offered)?


SALES PERSON base: those whose companies employ at least one full-time Sales Person 149 10 10 18 21 65 19 94 29 36 20 41 37 5 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% percent of sales 96 2 2 5 12 53 18 59 21 18 14 32 24 2 64% 20% 20% 28% 57% 82% 95% 63% 72% 50% 70% 78% 65% 40% j

percent of service or 19 2 1 0 5 9 2 10 4 3 3 7 4 0 production 13% 20% 10% 0% 24% 14% 11% 11% 14% 8% 15% 17% 11% 0% years of service 5 0 1 0 2 2 0 3 2 1 2 1 1 0 3% 0% 10% 0% 10% 3% 0% 3% 7% 3% 10% 2% 3% 0% route value 3 0 0 0 0 3 0 3 0 0 1 1 0 0 2% 0% 0% 0% 0% 5% 0% 3% 0% 0% 5% 2% 0% 0% balanced scorecard 2 0 0 0 0 1 1 2 0 0 1 1 0 0 1% 0% 0% 0% 0% 2% 5% 2% 0% 0% 5% 2% 0% 0% certification level 2 0 0 0 1 1 0 1 1 0 2 0 0 0 1% 0% 0% 0% 5% 2% 0% 1% 3% 0% 10% 0% 0% 0% other 3 0 1 2 0 0 0 3 0 1 0 0 2 0 2% 0% 10% 11% 0% 0% 0% 3% 0% 3% 0% 0% 5% 0% indicated at least one 103 3 3 7 12 55 19 65 22 20 15 33 27 2 69% 30% 30% 39% 57% 85% 100% 69% 76% 56% 75% 80% 73% 40% j

commissions not offered for 28 6 4 5 7 5 0 17 5 8 4 4 7 2 this position 19% 60% 40% 28% 33% 8% 0% 18% 17% 22% 20% 10% 19% 40% no answer 18 1 3 6 2 5 0 12 2 8 1 4 3 1 12% 10% 30% 33% 10% 8% 0% 13% 7% 22% 5% 10% 8% 20%



TABLE 087 page 1 Sales Person: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


SALES PERSON base: those whose companies employ at least one full-time Sales Person 149 10 10 18 21 65 19 94 29 36 20 41 37 5 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% revenue level 18 1 2 0 3 11 1 11 5 3 3 6 4 0 12% 10% 20% 0% 14% 17% 5% 12% 17% 8% 15% 15% 11% 0% profits 18 2 3 1 3 8 1 11 3 4 2 7 4 0 12% 20% 30% 6% 14% 12% 5% 12% 10% 11% 10% 17% 11% 0% individual goal attainment 13 0 2 0 1 6 3 7 4 3 3 4 1 0 9% 0% 20% 0% 5% 9% 16% 7% 14% 8% 15% 10% 3% 0% annual growth 12 1 2 0 2 6 1 7 3 3 2 5 0 0 8% 10% 20% 0% 10% 9% 5% 7% 10% 8% 10% 12% 0% 0% l

productivity/efficiency 11 1 1 1 0 7 0 5 3 3 2 4 2 0 7% 10% 10% 6% 0% 11% 0% 5% 10% 8% 10% 10% 5% 0% quality 6 1 2 0 0 3 0 4 1 2 1 3 0 0 4% 10% 20% 0% 0% 5% 0% 4% 3% 6% 5% 7% 0% 0%

customer satisfaction 5 0 1 1 1 2 0 3 0 2 1 2 0 0 3% 0% 10% 6% 5% 3% 0% 3% 0% 6% 5% 5% 0% 0% branch goal attainment 5 0 0 1 0 4 0 1 4 1 2 2 0 0 3% 0% 0% 6% 0% 6% 0% 1% 14% 3% 10% 5% 0% 0% department goal attainment 4 0 0 0 0 4 0 2 2 0 1 2 0 0 3% 0% 0% 0% 0% 6% 0% 2% 7% 0% 5% 5% 0% 0% cancellations 3 0 1 0 0 2 0 2 0 1 0 1 1 0 2% 0% 10% 0% 0% 3% 0% 2% 0% 3% 0% 2% 3% 0% attendance 2 0 2 0 0 0 0 2 0 1 0 1 0 0 1% 0% 20% 0% 0% 0% 0% 2% 0% 3% 0% 2% 0% 0% unserviced accounts 2 0 0 0 0 2 0 2 0 1 0 0 0 0 1% 0% 0% 0% 0% 3% 0% 2% 0% 3% 0% 0% 0% 0% market share 1 0 0 0 1 0 0 1 0 0 0 1 0 0 1% 0% 0% 0% 5% 0% 0% 1% 0% 0% 0% 2% 0% 0% turnover 1 0 0 0 1 0 0 1 0 0 0 1 0 0 1% 0% 0% 0% 5% 0% 0% 1% 0% 0% 0% 2% 0% 0% chargeable accidents 1 0 0 0 0 1 0 1 0 1 0 0 0 0 1% 0% 0% 0% 0% 2% 0% 1% 0% 3% 0% 0% 0% 0%



TABLE 087 page 2 Sales Person: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


SALES PERSON base: those whose companies employ at least one full-time Sales Person 149 10 10 18 21 65 19 94 29 36 20 41 37 5 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% other 7 1 1 1 0 4 0 7 0 1 0 3 3 0 5% 10% 10% 6% 0% 6% 0% 7% 0% 3% 0% 7% 8% 0% indicated at least one 54 3 5 5 8 26 5 31 13 11 9 17 12 0 36% 30% 50% 28% 38% 40% 26% 33% 45% 31% 45% 41% 32% 0% bonuses not offered for this 77 6 2 8 12 34 11 50 13 17 10 22 21 4 position 52% 60% 20% 44% 57% 52% 58% 53% 45% 47% 50% 54% 57% 80% no answer 18 1 3 5 1 5 3 13 3 8 1 2 4 1 12% 10% 30% 28% 5% 8% 16% 14% 10% 22% 5% 5% 11% 20% j



TABLE 088 page 1 Sales Person: Basis for Pay Increases 22. On what basis are pay increases determined for this position?


SALES PERSON base: those whose companies employ at least one full-time Sales Person 149 10 10 18 21 65 19 94 29 36 20 41 37 5 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% merit 60 1 5 3 9 34 7 34 16 13 11 16 15 2 40% 10% 50% 17% 43% 52% 37% 36% 55% 36% 55% 39% 41% 40% cost of living 20 0 3 0 5 10 2 12 3 5 2 7 4 1 13% 0% 30% 0% 24% 15% 11% 13% 10% 14% 10% 17% 11% 20% across-the-board same rate 4 0 0 2 1 1 0 3 0 0 0 2 2 0 3% 0% 0% 11% 5% 2% 0% 3% 0% 0% 0% 5% 5% 0% other 16 1 1 3 4 4 2 10 3 3 3 2 7 0 11% 10% 10% 17% 19% 6% 11% 11% 10% 8% 15% 5% 19% 0%

indicated at least one 88 2 7 8 17 43 9 54 19 19 15 23 23 3 59% 20% 70% 44% 81% 66% 47% 57% 66% 53% 75% 56% 62% 60% none - position not eligible 42 5 0 5 2 17 10 26 9 9 4 15 10 1 for pay increases 28% 50% 0% 28% 10% 26% 53% 28% 31% 25% 20% 37% 27% 20% no answer 19 3 3 5 2 5 0 14 1 8 1 3 4 1 13% 30% 30% 28% 10% 8% 0% 15% 3% 22% 5% 7% 11% 20%



TABLE 089 page 1 Sales Person: Average Pay Increase 23. What is the projected (or actual, if already awarded) average pay increase for this position this year?


SALES PERSON base: those whose companies employ at least one full-time 149 10 10 18 21 65 19 94 29 36 20 41 37 5 Sales Person 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10% or more 3 0 1 0 0 2 0 2 1 0 1 1 0 0 2% 0% 10% 0% 0% 3% 0% 2% 3% 0% 5% 2% 0% 0% 8% - 9.9% 1 0 0 0 0 1 0 1 0 0 0 1 0 0 1% 0% 0% 0% 0% 2% 0% 1% 0% 0% 0% 2% 0% 0% 6% - 7.9% 2 0 0 0 1 0 1 1 1 0 0 0 1 0 1% 0% 0% 0% 5% 0% 5% 1% 3% 0% 0% 0% 3% 0% 4% - 5.9% 11 0 1 1 2 5 1 7 1 5 3 2 1 0 7% 0% 10% 6% 10% 8% 5% 7% 3% 14% 15% 5% 3% 0%

3% - 3.9% 18 0 2 1 0 12 2 9 6 6 1 6 4 1 12% 0% 20% 6% 0% 18% 11% 10% 21% 17% 5% 15% 11% 20% 2% - 2.9% 25 1 1 5 3 12 3 15 6 5 6 3 9 1 17% 10% 10% 28% 14% 18% 16% 16% 21% 14% 30% 7% 24% 20% l

less than 2% 19 0 2 0 6 9 2 14 3 2 3 7 4 1 13% 0% 20% 0% 29% 14% 11% 15% 10% 6% 15% 17% 11% 20% 0% 54 7 0 6 7 20 10 34 10 11 5 18 15 1 36% 70% 0% 33% 33% 31% 53% 36% 34% 31% 25% 44% 41% 20% mean: 1.9% 0.3% 3.8% 1.6% 1.6% 2.2% 1.5% 1.9% 2.2% 2.1% 2.4% 1.7% 1.5% 1.7% standard error: 0.20% 0.31% 1.17% 0.47% 0.47% 0.30% 0.47% 0.25% 0.45% 0.36% 0.58% 0.40% 0.30% 0.78% median: 1% 0% 3% 2% 1% 2% 0% 1% 2% 2% 2% 0% 1% 2% no answer 16 2 3 5 2 4 0 11 1 7 1 3 3 1 11% 20% 30% 28% 10% 6% 0% 12% 3% 19% 5% 7% 8% 20%



TABLE 090 page 1 Sales Person: Proportion Offering Overtime Compensation 24. Does your company offer overtime compensation to full-time employees in this position?


SALES PERSON base: those whose companies employ at least one full-time 149 10 10 18 21 65 19 94 29 36 20 41 37 5 Sales Person 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% yes 20 1 3 6 3 7 0 14 2 5 1 6 6 0 13% 10% 30% 33% 14% 11% 0% 15% 7% 14% 5% 15% 16% 0% no 112 7 4 7 17 52 19 68 25 23 17 33 28 4 75% 70% 40% 39% 81% 80% 100% 72% 86% 64% 85% 80% 76% 80% no answer 17 2 3 5 1 6 0 12 2 8 2 2 3 1 11% 20% 30% 28% 5% 9% 0% 13% 7% 22% 10% 5% 8% 20% j



TABLE 091 page 1 Sales Person: Average Annual Base Salary 25. As of July 1, 2015, what was the average annual base salary for this position (in U.S. dollars)?


SALES PERSON: AVERAGE ANNUAL BASE SALARY base: those whose companies employ at least one full-time Sales Person 149 10 10 18 21 65 19 94 29 36 20 41 37 5 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 20 0 4 2 4 6 3 12 2 4 1 6 7 13% 0% 40% 11% 19% 9% 16% 13% 7% 11% 5% 15% 19% $45,000 - $49,999 6 0 0 0 1 5 0 5 1 1 1 3 1 4% 0% 0% 0% 5% 8% 0% 5% 3% 3% 5% 7% 3% $40,000 - $44,999 16 1 1 2 1 10 1 9 5 7 3 3 2 11% 10% 10% 11% 5% 15% 5% 10% 17% 19% 15% 7% 5%

$35,000 - $39,999 6 0 0 1 1 1 3 2 4 1 1 1 1 4% 0% 0% 6% 5% 2% 16% 2% 14% 3% 5% 2% 3% $30,000 - $34,999 24 1 0 2 3 17 1 18 4 8 3 7 4 16% 10% 0% 11% 14% 26% 5% 19% 14% 22% 15% 17% 11% $25,000 - $29,999 11 1 1 1 2 2 4 7 2 1 1 4 1 7% 10% 10% 6% 10% 3% 21% 7% 7% 3% 5% 10% 3% less than $25,000 18 0 0 1 2 11 3 11 4 2 4 2 8 12% 0% 0% 6% 10% 17% 16% 12% 14% 6% 20% 5% 22% jl

$0 17 2 1 4 2 6 1 11 2 3 2 6 6 11% 20% 10% 22% 10% 9% 5% 12% 7% 8% 10% 15% 16% n: 118 5 7 13 16 58 16 75 24 27 16 32 30 3 75th percentile (thousands): $40.4 $35.0 $65.0 $40.8 $48.8 $40.0 $39.0 $41.6 $40.0 $41.6 $40.0 $45.0 $47.2 50th percentile (median): $30.0 $25.0 $50.0 $30.0 $30.0 $30.6 $29.3 $30.0 $32.5 $32.0 $30.0 $30.0 $29.3 25th percentile: $20.8 $0.0 $26.0 $0.0 $24.8 $20.9 $24.3 $20.0 $24.3 $30.0 $20.8 $18.9 $16.5 no answer 31 5 3 5 5 7 3 19 5 9 4 9 7 2 21% 50% 30% 28% 24% 11% 16% 20% 17% 25% 20% 22% 19% 40%




TABLE 092 page 1 Sales Person: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


SALES PERSON: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employ at least one full-time 149 10 10 18 21 65 19 94 29 36 20 41 37 5 Sales Person 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% did not have full-time employees in this position all 12 months 15 1 4 3 0 6 0 9 2 1 2 7 4 1 prior to July 1, 2015 10% 10% 40% 17% 0% 9% 0% 10% 7% 3% 10% 17% 11% 20% j

no answer 31 5 3 5 5 7 3 19 5 9 4 9 7 2 21% 50% 30% 28% 24% 11% 16% 20% 17% 25% 20% 22% 19% 40% base: those whose companies employed at least one full-time Sales Person all 12 months prior to July 1, 2015 103 4 3 10 16 52 16 66 22 26 14 25 26 2 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 17 2 2 7 4 13 3 7 0 5 5 17% 20% 13% 13% 25% 20% 14% 27% 0% 20% 19% $40,000 - $49,999 12 2 1 7 2 8 3 4 2 1 4 12% 20% 6% 13% 13% 12% 14% 15% 14% 4% 15% $30,000 - $39,999 11 1 1 6 3 6 3 1 1 3 1 11% 10% 6% 12% 19% 9% 14% 4% 7% 12% 4% $20,000 - $29,999 14 1 3 5 4 10 2 2 3 4 3 14% 10% 19% 10% 25% 15% 9% 8% 21% 16% 12% $10,000 - $19,999 14 0 2 10 1 5 7 1 2 4 5 14% 0% 13% 19% 6% 8% 32% 4% 14% 16% 19% $5,000 - $9,999 12 1 1 8 0 8 0 1 3 5 2 12% 10% 6% 15% 0% 12% 0% 4% 21% 20% 8% $1,000 - $4,999 11 1 1 5 2 7 2 4 2 2 2 11% 10% 6% 10% 13% 11% 9% 15% 14% 8% 8% less than $1,000 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% no other cash compensation 12 2 5 4 0 9 2 6 1 1 4 received 12% 20% 31% 8% 0% 14% 9% 23% 7% 4% 15% 75th percentile (thousands): $40.0 $50.3 $31.3 $40.0 $52.1 $45.0 $40.0 $54.1 $30.5 $35.0 $45.0 50th percentile (median): $20.0 $29.5 $14.8 $17.3 $30.6 $20.0 $19.5 $23.0 $17.0 $20.8 $19.0 25th percentile: $5.0 $3.0 $0.0 $6.0 $20.0 $4.8 $11.9 $1.5 $4.4 $6.8 $4.8




TABLE 093 page 1 Customer Service Representative: Average Length of Employment 17. What is the average length of employment for full-time employees in this position at your company?


CUSTOMER SERVICE REPRESENTATIVE (ADMINISTRATIVE) base: those whose companies employ at least one full-time 248 12 20 32 41 114 20 152 56 54 37 54 76 15 Customer Service Representative 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 30 years or more 1 0 1 0 0 0 0 1 0 0 1 0 0 0 0% 0% 5% 0% 0% 0% 0% 1% 0% 0% 3% 0% 0% 0% 20 - 29 years 8 1 3 1 2 1 0 4 2 2 3 2 0 1 3% 8% 15% 3% 5% 1% 0% 3% 4% 4% 8% 4% 0% 7% k

15 - 19 years 7 2 1 0 3 1 0 2 3 0 1 3 2 1 3% 17% 5% 0% 7% 1% 0% 1% 5% 0% 3% 6% 3% 7% e

10 - 14 years 28 1 2 5 5 12 2 20 5 9 4 5 6 2 11% 8% 10% 16% 12% 11% 10% 13% 9% 17% 11% 9% 8% 13% 5 - 9 years 56 1 3 6 6 31 5 26 15 14 5 13 19 4 23% 8% 15% 19% 15% 27% 25% 17% 27% 26% 14% 24% 25% 27% 3 - 4 years 73 1 2 6 12 43 8 52 12 15 9 18 21 3 29% 8% 10% 19% 29% 38% 40% 34% 21% 28% 24% 33% 28% 20% d

1 - 2 years 41 2 2 6 7 18 5 27 11 7 8 7 17 0 17% 17% 10% 19% 17% 16% 25% 18% 20% 13% 22% 13% 22% 0% less than 1 year 14 2 2 4 4 1 0 9 3 4 2 3 4 1 6% 17% 10% 13% 10% 1% 0% 6% 5% 7% 5% 6% 5% 7% de

mean: 6.6 9.0 11.5 6.2 7.1 5.9 5.2 6.2 6.9 6.8 8.0 6.9 5.4 9.2




TABLE 094 page 1 Customer Service Representative: Average Hours Worked Per Week 18. What is the average number of hours worked per week by full-time employees in this position at your company?


CUSTOMER SERVICE REPRESENTATIVE (ADMINISTRATIVE) base: those whose companies employ at least one full-time Customer Service Representative 248 12 20 32 41 114 20 152 56 54 37 54 76 15 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 70 or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 60 - 69 3 2 1 0 0 0 0 1 1 0 1 0 2 0 1% 17% 5% 0% 0% 0% 0% 1% 2% 0% 3% 0% 3% 0% 50 - 59 10 1 1 2 2 3 0 5 1 1 3 3 1 1 4% 8% 5% 6% 5% 3% 0% 3% 2% 2% 8% 6% 1% 7%

41 - 49 31 2 1 3 4 17 3 17 11 7 8 5 7 1 13% 17% 5% 9% 10% 15% 15% 11% 20% 13% 22% 9% 9% 7%

40 172 5 10 18 32 85 17 111 37 36 20 42 57 9 69% 42% 50% 56% 78% 75% 85% 73% 66% 67% 54% 78% 75% 60% d d k k

35 - 39 8 0 1 4 1 2 0 4 1 4 1 1 1 1 3% 0% 5% 13% 2% 2% 0% 3% 2% 7% 3% 2% 1% 7% d

mean: 41.1 46.8 42.2 40.5 40.8 40.8 40.5 40.9 41.2 40.5 42.5 41.0 41.0 40.8 d d j j l




TABLE 095 page 1 Customer Service Representative: Primary Type of Pay Plan Offered 19. What type of pay plan does your company primarily offer to full-time employees in this position?


