HVAC
Close rates, average tickets, pay plans, and the levers that move daily revenue.
How-to
Your billable hour rate must cover your shop’s costs and leave your planned profit. Divide total yearly costs by one minus your profit goal, written as a decimal. Then divide by planned billable hours. Use hours your techs can bill, not every hour you pay them for.
How-to
At coached HVAC shops, the bottom quarter of techs close 52.6% of their calls or less. The top quarter close 83.7% or more. They run the same kinds of calls for the same kinds of customers. The difference is not talent. Top techs follow the same steps, in the same order, on every call.
Benchmark
No single average close rate works for every HVAC shop. A useful comparison starts with the calls your techs run and who handles system sales. Compare techs with similar duties, then review their full KTI. Use revenue per truck to check overall productivity, rather than judging the shop by close rate alone.
Benchmark
There is no single good number we can give you for an average ticket. This is because it depends on what you count and how you count it. A blended number that mixes service calls, maintenance jobs, and full system replacements will not tell you much. What matters is whether your ticket is moving up, job type by job…
Benchmark
HVAC maintenance plans are worth it. They give you steady calls, improve customer retention, and raise the value of your shop. Plans help keep your techs busy in slow seasons and open the door to more sales. Every HVAC shop should make maintenance plans a priority.