TABLE OF CONTENTS. Purpose and Method 2 About Readex Research.3. Data Tables

TABLE OF CONTENTS Purpose and Method 2 About Readex Research.3 Data Tables

PURPOSE AND FINDINGS The findings cited in this report are based on a survey sponsored by the National Pest Management Association (NPMA) and Pest Control Technology (PCT). The purpose of this research project was to gather current data about compensation and benefits in the pest control industry. The survey sample of 8,978 included all emailable contacts in the following two segments: primary company contacts in NPMA s membership list at unique company locations in the United States and Canada recipients of PCT at unique company locations in the United States and Canada and with titles of executive, owner, partner, president, or vice president On September 22, 2015, Readex contacted all sample members via an email in the name of NPMA s CEO and PCT s publisher, which included a link to the survey programmed/hosted by Readex, asking for their participation in the study. As an incentive to participate, respondents were eligible to receive a copy of the complete aggregated results (emailed by NPMA) and to enter into a drawing for a chance to win one of two $100 Visa gift cards. Reminder emails were sent on September 30 and October 8 to those with deliverable email addresses who had not yet responded. The survey was closed for tabulation on October 13, 2015, with 554 usable responses a 6% response rate. As with any research, the results should be interpreted with the potential of non-response bias in mind. It is unknown how those who responded to the survey may be different from those who did not respond. In general, the higher the response rate, the lower the probability of estimation errors due to non-response and thus, the more stable the results. The margin of error for percentages based on 554 respondents is ±4.0 percentage points at the 95% confidence level. The margin of error for percentages based on smaller sample sizes will be larger. 2

ABOUT READEX RESEARCH Readex Research is a nationally recognized independent research company located in Stillwater, Minnesota. Its roots are in survey research for the magazine publishing industry, but specialization in conducting high-quality survey research (by mail and/or the Internet) has brought clients from many other markets, including associations, corporate marketers and communicators, and government agencies. Since its founding in 1947, Readex has completed thousands of surveys for hundreds of different clients. As a full-service survey research supplier, Readex offers professional services, and in-house processing of all phases of each project (traditional mailing, broadcast emailing, and data processing) to ensure complete control over project quality and schedule. Analytical capabilities include a range of multivariate statistics and modeling techniques in addition to the more traditional stub-and-banner tabulations. This survey was conducted and this report was prepared by Readex in accordance with accepted research standards and practices. 3

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. 25 th = 25 th percentile (25% of companies pay less) 50 th (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. 75 th = 75 th 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

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 DATA TABLES Index to Tables 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 DATA TABLES Index to Tables 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 DATA TABLES Index to Tables 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 DATA TABLES Index to Tables 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

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). DATA TABLES Data Interpretation 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 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 TOTAL GROSS REVENUE Description all respondents 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+ PRIMARY REVENUE SOURCE residential commercial REGION SERVICED Mideast/New England Great Lakes & Plains Southeast Rocky Mtn/Far West/Southwest Canada $5.0 million or more those indicating greater than 50% of their company s gross revenue last year came from: residential accounts commercial accounts (including multi-family housing) those indicating their company services the following region: Mideast only or New England only Great Lakes & Plains only Southeast only Rocky Mountain only, Far West only, or Southwest only Canada only

TABLE 001 page 1 Proportion With Company Membership in NPMA 1. Is your company currently a member of the National Pest Management Association (NPMA)? 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 standard error: 1.61 0.27 0.29 0.47 1.03 1.12 27.65 2.24 3.68 2.59 4.36 2.32 2.60 4.29 median: 7 1 3 6 9 24 100 7 7 7 6 7 7 5 no answer 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%

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 standard error: 1.22% 3.14% 2.53% 2.85% 2.84% 2.62% 5.32% 0.75% 1.24% 2.43% 2.78% 2.53% 2.25% 4.62% median: 65% 71% 65% 65% 60% 60% 55% 80% 25% 65% 55% 73% 70% 50% 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