CUSTOMER SERVICE REPRESENTATIVE (ADMINISTRATIVE) base: those whose companies employ at least one full-time 248 12 20 32 41 114 20 152 56 54 37 54 76 15 Customer Service Representative 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% hourly only 67 1 3 9 18 29 7 45 10 11 5 18 24 4 27% 8% 15% 28% 44% 25% 35% 30% 18% 20% 14% 33% 32% 27% e k k

base salary only 53 5 4 9 7 23 2 19 26 12 8 7 19 6 21% 42% 20% 28% 17% 20% 10% 13% 46% 22% 22% 13% 25% 40% h

hourly plus bonus 28 0 3 3 2 17 2 19 5 3 6 10 7 1 11% 0% 15% 9% 5% 15% 10% 13% 9% 6% 16% 19% 9% 7% j

hourly plus commission 22 1 0 3 2 9 5 18 2 6 3 5 8 0 9% 8% 0% 9% 5% 8% 25% 12% 4% 11% 8% 9% 11% 0%

base salary plus bonus 21 1 3 2 6 9 0 17 2 5 4 6 3 0 8% 8% 15% 6% 15% 8% 0% 11% 4% 9% 11% 11% 4% 0%

hourly plus commission & bonus 16 0 0 1 2 12 1 10 4 7 4 1 3 0 6% 0% 0% 3% 5% 11% 5% 7% 7% 13% 11% 2% 4% 0% j

base salary plus commission 6 0 0 0 1 2 3 5 0 3 0 1 2 0 2% 0% 0% 0% 2% 2% 15% 3% 0% 6% 0% 2% 3% 0% base salary plus commission & 5 0 1 0 1 3 0 3 0 1 1 2 1 0 bonus 2% 0% 5% 0% 2% 3% 0% 2% 0% 2% 3% 4% 1% 0% commission only 2 1 0 0 0 0 0 1 0 0 0 1 1 0 1% 8% 0% 0% 0% 0% 0% 1% 0% 0% 0% 2% 1% 0% commission plus bonus 2 0 0 1 0 1 0 1 1 0 1 0 0 1 1% 0% 0% 3% 0% 1% 0% 1% 2% 0% 3% 0% 0% 7% draw against commission 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 4 1 2 0 0 0 0 1 1 2 1 0 1 0 2% 8% 10% 0% 0% 0% 0% 1% 2% 4% 3% 0% 1% 0% no answer 22 2 4 4 2 9 0 13 5 4 4 3 7 3 9% 17% 20% 13% 5% 8% 0% 9% 9% 7% 11% 6% 9% 20%



TABLE 096 page 1 Customer Service Representative: Basis for Commissions 20. What are commissions for this position based on (if offered)?


CUSTOMER SERVICE REPRESENTATIVE (ADMINISTRATIVE) base: those whose companies employ at least one full-time Customer Service Representative 248 12 20 32 41 114 20 152 56 54 37 54 76 15 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% percent of sales 48 0 0 5 6 25 9 36 5 14 8 9 15 1 19% 0% 0% 16% 15% 22% 45% 24% 9% 26% 22% 17% 20% 7% h

percent of service or 8 1 1 1 0 4 0 5 1 1 1 2 2 1 production 3% 8% 5% 3% 0% 4% 0% 3% 2% 2% 3% 4% 3% 7% balanced scorecard 3 0 0 0 0 2 1 2 1 1 0 1 1 0 1% 0% 0% 0% 0% 2% 5% 1% 2% 2% 0% 2% 1% 0% years of service 3 0 1 0 2 0 0 2 0 1 1 1 0 0 1% 0% 5% 0% 5% 0% 0% 1% 0% 2% 3% 2% 0% 0% e

route value 2 1 0 0 0 1 0 0 1 0 2 0 0 0 1% 8% 0% 0% 0% 1% 0% 0% 2% 0% 5% 0% 0% 0% k

certification level 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 4 0 2 1 0 1 0 3 0 3 0 0 1 0 2% 0% 10% 3% 0% 1% 0% 2% 0% 6% 0% 0% 1% 0%

indicated at least one 61 2 3 6 7 31 9 44 7 20 10 11 18 1 25% 17% 15% 19% 17% 27% 45% 29% 13% 37% 27% 20% 24% 7% h

commissions not offered for 151 8 13 22 30 63 10 86 41 26 21 38 47 11 this position 61% 67% 65% 69% 73% 55% 50% 57% 73% 48% 57% 70% 62% 73% e h j

no answer 36 2 4 4 4 20 1 22 8 8 6 5 11 3 15% 17% 20% 13% 10% 18% 5% 14% 14% 15% 16% 9% 14% 20%



TABLE 097 page 1 Customer Service Representative: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


CUSTOMER SERVICE REPRESENTATIVE (ADMINISTRATIVE) base: those whose companies employ at least one full-time Customer Service Representative 248 12 20 32 41 114 20 152 56 54 37 54 76 15 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% profits 28 0 4 3 4 17 0 19 2 5 4 11 5 1 11% 0% 20% 9% 10% 15% 0% 13% 4% 9% 11% 20% 7% 7% l

productivity/efficiency 26 0 3 0 0 22 1 15 6 4 2 10 6 1 10% 0% 15% 0% 0% 19% 5% 10% 11% 7% 5% 19% 8% 7% de

revenue level 24 0 2 4 5 12 1 14 6 6 5 8 3 1 10% 0% 10% 13% 12% 11% 5% 9% 11% 11% 14% 15% 4% 7% l

quality 18 0 4 0 2 12 0 12 3 3 3 5 6 1 7% 0% 20% 0% 5% 11% 0% 8% 5% 6% 8% 9% 8% 7%

customer satisfaction 18 0 1 0 3 13 1 10 7 2 4 6 5 0 7% 0% 5% 0% 7% 11% 5% 7% 13% 4% 11% 11% 7% 0% d

annual growth 15 0 3 1 2 9 0 11 1 5 3 4 3 0 6% 0% 15% 3% 5% 8% 0% 7% 2% 9% 8% 7% 4% 0% individual goal attainment 14 0 1 0 1 11 1 9 4 1 4 5 4 0 6% 0% 5% 0% 2% 10% 5% 6% 7% 2% 11% 9% 5% 0%

attendance 12 0 1 0 1 9 1 7 3 2 3 2 4 1 5% 0% 5% 0% 2% 8% 5% 5% 5% 4% 8% 4% 5% 7% department goal attainment 10 0 1 0 1 8 0 4 5 0 1 4 3 0 4% 0% 5% 0% 2% 7% 0% 3% 9% 0% 3% 7% 4% 0% h j

branch goal attainment 10 0 1 1 0 8 0 6 2 1 1 4 4 0 4% 0% 5% 3% 0% 7% 0% 4% 4% 2% 3% 7% 5% 0%

unserviced accounts 4 0 0 0 0 3 1 2 2 2 1 0 1 0 2% 0% 0% 0% 0% 3% 5% 1% 4% 4% 3% 0% 1% 0% cancellations 3 0 0 0 0 3 0 2 1 2 0 1 0 0 1% 0% 0% 0% 0% 3% 0% 1% 2% 4% 0% 2% 0% 0%

turnover 2 0 0 0 0 1 1 1 1 0 1 0 1 0 1% 0% 0% 0% 0% 1% 5% 1% 2% 0% 3% 0% 1% 0%



TABLE 097 page 2 Customer Service Representative: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


CUSTOMER SERVICE REPRESENTATIVE (ADMINISTRATIVE) base: those whose companies employ at least one full-time Customer Service Representative 248 12 20 32 41 114 20 152 56 54 37 54 76 15 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% chargeable accidents 1 0 0 0 0 1 0 1 0 1 0 0 0 0 0% 0% 0% 0% 0% 1% 0% 1% 0% 2% 0% 0% 0% 0% market share 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 18 1 1 2 0 11 1 11 3 6 3 2 7 0 7% 8% 5% 6% 0% 10% 5% 7% 5% 11% 8% 4% 9% 0% e

indicated at least one 89 1 8 8 11 53 6 57 17 18 19 22 22 2 36% 8% 40% 25% 27% 46% 30% 38% 30% 33% 51% 41% 29% 13% de k

bonuses not offered for this 124 9 8 20 24 46 12 71 34 27 13 27 42 10 position 50% 75% 40% 63% 59% 40% 60% 47% 61% 50% 35% 50% 55% 67% de k

no answer 35 2 4 4 6 15 2 24 5 9 5 5 12 3 14% 17% 20% 13% 15% 13% 10% 16% 9% 17% 14% 9% 16% 20%



TABLE 098 page 1 Customer Service Representative: Basis for Pay Increases 22. On what basis are pay increases determined for this position?


CUSTOMER SERVICE REPRESENTATIVE (ADMINISTRATIVE) base: those whose companies employ at least one full-time Customer Service Representative 248 12 20 32 41 114 20 152 56 54 37 54 76 15 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% merit 146 3 10 17 24 73 17 92 32 34 22 35 40 8 59% 25% 50% 53% 59% 64% 85% 61% 57% 63% 59% 65% 53% 53% cost of living 63 0 6 8 11 31 7 45 10 12 8 17 22 1 25% 0% 30% 25% 27% 27% 35% 30% 18% 22% 22% 31% 29% 7%

across-the-board same rate 9 0 0 1 2 5 0 7 2 0 3 3 2 0 4% 0% 0% 3% 5% 4% 0% 5% 4% 0% 8% 6% 3% 0% j

other 26 1 1 3 2 14 4 17 5 3 3 5 13 1 10% 8% 5% 9% 5% 12% 20% 11% 9% 6% 8% 9% 17% 7% j


none - position not eligible 16 6 2 1 1 3 0 6 5 5 2 3 5 1 for pay increases 6% 50% 10% 3% 2% 3% 0% 4% 9% 9% 5% 6% 7% 7% no answer 31 2 6 6 5 10 0 16 9 7 5 5 8 4 13% 17% 30% 19% 12% 9% 0% 11% 16% 13% 14% 9% 11% 27%



TABLE 099 page 1 Customer Service Representative: Average Pay Increase 23. What is the projected (or actual, if already awarded) average pay increase for this position this year?


CUSTOMER SERVICE REPRESENTATIVE (ADMINISTRATIVE) base: those whose companies employ at least one full-time 248 12 20 32 41 114 20 152 56 54 37 54 76 15 Customer Service Representative 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10% or more 1 0 0 0 0 1 0 0 1 0 0 0 0 0 0% 0% 0% 0% 0% 1% 0% 0% 2% 0% 0% 0% 0% 0%

8% - 9.9% 1 0 0 0 0 1 0 0 0 0 0 0 0 1 0% 0% 0% 0% 0% 1% 0% 0% 0% 0% 0% 0% 0% 7% 6% - 7.9% 6 0 0 2 1 3 0 3 2 1 1 2 1 1 2% 0% 0% 6% 2% 3% 0% 2% 4% 2% 3% 4% 1% 7% 4% - 5.9% 33 0 3 4 8 12 4 21 6 12 2 6 11 0 13% 0% 15% 13% 20% 11% 20% 14% 11% 22% 5% 11% 14% 0% j

3% - 3.9% 59 1 5 7 6 32 7 36 15 13 8 14 18 4 24% 8% 25% 22% 15% 28% 35% 24% 27% 24% 22% 26% 24% 27%

2% - 2.9% 52 2 3 6 8 28 4 35 9 11 15 10 14 2 21% 17% 15% 19% 20% 25% 20% 23% 16% 20% 41% 19% 18% 13% j k k

less than 2% 36 0 2 3 8 19 4 24 9 6 5 10 10 1 15% 0% 10% 9% 20% 17% 20% 16% 16% 11% 14% 19% 13% 7% 0% 36 7 3 5 6 10 1 19 9 7 3 7 14 3 15% 58% 15% 16% 15% 9% 5% 13% 16% 13% 8% 13% 18% 20% mean: 2.7% 0.8% 2.6% 2.8% 2.6% 2.8% 2.9% 2.6% 2.7% 2.9% 2.6% 2.6% 2.5% 3.0% standard error: 0.13% 0.44% 0.44% 0.39% 0.31% 0.18% 0.34% 0.14% 0.30% 0.25% 0.25% 0.26% 0.22% 0.80% median: 3% 0% 3% 3% 3% 3% 3% 3% 3% 3% 3% 3% 3% 3% no answer 24 2 4 5 4 8 0 14 5 4 3 5 8 3 10% 17% 20% 16% 10% 7% 0% 9% 9% 7% 8% 9% 11% 20%



TABLE 100 page 1 Customer Service Representative: Proportion Offering Overtime Compensation 24. Does your company offer overtime compensation to full-time employees in this position?


CUSTOMER SERVICE REPRESENTATIVE (ADMINISTRATIVE) base: those whose companies employ at least one full-time 248 12 20 32 41 114 20 152 56 54 37 54 76 15 Customer Service Representative 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% yes 156 3 8 16 24 85 17 101 31 38 23 32 49 7 63% 25% 40% 50% 59% 75% 85% 66% 55% 70% 62% 59% 64% 47% d

no 65 6 8 11 13 20 3 34 20 10 10 16 20 5 26% 50% 40% 34% 32% 18% 15% 22% 36% 19% 27% 30% 26% 33% d

no answer 27 3 4 5 4 9 0 17 5 6 4 6 7 3 11% 25% 20% 16% 10% 8% 0% 11% 9% 11% 11% 11% 9% 20%



TABLE 101 page 1 Customer Service Representative: Average Annual Base Salary 25. As of July 1, 2015, what was the average annual base salary for this position (in U.S. dollars)?


CUSTOMER SERVICE REPRESENTATIVE: AVERAGE ANNUAL BASE SALARY base: those whose companies employ at least one full-time Customer Service Representative 248 12 20 32 41 114 20 152 56 54 37 54 76 15 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 8 0 2 1 2 2 1 4 2 3 0 2 2 0 3% 0% 10% 3% 5% 2% 5% 3% 4% 6% 0% 4% 3% 0% $45,000 - $49,999 9 0 0 1 2 6 0 3 5 3 1 0 3 1 4% 0% 0% 3% 5% 5% 0% 2% 9% 6% 3% 0% 4% 7% h

$40,000 - $44,999 8 0 1 0 3 4 0 5 2 2 2 0 2 2 3% 0% 5% 0% 7% 4% 0% 3% 4% 4% 5% 0% 3% 13%

$35,000 - $39,999 42 1 1 4 7 23 6 22 12 10 4 7 14 6 17% 8% 5% 13% 17% 20% 30% 14% 21% 19% 11% 13% 18% 40% $30,000 - $34,999 54 3 5 2 8 30 4 36 11 14 7 13 17 1 22% 25% 25% 6% 20% 26% 20% 24% 20% 26% 19% 24% 22% 7% d

$25,000 - $29,999 36 1 1 6 6 16 5 26 7 3 9 11 11 0 15% 8% 5% 19% 15% 14% 25% 17% 13% 6% 24% 20% 14% 0% j j

less than $25,000 54 1 3 11 11 25 2 36 9 10 8 15 16 1 22% 8% 15% 34% 27% 22% 10% 24% 16% 19% 22% 28% 21% 7% $0 3 1 0 1 0 1 0 3 0 0 0 0 2 1 1% 8% 0% 3% 0% 1% 0% 2% 0% 0% 0% 0% 3% 7% n: 214 7 13 26 39 107 18 135 48 45 31 48 67 12 75th percentile (thousands): $35.4 $30.0 $38.3 $33.7 $38.0 $35.4 $35.4 $35.0 $38.0 $37.4 $34.0 $31.2 $35.4 $39.9 50th percentile (median): $30.0 $30.0 $31.2 $25.5 $30.2 $30.4 $31.1 $30.0 $31.2 $32.0 $29.1 $29.1 $30.0 $35.7 25th percentile: $25.0 $24.0 $26.0 $23.0 $25.0 $25.0 $26.8 $25.0 $28.0 $26.8 $25.0 $24.0 $25.0 $33.7 no answer 34 5 7 6 2 7 2 17 8 9 6 6 9 3 14% 42% 35% 19% 5% 6% 10% 11% 14% 17% 16% 11% 12% 20% d



TABLE 102 page 1 Customer Service Representative: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


CUSTOMER SERVICE REPRESENTATIVE: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employ at least one full-time 248 12 20 32 41 114 20 152 56 54 37 54 76 15 Customer Service Representative 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% did not have full-time employees in this position all 12 months 24 4 5 7 5 2 0 14 5 5 4 3 10 2 prior to July 1, 2015 10% 33% 25% 22% 12% 2% 0% 9% 9% 9% 11% 6% 13% 13% de

no answer 34 5 7 6 2 7 2 17 8 9 6 6 9 3 14% 42% 35% 19% 5% 6% 10% 11% 14% 17% 16% 11% 12% 20% d

base: those whose companies employed at least one full-time Customer Service Representative all 12 months prior to July 1, 190 3 8 19 34 105 18 121 43 40 27 45 57 10 2015 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 2 0 1 0 0 0 2 0 0 0 0 1 1 1% 0% 5% 0% 0% 0% 2% 0% 0% 0% 0% 2% 10% $40,000 - $49,999 3 0 0 1 2 0 2 1 0 1 0 2 0 2% 0% 0% 3% 2% 0% 2% 2% 0% 4% 0% 4% 0% $30,000 - $39,999 14 0 0 3 9 2 9 4 6 2 2 2 1 7% 0% 0% 9% 9% 11% 7% 9% 15% 7% 4% 4% 10% j

$20,000 - $29,999 7 1 0 0 5 1 4 2 0 0 4 2 0 4% 13% 0% 0% 5% 6% 3% 5% 0% 0% 9% 4% 0% $10,000 - $19,999 4 0 0 2 1 1 4 0 1 0 1 2 0 2% 0% 0% 6% 1% 6% 3% 0% 3% 0% 2% 4% 0% $5,000 - $9,999 14 1 0 0 10 3 7 4 4 2 1 3 2 7% 13% 0% 0% 10% 17% 6% 9% 10% 7% 2% 5% 20% $1,000 - $4,999 52 3 3 7 31 5 37 11 10 9 13 13 2 27% 38% 16% 21% 30% 28% 31% 26% 25% 33% 29% 23% 20% less than $1,000 31 0 5 4 19 2 19 7 2 5 10 13 0 16% 0% 26% 12% 18% 11% 16% 16% 5% 19% 22% 23% 0% j j

no other cash compensation 63 3 10 17 28 4 37 14 17 8 14 19 4 received 33% 38% 53% 50% 27% 22% 31% 33% 43% 30% 31% 33% 40% e

75th percentile (thousands): $4.0 $4.3 $0.6 $2.6 $5.0 $9.7 $4.0 $5.0 $5.0 $2.5 $2.0 $3.0 $14.8 50th percentile (median): $1.0 $1.0 $0.0 $0.2 $1.0 $2.4 $1.0 $1.0 $1.0 $1.0 $0.7 $0.5 $2.0 25th percentile: $0.0 $0.0 $0.0 $0.0 $0.0 $0.4 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0




TABLE 103 page 1 PMST: Average Length of Employment 17. What is the average length of employment for full-time employees in this position at your company?


