EGIA Contractor University

Educational Workshop

Performance Based Pay-Implementing a Productivity Based Pay Structure

April 16, 2020 - Atlanta, GA

Designed to allow a company to develop a business and operating plan for the year ahead. In addition to conducting a full review of all the company business processes, we will work to then prioritize the company goals. Once we have established all the relevant goals, we can then create a plan.

The plan will consist of a Financial plan, Marketing Plan, Production Plan, and a Human Resources Plan.

We will create a working budget that transcends a one time budget and becomes an operating platform for your company. We will also design a lead forecast, sales, sales closure rates, estimated marketing budget to create those leads, and a forecast for labor an crews, techs maintenance.

We will review all methods of pricing, market and cost based, the methods you may enjoy implementing to increase your sales, as well as consumer promotions for your slower transition shoulder seasons, a break-even calculation, and how to be sure we are making a profit and positive cash flow in any given period.

In workshop we will create a positioning cookbook price system, and analyze how this can be used in your own company. Whether you already have a set price book or not this analysis is essential to know how a company can sell utilizing overhead per crew day, and combining marketing practices in the slower periods.

Finally we will cover all aspects of service management, developing tech lead turnovers and sales, service agreements, accessory sales, and marketing to gain access to new service clients both digitally and also via traditional media.

Topics Covered:


  • Work to prioritize the company goals.
  • Create financial, marketing, production and human resources plans.
  • Create a working budget that becomes an operating platform for the company.
  • Design lead forecasts, sales, sales closure rates, estimated marketing budgets, and a forecast for labor an crews, techs maintenance.
  • Develop a break-even calculation to ensure you are making a profit and positive cash flow in any given period.
  • Cover all aspects of service management, developing tech lead turnovers and sales, service agreements, accessory sales, and marketing to gain access to new service clients both digitally and also via traditional media.

What to Bring (Dealers):


  • A working laptop or device that has EXCEL on it actively working
  • Your company’s organization chart
  • A copy of your previous year’s income statement (final year) – detailed if available
  • A year to date income statement
  • A balance sheet – current
  • Your company’s goals for the coming year PLUS goals for the coming year broken into departments – service/AOR/MTC/commercial/commercial MTC/ etc…. all departments broken down
  • Sales
  • GP Dollars
  • Gross Margin %
  • Sales Growth %
  • Service Agreement growth, renewal, attrition
  • Earnings target – EBIT – also known as operating income
  • Other goals
  • Pay for each field labor person – possible report or just know the wages you pay
  • A month-by-month break down of all sales by department – seasonal sales mix percentages
  • A month-by-month break down of each cost of goods sold – by department if possible
  • Your system or method of pricing
  • The flat rate or time and material labor rate used in service departments
  • Sales closure rates
  • Average tickets for service, plumbing, HVAC, Drain, and Retail Sales
  • Lead tracking if available – cost per lead
  • Where you got your lead sources from and those cost per leads
  • # of maintenance agreements and renewal percentages
  • Percentage of leads from service and maintenance
  • Lead turnover ratio’s – calls run, lead turned, what ratio

Who Should Attend?


  • Owners of Trade Businesses

Presenter Bio

James R. Leichter

President & CEO, Aptora Corporation, Mr. HVAC LLC, RA Tax and Accounting Inc.

MrHVAC.com

James is a successful entrepreneur and master mechanic whose accomplishments include being the founder of MrHVAC.com, the CEO and founder of Aptora, the President of RA Tax and Accounting and a partner with ProAmerican Investments.

James' company MrHVAC.com is a website dedicated to improving the lives of contractors. It includes industry articles, specialized HVAC calculators, forms, templates and one of the most extensive operations manuals in the country. As the founder of Aptora corporation, he has created some of the most popular software programs in the service industry including Flat Rate Plus and Total Office Manager.

James is well known for his burning passion to help contractors and it shows in his unique speaking style. He has hosted management workshops all around the United States and has conducted onsite consulting since 1996 with hundreds of contractors.