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Customers are spending more than last summer, data shows
From May to July, average tickets from organic channels rose by over 10% year-over-year
Image: Axios
Throughout any given month, you can find Jonathan Torrey of analytics startup SearchLight publishing HVAC-industry demand trends and other insightful data from contractors nationwide.
What’s happening: We asked Torrey if he could share some of that data, comparing May to July of this year to 2023, and he was nice enough to say yes.
Note: Data is pulled from anonymized samples of HVAC contractors across the U.S.
By the numbers: Lead volume from “organic” channels, which include non-paid Google listings and Facebook, rose 10% year-over-year.
Average tickets increased by 12% — a positive, but not enough to keep up with customer acquisition costs, which jumped 14%.
Organic channels drove over $360,000 in closed revenue per company from May to July, up 13% from ~$317,000 during the same period last year.
“There is slightly more demand available than in 2023 and a higher amount spent per paying customer, but it is more expensive to acquire them,” Torrey writes in an email.
On Local Services Ads: In June and July, it cost about $50 more to acquire a customer from LSAs than in 2023.
However, similar to organic channels, “the average customer from GLSA spent $1,656 more in June and July '24 than in the same period in '23,” Torrey notes.
What to watch for: In August 2023, average tickets were strong, and customer acquisition costs were lower than in June, which, per Torrey, is typically the cheapest month to acquire customers.
August data will be published in the coming weeks.
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