PEST MANAGEMENT SERVICE TECHNICIAN base: those whose companies employ at least one full-time Pest Management Service 397 33 67 77 77 116 20 238 93 78 69 90 119 28 Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 30 years or more 6 2 3 1 0 0 0 4 1 0 1 2 3 0 2% 6% 4% 1% 0% 0% 0% 2% 1% 0% 1% 2% 3% 0% b bc

20 - 29 years 15 5 7 1 0 2 0 9 3 3 7 3 2 0 4% 15% 10% 1% 0% 2% 0% 4% 3% 4% 10% 3% 2% 0% bc bc bc k

15 - 19 years 18 2 5 1 5 4 1 11 5 6 3 2 5 1 5% 6% 7% 1% 6% 3% 5% 5% 5% 8% 4% 2% 4% 4%

10 - 14 years 55 5 6 8 10 22 4 30 18 16 9 13 11 6 14% 15% 9% 10% 13% 19% 20% 13% 19% 21% 13% 14% 9% 21% j

5 - 9 years 137 4 13 25 25 55 10 86 24 25 20 33 49 6 35% 12% 19% 32% 32% 47% 50% 36% 26% 32% 29% 37% 41% 21% b b bcde

3 - 4 years 103 7 11 23 31 25 5 62 25 16 18 26 28 9 26% 21% 16% 30% 40% 22% 25% 26% 27% 21% 26% 29% 24% 32% c e

1 - 2 years 35 3 12 12 5 3 0 20 9 4 7 8 11 4 9% 9% 18% 16% 6% 3% 0% 8% 10% 5% 10% 9% 9% 14% c cd

less than 1 year 10 3 5 1 0 1 0 5 3 2 1 3 4 0 3% 9% 7% 1% 0% 1% 0% 2% 3% 3% 1% 3% 3% 0% b bc bc

mean: 8.1 11.3 9.6 6.6 7.0 8.2 8.1 8.1 8.2 8.9 9.2 7.8 7.7 7.0 bc b d

standard error: 0.31 1.71 1.12 0.58 0.47 0.40 0.82 0.40 0.63 0.65 0.90 0.63 0.54 0.85 median: 7 8 6 5 5 7 7 7 6 8 7 6 6 5 no answer 18 2 5 5 1 4 0 11 5 6 3 0 6 2 5% 6% 7% 6% 1% 3% 0% 5% 5% 8% 4% 0% 5% 7% jk l



TABLE 104 page 1 PMST: Average Hours Worked Per Week 18. What is the average number of hours worked per week by full-time employees in this position at your company?


PEST MANAGEMENT SERVICE TECHNICIAN base: those whose companies employ at least one full-time Pest Management Service 397 33 67 77 77 116 20 238 93 78 69 90 119 28 Technician (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 70 or more 3 0 0 3 0 0 0 1 1 0 0 1 1 1 1% 0% 0% 4% 0% 0% 0% 0% 1% 0% 0% 1% 1% 4% d

60 - 69 11 2 4 0 1 3 1 8 2 0 3 1 7 0 3% 6% 6% 0% 1% 3% 5% 3% 2% 0% 4% 1% 6% 0% bc j

50 - 59 71 4 9 10 13 28 5 44 17 17 12 11 22 3 18% 12% 13% 13% 17% 24% 25% 18% 18% 22% 17% 12% 18% 11%

41 - 49 92 3 8 15 14 43 8 58 26 24 21 21 18 3 23% 9% 12% 19% 18% 37% 40% 24% 28% 31% 30% 23% 15% 11% bcde jk

40 167 17 32 35 41 35 4 97 35 26 22 48 55 15 42% 52% 48% 45% 53% 30% 20% 41% 38% 33% 32% 53% 46% 54% bcde jk

35 - 39 29 2 7 9 5 4 2 15 6 5 7 6 9 2 7% 6% 10% 12% 6% 3% 10% 6% 6% 6% 10% 7% 8% 7% d

mean: 43.8 43.3 43.1 43.3 42.6 45.0 45.5 44.0 44.1 43.9 44.0 42.7 44.1 42.8 b bc bcde

standard error: 0.33 1.36 0.81 1.04 0.58 0.49 1.27 0.41 0.73 0.59 0.72 0.67 0.69 1.61 median: 40 40 40 40 40 45 45 40 42 45 44 40 40 40 no answer 24 5 7 5 3 3 0 15 6 6 4 2 7 4 6% 15% 10% 6% 4% 3% 0% 6% 6% 8% 6% 2% 6% 14% b bc



TABLE 105 page 1 PMST: Primary Type of Pay Plan Offered 19. What type of pay plan does your company primarily offer to full-time employees in this position?


PEST MANAGEMENT SERVICE TECHNICIAN base: those whose companies employ at least one full-time Pest Management Service 397 33 67 77 77 116 20 238 93 78 69 90 119 28 Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% base salary plus commission 61 1 6 14 16 20 4 37 19 8 10 13 25 5 15% 3% 9% 18% 21% 17% 20% 16% 20% 10% 14% 14% 21% 18% b bc b j

hourly plus commission 49 2 4 12 10 17 2 33 9 15 6 14 9 4 12% 6% 6% 16% 13% 15% 10% 14% 10% 19% 9% 16% 8% 14% j

base salary only 40 10 8 10 8 3 0 17 16 8 5 9 14 4 10% 30% 12% 13% 10% 3% 0% 7% 17% 10% 7% 10% 12% 14% b b b bcde h

hourly only 37 4 10 7 7 9 0 22 9 10 3 5 15 2 9% 12% 15% 9% 9% 8% 0% 9% 10% 13% 4% 6% 13% 7% base salary plus commission & 32 0 5 5 7 12 3 16 8 4 3 11 10 4 bonus 8% 0% 7% 6% 9% 10% 15% 7% 9% 5% 4% 12% 8% 14% commission only 31 2 8 4 9 7 0 23 2 0 8 9 13 1 8% 6% 12% 5% 12% 6% 0% 10% 2% 0% 12% 10% 11% 4% h j j j

commission plus bonus 28 1 2 4 3 14 3 18 6 0 9 9 5 1 7% 3% 3% 5% 4% 12% 15% 8% 6% 0% 13% 10% 4% 4% ce j j k

hourly plus commission & bonus 27 0 3 2 6 14 2 14 8 11 5 1 8 1 7% 0% 4% 3% 8% 12% 10% 6% 9% 14% 7% 1% 7% 4% bd jk l

hourly plus bonus 26 0 7 6 4 8 0 17 2 7 7 5 3 3 7% 0% 10% 8% 5% 7% 0% 7% 2% 9% 10% 6% 3% 11% jk

base salary plus bonus 17 3 1 7 4 2 0 9 4 2 4 7 3 1 4% 9% 1% 9% 5% 2% 0% 4% 4% 3% 6% 8% 3% 4% c bd

draw against commission 12 0 0 1 2 5 4 9 2 2 2 6 1 0 3% 0% 0% 1% 3% 4% 20% 4% 2% 3% 3% 7% 1% 0% l

other 16 6 7 0 0 0 2 10 3 5 3 1 6 0 4% 18% 10% 0% 0% 0% 10% 4% 3% 6% 4% 1% 5% 0% bc bc bc

no answer 21 4 6 5 1 5 0 13 5 6 4 0 7 2 5% 12% 9% 6% 1% 4% 0% 5% 5% 8% 6% 0% 6% 7% bc jk l



TABLE 106 page 1 PMST: Basis for Commissions 20. What are commissions for this position based on (if offered)?


PEST MANAGEMENT SERVICE TECHNICIAN base: those whose companies employ at least one full-time Pest Management Service 397 33 67 77 77 116 20 238 93 78 69 90 119 28 Technician (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% percent of sales 174 2 21 34 38 60 16 110 41 30 23 52 51 12 44% 6% 31% 44% 49% 52% 80% 46% 44% 38% 33% 58% 43% 43% b b bc bc jk l

percent of service or 136 5 17 19 30 53 11 91 27 13 24 41 42 9 production 34% 15% 25% 25% 39% 46% 55% 38% 29% 17% 35% 46% 35% 32% b bcd j j j

years of service 28 0 9 5 4 8 2 21 1 4 5 11 5 0 7% 0% 13% 6% 5% 7% 10% 9% 1% 5% 7% 12% 4% 0% b h l

route value 22 1 5 2 3 8 3 13 5 2 3 6 7 2 6% 3% 7% 3% 4% 7% 15% 5% 5% 3% 4% 7% 6% 7% certification level 13 0 3 1 3 4 2 10 1 1 4 4 2 0 3% 0% 4% 1% 4% 3% 10% 4% 1% 1% 6% 4% 2% 0% balanced scorecard 5 0 0 0 1 4 0 4 1 2 0 1 2 0 1% 0% 0% 0% 1% 3% 0% 2% 1% 3% 0% 1% 2% 0%

other 22 5 4 3 6 3 1 15 4 4 10 2 5 1 6% 15% 6% 4% 8% 3% 5% 6% 4% 5% 14% 2% 4% 4% b b k k

indicated at least one 266 12 36 47 57 90 20 169 57 44 49 69 79 16 67% 36% 54% 61% 74% 78% 100% 71% 61% 56% 71% 77% 66% 57% b bc bcd j

commissions not offered for 91 17 22 21 14 14 0 44 27 24 13 19 26 8 this position 23% 52% 33% 27% 18% 12% 0% 18% 29% 31% 19% 21% 22% 29% b bc bcd h

no answer 40 4 9 9 6 12 0 25 9 10 7 2 14 4 10% 12% 13% 12% 8% 10% 0% 11% 10% 13% 10% 2% 12% 14% jk l



TABLE 107 page 1 PMST: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


PEST MANAGEMENT SERVICE TECHNICIAN base: those whose companies employ at least one full-time Pest Management Service 397 33 67 77 77 116 20 238 93 78 69 90 119 28 Technician (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% productivity/efficiency 74 1 11 8 17 31 5 44 18 18 10 20 16 6 19% 3% 16% 10% 22% 27% 25% 18% 19% 23% 14% 22% 13% 21% bd bd

profits 60 2 7 11 14 25 1 34 13 10 16 16 12 3 15% 6% 10% 14% 18% 22% 5% 14% 14% 13% 23% 18% 10% 11% b k

quality 52 1 11 6 10 23 1 31 14 14 7 12 12 2 13% 3% 16% 8% 13% 20% 5% 13% 15% 18% 10% 13% 10% 7% bd

revenue level 50 1 8 12 12 16 1 33 9 9 9 14 12 4 13% 3% 12% 16% 16% 14% 5% 14% 10% 12% 13% 16% 10% 14%

customer satisfaction 50 0 11 6 11 20 2 31 10 8 9 13 12 3 13% 0% 16% 8% 14% 17% 10% 13% 11% 10% 13% 14% 10% 11% b b b

annual growth 43 3 9 5 7 19 0 27 7 11 10 13 7 0 11% 9% 13% 6% 9% 16% 0% 11% 8% 14% 14% 14% 6% 0% d kl

attendance 26 0 5 3 6 11 1 19 4 7 7 4 5 1 7% 0% 7% 4% 8% 9% 5% 8% 4% 9% 10% 4% 4% 4%

cancellations 25 0 1 2 5 16 1 15 7 6 5 6 6 0 6% 0% 1% 3% 6% 14% 5% 6% 8% 8% 7% 7% 5% 0% bcd

individual goal attainment 22 0 2 1 5 12 2 11 8 4 4 4 5 2 6% 0% 3% 1% 6% 10% 10% 5% 9% 5% 6% 4% 4% 7% d

unserviced accounts 19 0 2 2 5 10 0 12 3 9 4 2 3 0 5% 0% 3% 3% 6% 9% 0% 5% 3% 12% 6% 2% 3% 0% j j

chargeable accidents 16 0 1 2 3 10 0 10 5 5 2 4 2 0 4% 0% 1% 3% 4% 9% 0% 4% 5% 6% 3% 4% 2% 0%

department goal attainment 13 0 1 1 2 7 2 2 7 0 2 4 4 1 3% 0% 1% 1% 3% 6% 10% 1% 8% 0% 3% 4% 3% 4% h



TABLE 107 page 2 PMST: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


PEST MANAGEMENT SERVICE TECHNICIAN base: those whose companies employ at least one full-time Pest Management Service 397 33 67 77 77 116 20 238 93 78 69 90 119 28 Technician (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% branch goal attainment 10 0 1 1 0 7 1 3 5 2 2 3 2 0 3% 0% 1% 1% 0% 6% 5% 1% 5% 3% 3% 3% 2% 0% e h

market share 4 0 1 1 0 2 0 3 0 2 1 1 0 0 1% 0% 1% 1% 0% 2% 0% 1% 0% 3% 1% 1% 0% 0%

turnover 4 0 1 0 1 2 0 3 0 2 1 1 0 0 1% 0% 1% 0% 1% 2% 0% 1% 0% 3% 1% 1% 0% 0%

other 45 5 6 10 7 14 0 29 11 9 11 9 14 1 11% 15% 9% 13% 9% 12% 0% 12% 12% 12% 16% 10% 12% 4% indicated at least one 213 10 28 41 46 74 10 125 50 41 45 51 55 13 54% 30% 42% 53% 60% 64% 50% 53% 54% 53% 65% 57% 46% 46% b bc bc k

bonuses not offered for this 139 19 33 26 23 28 8 81 35 26 18 33 49 11 position 35% 58% 49% 34% 30% 24% 40% 34% 38% 33% 26% 37% 41% 39% b bc bc k

no answer 45 4 6 10 8 14 2 32 8 11 6 6 15 4 11% 12% 9% 13% 10% 12% 10% 13% 9% 14% 9% 7% 13% 14%



TABLE 108 page 1 PMST: Basis for Pay Increases 22. On what basis are pay increases determined for this position?


PEST MANAGEMENT SERVICE TECHNICIAN base: those whose companies employ at least one full-time Pest Management Service 397 33 67 77 77 116 20 238 93 78 69 90 119 28 Technician (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% merit 203 6 37 40 45 63 10 121 48 48 28 46 63 12 51% 18% 55% 52% 58% 54% 50% 51% 52% 62% 41% 51% 53% 43% b b b b j

cost of living 79 4 18 17 18 20 2 51 14 16 13 25 18 7 20% 12% 27% 22% 23% 17% 10% 21% 15% 21% 19% 28% 15% 25% l

across-the-board same rate 27 1 1 5 10 7 1 16 6 1 6 9 8 2 7% 3% 1% 6% 13% 6% 5% 7% 6% 1% 9% 10% 7% 7% c j j

other 50 8 7 11 8 14 2 23 16 9 13 7 15 3 13% 24% 10% 14% 10% 12% 10% 10% 17% 12% 19% 8% 13% 11% k

indicated at least one 304 18 50 65 67 88 12 180 70 61 51 72 90 22 77% 55% 75% 84% 87% 76% 60% 76% 75% 78% 74% 80% 76% 79% b b b b

none - position not eligible 61 10 9 6 8 19 7 38 17 7 12 17 19 3 for pay increases 15% 30% 13% 8% 10% 16% 35% 16% 18% 9% 17% 19% 16% 11% b b b

no answer 32 5 8 6 2 9 1 20 6 10 6 1 10 3 8% 15% 12% 8% 3% 8% 5% 8% 6% 13% 9% 1% 8% 11% bc jk l



TABLE 109 page 1 PMST: Average Pay Increase 23. What is the projected (or actual, if already awarded) average pay increase for this position this year?


PEST MANAGEMENT SERVICE TECHNICIAN base: those whose companies employ at least one full-time Pest Management Service 397 33 67 77 77 116 20 238 93 78 69 90 119 28 Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10% or more 12 2 4 2 1 2 1 6 3 1 1 3 4 1 3% 6% 6% 3% 1% 2% 5% 3% 3% 1% 1% 3% 3% 4% 8% - 9.9% 6 0 3 1 0 2 0 5 1 1 0 2 3 0 2% 0% 4% 1% 0% 2% 0% 2% 1% 1% 0% 2% 3% 0%

6% - 7.9% 11 0 2 3 4 2 0 6 4 1 3 2 4 1 3% 0% 3% 4% 5% 2% 0% 3% 4% 1% 4% 2% 3% 4% 4% - 5.9% 51 2 10 7 11 17 2 29 12 21 4 9 12 2 13% 6% 15% 9% 14% 15% 10% 12% 13% 27% 6% 10% 10% 7% j j j

3% - 3.9% 64 3 6 17 15 21 2 37 19 14 10 17 19 4 16% 9% 9% 22% 19% 18% 10% 16% 20% 18% 14% 19% 16% 14% c

2% - 2.9% 88 5 12 24 16 24 6 58 14 16 19 18 23 10 22% 15% 18% 31% 21% 21% 30% 24% 15% 21% 28% 20% 19% 36%

less than 2% 49 5 10 4 13 15 2 30 9 8 9 12 18 2 12% 15% 15% 5% 17% 13% 10% 13% 10% 10% 13% 13% 15% 7% c d

0% 87 11 13 13 13 26 7 48 26 9 18 24 27 5 22% 33% 19% 17% 17% 22% 35% 20% 28% 12% 26% 27% 23% 18% j j j

mean: 2.7% 2.1% 3.2% 2.9% 2.7% 2.6% 2.2% 2.7% 2.7% 3.2% 2.2% 2.6% 2.7% 2.7% j




TABLE 110 page 1 PMST: Proportion Offering Overtime Compensation 24. Does your company offer overtime compensation to full-time employees in this position?


PEST MANAGEMENT SERVICE TECHNICIAN base: those whose companies employ at least one full-time Pest Management Service 397 33 67 77 77 116 20 238 93 78 69 90 119 28 Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% yes 189 5 24 37 40 72 10 112 47 51 27 34 56 15 48% 15% 36% 48% 52% 62% 50% 47% 51% 65% 39% 38% 47% 54% b b b bc j j j

no 174 22 36 35 31 35 10 106 39 17 34 53 55 10 44% 67% 54% 45% 40% 30% 50% 45% 42% 22% 49% 59% 46% 36% b b bcd j j j

no answer 34 6 7 5 6 9 0 20 7 10 8 3 8 3 9% 18% 10% 6% 8% 8% 0% 8% 8% 13% 12% 3% 7% 11% jk



TABLE 111 page 1 PMST: Average Annual Base Salary 25. As of July 1, 2015, what was the average annual base salary for this position (in U.S. dollars)?


