How much revenue should an HVAC service tech generate per year?

At coached HVAC shops, the median service tech sells $293K a year. The middle half of techs sell between $209K and $341K. These numbers come from each tech's own daily sales. They do not include equipment sold by a separate comfort advisor.

That is our HVAC revenue per technician benchmark. If your techs sell less than the bottom of that range, look at how they run calls before you add more techs.

Why HVAC revenue per technician benchmarks don't match

Search this question and you will find many answers. Some pages set a target as a multiple of what a tech is paid. Some count install crews with service techs. Some divide company revenue by the number of trucks.

Each method gives a different answer. Few pages say which one they used, so an owner can't compare their shop to them.

Our number is simple. It is the revenue a service tech sold, divided across the days we have his numbers, and turned into a full year.

How we measure revenue per technician

• Sold revenue per service tech. Each tech's own sold work, from the numbers he logs each day.
• Service techs only. We leave out comfort advisors, sole maintenance techs, and apprentices.
• At least half a year of data per tech. Techs with only a few weeks of numbers are left out.
• The last 12 months. We update the numbers every quarter.

One thing to know about HVAC. Many shops send a comfort advisor to sell replacements. When that happens, the replacement does not count toward the service tech's number. A shop where techs sell their own replacements will show a higher number than a shop that hands them off.

What moves the number

Revenue per tech comes from three things that multiply together. They are the calls a tech runs, the share he closes, and the average ticket on each sold job.

Adding calls is the hardest to change. HVAC also has slow seasons, so calls rise and fall through the year. Close rate and ticket are steadier, and they come from how the tech runs the call.

See the average close rate for an HVAC tech and a good average ticket for an HVAC service call for those numbers. Our article on why some HVAC techs close more calls than others covers how to raise them.

What your number tells you

Below $209K. Your techs are not selling enough on each call. Adding a tech now adds the same problem. Work on close rate and ticket first.

Between the bottom and top of the middle half. Your shop is in the middle of coached shops. Coach the techs at the bottom of your own team first.

Above $341K. Your techs sell well. If they are booked out in your busy season, you may be ready for another tech.

What we recommend

Track revenue per tech for every tech, every month. Compare the same months year over year, because HVAC is seasonal.

Fix sales before you add trucks. A new tech who sells like your bottom tech costs you money. Moving a current tech from the bottom quarter to the middle pays you right away.

The free owner assessment below shows where your shop stands on sales and the rest of the business.