WHY HVAC CONTRACTORS LOSE MARGIN WITHOUT KNOWING IT.
HVAC margin is lost to three specific things: the regulator's pen, the certification window, and the three-book blur. All three are measurable, and all three are invisible without job costing that reads against the estimate.
HVAC contractors at $1M to $5M net 7.5 percent on the SPM 48-trade dataset, rising to 10 percent by $25M to $50M; the CFOS target at $1M to $5M is 11 percent. The distance between the trade average and the CFOS target isn't a pricing problem in this trade. It sits in the three mechanisms below, each of which moves margin without appearing as a failure on any single job. The refrigerant rules rewrote themselves twice in eighteen months, and every rewrite repriced inventory, equipment, and tooling decisions already made. Regulatory whipsaw is a financial risk class: dated price bases, escalation language, and inventory sized to survive either direction.
THE MATH BEHIND THE MISSING CASH.
The Regulator's Pen
The refrigerant rules rewrote themselves twice in eighteen months, and every rewrite repriced inventory, equipment, and tooling decisions already made. Regulatory whipsaw is a financial risk class: dated price bases, escalation language, and inventory sized to survive either direction.
The Certification Window
A2L-ready shops billed 18 to 30 percent labor premiums behind a weekend of certification and a few thousand dollars of tools per truck. Compliance capacity is pricing power, and the window belongs to whoever tools up before enforcement forces everyone to.
The Three-Book Blur
Service, replacement, and new construction are three businesses with three cash curves and, now, three refrigerant economics. One blended P&L prices all three wrong and hides which book carries the shop. (cfos-job-profitability-system) ---
WHAT CHANGES IN THE FIRST 60 DAYS.
| Metric | $1M to $5M | $5M to $10M | $10M to $25M |
|---|---|---|---|
| Gross margin, industry average | 24% | 25% | 26% |
| Gross margin, CFOS target | 26% | 26% | 26% |
| Net profit, industry average | 8% | 10% | 12% |
| Net profit, CFOS target | 11% | 12% | 13% |
| Overhead, industry average | 16% | 15% | 14% |
| Overhead, CFOS target | 15% | 14% | 13% |
Industry figures are HVAC contractors' AVERAGE for each revenue band, not a floor. The CFOS net profit target is set at 10 percent before taxes or 3.5 points better than your trade's average at your revenue, whichever is higher, and the gross margin target is set at whatever gross margin produces that net profit once your overhead is paid, and never below your trade's own average. Gross minus overhead equals net on every column, so the rows tie out. The gross margin and overhead figures for this trade are derived from the nearest comparable trade in the same dataset, and were not measured directly.
| Last 12 months revenue | Monthly fee |
|---|---|
| Up to $1M | $1,900 to $2,900 |
| $1M to $3.5M | $2,600 to $3,900 |
| $3.5M to $6.5M | $3,800 to $5,700 |
| $6.5M to $9.5M | $5,100 to $7,100 |
| $9.5M to $12.5M | $6,100 to $8,500 |
| $12.5M to $15.5M | $7,400 to $11,000 |
| $15.5M to $18.5M | $9,400 to $13,500 |
| $18.5M+ | Quoted individually |
Range reflects the three tiers below. Which one you're in depends on how much of the work you want off your desk. No payroll. No hidden line items.
You stop guessing.
You get the CFO work. Job costing built against the way you estimate, a 13 week cash forecast, monthly WIP, and a meeting every month that ends in decisions rather than a report.
Your bookkeeper keeps doing the books.
You stop touching the books.
Everything in Core, and we run the bookkeeping and the controllership as well. Nobody in your office is answering coding questions or chasing a reconciliation at month end.
We do the books. No payroll.
Every job shows its margin while it's still running.
Everything in Executive, plus the job costing and WIP platform set up, loaded with your cost codes, and managed for you every month. You never have to learn it.
We do the job costing.
FREQUENTLY ASKED.