PEST MANAGEMENT SERVICE TECHNICIAN: AVERAGE ANNUAL BASE SALARY base: those whose companies employ at least one full-time Pest Management Service 397 33 67 77 77 116 20 238 93 78 69 90 119 28 Technician (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 12 0 4 0 3 2 3 6 2 5 0 2 4 1 3% 0% 6% 0% 4% 2% 15% 3% 2% 6% 0% 2% 3% 4% c j

$45,000 - $49,999 20 1 2 4 5 5 2 13 4 5 1 4 8 2 5% 3% 3% 5% 6% 4% 10% 5% 4% 6% 1% 4% 7% 7% $40,000 - $44,999 44 4 5 4 12 18 1 21 16 8 9 7 13 5 11% 12% 7% 5% 16% 16% 5% 9% 17% 10% 13% 8% 11% 18% d d h

$35,000 - $39,999 67 1 9 13 9 34 1 35 22 19 10 16 14 5 17% 3% 13% 17% 12% 29% 5% 15% 24% 24% 14% 18% 12% 18% b bcde j

$30,000 - $34,999 74 4 17 20 16 14 3 53 12 20 13 11 27 2 19% 12% 25% 26% 21% 12% 15% 22% 13% 26% 19% 12% 23% 7% cd j

$25,000 - $29,999 50 5 5 10 9 18 1 30 12 6 12 13 13 3 13% 15% 7% 13% 12% 16% 5% 13% 13% 8% 17% 14% 11% 11%

less than $25,000 43 3 9 12 9 7 3 27 7 3 9 19 10 1 11% 9% 13% 16% 12% 6% 15% 11% 8% 4% 13% 21% 8% 4% d j j l

$0 21 4 5 2 1 7 2 12 3 1 6 7 6 1 5% 12% 7% 3% 1% 6% 10% 5% 3% 1% 9% 8% 5% 4% b b j j

n: 331 22 56 65 64 105 16 197 78 67 60 79 95 20 75th percentile (thousands): $38.0 $38.5 $36.3 $35.4 $40.8 $39.5 $45.0 $37.8 $40.0 $41.6 $37.4 $36.0 $40.0 $41.6 50th percentile (median): $32.4 $29.1 $31.2 $31.2 $32.6 $35.4 $32.5 $31.2 $36.0 $35.4 $30.0 $30.0 $32.0 $37.0 25th percentile: $27.0 $22.3 $25.2 $27.0 $27.0 $28.6 $24.2 $26.7 $29.1 $31.2 $25.0 $24.0 $27.0 $29.3 no answer 66 11 11 12 13 11 4 41 15 11 9 11 24 8 17% 33% 16% 16% 17% 9% 20% 17% 16% 14% 13% 12% 20% 29% b b



TABLE 112 page 1 PMST: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


PEST MANAGEMENT SERVICE TECHNICIAN: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employ at least one full-time Pest Management Service 397 33 67 77 77 116 20 238 93 78 69 90 119 28 Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% did not have full-time employees in this position all 12 months 30 9 12 6 1 2 0 17 8 8 6 3 9 4 prior to July 1, 2015 8% 27% 18% 8% 1% 2% 0% 7% 9% 10% 9% 3% 8% 14% b bc bcd

no answer 66 11 11 12 13 11 4 41 15 11 9 11 24 8 17% 33% 16% 16% 17% 9% 20% 17% 16% 14% 13% 12% 20% 29% b b

base: those whose companies employed at least one full-time Pest Management Service Technician all 12 months prior to July 1, 2015 301 13 44 59 63 103 16 180 70 59 54 76 86 16 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 5 1 0 1 0 2 1 4 0 1 0 2 2 0 2% 8% 0% 2% 0% 2% 6% 2% 0% 2% 0% 3% 2% 0% $40,000 - $49,999 20 0 3 2 6 6 3 12 5 1 6 4 7 2 7% 0% 7% 3% 10% 6% 19% 7% 7% 2% 11% 5% 8% 13% j

$30,000 - $39,999 28 1 6 3 3 12 3 19 7 3 4 5 10 1 9% 8% 14% 5% 5% 12% 19% 11% 10% 5% 7% 7% 12% 6% $20,000 - $29,999 17 3 1 2 2 8 1 9 2 1 2 7 6 1 6% 23% 2% 3% 3% 8% 6% 5% 3% 2% 4% 9% 7% 6% $10,000 - $19,999 32 1 4 3 9 14 1 19 6 5 7 7 8 3 11% 8% 9% 5% 14% 14% 6% 11% 9% 8% 13% 9% 9% 19% $5,000 - $9,999 45 0 3 10 9 20 3 27 12 12 4 14 12 2 15% 0% 7% 17% 14% 19% 19% 15% 17% 20% 7% 18% 14% 13% j

$1,000 - $4,999 65 2 7 13 15 23 3 40 17 13 13 17 18 3 22% 15% 16% 22% 24% 22% 19% 22% 24% 22% 24% 22% 21% 19% less than $1,000 27 0 4 9 6 7 0 14 7 4 10 6 6 0 9% 0% 9% 15% 10% 7% 0% 8% 10% 7% 19% 8% 7% 0% k

no other cash compensation 62 5 16 16 13 11 1 36 14 19 8 14 17 4 received 21% 38% 36% 27% 21% 11% 6% 20% 20% 32% 15% 18% 20% 25% cd j



TABLE 112 page 2 PMST: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


PEST MANAGEMENT SERVICE TECHNICIAN: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employed at least one full-time Pest Management Service Technician all 12 months prior to July 1, 2015 301 13 44 59 63 103 16 180 70 59 54 76 86 16 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 75th percentile (thousands): $15.0 $22.4 $16.5 $6.0 $15.0 $20.0 $43.0 $17.3 $11.3 $6.5 $15.0 $15.3 $21.5 $24.0 50th percentile (median): $4.0 $4.0 $1.4 $2.0 $4.0 $6.2 $16.0 $4.8 $4.0 $3.0 $3.8 $5.0 $5.0 $7.0 25th percentile: $0.5 $0.0 $0.0 $0.0 $0.5 $1.5 $4.3 $0.5 $0.5 $0.0 $0.5 $0.5 $0.5 $0.8



TABLE 113 page 1 Termite Technician, Baiting: Average Length of Employment 17. What is the average length of employment for full-time employees in this position at your company?


TERMITE TECHNICIAN, BAITING base: those whose companies employ at least one full-time 98 5 9 12 12 45 11 62 18 26 13 29 23 Termite Technician, Baiting 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 30 years or more 2 1 0 0 0 1 0 1 1 0 0 0 1 2% 20% 0% 0% 0% 2% 0% 2% 6% 0% 0% 0% 4% 20 - 29 years 4 0 1 0 0 3 0 1 1 1 1 2 0 4% 0% 11% 0% 0% 7% 0% 2% 6% 4% 8% 7% 0% 15 - 19 years 5 0 0 0 2 1 1 2 2 1 1 0 2 5% 0% 0% 0% 17% 2% 9% 3% 11% 4% 8% 0% 9% 10 - 14 years 13 2 0 3 3 4 1 7 4 4 3 4 2 13% 40% 0% 25% 25% 9% 9% 11% 22% 15% 23% 14% 9% 5 - 9 years 25 0 1 4 1 15 3 18 2 3 2 10 8 26% 0% 11% 33% 8% 33% 27% 29% 11% 12% 15% 34% 35% 3 - 4 years 18 0 0 3 1 6 6 13 3 6 2 7 2 18% 0% 0% 25% 8% 13% 55% 21% 17% 23% 15% 24% 9% 1 - 2 years 8 0 1 1 1 5 0 8 0 1 2 3 1 8% 0% 11% 8% 8% 11% 0% 13% 0% 4% 15% 10% 4% less than 1 year 4 0 1 0 1 2 0 2 2 1 1 1 1 4% 0% 11% 0% 8% 4% 0% 3% 11% 4% 8% 3% 4% mean: 8.7 18.3 8.9 7.4 9.7 8.7 6.9 7.4 11.3 8.3 9.0 7.8 9.5 standard error: 0.76 5.83 5.56 1.14 2.10 1.19 1.33 0.79 2.21 1.53 2.10 1.15 1.70 median: 7 15 4 7 10 7 5 6 10 5 7 6 8 no answer 19 2 5 1 3 8 0 10 3 9 1 2 6 19% 40% 56% 8% 25% 18% 0% 16% 17% 35% 8% 7% 26%



TABLE 114 page 1 Termite Technician, Baiting: Average Hours Worked Per Week 18. What is the average number of hours worked per week by full-time employees in this position at your company?


TERMITE TECHNICIAN, BAITING base: those whose companies employ at least one full-time Termite Technician, Baiting 98 5 9 12 12 45 11 62 18 26 13 29 23 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 70 or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 60 - 69 1 0 0 0 0 1 0 1 0 0 0 0 1 1% 0% 0% 0% 0% 2% 0% 2% 0% 0% 0% 0% 4% 50 - 59 11 0 1 2 1 4 2 6 2 2 1 4 3 11% 0% 11% 17% 8% 9% 18% 10% 11% 8% 8% 14% 13% 41 - 49 23 2 1 2 1 13 4 16 6 4 3 10 2 23% 40% 11% 17% 8% 29% 36% 26% 33% 15% 23% 34% 9% 40 35 0 0 5 6 17 4 23 5 8 7 9 10 36% 0% 0% 42% 50% 38% 36% 37% 28% 31% 54% 31% 43% 35 - 39 4 0 1 1 1 0 1 2 1 1 1 2 0 4% 0% 11% 8% 8% 0% 9% 3% 6% 4% 8% 7% 0% mean: 43.2 45.0 44.0 42.4 42.0 43.6 43.2 43.2 43.3 42.8 42.1 43.0 44.0 standard error: 0.56 0.00 3.79 1.40 1.74 0.86 1.39 0.70 1.20 1.08 1.44 0.89 1.59 median: 40 45 45 40 40 42 45 40 44 40 40 42 40 no answer 24 3 6 2 3 10 0 14 4 11 1 4 7 24% 60% 67% 17% 25% 22% 0% 23% 22% 42% 8% 14% 30%



TABLE 115 page 1 Termite Technician, Baiting: Primary Type of Pay Plan Offered 19. What type of pay plan does your company primarily offer to full-time employees in this position?


TERMITE TECHNICIAN, BAITING base: those whose companies employ at least one full-time 98 5 9 12 12 45 11 62 18 26 13 29 23 Termite Technician, Baiting 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% hourly plus commission 15 1 1 3 0 7 3 11 2 5 2 4 2 15% 20% 11% 25% 0% 16% 27% 18% 11% 19% 15% 14% 9% base salary plus commission 14 0 1 2 2 8 1 9 3 3 4 3 3 14% 0% 11% 17% 17% 18% 9% 15% 17% 12% 31% 10% 13% base salary plus commission & 10 0 0 0 0 8 2 9 0 1 1 6 2 bonus 10% 0% 0% 0% 0% 18% 18% 15% 0% 4% 8% 21% 9% hourly only 10 0 1 3 1 2 2 6 3 2 2 3 3 10% 0% 11% 25% 8% 4% 18% 10% 17% 8% 15% 10% 13% base salary only 9 1 0 2 3 2 0 5 3 4 0 2 3 9% 20% 0% 17% 25% 4% 0% 8% 17% 15% 0% 7% 13% hourly plus commission & bonus 7 0 0 1 1 5 0 6 1 2 1 3 1 7% 0% 0% 8% 8% 11% 0% 10% 6% 8% 8% 10% 4% hourly plus bonus 5 0 0 0 0 5 0 3 1 0 1 3 1 5% 0% 0% 0% 0% 11% 0% 5% 6% 0% 8% 10% 4% base salary plus bonus 4 0 1 0 2 1 0 0 1 1 1 1 1 4% 0% 11% 0% 17% 2% 0% 0% 6% 4% 8% 3% 4% draw against commission 2 0 0 0 0 0 2 2 0 0 0 0 1 2% 0% 0% 0% 0% 0% 18% 3% 0% 0% 0% 0% 4% commission only 1 0 0 0 0 1 0 1 0 0 0 1 0 1% 0% 0% 0% 0% 2% 0% 2% 0% 0% 0% 3% 0% commission plus bonus 1 0 0 0 0 0 1 0 1 0 0 0 0 1% 0% 0% 0% 0% 0% 9% 0% 6% 0% 0% 0% 0% other 3 1 0 0 0 0 0 1 1 0 0 1 1 3% 20% 0% 0% 0% 0% 0% 2% 6% 0% 0% 3% 4% no answer 17 2 5 1 3 6 0 9 2 8 1 2 5 17% 40% 56% 8% 25% 13% 0% 15% 11% 31% 8% 7% 22%



TABLE 116 page 1 Termite Technician, Baiting: Basis for Commissions 20. What are commissions for this position based on (if offered)?


TERMITE TECHNICIAN, BAITING base: those whose companies employ at least one full-time Termite Technician, Baiting 98 5 9 12 12 45 11 62 18 26 13 29 23 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% percent of sales 40 1 2 5 3 20 8 31 4 7 5 17 7 41% 20% 22% 42% 25% 44% 73% 50% 22% 27% 38% 59% 30% percent of service or 20 0 1 2 0 14 3 14 4 2 3 6 5 production 20% 0% 11% 17% 0% 31% 27% 23% 22% 8% 23% 21% 22% years of service 3 0 0 0 0 2 1 2 0 0 1 0 1 3% 0% 0% 0% 0% 4% 9% 3% 0% 0% 8% 0% 4% route value 2 0 0 0 0 1 1 2 0 0 0 1 1 2% 0% 0% 0% 0% 2% 9% 3% 0% 0% 0% 3% 4% balanced scorecard 1 0 0 0 0 1 0 0 1 1 0 0 0 1% 0% 0% 0% 0% 2% 0% 0% 6% 4% 0% 0% 0% certification level 1 0 0 0 0 0 1 0 1 0 0 0 0 1% 0% 0% 0% 0% 0% 9% 0% 6% 0% 0% 0% 0% other 7 0 0 2 1 3 1 7 0 1 0 4 2 7% 0% 0% 17% 8% 7% 9% 11% 0% 4% 0% 14% 9% indicated at least one 54 1 2 7 4 30 9 41 7 11 8 20 10 55% 20% 22% 58% 33% 67% 82% 66% 39% 42% 62% 69% 43% commissions not offered for 27 2 2 4 5 9 2 12 9 7 4 7 8 this position 28% 40% 22% 33% 42% 20% 18% 19% 50% 27% 31% 24% 35% no answer 17 2 5 1 3 6 0 9 2 8 1 2 5 17% 40% 56% 8% 25% 13% 0% 15% 11% 31% 8% 7% 22%



TABLE 117 page 1 Termite Technician, Baiting: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


TERMITE TECHNICIAN, BAITING base: those whose companies employ at least one full-time Termite Technician, Baiting 98 5 9 12 12 45 11 62 18 26 13 29 23 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% productivity/efficiency 14 0 1 0 2 8 3 6 4 3 2 4 3 14% 0% 11% 0% 17% 18% 27% 10% 22% 12% 15% 14% 13% quality 12 0 0 0 1 10 1 4 4 3 1 3 3 12% 0% 0% 0% 8% 22% 9% 6% 22% 12% 8% 10% 13% revenue level 11 0 2 1 2 6 0 7 0 1 3 5 2 11% 0% 22% 8% 17% 13% 0% 11% 0% 4% 23% 17% 9% profits 10 0 1 0 1 8 0 6 1 0 1 4 4 10% 0% 11% 0% 8% 18% 0% 10% 6% 0% 8% 14% 17% customer satisfaction 8 0 0 0 1 6 1 3 3 2 1 1 2 8% 0% 0% 0% 8% 13% 9% 5% 17% 8% 8% 3% 9% individual goal attainment 8 0 0 0 0 7 1 4 4 1 2 2 1 8% 0% 0% 0% 0% 16% 9% 6% 22% 4% 15% 7% 4% annual growth 7 0 1 0 0 6 0 3 1 1 2 2 1 7% 0% 11% 0% 0% 13% 0% 5% 6% 4% 15% 7% 4% branch goal attainment 5 0 0 0 0 5 0 2 2 1 0 3 1 5% 0% 0% 0% 0% 11% 0% 3% 11% 4% 0% 10% 4% attendance 4 0 0 0 0 4 0 3 1 1 1 1 1 4% 0% 0% 0% 0% 9% 0% 5% 6% 4% 8% 3% 4% cancellations 4 0 0 0 1 2 1 1 2 2 1 0 0 4% 0% 0% 0% 8% 4% 9% 2% 11% 8% 8% 0% 0% chargeable accidents 4 0 0 0 0 4 0 2 2 1 1 0 1 4% 0% 0% 0% 0% 9% 0% 3% 11% 4% 8% 0% 4% unserviced accounts 3 0 0 0 0 3 0 2 1 1 1 1 0 3% 0% 0% 0% 0% 7% 0% 3% 6% 4% 8% 3% 0% department goal attainment 3 0 0 0 0 3 0 1 1 0 0 2 1 3% 0% 0% 0% 0% 7% 0% 2% 6% 0% 0% 7% 4% turnover 1 0 0 0 0 1 0 1 0 0 1 0 0 1% 0% 0% 0% 0% 2% 0% 2% 0% 0% 8% 0% 0% market share 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 7 0 0 2 1 4 0 7 0 0 1 5 1 7% 0% 0% 17% 8% 9% 0% 11% 0% 0% 8% 17% 4%



TABLE 117 page 2 Termite Technician, Baiting: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


TERMITE TECHNICIAN, BAITING base: those whose companies employ at least one full-time Termite Technician, Baiting 98 5 9 12 12 45 11 62 18 26 13 29 23 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% indicated at least one 40 0 2 3 6 26 3 27 5 6 7 17 8 41% 0% 22% 25% 50% 58% 27% 44% 28% 23% 54% 59% 35% bonuses not offered for this 37 3 2 8 3 11 6 22 11 9 5 10 9 position 38% 60% 22% 67% 25% 24% 55% 35% 61% 35% 38% 34% 39% no answer 21 2 5 1 3 8 2 13 2 11 1 2 6 21% 40% 56% 8% 25% 18% 18% 21% 11% 42% 8% 7% 26%



TABLE 118 page 1 Termite Technician, Baiting: Basis for Pay Increases 22. On what basis are pay increases determined for this position?


TERMITE TECHNICIAN, BAITING base: those whose companies employ at least one full-time Termite Technician, Baiting 98 5 9 12 12 45 11 62 18 26 13 29 23 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% merit 47 1 4 2 4 26 8 28 12 12 5 18 8 48% 20% 44% 17% 33% 58% 73% 45% 67% 46% 38% 62% 35% cost of living 16 0 1 1 2 8 3 11 1 5 3 6 2 16% 0% 11% 8% 17% 18% 27% 18% 6% 19% 23% 21% 9% across-the-board same rate 7 0 0 2 1 4 0 5 1 1 3 2 1 7% 0% 0% 17% 8% 9% 0% 8% 6% 4% 23% 7% 4% other 7 0 0 3 1 2 0 5 1 4 0 2 1 7% 0% 0% 25% 8% 4% 0% 8% 6% 15% 0% 7% 4% indicated at least one 64 1 4 8 7 32 9 41 13 17 9 23 11 65% 20% 44% 67% 58% 71% 82% 66% 72% 65% 69% 79% 48% none - position not eligible 13 2 0 3 1 4 2 8 3 1 2 2 6 for pay increases 13% 40% 0% 25% 8% 9% 18% 13% 17% 4% 15% 7% 26% no answer 21 2 5 1 4 9 0 13 2 8 2 4 6 21% 40% 56% 8% 33% 20% 0% 21% 11% 31% 15% 14% 26%



TABLE 119 page 1 Termite Technician, Baiting: Average Pay Increase 23. What is the projected (or actual, if already awarded) average pay increase for this position this year?


