Busy and broke is the default setting for shops that price from memory. Jobber’s price book and every “how to price HVAC jobs” article start in the same place: know your cost, then put a margin on it, then stick to it on the truck.
The three numbers on every line
- Cost — parts, subcontract, and a honest slice of labor.
- Price — what the customer pays.
- Margin — what you keep. If you cannot see it, you will give it away.
A shop rate book with cost sitting next to price is how the driveway stops inventing a capacitor special. The office and the truck tap the same item.
Do not copy the cheapest guy in town
He is either skipping insurance, skipping tax, or going under. Your Google reviews and callbacks are part of the product. Price like it. When they object, handle it on the quote — do not silently discount after the fact.
Found work needs a price too
While we’re here extras should come from the same book. Photo, customer tap, line hits the invoice. That is growth without another truck. See growing a trade business.
Raise prices on purpose
- Once a year, or when vendors move, not when you are angry at a customer.
- Update the book. Tell the team. Old PDFs in the van are how you leak.
- Grandfather nothing except signed maintenance agreements.
If software costs are eating the raise, compare cancel-anytime numbers. Jobber pricing vs TradeCommands $29 / $99 / $199.
Hourly or flat rate?
Flat rate for common repairs you know. Time-and-material for true unknowns — with a written not-to-exceed if the customer needs it.
Should techs be able to discount?
Small courtesy, maybe. Structural discounts belong to the owner. Otherwise you hired a negotiator, not a technician.
