years of experience...in any given market, there is 1 market leader and a few that are vying for the top spot (this is in relation to the resi/lt commercial service market)....
there are 100 other EC's who don't know what business they are in (service, new resi, new commercial, all, some, none....) and they have no direction...they wait for the phone to ring, pray for work....they aren't set up for any one thing, so they are inefficient in many...their employees are not trained...no benefits...no anything...
unfortunately, most EC's fall into this category, mostly by default...they were never taught anything different...