TERMITE TECHNICIAN, BAITING base: those whose companies employ at least one full-time 98 5 9 12 12 45 11 62 18 26 13 29 23 Termite Technician, Baiting 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10% or more 2 0 0 0 0 1 1 2 0 0 0 1 0 2% 0% 0% 0% 0% 2% 9% 3% 0% 0% 0% 3% 0% 8% - 9.9% 1 0 0 0 0 1 0 1 0 0 0 0 1 1% 0% 0% 0% 0% 2% 0% 2% 0% 0% 0% 0% 4% 6% - 7.9% 1 0 0 0 0 1 0 1 0 0 0 1 0 1% 0% 0% 0% 0% 2% 0% 2% 0% 0% 0% 3% 0% 4% - 5.9% 11 0 0 1 3 6 1 7 2 4 1 3 3 11% 0% 0% 8% 25% 13% 9% 11% 11% 15% 8% 10% 13% 3% - 3.9% 13 1 1 1 1 6 2 8 4 4 2 4 1 13% 20% 11% 8% 8% 13% 18% 13% 22% 15% 15% 14% 4% 2% - 2.9% 24 0 2 4 2 10 4 17 3 5 4 11 4 24% 0% 22% 33% 17% 22% 36% 27% 17% 19% 31% 38% 17% less than 2% 11 0 1 0 2 7 1 6 3 2 2 4 2 11% 0% 11% 0% 17% 16% 9% 10% 17% 8% 15% 14% 9% 0% 18 2 0 5 1 7 2 11 4 3 3 3 7 18% 40% 0% 42% 8% 16% 18% 18% 22% 12% 23% 10% 30% mean: 2.6% 1.2% 2.4% 1.7% 2.8% 2.8% 3.0% 2.8% 2.2% 2.7% 2.0% 2.9% 2.2% standard error: 0.25% 1.17% 0.51% 0.53% 0.64% 0.38% 0.83% 0.33% 0.44% 0.41% 0.46% 0.42% 0.60% median: 2% 0% 2% 2% 3% 3% 3% 3% 2% 3% 2% 3% 2% no answer 17 2 5 1 3 6 0 9 2 8 1 2 5 17% 40% 56% 8% 25% 13% 0% 15% 11% 31% 8% 7% 22%



TABLE 120 page 1 Termite Technician, Baiting: Proportion Offering Overtime Compensation 24. Does your company offer overtime compensation to full-time employees in this position?


TERMITE TECHNICIAN, BAITING base: those whose companies employ at least one full-time 98 5 9 12 12 45 11 62 18 26 13 29 23 Termite Technician, Baiting 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% yes 51 1 3 7 4 26 8 35 8 13 8 16 12 52% 20% 33% 58% 33% 58% 73% 56% 44% 50% 62% 55% 52% no 27 1 1 4 5 11 3 17 7 4 4 10 6 28% 20% 11% 33% 42% 24% 27% 27% 39% 15% 31% 34% 26% no answer 20 3 5 1 3 8 0 10 3 9 1 3 5 20% 60% 56% 8% 25% 18% 0% 16% 17% 35% 8% 10% 22%



TABLE 121 page 1 Termite Technician, Baiting: Average Annual Base Salary 25. As of July 1, 2015, what was the average annual base salary for this position (in U.S. dollars)?


TERMITE TECHNICIAN, BAITING: AVERAGE ANNUAL BASE SALARY base: those whose companies employ at least one full-time Termite Technician, Baiting 98 5 9 12 12 45 11 62 18 26 13 29 23 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 4 0 1 1 0 1 0 0 0 1 3 4% 0% 8% 2% 0% 2% 0% 0% 0% 3% 13% $45,000 - $49,999 4 0 0 2 1 2 1 1 0 1 1 4% 0% 0% 4% 9% 3% 6% 4% 0% 3% 4% $40,000 - $44,999 3 1 2 0 0 2 0 1 2 0 0 3% 8% 17% 0% 0% 3% 0% 4% 15% 0% 0% $35,000 - $39,999 17 2 3 10 2 12 4 4 1 8 3 17% 17% 25% 22% 18% 19% 22% 15% 8% 28% 13% $30,000 - $34,999 19 3 1 9 4 13 4 5 3 6 5 19% 25% 8% 20% 36% 21% 22% 19% 23% 21% 22% $25,000 - $29,999 10 1 1 6 1 8 1 2 1 4 1 10% 8% 8% 13% 9% 13% 6% 8% 8% 14% 4% less than $25,000 8 3 0 4 0 8 0 0 2 4 2 8% 25% 0% 9% 0% 13% 0% 0% 15% 14% 9% $0 2 0 1 1 0 2 0 1 0 1 0 2% 0% 8% 2% 0% 3% 0% 4% 0% 3% 0% n: 67 3 3 10 9 33 8 48 10 14 9 25 15 75th percentile (thousands): $37.4 $36.9 $41.8 $36.5 $35.5 $37.0 $36.0 $38.1 $37.5 $36.5 $48.0 50th percentile (median): $32.0 $31.2 $37.0 $32.0 $32.6 $31.6 $33.5 $32.6 $30.0 $32.0 $33.3 25th percentile: $29.0 $24.4 $29.0 $27.6 $30.5 $26.1 $30.0 $29.5 $27.0 $27.6 $30.0 no answer 31 2 6 2 3 12 3 14 8 12 4 4 8 32% 40% 67% 17% 25% 27% 27% 23% 44% 46% 31% 14% 35%




TABLE 122 page 1 Termite Technician, Baiting: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


TERMITE TECHNICIAN, BAITING: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employ at least one full-time 98 5 9 12 12 45 11 62 18 26 13 29 23 Termite Technician, Baiting 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% did not have full-time employees in this position all 12 months 11 2 1 2 2 3 0 7 4 2 2 2 4 prior to July 1, 2015 11% 40% 11% 17% 17% 7% 0% 11% 22% 8% 15% 7% 17% no answer 31 2 6 2 3 12 3 14 8 12 4 4 8 32% 40% 67% 17% 25% 27% 27% 23% 44% 46% 31% 14% 35% base: those whose companies employed at least one full-time Termite Technician, Baiting all 12 months prior to July 1, 2015 56 1 2 8 7 30 8 41 6 12 7 23 11 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% $40,000 - $49,999 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% $30,000 - $39,999 6 0 1 3 2 4 1 2 0 2 1 11% 0% 14% 10% 25% 10% 17% 17% 0% 9% 9% $20,000 - $29,999 3 0 0 2 1 2 0 0 0 1 1 5% 0% 0% 7% 13% 5% 0% 0% 0% 4% 9% $10,000 - $19,999 8 0 1 6 1 6 1 1 2 2 3 14% 0% 14% 20% 13% 15% 17% 8% 29% 9% 27% $5,000 - $9,999 10 0 1 6 2 7 1 3 1 4 2 18% 0% 14% 20% 25% 17% 17% 25% 14% 17% 18% $1,000 - $4,999 11 2 0 8 1 9 1 2 3 5 0 20% 25% 0% 27% 13% 22% 17% 17% 43% 22% 0% less than $1,000 4 0 1 3 0 3 0 0 1 3 0 7% 0% 14% 10% 0% 7% 0% 0% 14% 13% 0% no other cash compensation 14 6 3 2 1 10 2 4 0 6 4 received 25% 75% 43% 7% 13% 24% 33% 33% 0% 26% 36% 75th percentile (thousands): $11.5 $1.5 $15.0 $12.8 $28.2 $11.0 $16.3 $9.5 $10.0 $7.4 $16.0 50th percentile (median): $4.4 $0.0 $0.5 $5.0 $9.0 $4.4 $4.0 $4.7 $2.5 $2.5 $5.0 25th percentile: $0.1 $0.0 $0.0 $2.0 $2.7 $0.1 $0.0 $0.0 $2.0 $0.0 $0.0




TABLE 123 page 1 Termite Technician, Liquid: Average Length of Employment 17. What is the average length of employment for full-time employees in this position at your company?


TERMITE TECHNICIAN, LIQUID base: those whose companies employ at least one full-time 150 7 14 30 24 60 9 104 17 34 15 55 39 Termite Technician, Liquid 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 30 years or more 4 0 2 0 0 1 0 3 0 2 1 0 1 3% 0% 14% 0% 0% 2% 0% 3% 0% 6% 7% 0% 3%

20 - 29 years 3 0 1 1 1 0 0 2 0 1 1 1 0 2% 0% 7% 3% 4% 0% 0% 2% 0% 3% 7% 2% 0% 15 - 19 years 14 1 2 2 3 4 0 12 0 5 1 4 4 9% 14% 14% 7% 13% 7% 0% 12% 0% 15% 7% 7% 10% 10 - 14 years 24 1 1 4 2 16 0 16 4 6 4 6 7 16% 14% 7% 13% 8% 27% 0% 15% 24% 18% 27% 11% 18% 5 - 9 years 43 1 2 9 10 15 6 30 6 7 2 20 11 29% 14% 14% 30% 42% 25% 67% 29% 35% 21% 13% 36% 28% 3 - 4 years 27 0 1 5 3 13 3 17 3 1 1 17 8 18% 0% 7% 17% 13% 22% 33% 16% 18% 3% 7% 31% 21% j j

1 - 2 years 11 0 0 4 2 5 0 9 2 0 1 6 3 7% 0% 0% 13% 8% 8% 0% 9% 12% 0% 7% 11% 8% j

less than 1 year 2 0 0 1 0 1 0 2 0 0 1 1 0 1% 0% 0% 3% 0% 2% 0% 2% 0% 0% 7% 2% 0% mean: 9.3 12.5 16.8 7.9 9.2 8.6 6.3 9.5 7.4 13.8 12.0 7.3 9.1 standard error: 0.57 2.89 3.28 1.13 1.28 0.73 0.58 0.69 0.97 1.55 2.54 0.66 1.03 median: 8 15 15 7 8 8 6 8 7 12 11 6 8 no answer 22 4 5 4 3 5 0 13 2 12 3 0 5 15% 57% 36% 13% 13% 8% 0% 13% 12% 35% 20% 0% 13% j jl



TABLE 124 page 1 Termite Technician, Liquid: Average Hours Worked Per Week 18. What is the average number of hours worked per week by full-time employees in this position at your company?


TERMITE TECHNICIAN, LIQUID base: those whose companies employ at least one full-time Termite Technician, Liquid 150 7 14 30 24 60 9 104 17 34 15 55 39 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 70 or more 1 0 0 1 0 0 0 1 0 0 0 0 1 1% 0% 0% 3% 0% 0% 0% 1% 0% 0% 0% 0% 3% 60 - 69 3 1 1 0 0 1 0 3 0 0 0 1 2 2% 14% 7% 0% 0% 2% 0% 3% 0% 0% 0% 2% 5% 50 - 59 14 0 1 2 0 10 1 8 1 2 2 4 5 9% 0% 7% 7% 0% 17% 11% 8% 6% 6% 13% 7% 13% 41 - 49 34 0 0 5 4 21 3 22 8 9 3 14 5 23% 0% 0% 17% 17% 35% 33% 21% 47% 26% 20% 25% 13%

40 69 2 6 15 14 23 5 53 6 9 7 31 20 46% 29% 43% 50% 58% 38% 56% 51% 35% 26% 47% 56% 51% j j

35 - 39 7 0 1 4 2 0 0 3 0 3 0 3 1 5% 0% 7% 13% 8% 0% 0% 3% 0% 9% 0% 5% 3% d

mean: 43.0 49.3 42.8 42.4 40.8 44.1 43.1 43.1 43.5 42.5 42.8 42.1 44.7 j j

standard error: 0.53 9.33 2.52 1.62 0.50 0.62 1.33 0.69 0.90 0.97 1.13 0.58 1.54 median: 40 40 40 40 40 44 40 40 45 40 40 40 40 no answer 22 4 5 3 4 5 0 14 2 11 3 2 5 15% 57% 36% 10% 17% 8% 0% 13% 12% 32% 20% 4% 13% j j



TABLE 125 page 1 Termite Technician, Liquid: Primary Type of Pay Plan Offered 19. What type of pay plan does your company primarily offer to full-time employees in this position?


TERMITE TECHNICIAN, LIQUID base: those whose companies employ at least one full-time 150 7 14 30 24 60 9 104 17 34 15 55 39 Termite Technician, Liquid 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% hourly plus commission 23 1 0 5 5 9 2 19 2 5 0 12 4 15% 14% 0% 17% 21% 15% 22% 18% 12% 15% 0% 22% 10% hourly only 20 0 2 2 3 9 3 16 2 4 1 6 9 13% 0% 14% 7% 13% 15% 33% 15% 12% 12% 7% 11% 23% base salary plus commission 18 0 1 5 3 7 2 14 2 2 0 8 8 12% 0% 7% 17% 13% 12% 22% 13% 12% 6% 0% 15% 21%

base salary only 14 0 0 6 4 1 0 8 4 3 2 5 4 9% 0% 0% 20% 17% 2% 0% 8% 24% 9% 13% 9% 10% d

hourly plus bonus 14 0 3 4 0 7 0 11 1 2 4 7 1 9% 0% 21% 13% 0% 12% 0% 11% 6% 6% 27% 13% 3%

hourly plus commission & bonus 13 0 2 0 2 8 1 7 3 3 1 4 5 9% 0% 14% 0% 8% 13% 11% 7% 18% 9% 7% 7% 13% d

base salary plus bonus 9 1 1 1 2 4 0 5 1 3 1 3 1 6% 14% 7% 3% 8% 7% 0% 5% 6% 9% 7% 5% 3% base salary plus commission & 9 0 0 1 1 6 1 7 0 1 1 6 1 bonus 6% 0% 0% 3% 4% 10% 11% 7% 0% 3% 7% 11% 3% commission only 4 1 0 2 0 1 0 2 0 0 0 3 1 3% 14% 0% 7% 0% 2% 0% 2% 0% 0% 0% 5% 3% commission plus bonus 3 0 0 0 1 2 0 1 0 0 2 0 0 2% 0% 0% 0% 4% 3% 0% 1% 0% 0% 13% 0% 0% draw against commission 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 1 1 0 0 0 0 0 1 0 0 1 0 0 1% 14% 0% 0% 0% 0% 0% 1% 0% 0% 7% 0% 0% no answer 22 3 5 4 3 6 0 13 2 11 2 1 5 15% 43% 36% 13% 13% 10% 0% 13% 12% 32% 13% 2% 13% j jl



TABLE 126 page 1 Termite Technician, Liquid: Basis for Commissions 20. What are commissions for this position based on (if offered)?


TERMITE TECHNICIAN, LIQUID base: those whose companies employ at least one full-time Termite Technician, Liquid 150 7 14 30 24 60 9 104 17 34 15 55 39 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% percent of sales 60 1 2 13 11 26 5 43 4 12 3 28 14 40% 14% 14% 43% 46% 43% 56% 41% 24% 35% 20% 51% 36% percent of service or 26 1 1 3 5 14 1 17 3 1 3 12 8 production 17% 14% 7% 10% 21% 23% 11% 16% 18% 3% 20% 22% 21% j j

certification level 3 0 1 0 0 2 0 1 0 1 0 1 0 2% 0% 7% 0% 0% 3% 0% 1% 0% 3% 0% 2% 0% years of service 3 0 1 0 0 2 0 2 0 0 0 3 0 2% 0% 7% 0% 0% 3% 0% 2% 0% 0% 0% 5% 0% route value 2 0 0 0 0 1 1 2 0 0 0 2 0 1% 0% 0% 0% 0% 2% 11% 2% 0% 0% 0% 4% 0% balanced scorecard 1 0 0 0 0 1 0 0 1 1 0 0 0 1% 0% 0% 0% 0% 2% 0% 0% 6% 3% 0% 0% 0% other 4 0 0 2 0 2 0 4 0 0 0 3 1 3% 0% 0% 7% 0% 3% 0% 4% 0% 0% 0% 5% 3% indicated at least one 77 2 3 14 13 36 6 53 8 14 4 36 19 51% 29% 21% 47% 54% 60% 67% 51% 47% 41% 27% 65% 49% j

commissions not offered for 48 2 6 12 6 17 3 36 7 9 9 16 14 this position 32% 29% 43% 40% 25% 28% 33% 35% 41% 26% 60% 29% 36% no answer 25 3 5 4 5 7 0 15 2 11 2 3 6 17% 43% 36% 13% 21% 12% 0% 14% 12% 32% 13% 5% 15% j



TABLE 127 page 1 Termite Technician, Liquid: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


TERMITE TECHNICIAN, LIQUID base: those whose companies employ at least one full-time Termite Technician, Liquid 150 7 14 30 24 60 9 104 17 34 15 55 39 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% productivity/efficiency 28 0 2 2 4 17 2 20 3 7 3 12 5 19% 0% 14% 7% 17% 28% 22% 19% 18% 21% 20% 22% 13% d

profits 23 0 3 2 4 14 0 15 1 3 5 9 5 15% 0% 21% 7% 17% 23% 0% 14% 6% 9% 33% 16% 13%

quality 19 0 2 1 2 14 0 14 3 4 3 5 5 13% 0% 14% 3% 8% 23% 0% 13% 18% 12% 20% 9% 13% d

revenue level 17 0 2 1 4 9 1 13 1 3 1 9 4 11% 0% 14% 3% 17% 15% 11% 13% 6% 9% 7% 16% 10%

customer satisfaction 16 0 0 2 3 11 0 11 2 5 3 5 2 11% 0% 0% 7% 13% 18% 0% 11% 12% 15% 20% 9% 5% attendance 14 0 2 2 0 9 1 11 1 3 4 3 3 9% 0% 14% 7% 0% 15% 11% 11% 6% 9% 27% 5% 8% annual growth 12 0 2 1 0 9 0 8 1 2 1 5 3 8% 0% 14% 3% 0% 15% 0% 8% 6% 6% 7% 9% 8%

individual goal attainment 12 0 0 1 0 10 1 9 3 1 2 5 2 8% 0% 0% 3% 0% 17% 11% 9% 18% 3% 13% 9% 5%

cancellations 7 0 0 0 1 6 0 5 2 3 1 2 0 5% 0% 0% 0% 4% 10% 0% 5% 12% 9% 7% 4% 0%

chargeable accidents 7 0 0 0 0 7 0 5 2 2 1 2 1 5% 0% 0% 0% 0% 12% 0% 5% 12% 6% 7% 4% 3%

department goal attainment 6 0 0 0 0 6 0 4 1 0 0 3 2 4% 0% 0% 0% 0% 10% 0% 4% 6% 0% 0% 5% 5%

unserviced accounts 5 0 0 0 1 4 0 4 1 3 1 1 0 3% 0% 0% 0% 4% 7% 0% 4% 6% 9% 7% 2% 0%

branch goal attainment 4 0 0 0 0 4 0 1 3 1 0 2 0 3% 0% 0% 0% 0% 7% 0% 1% 18% 3% 0% 4% 0%



TABLE 127 page 2 Termite Technician, Liquid: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


TERMITE TECHNICIAN, LIQUID base: those whose companies employ at least one full-time Termite Technician, Liquid 150 7 14 30 24 60 9 104 17 34 15 55 39 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% market share 1 0 0 1 0 0 0 1 0 1 0 0 0 1% 0% 0% 3% 0% 0% 0% 1% 0% 3% 0% 0% 0% turnover 1 0 0 0 0 1 0 1 0 0 1 0 0 1% 0% 0% 0% 0% 2% 0% 1% 0% 0% 7% 0% 0% other 13 1 1 3 2 5 0 10 0 2 1 7 3 9% 14% 7% 10% 8% 8% 0% 10% 0% 6% 7% 13% 8% indicated at least one 68 1 7 9 10 35 4 47 5 12 9 30 14 45% 14% 50% 30% 42% 58% 44% 45% 29% 35% 60% 55% 36% d

bonuses not offered for this 58 3 2 18 11 17 5 41 10 11 4 22 19 position 39% 43% 14% 60% 46% 28% 56% 39% 59% 32% 27% 40% 49% d

no answer 24 3 5 3 3 8 0 16 2 11 2 3 6 16% 43% 36% 10% 13% 13% 0% 15% 12% 32% 13% 5% 15% j



TABLE 128 page 1 Termite Technician, Liquid: Basis for Pay Increases 22. On what basis are pay increases determined for this position?


