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EGIA Contractor University

Pricing for Double Digit Profits Workshop – by Drew Cameron

March 15, 2018 – Nashville, TN

Evaluate the various pricing methods and strategies for pricing in contracting. We will review all methods and strategies to ensure dealers’ pricing is cost-based and designed to properly produce acceptable gross profit dollars to recover overhead. We also must understand the difference between gross profit dollars and gross margins, target profitability by business segment, and how to increase cash flow to allow growth. We will review divisor, multiplier, markup, gross profit per crew by day and hour, breakeven and dual overhead pricing methods. We will also discuss the idea of aligning a company brand to a market price, and acceptance of the price versus just cost and profit.

Topics Covered:

  • How Pricing Fits into a Company Brand and Overall Strategy
  • Defining a Company Cost Structure – Properly Organized Chart of Accounts
  • Breaking Down Revenues, Cost of Goods Sold, Overhead, and How Income Statements Work (GAAP)
  • Identifying Breakeven, Gross Profit Per Day and Overhead Per Day Concepts
  • Methods of Pricing – Divisor, Markup, Multiplier, GP Per Day, Breakeven, Dual Overhead
  • Utilizing Add-on Replacement Cookbook – Setting Standards – Positioning
  • GP $ Per Man-Day Benchmarks in Replacement and Light Commercial
  • Crew Capacity – Labor Capacity – Planning Overhead Per Day
  • Flat Rate Implementation – Setting a Labor Rate Correctly Based on Price and Market
  • Key Performance Indicators – Benchmarks and Their Use in Pricing
  • Define Pricing in all Segments
    • Service Pricing Labor Rate and Parts Markups
    • RNC – Single and Dual Overhead, Cost-Based, Breakeven
    • Residential Maintenance – Breakeven, Costs, and Pricing to a Margin
    • Light Commercial and Commercial Maintenance
Event Details
More Information
Presenter Bio

March 15, 2018
8:00 a.m. - 5:00 p.m.

Embassy Suites by Hilton Nashville-South Cool Springs
820 Crescent Centre Drive
Franklin, TN 37067
Driving Directions

Premium Members: Free for the first two registrations (Additional registrations:
$199/person for 1-day workshops or
$299/person for 2-day workshops)

Non-Premium Members: $599 per registration

Cancellation Policy
The deadline to cancel your training registration without penalty is 15 business days prior to the training start date. Registration cancellations received after the deadline will result in a cancellation fee equal to the ticket price of this workshop.

Course Materials:

  • Course Manual/Workbook
  • Electronic Files – Cookbook Excel Tool, Budget, Chart of Accounts, Example Pricing Tools Comparing Methods, Flat Rate Pricing Tool for Street Rate, Service Agreement Pricing Template.

Who Should Attend?

  • Owners of Trade Businesses
  • Managers in a Company

What to Bring:

  • A laptop running Microsoft Excel. These are working sessions and it is critical that everyone have their own laptop to work on (no mobile devices, tablets or iPads please).
  • Current Pricing Strategies and Rate Schedules in All Segments
  • Pricing Being Used in the Company Today
  • Optional but Recommended: Laptop with Excel

Follow-up Homework:

  • Watch all Pricing Videos
  • Review All Best Practices on Contractor University Website on Pricing by Market Segment
  • Develop a Defined Pricing Strategy in all Segments for Your Company
  • Build AOR Cookbook – Positions
  • Apply GP $ Per Man-Day Benchmarks
  • Implement Service Pricing and if Needed Flat Rate Pricing
Drew Cameron

Drew Cameron

President, HVAC Sellutions & Energy Design System, Inc.


Drew Cameron is president of both HVAC Sellutions and Energy Design Systems, Inc. and has 38 years of experience in all facets of running a residential contracting business. He and his team work with contractors to implement effective lead generating marketing and build multi-million dollar profit-generating home services sales forces. Drew is a founder of the Contractors Consultants of America (CCA), a founding member of the Contractor Advisory Group (CAG), a member of Air Conditioning Contractors of America (ACCA), Electric & Gas Industries Association (EGIA) board member, Efficiency First board member, as well as a Consult & Coach Partner and Preferred Vendor Partner with Service Roundtable. Drew is a Tom McCart International Consultant of the Year Award Winner.

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