Lomé/Cotonou air conditioning = explosive hot tropical market: +15%/year. HVAC pro with recurring B2B contracts = stable revenue. Here's the 2026 strategy.
TL;DR
- Togo Benin AC market 15M XOF potential/year SME 50 units.
- Recurring maintenance contracts = stable MRR.
- Targets: hotels, banks, buildings, hospitals.
- Stack: ServiceTitan/Jobber + WhatsApp + GMB.
2026 Togo Benin market
- Lomé: 1.5M inhabitants, strong growth
- Cotonou: 1M inhabitants
- 90% air-conditioned offices (vs 60% 5 years ago)
- 60% upscale residential air-conditioned
- Brands: Daikin, Mitsubishi, LG, Samsung, Panasonic
Profitable service mix
| Service | Margin | Volume | Regularity |
|---|---|---|---|
| New installation | 25-35% | Seasonal | March-June dry peak |
| Contractual maintenance | 50-70% | Regular | Quarterly |
| Emergency repair | 40-60% | Variable | Hot peak |
| Parts sales | 20-30% | Regular | Continuous |
Strategic focus: maximize contractual maintenance (predictable revenue).
Standard B2B maintenance contracts
Level 1 - Basic (50K XOF/month/unit) :
- 1 visit/quarter
- Filter cleaning
- Leak check
- Written report
Level 2 - Standard (80K XOF/month/unit) :
- 1 visit/month
- Complete disinfection
- Gas refill if needed
- Consumable parts included
Level 3 - Premium (150K XOF/month/unit) :
- 2 visits/month
- 4h emergency intervention guarantee
- Parts included (except compressor)
- Monthly reporting
80-room hotel with Standard level = 6.4M XOF/month MRR.
Priority B2B targets
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- Chain hotels (Sheraton, Ibis, Onomo)
- Banks (UBA, Ecobank, Société Générale)
- Corporate HQs (Trans Africa, Bolloré)
- Private hospitals
- Lomé Plateau / Cotonou Ganhi office buildings
- Chain restaurants
- Clinics
2026 stack
- Site + Lomé GMB + Cotonou GMB: 1500€ Kolonell
- ServiceTitan or Jobber : 70-200€/month
- Parts stock management : Lightspeed Inventory 80€/month
- SYSCOHADA accounting : Sage 30€/month
- WhatsApp Business + auto : free
- Google Ads : 200-400K XOF/month
B2B sales pitch
- "Instead of paying 500K XOF broken repair + 1 day restaurant closure,
- invest 80K/month preventive maintenance and avoid 95% breakdowns."
- Customer ROI : saves 2-5M XOF/year on major repairs.
FAQ
Q: Manageable units per technician?
A: 60-100 units in Level 2 contractual maintenance.
Q: Stock parts or order?
A: Stock top 20 parts (filters, gas, capacitors). Order rest in 24-48h Lomé/Cotonou.
Q: Seasonality?
A: Heat peak March-June (emergency repairs). Off-season stable contractual maintenance.
Conclusion
2026 Lomé/Cotonou air conditioning: focus B2B maintenance contracts for stable MRR. 50 clients × 80K = 4M XOF/month recurring. 300-600K/month investment → x5-10 ROI. ServiceTitan/Jobber + WhatsApp = modern stack.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.