TERMITE TECHNICIAN, LIQUID base: those whose companies employ at least one full-time Termite Technician, Liquid 150 7 14 30 24 60 9 104 17 34 15 55 39 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% merit 81 1 6 13 13 38 8 57 10 16 9 34 17 54% 14% 43% 43% 54% 63% 89% 55% 59% 47% 60% 62% 44%

cost of living 33 0 4 6 6 13 3 22 4 5 3 18 7 22% 0% 29% 20% 25% 22% 33% 21% 24% 15% 20% 33% 18%

across-the-board same rate 11 1 0 4 4 1 0 8 0 0 1 6 4 7% 14% 0% 13% 17% 2% 0% 8% 0% 0% 7% 11% 10% d j

other 17 0 2 2 3 7 3 11 3 4 2 5 6 11% 0% 14% 7% 13% 12% 33% 11% 18% 12% 13% 9% 15% indicated at least one 114 2 9 21 20 49 9 81 12 22 11 48 28 76% 29% 64% 70% 83% 82% 100% 78% 71% 65% 73% 87% 72% j

none - position not eligible 7 1 0 3 0 3 0 5 2 0 1 3 3 for pay increases 5% 14% 0% 10% 0% 5% 0% 5% 12% 0% 7% 5% 8%

no answer 29 4 5 6 4 8 0 18 3 12 3 4 8 19% 57% 36% 20% 17% 13% 0% 17% 18% 35% 20% 7% 21% j



TABLE 129 page 1 Termite Technician, Liquid: Average Pay Increase 23. What is the projected (or actual, if already awarded) average pay increase for this position this year?


TERMITE TECHNICIAN, LIQUID base: those whose companies employ at least one full-time 150 7 14 30 24 60 9 104 17 34 15 55 39 Termite Technician, Liquid 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10% or more 3 0 1 0 0 2 0 2 0 1 0 1 1 2% 0% 7% 0% 0% 3% 0% 2% 0% 3% 0% 2% 3% 8% - 9.9% 1 0 0 1 0 0 0 1 0 0 0 1 0 1% 0% 0% 3% 0% 0% 0% 1% 0% 0% 0% 2% 0% 6% - 7.9% 4 0 0 2 0 1 0 3 1 1 1 1 1 3% 0% 0% 7% 0% 2% 0% 3% 6% 3% 7% 2% 3% 4% - 5.9% 20 0 2 4 4 8 2 13 3 6 1 5 5 13% 0% 14% 13% 17% 13% 22% 13% 18% 18% 7% 9% 13% 3% - 3.9% 26 1 1 5 4 11 3 16 5 3 3 11 7 17% 14% 7% 17% 17% 18% 33% 15% 29% 9% 20% 20% 18% 2% - 2.9% 32 0 1 9 3 15 3 26 1 8 5 14 5 21% 0% 7% 30% 13% 25% 33% 25% 6% 24% 33% 25% 13% less than 2% 18 0 3 0 4 10 1 13 3 1 1 9 7 12% 0% 21% 0% 17% 17% 11% 13% 18% 3% 7% 16% 18% d j

0% 16 3 0 5 2 5 0 12 2 1 2 7 6 11% 43% 0% 17% 8% 8% 0% 12% 12% 3% 13% 13% 15%

mean: 3.0% 0.9% 3.6% 3.2% 2.7% 2.9% 3.2% 2.9% 3.0% 3.7% 2.8% 2.7% 2.7% standard error: 0.20% 0.87% 1.09% 0.45% 0.43% 0.30% 0.43% 0.23% 0.53% 0.47% 0.53% 0.31% 0.41% median: 3% 0% 3% 3% 3% 3% 3% 3% 3% 3% 3% 3% 3% no answer 30 3 6 4 7 8 0 18 2 13 2 6 7 20% 43% 43% 13% 29% 13% 0% 17% 12% 38% 13% 11% 18% j



TABLE 130 page 1 Termite Technician, Liquid: Proportion Offering Overtime Compensation 24. Does your company offer overtime compensation to full-time employees in this position?


TERMITE TECHNICIAN, LIQUID base: those whose companies employ at least one full-time 150 7 14 30 24 60 9 104 17 34 15 55 39 Termite Technician, Liquid 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% yes 81 1 4 13 12 41 8 61 8 15 6 33 23 54% 14% 29% 43% 50% 68% 89% 59% 47% 44% 40% 60% 59% d

no 38 3 5 8 7 12 1 23 6 5 5 18 9 25% 43% 36% 27% 29% 20% 11% 22% 35% 15% 33% 33% 23%

no answer 31 3 5 9 5 7 0 20 3 14 4 4 7 21% 43% 36% 30% 21% 12% 0% 19% 18% 41% 27% 7% 18% d j j



TABLE 131 page 1 Termite Technician, Liquid: Average Annual Base Salary 25. As of July 1, 2015, what was the average annual base salary for this position (in U.S. dollars)?


TERMITE TECHNICIAN, LIQUID: AVERAGE ANNUAL BASE SALARY base: those whose companies employ at least one full-time Termite Technician, Liquid 150 7 14 30 24 60 9 104 17 34 15 55 39 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 6 1 1 1 2 0 4 0 1 0 2 3 4% 7% 3% 4% 3% 0% 4% 0% 3% 0% 4% 8% $45,000 - $49,999 5 0 1 2 1 1 4 0 3 0 0 2 3% 0% 3% 8% 2% 11% 4% 0% 9% 0% 0% 5% j

$40,000 - $44,999 12 2 2 3 3 2 6 2 5 2 2 3 8% 14% 7% 13% 5% 22% 6% 12% 15% 13% 4% 8%

$35,000 - $39,999 23 2 4 3 12 2 18 2 4 2 12 3 15% 14% 13% 13% 20% 22% 17% 12% 12% 13% 22% 8%

$30,000 - $34,999 32 3 9 3 14 1 23 4 6 0 15 10 21% 21% 30% 13% 23% 11% 22% 24% 18% 0% 27% 26% $25,000 - $29,999 22 0 4 3 12 2 16 5 1 3 11 5 15% 0% 13% 13% 20% 22% 15% 29% 3% 20% 20% 13% j

less than $25,000 12 0 4 3 5 0 10 0 0 2 6 4 8% 0% 13% 13% 8% 0% 10% 0% 0% 13% 11% 10% j

$0 7 0 2 0 3 0 4 0 2 2 2 1 5% 0% 7% 0% 5% 0% 4% 0% 6% 13% 4% 3% n: 119 3 8 27 18 52 8 85 13 22 11 50 31 75th percentile (thousands): $37.0 $41.2 $35.0 $41.7 $36.0 $43.2 $36.8 $35.2 $41.8 $38.0 $35.1 $41.6 50th percentile (median): $32.0 $35.7 $31.2 $33.1 $31.2 $35.9 $31.2 $30.0 $37.2 $28.1 $31.2 $31.2 25th percentile: $27.0 $31.6 $27.0 $27.3 $27.0 $29.1 $27.1 $28.1 $32.4 $19.8 $27.0 $29.1 no answer 31 4 6 3 6 8 1 19 4 12 4 5 8 21% 57% 43% 10% 25% 13% 11% 18% 24% 35% 27% 9% 21% j




TABLE 132 page 1 Termite Technician, Liquid: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


TERMITE TECHNICIAN, LIQUID: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employ at least one full-time 150 7 14 30 24 60 9 104 17 34 15 55 39 Termite Technician, Liquid 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% did not have full-time employees in this position all 12 months 11 2 1 5 0 2 0 10 1 3 3 2 3 prior to July 1, 2015 7% 29% 7% 17% 0% 3% 0% 10% 6% 9% 20% 4% 8% d

no answer 31 4 6 3 6 8 1 19 4 12 4 5 8 21% 57% 43% 10% 25% 13% 11% 18% 24% 35% 27% 9% 21% j

base: those whose companies employed at least one full-time Termite Technician, Liquid all 12 months prior to July 1, 2015 108 1 7 22 18 50 8 75 12 19 8 48 28 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 3 0 1 0 1 0 1 0 0 1 1 1 3% 0% 5% 0% 2% 0% 1% 0% 0% 13% 2% 4% $40,000 - $49,999 2 0 0 2 0 0 1 1 0 1 1 0 2% 0% 0% 11% 0% 0% 1% 8% 0% 13% 2% 0% $30,000 - $39,999 7 0 2 1 4 0 3 1 2 0 3 0 6% 0% 9% 6% 8% 0% 4% 8% 11% 0% 6% 0% $20,000 - $29,999 1 0 0 0 1 0 0 1 0 0 0 1 1% 0% 0% 0% 2% 0% 0% 8% 0% 0% 0% 4% $10,000 - $19,999 18 0 1 5 10 2 13 2 3 0 9 4 17% 0% 5% 28% 20% 25% 17% 17% 16% 0% 19% 14% $5,000 - $9,999 15 1 4 1 8 1 9 1 3 0 7 5 14% 14% 18% 6% 16% 13% 12% 8% 16% 0% 15% 18% $1,000 - $4,999 24 0 3 2 15 2 18 3 4 3 11 5 22% 0% 14% 11% 30% 25% 24% 25% 21% 38% 23% 18% less than $1,000 10 2 2 1 4 1 8 0 1 2 6 1 9% 29% 9% 6% 8% 13% 11% 0% 5% 25% 13% 4% no other cash compensation 28 4 9 6 7 2 22 3 6 1 10 11 received 26% 57% 41% 33% 14% 25% 29% 25% 32% 13% 21% 39% 75th percentile (thousands): $10.0 $0.5 $5.3 $11.6 $12.0 $8.8 $8.0 $23.5 $10.0 $34.2 $10.0 $5.8 50th percentile (median): $2.5 $0.0 $0.8 $4.5 $4.3 $2.9 $1.2 $5.8 $2.0 $1.5 $2.7 $1.4 25th percentile: $0.0 $0.0 $0.0 $0.0 $1.0 $0.1 $0.0 $0.3 $0.0 $0.4 $0.5 $0.0




TABLE 133 page 1 Lawn Technician: Average Length of Employment 17. What is the average length of employment for full-time employees in this position at your company?


LAWN TECHNICIAN base: those whose companies employ at least one full-time 47 4 5 6 7 16 7 36 6 5 2 16 19 2 Lawn Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 30 years or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 20 - 29 years 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 15 - 19 years 3 0 1 0 0 2 0 1 2 0 0 1 2 0 6% 0% 20% 0% 0% 13% 0% 3% 33% 0% 0% 6% 11% 0% 10 - 14 years 2 0 0 0 1 1 0 1 0 0 0 1 1 0 4% 0% 0% 0% 14% 6% 0% 3% 0% 0% 0% 6% 5% 0% 5 - 9 years 9 0 1 2 2 4 0 7 1 1 0 1 6 1 19% 0% 20% 33% 29% 25% 0% 19% 17% 20% 0% 6% 32% 50% 3 - 4 years 17 2 1 2 2 4 4 13 2 2 1 9 4 0 36% 50% 20% 33% 29% 25% 57% 36% 33% 40% 50% 56% 21% 0% 1 - 2 years 10 0 0 0 2 5 3 10 0 1 1 3 3 1 21% 0% 0% 0% 29% 31% 43% 28% 0% 20% 50% 19% 16% 50% less than 1 year 1 0 0 1 0 0 0 1 0 0 0 1 0 0 2% 0% 0% 17% 0% 0% 0% 3% 0% 0% 0% 6% 0% 0% mean: 5.6 4.0 9.7 4.8 5.6 6.5 3.1 4.7 10.1 4.4 3.0 5.0 7.2 4.7 standard error: 0.66 0.00 4.04 1.23 1.43 1.30 0.40 0.59 3.09 1.14 1.00 1.06 1.23 2.75 median: 4 4 10 5 5 5 3 4 10 4 3 4 5 4 no answer 5 2 2 1 0 0 0 3 1 1 0 0 3 0 11% 50% 40% 17% 0% 0% 0% 8% 17% 20% 0% 0% 16% 0%



TABLE 134 page 1 Lawn Technician: Average Hours Worked Per Week 18. What is the average number of hours worked per week by full-time employees in this position at your company?


LAWN TECHNICIAN base: those whose companies employ at least one full-time Lawn Technician 47 4 5 6 7 16 7 36 6 5 2 16 19 2 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 70 or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 60 - 69 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 50 - 59 11 0 0 1 1 6 3 8 2 1 0 1 8 0 23% 0% 0% 17% 14% 38% 43% 22% 33% 20% 0% 6% 42% 0% 41 - 49 9 1 0 1 2 4 1 7 2 1 1 2 3 1 19% 25% 0% 17% 29% 25% 14% 19% 33% 20% 50% 13% 16% 50% 40 20 1 3 1 4 6 3 16 1 2 1 11 5 1 43% 25% 60% 17% 57% 38% 43% 44% 17% 40% 50% 69% 26% 50% 35 - 39 2 0 0 2 0 0 0 2 0 0 0 2 0 0 4% 0% 0% 33% 0% 0% 0% 6% 0% 0% 0% 13% 0% 0% mean: 43.6 42.5 40.0 41.5 42.9 45.1 45.0 43.3 46.0 43.8 42.0 40.6 46.1 42.5 standard error: 0.72 2.50 0.00 2.69 1.49 1.21 1.89 0.80 2.39 2.39 2.00 0.80 1.19 2.50 median: 40 43 40 40 40 45 45 40 45 43 42 40 48 43 no answer 5 2 2 1 0 0 0 3 1 1 0 0 3 0 11% 50% 40% 17% 0% 0% 0% 8% 17% 20% 0% 0% 16% 0%



TABLE 135 page 1 Lawn Technician: Primary Type of Pay Plan Offered 19. What type of pay plan does your company primarily offer to full-time employees in this position?


LAWN TECHNICIAN base: those whose companies employ at least one full-time 47 4 5 6 7 16 7 36 6 5 2 16 19 2 Lawn Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% hourly only 7 0 1 0 4 1 1 6 1 1 0 2 2 2 15% 0% 20% 0% 57% 6% 14% 17% 17% 20% 0% 13% 11% 100% base salary plus commission 6 0 0 2 0 1 3 6 0 1 0 2 3 0 13% 0% 0% 33% 0% 6% 43% 17% 0% 20% 0% 13% 16% 0% hourly plus commission & bonus 5 0 0 0 0 5 0 2 2 0 0 1 4 0 11% 0% 0% 0% 0% 31% 0% 6% 33% 0% 0% 6% 21% 0% commission only 5 0 1 1 1 1 0 4 0 0 1 3 0 0 11% 0% 20% 17% 14% 6% 0% 11% 0% 0% 50% 19% 0% 0% base salary only 4 1 1 0 0 1 1 2 1 0 0 3 1 0 9% 25% 20% 0% 0% 6% 14% 6% 17% 0% 0% 19% 5% 0% hourly plus bonus 4 1 0 0 0 3 0 4 0 1 1 1 1 0 9% 25% 0% 0% 0% 19% 0% 11% 0% 20% 50% 6% 5% 0% base salary plus bonus 3 0 0 2 1 0 0 1 1 1 0 1 1 0 6% 0% 0% 33% 14% 0% 0% 3% 17% 20% 0% 6% 5% 0% hourly plus commission 3 0 0 0 0 2 0 3 0 0 0 2 1 0 6% 0% 0% 0% 0% 13% 0% 8% 0% 0% 0% 13% 5% 0% base salary plus commission & 2 0 0 0 0 2 0 2 0 0 0 0 2 0 bonus 4% 0% 0% 0% 0% 13% 0% 6% 0% 0% 0% 0% 11% 0% draw against commission 2 0 0 0 1 0 1 2 0 0 0 1 0 0 4% 0% 0% 0% 14% 0% 14% 6% 0% 0% 0% 6% 0% 0% commission plus bonus 1 0 0 0 0 0 1 1 0 0 0 0 1 0 2% 0% 0% 0% 0% 0% 14% 3% 0% 0% 0% 0% 5% 0% other 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% no answer 5 2 2 1 0 0 0 3 1 1 0 0 3 0 11% 50% 40% 17% 0% 0% 0% 8% 17% 20% 0% 0% 16% 0%



TABLE 136 page 1 Lawn Technician: Basis for Commissions 20. What are commissions for this position based on (if offered)?


