EGIA Contractor University

Educational Workshop

Performance Based Compensation

November 15, 2018 - San Antonio, TX

Performance pay is a part of compensation, and Human Resource Management in any business.
Performance, or Productivity pay is also one of the least understood, and most misinterpreted of all aspects of pay and compensation plans in our trades.

The concept often carries a negative connotation in our industries.
Many believe it is some method to reduce the costs of labor payroll, it is not. In fact it is exactly the opposite, and in this workshop we will review how the compensation and rewards systems can actually increase the pay of the field labor teams, and simultaneously increasing company gross profits.

Many also will have experienced a system in a former employment experience that wasn't organized well and that may create a negative perception of the principle. However, most owners are ON Performance Based Pay, as they are paid on profit at year end.

There are many forms of performance pay. We will review multiple aspects, and this will be in context of the principles of being fair, legal, organized, and very supportive of sharing the increases in productivity with the employees after the company is paid first.

We will dive into the payroll systems, tracking the pay plans, organizing the labor payouts to match the targets for the company, and all the details of the legality to install a pay system base don productivity. This includes conversations of various state regulations, and federal regulations to maintain compliance. We will also cover the wide range of positions, sales, technicians, install crews, customer service, dispatch, and any other administrative position using the concept of shared success.

Finally we will be discussing implementation processes, how to get it in place smoothly and with proper execution.

More Information


  1. Owners and accountants
  2. Service Managers and Operations Managers


  1. Questions to be asked
  2. Financial Statements showing Labor costs for each
  3. Knowledge or data on Labor as it relates to each type of sale in a company

Presenter Bio

Gary Elekes

President, EPC Training

Gary Elekes is serial entrepreneur with a passion for helping others become more successful by sharing what he has learned over the past 3 decades working closely with all facets of the contracting industry. During his career, Gary has held senior management positions at Lennox and Service Experts. In 2000, Gary moved into entrepreneurship and started his training and consulting business EPC. Today, EPC continues to support growth oriented businesses aspiring to reach 20% EBIT. He also designed the very first web based learning platform for the residential contracting industry, which acts as a support system for training and learning in HVAC and plumbing trades, and has over 5,000 subscribers.

In 2003, Gary began acquiring contracting firms with a focus on developing turn-around opportunities. He also opened and operated several start-up businesses. In 2010, he added web design/SEO and online marketing to his company portfolio starting Imarket Solutions as a co-founder. Gary graduated from Ohio State University with a BSBA and also holds a Master's Degree in Business and Finance.