LAWN TECHNICIAN base: those whose companies employ at least one full-time Lawn Technician 47 4 5 6 7 16 7 36 6 5 2 16 19 2 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% percent of sales 22 0 1 2 4 10 4 19 1 2 1 6 11 0 47% 0% 20% 33% 57% 63% 57% 53% 17% 40% 50% 38% 58% 0% percent of service or 15 0 1 3 2 5 3 12 1 0 0 8 5 0 production 32% 0% 20% 50% 29% 31% 43% 33% 17% 0% 0% 50% 26% 0% years of service 3 0 1 0 1 0 1 3 0 0 0 1 1 0 6% 0% 20% 0% 14% 0% 14% 8% 0% 0% 0% 6% 5% 0% certification level 2 0 1 0 1 0 0 2 0 0 0 1 1 0 4% 0% 20% 0% 14% 0% 0% 6% 0% 0% 0% 6% 5% 0% route value 1 0 1 0 0 0 0 1 0 0 0 1 0 0 2% 0% 20% 0% 0% 0% 0% 3% 0% 0% 0% 6% 0% 0% balanced scorecard 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 1 0 0 0 1 0 0 1 0 0 0 1 0 0 2% 0% 0% 0% 14% 0% 0% 3% 0% 0% 0% 6% 0% 0% indicated at least one 28 0 1 3 5 12 5 23 2 2 1 11 12 0 60% 0% 20% 50% 71% 75% 71% 64% 33% 40% 50% 69% 63% 0% commissions not offered for 12 2 2 2 2 2 2 8 3 2 0 5 3 2 this position 26% 50% 40% 33% 29% 13% 29% 22% 50% 40% 0% 31% 16% 100% no answer 7 2 2 1 0 2 0 5 1 1 1 0 4 0 15% 50% 40% 17% 0% 13% 0% 14% 17% 20% 50% 0% 21% 0%



TABLE 137 page 1 Lawn Technician: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


LAWN TECHNICIAN base: those whose companies employ at least one full-time Lawn Technician 47 4 5 6 7 16 7 36 6 5 2 16 19 2 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% productivity/efficiency 11 0 0 1 3 6 1 10 0 1 0 4 5 1 23% 0% 0% 17% 43% 38% 14% 28% 0% 20% 0% 25% 26% 50% profits 10 0 0 1 1 7 1 9 0 0 1 3 6 0 21% 0% 0% 17% 14% 44% 14% 25% 0% 0% 50% 19% 32% 0% quality 8 0 0 0 2 6 0 6 1 1 0 3 4 0 17% 0% 0% 0% 29% 38% 0% 17% 17% 20% 0% 19% 21% 0% annual growth 6 0 0 1 1 4 0 5 1 0 0 2 4 0 13% 0% 0% 17% 14% 25% 0% 14% 17% 0% 0% 13% 21% 0% customer satisfaction 6 0 0 0 1 4 1 5 0 1 0 2 3 0 13% 0% 0% 0% 14% 25% 14% 14% 0% 20% 0% 13% 16% 0% individual goal attainment 5 0 0 0 0 4 1 4 1 0 0 3 2 0 11% 0% 0% 0% 0% 25% 14% 11% 17% 0% 0% 19% 11% 0% attendance 4 0 0 0 1 3 0 4 0 0 0 1 3 0 9% 0% 0% 0% 14% 19% 0% 11% 0% 0% 0% 6% 16% 0% revenue level 3 0 0 0 1 2 0 2 1 0 0 1 2 0 6% 0% 0% 0% 14% 13% 0% 6% 17% 0% 0% 6% 11% 0% cancellations 3 0 0 0 0 3 0 3 0 0 0 2 1 0 6% 0% 0% 0% 0% 19% 0% 8% 0% 0% 0% 13% 5% 0% department goal attainment 3 0 0 0 0 3 0 2 1 0 0 2 1 0 6% 0% 0% 0% 0% 19% 0% 6% 17% 0% 0% 13% 5% 0% chargeable accidents 2 0 0 0 0 2 0 2 0 0 0 1 1 0 4% 0% 0% 0% 0% 13% 0% 6% 0% 0% 0% 6% 5% 0% turnover 1 0 0 0 0 1 0 1 0 0 0 0 1 0 2% 0% 0% 0% 0% 6% 0% 3% 0% 0% 0% 0% 5% 0% unserviced accounts 1 0 0 0 0 1 0 1 0 0 0 1 0 0 2% 0% 0% 0% 0% 6% 0% 3% 0% 0% 0% 6% 0% 0% branch goal attainment 1 0 0 0 0 1 0 0 1 0 0 1 0 0 2% 0% 0% 0% 0% 6% 0% 0% 17% 0% 0% 6% 0% 0% market share 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 3 1 0 0 1 0 1 3 0 1 0 1 0 0 6% 25% 0% 0% 14% 0% 14% 8% 0% 20% 0% 6% 0% 0%



TABLE 137 page 2 Lawn Technician: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


LAWN TECHNICIAN base: those whose companies employ at least one full-time Lawn Technician 47 4 5 6 7 16 7 36 6 5 2 16 19 2 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% indicated at least one 23 1 0 3 4 11 4 18 3 2 1 7 11 1 49% 25% 0% 50% 57% 69% 57% 50% 50% 40% 50% 44% 58% 50% bonuses not offered for this 16 1 3 2 3 4 2 12 2 1 1 8 4 1 position 34% 25% 60% 33% 43% 25% 29% 33% 33% 20% 50% 50% 21% 50% no answer 8 2 2 1 0 1 1 6 1 2 0 1 4 0 17% 50% 40% 17% 0% 6% 14% 17% 17% 40% 0% 6% 21% 0%



TABLE 138 page 1 Lawn Technician: Basis for Pay Increases 22. On what basis are pay increases determined for this position?


LAWN TECHNICIAN base: those whose companies employ at least one full-time Lawn Technician 47 4 5 6 7 16 7 36 6 5 2 16 19 2 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% merit 25 0 2 1 3 10 7 20 3 2 0 9 11 1 53% 0% 40% 17% 43% 63% 100% 56% 50% 40% 0% 56% 58% 50% cost of living 12 0 2 2 2 5 1 9 1 2 1 4 4 1 26% 0% 40% 33% 29% 31% 14% 25% 17% 40% 50% 25% 21% 50% across-the-board same rate 2 0 0 1 0 0 0 2 0 0 0 2 0 0 4% 0% 0% 17% 0% 0% 0% 6% 0% 0% 0% 13% 0% 0% other 3 1 0 0 1 1 0 2 1 1 0 0 2 0 6% 25% 0% 0% 14% 6% 0% 6% 17% 20% 0% 0% 11% 0% indicated at least one 36 1 3 4 5 14 7 29 4 3 1 13 15 2 77% 25% 60% 67% 71% 88% 100% 81% 67% 60% 50% 81% 79% 100% none - position not eligible 5 1 0 1 2 1 0 3 1 0 1 3 1 0 for pay increases 11% 25% 0% 17% 29% 6% 0% 8% 17% 0% 50% 19% 5% 0% no answer 6 2 2 1 0 1 0 4 1 2 0 0 3 0 13% 50% 40% 17% 0% 6% 0% 11% 17% 40% 0% 0% 16% 0%



TABLE 139 page 1 Lawn Technician: Average Pay Increase 23. What is the projected (or actual, if already awarded) average pay increase for this position this year?


LAWN TECHNICIAN base: those whose companies employ at least one full-time 47 4 5 6 7 16 7 36 6 5 2 16 19 2 Lawn Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10% or more 2 0 0 0 0 1 1 2 0 0 0 0 1 0 4% 0% 0% 0% 0% 6% 14% 6% 0% 0% 0% 0% 5% 0% 8% - 9.9% 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 6% - 7.9% 1 0 0 1 0 0 0 1 0 0 0 1 0 0 2% 0% 0% 17% 0% 0% 0% 3% 0% 0% 0% 6% 0% 0% 4% - 5.9% 4 0 0 0 2 2 0 3 0 1 0 0 2 0 9% 0% 0% 0% 29% 13% 0% 8% 0% 20% 0% 0% 11% 0% 3% - 3.9% 9 0 1 0 0 5 2 7 2 2 1 3 3 0 19% 0% 20% 0% 0% 31% 29% 19% 33% 40% 50% 19% 16% 0% 2% - 2.9% 10 1 1 2 1 2 3 10 0 1 0 4 3 2 21% 25% 20% 33% 14% 13% 43% 28% 0% 20% 0% 25% 16% 100% less than 2% 8 0 1 0 2 4 1 6 1 0 0 4 4 0 17% 0% 20% 0% 29% 25% 14% 17% 17% 0% 0% 25% 21% 0% 0% 7 1 0 2 2 1 0 3 2 0 1 4 2 0 15% 25% 0% 33% 29% 6% 0% 8% 33% 0% 50% 25% 11% 0% mean: 2.7% 1.2% 2.3% 2.4% 2.1% 3.1% 3.6% 3.0% 1.6% 3.6% 1.7% 2.0% 2.8% 2.5% standard error: 0.37% 1.25% 0.72% 1.28% 0.82% 0.63% 1.11% 0.43% 0.80% 0.52% 1.75% 0.47% 0.66% 0.00% median: 3% 1% 3% 2% 2% 3% 3% 3% 2% 3% 2% 2% 2% 2% no answer 6 2 2 1 0 1 0 4 1 1 0 0 4 0 13% 50% 40% 17% 0% 6% 0% 11% 17% 20% 0% 0% 21% 0%



TABLE 140 page 1 Lawn Technician: Proportion Offering Overtime Compensation 24. Does your company offer overtime compensation to full-time employees in this position?


LAWN TECHNICIAN base: those whose companies employ at least one full-time 47 4 5 6 7 16 7 36 6 5 2 16 19 2 Lawn Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% yes 24 0 0 1 5 13 4 20 3 2 2 5 12 1 51% 0% 0% 17% 71% 81% 57% 56% 50% 40% 100% 31% 63% 50% no 15 1 3 4 1 3 2 13 1 1 0 9 4 1 32% 25% 60% 67% 14% 19% 29% 36% 17% 20% 0% 56% 21% 50% no answer 8 3 2 1 1 0 1 3 2 2 0 2 3 0 17% 75% 40% 17% 14% 0% 14% 8% 33% 40% 0% 13% 16% 0%



TABLE 141 page 1 Lawn Technician: Average Annual Base Salary 25. As of July 1, 2015, what was the average annual base salary for this position (in U.S. dollars)?


LAWN TECHNICIAN: AVERAGE ANNUAL BASE SALARY base: those whose companies employ at least one full-time Lawn Technician 47 4 5 6 7 16 7 36 6 5 2 16 19 2 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 2 0 0 2 0 2 0 0 2 4% 0% 0% 13% 0% 6% 0% 0% 11% $45,000 - $49,999 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% $40,000 - $44,999 3 0 0 1 1 2 1 1 2 6% 0% 0% 6% 14% 6% 17% 6% 11% $35,000 - $39,999 6 0 1 4 1 5 1 1 4 13% 0% 14% 25% 14% 14% 17% 6% 21% $30,000 - $34,999 12 3 3 3 1 9 1 4 4 26% 50% 43% 19% 14% 25% 17% 25% 21% $25,000 - $29,999 8 0 2 3 3 7 1 3 3 17% 0% 29% 19% 43% 19% 17% 19% 16% less than $25,000 4 1 0 2 0 3 1 2 1 9% 17% 0% 13% 0% 8% 17% 13% 5% $0 4 1 1 1 0 4 0 2 0 9% 17% 14% 6% 0% 11% 0% 13% 0% n: 39 1 3 5 7 16 6 32 5 4 2 13 16 2 75th percentile (thousands): $35.4 $33.9 $31.2 $37.9 $37.0 $35.3 $39.7 $33.0 $41.0 50th percentile (median): $31.2 $32.0 $30.0 $32.2 $29.6 $30.7 $33.8 $29.1 $34.4 25th percentile: $27.0 $8.4 $28.6 $26.6 $29.0 $27.4 $25.3 $23.5 $29.4 no answer 8 3 2 1 0 0 1 4 1 1 0 3 3 0 17% 75% 40% 17% 0% 0% 14% 11% 17% 20% 0% 19% 16% 0%




TABLE 142 page 1 Lawn Technician: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


LAWN TECHNICIAN: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employ at least one full-time 47 4 5 6 7 16 7 36 6 5 2 16 19 2 Lawn Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% did not have full-time employees in this position all 12 months 0 0 0 0 0 0 0 0 0 0 0 0 0 0 prior to July 1, 2015 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% no answer 8 3 2 1 0 0 1 4 1 1 0 3 3 0 17% 75% 40% 17% 0% 0% 14% 11% 17% 20% 0% 19% 16% 0% base: those whose companies employed at least one full-time Lawn Technician all 12 months prior to July 1, 2015 39 1 3 5 7 16 6 32 5 4 2 13 16 2 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 3 1 1 1 0 3 0 1 0 8% 20% 14% 6% 0% 9% 0% 8% 0% $40,000 - $49,999 3 0 0 1 2 2 1 0 2 8% 0% 0% 6% 33% 6% 20% 0% 13% $30,000 - $39,999 2 0 1 0 0 1 0 1 0 5% 0% 14% 0% 0% 3% 0% 8% 0% $20,000 - $29,999 1 0 0 1 0 0 1 0 1 3% 0% 0% 6% 0% 0% 20% 0% 6% $10,000 - $19,999 5 0 0 5 0 3 1 1 4 13% 0% 0% 31% 0% 9% 20% 8% 25% $5,000 - $9,999 4 1 1 1 1 4 0 1 2 10% 20% 14% 6% 17% 13% 0% 8% 13% $1,000 - $4,999 10 1 2 4 1 9 1 4 4 26% 20% 29% 25% 17% 28% 20% 31% 25% less than $1,000 2 0 0 1 0 2 0 1 0 5% 0% 0% 6% 0% 6% 0% 8% 0% no other cash compensation 9 2 2 2 2 8 1 4 3 received 23% 40% 29% 13% 33% 25% 20% 31% 19% 75th percentile (thousands): $15.0 $42.5 $37.5 $15.0 $42.5 $13.8 $32.0 $9.5 $15.0 50th percentile (median): $4.0 $4.0 $2.5 $8.0 $5.0 $2.5 $14.0 $2.0 $5.5 25th percentile: $0.7 $0.0 $0.0 $1.6 $0.0 $0.2 $2.0 $0.0 $1.6




TABLE 143 page 1 Wildlife Technician: Average Length of Employment 17. What is the average length of employment for full-time employees in this position at your company?


WILDLIFE TECHNICIAN base: those whose companies employ at least one full-time 68 4 6 8 12 31 6 38 17 16 11 17 12 6 Wildlife Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 30 years or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 20 - 29 years 3 0 0 0 0 3 0 3 0 0 0 3 0 0 4% 0% 0% 0% 0% 10% 0% 8% 0% 0% 0% 18% 0% 0% 15 - 19 years 5 1 1 1 2 0 0 3 1 0 4 1 0 0 7% 25% 17% 13% 17% 0% 0% 8% 6% 0% 36% 6% 0% 0% 10 - 14 years 11 1 0 1 4 5 0 5 3 2 0 3 2 4 16% 25% 0% 13% 33% 16% 0% 13% 18% 13% 0% 18% 17% 67% 5 - 9 years 18 0 1 3 1 10 3 14 3 3 2 6 3 2 26% 0% 17% 38% 8% 32% 50% 37% 18% 19% 18% 35% 25% 33% 3 - 4 years 12 0 0 1 3 5 2 6 3 4 2 1 2 0 18% 0% 0% 13% 25% 16% 33% 16% 18% 25% 18% 6% 17% 0% 1 - 2 years 2 0 0 0 1 1 0 1 1 0 1 1 0 0 3% 0% 0% 0% 8% 3% 0% 3% 6% 0% 9% 6% 0% 0% less than 1 year 3 1 0 0 1 1 0 1 2 1 0 1 1 0 4% 25% 0% 0% 8% 3% 0% 3% 12% 6% 0% 6% 8% 0% mean: 9.1 10.3 12.5 9.4 9.0 9.4 6.1 9.8 7.2 6.4 10.6 11.4 7.1 10.8 standard error: 0.81 4.89 5.00 1.96 1.71 1.35 0.86 1.12 1.44 1.20 2.27 1.98 1.43 1.05 median: 8 15 12 9 10 8 5 8 5 5 10 9 6 11 no answer 14 1 4 2 0 6 1 5 4 6 2 1 4 0 21% 25% 67% 25% 0% 19% 17% 13% 24% 38% 18% 6% 33% 0%



TABLE 144 page 1 Wildlife Technician: Average Hours Worked Per Week 18. What is the average number of hours worked per week by full-time employees in this position at your company?


WILDLIFE TECHNICIAN base: those whose companies employ at least one full-time Wildlife Technician 68 4 6 8 12 31 6 38 17 16 11 17 12 6 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 70 or more 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 60 - 69 1 0 0 0 0 1 0 1 0 0 0 0 1 0 1% 0% 0% 0% 0% 3% 0% 3% 0% 0% 0% 0% 8% 0% 50 - 59 12 1 1 2 2 5 1 8 3 3 3 2 2 1 18% 25% 17% 25% 17% 16% 17% 21% 18% 19% 27% 12% 17% 17% 41 - 49 10 0 0 0 1 7 1 7 2 3 0 3 0 1 15% 0% 0% 0% 8% 23% 17% 18% 12% 19% 0% 18% 0% 17% 40 26 1 0 3 8 11 3 16 4 3 7 9 4 3 38% 25% 0% 38% 67% 35% 50% 42% 24% 19% 64% 53% 33% 50% 35 - 39 4 1 1 1 1 0 0 1 2 1 0 1 1 1 6% 25% 17% 13% 8% 0% 0% 3% 12% 6% 0% 6% 8% 17% mean: 43.6 41.7 42.5 42.5 41.7 45.2 43.0 44.3 42.9 45.3 43.0 41.9 45.1 41.5 standard error: 0.79 4.41 7.50 2.50 1.23 1.27 2.00 1.02 1.73 2.17 1.53 1.05 3.08 2.06 median: 40 40 43 40 40 44 40 40 40 45 40 40 40 40 no answer 15 1 4 2 0 7 1 5 6 6 1 2 4 0 22% 25% 67% 25% 0% 23% 17% 13% 35% 38% 9% 12% 33% 0%



TABLE 145 page 1 Wildlife Technician: Primary Type of Pay Plan Offered 19. What type of pay plan does your company primarily offer to full-time employees in this position?


WILDLIFE TECHNICIAN base: those whose companies employ at least one full-time 68 4 6 8 12 31 6 38 17 16 11 17 12 6 Wildlife Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% base salary only 10 1 1 2 3 1 1 4 4 2 2 3 0 3 15% 25% 17% 25% 25% 3% 17% 11% 24% 13% 18% 18% 0% 50% hourly plus commission 8 1 0 0 1 4 2 6 1 3 1 2 0 1 12% 25% 0% 0% 8% 13% 33% 16% 6% 19% 9% 12% 0% 17% hourly plus commission & bonus 8 0 0 1 2 5 0 3 4 1 1 3 3 0 12% 0% 0% 13% 17% 16% 0% 8% 24% 6% 9% 18% 25% 0% base salary plus commission 6 0 0 2 1 3 0 4 1 2 0 1 2 1 9% 0% 0% 25% 8% 10% 0% 11% 6% 13% 0% 6% 17% 17% base salary plus commission & 6 0 0 0 1 4 1 6 0 0 1 5 0 0 bonus 9% 0% 0% 0% 8% 13% 17% 16% 0% 0% 9% 29% 0% 0% base salary plus bonus 5 1 1 0 2 1 0 2 0 1 2 0 1 1 7% 25% 17% 0% 17% 3% 0% 5% 0% 6% 18% 0% 8% 17% hourly only 4 0 0 1 1 2 0 3 0 1 1 1 1 0 6% 0% 0% 13% 8% 6% 0% 8% 0% 6% 9% 6% 8% 0% hourly plus bonus 4 0 0 0 1 3 0 3 1 0 2 0 1 0 6% 0% 0% 0% 8% 10% 0% 8% 6% 0% 18% 0% 8% 0% commission plus bonus 2 0 0 0 0 1 1 1 1 0 0 0 0 0 3% 0% 0% 0% 0% 3% 17% 3% 6% 0% 0% 0% 0% 0% draw against commission 2 0 0 0 0 2 0 2 0 1 0 1 0 0 3% 0% 0% 0% 0% 6% 0% 5% 0% 6% 0% 6% 0% 0% commission only 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% no answer 13 1 4 2 0 5 1 4 5 5 1 1 4 0 19% 25% 67% 25% 0% 16% 17% 11% 29% 31% 9% 6% 33% 0%



TABLE 146 page 1 Wildlife Technician: Basis for Commissions 20. What are commissions for this position based on (if offered)?


WILDLIFE TECHNICIAN base: those whose companies employ at least one full-time Wildlife Technician 68 4 6 8 12 31 6 38 17 16 11 17 12 6 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% percent of sales 28 1 0 3 5 15 4 21 4 5 3 11 4 2 41% 25% 0% 38% 42% 48% 67% 55% 24% 31% 27% 65% 33% 33% percent of service or 14 0 0 1 3 8 2 9 3 2 1 4 4 0 production 21% 0% 0% 13% 25% 26% 33% 24% 18% 13% 9% 24% 33% 0% balanced scorecard 1 0 0 0 0 1 0 0 1 1 0 0 0 0 1% 0% 0% 0% 0% 3% 0% 0% 6% 6% 0% 0% 0% 0% certification level 1 0 0 0 0 0 1 0 1 0 0 0 0 0 1% 0% 0% 0% 0% 0% 17% 0% 6% 0% 0% 0% 0% 0% years of service 1 0 0 0 1 0 0 1 0 0 1 0 0 0 1% 0% 0% 0% 8% 0% 0% 3% 0% 0% 9% 0% 0% 0% route value 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% indicated at least one 32 1 0 3 5 19 4 22 7 7 3 12 5 2 47% 25% 0% 38% 42% 61% 67% 58% 41% 44% 27% 71% 42% 33% commissions not offered for 21 2 2 3 6 7 0 11 5 3 7 4 3 3 this position 31% 50% 33% 38% 50% 23% 0% 29% 29% 19% 64% 24% 25% 50% no answer 15 1 4 2 1 5 2 5 5 6 1 1 4 1 22% 25% 67% 25% 8% 16% 33% 13% 29% 38% 9% 6% 33% 17%



TABLE 147 page 1 Wildlife Technician: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


WILDLIFE TECHNICIAN base: those whose companies employ at least one full-time Wildlife Technician 68 4 6 8 12 31 6 38 17 16 11 17 12 6 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% productivity/efficiency 12 0 0 0 3 7 2 7 4 3 1 3 3 1 18% 0% 0% 0% 25% 23% 33% 18% 24% 19% 9% 18% 25% 17% quality 10 0 0 0 2 7 1 5 4 3 2 1 3 0 15% 0% 0% 0% 17% 23% 17% 13% 24% 19% 18% 6% 25% 0% customer satisfaction 10 0 0 0 2 7 1 6 2 4 0 2 3 0 15% 0% 0% 0% 17% 23% 17% 16% 12% 25% 0% 12% 25% 0% profits 9 1 0 1 3 4 0 5 2 1 3 2 2 1 13% 25% 0% 13% 25% 13% 0% 13% 12% 6% 27% 12% 17% 17% individual goal attainment 7 0 0 0 0 6 1 4 3 1 1 2 1 0 10% 0% 0% 0% 0% 19% 17% 11% 18% 6% 9% 12% 8% 0% revenue level 6 0 1 0 3 2 0 5 0 1 2 1 1 0 9% 0% 17% 0% 25% 6% 0% 13% 0% 6% 18% 6% 8% 0% annual growth 4 0 0 0 2 2 0 3 1 1 1 2 0 0 6% 0% 0% 0% 17% 6% 0% 8% 6% 6% 9% 12% 0% 0% department goal attainment 4 0 0 0 0 4 0 3 1 0 0 2 1 0 6% 0% 0% 0% 0% 13% 0% 8% 6% 0% 0% 12% 8% 0% attendance 3 0 0 0 1 2 0 1 2 1 1 0 1 0 4% 0% 0% 0% 8% 6% 0% 3% 12% 6% 9% 0% 8% 0% unserviced accounts 3 0 0 0 0 3 0 2 1 3 0 0 0 0 4% 0% 0% 0% 0% 10% 0% 5% 6% 19% 0% 0% 0% 0% cancellations 3 0 0 0 0 2 1 1 2 2 0 0 0 0 4% 0% 0% 0% 0% 6% 17% 3% 12% 13% 0% 0% 0% 0% chargeable accidents 3 0 0 0 0 3 0 2 1 2 0 0 1 0 4% 0% 0% 0% 0% 10% 0% 5% 6% 13% 0% 0% 8% 0% turnover 2 0 0 0 0 2 0 1 1 2 0 0 0 0 3% 0% 0% 0% 0% 6% 0% 3% 6% 13% 0% 0% 0% 0% branch goal attainment 2 0 0 0 0 2 0 0 2 1 0 1 0 0 3% 0% 0% 0% 0% 6% 0% 0% 12% 6% 0% 6% 0% 0% market share 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% other 2 0 0 0 0 2 0 2 0 0 0 2 0 0 3% 0% 0% 0% 0% 6% 0% 5% 0% 0% 0% 12% 0% 0%



TABLE 147 page 2 Wildlife Technician: Basis for Bonuses 21. What are bonuses for this position based on (if offered)?


WILDLIFE TECHNICIAN base: those whose companies employ at least one full-time Wildlife Technician 68 4 6 8 12 31 6 38 17 16 11 17 12 6 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% indicated at least one 31 1 1 1 8 18 2 20 6 5 6 9 6 2 46% 25% 17% 13% 67% 58% 33% 53% 35% 31% 55% 53% 50% 33% bonuses not offered for this 23 2 1 5 4 8 2 13 6 5 4 7 2 4 position 34% 50% 17% 63% 33% 26% 33% 34% 35% 31% 36% 41% 17% 67% no answer 14 1 4 2 0 5 2 5 5 6 1 1 4 0 21% 25% 67% 25% 0% 16% 33% 13% 29% 38% 9% 6% 33% 0%



TABLE 148 page 1 Wildlife Technician: Basis for Pay Increases 22. On what basis are pay increases determined for this position?


WILDLIFE TECHNICIAN base: those whose companies employ at least one full-time Wildlife Technician 68 4 6 8 12 31 6 38 17 16 11 17 12 6 (multiple answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% merit 28 1 0 2 5 16 3 16 8 7 5 8 4 2 41% 25% 0% 25% 42% 52% 50% 42% 47% 44% 45% 47% 33% 33% cost of living 16 2 1 1 5 6 1 10 2 5 2 5 1 3 24% 50% 17% 13% 42% 19% 17% 26% 12% 31% 18% 29% 8% 50% across-the-board same rate 2 0 0 0 2 0 0 0 0 0 1 0 1 0 3% 0% 0% 0% 17% 0% 0% 0% 0% 0% 9% 0% 8% 0% other 8 0 1 1 2 4 0 6 2 2 2 3 0 0 12% 0% 17% 13% 17% 13% 0% 16% 12% 13% 18% 18% 0% 0% indicated at least one 44 2 2 3 11 21 4 27 10 10 8 14 5 4 65% 50% 33% 38% 92% 68% 67% 71% 59% 63% 73% 82% 42% 67% none - position not eligible 9 1 0 2 0 5 1 6 2 1 1 2 3 1 for pay increases 13% 25% 0% 25% 0% 16% 17% 16% 12% 6% 9% 12% 25% 17% no answer 15 1 4 3 1 5 1 5 5 5 2 1 4 1 22% 25% 67% 38% 8% 16% 17% 13% 29% 31% 18% 6% 33% 17%



TABLE 149 page 1 Wildlife Technician: Average Pay Increase 23. What is the projected (or actual, if already awarded) average pay increase for this position this year?


WILDLIFE TECHNICIAN base: those whose companies employ at least one full-time 68 4 6 8 12 31 6 38 17 16 11 17 12 6 Wildlife Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 10% or more 2 0 1 0 0 1 0 2 0 0 1 1 0 0 3% 0% 17% 0% 0% 3% 0% 5% 0% 0% 9% 6% 0% 0% 8% - 9.9% 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 6% - 7.9% 1 0 0 1 0 0 0 1 0 0 1 0 0 0 1% 0% 0% 13% 0% 0% 0% 3% 0% 0% 9% 0% 0% 0% 4% - 5.9% 9 0 0 0 2 6 1 7 1 2 2 2 1 0 13% 0% 0% 0% 17% 19% 17% 18% 6% 13% 18% 12% 8% 0% 3% - 3.9% 9 0 1 1 2 3 2 6 3 2 0 4 1 2 13% 0% 17% 13% 17% 10% 33% 16% 18% 13% 0% 24% 8% 33% 2% - 2.9% 11 1 0 0 3 6 0 5 3 4 1 4 0 2 16% 25% 0% 0% 25% 19% 0% 13% 18% 25% 9% 24% 0% 33% less than 2% 8 0 0 1 1 5 1 6 1 2 2 1 2 0 12% 0% 0% 13% 8% 16% 17% 16% 6% 13% 18% 6% 17% 0% 0% 13 1 0 3 3 5 1 6 4 1 3 3 4 1 19% 25% 0% 38% 25% 16% 17% 16% 24% 6% 27% 18% 33% 17% mean: 2.6% 1.2% 6.7% 1.9% 2.3% 2.7% 2.6% 3.1% 2.0% 2.6% 3.1% 3.0% 1.3% 2.4% standard error: 0.33% 1.25% 3.25% 1.16% 0.56% 0.46% 0.91% 0.46% 0.50% 0.48% 1.10% 0.65% 0.67% 0.64% median: 2% 1% 7% 0% 2% 2% 3% 3% 2% 3% 2% 3% 0% 3% no answer 15 2 4 2 1 5 1 5 5 5 1 2 4 1 22% 50% 67% 25% 8% 16% 17% 13% 29% 31% 9% 12% 33% 17%



TABLE 150 page 1 Wildlife Technician: Proportion Offering Overtime Compensation 24. Does your company offer overtime compensation to full-time employees in this position?


WILDLIFE TECHNICIAN base: those whose companies employ at least one full-time 68 4 6 8 12 31 6 38 17 16 11 17 12 6 Wildlife Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% yes 29 0 0 4 5 19 1 20 6 6 4 7 6 4 43% 0% 0% 50% 42% 61% 17% 53% 35% 38% 36% 41% 50% 67% no 20 3 2 1 4 5 4 11 6 5 5 6 1 1 29% 75% 33% 13% 33% 16% 67% 29% 35% 31% 45% 35% 8% 17% no answer 19 1 4 3 3 7 1 7 5 5 2 4 5 1 28% 25% 67% 38% 25% 23% 17% 18% 29% 31% 18% 24% 42% 17%



TABLE 151 page 1 Wildlife Technician: Average Annual Base Salary 25. As of July 1, 2015, what was the average annual base salary for this position (in U.S. dollars)?


WILDLIFE TECHNICIAN: AVERAGE ANNUAL BASE SALARY base: those whose companies employ at least one full-time Wildlife Technician 68 4 6 8 12 31 6 38 17 16 11 17 12 6 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 5 0 3 2 3 1 1 0 2 0 2 7% 0% 25% 6% 8% 6% 6% 0% 12% 0% 33% $45,000 - $49,999 2 0 0 2 0 1 0 0 0 2 0 3% 0% 0% 6% 0% 6% 0% 0% 0% 17% 0% $40,000 - $44,999 10 2 4 3 7 1 2 3 2 1 2 15% 25% 33% 10% 18% 6% 13% 27% 12% 8% 33% $35,000 - $39,999 11 1 0 7 11 0 2 2 5 2 0 16% 13% 0% 23% 29% 0% 13% 18% 29% 17% 0% $30,000 - $34,999 10 1 2 7 6 2 2 0 4 2 1 15% 13% 17% 23% 16% 12% 13% 0% 24% 17% 17% $25,000 - $29,999 4 1 1 1 1 2 1 3 0 0 0 6% 13% 8% 3% 3% 12% 6% 27% 0% 0% 0% less than $25,000 4 1 1 1 2 1 0 0 2 1 1 6% 13% 8% 3% 5% 6% 0% 0% 12% 8% 17% $0 3 1 0 1 2 1 1 0 1 0 0 4% 13% 0% 3% 5% 6% 6% 0% 6% 0% 0% n: 49 2 1 7 11 24 4 32 9 9 8 16 8 6 75th percentile (thousands): $40.8 $40.0 $50.0 $41.2 $41.2 $45.0 $43.2 $40.0 $39.9 $46.0 $50.5 50th percentile (median): $35.4 $32.8 $40.0 $36.7 $36.7 $31.2 $35.4 $36.2 $35.0 $36.7 $41.6 25th percentile: $30.6 $16.8 $30.0 $33.1 $33.1 $25.5 $29.6 $27.0 $31.2 $33.3 $30.6 no answer 19 2 5 1 1 7 2 6 8 7 3 1 4 0 28% 50% 83% 13% 8% 23% 33% 16% 47% 44% 27% 6% 33% 0%




TABLE 152 page 1 Wildlife Technician: Value of Other Cash Compensation Received 26. In the 12 months prior to July 1, 2015, approximately what was the average total value (in U.S. dollars) of all other cash compensation (besides base salary) received for this position?


WILDLIFE TECHNICIAN: VALUE OF OTHER CASH COMPENSATION RECEIVED base: those whose companies employ at least one full-time 68 4 6 8 12 31 6 38 17 16 11 17 12 6 Wildlife Technician 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% did not have full-time employees in this position all 12 months 6 1 0 1 2 1 1 2 4 2 1 2 1 0 prior to July 1, 2015 9% 25% 0% 13% 17% 3% 17% 5% 24% 13% 9% 12% 8% 0% no answer 19 2 5 1 1 7 2 6 8 7 3 1 4 0 28% 50% 83% 13% 8% 23% 33% 16% 47% 44% 27% 6% 33% 0% base: those whose companies employed at least one full-time Wildlife Technician all 12 months prior to July 1, 2015 43 1 1 6 9 23 3 30 5 7 7 14 7 6 (fill-in answers) 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% $50,000 or more 1 0 0 1 1 0 0 0 0 0 0 2% 0% 0% 4% 3% 0% 0% 0% 0% 0% 0% $40,000 - $49,999 2 0 1 1 1 1 1 0 0 0 1 5% 0% 11% 4% 3% 20% 14% 0% 0% 0% 17% $30,000 - $39,999 6 0 1 4 3 1 2 1 1 1 0 14% 0% 11% 17% 10% 20% 29% 14% 7% 14% 0% $20,000 - $29,999 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% $10,000 - $19,999 6 0 1 4 3 1 1 0 3 2 0 14% 0% 11% 17% 10% 20% 14% 0% 21% 29% 0% $5,000 - $9,999 5 1 1 3 4 0 1 2 1 1 0 12% 17% 11% 13% 13% 0% 14% 29% 7% 14% 0% $1,000 - $4,999 14 1 2 8 13 1 1 3 7 1 2 33% 17% 22% 35% 43% 20% 14% 43% 50% 14% 33% less than $1,000 0 0 0 0 0 0 0 0 0 0 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% no other cash compensation 9 4 3 2 5 1 1 1 2 2 3 received 21% 67% 33% 9% 17% 20% 14% 14% 14% 29% 50% 75th percentile (thousands): $15.0 $3.2 $27.3 $30.0 $10.6 $38.5 $39.5 $9.9 $11.0 $15.0 $14.8 50th percentile (median): $4.0 $0.0 $2.5 $5.0 $4.0 $14.0 $12.4 $2.5 $3.0 $5.0 $1.3 25th percentile: $1.0 $0.0 $0.0 $2.0 $1.0 $0.5 $4.0 $1.0 $1.0 $0.0 $0.0




TABLE 153 page 1 Geographic Distribution ----------------------------------------GROSS REVENUE--------------------------------------- PRIMARY REVENUE ------------------------------REGION SERVICED----------------------------- -----------SOURCE----------- Mideast/ Great Rocky Mtn/ $100k - $250k - $500k - $1M - New Lakes South- Far West/ TOTAL <$100k $249k $499k $999k $4.9M $5M+ residential commercial England & Plains east Southwest Canada __________________________________________________________________________________________________________________________________________________________________________________________________________ a b c d e f g h i j k l m n

base: all respondents 554 118 106 90 84 124 20 336 124 105 95 125 168 41 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% NORTHEAST: New England 29 3 8 5 2 9 1 15 9 28 0 0 0 0 (CT, MA, ME, NH, RI, VT) 5% 3% 8% 6% 2% 7% 5% 4% 7% 27% 0% 0% 0% 0% j j j j

Middle Atlantic 73 16 15 12 8 17 3 47 12 70 0 0 0 0 (NJ, NY, PA) 13% 14% 14% 13% 10% 14% 15% 14% 10% 67% 0% 0% 0% 0% j j j j

MIDWEST: East North Central 66 23 10 8 10 9 5 33 20 1 63 0 0 0 (IL, IN, MI, OH, WI) 12% 19% 9% 9% 12% 7% 25% 10% 16% 1% 66% 0% 0% 0% b b b j k k k

West North Central 34 2 8 7 7 10 0 17 11 0 32 0 0 0 (IA, KS, MN, MO, NE, ND, SD) 6% 2% 8% 8% 8% 8% 0% 5% 9% 0% 34% 0% 0% 0% b b b b j k k k

SOUTH: South Atlantic (DC, DE, FL, GA, MD, NC, 102 21 20 22 13 18 4 65 18 6 0 89 0 0 PR/VI, SC, VA, WV) 18% 18% 19% 24% 15% 15% 20% 19% 15% 6% 0% 71% 0% 0% j jk jl l

East South Central 24 2 4 2 5 11 0 20 4 0 0 23 0 0 (AL, KY, MS, TN) 4% 2% 4% 2% 6% 9% 0% 6% 3% 0% 0% 18% 0% 0% bd jk l l

West South Central 73 22 12 14 7 13 3 47 15 0 0 12 59 0 (AR, LA, OK, TX) 13% 19% 11% 16% 8% 10% 15% 14% 12% 0% 0% 10% 35% 0% b jk jkl lm

WEST: Mountain (AZ, CO, ID, MT, NM, NV, 50 12 12 4 12 10 0 35 8 0 0 1 47 0 UT, WY) 9% 10% 11% 4% 14% 8% 0% 10% 6% 0% 0% 1% 28% 0% d jkl m

Pacific 61 7 9 9 10 21 3 38 13 0 0 0 61 0 (AK, CA, HI, OR, WA) 11% 6% 8% 10% 12% 17% 15% 11% 10% 0% 0% 0% 36% 0% b jkl m

Canada 41 10 8 7 10 5 1 18 14 0 0 0 0 41 7% 8% 8% 8% 12% 4% 5% 5% 11% 0% 0% 0% 0% 100% e h jklm

unknown 1 0 0 0 0 1 0 1 0 0 0 0 1 0 0% 0% 0% 0% 0% 1% 0% 0% 0% 0% 0% 0% 1% 0%

TABLE OF CONTENTS Data Tables · (traditional mailing, broadcast emailing, and data processing) to...

Documents

Transcript of TABLE OF CONTENTS Data Tables · (traditional mailing, broadcast emailing, and data processing) to...